商务英语谈判对话 04-16

Chapter 16

Countering Give Away Chips 回应虚张型筹码

……

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.……（对话详见 Disk 3-7）

For Your Informaiton(背景介绍）

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。

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.

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。

（注:下面详见Disk 3-7)