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商务英语谈判对话 02-01

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Chapter 7 Asking the Right Questions 恰当提问

Dialog 1

Brenda was being very hopeful in the above dialog. In the next one, she is a lot more practical and asking the right quesitions. Much of dialog remains the same but, by pinning the attorney down with precise language,she gets a very different result. By asking the right questions,they find out what their chances really are.

Brenda:That's what happened. Do you think we have a case?

Lawyer:Okay, let me see if I've got this straight.

You want to install a large air conditioning unit in your home and put the main motor on the roof , and run conduit across the outside of the building. Is that it?

Brenda:Yes,and the board of directors say it's not allowe. We think they're just picking on us.

I mean, it's twenty-five floors up. Hardly anyone will see it. And it makes too much noise for us to put it in our living room.

I ask you,does that seem fair?

Lawyer:It sounds like a reasonable request to me.

Brenda:Well,we know it seems reasonable,to us at least .But what about in court, what is a judge likely to do?

Lawyer:Anything can happen in court. It's possible we could win.It could go either way.

Brenda:We already know that in this country anybody can sue anyone for anything.在这个国家,每个人都有控告权,这点我们早就知道了.

I want to know if this is a winnable case,or is ita loser.What's the case law on this?

Lawyer:Well,to be honest, the case law is not in our favor.Lots of owners have sought relief in the courts for similar requests. Not many of them have won.老实说,过去的案例法则对我们不利,类似诉求的业主很多,但很少人能胜诉.

Brenda:How many have won?

Lawyer:I'm not really sure of the exact number. I'd have to do some research.

Brenda:Okay,but offhand how many do you know of?好,但是就你现在所知道的,有多少人赢过?

Lawyer:Actually, I don't know of any but that doesn't mean we couldn't win.

Brenda:Fine,I understand that. I want to know what our chances really are.

Lawyer:To know that, I'd have to do some research.

Brenda:Have you ever been a party to a similar lawsuit, representing either side? I assume you have. You're supposed to be experieced in this field of law.

Lawyer: Yes I am,and I've been involved in several cases like this one.But,I was usually on the other side.

Brenda:And in how many of those cases did the unit owner win?

Lawyer: Well,actually,none.But that dosen't mean we couldn't be the first.

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