[China Glass Network] I believe that many readers have read this topic and don’t know what the encroachment strategy is, but one thing, you must have made a move. That is to say, some people have used this trick for you. If you don’t believe it, I can give you an example:
When you go to buy clothes, your budget is 200 yuan jacket, and you chose two 300 yuan jackets, and got a VIP card, and this VIP card just used this time. I have never used it again. After a while, you even throw this VIP card into the trash can, but would you think about this VIP card and let you spend more than 100 yuan to buy a jacket;
When you buy a laptop, you originally planned to buy a Lenovo notebook of 5,000 yuan. As a result, you chose the ThinkPad under the temptation of the promoters to encourage high configuration, but these high configurations did not bring you For a better experience, because you are only used to send mail or process office documents online, perhaps a netbook is enough;
When you decorate your home and buy indoor floor tiles, you vowed to say: the higher budget is only 10,000 yuan, and you and your family choose 15,000 more beautiful, thicker floor tiles, which are more wear-resistant. Practical, but also listen to the guide to introduce 50% of the owners of your community are choosing this tile;
The examples are too numerous to mention, just to illustrate one point: you must have resorted to the encroachment strategy. Encroaching strategies are often used in life and work. The encroachment strategy refers to a negotiation strategy that, when confronted with negotiating opponents, step by step, steadily and steadily, let the other party make concessions, then let the other party make concessions after satisfying, and finally achieve the goal.
Negotiator Roger Dawson has given a very appropriate case. The children are born negotiators and how they use the encroachment strategy to get everything they want. When his daughter Julia graduated from high school, she wanted Roger Dawson to give her a graduation gift. She wants three kinds of gifts: a five-week trip to Europe, $1,200 in pocket money and a new travel bag. The daughter is very smart, she asks all the demands without an opening. She is a very negotiator. At first, she just proposed to travel. After a few weeks, she told Roger Dawson in writing that the amount of pocket money needed to travel was about $1,200. She hoped that I could meet her request. Then, just about to start traveling, she told Roger Dawson: "Dad, you won't let me take this tattered travel bag to Europe? Other kids have a new travel bag." There is no doubt that she wants Roger Dawson to buy her a new one. Imagine if she made all the requests as soon as she came up, Roger Dawson would probably immediately refuse to buy a new travel bag and would ask her to reduce the pocket money.
In fact, the reason why the strategy of encroaching can work is mainly because in the eyes of negotiating opponents, small concessions are dismissive and can be given to the other party at will. The result is to make a small step, let another small step, and let a small step. , merged into a big step. In fact, why did it make so much? The author has a personal experience when buying a luminaire.
"Mr. Feng, look at this light, it's more powerful, the room is brighter, it will be very convenient to read in the room." Strange, how do he know that I like to read in bed, oh, forget I just told him that I like to read books.
"Okay, Mr. Feng, it's a little better for your own eyes. Do you want to choose this blue one, or a red one?" The promotion lady then asked me.
“How much is the blue one?†I asked.
"598 yuan" promotion lady answered.
"What about the red one?" I asked.
"548 yuan, the difference between the two is not big, the discount is 40 yuan after the discount, if you like blue, then choose the blue one." I sighed, this promotion lady really will ponder people's psychology, She really caught my heart, and my needs were amplified by her again and again.
"Mr. Feng, look at it, you can buy this bedside lamp, you don't need to open the room headlights, just open this bedside lamp and it's more energy efficient."
"Mr. Feng, the children's eyes should be protected. I suggest you buy an eye-protection lamp for the children."
Again and again, the budget for the purchase of lamps at that time was only 2,000 yuan, which was enlarged to 3,500 yuan. I thought about it. I just bought a lottery ticket. I hesitated before buying a lottery ticket. I don’t know how to choose it. But once I choose to buy, I can continue to bet, down twice, down six times, ten times, etc. . This is why when people buy goods again, once they choose to buy at a certain store, they will overspend their own budget, such as taking wedding photos, shopping in supermarkets, and even buying ritual supplies. The success of the encroachment strategy lies in being able to grasp each other's psychology, using the tiny concessions that are not felt psychologically, allowing the other party to strengthen their own ideas, and then gaining the other party's concessions, once again firmly convinced until the "encroaching" is completed.
There are many ways to avoid being "eating" by the other side, such as having a firm choice, controlling your own desires, strictly controlling the budget, and reminding bystanders.
"Manager Wang, you have to look at the budget so much, we only need to buy health care equipment with these two functions, you do not have to buy such a multi-functional."
"No, Manager Wang, our budget has been overrun, and it has been stated in the product manual that only two functions are needed. Other redundant functions are available for the next series of products."
At work, we can use the company's budget to control our own desires, but in life, we may only have a vague budget, not even a budget, so we will buy a lot of unwanted products, unwanted features, unwanted gifts. Wait, this is why there are so many "moonlight families" in society.
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