20180618【充实计划】第742期

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1. 今天阅读到的有价值的全文内容链接:
Continue to read the 14-15 chapters of the book <<SECRETS OF POWER NEGOTIATING>> BY ROGER DAWSON
http://www.amazon.com/dp/B004M8R ... ing=UTF8&btkr=1

2. 今天阅读到的有价值的内容段落摘录:
Good Guy/Bad Guy. Key Points:
1). People use Good Guy/Bad Guy more than you might believe. Look out for it whenever you’re dealing with two or more people. It’s an effective way of putting pressure on the other person without creating confrontation. Counter it by identifying it. It’s such a well-known tactic that when you catch them using it, they get embarrassed and back off.
2). Don’t be concerned that the other side knows what you’re doing. Even if they do it can
still be a powerful tactic. When you’re Power Negotiating with someone who understands
all of these Gambits, it becomes more fun. It’s like playing chess with a person of equal
skill, rather than with someone you can easily outsmart.

Nibbling. Key Points:
1). With a well-timed Nibble, you can get things at the end of a negotiation that you couldn’t
gotten the other side to agree to earlier. It works because the other person’s mind reverses
itself after it has made a decision. He may have been fighting the thought of buying from
you at the start of the negotiation. After he has made a decision to buy from you, however,
you can Nibble for a bigger order., upgraded product, or additional service.
2). Being willing to make that additional effort is what separates great salespeople from merely
good salespeople.
3). Stop the other person from Nibbling on you by showing her in writing the cost of any
additional features, services, or extended terms, and by not revealing that you have the
authority to make any concessions.
4). When the other person Nibbles on you, respond by making him feel cheap, in a good-natured
way.
5). Avoid post-negotiation Nibbling by addressing and tying up all the details and using Gam-
bits that cause them to feel that they won.

3. 今天阅读的自我思考点评感想

These chapters are the first two ones of Ending Negotiating Gambits in this book, from which ending part of negotiation is focused on by authors. The two conditions included in the reading of today are popular in business. For a business manager, the content provides some critical points and advices on what should be taken care of in the end of negotiating procedure.

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充实每一天 发表于 2018-6-18 07:11
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