使用独立的标准 Using Independent Standards
要避免在谈判中因为利益抵触而导致的僵局（deadlock），一副灵丹妙药就是坚持使用（insist on）公认的、独立的标准。用普遍接受的、公认的、客观的标准来证明自己所要的并不是信口开河，对方的条件与“标准”有差距，从而促使对方进行调整。
谈判前要做足功课，了解市场行情，将相关数据记录下来，谈判时可以随时调用。
☉Let’s take a look at what’s standard market value for these items.
让我们看看这些货的市场行情价。
☉How much would we end up paying if we bought them from any other supplier?
如果我们从其他供货商那里买货到底要付多少钱呢？
☉The going-rate for……these days is……
目前……的常规价是……
☉What’s the Blue Book value?
蓝皮书的价格是多少？
☉I’m offering market value prices.
我给的是市场行情价。
☉Take a look at comparable markets.You won’t find a better deal.
看下同类型的市场，没有比这更好的了。
☉I’m offering what’s fair.
我给出的本身就是公平合理的。
买方的标准
作为买方，可以通过市场行情调研（marketing research）或者通过别的供货商的报价来判断卖方给的价格是否合理。
☉The average listing on comparable properties within a 10-kilometer radius of the property you are offering is 20%lower than your asking price. Considering the market, don't you agree a discounted price would be more fair?
半径10千米以内同类型的房地产价要比您的要价平均低20%，考虑到市场情况，您不觉得应该便宜些才会更合理吗？
☉We’ve received quotations from several other suppliers for products similar to what you've offered. We'd rather work with you, so do you think you can match their prices and give us a fair deal?
我们也收到了一些与你方产品相类似的其他供货商的报价。我们比较倾向于和你们合作，所以您看你们能不能向他们的价格看齐，从而给我们一个公平的待遇？
☉Similar quality items usually go for$20 per unit.Do you think you could reconsider your price quotation to reflect the current market?
同类型的产品价格一般是每件20美元，您不觉得应该重新考虑您的价格以便符合市场行情吗？
☉I think$50 per unit is more than fair.According to Consumer Reports, the industry standard is between$30 to$60，$60 is high-end.
我觉得每件50美元更合理。根据《消费者报告》，行业标准是30美元到60美元之间，60美元就是高端了。
寻找准则
贯彻公正原则时需要找到双方（both sides）都能认可的独立标准。比如行业普遍通行的报价、知名企事业或政府机构的证明等。
☉Kelley Blue Book reports the 2003 Mini Cooper to be worth$11，000 with private party sale. Since you're asking more than the Blue Book value, can you tell me why?
《凯利蓝皮书》（美国最受欢迎的新车和旧车信息来源）报告说，2003年迷你旋风从私人处购买的价格是11，000美元。您要的价格比蓝皮书上的还贵，您说这是为什么？
☉The Consumer Reports published pricing is$800 per unit.I expect no less than what is fair.
公开出版的《消费者报告》标价是每件800美元，我要的是公平合理。
☉According to the national standard, all units must be equipped with stainless steel appliances.
根据国家标准，所有的都必须配备不锈钢家电。
理智
坚持标准时要求理智（rational）而非情绪化（emotional），因此自制必不可少。一些成功的谈判者在整个谈判过程中都能保持耐心和平稳的情绪。
A：$35 per unit?That's absolutely outrageous！That's flat out robbery！
B：I understand you might feel my price is unreasonable, but let's take a look at what is standard for the industry right now. According to third-party marketing research, you can see the going rate for similar items is$40 per unit.I have given you a break on the price, but I simply can't offer you any more of a discount.I hope you can understand.
A：每件35美元？太荒谬了！这简直就是明目张胆地抢劫！
B：我理解您可能觉得我的价格有些不合情理，但是让我们看一下现在的行业标准。根据第三方市场调查，您会看到类似的项目费率是每件40美元。在价格上我已经做出突破了，我无法再给任何更多的折扣了，我希望您能够理解。
总结谈判到了双方僵持不下时，可以设法找一个“说了算”的标准来参照。如果能够找到一个独立的、客观且有说服力的标准来证明对方的出价不合理，就有可能打破僵局。迫使别人让步需要耐心，而非情绪化。
Words 单词表appliances家电
appraisal评价，鉴定
comparable比拟，类似的
expensive昂贵的
outrageous岂有此理，不像话
refurbish翻新
several几个，若干
similar类似，相似
stainless steel不锈钢
standard标准
third-party第三方
unfortunately不幸地；不巧地
upkeep修理，保养
vender卖主，销售者
Phrases 短语表ask price询价，要价
discounted price折扣价
find a deal找出办法
flat-out坦白的；直率的
give（sb）a（fair）deal公平对待（某人）
yield results取得成功/成果
go for（sth）赞成（某事）
going rate现行利率
market value市场价格
match a price匹配价格/价格调整到一致
match quality品质配对，匹配品质
be equipped with配备
offer a price报价，出价
since you're（doing sth）既然你（做某事）
take a dive暴跌，突然降价
give a break（on a price）（在价格上）做出突破
flat-out robbery明目张胆地抢劫
these days目前，现在
实景对话1A：I received your quotation. Unfortunately, the price you offer seems much more expensive than we can go for right now. We've received quotations from several other suppliers for products similar to what you've offered.We'd rather work with you, so do you think you can match their prices and give us a fair deal?
B：I'm sorry, but I will have to stand by the numbers I sent you in the quotation. I'm offering market value prices.I'm offering what is fair.
A：Take a look at the information. You'll see that the price they offer is only$20
per unit. That's half of what you want！
B：Okay, well, I will offer you a deeper discount of$35 per unit. Take a look at comparable markets. You won't find a better deal.The level of quality you will get from other venders can't match ours.
A：$35 per unit?That's absolutely outrageous！That's flat-out robbery！
B：I understand you might feel my price is unreasonable, but let's take alook at what is standard for the industry right now. According to third-party marketing research, you can see the going rate for similar items is$40 per unit.I have given you a break on the price, but I simply can't offer you any more of a discount.I hope you can understand.
A：我收到了您的报价。不幸的是您出的价格与我们目前所能接受的相去甚远。
我们也收到了一些与你们的产品相类似的其他供货商的报价。我们比较倾向于和你们合作，所以您看你们能不能向他们的价格看齐，从而给我们一个公平的待遇？
B：不好意思，对于寄给您的报价中的数字我无法调整。我现在给的就是市场行情价。我给的本身就是公平的。
A：通过这些信息，您就能看到他们的出价是每件仅20美元，是您要价的一半！
B：那好吧，我愿意给一个更优惠的折扣，每件35美元。看一下类似的市场，您找不到更好的了。我们的质量水准是别的卖家无法匹敌的。
A：每件35美元？太荒谬了！这简直就是明目张胆地抢劫！
B：我理解您可能觉得我的价格有些不合情理，但是让我们看一下现在的行业标准。根据第三方市场调查，您会看到类似的项目费率是每件40美元。在价格上我已经做出突破了，我无法再给更多的折扣了，希望您能够理解。
实景对话2A：To be honest, I am very interested in negotiating with you on this property. However, the asking price seems a little unreasonable.The average listing on comparable properties within a 10-kilometer radius of the property you are offering is 20%lower than your asking price.Considering the market, don't you agree a discounted price would be more fair?
B：The going-rate for properties such as this these days is$400，000. Wehad the place appraised.The listed price reflects the value assigned by the appraiser.
A：What was the timeline on the appraisal?It was over a year ago！Since the current market has just taken a nose-dive, I wonder if a more recent appraisal would yield similar results. Since you're asking more than the going rate, can you tell me why?
B：The property has excellent upkeep and has just be refurbished with all new stainless steel appliances. Consumer Reports published pricing on such units would indicate a higher value.Take a look at comparable properties.You won't find a better deal.
A：According to the national standard, all units must be equipped with stainless steel appliances. I still think we need to reach agreement on a lower price.
A：坦率地说，我很愿意和您就这套房产进行谈判。但是，要价有些不合情理。
半径10千米以内同类型的房地产价要比您的价格平均低20%。考虑到市场情况，您不觉得便宜些才会更合理吗？
B：当前类似的不动产的费率是40万美元。我们曾对这块地方进行过评估，单子上的金额是经过评估师确认的价值。
A：是什么时间的评估？是一年多以前的！最近市场行情暴跌，我想知道再一次评估的话是否会得出类似的结果。您所要的比市场行情高，您能否告诉我是为什么呢？
B：这套房产保养极佳，翻新时配备的是全套的不锈钢家电。刚出版的《消费者报告》上说此类型应有更高的价值。您可以看一下同类型的房产，没有比这更好的了。
A：根据国家标准，所有房产必须配备不锈钢家电。我仍然觉得我们只有以更低的价格才能达成协议。
