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1、谈判英语一日通CounteringGiveAwayChips回应虚张型筹码Well,it'sthebestIcando.IfyouwanttosellyourDVDplayers,youneedtoacceptmyoffer.Dowehaveadeal?I'mafraidnot,Bob.……（对话详见Disk3-7）ForYourInformaiton(背景介绍）Whenyou'relockedinaroomwithsomeonedeterminedtowinapriceconcession,youhavetowaithimout.Don'tforgethisplani
2、stowaityouout,sothistacticcouldeasilylastdays,withnoguaranteeofsuccess.Italldependsonhowbadlytheguysplayingthedreamschipswanttodobusinesswithyou.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。Thedumbcountertacticworks,butit'snotthebestwaytowin
3、adreamchipsession.Thedumbreplycanbedonebyanegotiatorworkingaloneorbyastaffthathasn'tdonetheirhomework.It'sallyoudoifyouhaven'tpreparedasmartreply.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。DreamChipsorGiveAwayChips虚张声势的谈判筹码Bob:It'sgoodtomeetyou,Jane.Isthisyourfir
4、stvisittotheStates?Jane:It'snicetomeetyoutoo,Bob.No,I'vebeenhereafewtimesinthepast.....(详细对话见Disk3-3)ForYourInformation(背景介绍)Thusfar,allthebargainingchipshavebeenrealitemsthatactuallymeantsomething.Imeanthesidethataskedreallythoughttherequstswerereasonble,andexpectedtogetthem.Thusfar,the
5、partiesbargainedingoodfaith,andeveryrequestwasmadeinearnest.Tounderstandthenextsection,youneedalittlebackgroud.Thewaynegotiationsworkisyougiveupsomethingforeverypointyouwin,andalltheissuesonthetablearecredible.Thenextstepisaskingformorethanyouneedandallowingyourselftobepushedbacktowhatyo
6、uwantedinthefirstplace.It'scalledpuffing,andit'sanoldtactic,triedandtrue.Thepuffingupdemandstothepointtheybecameridiculoushadbeentriedfromtimetotimebutitneverworks.Theothersideseesrightthroughthescheme,callsyouonitandit'sover.Forunrealisticpuffingtowork,youhavetodomorethanjustactasifthei
7、ssueswerevaluable.Youhavetomakethemvaluable.Youhavetoconvincetheothersideyou'retellingthetruth.Theproblemishowdoyoudothatwhentheotherteamknowstheplayingfieldaswellasyoudo?Tomakeitwork,youneedsomeconvincingplay-actingandyouhavetodoyourhomework.Iftheothersidetriestorunthist
