66 Tips to Master Business Negotiations

Author: Meng Xianglong
Publisher:
Publish Date: 2004-09-01
Features: With the development of the market economy, negotiation—especially business negotiation—has long become a part of many people's lives and work. The negotiation table is a whirlwind of activity, with talented individuals engaging in fierce debates! So, how can one perform well and secure victory at the negotiation table? It's actually quite simple. Negotiation is like a martial arts master sparring: first, set your stance, then exchange moves, one after another, with precision and rhythm. There's aggressive offense, strategic defense, logical persuasion, and moral victory. But negotiation is not a fight; the negotiation table is not the "martial arts world." Here, more often than not, it's about negotiation, compromise, and concession—repeating the process until both sides find a point of convergence. Only then does negotiation reach its highest—win-win. So, as one negotiation master laments, "Negotiation is the process of continuous compromise between both sides." This is a classic statement. But compromise requires skill, and concessions demand wisdom. Should one charge head-on and seize victory with one blow? Or should one wait and see, striking back with a delayed move? Should one be ambiguous and probe the opponent? Or should one throw a brick to attract jade, winning the victory subtly? The answer, of course, is also quite simple. Just read this book, and all will be revealed in the 66 tricks.