▎Negotiation is a joint decision-making process, with the addition of strategic layout thinking logic
Just like playing basketball, just because you can only dribble and layup does not mean that you can play basketball. You must have some strategic layout. Sometimes you attack in the east and west, and sometimes you move forward in a roundabout way, it is a logical process of thinking.
The beginning of strategic planning is like you have to determine what you really want. Do you want a salary increase or let your boss promote you? Do you want to leave the old company or enter a new company? Do you want the other party to agree to you immediately, or do you want to do it in stages? First determine what you really want?
▎Count your chips
Next, figure out what you have that the other person wants. Do you have the abilities, rights, or all kinds of money, material, space, access, or status that the other person wants? Then take stock of whether what you have is what he wants or is a worthless thing.
This can be regarded as taking stock of your own assets, just like the SWOT analysis we often train. Can you use vertical and horizontal combinations, hooking or decoupling to make your chips stronger and more focused, that is, to find what the other party wants.
▎Begin to prepare your psychological quality and start persuading
You must know that "if you want to share more, make the pie bigger" does not mean "if the pie gets bigger, I will share more". We also need to have some concepts of sensitivity and time cost. Will it be good or bad for you if time goes on for a long time? Mentality is very important. Avoid being overconfident or ignorantly passionate. Therefore, when adjusting the mentality, we have to ask: Can I not seek perfection?
Can I break through ignorance and arrogance and find the overlap of interests?
▎The order of playing cards, tactics and the psychological quality of concessions
Playing cards is like raising an issue to see if it is what I want or what he wants, or to wrap up some of the issues on the table or to detect the other party's preferences in detail. For this issue, you can set your sights a little higher and look at this situation. Don't just limit it to price. There are many more. For example, when negotiating with suppliers, is it only the payment price? Or product specifications, production capacity planning, payment terms, etc., are all topics discussed in a high-level context.
Decide which plan to use to discuss further by hooking up different topics. Sometimes remember not to choose one or the other. Yes or No.
Next, communicate your bottom line through concessions.
▎Zero mistakes in negotiation
Don't be greedy when negotiating. Eat the marrow and know the taste, which will often break the situation. Also remember to lose control of your emotions and make wrong choices.
▎Finally, let’s talk about a win-win situation. Let’s make the pie bigger together
Sometimes, we tend to put the win-win situation first, which often has the opposite effect. Therefore, we must have the logic of thinking, the chips we have, the adjustment of mentality, the tactics and sequence of issue cards, and the quality of zero errors. Only then can we start to make the pie bigger together through a common vision, dream, and integration. If there is no common vision, you can also use some cutting-off issues to start solving the problem.
I have sorted out the following order so that everyone can be more comfortable in the decision-making process of negotiations.
1. Strategic layout Strategic Layout
2. Counting the chips Counting Chips
3. Adjust your mindset Adjust Mentality
4. Topics and moves Issue and Play
5. Zero Error Literacy Error Free
6. Win-win techniques Win Win