谈判英语对白

1、.EFFECTIVE NEGOTIATINGUnit 1 Preparing the Ground Karen Black and Andrew Carter fail to communicate before they meet the Levien team.Andrew: Youre sure you dont want one, Karen?Karen: Not for me.Andrew: Of course I dont know Francoise at all. But you got your regard with Shawn. _ and I negotiated at

2、 Dallas two years ago and I Karen: Im sure you did, Andrew. Come _ focus on the final package. I must knock down the price. They wanna knock us down, but we have got some room for maneuver.Andrew: Thats right. Shawn was held a procurement in TEC at London.Karen: What was keeping in mind is the _ pus

3、h on _ staff costs.Andrew: We dont need to worry about that, Karen. We just play it by Shawn, how are you?Shawn: Its good to see you, Andrew. Atlanta, wasnt it?Andrew: Dallas, actually.Shawn: Right. Three years ago.Andrew: Two.Shawn: Yeah, sure eh You two know each other, right?Francoise: You must b

4、e Karen Black. Im Francoise Quantin. Welcome to Levien.Karen: Weve spoken on the phone, havent we? And this is Andrew Carter, export sales executive.Andrew: Sorry, I thought you two already knew each other.Shawn: That we all know each other now, can we Francoise: Before we start, would you like a co

5、ffee?Karen: Would be nice.Francoise: Milk?Karen: Yes, please. Karen Black and Andrew Carter are better prepared for their meeting with the Levien team.Andrew: Here you go.Karen: Thanks.Andrew: So we wait for them to respond to our proposal.Karen: Yes. We know the staff costs and the price are the ma

6、in issues. But wed better let them set the agenda.Andrew: And youd still like me to do the presentation?Karen: That _, Andrew.Andrew: And you watch the reactions and Karen: And deal with any questions, yes.Andrew: Youll be careful with Shawn, Karen. He tries a hard bargain.Karen: Im sure I can handl

7、e him. Were waiting for a long day, arent we?Andrew: Well. _ , dont you?Francoise: Sorry to have kept you waiting. You must be Karen Black. Im Francoise Quantin. And this is Shawn Morrissey.Shawn: Good to meet you, Karen. Francoise, this is my _ partner, Andrew Carter.Francoise: Nice to meet you, An

8、drew. How was your flight?Karen: Excellent. Less than an hour.Andrew: Hardly time for the breakfast they serve.Francoise: What about a coffee then before we get start?Shawn: Yeah, you can bring it through.Francoise: There is no need to worry. _?Karen: AhShawn: Andrew, youd like another one?Andrew: P

9、lease. Milk, three sugars.Francoise: Sit down, please.Andrew: Are you missing your stay , Shawn?Shawn: Yeah, I miss the kids and my wife. Andrew and I negotiated a deal at Dallas two years ago.Andrew: Yes. Quite a marathon. 36 hours, wasnt it?Shawn: Andrew. If a job is worth doing, its worth doing w

10、ell.Francoise: Perhaps we have a better start now.Unit 2 Setting the Agenda Karen Black and Andrew Carter wait for Francoise Quantin to set the agenda.Francoise: We have studied your proposal with interest. And generally, it seems to fit with our needs. But Im especially worried about _ to my team.K

11、aren: Perhaps Andrew could present our proposal and then youFrancoise: Im sure you can understand my concern. _?Theyre very dedicated, of course. But theyre very unsettled.Andrew: Can I suggest we present the _ for you choose Okus. Then perhaps we can identify your areasShawn: We do need some assura

12、nce here. Any cuts will go _ work _?Francoise: We must solve this out before we continue.Karen: I see. Have you got the documents about rehiring staff? As Im sure you understand, staffing is a matter of _ for _, and prices_ we have made. Now, if you can agree to the price before we goShawn: No! We c

13、an talk prices later. We want to resolve the staffing issues first. Theyre two separate problems.Andrew: What Karen is saying that the two are independent.Shawn: Not for us. Theyre not. We want to close your staffing issue first. Yours isnt the only offer on the table, you know. Francoise Quantin se

14、ts an agenda for the negotiations.Francoise: Id like to start by saying a few words about the meeting today and what we expect to achieve. One thing Id like to clarify from the start is that we see Okus as a strong candidate. But of course, not the only one. What we hope to do today is to find enoug

15、h common ground. Is that clear?Karen: Fine!Francoise: _ the agenda. First wed like you to present your proposal. We have read it, but wed like you to go over the critical . Andrew, understand youre going to prepare to do this.Andrew: Wont you take about 1015 minutes? Please feel free to ask any ques

16、tions while Im talking.Francoise: Good! That will help us identify issues which need more discussion. After that I suggest we try to resolve any outstanding differences, and then finally assuming that we can agree, I thought we could work an action plan for the next few months.Shawn: I just want to

17、add you can use the room next door any time. Theres coffee staff there if you need it.Karen: Thanks!Francoise: What about the end of the day? Are you flying back this evening?Karen: Yes, well, we could get rooms from the airport house.Shawn: Im sure we can get you somewhere better than that.Francois

18、e: Hopefully, you wont did the hotel.Unit 3 Establishing Positions Andrew Carter presents the Okus proposal without reference to Leviens needs.Andrew: As you can see, we also have a broad range of clients in various industries. For example, we recently took off an IT management of central ?Francoise

19、: We know this, Andrew. Its the offer you made us that we are interested in.Andrew: Of course, yes. Let me Here we are! Weve broken this down by departmentShawn: Sorry.Karen: Andrew, sorry to interrupt. But perhaps Francoise and Shawn would like to hear about control systems, pricing, and staffing l

20、evels.Shawn: Staffing will be good.Andrew: YesSorryYes. Im sure I got another overhead on that. Weve looked over your , here we are, your current levels of IT operation of support.Shawn: Thats great, Andrew. But what I really want to know is: are you going to hire staff or not?Karen: Andrew, perhaps

21、 I should answer that. As you know, staffing levels depend on the level of service you decide to go for. The one you choose depend on the degree of service and support you require. Andrew Carter presents the Okus proposal and gives the Levien team the information they need.Andrew: So, moving on. Id

22、like to focus quickly on the three critical areas and then hear your response. Now, this slide covers management of control. As its really the make-or-break factor of any outsourcing contract, we really got to merge and then improve on your management systems. So, what we propose to do is to put one

23、 permanent manager on sight and one supporting engineer as well. Any questions so far?Shawn: And wholl deal with special projects or problems?Andrew: Our plan for that will be to use our own UK-based engineers or on _basis.Francoise: Im not sure I understand how your project management system operat

24、es for urgent work.Andrew: We will use the similar approach on other contracts. The IT manager here will have a day-to-day control but when he or she needs help, that can be called _Okus from UK. Do you have any questions on this?Shawn: But wont be a first for you, servicing a contract overseas?Kare

25、n: Yes, thats right. But we do have similar clients in Edinburgh, for example, and time and distance variance is not a lot differences between Belgium and Scotland. We dont anticipate any problems on that scope.Andrew: Perhaps youd like to talk to our clients _.Francoise: No. Weve already followed t

26、he reference. Please go on.Andrew: Fine! Can I go on to talk a little bit about pricing?Unit 4 Clarifying Positions Karen Black tries to clarify how the contract pricing is calculated.Karen: No. What we are saying is the costs, based on number of factors. The times of day, of course, is one of them.

27、 We keep a log of all callouts and if the figure for a month exceeds the fixed invoice fee, therell be adjustments the following months.Francoise: Whats the fixed invoice fee?Karen: The rate is on page 22 of the proposal. It dependsShawn: What about the callout rate?Karen: It depends on the time of

28、the day.Shawn: Can you give me a _ figure?Francoise: Where are the figures for the project manager fees?Karen: Right. Andrew, have you got the rates for that? The point wed like to stress is that we have calculated a global price, and you only pay a more if you got all the general levels of support

29、we offer it.Shawn: Here do we get a choice on this?Karen: That perhaps what I am saying. We have offered two levels of support. The basic level buys youFrancoise: Sorry, can, before you go on, I see, Andrew, _ the figures for project management.Andrew: Project manager rate is hourly, but if you look

30、 at the overall package, the rate can come out much lower than these figures.Shawn: What about my options?Karen: Thats spelt out on page 34! Karen Black gets a chance to clarify the figures in the Okus proposal.Karen: If you look at the page 22, what we do is keep a log of all callouts and if the fi

31、gure for a month is more than the fixed invoice fee, we make adjustment in the following months.Francoise: So, we cant be certain about how much the monthly invoice fee will be.Karen: It depends which level of support you opt for.Francoise: Can you explain that?Karen: Certainly. As you can see, ther

32、e are two levels, Level A is all inclusive, you pay a set fee, you specify what IT project you_ doing, and you dont pay anything extra.Francoise: So, our contract will specify all IT projects for the next five years.Karen: No, its short _ at time. We draw _schedule.Shawn: OK! Whats the difference be

33、tween project and the regular support work?Karen: Can I come back to that moment, Shawn? Id just like to get the two options _. With Level A, you only pay a monthly bill, with Level B, there are no project management fees in the charge, so that would be _ two monthly bill.Francoise: So, what we have

34、 to decide is how we want to pay, but even cost each month or project by project?Karen: Which is Level B, exactly.Shawn: I still dont get it, Karen. When is the project? When is just support work?Andrew: As Karen was saying, we specify the project in Level A, with Level B, the IT manager, we need to

35、 get the approval through the project as it comes up.Shawn: OK! Can we go over the approval process?Andrew: Yes. If you look at Section Three, _ the proposal youll see.Unit 5 Managing Conflict Sean Morrissey personalizes the problems with the Okus team.Andrew: Weve drawn up the schedules of the proj

36、ect which we both feel need to be carried out in the following year. This could be introducing new software, training, hardware operatesShawn: Yeah. But how do we know when you guys doing support work and when theyre doing project work?Andrew: I think we will all know what type of work.Shawn: I dont

37、 think so. Itll be you guys interest _ support work _ project work_ charge for the _thing.Andrew: Shawn, Im interested in a partnership, based on trust.Shawn: Great idea, Andrew! But you wont be on sight working here, will you?Andrew: We personally no! I dont see your point.Shawn: My point is that w

38、e wont know what you guys are doing.Andrew: But were going to appoint project manager from your staff!Shawn: Look, Andrew. Ive seen hundreds of these projects, and theres always room for maneuver. Youve not _ lots of experience_ contract.Andrew: Shawn! Ive been in this industry for 15 years; I reall

39、y dont see how you call me inexperienced.Karen: Andrew, I dont think Shawn was saying that. Can I suggest we take a break?Francoise: Yes, good idea. Why dont you go next door? Theres coffee if you need it.Shawn: Coffee will be the last theyll need.Francoise: What are you trying to do, Shawn?Shawn: W

40、hat am I trying to do? I was just getting the right what I want them. We knew _ time out.Francoise: No! I _ people, and I want _ good relationship. I dont think what we have achieved by taking it personally. Shawn: Its tactics, Francoise. They will be getting too comfortable there. Its worth trying

41、to shake them up.Francoise: That may be the way you do things, but its not the way I run things in my department. Sean Morrissey depersonalizes the problems with the Okus team.Andrew: So we have drawn up the schedules of the projects which we both feel need to be carried out of the following year. T

42、his could be introducing new software, training, hardware operatesShawn: Sorry to interrupt, Andrew. But I still need to know when you guys doing support work, when theyre doing project work.Andrew: That doesnt need to be clarified.Karen: What if we put something in the contract?Shawn: That will be

43、a start! Its more than a logging I worry about. You know if one of your guys is spending couple of hours sorting out problems one of the PCs, and them an hour back on our customer database. We need just think _ three hours of project work.Andrew: I hope not, Shawn. Our team will be working to your b

44、udget.Shawn: I know that, Andrew. But who is going to supervise all these?Andrew: We have talked about taking one of your team as our team manager.Shawn: Yeah. But you still _ UK. That will be _ your log.Andrew: So, its the accuracy of log that worrying you.Shawn: Yeah, theyre lack of experience her

45、e. Please dont get me wrong. Its the people on the ground Im worried about. We also know that therell be a lot of room for maneuver with these contracts.Karen: I think I see what you _, Shawn. Can I suggest a break? Andrew and I need to talk it through _ more.Francoise: Good idea! Please use the roo

46、m next door.Francoise: How do you think is going?Shawn: OK! Slogging business could be a nightmare _. _ find some way to _.Francoise: The Level A option does that.Shawn: Yeah. But the cost of it itll be great we can push _ global price for support and minimum project work.Francoise: Could we suggest

47、 it?Shawn: No. Thats _ my point _.Unit 6 Making and Responding to Proposal Sean Morrissey responds aggressively to a new proposal from Karen Black and Andrew Carter.Shawn: So, whatll be got for us?Karen: Wed like to make a proposal.Shawn: Before you do that, let me explain our position.Karen: Go on.

48、Shawn: We dont like the concept of logging. We think every call would be logged_ this project work. We cant throw money away. We want a global price to _ support work and project work.Karen: But that is exactly what our Level A package offers you.Shawn: Your Level A is prohibited _ cost.Karen: WHAT?Shawn: Expensive! We dont want to pay for something we dont use.Karen: We do understand that, Shawn. Thats w