談判迷思：
# 反正對方應該不會回答，我乾脆不問？ No！
# 不同問法，能得到類似答案？ Yes！
這一集，云教主陪你一起學學談判技巧喔 ♡
考古題 100年 營運職 閱讀測驗 第三篇
Negotiators often do not bother to ask questions because they assume the other party will not answer them. This is a colossal mistake. While there is no guarantee that someone will answer your questions, one thing is certain: your questions are more likely to be answered if you ask them than if you don’t. But asking the important questions is not enough; the real trick is in knowing how to ask them.
For example, if you want to know the other side’s reservation value, it is usually futile to ask them for their bottom-line figures; they are unlikely to answer. But you can ask other questions that they will answer, and that will give you essentially the same information. Consider these less-threatening queries:
“ What do you plan to do with the products you’re purchasing?”
“ Tell me more about your customers.”
“ How does this deal fit into your overall business strategy?”
These questions are simple and straightforward. Answers solicited from these questions can be useful to understand the other party’s position. Unfortunately, many negotiators do not ask such indirect questions because they are too busy arguing the merits of their case. Asking questions is especially important anytime you are surprised or skeptical.
★ 云教主 攻略 ★
negotiator 談判者
colossal mistake 巨大的錯誤
guarantee 保證
reservation value 保留價格
futile 沒用的
bottom-line figure 價格底線
less-threatening query 不那麼威脅的詢問
overall 整體的
solicite from 徵求、索求
indirect 間接的
skeptical 懷疑的
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