Negotiation like a martial arts master, exciting

#2021 City Affair #In April this year, a Shanghai General Hospital Chongqing Branch, renting our company's advertising space is about to expire, I don't know if I can renew the contract?

I called their chairman, Mr. Han, and told him that the three advertising slots were expiring and it was time to renew the contract. I said, if it's convenient, I'll talk about it on April 8th. He didn't refuse.

At 10:00 a.m. on April 8, I rushed to Han Zong's office, where only Dean Zhao was sitting. I introduced him to the renewal of the contract, he said: "Mr. Han is on a business trip, I know about the advertising space, the effect is not obvious, this year the price is right to renew, if it is not suitable, it will not be rented!" I was stunned! In order not to make things stiff, I promised to go back to discuss with the boss and left the hospital.

On the way, I guessed that Han Zong did not appear today, he must have arranged it intentionally, first let President Zhao talk to me, find out the bottom, and suppress the price, and then he came forward. Han is always an old Shanghainese municipality, well-informed, superior, experienced, strong, first give me a down ma wei!

A few days later, I agreed with Mr. Han on WeChat to talk again at 10:00 a.m. on April 14.

When I arrived at 10:00 a.m. on April 14, there was no one in the chairman's office. I sat and drank tea and waited for a while, and there was no one there. I asked Han Zong on WeChat when he would be back, and I had been here for some time. He said there was an emergency outside to deal with and it would take an hour to return. I thought to myself, this is another ghost trick played by Han Zong—first cool me aside, make me upset, so as to pressure me to accept his conditions. In order to get things done, I don't want to be fooled by him, so let's wait leisurely and slowly!

At 11:40, when it was time for lunch, Mr. Han finally returned. The two of us formally negotiated. He said: "During the epidemic now, business is not doing well. After a year of advertising, there is no effect, this year in last year's price of 20,000 yuan, down to 15,000 yuan to do another year, otherwise it will be counted. I thought for a moment, he was on the court to give me a hard time, so he said: "You know, we talked about prices for a long time last year, and finally gave you a special price." Your hospital is on the right track, there are more patients, the outside is also very popular, and the business is booming, indicating that advertising has played a certain role and is beneficial to you. During the epidemic period, everyone is not happy, we must support each other, understand each other, and tide over the difficulties together. Considering that we have been working together for a year, is it an old customer, combining various factors, or at last year's price, I send you a month, a total of 13 months, okay? ”

He said, "No, just do what I say." I thought about it, left some room for the next time, and then I said, "I'm going to have lunch today, let's talk about it another day!" Everybody thinks about it! So I went out.

Through this negotiation, I understood that he still wanted to sign, just wanted to keep the price to the minimum. I think that as long as he can sign, the price is quite a lot, there is a compromise in time, and it is also indirectly profitable, and he should be able to accept it. I thought well, the next time I negotiate, I must quickly close the deal, otherwise I will fall into an embarrassing dilemma!

A few days later, on April 20, we met for one last negotiation. When I met with Mr. Han, I simply exchanged a few words of greeting and went straight to the point. I preemptively said: "For our long-term cooperation and common development, or the original price of 20,000 yuan, I send you 3 months, a total of 15 months." In other words, it is similar to the price of 15,000 yuan a year that you said. Your hospital is open, and it will not close in a year or two, and it is better for you to have a longer time! He smiled and said, "Then sign it!"

The contract was renewed! Being able to compromise with each other and continue to cooperate is a win-win situation for both sides, and everyone is happy!

Think about our three negotiation processes, like a pair of martial arts good men fighting: you slap, I punch; you move, I have a momentum; thrilling, moves, interlocking, wonderful excitement. In the end, everyone shook hands and made peace, and the cooperation was win-win.