para. 17

1. When you are negotiating a deal, you need to persuade and react, to convince and finesse, pushing your points while working carefully toward an agreement. 

Ø Sentence Analysis:

Question: What is the grammartical function of the underlined part --- pushing your points while working carefully toward an agreement. ?

Ø Paraphrase:

When you are negotiating, you should strike a balance between persuasion, flexibility, aggressiveness and tactics, cleverly getting what you want while trying to close the deal.

Ø Translation:

在谈判中既要说服也要反馈，既要坦诚令人信服也要施展策略，巧妙地将自己的要求纳入达成的协议。

2. In the heat of the discussion, what is spoken is important. But the trust you have built, the subtle messages you have understood, your ability to adapt your demeanor to the context at hand, will ultimately make the difference between success and failure.

Ø heat n. the trait of being intensely emotional, especially of anger or excitement 激动状态

e.g. “No, I won’t,” he said with heat in his voice. “不，我不会的，"他带着激动的声音说。

e.g. The chairman tried to take the heat out of the situation (= to make people calmer). 主席试图缓和局势

e.g. In the heat of the argument he said a lot of things he regretted later.

在激烈的争论中，他说了许多后来后悔的话。

Ø demeanor n. the way that sb looks or behaves

e.g. He maintained a professional demeanour throughout. 他始终保持着职业的风度。

e.g. There was nothing in his demeanour that suggested he was anxious.

他的举止丝毫没有流露出焦虑的神情。 

e.g. She has the demeanour of a woman who is contented with her life.

她有一个满足于自己生活的女人的举止。 

Ø at handneeding to be dealt with now

e.g. Please concentrate on the business at hand and don’t drag in irrelevant issues.

请把注意力集中在手头的事上，不要牵扯到无关的问题上。

Ø close at hand: near; in a place where sb/sth can be reached easily

e.g. There are good cafes and a restaurant close at hand.

附近有很好的咖啡馆和餐馆。

Ø ultimately adv.

a) as the end result of a succession or process; finally最终

e.g. Everything will ultimately depend on what is said at the meeting with the directors next week. 一切最终都将取决于下周与董事们的会议上所说的话。

e.g. Ultimately, of course, he’d like to have his own business but that won’t be for some time. 当然，他最终还是希望拥有自己的企业，但这还需要一段时间。

b) used to emphasize the most important fact in a situation最重要地

e.g. Ultimately, he’ll have to decide. 最终，他必须做出决定。     

Ø Sentence Analysis:

①　主语从句：......what is spoken......

②　省略 that 的宾语从句：.....you have built, ....... you have understood

Ø Paraphrase: The clearly stated messages during the discussion do matter, but it is the subtle unspoken things, including the trust you have established, the subtle suggestions you have realized, or your tone and manner of speaking in different business contexts, that truly decide whether the negotiation is a success or failure.

Ø Translation:

在激烈的讨论过程中，说的话固然重要，但是你所建立的信任关系、你所理解的微妙的暗示信息以及你根据当时语境调整自己言行的能力才是最终达成协议的关键。

Question: What are the universal rules of negotiation? What do you consider as the most important in cross-cultural negotiations? 语音作答。