第2章 5节 结束谈判.ppt

Chapter 2 Strategy and Tactics of Distributive Bargaining Closing the Deal 结束谈判 Presented by Shi Hong 5. Closing the Deal After negotiating for a period of time, and learning about the other party’s needs, positions, and perhaps resistance point, the next challenge for a negotiator is to close the agreement. Several tactics are available to negotiators for closing a deal: Provide alternatives 提供可选择的方案 Assume the close 假定结束 Split the differences 分清不同之处 Exploding the offers 极端的报价 Sweeteners 给对方一点甜头 Provide Alternatives 提供可选择方案 Rather than making a single final offer, negotiators can provide two or three alternative packages for the other party that are more or less equivalent in value. People like to have choices, and providing a counterpart with alternative packages can be a very effective technique for closing a negotiation. Assume the close 假定结束 Salespeople use an assume-the-close technique frequently. After having a general discussion about the needs and positions of the buyer, often the seller will take out a large order form and start to complete it. The seller usually begins by asking for the buyer’s name and address before moving on to more serious points. Negotiators do not ask the other party if he would like to make a purchase. Rather, they act as if the decision to purchase something has already been made so they might as well start to get the paper work out of the way. Split the Difference 分清不同之处 Splitting the difference is perhaps the most popular closing tactic. The negotiator using this tactic will typically give a brief summary of the negotiation: “We’ve both spent a lot of time, made many concessions, now things are so close, why don’t we just split the difference?” While this can be an effective closing tactic, it does presume that the parties started with fair opening offer. A negotiator who uses an exaggerated opening offer and then suggests a split-the-difference close is using