Stupid wisdom in the negotiations

[China Glass Network] In my previous article, I talked about the motto that my companion heard from his uncle: "Funny, smart." His uncle is a skilled poker player with a quiet voice. Extraordinary ability. His old routine of "silly" always makes other players take the lead, and then they use one hand to win the cards and let them disarm.

This is a real skill, because in general, the brain's reaction is lagging behind the mouth. Our impulses will reveal our thoughts. We always say it first and think and act later.

As a natural and outgoing person, I have not fully understood the importance of this idiot-savvy philosophy before I think about and pay attention to the general routines in business negotiations and other important tasks. In such negotiations and tasks In the middle, a pause before a reaction will bring a different result. This allowed me to more consciously follow this DVR-inspired strategy in a critical and subtle business situation.

1. Suspended. Think of the business situation as a mini film that is being filmed. You are the director of this film. When you have a new idea and suddenly interrupt the shoot (for example, with new information, new competitors, and alternative resources, etc.), the last action you think of should be a pause. .

2. Play. Play this movie in your mind, think about the various scenarios, and consider how you can make this new information or situation a reality.

3. Silent. Remind yourself to press your inner "mute button" to stay independent, unless there is a good reason to share your thoughts. Think like a poker player and ask yourself if it's good to share what you know with your counterparty. Usually there is no benefit.

4. Rewind and record again. Reschedule your actions appropriately and press the Record button again to get the "smart" results you want.

A pause, careful consideration of the various scenarios that may arise is crucial. Just as in physics, each force has an equal and opposite reaction. The key is to avoid any harmful results.

More recently, in a negotiation with a company, the offer made by the other party caught our attention. The results show that this party is the group we are going to work with in this transaction. Shortly before the negotiations, we told them about this business opportunity. My subconscious reaction was to call the person who dealt with me, to sternly condemn what they did, and to tell them that our cooperation with them was over and everything was over.

However, I stopped to ask myself what benefits this behavior can bring to myself. In fact, the advantage is to make yourself feel better at the time. Regrettably, in order to make myself feel better at the time, it seems to be a common mistake in people's “speak first” decision-making process – but this approach does not allow people to move closer to their goals. .

After playing the "movie" and carefully considering the possible outcomes, I realized that staying silent and taking advantage of our knowledge is a much better strategy than screaming. why? Scenario A: If we are furious, then the other party has no chance to explain, and our response will also weaken the possibility of collaborating with them; Scenario B: Before considering that other partners may work with us to complete the transaction If you are furious and tell the other party that we can complete the transaction ourselves, then they will raise the price of the transaction for the sake of monopoly. For example, the result is that we push the dog into the corner, they can only arrogant and bite.

And to remain silent, we can effectively achieve the results of stupid wisdom. This kind of recognition gives us two valuable inspirations: First, the urgency of the other party’s desire to get this kind of transaction is unobtrusive; secondly, their attempt to complete the transaction themselves shows that they lack professionalism, which gives We have a very early signal of help - they may not be the kind of partner we are willing to work with. Subsequently, we quickly mobilized another partner to participate in the transaction and proposed a joint trading plan at a price negotiated earlier, which was accepted.

When you are emotional, it is easy to forget what you are eager to achieve. Our goal is to win this deal at a reasonable price, and silence and restraint are good friends for us to achieve a winning outcome.

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