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，擁護(hù)，提倡◆Patienceisessentialinnegotiationwhileadvocacyof“quicksuccess”isharmful.advocaten.辯護(hù)者;律師;擁護(hù)者;倡導(dǎo)者advocatorn.擁護(hù)者,鼓吹者,提倡者2.A“successful”negotiationintheadvocacyapproachiswhenthenegotiatorisabletoobtainallormostoftheoutcomeshispartydesires,butwithoutdrivingtheotherpartytopermanentlybreakoffnegotiations.whenthenegotiator...是表語從句;butwithoutdriving...是分詞短語,做狀語。3.permanentlyad.foralongtimewithoutessentialchange永久地；長久地◆HehasdecidedtosettledownpermanentlyintheUS.permanenta.永久的，持久的4.breakoff中斷,折斷,突然停止,暫停,斷絕◆Wehavetobreakoffthecommercialrelationwiththatcompanyduetotheirbreachofthecontract.breakoffnegotiations中斷談判breakofftheaction停戰(zhàn)breakoffthehabitof改掉……的習(xí)慣breakoffwith與……斷絕交往5.Traditionalnegotiatingissometimescalledwin-losebecauseoftheassumptionofafixed“pie”,thatoneperson’sgainresultsinanotherperson’sloss.thatoneperson’s...是同位語,修飾assumption。6.assumptionPersonLikeaBook.Inthebook,heactuallycoinedthephrase“EverybodyWins.”Hisexamplesarecreativeandpertaintoreallifesituations.Theresults,presentedinthebook,willteachthereaderhowtobringmutualclosuretoanydispute.NierenbergisamemberoftheAmericanBarAssociationandauthorof8bestsellingreferencesonnegotiatingforbusinessexecutives,governmentofficials,corporationpresidents,andevenheadsofstate.《談判藝術(shù)》由談判專家，美國談判學(xué)會會長，談判之父杰勒德·I·尼爾倫伯格撰寫，在書中他定義了“每個人都是贏家”的概念，所列舉的實(shí)例非常新穎，符合現(xiàn)實(shí)生活場景。書中所提的觀點(diǎn)教會讀者如何更互利的解決糾紛。尼爾倫伯格是美國律師協(xié)會會員，8種談判方面暢銷書作者，分別供商務(wù)人員，政府官員，公司總經(jīng)理甚至國家首腦參考。2.GettingtoYES,presentedbyRogerFisherandWilliamUry,showsthereaderhowtopursuehisowninterestsandkeephisadversarieshappy.Afewprincipleswillguidethereadernomatterwhattheothersidedoes,orwhatevertrickstheymayresortto.GettingtoYesisastraightforward,universallyapplicablemethodfornegotiatingpersonalandprofessionaldisputeswithoutgettingtaken—andwithoutgettingangry.Itoffersaconcise,step-by-step,provenstrategyforcomingtomutuallyacceptableagreementsineverysortofconflict.《達(dá)成一致》一書由羅杰·費(fèi)舍爾和威廉姆·烏萊編寫，在書中為讀者出謀劃策，提出一些原則，無論對手做什么，玩什么把戲，如何在追求自身利益的同時讓對手開心。《達(dá)成一致》非常直接、廣泛的為個人和專業(yè)人員解決糾紛提供實(shí)用方法。它為在各類沖突中達(dá)成雙方可以接受的協(xié)議提供了一個很好的互利、簡便、按部就班實(shí)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.雙贏策略2.中斷談判3.工作保障4.談判籌碼Part21.Hehascollectedenoughevidencetotestifytheassumption.2.Theywerediscussingthepossibilitiesofdealingwiththeeconomiccrisispermanently.3.Wefinallyreachedtheagreementthatsomebusinesspublicationswouldbeintroducedfromthem.4.Ourcounterpartycreatedavarietyofobstaclestointimidateus.5.Throughthefirstroundnegotiation,weobtainedaclearideaoftheirneedsandcompetency.TextBLanguageStudy1.point①n.abriefversionoftheessentialmeaningofsomething要點(diǎn)，重點(diǎn)◆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.可確定（探知）的，可發(fā)現(xiàn)的ascertainableproductionn.小批生產(chǎn)3.resolutionn.qualityofbeingresoluteorfirm;determination;solution堅決，正式?jīng)Q定,決心；決議◆Heisamanwithgreatresolution.◆Afteraday’smeeting,wecametotheresolutionoftheproblem.resolvevt.使下決心，決意，決議，解決4.takeintoaccount考慮到，顧及◆Beforesigningthecontract,everydetailshouldbetakenintoaccount.5.measurablea.abletobemeasured;perceptibleorsignificant可度量的；可測量的◆Therehasbeenmeasurableimprovementinthequalityoftheproduct.measurablefundseffect可衡量的資金效果6.quantifiablea.capableofbeingquantified可以計量的，可量化的資料◆Thecostofthemassiveearthquakethisyearisnotquantifiable.quantifyvt.表示或測量（某事物）的數(shù)量quantityn.量；大小；重量7.offsetvt.compensatefororcounterbalance彌補(bǔ)；補(bǔ)償◆Heoffsetshisdiligenceagainsthisslowreaction.offsetaccount抵消賬戶offsetagainstaccounts賬款抵消8.minusculea.verysmall極小的；微小的◆Thedroughtofthisareaispartiallyduetotheminusculeamountofrainfallthere.9.leveragen.powertoacteffectively影響力◆Herfamegivesherenormousleverageinthismatter.leveragedbuyout融資收買leveragedlease代償貸款租賃，杠桿租貨10.procurementn.theactoraninstanceofprocuring;theactofbuying收買，（尤指為政府或機(jī)構(gòu)）采購◆Wewilltrytoworkasprocurementagentonbehalfofthatcompany.◆BulkcommoditypurchasebyBOCOGshallbecarriedoutthroughthesystemofgovernmentprocurementandopencurementprices采購價格procurementsource貨源，供貨人11.Whilstyouralternativeoptions,andthereforeyourBATNAmightbeknowntoyou,veryoftenyourBATNAmaynotbe.Whilst...veryoften...是讓步狀語從句,里面包含一個and引導(dǎo)的表示遞進(jìn)關(guān)系的從句thereforeyourBATNAmightbeknowntoyou。12.figureout弄清楚；弄明白；合計為,計算出◆Canyoufigurethetotalcostout?◆Itisdifficulttofigureouthowtofurthercontroltheproductioncost.13.actionablea.affordinggroundsforlegalaction可提起訴訟的；可行的◆Slanderisanactionableoffense.14.seminarn.anygroupormeetingforholdingdiscussionsorexchanginginformation研究班，研討會◆Thereisahotdiscussiononimprovingmanagementintheexecutiveseminar.◆Anoveltheorywasadvancedduringtheseminar.seminarcourse研究學(xué)程seminarroom（大學(xué)）研究室15.simultaneouslyad.atthesameinstant同時地；同步地◆Simultaneously,demonstrationsbrokeoutinLondonandNewYork.simultaneousa.同時的，同時發(fā)生的TranslationoftheText最佳預(yù)選方案根據(jù)談判理論,最佳預(yù)選方案是指某方當(dāng)事人在目前談判失敗，未能達(dá)成協(xié)議的情況下而采取的行動。如果目前的談判比最佳預(yù)選方案帶來的價值要小，繼續(xù)目前的談判就沒有意義，在談判開始前，雙方應(yīng)當(dāng)對各自的最佳預(yù)選方案心中有數(shù)。最佳預(yù)選方案由哈佛大學(xué)的談判項目小組的研究人員羅杰·費(fèi)舍爾和威謙姆·烏萊在有關(guān)原則談判法的叢書中提出,此叢書的第一本書為《達(dá)成一致》。諾貝爾獎獲得者約翰·福布斯·納什把這些觀點(diǎn)溶進(jìn)了他早期的研究中。例如，如果我從某一經(jīng)銷商那獲得用100美元買我車的書面報價，那么，當(dāng)我與其他潛在的購買者打交道時，我的最佳預(yù)選方案將是100美元，因為即使與潛在的購買者達(dá)不成協(xié)議，我也能用車換得100美元。任何一方通常都不應(yīng)接受比最佳預(yù)選方案糟糕的結(jié)果。但要注意確保對所有交易估價的精確性，（估價時）要把所有因素考慮在內(nèi)（比如關(guān)系的價值，另一方可能遵循他們談判立場的可能性）。這些因素很難估價，通常屬不確定因素而非易于測度和量化的因素。下面是其他一些報價舉例，這些報價或高于或低于上例中的報價：親戚給出一個90美元的報價（這種親情值10美圓或10美圓多?）。一個有效期為45天的125美元的報價（將來此諾言不能兌現(xiàn)的可能性有多大，如果不能兌現(xiàn)，先前100美元的報價還有效嗎？）另一位經(jīng)銷商出150美元給我買一輛新車（我現(xiàn)在想買一輛新車，尤其是已給出報價的車，再者，分期付款可能導(dǎo)致小幅貶值，今天的100美元到時候還值那么多嗎？）最佳預(yù)選方案在談判界被視為最重要的談判力源泉。談判者不能把最佳預(yù)選方案只當(dāng)作安全網(wǎng)，而是當(dāng)作談判手段。請看下面的交易案例：某公司可以從第二家、第三家或第四家公司進(jìn)貨，而這第二家、第三家和第四家公司只能把東西買給這一家公司。這一家公司就可以利用最佳預(yù)選方案使第二家、第三家和第四家公司相互傾軋從而促成一個有利的交易。對于商界的采購經(jīng)理們來講，這是很常見的做法。盡管存在這些選擇，而且你也可能意識到這些選擇，但可能經(jīng)常意識不到。因此需要花時間和精力去弄明白你有哪些選擇，哪些選擇是實(shí)用的。即使弄明白有哪些選擇還不夠，這些選擇還必須是真實(shí)的和實(shí)用的。一個經(jīng)理研討會