just beginning up; what is negotiation? So, let's go ahead and hit our vocabulary for

Just beginning up what is negotiation so let's go ahead and there are vocabulary for this part, part No.1 一開始是"什麼是談判？"，然後這些是第一部分的字彙

this part, part number one. These are of course, our key vocabulary words related

these are of course all key vocabulary words related to the basic ideas introducing this chapter 這些是所有與介紹本章節的基本概念有關的關鍵詞彙

to the basic ideas introduced in this chapter. And so, let's begin with some of

and so let's begin with some of things: "agreement" 所以讓我們從一些事情開始：“agreement（協定）”

these. Agreement; Of course, agreement meaning to come to an agreement, to agree on

of course agreement meaning to come to agreement to agree on something "agreement（協定）"的意思是一致同意某事

something especially between the two parties that are involved in the

especially between the two parties that are involved in the negotiation 特別是參與談判協議的雙方之間

negotiations. Argument; argument of course is when you argue with someone. Here,

"argument" of courses when you argue with someone "argument（爭論）"是指當你與某人爭論

we're using it as a noun, they are having an argument and it's important to

here we're using it as a noun, they are having an argument 這裡我們使用它作為一個名詞，他們有一個論點

remember that an argument is not the same as a negotiation,

and it's important to remember that an argument is not the same as a negotiation 重要的是要記住爭論與談判不一樣

although we often do get those confused they should not be at all the same.

although we often do get those confused they should not be at all the same 雖然我們經常搞混，但他們不應該是一樣的

At least, this is often used in negotiation and especially when you're

"at least" this is often used in negotiation “at least（至少）”這個詞常常用於談判

trying to make a point that, at least I must get something, at least the minimum

and especially when you're trying to make a point that at least 特別是當你試圖說出至少一個論點

I need to get or the minimum I need to give. So, it can be either way at least.

I must get something at least the minimum I need to get or the minimum i need to give 我必須得到一些至少我需要獲得的最小值，或是給予的最小值

Bottom line is related to this idea of at least, bottom line being you cannot go

it can be either way at least 它可以是至少這兩種方式

below this, so usually bottom line is used with an offer and usually the price is

"bottom line" is related to this idea of at least “bottom line（底線）”與"at least（至少）"的概念有關

involved somehow, so if you say my bottom line is ten dollars,

a bottom line being you cannot go below this, so usually bottom line is used with an offer 底線是你不能低於某個點，所以底線是用於一個報價

it means I cannot go further below ten dollars. But, also could be the opposite

and usually the price is involved somehow so if you say my bottom line is ten dollars 並且這個價格通常涉及某種方式，所以如果你說我的底線是十美元

direction, if you're a seller or buyer depending on the situation.

it means i cannot go further below ten dollars 這意味著我不能進一步低於十美元

Bottom line; it can also be used for the whole package,

but also could be the opposite direction if you're a seller or buyer depending on the situation 但也可能是相反的方向，必須根據你是一個賣方或買方

this is the last offer I can make, its my bottom line, this quality, this quantity,

bottom line you can also be used for the whole package 底線也可以用於整個組件

and this price altogether is my bottom line that's possible.

this is the last offer I can make its my bottom line, this quality, this quantity 這是最後一個我能給的報價，這是我的底線，這個品質，這個數量

Usually, it's used just with price though.

and this price all together is my bottom line that's possible 這個價格全部是我的底線，以上這些都是可能的

Compromise; compromise means you give something up in order to get something,

usually it's used just with price 通常它只用於價格

or you give something up now in order to maybe have a good relationship for later.

"compromise"means you give something up in order to get something “compromise（妥協）”意味著你給一些東西，以得到一些東西

Usually, we can use this between two or more parties and all sides compromise. If

or you give something up now in order to maybe have a good relationship for later 或者你現在給一些東西，為了以後能有一個良好的關係

one side compromises and the other side does not compromise, that's not so much a

usually we can use this between two or more parties and all sides compromise 通常我們可以在兩方或多方之間使用，彼此妥協

compromise as giving up or just surrendering. But, even then we usually

if one side compromises and the other side does not compromise 如果一方妥協，另一方不妥協

think well, I'll compromise now because I'll get something later, I'll give

that's not so much a compromise as giving up or just surrendering 這稱不上是妥協，而是放棄或只是投降

something up now so that I can have a good relationship with the other side

but even then we usually think well I'll compromise now because I'll get something later 但即使如此，我們通常認為我會妥協，因為我之後會得到一些東西

later. Count on; count on is a way in English just to say I'm sure this is

i'll give something up to now so that I can have a good relationship with the other side later 我現在給一些東西，以便以後我可以與對方有一個良好的關係

going to happen and usually we use this to emphasize that you can trust me. You

"count on" is a way in English just to say I'm sure this is going to happen "count on（指望，依靠）"是英語的一種方式，只是說我相信這將會發生

can count on me,

and usually we use this to emphasize that you can trust me you 通常我們用這個來強調你可以相信我

you can count on this being the best offer, you can count on our quality. So, it is

can count on me 可以指望我

really important when you're beginning your negotiation, when you're talking

you can count on this being the best offer, you can count on our quality 你可以指望這是最好的報價，你可以依靠我們的品質

with the other side to kind of give them a feeling that they can count on you.

it's really important when you're beginning your negotiation, when you're talking with the other side with the other side 這真的很重要，當你開始談判時，當你與另一邊談話時

Disagreement; of course a disagreement is something that we have when we have an

to kind of give them a feeling that they can count on you 給他們一種感覺，他們可以指望你

argument, but it's also something we have when we have different opinions about a

"disagreement" of course a disagreement is something that we have when we have an argument “disagreement（爭執，意見不合）”是在我們有一個爭論的時候

negotiation position. So, a disagreement is just a difference between the two

but it's also something we have when we have different opinions about a negotiation position 但是當我們對談判立場有不同的意見時，這也是我們所擁有的

groups, those differences may be very objective like money, or they may be very

so a disagreement is just a difference between the two groups 所以意見不合只是在二個群體之間的差異

subjective like feelings. Flexible, of course when we have a negotiation we

those differences may be very objective like money or they may be very subjective like feelings 這些差異可能是非常客觀的，像是錢；或者可能是非常主觀的，像是感覺

often think about being flexible, and flexible here means that you can change

"flexible" of course when we have a negotiation we often think about being flexible “flexible（有彈性的）”當我們談判時，我們經常想到彈性

your position and often we use this word negotiation to ask the other side to

and flexible here means that you can change your position 彈性這裡意味著你可以改變你的立場

please be flexible. Could you please be more flexible? We often use it that way,

and often we use this word negotiation to ask the other side to please the flexible 並且我們經常使用這個詞彙，談判要求對方要有彈性

I'm being very flexible,

could you please be more flexible we often use it that way 你能否更有彈性，我們經常這樣使用它

why don't you be flexible? Meaning you can change your position. Goal, of course

I'm being very flexible why don't you be flexible meaning you can change your position 我很有彈性，為什麼你不能更有彈性，意思是你可以改變你的立場

goal meaning what is it you want to get out of the negotiation, this is very very

"goal" of course meaning what is it you want to get out of the negotiation “goal（目標）”意味著你想要從談判中得到的是什麼

important for us to understand in our negotiation class. And we set a goal that

is very very important for us to understand in our negotiation class 在我們的課程中這是非常重要的

is what is it we

and we set a goal that is what is it we want to get what is the main thing we want 我們設定了一個目標，那就是我們想要得到的主要東西

want to get, what is the main thing we want, of course you can have many goals

of course you can have many goals or just one goal 當然你可以有很多目標或者只有一個目標

or just one goal. In the middle; in the middle now, in the middle a little bit

"in the middle" now in the middle a little bit like this idea of giving something up or compromising “in the middle（中間）”有點像是給一些東西或妥協的概念

like this idea of giving something up or compromising, in the middle means can we

in the middle means can we split something so that we do the deal but it's in the middle 在中間意味著我們可以分裂某事，使我們做交易，但它在中間

split something so that we do the deal but it's in the middle. You want five

you want five dollars I want ten dollars can we do something like 7.50 can we go in the middle 你想要五美元，我想要十美元，我們可以做一些像是7.5

dollars,

so in the middle meeting can we split the difference between us 所以中間意思是可以在我們二者間的差異做切割

I want ten dollars, can we do something like 7.50, can we go in the middle? So, in

"inflexible" meaning no flexibility now inflexible like the word flexible the opposite "inflexible（固執的，不可改變的）"意思是沒有彈性，感覺像是"inflexible"的反義詞

the middle meaning can we split the difference between us. Inflexible;

in this case we're saying someone is inflexible 在這種情況下，我們說有人是固執的

inflexible meaning no flexibility, now inflexible like the word flexible is the

and usually you would not say this about yourself you would say this about the other side 通常你不會把這個詞用在自己，你會說是另一方

opposite, right? In this case, we're saying someone is inflexible and usually you

you are being inflexible meaning you're not flexible, you're not giving up anything in this negotiation 你是固執的意思是你不能被改變，在這次的談判中你不會放棄任何東西

would not say this about yourself, you would say this about the other side you

so used this word is a way to show the other side is not being helpful or not changing 所以使用這個詞是一種方式顯示對方沒有幫助或不改變

are being inflexible, you are being inflexible meaning you're not flexible,

"issue" now when we talk about issue what we're talking about a different points in negotiation "issue（議題）"當我們談論問題，我們談論不同的談判點

you're not giving up anything in this negotiation. So, usually this word is a

and we're going to call those issues 我們將稱這些為Issues

way to show the other side is not being helpful or not changing. Issue, now when

so each issue is one part of the negotiation that may be related to the goal we have 所以每個議題都是談判的一部分，可能與我們的目標有關

we talk about issue, what we're talking about are different points in negotiation

so it may be price and maybe quantity and maybe shipping it could be many things like that 所以它可能是價格，也許是數量，也可能是運輸，它可以是許多事情

and we're going to call those issues. So, each issue is one part of the

but each one of the issues is something we think about carefully so issue are the kind of topics or the points 但每一個議題是我們仔細考慮的問題，所以議題是一種主題或一個點

negotiation that may be related to the goal we have. So, it may be price, it

i want to raise three issues in this negotiation 我想在這個談判中提出三個議題

maybe quantity, it maybe shipping, it could be many things like that but each

there are three issues that i do not agree with, that's the way we used 有三個議題我不同意，這是我們使用的方式

one of the issues is something we need to think about carefully. So, issues are the kind of

let's look at some more here a nice little phrase make everyone happy 讓我們來看一下這裡，一個不錯的片語"make everyone happy"

topics or the points, I want to raise three issues in this negotiation,

make everyone happy now first we often hear about this "make everyone happy（讓大家快樂）"我們經常聽到這個

there are three issues that I do not agree with, that the way you use that.

when we think about this idea win-win make everyone happy 當我們想到雙贏這個想法讓大家都快樂

Let's look at some more, here a nice little phrase, make everyone happy; make

so negotiation of course we often use this one more speaking 所以我們在談判時經常使用這一句話

everyone happy, now first we often hear about this, when we think about this idea,

because it encourages the other side to believe that we're trying to be cooperative 因為它鼓勵對方相信我們正在努力合作

win-win make everyone happy.

I just want to make everyone happy 我只是想讓大家開心

So, negotiation of course we often use this when we are speaking, because it

I want to compromise so maybe you can compromise too, that's the way you use that phrase 我想妥協，所以也許你可以妥協，這是你使用這個短語的方式

encourages the other side to believe that we're trying to be cooperative.

of course it's a very positive phrase now is it true it may not be true 這是一個非常正向的片語，它是真的，也可能不是真的

I just want to make everyone happy, I just want to make everyone happy,

you may say it but it's not really true that you're compromising but it is often used 你可以說它，但它不是真的，你在妥協，但它是經常使用

I want to compromise so maybe you can compromise to, that's the way you use

give this idea that I'm trying to give something up so you should give up something also 給我這個想法，我想給一些東西，所以你應該放棄的東西

that phrase. Of course, it's a very positive phrase, now is it true? It may

negotiation of course is the act of negotiating "negotiation（談判）"當然是談判的行為

not be true,

or in this case we're just very basic negotiation is a way to come to an agreement 或者在這種情況下，非常基本的談判是一種達成協議的方式

you may say it but it's not really true that you're compromising, but it is often

so that we can agree that are all sides going to be happy doesn't make everyone happy maybe, maybe not 所以我們可以同意，也許所有方面都會快樂，也許不是

used to give this idea that I'm trying to give something up ,so you should give

that's totally a different question 這是完全不同的問題

up something also. Negotiation, of course is the act of negotiating or in this

but a negotiation means that you have two sides that have differences 但是談判意味著你有兩者有不同

case we're just very basic, negotiation is a way to come to an agreement so that

that they cannot agree on therefore they must go and negotiate and the thing that thing is called a negotiation 他們不能達成一致，因此他們必須去談判，這件事被稱為談判

we can agree that all our sides going to be happy doesn't make everyone happy,

"solution" so here another noun a solution meaning we find answer to the problem “solution（解決方案）”所以這裡的另一個名詞意思是我們找到問題的答案

maybe? Maybe not?

of course here the problem is the difference between the two sides 這裡的問題是雙方的差異

That's totally a different question, but a negotiation means that you have two

and we're going to solve that difference by coming up with a negotiation 我們將通過談判解決這個差異

sides that have differences that they cannot agree on,

and the negotiation will conclude maybe it'll make everyone happy, maybe not 而談判的結論也許它會讓大家開心，也許不會

therefore they must go and negotiate and the thing, that thing is called a

but it's a solution a way to solve the problem 但它是解決方案一種解決問題的方法

negotiation. A solution; so here another noun, a solution meaning we find an answer

we can solve the problem by changing prices, change shipping, change quantity 我們可以透過改變價格，改變運輸，改變數量來解決問題

to the problem. Of course, here the problem is the difference between the

or maybe sometimes we just solve the problem in a totally different way 或者有時我們只是以完全不同的方式解決問題

two sides and we're going to solve that difference by coming up with a

such as saying: well, i'll give you this time but next time I hope you'll give me better consideration 例如說：好吧，這次我會給你，但下一次我希望你會給我更好的條件

negotiation, and the negotiation will conclude. Maybe it'll make everyone happy,

or give me something special 或給我一些特別的東西

maybe not? But it's a solution, a way to solve the problem. We can solve the

"strategy" is often easy to get confused with another word called "tactics" “strategy（戰略）”通常容易與另一個詞“tactics（策略）”混淆

problem by changing prices, changing shipping, change in quantity or maybe

strategies is kind of your overall plan 策略是一種你的整體計劃

sometimes we just solve the problem in a totally different way, such as saying

it's your big plan, the big idea, the big thing you're gonna follow 這是你的大計劃，大的想法，你接著要做的大事

well, I agree with you this time but next time, I hope you'll give me better

now the thing with the strategy and negotiation is that we do need to have strategies 在戰略和談判，我們確實需要有戰略

consideration or give me something special.

but because strategies are kind of a big plan, an overall plan of how to do something 但是因為戰略是一個大計劃，一個該如何去做的總體計劃

Strategy; Okay, so strategy is often easy to get confused with another word called

but a negotiation has many small points right you talk to someone 但談判有很多小細節，你和某人談話

tactics, strategy is kind of your overall plan,

you're talking about price, talking about quantity, you're talking about quality 你在談論價格，談論數量，談論質量

it's your big plan, the big idea, the big thing you're gonna follow. Now, the thing

at any one time those things can change 在任何時候這些事情可以改變

with the strategy and negotiation is: that we do need to have strategies but

therefore you need to step back and think that my strategy need to change your kind of stay the same 因此，你需要退後一步，並思考我的戰略需要改變，你的種類保持不變

because strategies are kind of a big plan, an overall plan of how to do

so strategy is not super specific it's more of an overall plan without the details 所以戰略不是超級具體，它是更多沒有細節的整體計劃

something, but a negotiation has many small points, right? You talk to someone,

whereas tactics are much more the details which will learn about later 而戰術則是包含更多的細節，我們後面將會學到

you're talking about price, you're talking about quantity, you're talking about quality. At any

the next phrase is often use this is really a common phrase that many people like to use 下一個片語也是經常被使用，這是真的很多人喜歡使用的常片語

one time those things can change, therefore you need to step back and

that is "to be honest" 這就是"to be honest（老實說）"

think that my strategy needs to change, or kind of stay the same, so strategy

so when you're speaking a negotiation say: 所以當你在一個談判時說：

is not super specific, it's more of an overall plan without the details whereas

well, to be honest this is our best quality 好吧，說實話這是我們最好的品質

tactics are much more the details which will learn about later. The next phrase

and it's a way to emphasize that I cannot give you any more it's already my bottom line 這是一種強調，我不能再給你更多，已經是我的底線

is often use, this is really a common phrase that many people like to use,

to be honest that's all I can give you 老實說，這是全部我可以給你的

that is to be honest, so when you're speaking in negotiation, say well to be honest this

to be honest our price is higher than the others but our quality is better 老實說我們的價格比別人高，但我們的品質更好

is our best quality and it's a way to emphasize that I cannot give you anymore,

so you can use to be honest in many ways like this 所以你可以在這樣的許多方面使用"to be honest"

it's already my bottom line, to be honest that's all I can give you, to be

but it's a way to help the other side feel comfortable 但它是一種方式來幫助對方感覺舒適

honest our price is higher than the others, but our quality is better so you

it's a way for you to encourage the other side to trust you 這是一種鼓勵對方信任你的方式

can use to be honest in many ways like this but it's a way to help the other

it does that mean you really have to be honest 這意味著你真的是誠實

side feel comfortable, it's a way for you to encourage the other side to

well of course not it doesn't mean you're really being honest 當然不是意味著你真的是誠實的

trust you.

and often if you hear the other side saying to be honest maybe you should maybe not trust them so much 並且經常如果你聽到對方說"to be honest"，也許你可能不會這麼相信他們

Does that mean you really have to be honest?

ok that is the vocabulary for part one which is "what is negotiation" 這是第一部分，"什麼是談判"的詞彙

Well, of course not it doesn't mean you're really being honest and often if

you hear the other side saying to be honest, maybe you should, maybe not trust

them so much.

Okay, that is the vocabulary for part one which is: what is negotiation?