商务英语综合教程IV(第三版)Unit2

Unit 2 Negotiation

Related Information

Negotiation Skill Development

Although everyone negotiates informally all the time without even being aware of it, formal negotiation is a skill that can be learned through experience and practice. People who negotiate a lot tend to be much more skilled at it than people who have not participated in many formal negotiations. Experienced people are more likely to know what to say, when to make concessions, when not to, what to concede, what not to, and, in general, how to manipulate the situation to their own advantage. For this reason, negotiation tends to favor the experienced party.

In general, it is useful to know and understand the difference between integrative (or win-win) negotiation strategies and distributive (or win-lose) strategies. Win-win strategies are most useful when it is possible to develop a solution to a problem in which both (or all) sides win, or at least come out ahead of where they would, were the conflict to continue.

Where there is a great deal at stake in a negotiation, then it may be appropriate to prepare in detail and legitimate “gamesmanship” to gain advantage. Anyone who has been involved with large sales negotiations will be familiar with this.

Neither of these approaches is usually much good for resolving disputes with people with whom you have an ongoing relationship: If one person plays hardball, then this disadvantages the other person —this may, quite fairly, lead to reprisal later. Similarly, using tricks and manipulation during a negotiation can undermine trust and damage teamwork. While a manipulative person may not get caught out if negotiation is infrequent, this is not the case when people work together routinely. Here, honesty and openness are almost always the best policies.

Lead-in

1. Listening

Dialogue 1: Price Dialogue 2: Packing Dialogue 3: Delivery

Tape Script:

Dialogue 1

A: I’m sorry to say that your price has soared. It’s almost 20% higher than last year’s.

B: That’s because the price of raw mater ials has gone up.

A: I see. Thank you. It would be very difficult for us to push any sales if we buy it at this price. B: Well, if you take quality into consideration, you won’t think our price is too high.

A: Let’s meet each other halfway.

Dialogue 2

A: You know, packing has a close bearing on sales.

B: Yes, it also affects the reputation of our products. Buyers always pay great attention to packing. A: We wish the new packing will give our clients satisfaction.

A: So how do you think the shirts are packed?

B: They’re packed in cardboard boxes.