What are the brief classic cases of business negotiation?

The two sides are deadlocked on the issue of partial import or total import. Some of our import plans are unacceptable to the United States and we have been rejected. At this point, our chief representative calmly analyzed the situation, although he was worried. If you keep talking, you may become more and more rigid. So he skillfully changed the tactics of speaking, from direct discussion to circuitous persuasion.

"The whole world knows that Owens has first-class technology, first-class equipment and first-class products. "Our representative changed the subject, started the conversation with a smile, and first gave the first-class sincere and practical praise, which greatly eliminated the resistance caused by the deadlock in the negotiations of Owens Company.

"If Owens can help our Guangdong Glass Factory become the first-class in China, then the people of China are very grateful to you." The topic that just left here soon turned back, but because of the words mentioned above, the confrontation in the other person's heart was eliminated, so the other person sounded much better.

"Of course, the United States knows that at present, Italian and Dutch delegations are discussing the introduction of production lines in glass factories in northern provinces of China. If our negotiations fail because of a small matter, not only our Guangdong Glass Factory, but more importantly, Owens will suffer huge losses. "

Of course, this kind of loss is not only a heavy meaning, but also a "little thing" that is understated in order to attract the attention of the other party to the differences. At the same time, it is pointed out that if the negotiations break down, it will bring great losses to the United States and fully understand each other, which the other side cannot refuse.

"At present, we do have financial difficulties and cannot fully introduce them. This must be understood and forgiven by American colleagues. We hope that when we encounter difficulties, you can lend us a hand of friendship and lay a good foundation for our future cooperation. "

This passage is just what the other party wants, which is both reasonable and reasonable. This is not business, but mutual help between friends. So an agreement was signed soon, which broke the deadlock, solved the problem and saved a lot of foreign exchange for the country.