谈判英语一日通04-16

Chapter 16

Countering Give Away Chips 回应虚张型筹码

……

Well, it's the best I can do. If you want to sell your DVD players, you need to accept my offer. Do we have a deal?

I'm afraid not, Bob.……（对话详见 Disk 3-7）

For Your Informaiton(背景介绍）

When you're locked in a room with someone determined¹ to win a price concession², you have to wait him out. Don't forget his plan is to wait you out, so this tactic³ could easily last days, with no guarantee of success. It all depends on how badly the guys playing the dreams chips want to do business with you.

和一个坚决要赢得谈价的对手对峙时，你得把他的耐性磨光；别忘了，对方也想用同一个招数来整你。因此，这种情况下来，有时候会僵持好几天，而且不保证你就能获胜。这得看谈判对手多想跟你做生意了。

The dumb counter tactic works, but it's not the best way to win a dream chip session. The dumb reply can be done by a negotiator working alone or by a staff that hasn't done their homework. It's all you do if you haven't prepared a smart reply.

装傻的应变策略有效，但并不是赢得好条件的最佳方式。装傻通常是由单打独斗的谈判者，或准备不足者来使用，因为当你准备不足时，这是唯一的上策。

1 determined   

adj.坚定的；有决心的

参考例句：

• I have determined on going to Tibet after graduation.我已决定毕业后去西藏。
• He determined to view the rooms behind the office.他决定查看一下办公室后面的房间。

2 concession   

n.让步，妥协；特许(权)

参考例句：

• We can not make heavy concession to the matter.我们在这个问题上不能过于让步。
• That is a great concession.这是很大的让步。

3 tactic   

n.战略，策略；adj.战术的，有策略的

参考例句：

• Reducing prices is a common sales tactic.降价是常用的销售策略。
• She had often used the tactic of threatening to resign.她惯用以辞职相威胁的手法。