职场英语:Negotiations(音频文字)ZT
http://http-ws.bbc.co.uk.edgesuite.net/mp3/ukchina/simp/2010/01/bbc_bc_business_negotiations_au_bb.mp3
http://www.bbc.co.uk/ukchina/simp/elt/2010/06/100127_bc_business_expert_negotiations_story.shtml
阅读理解练习
1. Daniel 谈到任何商务谈判的最终目的是什么？
2. Daniel 谈到在谈判中可以采取何种策略来赢得对方信任？
3. 是否应该在谈判中尽量避免可能会引起争论的话题？
4. 为什么在谈判中需要时时注意不忽视 the bigger picture 大方向？
5. 在谈判中是否必须严格遵照议事日程上规定需商议的事项？
Tip 1 If I was going into a negotiation later this week, for example to hire a contractor 承包人 to build my house, I would have to take a number of steps before we went into the detailed negotiations. I would have to know exactly what it was that I wanted in terms of the nature of the fixtures and fittings 固定装置, the different types of stonework（建筑物）砖石部分 and other materials; I would have a timeline 时间表 in my mind of how long I wanted to take for this procedure; I would want to have some guarantees in place in my mind in terms of if the builder did not provide some of the service or was late or didn’t turn up or the service was substandard 不达标的, so there would have to be a list of penalties 罚款，责罚. I would look at some of the past work that the builder had completed, I would look at the company website, I might call some references 证明、鉴定 if they had clients on their website who were available as references. I might talk to architects around town to get some kind of idea of the quality of their work, and I would like to just be sure that all that preparation was done before a meeting began.
Tip 2 The ultimate objective 目标 for a negotiation is to create a win-win situation or 双 赢, where both sides feel that the partnership is mutually beneficial 双赢 and will improve the prospects 前景 of both companies. Having that frame of mind 心境, having that mindset 心态, is quite important and being able to identify areas that you feel are beneficial to both parties is very important.
Tip 3 In my experience, successful negotiations are really helped by clear communication and the objectives, the timetable 时间表, the pricing structure, the volumes 数量，额度, the services offered are all clearly laid out. And the need to frequently recap 扼要重述, to go over points that have been agreed, to make sure that both parties have agreed them and then to write them down in a legal form is very important. The legal drafting of a negotiation is the most crucial 决 定性的 part and you have to be careful that what you’ve said verbally is captured correctly in the written form, because often when the lawyers get to working through a negotiation, they can change terms quite subtly 巧妙地；细微的; you have to be very careful with the written language.
Tip 4 Let’s imagine that you wanted to buy office supplies over a period of time for your new office. When you’re meeting with the vendor 卖方 of these supplies, they are quite resistant 不肯让步的 to changing their prices – they say they have a set price range or they have a retail price that’s fixed. There are many things that you could try to suggest to them to be more flexible on their pricing. You might start off with expressions like, “We want a long-term 长期 relationship, we want to be involved with you for many years and we’d like you to take into account the fact that we are prepared to commit 进入，投入 over a long-term period and we feel that that long-term commitment deserves a reduction in pricing. If we commit to a longer-term contract over many years with you, will you reduce your pricing by 10 percent? And if we increase our volume of purchasing to a higher level, will you reduce your pricing by a further 10 percent? So we really encourage you to go back to your board 董事会 and re-examine your pricing policy. And we also would like to point out that there are other market competitors and other suppliers that we are aware of, we know that pricing is flexible in the market and we want to be realistic with you and we would ask that you’re realistic in terms of the pricing policy that you have.”
Tip 5 Often in a negotiation, the two people, one on each side, have to report back to their own bosses. And one way to earn the trust of your counterparty 订约方 is to make him feel that you are willing to take a risk for him, that you are willing to take some pain for him and that you are willing to work with him to create a proposal that can be successfully sold to both superiors, both boards. An example might be of a salesman who says to his counterparty: “My board has said I have to sell this at £50 but I’m going to do everything in my power to persuade them that I’m going to sell it you for £45. I will do whatever I can to reduce the price for you. Because I value our partnership 伙伴关系, I value our friendship, I want this to succeed and it’s going to be a win-win for everyone.” The other person hearing this thinks, “Well that’s great. This salesman is going to fight his board, take additional pressure from his superiors, reduce the terms of the deal; and he’s going to do all that so that we can create a successful partnership and create a deal that I can sell to my own board. That’s wonderful.” Now, the first salesman may actually have approval to sell at £40 rather than 50, so in fact he’s just using a tactic 策略 to try and gain the trust of the other party and he’s keeping a margin 差额. He’s building in a margin of comfort for himself in case the other party says, “Well 45 sounds great, but why can’t we do 42?” in which case he can turn around and say 转而说, “You’re killing me here 你让我毫无余地了, I’m not going to make any money on this deal but OK, I think I can make 42 work”. Actually he’s all right because he was meant to do 40. So that’s just one tactic is to make your counterparty a friend and make him feel that you’re willing to take pressure and a risk for him.
Tip 6 I’ve been in many negotiations where there’s been screaming and shouting. And it’s incredible how much goodwill 亲善感觉 evaporates 消失 as a result of that. It’s important to maintain decorum 礼貌 and not, for example, start attacking the other company’s product quality. I think when those kinds of issues are raised, they have to be raised in a very neutral 中立的 way, not in an aggressive 挑衅性 的 way because that can backfire 产生适得其反的效果 because people become defensive 防卫性的. “Everyone in the street says that your product is fine, but your after-sale maintenance is rubbish.” That is a negative statement that doesn’t help me achieve what I want. What I really want is to say, “I like your product but I need to be sure that the after-sale maintenance is of a good standard.” So I might say, “One of the things that our company takes very seriously 很看重的 is after-sale maintenance. Can you describe to me some of the measures 措施 that you will take to ensure that your after-sale maintenance is of a top quality and I hope you will understand that we are going to build into the contract various penalties in the event that after-sale maintenance is not of a required standard, and I hope you understand why that is important for us.” And it helps save face, and saving face is one of the important aspects of negotiation. You will fail in a negotiation if you cause your counterparty to lose face and even if it does succeed there will be negative energy created and there will be resentment 怨恨 in future.
Tip 7 Positive reinforcement 积极的鼓励 is very very helpful for a negotiation. It’s very good to praise your counterparty where you can, even while introducing negotiation subjects or topics that might be difficult. For example, “I want to remind you that our board considers you the best company in the field, you’ve got the most complementary 相配的 mix of products, you’ve got the widest geographical reach, you’ve got the strongest balance sheet 最强的决算表数值, your reputation is the best and even though other competitors offer 10 percent less than you, our board is committed to working with you because we recognise the quality of services and the complementary nature of our businesses”. So in that sentence you have the praise for the company but you’ve also introduced the concept of a 10 percent discount and reminded them that there is a possibility that you can go elsewhere if necessary. Another key aspect of a negotiation to keep it positive is reminders of the benefits to both parties. And as you work on a negotiation, you may say, “We’re really excited at the prospect of bringing together two of the largest companies in this area and the strength and the synergies 协同效应 and the positive momentum that will be derived from a tie- up 关联关系 together. Yes, we’re focusing on pricing and we really want 10 percent less than you’ve offered us, but let’s look at the bigger picture 更广的全 局 again”. And so trying to create a bigger picture, the win-win concept, creates an atmosphere of encouragement and positivity and in the end can lead to compromise.
Tip 8 Parking 暂时放置 a difficult issue is a common device. Out of fifty items there might be five or ten that you can’t resolve or you may need to take back to your boss or your board for further discussion. In this situation, you might say something like, “Let’s work through the items that we can agree on now, that we know are workable and we’ll park the difficult items and we’ll get back to each other next week in our next set of meetings”. Or, “Let’s leave those items for now until we can get more feedback from our board or more direction from our superiors”.
Tip 9 Sometimes when negotiations are not progressing well or in order to complete a negotiation, you have to start using sweeteners （原意：甜味料）在此文中指“好 处、利益” to make the deal sweeter. These may not be cash-related, they may not be price-related, but they generate an overall feeling of satisfaction and completion for the party that you are dealing with. And it may be for example, if you are trying to hire a high-flying 成功的, well-regarded banker, that instead of focusing purely on the cash compensation you may want to start looking at some fringe benefits that are important to his feeling of status; for example club memberships or having his children at the best international schools or maybe access to a private jet. There are many different ways that go beyond just the pure cash payment.
Tip 10 I think the skill sets 技能组合 are very similar when working within your own organisation as compared to when you’re negotiating with a counterparty. For example: being polite, being clear, being respectful, being timely, being professional – all those aspects of your working life and profile are as important within your company as outside your company. If you want to get your team to meet a sales target and you have to encourage them, if you want to try a new angle of approach with customers, if you want to introduce a new product within your company, if you want to have your boss give you a day off, if you want to negotiate for a pay increase or to increase the commission 佣金 that you get – all of these require day-to-day negotiating skills within your company. Even if you want to get someone to get you a cup of coffee you’ve got to go and persuade them that it makes sense for them to do it.
（答案见下）
阅读理解练习 - 答案 (ZT)
1. Daniel 谈到任何商务谈判的最终目的是什么？
答案：达到“双赢” win-win situation，双方都应感到所达成的合作伙伴关系是双方互利并会 给双方带来更佳前景。
2. Daniel 谈到在谈判中可以采取何种策略来赢得对方信任？
答案：表现出你甘愿为对方承担风险。比如，表现出你不惜为对方违背自己上司而在谈判中赢 得对方的肯定与信任。
3. 是否应该在谈判中尽量避免可能会引起争论的话题？
答案：否。但是在触及这样的话题时应注意提出的方式方法，不能太唐突或有挑衅口吻。有时 你可以在称赞对方的同时适当触及这样的敏感话题。
4. 为什么在谈判中需要时时注意不忽视 the bigger picture – 大方向？
答案：把注意力集中在 bigger picture 这样的大方向前提上可以帮助双方创造出有促进作用 的积极气氛。
5. 在谈判中是否必须严格遵照议事日程上规定需商议的事项？
答案：否。谈判时我们需要具备一定的灵活性。为了确保谈判的进程，有时我们可以把一些一 时难以解决的问题 park 就是做暂时的放置。
http://http-ws.bbc.co.uk.edgesuite.net/mp3/ukchina/simp/2010/01/bbc_bc_business_negotiations_au_bb.mp3
http://www.bbc.co.uk/ukchina/simp/elt/2010/06/100127_bc_business_expert_negotiations_story.shtml
阅读理解练习
1. Daniel 谈到任何商务谈判的最终目的是什么？
2. Daniel 谈到在谈判中可以采取何种策略来赢得对方信任？
3. 是否应该在谈判中尽量避免可能会引起争论的话题？
4. 为什么在谈判中需要时时注意不忽视 the bigger picture 大方向？
5. 在谈判中是否必须严格遵照议事日程上规定需商议的事项？
Tip 1 If I was going into a negotiation later this week, for example to hire a contractor 承包人 to build my house, I would have to take a number of steps before we went into the detailed negotiations. I would have to know exactly what it was that I wanted in terms of the nature of the fixtures and fittings 固定装置, the different types of stonework（建筑物）砖石部分 and other materials; I would have a timeline 时间表 in my mind of how long I wanted to take for this procedure; I would want to have some guarantees in place in my mind in terms of if the builder did not provide some of the service or was late or didn’t turn up or the service was substandard 不达标的, so there would have to be a list of penalties 罚款，责罚. I would look at some of the past work that the builder had completed, I would look at the company website, I might call some references 证明、鉴定 if they had clients on their website who were available as references. I might talk to architects around town to get some kind of idea of the quality of their work, and I would like to just be sure that all that preparation was done before a meeting began.
Tip 2 The ultimate objective 目标 for a negotiation is to create a win-win situation or 双 赢, where both sides feel that the partnership is mutually beneficial 双赢 and will improve the prospects 前景 of both companies. Having that frame of mind 心境, having that mindset 心态, is quite important and being able to identify areas that you feel are beneficial to both parties is very important.
Tip 3 In my experience, successful negotiations are really helped by clear communication and the objectives, the timetable 时间表, the pricing structure, the volumes 数量，额度, the services offered are all clearly laid out. And the need to frequently recap 扼要重述, to go over points that have been agreed, to make sure that both parties have agreed them and then to write them down in a legal form is very important. The legal drafting of a negotiation is the most crucial 决 定性的 part and you have to be careful that what you’ve said verbally is captured correctly in the written form, because often when the lawyers get to working through a negotiation, they can change terms quite subtly 巧妙地；细微的; you have to be very careful with the written language.
Tip 4 Let’s imagine that you wanted to buy office supplies over a period of time for your new office. When you’re meeting with the vendor 卖方 of these supplies, they are quite resistant 不肯让步的 to changing their prices – they say they have a set price range or they have a retail price that’s fixed. There are many things that you could try to suggest to them to be more flexible on their pricing. You might start off with expressions like, “We want a long-term 长期 relationship, we want to be involved with you for many years and we’d like you to take into account the fact that we are prepared to commit 进入，投入 over a long-term period and we feel that that long-term commitment deserves a reduction in pricing. If we commit to a longer-term contract over many years with you, will you reduce your pricing by 10 percent? And if we increase our volume of purchasing to a higher level, will you reduce your pricing by a further 10 percent? So we really encourage you to go back to your board 董事会 and re-examine your pricing policy. And we also would like to point out that there are other market competitors and other suppliers that we are aware of, we know that pricing is flexible in the market and we want to be realistic with you and we would ask that you’re realistic in terms of the pricing policy that you have.”
Tip 5 Often in a negotiation, the two people, one on each side, have to report back to their own bosses. And one way to earn the trust of your counterparty 订约方 is to make him feel that you are willing to take a risk for him, that you are willing to take some pain for him and that you are willing to work with him to create a proposal that can be successfully sold to both superiors, both boards. An example might be of a salesman who says to his counterparty: “My board has said I have to sell this at £50 but I’m going to do everything in my power to persuade them that I’m going to sell it you for £45. I will do whatever I can to reduce the price for you. Because I value our partnership 伙伴关系, I value our friendship, I want this to succeed and it’s going to be a win-win for everyone.” The other person hearing this thinks, “Well that’s great. This salesman is going to fight his board, take additional pressure from his superiors, reduce the terms of the deal; and he’s going to do all that so that we can create a successful partnership and create a deal that I can sell to my own board. That’s wonderful.” Now, the first salesman may actually have approval to sell at £40 rather than 50, so in fact he’s just using a tactic 策略 to try and gain the trust of the other party and he’s keeping a margin 差额. He’s building in a margin of comfort for himself in case the other party says, “Well 45 sounds great, but why can’t we do 42?” in which case he can turn around and say 转而说, “You’re killing me here 你让我毫无余地了, I’m not going to make any money on this deal but OK, I think I can make 42 work”. Actually he’s all right because he was meant to do 40. So that’s just one tactic is to make your counterparty a friend and make him feel that you’re willing to take pressure and a risk for him.
Tip 6 I’ve been in many negotiations where there’s been screaming and shouting. And it’s incredible how much goodwill 亲善感觉 evaporates 消失 as a result of that. It’s important to maintain decorum 礼貌 and not, for example, start attacking the other company’s product quality. I think when those kinds of issues are raised, they have to be raised in a very neutral 中立的 way, not in an aggressive 挑衅性 的 way because that can backfire 产生适得其反的效果 because people become defensive 防卫性的. “Everyone in the street says that your product is fine, but your after-sale maintenance is rubbish.” That is a negative statement that doesn’t help me achieve what I want. What I really want is to say, “I like your product but I need to be sure that the after-sale maintenance is of a good standard.” So I might say, “One of the things that our company takes very seriously 很看重的 is after-sale maintenance. Can you describe to me some of the measures 措施 that you will take to ensure that your after-sale maintenance is of a top quality and I hope you will understand that we are going to build into the contract various penalties in the event that after-sale maintenance is not of a required standard, and I hope you understand why that is important for us.” And it helps save face, and saving face is one of the important aspects of negotiation. You will fail in a negotiation if you cause your counterparty to lose face and even if it does succeed there will be negative energy created and there will be resentment 怨恨 in future.
Tip 7 Positive reinforcement 积极的鼓励 is very very helpful for a negotiation. It’s very good to praise your counterparty where you can, even while introducing negotiation subjects or topics that might be difficult. For example, “I want to remind you that our board considers you the best company in the field, you’ve got the most complementary 相配的 mix of products, you’ve got the widest geographical reach, you’ve got the strongest balance sheet 最强的决算表数值, your reputation is the best and even though other competitors offer 10 percent less than you, our board is committed to working with you because we recognise the quality of services and the complementary nature of our businesses”. So in that sentence you have the praise for the company but you’ve also introduced the concept of a 10 percent discount and reminded them that there is a possibility that you can go elsewhere if necessary. Another key aspect of a negotiation to keep it positive is reminders of the benefits to both parties. And as you work on a negotiation, you may say, “We’re really excited at the prospect of bringing together two of the largest companies in this area and the strength and the synergies 协同效应 and the positive momentum that will be derived from a tie- up 关联关系 together. Yes, we’re focusing on pricing and we really want 10 percent less than you’ve offered us, but let’s look at the bigger picture 更广的全 局 again”. And so trying to create a bigger picture, the win-win concept, creates an atmosphere of encouragement and positivity and in the end can lead to compromise.
Tip 8 Parking 暂时放置 a difficult issue is a common device. Out of fifty items there might be five or ten that you can’t resolve or you may need to take back to your boss or your board for further discussion. In this situation, you might say something like, “Let’s work through the items that we can agree on now, that we know are workable and we’ll park the difficult items and we’ll get back to each other next week in our next set of meetings”. Or, “Let’s leave those items for now until we can get more feedback from our board or more direction from our superiors”.
Tip 9 Sometimes when negotiations are not progressing well or in order to complete a negotiation, you have to start using sweeteners （原意：甜味料）在此文中指“好 处、利益” to make the deal sweeter. These may not be cash-related, they may not be price-related, but they generate an overall feeling of satisfaction and completion for the party that you are dealing with. And it may be for example, if you are trying to hire a high-flying 成功的, well-regarded banker, that instead of focusing purely on the cash compensation you may want to start looking at some fringe benefits that are important to his feeling of status; for example club memberships or having his children at the best international schools or maybe access to a private jet. There are many different ways that go beyond just the pure cash payment.
Tip 10 I think the skill sets 技能组合 are very similar when working within your own organisation as compared to when you’re negotiating with a counterparty. For example: being polite, being clear, being respectful, being timely, being professional – all those aspects of your working life and profile are as important within your company as outside your company. If you want to get your team to meet a sales target and you have to encourage them, if you want to try a new angle of approach with customers, if you want to introduce a new product within your company, if you want to have your boss give you a day off, if you want to negotiate for a pay increase or to increase the commission 佣金 that you get – all of these require day-to-day negotiating skills within your company. Even if you want to get someone to get you a cup of coffee you’ve got to go and persuade them that it makes sense for them to do it.
（答案见下）
阅读理解练习 - 答案 (ZT)
1. Daniel 谈到任何商务谈判的最终目的是什么？
答案：达到“双赢” win-win situation，双方都应感到所达成的合作伙伴关系是双方互利并会 给双方带来更佳前景。
2. Daniel 谈到在谈判中可以采取何种策略来赢得对方信任？
答案：表现出你甘愿为对方承担风险。比如，表现出你不惜为对方违背自己上司而在谈判中赢 得对方的肯定与信任。
3. 是否应该在谈判中尽量避免可能会引起争论的话题？
答案：否。但是在触及这样的话题时应注意提出的方式方法，不能太唐突或有挑衅口吻。有时 你可以在称赞对方的同时适当触及这样的敏感话题。
4. 为什么在谈判中需要时时注意不忽视 the bigger picture – 大方向？
答案：把注意力集中在 bigger picture 这样的大方向前提上可以帮助双方创造出有促进作用 的积极气氛。
5. 在谈判中是否必须严格遵照议事日程上规定需商议的事项？
答案：否。谈判时我们需要具备一定的灵活性。为了确保谈判的进程，有时我们可以把一些一 时难以解决的问题 park 就是做暂时的放置。
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