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1、Chapter One: NegotiationsWe met with representatives from the other company for over four hours yesterday. Jerry didnt waste any time. He took the bull by the horn and gave them a list of concerns right way. Then he asked for a list of their concerns, and put both lists on the white board. So he cou
2、ld be sure we were all on the same page. He told the group we were going to haveto think out of box and suggest creative solutions. We talked for over an hour. Jerry likes to shoot from the hip, which make some people uncomfortable, because he is very direct. Because we have such different corporate
3、 cultures, I didnt think the two groups would seeeye to eye on the goals. However, during the second hour, Jerry said he was willing to bend over backwards and work very hard to address their concerns. I think that impressed them. He talked about theadvantages of the deal and then he really laid it
4、on the line, and left the next move up to them. At one point, I thought the other company might back out and leave the table. But Jerry kept the discussion going. There was a lot of give and take. They finally met us halfway and we cut the deal over dinner that night. I was surprise that our relatio
5、nship as competitors didnt get in way. Jerry was able to convince them to look those old conflicts as water under the bridge. He got them to focus on the future. And the result was clearly a win-win situation for both companies. 习语 1： take the bull by the horns Definition： If you take the bull by th
6、e horns, you act decisively and with determination in order to deal with a difficult situation or problem.take the bull by the horns 不惧地做.,坚决果敢,直截了当地做.,He decided to take the bull by the horns and talk to the president about the problems.他决定直截了当地同总裁汇报这些问题.She took the bulls by the horns and asked he
7、r boss for a raise.她直截了当地向老板提出增加工资的要求.We took the bulls by the horns and confronted her with evidence. 我们坚决果断地直接把证据摆在她的面前.习语 2：be on the same page Definition: If two people are on the same page, they are in agreement about what they aretrying to achieve.be on the same page一致同意干. I want to make sure
8、we have the same expectations. We need to be on the same page before I give you the money to do the work.在给你们提供资金之前, 我得确定我们有共同一致的目标.I need to meet them before the negotiation, so we are on the same page when we meet with other company. 在谈判开始之前我得先同他们碰个头,统一口径, 这样在同其他公司会晤的时候,我们能一致行动.Ann and I always ha
9、ve misunderstandings, we are never on the same page. 安和我总是存在误解,我们总也不能意见一致.习语 3：to think out of the box Definitiopn: If you think out of the box, you are approaching a situation or problem in a new way that is creative or non-traditional.to think out of the box创意思考, 独具匠心,别出心裁Nothing weve tried so far
10、 has worked. We need to ask Gordon for his ideas, because he thinks out of the box.到目前为止,我们所做的所有努力都不成功. 我们得让 GORDON 给我们想想办法, 他总能别出心裁.Lets brainstorm some ideas here. Consentrate on some new and different solutions. We need to think out of the box.大家来出出主意吧. 有没有什么新的,与以往不同的解决方案. 我们要敢想,要有创意.We need to a
11、pproach this problem from a different angle. We need to try thinking out of the box.我们要从另一个角度思考这个问题,我们要有思想上的创新精神.习语 4： shoot from the hip (Note: The image here is of a cowboy removing his gun from his holster and firing immediately without raising it to take aim.)If you say that someone shoots from
12、the hip， you mean that they give their opinion or react to situations very quickly， without stopping to think it through properly. you can also say that someone fires from the hip.shoot from the hip不加思索地说出. 或作出反应She likes to shoot from the hip, but honesty makes people angry sometimes. 她说话喜欢直来直去,但实话
13、实说有时让人难免恼火.You usually know what he is thinking, because he shoots from the hip.一般你能知道他在想什么,因为他是根直肠子.I think its important to be direct. I always shoot from the hip.有话直说很好,我就是有什么说什么的人.习语 5：see eye to eye Definition: If you do not see eye to eye with someone,you do not agree with him about something.
14、see eye to eye意见一致I like her to be on my team. We see eye to eye most of time. 我喜欢和她在一起工作. 多数情况下我们意见总是一致的.We havent been able to agree. We dont see eye to sye on this.我们一直没有达成一致. 对这个问题我们意见不一致.I dont think weve seen eye to eye. It looks like we have very different opinions about thiscontract.我觉得我们一直就
15、没有达成一致意见.好象我们对该合同各持有不同的看法.习语 6：bend over backwards Definition: If you bend over backwards to do something,you try very hard to do it and to help or please someone, even if it causes you trouble or difficulties.bend over backwards竭尽全力做某事讨好某人She bent over backwards to try made him happy, but he was ne
16、ver satisfied.尽管她使出混身的解数想使他高兴,但他却从来没有满意过.I want you to bend over backwards to this customer, its a very important account. 你要想尽一切办法拉住这个客户, 这可是个重要大户头.He really works hard to keep his boss happy. He bends over backwards.他给他的老板买劲干活以讨其欢心,真是竭尽全力.习语 7: lay it on the line Definition: If someone lays it on the line, they say what needs to be said truthfully and directly.lay it on the line坦诚相告., 直说了吧.I laid it on the line. I told him I didnt love him any more.我坦诚
