2016年BEC商务英语高级口语谈判技巧

　　(1) Higher Authority 挡箭牌

　　Identification

　　You are negotiating with someone who is a representative for a company, and everything he says begins with “I’d love to, but…”because he is responsible to a higher authority. All substantive changes have to be approved by his boss. He can express sympathy and a desire to offer more, but all the hard decisions can be blamed on the boss.

　　Note

　　This ploy is, in fact, the way most large corporations and sales men negotiate. While they do have more authority than they generally let on, most of the time, it is a true state of affairs. They do have to get unusual changes approved and they do have to explain their deals to their boss. Also, this technique can have positive repercussions: It can remove emotions from the negotiations, and let both partied focus on the problems at hand.

　　Solution

　　When this tactic makes you uncomfortable the solution is simple. Demand to negotiate with someone who has authority. Explain to your negotiating partner that he may not be able to relate to exactly what your needs are, and that you need to talk to someone in charge. A willingness to go up the ladder to face authority generally earns you points during the negotiation.

　　(2) “Take It or Leave It” 当机立断; 当抛则抛

　　Identification

　　This is simple, basic hardball. Someone gives you and offer and says that there can be no changes – that either you accept this deal, or further negotiations are pointless.

　　Note

　　A dangerous ploy. If you use this yourself, you may come up empty-handed. If you make a statement like this and the other side rejects it, and you don't walk away, you have lost your credibility. When you lose credibility, the other side can dictate terms to you without fear of reprisal, knowing that you will never walk away fro the deal.

　　Solution

　　There are two solutions that make sense. The fist is to explore the possibility that they mean something other than what they’ve said. A “take it or leave it” offer is usually made as a “best offer”, meaning that they can’t go any lower on these specific terms. Ask them whether they would listen to alternative solutions if the terms changed. Most people will. The second response is what you should always be willing to do in these cases – take them at their world. Ask yourself, “is this deal one that I can accept in its present form and be happy with?” Are you going to feel unfulfilled with this agreement? If you are , be prepared to walk away.