如果你的谈判对象是大公司,决策过程大多相当缓慢,很少有一次就谈判成功的机会(这种情形也可能有,但仅仅出现在老客户的公司、特别热门的产品,以及真正的好运气)。与大公司谈判最大的麻烦在于,你一切都已经准备就绪,而对方总是落后几拍,有时明明是有意成交,却怎么看都不像。他们用数字吓唬你或者与你争辩。其实最强烈的反对者常常是最感兴趣的人。 If your negotiation is a big company, the decision-making process is mostly slow and there is very little chance of negotiating a success (this may be true, but only for an old client company, a particularly hot product, and a really good one luck). The big trouble with negotiating with a big company is that you are ready for everything, and the other is always a few times behind, sometimes with obvious intent to trade, but not at all. They scare you with numbers or argue with you. In fact, the strongest opponents are often the ones most interested.