Furious negotiation

Author: Hou Qingheng
Publisher:
Publish Date: 2006-05-01
Features: Is negotiation a battle of strength or a battle of psychology? This is an unsolvable question, perhaps both. However, a successful negotiation has a fundamental condition: if you lack sufficient psychological resilience, winning a competitive negotiation is almost impossible. In fact, under balanced conditions, the more important the negotiation, the more it focuses on psychological confrontation—80% of the negotiations in our daily lives and work rely on psychological tactics rather than strength. Consider this scenario: You accept a condition far less beneficial than expected because you fear the other party will withdraw from the negotiation. You abandon your own goals that you should have stood firm on because the other party is sufficiently tough. You might become anxious due to the other party's unpredictable attitude and hastily accept their demands. Psychological confrontation is an elegant art; if you are involved in a competitive negotiation, you must be firm enough, strong enough, and even "crazy" enough. Of course, firmness, toughness, and "crazy" are not blind. In this book, we delve into the various strategic tactics of negotiation in psychological confrontation and provide unique training methods. By grasping the ideas in this book and combining them with its training approaches, you will become an negotiator.