Negotiation - 7 Negotiating Techniques - Dawson, Roger

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1、7SimpleNegotiatingTechniques(forpeoplewhodon’tliketonegotiate)PuttheWorld'sBestNegotiatoronYourSideRogerDawsonistheauthorofYouCanGetAnythingYouWant,butYouHavetoDoMoreThanAsk,abookthatmanyciteas,"thebestbookeverwrittenonnegotiating."HerearesevenofRogerDawson's23tips,strategiesandtechniques

2、(plusthreebonustipsyouwon’twanttonegotiatewithout)thatwillworkwonderstohelpyougetthemostoutofanynegotiation.Negotiatingcanbefunandveryprofitableinbusinessandinyoureverydaylife.RogerDawsonisaprofessionalspeakerandtheauthoroftwoofbestsellingbooksonnegotiating:SecretsofPowerNegotiatingandSec

3、retsofPowerNegotiatingforSalespeople.HewasinductedintotheSpeakerHallofFamein1991.ThesearticlesareexcerptedinpartfromRogerDawson'sbook-SecretsofPowerNegotiating,publishedbyCareerPressandonsaleinbookstoreseverywherefor$24.99.#1AskForMoreThanYouExpecttoGetOneofthecardinalrulesofPowerNegotiat

4、ingisthatyoushouldasktheothersideformorethanyouexpecttoget.HenryKissingerwentsofarastosay,"Effectivenessattheconferencetabledependsuponoverstatingone'sdemands."Thinkofsomereasonswhyyoushoulddothis:·Whyshouldyouaskthestoreforabiggerdiscountthanyouthinkyouhaveachanceofgetting?·Whyshouldyoua

5、skyourbossforanexecutivesuitealthoughyouthinkyou'llbeluckytogetaprivateoffice?·Ifyou'reapplyingforajob,whyshouldyouaskformoremoneyandbenefitsthanyouthinkthey'llgiveyou?·Ifyou'redissatisfiedwithamealinarestaurant,whyshouldyouaskthecaptaintocanceltheentirebill,eventhoughyouthinktheywilltake

6、offonlythechargefortheoffendingitem?Ifyou'reasalesperson:·Why,ifyouareconvincedthatthebuyerwantstospreadthebusinessaround,shouldyoustillaskforitall?·Whyshouldyouaskforfulllistpriceevenifyouknowit'shigherthanthebuyerispayingnow?·Whyshouldyouasktheotherpersontoinvestinthetopofthelineevenwhe

7、nyou'reconvincedthey'resobudgetconsciousthatthey'llneverspendthatmuch?·Whyshouldyouassumethatthey'dwanttobuyyourextendedservicewarrantyeventhoughyouknowthey'veneverdonethatinthepast?Ifyouthoughtaboutthis,youprobablycameupwithafewgoodreasonstoaskformorethanyouexpectt