Taking watermelon as an example, this paper leads to the idea of explaining what conflict is and the benefit exchange solution of conflict.

Negotiation: I meet your needs, you meet my interests, we need each other and share the decision-making power.

Persuasion: I have no weight to exchange with each other.

Before negotiating, you must first make clear the state, whether to negotiate or persuade and take action.

Persuasion can sometimes be transformed into negotiation. You eat Xiao Qiang in a restaurant, and you want him to be free. Call your boss, and if the waiter refuses to come, persuade him to negotiate.

The reasons for the conflict are: insufficient resources, unclear boundaries, rent-seeking power and unfamiliar communication skills.

Conflicts have both negative aspects and positive possibilities. It can expose the root causes of conflicts and leave a path for conflict resolution.

Road.

Second, the 4P rule at the beginning of the negotiation.

Purpose: Vision, optimism and ideal. Consider what we need to achieve, the importance of our relationship, and what we can do to achieve our goals.

The correct negotiation goal should be to set different levels and leave enough alternatives.

It is important not only to prepare, but also to keep in contrast with your own goals during the dialogue.

Person: Who can speak and know the scope of the other party's authorization, who can make a decision.

Product: product. That is, the expected effect of this negotiation, such as the concrete and realistic receipt of goods today, rather than the lofty vision.

Process: make full use of process control,

Create time to communicate with others. Get invisible intervention. People are often not hostile to eating and resting.

If you can show more patience in the negotiation, you may get more favorable negotiation conditions and avoid making a decision immediately.

Expectation rendering: a vision

Procedural statement: Mr. Wang, may I suggest that we take a break in today's negotiation?

Hard intervention: Is that what you just said?

Product word: Mr. Wang, you have limited time today and you have to go to the airport later. We can only tell you quickly. Our goal is still the same, that is, to achieve a goal with the responsible company. Our previous communication has made us feel the sincerity of your company (previous purpose). In the next time, we would like to hear your views on this cooperation from the perspective of enterprise managers (to further understand the cooperation intention, we will negotiate for about 40 minutes today, will you take a break 15 minutes?

Hard intervention: Is that what you just said?

Product word: Mr. Wang, you have limited time today and you have to go to the airport later. We can only tell you quickly. Our goal is still the same, that is, to achieve a goal with the responsible company. Our previous communication has made us feel the sincerity of your company (previous purpose). In the next time, we would like to hear how you look at this cooperation from the perspective of enterprise managers (to further understand the intention of cooperation and today's products), and get your comments and opinions on our company. I think we will have a great harvest today.

Person: When installing the antenna, who can decide the route, the customer or the property? In most cases, the property.

I have already given you a discount. I have no right to give you a discount. I have to wait for the boss to agree.

For example, buying a car, the price exceeds the budget. If it can be cheaper, I can make a decision now. If not, I need to ask my wife.

For example, if the purchase price is above 1 10000, the online department will bid. Do you think it can be lower than 1 10000?

3F Theory: Focus, Feedback, Solution.

The position of decision-making power determines different ways of conflict resolution: the decision-making power lies in the other side-persuasion; Decisions are made by both parties-consultation; This decision was made by a third party-debate.

Nash equilibrium: it is the result of a game, that is, the choice made by each participant is the best response to the choices made by other participants, such as the result of two prisoners exposed to each other in the prisoner's dilemma.

Answer blows with blows: Don't test human nature unless you have to, because human nature really can't stand the test. Don't judge whether others are worthy of cooperation by their character.

2. The question to be asked is not "Is he trustworthy", but "Under what circumstances may he choose to cooperate"? 3. Learn to observe the similarities and differences of human nature.

This is not to convince you that human nature is actually dark.

This is to make you believe that human nature will be led to the light.

Seven elements of negotiation: interests (real demands of both parties), standards (objective standards introduced when there are differences or doubts), options (methods to solve problems), alternatives (alternatives after negotiations cannot be completed), communication quality (handling emotions, influencing and managing dialogue direction), interpersonal relationship () and commitment (achieving expected goals and being predictable).

Insert a negotiation case from the middle in Xiong Hao 6.

Third, interests are not equal to positions.

Take two children grabbing oranges as an example to illustrate.

Position: What do I think they need?

Pros: What do they really need?

There is a gap between interests and positions, and this gap is self-righteousness. Are we willing to acknowledge other people's interests, needs and problems, as well as their cognition, experience and life? Actually, we don't know. In fact, we didn't understand it before asking and listening. The second thing that forces us to stand still is blind obedience to words, so we have no curiosity and insight to uncover the veil of words and understand the deep reasons why the other party expresses such words and produces such cognition. Therefore, it is very important to ask the right questions, which can help us to bypass the rock of position and finally move towards the smooth road of the other side's interests.