Part 1 成功谈判商场无敌
Chapter 1 Daily Negotiations 日常谈判
For Your Information
背景介绍
Negotiations aren't just for business；they lie at the heart of all human interaction. They make it possible for society to function.Unless you're a hermit living in a cave, you negotiate things every day from the time you get up, until you go to bed.At home, people negotiate the restaurant they go to, the movie they see, the TV program they watch, who showers frst, and who goes to the market.At work, we negotiate who uses the copy machine first, and who watches the phone during lunch.
中译 谈判不只是为了做生意而已，它们根植于所有人类的沟通活动中，让社会得以运作。除非你是一个住在洞穴里的隐士，否则你每天从早上起床开始，到睡觉为止，都得谈判。当人们在家中时，人们会为了要去哪家餐厅、看哪部电影、哪个电视节目、谁先洗澡、谁该去超市买东西而商量或决议。在工作中，我们得讨论谁先用复印机、谁该在午餐时间留下来接电话等。
Our day is one continuous negotiation, and it's likely none of them involve money. We're so used to negotiating that we don't even think about it, it's how we live peacefully together.We learn in childhood that things are a value for value trade off.
中译 我们每日的生活就是不断地商议，而这些商议都和金钱无关。我们太习惯和他人商议，所以这样的动作几乎成了我们的反射动作，商议、谈判正是人们得以和平相处的原因。我们在孩童时期就学到了每件事都有价值，都可以当作谈判筹码。
To get what we want, we have to trade what we have, and we take that idea into adulthood. It's great if things stay like that your entire life.If all negotiations were performed with the honesty kids use in the playground, there'd be no need for this book.But, sometimes they don't.Things have been kicked up a few notches, and some negotiators don't play fair.This book will tell you what's going on, and how to handle it.
中译 要得到自己想要的东西，我们就必须拿自己拥有的东西去交换，而我们也把这种思维模式带到了成人阶段。如果事情能够一辈子都是这样该多好。如果谈判时，大家都秉持着孩提时代玩耍时的诚实态度，那么就没有写这本书的必要了。但是有时候，人们并不会诚实相待。事情改观了，有些谈判人员并不会公平地就事论事，而本书将会为你解析情况，并给你一些应对的参考。
There are no set pattern negotiations in English that you must follow. It's determined by the local customs and the players involved.I've seen minor points take days of hard talking, and once negotiated a three hundred thousand dollar contract during a two-hour lunch.We spent five minutes on the deal, the rest on other topics.
中译 英语并没有必须遵守的既定谈判模式，主要看当地的规矩和相关人员而定。我曾为一些小事情，费尽唇舌商量；但也有一次，只花了两个小时的午餐时间，便谈成了价值三十万美金的合约。真正在谈生意只花了五分钟，其他时间都在谈其他的事。
The following are examples of day-to-day negations we perform without thinking. The first shows Jack and Mary as children at play working things out.In the second one, Jack and Mary are a couple planning an evening out.Thethird shows Jack and Mary as coworkers cooperating to keep things running smoothly.
中译 下面这几个对话，是我们不自觉中就会进行的日常生活谈判。第一个对话是孩提时代的杰克和玛丽，他们正想解决事情。第二个对话中，杰克和玛丽是一对情侣，他们在商量晚上要去哪里。在第三个对话中，杰克和玛丽是同事，他们讨论该如何把工作配合地尽善尽美。
Dialog 1
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This dialog is between Jack, who's pretty good at playing chess, and his friend and next-door neighbor Mary, a member of the school chess club. Jack promised to play chess with Mary on Monday after school, to help her get ready for a competition if she did the dishes for him on Sunday.Mary did the dishes and now Jack needs to keep his promises.
这个对话发生在杰克和玛丽之间。杰克相当擅长国际象棋，他的隔壁邻居玛丽是学校西洋棋社的社员。杰克答应星期一放学后，要和玛丽下国际象棋，帮助她准备竞赛，条件是玛丽星期天要帮他洗碗。玛丽履行了她的承诺，现在杰克该践行自己的诺言了。
Jack：I'm going to the park to play baseball with the guys.
我要去公园和大伙儿打棒球。
Mary：But you promised to play chess with me this afternoon.
可是你答应今天下午要和我一起下国际象棋。
Jack：Yeah, but that was before the guys asked me to join the team.
对啊，可是我之前不知道他们会邀我加入球队啊。
Mary：So what?
那又怎样？
Jack：You know how much I want to be on the team, and now there's an opening for me.
你知道我多想要加入球队，现在正好有一个名额可以给我。
If I don't go to practice today, they'll get someone else, and I'll miss my chance.
如果我今天不去练习的话，他们会去找别人，那我就会错过这次机会。
Mary：I don't care about baseball, you know I need to practice for the chess championship, and you promised to help me if I washed the dishes for you last Sunday, and I did.
我才不管棒球，你知道我得为这次的国际象棋冠军赛做准备。你答应过，只要我上周日帮你洗碗的话，你就会帮我，而我已经洗碗了。
Jack：I know, and I will.
我知道，我会帮你的。
Mary：When?
什么时候？
Jack：After baseball practice.
棒球练习完以后。
Mary：By then, it will be dinnertime, then homework and then your TV show is on. You're going to break your promise.
可是那时候就是晚餐时间了，然后你又要做功课、看电视，你一定会食言的。
Jack：No, I won't. I'm going to skip TV tonight and work on your chess game with you if that's okay with you.
我不会的。我今晚不看电视，和你一起下国际象棋，你说好不好？
Mary：Well, I'd rather do it the way we set up, but if you promise to give me your best game, it's okay with me.
我比较喜欢原来的约定，不过如果你保证会好好地陪我下棋，那就可以。
Jack：No problem. I'll play as hard as I can and give you an extra game to say thanks.
没问题。我一定使出全力，再多陪你下一场，以示回报。
Dialog 2
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Jack and Mary are now grown up and dating. Their friendship is as strong as ever and there's a strong bond between them, so their dialog is relaxed and flows pretty freely.It's more like a married couple than young adults dating to get to know each other.
杰克和玛丽长大了，现在他们是一对情侣。他们的关系非常牢固，彼此有着深刻的默契。他们的谈话也很自在、随性，不像是约会中的年轻男女，反倒像一对恩爱的夫妻。
Mary：Let's have seafood tonight and then go to see the new movie at the Mall Cinema.
我们今晚吃海鲜，然后再去“摩尔戏院”看最新上映的电影。
Betsy told me it's a beautiful love story and I shouldn't miss it.
贝琪说那是一部唯美爱情文艺片，我绝对不能错过。
Jack：Oh, Goodness, please not again. That's what we did last week.
噢，天啊，别去了，我们上个星期也是这样过的。
Mary：No, we didn't. Last week we went to see thatmovie about a man's struggle against mental illness.
才没有呢！上星期我们看的电影，是在讲一个男人与心理病痛挣扎的过程。
Jack：Right, it was a chick flick, just like this one, so what's the difference?
没错，那是你们女生看的电影，这部也一样。哪里不同？
Besides, this is the last week for the third movie in the Destroyer series and I want to see that on a big screen.
再说，这是《毁灭者》第三部最后一周上映了，我希望能在大银幕上看这部电影。
Action movies need to be seen in a theater on a big screen.
动作片就是要在电影院的大银幕上看。
Mary：Oh, yeah, and I did promise to see it with you if we went to that movie last week. But you liked that movie, didn't you?
对，我的确答应过你，如果上周去看那部片子的话，就陪你去看这部电影。可是你应该很喜欢那部片吧？
Jack：Oh, sure, it was great. I had popcorn for dinner and paid the price of a movie ticket to get a two-hour nap.
喔，当然，真是棒透了。我的晚餐是爆米花，买了电影票却睡了两个小时。
Mary：It wasn't that bad, and you're the one that insisted on skipping dinner. We went to an excellent restaurant.
没那么糟吧，是你自己说不要吃晚餐的。我们去的那家餐厅很棒啊。
Jack：That place doesn't have a single meat dish. Just fish and shellfish and you know I don't like fish that much.
那里一道肉菜都没有，只有鱼类和贝类，你知道我不是很喜欢吃鱼。
Mary：And I don't like meat that much. The only meat I eat is chicken.
可是我不是很喜欢吃肉，我只吃鸡肉而已。
Jack：But when I pick the restaurant, we go to a place that has both chicken and fish. I always respect your food preferences.
但是我选餐厅时，我都会选供应鸡肉和鱼的餐厅。我一向都很尊重你的喜好。
Mary：Well, I suppose that, to be fair, you should get to pick the movie and we can go to a restaurant that serves meat.
好吧，为了公平起见，还是你选电影，然后我们去有肉食料理的餐厅吃饭。
Jack：Now you're talking, we can see that love story next time.
你总算开窍了，我们可以下次再看爱情文艺片。
Dialog 3
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In this dialog, Jack and Mary work at the same company, and remain good friends. They remain very professional and keep the dating part of their relationship to themselves and out of the work place.No one at work knows they're dating.
在下面的对话中，杰克和玛丽是同事，也是好朋友。他们在工作上保持专业的态度，公私分明。没有同事知道他们是情侣。
Jack：Hi, are you busy?
嗨，你在忙吗？
Mary：Hi, I was just coming to see you. But since you made the trek to my offce, you get to go frst.
嗨，我正要过去找你，既然你都来了，有事你先说吧。
Jack：Okay, I'm putting together a report on the Allied Marketing Co. failure, and I seem to have run into a stone wall.Can you help me out?
好，我正在准备一份“联合营销公司”倒闭分析的报告。我遇到了瓶颈，你可以帮我一下吗？
Mary：Well, I can try, what do you need?
我可以试试看，你需要什么帮助？
Jack：You were there when the problem started. I was hoping you could fll me in on the details.
问题发生时，你也在场，所以我希望能听你说说当时的细节。
Mary：Sure, no problem. But I need something from you.
好啊，没问题，但我也需要你的帮忙。
Jack：Name it.
尽管说。
Mary：I'm supposed to have this package ready for mailing out tomorrow morning and I'm miles away from being ready.
我得将这套案子整理好，明天一早发送出去，但我根本还没有准备好。
Can you edit this product study I wrote while I do these?
你可以帮我编辑这份产品报告，好让我准备这套案子吗？
Jack：All right, I can do that, and as soon as we finish this, we can both work on my problem.
行，一旦这个部分做完了，我们就可以一起处理我的问题了。
Mary：That works for me.
当然没问题。
Jack：Give me the study. I'll start as soon as I get back to my offce.
把那份报告给我，我回到办公室后，就会立刻开始做。
Mary：Here's a print out of the study, and this is a disc with the full report on it.
这是报告的复印件，这张磁盘里有完整的报告档案。
The file name is product study；this is an extra copy so you can do whatever you want with it.
档案名称是产品研究，因为这是复印件，所以你可以直接在上面做记号。
谈判停看听 The above are three prime examples of the kinds of negotiations we make with people in our everyday lives.There was no formal set up or appointment made frst, they just happened in the course of doing the business of living.These are the sort of things we do every day.
中译 上面这三个例子，是我们日常生活中常见的谈判范例。这些自然而然发生的讨论，并不需要事先制定或预约，而是我们每天都会经历的。
Vocabulary 重要词汇
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interaction 互动
function 运作
hermit 隐士
negotiate 谈判
copy machine 复印机
involve 牵涉
trade 交易
playground 游乐场
kick up 引发
notch 鸿沟
play fair 公平行事
set pattern 固定模式
determine 决定
custom 惯例
minor point 次要点
hard talking 激烈谈论
topic 主题
cooperate 合作
smoothly 顺利地
chess 国际象棋
competition 竞争
do the dishes 洗碗
keep one's promise 履行承诺
So what?又怎么样？
be on the team 成为队员
opening 机会
championship 冠军赛
break one's promise 食言
skip 略过
work on 从事……
set up 订下
bond 联系
mental 心理的
chick fick 女生爱看的电影
insist on 坚持
preference 偏好
remain 维持
professional 专业的
trek 艰难跋涉
run into a stone wall 遇到困难
fll in 提供最新消息
name it 直说
miles away from 很远的
edit 编辑
fle 档案
prime 主要的
formal 正式的
appointment 预约
in the course of 在……过程中