“黑白脸”是谈判中经常使用的一种技巧,它融合了一个心理学原理,即人的思绪在上下波动的时候,理智会随之降低,在“黑白脸”的交替作用下,就会陷入对方所设的局中。面对谈判对手的“黑白脸”策略,我们要及时识破,不要被白脸迷惑,也不要被黑脸吓倒。A(供应商):李经理,我的这个电路板的价格不能再降了。B(采购员):王经理,其实说实在话,这个价格与我们以前采购的价格一样,公司应该可以接受,但是这一次因为采购权限的变更,我先去问问主管C吧。 “Black and white face ” is a technique often used in negotiations, it combines a psychology principle, that is, when people’s thoughts fluctuate up and down, intellect will be reduced, in the “black and white face” alternating role Under, will fall into each other’s office. Faced with the opponent’s “black and white face ” strategy, we must promptly see through, do not be confused by the white face, do not be intimidated by the black face. A (supplier): Manager Li, the price of my circuit board can no longer drop. B (buyer): Manager Wang, in fact, to be honest, this price and we previously purchased the same price, the company should be acceptable, but this time because of purchasing authority changes, I first go to ask competent C.