33．谈判的艺术

常用应急场景

范例一：Discount

I really like what you have. But the price for this product is much higher than we expected. I am absolutely not a buyer at that price.

I know it is not the cheapest on the market. But if you take the quality factor into consideration, you will find your company will benefit in the long term. This device is built in with the most advanced technology. Every aspect has reached the international standard. It is a worthwhile investment.

I understand that. If you can lower the price by 10 percent, we have a deal right now.

Well, the best I can do is to lower the price by 5 percent if you are willing to pay 90% cash of front and 10% on delivery. That is our best offer.

Err, well, I can’t decide right now. Do you mind if I have a small internal discussion on this first? I will tell you our decision this afternoon.

Sure, no problem.

范例二：Talk about negotiation skills

You must like negotiating a lot. People are saying, you are a super negotiator.

Ha, I am flattered. Actually, when it comes to negotiate, you don’t need to like it. You just need to understand how it works.

I am not good at it by any means. Give me some advice.

Well, generally speaking, if you want to change someone’s mind or understand his position, you have to put yourself in his shoes. Understand his need and the cost for his need. And then you work together to find a solution.

Sounds easy. But how can I apply to practice? I am thinking about applying for more reimbursement for my mobile bill. But I am afraid our boss will turn me down.

Ok, as John after Kennedy put it, let us never negotiate out of fear, but let us never fear to negotiate.