How to Negotiate

when you're negotiating（協(xié)商）with someone, listen for the messages that he or she might be sending to you.1. Imagine you're staying in a hotel, and you want to change your room-The manager s answer of“That would be very difficult, sir”,does not mean that he is 8aymg“no．”It Just means that he wants to know what you are prepared to offer him in return for the change of room．

If you are buying a new car, and want to pay less than the price being asked, then the sales. man s comment, 2.means that they do negotiate on other things, like the delivery time, or the “extra” that might be available as part of the purchase. In the same car showroom, if the salesman says,3.then your response should be to ask who can. The message the salesman is sending suggests that his boss is the one you need to be talking to.

4.In any negotiation, the two “players” wish to get as much out of it as they can, of course. In the three examples above. the salesmen and the hotel manager are hoping that you will accept their price or conditions——but their “messages” make it clear that there may be room for movement and compromise. 5..

A. Patience plays a vital role in listening, which leads to a successful negotiation.

B. “Sorry, I myself can't negotiate prices",

C. "I'm sorry, but we never negotiate on the price",

D. "I'm sorry, but our price is quite reasonable",

E. In all of these situations, the message is never communicated in clear terms.

F. For example, the word "difficult" does not mean the same as impossible.

G. In a successful negotiation, the two sides move towards each other and reach an agreement on conditions that satisfy both sides.

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