Three Kingdoms Business Negotiations

Active learning and flexible application

Judgement of interests

The Three Kingdoms depicted in the forty-second Cao Cao's acquisition of Jingzhou that Cao Cao was afraid that Liu Bei would "knot Lian Dongwu" and asked the public, "counselor Xun Yu," said, "I am now shaking up the military force and sending him to the east of the Yangtze River. Sun Quan would hunt in Jiangxia, take Liu Bei altogether, and divide the land of Jingzhou to form a good alliance forever.

Sun Quan will be surprised and come down, and I will do my best. "

That is to say, Cao Cao agreed with Xun Yu's interest judgment.

Zhu Geliang's judgement:

Liu Bei is also with Zhu Geliang, Liu Qi, "a good strategy for joint discussion", Zhu Geliang said: "Cao Cao is big, difficult to defeat the enemy, it is better to go to Dong Wu Sun Quan, think aid.

"Why do we agree that the north and the south are the same?" Liu Bei thought "this theory is very high".

Lu Su's judgement:

Sun Quan attached great importance to such a great event and summoned all the counsellors to discuss the countermeasures. Lu Su said, "Jingzhou is close to the country, the country is dangerous, and the people are rich."

If we have the basis, the capital of this emperor is also.

Lu Su is ready to persuade Liu Bei to "break Cao Cao together" with one heart and one mind.

If you are happy and obedience, you will accomplish great things.

Sun Quan likes to speak from his words.

The judgment of interests is the primary stage of negotiations. Negotiators can judge each other's methods and advantages to meet their needs.

The key to this stage is to correctly judge the real needs of the other side.

Judging from the mutual interests of the three parties, Cao Cao wants to separate from Jingzhou with Sun Quan. Sun Quan wants to have a "bias" for Jingzhou. Cao Cao's judgment began to deviate at the very beginning.