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你知道什么样的谈判能够成功吗？ 今天跟大家分享的是：Christmas Negotiation圣诞谈判 Ronna Lichtenberg is president of Clear Peak Communications and the author of It’s Not Business, It’s Personal: The Nine Relationship Principles That Power your Career. As president of her own company and as a former senior vice-president at Prudential Securities, she has negotiated major deals involving hundreds of thousands of dollars, yet the negotiation she is proudest of is having convinced a salesman at Neiman Marcus to sell her a pair of Manolo Blahnik shoes for $125. 罗娜 · 利希滕贝格是 Clear Peak 通信公司的总裁，同时也是《不是生意，而是个人：使事业腾飞的人际关系 9 大原则》一书的作者。作为自己公司的总裁和培基证券前高级副总裁，她谈的大单生意涉及的金额达几十万，但是最让她得意的谈判却是成功说服了内曼马可斯店员以 125 美元的价格卖给了她一双 Manolo Blahnik 鞋。 While on vacation in San Francisco, she came across a pair of the designer’s shoes in her sizeon sale at Neiman Marcus. She had the same pair in another color and loved them. While she could easily afford them, she couldn’t justifyspending $395, even on sale, for shoes she already had in another color. So she said to the salesman, “You know these are a size 7-AA. You are not going to be able to sell them to anyone else. It’s right before Christmas, and you are going to mark them down again right after New Year’s. So you can either take an imprint of my credit card now and send them to me after you take that second markdown, or I can walk out of here and you won’t get a commission for selling me a pair of shoes.” He walked away for a moment to think about her offer, then he came back, and took her credit card. Shortly after New Year’s, she received a package in the mail from Neiman Marcus—a pair of Manolo Blahniks for $125. 当时她在旧金山度假，偶然在内曼马可斯看到了一双这个品牌的鞋在打折，而且大小也适合她。她还有一双不同颜色的这种鞋，而且还特喜欢。虽然她的购买能力不在话下，但是她觉得没有理由花 395 美元买一双她已经拥有、只是颜色不一样的鞋，哪怕是在打折。所以她对店员说：“你知道这是一双 7-AA 码的鞋，你卖给别人的可能性不大。圣诞节马上就要到了，一过元旦你又得降价。所以要么你现在拿我的信用卡作个记录，等再次降价之后把鞋寄给我，要么我离开这儿，你也拿不到卖给我这双鞋的佣金。”店员走到一边想了想她的提议，然后回过头来拿走了她的信用卡。元旦过后不久，她收到了一个从内曼马可斯寄来的包裹——一双 125 美元买到的 Manolo Blahnik 鞋。 Ronna negotiated this perfectly. She understood what motivated the salesman and was able to convince him that what she was proposing was in his interest as well as hers. But that is not why she told us about this transaction. She is proud of this negotiation because normally she would not even have thought of attempting it. 罗娜的这次谈判真是绝了。她知道什么能打动店员，所以成功地让他相信她的建议对双方都有好处。但这还不是她给我们讲这次交易的原因，她之所以引以为豪是因为一般情况下她甚至都不会想到做这种尝试。 |
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