Four Kinds Of Detection Techniques In Business Negotiation

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First, the fire reconnaissance law.

Actively throw out some provocative topics, stimulate each other's position, and then judge the truth and falsity according to the reaction of the other side.

For example, a buy B sell, a a B put forward several different trading varieties, and inquired about the price of these varieties.

Otsuichi did not know the real intention of the other side. A question like this was like asking for the market and talking about the terms of the paction.

In the face of the expectations of a, B is very contradictory. If he really answers, if the other person really wants to touch his own bottom, then he will not be passive. But if he is perfunctory, he may miss a good deal, maybe he may be a partner who can cooperate for a long time.

In a hurry, he thought, "why don't I try to find out the true and false situation of the other party?" so he said in a hurry, "I am genuine, and I am afraid that you are just covet cheap."

We know that in the business world, such a rule is followed: "one cent, one share" and "cheap goods are not good."

B's answer implies a provocation to armor.

In addition, the answer lies in the fact that if a word is received, it will be easy to grasp the strength of a team. If a care about the quality of goods, it will not be afraid of high prices, and the tone of the answer will be great. If a care about the tight supply of goods, it will rush to deal, and the tone will become more urgent.

On this basis, B will easily identify his own plan and strategy.

Two, circuitous inquiry method.

Through circuitous, let the other side relax, and then take advantage of it, and skillfully explore each other's cards.

In the main road negotiations, hosts often use their advantages at home to implement this skill.

In order to find out the other's time limit, the host side tried to show its hospitality. In addition to making thoughtful arrangements for the other's life, he also invited guests to visit the local scenery and enjoy local customs and folk culture. When guests feel very comfortable, someone will ask you to order a return ticket or a ticket.

At this point, the guest will often tell his opponent the date of his return and unknowingly fall into the trap of the other party.

As for the time limit of the other party, he knows nothing about it, so that it is not surprising that he is restrained by others in formal negotiations.

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Three, focus on in-depth law.

First of all, do some scanning questions on certain aspects. After finding out the secret of each other, then go deep into it, so as to grasp the crux of the problem.

For example, a paction (a sell B buys) the two sides are satisfied, but B is still reluctant to sign a contract, a feel puzzled, so he used this method to achieve the purpose.

First, a confirmed the purchase intention of B.

On this basis, a group asked each other about their reputation, their quality, packaging, decoration, delivery date and marketable period.

Finally, a asked the payment of loans, B indicated that the current loan interest rate is higher.

After knowing the crux of this problem, he immediately went deep into it. He analyzed the current market's sales and pointed out that B, according to the current cost of purchase, sold in the market, even if the interest rate was deducted, there was still a big profit.

This analysis has been affirmed by B, but B is worried that the selling period is too long and the interest burden may be too heavy, which will affect the final profit.

In view of the hidden danger of the second, a risk analysis is also made, pointing out that even then, the risk is still very small, which eventually led to the signing of the contract.

Four, the wrong proof.

The detection party intends to induce some mistakes by making mistakes, such as typing wrong words, using wrong words, or price reporting errors, etc., and then induces the other party to make a statement, and then the detection party makes further efforts to achieve the goal.

At the moment, the stall owner who had seen all this in his eyes would come up and say, "I see you are buying it sincerely, is it right?" when he noticed that the customer had no objection, he would continue to say, "the price of this dress is 150 yuan, and it will give you a discount of 120 yuan. Would you like it?" if he did not make a stand, he might say, "you may not have much money today, and I want to open a book, sell it to you, and sell it to you for $100, how about it?" the customer will be hesitant at this time, and the owner will continue to say, "well, don't tell anyone else, I'll sell it to you for $120." for example, in a fashion district, when a customer stops at a booth, he sees more about a product.

Customers who are already careful can't wait to say, "didn't you say that they sold 100 yuan? Why did they go up again?"

A little pause, and said, "well, even if I was wrong, I would also like to tell you a credit. Besides you, there will be no more price. You should not tell anyone, 100 yuan, you take it!" so far, most customers will make a deal.

Here, the booth owner pretends to slip up the price, induces customers to respond, skillfully detects and verifies the customer's purchase demand, and receives the effect of the snake coming out of the cave.

After that, the dealer will get the price up again, and it will easily facilitate the paction.