Переговоры. Полный курс - Гэвин Кеннеди

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Приложение 2

Упражнение на использование принципа обусловленности

Вас попросили прочитать примеры предложения или сделки (глава 4) и прокомментировать, в чем ошибочность каждого из них. Далее приведены мои пояснения.

1. «Если я соглашусь предоставить вам 10-процентную скидку, сделаете ли вы более крупный заказ?» (предложение)

Это предложение-вопрос, а не предложение-утверждение. Предложения-вопросы сигнализируют о неуверенности спрашивающего.

Неправильно, когда предложение предваряет условие.

«Если вы сделаете более крупный заказ, то я подумаю о скидке».

2. «Как насчет семипроцентной скидки, если вы сделаете заказ на 1 млн единиц товара в месяц?» (сделка)