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1.What is the lecture mainly about?A.The influence of Hernani on later French playsB.The way that Hernani challenged traditional guidelines for playsC.The influence of Shakespeare on Victor Hugo’s playsD.The changing attitudes toward Victo r Hugo’s plays in the nineteenth century2.What is the professor’s opinion of the play Hernani?A.It is too political.B.It is not very creative.C.It is not an artistic success.D.It has been unjustly ignored.3.What feature of A Midsummer Night’s Dream is NOT consistent with neoclassicalprinciples?A.It has several main characters.B.It uses sophisticated language.C.It takes place in more than one location.D.It takes place during a single night.4.Why does the professor mention clowns in plays by Shakespeare?A.To point out that Shakespeare rebelled against neoclassicismB.To reinforce the idea that neoclassical plays were sometimes comicalC.To introduce an aspect of Hernani that French critics objected toD.To illustrate a characteristic of the plays that influenced Hugo5.Why did Hugo invite his friends to the opening of Hernani?A.To include people in the audience who understand his goalsB.To introduce them to a new and different kind of playC.To try maintain a pleasant, comfortable atmosphere in the theaterD.To thank them for supporting his efforts as a playwright6.What does the professor imply about the fights that occurred after performances ofHernani?Click on 2 answers.A.They were partly due to a misunderstanding of Hugo’s opinions.B.They affected a general social conflict in France at the time.C.They occurred because of deeply held literary opinions.D.They prevented other writer from writing romantic plays.1.What does the professor mainly discuss?A.Long-distance seasonal migration of seabirdsB.Two major ways that seabirds navigateC. A seabird that flies far in search of foodD.Reasons why seabirds often live on islands2.According to the professor, what influences an albatross’s choice of an island for nesting?A.Air currents near the islandB.Availability of food on the islandC.Predators inhabiting the islandD.The number of albatross already nesting on the island3.According to the professor, what helps albatross chicks survive despite the fact that theirparents have to fly such long distances to find food?Click on 2 answers.A.Albatross raise only one chick at a time.B.Albatross forage only for foods that are exceptionally rich in nutrients.C.Albatross store large quantities of food in the nest.D.Albatross chicks are adapted to tolerate long intervals without food.4.What does the professor imply about theories that explain how albatross navigate?A.They are based on studies of seabirds in captivity.B.They are based on observation of albatross in the wild.C.They are guesses that are not based on any evidence about birds.D.They have not been confirmed by studies of albatross themselves.5.According to the professor, why do some biologists doubt that magnetite helps birdsnavigate?A.Its magnetic properties are quite weak.B.It is found in young birds that cannot fly yet.C.It is found in all albatross species.D.It is in birds that do not migrate.6.Why does the professor say this:A.To emphasize how wasteful the albatross behavior isB.To encourage students to reflect on how impressive the albatross behavior isC.To signal that she is about to introduce a new topicD.To find out whether the students have understood her explanationsLecture3 (Sports Management)1.W hat does the professor mainly discuss?A.Different types of physical training that athletes might requireB.Strategies for getting a job as the head coach of a sports teamC.Aspects of a coach’s job beyond knowledge about sportsD.Reasons why coaches should focus on winning games2.Based on the survey discussed by the professor, what are the two main areas to whichnew coaches should give more attention?Click on 2 answers.A.Increasing their knowledge of game strategiesB.Improving their organizational skillsC.Building and maintaining strong relationshipsD.Stressing the importance of athletes’ academic studies3.Why does the professor mention pregame meals?A.To emphasize the importance of good nutrient for athletesB.To suggest a good time for coaches to talk about game strategyC.To point out that coaches often spend too much time on schedulingD.To give an example of the need for coaches to be more detail oriented4.What is the professor’s opinion about coaches who focus mainly on strategies for winninggames?A.They should study these game strategies outside the university.B.They should concentrate on the sport they are most interested in.C.They are neglecting other skills that may be more important.D.They will probably become the most successful coaches.5.What does the professor imply about coaches who establish a lot of rules for teammembers?A.They have problems enforcing the rules.B.They rely on rules to avoid having to make decisions.C.They usually relax the rules as they become more familiar with their players.D.They are not popular but they are efficient.6.Why does the professor say this: ?A.To insist that the student needs to remember what he has just been toldB.To acknowledge that her suggestion is not very practicalC.To emphasize how impressed she is by the student’s achievementD.To imply that the student is not yet ready to begin coachingLecture4 (Meteorology)1.What is the lecture mainly about?A.Various kinds of windsB.Theories about recent changes in Earth’s climateC.The role of wind in regulating Earth’s climateD.The role of air in limiting the amount of the Sun’s energy that reaches Earth2.According to the lecture, what creates areas of high pressure and low pressure in theatmosphere?A.The rotation of EarthB.Wind moving from areas over water to areas over landC.Differences in temperature at different places on EarthD.Differences in concentrations of water vapor in different parts of the atmosphere3.According to the professor, what are two reasons why all areas of Earth are not heatedequally during daylight hours?Click on 2 answers.A.Some regions of Earth receive more energy from the Sun than others.B.The amount of energy emitted by the Sun varies in intensity over the course of the day.C.The Sun heats stationary air faster than it heats moving air.D.The Sun heats land faster than it heats water.4.What are two benefits of wind mentioned by the professor?Click on 2 answers.A.It transferred water across EarthB.It shifts heat from some areas of Earth to others.C.It helps maintain a constant rate of evaporation of ocean water.D.It reduces the amount of the Sun’s energy that is absorbed by the ocean.5.What does the professor imply about the heat stored in water vapor?A.The heat is rarely transported by the wind.B.The heat was drawn from the ocean during the evaporation process.C.The heat’s intensity depends on the altitude of the vapor.D.The heat loses energy over time as it is stored in the vapor.6.Why does the professor mean when he says this: ?A.He is pleased that the woman made a good observation.B.He is grateful that the woman has reminded him of a point he neglected to discuss.C.He thinks that the woman has correctly summarized what he just said.D.He thinks that the woman has provided a logical transition to his next point.。
Strategy is so important that it’s the overall plan to accomplish one’s goals in the negotiation and the action sequences that will lead to accomplishment of those goals. In this negotiation, we pursuit a win-win situation, therefore we tend to use collaboration strategy. Specific strategy we used in the negotiation are as follow.The opening of the negotiation is the first time the two negotiators meet each other, it’s the beginning of the business negotiation, and a good opening can laid the groundwork for future negotiations. we used reserved strategy at the opening of the negotiation. Our negotiators made an informal get-together session with Mr. Steve at his hotel in order to understanding if he has the willingness to sell the hotel. The informal get-together session focus more on understanding the other party’s thoughts. We won’t make clear responds to the critical questions raising by the other party, but make a reservation.We used prices explain strategy when making offers in the formal negotiation. When the formal negotiation began, we waited for the other party to quote. After they told their price , then we expressed that their offers is not acceptable to us and request an reasonable explanation about the price. This strategy can help us understand the other party’s intention and gain more information from them.The Nibble is used as the strategy of counteroffer. Finding a breakthrough according to the other party’s offer price and information we collected, using the Nibble to make a counteroffer. The hotel was located at the industrial city and the environment is getting worse with the industrial development. In addition, the inside infrastructure of the hotel is old. For reasons like that, the hotel can not satisfy the customer's demand any more and the condition of the hotel is going downhill. Giving the detailed analysis to the other party done by the consultancy, then told them our counteroffer price.There are three main strategy we used to make a concession in this negotiation.1.Reciprocal concession: This strategy used to obtain compliance from another negotiator. Thatmeans we give concessions and expect concessions from the other party on a certain problem in return. As things are at the moment, the position which the hotel located is not being able to satisfy their target clients’ demand. For this, the hotel had better to move away the city and seek for a suitable site. However the hotel is unable to pay for the huge moving expense.Considering the cost of moving, we can make an appropriate concession that we contact a relocation company for the hotel and pay for the moving expense. By doing this, we could asked for a larger favor from the other party in return.2.Long-term benefits: when the other party asks for concession, we could stress thatmaintaining business relation with us will be able to bring long-term benefits. Considering the hotel relocation will result in customer run off to some extent, we could provide the advertisement platform for the hotel. Promise the other party ties an advertisement for the hotel on the outdoor advertising spaces and responsible for the plan and the design.3.Nonspecific Compensation: This strategy allows one party to obtain his objectives and pay offthe other person for accommodating his interest. The payoff may be unrelated to the substantive negotiation being discussed. The hotel’s hotel the target client is 18-25 year-oldyoung student whose paying capacity is low. We respect the spirit that the hotel founders always care of the s minority groups of the society. For this, our company would like to donate 20,000 dollars to aid by establishing a fund for hotelFour main options that we could used in this negotiation for responding to the other party’s offensive.1.Respond in kind: ask for some benefits from the other party before we make concession.When the other party insist on a certain problem and force us to make concession, we could relate this question with other questions together, for the condition to make concession If the other party requests us to raise the price, we could agree it only the when the hotel promise to move within a month. Our company could start our construction as soon as possible if the hotel moves in the in a short time.2.Adjournment: When there is an obstruction in the negotiation, using adjournment couldeffective. When the other party put forward a price that we could not accept it and they showing no willingness to make a concession, then we could call for an adjournment. That could make us analyze the situation objectively, and take the corresponding countermeasure.3.No precedent :that’s a strategy to reject the other party’s request. When the other party makean extortionate request, we could explain to them that our company had no this precedent in the past and it’s un fair to other clients. By using this strategy to protect our own interest.4.Power limitation: During the negotiation ,when the other party asked for price that is close to290,000, our negotiators could indicated that they have no right the decision-making , that have already outrun the power range that they have to ask for instruction from superior.。
星期3 Wednesday 5大边听边记技巧讲座题是先听做笔记，然后再发题目根据笔记答题。
这是一个将听力和做笔记填空结合的考试项目。
但是做笔记并不是要把听到的每一个单词都记下来。
这既不现实，也没必要。
笔记无非是帮助记忆的手段，只要能把重要的信息用可识别的符号记录下来，就算达到了目的。
因此，为了提高记笔记的效率，应注意掌握一定的笔记技巧。
一、抓中心话题（thesis statement）正如我们前面所讲，讲座的特征是在一开始即总述主题，因此讲座开始时要抓中心话题，这样可以迅速理解讲座主题，对全文做出预判。
比如，当听到“American Indians—A People in Crisis”这一标题时，考生就会想到讲座的中心思想是美洲印第安人和他们面临的危机。
内容可能涉及到美洲印第安人是什么样的民族，他们的祖先是谁，他们的历史、文化、风俗习惯，他们现在的状况以及所面临的问题等等。
二、抓主题句（topic sentence）前面我们讲过，讲座的主体部分多是对讲座主题各个方面的分述，而考点又多涉及这些分述的细节描述，因此抓住每个分述点的主题句，才能跟上讲座人的思路。
三、抓信号词（signal words）我们前面讲过，讲座中经常有一些提示语，引导考生听完900词长的文章。
考生在听的时候，可以将这些提示语视为信号词，积极记录这些信号词后的主要内容。
此外，当出现as well as, not only…but also, but, however, nevertheless, because, since, so，if, even if/even though，though, although等表示逻辑关系的连接词时，其后的内容也需重点加以记录。
四、抓关键词（key words）讲座中的关键词多为名词、形容词、数词和动词，它们往往出现在最后所要填写的十个词中，所以是记录的重点。
关键词不像前三项那样易于把握，但它们可以通过前三项为主要根据进行理解和判断。
Business negotiation planningNegotiation goals:1. Desired goals:Form of transferring: we can pay a one-time. Once the contracted is signed, the Royal Philips Electronics haven’t any rights of the patent. It means our company becomes the new patentee, and we are entitled to exercise all the rights of this patent.Price:Terms: 5 yearsTransferring to the third party: The Royal Philips Electronics can’t transfer the patent to the third party.2. Bottom goals：Form of transferring: pay by installment, we will pay off in 5 years. And in the 5 years, the Philips can share out 2 percent of the bonus. (patent license)Price:Terms:Transferring to the third party: The Royal Philips Electronics can’t transfer the patent to the third party.Negotiation situation analysis:Our advantage:Our company is a new and high technology enterprise focusingon the researching and developing, producing and selling consumer electronic products. Wanlida has three major production bases located in Nanjing, Guangzhou and Shenzhen respectively. Our industries cover digital audio & video products, GPS navigation devices, car multimedia systems, small home appliance, telecommunication electronics, new energy resources products and electronic medical instruments.According to our popularity, we can guarantee to make good use of the patent.The opponent’s advantage:The Royal Philips Electronics is a multinational company, and it has a very popularity, too. And it is famous for its electronic products. So far, they still possess the patent of the DVD chip. Negotiation agenda:Negotiation place: ~~~~~Negotiation time: 16:00 on June 4th ,2013The total time of this negotiation is 20 minutes.The first step: the form of transferring, 8 minutes.The second step: price, 5 minutesThen: terms, 4 minutesLast: transferring to the third party, 4 minutes Negotiation strategies:It is the first time that we negotiation with each other, and we don’t know each other too much. In order to make negotiation smoothly, it is necessary to formulate emergency plans.(1) form of transferring:If the opponent insists on patent license, and they disagree that we pay by installment.。
谈判技巧英文作文英文：Negotiation is a crucial skill in both personal and professional life. It is the art of reaching an agreement through discussion and compromise. As a professional negotiator, I have learned several key skills and strategies that have helped me succeed in various negotiations.First and foremost, it is important to prepare thoroughly before entering into a negotiation. This includes researching the other party, understanding their needs and priorities, and identifying potential areas of compromise. For example, when I was negotiating a business deal with a potential client, I spent time researching their company and industry to understand their challenges and goals. This allowed me to tailor my proposal in a way that addressed their specific needs, making it more likely for them to agree to my terms.Another important skill in negotiation is active listening. It is crucial to truly understand the other party's perspective and concerns in order to find a mutually beneficial solution. In one negotiation, I encountered a situation where the other party was hesitant to agree to my terms. Instead of pushing my agenda, I took the time to listen to their concerns and address them, which ultimately led to a successful agreement.Furthermore, it is essential to remain calm and composed during a negotiation, even when faced with challenges or resistance. This demonstrates confidence and control, which can positively influence the outcome of the negotiation. For instance, in a salary negotiation with a potential employer, I remained calm and confident while discussing my value to the company, which ultimately resulted in a higher salary offer than initially proposed.In addition to these skills, it is important to be adaptable and flexible during negotiations. Sometimes, unexpected obstacles or new information may arise,requiring a shift in strategy. In a recent negotiation, I encountered a sudden change in the other party's demands. Instead of becoming rigid in my position, I adapted my approach and proposed alternative solutions, ultimately reaching a successful agreement.Overall, negotiation is a complex and dynamic process that requires a combination of skills, strategies, and a deep understanding of human psychology. By mastering these skills and continuously refining my approach, I have been able to achieve successful outcomes in various negotiations, both personally and professionally.中文：谈判是人生中至关重要的技能，无论是在个人生活还是职业生涯中都是如此。
幻灯片1Lecture 3Common StrategiesinBusiness English Translation幻灯片2视角转化法（S h i f t o f P e r s p e c t i v e）防暴警察1.r i o t p o l i c e反危机法2. crisis law学生还没有到齐。
3. Students are still arriving.4. Don’t stop running.继续跑。
5. Inflation is Target of Bank's New Policy （China Daily 标题）反通货膨胀是银行新政的目标。
6.arms conference裁军会议7. I must confess…不瞒您说，人们会长久记住她的。
8. People will be long forgetting her.幻灯片3在英译汉过程中，我们常常遇到这样一种情况，即原词所表达的并不是其字面意义，而是其字面意义的反义，或者说是对其字面意义的否定，可这种否定又往往不出现否定词，这种情况并不少见，需要用到视角转化法。
作为翻译中的一种变通手段，视点转换指译者在不涉及特殊文化背景因素的情况下，用译语意义替代原语意义，重组原语信息的表层形式，转换表达角度，使译文更符合汉语习惯，更易于被读者接受，更有利于译文预期功能的实现。
如下面这句话常出现在香港的电车门上： Please tender extra fare.（恕不找赎。
）“找赎”乃粤语，相当于普通话中的“找零、找钱”。
如果顺译则为：“请如数缴费。
”但作为无人售票车上的提示语，如果从反面着笔效果会更好。
例如，自学teach oneself；远程教育distance learning。
视点转换技巧除了包括肯定句与否定句之间的相互转换，还包括其他与原文不同或相反的表达角度。
幻灯片4●With the winter coming in, many fashion stores start to sell warmclothes.冬天即将来临，许多商店开始销售寒衣了。
Lecture 6 Strategies in NegotiationNegotiation strategies are established in order to achieve the negotiation objectives. They are acting guidelines and policies of the whole negotiating process and are subject to modification with the progress of the negotiation. Since different organizations work in different ways, and each has a characteristic style of negotiation, negotiators need training and experience before they can successfully handle the differed styles of other parties. No single style of negotiation "wins". It is the more skilled negotiator who will prevail. The purpose of this part is to help the practical negotiator to decide on the strategies he will follow in his negotiations and it will start with positional tactics that can be developed long before the negotiation begins. From there, the different offensive and defensive bargaining tactics will be examined to help to both use them and to avoid being exploited by them.6.1 Positional TacticsThe application of fundamental negotiating tactics will enable the climbing of a long way up "the short end of the stick (劣势)" when things get down to the "nitty-gritty(困难而实际的事情)". But most importantly, these tactics will enable the arrangement of mutually beneficial deals that leave both parties satisfied.At first glance, the business world does not look as though it's based on the Barter System（交换系统）, when in fact, it actually is. It is this prevailing attitude, that "We can't deal", which causes business people to repeatedly pay through the nose(对某物支付太多) for what they really want. If nothing from this lesson is learned, remember that with the right technique a position can always be improved.There are two styles of negotiation. One might be called "The Hooray for Me and Tough Luck for you" method. This style of bargaining assumes an adversarial position and lends itself to certain offensive tactics which will be discussed later. The other style is a more efficient style and might be called "Let's Get Together". It focuses on collaborative bargaining to bring about an amicable and mutually beneficial agreement between the two parties. The last one is used in day-to-day situations and improves the positions of both sides.Regardless of the style, there are always critical elements in every negotiation. They are information, time, and power. A negotiator's knowledge in each of these areas will greatly enhance the bargaining position and alert them when the other side has an advantage.InformationSuccessful negotiation requires the proper gathering of information before sitting down for the conference. If a landlord's word is accepted that the average rental property in the area is $20.50 per square meter, "but if you sign the lease now, I'll let you steal it for $17.00 per square meter", then the lessee only have him/herself to blame when he/she finds out, too late, that the average property in the area really rents for $8.50 per square meter.Time must be taken to ask questions, do some checking around, talk to others in the business, ask competitors, get the latest quotes from reliable sources, but it is for the questioner's own sake that time be spent gathering information before the formal meeting.The one with the most information about the wants, needs, and desires of the other will always have the advantage. Every attempt must be made to find out what the other side really wants. Once that is found out, it can be used to show the other party how they can achieve what they want but using a different idea, proposal, or price.For instance, suppose a well respected computer consultant comes to town and offers to work part-time for $800.00 per month. The employer's position is that a consultant is needed to upgrade and streamline the office infrastructure while the employer concentrates on business, but the offer is only to pay $600.00 per month. In a casual conversation, the consultant admits he has a reasonably good job, desires some extra income, and has a strong need to become certified in a new computer programing language. This computer language is the one he will use to streamline and upgrade the office.It is possible that, at a formal meeting, $400.00 per month be offered plus $100.00 per month as traveling expenses plus the cost of training books and the examination fee for him to be certified in the new computer language.He'll probably jump at the chance! And the employer will have saved hundreds of dollars in just the first year!Initiatives like room and board, bonus plans, etc., can work for both sides if there has been proper planning.TimeThe next item to understand and prepare for is time. The person who needs it now, at any price, always pays through the nose. As an example, consider much more anxious a person is to buy a new car than the seller is to sell it at the price the buyer wants to pay. The buyer almost always comes up in what he or she is prepared to pay, because the seller doesn't seem the least bit interested in being pressured into dealing.However, if one could look inside the salesman, one would invariably see there was turmoil. There are many factors of which the buyer may be totally unaware. Maybe another dealer will agree to the buyer's price, or the seller has not sold much inventory in the last several days, or the tuition for his children's education is due this week, or this model is about to be replaced by a newer model and he does not want to be stuck with outdated products.Instead, he is a professional and has trained himself to appear calm and relaxed under these situations. He knows that the buyer will come up in the offer because he just was told that the buyer's friends are waiting for him to return in the new car. He knows the buyer's deadline so all he has to do is wait. In reality, he would have dealt at the buyer's original offer or lower if the buyer had done his/her homework and just waited. Never reveal a deadline!PowerThe third criterion of negotiation is the proper use of power. A person always has power if they believe they have it. There are several kinds of power available in any negotiation, and willingness to use them will always affect the outcome of the deal. These powers are:Power of demandNever act as though something must be had, and never negotiate without options. A buyer must have the attitude that they have the money for the sale and the person who provides the greatest product or service will get it. In short, a buyer should create a demand for his/her money and let others compete for it. A buyer should be of the mind that he/she cares about the deal, but not that much! Be able to walk away.Power of authorityEstablish credentials early, but a person should never pretend to be an expert when they are not. People tend to accept the statements of experts as final and binding with no appeal. If someone is not an expert, they should use the advice of one.For instance, suppose a company is trying to sell employee uniforms for $ 80.00 each. The buyer might reply by saying that, "Gee, your offer sounds good, but my accountant says that anything I purchase over $60.00 puts me in a non-profit position."Then a counter-offer should be made by saying, "Look, how about selling me the uniforms for $58.00 so I can make a little also." This approach is a very subtle ultimatum and it is possible to even sweeten the deal by offering to buy in lots of ten or more. Quite often, the other company's faith in "the expert" is all that is needed to convince them of the reasonableness of a position and then accept it.Another thing to remember is that there is also great authority in written documents and signs. For example, in the middle of a negotiation it is possible to pull out a spreadsheet and declare: "Look, I'd like to pay your advertising rate of $400.00, but as you can see, I'm only budgeted for $2 50.00!"How often does a store display a sign that says "Sorry, no cash refunds!" When someone comes in and wants their money back, one simply points to the sign and shrug their shoulders. It's happened before, why not use it?Power of investmentThere is a direct ratio between the size of an investment and the willingness to compromise. Time is a good investment. If one spends a long time with a seller and thus preventing him from selling to other customers, he will be more willing to give a much better deal at the end of the discussion than at the beginning. If he does not make a deal, all of that invested time simply becomes a total waste.Power of reward or punishmentIf someone feels that a deal may be rewarding if completed, or may punish if not, then the other person can experience great power over the decision. A buyer is put in the awkward position of making a deal not because he/she wants to but because they feel they will lose something if they do not.Suppose, for example, a TV advertising salesman walks in to a sports clothing company and says, "Hey, I've got a real deal for you! We are running a special documentary program about the Beijing 2008 Olympics and we are offering a special rate of only $ 150.00 per 30-second advertising spot. Normally, it's $250.00. The boss wanted me to offer it to Anta sports clothing company first, but I told him you'd be more interested, so how about it?" Notice the reward-punishment combination. Powerful, isn't it?Power of associationNo one wants to be left at the starting line. Everyone wants to be in on a good thing. The more identity with the cause, the stronger the bargaining position will be. For instance, if there are a lot of important people buying a product, then others will feel it must have something to offer and will want to buy it also.Why do companies spend millions of dollars each year to have Yao Ming drink their cola, wear their shoes, or watch their brand of TV? It is because they know they will recoup their investment through increased sales to people who like and want to emulate Yao Ming.These are but a few of the abstract, yet effective powers available. Use of them will not only be effective, but respected for their use.6.2 Offensive TacticsNow, let's move on to eight tactics of negotiation that can be developed into a fine art if there is the mind and desire to do so. "Offensive" does not have to mean overly aggressive. It simply means to take the initiative in trying to redirect the discussion to an area that will allow getting some movement on price or some other aspect of the negotiation.What-if scenariosThe what-if scenario is a very offensive bargaining tool because it cannot be perceived as too aggressive or "pushy," If a desire is stated directly, it gives the other party opportunity to respond with a simple and flat "No!" Once it is phrased in the form of a question, the other party is obligated to give a more complete answer. This fuller answer must justify the action that the other party wants to take or why no action can be taken. Some examples for buyers include:• What if I buy in larg er quantities?• What if I pay the freight?• What if I run the advertisement every week? Can I get it for less? This tactic can also be used by a seller:• What if I deliver it today?• What if I let you pay in installments?• What if I give you a discoun t on your next order?Once the other party is drawn into this discussion, it allows them to save face by making an unforced counter-offer based on a hypothetical question. At the same time, the questioner is protected from obligation because the question was posed as a what-if scenario only as a hypothesis.The throw-inThe throw-in is a plea for an added bonus based on a large commitment of time or money. Again it must be phrased in the form of a question rather than a demand. The questioner is still in control because he/she is the one making the suggestion. Unlike the what-if scenario, it is much easier for the other party to say, "No!" Some examples would include:• With an order of this size, how about throwing in an extra unit for free?• If I have to pay you $ 10.00 per square meter, and sign for 5 years, how about throwing in the remodeling of the offices and carpet?• If I pay you in full today, would you throw in free shipping?Remember, the throw-in approach only works when there is a large investment of time, merchandise, or money at stake.Help meMany times when asked for help, a person will accommodate at a greater level than could have ever been negotiated personally. The reason lies in the fact that the greatest need in all of us is to feel wanted and needed by others. When others sincerely ask us for our help, it is very difficult not to oblige in a gracious way because it makes us feel important.• I have a real problem and I need your help.• You'll have to help me on this one.• Help me, I didn't realize the new WTO tariff regulations took effect this week!One word of warning with this one. Asking for help can never give the impression that the questioner is gullible or incompetent. The reason for needing help must always be related to circumstances, not experience or lack of knowledge. If the other party believes a person truly lacks knowledge, they will be less apt to bargain an agreeable price. As was mentioned earlier this falls under the category of the information control.Well, I don’t knowThe next tactic is sometimes referred to as "negative hesitancy". This one involves a little bit of acting skills as well. When the offer from the other party is not acceptable, it is possible to pull out the phrase "Well, I don't know" along with a reason for the uncertainty. The purpose of this tactic is to avoid using the word "no" while still showing displeasure with the offer. The hesitancy intimates that the first offer was close to what was being looked for but not quite there. It has the added benefit of inviting a quick counter-offer that may bemore acceptable.• Well, I don't know... that seems like a lot of money.• Well, I don't know... I need it sooner.• Well, I don't know... We're still far apart in our ideas.This one has a caveat as well. Do not use it too early in the negotiation. A hesitancy at that point might indicate that the other party is close to an agreement when in actual fact they may still be very far apart.Use leading questionsQuestioning can be a very subtle offensive tactic that can lead to some useful information. It appears to be a passive way of seeking further information to make an informed decision about the negotiation. In fact, if the negotiator is experienced and skilled enough in his or her questioning technique, it can open up weaknesses in the other party's bargaining position. These weaknesses can then be exploited to force concessions from the other side.This tactic is sometimes difficult to avoid, if the other party tries to use it. The best defense is to avoid answering questions when the purpose or intention behind them is not understood.Issue a “veiled” threatIssue a veiled threat. If someone thought the other party had the capacity to harm them and were crazy enough to try, then a party can always exercise power over him and his opinions. The trick is to remember that the tactic is only powerful when it is perceived. If it is actually voiced, it becomes a threat and the power shifts to the other party. It must be subtle and indirect. Let the other party come to his own realization of what is being said. The power of doubt is far stronger than a direct threat.If the other party threatens, then a response is that negotiation is impossible under duress. Concessions will only be made based on the merits of the case. The other party may deny threatening, and there is no requirement to prove that they did threaten. Identifying the threat openly helps to rob it of its power. The other party cannot use it again without directly acting upon it.Divide and conquerIn a group negotiation it is sometimes a good offensive tactic to look for disagreements between the members of the opposing party. To use this tactic effectively, an appeal should be made directly to the other party's team member that appears most sympathetic. This may allow them to promise something that the other team members are obligated to support after the fact.To avoid trouble from this tactic, a negotiating team should meet before the negotiating session and make sure that all members "are on the same page". If a disagreement on the team does arise, call a quick adjournment before any damage can be done by the opposing party.UltimatumThe last offensive tactic is the "Ultimatum". However, there are a few conditions which must be met before the ultimatum will work. Most of us never take the time or use enough common sense to make it work as well as it should.In order for the ultimatum to work, there must first be a great investment of time in the negotiations and it must come at the end of the effort. The other party must never be made to look bad and never imply that they are foolish if they do not accept an offer.Finally, as in all good sales presentations, there should be a choice between two options with the offer being made having the greatest benefit. A lot of documentation to legitimize a final offer must be provided. For instance, "As you can see, Mr. Jones, the medical release from liability on your agreement clearly holds us harmless. But, if you drop your injury suit now, we will not counter-sue, and then file a collection suit for the balance of your note."6.3 Defensive TacticsOnce in a while, a negotiator will encounter a situation where an adversary is "out to get you" at all costs. If the negotiator plays the other party's game, he/ she deserves to lose. Bargaining tactics work both ways. If the other party tries to be offensive, one cannot passively fold under pressure. Here are some tactics for use in defense:Become emotionalRant, rave, sweep papers aside and storm out of the room. People who are emotional are perceived to be dangerous. Therefore, people tend to become more appeasing to quiet them down. This is a defensive tactic that cannot be overused. If a negotiator is perceived as being a hothead, no one will want to do business with him/her.Conversely, if someone uses the emotional tactic, what should the response be? The best action is to remain calm. In a relaxed and self-assured voice, a negotiator should affirm their commitment to reaching a fair settlement based on solid business terms not emotional appeals. Discussions should be led back to the terms of the agreement.Remain silentRemain silent... and don't react for a long time if necessary. When a person is silent, the other person is often forced to expose himself and the silent person will acquire more information than was available previously, opening him up for the counter-attack. Most Americans hate silence or even short lulls in a negotiation session. Use their discomfort to encourage them to keep talking in hopes that they might reveal something that can be used to advantage.What to do if they pull the silent treatment? Recognize that this is a ploy to make to generate discomfort. At that point the best tactic is to excuse oneself for a bathroom break, or go get a drink of water. Anything that can be done to break the flow of the tactic will make it harder to reintroduce when the session starts again after the break. LaughLaugh. Nothing is more shattering than being laughed at. The other person will begin thinking of what is wrong with what has been said. From this self-doubt springs a well of conciliatory attitudes toward the other party's position. Be careful that the amusement does not become derisive as it can only lead to a hardening of the other party. This will only make further concessions even more difficult to achieve.If someone on the other party laughs, remain calm. Do not lose temper or be tempted to insult the other party in return. It is best to restate the position firmly and warn that the negotiations will go no further if such behavior continues.Walk outIf the other party is really interested, they'll follow later and by that time will have modified their position. This is a classic bargaining ploy in the free markets in China. If the seller will not accept a final price, walk away. In leaving one should keep one ear trained for the voice of the seller calling the departing person back. Do not look back unless and until the seller calls.The weakness of this tactic is that in leaving, a party has to be prepared that the will not be called back. A party should onh walk out of a negotiation if they can accept the fact that the action may actually end the negotiation altogether. If that risk seems too high, this tactic should not be used.Learn to flinchBody language can provide a powerful bargaining tool if used properly. A flinch is a visible reaction of pained displeasure to an offer made by the other party. A pained look is one of the oldest techniques in bargaining. Its purpose is to make the other party feel uncomfortable with the offer just presented.Kelly Robertson of the Robertson Training Group offers this advice:0'1Flinching means you respond by exclaiming, "You want how much?!?!"you must appear shocked and surprised that they could be bold enough to request that figure. Unless the other person is a well seasoned negotiator, they will respond in one of two ways; a) they -will become very uncomfortable and begin to try to rationalize their price, b) they will offer an immediate concession.Be careful that this tactic is not overused, as its effect is diminished the more frequently it is used. The flinch will need to be practiced so as to make it look authentic. It loses all of its power if it is immediately perceived to be an act.。
