时间:2018-12-26 作者:英语课 分类:谈判英语


英语课

Chapter 8


The Non-Dealer 谈判傀儡


...


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.


...(对话详见 Disk 2-5)


For Your Information(背景介绍)


If negotiations 2 are a part of your job, you'll definitely run into these guys from time to time. These are people who attend or even set up negotiation 1 sessions just to make it appear as if they're willing to bargain, when they really aren't. Their idea of give and take is you give and I take.


They're easy to spot. In most situations, the parties state what they're willing to do to make the deal, then make adjustments, moving closer to the other's position until they match. The non-dealer spends his time talking about everything except the deal, or why his offer is already so good you'd be a fool not to accept it.


I've negotiated with a non-dealer several times and it's always been the same. Sometimes, he listened to everything I said and repeated his offer. Other times, he'd say our two offers were very close anyway, and suggest I give a little and accept his offer. He would tell me how nice a guy he is and I should take his offer for that reason, or that he might have made an even worse offer so I should be happy with what I got.


Non-dealers aren't fools; they're actually very clever. The strategy is to wear you down to the point you just give up and agree to his terms, and it works. Most people are fair and assume others are too. They come to the table to make a deal and expect everyone is trying to play fair. As the talks go on, their desire to make the deal work becomes stronger and they become so frustrated 3 that they're willing to do anything to make a deal.


That's when the non-dealer makes a concession 4, ususally it's something he already has to do anyway or a hollow gesture that doesn't mean anything. But it's a concession, and the other side is eager to end the talks so they jump on it and walk away happy that they got something. Later, when they examine the deal they made, they may realize they got nothing. Or, they just give in or walk away empty handed.


Thankfully, few people negotiate like this. They're ususally well known and unpopular. A simple background check should tell you if you're going up against one. They're tough to beat. Countering them with a better offer sends a signal to the non-dealer that they are winning. The only way to beat a non-dealer is to use his own game against him.


Once I had a client who was in a bad way with no room to maneuver 5. I made our best offer and remained as firm as the non-dealer. After two hours of no movement, the non-dealer made a counter offer. It wasn't what I was supposed to get but it was a lot more than anyone else ever got. If you're representing someone else, you should tell that client about this situation so he can accept the counter. If it comes, he's unlikely to leave it on the table for long. If he looks at his counter offer too closely, he'll see it as a defeat and take it back. Any concession from a non-dealer is a win. I recomend taking the offer just for the bragging 6 rights.



1 negotiation
n.谈判,协商
  • They closed the deal in sugar after a week of negotiation.经过一星期的谈判,他们的食糖生意成交了。
  • The negotiation dragged on until July.谈判一直拖到7月份。
2 negotiations
协商( negotiation的名词复数 ); 谈判; 完成(难事); 通过
  • negotiations for a durable peace 为持久和平而进行的谈判
  • Negotiations have failed to establish any middle ground. 谈判未能达成任何妥协。
3 frustrated
adj.挫败的,失意的,泄气的v.使不成功( frustrate的过去式和过去分词 );挫败;使受挫折;令人沮丧
  • It's very easy to get frustrated in this job. 这个工作很容易令人懊恼。
  • The bad weather frustrated all our hopes of going out. 恶劣的天气破坏了我们出行的愿望。 来自《简明英汉词典》
4 concession
n.让步,妥协;特许(权)
  • 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。
5 maneuver
n.策略[pl.]演习;v.(巧妙)控制;用策略
  • All the fighters landed safely on the airport after the military maneuver.在军事演习后,所有战斗机都安全降落在机场上。
  • I did get her attention with this maneuver.我用这个策略确实引起了她的注意。
6 bragging
v.自夸,吹嘘( brag的现在分词 );大话
  • He's always bragging about his prowess as a cricketer. 他总是吹嘘自己板球水平高超。 来自辞典例句
  • Now you're bragging, darling. You know you don't need to brag. 这就是夸口,亲爱的。你明知道你不必吹。 来自辞典例句
学英语单词
abstracting process
acoustic conductivity
anxious delirium
AOG
association of flight attendants
averett
bakir
benigna
biased diode
Bishkek
boysie
brace for
Canucks
capital letters
check gauge
compulsory education law
coralsnake
counter-controlled photograph
counterbalance
coxswin's box
croaks
damage control locker
decimal floating point value
deep fade
demissa
demolition expense
direct-writing oscillograph
disconnection register
dolders
double-ended break without separation
endoproteinases
family ostreidaes
final working drawings
flood tuff
forced warm air heating
fractionalize
go head to head
golda
governor of velocity
hyperfiber
i'nt
id-ul-fitr
independent-counsel
knapsack lever-type sprayer
labor and management
let out a sigh
load-magnitude
measured lubrication
medical frequency band
Mikir Hills
molecular sieves adsorbing tower
mould(mold)
neutral absorber
owego
pathomolecular
pluvionivation
positive displacement metering valve
President George W. Bush
print statement
priori restrictions
pugged clay
Pulex cheopis
quite circular in outline
reaction cycle
Reblochons
red coloration
reflux ratio
Rhamnoliquiritin
rhombohedral hemimorphic class
roll feeder surge bin
S5
Saussurea robusta
scruffled
Scutellaria oligophlebia
single step call transfer
Slǎnic Moldova
Sommerfeld theory
speywoods
Spinagnostus
Staggergrass
standard voltage generator
stauntonia obovata hemsl.
superficial dentin caries
supplementary log book
sympathies
symphysions
table look up instruction
tender negotiation
the means of relay protection
Thetford-Mines
time-current characteristics
torn-apart
triggering energy
uniformly most accurate confidence interval
unparasitized
vas communicans
Vasvar
Vazzola
velum medullary
voluntary payment
vouchsafed
worthiness