- 相关推荐
剑桥商务英语初级考试口语谈判技巧
商场如战场，以下百分网小编整理的BEC初级考试口语谈判技巧，希望对大家考试乃至工作都有所帮助，更多信息请关注应届毕业生网!
BEC初级考试口语谈判技巧：拒绝
The Non-Negotiators
拒绝谈判者
Identification The other party refuses to negotiate and discuss terms with you. They submit a proposal with a price and terms and then ask you to accept or reject on the whole.
Note A refusal to negotiate is usually a refusal to negotiate price. This is an opportunity for you. Since they are rigid on price, you can ask for concessions on other terms. Asking for clarification as to why they won’t negotiate will usually let you know where there is some room for discussion If they continue to not negotiate, you may consider choosing another company and telling they original one that had they been more willing to negotiate, they may have gotten your business.
Solution Approach them in a positive and inquisitive way. Tell them you’d love to make a deal, but you have some questions. Don’t try to negotiate right away. They will take the time to educate you. When they commit some time and energy to your education, they suddenly have more at stake in the discussion. Then, when you have more information and some creative alternatives to approach them with, they’ll be more willing to bargain. Sometimes hw you do something is just as important as what you do.
BEC初级考试口语谈判技巧：放长线掉大鱼
The Staller 拖延; 放长线掉大鱼
Identification You make a request for a change in the terms of deal. Then negotiator for the other side says she has no problem with this, but she has to check with her boss. A day passes. Two days pass. You call back and the other party says there’s no problem’ it just takes time to get changes approved. Eventually, because it takes so long to get any change approved, you stop asking for anything more.
Note Making concessions but stalling them seems arduous and onerous, but it’s a time-honored technique of negotiating. Although it doesn’t destroy goodwill, it can make you less eager to negotiate with that person again. It also involves very little conflict. If you can afford to stall a little bit, it’s a useful technique because it discourages extra request, but don’t become a perpetual staller.
Solution Whenever you make a request the other side agrees to, make sure you set a time that the change will be approved by. Like all terms, that time is negotiable. Pointing out a missed deadline to the other party allows you to bring to light their stalling tactics. Also, you can defuse the stalling tactic by not getting frustrated and simply continuing to address problems as they arise.
BEC初级考试口语谈判技巧：空头许愿
The Beggar 空头许愿
Identification A negotiation keeps turning to the subject of the other party’s problems. You hear how he is really having trouble at his company, and how badly he needs your business. He promises that the next time you negotiate, he’ll gibe you a break if you give him one now.
Note Promises are easy. Performance is difficult. This kind of negotiating tactic takes the deal away from the professional arena. This tactic loses more often than it wins.
Solution Tell the other side that unless they want to negotiate two deals at once, including the future one where they make major concessions, you are not interested. It may seem hard-hearted, but negotiating is a professional skill. Negotiators have to behave professionally, period.
【剑桥商务英语初级考试口语谈判技巧】相关文章：
剑桥商务英语(BEC)考试口语考试技巧12-03
剑桥商务英语初级口语对话练习04-10
剑桥商务英语初级考试阅读指导11-22
剑桥商务英语初级考试阅读指导训练11-22
剑桥商务英语考试初级的模拟试题03-29
剑桥商务英语高级口语考试词汇辅导11-22
2017剑桥商务英语初级阅读技巧解析12-06