1、re so used to negotiating that we dont even think about it, its how we live peacefully together. We learn in childhood that things are a value for value trade off.我们每天的生活就是不断的商议，而这些商议都和金钱无关。我们太习惯和他人商议，所以这样的动机几乎成了我们的反射动作，商议、谈判正是人们得以和平相处的原因。我们在孩童时期就学到了每件事都是有价值的，都可以当作是谈判筹码。To get what we want, we have
2、to trade what we have, and we take that idea into adulthood. Its great if things stay like that your entire life. If all negotiations were performed with the honesty kids use in the playground, thered be no need for this book. But , sometimes they dont. Things have been kicked up a few notches, and
3、some negotiators dont play book will tell you whats going on, and how to handle it.要得到自己想要的东西，我们就必须拿自己拥有的东西去交换，而我们也把这种思想模式带到了成人阶段。如果事情能够一辈子都是这样该多好。如果谈判时，大家都秉持着孩提时代玩耍时的诚实态度，这本书就没有存在的必要。但是有时候，人们并不会诚实相待。事情改观了，有些谈判人员并不会公平就事论事，而本书将会为你解析情况，并给你一些应对的方法。There are no set pattern negotiations in English that y
4、ou follow. Its determined by the local customs and the players involved. Ive seen minor points take days of hard talking , and once negotiated a three hundred thousand dollar contract during a two-hour lunch. We spent five minutes on the deal, the rest on other topics.英语谈判并没有必须遵守的既定模式，全凭当地的规矩和相关人员而定
5、。我曾为一些小事情，费尽唇舌谈判了好几天；但也有一次，只花了两个小时的午餐时间，但谈成了总值三十万美金的合约。真正在谈生意只花了5分钟，其他时间都在谈其他的事。The following are examples of day-to-day negotiations we perform without thinking. The first shows Jack and Mary as children at play working things out. In the second one, Jack and Mary are a couple planning an evening o
6、ut. The third shows Jack and Mary as coworkers cooperating to keep things running smoothly.下面这几个对话，是我们不自觉中就会进行的日常生活谈判。第一个对话是孩提时代的杰克和玛莉，他们正想解决问题。第二个对话中，杰克和玛莉是一对情侣，他们在商量晚上要去哪里。在第三个对话中，杰克和玛莉是同事，他们讨论该如何在工作上配合得尽善尽美。2012年常用商务英语谈判对话精选：02快速、简单的谈判Chapter 2Sometimes Its Fast and Easy 快速、简单的谈判Mike: Hello, come
7、 in, Ive been waiting for you.May: Thank you, Im not late, am I No,no,no,not at all. Its just that I ve been （对话内容详见Disk 1-6）For Your Information（背景介绍）A fair and equitable deal can be reached quickly, with a minimum of effort on even the most complex issues. It depends on who the major players are,
8、how motivated they feel and whether lawyers play an active role. If you think thats a little unfair to attorneys, you might be right. However, most of the lawyers Ive worked with agree with me, off the record, of course.There are businessmen and women out there who still do things the old-fashioned
9、way. Their negotiating style in much the same as it was when they were kids. They know the rules, that to get value, they have to give value. All they want is a reasonable profit. When you run across a company like this, you should go out of your way to keep them happy.03 公平交易Chapter 3Playing Fair 公
10、平交易Hi, Bill. Its Masha Black at MPPM Ltd. How are youHello, Marsha, I havent heard from you in a long time. Im great, and you（对话详见Disk 1-10）I did my best for my clients, but I never screwed a contractor to gain my client an unfair advantage, and that earned me a reputation for being fair. It made it
11、 easier for me to do business and get good deals for my clients. I was more effective with less effort than the other managers in the office. I got things done faster and the companys board was able to handle business more easily, especially when it came to getting competitive bids.Thankfully, there
12、 were a lot of businessmen and women out there who were the same way and bidding out work was one of the easier parts of my job. Being fair and easy to deal with got me the bids on time with a minimum of effort. Once a bid was accepted, working out the details was friendly and quick.When I asked for
13、 a bid, the contractor knew I was serious and the work would be done. I wasnt just getting data for a curious board that might not do the work for another year or Im getting at is that no matter how large the town where you do business is, not everyone in the town is in the same business. The people
14、 in your field are competitors and they may not share trade secrets but they do talk and from time to time you get to be the topic of the day. Its a small town, and everybody knows everybody else.Remember theres no such thing as a free lunch. Everything has a price and somebody pays for it. A free e
15、stimate ist free. Its called free because you dont have to pay for it but it cost time and materials for the vendor to prepare. They are part of game and every proposal doesnt get accepted,but if a vendor has a choice of doing one for someone who only asks when hes serious or someone who is only tes
16、ting the waters for a sale thats still months down the road, and the job will have to be bid for again, who gets priorityIf its for information only, I tell them so. Then,the vendor knows how much research he needs and it will take him or her a tenth of the time it takes to put a formal bid. After y
17、oure asked for a bid, stay in contact with your contacts. If they lose the bid, you should call them and tell them the details about why they lose it, so they know all their work wasnt for nothing.04诚实是上策Chapter 4Honesty is the Best Policy 诚实是上策Jack: Donna! How are you Its good to hear your voice.Do
18、nna: Thank you, Jack, its always a pleasure doing business with you. So how are things in the land of the free and the home of brave（对话详见 Disk 1-14）Having a reputation for honesty is important in doing business and following the advice above will go a long way, but thats not eveything.I was offered
19、bribes, but never took them. Without making an issue out of it, I thanked them for the offer, declined and rarely called them again. I feel if a man needs bribes to sell his product, it cant be very good, and I dont want to defend a poor product purchased at my recommendation. After a few months, th
20、e offers stopped. Also, because I was honest, I got things from clients and suppliers the other executives couldnt, or found difficult. Having a reputation for honesty helps.05谈判出现裂痕Dialog 3The following dialog is based on the above,using the same s a break in the dialog where Jane sees the talks ar
21、e she returns,she tries walking the dialog,the section prior to the break remains ,this time Jane has to work with this company,so she cant walk has to find a way to make the deal work,so she tries the stupid dialog below picks up after the break.下面这个对话,以上面情况为背景，主角都一样。对话之中两人的谈判出现裂痕，珍觉得没必要再谈下去，打算一走子之
22、。而在这段对话中，决裂前的部分都大同小异，不同的是，这次珍一定跟对方做生意，所以不能说走就走。为了想办法谈成交易，她试着装憨，以下对话从上面的裂痕开始。Bob:Well,its the best I can do.这是我能给你的最好的价格了。If you want to sell me your DVD players,you need to accept my we have a deal如果你想要把你们的DVD放影机卖给我们，你就得接受我的提议，可以成交了吗Jane:m afraid not, really dont have any more room to maneuver.恐怕不行，
23、鲍伯，我真的没办法再降了。Youre going to have to up the price some more,a lot more.你得将价格提高点，甚至要提高很多。Jane,I told you,with business the way it is,the Koreans dumping units in our market,the down economy, our decreased market share in the last three quarters.珍，我告诉过你，现在业界的状况是，韩国人倾销大量的DVD放影机到市场上，经济又不景气，我们的市场点有率已经下跌了三
24、个季度。We cant compete if we pay your price.付你们这个价码，我们就没有竞争力了。Janb:Bob,youre breaking my heart,but my hands are also tied.鲍伯，你真是伤我的心。但是我也没办法啊。My boss told me not to sell these units for less than it costs to make them.老板有指示，售价不可以比造价低。I cant go any lower.我真的不能降。I already made two counter offers to yours
25、 and you havent budged.我已经改了两次价，而你一点都不配合。Now Iredemonstrated Im willing to work with you,and you can say is take my offer.我展现出我们的合作诚意，但你还是那句老话，叫我“接受你的价格”。Its good offer,the best we can do.这条件很好，是我们所能提供的最好的价格Look,this is getting us nowhere.我们这样是谈不出结果来的。Weve been here for more than seven hours and wer
26、e no closer to a deal than when we started.已经谈了7个小时，却一点进展都没有。I suggest we call it a day,and try again tomorrow.我看今天就谈到这里吧，明天再继续。That is if you think we have anything to talk about tomorrow.暂到此吧我们明天还有事情要谈。Maybe youre right.也许你说的对。Look,this isnt an official offer.这并不是正式报价。m not authorized to go any hi
27、gher,but during the evening Ill check with my people and see if we can sweeten our offer a bit.我没有权限可以再提高价格，但晚上我会和内部的人谈谈，看看能不能再提出更好的价格。Like I said,this isnt official but maybe I can come up a as much as twenty-five cents per unit.就像我说的，这个报价不算正式，也许我可以再多给一点，大概平均提高25分钱。Bob,you know I need something mor
28、e like two and a half dollars.鲍伯，你也知道多个二块五才是我要的。Thats still way too low.那（25分）还是太少。I know,but dont forget that wasnt an offer.我知道，但别忘了，那不是报价。m not authorized to offer any more.我没有权限，可以提供更好的价格。m just sort of thinking out loud that maybe my people will allow me to come up that much.我只是这么想而已，说不定公司的人可以让我提高价格。When you talk to them,I suggest you discuss some larger numbers, and Ill call Taiwan.当你和他们讨论时，我希望你谈大一点的数字。我会打电话回台湾。2012年常用商务英语谈
