Countering Give Away Chips 回应虚张型筹码
Well, it's the best I can do. If you want to sell your DVD players, you need to accept my offer. Do we have a deal?
I'm afraid not, Bob.……(对话详见 Disk 3-7)
For Your Informaiton(背景介绍)
When you're locked in a room with someone determined to win a price concession, you have to wait him out. Don't forget his plan is to wait you out, so this tactic could easily last days, with no guarantee of success. It all depends on how badly the guys playing the dreams chips want to do business with you.
The dumb counter tactic works, but it's not the best way to win a dream chip session. The dumb reply can be done by a negotiator working alone or by a staff that hasn't done their homework. It's all you do if you haven't prepared a smart reply.