商务英语综合教程IV(第三版)Unit2

Unit2NegotiationRelatedInformationNegotiationSkillDevelopmentAlthougheveryonenegotiatesinformallyallthetimewithoutevenbeingawareofit,formalnegotiationisaskillthatcanbelearnedthroughexperienceandpractice.Peoplewhonegotiatealottendtobemuchmoreskilledatitthanpeoplewhohavenotparticipatedinmanyformalnegotiations.Experiencedpeoplearemorelikelytoknowwhattosay,whentomakeconcessions,whennotto,whattoconcede,whatnotto,and,ingeneral,howtomanipulatethesituationtotheirownadvantage.Forthisreason,negotiationtendstofavortheexperiencedparty.Ingeneral,itisusefultoknowandunderstandthedifferencebetweenintegrative(orwin-win)negotiationstrategiesanddistributive(orwin-lose)strategies.Win-winstrategiesaremostusefulwhenitispossibletodevelopasolutiontoaprobleminwhichboth(orall)sideswin,oratleastcomeoutaheadofwheretheywould,weretheconflicttocontinue.Wherethereisagreatdealatstakeinanegotiation,thenitmaybeappropriatetoprepareindetailandlegitimate“gamesmanship”togainadvantage.Anyonewhohasbeeninvolvedwithlargesalesnegotiationswillbefamiliarwiththis.Neitheroftheseapproachesisusuallymuchgoodforresolvingdisputeswithpeoplewithwhomyouhaveanongoingrelationship:Ifonepersonplayshardball,thenthisdisadvantagestheotherperson—thismay,quitefairly,leadtoreprisallater.Similarly,usingtricksandmanipulationduringanegotiationcanunderminetrustanddamageteamwork.Whileamanipulativepersonmaynotgetcaughtoutifnegotiationisinfrequent,thisisnotthecasewhenpeopleworktogetherroutinely.Here,honestyandopennessarealmostalwaysthebestpolicies.Lead-in1.ListeningDialogue1:PriceDialogue2:PackingDialogue3:DeliveryTapeScript:Dialogue1A:I’msorrytosaythatyourpricehassoared.It’salmost20%higherthanlastyear’s.B:That’sbecausethepriceofrawmaterialshasgoneup.A:Isee.Thankyou.Itwouldbeverydifficultforustopushanysalesifwebuyitatthisprice.B:Well,ifyoutakequalityintoconsideration,youwon’tthinkourpriceistoohigh.A:Let’smeeteachotherhalfway.Dialogue2A:Youknow,packinghasaclosebearingonsales.B:Yes,italsoaffectsthereputationofourproducts.Buyersalwayspaygreatattentiontopacking.A:Wewishthenewpackingwillgiveourclientssatisfaction.A:Sohowdoyouthinktheshirtsarepacked?B:They’repackedincardboardboxes.A:I’mafraidthecardboardboxesarenotstrongenoughforoceantransportation.Dialogue3A:Whencanyoueffectshipment?I’mterriblyworriedaboutlateshipment.B:WecaneffectshipmentinDecemberorearlynextyearatthelatest.A:That’sfine.Howdoyoulikethegoodsdispatched,byrailwayorbysea?B:Bysea,please.Becauseofthehighcostofrailwaytransportation,wepreferseatransportation.A:That’swhatwethink.2.SpotDictationPart11.soared2.pushanysales3.take4.intoconsideration5.halfway6.bearing7.reputation8.satisfaction9.packed10.ocean11.shipment12.dispatched13.prefer14.whatPart21.Counteroffer2.negotiating3.unacceptable4.bargaining5.regretforbeingunable6.otheropportunitiestodobusinessTextALanguageStudy1.advocacyn.activesupport;especiallytheactofpleadingorarguingforsomething支持，拥护，提倡◆Patienceisessentialinnegotiationwhileadvocacyof“quicksuccess”isharmful.advocaten.辩护者;律师;拥护者;倡导者advocatorn.拥护者,鼓吹者,提倡者2.A“successful”negotiationintheadvocacyapproachiswhenthenegotiatorisabletoobtainallormostoftheoutcomeshispartydesires,butwithoutdrivingtheotherpartytopermanentlybreakoffnegotiations.whenthenegotiator...是表语从句;butwithoutdriving...是分词短语,做状语。3.permanentlyad.foralongtimewithoutessentialchange永久地；长久地◆HehasdecidedtosettledownpermanentlyintheUS.permanenta.永久的，持久的4.breakoff中断,折断,突然停止,暂停,断绝◆Wehavetobreakoffthecommercialrelationwiththatcompanyduetotheirbreachofthecontract.breakoffnegotiations中断谈判breakofftheaction停战breakoffthehabitof改掉……的习惯breakoffwith与……断绝交往5.Traditionalnegotiatingissometimescalledwin-losebecauseoftheassumptionofafixed“pie”,thatoneperson’sgainresultsinanotherperson’sloss.thatoneperson’s...是同位语,修饰assumption。6.assumptionPersonLikeaBook.Inthebook,heactuallycoinedthephrase“EverybodyWins.”Hisexamplesarecreativeandpertaintoreallifesituations.Theresults,presentedinthebook,willteachthereaderhowtobringmutualclosuretoanydispute.NierenbergisamemberoftheAmericanBarAssociationandauthorof8bestsellingreferencesonnegotiatingforbusinessexecutives,governmentofficials,corporationpresidents,andevenheadsofstate.《谈判艺术》由谈判专家，美国谈判学会会长，谈判之父杰勒德·I·尼尔伦伯格撰写，在书中他定义了“每个人都是赢家”的概念，所列举的实例非常新颖，符合现实生活场景。书中所提的观点教会读者如何更互利的解决纠纷。尼尔伦伯格是美国律师协会会员，8种谈判方面畅销书作者，分别供商务人员，政府官员，公司总经理甚至国家首脑参考。2.GettingtoYES,presentedbyRogerFisherandWilliamUry,showsthereaderhowtopursuehisowninterestsandkeephisadversarieshappy.Afewprincipleswillguidethereadernomatterwhattheothersidedoes,orwhatevertrickstheymayresortto.GettingtoYesisastraightforward,universallyapplicablemethodfornegotiatingpersonalandprofessionaldisputeswithoutgettingtaken—andwithoutgettingangry.Itoffersaconcise,step-by-step,provenstrategyforcomingtomutuallyacceptableagreementsineverysortofconflict.《达成一致》一书由罗杰·费舍尔和威廉姆·乌莱编写，在书中为读者出谋划策，提出一些原则，无论对手做什么，玩什么把戏，如何在追求自身利益的同时让对手开心。《达成一致》非常直接、广泛的为个人和专业人员解决纠纷提供实用方法。它为在各类冲突中达成双方可以接受的协议提供了一个很好的互利、简便、按部就班实用的策略。Keys1.Reading1.Intheadvocacyapproach,thenegotiatorattemptstodeterminetheminimumoutcome(s)theotherpartyis(orpartiesare)willingtoaccept,thenadjuststheirdemand(s)accordingly.2.Whenthenegotiatorisabletoobtainallormostoftheoutcomestheirpartydesires,butwithoutdrivingtheotherpartytopermanentlybreakoffnegotiation.3.Becauseoftheassumptionofafixed“pie”,thatoneperson’sgainresultsinanotherperson’sloss.4.Inthe1970s,practitionersandresearchersbegantodevelopwinwinapproachestonegotiation.5.Instep3,bothpartiestoanagreementpresentthestartingproposal,listentonewideasandthinkcreatively.2.Comprehension1.F2.F3.T4.T5.F3.VocabularyPart11.D2.E3.J4.A5.F6.H7.B8.G9.I10.CPart21.anticipated2.multiple3.adjustments4.issues5.underlying6.assure7.alternative8.Countingon9.spanned10.facilitatePart31.something2.business3.deciding4.where5.compromise6.settle7.writing8.several9.negotiate10.ways4.TranslationPart11.双赢策略2.中断谈判3.工作保障4.谈判筹码Part21.Hehascollectedenoughevidencetotestifytheassumption.2.Theywerediscussingthepossibilitiesofdealingwiththeeconomiccrisispermanently.3.Wefinallyreachedtheagreementthatsomebusinesspublicationswouldbeintroducedfromthem.4.Ourcounterpartycreatedavarietyofobstaclestointimidateus.5.Throughthefirstroundnegotiation,weobtainedaclearideaoftheirneedsandcompetency.TextBLanguageStudy1.point①n.abriefversionoftheessentialmeaningofsomething要点，重点◆Let’sstopdiscussingtrivialdetailsandcometothepoint.②vt./vi.indicateaplace,direction,person,orthing;eitherspatiallyorfiguratively指向，指出◆Hepointedatadiagramtoillustratehistheory.pointout◆Theeconomiccolumnistforthisnewspaperpointsoutthecountryeconomyistocollapse.2.ascertainvt.todetermineordiscoverdefinitely;tomakecertain查明；弄清◆Thesecretaryisrequiredtoascertainwhodidn’tcometotheboardmeeting.◆Thepolicearetryingtoascertainwhathasreallyhappened.ascertainablea.可确定（探知）的，可发现的ascertainableproductionn.小批生产3.resolutionn.qualityofbeingresoluteorfirm;determination;solution坚决，正式决定,决心；决议◆Heisamanwithgreatresolution.◆Afteraday’smeeting,wecametotheresolutionoftheproblem.resolvevt.使下决心，决意，决议，解决4.takeintoaccount考虑到，顾及◆Beforesigningthecontract,everydetailshouldbetakenintoaccount.5.measurablea.abletobemeasured;perceptibleorsignificant可度量的；可测量的◆Therehasbeenmeasurableimprovementinthequalityoftheproduct.measurablefundseffect可衡量的资金效果6.quantifiablea.capableofbeingquantified可以计量的，可量化的资料◆Thecostofthemassiveearthquakethisyearisnotquantifiable.quantifyvt.表示或测量（某事物）的数量quantityn.量；大小；重量7.offsetvt.compensatefororcounterbalance弥补；补偿◆Heoffsetshisdiligenceagainsthisslowreaction.offsetaccount抵消账户offsetagainstaccounts账款抵消8.minusculea.verysmall极小的；微小的◆Thedroughtofthisareaispartiallyduetotheminusculeamountofrainfallthere.9.leveragen.powertoacteffectively影响力◆Herfamegivesherenormousleverageinthismatter.leveragedbuyout融资收买leveragedlease代偿贷款租赁，杠杆租货10.procurementn.theactoraninstanceofprocuring;theactofbuying收买，（尤指为政府或机构）采购◆Wewilltrytoworkasprocurementagentonbehalfofthatcompany.◆BulkcommoditypurchasebyBOCOGshallbecarriedoutthroughthesystemofgovernmentprocurementandopencurementprices采购价格procurementsource货源，供货人11.Whilstyouralternativeoptions,andthereforeyourBATNAmightbeknowntoyou,veryoftenyourBATNAmaynotbe.Whilst...veryoften...是让步状语从句,里面包含一个and引导的表示递进关系的从句thereforeyourBATNAmightbeknowntoyou。12.figureout弄清楚；弄明白；合计为,计算出◆Canyoufigurethetotalcostout?◆Itisdifficulttofigureouthowtofurthercontroltheproductioncost.13.actionablea.affordinggroundsforlegalaction可提起诉讼的；可行的◆Slanderisanactionableoffense.14.seminarn.anygroupormeetingforholdingdiscussionsorexchanginginformation研究班，研讨会◆Thereisahotdiscussiononimprovingmanagementintheexecutiveseminar.◆Anoveltheorywasadvancedduringtheseminar.seminarcourse研究学程seminarroom（大学）研究室15.simultaneouslyad.atthesameinstant同时地；同步地◆Simultaneously,demonstrationsbrokeoutinLondonandNewYork.simultaneousa.同时的，同时发生的TranslationoftheText最佳预选方案根据谈判理论,最佳预选方案是指某方当事人在目前谈判失败，未能达成协议的情况下而采取的行动。如果目前的谈判比最佳预选方案带来的价值要小，继续目前的谈判就没有意义，在谈判开始前，双方应当对各自的最佳预选方案心中有数。最佳预选方案由哈佛大学的谈判项目小组的研究人员罗杰·费舍尔和威谦姆·乌莱在有关原则谈判法的丛书中提出,此丛书的第一本书为《达成一致》。诺贝尔奖获得者约翰·福布斯·纳什把这些观点溶进了他早期的研究中。例如，如果我从某一经销商那获得用100美元买我车的书面报价，那么，当我与其他潜在的购买者打交道时，我的最佳预选方案将是100美元，因为即使与潜在的购买者达不成协议，我也能用车换得100美元。任何一方通常都不应接受比最佳预选方案糟糕的结果。但要注意确保对所有交易估价的精确性，（估价时）要把所有因素考虑在内（比如关系的价值，另一方可能遵循他们谈判立场的可能性）。这些因素很难估价，通常属不确定因素而非易于测度和量化的因素。下面是其他一些报价举例，这些报价或高于或低于上例中的报价：亲戚给出一个90美元的报价（这种亲情值10美圆或10美圆多?）。一个有效期为45天的125美元的报价（将来此诺言不能兑现的可能性有多大，如果不能兑现，先前100美元的报价还有效吗？）另一位经销商出150美元给我买一辆新车（我现在想买一辆新车，尤其是已给出报价的车，再者，分期付款可能导致小幅贬值，今天的100美元到时候还值那么多吗？）最佳预选方案在谈判界被视为最重要的谈判力源泉。谈判者不能把最佳预选方案只当作安全网，而是当作谈判手段。请看下面的交易案例：某公司可以从第二家、第三家或第四家公司进货，而这第二家、第三家和第四家公司只能把东西买给这一家公司。这一家公司就可以利用最佳预选方案使第二家、第三家和第四家公司相互倾轧从而促成一个有利的交易。对于商界的采购经理们来讲，这是很常见的做法。尽管存在这些选择，而且你也可能意识到这些选择，但可能经常意识不到。因此需要花时间和精力去弄明白你有哪些选择，哪些选择是实用的。即使弄明白有哪些选择还不够，这些选择还必须是真实的和实用的。一个经理研讨会