谈判英语一日通04-05

Chapter 5

Motivation 动机

……

Lucy: Ace¹ Computers ,this is Lucy.

Hal: Hi, Lucy, my name is Hal and I'm looking to buy a new machine. I understand you guys build to order.

……对话详见 Disk 1-15

For your information(背景介绍)

It's no secret that it's easier dealing² with the highly motivated than someone who doesn't care. When I was the principal broker³ for the largest management companies in the US, we went looking for new accounting⁴ software, and the company we chose was very cooperative. They returned calls promptly⁵ and called often to ask how we were doing. When I opened my own company, I went to the same people and got nothing but trouble, because my new company was too small to matter.

So I made my company matter. I reminded them who I was, and that I had contacts around the country from attending the annual international conferences. I reminded them that I still got calls form around the country from people who knew me when I was the principal broker for the other company, asking about their product.

After that things got a lot better, maybe not as good as when I was ordering over a hundred thousand dollars in extras, but good enough to get the job done. So the message here is that if the other side isn't interested in doing business, then you have to inspire them.

1 ace   

n.A牌；发球得分；佼佼者；adj.杰出的

参考例句：

• A good negotiator always has more than one ace in the hole.谈判高手总有数张王牌在手。
• He is an ace mechanic.He can repair any cars.他是一流的机械师,什么车都会修。

2 dealing   

n.经商方法，待人态度

参考例句：

• This store has an excellent reputation for fair dealing.该商店因买卖公道而享有极高的声誉。
• His fair dealing earned our confidence.他的诚实的行为获得我们的信任。

3 broker   

n.中间人，经纪人；v.作为中间人来安排

参考例句：

• He baited the broker by promises of higher commissions.他答应给更高的佣金来引诱那位经纪人。
• I'm a real estate broker.我是不动产经纪人。

4 accounting   

n.会计，会计学，借贷对照表

参考例句：

• A job fell vacant in the accounting department.财会部出现了一个空缺。
• There's an accounting error in this entry.这笔账目里有差错。

5 promptly   

adv.及时地，敏捷地

参考例句：

• He paid the money back promptly.他立即还了钱。
• She promptly seized the opportunity his absence gave her.她立即抓住了因他不在场给她创造的机会。