Li Ligang's book notes on Negotiation Game

I. essence of negotiation-where to go

Sima Qian

The concept of negotiation: in order to coordinate the relationship between each other and meet their respective needs, we strive to achieve consistent behavior and process through negotiation.

Benefit = profit (Real profit) + name (vanity) = Win (take advantage of cheap)

The easiest way to satisfy vanity is to praise him.

• Praise: private occasions are more appropriate.
• Dark praise: Suitable for formal occasions.
  • For example, the other party is happy, rather than happy.
  • Hao Han likes to be brave. May I ask XX, what success experiences can be shared over the years?
  • For successful people, asking successful experiences and experiences has become the first place in the world.
  • For those who fail, the plan for the future has become the second shot in the world.

Users like to buy products that take advantage of the cost rather than the cost.

Win-win strategy:

• A win-win situation on the surface: If you want to express your willingness to be strong, but do not dare to do so, select either of them. (I want you to pick it out)
• Essentially a win-win situation: before the negotiation, we should clarify our respective needs. If we do not clarify the needs of others, we will not be able to introduce anything else. (Optional)
• Strategic Cooperation: if the other party must win this time, let the other party win this time. Next time, let me know. (Courtesy exchange)

The negotiating master must make the other Party feel the winner.

 

Ii. Preparations-grain accumulation and warehouse building

There must be alternatives before negotiation.

Time question: when we are well prepared.

Location:

• Fight for home site: if the customer does not agree, ask him to go to the Headquarters. There are four advantages: 1. accompany food and drink; 2. Senior Public Relations; 3. Visit the Warehouse Production Line; 4. A long time
• Can't beat the home site, beat a third party.
• The worst road trip.

Character problems:

• The other party has a high position and our position is low: Tell the customer that I have been authorized by the Company to negotiate within the permission first. If the permission is exceeded, I will ask the lead to gain room for maneuver.
• The status of the other party is low, and our position is high: we talk about our own affairs, draw closer relationships, and cultivate ourselves.

Negotiation objectives:

• Price: high
• Target
• Bottom Line

 

Iii. negotiation and communication-wide-forward and strict-out

Question skills:

• Open Question: Kick the ball to the other party. Whoever speaks first and then dies first.
• Select either of them when the problem of choice is not strong.

The art of listening:

• Smile between eyes
• Take the book with the left hand and the pen with the right hand.

Question:

• Ignore yourself and others
• Listen less and Miss
• Do not understand (but sometimes do not understand can use a strategy)

TIPS:

• Negotiation cannot start
• Questions that can be answered
  • Do not answer exactly
  • Do not answer questions thoroughly
  • Lower interest of others
  • Psychology targeting the other party
• No answer
  • Strive for sufficient time to think
  • Play the ball
  • Excuse for delay

Case:

Reporter: Do you mind the title of academic super male? Or TV stars?
Yi Zhongtian: I don't mind, or don't mind. I mind and don't mind. The result is the same. Why should I mind. For example, Do I mind if I say that the typhoon is coming in Xiamen today? It's raining. My mother wants to marry. Do you mind? I certainly don't mind. But you asked me if I liked it? I don't like it. (Inaccurate answer)
Reporter: Will you participate in commercial hype?
Yi Zhongtian: What is commercial hype? What is commercial hype? I will reply to my participation and not participation. (Play back the ball)
Reporter: for example, the packaging of instructor Yi, the sales volume of your books, or the remuneration you get. Package you in another form.
Yi Zhongtian: in fact, to put it bluntly, all things that will be available will be packaged. If they are not packaged, they cannot be available, just like people wearing clothes, right. You must wear some clothes to see people. Reporter: when you spoke about the Three Kingdoms, you said that you studied from the perspective of human nature. This is very different from the previous saying.
Yi Zhongtian: I figured out why the audience in our forum should listen to you and talk about history. He is not a student in the History Department. He is not preparing for the exam. Why should he listen? What did he hear? I think our audience's attention to history is to people. Attention to people is attention to human nature. The ultimate goal of our humanities discipline is to make everyone live and feel happy. Where is the problem? It's human nature.
Reporter: But what we often say is to learn from history.
Yi Zhongtian: Let people learn from history. If it is for reference by the rulers, it is for the governance of wisdom. If it is for the masses of our people and for every citizen of ours, it is also a mirror, then what he sees in the mirror is human nature.
Reporter: How do you position yourself? Are you a disseminator, a researcher, or something?
Yi Zhongtian: most afraid of this problem. (Strive for Time)
Reporter: all have?
Yi Zhongtian: I am a big radish, an academic radish, and a radish have three characteristics: the first is grassroots, the second is health, and the third is how to eat it. You can eat it raw and cooked, it can be eaten by others. I am pursuing such a goal. It is suitable for all ages, common tastes, academic tastes, and popular tastes.
Reporter: will you choose to go to TV? Or do you choose to continue using your residual heat in a university or classroom?
Yi Zhongtian: retirement means retirement. I can definitely stop teaching in my school. However, I have no objection to other retired teachers continuing to give speeches and attend classes in other schools.
Reporter: Why?
Yi Zhongtian: Why.
Reporter: Why not?
Yi Zhongtian: Why?
Yi Zhongtian: I want to know why I want to answer why I don't.
Reporter: Are you clear?
Yi Zhongtian: Of course I have figured it out.
Reporter: But you don't want to tell us the answer.
Yi Zhongtian: Let's talk about it in private. (Excuses for delay)

Speaking Skills

• You need to know how to paint bright prospects for others (jiangnanchun will go to the top executives to describe bright prospects in the foot washing shop)
• I'm sorry that the House has been sold. We tried to help you find a new one, but it was worth more than 80 thousand yuan, we will try to keep it for you, but you can't keep it. Please don't blame me .)

Barriers to Communication

• You have not properly controlled your emotions.
• Negative and untrusted attitude towards the other party.
• Stick to it and ignore the demands of the other party.
• Face-to-Face consideration: resist concessions.
• The negotiation is regarded as a war.

 

Iv. Negotiation start-tie Quan tongzhang Open Policy.

Who should start first:

• The bottom of the mind can open conditions, the bottom of the mind can not open conditions.
• Before negotiation, touch the other party's bottom

Benefits

• Maybe someone else agreed.
• High Availability with room for maneuver
• The concession made others feel cheap.

How to upgrade

• The more unfamiliar the customer, the more open
• The more experienced you are, the more advanced you are.
• Highest trust Condition
• Segmentation strategy: we hope to achieve 10 thousand pieces, with 12 thousand pieces in each other's pockets. we should open it up to 14 thousand, so there is room for concessions.

Good strategy

After the opening, you can hold on.

• You are not allowed to stop yourself. You may want to kill him. Otherwise, it will make you feel more comfortable.
• Silence is gold, who speaks first, who dies first
• Reverse strategy. The other party is holding on. We must also hold on and learn to play the ball.
• Strategy to kill their will
  • Things: High explanation makes sense and makes others realize the value for money
  • Noy: we eat and chat. It's still early. Let's get a try.
  • People who are quick and hot, such as Yuan Shao, boast more, and let him do more.
  • People who are slow and hot, such as Zhuge Liang, cannot make a decision at a time.

 

V. Negotiation defense-attack-based defense

If someone else does not pay back the offer after the promotion, force him to do the following:

Sir, we open 15 thousand. You said it is too high. In fact, we usually need to open 1.8. We only open 15 thousand for Mr. Li. This is our lowest price. So, since you say that we are not worth so much, if you are sincere, you still have a condition. If you are not sincere, you will not even return the condition. Even if it is lower, you have another one. Let's go back and ask the leaders for help. If you can do it, do it. If not, do it.

Disk Recovery Policy

• Bottom-up, segmentation strategy: 90 by others, we expect 80, up to 70.
• You can't afford it.
• Never accept the customer's first bid; otherwise, the customer will feel a loss.

Performance during negotiation:

• As a surprise, the other Party felt that he was doing too much.
• Reverse strategy, expose him: less than this set, 15 thousand you are surprised, we usually open more than 20 thousand times, today is because of promotions, only to give you 15 thousand.
• Reluctant to appear
• Reverse strategy, kick the ball, and recess.
• It wasn't until someone else was about to go crazy. (But sometimes getting angry is also a kind of performance)
• Negotiate with others.

 

Vi. Negotiation deadlocked-move in and out

The negotiation was almost a crash.

Asking for leadership is a step.

The lead time should be longer, indicating:

• Difficult to apply
• Give others time for ideological struggle

Ask the lead to come back, should

• Pretend to be scolded by the leaders. Is there any more request for such prices?
• Once again, it was true or false to visit the other party.
• If you don't get back, it will make others feel cheap.
• Once you hold on, the other party will disagree and get angry.
• It is a good thing for the other party to disagree, indicating that the other party is still interested in cooperation.

How to handle objections:

• Handle the mood first, and then handle the matter
• Problem to be blurred
• Identity-praise-transfer-counterquestion

If you want to know what a person is thinking, you don't have to guess but ask.

If you want to know what a group of people are thinking, train internal personnel.

If you want to know what a market is thinking, do market research.

Case: buy a house

Day:

• Price cutting: Your house is not good enough (fuzzy problem)
• I hope you can tell me where my house is. Maybe I can help you. (Fuzzy problem details)
• It is too far away from the city of Shanghai, and it is inconvenient for us to go to work.
• If I were you, I would think our house was too far away from the city)
• At the same time, I found that you really have a vision and you can see it at a glance. (Praise)
• I want to report whether you have found out that if you drive to Xujiahui for only 20 minutes and 30 minutes to People's Square, line 11 will be activated (transferred) at the World Expo ), do you still think it's far away? (Counterquestion)
• Your house looks no more beautiful than Vanke
• If I were you, I also thought that our house was not as beautiful as Vanke. At the same time, I found that you are a very careful person. This is great, however, if our appearance is as beautiful as Vanke's, will our price be as beautiful as Vanke's?
• Your house is near the road. It's too noisy. I don't like it
• Yes, if I were you, I would not like a house on the road. I found that many men in this society are very busy, but they are not related to life and family, I found that you are very concerned about your family's life, but have you found that our community is very large, the elderly and children do not have a car, it is very difficult to go out, do you want the elderly and children to get on the bus as soon as they leave the house?

After a few days, call:

• Mr. Li, the 202 house has been sold (telling stories of terror), but with your sincerity, we have helped you find a set that costs 80 thousand RMB, which has been valued by three families.
• Can you leave it for me.
• Okay, but we have a lot of sales here. If you can't stay there, don't blame me.

One day later:

• I don't like this house because it's not on the road.
• Mr. Li, if he told you a few days ago that the road is good, and now if he doesn't rely on the road well, I believe you don't agree with it. I like people like you and say anything, very straightforward. However, this house is near a small garden. Do you see it?
• What happened?
• May I ask Mr. Li if your elders and children spend a lot of time at home, or if they go out too much?
• Of course there are more at home.
• Do you want your elders and children to have fun?
• Hope
• That's why the house costs 80 thousand yuan. Our boss asked us to hold down the middle House and not sell it out. We did not dare to tell him about it as a general customer.
• Do Mr. Li have any other objections? If there is no objection, can we sign the contract?
• I have not considered it clearly. (Fuzzy problem)
• Mr. Li, do you have any questions to consider? Could you tell me something? Maybe I can help you.
• It's already half past five. Otherwise, let's go back and think about it. Tomorrow is good.
• Mr. Li, it does not matter. We have already informed the finance team that it has been waiting for you for half an hour. It does not matter if you wait for a while.
• I want to make a comparison.
• Mr. Li, you 'd like to make a comparison. I agree very much. It means that you are a very careful person to do things. We know that it is more advantageous for your customers, and we find that, because the cost of buying a house is too high, it is just too disappointing. If you don't take this house today, this House may not be yours.
• Mr. Li, if you haven't thought about it, let's check whether the model room is good or not. In fact, we have read it for the fourth time. (Peat him)
• I still want to consider it.
• Mr. Li, it is quite normal for you to think about it. We know that the more people compare things, the more flowers they spend. The key is that there is no chance to compare things, if you haven't thought about it yet, we will go to the sales office for a while, there are mobile phones and landlines there, and you can call anyone to discuss it.
• Ten minutes later: Mr. Li. Have you considered it.
• I still did not think about it.
• Okay, no problem. If you haven't considered it, let's take a look at the data center.
• At 7 o'clock in the evening: Mr. Li.
• Sorry, I didn't bring enough money.
• Mr. Li, today we will not play with this set, okay? I don't believe you are traveling, even if you don't even have a bank card, even if you have to pay 3000 or 4000 yuan for the first day, just click it first, then I will pay the down payment tomorrow.

 

7. Negotiation and maneuver-yi Roke gang

Delay strategy:

• When the negotiation is deadlocked and no one gives in, we can bring in another topic. "Let's talk about it later. Please give me a hand this time ." There should never be only one topic on the negotiating table.
• After the work, the service quickly depreciates, so something is delayed. However, when the other party says this, do not give consent unless you have.
• Therefore, we should first discuss the conditions before doing things. After talking about it, he will handle it.
• The more you hold on, the more confident the other party is that the conditions you open are true.

Time pressure:

• If the other party has invested too much time in this negotiation, he will be very concerned about this transaction.

Compromise Method:

• Who proposes a concession scheme and who is passive.
• The concession scheme should be proposed to the other party as much as possible: You know more about me than you know me, eldest brother. What do you think? We can provide a solution as long as it is appropriate.
• If the other party says: Well, do not say 5000 or 10000, or we do not know 7500. We can answer "Not good" to hold on.
• Stick to it and the two sides will take another discount.

Courtesy exchange:

• If the compromise is not acceptable, you should ask the leadership for the last time and say that the concession is acceptable, but there are conditions to defend your claim as the lowest price.

People who do not study people are afraid of people. Therefore, engineering and technical personnel often have a sense of defense and are often slow-hot. They should adopt a horse-Walking strategy.

 

VIII. Negotiation counterattack-ice and fire

Red-face and white-face strategy: the applied pressure can be relaxed.

Case: Vice President Huang Sum's gold partner:

• Mr. Huang: I am handling the problem and said, "Mr. Li, welcome. I have something to do now. Please talk to vice president Jin first .", Then I ignore Xiao Li. Somewhat high.
• Mr. Li: Vice President Jin. We are very glad to meet you for the first time. I hope we will have a good cooperation in the future.
• Jin Zong: Xiao Li, how much can you do this time?
• Xiao Li: We can make up to 5%
• Jin Zong: joke, 5%. You still want to do it, Xiao Li. If you really don't want to do it, you can go back to Ah, 5%. It's a joke. In this case, you are surprised.
• Xiao Li: Really, Vice President Jin, more than 5% yuan is definitely gone.
• Mr. Li and Vice President Jin played the ball for three or four minutes without any results.
• Mr. Huang: I patted the table and said sternly, "What did you do here? Do you know how your predecessor went .", All of them.
• Xiao Li: Sorry, Mr. Huang, we have no more concessions.
• Mr. Huang: Whatever you want, tell you, if you don't want to do anything, try it and let us go through the storm, see the rainbow.
• Jin Zong: Xiao Li, Xiao Li, we are always easy to get angry with Huang. You should go back and discuss with your company, and I will handle the rest.

One person plays a red-white face:

• Sing a red face on your own, and there is a virtual White face behind your back: Huang Zong. I would like to help you too. To tell the truth, you should never tell our boss the price I quoted for you, our boss will give me a bid and I have won you a lot. You need to understand, okay.

If the red and white faces are still not correct, they cannot be split multiple times at a time:

• If you don't bubble him for 10% of customers, he will give you the list. If there are 10% customers, how do you bubble him? He won't do it for you, 80% of customers want you to fill in the list for you.

Case: How did a beauty marry a dinosaur:

• Both beautiful women and handsome guys are spoiled by fans, with a high vision and a thick fan wall around them, making it difficult to notice each other.
• The handsome guy camp took the lead to collapse. Most handsome guys cannot afford to send and hug dinosaurs, so they get married.
• There are only a bunch of beautiful women left, which are very high and gradually increase in age.
• For two or three years in a row, some frogs finally couldn't help but leave.
• When the last frog was left, he tried to catch it. The rose that had been sent for three years suddenly failed to send, resulting in loss. So he reflected on himself. In fact, what our beautiful women wanted was not handsome or handsome, but for people.
• When the frog appeared again, the beautiful girl surrendered.

According to the survey, a general customer wants you to visit him more than four times, so he has a crush on you.

Eating strategy:

• You don't have to ask for everything you need.
• After an agreement is reached, check whether there are other agreements that can be reached. At this time, the customer is relaxed and can take another bite.
• The prices of old customers will increase slowly.

Concession strategy:

• The lower the concession, the smaller the concession.
• Make customers feel bottoming out

Regret strategy:

• When the other party is endless, you must repent.
• If you do not show your attitude, you can try again.
• Remorse cannot be used for big things, because it is a kind of performance, a means, and can only be used for small things.

John:

• Xiao enxiaohui is more about timing than about size.

Three levels of public relations:

• Send charcoal in the snow
• Icing on the cake
• Surprise

9. negotiate a deal-a hammer to block Xinjiang

There will be four very serious situations in the last phase of negotiations:

• Confrontation, different views
• Deadlocked, do not want to let
• Deadlock, complete collapse
• Fire

Eliminate confrontation:

• Solve some other problems first, and then this problem may be well solved.

Case: A class is divided into four groups of competitions. When there are three questions left, the scores of the third group and the fourth group are the same. However, when the last and last questions are compared and the answer is published, the score is added to the fourth group. The third group says, "Your answers are incorrect." If you insist that your answers are correct, our group will reject the class. Teacher Li said, "let's compare the last two questions .", After the comparison, the scores of the last two questions were added to the fourth group. The third group could not win the championship in any case, so that they could play the primary key in private and won't face each other.

Case: handling of sharp problems during class: First of all, I would like to thank Mr. Wang for giving us such a good question. Can you give me a round of applause. Satisfied with vanity, the attitude is no longer sharp. What do you think of this lady Wang's question. In this way, we can get time to think and summarize the conclusions of the speech. I can't discuss it in class.

Break the deadlock:

• All negotiations are deadlocked and the meeting will be closed. And then walk him.
• Substitution: Ms. Ye Ying joined Kodak to reverse the negotiation.
• Change Time
• Change location
• Change the topic, especially the topic that the other party is good.
• Discuss how both parties share risks
• Motivation for changing negotiations
  • Competitive motivation: I must win
  • Solution: rational
  • Emotional Motivation: I like you
  • Organizational motivation: My purpose on behalf of the company

Reversing the deadlock:

• Third Party
• We hope that the third party is our person, but the other party often does not agree.
• If you want the other party to approve the request, the third party will first make a small concession to show fairness when it comes.

Deal with anger:

• First, listen carefully. Sorry, what happened to you, sir. Can you tell me the truth to help me.
• I feel the same way: If I were you, I would get angry when I encountered such a thing. It may be worse if I had this kind of temper.
• Disagree: do not get angry first. In order to help you as soon as possible, I will go back and clarify the matter and give you a reply immediately. Will you wait for two minutes?
• Proposed Solution: elder sister, what do you think is better? Whoever speaks first and then dies first.

Initial contract:

• Contract needs to be discussed and written
  • Occupy your thoughts
  • Encourage the other party to reach the contract step by step
  • Write the terms unacceptable to the other party
  • Force the other party to sign an agreement.

 

10. Negotiation price

Five price knives:

Price cutting:

• A smart purchase is a matter of price cutting when we meet each other.
• Sales personnel must shift the topic

Case: Mr. Li has a part of advertising fees and wants to advertise, attracting a number of advertising companies.

General sales are like this:

• Hello, Mr. Li. Can I come to visit you.
• Price quoted
• Mr. Li, Can I visit you in person?
• No. Let's talk on the phone first. If the price is not suitable, we will not meet.
• Mr. Li, I don't know your requirements, so I can't make a quotation.
• I will tell you all the requirements on the phone and offer me a price.
• 0.15 million (higher than Mr. Li's expectation)
• Can it be cheap?
• Mr. Li, unless I want to talk to you in person.
• Then you think about it, and then you get rid of the phone.

Hunan guy:

• Jieba, honest friendship, low awareness of defense
• As mentioned in general sales.
• Mr. Li, really, if we haven't met yet, I will talk about the price for you. If the price is high, it will scare you away. If the price is low, the solution may not meet your needs, before meeting, there will be no opportunities for cooperation, which is not good for each other.
• Mr. Li, this is the case. I added a comparison table between our company and other companies last night. Do you want to see it?
• As a result, Mr. Li had the idea of swindling the information, invited the young man to come and read the information.
• Mr. Li, what do you think of my documents?
• Young man, give you a chance to introduce your company's solutions.
• The young man introduced the solution and said what do you think
• Pretty good
• Mr. Li, if you think it is good, let's talk about the details. Tomorrow your advertisement will be ready.
• You should go back first, and I will think about it again. If I have thought about it, I will call you.
• Mr. Li, do you have any questions? Could you tell me that I may be able to help you now.
• I haven't thought about it yet. Please go back first. I will call you.
• Mr. Li, how can I drive you by making a phone call? Let me do it. Are you sure you want to compare this evening or tomorrow morning?
• I will call you.
• Mr. Li, it doesn't matter. Even if I call you, it doesn't matter if you say you don't need it.
• So tomorrow morning.
• Okay.
• Mr. Li, can I ask you another question?
• What's the problem.
• Mr. Li, they all said that I am too honest, and I am a jieba. I can't do it anymore. If you have been doing sales for so many years, can I ask you for a character like me, is it suitable for sales?
• So in the next hour, Mr. Li talked about his struggle history.
• Mr. Li, if you have heard your speech and won't be able to read this book for ten years, I will be worth it even if I don't sign this list.
• The next day, I signed the ticket.

Price-based pricing:

• Others must think that we are expensive, so we must explain the value for money.
• The price is diluted by time or quantity
• It is not important to be cheap or not. The key is to make others feel cheap.

Case: a pair of glasses costs 730 yuan

• This beautiful girl, with glasses worth more than 700 yuan, Is it expensive?
• Of course it is expensive. We only pay more than 600 yuan.
• Miss, even if there are 365 days a year, if this pair of glasses can only be worn for one year, only two yuan a day will be spent. If it can take two years, only one yuan a day will be spent. Excuse me, pretty girl, every day, you only spend one dollar. Do you not want to protect the windows of your soul?

Move out opponent:

• Do not belittle your opponent
• There is a difference between us and that.

Request leaders:

• Weak encouragement: Eldest Brother, this kind of thing is in your company. If you say no, who else has the say.
• Radical approach: Suitable for beautiful women, big brother. If you can't master this thing, we will look down on you.
• Reserved transactions: return goods unconditionally within seven days
• Upgrade Strategy: Ask the lead. We will pass the promotion period tomorrow. I will also ask the lead
• If the leader really asks for a price, the leader will crash the previous person. If the leader does not have a face, the leader will not give us a face, so a symbolic expression is required.

Pick bones in the eggs:

• He gave up his mouth with John.
• When selling a major account, do not just stare at the person on the interface.
• Train coaching relationships (people who bring us real news from customers)

 

11. Negotiation control-Three Stresses and eight powers

If you are not afraid of him, you are afraid that he has no hobbies.

Five motivations:

• Driving Type: competitive motivation
• Analyticdb: solves the problem
• Gender: Emotional Motivation
• Phenotype: personal motivation
• Group type: Organizational motivation

Three types of pressure:

• Information Asymmetry pressure: hospitals, real estate agencies. So we should listen more.
• Time pressure: Yang bailuo
• Pressure to leave at any time:

Eight Strengths:

• Legal power: many people need to package themselves, have a position, and have a status.
• REWARD: Whenever a customer is protected, immediately stop selling, give him a free lunch or praise him. However, free lunch is the most expensive lunch in the world, and the whole mall is visited for free gifts.
• Force: anyone who can force you to do things has force. Dad, boss, law.
• Respect: capture you and respect your abilities. People with strong values must have fans.
• Personal Charm: dare to take responsibility, have wisdom, have special skills, have love, health. Spiritual leaders + A set of teams + A brand + A model = an enterprise.
• Professional strength: experts, lawyers, doctors
• Special rights: persons in special industries, especially authorized persons.
• Information right: Let the other party speak more.

12. Negotiating personality-a frequent Avenue

Control Type: The boss, Cao, Han Feizi, and ordinary people are the ones who ponder over people. In the face of such people, they should be weak. Soft person, hard work.

Analyticdb: experts, Zhuge Liang, Mencius, and self-cultivating people are people who want to learn things. If you don't want to think about things, you will have to think about it. Low EQ. I don't want to fold my waist, and I like to keep a distance from others.

Plain: pigeon, Liu Bei, Confucius, the people who govern the country, is pondering their own people, lack of self-confidence. There is a level of love.

Phenotype: Zhang Fei, Mo Zi, Qi Jia. Pay attention to equal love. To be brave.

The four types of personality are mutually constrained: the control-type Cao only listens to one type of person, and the analysis-type adviser. However, analyticdb is much higher and unwilling to follow the control type of Cao. Often phenotype Zhang Fei can help plain Liu Bei, But Liu Bei can't control Zhang Fei, only those who do not talk about brotherhood control can control.

In the face of the control model: Go straight into, talk about leaving, and avoid the edge.

Analyticdb: the slow-hot type, which is not fixed at a time, is used multiple times.

FACE: Murder is invisible, rarely tell the truth, we want to help him shot, willing to be forced.

In the face of performance: Star-style tasks are easy to be arrogant and need to be done with others. He will not do anything if he is unhappy enough. But guidance is required.