【学习笔记】懂你英语 商务英语 Level 5 Unit 1 Part 5（V）对话 Negotiating Advice
男Jack
女Alice
通电话
Alice:
Hey Jack, it's Alice.
Jack:
Hey Alex, what's up?
Alice:
Actually, I'm calling you for some advice.
Last week, you told me you had negotiated a big raise for yourself. 【填空】【跟读】
So I'm wondering if you can give me some tips.
Jack:
Sure, I'd be glad to help.
What do you want to know?
Alice:
I'll have a performance review next Friday. And I really want to use this opportunity to negotiate a raise.
Do you think I should make the first offer?
【选择】-What is she calling him for? -Some advice.
【选择】-Why is she calling him? -She is calling him because she wants some advice.
【选择】-What does she want to use her performance review to do? -Negotiate a raise.
【选择】-When will she have her performance review? -She will have her performance review next Friday.
Jack:
Well, traditional wisdom would suggest you let your boss make the first offer.
But the key is that whoever makes the first offer sets an anchor point around which the negotiation will be centered. 【填空】
If you start high, your boss may adjust the figure down slightly.
But that's better than receiving a low offer and trying to negotiate up.
【选择】-What may happen if her first offer were too high? -Her boss may offer a lower figure.
【选择】-Why does he think that she should make the first offer? -Whoever makes the first offer set an anchor point around which the negotiation will be settled.
【选择】-What does traditional wisdom about negotiating suggest? -Traditional wisdom suggests letting your boss make the first offer during the negotiation.
【跟读】She is calling him because she wants some advice.
【朗读】Her performance review will give her the opportunity to negotiate a raise.
Alice:
Hmm, that makes a lot of sense.
Actually, I was hoping to get a 10% raise, so I should probably ask for like a 15% raise first. So I'll have room to make concessions, right?
concession n. 让步；特许（权）；承认；退位
Jack:
You've got the idea.
It's more likely that you can get a bigger raise that way.
And when negotiating, remember to give examples to highlight your performance.
【选择】-What should she remember to do during the negotiation? -give examples of her performance.
【选择】-What should she highlight to her boss when negotiating? -why she deserves a raise (She should show her boss why she deserves a raise by highlighting her performance.)
【选择】-How big a raise is she hoping for? -a 10% raise.
【跟读】By making the first offer in a negotiation, she will have more room for concessions.
Jack:
Is there anything you've done that really shows your boss why you deserve a raise?
Alice:
Yes, sure.
I developed, managed and launched our last three marketing campaigns.
As a result, our sales have increased by 25% over the past two quarters. 【跟读】
In addition, I have taken on responsibilities that are not in my job requirements,
such as leading team meetings and mentoring new staff. 【填空】
Jack:
Wow, I definitely would give you a big raise if I were your boss.
【选择】-What has she done that shows she deserves a raise？ -She has overseen three successful marketing campaigns.
【选择】-Which responsibility is not a part of her job requirements? -Increasing sales, managing marketing projects, mentoring new staff.
【选择】If he were her boss,... he would give her a big raise.
【选择】-What has happened as a result of her marketing campaigns? -sales have increased
【填空】She has taken on responsibilities that are not in her job requirements such as mentoring new staff.
【跟读】If he were her boss, he would definitely give her a big raise.
【跟读】I definitely would give you a big raise if I were your boss.
【跟读】She should highlight her performance when negotiating for a raise.
【朗读】She has taken on responsibility that are not in her job requirements such as mentoring new staff.
Alice:
Thanks, but I'm still concerned.
What if he turns me down?
Jack:
Well, in that case, you need to be firm and stick to your position. 【跟读】
Try to find out why your request was rejected and how you could improve in the future. 【填空】【朗读】
And don't be afraid to ask to revisit the conversation at a later time.
A good manager will recognize your achievements and value to the company.
【选择】-What shouldn't she be afraid of doing? -asking for a raise later on
【选择】If her boss won't give her a raise, she... shouldn't give up.
【选择】-What is she concerned about? -She is concerned that her boss could turn down her request for a raise.
【选择】-What will a good manager recognize? -Their employees'achievements. The request for a raise their value to the company.
【跟读】A good manager will recognize their employees' achievements.
Alice:
You're right.
Thank you so much, Jack.
I'll definitely use your tips next Friday.
Jack:
Don't mention it. I'm confident you'll get what you deserve. 【填空】
Alice:
Thanks. Talk to you later. Bye.
Jack:
Good luck.
【选择】-How likely is it that she will use his advice? -highly likely
【跟读】She shouldn't be afraid of asking for a raise later on.
【跟读】If her boss won't give her a raise, she shouldn't give up.
【跟读】Don't be afraid to ask to revisit the conversation at a later time.
【朗读】She is concerned that her boss could turn down her request for a rise.
