Chapter 15 Dream Chips or Give Away Chips 虚张声势的谈判筹码 Dialog 1 Disk 3-3 The two dialogs below show how to handle the dream chip tactic. A Taiwanese could find him or herself on either side of the sale, so I did it both ways, one as the buyer...
Alter the Time Frame改变时间日程 Dialog Disk 3-2 Making it into a bargaining chip is a good idea. Several things could be done such as altering the start date, the time each day that has to be spent on the job, or the size of the crew assaigned to t...
Chapter 13 Alter the Schedule of Payments改变付款日期 Dialog A fifth bargaining chip could be to alter the schedule of payments. Because this is frequently done in construction contracts, I changed the scene to that type of job for this dialog. 第五...
Chapter 12 Alter the Point of Delivery Dialog: A fourth bargaining chip is altering the point of delivery. Usually the terms require the seller to deliver the goods to a location specified by the buyer, so the cost of transportation is almost always...
Modify the Delivery Date 修改交货日期 Dialog A third bargaining chip is modifying the delivery date to allow more time for the manufacturer to produce the required units. 第三个可以用来议价的筹码是修改交货日期,这给制造商更充裕的时间来制造你所订的数...
Dialog Another bargaining chip could be increasing the quality.Buying in volume often gets the buyer a significant savings.The following dialog discusses that possibility. 另个一个可用来议价的筹码是增加数量.购买的数量巨大,常为买方省下许多钱.下面的对...
Chapter9 Preparing for the Negotiation Session准备谈判 Dialog The dialog below shows a negotiation stalled on price,neither side will compromise.This is the perfect time to play a bargaining chip.Mel represents an electronic control panel manufactur...
Vocabulary重要词汇 spot察觉,认出 frustrating累人的,受挫的 appraised评估的 realistic实际的 formula公式 debate辩论 concession让步 hollow gesture缺乏诚意的姿态 bragging蓄势待发的,彰显 stalled talk固定的说话模式 arbitration仲裁,调停 a no go 拒绝提案...
Dialog 3 In the above dialog,Paula won her concession and she should have taken it there and then,but didn't.She went back to her client and got an okay to take the offer but when she called Peter,it was late Friday afternoon and he had already gone...
Dialog 2 In this dialog, Peter,the non-dealer, is talking with Paula. He remained firm. Peter needs the deal as much as Paula and after several hours of stalled talks, he sees Paula won't give any more,so he makes a counter offer. 接下来这个对话中,...
