现代商务英语综合教程（上册）课件 unit 7 Skillful Business Negotiation

现代商务英语综合教程（上册）Unit7SkillfulBusinessNegotiation延时符目录

ContentsPartOneBackgroundCasePartTwoListeningPracticePartThreeSpeakingPracticePartFourTextAppreciationPartFiveExtension延时符BackgroundCase

QuestionsforDiscussionPart

One

延时符

IntroductiontoBusinessNegotiation

QuestionsforDiscussionWhatwastheaimofthefisheriessubsidiesnegotiations?1.Reference:Thefisheriessubsidiesnegotiationsaimtoformulatenewsubsidyrules,restrictharmfulfisheriessubsidies,combatillegalfishing,curboverfishing,andhelpthesustainabledevelopmentofmarinefisheryresources.延时符2.WhathasChinaputforwardinthenegotiation?Reference:Chinahasalwaysactivelyparticipatedinthenegotiations,“promotingtalks,promotingreconciling,andpromotingfacilitating,”andhassuccessivelyputforwardanumberofproposalsinthenegotiationsandjointlypromotedthenegotiationsoffisheriessubsidieswithallpartiestoreachanagreementassoonaspossible.Introduction

toBusinessNegotiationOneofthemostimportantskillsanyonecanholdindailylifeistheabilitytonegotiate.Ingeneralterms,anegotiationisaresolutionofconflict.Weenternegotiationsinordertostartorcontinuearelationshipandresolveanissue.Evenbeforeweacceptourfirstjobs,orbeginourcareers,wealllearnhowtonegotiate.Foronepersonitbeginswiththenegotiationofanallowancewithaparent.Foranotheritinvolvesnegotiatingatelevisionschedulewithasibling.Somepeoplearenaturallystrongernegotiators,andarecapableofgettingtheirneedsmetmoreeasilythanothers.Withouttheabilitytonegotiate,peoplebreakoffrelationships,quitjobs,ordeliberatelyavoidconflictanduncomfortablesituations.延时符Introduction

to

BusinessNegotiationIntheworldofbusiness,negotiatingskillsareusedforavarietyofreasons,suchastonegotiateasalaryorapromotion,tosecureasale,ortoformanewpartnership.Hereareafewexamplesofdifferenttypesofnegotiationsinthebusinessworld:•ManagerandClerk:Negotiatingapromotion•EmployerandPotentialEmployee:Negotiatingjobbenefits•BusinessPartnersAandB:Makingdecisionsaboutinvestments•CompanyAandCompanyB:Negotiatingamerger•CustomerandClient:Makingasale延时符Introduction

to

BusinessNegotiationNegotiatingisoftenreferredtoasan“art.”Whilesomepeoplemaybenaturallymoreskillfulasnegotiators,everyonecanlearntonegotiate.And,astheyoftensayinbusiness,everythingisnegotiable.Sometechniquesandskillsthataidpeopleinthenegotiatingprocessinclude:•Aiminghigh•Visualizingtheendresults•Treatingone’sopponentwithrespectandhonesty•Preparingaheadoftime•Exhibitingconfidence延时符ListeningPracticePart

Two延时符

Word

Study

ListeningTask延时符Word

Studyopponent n.onethatopposesanotherorothersinabattle,contest对手reputationn.thestateorsituationofbeingheldinhighesteem名誉；声名corporateadj.oforrelatingtoacorporation法人的empowerv.

togivesomeoneofficialauthorityorthefreedomtodosth.授权accreditationn.theactofgrantingcreditorrecognition委派superficialadj.shallow浅薄的psychologicaladj.relatingtothewaythatyourmindworksandthewaythatthisaffectsyourbehavior心理的visionn.anideaofwhatyouthinksth.shouldbelike想象visualizev.toformamentalimageof设想1.Warmupbyreadingthefollowingwordsbeforelisteningtothedialogue.延时符ListeningTaskListentothepassage,andthendecidewhichofthefollowingarementionedinthepassage.Thethingsyouneedtodobeforeabusinessnegotiationare________.A.toknowyournegotiatoropponentB.tohaveameetinggettingallmembersinvolvedC.togetinformationaboutthereputationandidentityaboutyouropponentD.toseetheplacewherethenegotiationwilltakeplaceE.tomakeclearhowmanyopponentswillattendF.tostudynegotiatingtechniquesACD延时符ListeningTaskListentothepassageagainandchoosethebestanswerfromthefollowingchoices.(1)Whatisthefirstthingyoushouldgettoknowbeforeanegotiation?A.File.B.Yourself.C.Theplace.D.Youropponent.(2)Ifyouwereasmallbusiness,youropponentwouldpossiblybe______.A.asmallcorporateB.abigcorporateC.amedium-sizedcorporateD.noneoftheabove(3)Whatdoyouthinkistherealsignificanceoftheplaceofnegotiationforthosewhocareaboutit?A.Tomakethemtoshowoff.B.Togivethempsychologicalcomfort.C.Togivethemabilitiestohavetheupperhand.D.Tohelpthemtowinthedeal.DBA延时符ListeningTaskListentothepassageagainandchoosethebestanswerfromthefollowingchoices.(4)Theplaceofthechairsandtheshapeofthetableareabigmatterin_______negotiations.A.nationalB.internationalC.companies’D.governmental(5)Beforeanegotiation,youshouldimagine_______inyourmind.A.yourfileB.youropponentC.theplaceD.alloftheaboveBD延时符ListeningTask(Script)Negotiationishardbusiness.Youhavetouseyourpersonaldevelopmentresources!

Firstly,

try

to

know

your

negotiator

opponent.

Ifyou

don’t

know

him,

get

information

about

his

reputation.As

a

boss,

you

have

to

negotiate

with

a

boss.

Onthe

other

hand,

being

a

small

biz,you

can’t

expect

to

negotiate

with

the

boss

ofa

bigcorporate.

However,

you

have

to

make

sure

that

your

opponent

is

empowered

to

conclude

a

settlement.

It’s

not

easy

because

this

accreditation

to

conclude

or

not

ispart

of

the

negotiating

techniques.Secondly,trytoseetheplacewherethenegotiationwilltakeplace.The

place

ofthe

chairs

and

the

shape

ofthe

table

are

a

big

matter

in

international

negotiations.

In

business,

these

matters

are

only

important

for

superficial

people

andbeginners.We

ask

you

to

see

the

place

only

for

your

psychological

preparation.Then,

as

we

have

learnt,

relax

and

vision.

Visualize

your

file,

the

oppositenegotiator,theplaceandthenimagineyourself

speaking,persuadingandfinally

winning

thedeal.SpeakingPracticePart

Three延时符SpeakingPractice延时符Workinpairsandanswerthefollowingquestions.(1)Whatarethemostcommonnegotiationstrategiesusedininternationalbusinessnegotiations?Patienceandlong-termperspective:Internationalbusinessnegotiationscanbetime-consumingandrequirepatience.Itisimportanttomaintainalong-termperspective,understandingthatbuildingrelationshipsandachievingsuccessfuloutcomesmaytaketime.Rushingnegotiationscanleadtosuboptimalresults.Useofleverageandpowerdynamics:Understandingpowerdynamicsandleverageininternationalnegotiationsiscrucial.Thisinvolvesidentifyingsourcesofleverage,suchasuniqueresources,marketaccess,orexpertise,andusingthemstrategicallytoinfluencethenegotiationprocess.Seekingwin-winalternatives:Ifreachinganagreementseemschallenging,exploringwin-winalternativescanbeaviablestrategy.Thisinvolvesidentifyingalternativesolutionsorcompromisesthatmeetbothparties’interestsandcanstillleadtoamutuallybeneficialoutcome.Mediationandthird-partyinvolvement:Incomplexinternationalnegotiations,involvinganeutralthirdpartyormediatorcanhelpfacilitatethenegotiationprocess.Mediatorscanassistinbridgingculturalgaps,managingconflicts,andfindingcommonground.Continuouslearningandadaptation:Internationalbusinessnegotiationsrequireacontinuouslearningmindset.Analyzingnegotiationoutcomes,reflectingonlessonslearned,andadaptingstrategiesforfuturenegotiationscanimproveeffectivenessandoutcomesovertime.SpeakingPractice延时符(2)Howdoculturaldifferencesimpactthenegotiationprocessinglobalbusinesssettings?Culturaldifferenceshaveasignificantimpactonthenegotiationprocessinglobalbusinesssettings.Thesedifferencesinfluencecommunicationstyles,decision-makingapproaches,relationship-building,andtheoveralldynamicsofthenegotiation.Somewaysinwhichculturaldifferencesimpactnegotiationsinclude:Communicationstyles:Differentcultureshavevaryingcommunicationstyles,whichcanaffecthowmessagesareconveyedandinterpretedduringnegotiations.Directcommunicationmaybevaluedinsomecultures,whileothersmaypreferindirectorsubtlecommunication.Understandingthesedifferencesisessentialtoavoidmisunderstandingsandmisinterpretations.Non-verbalcues:Non-verbalcommunication,suchasbodylanguage,gestures,andfacialexpressions,canvaryacrosscultures.Whatmaybeconsideredappropriateorrespectfulinoneculturemaybeperceiveddifferentlyinanother.Beingawareofandinterpretingnon-verbalcuesaccuratelyiscrucialinunderstandingtheotherparty’sintentionsandemotionsduringnegotiations.SpeakingPractice延时符Decision-makingprocesses:Culturaldifferencescansignificantlyimpactdecision-makingprocessesinnegotiations.Someculturesprioritizeconsensus-buildinganddecision-makingbyagroup,whileothersemphasizeindividualdecision-makingorhierarchicaldecision-making.Understandingtheseculturalpreferencescanhelpnavigatedecision-makingprocessesandreachagreements.Timeorientation:Culturaldifferencesintimeorientationcanaffectnegotiationdynamics.Someculturesvaluepunctualityandefficiency,whileothersmayhaveamoreflexibleapproachtotime.Thesedifferencescanimpactnegotiationtimelines,expectations,andthesenseofurgencyinreachinganagreement.Relationship-building:Relationship-buildingisoftenacrucialaspectofnegotiationsinmanycultures.Someculturesprioritizebuildingtrust,establishingpersonalconnections,andinvestingtimeinsocializingbeforedivingintobusinessdiscussions.Incontrast,otherculturesmayfocusmoreontheimmediatebusinessaspects.Understandingtheculturalimportanceofrelationship-buildinghelpsinestablishingrapportandtrustwiththeotherparty.SpeakingPractice延时符Negotiationstyle:Culturescanhavedifferentnegotiationstyles,rangingfromcompetitiveandassertivetocooperativeandharmonious.Someculturesmayemphasizedirectandexplicitnegotiationtactics,whileothersmayemploymoreindirectorsubtleapproaches.Beingawareoftheseculturalnegotiationstyleshelpsinadaptingstrategiesandfindingcommonground.Attitudestowardsriskanduncertainty:Culturaldifferencesinattitudestowardsriskanduncertaintycanimpactnegotiationoutcomes.Someculturesmaybemorerisk-averseandprefercautiousdecision-making,whileothersmayembracerisk-takingandshowawillingnesstoexperiment.Understandingtheseculturalattitudestowardsriskhelpsinmanagingexpectationsandfindingmutuallyacceptablesolutions.Ethicalconsiderations:Culturaldifferencescanalsoinfluenceethicalconsiderationsinnegotiations.Whatmaybeconsideredacceptableorethicalbehaviorinoneculturemaybevieweddifferentlyinanother.Beingawareofandrespectingculturalnormsandethicalstandardsiscrucialtomaintaintrustandavoidconflictsduringnegotiations.Understandingandnavigatingtheseculturaldifferencesisessentialforsuccessfulglobalbusinessnegotiations.Itrequiresculturalsensitivity,open-mindedness,andtheabilitytoadaptnegotiationstrategiestoaccommodatediverseculturalperspectivesandpractices.Buildingcross-culturalcompetenceandinvestinginculturalintelligencecangreatlyenhancenegotiationeffectivenessinglobalbusinesssettings.SpeakingPractice延时符(3)Howeffectivearewin-winnegotiationtacticsinachievingmutuallybeneficialoutcomesinbusinessnegotiations?Win-winnegotiationtacticsaregenerallyconsideredeffectiveinachievingmutuallybeneficialoutcomesinbusinessnegotiations.Byfocusingoncreatingvalueforbothpartiesinvolved,win-wintacticsaimtofindsolutionsthatmeettheinterestsandobjectivesofallparties,ratherthanpursuingazero-sumgamewhereoneparty’sgainistheotherparty’sloss.Herearesomereasonswhywin-winnegotiationtacticsareeffective:

Long-termrelationships:Win-winnegotiationtacticsprioritizebuildingandmaintaininglong-termrelationships.Byfindingmutuallybeneficialsolutions,partiescanestablishtrust,fostercollaboration,andstrengthentheirbusinesspartnerships.Thiscanleadtofutureopportunitiesandcontinuedcooperation.

Enhancedproblem-solving:Win-winnegotiationtacticsencourageaproblem-solvingmindset.Partiesworktogethertoidentifycommoninterests,explorecreativeoptions,andfindsolutionsthataddresstheunderlyingneedsofallparties.Thiscollaborativeapproachcanleadtoinnovativeandcomprehensivesolutionsthatmaynothavebeeninitiallyconsidered.SpeakingPractice延时符

Increasedsatisfactionandcommitment:Whenbothpartiesfeelthattheirinterestsarebeingmet,theyaremorelikelytobesatisfiedwiththenegotiationoutcomeandcommittedtoitsimplementation.Thiscanleadtogreatercompliance,cooperation,andahigherlikelihoodofsuccessfulimplementationoftheagreed-uponterms.

Reducedconflictsanddisputes:Win-winnegotiationtacticsaimtominimizeconflictsanddisputesbyfindingmutuallyacceptablesolutions.Byfocusingoncommongroundandsharedinterests,partiescanavoidunnecessaryconfrontationsandfindwaystoreconciledifferences.Thiscanleadtosmoothernegotiationsandamorepositiveworkingrelationship.SpeakingPractice延时符

Valuecreation:Win-winnegotiationtacticsprioritizevaluecreationforallpartiesinvolved.Byseekingopportunitiestoexpandthepieratherthandividingit,partiescanidentifywaystomaximizejointgainsandachieveoutcomesthataremorefavorablethanwhatcouldhavebeenachievedthroughapurelycompetitiveorzero-sumapproach.

Adaptabilityandflexibility:Win-winnegotiationtacticsemphasizeflexibilityandadaptability.Partiesareencouragedtoconsidervariousalternativesandadjusttheirpositionstofindcommonground.Thiswillingnesstobeflexiblecanhelpovercomeimpasses,breakdeadlocks,andleadtomutuallyacceptableagreements.

Positivereputationandimage:Employingwin-winnegotiationtacticscanenhanceaparty’sreputationandimageinthebusinesscommunity.Beingknownforfairandcollaborativenegotiationpracticescanattractmorebusinessopportunities,partnerships,andpositivereferrals.TextAppreciationPart

Four延时符

TextLearning

TextAnalysisText

Learning延时符NegotiationStrategies:BeingPreparedOnnumerousoccasions,Ihaveparticipatedinnegotiationsasatechnicalconsultantonbehalfofclients.Inordertosavetimeandmoney,theclientoftenpreparesforthesenegotiationsthemselves.Throughmanypreviousbadexperiences,Ihavelearnedtoaskclientsinadvancewhattheirideaofnegotiationstrategiesandbeingpreparedactuallyis.Theiranswersoftenshow,however,thattheyarenotyetreadytobeginaneffectivenegotiationsession.

Inexperienced,lazy,ornaivenegotiatorsbelievethatbeingpreparedmeans“knowingwhattheywant”outofthenegotiations,whichgenerallyimpliesthattheyhavedecidedontermsthattheywouldbehappywith.Theymayevenhavegivensomethoughttotheirworstcasescenario,butthattendstobetheextentoftheirnegotiationstrategiesandpreparations.Knowingwhatyouwantfromanegotiationisonlyasmallpartofwhatittakestobeprepared.Thekeytosuccessisknowinghowyouaregoingtogetwhatyouwant.Successcomesfromhavingeffectivenegotiationstrategiesthatconvincetheothersidethatwhatyouwantisactuallyfairandreasonable—or,attheveryleast,inevitable.12Text

Learning延时符consultant:顾问e.g.afirmofmanagementconsultantsinadvance:

提前；事先，预先

e.g.Planyourrouteinadvance,usingmainroadsasfaraspossible.inexperienced:缺乏认识（或经验）的e.g.inexperienceddrivers/staffconvince:

使确信；使相信；使信服e.g.You’llneedtoconvincethemofyourenthusiasmforthejob.I’dconvincedmyself(that)Iwasright.Text

Learning延时符fair:合理的；恰当的；适当的e.g.afairdeal/wage/price/questionThepunishmentwasveryfair.reasonable:

公平的；合理的

e.g.Itisreasonabletoassumethatheknewbeforehandthatthiswouldhappen.inevitable:不可避免的；不能防止的e.g.Itwasaninevitableconsequenceofthedecision.

Itwasinevitablethattherewouldbejoblosses.Text

Learning延时符Mostnegotiatorsdonotprepareappropriately.Evenwhenlargeamountsofmoneyareinvolved,peopletypicallyrelyonpastorsimilarsituationstodeterminenegotiationstrategies.Theyexpecttousetheirwitsanddevelopastrategyonthefly.Atbest,planningforaneffectivenegotiationsessionisone-sidedandincomplete.Skillednegotiatorsloveill-prepared

opponentsbecausetheirnegotiationstrategiesareeasiertomanipulate.Thelackofeffectivenegotiationpreparationonthepartoftheiropponentmakestheirjobmucheasierandallowsthemtooverwhelmtheothersidewithahigherdegreeofknowledge,preparation,research,andhard-hittingdemands.Beingpreparedrequiresthatyouhavesomeideaoftheotherparty’sdesiredoutcomes.Aplanisonlyrealisticifyouknowwhattheothersidewants,andyou’vefiguredoutawaytogiveittothem(whilegettingwhatyouwant)orhavefiguredoutawaytochangetheirmindstoagreewithyourdemands.Themoreyouknowaboutwhattheotherteamwants,thelessthereistonegotiateandtheeasieritistogetanequitableagreementthroughastreamlined,effectivenegotiationsession.43Text

Learning延时符wits:

理解力；颖悟力；头脑；智力e.g.Heneededallhiswitstofindhiswayout.

Thegamewasalongbattleofwits.onthefly:即时

e.g.Sofar,policyisbeingmadeonthefly.atbest:充其量,至多e.g.Theirresponsetotheproposalwas,atbest,cool.opponent:

对手，竞争者e.g.Norristwiceknockeddownhisopponentintheearlyroundsofthefight.Text

Learning延时符manipulate:

控制，操纵，影响e.g.Sheuseshercharmtomanipulatepeople.Theymanagedtomanipulateusintoagreeingtohelp.equitable:公平的;公正的;合理的

e.g.HehasurgedthemtocometoanequitablecompromisethatgivesHugheshisproperdue.streamlined:高效的e.g.shortstreamlinedmeetingsText

Learning延时符Successisdeterminedwhenamutualagreementismetandbothsidesaresatisfiedwithoutanyhardfeelings.Toachievethis,you’llneedtoconsidertheotherside’sneedsaswellasyourown.Afterall,aneffectivenegotiationshouldnotbeawinner-takes-alltypeofcontest.Thevastmajorityofnegotiationstakeplacewithpeoplewhoyouwillneedtoworkwithafterthenegotiationshavecometoaclose.Iftheyfeelcheatedorresentfulaboutadealthatwasstruck,theworkingrelationshipwillbeharmed.Failureisjudgedintermsofpotentiallydamagedrelationshipsorbyadealthatyouareunhappywith.Afailednegotiationmightverywellbetheoneinwhichyougoteverythingyouwanted(orthoughtyoudid)butendedupdamagingyourworkingrelationshipwithacolleague,supplier,orcompetitor.Itisnotuncommonforthepurchasingdepartmentoflargecompaniestosqueezesmallsuppliersandcontractorstothepointwherethereisnoprofit(orincentive)inthecontractthatisultimatelysigned.Theresultisacontractorthatprovidesminimalorpoorqualityserviceandproducts.Inthiscontext,whoisthewinnerofthenegotiations?Nooneis.Everyoneloses.5Text

Learning延时符mutual:

相互的；彼此的e.g.mutualrespect/understandingmutualsupport/aidcometoaclose:接近尾声；结束，终止e.g.Theconferencewillcometoaclosethisafternoon.resentful:感到气愤的；憎恨的；愤慨的e.g.Theyseemedtoberesentfulofourpresencethere.

Shewasresentfulathavingbeenleftoutoftheteam.Text

Learning延时符squeeze:

挤压e.g.Earningsgrowthisalsobeingsqueezed.incentive:激励，鼓励，奖励e.g.Awardsprovideanincentiveforyoungpeopletoimprovetheirskills.minimal:极小的；极少的；最小的e.g.Theworkwascarriedoutatminimalcost.

There’sonlyaminimalamountofriskinvolved.Text

Learning延时符Whenplanningeffectivenegotiationstrategies,it’sbesttodevelopalistofobjectivesforourselvesandimaginewhatthepositionwouldbefortheotherside.Aretheylikelytoagreetoourtermsornot?Ifnot,whynot?Whatwouldtheyagreeto?Takingawin-winapproachtoeffectivenegotiationstrategiescreatesalliesnotenemies.Foraneffectivenegotiationsession,strategizewiththebigpictureinmind:focusonlong-termobjectives,notshort-term.Preserverelationshipsevenifatthecostofshort-termvictories.Andrememberthatthenextnegotiationbeginstheminutethelastoneended.Beingpreparedmeansknowinghowyouaregoingtogettheothersidetoagreeandbehappywiththedealyouwantorneed.Beingpreparedrequiresplanning,strategy,andtactics.Strategyisdevelopedfromyouranalysisofwhatarereasonabletargetsandobjectives.Yournegotiationstrategiesareyourapproachtohowyouaregoingtoconvincetheothersidetoagreetowhatyouwant.Tacticsarespecific,identifiablemaneuversthatimplementthenegotiationstrategies.76Text

Learning延时符ally:

盟友；支持者e.g.HeisacloseallyofthePrimeMinister.objectives:目的；目标e.g.Ourmainobjectivewastherecoveryofthechildsafeandwell.preserve:保护；维护；保留e.g.Hewasanxioustopreservehisreputation.tactics:战术；策略；招数e.g.WhatsortoftacticswillthePresidentusetorallythepeoplebehindhim?identifiable:可识别的；可辨认的e.g.identifiablecharacteristicsThehouseiseasilyidentifiablebythelargetreeoutside.Text

Learning延时符Considerthisexample—acarsalesmanwantstosellcarsforasmuchaspossible.Youwanttopaytheleast.Butdoesthecarsalesmanalsowantyouasalong-termcustomer?Dotheywantatrade-incarfromyou?Dotheywanttoprovidefinancingandmaintenance?Isthereanythingotherthanlowpricethatcanbenegotiatedwithacarsalesman?Ifthesalesmanonlywantsthehighestpossiblesellingprice,youronlybargainingchipisknowledgeaboutpricesatotherdealerships.If,however,thesalesmanisinterestedinotheraspectsofthedeal,thentherearemoredetailsthatcanbenegotiatedinordertogetyouthelowestpossibleprice.Knowingwhatthesalesmanisinterestedotherthanjustpriceallowsyoutodevelopmoresophisticated,effectivenegotiationstrategiesandrelatedtactics.8Text

Learning延时符trade-in:

折旧贴换交易；以旧折价换新；折价旧物e.g.thetrade-invalueofacarDoyouhaveatrade-in?maintenance:维护；保养e.g.Theschoolpaysforheatingandthemaintenanceofthebuildings.

carmaintenancechip:筹码e.g.Thereleaseofprisonerswasusedasabargainingchip.dealership:(通常指某汽车公司的）特许经销商e.g.Forddealershipsoperatedasindependentfranchises.Text

Learning延时符Negotiatingistheartofconvincingtheothersidethatyoushouldgetwhatyouwant.Beingpreparedforeffectivenegotiationinvolvesalotmorethanjustknowingwhatyouwant.Effectivenegotiationstrategiesmeanknowingwhatyouwouldsettleforandhowyouaregoingtoconvincetheothersidetogiveittoyou.Comprehensivenegotiationstrategiesincludepreparedreactionstothestrategyandtacticsoftheotherside.Whenyoutakethetimetopredictwhattheothersideislikelytowantanddoandthenintegratethesepredictionsintoyournegotiationstrategy,youareamongthoserareindividualswhotrulyarepreparedfornegotiations.Negotiationisacontest.Fortunefavorsthepreparedmind(andnegotiator).Ifyouwanttobeawinner,beproperlyprepared.9Text

Learning延时符comprehensive:

全部的；所有的；(几乎)无所不包的；详尽的e.g.acomprehensivelistofaddressespredict:预言；预告；预报e.g.Nobodycouldpredicttheoutcome.

Itisimpossibletopredictwhatwillhappen.integrate:（使）合并，成为一体e.g.Theseprogramswillintegratewithyourexistingsoftware.favors:喜爱，偏爱；有利于e.g.Hefavorsextendingtheschooldayandschoolyear.Text

Learning（译文）延时符有效的谈判策略：做好准备

在很多场合，我都是以一位技术顾问的身份代表客户参与谈判。为了省时省钱，客户往往自己亲自为谈判做准备。但是，通过吸取先前多次糟糕经历的教训，我已经学会了提前询问客户他们对谈判策略和为谈判做好准备的理解分别是什么。然而，他们的回答却常常表明，他们还没有为一场卓有成效的谈判做好准备。

缺乏经验、怠惰慵懒或者幼稚天真的谈判者认为：做好谈判准备指的就是“知道自己通过谈判想达到什么目的”，这通常意味着他们只确定了他们所满意的谈判条件。他们可能也考虑到了最坏的情况，但也仅此而已。了解自己想从谈判中得到什么只是谈判准备的一小部分。谈判成功的关键是要知道怎样得到自己想要的结果。成功源于拥有一套卓有成效的谈判策略，使谈判对象认为你要实现的结果是公平而合理的——或者，至少是不可避免的。12Text

Learning（译文）延时符

大多谈判者并没有做好适当的准备。即使谈判涉及的金额很大，他们也只是根据以往的或者相似的情况来确定谈判策略。他们想用他们的智慧在谈判中随机应变地制定策略。他们充其量不过是制订了一个片面而不完整的计划。而老道的谈判者最喜欢的就是准备不充分的谈判对手，因为这些人的谈判策略更容易被操纵。由于对手的有效谈判准备不足，他们的工作就变得轻松简单，他们可以利用更多的知识、更充分的准备、更细致的调查和更加强硬的要求，以压倒性的优势战胜对方。

做好谈判准备要求你对于对方期望达到的结果有一定的了解。只有你知道对方的目的，并找到某种方式满足对方（同时也满足自己）或者找到某种方式改变对方的想法，使对方赞同你的要求，这样的谈判计划才是切实可行的计划。你对对方欲求了解得越多，你们需要谈判的地方就越少，也就更容易通过精简高效的磋商达成平等协议。43Text

Learning（译文）延时符如果双方达成了共识，对谈判结果都表示满意，没有任何不满，这样的谈判才是成功的谈判。为了实现这个结果，你不仅要考虑自己的需求，也要考虑对方的需求。毕竟，成果斐然的谈判不应该是那种胜者赢得一切的比赛。大多数谈判都发生在你与你未来还要与之共事的谈判伙伴之间。如果他们觉得自己受骗上当了，或者对所达成的协议怀恨在心，那么，你们的工作关系就会受到损害。如果谈判有可能破坏了对手和你的关系或者你对这桩交易心存不满，这样的谈判便是失败的谈判。在失败的谈判中，你虽然得到了你想要的一切（或者自认为如此），但你与同事、供应商或竞争对手的关系却以失败告终。大公司的采购部压榨小供应商和承包人以至于他们在最终的合同中无利可图，这样的现象比比皆是。而这样做的结果只会迫使承包商提供尽可能少或劣质的商品和服务。这