Involving others

                                      让他人参与

学习内容提要：

•  Working as part of a negotiating team 作为谈判团队一员如何发挥作用

• Useful phrases for taking turns and keeping people informed 轮流发言与请他人少后的实用表达

• Usful phrases for asking and answering questions, and making spontaneous decisions. 提问与回答以及当场作出决定的实用表达

Context   情景

1 写出下列问题的答案。

 1    What are the advantages of negotiating in a team?  Are there any disadvantages?

2.   What do you think makes an effective negotiating team?

3.   In What is your experience of negotiating as part of team？

4.   What situations might it be useful to involve other peoplein a negotiation? At what stage of the negotiation?

Presentation       语言呈现

1 Logitel 是一家国际物流公司，请听该公司公关传媒部的一次电话会议，判断下列说法是否正确。

1．Three people are taking part in the negotiation.

2.  Anna is leading the negotiation.

3.  The London team will manage the production ofthe annual report this year.

轮流发言

2 阅读以下让他人参与谈判的表达。再听一遍录音，在你听到的表达后面画钩。

1．…, What do you think?        【】

2.  Let’s ask … (about that).    【】

3. Would you like to ask anything else?  【】

4.  I’ll have to check with… 【】

5.  Perhaps you could answer that, …   【】

6.  I’d now like to ask… to speak (about that). 【】

7.  …, do you have anything to add?     【】

8.  …, could you say something (about that)?【】     

9.  I’m sure you’ll all agree.                     【】                                                   

10.  As I’m sure you all know, …【】

提问与回答

a 谈判中，为了从他人那里获得信息，通常会提一些开放性的问题（1—4）。在每个问题的回答后面选出该回答所实现的功能（a—d）.

a.  delaying/avoidinggiving a direct answer

b.  giving a vague answer

c.  reacting positively to a negative question

d.  referring a question to someone else

1.  Q  But why should we do that?                                    

     A  I’m glad you asked that.

2.  Q How much is each container?                                                   

              A   Around 500, I’d say.

3.  Q  Can you tell us more about your relocationplans?                      

               A   I’m afraid I’d have to ask Bill.

4.  Q   Could you say exactly how much that wouldcost?                    

    A   I’d like to come to that later.

b  通读第119页音频5.1的录音文本，找出提问的例子补全下列句子。

1.  What’s the …?

2.  Could you tell us …?

3.  Who needs …?

发音练习

4 注意听发言人提问时声音抑扬顿挫的方式，然后进行模仿。

当场作出决定

5 请看以下当场作出决定的表达，在第119页音频5.1的录音文本中找出类似的例子。

• I’m really tired. I think I’ll take a break.

• I can’t do this on my own. I’ll have to call my boss for some advice.

• I’ve made a decision. I’m going to book the appointment now.

• We’ve almost finished. I think I’m going to go home a bit earlier tonight.

请他人稍候

6 重新排列以下单词，组成请他人稍候的表达，音频5.1中使用了哪些表达？

1.      a/down./I/Just/minute/note/that/while

2.      bear/find/happened./I/me/out/Please/what’s/while/with

3.      a/e-mail./Excuse/I/me/quick/send/while

Practice    演练

轮流发言与请他人稍候

1 下列表达中只有一个是正确的，找出其余句子中的错误并改正。

1.      Perhaps you could to answer that question, Sandra?

2.      Let ask Alexis about the plans.

3.      I will have to check with my boss.

4.      Could you saying something about the planning stage, Siobhan?

5.      I’m sure you’ll all be agree that it’s a good idea.

6.      Please bear me while I make a quick phone call.

7.      Just a minute I consult a colleague.

8.      Would you like ask anything else?

提问与回答

2 a 你会怎样回答下列问题？根据提示给出答案

   1.      What is the deadline for getting the delivery to you? (Give a vague answer.)

   2.      So,why should I place an order with you and not another stationary company? 

   3.      Why are you just offering us just 10 percent off? As a valued customer, we expect a lot 

         more than that. (React positively.)

  4.      couldyou tell me when you will be making a decision? (Avoid giving a direct answer.)

 b 听录音中给出的答案范例。

当场作出决定

3 根据提示当场作出决定来应答。

1.      I really need some help setting up this database.

2.      Is anyone going near the station after our negotiation? I need to get there by5.30 at the latest.

3.      We could really do with advice from someone from the senior management team.

4.      You don’t look very well-are you sure

5.      you still want to take part in the negotiation?

4 为下一场谈判作准备时，列出对方可能问的问题，练习如何回答。  

Consolidation    巩固练习

1 回想你最近参加的一次谈判，回答下列问题。

• Didyou negotiate alone? as part of a team?

• Whatwas your role?

2 设想你即将参加一场谈判，用第93页的表格来帮你做准备。

3 谈判结束后，用几分钟时间反思一下：哪些方面进行得顺利，哪些方面进行得不顺利，等等。

Reference  重要词汇与表达

Usefulphrases   实用表达

Taking turns  轮流发言

Making decision   作出决定

Asking and answering questions   提问与回答

Keeping people informed 请他人稍候

Vocabulary 词汇

Projects 项目

Review 复习

Skills 技巧

  你是否同意下面的说法？给出理由。

   1.       It’s always better to negotiate face to face tha on the phone,etc.

    2.       It’s always better to negotiate one to than in a team.

Usefulphrases 实用表达

在对应的标题下面写出实用的表达，然后到“重要词汇和表达”部分核对答案。               

Vocabulary词汇

搭配左右两栏，然后到“重要词汇和表达”部分核对答案。

1        make                                                a  schedules

2        sign                                                  b a deal

3        agree                                               c  a list

4        take                                                 d  a contract

5        brief                                                e  someone

6        draw up                                          f  the lead

Pronunciation 发音练习

写出六个你在谈判中可能用到的问题。大声练习，注意提问时声音抑扬顿挫的方式，可以给自己录音。

1        How…

2        When…

3        Where…

4        Can youtell me…

5        Could you tell me…

6        Who…

Transcripts

5.1

Peter Good morning, everyone! I hopeyou’ve all had a good weekend.

We’re all here in the Frankfurt office-Hans …

Hans Morning!

P … Esther …

Esther Hi!

P …and me, of course--Peter! What about London, Anna

Anna  I’m afraid Sam’s off sick, so it’s just me Mark.

M Hello

P Right, let’s get started, shall we? Esther, would you mind taking notes?

E  Mm,that’s fine.

P Thanks. As I’m sure you all know, the communications team has been asked to put together the company’s annual report again this year, and we need to decide who’s going to do what. Anna, would your team be able to manage things this year, as we took the lead last year?

A Hmm. How much time will it take, do you think?

M Hmm. We are quite busy here. What’s the deadline?

P  We’ve got until the 23^rd of March to get it produced and printed copies made.

M I see. Could you tell us exactly what it would involve? 

P  Perhaps you could answer that, Hans?You did most of the work on it last year.

H  Well,you need to get various staff members to write about the CEO, and then financial reports from the Finance Department …

M Just a minute while I note that down.

H You don’t need to. I’ll draw you up a list of who I contacted last year if you like.

M/A Oh, yes. / Thank you.

A  Who needs to sign off the report?

P  The senior management team will need to see and check the final version. Ah, Geoff from Marketing has just come into the office. I’ll just ask him what’s going to happen … So, OK, he’s confirmed it needs to go to the CEO as well as senior management team.

A Well,OK, we’ll take it on, but only if your team, Peter, agrees to help out if we’re too busy.

P/H/E   Of course. / Yes, OK

P Would you like to ask anything else at this stage? Anna? Mark?

M Hans, could you say something about the editing and design stages, please?

H You’ll need to get the document into near-finalform first …

5.2

1 What’s the deadline?

2 Could you tell us exactly what that would involve?

3 Who needs to sign off the report?

5.3

1

5What is the deadline for getting the delivery to you?

ÌAround the middle of next week, I’d say.

2

5So,why should I Place an order with you and not another stationery company

Ì       Brian, perhaps you’d like to answer that?

3

▲   Why are you just offering us 10 per cent off? As a valued customer we expect a lot more than that.

Ì    That ‘s a good point. I’ll speak to Sanjit and get back to you.

4

▲   Could you tell me when you’ll be makinga decision?

Ì      I’d like to talk about that in just a minute.

Answer key

Context

Suggested answer

2

 Working in a team can be very effective,particularly where members of the team have different skills or knowledge, such as financial expertise. It’s also useful to have people who can take on different roles in the negotiation,  for example, note-taker or leader. However,preparation can be more time-consuming, as you will need to make sure that everyone be more time-consuming, as you will need to make sure that everyone knows their role and has the same objective. It can happen that people contradict each other.

3

 All members are prepared for the negotiations and have the same objective, know who should be involved when in the negotiation, ect.

4

 A negotiation may not just be a one-off event,but a series of meetings, phone calls, e-mails and so on, and you might need to involve others in any stage of the negotiating process, from the planning stage to making a deal. For example:

• You might spend months persuading another company to agree to work together on a joint project, but perhaps more senior staff would then need to be involved in a further negotiation--to signthe contract, agree the roles each party would take, ect.

• You may feel confident negotiating the price of delivering a consignment, for example, but before making a deal, youdecide to call a colleague from production to confirm the deadlines or agree schedules.

• You might decide to use a mediator when a negotiation breaks down.

• In areas outside your expertise you may feek you aren’t the best person to conduct the negotiation at all and you employ someone else to negotiation for you, for instance, when buying a house. In this case, you will need to brief the negotiator well and monitor discussions closely.

Presentation

   1     1       F (there are five    2.       F (Peter)      3. T

  2        1,3,5,8,10

   3   a     1 c    2 b     3 d     4 d

  b.  1 Could you tellus exactly what would involve?

       2 What’sthe deadline?

       3 Who needs tosign off the report?

 5  I’ll draw you up a list…; I’ll just ask him…; we’ll take it on …

 6  1 I just a minute while I note that down.

       2 Please bear with me while I find out what’s happened.

       3 Excuse me while I send a quick e-mail.

Practice

1  1 Perhaps you could to answer that question, Sandra?

    2 Let’s ask Alexis about the plans.

   3 correct

  4 Could you say something about theplanning stage, Siobhan？

  5 I’m sure you’ll all be agree thatit’s a good idea.

  6  Please bear with me while I make aquick phone call.

  7 Just a minute while I consult acolleague.

  8 Would you like to ask anything else?                              

3  Suggested answers

 1 I’ll give you a hand.

 2 Sure, I’ll give a lift.

 3 I know-- I’m going to ask Stefan for somehelp right now.

 4 Actually, I feel awful and am going to go home.

Review

Vocabulary

1b   2 d  3 a   4 f    5 e  6 c