體驗(yàn)商務(wù)英語綜合教程第3冊錄音文本

體驗(yàn)商務(wù)英語綜合教程第3冊錄音文本整理制作，愿能助您英語學(xué)習(xí)一臂之力★(QQ:18469114/85652770)★本套英語資料為外語資源世界UNIT1Globalisation1.1Couldyoutellmeabouttheadvantagesanddisadvantagesofglobalisation?Thegreatadvantageofglobalisationinmyviewisthatitincreasescompetition.Companiesandfirmshavetobecarefulandhavetoordertheiraffairssothattheycompeteinaglobalmarket.ButIthinkthatisoutweighedbyalargenumberofdisadvantages.Thefirstoneisthatitdoeshurtthelocalgovernment'sabilitytodealwithissueslikewelfarebenefits,wagesandtaxes,mainlybecausethecorporationisabletosaytotheBritishGovernmentortheFrenchGovernmentortheAmericangovernment,‘Look,unlessyouloweryourtaxesonus,we'llthemovingofftoSouthEastAsiaorLatinAmerica',andsoon.Andsoittakesoutofthehandsofgovernmenttheabilitytocontroltheirownwelfaresystems,andprovideadecentinfrastructurefortheirpeople.Nowthisisnotsobadaslongasthereissomenegotiationbetweengovernmentsandcompanies.Butmoreandmoreinrecentyears,companieshavestartedtoruletheroost.Thecorporation...somecommentatorsaidtheotherday,‘Thecorporationisthemostimportantinstitutioninourlives,'andIthinkthere'salottruthinthat.Theycannowdictatetogovernments,andIwanttoseesomekindofgive-and-takebetweengovernmentsandcorporations.Nowthat'sthefirstproblem.TheotherproblemthatIsee,ofcourse,isoneofunemploymentintheWesternworld.Ascompanieswanttoimprovetheirprofitability,they'regoingtobelookingforthelow-cost,low-wagecentres.Sowe'regoingtoseeaflightofcapitalfromtheWestwhichisgoingtobesuddenanddramatic.IfthisistoosuddenandisnotmanagedproperlywecouldfindveryseveremploymentproblemsintheWesternworld.Sothatis,Ithink,thekindofissuewe'vegottodealwithasthisprocessofglobalisationgatherspace.1.2Asurveyhascomeupwithsomeinterestinginformationaboutthecostoflivinginourmajorcities.Tokyoisstillthemostexpensivecityintheworld.OsakaissecondandMoscowthird,onaparwithHongKong.ManyEuropeancitieshavegonedowntherankingsbecausetheirexchangerateshavebecomeweakeragainsttheUSdollar.Moscow'sexchangeratehasalsobecomeweaker,butRussiahasamuchhigherinflationratethanmanyEuropeancountries.SopricesinMoscowareamongthehighestinEurope.ButthereisoneadvantageoflivinginMoscow.Theundergroundisexcellent-verycheapandmuchmorecomfortablethantheoneinLondon.NewYorkisthemostexpensiveUScity.ThisisbecausetheUSdollarisstrongerthanmanyothercurrencies.SomeEuropeancountriesthatusedtobefarmoreexpensivethanNewYourarenowmuchcheaper.Londonisthe10thmostexpensivecityintheworld,accordingtothesurvey.Ayearago,Londonwas5%-10%cheaperthanmanyFrenchandGermancities.Thisisnolongerso.NowLondonis15%dearerthantheGermanandFrenchcitiesmentionedinthesurvey.However,Londonisagoodcitytolivein.BusinesspeoplesaidthatLondonwasthemostexcitingofallthemajorcitiesintheworld.Londonersalsoclaimthatitiscleanerthanitusedtobe,andsaferthanmanyotherEuropeancities.Ifyou'rehardup,don'tgotoOslo-it'sEurope'smostexpensivecity.Mealsatrestaurantscostafortuneanddrinksareverypricey.1.3Conversation1Yes?CouldIspeaktoMrSmith?Er...Idon'tknowermIthinkhe'sout.Doyouknowwhenhe'llbeback?Well,I'mnotquitesure.Youcouldmaybetrytomorrow.OK.Bye.Conversation2Hello.IsthatJanet,Bill'ssecretary?Yes,that'sright.It'sJohnBlank.I'mjustphoningtogivehimaninvoicenumber.Yeah.Whatisit?Oh,letmesee,whereisit.Yeah,I'vegottohaveitheresomewhere.Look,phonemebackwhenyoufindit.I'mratherbusyjustnow.Conversation3Hello.I'dliketospeaktoBobGraham.He'snothere.Couldyoutellmewhenhe'llbeback?Laterthisafternoon.Well,couldyoutakeamessageforme?Sorry,Idon'thavetime.I'llhavetoringoff,I'mgoingtolunch.Conversation4Hello,it'sSusanhere.I'mjustphoningtocheckmyappointmentwithChristomorrow.Yeah?Couldyoulookitupforme?Oh,Idon'tknow...where'sthediary?...Yes,gotit.Soitwasthe16th,wasit?No,the18th.No,Ican'tfindanything,Ididn'twriteitdown.Conversation5HelloBilkLtd.Hello,thisisJackJohnson.I'mphoningaboutthedelivery.Hasitarrivedyet?No,ithasn't.We'vebeenwaitingaweek.Itstillisn'thereyet.I'mreallysorryaboutthat.Well,we'vebeenwaitingfortoolong.It'snotgoodenough.You'rewastingourtime.Oh,I'msureyourorderwillbe...UNIT2Brands2.1Whatisbrandingandwhydoweneedbrands?Abrandcanbeaname,atermorasymbol.Itisusedtodifferentiateaproductfromcompetitors'products.Thebrandsguaranteeacertainqualitylevel.Brandsshouldaddvaluetoproducts.It'sasynergyeffectwherebyoneplusoneequalsthree.Butcustomersmustbelievetheygetextravalueformoney.2.2Therearedifferenttypesofbrands.Therearewhatwerefertoasthestandalonebrandsorindividualbrands,forexampleAriel,HaagenDaazice-cream,Directlineinsurance,orMarlborocigarettes.Theyrequireseparatemarketingsupport.There'salsothecorporatebranding,orfamilybrandssuchasHeinzorVirgin,MarksandSpencer,Levis.2.3Weneednewbrandsbecause,well,customerswantnewbrands.Theywantchoice.Theywantaselectionofdifferentproducts.Theyliketorelyonthequalitylevelsguaranteedbythecompany.Theyliketotrustproducts.Itmakesshoppingsomucheasierforthem.Andalso,theyliketoidentifywithbrands.UNIT3Travel3.1Goodmorning,CPT.HowmayIhelpyou?It'sPhilippaKnighthere.Couldyouputmethroughtoextension281please?Certainly.Puttingyouthrough.Hello.MariaBonettispeaking.HelloMaria.It'sPhilippaKnightfromTheFashionGroupinNewYork.HiPhilippa,howarethings?Finethanks.I'mcallingbecauseI'llbeinLondonnextweekandI'dliketomakeanappointmenttoseeyou.Iwanttotellyouaboutournewcollection.Great.Whatdaywouldsuityou?I'mfairlyfreenextweek,Ithink.HowaboutWednesday?Intheafternoon?Couldyoumakeitthen?Letmelooknow.Letmecheckmydiary.Ohyes,that'dbenoproblematall.Whatabout2o'clock?IsthatOK?Perfect.Thankverymuch.It'llbegreattoseeyouagain.We'llhaveplentytotalkabout.That'sforsure.Seeyounextweekthen.Right.Bye.Bye.3.2Goodmorning,CPT.HowmayIhelpyou?I'dliketospeaktoMariaBonetti,extension281,please.Thankyou.Who'scallingplease?It'sPhilippaKnight,fromTheFashionGroup.Thankyou.I'mputtingyouthrough.Hello,I'mafraidshe'sengagedatthemoment.WillyouholdorcanItakeamessage?I'llleaveamessageplease.Thethingis,IshouldbemeetingMsBonettiat2pm,butsomething'scomeup.Myplanewasdelayed,andI'vegottoreschedulemyappointments.Ifpossible,I'dliketomeethertomorrow.Preferablyinthemorning.Couldshecallmebackhereatthehotelplease?Certainly.What'sthenumberplease?It's02075853814.I'llbeleavingthehotelsoon,soifshecan'tcallmebackwithin,say,withinthenextquarterofanhour,I'llcallheragainthismorning.IsthatOK?Right.I'vegotthat.I'llmakesuresheget'sthemessage.Thanksforyourhelp.Goodbye.Goodbye.3.3Couldyouintroduceyourselfplease?Certainly.Myname'sDavidCreithandI'mtheCustomerServiceTeachingManagerforBritishAirwaysinTerminal4atHeathrow.Whatproblemsdoyouhavetosolveforbusinesstravelers?Alotofproblems.Probablythemainoneisseatingrequests.Alotofbusinesstravelershavespecificseatingrequests.Somepeoplewantanaisle,somepeoplewantawindow,somepeoplewanttositnexttotheircolleague.It'snotalwayspossibletogiveeveryonetheexactseattheywantduetotheaircraftbeingfullybooked.Certainpassengersmaysaythisisgoingtodisrupttheirbusinesstrip,becausetheycan'tdiscussthingswithcolleagues-thatsortofthing.Oneoftheotherthingswegetisdowngrading.Sometimes,likeallairlines,duetocommercialpressurewehavetooversellfights.Occasionallywemiscalculateandhavetodowngradepassengerstoalowerclass—forexamplefromFirsttoBusinessClassorBusinesstoEconomy.Obviouslypassengersaren'thappyaboutthisatall.Theoppositethingisanupgrade.Passengersmayrequestanupgradeforcountlessreasons—foranythingthathashappenedtotheminthepastandtheyperceivethatBritishAirwayshasdonewrongly.Orjustbecausetheythinkthey'reaveryimportantpersonorverycommerciallyimportantasregardsBritishAirways.Andsotheydemandanupgradeforthesmallestofreasons.Forexample,wehaveGoldCardholders—that'spartoftheBritishAirwaysfrequentflightsscheme—wholiketoseetheirstatusrecognisedandwillrequestanupgradealmosthabitually.Therearealsoproblemswithbaggage.Passengers'baggagemayhavebeenlostordamagedonpreviousflights,anditmaymeanalotofrunningaroundonmypart,andtryingtotracewhereabagmayhavegonemissingorhowitwasdamaged.Andit'squiteanexhaustingprocesstryingtofindoutthingsbecause,obviouslyHeathrowandBritishAirwaysisaverylargeorganisation.3.4Howdoyoudealwithpeoplewhocomplainbyphone?Theveryfirstthingyou'vegottodoislistenverycarefully,becausetheymayhaveaveryvalidcauseforcomplaining.Buttheimportantthingistolistencarefullyenoughtofindtheactualcauseofthecomplaint,andnotjustthesymptomsofthecomplaint.Forexample,apassengermayhavebeenonadelayedflight.Fromourpointofviewit'simportanttofindoutwhatactuallycausedthedelay—becauseitmayhavebeenfactorscompletelyoutoftheairline'scontrol.Andifitwassomethingtodowiththeairlinethenweobviouslyhavetotryandredressthat,sothatitdoesn'thappenagainandofferanapologyifit'sdue.UNIT4Advertising4.11There'soneaboutacarwithlotsofchildrenandpeopledancing.They'reallplayingaround.Ilikeitbecauseit'scolourful,Ilikethemusicandit'schaotic.ButIcan'trememberwhatcaritis.Oh,andIhatealltheadsforbanksandinsurancecompanies.They'resoboring.2TheoneIlikedwasLeviStrauss,whenaverygoodlookingboydivesintoapool.Andeveryonethinkshelooksmarvelous.Andthere'sagreattunetheyplay-'Madabouttheboy'.3IlikedtheRenaultClioadsomuchthatIwentoutandboughtthecar.Myhusbandhadn'tpassedhisdrivingtestanditwastotallymydecision.Ithoughtitwasafunnyad.Itjustappealedtomysenseoffun,andactuallyitwasabitofajoketosaythatI'dboughtsomethingasbigasacarpurelyonthebasisoftheadvert.4IrememberwatchingaDairyBoxchocolateadvertverylateatnightwithsomecollagefriends,andtherewasanall-nightgarageroundthecorner.SuddenlyIjustfeltthatIhadtohavethosechocolatesandIwentoutandboughtthem.Itwasanimmediateresponsetoanadvert.Normallyyoudon'tallowyourselftobeinfluencedstronglybyadsbutsometimesit'sfunjusttogoalongwithit.4.2Andrew,couldyoutellmewhathasbeenyourmostsuccessfuladvertisingcampaign?Er,IdidacampaignforamarmaladeproductcalledFrankCooper'smarmalade,inBritain.Itwasacampaignweorganizedwitharadiostation,ClassicFM,whichconcentratesonclassicalmusic.Wetargetedthemorning,thebreakfastprogramme,andwehadaseriesofregularadverts,wehadasponsorshiptie-upandwehadacompetition.Andtheresponsewastremendous.Wehadahugeincreaseinsalesofourmarmalades,especiallyinthekeyretailerswhoweweretargeting,andsincethenwehadmanymorelistingsinretailoutlets.Sothecampaignwasextremelypositive,butthekeythingthatmadeitsuccessfulwastheamountofmoneywespent-verylittlemoney-andintermsofsalesresults,asapercentageoftheamountofmoneywespent,itwasahugesuccess.Soitwasverycosteffective.Itwasverycosteffectiveandattheendoftheday,that'swhatwe'relookingfor.Whydoyouthinkitwassosuccessful?Targeting.Wehadaverygoodmatchbetweenthetypesofpeoplewhoweknewboughtmarmaladeandthetypesofpeoplewhoweknewthroughresearchlistenedtothatradiostation.Andwefittedthemtogetherinawaythatmadesense.Inthemorning,atbreakfasttime,marmaladeisaproducteatenmainlybyolderpeople,sotheywerelisteningtothisradiostation.Everythingfittedtogether-that'swhatmadeitasuccess.IsthereanotherpieceofTVadvertisingyoucanthinkof,whichwasverysuccessful?Well,er...IwasveryproudonceofanadvertIdidforKraftCreamCheeseSpread.Itwasverysimple.Wedemonstratedwhattheproductdid.Threeglassesofmilkwentintothischeesespread,wesaidwhymotherswouldneedit-itwasforthekidstohelpthemgrowup,itwasagrowingupspread-andwecreatedanadvertthatwasfun.Andsothekidslikedwatchingit,andsoobviouslywhentheywereinthesupermarketwiththeirmothers,they'dsay,'Mum,mum,Ilikethatproduct,canwegetit?'Andsothekidslikeit,themotherfeelsOKbecauseshe'sbeingreassuredthatit'sgothealthandnutritionbenefits,andthesaleshavedoneverywell.That'sthekeythingaboutadvertising.Ifitdoesn'tgeneratesales,thenit'snogood.4.3Andrew,alotofpeoplethinkadvertisingisawasteofmoney.Isthatyourview?No,notatall.Iwouldsaythat,wouldn'tI?Advertisingisoneofmanywaysinwhichmanufacturerspersuadecustomerstobuytheirproducts.You'vegotpublicrelations,you'vegotsponsorship,you'vegotpricepromotions,you'vegotallsortsofpromotionaltechniques.It'soneelementofwhatwecallthemarketingmix.Intoday'sworld,peoplearebombardedwithadvertising,withcallsontheirtime,withpickingupthekidsfromschool,takingthedogforawalk,payingthegasbill.Theyhaven'tgottimetomakejudgmentsonwhichcanoftomatoesisthebestoneforme,orwhichbrandofcoffeegivesmethebestflavour.Andifyoucanbeconstantlytellingpeoplewhytheyshouldchooseyourbrand,ratherthananotherone,they'regoingtorememberthat.Sowhenthey'reshopping,andtheyseeyourproductontheshelf,they'llrememberit.It's'frontofmind',aswesay.Itmeansthatthepersonknows,ahcoffee,Ineedcoffee,whichbrandamIgoingfor,ahJacobs,yesI'veseenthat,that'sgoodisn'tit-andtheyjustbuyit.It'sanautomaticresponse,theydon'tspendmorethantwoorthreesecondsmakingachoice,andunlessyou'refrontofmindinthosetwoorthreeseconds,they'regoingchooseanotherbrand.4.4Presentation1Goodmorningeveryone,onbehalfofmyselfandFocusAdvertising,I'dliketowelcomeyou.Myname'sSvenLarsen,I'mCommercialDirector.Thismorning.I'dliketooutlinethecampaignconceptwe'vedevelopedforyou.I'vedividedmypresentationintothreeparts.First,thebackgroundtohecampaign,nexttheresultsofourmarketstudy,thirdly,theconceptitself.Ifyouhaveanyquestions,pleasedon'thesitatetointerruptme.Presentation2Hi,I'mDominiqueLagrange.Goodtoseeyouall.Asyouknow,I'mCreativeDirectorofDMK.I'mgoingtotellyouabouttheideaswe'vecomeupwithfortheadcampaign.I'llgiveyouthebackgroundandtalkyouthroughtheresultsofthemarketstudyandtellyouallaboutourconcept.Ifyou'renotclearaboutanything,goaheadandaskanyquestionsyouwant.UNIT5Employment5.1Alan,howcanacandidateimpressaninterviewer?Well,David,Ifeelit'sbasicallyalldowntogoodpreparation.Firstofall,findoutaboutthejob.YoucouldringupthePressOfficerortheMarketingDepartmentandgetthelatestpressreleases,orperhapsanannualrepot.Theannualreport,forexample,willsaywherethecompanyoperatesandtheproductsitsells.Then,whenyougetthere,youperhapscouldcongratulatetheintervieweronarecentsuccessthecompany'shad.Inanutshell,findoutaboutthatcompany.Showthatyou'vetakenaninterestinthecompanyandshowenthusiasmforthejobbecause,afterall,that'swhatthey'relookingforinthecandidate.Theywantsomebodynotonlywho'squalifiedforthejobbutwillwanttodothejob,andwillbeinterestedandenthusiasticaboutthejob.Secondly,youcouldgotothecompanymaybeafewdaysbeforetheinterview,talktothereceptionist,getacompanynewspaper—youcanalwayspickyouliteratureontheproductsmaybeyou'llbeinvolvedin.Averygoodtip-findoutwhatthedresscodeis.Youneedtofitinandyouneedtomakeagoodimpression.Finally,yourCV.Makesureit'seasytoread,it'swellwritten,butit'sconcise-don'tramble.ImustsaythatIhavedoneallofthis,I'vepreparedmyCV,anditwasreallygood.Ileftitbehind-Ididn'tgetthejob!5.2Alan,arethereanykeyquestionsthatyouregularlyusewheninterviewingcandidates?Yes,thereareandit'salmostaritualwithme.FollowingtheCVtellsyouaboutthepersonandtheirqualifications.Whatyoualsowanttoknowistheirpersonality.SokeyquestionsIask—whatdotheylikemostandwhatdotheylikeleastabouttheirpresentjob?Theymightsaythattheyliketravellingandtheylikemeetingnewpeople.Thesearestandardanswers.Ithinkmoreinterestinglyperhapsarewhatdon'ttheylikeaboutthecompany.Theymightnotlikeworkingweekendsattheircurrentcompany.Youmighthavethesameproblemswithyours,workingweekendsmightbesomethingessentialforthejob.Also,askthemwhattheirweaknessesare.They'reusually,generallyIwouldsay,quitehonestwhenthey'regivingtheirweaknesses.Andaskthemwhattheirstrengthsare.Itgivesyouanin-depth,ifyoulike,feelingabouttheirpersonalityratherthanjustthestraightforwardqualificationsthattheyhaveontheirCV.Dotheyfitin?That'swhatyou'rereallylookingfor.5.3Good,everyone'sherenow.There'scoffeeifyouwantit.Right,canwestartplease?Asyouallknow,Roberto'sbeenworkingasassistanttoCarlaNunezforsixmonthsnow.He'sjustfinishedhimprobationaryperiod.Howdoyoufeelaboutofferinghimafulltimecontract?I'mnotsureweshoulddoitreally.Itsaysinthisreportthathe'sbeenlatetoworkafewtimesandhecanberather...Oh,Idon'tthinkthat'stooimportant...Couldyouletherfinishplease?Oh,sorry,Ididn'tmeantobuttin...AnotherthingaboutRobertoI'mnothappyabout.Heleavesexactlyontimeeveryday.Alsohedoesn'thavelunchwithusveryoften,youknow,hegoesoffonhisown...I'mnotsurethat'srelevant.Mmm,maybe.Ithinkweshouldmoveonnowifwe'regoingtofinishby11o'clock.Wedohaveotherpromotionstoconsider.Butwhatabouthisactualwork?Inmyopinion,it'sfine.He'sdonesomereallygoodthings.Well,Ithinkweshoulddiscussthisabitmore.Whatexactlydoyoumeanby'goodthings'?Well,thanksverymuch,Maria.You'vemadeyourviewsveryclear.OK,let'sgooverwhatwe'veagreed.Robertowillhaveafurtherprobationaryperiodofthreemonths.Afterthat...5.4Howletmeaskyouaquestionweaskallourcandidates.Whyshouldwehireyou?Whyhireme?Simple.Igetalongwellwithpeople.I'musedtodealingwithpeoplefromallwalksoflife.That'svitalforthisjob.AndI'vegotlotsofideasformakingSlimgymsmoreprofitable.Wanttohearthem?Notjustnow,ifyoudon'tmind.We'llcomebacktothatlater.Um,aboutyourattendancerecord.Couldyoutellmewhyyou'vehadquiteabitoftimeoff?Hmm,you'vebeentalkingtomyboss,Isee.Let'sgetthisclear.I'vetakenadayoffnowandthen,true,butit'salwaystogotosomefamilycelebration—amarriage,achristening,afamilyreunionsometimes.Uhhuh.Anyway,I'vegotagreatassistantatwork—shelooksafterthingsifI'maway.It'snoproblematallifIhaveadayoffnowandthen.Right.Canwelookintothefuturenow?I'minterestedtoknowwhereyouseeyourselfinafewyears.InafewyearsIsupposeIseemyself...um,workingforyourorganisation,runningthewholebusiness.Ihopeyouachievethatobjective.5.5Right,aquestionnowaboutyourmanagerialskills.You'recurrentlywithasportinggoodsfirm.Doyouenjoyworkingonateam—withothermanagers?Ienjoyworkingwithcolleaguesalot,especiallywhendevelopingaproject,let'ssay,workingonanewproduct.It'sexciting,oftentiring,you'reworkinglonghourssometimes,buteveryone'sworkingtogether,tomakeasuccessofthings.Sowouldyousayyou'reagoodteamplayer?Definitely.But,letmesaythis,Iliketobeonmyownfromtimetotime.Especiallyifthere'ssomeproblemtobeworkedout.IguesssomepeoplewoulddayIkeeptomyselftoomuch,butit'snottruereally.OK,letmefollowthatup.Um,I'dliketoknowwhatyourcolleagueswouldsayaboutyou.Howwouldtheydescribeyou?Huh,that'sadifficultone.Mmm...Ithinkthey'dsayIknowmyownmind,I'madecisiveperson.Sometimes,youhavetodothingsthatyoudon'tlike,forexample,fireanemployee.Well,ifIhavetodoit,Idoit,andthenforgetaboutit.Whatelsewouldyourcolleaguessay?They'dsaythatI'mafriendlyperson,whenIgettoknowpeople,someofthemthinkI'mtoofriendly.Really?Well,youknow,afewofthewomeninthecompany,theygetalittlejealous,becauseItakeoutmyadministrativeassistant,Sue,fromtimetotime,giveheranicelunch,youknow,saythanksforallherhardwork.Nothingwronginthat,isthere?5.6You'reobviouslyeagertogetthisjob.Couldyoutellmewhatyourstrengthsare?Whatdoyouthinkyou'regoodat?Mainstrengths?Goodatmanagingpeople,I'dsay.Isupposeit'smyarmytraining.Iknowhowtosetgoalsforpeople.Objectives.AndImakesuretheymeetthem.Hmm,don'tyouthinksomepeoplemightgetupset,youknow,losetheirmotivationiftheydon'tachieverthegoalsyouset?Notatall.Youdon'tgetanywhereinthislifeifyou'retooeasyonpeople.You'vegottomakeanefforttogetanywhere.Likeyourhealthclubcustomers.Iftheywanttogetfit.They'vegottohavediscipline.Doalltheexercises,eatproperly,giveupalcoholandsmoking.Changetheirlifestyle—that'swhatit'sallabout.Mmm,interesting!Afinalquestion.Maybeadifficultone.Couldyoutellmehowyou'vechangedinthelast...oh...fiveyears,let'ssay.Sure.IthinkI'mmorerealisticnowthanIusedtobe.Iknowit'llbedifficultformetogetagoodjob—beinginthearmymostofmylife.So,I'mtryingtolearnnewskills,updatemyknowledge.Likeinmarketingandfinance.SoI'llhavemoretoofferanemployer.I'mnotgoingtositaroundwaitingforthebigjobtocometome—it'snotmystyle.5.7Right.Canyoutellmewhyyouwanttoleaveyourpresentjob.TVannouncer.Wellpaid.Everyoneknowsyou.Admiresyou.You'vegoteverythingyouwant,don'tyou?Huh,Iguessitdoeslooklikethat.Idolovethejob.ButI'mthirtynow.Iknowthemanagementislookingforyoungertalent.Itwantssparky,glamoroustwenty-year-oldsinthejob.Toincreasetheratings.I'monthewayout,Iknowthat.So...I'mgoingbeforeI'mpushed.Ohsurelynot.Someonewithyourreputation.Peoplecomeandgoinmyprofession.Thinkofallthestarsoftenyearsago.Wherearetheynow?Mmm,Itakeyoupoint.Um,lookingatyourCV,yourearliercareer,yougaveupcompetitiveswimmingwhenyouwere...er...twenty-four.Ratherearlytodothat,wasn'tit?Imean,don'tswimmersgooncompeting...?Look,I'msureyouredthepapers.Youmustknow,whenIwonthebigraces,someoftheswimmersaccusedmeoftakingdrugs.Youknow,toimprovemyperformance.Itwashorrible.Allabunchoflies.Igotreallyupset,Ithought,oh,Idon'tneedthisnonsense.Ijustgaveitallup.I'dhadenough.UNIT6Trade6.1Ifwebymorethan500casesoftheReserve,whatdiscountcanyouofferus?On500,nothing.Butifyoubuy1,000cases,we'lloffer15%.Letmethinkaboutthat.Now,ifIplaceanorderfor1,000,willyoubeabletodispatchimmediately?Idon'tknowaboutimmediately,butcertainlythismonth.Well,ifyougetittousbeforetheChristmasrush,it'llbeOK.Itakeityourpricesincludeinsurance?Actually,no.You'dberesponsibleforthat.Ifyoucanincreaseyourorder,thenwe'dbewillingtocoverinsuranceaswell.I'llneedtodosomecalculations.Let'slookatmethodsofpayment.Sincewe'venotdealtwithyoubefore,we'dliketobepaidbybanker'sdraft.Well,thisisalargeorder.We'vedonebusinesswithmanywell-knownwineproducersandwe'vealwayspaidbyletterofcredit.OK.Ifweagreetoyoupayingbyletterofcredit,thenyou'llhavetopayuswithin30days.Thatshouldbefine.6.2Whenyougointoanegotiation,doyoualwaysexpecttowin?IguessthehonestansweristhatIalwayshaveaclearexpectationofwhatIexpecttoachieve,andIguessIwouldliketoalwayswin.Letmeillustratethatforyou.SomethingthatwassortofsharedwithmeearlyinmycareerwasthemnemonicL-I-Mandthat'sLike,Intend,Must.Whatwouldliketodo,whatwouldIintendtodo,andwhatmustIdo?AndthisisprobablywellillustratedbyarecentcontractthatwenegotiatedintheUKwithamajorleisurecompany.And,Iguessour'like'was,wewouldliketowinthebusinessthereandthen,inthenegotiationonthatday.Iguessour'intend',wasthatwemustleavethatgroupthinkingweareaveryprofessionalandcompetentoutfit,whocanbestmeettheirneeds.AndIguessour'must'was,wemusthavedoneenoughtokeepthedialogueopenandensurethatourcompetitordidn'twinthebusinessonthatday.So,theshortanswerisyoudon'talwayswin.Ialwayswanttowin,butIdon'talwaysexpecttowin--butIcertainlyexpecttodelivertheobjectivethatwewenttoachieve.6.3Couldyougivemesometipsfornegotiating?Yes.Ithinkeverybodyhastheirowntips.ButthesethingsthathaveworkedformyselfandthepeopleI'veworkedwith,andit'smorearoundavoidingclassicerrors.AndIguessthefirstoneistoidentifywhothedecisionmakeris.I'velostcountoftheoccasionsateverylevel,fromfirst-linesalesmanthroughtoboarddirector,boardtoboardnegotiations,whereI'veseenfantasticpresentations,superbdialogue,andtheperson