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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