When a famous Japanese automobile company just landed in the United States, it is urgent to find an American agent to sell its products to make up for their ignorance of the American market. When the Japanese car company was preparing to negotiate with an American company on this issue, the negotiators of the Japanese company were late because of the traffic jam. Representatives of American companies cling to this matter and want to get more favorable conditions as a means. The representative of the Japanese company found no way back, so he stood up and said, "I'm very sorry to have delayed your time, but this is definitely not our intention. We don't know enough about the traffic situation in America, which leads to this unpleasant result. I hope we don't waste precious time on this irrelevant issue. If we doubt the sincerity of our cooperation because of this matter, then we have to end this negotiation. I don't think we can't find a partner in the United States under the preferential agency conditions we proposed. " The Japanese representative's words made the American agent speechless, and the Americans didn't want to lose this opportunity to make money, so the negotiations went smoothly.

Case analysis: Offensive opening strategy refers to expressing one's tough stance through language or behavior, so as to gain the necessary respect from the other side, and then create psychological advantages and make the negotiation go smoothly. We must be careful to adopt an offensive opening strategy, because trying to show our strength at the opening stage of the negotiations will make the opening of the negotiations in a tense atmosphere, which is extremely unfavorable to the further development of the negotiations. Offensive opening strategy is usually only used in this situation: it is very unfavorable for one's bargaining to find that the negotiating opponent is deliberately creating a low-key atmosphere, and if this atmosphere is not reversed, it will harm one's vital interests.

In this case, Japanese negotiators adopted an offensive opening strategy, which prevented the US from trying to create a low-key atmosphere. The offensive opening strategy can reverse the low-key atmosphere that is not conducive to one's own side and make it move towards a natural atmosphere or a high-key atmosphere. However, the offensive opening strategy may also make the negotiations deadlocked from the beginning.