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”

總是強調你不老闆

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

持續重覆同樣異議

Keep repeating same objections

別忘記，百分之80的收穫來自最後談判部份

Don’t forget, 80% are gained during latter part of
negotiations

不要忘記，我們必須得到最多的資訊有關你對手的個性及他的要求

Never forget, we have to get most information about our intermediary’s personality and his requirements

總是準備停止談判

Always be ready to break up negotiations

在僵局中，不要被對手識破！

Never get caught in a stalemate

傾聽

LISTEN