三十六计论文.docVIP

The application of thirty-six gauges in business negotiation As the ancient classical military strategy book “the thirty-six gauges “puts it, when fighting for a war, one wants to win should never rely on storming hard and attack disorderly but should pay more attention to the strategies, So it is with the negotiation in the international business. Business negotiation strategy is a combination of negotiators’ management of various means, measures, skills, and tactics, which influences the smoothness and the results of negotiation. And I am going to focus on the detailed analysis and discussion of three of the thirty-six plans. First of all is baiting a piece of jade with a brick, which means, putting forward a false assumption to detect other’s intention in the process of negotiation. As an old Chinese saying goes, getting to know others as well as yourself is unconquerable. But commercial information is often not open to public, we can offer some tentative questions to seek other’s weak point and bottom-line. A student wants to purchase his beloved camera about 1800￥ in the digital city with the minimum of money, so he has to bargain with the saleswoman. He first asked the women whether the camera could be sold at the cost of 1300￥，for the same kind of product was 1300￥on the internet, but was refused by the women, and she complained that the price was too low. Then the boy said how about adding another 300￥，the saleswoman gladly accepted and sent him a memory card as a gift, the boy finally got his favorite camera. In the case above, both customer and clerk don’t know what is the other side’s bottom-line, and they know each other’s psychological price by asking questions, which accounted for the successful deal. Another one is to catch something, first let it go, that is, first relieve the pressure on the other, and estrange from them, which make them feel uneasy and stressful for the unsettled issue, finally they have to manage the deal by confessing. Compa