谈判英语一日通04-05（在线收听）

Chapter 5

Motivation 动机

……

Lucy: Ace Computers ,this is Lucy.

Hal: Hi, Lucy, my name is Hal and I'm looking to buy a new machine. I understand you guys build to order.

……对话详见 Disk 1-15

For your information(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 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.

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 form around the country from people who knew me when I was the principal broker for the other company, asking about their product.

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 interested in doing business, then you have to inspire them.