国际商务谈判Chapter3分析.pptVIP

Chapter Three Negotiating Tactics ※ Importance of Tactics 2 examples 1. the power of silence When being given base price (lowest), be silent → raise it. An expert of N. take control the insurance case between neighbor Insurance Company. He make good use of it. At first, clerk of I.C. company gave out opinion, “Sir, I know you are an expert in this field you are in charge of case involved big money. But I can’t satisfy your needs. What about compensate you $100?” Expert silent, he appears serious, it works. He know after first offer, implies there would be second, third… As expected, clerk became unease said, “Sorry for my suggestion. I would add some. How about $200.” And a long period of silence followed. At last, the expert declare his opinion, “Sorry, I’m dissatisfied with it.” Clerk said, “Ok, $300?” Expert paused for longer period, clerk became eager and said, “Ok, $400.” Still after a long period of hesitation, expert said, “$400?... I don’t know.” “OK, $500,” Clerk said sadly. In this way, expert repeated his silence / aching expression /those same words. At last, clerk paid $950 for his neighbor. In fact, the neighbor only asked for $300. An example tactics used in reality. But you pay attention to the situation. Expert → superior Clerk → inferior ↓ ↓ silent showing attitude ↓ ↓ silent keep on saying The more you say, the more mistakes you’ll make. 2. Make good use of time. An example about interruption. We can interrupt N. by phone call, got to W.C. to gain precious time. E.g. in one N. Opponent offered its final base price which → very surprised to Party. If Party showe