家乐福谈判法则(英文).pptVIP

Carrefour Negotiation Principle Never rush enthusiastically up to a salesman; Since salesman is paid to sale, make him work for his wages. Always ask for the impossible; The more you demand, the more you get. Tell them they will “need to do much better than that”; Above words can change the whole course of negotiations. Be smart; Act stupid; The dumber you act, the better you will do. Carrefour Negotiation Principle Always be prepared to break off discussions If the contract you are about to sign is not entirely to your satisfaction, remember that you can break off the negotiations. Use false pretexts; Never get locked into a dead end; Always react (adversely) to a first off; Never admit the offer is “fair”, “better than competition”. Never accept the first offer Never jump at a first offer, however fantastic it may be. Carrefour Negotiation Principle Always play second fiddle At the close of negotiation, it’s always a good idea to claim that you have to refer to a higher authority. Never strike a deal without something in return Play “Good cop, bad cop” If anyone tries this tactic on you , your riposte is to deal directly with the “bad guy”. Put forward questions when a discussion are to a close. * *