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Preparing to Negotiate谈判的准备
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习了共同谈判的原则，并且决定这就是这次他才取得当时。他弄明白了其中的概念，问了自己几个预先准备的问题，最终，他要把这些谈判原则运用到他自己的案子中去。
Here are some preparatory questions to ask yourself before beginning talks with the other party/以下这些问题是你在开始每一段谈话前都必须首先问自己的：
What is my main objective?
我的主要目标是什么？
What are all of the alternatives I can think of?
我可以想到的替代方案是什么？
Why do I deserve to have my goals met?
为什么我如此渴望实现这个谈判目标？
What will my opponent's counter proposal likely consist of?
我的对手会提出什么样的反提案？
How can I respond to this counter proposal?
我要怎么回应对手的提案？
When would I like to have this issue resolved?
我希望这个议题在什么时候有定论？
What is my bottom-line?
我的底线是什么？
What market research/homework do I need to do to back up my cause?
针对我的案例，我应该做哪方面的调查？
What is my bargaining power compared to my opponent's?
相比我的对手，我讨价还价的筹码是什么？
What do I know about the principles of negotiating?
我应该知道些什么样的谈判原则？
Markus Answers the Preparatory Questions/ Markus对这些问题的回答是这样的：
My main objective is to be named crew foreman and to earn a salary that is competitive with other foremen in the area.
我的主要目标是升到班头，并且得到一份相对于其他公司同等职位来讲有竞争力的薪水
Alternatives include looking for work elsewhere, asking for a dollar more an hour, suggesting that Louis hire someone else to take on extra duties.
替代方案包括另谋高就，要求多于1美元的时薪，建议Louis雇佣其他人承担额外的工作
I deserve this promotion because I have worked with Landscape Labourers for five consecutive years, and have received many compliments from satisfied clients. I am the team member who reports early every morning and leaves last. If we are under a deadline, I work through my lunchhour. All of the other team members come to me with their questions.
我要求这个改善是因为我在这里已经连续工作了五年，并且深受顾客好评。在这个队伍中，我每天都早来晚走。如果任务很紧，我会主动放弃我的午休时间。其他的队伍成员常常向我咨询他们的问题。
Louis will likely say that he can't afford to pay me more because business is slow in the winter. He will say that there are plenty of qualified labourers who will do the work for less money.
Louis可能
