Conversion between pressures in negotiations

[China Glass Network] The essence of negotiation is the contest between power and power. In short, for example, if A has to seek B, then B is relatively more powerful. Some readers will have doubts, since A has to ask for B, then it is sure that A psychological pressure is great. Is there any conversion conversion problem? Why do stresses change to each other?

In fact, people who have done negotiations often have a deep understanding. Things are not single, not simple one-way relationships. On the question A, A has to ask for B, but on the question B, but B has to ask for A, so that A also has pressure, and B also has pressure. The pressure of A is on Question A. I don't know if B will agree. The pressure of B lies in question B. I don't know how A's attitude is. Therefore, there are pressures in a few rounds, but only who is under greater pressure or whether there are alternatives.

For example, the author used to engage in channel development and management. When negotiating with domestic electrical stores, the author submits a work plan every month and writes about key tasks this month, such as the contract signing of the store. Well, this month, my pressure is coming. It is to take this store down. It seems that the pressure is on my side, so when I just negotiated with the store, I always thought that I was asking for them. The result is a hasty, loss of rational thinking, leading to the signing of "unequal treaties." Later, after one thing, I realized that manufacturers are not vulnerable groups. The author has not signed an annual contract with another store because the headquarters contract has not come out. Next, what surprised me appeared: the store purchase directly called me to urge me, why the contract has not been signed, the leader has urged him to start sales as soon as possible, saying that his performance this month is 1 million. It is estimated that this man is purchasing a "novice" and still does not know how to protect himself in the negotiations. The result is that this important information has been leaked. I realized at this time that the pressure is not only on myself, but the negotiating opponents will also have corresponding pressure. Because we are in negotiations, often because of the narrow vision of pressure, we see our own weaknesses, and forgetting the other side is also weak.

Closer, the Iranian nuclear issue has been raging, and the United States and the United States have asked Iran to abandon nuclear weapons and impose economic sanctions on Iran. On January 23, the EU foreign ministers meeting passed an oil embargo against the Iranian nuclear issue, prohibiting member states from importing oil from Iran and imposing sanctions on the Iranian central bank. As a counterattack, the Iranian side once again threatened to block the Strait of Hormuz and said that it would discuss a bill to stop the oil exports to the European Union earlier next week. The EU’s internal embargo on Iran’s oil embargo is also inconsistent. Therefore, it seems that the pressure is on one side. When a party adopts measures such as “hooking” and “intersection”, the pressure will be transferred instead, and the pressure on who is greater will be estimated by both parties.

On the other hand: power is a fluid, not a solid.

The influencing factors of negotiating power include not only the topics of negotiation, the substantive structure, the membership structure, but also an important factor that is time. Time makes power a fluid, seemingly invisible, but quietly changes the situation.

In the doorway of the community, a large supermarket was opened. According to the general principle, it is now the era of the buyer. It should be a big fan of the supermarket, vigorously publicizing, attracting customers to come to shopping, and the power is more inclined to consumers. But we know that supermarket promotions will have time limits, so the pressure is quietly shifting. When the promotion is about to end, a large number of customers are integrated into the supermarket because they have heard that tomorrow's promotion will be closed. Obviously, the pressure has shifted to consumers. It's no wonder that many stores will announce "clearance shipments, only three days" and so on.

Sometimes the conversion of pressure will have obvious phenomena and measures, such as the example above. Iran has anti-sanction measures, and the time limit for supermarket promotions has made it impossible for customers to enjoy price concessions at other times. But there are also some measures that are intangible or even non-existent. For example, as a sales manager, you go to visit some customers, and customers complain that the products are difficult to sell. At this time, the pressure will be transferred to you. At this time, it is necessary to distinguish whether this pressure exists or not. Whether it is "not necessary" is just the reason why the customer lets you cut the price. Therefore, whether the pressure can be successfully converted is also supported by objective facts.

The pressure of change in the negotiations will directly affect the outcome of the negotiations. Therefore, whoever bears the pressure, who is under greater pressure, who bears the pressure for a longer period of time, and who can convert the pressure, requires negotiating parties to identify.

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