Гэвин Кеннеди - Переговоры. Полный курс
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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)
