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1、EFFECTIVE NEGOTIATINGUnit 1 Preparing the Ground Karen Black and Andrew Carter fail to communicate before they meet the Levien team.Andrew: Youre sure you dont want one, Karen?Karen: Not for me.Andrew: Of course I dont know Francoise at all. But you got your regard with Shawn. _ and I negotiated at
2、Dallas two years ago and I Karen: Im sure you did, Andrew. Come _ focus on the final package. I must knock down the price. They wanna knock us down, but we have got some room for maneuver.Andrew: Thats right. Shawn was held a procurement in TEC at London.Karen: What was keeping in mind is the _ push
3、 on _ staff costs.Andrew: We dont need to worry about that, Karen. We just play it by Shawn, how are you?Shawn: Its good to see you, Andrew. Atlanta, wasnt it?Andrew: Dallas, actually.Shawn: Right. Three years ago.Andrew: Two.Shawn: Yeah, sure eh You two know each other, right?Francoise: You must be
4、 Karen Black. Im Francoise Quantin. Welcome to Levien.Karen: Weve spoken on the phone, havent we? And this is Andrew Carter, export sales executive.Andrew: Sorry, I thought you two already knew each other.Shawn: That we all know each other now, can we Francoise: Before we start, would you like a cof
5、fee?Karen: Would be nice.Francoise: Milk?Karen: Yes, please. Karen Black and Andrew Carter are better prepared for their meeting with the Levien team.Andrew: Here you go.Karen: Thanks.Andrew: So we wait for them to respond to our proposal.Karen: Yes. We know the staff costs and the price are the mai
6、n issues. But wed better let them set the agenda.Andrew: And youd still like me to do the presentation?Karen: That _, Andrew.Andrew: And you watch the reactions and Karen: And deal with any questions, yes.Andrew: Youll be careful with Shawn, Karen. He tries a hard bargain.Karen: Im sure I can handle
7、 him. Were waiting for a long day, arent we?Andrew: Well. _ , dont you?Francoise: Sorry to have kept you waiting. You must be Karen Black. Im Francoise Quantin. And this is Shawn Morrissey.Shawn: Good to meet you, Karen. Francoise, this is my _ partner, Andrew Carter.Francoise: Nice to meet you, And
8、rew. How was your flight?Karen: Excellent. Less than an hour.Andrew: Hardly time for the breakfast they serve.Francoise: What about a coffee then before we get start?Shawn: Yeah, you can bring it through.Francoise: There is no need to worry. _?Karen: AhShawn: Andrew, youd like another one?Andrew: Pl
9、ease. Milk, three sugars.Francoise: Sit down, please.Andrew: Are you missing your stay , Shawn?Shawn: Yeah, I miss the kids and my wife. Andrew and I negotiated a deal at Dallas two years ago.Andrew: Yes. Quite a marathon. 36 hours, wasnt it?Shawn: Andrew. If a job is worth doing, its worth doing we
10、ll.Francoise: Perhaps we have a better start now.Unit 2 Setting the Agenda Karen Black and Andrew Carter wait for Francoise Quantin to set the agenda.Francoise: We have studied your proposal with interest. And generally, it seems to fit with our needs. But Im especially worried about _ to my team.Ka
11、ren: Perhaps Andrew could present our proposal and then youFrancoise: Im sure you can understand my concern. _?Theyre very dedicated, of course. But theyre very unsettled.Andrew: Can I suggest we present the _ for you choose Okus. Then perhaps we can identify your areasShawn: We do need some assuran
12、ce here. Any cuts will go _ work _?Francoise: We must solve this out before we continue.Karen: I see. Have you got the documents about rehiring staff? As Im sure you understand, staffing is a matter of _ for _, and prices_ we have made. Now, if you can agree to the price before we goShawn: No! We ca
13、n talk prices later. We want to resolve the staffing issues first. Theyre two separate problems.Andrew: What Karen is saying that the two are independent.Shawn: Not for us. Theyre not. We want to close your staffing issue first. Yours isnt the only offer on the table, you know. Francoise Quantin set
14、s an agenda for the negotiations.Francoise: Id like to start by saying a few words about the meeting today and what we expect to achieve. One thing Id like to clarify from the start is that we see Okus as a strong candidate. But of course, not the only one. What we hope to do today is to find enough
15、 common ground. Is that clear?Karen: Fine!Francoise: _ the agenda. First wed like you to present your proposal. We have read it, but wed like you to go over the critical . Andrew, understand youre going to prepare to do this.Andrew: Wont you take about 1015 minutes? Please feel free to ask any questions while Im talking.Francoise: Good! That will help us identify issues which need more discussion. After that I suggest we try to resolve any outstanding differences, and then finally assuming that we can agree, I thought we could work an action plan for
