2016年BEC考試初級口語談判技巧：提供選擇

　　“Or Else” 要不然。。。

　　Identification When the other side says “or else,” you’re under the pressure of a threat. You know it. They know it. But what are you going to do about it?

　　Note Threats only work when the person making them:

　　1.Doesn’t care about the relationship.

　　2.Can back them up.

　　3.Is prepared to back them up.

　　Solution It is often more effective to address the other side’s tone than to focus on the substance of what they say. A simple “we can work this out without threats,” usually makes the other side state exactly what they want. If they can and will back up their threats, you might have to decide that the deal does not satisfy your needs and consider the negotiation closed a the point.