Can humor create a harmonious atmosphere?

In almost every report of important talks, journalists like to use this sentence:

The talks were held in a sincere and friendly atmosphere, and the two sides exchanged views on issues of mutual concern.

This very common cliche actually tells the atmosphere in the negotiation.

In order to achieve their respective goals, it is natural that both sides of the negotiation hope that the negotiation will be a complete success. When the preparations for the negotiation are completed, the negotiation atmosphere is basically formed when both sides sit at the negotiation table with serene or aggressive expressions or step into the door.

This negotiation atmosphere is cold or tense, calm or serious, warm or friendly, sincere or serious, or lax or procrastinating ... Once an atmosphere is formed, this negotiation is basically this atmosphere and it is not easy to change.

A friendly, relaxed, sincere and sincere atmosphere of cooperation is of great significance to both sides of the negotiation. Therefore, we must strive to establish a good atmosphere of cooperation, which is conducive to negotiations.

Many experienced negotiators believe that this period of time is particularly important when negotiators sit quietly. In a silent moment, it is difficult to reconcile the atmosphere with chatting. At this time, both sides need to adjust their emotions and relax their mental state. In formal negotiations, there is no fixed pattern on how to break the silence and bring about a harmonious atmosphere. Different people have different methods.

The so-called Eight Immortals crossed the sea, each showing its abilities. As long as it is conducive to the formation of a friendly, positive and enthusiastic negotiation atmosphere, all methods are feasible. According to the convention, the host always gives a welcome speech to the guests first, and then lets them go in first to show their respect. At this time, in addition to being friendly, sincere and affectionate, both the host and the guest should show a little sense of humor in words, which is very useful for creating a friendly and harmonious negotiation atmosphere. Moderate humor has several advantages in establishing a good negotiation atmosphere:

1. Let people relax. When the negotiation is about to start, the personnel of both sides will always be a little nervous and uncomfortable, especially during the first negotiation. Thomas Mann said: "When there is a strong desire in the heart, people will soon be ready for war." People in this state of preparation for war are nervous because of vigilance. At this time, humor can make everyone relax, add interest, break the tension and create a harmonious atmosphere.

The relationship between the two sides can be further strengthened. Once everyone is liberated from the psychological state of mutual vigilance, everyone's attention will no longer focus on winning or losing, but will shift to solving problems. Only in this way can good cooperation continue.

British Prime Minister Winston Churchill's humorous talent in creating a negotiation atmosphere is world-class.

At the end of 1943, General De Gaulle's "Fighting France" expanded from 65,438+10,000 people to 400,000 people because of the support of the United States and Britain in weapons and equipment, fighting in the vast battlefield from Africa to Italy.

But in dealing with the Syrian issue, Churchill and Charles de Gaulle had differences. The direct reason was that the French National Liberation Committee announced the arrest of Governor Boisson, who was a very important figure of Churchill. To solve this difficult problem for both sides, we have to rely on negotiation.

Churchill's French is unpleasant, but Charles de Gaulle's English is beautiful. Both Charles de Gaulle's entourage and Churchill's ambassador, Duff Cooper, knew about it. On this day, Churchill started like this. He first said in French, "Madam, go to the market first. Charles de Gaulle, the other gentlemen and I went to the garden to chat. " Then, in an audible voice, he said a few words of English to Duff Cooper: "I learned French very well, didn't I?" Since General De Gaulle speaks English so well, he can certainly understand my French. "

As soon as the words sound fell, De Gaulle and everyone laughed. At this time, even Charles de Gaulle, who is usually very sensitive, completely lost his guard and listened to Churchill's comments in stuttering French with a friendly and understanding attitude.

Churchill's humorous opening remarks relaxed the atmosphere a lot. He first made a speech in French that no one expected, which had an unexpected emotional transformation effect. When Charles de Gaulle and his entourage were seated, they were thinking about Churchill's questions about some things they were concerned about. I didn't expect him to talk to Charles de Gaulle about his language expression. Secondly, his self-mockery of his poor French can make Charles de Gaulle and his entourage feel a kind and approachable humility. Many negotiators attach importance to the role of harmless humor at the beginning of negotiations.

With the progress of the negotiations, the two sides may disagree or come to a deadlock on some specific details. At this time, the role of humor can not be ignored.

From 65438 to 0936, Zhang Xueliang and Yang Hucheng launched the "Xi Incident" in Xi. Zhang Xueliang withdrew from the "suppression of * * *" battlefield and achieved a truce with the Red Army, mainly because of his many contacts and talks with Li Kenong, then director of the Central Liaison Office of China. The most crucial meeting was held in Luochuan in March. 1936. This meeting is the first time for both sides to meet. Both the host and the guest are easy-going, and the negotiation atmosphere is relaxed and harmonious. But when talking about the United front, Zhang Xueliang asked: Why doesn't the anti-Japanese national United front include Chiang Kai-shek? Zhang Xueliang thought it was possible for Chiang Kai-shek to resist Japan, and China's military strength was almost entirely in Chiang Kai-shek's hands at that time. Therefore, we should unite with Chiang Kai-shek to resist Japan. Li Kenong emphasized that * * * Producers' Party advocated uniting all anti-Japanese forces to resist Japan, while Chiang Kai-shek advocated "settling in the busy outside", so Chiang Kai-shek could not be included in the scope of unity. Two people had an argument on this issue. Although Li Kenong explained that if Chiang Kai-shek is willing to give up the anti-* * policy and unite the whole people to resist Japan, this issue can be considered. However, I still failed to convince Zhang Xueliang.

At this time, Zhang Xueliang said humorously: "My starting point is wholesale sales, not retail." A word amused everyone, and the tense negotiation atmosphere suddenly dissipated. Later, the talks reached an agreement on several other specific issues, which made great gains and paved the way for the formation of the national anti-Japanese war situation.

Humor can not only make people laugh, but also make each other happy. It is an effective emotional tactic.

Unconsciously, the chips on the negotiating table have changed.

Contradictions and deadlocks often occur in negotiations. At this moment, using humorous language will produce magical effects. There is a shop with cash flow problems due to debt, trying to get customers to make cash transactions. Shopkeepers believe that if they say "no debt" directly to customers, it will inevitably lead to customer dissatisfaction and even lose old customers. So, the shopkeeper wrote on the blackboard outside the window: "We really want you to owe money, but we are afraid that you will not come to trade." Received very good results.