商務(wù)英語談判對話 04-01
For Your Information背景介紹
Chapter 1
Daily Negotiations
I'm going to the park to play baseball with the guys.
But you promised to play chess with me this afternoon.
Yeah, but that was .....(詳細(xì)對話參見Disk 1-2)
Negotiations aren't just for business; they lie at the heart of all human interaciton. They make it possible for society to function. Unless you're a hermit living in a cave, you negotiate things every day from the time you get up, until you go to bed. At home, people negotiate the restaurant they go to, the movie they see, the TV program they watch, who showers first, and who goes to the market. At work, we negotiate who uses the copy machine first, and who watches the phone during lunch.
談判不只是為了做生意，它們根植于所有的人類的溝通活動中，使社會得以運(yùn)作。除非你是一個住在洞穴里的隱士，否則你每天從早上起床到睡覺為止，都得談判。在家中，人們會為了要去哪家餐廳、看哪部電影、哪個電視節(jié)目、誰先洗澡、該誰去超市買東西而商量、決議。在工作上，我們得討論誰先用復(fù)印機(jī)、誰該在午餐時間留下來接電話……
Our day is one continuous negotiation, and it's likely none of them involve money. We're so used to negotiating that we don't even think about it, it's how we live peacefully together. We learn in childhood that things are a value for value trade off.
我們每天的生活就是不斷的商議，而這些商議都和金錢無關(guān)。我們太習(xí)慣和他人商議，所以這樣的動機(jī)幾乎成了我們的反射動作，商議、談判正是人們得以和平相處的原因。我們在孩童時期就學(xué)到了每件事都是有價值的，都可以當(dāng)作是談判籌碼。
To get what we want, we have to trade what we have, and we take that idea into adulthood. It's great if things stay like that your entire life. If all negotiations were performed with the honesty kids use in the playground, there'd be no need for this book. But , sometimes they don't. Things have been kicked up a few notches, and some negotiators don't play fair.This book will tell you what's going on, and how to handle it.
要得到自己想要的東西，我們就必須拿自己擁有的東西去交換，而我們也把這種思想模式帶到了成人階段。如果事情能夠一輩子都是這樣該多好。如果談判時，大家都秉持著孩提時代玩耍時的誠實(shí)態(tài)度，這本書就沒有存在的必要。但是有時候，人們并不會誠實(shí)相待。事情改觀了，有些談判人員并不會公平就事論事，而本書將會為你解析情況，并給你一些應(yīng)對的方法。
There are no set pattern negotiations in English that you follow. It's determined by the local customs and the players involved. I've 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.
英語談判并沒有必須遵守的既定模式，全憑當(dāng)?shù)氐囊?guī)矩和相關(guān)人員而定。我曾為一些小事情，費(fèi)盡唇舌談判了好幾天;但也有一次，只花了兩個小時的午餐時間，但談成了總值三十萬美金的合約。真正在談生意只花了5分鐘，其他時間都在談其他的事。
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 out. The third shows Jack and Mary as coworkers cooperating to keep things running smoothly.
下面這幾個對話，是我們不自覺中就會進(jìn)行的日常生活談判。第一個對話是孩提時代的杰克和瑪莉，他們正想解決問題。第二個對話中，杰克和瑪莉是一對情侶，他們在商量晚上要去哪里。在第三個對話中，杰克和瑪莉是同事，他們討論該如何在工作上配合得盡善盡美。
(注：后面就是正式的對話內(nèi)容，詳見Disk 1-2)
