谈判英语一日通02-05

Chapter 8

The Non-Dealer谈判傀儡

Dialog 1

It's frustrating¹ to try to deal with a non-dealer.Regardless of what you offer,the non-dealer won't change their tune².It's like talking to a stone wall.Sometimes,this situation occures when you're dealing³ with someone ordered to negotiate with you,but without the authority to change the offer. The following dialog is typical of trying to deal with a non-dealer. Perter is the non-dealer,and Paula tries to get a better deal.

和谈判傀儡沟通会让人很有挫折感:不管你提供的条件,这种人都不会改变他们的语调;和他们说话就像和石头墙壁讲话一样.有时候这种情况会发生,是因为你的谈判对手是上层派来的,而他并没有什么更改条件的权限.下面这个对话是个典型的例子,范例中的人尽了全力,要改变那个谈判傀儡的立场.彼得是个谈判傀儡,宝拉尝试着获取更好的交易.

Peter:This is an excellent offer,I don't know why you don't just accept it.

Paula:It's not even close to reasonable,and you know it.

Peter:I know no such thing.Our selling price is within the appraised⁴ value.

Paula:Appraised by who? You? The owner?

Peter:That's correct. We studied the issue and determined⁵ the old value was far less than fair. The new value is much more realistic.

Paula:But there is not one single appraisal⁶ firm in town that agree with you.And none of them say they understand your formula.

Peter:Look,I'm not here to debate the formula that we use to set the price.

Our offer is what it is.If you think it's too much,then you don't have to buy.

Paula:It's not like we can just walk away from the property.We already have a serious investment in it.

Peter:Then,I suggest you accept our offer.Lots of people have.

Paula:The offer we made was ten times the old appraised value.

We figure that's more than fair.Why won't you accept that?

Peter:Because we don't think it's fair.We set a price according to our formula and we're going to stick by it.

Paula:That's ridiculous.No one can afford your price.Not even God has enough money to pay your price.

1 frustrating   

adj.产生挫折的，使人沮丧的，令人泄气的v.使不成功( frustrate的现在分词 )；挫败；使受挫折；令人沮丧

参考例句：

• It's frustrating to have to wait so long. 要等这么长时间，真令人懊恼。
• It was a demeaning and ultimately frustrating experience. 那是一次有失颜面并且令人沮丧至极的经历。 来自《简明英汉词典》

2 tune   

n.调子；和谐，协调；v.调音，调节，调整

参考例句：

• He'd written a tune,and played it to us on the piano.他写了一段曲子，并在钢琴上弹给我们听。
• The boy beat out a tune on a tin can.那男孩在易拉罐上敲出一首曲子。

3 dealing   

n.经商方法，待人态度

参考例句：

• This store has an excellent reputation for fair dealing.该商店因买卖公道而享有极高的声誉。
• His fair dealing earned our confidence.他的诚实的行为获得我们的信任。

4 appraised   

v.估价( appraise的过去式和过去分词 )；估计；估量；评价

参考例句：

• The teacher appraised the pupil's drawing. 老师评价了那个学生的画。 来自《简明英汉词典》
• He appraised the necklace at ￡1000. 据他估计，项链价值1000英镑。 来自《简明英汉词典》

5 determined   

adj.坚定的；有决心的

参考例句：

• I have determined on going to Tibet after graduation.我已决定毕业后去西藏。
• He determined to view the rooms behind the office.他决定查看一下办公室后面的房间。

6 appraisal   

n.对…作出的评价；评价，鉴定，评估

参考例句：

• What's your appraisal of the situation?你对局势是如何评估的？
• We need to make a proper appraisal of his work.对于他的工作我们需要做出适当的评价。