Learn some wonderful questioning techniques, mind reading techniques, and psychological control tech

Chapter 47 Part [-]
Previous: Questioning skills: how to speak so that others will listen, how to listen so that others will speak
Chapter 9 Interrogation Scene 9: Persistence or Showdown: Interrogation Skills at the Negotiation Table
Section [-] Silence is golden, the real stunt in the word "stupid"
Mini scene house:
You hold key chips in the negotiation, but the other party is aggressive, how to control the situation and take the initiative.

Question story session:
A Japanese airline is negotiating with an American company.The negotiations have been dominated by the Americans since 8 o'clock in the morning. They used the sufficient information in their hands to launch an offensive against the Japanese, introducing and demonstrating charts and computer results to the Japanese in detail through the screen.The Japanese just sat there quietly without saying a word.

The reason why the Japanese are silent is very simple. The only way for an American company to enter the Japanese market is to talk to this Japanese company.With uniqueness in hand, the Japanese are of course not in a hurry.

Two and a half hours later, the Americans turned off the projector, turned on the lights, and confidently asked the Japanese representatives for their opinions.A Japanese representative replied politely with a smile on his face: "Excuse me, can you say that again?"

"Why do you have to say it again?"

Another Japanese representative replied: "We don't understand."

The Americans couldn't hold back their breath: "Where do you not understand?"

The third representative said slowly: "Since you started to tell us aggressively what you think is right. I don't understand a little bit. Are you going to enter the Japanese market or are we going to enter the Japanese market? Why are you so confident and aggressive? What about oppression?"

The Americans were dumbfounded and didn't know what to say for a moment.

Wonderful question:

The U.S. representatives came prepared. If the Japanese representatives had a direct talk with them, it might be difficult to take advantage of it.The representative of the Japanese side simply restrained his sharpness, declared that he did not understand anything, and chose to remain silent most of the time. Just saying "Can you say it again" disrupted the opponent's position and gained the initiative on the negotiating table.

The Japanese way of coping is not applicable in all situations. The reason why the story is successful is that the Japanese side found their own winning weight in the US data: their uniqueness in the Japanese market.Knowing this, they can play dumb and let the US representative explain their point of view.

In the eyes of the Japanese representatives, the US representatives are extremely guilty, and their aggressiveness and arrogance are just pretending.Especially when the Japanese realize that they have firmly grasped the initiative of the market, the generous statement from the US is like a performance for everyone present.The reason why the Japanese side didn't point it out was because they wanted to "appreciate" it, and secondly, they wanted to wear down the patience of the other party. When the other party was asked to say it again, they would collapse mentally.

In negotiations, there are many ways to pretend to be strong, some rely on one's own country, some rely on the company's background, and some rely on a certain person's reputation.In fact, these are all pretexts. The reason why the negotiating party chooses to rely on a certain force shows that he is in a weak position. It is only because of his weakness that he covers it up. Does he rely on other factors for his strength?Seeing through this, it will be much easier to negotiate.

This gives us an inspiration: When you negotiate with a seemingly tough opponent, don't be intimidated by the superficial strength, and you must know who holds the key factor of the bargaining chip.If it's on your side, you can relax and let the other party perform.Just wait until the last moment to use your trump card and point out the opponent's fatal flaw, the situation will shift to you, and victory will be a matter of time.

(End of this chapter)