If things are slow, they will be round, and only by "getting inches" can they "advance" | Don't rush to force Part IX
This is Kirito's 511st tweet on "Negotiating Thinking."
The full text is 2328 words long and takes about 3 minutes to read.
<h1 class="pgc-h-center-line" data-track="6" >1 Introduction</h1>
During World War II, there was an American diplomat named "Charles Thayer" who had a wealth of diplomatic negotiation experience.
Once, when Charles talked about the way of thinking about negotiations, he talked about a topic:
Sometimes, the essence of negotiation is to grasp how to "get in the inch".
Charles recalls a period of his own negotiating experience;
It was at the beginning of World War II, when a British vice-consul was captured and imprisoned by the Germans;
Charles went to the prison as a foreign affairs representative to negotiate and tried to bring some belongings to the consul.
In the prison's visiting room, Charles meets the warden sitting across from him with a serious face;
Charles made it clear that he was here, but the warden did not speak, signaling the guards to take the consul out.
In front of the warden, Charles took out his pajamas, t-shirt, socks, and some toiletries;
The warden did not speak, and the vice-consul immediately put away the supplies.
Charles realized that the next step was the opportunity to "get in the inches";
He took another bottle of sherry from his bag and said sincerely to the warden,
The elder of the prison, Mr. Consul is usually accustomed to having a drink before lunch, and hopes that you will allow ...
The warden was silent for a moment and personally took the bottle of wine and put it away.
Charles took another bottle of champagne from his bag and said,
If you allow it, it would be nice to give the consul's dinner a little chilled champagne...
The warden frowned a little, but still did not speak, and after hesitating for a while, he still put down the champagne.
Charles hit the iron while it was hot, took out a bottle of gin, absinthe and a cocktail bartender, and explained,
The consul liked to drink a martini before going to bed, just one absinthe, four parts of gin, and a lot of ice...
Before he could finish speaking, the warden finally couldn't help himself and shouted angrily,
Son of a bitch! I'd be nice to have him bring in sherry, champagne and gin! Do you think I TM would still help him make cocktails?!
Charles immediately shut up and said no more;
But he thought to himself,
At least I finally know where the other side's acceptable yardstick is in this negotiation.
That's what Charles called, "inch-by-inch" thinking.
A person who "gets in the way" always seems to be less likable;
Kirito I don't like such people, and I don't recommend that you go "inching in" every time;
However, in the view of "negotiation thinking", there are some things hidden in the practice of "getting in the inch".
<h1 class="pgc-h-center-line" data-track="35" >2 inch in</h1>
We're still in the "Don't Rush" series of tweets, and its way of thinking is inspired by Harvard University's "Harvard Negotiation Project."
Negotiation is never a one-time affair.
Whether it's when you're stagnant or when victory is in sight.
You want to know what the other party's reserve price is, so you will "rush to force";
However, this is the opposite of "speed is not reached".
There is a famous saying in China,
Slow things are round.
The wisdom behind this sentence is that you must give enough time to a thing, so that the doubts, swings, and doubts behind it can be fully fermented;
Only after the real dust has settled can the true outcome of this matter be presented to you.
Especially when your heart is full of the urge to force the other person to agree, remember this sentence.
Take the story at the beginning of the article, "getting in" is of course a nasty practice, but its thinking mode is essentially expressing a meaning.
Take it easy.
If Charles had taken out all his belongings and all the wine at the beginning, the warden would have flatly refused.
You want to bring so many things in? Do you think you're here for a vacation?
At this time, it is likely that nothing will be brought in at once.
Charles, who "gained inches", tested the other party's bottom line step by step, and finally reached a goal that exceeded expectations.
Of course, I would like to remind you that when you are ready to "gain inches" in the next negotiation, please grasp your scale;
The closer you are to each other's bottom line, the more fragile the other person's emotions will be;
If you want to use such a technique, you need to be sensitive enough to capture the signals before the other person's "emotional outburst."
<h1 class="pgc-h-center-line" data-track="55" >3 "inch" before "inching"</h1>
Let's think in reverse.
When we can't "advance" in the negotiation, then we may as well try to "get the inch" first.
What does it mean?
For example, when you spend a lot of effort to make a project plan, but you just can't get the approval of the boss;
The goal of "boss approval" is a "ruler" for you, this goal is very large, and it cannot be achieved for a while;
Then we may as well disassemble this "ruler" into many, many small "inches" first, and try to see if "getting inches" is possible.
You can try to tell your boss,
Boss, do you think I can first find a department to do a trial operation of a project, and if there is an effect, then do the whole company promotion?
Or,
Boss, do you think I can let this project do it for a month first, and see how the result is before making a decision?
These "inches" greatly reduce the difficulty of the boss's consent, so that the possibility of getting it becomes greater;
After these "inches" are obtained, if the results of the trial operation and a month later are very good, the possibility of the boss giving you a "ruler" again will become greater.
You see, "getting in the inch" doesn't have to be all that despicable, right?
<h1 class="pgc-h-center-line" data-track="69" >4 Things are slow and round</h1>
Don't rush to force the other party to make a deal.
Sometimes the other party agrees to the agreement, but you feel that he does not fully understand the content of the agreement, and even tomorrow morning he may regret it, at this time you have to remind him,
Don't rush to say yes, go back and think about it, or we'll go through the specifics again, and I hope you'll think twice.
Again, things are slow and round.
Your negotiator needs time to digest the agreement and understand the pros and cons of the outcome of the negotiation;
And the best way for them to digest and understand this is to let him bring this negotiation back and discuss it with his own people.
As long as the other party can discuss this agreement internally, someone will definitely speak for you from your side;
The other party will unconsciously complete the action of "empathy", so that the "idea" of this agreement becomes their "own idea".
There is no idea more convincing to him than "his own thoughts".
Wen Yang is an experienced purchasing manager, and during a price negotiation with a supplier, he told the supplier representative,
Well, just an hour into the discussion, I have listed all the procurement requirements for this year;
There is a lot of content, I am sure you will have some doubts and ideas, don't worry, I will give you time to discuss internally, I will give you the conference room, and we will continue this meeting in half an hour.
Then, Wen Yang left the conference room with his team;
Only five negotiators from the supplier company remained in the conference room.
The five people immediately chattered and discussed, and at first, of course, they attacked Wen Yang's request.
The requirements of procurement are also too demanding, how can we do it?
Yes, these party A, I really don't know our pain of doing Party B...
We certainly can't do it for this price...
But after a while, some of the five people started coming up with different ideas.
But what if we really don't cut prices at all, and the customer asks us to participate in the bidding?
Yeah, there are so many competitors, are we confident we can win?
This customer's purchase volume last year accounted for 10% of our revenue ah...
Wen Yang, who was standing at the door of the conference room eavesdropping, showed a sly smile on his face.
<h1 class="pgc-h-center-line" data-track="93" >5 summary</h1>
The "Don't Rush to Force" series is coming to an end.
I know that in the negotiation, you are particularly anxious to force the other party to agree;
But that doesn't get you what you want.
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Here is "Negotiation Thinking"!
"Don't rush to force Part IX" finally
--- Platycodon