优势商务英语谈判 Separate the People From the Problem

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Separate the People From the Problem

Dilalogue 1 A:I am having a really tough time getting through negotiation¹ on this contract.it's not that there are many problems hanging this up on the deal,but it's just that the jerk² i have to deal with from the other side keeps being upto about every little detail.sometimes i get so upset with this guy and we end up actually letting angry words fly.

B:Are you serious?if that's true,then you're going about it all in the wrong way,you've got to realize that the problems you are having.aren't going to be solved unless you work together with him?even if he is completely jerk,what kinds of things do you say to each other?

A:Well,we were having problems agreeing about the contract's time frame.he is the man that was totally unreasonable³,so i told him so.i said："you are crazy,if you think i can make a two-week deadline,you are being unreasonable".

B:It would been much better to say something like that:"i know this time frame on this contract is a problem area for us,let's talk about some options that we'll work for us both"if he insists on two weeks,find out why？then say if you can address his concerns in another way.

A:Yeah,that would have been better.he just makes me so angry sometimes.

B:When he does make you angry,it's ok to tell him about how you feel.you can say something like that :"i feel very frustrated⁴ with the problems we are encountering here,let's take a little break before we get back to this area. "then take breath until you aren't so emotional.

A:Good idea.

B:It's natural to have the problems with people sometimes, but don't let it get you down.

Dialogue 2 A:Let's get back to the issue on our delivery date,we've just got to get our product delivery within a two month time frame,there is really no room for negotiation here.

B:We've been over this time and time again,we can't promise anything on the delivery date,because you haven't been reasonable in other areas of the negotiation.

A:OK,i can see that we have some conflict here,i know that we haven't seen eye to eye on all these issues.but we can iron out this problems if we work together on things.i can feel that you are frustrated about some of the terms of our negotiations,is that right?

B:Yes,i think your demands on the delivery date are unreasonable.

A：Well,perhaps we should focus on weather or not demands are reasonable ,but let's talk about what we can do to solve our problem.

B:What problem?

A:It seems that you have a few reasons why two month is not possible.i have a few reasons why two month is necessary.let's see and look what areas are workable.

B:OK,that sounds like a good way to start.

1 negotiation   

n.谈判，协商

参考例句：

• They closed the deal in sugar after a week of negotiation.经过一星期的谈判，他们的食糖生意成交了。
• The negotiation dragged on until July.谈判一直拖到7月份。

2 jerk   

n.（口语）笨蛋，性情古怪的人，急拉，肌肉抽搐；v.痉挛，急拉，急推，急动

参考例句：

• Just keep that jerk off me.让那个笨蛋离开我。
• The knife was stuck but she pulled it out with a jerk.那把刀子被卡住了，她猛地一拔，把它拔了出来。

3 unreasonable   

adj.不讲道理的，不合情理的，过度的

参考例句：

• I know that they made the most unreasonable demands on you.我知道他们对你提出了最不合理的要求。
• They spend an unreasonable amount of money on clothes.他们花在衣服上的钱太多了。

4 frustrated   

adj.挫败的，失意的，泄气的v.使不成功( frustrate的过去式和过去分词 )；挫败；使受挫折；令人沮丧

参考例句：

• It's very easy to get frustrated in this job. 这个工作很容易令人懊恼。
• The bad weather frustrated all our hopes of going out. 恶劣的天气破坏了我们出行的愿望。 来自《简明英汉词典》