2017年BEC初級考試口語談判技巧

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　　BEC初級考試口語談判技巧：空頭許願

　　The Beggar 空頭許願

Identification A negotiation keeps turning to the subject of the other party’s problems. You hear how he is really having trouble at his company, and how badly he needs your business. He promises that the next time you negotiate, he’ll gibe you a break if you give him one now.

Note Promises are easy. Performance is difficult. This kind of negotiating tactic takes the deal away from the professional arena. This tactic loses more often than it wins.

Solution Tell the other side that unless they want to negotiate two deals at once, including the future one where they make major concessions, you are not interested. It may seem hard-hearted, but negotiating is a professional skill. Negotiators have to behave professionally, period.

　　BEC初級考試口語談判技巧：提供選擇

　　“Or Else” 要不然。。。

Identification When the other side says “or else,” you’re under the pressure of a threat. You know it. They know it. But what are you going to do about it?

Note Threats only work when the person making them:

n’t care about the relationship.

back them up.

prepared to back them up.

Solution It is often more effective to address the other side’s tone than to focus on the substance of what they say. A simple “we can work this out without threats,” usually makes the other side state exactly what they want. If they can and will back up their threats, you might have to decide that the deal does not satisfy your needs and consider the negotiation closed a the point.