[China Glass Network] According to the butterfly effect proposed by American meteorologist Edward Norton Lorenz, in a dynamic activity, very small changes under initial conditions are amplified, and its future state may be more distant than the original one. Different. The longer the duration of this activity, the higher the complexity and the more significant the change.
Negotiation is a kind of dynamic activity, so Lorentz's above theory also applies to this. The people involved in the negotiations are constantly discovering new information and will take a series of new tactics and special moves. Some early seemingly random moves will have a crucial impact as the negotiations progress. Therefore, you need to anticipate and plan for these variables that will affect the negotiations.
Preparations include prior consideration of a large number of pre-negotiation considerations and a review of them. One of the important considerations is – where should the negotiations take place? Although this may seem like a trivial matter, the venue of the negotiations can have a profound impact on the relationship between the negotiating parties.
If you can carefully consider and pre-plan as many variables as possible, it will be more beneficial to the negotiator. In this way, you can focus more on the current task - negotiation, and take proactive strategy and tactics instead of relying on the spot. Negotiators must consider tactical and strategic choices when choosing a venue for negotiation. These obviously harmless choices, like the butterfly effect of Lorentz, will almost certainly have an ever-increasing impact on the negotiations. The impact of the venue of the negotiations on the negotiations, positive or negative, may depend on the decisions made at the venue of the negotiations.
The other place
There are many benefits to negotiating at the venue chosen by the other party, and it is not limited to just a few of the items that will be mentioned below. We take into account the actual and psychological reasons for choosing the other office. These reasons are in no particular order, and all options are equally important, and each item deserves to be considered separately.
Confidence First, you are willing to go to the other office. The body language conveyed by this act is: I have confidence in my position. The gas field and confidence are very important, and can be transmitted by physical movements in the context of negotiating this highly atmospheric atmosphere. A sense of confidence in your position can increase your credibility and may make it easier for the other person to accept your point of view.
Opportunity Next, going to the other side of the venue also conveys a message: I respect you and respect your time, and there is also a subtext: I am not afraid of you. Although many people think that negotiation is a dispute, it will lead the negotiations to an invalid state. Effective negotiations often seem more like cooperation than fighting. Respect plays a pivotal role in an effective and successful negotiation, especially if the negotiator’s vision is longer-term, and the definition of victory is not limited to one talk.
Respect can bring positive relationships, and positive relationships can lead the negotiating parties to establish a win-win mentality, and thus are willing to explore more possibilities in the same negotiation. Fear of failure will make negotiators more aware of their weaknesses, some will subconsciously show more strength, others will refuse to explore more possibilities. It is very important that both sides regard the negotiations as an opportunity, not a threat. If the more positive information a negotiator delivers, the more likely the other party will regard the negotiation as an opportunity rather than a threat.
The comfort zone is third, and negotiations at the other party's location will give them a sense of comfort. Negotiations, especially those that involve important resources, often put physical and mental pressure on the negotiators. Giving the other person the chance to be in their own comfort zone may be more beneficial to you than to the other, as this may allow them to see the negotiation as an opportunity and therefore adopt a more cooperative attitude in the negotiation process instead of Out of fear and protection.
The fourth clue, go to the venue of the negotiating opponent, you will have the opportunity to see more things, not just the person in front of you. Going to a place that the other person thinks is safe or comfortable can help you understand him in all directions, and can also give you an opportunity to collect information that can affect the other party or to see the other party's motivation. Going to the designated place of the other party can also become a bond for the establishment of a harmonious and harmonious relationship between the two parties. For example, when you enter the negotiating opponent's office, the pictures hanging on the wall, the books on the bookshelf, the various items on the desk or in the office, what do all these things mean for this person's life. What? What kind of art or souvenirs are he placed? These things are clues to help you understand this person. You can use these clues to start a conversation and ask questions.
“Is this your family?†“A very beautiful car model, are you doing it?†“What does this thing mean to you?†These are just a few of the questions you can ask, they are going to be Negotiation has nothing to do with this, but it is a transition to a private conversation to alleviate his concerns about you. In such a dialogue, you can show a human side, not just the "other side" of the negotiation.
The purpose of this is to use all the existing means to let the other party buy your account. By establishing these common personal interests, rather than starting a tit-for-tat negotiation directly, it may help you to build positive relationships more easily. After the two sides have established some good personal contacts, it is not too late to say your purpose, no matter what you want to sell to him, what you need to get from this person. Being in the office or factory of the other person may help to establish this harmonious relationship.
Another tactical consideration for going to the other office or factory is that once the negotiation is going on, it is difficult for them to hide some documents or claim that they are not available. At the same time, this also gives you some reasons for delay or disguise. You can say, "Hey, that document is still in our office." Of course, this is both good and bad for both parties. If you don't have or don't need this document, it is not good to get it right away.
Field visit
There are many benefits to negotiating at each other's factory, and this is another important source of intelligence for you. For example, are they working in a rented venue? Are there family members who are in important positions and may be implicated in the face of family conflicts? Can they say that they do it?
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