資源描述：
《談判英語一通.doc》由會(huì)員上傳分享，免費(fèi)在線閱讀，更多相關(guān)內(nèi)容在行業(yè)資料-天天文庫(kù)。
1、談判英語一日通CounteringGiveAwayChips回應(yīng)虛張型籌碼Well,it'sthebestIcando.IfyouwanttosellyourDVDplayers,youneedtoacceptmyoffer.Dowehaveadeal?I'mafraidnot,Bob.……（對(duì)話詳見Disk3-7）ForYourInformaiton(背景介紹）Whenyou'relockedinaroomwithsomeonedeterminedtowinapriceconcession,youhavetowaithimout.Don'tforgethisplani
2、stowaityouout,sothistacticcouldeasilylastdays,withnoguaranteeofsuccess.Italldependsonhowbadlytheguysplayingthedreamschipswanttodobusinesswithyou.和一個(gè)堅(jiān)決要贏得談價(jià)的對(duì)手對(duì)峙時(shí)，你得把他的耐性磨光；別忘了，對(duì)方也想用同一個(gè)招數(shù)來整你。因此，這種情況下來，有時(shí)候會(huì)僵持好幾天，而且不保證你就能獲勝。這得看談判對(duì)手多想跟你做生意了。Thedumbcountertacticworks,butit'snotthebestwaytowin
3、adreamchipsession.Thedumbreplycanbedonebyanegotiatorworkingaloneorbyastaffthathasn'tdonetheirhomework.It'sallyoudoifyouhaven'tpreparedasmartreply.裝傻的應(yīng)變策略有效，但并不是贏得好條件的最佳方式。裝傻通常是由單打獨(dú)斗的談判者，或準(zhǔn)備不足者來使用，因?yàn)楫?dāng)你準(zhǔn)備不足時(shí)，這是唯一的上策。DreamChipsorGiveAwayChips虛張聲勢(shì)的談判籌碼Bob:It'sgoodtomeetyou,Jane.Isthisyourfir
4、stvisittotheStates?Jane:It'snicetomeetyoutoo,Bob.No,I'vebeenhereafewtimesinthepast.....(詳細(xì)對(duì)話見Disk3-3)ForYourInformation(背景介紹)Thusfar,allthebargainingchipshavebeenrealitemsthatactuallymeantsomething.Imeanthesidethataskedreallythoughttherequstswerereasonble,andexpectedtogetthem.Thusfar,the
5、partiesbargainedingoodfaith,andeveryrequestwasmadeinearnest.Tounderstandthenextsection,youneedalittlebackgroud.Thewaynegotiationsworkisyougiveupsomethingforeverypointyouwin,andalltheissuesonthetablearecredible.Thenextstepisaskingformorethanyouneedandallowingyourselftobepushedbacktowhatyo
6、uwantedinthefirstplace.It'scalledpuffing,andit'sanoldtactic,triedandtrue.Thepuffingupdemandstothepointtheybecameridiculoushadbeentriedfromtimetotimebutitneverworks.Theothersideseesrightthroughthescheme,callsyouonitandit'sover.Forunrealisticpuffingtowork,youhavetodomorethanjustactasifthei
7、ssueswerevaluable.Youhavetomakethemvaluable.Youhavetoconvincetheothersideyou'retellingthetruth.Theproblemishowdoyoudothatwhentheotherteamknowstheplayingfieldaswellasyoudo?Tomakeitwork,youneedsomeconvincingplay-actingandyouhavetodoyourhomework.Iftheothersidetriestorunthist
