▎Negotiation is a joint decision-making process, with more strategic thinking logic
Just like playing basketball, knowing how to dribble and layup doesn't mean you can play basketball. You need more strategic planning, sometimes making a feint to the east and attacking in the west, sometimes making a roundabout way, which 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 a promotion from your boss? Do you want to leave the old company or join a new one? Do you want the other party to agree to you immediately or in stages? First determine what you really want?
▎Count your chips
Next, calculate what you have that the other party wants. Do you have the abilities, rights, or various money, materials, space, channels, or identities that the other party wants? Then take stock of whether these things of yours are what he wants or are worthless.
This is an inventory of your own assets, just like the SWOT analysis we often practice, to see whether you can use alliances, hooking up or decoupling to strengthen your bargaining chips and make them more focused, that is, to find what the other party wants.
▎Start preparing your mental qualities and start persuading
You should know that "if you want a bigger share, make the pie bigger" does not equal "if the pie is bigger, I will get a bigger share". You also need to have some sensitivity and a sense of time cost. Is it good or bad for you if time is dragged out? Mentality is very important. Avoid being too confident or ignorantly infatuated. Therefore, in adjusting your mentality, we need 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 putting some issues on the table, wrapping them up or vaguely probing the other party's preferences. For this issue, we can look a little higher and look at the situation. Don't just focus on the price, there are many other things. For example, when negotiating with suppliers, is it just the payment price? Or are there product specifications, production capacity planning, payment terms, etc. These are all high-level issues for discussion.
By hanging different topics together, we can decide which plan to discuss next. Sometimes it’s important not to choose between two options. Yes or No.
Next, communicate your bottom line by making concessions.
▎Zero mistakes in negotiation
In negotiations, one must avoid being greedy. Once one gets a taste of the sweetness, one will often end up ruining the situation. Also remember not to lose control of your emotions and make the wrong choice.
▎Finally, let’s talk about win-win. Let's make the pie bigger together.
Sometimes, we tend to put win-win first, which often leads to the opposite effect. Therefore, we need to adjust our thinking logic, the chips we have, the mentality, the tactics and sequence of the issues, and the quality of zero errors, so that we can start to make the pie bigger through common vision, dream, and integration. If there is no common vision, you can also start solving the problem by cutting into some issues.
I have organized the following sequence so that everyone can be more comfortable in the negotiation decision-making process.
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