三十六计论文

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 pric e 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.
Company A is frustrated at the negotiation of selling machine to the hospital, then the agent asked for deep consideration by claiming that the conditions offered by the director were too harsh and had to enquire his boss .but the other day, he called to tell the director by telling him what he was busy in doing, finally the director was anxious and made a compromise.
A clear conclusion can be reached through the case, when confronted with a deal in your back pocket, you can take measures to make other feel that you don’t care about the negotiation and are busy with you business, and then try to increase the price to get more profit.
Finally is the strategy of using seductive women to corrupt the enemy. Compared with men, women are more advantageous than men in negotiation, for women are more capable than men in some aspects. For
instance, women are eloquent, they can easily persuade customer to buy something, and they are better at knowing people’s thoughts by observation. What’s more, men are born to have sympathy for women. All in all, we can make full use of women’s strong points to contribute to our negotiation.
We can dispatch female employees to invite others to have dinner when deadlock appears, appoint them to lobby the other party to eliminate the misunderstandings, and the like. There is no stereotype for this method; one can use derivative ways properly when necessary.
To conclude, if the "thirty-six gauges" can be widely used in international business negotiations based on the spirit of equality and mutual benefit, and the principle of seeking common ground while reserving differences, it will create a positive and cooperative negotiation atmosphere. We can flexibly use of " thirty-six gauges " negotiation strategies according to different negotiation objects so that make our negotiations more smoothly, more successful.。