Lesson Six
Negotiation English
谈判英语

Part IObjectives

s Talk Business

Seven Great Tactics In Negotiation 七条谈判技巧

Higher Authority 挡箭牌

IdentificationYou are negotiating with someone who is a representative for a company， and everything he says begins with Id love to， butbecause he is responsible to a higher authority. All substantive changes have to be approved by his boss. He can express sympathy and a desire to offer more， but all the hard decisions can be blamed on the boss.NoteThis ploy is， in fact， the way most large corporations and sales men negotiate. While they do have more authority than they generally let on， most of the time， it is a true state of affairs. They do have to get unusual changes approved and they do have to explain their deals to their boss. Also， this technique can have positive repercussions： It can remove emotions from the negotiations， and let both partied focus on the problems at hand.SolutionWhen this tactic makes you uncomfortable the solution is simple. Demand to negotiate with someone who has authority. Explain to your negotiating partner that he may not be able to relate to exactly what your needs are， and that you need to talk to someone in charge. A willingness to go up the ladder to face authority generally earns you points during the negotiation.

Take It or Leave It 当机立断; 当抛则抛

IdentificationThis is simple， basic hardball. Someone gives you and offer and says that there can be no changes ve said. A take it or leave it offer is usually made as a best offer， meaning that they cant go any lower on these specific terms. Ask them whether they would listen to alternative solutions if the terms changed. Most people will. The second response is what you should always be willing to do in these cases is this deal one that I can accept in its present form and be happy with？ Are you going to feel unfulfilled with this agreement？ If you are ， be prepared to walk away.

The Proliferating Tip 得寸进尺

IdentificationYouve got a deal basically agreed upon. The other side comes back and asks for something small， an insignificant thing that it would be silly to stop the deal over. Then they asked for another. And another. These are the tips you pay to get the deal done.NoteThe tips you pay in this situation are more annoying than substantive. But over the long term， they can really eat away at you level of gratification. Please note that this tip doesnt mean anything large or deal－breaking thrust on you at the end of a negotiation. A tip is a small thing， something no one would balk over.SolutionHave a tip list of your own ready. Every time they ask for one thing， offer to give it to them if they give you something on your list in return， Over time， Theyll get tired of pestering you for tips s no problem it just takes time to get changes approved. Eventually， because it takes so long to get any change approved， you stop asking for anything more.NoteMaking concessions but stalling them seems arduous and onerous， but its a time－honored technique of negotiating. Although it doesnt destroy goodwill， it can make you less eager to negotiate with that person again. It also involves very little conflict. If you can afford to stall a little bit， its a useful technique because it discourages extra request， but dont become a perpetual staller.SolutionWhenever you make a request the other side agrees to， make sure you set a time that the change will be approved by. Like all terms， that time is negotiable. Pointing out a missed deadline to the other party allows you to bring to light their stalling tactics. Also， you can defuse the stalling tactic by not getting frustrated and simply continuing to address problems as they arise.

The Beggar 空头许愿

IdentificationA negotiation keeps turning to the subject of the other partys problems. You hear how he is really having trouble at his company， and how badly he needs your business. He promises that the next time you negotiate， hell gibe you a break if you give him one now.NotePromises are easy. Performance is difficult. This kind of negotiating tactic takes the deal away from the professional arena. This tactic loses more often than it wins.SolutionTell the other side that unless they want to negotiate two deals at once， including the future one where they make major concessions， you are not interested. It may seem hard－hearted， but negotiating is a professional skill. Negotiators have to behave professionally， period.

Or Else 要不然。。。

IdentificationWhen the other side says or else， youre under the pressure of a threat. You know it. They know it. But what are you going to do about it？Note

Threats only work when the person making them：

1. Doesnt care about the relationship.

2. Can back them up.

3. Is prepared to back them up.SolutionIt is often more effective to address the other sides tone than to focus on the substance of what they say. A simple we can work this out without threats， usually makes the other side state exactly what they want. If they can and will back up their threats， you might have to decide that the deal does not satisfy your needs and consider the negotiation closed a the point.

The Non－Negotiators 拒绝谈判者

IdentificationThe other party refuses to negotiate and discuss terms with you. They submit a proposal with a price and terms and then ask you to accept or reject on the whole.NoteA refusal to negotiate is usually a refusal to negotiate price. This is an opportunity for you. Since they are rigid on price， you can ask for concessions on other terms. Asking for clarification as to why they wont negotiate will usually let you know where there is some room for discussion If they continue to not negotiate， you may consider choosing another company and telling they original one that had they been more willing to negotiate， they may have gotten your business.SolutionApproach them in a positive and inquisitive way. Tell them youd love to make a deal， but you have some questions. Dont try to negotiate right away. They will take the time to educate you. When they commit some time and energy to your education， they suddenly have more at stake in the discussion. Then， when you have more information and some creative alternatives to approach them with， theyll be more willing to bargain. Sometimes hw you do something is just as important as what you do.

Part IIII Exercises and Discussions

d love to make that change， but Im going to have to run this by my boss， and you know hes really tough. I don‘t think hell go for it.
2. This is it. Either take it， or else Ill have to leave you as my supplier.
3. Ill tell you what. We need to show some cash up front， so if you sign this deal， Ill cut your ten m not sure were going to be around to negotiate anything next year.
4. You have our offer. If you have problems with it， I suggest you go somewhere else.
5. Sure we can accept your timing recommendations. Ill pass them on to the senior committee and theyll make a recommendation. Those will be passed along to the vice－president in charge of the division， who will form his own committee and then pass along a recommendation to the president. I dont see any problems， though.
6. If you don‘t accept our offer， Ill ruin your name in this business. Youll be looking for work in another country.
Follow strategies given in Part three， give your instant responses to above situations and discuss with your class on any possible future outcomes.

Part V Supplementary Materials

Supplementary Expressions in Negotiation

m very glad to welcome yous nice to be here. 很高兴来到这儿.

s in charge ofs ours just taken over as Head ofre short of time， so lets get started. 时间不多， 我们开始吧.
Weve got a very full agenda， so perhaps wed better get down to business. 我们的日程很紧， 所以还是切入正题吧.

Sm

all Talk 缓和气氛的轻松对话
Did you have a good journey？路上还顺利吧？
How was your flight？航班还顺利吧？
Is this your first visit tore here today tos meeting iss just run through the agenda. 让我们先来看一下日程的安排
There are three/four/five items on the agenda. 日程上有...项内容.
Lets leave t hesitate to interrupt. 如果有问题， 请别客气， 尽管打断我.
Please feel free to ask questions. 请大家随意提问.
Lets deal with any questions immediately. 让我们马上来处理问题吧.
We/I would like to know what you think. 我想了解你想些什麽

ve all seen our brochures/proposal/offer 你们都已经看到我们的宣传册/ 建议书了...
I think youve all had a chance to read ourt want to go over the same ground. 在这里我不想在重复同样的内容了.

s all right with you？ 您都同意吗？
Is that okay？ 这样可以吗？

d be interested to know more abouts interesting. 很有意思.
Fine. 好.
Sure. 当然.
Please do. 请继续.
Of course. 当然了.

tm afraid well have to call it a day unlesss go over the main points again. 我们再把关键事宜重申一下.
Can I just run over the main points？ 我们可否再重复一遍要点？
Weve agree the following 我们同意以下...
Outstanding issues are 还有待解决的问题是...
That brings us to the end of ...可以到此结束了。
I think we have covered everything. 我想我们已经谈及所有内容了.
I think we can call it a day. 我想我们今天的谈判就到此为止吧.
I think that covers it. 我想我们已经谈及所有内容了.