商務英語談判對話 04-16

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Chapter 16

Countering Give Away Chips 回應虛張型籌碼

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Well, it's the best I can do. If you want to sell your DVD players, you need to accept my offer. Do we have a deal?

I'm afraid not, Bob.……(對話詳見 Disk 3-7)

For Your Informaiton(背景介紹)

When you're locked in a room with someone determined to win a price concession, you have to wait him out. Don't 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.

和一個堅決要贏得談價的對手對峙時，你得把他的耐性磨光;別忘了，對方也想用同一個招數(shù)來整你。因此，這種情況下來，有時候會僵持好幾天，而且不保證你就能獲勝。這得看談判對手多想跟你做生意了。

The dumb counter tactic works, but it's 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 hasn't done their homework. It's all you do if you haven't prepared a smart reply.

裝傻的應變策略有效，但并不是贏得好條件的最佳方式。裝傻通常是由單打獨斗的談判者，或準備不足者來使用，因為當你準備不足時，這是唯一的上策。