[Excerpt] The 10th chapter raises the power to outdo the opponent

Source: Internet
Author: User

Part five negotiation expert advantage cheats
Strength, control, and influence are the things everyone pursues when they interact with others. Isn't it? When negotiating, the most influential of these fires is that the most powerful side tends to force the opponent to make more concessions in the negotiations. If you are willing to let your opponent manipulate or influence you, it is clear that you will not be able to get the results you want. On the other hand, you can control the situation in your own hands if you are able to influence your opponent and know how to use specific methods to form this influence. Power itself can also be a very constructive force, and when we talk about power, I do not mean the kind of power that dictators use to plague civilians, what I call power is actually a power, an ability to influence others.

10th to cultivate the power over the opponent
1. Legal force
Anyone with a title has legal power. I believe that for anyone, a vice president or a doctor will be more influential than those who do not have any titles. When we get those titles, we also get the legal power that accompanies that title.
(1). The role of title: Display, experience, increase credibility. A
title can really affect people. So if you have a title, be sure to play its part. Don't be embarrassed to write your title on your business card or brand name. If your business card says you are a vice president, and your contacts have a "salesman" on your business card, you have gained a certain advantage from the start. If you don't have any attractive titles on your business card, maybe your company should reconsider. When negotiating with people, be sure to invite them to your company or your jurisdiction if possible.
(2). Legal power is the first element of personal power
For example, accurate market positioning is a legal force. If your company is the largest or the smallest. If you can claim that your company is the oldest or the newest, you have some legal power. Justice is also a legal force; tradition is also a legal force; a fixed process is also a legal force.
(3). Some titles do not indicate any problems
(4). Some titles don't have much value.
never be affected by a follow-up title when negotiating, but it is important to understand that the title does have a certain effect on people.

2. Rewards
Advantage negotiators know that once you can convince your opponent that you will give them a reward after the deal is reached, you will naturally have a certain influence in each other's heart. Unfortunately, many sales jobs are not confident enough to convince them that they can do it. In their opinion, those who place orders are the ones who are truly entitled to reward. There are many forms of reward power, and money is the most obvious one. Other forms of reward include the right to praise people, the power to forgive people, the power to give titles, the power to assign jobs, and the power to arrange holidays.
(1). Believe yourself to be the best
If you sell a product or a service, be sure you are the best in the business. Not only that, you have to convince your customers that you are the best. If you are willing to use your personal fame and expertise (and your company's reputation and expertise) to help clients solve problems, it's not that they reward you but you reward them. Of course, you shouldn't be overly confident, because it's easy to feel arrogant, but don't be too modest to think that the customer is rewarding you by placing an order.
Before the next negotiation, you might want to draw out a piece of paper that lists 3 reasons why you can reward a counterparty. I don't know if there's one of your 3 reasons: they can get me. This should be the first reason that the other person chooses you (not the competitor). They choose you not because of the quality of your products or services, but because they can get you. To be successful in your own reward, you must add value to your product or service, and you have to let the other person see what is the benefit of your choice? No matter who your customers are, they choose your reason, they can get you, and to want your service, they must first choose you, then can achieve the purpose.
(2). Establish self-confidence and avoid the control of each other
Advantage negotiators know that once you believe in the right to reward your ability, you give them the power to intimidate you. Don't be fooled when your opponent starts to use your reward power. Some people are really masters in this field. They don't even have to send you an invitation directly, they're just hinting at you. Do not feel angry, you just have to find out the other's tricks, do not be affected by it. Once you see that the other person is using the rewards to influence you, they will not be able to continue to control you, and you will become more confident and ultimately get better negotiation results.

4. Awe
Anyone who has the perseverance to uphold a set of values will have that power. Once you make a decision, be sure to stick to it, because the only thing that really matters to you in this situation is to keep your awe. Most people like the customers who can keep the same. They also want you to be able to do that. If you are willing to stick to your principles, especially if you are likely to suffer financial losses, you will be able to gain the trust of others and they will be very fond of your practice.
When you show your awe, your negotiators will usually notice that, and they will respect your adherence to the principle, which will give you a great deal of personal influence. And when you're negotiating, you're willing to give in, or you might be doing something you didn't want to do for some reason, you might be able to make the deal, but in the long run you will undoubtedly lose your awe in the other person, so be careful not to Shing when dealing with the problem. Don't set the rules and break the rules yourself. The
awe-inspiring is one of the most powerful elements of all influence. As long as you can convince others that you have your own set of principles, and that you never betray your principles, you will have a powerful influence on the people around you. The reason I believe in awe is stronger than coercion and reward, mainly because of the following two points: first of all, although the force and reward force will have a huge impact on people, but the impact of the effective time is usually relatively short-term, and they are likely to cause you to suffer. Fear will continue to grow, and it will only become stronger. The more you make people believe that you will stick to your principles, the more people will believe in you, and this trust will bring you great influence.

(1). You can tell the other person, "although you tell me that your prices have always been the same." There has never been an exception, but as far as I know, there have been exceptions. "The power of precedent is very powerful. If you can point out that there are exceptions, the other person's fear is falling apart.
(2). You can tell the other person: "Although your principles were once very effective, they are not working now." "The principles that have been adhered to will change with the situation.

5. Appeal
A rallying point is the ability to hold someone's imagination and inspire others ' support and loyalty. Marx Weber, the introduction of the concept of appeal, the appeal is that people just use their own personal charm can be affected by the period around the people. In addition, Marx Weber points out that charismatic leaders are often chosen in difficult circumstances. Dean Simonton, a psychologist at the University of California, Davis, argues that if a presidential candidate wants to make himself attractive, he must have several features: first, he must have a considerable theatrical talent, be able to consciously shape his public image, can effectively use a variety of rhetorical methods, Be able to maintain your popularity, be able to adapt and learn to enjoy the various ceremonial work that the president must face, and must show enough vigor and determination. Some people are very good at playing their own appeal. In the face of these people, you may be because you like each other and unknowingly hand over their interests. So whenever you feel like you want to be attracted to each other, be sure to stop and think: "If I can't resist the charm of this person, will I make some concessions?" ”

6. Professional Force
When you let people around you feel that you have more expertise in a particular area, you will have a certain degree of professionalism. I believe that as the world we live in becomes more and more complex, so does the professionalism that will become more and more important. Professionalism is a very personal trait, which means that once you have changed, you are likely to lose that power. So if you want to lose this power, one of the simplest ways is to refuse to continue learning. Don't let others scare you with their expertise. When they talk to you about their expertise, you may want to tell them directly: "This is not my major, but our company has the best experts, you can absolutely believe them." ”

7. Situational Power
One of the key issues in negotiating is that sometimes the other person has too much situational power, and no matter how clever your negotiating skills are, you will lose the negotiation. If you are destined to make concessions, I suggest you try to be as generous as possible. After all, you have to make concessions, so why provoke each other? This will not do any good to both parties. What I want to say is, don't let the situation force affect you. The superior negotiator usually knows the area of the other's situational forces very well and will consciously avoid these areas during negotiations.

8. Information Power
Sharing information creates an emotional bond between people. Every time you share a piece of information with another, you feel like you're on the other side. Sharing information can shorten the distance between people. The secrecy of the information will create a deterrent force. When others keep secrets from us, it's easy to feel a huge panic. We don't like others to keep us secret. But on the other hand, as long as we are able to realize that the other party is simply keeping secrecy as a negotiating skill, their approach will lapse immediately. Their knowledge hopes to use this method to weaken your self-confidence.

9. Comprehensive force
I suggest you take the time to assess yourself based on the eight abilities above, not according to your own standards, not even according to the real situation, but by the image you have in someone else's heart. How do your negotiators see your performance in these eight areas? You may wish to rate yourself in order from low to high, starting from 0, with a maximum score of 10 points per item. In general, the total score should be 80 points. Take a closer look at where you are feeling inadequate and try to improve your performance in these areas.
In the process of scoring yourself, don't forget that your negotiating opponent may also use 8 abilities to beat your confidence. So the next time you negotiate with your opponent, if you feel you've lost control, that is, when the other person starts to make you feel scared, you might want to analyze what kind of skill you're using. This will help to better deal with the situation in front of you. There is also a form of integration for the advantage of negotiating a master is also very important. The power of these elements to be combined is staggering. When these four forces are concentrated on one person, it produces incredible results. These four forces are: legal power (the power of title), reward (the power to reward others), awe (the principle of constant value, no matter what happens will not violate these principles); Once a person has mastered these four kinds of power, no matter what goal he wants to achieve, he can be invincible, invincible.

10. Madness
What is madness? When you can convince a person that you are in a state of madness, you have the power of madness. Because this time he suddenly realized: his immediate opponent is likely to be more crazy than himself. In business, Madness has a different form of expression: for example, your opponent can constantly change their decisions, knowing that you feel like you are elusive them at the root. One day, when you walk into the office, they will come up and hug you. But the next day, they might come up and yell at you and kick you out. If you can convince a person that you are crazier than he is, you will undoubtedly have what I call madness.

11. Other forms of power
For example, risk sharing is a good example, and once you can convince your negotiators that someone else is sharing the risk, you have more power in the negotiations. This can actually be seen as the power of joint investment-the more investors you can attract, the easier it is to persuade more people to invest in you. Because while my bets don't change, when you feel someone is sharing the risk with you, your decision usually becomes different. Whenever you can convince the other person that someone is taking risks with themselves, you will develop a certain personal strength in the negotiations.
(1). Chaotic Power
There is some kind of power in the chaos. This may sound difficult to understand, because you always think that a person with a brain disorder will only reject others. Indeed, in the course of negotiations, we must ensure that our negotiators know what they are doing-and that is very important. But on the other hand, when a person's brain is in a state of chaos, he is often easily guided. As you can see, there is great power in chaos. When someone tries to confuse your mind, the best defense you can take is to keep your brain awake and try not to get your thoughts into chaos. When you find that the other side is getting a little off-topic and trying to complicate the problem, just tell the other person: "I think these details are not going to affect my decision." Let's turn the conversation back to the most critical question, will you? ”
(2). Competitiveness
In the process of negotiation, if you can make the other person feel you have a lot of choices, and must make a decision immediately, you will have more influence. If you are a buyer, let the seller know that you actually have a lot of options and you can get a lower price altogether. In any negotiation, a party with more choices will always have more power. The more you make each other feel that you have more choices, the easier it will be for you to achieve the consequences you want in your negotiations.

[Excerpt] The 10th chapter raises the power to outdo the opponent

Contact Us

The content source of this page is from Internet, which doesn't represent Alibaba Cloud's opinion; products and services mentioned on that page don't have any relationship with Alibaba Cloud. If the content of the page makes you feel confusing, please write us an email, we will handle the problem within 5 days after receiving your email.

If you find any instances of plagiarism from the community, please send an email to: info-contact@alibabacloud.com and provide relevant evidence. A staff member will contact you within 5 working days.

A Free Trial That Lets You Build Big!

Start building with 50+ products and up to 12 months usage for Elastic Compute Service

  • Sales Support

    1 on 1 presale consultation

  • After-Sales Support

    24/7 Technical Support 6 Free Tickets per Quarter Faster Response

  • Alibaba Cloud offers highly flexible support services tailored to meet your exact needs.