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29_Successful Negotiation 2 :成功的谈判 2

所属教程:专业商务英语口语视频教程(高级)

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2015年10月10日

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小编导语:该视频主要讲述了有关成功的谈判内容的第二额部分,本视频中成功的谈判包括三个方面:语调、语言及语词选择。这三方面在谈判当中会起到怎样的作用的?接下来和小编一起来学习吧!

Your credit is going to be shot.

你将要失去信誉。

You're dreaming if you think that you can realistically walk away...

如果你认为你可以现实的离开…你只是在做梦而已…

...and get another mortgage, and take care of your kids.

…并再一次申请贷款,照顾你的孩子们。

So, either find some way to pay this mortgage,...

因此,要么找到某种方式支付抵押贷款…

...or go ahead and walk away and see what happens.

要么就请便、离开、看看会发生什么。

I mean, we're going to have to, right? Because you're leaving us no choice?

我的意思是我们将不得不这样,对吗? 因为你让我们别无选择。

Sattar actually broke down at this point though this was a pretend negotiation.

尽管这是一次假装的谈判,Sattar此时此刻已完全崩溃。

Our conversation is over.

我们的谈话结束了。

So, why?

所以,为什么?

It was just that he painted this really bleak picture that my life was, I mean, it was all bad.

因为他只描绘我生活中相当暗淡的画面,我的意思是它全是糟糕的方面。

No one would ever give me any money.

I'd have to leave my house.

It was horrendous.

But, look, says Mnookin, you have got to not take it personally.

When a second pair of students,...

...David Baumwoll and Jared Craft, stepped into the roles of homeowner and banker...

How can I help you?

Hi. It's a pleasure to...

...rationality trumped emotion.

The reason I'm coming to you today is to figure out if there is anything we can do together...

...to come up with some agreement...

...where you're getting paid, you don't have to go through all the problems...

...associated with foreclosures, all those costs associated with it,...

...and I get to keep my house.

You could respond by asking a question. Well, what do you have in mind?

Okay, so why don't you give me a number?

What can you pay every month?

And I will take a look at it,...

...and I will see if we have the discretion to help you out.

Well, because I want to make the most of our time here,...

...I did some research beforehand and ran the numbers.

My approach is always to see if I can lead and persuade the other side to engage in problem-solving.

Many more things are negotiable than people assume are negotiable.

A key principle is you have got to be able to dispassionately try to think through...

...in a circumstance where your emotions are likely to want to take over.

What are my alternatives?

What are the costs and benefits of different courses of action?

And that's very challenging.

But it can also be very rewarding, says Mnookin.

And I really look forward to working with you on a better deal.

Weighing costs against benefits.

The essence of economics.


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