Reaching agreement                 

                                  商议条款

学习内容提要：

• Persuading and bargaining 说服对方和讨价还价

• Listening skills 倾听的技巧

• Useful phrases for checking and clarifying, and giving reassurance 确认与澄清以及作出保证的实用表达

Context情景

1 听一位有经验的谈判者谈如何在谈判中商议条款。边听边做笔记，在对应的标题下写出他所说的有关影响对方的内容。

Presentation   语言呈现

商议条款

1 以下是大型公关代理公司Imagewise公关传媒部主管写给物业主管的电子邮件，讨论办公室搬迁的问题。邮件中提到了以下哪些内容？

 1.Need a quiet working environment              [     ]

   2. Need catering facilities                                   [     ]

   3. Need new computing equipment                  [     ] 

   4. Need a lot of storage space                           [     ]

   5. Need additional lighting                                [     ]

2 请听Tita Aiguillar与TerryNorton 之间的一段谈判，Terry负责监督Imagewise 公司公关传媒部办公室的搬迁。将框中的表达填入空格中以补全谈判内容的摘要。

Tita asks­­­ for 1____ in all rooms. This means members of staff can 2____.  She also asks for an area for 3______.Employees need accessto it 4_____.   

3 读2.8.5的电子邮件，再听一次谈判录音，补全下面的句子。

 Bargaining 讨价还价

1 Ifyou______ quiet rooms will be made available, then we will  _____for open-plan office space.

2______additional storage is made available, _____accept having a  smaller cupboard.

3_____put in phone lines and Internet accessto all rooms, _____use any as a meeting room.

4_____provide additional storage somewhere on the floor, then ______tomanage with a small cupboard.

Persuading说服对方

5 I  know _____ our productivity relies on being able to work in a quiet environment.

6 I’m sure _____we require plenty of storagespace.

Giving reassurance 作出保证

7 I can _____ the number of rooms required is no different to the agreed plans.

8 You ____ your department has the standard amount of storage.

4 将下面句子的前后两部分连接起来。

      1 If small desks are provided,                                 

      2 If the width of the aisle were  reduced,                

      3 Members of staff located   on the ground floor will be  disadvantaged                 

     4 Provided that overhead lighting is sufficient in the corner,          

      5 Disabled members of staff  and visitors would have easy  access throughout the building      

      a if lifts and ramps were  provided.

      b we could use it as a hot-desk area.

      c we will need extra surfaces  for laying out our designs.

     d it would be a fire hazard.

     e if all the meeting rooms are located on the first floor only.

5 请听公关传媒部主管Tita和物业主管Terry谈判对话的第二部分，判断以下说法是否正确?

   1 Terry agrees to give theCommunications Team  more storage.    [  True  ]   [False]

  2 Terry gives a clear yes-no answer.                                            [  True  ]   [False] 

发音练习

请听以下谈判的节选部分，标出听起来词语连续的地方。

 I mean, we could use the room for a meeting---perhaps for a teleconference – or equally, a member of staff may need to phone a  colleague abroad, which will take a long time, so  they could use the telephone in the room instead of  at their desk, to avoid disturbing their colleagues.

确认与澄清

7 阅读2.8.5音频4.2的录音文本。在用于确认与澄清的表达下面划线。这些表达可以用来验证你的理解是否正确。

Practice演练

1 按正确的顺序排列以下邮件的内容。

 a I am sure you understand that our research scientists need a quiet and clean environment.

b I am writing with reference to the construction of the new research

c If you can guarantee that dust will be dampened and that noise will

d In which to work. While we are looking forward to moving into new laboratories,

e then we will be able to continue our work. If you cannot guarantee this,

f  we need reassurance from you that the building works will cause as little disruption as possible.

g we will have to reconsider the works schedule.

讨价还价

2用恰当的表达式完成下列句子。 

      We need to be able to rely on our suppliers.1_____shipping the computer hard drives from your factory in Eastern Europe is not going to delay the opening of our office,2_____.

      Weneed to be sure of high quality.3______ that you can supply  reliable computer components, 4_____consider placing an order  with you.

      5______include a two-year warranty for each item, we 6______  sign the contract.

3 用框中的动词补全下列句子。

     1 If we _____from an open-plan area to individual offices, we would need more floor space, which would be too expensive.

     2 If management ______our open-plan area, they would realize now  noisy and consequently unproductive it can be.

     3 If the packing crates are delivered next week, we ______emptying our cupboards for the move the following week.

     4 Staff _____restless if the office moveis postponed again. They were frustrated by the initial delay.

     5 More people ______public transport when travelling to and from work if bus stops were located nearby.

     6 If a hot-desk area is provided, staff can _____ to work while their computers are set up at their new desks.

说服对方与做出保证

4 请看以下卡片，回答上面提出的问题。

 倾听的技巧

5 听下列的句子，说话者真正的意思是什么？

1 a Dust and noise will definitely beminimized.    

   b Dust and noise might be minimized.

2 a Research work definitely won’t bedelayed.

  b Research work hopefully won’t bedelayed.                            

3 a Staff willdefinitely have the amount of storage space they need

   b Staff should have the amount of storage space they need.

6 a 大声读出下列的句子，模仿英语母语者进行连读。

    1 I am not sure if I have understand you correctly.

   2 Would it be correct to say that you do not need teleconferencing facilities in all the meeting rooms?

   3 Provided you can guarantee high-quality goods，I will accept your offer.

  b  听录音，核对答案。

Checking and clarifying 确认与澄清

7 a 请看以下卡片，将所列表达放在对应的标题下面。

 b 大声练习这些表达。

c 听录音，用卡片上的表达来阐明观点和做出回应。

Consolidation  巩固练习

 1 设想你即将参加一场谈判，在第92页的表格中记录下商议条款过程中可能会用到的表达

2 大声练习以上表格中所列的表达，注意连续并给自己录音。

 3 谈判结束后，用几分钟的时间思考一下：

 Did you reach agreement? Why not? How did it go?

  What would you do differently next time? Why?Why not?

Reference 重要词汇和表达

Useful phrases 实用表达

Bargaining讨价还价

Persuading说服对方

Giving reassurance  作出保证

Checking you ‘ve understood correctly确认理解是否正确

Showing understanding 表示理解

Clarifying澄清

Vocabulary 词汇

Office relocation办公室搬迁

Review 复习

Skills 技巧

列出上一条条款过程中可能会用到的小贴士。使用以下标题；说服对方（persuading）、倾听(listening)、确认(checking)、澄清（clarifying）和做出保证（giving reassurance）。

Useful phrases 实用表达

1 按正确的语序排列以下短语。

 1 correctly. /if/I’m/ I’ve/not/sure/understood/you

 2 agree to /disturbance/is/ minimal,/next month./Provided/starting/that/the work/we

 3 agree /I/know/that/…/you’ll

 4 assure/can/I/that/…/you

2 用括号中动词的正确形式补全下列句子。

1 If you can guarantee quick delivery, we__ （order）20,000 units.

2 If building work started next month , production__(be delayed) and we might lose thecontract.

3 New lighting__(be installed) if the existing lighting didn’t meet Health and Safety requirements.

4 Productivity__(drop)in summer if we don’t have air conditioning.

Vocabulary 词汇

   用与办公室搬迁谈判相关的词汇完成下列填字游戏。

Across

1 the intended layout of the office

2 cupboard space

5 place where meetings can be held

6 to cause disruption

Down

1______that you deliver on time ,we can accept.

3 Disabled staff need easy _______to their desks.

4 a level in an office building

Pronunciation发音练习

在第2.8.5音频4.3的录音文本中标出你认为连续了的单词。然后听音频，核对答案。

Transcripts

 4.1

SO,in the bargaining phase of a negotiation, when you put conditions to the offersyou are making, your business partner won’t necessarily accept immediately.This is because he or she is probably starting with a different viewpoint to you, and a first step in avoiding argument is to show respect for your partner’s opinion and needs. Never say ‘you are wrong’. Instead, try to seethings from your partner’s point of view. When trying to persuade your partner,make them feel important, show respect, and let your partner feel the solution is their idea. Let them do the talking.

Youn eed to be a good listener. Check and clarify a few issues to prove that you really are listening, and it helps you to ‘read between the lines’ to establish what they really are saying. If your partner remains unsure, give them reassurance, talk in terms of their interests and demonstrate how agreement can benefit you both.

4.2

TerryNorton I’m not sure if I’ve understood you correctly. Am I right in thinking that you need some rooms to be used as quiet rooms in addition to normal meeting rooms?

TitaAiguillar Yes,that’s right. I can assure you that the number of rooms required is no differently to the agreed plans, we just need to have them assigned slightly differently.If you put in phone lines and Internet access to all the rooms, we could use any as a meting room or a quiet room and it won’t make any difference to your plans.

TN When you say you can use any room, what do you mean exactly？

TA  I mean we could use the room for a meeting--perhaps for a teleconference--or equally, a member of staff may need to phone a colleague abroad, which will take a long time, so they could use the telephone in the room instead of at their desk, to avoid disturbing their colleagues.

TN  I see.

TAThe other issue we need to clarify is how much storage my staff will have. If you can provide extra storage somewhere on the floor for the archive my members of staff need access to, then we are prepared to manage with a small cupboard behind each desk. 

TN Would it be correct to say your staff don’t need access to the archives very often?

TA No, that’s not really accurate. I would say almost on a daily basis.

TN  Hm.I’m sure you’re aware we have limited space, and what we have needs to be divided between your department and the marketing department. You can be sure that your department has the standard amount of storage and that it will be located aspossible to yourstaff.

4.3

TitaAiguillar Theother issue we need to clarify is how much storage my staff will have. If you can provide extra storage somewhere on the floor for the archive my members of staff need access to, then we are prepared to manage with a small cupboard behind each desk.

TerryNorton Would it be correct to say your staff don’t need access to the archives very often?

TA No, that’s not really accurate. I would say almost on a daily basis.

TN Hm.I’m sure you’re aware we have limited space, and what we have needs to bedivided between your department and the Marketing Department. You can be surethat your department has the standard amount of storage and that it will be located as near as possible to your staff.

4.4

I mean, we could use the room for a meeting--perhaps for a teleconference -– orequally, a member of staff may need to phone a colleague abroad, which will take a long time, so they could use the telephone in the room instead of at their desk, to avoid disturbing their colleagues.

4.5

1         I understand your concerns about noise and dirt. You can be sure that the strictest health and safety regulations have been followed.

2         I appreciate the fact that you don’t want the construction work to cause delays for your research. I can assure youthat we will do our very best to avoid that.

3         I realize that you are worried about storage space. I assure you that we will provide you with the standard amount.

4.6

1     I’m not sure if I’ve understood youcorrectly.

2    Would it be correct to say that you don’t need teleconferencing facilities inall the meeting rooms?

3   Provided you can guarantee high-qualitygoods, I’ll accept your offer.

4.7

1 Our deadline is the thirteenth of May.

2 We can’t make that decision right now. We’ll have to report back to our Head of Unit, who in turn will feed back to the Committee. If they’re satisfied that the outcome will be beneficial to our members, then we could accept your offer.

3 I think you could offer a 10% discount if we paid by the end of the month. Is that right.

4 So [you’ve heard both proposals]. What do you think?

5 I believe you agreed to sign the contract by the contract by the week.

6 I believe you agreed to sign the contract by of week.

Answer key

Context

Persuading: make partner feel important, show respect, let them feel the solution is their idea.

Listening: let them do the talking, be a good listener

Checking and clarifying: check and clarify to prove you are listening, to read between the lines

Giving reassurance: talk in terms of their interest, show how agreement can be of benefit to both parties

Presentation

1 1,4

2 1 phone lines and Internet access               2 avoid disturbing colleagues

  3 the archive                                               4 almost every day

3  1 can guarantee that; accept theproposal                     2 Provided that; then we could

3 If you; we could                                                        4 If you can; we are prepared

5 you’ll agreed that                                                      6 you’ll appreciate that

7assure you that                                                           8 can be sure that

4 1 c    2  d   3  e    4 b    5  a

5 1 False 2False

6. 

7  I’m not sure if I’ve understood you correctly.

Am I right in thinking that …?

Yes,that’s right. When you say …, what do you mean exactly?

I mean …

Would it be correct to say …?

No,that’s not really accurate.

Practice

1 b, a, d, f, c, e, g

2 1 If you can guarantee that                              2 then we will accept that

  3 Provided                                                          4 we could

  5 If you                                                              6 can

3  1 moved   2 shared      3  can start     4  will become

  5 would use 6 continue       

4  Suggested answers

 1 I can assure you that the construction work will not disturb your employees.

 2 I’m sure you will appreciate that we will do our best regarding delivery.

 3 I know you’ll agree that generally has been adequate.

 4 You can be sure that Health and Safety standards have been adhered to.

 5 You can be sure that all desk meet the specified requirements.

 6 I can assure you that the screens will be inplace.

 7 I’m sure you understand that we occasionally have a problem with our distributors. This has now been resolved.

 8 I know you’ll agree that the service you havereceived so far has been excellent.

5      1 b           2b       3b

7  a Checking you’ve understood correctly

  I’m sorry, did you say …?

  I’m sorry, I didn’t catch that.

  I’m not sure if I’ve understood youcorrectly.

  When you said …, did you mean …?

  When you say …

  I’m afraid I didn’t catch what you said.

  Showing understanding

     Yes, I see. /Right. /OK.

A-ha,yes.

  Clarifying

  No, not exactly.

  That’s not really what I meant.

  What I wanted to say was …

  No, not …, but …

  What I meant was …

  Yes, that’s right.

  Well, to be more precise …

c  Suggested answers

1 Did you say the thirteenth?

2 I’m not sure if I’ve understood you correctly. Do you mean I’ll have to wait for a decision?

3 Yes, that’s right.

4 I’m afraid I didn’t catch what you said.

5 When you say quick delivery. How soon do you need it?

6 No, not exactly, I meat I meat I would let you know by the week whether we accept your offer.

Review

Skills

See answers for Context .

Useful phrases

1 1 I’m not sure if I’ve understood you correctly.

2 Provided that disturbance is minimal, we agree to the work starting next month.

3 I know you’ll agree that …

4 I can assure you that …

2 1will order               2 would be delayed              3would be installed

   4 will drop 

Vocabulary

Across   1plans    2 storage       5 room   6 disturb

Down   1 Provided    3  access    4  floor