家樂福談判技巧(ppt 5頁)

對業務員不要表現熱心
Never show enthusiasm to any salesman
你的第一個反應，應是否定的
Your first offer reaction should be negative
提出不可能的要求
Make impossible requests
不要接受第一個提案，讓業務員哭，這是最好的技巧
Never accept first offer, let salesman cry, this is the best trick
總是使用座右銘，你還可以做得更好
Always use the motto：“You can do better than that”
總是強調你不老板
Always be someone’s subordinate
智慧思考－讓自己像個白癡
Be intelligent – make believe you are an idiot
不要做任何讓步，除非得到相對的回饋
Never make any concessions without getting something in return
扮演公平及不公平
Play fair and unfair
不要猶豫去爭論，甚至他們是無禮的
Do not hesitate to use arguments, even if they are unfounded
持續重複同樣異議
Keep repeating same objections
別忘記，百分之80的收獲來自最後談判部份
Don’t forget, 80% are gained during latter part of negotiations
……………………

..............................