以下內容是我寫信給本書作者之一Mr. Steve Babitsky的EMAIL往來！足感心ㄟ...
Dear Spencer,
Thank you for your kind words.
Question 5 is designed to either get the person you are negotiating with to admit they have full authority to reach a deal(and by inference give concessions to you to make the deal) or let you know quickly that you are essentially wasting your time talking to them when you should be talking with the person with the authority
Question 6 is designed to get the person you are negotiating with to either:
A.Get nervous and try and resolve the matter with you directly so as to not show they are incompetent. To make the deal they will have to give you better terms or
B.Have the person kick the matter upstairs to the boss indicating that you are difficult to negotiate with and to reach a deal the boss will have to offer you a better deal. The boss will likely try and save face by demonstrating to his subordinate that he can get the deal done(even if he has to offer you more).
Like any good negotiation question there can be many permutations and responses but the bottom line on all of them is that you are putting them on the defensive, giving up nothing and are likely to do better by playing the subordinate off against the boss.
Keep me posted and let me know how your negotiations go.
All the best
Steve
Steve Babitsky, Esq.
President, SEAK, Inc.
Phone: 508.548.9443
Fax: 508.540.8304
www.seak.com
- 隱藏引用文字 -
-----Original Message-----
From: Spencer Shu
To: sbabitsky@aol.com
Sent: Sun, Oct 3, 2010 11:14 am
Subject: My questions from the book 50 Questions for Success Negotiation
Dear Steven,
This is Spencer from Taiwan who just starts to read the book "50 Questions for Success Negotiation". I am really happy that there is a great guide like your writing that will help me dealing with negotiation especially in my work. That's why I bought this book in Chinese edition while I hit the book store a couple of days ago.
Up until my reading progress, I am confused about the connection between Question 5 and Question 6.
I am sorry that I don't have the book's original edition, so I can just translate these two questions into English from my Chinese edition book, that may be different from your original writing and I hope that won't cause misunderstanding.
Q5. Do you make decisions with full authorization?
Q6. May I talk to your boss?
First of all, I fully agree that this kind of question is very vital in early negotiation like what reasons you address in the book. However, these two questions seem to be very similar in substance, for the fact that generally speaking, authorization always comes from the boss(chief) in the organization. If I am the man who were fully authorized to deal with this problem, then there will be no boss behind me in terms of this negotiation. So if I am the man who launches Question 6, does it mean essentially that I also ask the Q5 as well? This is my first confusion.
And my second confusion also comes from the same logic that why these two questions would have different response ways? In how to react to Q5, you think we should not answer back "Yes" or "No", but lifting up the level to fight back the question's premise. However, in the reaction to Q6, you teach us to answer back "Sure", meaning the other man can talk to my boss. If I was asked " May I talk to your boss", and I said back yes, does it also means that I admit I don't have full authorization?
I am not challenging your points, but just can not completely understand what difference between these two questions and hope that I can get your further expressions about that.
Thanks so much for your attention and look to hear from you soon.
Yours Sincerely,
Spencer
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