[China Glass Network] [Case] ​​Before 1961, Hamer mainly produced alcohol, pencil and import and export sweaters and mining industry. The company is small, with sales and profits accounting for a very small portion of the business. In 1961, Hammer Petroleum drilled the second largest natural gas field in Georgia in the small Océ, which is estimated to be worth at least $200 million. A few months later, the company drilled a nearby gas field with a very rich reserves, estimated at $500 million. If you can find customers who need natural gas and immediately put into production, the future of the company is undoubtedly a great promotion.
Hammer found a few assistants to discuss how to open the market. They plan to sign a 20-year natural gas contract with Pacific Gas Company, which will ensure the normal production and sales in a long-term and stable manner. But when Hammer went to Pacific Gas Company, he was hit by a nose, and Pacific said that he did not need Hammer's natural gas. Because they have spent huge sums of money to build a natural gas pipeline, a large amount of natural gas can be transported through the pipeline. Hamer was poured out of the cold water, and suddenly he was at a loss. After calming down, Hammer came up with a way to pay for the Pacific Gas Company.
Hammer came to the Pacific Gas Company's larger buyer, Los Angeles City, and told city councillors that he plans to build a gas pipeline in Los Angeles, which is shorter than the gas provided by Pacific Gas and other bidders. This way the citizens can use their cheap natural gas in a short period of time. The lawmakers were tempted when they heard it. They were prepared to accept Hammer’s plan to abandon the Pacific Gas Company.
The people of Pacific Gas Company heard the news and were very alarmed because it would put them at risk of bankruptcy. So they came to Hammer to find Hammer and expressed their willingness to cooperate to accept Hammer's natural gas. This is a miracle, but Hamer is an experienced and well-conceived entrepreneur. He will not be condescending, intending to marry others, but implicitly propose a series of conditions conducive to himself. At this time, Pacific Gas Company was in a passive position, did not dare to raise any objections, and soon signed a contract with Hammer.
Hammer officially adopted its own ingenuity and effective actions, which is the transformation of the market environment in a direction that is beneficial to oneself.
[Case review] In fact, there is no negotiation at all. Only the strong person informs the weak, and the so-called weak country has no diplomacy. The strong is strong in his bargaining chips, the weak is weak in his chips or not.
But the bargaining chip can be changed, because the things in the world are not isolated, they are all connected, and with other strengths, they can make themselves stronger from weak to small, and they have no chips to become chips. This negotiation case of the oil king Hamer fully illustrates the layout decision pattern, and the pattern determines the outcome. This case is a story I shared with you in many sales trainings.
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