考虑最佳备选方案 Considering the Best Alternative
谈判前就应当考虑到协议无望时的最佳备选方案。备选方案所起的作用相当于经过深思熟虑后的应急计划（contingency plan），类似于B计划而有别于底线（bottom line）。因为底线意味着谈判到了穷途末路时的无奈选择，意味着最糟糕的结果（worst possible outcome）。
考虑备选方案前，一定要弄清楚对方的立场，确认第一方案是否真的无望了。
☉I will have to take your offer into consideration.
我一定会考虑您的出价。
☉Is this the best you can do?
这是您能给出的最优惠的吗？
☉What’s your final offer?Can you do any better than this?
您最后的出价是多少？还能给出比这更好的吗？
☉I hope we can make this negotiation work.Can you offer me anything more attractive?
我希望我们能够谈出个结果。你们还能给出什么更具吸引力的吗？
☉I am very interested in working with you.However, with what you are currently able to offer, I may have to decline this time.
我很有兴趣和您一起共事。但是，根据您刚才的出价来看，这次我只得谢绝了。
☉I appreciate all you’ve done to make this deal work.Problem is, I may not be able to accept the terms you've offered.
我很感激您为这笔交易所做出的努力。问题是，我不能够接受您刚给出的条件。
☉I’d like to see this work.What is your last price?Can you give me a slightlybetter deal?
我得研究一下，这是您的最低价格了吗？您还能略微优惠些吗？
用途
对于最佳选择方案（best alternate solution）要有一个清晰的概念，避免接受一些有利程度还不如（less favorable）无须谈判就能坐拥的选择。
☉I’m sorry, I can’t accept a price of$30 per unit.I already have another offer with a different supplier for less.
对不起，我无法接受每件30美元的价格，其他供货商给我的价格比这个要低。
☉I will have to decline.I have received several other offers.
我不得不谢绝了，因为我已经收到了一些别的出价。
☉Your offer is tempting；however, I will have to consider my options.
您的提议很有诱惑力，但是，我必须再斟酌一下。
☉I would like to be able to help you out, but I can’t afford to loose money on this deal.
我很乐意帮您，但我在这笔买卖上可赔不起。
选择时机
成功谈判专家（successful negotiator）的必修课之一就是学会什么时候抛出备选方案，不要轻易放弃探索更好谈判结果（negotiated settlement）的尝试。
A：I know you were hoping for a lower price, but that might not be feasible.
Like I said, considering all the extras we're throwing in，$200 per unit is a very reasonable price.
B：Well, perhaps. I appreciate all you've done to try and satisfy my requirements, but I don't think we can reach agreement with a final price of$200 per unit.
A：我知道您预计的是一个更低的价格，但是未必可行。如我所说，考虑到所有我们额外给出的，200美元一件是一个非常合理的价格。
B：嗯，也许吧。我非常感谢您为了满足我的要求所做的努力，但是我觉得以每件200美元的价格无法达成协议。
B：Do you have any better offers from anyone else?
A：Perhaps. Can you offer better than what you've offered so far?
A：Our profit sharing on this partnership can't be less than 40/60. We're absorbing all of the overhead costs, we should be entitled to a higher percentage of the proceeds.
B：Is this the first joint venture project your company has dealt with?You should know that 40/60 is a very reasonable profit divide.
A：We have an offer from another entity which will give us 50/50.
A：您是否收到了别处给出的更好的出价？
B：或许吧。您还能给出比原先更好的出价吗？
A：我们与合伙人收益分成不能少于40/60。我们负担了所有的营运开支，我们应该享有更高的百分比收益。
B：这是您公司第一次做合伙交易吗？您应该知道40/60是一个很好的收益分成比例。
A：别处给了我们一个50/50的出价。
总结谈判就要在双方的利益之间寻找平衡点，在取与舍之间拿捏。上述内容不是教你妥协，而是迂回，把利益的损耗减到最低。谈判前要想好所有替换性方案，找出最实际的退路。此外还应当学会准确估计对方在进退两难时会抛出什么样的备选方案，做到“知己知彼”。
Words 单词表additional额外，附加
anticipate预期
appreciate感激；欣赏
benefit福利
consider考虑
extra其他的
feasible可行的
nope不，不行，没有
portion部分，一部分
slightly稍微
tempting有吸引力的，诱人的
Phrases 短语表work out制定，算出
accept a term接受条件
benefits package一揽子福利，福利套餐
the best（sb）can do（某人）最多可以
can’t afford to（do sth）无法承担做……
final price最终价格
help（sb）out帮助（某人）做成
inclusive of其中包括
loose money（on a deal）在（某交易上）
may I ask……我是否可以问一下……赔钱
number crunching计算
problem is……问题在于……
relocation costs安迁费
salary range薪金幅度
satisfy requirements满足要求
shipping partner航运合作伙伴
stock options股票期权
take（sth）into consideration将考虑
throw in额外奉送的
（某事）
实景对话1A：I appreciate all you've done to make this deal work. Problem is, I may not be able to accept the terms you've offered. Is this the best you cando?
B：Well, I can't give you much more of a discount on the price. But what if
I threw in an additional 10%discount on your next order of 10th ousand units？
A：Your offer is tempting；however, I will have to consider my options. Is this the best you can do?
B：I would like to be able to help you out, but I can't afford to loose money on this deal. What if I talked to our shipping partner and got you insurance discounts on the shipping portion?
A：I will have to take your offer into consideration. If you offer us a discount on insurance, it will still figure into more than$15 per unit for shipping. Hold on, let me do some number crunching.Nope, still not working out for the price we'd like to get.I'd like to see this work.What is your last price?Can you give me a slightly better deal?
B：I know you were hoping for a lower price, but that might not be feasible.
Like I said, considering all the extras we're throwing in，$200 per unit is a very reasonable price.
A：Well, perhaps. I appreciate all you've done to try and satisfy my requirements, but I don't think we can reach agreement with a final price of$200 per unit.
A：我很感激您为这笔交易所做的努力。问题是，对于您提到的条件我无法接受。难道这是您能给出的最好条件吗？
B：嗯，在价格上我不能再给折扣了。不过，下一个一万件的订单我额外奉送10%的折扣，您觉得怎样？
A：您的提议很有诱惑力，但是，我还必须考虑我的选择。这是您能给出的最好条件吗？
B：我很乐意帮您，但我在这笔买卖上赔不起钱。如果我和我们船运公司的合作伙伴谈谈，设法在货运部分给您保险折扣，您觉得怎么样？
A：我会考虑您的提议。如果您在保险上给我们一个折扣，那每件还是得有15美元的运费。等一下，让我算算。不会吧？还是比我们预期的价格要高。我得研究一下，这是您的最低价格了吗？您还能略微再优惠些吗？
B：我知道您预计的是更低的价格，但是未必可行。如我所说，考虑到所有这些我们额外给出的，200美元一件是非常合理的价格了。
A：嗯，也许吧。我非常感谢您为了满足我的要求所做的所有努力，但是我觉得以每件200美元的价格无法达成协议。
实景对话2A：Congratulations. It's my pleasure to tell you Contra Communications would like to offer you a position with our company as director of media relations.
B：Thank you very much, I am very pleased with your offer. Of course, I will have to take time to think it over before I make my decision. May I ask, what is the salary range of the position you are offering?
A：We are prepared to offer you a salary of$40，000 including partial benefits.
B：Oh, I see. I must be honest with you, that is a bit lower than I anticipated. Depending on your benefits package, I may be able to consider a salary of$50，000 per year.
A：Our partial benefits package is inclusive of full medical and dental coverage. Full benefits also include 401K contributions and stock options.I may be able to offer$45，000 with partial benefits, or$40，000 will full benefits.
B：I hope we can make this negotiation work. Can you offer me anything more attractive?
A：I'm afraid our economic constraints limit us to a final offer of$45，000 plusfull benefits.
B：I am very interested in working with you. However, with what you are currently able to offer, I may have to decline this time.
A：I may be able to throw in relocation costs as well.
B：I am sorry, I will have to decline. I have received several other offers.
A：恭喜您。我很高兴地通知您，康特通讯公司愿意为您提供一个媒体公关主任的职位。
B：非常感谢，对于您能提供这个机会我很高兴。当然，在做决定之前，我还得再仔细考虑一下。我能否问一下，您提供给我的这个职位薪酬幅度是怎样的？
A：我们准备给您的薪水是4万美元，包括一定的福利。
B：哦，知道了。老实说，这比我预期的要低。在福利计划的基础上，我希望有5万美元的年薪。
A：我们的部分福利计划有全面的医疗，包含牙科。全额福利还包含401K贡献和股票期权。我应该可以给您4万5千美元包含部分福利，或者4万美元含全部福利。
B：我希望我们能够商量。您还能提供更具吸引力的条件吗？
A：恐怕由于我们受经济因素制约，最终出价只能是4万5千美元且包含全部福利。
B：我很有兴趣和您一起共事。但是，如果按照您刚才的出价来看，这次我只得谢绝了。
A：我也许可以附加安迁费。
B：对不起，我得谢绝了。因为我已经收到一些别的出价了。
