面对一个无赖的时候可以破例
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面对一个无赖的时候可以破例
《塔木德》上说:“不能空口白舌说谎——当你面对一个无赖的时候,可以破例。龙腾小说网ltxs520.com”
犹太商人在商业场上见识多了,少不了也碰上类似的麻烦,怎么解决,还是智取为上。有则故事是这么说的:
梅西克是个服装商,向布商克罗扬批发了1200马克的布料,却一直没付钱。克罗扬叫伙计去收了几次账,梅西克每次都溜掉,避而不见;给他寄催款单,梅西克又不理不睬。为此,克罗扬束手无策,连声叹气。
这时,一个新来的店员对他说:
“我有一个讨债的秘方。您不妨先写一封催款信给梅西克,叫他尽快归还1800马克的债,瞧瞧他有什么反应,再作打算。”
克罗扬采纳了这位店员的办法,给梅西克去了一封信。果然,才2天,梅西克回信来了,信中说:
“克罗扬,你怎么讹我1800马克?随信附上1200马克,以后再也不来你这儿批货了,要打官司吗?你准输。”
克罗扬还有必要同他打官司吗?
店员的这则讨债秘方实际上是一个相当巧妙的以攻为守的攻心战术。本来克罗扬确实处于纯粹的守势,主动权一点不在他手上,梅西克只要避而不见,克罗扬就拿他毫无办法。总不能为1200马克去打官司。
但反过来,从梅西克避而不见上可以看出,他对这笔债务倒还是承认的,只是想拖着不还,而不是彻底赖帐。这就使店员的以讹诈之计有了心理基础:拖欠1200马克不还的梅西克,可以高枕无忧,尽让克罗扬一个人着急,要打官司也可以先让他忙乎,大不了到时候还给他,并没有额外的损失。而现在1200马克突然变成了1800马克,这就由不得梅西克不出来辩解了,因为仍然像对待催款单那样置之不理,就意味着默认了克罗扬开出的单,次数多了,日后真
打起官司来,再要证明只拖欠1200马克就麻烦了,何况就是拖欠1200马克也好做不好说。原先是想占别人的便宜,哪能让别人把便宜占了去?占了理的梅西克不能不说个清楚,可这样一来,原先主动的梅西克变成了纯粹的被动,他不能再避而不见了。只要他一露面,1200马克也就露面了。因为犹太商人一般很少有空口白舌说谎的习惯。
犹太人所主张的是:对付一个正常的客户要诚实守信;对待不讲信用的人,方式也可以灵活些。
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