White face with negotiating skills

First look at a topic about negotiation skills:

In the complicated negotiation, one party said, "We need to end in an hour because I need to catch a flight." Which of the following negotiation skills is this person using?

A. Black face and white face

B. Fallacy

C. Deadline

D. Extreme demand

Answer: C

The following content is selected from Roger Dawson's Advantages Negotiation

Black face in the novel

At the beginning of the story, the protagonist Pip was working in a graveyard. Suddenly, a terrible big man rushed out. This guy is a fugitive with ankles on his legs. He asked Pip to bring some food and tools back in the village so he could take his ankles down. At this time, the fugitive was caught in a dilemma. On the one hand, he wants Pip to be afraid of him, because only then, our protagonist will listen to him; on the other hand, he can't make Pip too afraid of him, because if this is the case, the child is likely to run. Go to the village to report to the police.

How to do it? The solution to the problem is the white face-black face strategy. If I remember correctly, the fugitive told Pip: "You know, Pip, I like you very much, so I won't hurt you. But I have to tell you one thing, one of my friends now. Hiding in the woods, he is a very violent guy, and he only listens to me alone. If you don't help me, my friend will go to you. So, you must help me. Understand. "When you want to create pressure on the other side, but don't want to let the other side have a confrontational mood, white face - black face is a very effective strategy.

We often see this strategy in the old-fashioned police film. The police brought a suspect to the police station, and the policeman who came to the front was usually a very fierce guy. He used various methods to threaten the suspect and told him "If you don't cooperate, we will be rude to you." After a while, the policeman was suddenly called by a mysterious phone call, and then the second policeman appeared. He was a gentler and kinder person in the world. He saw him sit down and start making friends with the suspect. He handed the cigarette to the suspect and said: "Listen, child, the situation is not so bad. I like you very much. I know that your situation is very difficult now. Why don't you let me help you? See if I can What do you do.” Then the white face will go deeper and ask you some questions that don’t seem to matter. "I think what the detectives really want to know is where did you buy the gun?" In fact, what he really wants to ask is: "Where do you hide the body?" Starting with some seemingly insignificant problems And then go deeper, this is really a very effective method, right?

The car salesperson may ask you: "If you really want to buy this car, do you want to buy blue or gray?" "Do you want a leather seat cushion or a leather seat cushion?" The real estate agent may tell you: " If you really want to buy this house, how would you decorate the living room?" Or, "Which bedroom do you want to use as a baby room?" In this way, small decisions will slowly become big decisions.

A dictator's white face - black face strategy

Bill Richardson, a former US ambassador to the United Nations, once said that a Haitian dictator, Cedras (Cedras, who gained power through a coup in 1991 with the support of the United States, has since become a dictatorship in Haiti. The general used the white face-black face strategy: "From General Cedras in Haiti, I know that he usually plays a white face, his higher general, Philippe Bian. Philippe Biamby will play a black face.

So I was ready before I saw him. During the meeting, Bianbei almost didn't jump to the table and shouted, 'I don't like the US government calling me a mob...Jenesuispasunthug (French, meaning I am not a mob). 'I still remember that when General Bianbei shouted, I would turn to Cedras. 'I don't think he likes me. 'Cedras began to laugh at this moment, then he said, 'Okay, well, than Amber, sit down.

The frequency of people using the white face-black face strategy is much higher than you think. When negotiating with people, if your opponent is two people, then you have to be careful. Because the other party is likely to use the white face-black face strategy on you.

For example, you are marketing a corporate health insurance plan for an HMO, and you have a meeting with a vice president of human resources at a mower company. When the secretary of the vice president led you to see the vice president, you were surprised to find that the president of the other company actually wanted to come in and listen to your presentation. At this time, a two-to-one scene was formed (the situation is not good), but you still continue to demonstrate, everything seems to be very smooth. You feel that you are likely to have the opportunity to reach this deal, but I did not expect the president of the other company to suddenly make a case. He told his vice president: "Listen, I don't think these people really want to give us a serious plan, I have other things to do." Then I rushed out of the conference room. If you don't know that this is just a negotiation strategy, you are likely to lose confidence immediately. Then the vice president will tell you: "Well, this person is sometimes like this, but I really like the plan you just demonstrated, I think we can talk about it later." "If you can be more price Be flexible, I think we still have hope. Why don't you see what I can do for you?" If you don't realize that this is just a trick, you will probably ask: "What do you think of your company? What kind of price does the president accept?" Soon, you will see the vice president as your negotiator - but the problem is that he is not on your side.

If you think that the example I gave above is a bit exaggerated, you might as well think about it: Do you tell a car salesperson from time to time: "What price do you think your manager will agree with?" At this time you seem to feel this A car salesperson is on your side. Or maybe you are buying a house. After a period of searching, you finally found the house you want, and then you ask the agent: "What price do you think the seller can accept?" I want to ask you a question. : Who is the agent working for? Who is paying her salary? Not you, right? She is working for the seller. When she tells you that she will try to think for you, she is actually using the white face-black face strategy.

When I was the president of a large real estate company in California, we had a branch that had been losing money. That branch was opened about a year ago, but the lease we signed with the landlord was three years, which means that even if it was lost, we would continue to rent for two years. No matter how hard I try, I can't increase the income of this branch, and I can't reduce its expenses. The bigger problem at the time was rent. According to the contract, the rent is $1,700 per month, which almost exhausts the entire profit of our branch.

So I called the landlord and explained the situation to him. I hope he can reduce the rent to $1,400 per month, so that we can still have some small profits. The landlord replied: "The contract stipulates that you have to renew for two years, and I have no choice." I have exhausted all kinds of negotiating strategies I know, but I still have not changed his mind. It seems that I can only accept my life.

Later, I decided to try the white face-black face strategy and put pressure on the other party in time. A few weeks later, I called him at 5:50 in the morning: "About the lease," I said. "I want to tell you that I agree with you very much. I signed a three-year lease to There are still two years now, no doubt, we have to do the lease. But now there is something wrong. I will meet the board in half an hour, they want me to ask if you are willing to reduce the rent to $1400. If you don't agree, they will let me turn off this branch."

The landlord immediately protested: "Then I will bring you to court." "I know. I totally agree with you." I said, "And I fully support you. But the problem is, I have to cross the board. If If you threaten to sue, they will say, 'Well, let him sue. This is Los Angeles. Even if he sue, I am afraid it will take two years to open the case.

From his reaction, my white face-black face strategy immediately produced an effect. Just listen to him and say: "Would you like to negotiate with them? I am willing to lower the price to $1,550. If they still can't accept it, $1,500 is fine."

See how effective this method is, it can put pressure on the other party without causing any resistance. If I told him at the beginning, "Come to me. I am afraid that it will take two years to open a case." What will happen? He is likely to be furious, and we are likely to be entangled in the next two years. By using a vague higher authority as our black face, I can create tremendous pressure on him without angering the other person.

How to deal with each other's white face - black face strategy

First of all, we must understand the other party's strategy. Although there are more than one way to deal with the white-face strategy, it is very likely that you only need to know this one. Once you point out the other person's tricks, he will feel very embarrassed. When you notice that the other person is using a white face - black face, you can smile and tell the other party: "Oh, well, you are not playing with me on my face - black face? Well, sit down, don't play." "Normally, they will stop immediately because of embarrassment."

If the other party appears with a lawyer who is obviously going to play a black face, you may wish to tell the other party directly at the beginning of the negotiation: "I know that you are wearing a black face, but I suggest you not to do this. I think we are all I want to solve the problem at hand, why I don't want to find a win-win party to meet their requirements, but the problem is that you also need to be responsible for your boss. In addition to the black face on the negotiating table, you can also fiction some than the negotiating table. You can also find their boss directly on the black face with a black face. For example, when dealing with a buyer in a distribution company, you can call the boss of the company directly: "Your employee is And me (playing a black-faced game. You don't agree with them, are you?) Be careful when using this strategy - because the strategy often makes the other person feel uncomfortable, so there is likely to be You can also solve the problem with black face, especially when the black face is a very annoying guy. The person who is on his own side will be bored and tell him to stop. In addition to the techniques mentioned above, you can also tell the other person's white face: "Listen, I know that you are using the white face black face strategy. From now on, no matter what he said, I will be your opinion" In this way, you can achieve the purpose of preemptive.