Hello everyone, welcome to Shijiu Reading, I am Shijiu. Today is the fifth part of the reading notes for the book "Negotiation: How to Get More in the Game".
Maximum budget in-house
Let's say you're in a business negotiation where you're the buyer. Do you have a good "routine" to get the seller to lower the price for you? I believe that all buyers want to learn this "routine".
You can try to talk to the seller like this, you can privately disclose to the other party to tell the other party to sell such information, you already have a "most advanced internal budget" for this project, and this "most **" has been the result of communication between various internal departments, and it must not be changed. If you want to do this business, then look at your "sincerity".
Another trick, in order to prove that you are not fooling the seller, it is best to show the other party your "meeting minutes with the best internal communication" or "written email". Normally, from a psychological point of view, people generally see the content of the text, and there is a high probability that they will believe in the credibility of the matter.
When the other party sales see this "most ** grid", if they still want to do this transaction, they generally have to find a way to "reduce the price" or "find a solution that can be within this budget", no matter which plan the other party chooses, your "maximum budget" ** is already an unchangeable "anchor", and eventually everyone will communicate and communicate under this "anchor" point.
At this point, you may say, I don't have the opportunity to participate in such formal business negotiations, this strategy is not useful to me, in fact, not necessarily, we can learn and apply, the same solution can actually be used in many life scenarios.
When Harry's own yacht's engine failed, he pulled it to the repair shop and asked them to check it out to see what was wrong and quote a price for repairs. A week later, the repair shop called Harry, saying that the yacht needed to be replaced with an engine, and that the shaft of the old engine was no longer working, and it would not be long before it would be completely scrapped. A new engine costs around £900 and the workshop charges £150 for installation.
Harry didn't think it was worth spending more than £1,000 on a new engine for a boat he didn't normally use. So, he used the "maximum budget" routine to bargain with the repair shop. He replied to the repair shop that he was not going to change the engine, and that he was going to retire from the circle and not play yachting. He sold the yacht for £800 and next week he went to the repair shop to bring it back. Harry came to the repair shop on Monday, and in the course of his communication with the shop manager, he revealed that he had found a buyer.
Hotspot Engine Program
At this point, the pressure on the shop manager was on him, and he didn't want to lose the business, nor did he want to lose a long-term customer with repair and maintenance needs, so he asked Harry how much he could get out of it if he changed the engine. Harry threw out the "most ** grid" he had prepared at this time, and if the exchange cost did not exceed 350 pounds, he considered keeping the yacht to continue playing.
The manager of the repair shop felt that the ** of £350 could also be negotiated. He told Harry that there was an old refurbished engine in the storeroom, and if Harry didn't mind, he could fit it on Harry's yacht, plus an installation fee of £85, and a discount of £400. The manager explained that the reason why ** was so "cheap" was that the engine was left here by a customer three years ago and never seen again. Harry eventually agreed with the manager for a total price of £390 not only to get a new engine, but also to give the workshop a two-year warranty and free installation.
I believe that after seeing this, many friends who play modified motorcycles in China will have a new thinking. In fact, if you are a buyer, as long as the transaction process is not completely fixed, such as "buy a burger at McDonald's", there are many scenarios where you can try to use this solution. The key point of this plan is that you need to convince the seller that your "budget**" is unshakable, and the rest can be dismantled.