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双赢谈判策略全解析:从准备到沟通的实用指南

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本文详细解析了双赢谈判策略,从谈判前的准备、了解自身和对方,到讨论阶段建立关系和寻找共同利益,结合实际案例帮助读者提升谈判能力和英语听力水平。

小技巧:选中单词后按放大器可以翻译单词哦

文章内容

精选100篇经典TED演讲,时长8-15分钟,内容涵盖创新、成长与未来趋势。提供MP3在线播放、下载及英文文本,助你提升听力与口语。用思想的力量,点燃学习热情!下面是本期【TED】100篇经典演讲口语听力素材合集的内容,坚持积累,让你的英语更贴近生活!

In the next part of the lesson, we're going to build on what we heard in the interview. We will look at stages in the process and guidelines for a successful win-win negotiation where both sides feel they got what they wanted. The sides are also called parties. We use both terms in this lesson. In both formal and informal negotiations, the steps and guidelines are similar. All negotiations may go more quickly and some steps may not be as important, but in general, all these steps are part of the process. The first step is very important to a successful negotiation. First, you and your team need to think through what you want. You need to know what your interests are. Your interests are your basic concerns, things that are the foundation of your negotiation. For example, say you just got offered a job and now you're negotiating with someone from the company that wants to hire you. You want a job that's remain interest. And your priorities might be a high salary or maybe four weeks of vacation every year. Those are your priorities. You should also think about what concessions you will make. What are you willing to give up? If you're negotiating a contract and they only offer two weeks vacation instead of four, would you accept that? That's a concession. We'll talk more about concessions later.

Finally, you should think about your strengths and weaknesses. Where do you have an advantage? For example, maybe you have a special qualification that the company is interested in, like maybe speaking English really well. That's a strength. But maybe you don't have much job experience. That can be a weakness. Doing a little homework about the other side is also important. If possible, you want to find out who you'll be negotiating with. Is it a team of 10 or just one person? What's their title or role? How experienced are they? Are they the real decision makers? Have you ever heard people say information is power? In a negotiation, that is definitely true. If you're negotiating your salary, you need to know what companies are paying people with your background. If you're looking for a new car, you need to know what other companies are selling the same car for. And if you're doing business with someone from a different culture, do a little research to find out about the other culture, and especially about any differences in negotiating styles, we'll talk about that a little later in this lesson.

The next stage is the discussion stage. In this stage, both sides start by stating their interests. Informal negotiations, they would prepare a statement of interests. Both parties also explain what they want to get out of the meeting. It's important to focus on what goals and objectives both parties share. In both formal and informal negotiations, building a relationship may be important. In some cultures, the stage is much more important than in others. This helps develop a feeling of trust in the other person. This relationship building can start with something as simple as small talk, or just asking a person about themselves, for example, about their work or their interests. This is very common in the U.S., but it's not common in all cultures.

During a negotiation, it's important to listen to the other side. In this way, both parties will find common ground, shared interests, and maybe shared goals. Both parties will more fully understand the other's position. And it's possible that by listening, one of you might discover unexpected information that would help lead to an agreement. Finally, this way of showing respect will help to build a stronger relationship. So let's just review the steps we just talked about. First, prepare. Know about yourself and know about the other team. Second, discuss. Build your relationship as you look for common ground.

Before we go on, I'd like you to listen to the beginning of two informal negotiations on the phone. You remember Trey from Module 1. He needs to arrange for a parking lot. He's done his preparation. First, he figured out his budget. He wants to spend no more than $1,000 plus $200 for an attendant. Trey has also done a little research on two possible parking lots. He knows that there is one parking lot that's big enough for his event. He also knows that it's never full. The second lot is smaller and not as close as the first lot. He's contacted both companies by email and a set up meetings by phone. The first phone call is with the owner of the larger lot which he prefers. Watch the video and think about these questions. Which conversation do you think is going to lead to a successful negotiation? Why? Which one may not be successful? Why do you think that? What do you think? What do you think? What do you think?

部分单词释义

  • advantage

    名词有利条件; 益处; 优越(性); 处于支配地位

    及物动词有利于; 有益于; 促进; 使处于有利地位

    不及物动词得益,获利

    1. 有利条件;有利因素;优势
    An advantage is something that puts you in a better position than other people.

    e.g. They are deliberately flouting the law in order to obtain an advantage over their competitors...
    他们为了和竞争对手抢夺先机而公然无视法律。
    e.g. A good crowd will be a definite advantage to me and the rest of the team.
    大批观众无疑将成为我和其他队员的一大优势。

    2. 优势;有利地位
    Advantage is the state of being in a better position than others who are competing against you.

    e.g. Men have created a social and economic position of advantage for themselves over women.
    男性已经为自己创造了优于女性的社会和经济上的有利地位。

    3. 好处;益处;优点
    An advantage is a way in which one thing is better than another.

    e.g. The great advantage of home-grown oranges is their magnificent flavour...
    家产柑橘的一大好处是口感极佳。
    e.g. This custom-built kitchen has many advantages over a standard one.
    这间定制的厨房与标准厨房相比存在诸多优点。

    4. 利用
    If you take advantage of something, you make good use of it while you can.

    e.g. I intend to take full advantage of this trip to buy the things we need.
    我打算充分利用这次旅行来购买我们所需的物品。

    5. 占…的便宜;欺骗;捉弄
    If someone takes advantage of you, they treat you unfairly for their own benefit, especially when you are trying to be kind or to help them.

    e.g. She took advantage of him even after they were divorced.
    甚至在他们离婚后,她还在占他的便宜。

    6. (尤指转变不利情况使之)对…有利
    If you use or turn something to your advantage, you use it in order to benefit from it, especially when it might be expected to harm or damage you.

    e.g. The government have not been able to turn today's demonstration to their advantage.
    政府未能把今天的游行示威转为己用。

    7. 最有利地;最有效地;使优点突出
    If something is shown to good advantage or to best advantage, it is shown in a way that reveals its best features.

    e.g. The walls were painted in muted tones to show the pictures to good advantage.
    墙面被漆成了淡色调,以突出照片。

  • concession

    名词让步,迁就; (尤指由政府或雇主给予的)特许权; 租借地; 承认或允许

    1. (尤指为平息争端或冲突而作出的)让步,妥协
    If you make a concession to someone, you agree to let them do or have something, especially in order to end an argument or conflict.

    e.g. The King made major concessions to end the confrontation with his people.
    为了结束与其臣民的冲突,国王作出了很大的让步。

    2. 特许权;优惠
    A concession is a special right or privilege that is given to someone.

    e.g. The government has granted concessions to three private telephone companies.
    政府已经向3家私营电话公司授予了特许权。
    e.g. ...tax concessions for mothers who stay at home with their children.
    针对在家照顾孩子的母亲的纳税优惠

    3. (通常指针对老人、学生和失业人员的)优惠价格
    A concession is a special price which is lower than the usual price and which is often given to old people, students, and the unemployed.

    e.g. Open daily; admission £1.10 with concessions for children and OAPs.
    每天开放;门票1.10英镑,儿童和退休人士可享受票价优惠。

    in AM, use 美国英语用 reduction
  • power

    名词力量; [机]动力,功率; 政权,权力; 强国,大国

    及物动词运转; 用发动机发动; 使…有力量

    不及物动词靠动力行进; 快速行进

    形容词权力的; 机械能的,电动的; 用电力(或动力)发动的

    1. 权力;权势;操纵力
    If someone has power, they have a lot of control over people and activities.

    e.g. She interviewed six women who have reached positions of great power and influence...
    她采访了6名身居高位,并且颇具影响力的女士。
    e.g. In a democracy, power must be divided.
    在民主政体中,权力必须分制。

    2. 能力;才能
    Your power to do something is your ability to do it.

    e.g. Human societies have the power to solve the problems confronting them...
    人类社会有能力解决面临的问题。
    e.g. Fathers have the power to dominate children and young people...
    父辈们有能力支配孩子们和年轻人的生活。

    3. 在…能力范围之内
    If it is in or within your power to do something, you are able to do it or you have the resources to deal with it.

    e.g. Your debt situation is only temporary, and it is within your power to resolve it...
    你的债务情况只是暂时的,你有能力解决好。
    e.g. Although it is not in his power to do so, he said he would rebuild the Air Base...
    虽然这超出了他的能力范围,他还是说他会重建空军基地。

    4. (法律赋予当权者的)权力,权限,职权
    If someone in authority has the power to do something, they have the legal right to do it.

    e.g. The Prime Minister has the power to dismiss and appoint senior ministers...
    首相有权任免高级部长。
    e.g. The police have the power of arrest...
    警方有权拘捕。

    5. 政权;统治权
    If people take power or come to power, they take charge of a country's affairs. If a group of people are in power, they are in charge of a country's affairs.

    e.g. In 1964 Labour came into power...
    工党于1964年上台。
    e.g. He first assumed power in 1970...
    他于1970年首次执政。

    6. 强国;大国
    You can use power to refer to a country that is very rich or important, or has strong military forces.

    e.g. In Western eyes, Iraq is a major power in an area of great strategic importance.
    在西方人眼里,伊拉克是位于具有重要战略意义的地区的一个重要强国。
    e.g. ...the emergence of the new major economic power, Japan.
    新兴重要经济强国日本的崛起

    7. 动力;功率力
    The power of something is the ability that it has to move or affect things.

    e.g. The Roadrunner had better power, better tyres, and better brakes.
    “路行者”汽车的性能、轮胎和刹车都更好。
    e.g. ...massive computing power.
    强大的计算能力

    8. 能源;能量;(尤指)电力
    Power is energy, especially electricity, that is obtained in large quantities from a fuel source and used to operate lights, heating, and machinery.

    e.g. Nuclear power is cleaner than coal...
    核能比煤清洁。
    e.g. Power has been restored to most parts that were hit last night by high winds...
    大部分昨晚遭大风袭击的地区已恢复供电。

    9. 给…提供能量;驱动(机器)
    The device or fuel that powers a machine provides the energy that the machine needs in order to work.

    e.g. The 'flywheel' battery, it is said, could power an electric car for 600 miles on a single charge...
    据说“飞轮”电池充电一次就能驱动电动汽车行驶600英里。
    e.g. The planes are powered by Rolls Royce engines.
    这些飞机由劳斯莱斯公司制造的发动机提供动力。

    -powered
    ...battery-powered radios.
    用电池的收音机
    ...nuclear-powered submarines.
    核潜艇
  • preparation

    名词制剂; 准备,预备; 准备工作; 配制品

    1. 准备;预备;筹备
    Preparation is the process of getting something ready for use or for a particular purpose or making arrangements for something.

    e.g. Rub the surface of the wood in preparation for the varnish...
    打磨木头的表面,为刷清漆做准备。
    e.g. Few things distracted the Pastor from the preparation of his weekly sermons...
    几乎没有什么事情能使牧师在准备每周的布道时分神。

    2. 准备工作;预备工作;筹备工作
    Preparations are all the arrangements that are made for a future event.

    e.g. The United States is making preparations for a large-scale airlift of 1,200 American citizens...
    美国正在为运送1,200名美国公民的大规模空运做准备。
    e.g. Final preparations are under way for celebrations to mark German unification.
    纪念德国统一的庆典活动正在做最后的准备工作。

    3. (食物、医药、化妆品的)制剂,配制品
    A preparation is a mixture that has been prepared for use as food, medicine, or a cosmetic.

    e.g. ...anti-ageing creams and sensitive-skin preparations.
    抗衰老面霜和敏感性皮肤适用的护肤制剂

  • objectives

    目标( objective的名词复数 );物镜;1)。 宾语 2)。 宾格;出击目标;