UNIT 7 UNIT 7 Business Negociation Business Negociation

and Contract and Contract

After studying this section, you are requireAfter studying this section, you are required to d to

1. have a general idea of the process of neg1. have a general idea of the process of negotiation ;otiation ;

2.understand the how to negotiate ;2.understand the how to negotiate ; 3. master the Principled-Negotiation Appro3. master the Principled-Negotiation Appro

achach 4. master the difficult words and expressio4. master the difficult words and expressio

nsns

Text A: Text A: The Process of NegotiationThe Process of Negotiation

Think about the following questions before Think about the following questions before you read the text in detailed.you read the text in detailed.

Why do people have to negociate sometimeWhy do people have to negociate sometimes?s?

What should thay do before negociating in What should thay do before negociating in order to do it well?order to do it well?

In your opinion, what is the process of negIn your opinion, what is the process of negociation? ociation?

Analysis of the text. Analysis of the text. 1“Distributive negotiation":1“Distributive negotiation": 分布式谈利—谈利双方分布式谈利—谈利双方

的目的、想取得的结果不一致。的目的、想取得的结果不一致。 "Integrative negotiation":"Integrative negotiation": 合性谈利—谈利双方的目合性谈利—谈利双方的目

的、想取得的结果一致。的、想取得的结果一致。

2 This way, you must be prepared to use persuasi2 This way, you must be prepared to use persuasive tactics and you may not end up with maximum ve tactics and you may not end up with maximum benefit.benefit.

这样的话，你必须准备好使用劝说策略，并且可能也这样的话，你必须准备好使用劝说策略，并且可能也达不到最好的效果。达不到最好的效果。

persuasive:persuasive: 有说服力的，劝诱的有说服力的，劝诱的 He presented us very persuasive arguments in thHe presented us very persuasive arguments in th

e paper.e paper. 在论文里，他给我们提供了非常有说服力的证在论文里，他给我们提供了非常有说服力的证据。据。

3. pre-negotiation:3. pre-negotiation: 谈列前。谈列前。 pre-:pre-: 前缓，意前缓，意思是“在……之前，先于”。思是“在……之前，先于”。

You should preview the text before the claYou should preview the text before the class.ss. 上课之前你要预习课文。上课之前你要预习课文。

4. You have to take into account how it will 4. You have to take into account how it will benefit the other party by offering some sorbenefit the other party by offering some sort of reward or incentive.t of reward or incentive. 你必须考虑到如何通你必须考虑到如何通过提供某种奖励使对方受益。过提供某种奖励使对方受益。

take into account: take into considerationtake into account: take into consideration考虑 考虑

Before you go to have a picnic in the field, yBefore you go to have a picnic in the field, you should take the weather into account.ou should take the weather into account.

你到野外去野欢之前，应该考虑到天气。你到野外去野欢之前，应该考虑到天气。

5. incentive5. incentive ［［ in'sentiv] n.in'sentiv] n. 刺激，奖励刺激，奖励 His words gave me an incentive and I workHis words gave me an incentive and I work

ed twice as hard.ed twice as hard. 他的话语给我以鼓励，我工作起来加倍努力。他的话语给我以鼓励，我工作起来加倍努力。

You may end up losing something in the neYou may end up losing something in the negotiation that is more valuable to your busigotiation that is more valuable to your business than money. It could be a reliable clieness than money. It could be a reliable client or your company reputation.nt or your company reputation.

在谈判中，你可能失去对你的生意来说比金钱更在谈判中，你可能失去对你的生意来说比金钱更有价值的东西：一个可靠的顾客或是你公司的声有价值的东西：一个可靠的顾客或是你公司的声誉。誉。

6. end up doing…6. end up doing… 最后成为最后成为 We didn't like it at first, but we ended up cheWe didn't like it at first, but we ended up che

ering.ering. 一开始我们不喜欢它，最后却为之欢呼。一开始我们不喜欢它，最后却为之欢呼。 7. more valuable than...…7. more valuable than...… ：比……更有价值：比……更有价值

8. reputation n.8. reputation n. 声誉，名声声誉，名声 Company reputation is more valuable than pCompany reputation is more valuable than p

rofit.rofit. 公司的声番比利润更为可贵。公司的声番比利润更为可贵。

Writing or phoning in person will allow you tWriting or phoning in person will allow you to set the agenda in advance...…o set the agenda in advance...…

亲自写信或打电话可以让你提前定好日程……亲自写信或打电话可以让你提前定好日程……

9. in person9. in person ：亲自：亲自 I can't attend the meeting in person, so I senI can't attend the meeting in person, so I sen

d someone to speak for me.d someone to speak for me. 我不能亲自出席会议，所以我派人代我发言。我不能亲自出席会议，所以我派人代我发言。

10. in advance:10. in advance: 提前，预先提前，预先 ' We had to pay the rent one month in advan' We had to pay the rent one month in advan

ce.ce. 我们得提前一个月付房租。我们得提前一个月付房租。

Or they may lose interest instantly and not foOr they may lose interest instantly and not follow up on the appointment.llow up on the appointment.

否则他们会马上失去兴趁，不会按照约定采取进否则他们会马上失去兴趁，不会按照约定采取进一步的行动。一步的行动。

11. follow11. follow 对……采取进一步，跟进对……采取进一步，跟进 I decide to follow up her suggestion.I decide to follow up her suggestion. 我决定根据他的建议采取适当的行动。我决定根据他的建议采取适当的行动。 Don't give away anything that will give them a chDon't give away anything that will give them a ch

ance to prepare too thoroughly.ance to prepare too thoroughly. 不要泄落给他们任何让他们准备得太充分的事情。不要泄落给他们任何让他们准备得太充分的事情。 12. give away:12. give away: 泄霉（秘密），告发，分送，赠送泄霉（秘密），告发，分送，赠送 A man in the gang gave him away to the police.A man in the gang gave him away to the police. 团伙中有人向警察告发了他。团伙中有人向警察告发了他。 She gave away all her money to the poor.She gave away all her money to the poor. 她把所有的钱都捐给了穷人。她把所有的钱都捐给了穷人。 As it is always easier to play down than to gain.As it is always easier to play down than to gain. 因为失去总是比获得更容易因为失去总是比获得更容易

13. play down:13. play down: 贬低，减低（缩小）……的重贬低，减低（缩小）……的重要性要性

The government is trying to play down its The government is trying to play down its role in the affair.role in the affair.

政府试图减低它在这件事情中的作用。政府试图减低它在这件事情中的作用。

14. Make sure that you remain flexible thro14. Make sure that you remain flexible throughout the negotiation in case the oppositiughout the negotiation in case the opposition decides to change thedirection of the agon decides to change thedirection of the agreement.reement.

切记：为了应对对手改变谈利的方向，你在谈判切记：为了应对对手改变谈利的方向，你在谈判过程中始终要保持谈利的灵活性。过程中始终要保持谈利的灵活性。

15. flexible:15. flexible: 可变通的，灵活的可变通的，灵活的 We can visit your company this month or nWe can visit your company this month or n

ext month; our plans are fairly flexible.ext month; our plans are fairly flexible. 我们可以这个月或下个月去参观贵公司，我们的我们可以这个月或下个月去参观贵公司，我们的

安排是相当灵活的。安排是相当灵活的。 You'll need to turn it around quickly.You'll need to turn it around quickly. 你需要快速使情况有所改观。你需要快速使情况有所改观。

16. turn around16. turn around ：使情况或组织好转，改观：使情况或组织好转，改观 The new manager turned the poorly run firThe new manager turned the poorly run fir

m around in six months.m around in six months. 新经理使这家经营不善的公司在新经理使这家经营不善的公司在 66 个月内有所改个月内有所改

观。观。

17. If the other party then amends the cond17. If the other party then amends the conditions in the agreement in writing to youitions in the agreement in writing to you ，，those amended terms then become part of tthose amended terms then become part of the agreement, UNLESS you disagree in writhe agreement, UNLESS you disagree in writing.ing.

如果你的合作方把协议中的条款修改后书面通知如果你的合作方把协议中的条款修改后书面通知你，那么这些条款就成为协议中的一部分，除外你，那么这些条款就成为协议中的一部分，除外你书面告知对方你不同意。你书面告知对方你不同意。

18. In 1982, China amended its constitution.18. In 1982, China amended its constitution.

1982,1982, 中国对宪法进行了修改。中国对宪法进行了修改。

19. bargain:19. bargain: 讨价还价，讲价钱讨价还价，讲价钱 If you bargain with them, they might reducIf you bargain with them, they might reduc

e the price.e the price. 如果你与他们讲价钱，他们可能会降价。如果你与他们讲价钱，他们可能会降价。

20. Aim highly, but don‘t underestimate t20. Aim highly, but don‘t underestimate the oppositihe oppositi 听力求高目标，但不要低佑对手。听力求高目标，但不要低佑对手。

21. underestimate:21. underestimate: 低估，低估， We underestimated the cost of materials, aWe underestimated the cost of materials, a

nd ended up making a loss.nd ended up making a loss. 我们低估了原材料的价格，结果亏 损了。我们低估了原材料的价格，结果亏 损了。

Assignment Assignment Finish the exercises Finish the exercises Preview Text B Preview Text B

Text B:Text B: The Principled-NegotiatiThe Principled-Negotiation Approach to Bargainion Approach to Bargaini

ngng

Think about the following questions.Think about the following questions. 1. Do you know about any famous negotia1. Do you know about any famous negotia

tors both at home and abroad?tors both at home and abroad? 2. Can you tell one of their stories to the cl2. Can you tell one of their stories to the cl

ass?ass? 3. What are the basic reqiurements for a s3. What are the basic reqiurements for a s

uccessful negotaitor?uccessful negotaitor? 4. And how are you going to sell your ides4. And how are you going to sell your ides

a to a stubborn person? a to a stubborn person?

Reading comprehension Reading comprehension Read the following sentences and decide whether Read the following sentences and decide whether

they are truethey are true （（ T) or falseT) or false （（ F)F)．． （（ 11 ）（））（） Separating the people from the probleSeparating the people from the proble

m simply means open discussionm simply means open discussion (2)(2) （）（） Emotions out of negotiations should be Emotions out of negotiations should be

acknowledged as legitimate.acknowledged as legitimate. (3)(3) （）（） Every interest could be satisfied because Every interest could be satisfied because

of several possible positions in negotiationof several possible positions in negotiation (4)(4) （）（） Searching for a large pie means looking Searching for a large pie means looking

for options that benefit both parties in negotiationfor options that benefit both parties in negotiation (5)(5) （）（） A good strategy to an intransigent negotiA good strategy to an intransigent negoti

ator is to insist that the agreement must reflect his ator is to insist that the agreement must reflect his positionposition

(6)(6) （）（） To make objective criteria both parties To make objective criteria both parties must yield to a fair solutionmust yield to a fair solution

Analysis of the text. Analysis of the text. 1. entangle: v. 1. entangle: v. 缠住缠住 The sailor ‘s legs got entangled with the ropes. The sailor ‘s legs got entangled with the ropes. 水手的腿给绳子缠住了。 水手的腿给绳子缠住了。

2 merit n.2 merit n.优点，价值，功绩优点，价值，功绩 These so-called merits are often offset by its undeThese so-called merits are often offset by its unde

sirable effects.sirable effects. 这些所谓的好处拄往被其产生的不良后果抵消了。这些所谓的好处拄往被其产生的不良后果抵消了。 There's little merit in passing the driving test if yoThere's little merit in passing the driving test if yo

u don't have a car of your own.u don't have a car of your own. 如果你没有自己的汽车，通过驾驶考试也没什么价值。如果你没有自己的汽车，通过驾驶考试也没什么价值。

3 deteriorate v.3 deteriorate v. 使恶化，变糟使恶化，变糟 His work deteriorated in the last month.His work deteriorated in the last month. 他的工作在最后一个月变糟了。他的工作在最后一个月变糟了。 ..

4 joint adj.4 joint adj. 共同的，共有的，共享的共同的，共有的，共享的 joint mortgagejoint mortgage 联合抵钾联合抵钾 joint actionjoint action 联合行动联合行动 joint favoritejoint favorite 共同喜好共同喜好 joint authorjoint author 合著者合著者

5 Second, emotions brought into or evolvin5 Second, emotions brought into or evolving out of negotiations should be made explicg out of negotiations should be made explicit and acknowledged as legitimate.it and acknowledged as legitimate.

第二，对谈判中参杂进去或流雾出来的感情成分第二，对谈判中参杂进去或流雾出来的感情成分明确地加以指出并将其视为是合法的。明确地加以指出并将其视为是合法的。

（（ 11 ）） explicit a.explicit a. 明确的，清楚的明确的，清楚的 explicit directionsexplicit directions 明确的指示明确的指示

(2(2 ）） acknowledge v.acknowledge v. 承认承认 I acknowledge the truth of his statement.I acknowledge the truth of his statement. 我承认他说的是事实。我承认他说的是事实。 v.v. 公认为，认为公认为，认为 He was acknowledged to be the best playerHe was acknowledged to be the best player .. 他被人认为是最佳选手。他被人认为是最佳选手。 It is universally acknowledged that dogs haIt is universally acknowledged that dogs ha

ve an acute sense of smell.ve an acute sense of smell. 大家都认为狗嗅觉大家都认为狗嗅觉敏锐。敏锐。

Joe is acknowledged as the best basketball Joe is acknowledged as the best basketball player of the year.player of the year. 乔被公认为是今年最佳篮球乔被公认为是今年最佳篮球选手。选手。

6 degenerate v.6 degenerate v. 退步，恶化退步，恶化 His health degenerates rapidly.His health degenerates rapidly. 他的健康迅他的健康迅速恶化。速恶化。

7 The difference between positions and int7 The difference between positions and interests is that one's position is something onerests is that one's position is something one decided upon, while one's interests are we decided upon, while one's interests are what caused one to adopt the position.hat caused one to adopt the position.

立场与利益的区别在于一个人的立场是其进行决立场与利益的区别在于一个人的立场是其进行决 策的基础，而一个人的利益则是促使其采取某策的基础，而一个人的利益则是促使其采取某

种立场的根源。种立场的根源。

8 Reconciling interest works better becaus8 Reconciling interest works better because for every interest there usually exist severe for every interest there usually exist several possible positions that could satisfy that ial possible positions that could satisfy that interest.nterest.

因为，在每一个利害关系问题上，通常可能有好因为，在每一个利害关系问题上，通常可能有好几种立场可以满足利益的需要。所以，在利益关几种立场可以满足利益的需要。所以，在利益关系问题上进行调和，常会收到更好的效果。系问题上进行调和，常会收到更好的效果。

reconcile v.reconcile v. 调和，调停调和，调停 I can't reconcile those two ideas.I can't reconcile those two ideas. 我无法调和那两种看法。我无法调和那两种看法。

9 Inventing options for mutual gain involv9 Inventing options for mutual gain involves searching for a larger pie rather than arges searching for a larger pie rather than arguing over the size of each slice.uing over the size of each slice.

创造对双方都有利的交易条件就是要设法找到一创造对双方都有利的交易条件就是要设法找到一个更大的馅饼，而不是争论切开的馅饼每一块该个更大的馅饼，而不是争论切开的馅饼每一块该有多大。有多大。

10 Intransigent: uncompromising, stubbor10 Intransigent: uncompromising, stubbornn

不妥协的，固执的不妥协的，固执的 Owing to their intransigent attitude we werOwing to their intransigent attitude we wer

e unable to reach an agreement.e unable to reach an agreement. 由于他们强硬的态度，我们未能达成协议。由于他们强硬的态度，我们未能达成协议。

11 independent a.11 independent a. （常与（常与 ofof连用）独立的，自立的连用）独立的，自立的 He is old enough to be independent of his parentHe is old enough to be independent of his parent

s.s. 他已经长大成人，不必再依赖父母。他已经长大成人，不必再依赖父母。

12 By discussing objective criteria instead of stu12 By discussing objective criteria instead of stubbornly held positions, neither party is yielding bbornly held positions, neither party is yielding to the other;both are yielding to a fair solution.to the other;both are yielding to a fair solution.

双方一起讨论客观的标准而不是顽固地坚持自己的立双方一起讨论客观的标准而不是顽固地坚持自己的立场，任何一方都不向对方让步。场，任何一方都不向对方让步。

yield v.yield v.放弃，投降，让步放弃，投降，让步 I will not yield a step.I will not yield a step. 我寸步不让。我寸步不让。 The army yielded when”was attackedThe army yielded when”was attacked 这支军队这支军队

在受到进攻时投降了。在受到进攻时投降了。

13depreciate v.13depreciate v. 使降低使降低 The purchasing power of money has depreciated The purchasing power of money has depreciated

since she bought her savings certificates.since she bought her savings certificates. 自从她买了债券以后，现款的购买力己降低了。自从她买了债券以后，现款的购买力己降低了。

14 index n.14 index n.指数指数 (pl. indexes or indices)(pl. indexes or indices) a price indexa price index物价指数物价指数 cost of living indexcost of living index物价消费指数物价消费指数

15 replacement n.15 replacement n. 代替物，替换品代替物，替换品 The machine has broken down and we must get a The machine has broken down and we must get a

replacement quickly.replacement quickly.机器出故障了，得马上找可替机器出故障了，得马上找可替换的机器换的机器

We will give you your money back if we can't find We will give you your money back if we can't find a replacementa replacement 如果我们找不到替换品，便把款项退还如果我们找不到替换品，便把款项退还给你．给你．

Check the exercisesCheck the exercises

Conclusion Conclusion Separate the people from the problem Separate the people from the problem Focus on interest, not positionsFocus on interest, not positions Invent options for mutual gain Invent options for mutual gain Insist on objective criteria Insist on objective criteria

Assignment Assignment Finish the exercises Finish the exercises Preview Unit 8 Preview Unit 8