优势商务英语谈判 Separate the People From the Problem（在线收听）

Separate the People From the Problem

Dilalogue 1 A:I am having a really tough time getting through negotiation on this contract.it's not that there are many problems hanging this up on the deal,but it's just that the jerk 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 unreasonable,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 frustrated 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.