談判英語對白

談判英語對白談判英語對白談判英語對白資料僅供參考文件編號：2022年4月談判英語對白版本號：A修改號：1頁次：1.0審核：批準(zhǔn):發(fā)布日期：EFFECTIVENEGOTIATINGUnit1PreparingtheGround×KarenBlackandAndrewCarterfailtocommunicatebeforetheymeettheLevienteam.Andrew:You’resureyoudon’twantone,Karen?

Karen:Notforme.Andrew:OfcourseIdon’tknowFrancoiseatall.ButyougotyourregardwithShawn._____________andInegotiatedatDallastwoyearsagoandI…Karen:I’msureyoudid,Andrew.Come____________________focusonthefinalpackage.Imustknockdowntheprice.Theywannaknockusdown,butwehavegotsomeroomformaneuver.Andrew:That’sright.ShawnwasheldaprocurementinTECatLondon.Karen:Whatwaskeepinginmindisthe____________pushon_____staffcosts.Andrew:Wedon’tneedtoworryaboutthat,Karen.Wejustplayitby…Shawn,howareyou?

Shawn:It’sgoodtoseeyou,Andrew.Atlanta,wasn’tit

Andrew:Dallas,actually.Shawn:Right.Threeyearsago.Andrew:Two.Shawn:Yeah,sureeh…Youtwoknoweachother,right?

Francoise:YoumustbeKarenBlack.I’mFrancoiseQuantin.WelcometoLevien.Karen:We’vespokenonthephone,haven’twe

AndthisisAndrewCarter,exportsalesexecutive.Andrew:Sorry,Ithoughtyoutwoalreadykneweachother.Shawn:Thatweallknoweachothernow,canwe…Francoise:Beforewestart,wouldyoulikeacoffee?Karen:Wouldbenice.Francoise:Milk?Karen:Yes,please.√KarenBlackandAndrewCarterarebetterpreparedfortheirmeetingwiththeLevienteam.Andrew:Hereyougo.Karen:Thanks.Andrew:Sowewaitforthemtorespondtoourproposal.Karen:Yes.Weknowthestaffcostsandthepricearethemainissues.Butwe’dbetterletthemsettheagenda.Andrew:Andyou’dstilllikemetodothepresentation?

Karen:That__________________,Andrew.Andrew:Andyouwatchthereactionsand…Karen:Anddealwithanyquestions,yes.Andrew:You’llbecarefulwithShawn,Karen.Hetriesahardbargain.Karen:I’msureIcanhandlehim.We’rewaitingforalongday,aren’twe?

Andrew:Well.____________,don’tyou?

Francoise:Sorrytohavekeptyouwaiting.YoumustbeKarenBlack.I’mFrancoiseQuantin.AndthisisShawnMorrissey.Shawn:Goodtomeetyou,Karen.Francoise,thisismy_______partner,AndrewCarter.Francoise:Nicetomeetyou,Andrew.Howwasyourflight?

Karen:Excellent.Lessthananhour.Andrew:Hardlytimeforthebreakfasttheyserve.Francoise:Whataboutacoffeethenbeforewegetstart?Shawn:Yeah,youcanbringitthrough.Francoise:Thereisnoneedtoworry.____________

Karen:Ah…Shawn:Andrew,you’dlikeanotherone?

Andrew:Please.Milk,threesugars.Francoise:Sitdown,please.Andrew:Areyoumissingyourstay,Shawn?

Shawn:Yeah,Imissthekidsandmywife.AndrewandInegotiatedadealatDallastwoyearsago.Andrew:Yes.Quiteamarathon.36hours,wasn’tit?

Shawn:Andrew.Ifajobisworthdoing,it’sworthdoingwell.Francoise:Perhapswehaveabetterstartnow.Unit2SettingtheAgenda×KarenBlackandAndrewCarterwaitforFrancoiseQuantintosettheagenda.Francoise:Wehavestudiedyourproposalwithinterest.Andgenerally,itseemstofitwithourneeds.ButI’mespeciallyworriedabout_____tomyteam.Karen:PerhapsAndrewcouldpresentourproposalandthenyou…Francoise:I’msureyoucanunderstandmyconcern._______________________

They’reverydedicated,ofcourse.Butthey’reveryunsettled.Andrew:CanIsuggestwepresentthe___________foryouchooseOkus.Thenperhapswecanidentifyyourareas…Shawn:Wedoneedsomeassurancehere.Anycutswillgo________work_____

Francoise:Wemustsolvethisoutbeforewecontinue.Karen:Isee.Haveyougotthedocumentsaboutrehiringstaff

AsI’msureyouunderstand,staffingisamatterof____for_____,andprices___________wehavemade.Now,ifyoucanagreetothepricebeforewego…Shawn:No!Wecantalkpriceslater.Wewanttoresolvethestaffingissuesfirst.They’retwoseparateproblems.Andrew:WhatKarenissayingthatthetwoareindependent.Shawn:Notforus.They’renot.Wewanttocloseyourstaffingissuefirst.Yoursisn’ttheonlyofferonthetable,youknow.√FrancoiseQuantinsetsanagendaforthenegotiations.Francoise:I’dliketostartbysayingafewwordsaboutthemeetingtodayandwhatweexpecttoachieve.OnethingI’dliketoclarifyfromthestartisthatweseeOkusasastrongcandidate.Butofcourse,nottheonlyone.Whatwehopetodotodayistofindenoughcommonground.Isthatclear?

Karen:Fine!Francoise:____________theagenda.Firstwe’dlikeyoutopresentyourproposal.Wehavereadit,butwe’dlikeyoutogooverthecritical.Andrew,understandyou’regoingtopreparetodothis.Andrew:Won’tyoutakeabout10~15minutesPleasefeelfreetoaskanyquestionswhileI’mtalking.Francoise:Good!Thatwillhelpusidentifyissueswhichneedmorediscussion.AfterthatIsuggestwetrytoresolveanyoutstandingdifferences,andthenfinallyassumingthatwecanagree,Ithoughtwecouldworkanactionplanforthenextfewmonths.Shawn:Ijustwanttoaddyoucanusetheroomnextdooranytime.There’scoffeestaffthereifyouneedit.Karen:Thanks!Francoise:WhatabouttheendofthedayAreyouflyingbackthisevening?Karen:Yes,well,wecouldgetroomsfromtheairporthouse.Shawn:I’msurewecangetyousomewherebetterthanthat.Francoise:Hopefully,youwon’tdidthehotel.Unit3EstablishingPositions×AndrewCarterpresentstheOkusproposalwithoutreferencetoLevien’sneeds.Andrew:Asyoucansee,wealsohaveabroadrangeofclientsinvariousindustries.Forexample,werecentlytookoffanITmanagementofcentral…

Francoise:Weknowthis,Andrew.It’stheofferyoumadeusthatweareinterestedin.Andrew:Ofcourse,yes.Letme…Hereweare!We’vebrokenthisdownbydepartment…Shawn:Sorry.Karen:Andrew,sorrytointerrupt.ButperhapsFrancoiseandShawnwouldliketohearaboutcontrolsystems,pricing,andstaffinglevels.Shawn:Staffingwillbegood.Andrew:Yes…Sorry…Yes.I’msureIgotanotheroverheadonthat.We’velookedoveryour…,hereweare,yourcurrentlevelsofIToperationofsupport.Shawn:That’sgreat,Andrew.ButwhatIreallywanttoknowis:areyougoingtohirestaffornot

Karen:Andrew,perhapsIshouldanswerthat.Asyouknow,staffinglevelsdependonthelevelofserviceyoudecidetogofor.Theoneyouchoosedependonthedegreeof…serviceandsupportyourequire.√AndrewCarterpresentstheOkusproposalandgivestheLevienteamtheinformationtheyneed.Andrew:So,movingon.I’dliketofocusquicklyonthethreecriticalareasandthenhearyourresponse.Now,thisslidecoversmanagementofcontrol.Asit’sreallythemake-or-breakfactorofanyoutsourcingcontract,wereallygottomergeandthenimproveonyourmanagementsystems.So,whatweproposetodoistoputonepermanentmanageronsightandonesupportingengineeraswell.Anyquestionssofar?

Shawn:Andwho’lldealwithspecialprojectsorproblems?

Andrew:OurplanforthatwillbetouseourownUK-basedengineersoron_______basis.Francoise:I’mnotsureIunderstandhowyourprojectmanagementsystemoperatesforurgentwork.Andrew:Wewillusethesimilarapproachonothercontracts.TheITmanagerherewillhaveaday-to-daycontrolbutwhenheorsheneedshelp,thatcanbecalled____OkusfromUK.Doyouhaveanyquestionsonthis?

Shawn:Butwon’tbeafirstforyou,servicingacontractoverseas?

Karen:Yes,that’sright.ButwedohavesimilarclientsinEdinburgh,forexample,andtimeanddistancevarianceisnotalotdifferencesbetweenBelgiumandScotland.Wedon’tanticipateanyproblemsonthatscope.Andrew:Perhapsyou’dliketotalktoourclients____________.Francoise:No.We’vealreadyfollowedthereference.Pleasegoon.Andrew:Fine!CanIgoontotalkalittlebitaboutpricing?

Unit4ClarifyingPositions×KarenBlacktriestoclarifyhowthecontractpricingiscalculated.Karen:No.Whatwearesayingisthecosts,basedonnumberoffactors.Thetimesofday,ofcourse,isoneofthem.Wekeepalogofallcalloutsandifthefigureforamonthexceedsthefixedinvoicefee,there’llbeadjustmentsthefollowingmonths.Francoise:What’sthefixedinvoicefee?

Karen:Therateisonpage22oftheproposal.Itdepends…Shawn:Whataboutthecalloutrate

Karen:Itdependsonthetimeoftheday.Shawn:Canyougivemea___________figure?Francoise:Wherearethefiguresfortheprojectmanagerfees?Karen:Right.Andrew,haveyougottheratesforthat

Thepointwe’dliketostressisthatwehavecalculatedaglobalprice,andyouonlypayamoreifyougotallthegenerallevelsofsupportweofferit.Shawn:Heredowegetachoiceonthis?

Karen:ThatperhapswhatIamsaying.Wehaveofferedtwolevelsofsupport.Thebasiclevelbuysyou…Francoise:Sorry,can,beforeyougoon,Isee,Andrew,_______thefiguresforprojectmanagement.Andrew:Projectmanagerrateishourly,butifyoulookattheoverallpackage,theratecancomeoutmuchlowerthanthesefigures.Shawn:Whataboutmyoptions?Karen:That’sspeltoutonpage34!√KarenBlackgetsachancetoclarifythefiguresintheOkusproposal.Karen:Ifyoulookatthepage22,whatwedoiskeepalogofallcalloutsandifthefigureforamonthismorethanthefixedinvoicefee,wemakeadjustmentinthefollowingmonths.Francoise:So,wecan’tbecertainabouthowmuchthemonthlyinvoicefeewillbe.Karen:Itdependswhichlevelofsupportyouoptfor.Francoise:Canyouexplainthat?

Karen:Certainly.Asyoucansee,therearetwolevels,LevelAisallinclusive,youpayasetfee,youspecifywhatITprojectyou____doing,andyoudon’tpayanythingextra.Francoise:So,ourcontractwillspecifyallITprojectsforthenextfiveyears.Karen:No,it’sshort_______attime.Wedraw___________schedule.Shawn:OK!What’sthedifferencebetweenprojectandtheregularsupportwork?

Karen:CanIcomebacktothatmoment,Shawn

I’djustliketogetthetwooptions____________.WithLevelA,youonlypayamonthlybill,withLevelB,therearenoprojectmanagementfeesinthecharge,sothatwouldbe____twomonthlybill.Francoise:So,whatwehavetodecideishowwewanttopay,butevencosteachmonthorprojectbyproject?

Karen:WhichisLevelB,exactly.Shawn:Istilldon’tgetit,Karen.Whenistheproject

Whenisjustsupportwork?Andrew:AsKarenwassaying,wespecifytheprojectinLevelA,withLevelB,theITmanager,weneedtogettheapprovalthroughtheprojectasitcomesup.Shawn:OK!Canwegoovertheapprovalprocess?

Andrew:Yes.IfyoulookatSectionThree,___theproposalyou’llsee.Unit5ManagingConflict×SeanMorrisseypersonalizestheproblemswiththeOkusteam.Andrew:We’vedrawnuptheschedulesoftheprojectwhichwebothfeelneedtobecarriedoutinthefollowingyear.Thiscouldbeintroducingnewsoftware,training,hardwareoperates…Shawn:Yeah.Buthowdoweknowwhenyouguy’sdoingsupportworkandwhenthey’redoingprojectwork?

Andrew:Ithinkwewillallknowwhattypeofwork.Shawn:Idon’tthinkso.It’llbeyouguysinterest_______supportwork_______projectwork__________chargeforthe________thing.Andrew:Shawn,I’minterestedinapartnership,basedontrust.Shawn:Greatidea,Andrew!Butyouwon’tbeonsightworkinghere,willyou?

Andrew:Wepersonallyno!Idon’tseeyourpoint.Shawn:Mypointisthatwewon’tknowwhatyouguysaredoing.Andrew:Butwe’regoingtoappointprojectmanagerfromyourstaff!Shawn:Look,Andrew.I’veseenhundredsoftheseprojects,andthere’salwaysroomformaneuver.You’venot______lotsofexperience__________contract.Andrew:Shawn!I’vebeeninthisindustryfor15years;Ireallydon’tseehowyoucallmeinexperienced.Karen:Andrew,Idon’tthinkShawnwassayingthat.CanIsuggestwetakeabreak?

Francoise:Yes,goodidea.Whydon’tyougonextdoor?There’scoffeeifyouneedit.Shawn:Coffeewillbethelastthey’llneed.Francoise:Whatareyoutryingtodo,Shawn?Shawn:WhatamItryingtodo

IwasjustgettingtherightwhatIwantthem.Weknew_______timeout.Francoise:No!I________________________people,andIwant___________goodrelationship.Idon’tthinkwhatwehaveachievedbytakingitpersonally.Shawn:It’stactics,Francoise.Theywillbegettingtoocomfortablethere.It’sworthtryingtoshakethemup.Francoise:Thatmaybethewayyoudothings,butit’snotthewayIrunthingsinmydepartment.√SeanMorrisseydepersonalizestheproblemswiththeOkusteam.Andrew:Sowehavedrawnuptheschedulesoftheprojectswhichwebothfeelneedtobecarriedoutofthefollowingyear.Thiscouldbeintroducingnewsoftware,training,hardwareoperates…Shawn:Sorrytointerrupt,Andrew.ButIstillneedtoknowwhenyouguy’sdoingsupportwork,whenthey’redoingprojectwork.Andrew:Thatdoesn’tneedtobeclarified.Karen:Whatifweputsomethinginthecontract?

Shawn:Thatwillbeastart!It’smorethanaloggingIworryabout.YouknowifoneofyourguysisspendingcoupleofhourssortingoutproblemsoneofthePCs,andthemanhourbackonourcustomerdatabase.Weneedjustthink___________threehoursofprojectwork.Andrew:Ihopenot,Shawn.Ourteamwillbeworkingtoyourbudget.Shawn:Iknowthat,Andrew.Butwhoisgoingtosuperviseallthese?

Andrew:Wehavetalkedabouttakingoneofyourteamasourteammanager.Shawn:Yeah.Butyoustill___________________UK.Thatwillbe______yourlog.Andrew:So,it’stheaccuracyoflogthatworryingyou.Shawn:Yeah,they’relackofexperiencehere.Pleasedon’tgetmewrong.It’sthepeopleonthegroundI’mworriedabout.Wealsoknowthatthere’llbealotofroomformaneuverwiththesecontracts.Karen:IthinkIseewhatyou_______________,Shawn.CanIsuggestabreak

AndrewandIneedtotalkitthrough_________more.Francoise:Goodidea!Pleaseusetheroomnextdoor.……Francoise:Howdoyouthinkisgoing?

Shawn:OK!Sloggingbusinesscouldbeanightmare__________._________findsomewayto_________.Francoise:TheLevelAoptiondoesthat.Shawn:Yeah.Butthecostofit…it’llbegreatwecanpush________globalpriceforsupportandminimumprojectwork.Francoise:Couldwesuggestit?Shawn:No.That’s_____mypoint___________.Unit6MakingandRespondingtoProposal×SeanMorrisseyrespondsaggressivelytoanewproposalfromKarenBlackandAndrewCarter.Shawn:So,what’llbegotforus?

Karen:We’dliketomakeaproposal.Shawn:Beforeyoudothat,letmeexplainourposition.Karen:Goon.Shawn:Wedon’tliketheconceptoflogging.Wethinkeverycallwouldbelogged_____thisprojectwork.Wecan’tthrowmoneyaway.Wewantaglobalpriceto__________supportworkandprojectwork.Karen:ButthatisexactlywhatourLevelApackageoffersyou.Shawn:YourLevelAisprohibited___________cost.Karen:WHAT?Shawn:Expensive!Wedon’twanttopayforsomethingwedon’tuse.Karen:Wedounderstandthat,Shawn.That’swhywefeelwecouldofferyous