商务英语阅读材料5.doc

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1、材料5TheNegotiationProblemOneofthebiggeststumblingblocksencounteredbyanegotiatoristoclearlyunderstandtherealissuesastherootcauseandbasisforthenegotiationinthefirstplace.Alltoomanytimes,negotiatorstakeinsufficienttimetoclearlyidentifyandframetheproblemorissuestoberesolvedandnegotiate

2、d.Thisisthecrucialfirststeptoanynegotiation・Ifthisfirstphaseofthenegotiationprocessisnotaddressedproperly,thanitisquitelikelythattherestthewholenegotiationprocesswillunravelbecausethecoreissueswerenotproperlyunderstoodattheoutset.Let，slookatanexamplecasestudywhichemphasizestheneed

3、todefineandidentifytheproblem・Inthisexample,asubstantialelectronicsfirmfaceconsiderabledifficultiesinoneoftheirsubassemblies.Therootcoreoftheproblemrevolvedaroundcertaintypesoffittingsandpinsthatwerebecomingbentanddistortedbytheoperationofthemachinery.Unitswhichwerebeingproducedwe

4、redamagedandhadtoberejectedbecauseofimperfections.Theserejectedcomponentswereputasideandthenre-workedlateroninthemonth.Thisduplicationofeffortresultedinincreasedcostsasworkershadtoworkovertimetomeettheirquotas.Theseextracostsfortheextraworkperformedhadnotbeenconsideredinthemanufac

5、turingbudget.Themanagerofthissubassemblylinedidnotwantbechargedwiththeseoverheadexpensesbecausehefeltitwasnottheirresponsibility.Likewise,themanagerwhowastheoverseerofthefinalassemblydepartmentalsorefusedtoaccepttheincreasedcoststohisbudget.Hearguedthattheextracostswereadirectresu

6、ltofthepoorworkofthepersonnelinthesubassemblydepartmentasthiswaswheretheproblemoriginated.Thesubassemblydepartmentmanagercounteredthisargumentbyclaimingthatthepartswereingoodconditionbeforetheylefthisdepartmentandthatthedamagemusthaveoccurredinthefinalassemblymanager^sdepartmentin

7、stead.Bothpartieshadreachedamimpasse.Sometimepassedbeforearesolutiontothematterwasworkedoutthatwasagreeabletobothparties.Whatbothpartieswerereallyseekingwastofindalongtermsolutiontothisdilemma.Itwasonlywhentheytrulyunderstoodthenatureoftheproblemtheywereabletonegotiateareasonables

8、olutionthatwasacceptabletobothoft