Chapter9 Preparing for the Negotiation Session准备谈判 Dialog The dialog below shows a negotiation stalled on price,neither side will compromise.This is the perfect time to play a bargaining chip.Mel represents an electronic control panel manufactur...
Vocabulary重要词汇 spot察觉,认出 frustrating累人的,受挫的 appraised评估的 realistic实际的 formula公式 debate辩论 concession让步 hollow gesture缺乏诚意的姿态 bragging蓄势待发的,彰显 stalled talk固定的说话模式 arbitration仲裁,调停 a no go 拒绝提案...
Dialog 3 In the above dialog,Paula won her concession and she should have taken it there and then,but didn't.She went back to her client and got an okay to take the offer but when she called Peter,it was late Friday afternoon and he had already gone...
Dialog 2 In this dialog, Peter,the non-dealer, is talking with Paula. He remained firm. Peter needs the deal as much as Paula and after several hours of stalled talks, he sees Paula won't give any more,so he makes a counter offer. 接下来这个对话中,...
Chapter 8 The Non-Dealer谈判傀儡 Dialog 1 It's frustrating to try to deal with a non-dealer.Regardless of what you offer,the non-dealer won't change their tune.It's like talking to a stone wall.Sometimes,this situation occures when you're dealing wi...
Vocabulary: pin钉着 conduit管线 offhand立刻地 evade避开;躲开 fund基金 attempt企图,试图 settlement协议,和解 aim目标要... penetrate贯穿 defiance反抗 litigation诉讼 installation安装,设立 appease安抚,平息 authority权限 be contrary to 违反 grant允许 conp...
Dialog 3 This dialog is a continuation of the above. Bob,Brenda's attorney tries to argue Gail into agreeing a compromise is possible. 此对话是上一个对话的延伸.鲍伯是布兰达的律师,他试着要说服嘉儿妥协. Bob: Huh! You know that just isn't true. A roof...
Dialog 2 In this dialog,Brenda deliberately installed the air conditioning unit in open defiance of the property manager. Brenda's lawyer meets the board's lawyer, and suggests that, in order to avoid expensive litigation, the board should accept th...
Chapter 7 Asking the Right Questions 恰当提问 Dialog 1 Brenda was being very hopeful in the above dialog. In the next one, she is a lot more practical and asking the right quesitions. Much of dialog remains the same but, by pinning the attorney down...
Chapter 6 Lawyers As Professinal Negotionators谈判专家---律师 Dialog Lawyers are trained to phrase things in such a way that their clients or they themselves benefit. This is a little hard to explain,but it's such easier to give you examples. The fo...
