Countering Give Away Chips回应虚张型筹码
The dialog below is an example of a dumb reply.As in the previous chapter,this is about DVD player negotiations,and Bob and Jane are still the principals.In this scenario,Jane expected an easy time of it and got a nasty surprise.She uses the dumb method, as follows.
Bob:Well,it's the best I can do.If you want to sell me your DVD players,you need to accept my offer.Do we have a deal?
Jane:I'm afraid not,Bob.
I really don't have room to maneuver.You're going to have to come up to what we discussed on the phone.
Bob:Jane,I told you how it is,the Koreans are dumping units in our market,the bad economy,our decreased market share,we can't compete at your price.
Jane:That isn't my problem,Bob.
You said my coming here was just a formality to sign the contract.
We spoke on the phone Friday and you said nothing about this.As far as I'm concerned ,we had a deal.
Bob:But that wasn't an offer.I'm not authorized to go highter.
Jane:Then, you should hae said something.
Bob:Well,we really didn't know we had to adjust the offer until this weekend.
Jane:I have a lot of trouble believing that.
Bob:It's the truth.
Jane:I'm not even going to debate that issue.
Now,let's stop this foolishness and do what we agreed to.
Bob:That price was never an official offer, and it's not on the table now.
Jane:You can't renege on what you represented over the phone.
I thought you were straight shooters.