[Excerpt] 9th Chapter Decryption Advantage Negotiation Master

A true negotiator always believes that negotiation is a game with a chapter to follow, as long as you can master the rules of the game, you can become a real game master.
Keep in mind that when negotiating, no matter how large an organization your opponent represents, even if he is a union president representing 10,000 union members, you are faced with a specific individual.
Of course you can be sure that he will try to fight for his organization's interests in the negotiations, but I believe it is his personal style that really affects what he did during the negotiations. Therefore, in the process of negotiation, as long as you can better understand your opponent, you can better grasp the whole negotiation process.

1. The personal characteristics of the superior negotiation master:
(1). To have the courage to find more information
Advantage negotiators often get a better understanding of their opponents in a variety of ways, and more importantly, they never make too many assumptions and expectations about their opponents.
Dare to ask some more daring questions, including those that you think the other person will not answer, because even if they do not give an answer, you can learn some important information by their reaction when they hear the question. If possible, ask different people about the same question and see if their response is the same.

(2). Be patient with your opponent and start a protracted war
Patience is a virtue shared by a master negotiator. The real negotiators are always very patient and will never end the negotiations hastily because of time pressure, thus making some decisions that are not good for the parties.

(3). To have the courage to everytime the opponent
Henry Kissinger once said: "The outcome at the negotiating table depends to a large extent on the ability of a person to exaggerate his requirements." "I can't think of any better way to achieve this than to make the other person feel that you can end the negotiation at any time."
When you buy a thing, you can put your price down very low, at least lower than you can accept the price. And if you are the seller, you should raise the price very high, at least higher than you can accept the price. At the beginning of negotiations, it is important to find a position that is both reasonable and advantageous to you.

(4). To be honest, let the two sides to achieve a mutually beneficial solution
I believe that in negotiations, the true negotiator needs integrity. In many cases, once you find your opponent's weaknesses, you are likely to take the opportunity to launch an offensive that will defeat your opponent. Sometimes, you may have some information that your opponent does not know, and when this happens, only those who really say good faith will still consider each other's interests and seek to achieve a winning outcome. I mean, even if you take advantage of the situation, you have to try to do without prejudice to their own interests, to make some concessions in favor of each other.

(5). To be a good listener
Only a good listener can be called a true negotiator. Because only good listeners can find the real need of each other in the process of negotiation. So, how should we become a good listener? My advice is to take listening as an interactive process to increase your attention. Lean forward, lower your head slightly, and let the other person see you listening. Ask questions, give feedback, and think about each other's words. Focus on what the other person is telling you, not on his or her style of speech.
To get a better understanding of each other's conversations, you might want to keep a record of your conversations from the start. Take out a sticky note, write a date and topic on it, and start making some simple notes that will help you save a lot of time, and it will make you feel very concerned about what he says. In addition, once the other person sees what you are doing, they will become more precise when they speak. It is also important not to interrupt other people's conversations easily, let's not leave a comment when others have not finished speaking.
To improve your judgment, let the other person first tell you his conclusion. If you do not fully agree with his conclusion, may wish to ask the other party to explain in detail. Be sure to keep a positive attitude at this point and tell yourself that you have eliminated personal prejudice and that your prejudice is likely to affect your response.
Or maybe you're a person who can't tolerate people bragging in front of you. That must pay attention to their own mentality. You can make better judgments about other people's conversations. Alternatively, you can choose a two-piece sticky note, then write the factual information on the left side, and write your judgment on the right side of the conversation.

2. The attitude of the superior negotiation master
(1). Willing to accept uncertainty
The superior negotiators like the feeling of uncertainty in their future. People who like to socialize tend to accept uncertainty more easily. And those who like to deal with things often do not like the feeling. For this reason, engineers, accountants, and architects (who are highly accurate in their work) don't like the feeling of pushing. In their view, the best things are clear, non-black and white.

(2). A sense of competition
Excellent negotiators, often have a strong desire to win. To be a good negotiator, you must first learn to think of negotiations as a game. Think of the negotiating table as an arena where you have to compete with your opponents. The more you look at negotiations as a game, the more competitive you will become. The more competitive you become, the more courageous you will be. The more courageous you are, the easier it will be to achieve your desired results.

(3). Do not pursue pleasing
The advantage of negotiating a master is never related to whether it can be pleasing to the opponent's liking. Negotiation is essentially a process of coordinating conflict. Those who are too keen to be liked by others are hard to be real negotiators because they are too afraid of conflict. In fact, the really important thing for a real negotiator is to find a solution that will be acceptable to both parties through constant negotiation.

3. The belief of superior negotiation master
(1). Negotiation is always a two-way process
A superior negotiator always sees negotiations as a two-way process. In the negotiation process, the other side is under the same pressure as you. A true negotiator always tries to come up with the fear that a client can have. In negotiations, people are usually more familiar with the pressure they face, but they are not familiar with the other side of the pressure to bear.

(2). Negotiation is a chapter-based process
Negotiation is a process that can be followed by chapters, like chess, it has certain rules. (Pliers Strategy Combat)
A true negotiator always believes that negotiation is a game with a chapter to follow. As long as you can master the rules of the game, you can become a real game master.

(3). Refusal is just the beginning of negotiations.
The advantage negotiator never sees "no" as a sign of rejection-that's just a sign of his position. He might tell himself: "Isn't this a very interesting start?" I don't understand why he must choose this way to start negotiations with me. ”

[Excerpt] 9th Chapter Decryption Advantage Negotiation Master