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Preparing to negotiate
谈判前的准备
学习内容提要：
The importance of preparing for a negotiation谈判前做准备的重要性
Usefulphrases for asking for ,giving and responding to opinions询问意见、陈述观点以及作出回应的实用表达
Usefulphrases for prioritizing and giving reasons确定谈判优先顺序并说明理由的实用表达
Context 情景
1 a 你认为谈判前的准备工作有多重要？你会怎样为谈判做准备？
b 阅读以下有关为谈判做准备的文章节选。你同意RupertMack 说的吗？给出你的理由。
Good preparation is key to a successful negotiation ,according to Rupert Mack, Head of Managements Studies at Denton College. ‘Being underprepared can mean you fail to reach agreement with the other party---that’s why it’s important to spend some time before hand thinking about what you ideally want to get out of the negotiation ,and what you are prepared to accept. Prioritize your aims ---what’s your main aim?What secondary goals do you have ? Are you flexible about what you want to achieve? If you can’t achieve your ideal goal,what would be an acceptable end to the negotiation for you---that is ,the best alternative to a negotiated agreement (BATNA)? ‘The best step is to consider the approach you will take ---will you negotiation face to face or on the phone ? Will you be on your own or as part of a team ? What will your role be? ‘Also try and find out as much as you can about the person or team you will be negotiation with ---who are they?What’s their role in the company ?What might they want out of the negotiation?And what might their objections be to your proposals ?If the other party is from a different culture,think how their way of negotiating might be the same as , or different from , your own.Consider how you might try to build trust and understanding, offer compromises and find common ground ---crucial not just for the success of this negotiation but for building a long-term business relationship? ‘It can be useful to run through your ideas with a colleague ,ask their advice,and so on .If you are negotiation on behalf of others, perhaps a group of colleagues ,take time to understand their concerns so that you can accurately represent their views’. |
2 请听设计公司和零售商之间的谈判对话，回答下列问题。
1 How satisfactory wastheir preparation for the negotiation ? Give your reason.
2 How successfully do they negotiate the design fees? Give your reasons.
3 回想一下你最近参加的一次谈判，回答下列问题。
●Howsuccessful were you in achieving your aim(s)?
●How old you prepare for the negotiation? Howsatisfactory was your preparation?
小贴士 更多有关团队谈判以及如何让他人参与谈判的内容，参见Unit 5 |
Presentation 语言呈现
表达观点
1 请听两名同事为谈判做准备时的对话，回答下列问题。
1 What business do the speakers work in ?
2 Who are they going to negotiation with?
3 What is their main aim?
4 What else do they hope to achieve in the negotiation ?
5 What proposals do theyconsider making?
6 What objections might the other party have?
7 What offer do they decide to make?
小贴士 更多有关提出建议和回应建议的内容，参见Unit 3 |
2 请看以下表达。再听一遍对话，在你听到的表达后面画钩。
Asking for opinions
What d o you think ( about )...?
What are your thoughts (on) ...?
How doyou feel (about)...?
What’s your view/opinion (on)...?
Do you think ...?
Do you agree?
Responding to opinions
正面的/积极的回应
(That’s a )good idea .
That sounds good /fine/(to me ).
I agree.
负面的/消极的回应
I (can)see what you mean /your point,but...
I don’t think (that would work).
I’m not sure (I agree).
Giving opinions
I (don’t) think we should /could/ought to ...
You /We could (perhaps)...
It might be (a good idea to )...
Don’t you think we should ...?
In my opinion/view , we should ...
小贴士 情态动词（should,might等）后面用不带to的动词不定式，例如，it might work. |
确定谈判优先顺序并说明理由
3 a 请看以下确定谈判优先顺序以及说明理由的句子。
确定谈判优先顺序
● I’d prefer to focus on trying to reduce our working hours .
● Making a profit is not as important as building along-term business relationship.
说明理由
●Cutting staff would allow us to remain profitable .
● offering a discount might enable us to win the contract .
请看2.8.2中音频1.2的录音文本中画线的表达。哪些表达是用来：
1 prioritize aims
2 giving reasons
小贴士 更多有关礼貌地/委婉地提出异议的表达方式，参见第41页 |
b 对照“重要词汇和表达”部分，核对答案。
发音练习
4 a 下面各组动词/名词摘自同一段录音文本，标出每个单词的重读音节。
1 object/ objection
2 negotiate/ negotiation
3 agree/agreement
4 prepare/preparation
b 听录音，核对答案
Practice 演练
陈述观点
1 搭配左右两栏，组成一个完整的句子。
1 I can see a about offering 10% off
2 I think we should b good to me .
3 How do you feel c what you mean.
4 That sounds d that would work
5 I’m not e sure I agree.
6 I don’t think f give a discount .
2 a 下面是两位美国同事为合同谈判做准备时进行的对话。请按正确的顺序排列。
| a | We could ask for $60 per hour for standard courses. | |
| b | That’s a good idea ,but what do you think we should do about our specialized programs? | |
| c | I think we should reduce our charges so that we’re more competitive . | |
| d | I agree. we’re far more expensive than other training companies .But what do you think we should charge? | |
| e | That\nsounds good to me. I’ll let the rest of the team know our decisions. | |
| f | How do you feel about charging $100? They do take longer to prepare… |
b 听录音，核对答案。
确定谈判优先顺序并说明理由
3 完成下列句子
1 I‘d p to hold the interviews next weak rather than this week .
This would e us to have more time to prepare. I hope you have no objection .
2 The negotiation for the MFY contract isn’t a important for us as you might think b it will only bring in $2,500.
3 It might be better to reduce our charges s t we remain competitive .
4 Our m aim should be to maintain current staff numbers , a we will not be able to cope with the workload otherwise.
5 I think we should ask for cheaper fittings. T W ,we ‘ll stay within our budget.
Does anyone have any other proposals?
4 请听以下这些来自练习3句子中的单词，找出每个单词中重读的音节。
1 prefer 2 enable
3 objection 4 negotiation
5 contract 6 competition
7 maintain 8 workload
9 budget 10 proposals
5 请看音频1.1 的录音文本（第97页）。你会给两名谈判者什么建议来提高他们的谈判技巧？
Consolidation巩固练
1 设想你即将参加一场谈判。用以下的表格帮助你为谈判做准备。
| Preparing for a negotiation | |
| Consider the following
| Notes |
| Your objectives(e.g.main/secondary; points you are prepared to give up/ trade) | |
| Your approach(e.g.negotiation alone/ with colleagues; the order in which to bring up your points) | |
| The other party (e.g.name,role,company culture;what they might want to achieve ; possible objection to your proposals, compromises,shared interests) | |
| Language you will need (e.g.words/phrases,pronunciation) | |
2 谈判结束后，用几分钟时间反思一下。谈判是否成功？你对谈判前所做的准备。
Reference重要词汇和表达
Useful phrases实用表达
Asking for opinions 询问意见
What do you think (about the offer)? | （对于这个报价，）你怎么看？ |
What are you thoughts (on their proposal)? | 对于他们的提议，）你有什么想法？ |
How do you feel (about the contract)？ | 你觉得（这份合同）怎么看 |
What’s your view /opinion (on the finances? | 你对（财务状况）有什么看法？ |
Do you think we should (negotiation)? | 你认为我们应该谈判？ |
Do you agree? | 你同意吗？ |
Giving opinions 陈述观点
I (don’t) think we should/could/ought to (reduce the price). | 我认为我们不应该（降低价格）。 |
You/We could (perhaps) agree to (offer a lower price). | 你们、我们应该（或许）同意（报更低的价格）。 |
It might be a good idea to (give a house). | (给额外好处)可能是个好主意。 |
Don’tyou think we should (question their figures )? | 你难道不认为我们应该（质疑他们的数据）吗？ |
I my opinion / view , we should (find out more information). | 我认为我们应该（了解更多的信息）。 |
Respondingto opinions 做出回应
正面的/ 积极的回应
（That’s a）good idea. | (这是个)好主意 |
That sounds good/fine (to me). | (我觉得)听起来不错。 |
I agree. | 我同意。 |
负面的/消极的回应
I(can) see what you mean / your point, but (I’m not sure I agree). | 我理解你的意思/观点，但（我不确定我会同意）。 |
I don’t think that (would work). | 我不认为（那是有用）。 |
I‘m not sure (I agree). | 我不确定（我会同意）。 |
Prioritizing确定谈判优势优先顺序
It would/ might be better to (focus on getting an earlier delivery date ). | 最好（先重点关注确定较早的交货日期） |
I’d prefer to (negotiate over price ) rather than (speed of delivery). | 我想侧重（谈价格）而不是（送货速度）。 |
Our main aim should /ought to be to (get a competitive deal). | 我们的主要目标应该是（达成一笔有竞争力的交易）。 |
（Quantity）isn’t as important as (quality). | (数量)不如（质量）重要。 |
（The delivery cost for Model 343）is less important than (for Model 958). | （型号343的运送成本）没有（型号985）重要。 |
Giving reasons 说明理由
Because (of) / as | 因为…….. |
So that | 以便，为了…… |
This would/might mean that….. | 这可能意味着…… |
This means that…. | 这将意味着. |
| This would allow/enable/help us to... | 这将允许/使得/帮助我们...... |
| That way, we could... | 我们可以...... |
Vocabulary词汇
Contracts 合同
agree v. 商定；同意 | agreement n. 协议一致 |
aim v. 旨在 | aim n. 目标 |
budget v. 编制预算 | budget n. 预算 |
Charge v. 开价 | charge n. 费用 |
competitive adj. 有竞争力的 | discount n. 折扣 |
fee n. 费用 | |
fit v. 安装 | fitting n. 配件附件 |
issue n.（杂志或报纸的）期，号 | lower (a price) 降低（价格） |
negotiate v. 谈判；协商 | negotiation n. 谈判协商 |
| negotiator n. 谈判者 | objective n. 目标; 目的 |
| prepare v. （为…做准备 | preparation n. 准备 |
quote v. 报价 | quote n. 报价 |
reduce（aprice）降低（价格） | satisfactory adj. 令人满意的 合适的 |
specify v. 明确说明 详述 | specification n. 具体说明 |
succeed v. 成功达成 | success n. 成功 |
学习建议 记录下典型错误及其正确的表达。例如， 错误：I should to ask ….. 正确：I should ask …. 通读你所写的东西时，可以将这个记录作为一个核对清单。 |
Review复习
Skills 技巧
1 你会给在谈判做准备的人准备什么样的小贴士？
2 听录音，判断给 Karen 什么样的小贴士可以使她准备得更充分？
Useful phrases 实用
下列某些句子中有错误，请找出并改正。
1. I don’t think we should to sign the contract.
2. How do you feel about negotiate on your own.
3. I don’t think that would work.
4.What your thoughts are on lowering the price.
5.It might be a good idea to consider their possible objections.
6.Our mai aim ought be agreeing a realistic schedule.
Vocabulary词汇
填空
| Verb | Noun |
| specify | 1 |
| 2 | quote |
| agree | 3 |
| 4 | fitting |
| charge | 5 |
| 6 | negotiation |
Pronunciation 发音练习
从“重要词汇和表达”部分的单词表里选出五个单词，标出每个单词中重读的音节。
1
2
3
4
5
