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Cannibalizing warfare is a strategy of gradually accumulating small gains and gradually achieving the expected effect of negotiations. In many negotiations, since the two parties did not reach an agreement immediately, and in particular they did not immediately make concessions in terms of interests, it laid a practical foundation for cannibalism.

Cannibalism

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Cannibalizing warfare is a kind of small accumulation, step by step, gradually reaching expectations

1.Squeezing toothpaste

That is, the practice of exerting little by little pressure on a certain negotiation condition during the negotiation to urge the other party to gradually improve its agreed transaction conditions.

Serial horse

That is, in the negotiation, insist that you want me to make a step, and I also want you to make a condition to ensure the swap of conditions. The performance methods are as follows: First, adhere to the swap conditions and never give up a condition in vain. For example, if the seller requires a reduction in technical performance, the buyer requires a reduction in price; if the buyer requires an improvement in technical performance, the seller requires an increase in price or a reduction in the qualification rate, and so on.

3. Stove increase pot

Specific methods are as follows: When the seller makes a quotation, the price content is listed in great detail, such as the equipment host, accessories, accessories, installation and commissioning, internship, freight, packaging costs, information, guidance, etc., one by one. Some materials are dozens of pages long, and the various names are very puzzling. Among them, the imaginary head is invincible, some are pure, some are false, and it is not easy for the buyer to attack. As a seller, using this strategy is better than telling the buyer nothing in detail. Some people think that this strategy is not easy to defend. In fact, since this strategy is used, it is not difficult to defend.

However, when using this strategy, it should be noted that: first, the various "cookers" must be dug out; second, they should be made as comparable as possible and difficult to check.

4, stingy

The specific methods are as follows: For example, when a company is negotiating the transportation cost of an intern, the seller only agrees to "the cost of a certain section of the transportation from his residence to the site, that is, the residence to the subway station"; The buyer insists: Only sellers who have been working at the buyer's site for 6 consecutive months can bring their family members, not 3 months. If you want to visit relatives, all at your own expense. Let small steps, that is, each time the conditions are improved, like "twisting Yangge", the steps take a large step, but when they land, they are small, twisting forward halfway.

Step by step

That is, when negotiating various text or numerical conditions, for each advance and retreat, a one-step-one-battle approach is adopted. It's both offensive and defensive. The main manifestations are: move stubbornly, do not seek success, but seek advancement; retreat is a solid resistance, and small concessions are calculated.