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  • Okay, let's do a little bit of a follow up here, follow-up to the conversation. So

    ok let's do a little bit of a follow up here follow-up to the conversation so

  • Fred and Jane, they're having a disagreement that's normally what we

    friend Jane they're having a disagreement that's normally what we

  • call it, maybe you'd even call it a fight if they start yelling at each other, get

    call it maybe you'd even call it a fight if they start yelling at each other get

  • angry, I think it's easy to get frustrated. But, in reality they're just

    angry I think it's easy to get frustrated but in reality they're just

  • negotiating

    negotiating

  • so, this is a kind of negotiation. Negotiation have some key parts we want

    so this is a kind of negotiation negotiation have some key parts we want

  • to remember, let's look at what those key parts are. They include: goals strategies,

    to remember let's look at what those key parts are they include goals strategies

  • issues and planning so, when you have a negotiation it's important to remember

    issues and planning so when you have a negotiation it's important to remember

  • that you have some goals, you have some strategies, you have some issues, you have

    that you have some goals you have some strategies you have some issues you have

  • some planning. Now, we just saw Fred and Jane, did they have goals? Mmmh!! kind of, Fred

    some planning that we just saw friend Jane did they have goals kind of friend

  • wanted to go overseas, Jane wanted to go to Disneyland, so it's kind of their goal

    wanted to go overseas Jane wanted to go to Disneyland so it's kind of their goal

  • and remember there another goal was, they want to have a vacation together with

    and remember there another goal was they want to have a vacation together with

  • the family, so again that's kind of a goal. But then, did they have a plan?

    the family so so again that's kind of a goal but then did they have a plan to

  • Did they have a strategy? Then, have those things in fact, they were a little bit just

    have a strategy then have those things in fact they were a little bit just

  • making things up as they went along.

    making things up as they went along

  • Did they have an issue that was very clear? Hmm, not really no, so what happens

    did they have an issue that was very clear hmm not really no so what happens

  • is they're just kind of talking and that's not a good way to negotiate,

    is they're just kind of talking and that's not a good way to negotiate

  • because it means, how are you going to win? This is a key point in negotiation

    because it means how are you going to win this is a key point of negotiation

  • that we're going to learn about in a minute, how do you know if you win or lose?

    that we're going to learn about a minute how do you know if you win or lose

  • Well, you begin with having goals, strategies, issues and planning.

    well you begin with having goals strategies issues and planning

  • Okay, let's take a look at the parts of a negotiation that we just mentioned, but

    ok let's take a look at the parts of a negotiation that we just mentioned

  • let's look a little bit deeper into how they fit together into a kind of a chain

    let's look a little bit deeper into how they fit together into a kind of a chain

  • of negotiation.

    of negotiation

  • Okay, what we can look at here is the very first part of the negotiation which are

    ok what we can look at here is the very first part of the negotiation which are

  • the goals and then after the goals, you need to work on the strategy, after

    the the goals and then after the goals you need to work on the strategy after

  • the strategy, you need to work on the issues, and after the issues you need to

    the strategy you need to work on the issues and after the issues you need to

  • work on the planning. So, these four parts kind of fit together

    work on the planning so these four parts kind of fit together

  • before your negotiation begins, not doing your negotiation,

    before your negotiation begins not doing your negotiation

  • this is not, this is not like steps to a negotiation.

    this is not this is not like steps to a negotiation

  • These are actually all inside every negotiation at any time, these are all

    these are actually all inside every negotiation at any time these are all

  • inside so, you've got your goals, your strategy, your issues, your planning, this

    inside so you've got your goals your strategy or issues you're planning this

  • is all inside of a negotiation. Before your negotiation begins however, if you

    is all inside of a negotiation before your negotiation begins however if you

  • want to increase your chance to win, to do better, before the negotiation you

    want to increase your chance to win to do better before the negotiation you

  • think: what are my goals? What are my strategies?

    think what are my goals what are my strategies

  • What are my issues that are important to me? And what is my plan to win this

    what are my issues that are important to me and what is my plan to win this

  • negotiation, or at least to get what I want? Which is really the key point to

    negotiation or at least to get what I want which is really the key point to

  • every negotiation, to get what your goals are. So, every negotiation has these parts,

    every negotiation to get what your goals are so every negotiation has these parts

  • every, every negotiation has goal strategies, issues and planning, but some

    every every negotiation has gold strategies issues and planning but some

  • people don't do them well, some people try to ignore them, they don't make a

    people don't do them well some people try to ignore them they don't make a

  • plan, they just start talking maybe that's kind of their plan to make people

    plan they just start talking maybe that's kind of the plan to make people

  • confused by just talking a lot. But, you win your negotiation by doing these

    confused by just talking a lot but you win your negotiation by doing these

  • better so, in this unit were going to focus on how do we do these better? And

    better so in this unit were going to focus on how do we do these better and

  • in later units, we're going to focus on each one in detail to show you how to do

    in later units we're going to focus on each one in detail to show you how to do

  • that.

    that

  • 00:03:38,430 --> 00:03:42,780 Okay, you have some exercises in the book and I'd like you to go ahead, and look at

    yeah

  • those exercises, give them a try. These exercises aren't really hard and I

    ok you have some exercises in the book and I'd like you to go ahead and look at

  • didn't make the exercises to make it hard for you,

    those exercises give them a try these exercises aren't really hard and I

  • the goal is not to be hard, the goal in fact it's not to take a test or to

    didn't make the exercise to make it hard for you

  • get the right answer, the goal is to help you think about these ideas for a

    the goal is not to be hard to go Lynn factors it's not to take a test or to

  • negotiation.

    get the right answer the goal is to help you think about these ideas for a

  • Why is this important? Because when you negotiate, it's really key to get your

    negotiation

  • mind in the right perspective, to get your mind in the right situation so that

    why is this important because when you negotiate it's really key to get your

  • you can win. That's a key point, so you can win, so these exercises are made to

    mind in the right perspective to get your mind in the right situation so that

  • help you get ready to get your head in the right space, to get thinking in the

    you can win that's a key point so you can win so these exercises are made to

  • right direction, and to remember some of the words. It's not hard, it's easy but I want

    help you get ready to get your head in the right space to get thinking in the

  • you to start thinking this way, so do some of these filling the gap exercises

    right direction and to remember some of the words it's not hard easy but I want

  • which include these gap exercises, go ahead and write up a short answer to

    you to start thinking this way so do some of these filling the gap exercises

  • some of these topics on the next page, like 123 and four down there 123 actually,

    which include these gap exercises go ahead and write up a short answer to

  • right? And I want you to begin to think about negotiation, now before I let you go then,

    some of these topics on the next page like 123 and four down there 23 actually

  • let me go ahead and introduce a little bit more about why we should begin to

    right and i want to begin to think about negotiation now before I let you go then

  • think this way. Why for example, pull up my slide here

    let me go ahead and introduce a little bit more about why we should begin to

  • 00:05:20,840 --> 00:05:22,289 Okay,

    think this way why for example of my slide here

  • why should we focus on

    yeah

  • this part here? Why are there parts of negotiation so important? Why do we

    ok

  • need to pay attention to these parts?

    why should we focus on

  • Well, let me begin by maybe just reminding you of some negotiations

    this part here why why are there parts of negotiation so important why do we

  • you've seen before, maybe you've gone to the night market with your mother or

    need to pay attention to these parts

  • father or aunt, maybe you've gone to night market with some friends, maybe you've

    well let me begin by maybe just reminding you of some negotiations

  • bought something, or you were with somebody who bought something. You saw them

    you've seen before maybe you've gone to the night market with your mother or

  • negotiate really hard, they really focus they really argue, what you thought maybe was

    father or and maybe you've gone and I market with some friends maybe you've

  • arguing, but actually it was negotiation for a long time. Now, the question is: if you

    bought something or you with somebody who bought something you saw them

  • do go negotiate, how do you know that you're getting something you want ?How do

    negotiate really hard they really focus their really argue thought maybe it was

  • you know that you win?

    arguing but actually was negotiation for a long time now the question is if you

  • Let's say, I go to the night market and I want to buy this cup here and I like

    do go negotiate how do you know that you're getting something you want how do

  • this cup then, so I ask the person in the market and you know, what does this

    you know that you win

  • cup doing? He says well, this cup is great, he tells me the features you can

    let's say I go to the night market i want to buy this cup here and I like

  • keep the hot tea hot, you can keep the cold water cold, and has a top, and has a

    this cup and and so I ask the person in the market and you know what does this

  • really good handle on, it can last a long time. I say: "how much is this cup sir?" And

    couple doing he says well this cup is great he tells me the features you can

  • he says: "this cup is maybe 100 NT dollars" and so now, I need to think, do I want

    keep the hot tea hot you can keep the cold water cold and has a top and had a

  • to pay 100? Or do I want to negotiate different price? Of course, if I can

    really good handle on it can last a long time I say how much is this cup sir and

  • negotiate a different price

    he says this cup is maybe 100 ng dollars and so now i need to think how do i want

  • what does that mean? If I negotiate a price of 80 then I save 20, and that

    to pay 100 we do I want to negotiate different price of course if I can

  • person was selling to me, does he lose 20?

    negotiate a different price

  • Well, he certainly makes 20 less than he would have made if I paid 100, right? If I

    what does that mean if I negotiate a price of 80 then I save 20 and that

  • paid 100 for this cup, the seller makes 100, the buyer spends 100. By paying 80, the

    person was selling to me does he lose 20

  • buyer spends 80, and the seller makes 80, 80 is 20 less but does he lose 20?

    well he certainly makes 20 less than he would have made if i paid 100 right if I

  • right?

    paid 100 for this cup the seller makes 100 the buyer spend 100 by pay 80 the

  • You see, I don't know because I'm not the seller, I don't know, we don't know the

    buyer spends 80 and the seller makes 8080 is 20 less what does he lose 20

  • price, we don't know the cost, right? So, what happens when you negotiate in a

    right

  • night market like that, if you say something like I'll give you 80 very

    you see I don't know because I'm not the seller i don't know we don't know the

  • often what does the salesperson says? He says: "huh

    price we don't know the cost right so what happens when you negotiate in a

  • It costs me 100, you'd make me lose,

    night market like that if you say something like i'll give you 80 very

  • lose 20, I would lose 20". This is a very normal thing to say, right? and

    often what does the salesperson say he says huh

  • then you say: "oh! I am sorry, I don't want you to lose money ", right?

    it cost me 100 you'd make me lose

  • Do they really lose money? Well, we don't know this is a key part negotiation, the

    lose twenty i would lose 20 that this is a very normal thing to say right and

  • secret information is secret, we really don't know. I guess we can check, we could

    then you say on so I don't want you to lose money right

  • go call up the supplier and ask how much one buys? If one wants to buy this

    do they really lose money well we don't know this is a key part negotiation the

  • from the supplier, how much is it? Then we would know, but we usually don't do that,

    secret information is secret we really don't know I guess we can check we could

  • we don't know. So, I have no way to know if the seller is going to really lose

    go call up the supplier and ask how much one buys one if one wants to buy this

  • money but I do know me, the buyer if I pay 80 or I pay 100, the difference is 20 for

    from the supplier how much is it then we would know what we usually don't do that

  • sure.

    we don't know so i have no way to know if the seller is going to really lose

  • Now, the next question becomes what's the value of this cup to me? What do I think

    money but i do know me the buyer if i pay 80 or I pay 100 the difference is 24

  • I get from this cup? Is it worth keeping my tea hot? Is that worth 100? Was it

    sure

  • worth 80? Was it worth 50? Now, here's what we begin to look at these ideas of the

    now the next question becomes what's the value of this cup to me what do I think

  • goals, the strategies, the issues and the planning, because if I think about it and

    I get from this cup is it worth keeping my tea hot is that worth 100 was it

  • I say: "well, you know, I don't know, I don't care, I just want to pay less, less is

    worth 80 is it worth 15 now here's what we begin to look at these ideas of the

  • better, right? Of course, if you could give me this cup for free, that would be best.

    goals and strategies the issues and the planning because if I think about it and

  • I don't think, he's going to give me the cup for free, but that would be best,

    I say well you know i don't know i don't care i just want to pay less less is

  • and so what do I do, I begin to negotiate or in Taiwan we say ..... , right? Cut

    better right of course if you could give me this cup for free that would be best

  • down the price, argue with the price, right? And then, sometimes people give you a

    I don't think he's going to give me the cup for free but that would be best

  • rule of thumb, like people save you travel to China and you negotiate, always

    and so what do i do I begin to negotiate or it in taiwan way Sarge ah right cut

  • cut the price in half, begin at half.

    down the price argue with the price right and sometimes people give you a

  • Well, what I'm saying is: how much is this cup worth to me? Now, if i say 100

    rule of thumb like people save you travel to China and you negotiate always

  • you know, Mmmh

    cut the price in half begin at half

  • I have another cup, it's okay, it's not as good as this cup maybe, it doesn't really

    well what what I'm saying is how much is this cup worth to me now if i say 100

  • keep my tea warm. So, maybe 100 is a little bit too much, if it's 100 I just keep my

    you know

  • other cup, I don't need it. Now, if I want 80 and I say 80 is worth it, I'm

    I have another cup it's okay it's not as good as this cup maybe it doesn't really

  • willing to pay 80, because I think keeping my tea warm is worth the 80 and

    keep mighty warm so maybe 100 102 little bit too much if it's 100 I just keep my

  • my other cup doesn't work that good so 80 is my goal. Now, if my goal is 80 and

    other cuff I don't need it now if i want 80 and I say 80 SATs worth it i'm

  • then I say: "Okay sir, you say 100 I'll give you 80" and then the salesperson

    willing to pay 80 because I think keeping my tea warm is worth the 80 and

  • says:" 80, okay".

    my other cup doesn't work that good so 80 is my goal now if my goal is 80 and

  • Sold, what's your first reaction? Your first reaction is huh,

    then I say okay sir you say 100 i'll give you 80 and then the salesperson

  • I should have said 60, I said 80 but he gave it to me right away,

    says 80 ok

  • obviously I paid too much.

    sold what's your first reaction your first reaction is huh

  • So, here we run into the key point of negotiation. Of course, you can always

    I should have said 60 sure that 60 s and 80 but he gave it to me right away i

  • feel better, if you get a lower price and of course, you will feel better if you

    obviously paid too much

  • get something for less and this seller makes less money. Of course, and when the

    so here we run into the key point of negotiation of course you can always

  • seller agrees very quickly ,you say: huh,

    feel better if you get a lower price and of course you will feel better if you

  • I should not have done that, why? Because the seller made more than he

    get something for less and this seller makes less money of course and when the

  • expected, he was happy to make that, I could have, I could have made the price

    seller agrees very quickly used up

  • lower and he would have not been so happy, and I would be more happy. So that

    I should not have done that why because the the seller made more than he

  • always happens, that's always true.

    expected he was happy to make that I could have I could have made the price

  • That's the problem in negotiation is: how do you know if you win or lose?

    lower and he would have not been so happy and I would be more happy so that

  • How do you know if you did a good job or a bad job? If you're just waiting for the

    always happens that's always true

  • seller to say: "OhI okay, I'll give it to you and that's a bad job, then you'll feel

    thus the problem and negotiation is how do you know if you win or lose

  • bad. But, what about the cup? Does the cup do what you want? Does the cup do what you

    how do you know if you did a good job or a bad job if you're just waiting for the

  • need?

    seller to say okay i'll give it to you and that's a bad job then you'll feel

  • Does this cup keep my tea hot? And is that worth eighty dollars to me? If

    bad but what about the cup does the cup do what you want is the cup do what you

  • that's worth eighty dollars and the salesperson sold it to me for 80, what I

    need

  • wanted was 80, then actually I should think

    does this cup keep mighty hot and is that worth eighty dollars to me if

  • good I got what I wanted, it's worth 80 to me for this Cup.

    that's worth eighty dollars and the salesperson sold it to me for 80 what I

  • The thing I get keeping my tea warm, better than my old cup that is worth 80

    wanted was 80 then actually I should think

  • to me, if that's worth 80 to me then I should feel I've won, I've been victorious,

    good i got what I wanted it's worth 80 to me for this Cup

  • I've done a good job, my negotiation is successful.

    the thing I get keeping mighty warm better than my old cup that is worth 80

  • Okay well, if I don't think 80 I just think cut the price, cut the price, cut

    to me if that's what 80 to me then I should feel I've 1 i've been victorious

  • the price.

    I've done a good job my negotiation is successful

  • How do I know I win? Well, I probably never know I win, unless I get the cup for 0

    okay well if I don't think 80 I just think cut the price cut the price cut

  • which is impossible, I'm always going to think I should have negotiated more. and

    the price

  • If I get the price down to 80, and I keep pushing, no 70, I keep pushing no 60,

    how do i know i win well I probably never know I win unless i get the cup 40

  • and maybe sell it to me for 60, I'm still going to say: Oh! I should have held out

    which is impossible i'm always going to think I should have negotiated more and

  • longer,

    i get the price down to 80 and I keep pushing no.17 I keep pushing those 60

  • I should have cut that price more, I should have gone for 40, right? So, in

    and maybe sell it to me for 60 i'm still going to say all I should have held out

  • negotiation, the very beginning of a negotiation we don't really know what we

    longer

  • want,

    I should have cut that price more I should have gone for 40 right so in

  • that's not good and at the end of a negotiation we don't know

    negotiation the very beginning of a negotiation we don't really know what we

  • did we win? Or did we lose?

    want

  • did I do good? Or did I do bad? Do I need to improve or should I just keep doing it

    that's not good and at the end of a negotiation we don't know

  • this way? On the other hand, at the beginning of a negotiation if you set

    did we win or did we lose did I could do

  • your goal clearly, what is the value to me? How much do I want to pay to get what

    did I do good or did i do bad do I need to improve work so just keep doing it

  • I get from this? Then you negotiate and then you get it, if you get it you can

    this way on the other hand at the beginning of a negotiation if you set

  • say I did a good job or I did a bad job. If my value is 80, and I negotiate and the

    your goal clearly what is the value to me how much do I want to pay to get what

  • salesperson only goes down to 90 then I say, that's it I don't want it, because if

    i get from this then you negotiate and then you get it if you get it you can

  • I pay 90 that is more than my value, if he goes down to 80 then I got what I

    say i did a good job why did a bad job if my value is 80 and negotiate and the

  • wanted.

    salesperson only goes down the 90 then I say that's it I don't want it because if

  • If the next person comes and they negotiate behind me, and they get it for 70,

    i pay 90 that is more than my value if he goes down to 80 then I got what I

  • I should still think my goal was 80, I got it for 80 now maybe in the future, maybe in the

    wanted

  • future when I negotiate another time, I need to consider the value again

    if the next person comes and they negotiate behind me and they get 470

  • carefully maybe I thought the value was more than its worth to me.

    should still think my goal was 80 I got 480 now maybe in the future maybe in the

  • But for now, if I thought it was 80 and I get 80 then that's my goal.

    future when I negotiate another time I need to consider the value again

  • So, in negotiation it's important to think beforehand, what are your goals,

    carefully maybe I thought the value was more than its worth to me

  • strategies, issues? And then, that will help you come up with your planning to

    but for now if I thought it was 80 and I get 80 then that's my goal

  • make a plan. If you have all of these together, well thought out cause you

    so in negotiation it's important to think beforehand what are your goals

  • always have these in a negotiation maybe you don't think about it ,maybe you don't

    strategies issues and then that will help you come up with your planning to

  • do it well, maybe you try to ignore it, maybe you're just always trying to go for 0 which

    make a plan if you have all of these together well thought out because you

  • is impossible.

    always have these in a negotiation maybe you don't think about it maybe you don't

  • Lower, lower is better, better I guess so but what about your time? What about your

    do it well maybe you try to ignore it maybe he's always trying to go 40 which

  • energy? And what about the thing you want to get? So, maybe I argue and I just keep

    is impossible

  • saying lower, lower, 70, 70 and the man says: "no, I won't give it to you for 70

    lower lower is better better i guess so but what about your time what about your

  • and then what happens? I have to go home and I have to use my old cup and then I

    energy and what about the thing you want to get so maybe I argue and I just keep

  • have to suffer another week or two weeks, or three weeks using my old cup,

    saying lower lower 70 70 and the man says no i won't give it to you for 70

  • it doesn't keep my tea warm and I say : "Oh" ,that really make me angry, I went there, I

    and then what happens I have to go home and have to use my old cup and then i

  • spent the time, I came back ,I got to use this old cup and now, I feel it was worth 80.

    have to suffer another week or two weeks or three weeks using my old couple

  • Instead of fighting for 70, I should've just paid 80, I think you have that

    doesn't keep mighty warm and I said off and really make me angry i went there i

  • experience too, don't you?

    spent the time I came back I got to use old cup and now i feel it was worth 80

  • I think we have both those experiences, everybody you go somewhere, you bargain

    instead of fighting for 17 should've just paid 80 I think you have that

  • the seller says: "okay, I'll give it to you and you said" Oh! I bargained,

    experience too don't you

  • I gave up too fast, I bargain to easily, I should have fought more or the

    I think we have both those experiences everybody you go somewhere you bargain

  • other hand, when you bargain really hard and then you go home, you don't buy it,

    the seller says okay i'll give it to you and you said I bargains

  • then you keep regretting, I should've bought it, I wasted time there, I got to

    I gave up too fast i bargain to to easily i should have fought more for the

  • go back again and I feel that I should have just bought it for the other

    other hand were you bargain really hard and then you go home you don't buy it

  • price. So goal, strategy, issues and planning, this is what I want you to

    then you keep regretting I should've bought and I wasted time there i got to

  • begin to think about in this class,

    go back again and I feel that it's I should have just bought it for the other

  • don't just go to a strategy code and begin no, think before hand, right? Number

    price so gold strategy issues and planning this is what I want you to

  • one, you must have something in common,

    begin to think about in this class

  • he has a cup, I want a cup. Number 2, you have to have something that's different.

    don't just go to a strategy cold and begin no think before him right number

  • I want to pay 80, he wants me to pay 100, now you begin, now I think what are my

    one you must have something in common

  • goals? What are my strategies? What are my issues? What is my plan? Then I execute, when

    he has a cup i want to cut number 2 you have to have something that's different

  • I'm done, I can go back and say did I get my goals? If I got my goals then that is a

    i want to pay 80 he wants me to pay 100 now you begin now I think what are my

  • a success, if I miss my goals, how much did I miss by?

    goals what are my strategy one of my issues with my plan that i execute when

  • How much did I do? That's not good, did I miss it by twenty percent? Did I missed

    i'm done i can go back and say did I get my goals if I got my goals and that is a

  • it by fifty percent? Did I miss it by ten percent? Two percent? And then I can judge

    success if I miss my goals how much did i miss by

  • it.

    how much did i do that's not good did I miss it by twenty percent and i missed

  • Okay, so that's our beginning of this class, I want you to begin thinking that way,

    it by fifty percent that mr. by ten percent two percent and then I can judge

  • thinking of goals.

    it

  • Let's start with goals about that, that's really a good idea, clear, clear goals not

    ok so that's our beginning of this class I want you to begin thinking that way

  • just cut the price, cut the price, cut the price.

    thinking of goals

  • Okay, see you next time in our negotiation class.

    let's start with goals about that that's really a good idea clear clear goals not

Okay, let's do a little bit of a follow up here, follow-up to the conversation. So

ok let's do a little bit of a follow up here follow-up to the conversation so

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後續行動第一部分 (Follow Up Part 1)

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    Tony 發佈於 2021 年 01 月 14 日
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