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背景介绍
It's no secret that it's easier dealing with the highly motivated than someone who doesn't care. When I was the principal broker for one of the largest management companies in the US, we went looking for new accounting software, and the company we chose was very cooperative.They returned calls promptly and called often to ask how we were doing.When I opened my own company, I went to the same people and got nothing but trouble, because my new company was too small to matter.
中译 很明显，跟积极的人谈生意比跟一脸无所谓的人谈容易得多。我曾是美国最大管理公司之一的首要经纪人，当时我们在找新的会计软件，而入选的公司非常配合。他们总是及时回复，且常常来电询问我们的使用状况。当我自己开公司找他们合作时，却换来一堆麻烦，因为我的公司很小。
So I made my company matter. I reminded them who I was, and that I had contacts around the country from attending the annual international conferences.I reminded them that I still got calls from around the country from people who knew me when I was the principal broker for that other company, asking about their product.
中译 为此，我让公司的身价提升。我提醒对方我以前是做什么的；告诉他们，我以前常参加年度的国际会议，因此在国内到处都有人脉；很多人还记得我以前是那家公司的首要经纪人，因此还是会打电话问我一些产品上的事情。
After that things got a lot better, maybe not as good as when I was ordering over a hundred thousand dollars in extras, but good enough to get the job done. So the message here is that if the other side isn't that interested in doing business, then you have to inspire them.
中译 后来事情就顺利多了。或许当你听说我得多付十万元，并不会这么觉得，但至少工作得以顺利发展。而这里的重点就是：若对方意兴阑珊，不想跟你做生意，你就得激发他们的意愿。
Dialog 1
MP3-15
There are lots of ways to get the other guy motivated. The following is an example of inspiring a supplier to do right by you.Lucy works for a computer hardware supplier, and Hal for a small company just starting out that is only going to buy one unit.
要增加动机的方法很多，以下就是激发供应商，帮你服务到家的范例。露西是电脑硬件公司的员工，哈尔在一家刚起步不久的公司工作，他的公司想买一组电脑。
Lucy：Ace Computers, this is Lucy.
“埃斯电脑”，我是露西。
Hal：Hi, Lucy, my name is Hal and I'm looking to buy a new machine. I understand you guys build to order.
嗨，露西。我是哈尔，我想买一台新机种。我知道你们公司接受订货。
Lucy：Yes, we do. What kind of machine are you looking for?
是的，没错，你需要什么样的机种？
Hal：Well, this is for a business and it won't be connected to the net, nor will it be used to play games.
呃，商业用的，不必连接网络，也不会用来玩游戏。
I want one to be as fast as possible while staying in the sweet spot. Do you know what I mean?
我想要能稳稳地运作、速度快就好。你懂我的意思吗？
Lucy：Sure, you want fast but you don't need the top of the line.
当然，你想要速度快的，但不需要最高档的机种。
You want fast but what was just superseded in favor of something faster, and reduced in price.
你需要速度比平常更快的，然后价钱不要太贵的。
Hal：Right, that's it. Fast enough to do business and handle software upgrades for the next few years.
对，没错。商用就够了，能配合几年后的软件升级。
Lucy：And, you only want one?
你只要一台吗？
Hal：For right now, I only need one. Before I commit myself to replacing all my machines, I want to see how yours performs.
目前，我只需要一台。在电脑全部换新前，我得先测试一下你们的。
Lucy：So then, you will eventually want more?
这么说，你以后会再跟我们买？
Hal：Yes, definitely. Do you offer phone support and training classes for my employees?
当然，你们会提供电话牵线、员工训练课程吗？
Lucy：Yes, we do, for an additional fee.
有，但须额外收费。
Hal：Good. I'm looking for a full service place to do business with.
好，我正在找提供全面服务的公司来合作。
Could you fax me a proposal for the computer as well as a list of all the extra services you provide?
你能否传真一份电脑的估价单，跟额外服务的项目清单给我吗？
Lucy：When do you want that?
你什么时候要这些资料？
Hal：ASAP, but maybe you should reflect a discount if all the machines are purchased at one time, say all fve machines I need.
越快越好。你也可以注明，如果我一次全买，应该总共五台，你们公司能否提供折扣？
Lucy：I can do that. You say you need five machines in all?
好的，你是说贵公司总共需要五台电脑？
Hal：Yes.
是的。
Dialog 2
MP3-16
Here, Lucy works for an electronics subcontractor and Hal only needs two thousand CD motors from a company that usually deals in the tens of thousands. Lucy was supposed to call Hal two days ago but didn't because she was busy with bigger customers.
这个例子中，露西为一家电器转包商工作。哈尔需要两千个光碟马达，但是露西的公司向来处理的都是千万笔的订单。露西两天前就应该要打电话给哈尔，但因为忙于和较大的客户联系，她疏忽了。
Lucy：Hello, Hal, I was just going to call you.
嗨，哈尔，我正要打电话给你。
Hal：Oh！Really?Great minds think alike.
噢！真的？真是“英雄所见略同”。
Lucy：Heh, heh, heh！I suppose they do. How did the test units I sent you work out?
嘿嘿！大概吧。我寄给你的那些机种，测试结果如何？
Hal：They did just fne. We fgured they would, but we had to test to make sure.
还不错，跟预期的一样，但还是必须做测试，来确定一下。
Lucy：Of course. So what else can I do for you today?
当然，那还有什么事需要我帮忙的？
Hal：Well, we like your unit but really think the price is way too steep. We tested the units from several companies and yours had the best overall performance, but frankly because of the price I was told to make a deal with Brooks.Their price is more reasonable.
我们喜欢你的机种，但真的太贵了。我们测试了好几家公司的机种，你们的性能最好，但老实说，因为价钱的关系，上面交代我跟“布氏公司”买，他们的价钱比较合理。
Lucy：Well, I'm sorry to hear that, but for the volume you're talking about, I really can't do much better.
真的很遗憾，但是就你购买的数量而言，我只能提供这样的价格。
Hal：Let me lay my cards on the table. This order is small because it's a production line test.
坦白讲，这个订单很小，因为这是生产线测试用的。
If things do well here, then we'll properly get all our motors from you and that means a lot more volume for you.
如果一切顺利的话，我们或许全部都跟你们买，这样的数量就会比较大。
Lucy：Are we still talking about the same numbers you mentioned during our frst conversation?
我们现在讨论的数量，和第一次谈的数量一样吗？
Hal：Yes, there about. But that'll only happen if you meet or beat the price of the bidder I was supposed to call.
对，差不多。但前提是你们的价格，要比我预定的那一家还要好。
Lucy：If you fax me a copy of that price, I'll take it to my boss.
如果你把那个价格传真给我，我会呈给老板看。
We usually don't do this for such a small order, but I'm pretty sure I can get you a yes.
对于这么小的订单，我们通常不会这样做，但我很确定我能帮你调价。
Hal：Okay, you'll have it this afternoon.
好，今天下午你就可以收到了。
谈判停看听 All the above dialogs were handled over the phone.The people are easy to deal with, and are the kind of people you want to continue doing business with.They were easy to motivate, and highly cooperative.If a difference comes up, they look for a reasonable compromise.However, not all honest negotiators are this easy to do business with.Next, we’ll discuss the diffcult to deal with types.Some can be quite diffcult, but no matter how bad they get, they’re still just looking for a deal they can live with.
中译 上面所有的对话，都是在电话中进行。这些人都很好相处，让人想要继续合作下去。他们很容易被说动且非常合作，如果出现争议，他们会寻找合理的解决方案。但是，并不是所有的诚实谈判者都这么好做生意。接下来，我们要讨论难相处的类型。有些人很难沟通，即使他们的状况不佳，他们也想得到一个最好的生意。
Vocabulary 重要词汇
MP3-17
sweet spot 安稳的地方
supersede 代替；取代
reduce 减少
upgrade 升级
additional fee 附加费用
provide 提供
steep 过分的；不合理的
volume 数量
MEMO
