昨日阅读1小时,累计阅读302小时
1.今天阅读到的有价值的全文内容链接:
Continueto read the 7th and 8th chapters of the book <<SECRETS OF POWERNEGOTIATING>> BY ROGER DAWSON
http://www.amazon.com/dp/B004M8RWJI/ref=dp-kindle-redirect?_encoding=UTF8&btkr=1
2.今天阅读到的有价值的内容段落摘录:
Handlingthe Person Who has No Authority to Decide). Key Points:
1).Don’t let the other side know you have the authority to make adecision.
2).Your higher authority should be a vague entity and not an individual.
3).Even if you own your company, you can still use this by referringdown through your
organization.
4).Leave your ego at home when you’re negotiating). Don’t let theother person trick you into
admittingthat you have authority.
5).Attempt to get the other person to admit that he could approve yourproposal if it meets
allof his needs). If that fails, go through the three Counter Gambits:Appeal to his ego, get
hiscommitment that he’ll recommend to his higher authority, go to aqualified ‘subject-to’
close.
6).If they are forcing you to make a decision before you’re ready todo so, offer to decide but
letthem know that the answer will be “no”, unless they give you timeto check with your
people,and if they’re using escalating authority on you, revert to youropening position at
eachlevel, and introduce your own levels of escalating authority.
TheDeclining Value of Services). Key Points:
1).The value of a material object may go up, but the value of servicesalways appears to go
down.
2).Don’t make a concession and trust that the other side will make itup to you later.
3).Negotiate your fee before you do the work.
3.今天阅读的自我思考点评感想
Thesechapters are the first two ones of Middle Negotiating Gambits in thisbook, from which analysis of specific scenarios is focused on byauthors). The two conditions are pretty popular in our life). Inaddition, for a business manager providing service rather thanproduct of goods, the 8thchapter is an critical point to remember in you negotiation.