[China Glass Network] Negotiations are for "winning." Security Door,Steel Door,Exterior Door Hengyang Import And Export Co., Ltd. , http://www.cnsteeldoor.com
However, to some extent, negotiation is an art of “losingâ€.
Here, I am not prepared to extend “losing†to “concession†and “compromise†because the negotiation itself is an art of concession and compromise. It takes a lot of text to discuss this issue. What I mean by "losing" is that you have not achieved the expected negotiation goals. Compared with your opponent, you really "losed"!
This is indeed a very bad thing. However, in the actual negotiation, it is not uncommon for the negotiation to “lose†because of the differences in their positions, the differences in strength, and the differences in the level of negotiation. The win-win result is not expected. The winner is naturally happy, then what about the "loser"?
The losers are nearing the end of the negotiations, and when the results are a foregone conclusion, they must not let the opponents find that they clearly have the upper hand, because this may make them feel that they touch your bottom line, and at the same time, it is likely to maintain this in future negotiations. A compelling momentum that will keep you at a disadvantage - unless you give up working with them! At this time, you must propose a condition as compensation, and this condition, you know in your heart, the other party will not be difficult to do. Well, although you lost this negotiation, the momentum has not lost, and you may win back next time.
The author once led a regional manager and a very strong dealer to discuss the renewal of the annual contract. In the contract "sales rebate", the dealer insisted on accounting for 2% of annual sales, and our company insisted on 1% of the previous year. The two sides are deadlocked. Later, we learned from the side that the retail system in the region has generally increased in fees this year, which has brought real operational pressure to dealers. More importantly, our main competitors have signed agreements in accordance with this treaty. The outcome of "losing" seems to be a foregone conclusion. In the latter negotiation, we changed the normal state, the high-profile expression will support him to tide over the difficulties together, and also put forward a "very strict" requirement: must be stocked more than 1.5 times the actual monthly shipments, otherwise it will still be Only 1% annual rebate can be given.
Obviously, this time we did not achieve the intended purpose, we lost. But at a later time, we can use concessions as support for each other, and at the same time, we propose a condition that the customer can do as an add-on, and subtly resolve their passive situation.
There is another situation, if you "win" in the negotiations?
Of course, congratulations! However, you still need to understand the art of "losing"!
Yes, you have to be modest and low-key. Business cooperation is a long-term benefit, not a game of two wins or losses. You must not show the joy of "winning", but an expectation of a good future cooperation. If you are a master, you can even make the opponent create an illusion, let him feel that he is the real "winning" home! This point, many small vendors are skilled. Have you ever experienced the purchase of a commodity, in the later stages of bargaining, when you report a "base price" that you think is very low, the small trader is helpless and reluctant expression? In fact, maybe he is the real "winner"!
This is the art of "losing"!