成為談判高手——考慮最佳備選方案 Considering the Best Alternative

考慮最佳備選方案　Considering the Best Alternative

談判前就應(yīng)當(dāng)考慮到協(xié)議無(wú)望時(shí)的最佳備選方案。備選方案所起的作用相當(dāng)于經(jīng)過(guò)深思熟慮后的應(yīng)急計(jì)劃（contingency plan），類(lèi)似于B計(jì)劃而有別于底線（bottom line）。因?yàn)榈拙€意味著談判到了窮途末路時(shí)的無(wú)奈選擇，意味著最糟糕的結(jié)果（worst possible outcome）。

考慮備選方案前，一定要弄清楚對(duì)方的立場(chǎng)，確認(rèn)第一方案是否真的無(wú)望了。

☉I will have to take your offer into consideration.

我一定會(huì)考慮您的出價(jià)。

☉Is this the best you can do?

這是您能給出的最優(yōu)惠的嗎？

☉What’s your final offer?Can you do any better than this?

您最后的出價(jià)是多少？還能給出比這更好的嗎？

☉I hope we can make this negotiation work.Can you offer me anything more attractive?

我希望我們能夠談出個(gè)結(jié)果。你們還能給出什么更具吸引力的嗎？

☉I am very interested in working with you.However, with what you are currently able to offer, I may have to decline this time.

我很有興趣和您一起共事。但是，根據(jù)您剛才的出價(jià)來(lái)看，這次我只得謝絕了。

☉I appreciate all you’ve done to make this deal work.Problem is, I may not be able to accept the terms you've offered.

我很感激您為這筆交易所做出的努力。問(wèn)題是，我不能夠接受您剛給出的條件。

☉I’d like to see this work.What is your last price?Can you give me a slightlybetter deal?

我得研究一下，這是您的最低價(jià)格了嗎？您還能略微優(yōu)惠些嗎？

用途

對(duì)于最佳選擇方案（best alternate solution）要有一個(gè)清晰的概念，避免接受一些有利程度還不如（less favorable）無(wú)須談判就能坐擁的選擇。

☉I’m sorry, I can’t accept a price of$30 per unit.I already have another offer with a different supplier for less.

對(duì)不起，我無(wú)法接受每件30美元的價(jià)格，其他供貨商給我的價(jià)格比這個(gè)要低。

☉I will have to decline.I have received several other offers.

我不得不謝絕了，因?yàn)槲乙呀?jīng)收到了一些別的出價(jià)。

☉Your offer is tempting；however, I will have to consider my options.

您的提議很有誘惑力，但是，我必須再斟酌一下。

☉I would like to be able to help you out, but I can’t afford to loose money on this deal.

我很樂(lè)意幫您，但我在這筆買(mǎi)賣(mài)上可賠不起。

選擇時(shí)機(jī)

成功談判專(zhuān)家（successful negotiator）的必修課之一就是學(xué)會(huì)什么時(shí)候拋出備選方案，不要輕易放棄探索更好談判結(jié)果（negotiated settlement）的嘗試。

A：I know you were hoping for a lower price, but that might not be feasible.

Like I said, considering all the extras we're throwing in，$200 per unit is a very reasonable price.

B：Well, perhaps. I appreciate all you've done to try and satisfy my requirements, but I don't think we can reach agreement with a final price of$200 per unit.

A：我知道您預(yù)計(jì)的是一個(gè)更低的價(jià)格，但是未必可行。如我所說(shuō)，考慮到所有我們額外給出的，200美元一件是一個(gè)非常合理的價(jià)格。

B：嗯，也許吧。我非常感謝您為了滿足我的要求所做的努力，但是我覺(jué)得以每件200美元的價(jià)格無(wú)法達(dá)成協(xié)議。

B：Do you have any better offers from anyone else?

A：Perhaps. Can you offer better than what you've offered so far?

A：Our profit sharing on this partnership can't be less than 40/60. We're absorbing all of the overhead costs, we should be entitled to a higher percentage of the proceeds.

B：Is this the first joint venture project your company has dealt with?You should know that 40/60 is a very reasonable profit divide.

A：We have an offer from another entity which will give us 50/50.

A：您是否收到了別處給出的更好的出價(jià)？

B：或許吧。您還能給出比原先更好的出價(jià)嗎？

A：我們與合伙人收益分成不能少于40/60。我們負(fù)擔(dān)了所有的營(yíng)運(yùn)開(kāi)支，我們應(yīng)該享有更高的百分比收益。

B：這是您公司第一次做合伙交易嗎？您應(yīng)該知道40/60是一個(gè)很好的收益分成比例。

A：別處給了我們一個(gè)50/50的出價(jià)。

總結(jié)

談判就要在雙方的利益之間尋找平衡點(diǎn)，在取與舍之間拿捏。上述內(nèi)容不是教你妥協(xié)，而是迂回，把利益的損耗減到最低。談判前要想好所有替換性方案，找出最實(shí)際的退路。此外還應(yīng)當(dāng)學(xué)會(huì)準(zhǔn)確估計(jì)對(duì)方在進(jìn)退兩難時(shí)會(huì)拋出什么樣的備選方案，做到“知己知彼”。

Words　單詞表

additional額外，附加

anticipate預(yù)期

appreciate感激；欣賞

benefit福利

consider考慮

extra其他的

feasible可行的

nope不，不行，沒(méi)有

portion部分，一部分

slightly稍微

tempting有吸引力的，誘人的

Phrases　短語(yǔ)表

work out制定，算出

accept a term接受條件

benefits package一攬子福利，福利套餐

the best（sb）can do（某人）最多可以

can’t afford to（do sth）無(wú)法承擔(dān)做……

final price最終價(jià)格

help（sb）out幫助（某人）做成

inclusive of其中包括

loose money（on a deal）在（某交易上）

may I ask……我是否可以問(wèn)一下……賠錢(qián)

number crunching計(jì)算

problem is……問(wèn)題在于……

relocation costs安遷費(fèi)

salary range薪金幅度

satisfy requirements滿足要求

shipping partner航運(yùn)合作伙伴

stock options股票期權(quán)

take（sth）into consideration將考慮

throw in額外奉送的

（某事）

實(shí)景對(duì)話1

A：I appreciate all you've done to make this deal work. Problem is, I may not be able to accept the terms you've offered. Is this the best you cando?

B：Well, I can't give you much more of a discount on the price. But what if

I threw in an additional 10%discount on your next order of 10th ousand units？

A：Your offer is tempting；however, I will have to consider my options. Is this the best you can do?

B：I would like to be able to help you out, but I can't afford to loose money on this deal. What if I talked to our shipping partner and got you insurance discounts on the shipping portion?

A：I will have to take your offer into consideration. If you offer us a discount on insurance, it will still figure into more than$15 per unit for shipping. Hold on, let me do some number crunching.Nope, still not working out for the price we'd like to get.I'd like to see this work.What is your last price?Can you give me a slightly better deal?

B：I know you were hoping for a lower price, but that might not be feasible.

Like I said, considering all the extras we're throwing in，$200 per unit is a very reasonable price.

A：Well, perhaps. I appreciate all you've done to try and satisfy my requirements, but I don't think we can reach agreement with a final price of$200 per unit.

A：我很感激您為這筆交易所做的努力。問(wèn)題是，對(duì)于您提到的條件我無(wú)法接受。難道這是您能給出的最好條件嗎？

B：嗯，在價(jià)格上我不能再給折扣了。不過(guò)，下一個(gè)一萬(wàn)件的訂單我額外奉送10%的折扣，您覺(jué)得怎樣？

A：您的提議很有誘惑力，但是，我還必須考慮我的選擇。這是您能給出的最好條件嗎？

B：我很樂(lè)意幫您，但我在這筆買(mǎi)賣(mài)上賠不起錢(qián)。如果我和我們船運(yùn)公司的合作伙伴談?wù)?，設(shè)法在貨運(yùn)部分給您保險(xiǎn)折扣，您覺(jué)得怎么樣？

A：我會(huì)考慮您的提議。如果您在保險(xiǎn)上給我們一個(gè)折扣，那每件還是得有15美元的運(yùn)費(fèi)。等一下，讓我算算。不會(huì)吧？還是比我們預(yù)期的價(jià)格要高。我得研究一下，這是您的最低價(jià)格了嗎？您還能略微再優(yōu)惠些嗎？

B：我知道您預(yù)計(jì)的是更低的價(jià)格，但是未必可行。如我所說(shuō)，考慮到所有這些我們額外給出的，200美元一件是非常合理的價(jià)格了。

A：嗯，也許吧。我非常感謝您為了滿足我的要求所做的所有努力，但是我覺(jué)得以每件200美元的價(jià)格無(wú)法達(dá)成協(xié)議。

實(shí)景對(duì)話2

A：Congratulations. It's my pleasure to tell you Contra Communications would like to offer you a position with our company as director of media relations.

B：Thank you very much, I am very pleased with your offer. Of course, I will have to take time to think it over before I make my decision. May I ask, what is the salary range of the position you are offering?

A：We are prepared to offer you a salary of$40，000 including partial benefits.

B：Oh, I see. I must be honest with you, that is a bit lower than I anticipated. Depending on your benefits package, I may be able to consider a salary of$50，000 per year.

A：Our partial benefits package is inclusive of full medical and dental coverage. Full benefits also include 401K contributions and stock options.I may be able to offer$45，000 with partial benefits, or$40，000 will full benefits.

B：I hope we can make this negotiation work. Can you offer me anything more attractive?

A：I'm afraid our economic constraints limit us to a final offer of$45，000 plusfull benefits.

B：I am very interested in working with you. However, with what you are currently able to offer, I may have to decline this time.

A：I may be able to throw in relocation costs as well.

B：I am sorry, I will have to decline. I have received several other offers.

A：恭喜您。我很高興地通知您，康特通訊公司愿意為您提供一個(gè)媒體公關(guān)主任的職位。

B：非常感謝，對(duì)于您能提供這個(gè)機(jī)會(huì)我很高興。當(dāng)然，在做決定之前，我還得再仔細(xì)考慮一下。我能否問(wèn)一下，您提供給我的這個(gè)職位薪酬幅度是怎樣的？

A：我們準(zhǔn)備給您的薪水是4萬(wàn)美元，包括一定的福利。

B：哦，知道了。老實(shí)說(shuō)，這比我預(yù)期的要低。在福利計(jì)劃的基礎(chǔ)上，我希望有5萬(wàn)美元的年薪。

A：我們的部分福利計(jì)劃有全面的醫(yī)療，包含牙科。全額福利還包含401K貢獻(xiàn)和股票期權(quán)。我應(yīng)該可以給您4萬(wàn)5千美元包含部分福利，或者4萬(wàn)美元含全部福利。

B：我希望我們能夠商量。您還能提供更具吸引力的條件嗎？

A：恐怕由于我們受經(jīng)濟(jì)因素制約，最終出價(jià)只能是4萬(wàn)5千美元且包含全部福利。

B：我很有興趣和您一起共事。但是，如果按照您剛才的出價(jià)來(lái)看，這次我只得謝絕了。

A：我也許可以附加安遷費(fèi)。

B：對(duì)不起，我得謝絕了。因?yàn)槲乙呀?jīng)收到一些別的出價(jià)了。