The brave meet the wise, and the wise win, and the wise meet the benevolent.
In the drama "Yi Nian Guan Mountain", we can see many pictures of games, they are all talking and laughing, and drinking each other, and they have completed a negotiation without gunpowder.
Through it, it seems to make me understand what Kazuo Inamori once said: A truly powerful person never needs to say something unpleasant. Human nature does not need to listen to the truth, just to listen to good words. I can't make everything my own, but I have to make everything my use.
There is such a negotiation scene in the play: the duel between Zhang Xiang and Ning Yuanzhou, a negotiation between the brave and the wise, the wise and the benevolent.
It was an unequal negotiation, and no one thought that Zhang Xiang would make concessions as a strong party, but in the end, this negotiation ended with Ning Yuanzhou bowing to Zhang Xiang.
Zhang Xiang looked for the reason for Ning Yuanzhou's negotiation
An Guo went to war with Wu State, which ended in a crushing defeat for Emperor Wu Yang Xingyuan being captured. The head of Anguo just imprisoned Emperor Wu and did not kill him immediately, and at the same time asked people to bring back news to Wuguo, asking for "a prince and 100,000 taels" as a bargaining chip in exchange for the emperor.
From the perspective of the situation, the court of Wuguo is not so calm, and the partisan dispute is divided into two major formations: one is the royalist party headed by King Danyang, and the other is the regent party headed by Zhang Xiang.
Previously, when the news of Emperor Wu's defeat came back, everyone thought he was dead, and the royalist party wanted to take the opportunity to promote King Danyang to the throne on the grounds that the country could not be without a monarch for a day, but the queen Xiao Yan came out to make a game, she not only clarified the news that the emperor was not dead, but also threw out the bomb "pregnant".
Xiao Yan's hand also made Zhang Xiang think about something else, that is, he wanted to use the child in the queen's womb to become regent.
At the same time, An Guo released the news that he wanted to redeem Emperor Wu, which made Zhang Xiang find a more suitable reason. He wants to find someone to go to Anguo to save the emperor, it doesn't matter whether he can be rescued or not, as long as he can help him get the edict of Emperor Wu to make himself prisoner.
He thought about it, whether it was martial arts or strategy, or his familiarity with the region, he felt that there was only one person who could take on this heavy responsibility, and that was Ning Yuanzhou, the master of the Six Dao Hall, who was brought down by Zhao Ji with his acquiescence.
Therefore, he immediately ordered Zhao Ji to find Ning Yuanzhou back, but Zhao Ji was killed by Ning Yuanzhou in the mission he arranged.
Maybe because of this, Zhang Xiang didn't receive the news from the other party for a long time, and probably guessed that Zhao Ji had an accident. However, if he didn't find Ning Yuanzhou for a day, he couldn't achieve his goal, so he could only act in person.
Just as Ning Yuanzhou and his party were about to leave Chang Capital, Zhang Xiang sent someone to intercept him halfway, and the two sides fought, and finally ended with Ning Yuanzhou's side being surrounded.
In the case of being outnumbered, Ning Yuanzhou could only go to chat with the other party in a timely manner, which led to the following negotiation.
The process of negotiation between Zhang Xiang and Ning Yuanzhou
Only by being able to endure what others can't endure can we do what people can't do.
In some ways, Zhang Xiang can be regarded as a wise man, although he is not necessarily a benevolent man, but he can choose to make himself a benevolent person in order to achieve his goal.
Ren Ruyi killed Lou Qingqiang, Zhang Xiang was still unmoved, and in the name of Ning Yuanzhou's friend, he asked his subordinates not to embarrass Ren Ruyi.
Regarding this point, in addition to the fact that he felt that Lou Qingqiang was not as valuable as Ning Yuanzhou, it was more of a negotiation gift.
This time, the negotiation between Zhang Xiang and Ning Yuanzhou adopted the negotiation method of meeting with tea, and Zhang Xiang took three steps to invite Ning Yuanzhou, and made enough posture to invite the gentleman to Weng.
The first scene: Invite the other party to tea, and give grace and power
Zhang Xiang didn't speak, but patiently made tea, but Ning Yuanzhou couldn't hold his breath and said first.
Ning Yuanzhou said to Zhang Xiang: "Xiangguo came to know, Ning knew it, but he was really shallow in his studies, and it was difficult to take on heavy responsibilities. (Initiating a conversation, indirectly rejecting).
But Zhang Xiang didn't care, and said while boiling tea, "You are only a shallow learner, so didn't the old man become a walking corpse?"(both accepting his refusal and expressing his value for him).
After Zhang Xiang finished speaking, he invited Ning Yuanzhou to drink tea. (Invitation again).
Ning Yuanzhou didn't answer, and he didn't drink tea. (Keep your attitude, stand firm).
Seeing that Ning Zhouning didn't accept the invitation, Zhang Xiang looked at the subordinates of the Six Dao Hall and asked lightly, "In the mind of the Six Dao Tang Ti Qi, what is the swordsman?" "* Shift the topic, look for a breakthrough)
Ding Hui replied to his question, but Zhang Xiang was not satisfied with this answer. Here, he takes a three-step approach:
First, it shows that Ning Yuanzhou is very scheming, and praises him as the only one who knows the true role of swordsmen to the imperial court
Second, use the core question method to tell him how much Liudaotang has been affected after he is gone, and point out that this influence has endangered the *** issue, so as to make Ning Yuanzhou understand his importance to the court, so as to guide him to reconsider the issue of his position;
Third, the death of Zhao Ji's confidant Lou Qingqiang once again emphasized his value. (Reverse guidance, indicating the importance of Ning Yuanzhou).
Although Zhang Xiang said so much, Ning Yuanzhou only replied, "Xiangguo is too famous." (Firm stance).
Zhang Xiang sighed and continued to answer, "Actually, I didn't bring you a high hat, this time the saint was captured, and one of the reasons for the defeat was in the Liudao Hall." To be honest, I have admired your talent for a long time, but you have never played a role for me, so I can only choose to stand by and let Zhao Ji frame you. (Grace and power, re-emphasizing his value).
Ke Ning Yuanzhou rejected Zhang Xiang again on the grounds of his "disillusionment" and physical injury, but he was afraid that the other party would threaten him, so he preemptively played a threatening card.
At this time, if Zhang Xiang acts, then the two sides will end up dead. In this regard, Zhang Xiang seemed to be frightened, but soon he laughed again, saying that he knew that Ning Yuanzhou was not a person who would accept threats.
In this game, the two played against each other and ended in a draw.
Then, Zhang Xiang began to play the second card, ready to enter the second negotiation.
Match 2: Put on the chips and fight psychological warfare
Zhang Xiang informed Ning Yuanhang of the "emperor requested by Anguo for exchange", and used the "hostages" of this exchange as a bargaining chip.
This time, the hostage who was exchanged in Angola was Princess Ying. Ning Yuanzhou had taught the princess before, and he could be regarded as the other party's teacher, and he also had a little teacher-student affection for her.
Zhang Xiang took a fancy to the relationship between the two, so he used it as a bargaining chip for this negotiation to threaten Ning Yuanzhou.
Zhang Xiang took out his heartfelt words and said to Ning Yuanzhou that he had only one purpose, that is, to ask Emperor Wu to get the holy decree that could make him supervise the country, and not let people challenge him to hold power, otherwise he would kill the princess.
Moreover, he had already asked people to prepare gunpowder on the way through the princess's carriage, and if Ning Yuanzhou did not agree, he would immediately ask someone to release arrows to ignite the gunpowder.
At this time, the game reached a stalemate, and Ning Yuanzhou could only replace it with silence, while Zhang Xiang seemed to have started a psychological war with him, urging him to agree as soon as possible with a countdown time.
But in the end, Ning Yuanzhou was calm, he still dealt with it calmly on the surface, Zhang Xiang saw him like this, and it really made people let go of the arrow, but this time Ning Yuanzhou won the bet.
Although Zhang Xiang let people release arrows, he didn't really hurt the princess, but just wanted to fake the evidence that King Danyang wanted to prevent the princess from going to Anguo.
Ning Yuanzhou also guessed this by figuring out the other party's psychology, so he was finally forced to agree to the other party's request due to threats.
In this game, Ning Yuanzhou narrowly defeated a son.
Even Zhang Xiang was a little convinced, and he could still clap his hands and say "Insight is like a candle!."”
Seeing that this plan could not be achieved, Zhang Xiang could only change his strategy and began to enter the third negotiation.
The third game: concession and compromise, retreat as advance, and play the emotional card
Grace failed, and the threat did not succeed, Zhang Xiang re-examined the current situation, he made the biggest concession, and chose to continue the game by retreating.
He no longer negotiated with Ning Yuanzhou from the position of a person in power, but chose to put down his identity and ask Ning Yuanzhou as an ordinary person.
He said to Ning Yuanzhou: "Although the old man is a great traitor in the eyes of the world, I can't bear to see the lives of my compatriots in misery, please agree to my request for the sake of the people of Wuguo." After Zhang Xiang finished speaking, he also bowed to Ning Yuanzhou.
Here, it can be seen that although Zhang Xiang is benevolent for profit, he has to say that he is very good at being a man and has given full play to his greatest negotiating advantages. Zhang Xiang talked about the country's righteousness, and Ning Yuanzhou couldn't help but be moved, so he could only return the salute, but he still refused on the grounds of physical discomfort.
And when Zhang Xiang said this, Ning Yuanzhou was still unmoved, and he was just helpless about his move, but he was not angry. He continued to stir up emotions and played the last card - the emotional card.
He informed Ning Yuanzhou that those Heavenly Dao brothers in Liudaotang who had been born and died with him went out with the emperor, except for those who were captured, they were almost killed, and they sacrificed their lives for the country but ended up being framed as ** thieves.
Ning Yuanzhou knew that Zhang Xiang's move was intended to provoke him, but he knew that it was a trap, so he had to jump down, and only if he went to find the emperor back in person, could he let the other party tell the truth of the matter in person.
Therefore, Ning Yuanzhou took Zhang Xiang's tea and drank it, which meant that he agreed to the other party's request.
The negotiations ended with Ning Yuanzhou compromising with Zhang Xiang.
A true master negotiator tends not to be too obsessed with his own position, but to focus more on how to achieve the negotiation goal.
They know how to be flexible in negotiations and adjust their strategies and positions according to the actual situation to achieve the ultimate negotiation goal.
In order to achieve his goal, Zhang Xiang did not hesitate to be a corporal and put down his identity to ask Ning Yuanzhou, which shows that he played the routine of the wise and the benevolent clearly.
In fact, the game between Zhang Xiang and Ning Yuanzhou this time is mainly a psychological game. In this psychological game, it involves not only the words and actions of both parties, but also the mentality and emotions of both parties, both of whom are trying to influence the mentality and emotions of the other party through their words and actions, so as to have an advantage in the negotiation.
During the negotiations, Zhang Xiang knew that if he blindly insisted on his position, it was likely to disgust Ning Yuanzhou, which would not be conducive to the progress of the negotiations.
Therefore, he could only compromise and make concessions, and then start from Ning Yuanzhou's feelings for the Heavenly Dao brothers, to overcome the other party's psychological defense line, and finally achieve his goal.
In this negotiation, it tells us this truth: there is a word of contention hidden in the silence, and the more we want to fight, the calmer our hearts will be;There is a word of urgency hidden in stability, the more anxious you are, the more stable your heart is;There is a knife word hidden in the forbearance, and the more you endure, the more you have to see the direction of the development of the situation.