谈判英语对白.docx

谈判英语对白.docx

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谈判英语对白

EFFECTIVENEGOTIATING

Unit1PreparingtheGround

×KarenBlackandAndrewCarterfailtocommunicatebeforetheymeettheLevienteam.

Andrew:

You’resureyoudon’twantone,Karen

Karen:

Notforme.

Andrew:

OfcourseIdon’tknowFrancoiseatall.ButyougotyourregardwithShawn._____________andInegotiatedatDallastwoyearsagoandI…

Karen:

I’msureyoudid,Andrew.Come____________________focusonthefinalpackage.Imustknockdowntheprice.Theywannaknockusdown,butwehavegotsomeroomformaneuver.

Andrew:

That’sright.ShawnwasheldaprocurementinTECatLondon.

Karen:

Whatwaskeepinginmindisthe____________pushon_____staffcosts.

Andrew:

Wedon’tneedtoworryaboutthat,Karen.Wejustplayitby…Shawn,howareyou

Shawn:

It’sgoodtoseeyou,Andrew.Atlanta,wasn’tit

Andrew:

Dallas,actually.

Shawn:

Right.Threeyearsago.

Andrew:

Two.

Shawn:

Yeah,sureeh…Youtwoknoweachother,right

Francoise:

YoumustbeKarenBlack.I’mFrancoiseQuantin.WelcometoLevien.

Karen:

We’vespokenonthephone,haven’tweAndthisisAndrewCarter,exportsalesexecutive.

Andrew:

Sorry,Ithoughtyoutwoalreadykneweachother.

Shawn:

Thatweallknoweachothernow,canwe…

Francoise:

Beforewestart,wouldyoulikeacoffee

Karen:

Wouldbenice.

Francoise:

Milk

Karen:

Yes,please.

√KarenBlackandAndrewCarterarebetterpreparedfortheirmeetingwiththeLevienteam.

Andrew:

Hereyougo.

Karen:

Thanks.

Andrew:

Sowewaitforthemtorespondtoourproposal.

Karen:

Yes.Weknowthestaffcostsandthepricearethemainissues.Butwe’dbetterletthemsettheagenda.

Andrew:

Andyou’dstilllikemetodothepresentation

Karen:

That__________________,Andrew.

Andrew:

Andyouwatchthereactionsand…

Karen:

Anddealwithanyquestions,yes.

Andrew:

You’llbecarefulwithShawn,Karen.Hetriesahardbargain.

Karen:

I’msureIcanhandlehim.We’rewaitingforalongday,aren’twe

Andrew:

Well.____________,don’tyou

Francoise:

Sorrytohavekeptyouwaiting.YoumustbeKarenBlack.I’mFrancoiseQuantin.AndthisisShawnMorrissey.

Shawn:

Goodtomeetyou,Karen.Francoise,thisismy_______partner,AndrewCarter.

Francoise:

Nicetomeetyou,Andrew.Howwasyourflight

Karen:

Excellent.Lessthananhour.

Andrew:

Hardlytimeforthebreakfasttheyserve.

Francoise:

Whataboutacoffeethenbeforewegetstart

Shawn:

Yeah,youcanbringitthrough.

Francoise:

Thereisnoneedtoworry.____________

Karen:

Ah…

Shawn:

Andrew,you’dlikeanotherone

Andrew:

Please.Milk,threesugars.

Francoise:

Sitdown,please.

Andrew:

Areyoumissingyourstay,Shawn

Shawn:

Yeah,Imissthekidsandmywife.AndrewandInegotiatedadealatDallastwoyearsago.

Andrew:

Yes.Quiteamarathon.36hours,wasn’tit

Shawn:

Andrew.Ifajobisworthdoing,it’sworthdoingwell.

Francoise:

Perhapswehaveabetterstartnow.

Unit2SettingtheAgenda

×KarenBlackandAndrewCarterwaitforFrancoiseQuantintosettheagenda.

Francoise:

Wehavestudiedyourproposalwithinterest.Andgenerally,itseemstofitwithourneeds.ButI’mespeciallyworriedabout_____tomyteam.

Karen:

PerhapsAndrewcouldpresentourproposalandthenyou…

Francoise:

I’msureyoucanunderstandmyconcern._______________________

They’reverydedicated,ofcourse.Butthey’reveryunsettled.

Andrew:

CanIsuggestwepresentthe___________foryouchooseOkus.Thenperhapswecanidentifyyourareas…

Shawn:

Wedoneedsomeassurancehere.Anycutswillgo________work_____

Francoise:

Wemustsolvethisoutbeforewecontinue.

Karen:

Isee.HaveyougotthedocumentsaboutrehiringstaffAsI’msureyouunderstand,staffingisamatterof____for_____,andprices___________wehavemade.Now,ifyoucanagreetothepricebeforewego…

Shawn:

No!

Wecantalkpriceslater.Wewanttoresolvethestaffingissuesfirst.They’retwoseparateproblems.

Andrew:

WhatKarenissayingthatthetwoareindependent.

Shawn:

Notforus.They’renot.Wewanttocloseyourstaffingissuefirst.Yoursisn’ttheonlyofferonthetable,youknow.

√FrancoiseQuantinsetsanagendaforthenegotiations.

Francoise:

I’dliketostartbysayingafewwordsaboutthemeetingtodayandwhatweexpecttoachieve.OnethingI’dliketoclarifyfromthestartisthatweseeOkusasastrongcandidate.Butofcourse,nottheonlyone.Whatwehopetodotodayistofindenoughcommonground.Isthatclear

Karen:

Fine!

Francoise:

____________theagenda.Firstwe’dlikeyoutopresentyourproposal.Wehavereadit,butwe’dlikeyoutogooverthecritical.Andrew,understandyou’regoingtopreparetodothis.

Andrew:

Won’tyoutakeabout10~15minutesPleasefeelfreetoaskanyquestionswhileI’mtalking.

Francoise:

Good!

Thatwillhelpusidentifyissueswhichneedmorediscussion.AfterthatIsuggestwetrytoresolveanyoutstandingdifferences,andthenfinallyassumingthatwecanagree,Ithoughtwecouldworkanactionplanforthenextfewmonths.

Shawn:

Ijustwanttoaddyoucanusetheroomnextdooranytime.There’scoffeestaffthereifyouneedit.

Karen:

Thanks!

Francoise:

WhatabouttheendofthedayAreyouflyingbackthisevening

Karen:

Yes,well,wecouldgetroomsfromtheairporthouse.

Shawn:

I’msurewecangetyousomewherebetterthanthat.

Francoise:

Hopefully,youwon’tdidthehotel.

Unit3EstablishingPositions

×AndrewCarterpresentstheOkusproposalwithoutreferencetoLevien’sneeds.

Andrew:

Asyoucansee,wealsohaveabroadrangeofclientsinvariousindustries.Forexample,werecentlytookoffanITmanagementofcentral…

Francoise:

Weknowthis,Andrew.It’stheofferyoumadeusthatweareinterestedin.

Andrew:

Ofcourse,yes.Letme…Hereweare!

We’vebrokenthisdownbydepartment…

Shawn:

Sorry.

Karen:

Andrew,sorrytointerrupt.ButperhapsFrancoiseandShawnwouldliketohearaboutcontrolsystems,pricing,andstaffinglevels.

Shawn:

Staffingwillbegood.

Andrew:

Yes…Sorry…Yes.I’msureIgotanotheroverheadonthat.We’velookedoveryour…,hereweare,yourcurrentlevelsofIToperationofsupport.

Shawn:

That’sgreat,Andrew.ButwhatIreallywanttoknowis:

areyougoingtohirestaffornot

Karen:

Andrew,perhapsIshouldanswerthat.Asyouknow,staffinglevelsdependonthelevelofserviceyoudecidetogofor.Theoneyouchoosedependonthedegreeof…serviceandsupportyourequire.

√AndrewCarterpresentstheOkusproposalandgivestheLevienteamtheinformationtheyneed.

Andrew:

So,movingon.I’dliketofocusquicklyonthethreecriticalareasandthenhearyourresponse.Now,thisslidecoversmanagementofcontrol.Asit’sreallythemake-or-breakfactorofanyoutsourcingcontract,wereallygottomergeandthenimproveonyourmanagementsystems.So,whatweproposetodoistoputonepermanentmanageronsightandonesupportingengineeraswell.Anyquestionssofar

Shawn:

Andwho’lldealwithspecialprojectsorproblems

Andrew:

OurplanforthatwillbetouseourownUK-basedengineersoron_______basis.

Francoise:

I’mnotsureIunderstandhowyourprojectmanagementsystemoperatesforurgentwork.

Andrew:

Wewillusethesimilarapproachonothercontracts.TheITmanagerherewillhaveaday-to-daycontrolbutwhenheorsheneedshelp,thatcanbecalled____OkusfromUK.Doyouhaveanyquestionsonthis

Shawn:

Butwon’tbeafirstforyou,servicingacontractoverseas

Karen:

Yes,that’sright.ButwedohavesimilarclientsinEdinburgh,forexample,andtimeanddistancevarianceisnotalotdifferencesbetweenBelgiumandScotland.Wedon’tanticipateanyproblemsonthatscope.

Andrew:

Perhapsyou’dliketotalktoourclients____________.

Francoise:

No.We’vealreadyfollowedthereference.Pleasegoon.

Andrew:

Fine!

CanIgoontotalkalittlebitaboutpricing

Unit4ClarifyingPositions

×KarenBlacktriestoclarifyhowthecontractpricingiscalculated.

Karen:

No.Whatwearesayingisthecosts,basedonnumberoffactors.Thetimesofday,ofcourse,isoneofthem.Wekeepalogofallcalloutsandifthefigureforamonthexceedsthefixedinvoicefee,there’llbeadjustmentsthefollowingmonths.

Francoise:

What’sthefixedinvoicefee

Karen:

Therateisonpage22oftheproposal.Itdepends…

Shawn:

Whataboutthecalloutrate

Karen:

Itdependsonthetimeoftheday.

Shawn:

Canyougivemea___________figure

Francoise:

Wherearethefiguresfortheprojectmanagerfees

Karen:

Right.Andrew,haveyougottheratesforthatThepointwe’dliketostressisthatwehavecalculatedaglobalprice,andyouonlypayamoreifyougotallthegenerallevelsofsupportweofferit.

Shawn:

Heredowegetachoiceonthis

Karen:

ThatperhapswhatIamsaying.Wehaveofferedtwolevelsofsupport.Thebasiclevelbuysyou…

Francoise:

Sorry,can,beforeyougoon,Isee,Andrew,_______thefiguresforprojectmanagement.

Andrew:

Projectmanagerrateishourly,butifyoulookattheoverallpackage,theratecancomeoutmuchlowerthanthesefigures.

Shawn:

Whataboutmyoptions

Karen:

That’sspeltoutonpage34!

√KarenBlackgetsachancetoclarifythefiguresintheOkusproposal.

Karen:

Ifyoulookatthepage22,whatwedoiskeepalogofallcalloutsandifthefigureforamonthismorethanthefixedinvoicefee,wemakeadjustmentinthefollowingmonths.

Francoise:

So,wecan’tbecertainabouthowmuchthemonthlyinvoicefeewillbe.

Karen:

Itdependswhichlevelofsupportyouoptfor.

Francoise:

Canyouexplainthat

Karen:

Certainly.Asyoucansee,therearetwolevels,LevelAisallinclusive,youpayasetfee,youspecifywhatITprojectyou____doing,andyoudon’tpayanythingextra.

Francoise:

So,ourcontractwillspecifyallI