I “會(huì)聽”

要盡量鼓勵(lì)對(duì)方多說，向?qū)Ψ秸f：“yes”，“please go on”，并提問題請(qǐng)對(duì)方回答，使對(duì)方多談他們的情況。

II 巧提問題

用開放式的問題來了解進(jìn)口商的需求，使進(jìn)口商自由暢談。“can you tell me more about your campany?”“what do you think of our proposal?”

對(duì)外商的回答，把重點(diǎn)和關(guān)鍵問題記下來以備后用。

進(jìn)口商常常會(huì)問：“can not you do better than that?”

對(duì)此不要讓步，而應(yīng)反問：“what is meant by better?”或“better than what?”使進(jìn)口商說明他們究竟在哪些方面不滿意。進(jìn)口商：“your competitor is offering better terms.”

III 使用條件問句

用更具試探性的條件問句進(jìn)一步了解對(duì)方的具體情況，以修改我們的發(fā)盤。

典型的條件問句有“what…if”，和“if…then”這兩個(gè)句型。

如：“what would you do if we agree to a two-year contract?”

及“if we modif your specifications, would you consider a larger order?”

（１）互作讓步。只有當(dāng)對(duì)方接受我方條件時(shí)，我方的發(fā)盤才成立。

（２）獲取信息。

（３）尋求共同點(diǎn)。如果對(duì)方拒絕，可以另?yè)Q其它條件，作出新的發(fā)盤。

（４）代替“ｎｏ”。“would you be willing to meet the extra cost if we meet your

additional requirements？”如果對(duì)方不愿支付額外費(fèi)用，就拒絕了自己的要求，不會(huì)因此而失去對(duì)方的合作。