商务英语谈判.pptVIP

电子商务0901 Making concessions is the most popular tactics used in the bargaining process to keep the negotiation on going. Tactics of making concessions 女儿不肯吃盘子里的青菜，说自己已经吃饱了 妈妈说：不吃完青菜就不给冰激凌 女儿眼含泪水坚持不吃青菜只要冰激凌，她说她的肚子里只剩下了装冰激凌的地方 妈妈说：你只要再吃两口青菜就给你冰激凌 女儿头摇的像波浪鼓一样，把青菜盘子推开 妈妈拿来冰激凌放在桌上，说：你只要吃两口青菜，马上就可以吃到冰激凌。 女儿捂住了双眼，摇头，嘴里念叨“不吃，不吃”，仿佛马上就要放声大哭。 妈妈说：真拿你没办法，你看上一眼也不行吗？ ----Listen to the other very carefully. ----Entertain the other in a proper way. ----Give the other detailed specifications. ----Often say sentences like “ I’ll take what you say into consideration” or “I’ll see what I can do”; ----Show the other how they could also benefit from the agreement settled on the terms that are asked. * * Never compromises Making concessions In spite of all consider a lot Clear her requirements Forget her requirements Daughter Mother Who win ? Mother or daughter ?Why Key points for managing your concession-making Make conditional offers. Use“If …then…?” Make concessions work for your objectives. Always value your concession in the other’s term. Think and say what your concession is worth to them. Never make concessions without thinking through the long-term consequences for yourself. State your reasoning first, then make your concession. Be firm on basic interests; be flexible on positions * *