新编剑桥商务英语高级第三版第9.29.3.pdf

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9.2

Negotiating

Reading

1ReadingthefollowingextractfromGettingpastnobyWillamUry.Howcould

theATTnegotiatorhaveavoidedthisbreakdownincommunication?

AnATTsalesteamwasnegotiatingtosellBoeinganewtelecommunications

systemvaluedat$150million.Thesalesteammadeapersuasivepitchonthekindof

servicetobedelivered,thecompany‟spromptresponsetoproblems,andthespeedof

repairs.

ThentheBoeingpurchasingdirectorsaid,“Fine.Nowputeachoneofyour

promisesinwriting.Andwewantguaranteesthatifthesystemisn‟tfixedontime,

you‟llpayusdamages.”

„We‟llmakeourbestefforts,‟repliedtheATTsaleschief,„butwecan‟tbeheld

liableforallthethingsthatcangowrong.Lightningcanstrike…‟

„You‟refoolingaroundwithus!‟interruptedtheBoeingnegotiator,losinghis

temper.„Firstyoutellusaboutyourservices—nowyou‟renotwillingtocommit

yourselftowhatyoupromised!‟

„That‟snottrue!‟protestedthesaleschief,aghastattheturninthenegotiation.

„LetmeseeifIcanexplain…‟ButtheBoeingnegotiatorrefusedtolisten.„You‟renot

negotiatingingoodfaith!‟hecomplained.„Wecan‟tdealwithyou.‟

2ReadtheadvicethatWilliamUrygivesfollowingthisstory.Doyouagreewithit?

Aretheresituationswhereyousimplycannotcontinuenegotiating?

Tobreakthroughyouropponent‟sresistanceyouneedtoreversethedynamic.If

youwanthimtoacknowledgeyourpoint,acknowledgehisfirst.Togethimto

agreewithyou,beginbyagreeingwithhimwhereveryoucan.

3Studythefollowingphrases.Whichdoyouthinkwouldhavebeenagood

responsetotheBoeingexecutive‟srequesttpputallhispromisesinwriting?

A„Thatwouldbenoproblemforus.‟

B„Ithink

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