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昨日阅读1小时，累计阅读301小时
1. 今天阅读到的有价值的全文内容链接:
Continue to read the 5th and 6th chapters of the book <<SECRETS OF POWER NEGOTIATING>> BY ROGER DAWSON
http://www.amazon.com/dp/B004M8R ... ncoding=UTF8&btkr=1
2. 今天阅读到的有价值的内容段落摘录:
The Reluctant Seller and the Reluctant Buyer:
Always play Reluctant Seller.
Look out for the Reluctant Buyer.
Playing this Gambit is a great way to squeeze the other side’s negotiating range before the negotiation even starts.
The other person will typically give away half of his or her negotiating range just because
you use this.
When it’s used on you, get the other person to commit, go to higher authority, and close
with good guy/bad guy.
Use the Vise Technique.
Respond to a proposal or counter-proposal with the Vise Technique: “You’ll have to do
better than that.”
If it’s used on you, respond with the Counter Gambit, “Exactly how much better than that
do I have to do?” This will pin the other person down to a specific.
Concentrate on the dollar amount that’s being negotiated. Don’t be distracted by the gross
amount of the sale and start thinking in percentages.
A negotiated dollar is a bottom-line dollar. Be aware of what your time is worth on an
hourly basis.
You will never make money faster than you will when you are Power Negotiating.
3. 今天阅读的自我思考点评感想
These chapters are the last two of Beginning Negotiating Gambits in this book. Basically, Beginning Gambits focus on how to make the other side confused about your target and how not to let the other side confuse you on their targets. Beginning Negotiating Gambits might be useful tricks when facing the negotiators at a fundamental level, in contrast, might not be effective enough when facing negotiator at a higher level who plays key functions in the other side. From tomorrow, the reading will be on Middle Negotiating Gambits. Being excited to practice the Beginning Negotiating Gambits and see what will be included in middle Gambits.
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