UNIT 3 Price Haggling 英语谈判口语教材.ppt

c YOUR SITE HERE LOGO c 英语谈判口语UNIT 3 Price Haggling 北京大学出版社 主编：刘玉玲 Unit 3 Price Haggling A Glimpse of Negotiation Strategy Orient yourself towards a win-win approach: Many studies support the view that how you approach a negotiation will play a key role in how the negotiation proceeds. You have a much better chance of coming to an outcome involving mutual gains if you approach the negotiation wanting to reach this kind of outcome. It is critical to constantly reinforce your interest in the other side’s concerns and your determination to find a mutually satisfactory resolution. Even in what appears to be win-lose situations, there are often win-win solutions; look for an integrative solution. This includes trying to create additional alternatives such as low cost concessions that might have high value to the other person; frame options in terms of the other person’s interests; look for alternatives that allow your opponent to declare victory. YOUR SITE HERE Unit 3 Price Haggling II. Some Knowledge about Business Some price negotiating techniques will be familiar if you’ve ever bartered at a market. Never accept the first offer --- make a low counteroffer in return. The other party is likely to come back with a revised figure. Always ask what else they can include at the given price. If the price is suspiciously low, ask yourself why. Are the goods of sufficiently high quality? Do they really offer value for money? What will after-sales service be like? YOUR SITE HERE UNIT 3 Price Haggling You can also try to make the asking price look high by exposing any ongoing costs. Ask about repair costs, consumables and other expenses. If the current state of the supplier’s market means prices are falling, point this out. If the price includes features you don’t need, try to lower it by asking to remove those features from the deal. Use your bargaining power to get a good deal. For example, if you’re a big customer of the supplier, you could ask for bulk discou