Changing the track at the negotiating table is like changing the rivers that flow the river. There are many ways, such as building sand bars and dams. Changing the track of negotiations can be divided into technical and strategic aspects. Tip 1: Keep the cold field There are three main opportunities in the negotiations to use the cold field. Back to the beginning, at the beginning of the speech. The cold field at the beginning was to lead the other party to speak first. The cold field at the beginning is divided into two ways. The former is to use the speech to catch him. This is called "leading the snake out of the hole." For example, if you are the supervisor, the old king has problems, you want to talk to him, but the old Wang always ignores you or doesn't talk, so you said: "Pharaoh, this way, if you don't talk, it doesn't matter, then let me talk first, okay, wait for me to talk, if you find that I have Anything is wrong, you have to correct me at any time." So you start to say, Pharaoh usually jumps out, hey, this is not right, hey, I don't mean it. The other is to really keep the cold field and not speak at the beginning. Some people can't stand the cold field. When they see the cold field, they will talk and keep thinking about the topic. The second time to use the cold field is when it ends. Keeping the cold spot at the end of the negotiations usually has two functions. The front shows that you listen very carefully, and the second means that you may not listen at all. Generally speaking, after the negotiation is over, it is better to stop talking for more than ten seconds, so that you can give yourself some time to think. There is also a cold field that is the middle of the cold field, the purpose is to shift direction. If you are talking to the other party about the problem of the traffic car, the traffic car has not been talked about, he went to the restaurant problem, how to pull it back? Using the cold field is a very neutral method, you can tell him: " Just now we talked about the traffic car." Then the cold field, one second, two seconds, three seconds, the previous topic is back. Cold field does not mean that your brain is short-circuited. It is generally believed that the cold field is the organ of the negotiating table, and the organ can be located in front of, in the middle or in the tail of the negotiation. When you put the cold field in the middle, it becomes a skill to change the negotiation track. Tip 2: Shout The suspension in the negotiation process is often to give yourself some space and time. For example, the other party's proposal is not yours. At this time, you have to stop and stop. If you have time to consider and discuss, you will not rush to finalize the case. After shouting and returning to the negotiating table, in theory, who is stopping, whoever speaks first, that is, the person who stops will get the next say. Who will stop it? Normally, the person in the main talk will stop, or an observer will slog the key to the main talker, and the main talker will execute the suspension. Strategy 1: Substitution Substitution is equal to changing the strategy. If you change the strategy, you will change. If you send Zhang to the table to sing a black face, he may bring the negotiations to the corner of the horn. At this time, Li Si will be on the table. Li Si sings a white face and the negotiation is discussed from the other direction. As a supervisor, you must have an understanding of the personality of the people below, in case you need it. Zhang San is a strong conflict, it is a hot Saburo, and it may not be long before it will go down. Li Si has a strong compromise and is very suitable for ending. As a supervisor, there is always a bottom, only to know how to change people and change strategies. Strategy 2: Add issues There are two types of issues: one is to transfer topics. For example, if you are a sub-package, the price of the package should be reduced by 10%, but you can't drop it, but you hope to pick up the case. Those who are familiar with the negotiation may change the engineering and technical pointers slightly and change the coefficients or parameters. You can save your money. However, the other party thought that it would be a problem to modify the quality of the project. So another negotiation began, the subject is the engineering technology pointer. Originally, the two sides were talking about the price, but later they moved to the technical indicators, which may be more and more in-depth, and they may be bigger, and they may give up the price reduction requirements later. Another way to add topics is to increase people. For example, if you sell software to others, in order to increase your own value, you will find Zhang San and Li Si to conduct strategic alliances. They become your business partners. They have different products. The products of the three of you are combined and become A big package. Just like diverting attention, when you are just A, the customer price is for your family, but when you put ABC, the customer may target B or C, his focus may be transferred from software to service or The repair went up. So as people become more, the direction is likely to adjust. Here is also a small trick for you to talk to your boss about salary. How do you talk about it? If you only talk about salary, it means you will not negotiate. The boss said that one month, March 1st, you can't say it, my classmates take 35,000, you have to get at least 35,000. The two sides may be deadlocked at 310,000 and 35,000. The result is a third of three, and the performance will be seen later. Then you are not the real winner. If you use a little skill, you say, OK, March, then, what about the other benefits? The package of the whole welfare? And, if done well, how is the increase? How likely is the salary increase? After you have made the problem bigger, there is room for exchange and space for negotiation. Strategy 3: Sound East Strike West The sound of the East is the direction of the turn. For example, if the manufacturer requires delivery time to be early, and then the price is lower, you can pretend to make concessions in the delivery time, and advance the time from April to March, but the price is no longer allowed, and the other party continues to move forward. Then talk to you about the price, talk for a long time, you also blocked for a long time, then you said: "Okay! I will give you a little price." The other party is very happy, thinking: time is up, the price is also vying . Maybe you really want to keep the time, first take a time on the condition of the moment, then you take advantage of the price, you will turn the attention of the other party to the price, after a while, you give the price He, the other party is very satisfied, and you hold the time.