談判英語(yǔ)一日通02-05
Chapter 8
The Non-Dealer談判傀儡
Dialog 1
It's frustrating to try to deal with a non-dealer.Regardless of what you offer,the non-dealer won't change their tune.It's like talking to a stone wall.Sometimes,this situation occures when you're dealing with someone ordered to negotiate with you,but without the authority to change the offer. The following dialog is typical of trying to deal with a non-dealer. Perter is the non-dealer,and Paula tries to get a better deal.
和談判傀儡溝通會(huì)讓人很有挫折感:不管你提供的條件,這種人都不會(huì)改變他們的語(yǔ)調(diào);和他們說(shuō)話就像和石頭墻壁講話一樣.有時(shí)候這種情況會(huì)發(fā)生,是因?yàn)槟愕恼勁袑?duì)手是上層派來(lái)的,而他并沒(méi)有什么更改條件的權(quán)限.下面這個(gè)對(duì)話是個(gè)典型的例子,范例中的人盡了全力,要改變那個(gè)談判傀儡的立場(chǎng).彼得是個(gè)談判傀儡,寶拉嘗試著獲取更好的交易.
Peter:This is an excellent offer,I don't know why you don't just accept it.
Paula:It's not even close to reasonable,and you know it.
Peter:I know no such thing.Our selling price is within the appraised value.
Paula:Appraised by who? You? The owner?
Peter:That's correct. We studied the issue and determined the old value was far less than fair. The new value is much more realistic.
Paula:But there is not one single appraisal firm in town that agree with you.And none of them say they understand your formula.
Peter:Look,I'm not here to debate the formula that we use to set the price.
Our offer is what it is.If you think it's too much,then you don't have to buy.
Paula:It's not like we can just walk away from the property.We already have a serious investment in it.
Peter:Then,I suggest you accept our offer.Lots of people have.
Paula:The offer we made was ten times the old appraised value.
We figure that's more than fair.Why won't you accept that?
Peter:Because we don't think it's fair.We set a price according to our formula and we're going to stick by it.
Paula:That's ridiculous.No one can afford your price.Not even God has enough money to pay your price.
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