Life Case of Business Negotiation

Life Cases of Business Negotiation

Life Cases of Business Negotiation 1

A mother gave an orange to her two sons. The two sons then discussed how to divide the orange. They argued and argued and finally decided on a plan: the eldest son would cut the orange and the youngest son would choose the orange. The two boys each got half of the orange according to the established plan. The older son peeled off the skin of half of the orange and threw it into the garbage can, and then put the pulp into the juicer to make juice to drink. The younger son scooped up the pulp and threw it in the garbage, and left the zest to be grated and mixed in flour to bake a cake.

From the above story, we can see that although the two kids each got a "fair" half, they didn't make the best use of what they got. This is the result of not communicating well in advance and not achieving a "****win".

Assuming that the two people from the full communication of what they need, there may be multiple scenarios and options. One of them is to separate the skin from the pulp, one to make juice to drink, and one to make a baked cake.

Suppose, again, that one of the children wants both the juice to drink and the cake to eat, and this is when the importance of how to create value comes to the fore. This child can then offer to talk about the problem piece by piece, saying to the other child, "If you give me all the oranges, you won't have to pay me back the chocolate you owe me." His teeth had been bugged a long time ago, and Mom and Dad had stopped letting him have chocolate a few days before. When the other kid thought about it, he agreed. Mom and Dad had just given him five dollars and were planning to buy chocolates so he wouldn't have to pay them back and could go play.

Business Negotiation Life Case 2

A famous Japanese automobile company just "landed" in the United States, and urgently need to find a U.S. agent to sell their products to make up for their lack of understanding of the U.S. market. When the Japanese automobile company is ready to negotiate with a U.S. company on this issue, the Japanese company's negotiator was late for the traffic jam. The U.S. company's representative seized on the matter and tried to use it as a means to get more favorable terms. The representative of the Japanese company found that there was no way back, so he stood up and said: "We are very sorry for the delay, but this is not our intention, we do not know enough about the traffic condition in the United States, so it led to this unpleasant result, I hope that we will not waste our precious time for this insignificant issue, if because of this incident to doubt our cooperation sincerity, then, we have to end If the sincerity of our cooperation is doubted because of this incident, then we have no choice but to end this negotiation. I do not think that we will fail to find a partner in the United States on the favorable agency terms we have proposed."

The Japanese representative's words made the American agent speechless, and the Americans did not want to lose this opportunity to make money, so the negotiations went on smoothly.

Case study: offensive opening strategy refers to the language or behavior to express their own strong posture, so as to obtain the necessary respect for the other side, and to create a psychological advantage, so that the negotiation went on smoothly. The use of offensive opening strategy must be careful, because, in the opening phase of the negotiations to try to show their strength, so that the negotiations on the opening in the atmosphere of tension, the further development of the negotiations is extremely unfavorable.

Offensive opening strategy is usually used only in this case: found that the negotiation opponents deliberately create a low-key atmosphere, this atmosphere is very unfavorable to their side of the bargaining, if you do not reverse this atmosphere, will damage their own interests.

In this case, the Japanese negotiator adopted an offensive opening strategy that prevented the U.S. from seeking to create a low-key atmosphere.

Offensive openings can reverse a low key atmosphere that is unfavorable to your side and move it toward a natural or high key atmosphere. However, an offensive opening can also lead to a stalemate at the beginning of the negotiation.

Life Examples of Business Negotiation 3

A religious man asked the priest, "Can I smoke while I pray?" His request was severely rebuked by the priest. Another member of the congregation went back to the priest and asked, "May I smoke while I pray?" The latter congregant's request was nevertheless permitted, and he smoked his cigarette leisurely. The purpose and content of these two congregations' questions were exactly the same, but they negotiated the language differently, but the results were opposite. It seems that a good skill of expression is necessary to win the desired negotiation effect.

Negotiation language skills can be used in marketing negotiations to bring about high turnover growth. A shopping mall lounge operating coffee and milk, at first the waiter always ask customers: "Sir, drink coffee?" Or: "Sir, would you like some milk?" Their sales were flat. Later, the owner asked the waiter to ask in a different way, "Coffee or milk, sir?" The result was a big increase in sales. The reason is that the first way to ask, easy to get a negative answer, while the latter is a choice, most of the time, the customer will choose one.

You want to work for a company in a certain position, you want to make 20,000 yuan a year, and the boss can only give you 15,000 yuan at most. If the boss says, "Take it or leave it," it's an attack, and you're likely to turn your head and walk away. Instead of saying that, the boss says to you, "The salary you are being offered is very reasonable. Anyway, in this grade, I can only pay you $10,000 to $15,000, how much do you want?" Obviously, you say "$15,000" and the boss seems to disagree saying, "How about $13,000." You continue to insist on $15,000 dollars. The result is that the boss surrenders. On the surface, you seem to have the upper hand, complacent, in fact, the boss used the selective questioning techniques, you yourself gave up the opportunity to fight for 20,000 dollars a year.

There is a joke. Once, a woman dressed as a noblewoman holding a dog boarded the public **** car, she asked the conductor, "I can buy a ticket for the dog, so that it is also the same as a person to sit a seat?" The conductor said, "Yes, but it must also put its feet on the floor like a human being." Instead of replying negatively, the ticket seller subdued the other by offering an additional condition: to put its feet on the ground like a human being, but to restrain the other.

Learning to negotiate is not a difficult task, as long as you study hard and master the relevant negotiation skills and strategies, you will be able to become a master negotiator.

Business Negotiation Life Case 4

In 20xx, two American customers came over to visit the factory and showroom of Zhongshan Ouman Technology Lighting Co. Because these two American customers are big customers, so the deputy general manager and the manager of the foreign trade department, the supervisor and a salesman, a **** 4 people, are personally out to meet them. The two American customers just came to the company when it was noon lunch time, so the Chinese vice general manager asked politely: "It's noon lunch time, may I ask you want to enter the lunch?" Beforehand, both sides have to understand the culture of each country, the Chinese side knows that the American side is more direct, so they directly asked if they want to eat lunch first. Instead, the American side replied, "Not very hungry, whatever." In fact, the U.S. customers have been very hungry, is aware of the Chinese indirect expression of the relationship, so it is a euphemism for "whatever". In the end, the U.S. customer was hungry and followed the enthusiastic Chinese personnel to visit the factory. Because of the previous answer to the U.S. side of the confusion, and finally ate the meal is not, and embarrassed to say it again, so they feel better to say it directly. While touring the factory, one of the American customers saw a poster with the wrong English letters and pointed to it on the spot and said, "Hey, look, that poster has the wrong English." At that time, accompanied by the deputy general manager, including a few workshop workers, then the general manager felt very dissatisfied, feeling that the U.S. customer does not give him face, not to give him a step down. At that time, a salesman said: " I would have liked to change it, the time is more hurried, so first came to receive you." After visiting the showroom, to the price negotiation stage. The American customers directly asked how much discount the Chinese side could give if they placed a certain order. The Chinese side to seize the American side of the direct expression and impatient character, the manager of the Foreign Trade Department deliberately indirectly say a bunch of factors affecting the price, did not directly give the final price, the negotiation lasted about half an hour, and finally a U.S. customer was anxious, and said: "If you do not give the lowest price, we will go to find other manufacturers." After negotiations, the Chinese side finally decided to go to the restaurant with the U.S. customers to eat, during the meal there was a toast to the

Two U.S. customers many cups of wine, although the U.S. customers during the meal there is a minimum price of the product, but the Chinese side did not answer, but has always been and the U.S. side of the toast and dinner. Both sides have been very drunk before going back. The next morning, the U.S. customer woke up and received an e-mail from the assistant vice president of the Chinese side, the Chinese side finally agreed to give the U.S. side of the lowest ex-factory price. The U.S. side, although unable to understand, but still very happy to go home.

From the above case of the collision of Chinese and American business negotiations, we can clearly see that, due to the different ways of thinking in China and the United States, so there are many problems occurring in the negotiation process. In the just came to the OML company, because both sides beforehand to understand their respective cultures, so the U.S. customers want to borrow the Chinese side of the indirect expression of the way to answer the question of lunch, would have thought that the Chinese side will be invited to lunch, and then the Chinese side thought that the U.S. side of the direct expression of the indication of their meaning, they did not ask them to eat lunch. After seeing a poster with wrong alphabets, the American client directly pointed out the wrong alphabets without considering the face of the vice general manager, which made the scene awkward. When it came to the negotiation stage, the Chinese negotiators seized the American clients' character traits of direct expression and impatience, knew that the American clients would not refuse to cooperate with them, and in order not to lose their own face, so they finally invited the American clients to have a dinner, and completed the final negotiation through the traditional negotiation method at the dinner party. From this example, we can see that in business negotiations, the favorable aspects of direct expression is the language expression is direct, right and wrong, so that people directly understand, so that people feel confident, on the one hand, it can save time, and on the other hand, it can improve the efficiency. But it also has its disadvantages: direct expression will show a strong aggressiveness and argumentative, will hurt the pride of others, because the other party will feel that the Americans do not give themselves face, which often puts the negotiation in a difficult situation and sometimes leads to the bankruptcy of the negotiation. Sometimes even in the negotiation of the dilemma will let both sides have a step down. However, indirect expression also has its disadvantages: it is easy to make foreigners uncomfortable, because foreigners often can't truly understand the attitude of Chinese people. Sometimes it is just too euphemistic, and people don't know what the speaker really thinks and what he/she wants to express. This is not good for business negotiation, many times make the negotiation process become difficult, and even lead to a deadlock in the negotiation.

Life Case 5 of Business Negotiation

Jiangsu Yizheng project is the world's largest chemical fiber project, the project introduced the most advanced international technology and equipment, with a number of companies. However, in the cooperation with the former West Germany Jima company, found that the introduction of the disc reactor from the other side of the problem, and caused significant economic losses to us, which triggered the negotiation of our claims on the German side. The Chinese side put forward a claim of DM 11 million, while the German side only recognized DM 3 million. As the gap between the two sides' demands was too big, the negotiation was shelved after a few rounds. Ren Chuanjun, the chief negotiator of the Chinese side and the general manager of Yizheng Chemical Fiber Company, considered repeatedly and decided to treat each other with sincerity. He proposed to accompany the German company's general manager Riyan Naider to Yangzhou to visit.

In front of the monk Jianzhen at the Daming Temple, Ren Chuanjun said sincerely, "This place commemorates a monk who, for the sake of his faith, made six trips to Fusang, lost his eyesight, and finally reached the ideal state." "Don't you wonder from time to time that it is easier for the Japanese to invest in China? That's because the Japanese understand the Chinese mentality of valuing feelings and friendship. You and I are old friends who have dealt with each other for many years, and apart from mutual economic interests, is there not a little personal affection between us?" Riyan Naidu was y shaken.

Both sides from Yangzhou directly back to Yizheng, the negotiations continue. Mr. Ren said straight to the point: "Since the problem is in your company, it is unnecessary to spend too much time for the claim, anyway, to compensate" Riyan Naider shrugged his shoulders: "I won the bid in your company, only more than 100 million U.S. dollars, I can not be compensated for too much, can not lose money to do. " Mr. Ren followed a sentence: "According to the information I got, it is because your company in the world's largest chemical fiber base won the bid, only to be able to win the bid for 15 times in a row in the world, this account and how to calculate it?" The other side of the language blocked.

Subsequently, Ren Chuanjun bluntly said: "We are old friends, open the window to say the truth, how much can you actually compensate? We are heavy friendship, can not let you be the chairman of the board knocked out of the rice bowl. But you also have to think about me, China is a poor country, I always have to have an account of the more than l million builders here." This pragmatic attitude of the Chinese side, finally sensitized the German side, and finally reached a negotiation agreement with the German side to compensate 8 million German marks.