[China Glass Network] The words "let" and "step" focus on the word "let". It shows that the front must have encountered resistance to advance and must retreat in order to achieve the goal. That is to the point where it is not allowed. There are only three situations in this situation. One is confrontation, the other is stalemate, and the third is deadlock.
First, confrontation
It’s just right, confrontation is because people have different opinions about you at some point. then what should we do? If the opinion is different, since the confrontation is because of a certain point, not the whole face, then bypass it, first put that point and let it go, to see if it can be swept from the other side, to prove which side of the two sides is more correct. Maybe it was caused by one-sidedness of someone, and the facts are more eloquent or the arguments are more biased towards which side. For example, if you quote, the other party says it is expensive, you say it is not expensive, and the result is confrontation between the two sides. At this time, we should stop arguing about expensive, see what the other party's needs are, and then see what the cost of this demand is, and then talk about the price.
Conclusion: The “concession†approach to confrontation in negotiations is to first put aside and deal with some other problems, and this problem may be solved. That is to change the runway, do not face the conflict, and then move forward.
Second, stalemate:
The stalemate is like two people walking the wooden bridge. When you get to the middle point, you want me to let it go. I will let you let it go. As a result, no one will let anyone, but the two sides have not yet reached the point of arrogance, but they have nothing to do. Since there is no arrogance, both sides still have scruples, either they are worried that they are stronger than others, or they are afraid of adversely affecting the future. At this time, the two sides still have room for discussion. There is only one way to stop (or sit) temporarily and see if there are any other places where you can impress or convince others. For example, if you have a rest, look at whether the attitudes of the two sides have changed, or change the location, first go back, sit on the other side and say it clearly, or change someone to talk to each other, or change the topic to talk to each other, these are After the trial, look at how the negotiations are handled.
Conclusion: When the negotiations are deadlocked, the compromise is to rest, collect information resources and find ways to change time and space or people and topics to see if there is a way to convince the other party.
Concession: There is still room for stalemate, so even if you want to make concessions, it can only be symbolic. Otherwise, the other party will feel that you can make room for it too much. The following two situations are common:
a. Table posture: Prove your own atmosphere, let one step first.
b. Give face: When the leader comes out, don't make concessions, but let's not do more. It can only be promoted by symbolism.
c. Create a win-win situation: After the transaction, give a small concession to make the other party feel better, otherwise the other party may repent.
Third, the deadlock:
The stalemate is also like when I was on the bridge, but I didn’t want anyone. It seems that only hands-on is the later way to solve the problem. If one party does not want to solve the problem, but has no direct communication with the other party, you should guess that the answer is to carry out the third party. The third party mediation can only have one answer, and you must make substantial concessions. Otherwise, the problem cannot be solved.
Substantial concessions, in order not to let the other side get the inch, the better way is to say that the concession is given by the leader, and there are conditions, even if the condition is asymmetric exchange, it can successfully stop the opponent's attack.
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