The strategy of striking after others in negotiation(tan pan zhong de hou fa zhi ren ce lue )

Late strike strategy often shows unexpected advantages in the process of negotiation, especially when there are great differences of opinions and the atmosphere is tense. Late strike strategy means that in the process of negotiation, let one party express their opinions as much as possible, not argue with it, but listen carefully until the other party has finished, and then convince them with corresponding countermeasures.

In 1987, Gao Zerui, director of Nanping aluminum plant of China, went to Italy to negotiate with bureda company on the introduction of advanced technology and equipment. At the beginning of the negotiation, the negotiators of burleda company showed disrespect for the Chinese representatives. Relying on their technical advantages, they arbitrarily ask for prices, and the prices they sell are higher than the highest prices in the market. At the same time, the representatives of the seller also make great efforts to publicize that their equipment is world-class, and implement the strategy of preempting the Chinese representatives.

Gao Zerui is not bewitched by his opponent's techniques, but pays attention to listening carefully. After a series of performances such as the other side's quotation and self praise, Gao Zerui calmly and politely replied: "we Chinese people are most practical and realistic. Please take a look at the drawings."

After the other party's representative brought the drawings, Gao Zerui analyzed and compared the equipment drawings, and pointed out that the complete set of equipment was advanced and reasonable in which aspects, lacking, inferior to that of Germany, and so on. Gao Zerui's analysis is reasonable and justified, which makes the representatives of the Italian side show embarrassment, deep admiration and anti arrogance. Gao Zerui continued: "the advanced hydraulic system is your company's great contribution to the world aluminum industry. We studied it 20 years ago...". Gao Zerui's speech not only impressed the Italian representatives, but also reduced the distance between the two sides. Finally, the Italian representative said, "amazing, amazing We can provide you with what you need. We will give priority to everything Nanping aluminum plant has sold a series of advanced aluminum processing equipment at preferential prices, saving a lot of foreign exchange for the country.

Gao Zerui is using the strategy of striking after others. When the other side has nothing to say, it is not a wise move to express his superman opinion. On the contrary, if you argue with the other party when they are asking for a price and talking, it will not only be very impolite and disreputable, but also may lead to a deadlock or even a breakdown in the negotiation.

Chinese PinYin : Tan Pan Zhong De Hou Fa Zhi Ren Ce Lue