富貴險中求—一個法拍屋專家的投資與談判故事

• Main Authors: Hsu Hsien Hsi, 許仙喜
• Other Authors: Yang, Yuh-Yi
• Format: Others
• Language: zh-TW
• Online Access: http://ndltd.ncl.edu.tw/handle/eeu4kr

碩士 === 國立嘉義大學 === 輔導與諮商學系研究所 === 104 === This research explores the investor psychology and experiences of the foreclosure auction expert’s investments, his experiences and strategies in negotiating as well as in handing over items, and sums up the problems and how he copes with them during the investment process. Qualitative interview research method, the depth interview, participant observation and file data are adopted as the main methods to collect data, which is further analyzed with phenomenological content analysis.The researcher eventually sorts out the issue in three categories: investor psychology and experiences, experiences and strategies in negotiating as well as in handing over items, and the problems and how he copes with them. The research results show the expert has experienced various investment cases, some of which are successful, some of which are extremely difficult and some of which are complicate and eccentric. Behind such investment experiences are concentration, prudence, patience, frankness, not being greedy, using his heart and head and self-control, etc. As for the negotiating strategies, they can be divided into pre-negotiation, during-negotiation and post-negotiation. In the pre-negotiation stage, he needs to do the preparation work, perform psychological construction, gather information, plan ahead and set goals before negotiation; during the negotiation,he has to pay attention to the way he speaks and his attitude, create a friendship, grasp and use the intelligence, notice power growth and decline, lead the negotiation, know his position, do role play well and master negotiation principles; after the negotiation, he must review and follow up the case. The expert has encountered legal action and negotiation because sellers didn’t handover items during the investment process and he has even suffered from neurosis because of this; besides, there have been more and more competitors and less and less cases; after going through treatment of psychiatrists and hypnotists, resorting to legal professionals, implementing blue ocean strategy, attending courses of educational training and further education, he is more and more professional and way ahead of other competitors. He finally overcomes adversity and becomes the model in the field of foreclosure investment. At last, it gives suggestions to foreclosure investors and future researchers.