采购议价谈判技巧教材.pptVIP

* * * * * * * * * * * * * * * * * * * * * * * * * * * A. Sequencing, or prioritizing, the issues for discussion can be approached one of four ways. First, you may choose to cover the major issues first on the assumption that the minor issues will then fall into place. Second, you may choose to cover the most troublesome issues first on the assumption that the other issues will then fall into place. Third, you may choose to cover the least troublesome issues first in order to get a feel for the other sides positions and to evaluate their negotiators. Fourth, you may be able to arrange the issue