讨价计谋[精品].pptVIP

Task 3:Tactics for  Bargaining Concession;Lead-in Case;Necessity of Bargain;Power of Persuasion;Power of Persuasion;Asking questions;The “yes-but” technique;Diplomatic Language;Feel, Felt, Found formula ;Feel, Felt, Found formula ;Feel, Felt, Found formula ;Tactics for making concessions;Tactics for making concessions;Tactics for Concession;Usual modes as well as their advantages and disadvantages;Key points for managing your concession;;Tactics for bargaining --- first stage;Flinch;Flinch: sample case;Hypothetical questions;Good Examples;Case study: picky customer;罗：这可太糟糕了！我的孩子有轻微哮喘病，医生说他绝对不可以吃冰块。你能帮我把它拆下来吗？ 营：制冰器没办法拆下来，它和整个制冷系统连在一起。 罗：可是这个制冰器对我根本没用！现在我要花钱把它买下来，将来还要为它付电费，这太不合理了！……当然，假如价格可以再降低一点的话…… 结果，罗伯斯以相当低的价格??—不到200美元买下了他十分中意的冰箱。 问题： ? （1）罗伯斯是如何取得打折胜利的？ （2）如果你是营业员，你会如何反击罗伯斯呢？ 吹毛求疵战术： ? 确定购买意向——不断挑出毛病——使对方处于劣势——对方让步——成交;To be social ;Case study: Parden my French;Silence ;Case study: silence;;Case study: to be my teacher;;;;;Case study: boomerrang method;Case study: power of time;Good Guy/Bad Guy ;Limited Authority;Limited Authority;3.3 Breaking deadlocks ;Tactics for breaking deadlock;;;案例;案例;;Side-stepping;Counter-question ;Straw issues ;Exposing dirty tricks ;;To reveal no bargaining position at all ;Some tactics used in BN,which are “dirty tactics” in the following ?;案例分析:谈判期限策略;案例分析:谈判期限策略