Analysis Of The Superior Strategy At The Negotiating Table

< p > at the negotiating table, whether the superior is more suitable or the superior is not suitable. Some people say, of course, the superiors are better, they can clash on the spot, so that they do not need to be conveyed. In fact, this is not the case. In the negotiations, there is a specialized strategy of "superior". This "superior" can exist or can be virtual; it can be issued with instructions, or can be "moisten things silently"; it can be a person or a group. < /p >
< p > < < a href= > //www.sjfzxm.com/news/index_c.asp > > guide shopping training > /a >, we often tell shopping guide. When the final deal is finished, if the customer can't make up her mind because of the price problem, she can dump a superior and tell the customer: I'll ask the leader to see if I can apply for the price reduction again. In that case, the shopping guide picked up his cell phone. He could really ask his superiors or make a show. After calling the customer, I am really embarrassed. Our leader said this is the final price. You see, I have tried my best to win for you, and I will give you a gift more. I do not think you hesitate. Customers see that the guides have done their best, and they are no longer embarrassed. This is the display of their superiors' strategies, creating a buffer zone to make the other side easily accepted. If you have a superior, you can ask for it. < /p >
< p > if you are the general manager or chairman of the company, the other party will force you to make a decision. "Chairman Wang, you are the owner of this company, you can certainly cling to the board, so this contract is all right." If you are in the other's stratagem, you can not refuse, and then make a decision that is not good for you. However, you also have a superior, such as board of directors, staff meeting and so on. "Sorry, Liu, although I am the chairman of this company, I have more than one shareholder. I have to go back to discuss with other shareholders and get approval from the board of directors." Always have a superior, so the superior is a vague group. < /p >
< p > the advantages of the superior strategy lie in the following two points: first, it can create a buffer space for more time or chips for itself; two, it can be used as a dragging tactic when negotiations are not conducive to themselves, to stop or delay. When the other side adopts the strategy of the superior in the negotiation, how should we counteract it? That is, do not let the other party have the opportunity to ask their superiors, and constantly remind them to stimulate the other party to have the right to decide and encourage the other party to make a decision. "Wang, I know that you are the decision maker of the company. This < a href=" //www.sjfzxm.com/news/index_c.asp > Contract < /a > you have the final say. " "Manager Li, since the company has arranged for you to negotiate this purchase contract, it will certainly give you full authority, so I think there will be both satisfactory results today." If you smile or nod on the side, you will show that you are successful, and the other party has the final say to avoid adopting the superior strategy. < /p >
< p > if the other party has used < a href= "//www.sjfzxm.com/news/index_c.asp > superior policy < /a >, in this case, the following counter measures can be adopted. < /p >
< p > 1, forcing the other party to ask the superior for whom. "Manager Li, your superior is not Mr. Wang. Wang is always in a great deal. There are so many things. I think he will not pay attention to these things. He will certainly let you decide." "After you go back, you must report the results of the negotiations in front of president Zhang. We have made great efforts to achieve the goal." At this time, let the other party agree with the outcome of the negotiations. < /p >
< p > two, according to the actual situation. "Well, since everyone has spent so much time negotiating and achieving such success, let's sign the contract first. If your boss does not agree, we will cancel it again, OK?" this means that the other party must give a promise instead of adopting a superior strategy to "leave quietly". "In this way, if the contract can not be signed, let's make a memorandum about what we talked about today, what we talked about in a few days, what we have achieved, and let the boss know what the outcome of our negotiation is." After such a confirmation, although the contract is not signed, the boss will think that he has already talked about it. < /p >
< p > when we use the superior strategy, we must pay attention to the following points. First, do not let the other person know that you have the right to decide, because once you know, it will force you to make a decision. In particular, some people will entice you to admit that you have the right to decide. Second, the boss is best to be a group rather than a person. If you don't have a boss, you can take the board of directors and the staff meeting as your superiors. < /p >