NegotiationTacticsParas.1-6NegotiationTacticsNegotiationTacticsHowever,salespeopleconvincethemselvesthatpriceisthenumberonemotivatortopurchase.bringup:提出；教育；养育；呕出；（船等）停下bringalong:把...一起带来bringback:归还bring...out:发表，拿出bringon:引起bringin:引来，引进，介绍，收入，领……进来bring...forward:提出;提前(=putforward)bringdown：使…下降，倒下；击落bring…toanend：结束bring…tolife：使…苏醒bring…tomind：想起I’mnotsurebutIsupposesalespeoplefeelobligatedtobringitup,orperhapstheyhavebeentrainedtodoso.Manysalespeopleviolatethesalesprocessbyintroducingpricetoosoon.Ideally,priceshouldnotbediscusseduntilafteryourinitialconfirmation.Irealizethisconceptmayseemsomewhatmanipulativeandirresponsible,butitisn’t.Ithinkit’spartoftherapportandtrustissue.Acknowledgethecustomer'scuriosityaboutprice,butdon'tgetsuckedintoapricedebatepriortoinitialconfirmation.Forexample,whenyouaskfortheirbusinessusingthefivemagicwords(“MayIhaveyourbusiness?”),yourcustomermayinquireaboutyourprice.simplysay,”Yes,I’msurewebothrecognizethatpriceisimportant,butatthispointcanweagreetodobusinesstogetherbasedonthediscussed,aslongasIcangiveyouacompetitiveprice?”Ifthecustomersaysyestoyourinitialcomfirmation,younowhaveawillingpartywithwhomtonegotiate.Considertheinitialconfirmationasaconditionalsale;conditionaluponworkingouttermsandconditionssupportedbyacompetitiveprice.Whatsalespersonneedtorealizeisthatifafairpricecannotbeworkedoutthenthereisnodeal.Finalconfirmationisconditionaluponsuccessfulnegotiation.However,don’tnegotiateallaspectsofthedealandthenfocusseparatelyonprice.Makesurepriceordiscountispartofthewholepackage,notaseparatenegotiation.Acknowledgethecustomer’scuriosityaboutprice,butdon’tgetsuckedintoapricedebatepriortoinitialconfirmation.---Youshouldrealizethecustomeriscuriousaboutprice,butyoushouldnotgetinvolvedinapricediscussionbeforeinitialconfirmation.应该意识到顾客对于价格是非常好奇的，但是在确认初始购买意向之前尽量不要涉及价格问题。get/besuckedinto:tobecomeinvolvedinsituation,especiallyabadsituation,whenyoudonotwantto被卷入；被吸进e.g.Theyhavenointentionofgettingsuckedintoanot