谈判英语一日通-附件.doc

谈判英语一日通Countering Give Away Chips 回应虚张型筹码Well, its the best I can do. If you want to sell your DVD players, you need to accept my offer. Do we have a deal?Im afraid not, Bob.……（对话详见 Disk 3-7）For Your Informaiton(背景介绍）When youre locked in a room with someone determined to win a price concession, you have to wait him out. Dont forget his plan is to wait you out, so this tactic could easily last days, with no guarantee of success. It all depends on how badly the guys playing the dreams chips want to do business with you.和一个坚决要赢得谈价的对手对峙时，你得把他的耐性磨光；别忘了，对方也想用同一个招数来整你。因此，这种情况下来，有时候会僵持好几天，而且不保证你就能获胜。这得看谈判对手多想跟你做生意了。The dumb counter tactic works, but its not the best way to win a dream chip session. The dumb reply can be done by a negotiator working alone or by a staff that hasnt done their homework. Its all you do if you havent prepared a smart reply.装傻的应变策略有效，但并不是赢得好条件的最佳方式。装傻通常是由单打独斗的谈判者，或准备不足者来使用，因为当你准备不足时，这是唯一的上策。Dream Chips or Give Away Chips虚张声势的谈判筹码Bob:Its good to meet you, Jane. Is this your first visit to the States?Jane: Its nice to meet you too, Bob. No, Ive been here a few times in the past.....(详细对话见 Disk 3-3)For Your Information(背景介绍)Thus far, all the bargaining chips have been real items that actually meant something. I mean the side that asked really thought the requsts were reasonble, and expected to get them. Thus far, the parties bargained in good faith, and every request was made in earnest. To understand the next section, you need a little backgroud.The way negotiations work is you give up something for every point you win, and all the issues on the table are credible. The next step is asking for more than you need and allowing yourself to be pushed back to what you wanted in the first place. Its called puffing, and its an old tactic, tried and true. The puffing up demands to the point they became ridiculous had been tried from time to time but it never works. The other side sees right through the scheme, calls you on it and its over.For unrealistic pu