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1、EFFECTIVENEGOTIATINGUnit1PreparingtheGround×KarenBlackandAndrewCarterfailtocommunicatebeforetheymeettheLevienteam.Andrew:You’resureyoudon’twantone,Karen?Karen:Notforme.Andrew:OfcourseIdon’tknowFrancoiseatall.ButyougotyourregardwithShawn._____________andInegotiatedatDalla
2、stwoyearsagoandI…Karen:I’msureyoudid,Andrew.Come____________________focusonthefinalpackage.Imustknockdowntheprice.Theywannaknockusdown,butwehavegotsomeroomformaneuver.Andrew:That’sright.ShawnwasheldaprocurementinTECatLondon.Karen:Whatwaskeepinginmindisthe____________push
3、on_____staffcosts.Andrew:Wedon’tneedtoworryaboutthat,Karen.Wejustplayitby…Shawn,howareyou?Shawn:It’sgoodtoseeyou,Andrew.Atlanta,wasn’tit?Andrew:Dallas,actually.Shawn:Right.Threeyearsago.Andrew:Two.Shawn:Yeah,sureeh…Youtwoknoweachother,right?Francoise:YoumustbeKarenBlack.
4、I’mFrancoiseQuantin.WelcometoLevien.Karen:We’vespokenonthephone,haven’twe?AndthisisAndrewCarter,exportsalesexecutive.Andrew:Sorry,Ithoughtyoutwoalreadykneweachother.Shawn:Thatweallknoweachothernow,canwe…Francoise:Beforewestart,wouldyoulikeacoffee?Karen:Wouldbenice.Franco
5、ise:Milk?Karen:Yes,please.√KarenBlackandAndrewCarterarebetterpreparedfortheirmeetingwiththeLevienteam.Andrew:Hereyougo.Karen:Thanks.Andrew:Sowewaitforthemtorespondtoourproposal.Karen:Yes.Weknowthestaffcostsandthepricearethemainissues.Butwe’dbetterletthemsettheagenda.Andr
6、ew:Andyou’dstilllikemetodothepresentation?Karen:That__________________,Andrew.Andrew:Andyouwatchthereactionsand…Karen:Anddealwithanyquestions,yes.Andrew:You’llbecarefulwithShawn,Karen.Hetriesahardbargain.Karen:I’msureIcanhandlehim.We’rewaitingforalongday,aren’twe?Andrew:
7、Well.____________,don’tyou?Francoise:Sorrytohavekeptyouwaiting.YoumustbeKarenBlack.I’mFrancoiseQuantin.AndthisisShawnMorrissey.Shawn:Goodtomeetyou,Karen.Francoise,thisismy_______partner,AndrewCarter.Francoise:Nicetomeetyou,Andrew.Howwasyourflight?Karen:Excellent.Lessthan
8、anhour.Andrew:Hardlytimeforthebreakfasttheyserve.Francoise:Whataboutacoffeethenbeforewegetstart?Shawn:Y
