tailieunhanh - Successful Negotiations - part 8

Ông đang sử dụng điều này như là một chiến thuật đàm phán để có được một giảm giá tốt hơn. 2. Tony cho thấy Paul kết hợp để hiện tại của mình với một đơn đặt hàng cho một dự án tương lai. Điều này sẽ làm tăng số lượng tổng thể của trật tự của Tony, và do đó sẽ cho phép Tony để tăng giảm số lượng của Tony | Successful Negotiations Answers Listening Questions 1. Paul means that he will probably be able to give Tony more business in the future. He is using this as a negotiating tactic to get a better discount. 2. Tony suggests Paul combine his current order with an order for a future project. This will increase the overall quantity of Tony s order and thus will allow Tony to increase Tony s quantity discount. 3. When Tony says to Tony You drive a hard bargain he means that Paul is a tough negotiator - for example Paul has not only asked for a large quantity discount but also for a prompt payment discount. Tony also perhaps intends to signal to Paul that he is getting a good deal. Language Review A. Trading Concessions 1. If I agreed to stagger the payments would you find that more acceptable 2. Would it help if we offered to install the equipment for free 3. Give us a better discount and we will make a larger order. 4. We can toss in free delivery if you are willing to accept a later shipment. B. Turning on the Pressure Sentences 1 to 3 are signaling for movement sentences 4 to 5 are turning on the pressure - positive and 6 to 8 are turning on the pressure - strong. 1. That seems rather high. 2. Don t you think that s a little low 3. Can you go a little lower 4. To reach agreement we re going to have to see a little movement on price. 5. Your lowering the price by just 2 would enable us to seriously consider the offer. 6. We can t really accept these conditions. 7. Honestly we were hoping for better terms. 8. I m really doubtful whether I can get the other members of my team to agree to this. Online Activities click above to open 2009 All rights reserved 3 businessenglishpod Online Activities MP3 Pod cast Download MP3 Q BEP 408 - Restarting Talks In this part of our ongoing series on negotiation skills we will discuss how to overcome blockage in a negotiation. Usually we think of blockage in terms of stumbling blocks or obstacles to agreement.