DreamChipsorGiveAwayChips虚张声势的谈判筹码.doc

1、Dream Chips or Give Away Chips 虚张声势的谈判筹码Dialog 1 Disk 3-3The 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 and one as the seller. In both cases, Bob is the American. In the first d

2、ialog, Jane tried to sell DVD players to Bob.Bob: Its good to meet you, Jane. Is this your first visit to the States?Jane: Its nice to meet you too, Bob. No, Ive been here a few times in the past.Bob: Oh, really, on business or pleasure?Jane: Both.Bob: Great, so you know your way around then.But if

3、theres anything we can do to make your stay more comfortable, dont hesitate to ask.Jane: Thank you, Bob, I will. Thats very kind of you.Bob: No problem. Now, shall we get down to business?Jane: Please.Bob: I think we can handle this pretty quickly.Weve studied the market pretty closely and I think w

4、e can make you a very attractive offer.Were prepared to give you $12.42 per unit delivered to L.A. Thats U.S. dollars of course.Jane: Thats a lot less than we were expecting.Its not even close to what we were talking about over the phone.Bob: I know, but theres nothing I can do, Jane.My hands are ti

5、ed. The Koreans are dumping tons of DVD players on the market, and we have to compete.Jane: But still, if we take that price, my company wont even be able to pay for my trip here.The discussion continued for another hour, but Bob never budged(改变意见), and showed no signs of weakening. When Jane was su

6、re Bob was going to hang tough at $12.42, she played her trump card.Jane: Bob, weve been here for over two hours and you paint a very bleak picture of business here in the U.S.I guess you really are serious about your $12.42 offer.Bob: I wish I could offer you more, Jane, but I just cant.If pay more

7、 than that, theyll just sit in my warehouse.Jane: We cant afford to sell for that, not if we want to stay in business, so I really dont see where theres anything to be gained by continuing this negotiation.Lets say goodbye and part, friend.Bob: Oh! Well, I dont think things are at a stand still.Tell me what your bottom line is. What do you need to get per unit?Jane: Well, we can shave a little off the price we discussed over the phone.