In the process of negotiation, if you often speak in a kind, soft tone, always modest, polite, and concessional, sometimes it will not make the other party feel trust and respect, on the contrary, it will do it to you

In the process of negotiation, if you often speak in a kind, soft tone, always modest, polite, and give in, sometimes it will not make the other party feel trust and respect, but will misunderstand your approach, feel that you must rely on him, or simply feel that you are a weak and deceitful negotiating opponent, he can get more and greater benefits from you.

On the contrary, if you have a relatively tough attitude from the beginning, armed from the beginning to the end, showing an arrogant, invincible, and resolute attitude of not backing down, then you will also leave a particularly unfriendly impression on the other party, which will make the other party doubt your sincerity in negotiating, and thus the trust and respect between you will be lost. So, what is the right thing to do?

This is the magic of both soft and hard, combining strength and gentleness can make a great change in people's mentality. Being strong will make people see your determination, strength and unbeknowable characteristics, and gentleness will make the other party see your sincerity, trust and friendliness. In business negotiations, both soft and hard methods are often used by negotiators - soft methods, soft methods, soft methods; borrowing hard methods to defeat the enemy.

However, in negotiations, there are two things to be aware of when using a combination of hard and soft methods:

❶When a person plays a role, be flexible, if you want to launch a tough offensive, the serious time should not be too long, and the hard words spoken should leave a little space for yourself.

❷When two or more people play, work closely together, fake the play and do it. The "hard" people must have a tough attitude and not give in at all, but they must be reasonable and well-founded, be polite in the hard, be strong and affectionate, and not leave an arrogant impression on others; the "soft" people must grasp the fire in place, see the situation clearly, react in a timely manner, and make the other party agree.

Carnegie Eloquence 7-4: Be both soft and hard at the negotiating table

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