谈判中,不对此进行准备的人，成功的机率微乎其微。
In the negotiations, those who do not prepare for it have little chance of success.
当然，不止在谈判中，在我们之前讲过的演讲系列文章里，最重要的也是准备这一环节。
Of course, it is not only in the negotiations, but in the series of speeches that we talked about before, the most important thing is to prepare this link.
因此，这次也一样，在正式开始谈判前，我们要做好充足的准备。
So, this time, too, we should be well prepared before the formal start of the negotiations.
首先，双方当事人都必须明确自己的目标和目的。
First of all, both parties must make clear their goals and objectives.
其次，每个当事人还都必须预见对方的目标。
Secondly, each party must also foresee the goal of the other.
因此，如果有需要，你最好做一些背景研究。
So, if you need it, you'd better do some background research.
最后，每一方都必须针对主要目标，提出几个可替代方案。
Finally, each party must propose several alternative solutions to the main target.
上篇文章里，我们给了大家一个案例，马库斯要跟老板路易斯谈涨工资的事情。商务英语基础之【谈判一】
In the last article, we gave us a case where Marcus was going to talk to his boss, Lewis, about a salary increase. The basis of business English [negotiation]
我们以马库斯的立场来看一下，怎么进行谈判前准备。
We look at Marcus's position on how to prepare for the negotiations.
马库斯在星期五下午找到路易斯，问他是否可以安排一个会议来讨论一下升职的事情。
Marcus found Lewis on Friday afternoon and asked him if he could arrange a meeting to discuss the promotion.
路易斯叹着气提醒马库斯，他们去年已经讨论过这个事情。
Lewis sighed to remind Marcus that they had discussed it last year.
马库斯对此表示同意，但同时向路易斯自己对公司的忠诚，并且坚持要求他们下星期再次讨论这个问题。
Marcus agreed, but at the same time to Lewis's own loyalty to the company, and insisted that they discuss the issue again next week.
最终，由于担心马库斯会当场辞职，路易斯妥协了，同意跟马库斯在星期一的员工午餐时间见面。
Finally, because of the fear that Marcus would resign on the spot, Lewis made a compromise and agreed to meet Marcus at his staff lunch time on Monday.
整个周末，马库斯都在想着星期一的会议。
All weekend, Marcus was thinking about Monday's meeting.
去年，他谈判前没有进行过准备，结果只得到了50美分/小时的加薪。
Last year, he did not prepare for the negotiations, and only got a 50 cent / hour raise.
他对此并不满意，从那时起，他就一直觉得自己被低估了。
He was not satisfied with it, and from then on, he had been feeling undervalued.
很多时候，在一天的辛苦工作后，马库斯都考虑要不要辞职。
Many times, after a hard day's work, Marcus was considering whether to resign.
然而，在寒冷的冬天又很难找到工作。
However, it is difficult to find a job in the cold winter.
马库斯要养活一家人，他不能失去自己的工作。
Marcus has to support a family, and he can't lose his job.
因此，马库斯决定，为这次谈判做一些研究。
As a result, Marcus decided to do some research for the negotiations.
他学了协同谈判背后的原则，并决定这次将采取此方法。
He learned the principles behind the negotiation and decided that this method would be taken this time.
在他理解了这个概念后，他会问自己一些问题作为准备。
After he understood the concept, he would ask himself some questions as a preparation.
最后，他能将协同谈判的规则应用到他自己的情况中。
Finally, he can apply the rules of synergy to his own situation.
下面就是马库斯在准备时问到的问题：
The following is the question Marcus asked when he was prepared.
What is my main objective?（我的主要目标是什么？）
What is my main objective? (what is my main goal?)
What are all of the alternatives I can think of?（所有我能想到的替代方案是什么？）
What are all of the alternatives I can think of? (what is all the alternative that I can think of?)
Why do I deserve to have my goals met?（为什么我值得得到这些？）
Why do I deserve to have my goals met? (why am I worth getting these?)
What will my opponent's counter proposal likely consist of?（我的对手会提出什么问题？）
What will my opponent's counter proposal likely consist of? (what will my opponent ask?)
How can I respond to this counter proposal?（我怎么回应他的提案？）
How can I respond to this counter proposal? (how do I respond to his proposal?)
When would I like to have this issue resolved?（我希望什么时候解决这个问题？）
When would I like to have this issue resolved? (when do I want to solve this problem?)
What is my bottom-line?（我的底线是什么？）
What is my bottom-line? (what's my bottom line?)
What market research/homework do I need to do to back up my cause?（我需要做什么市场调查/功课来支持我的理由？）
What market research/homework do I need to do to back up my? (what market research / homework do I need to do to support my reasons?)
What is my bargaining power compared to my opponent's?（针对对手的反对，我的议价能力是什么？）
What is my bargaining power compared to my opponent's? (in opposition to opposition, what is my bargaining power?)
What do I know about the principles of negotiating?（对谈判的原则了解多少？）
What do I know about the principles of negotiating? (how much do you know about the principles of negotiation?)
以下是马库斯对于准备问题的回答
The following is Marcus's answer to the question of preparation
My main objective is to be named crew foreman and to earn a salary that is competitive with other foremen in the area.（我的主要目的是成为领班，并且能够将工资涨到跟这个地区其他领班相同）
My main objective is to be named crew foreman and to, and the main purpose is to become a foreman, and to raise wages to other leaders in this area.
Alternatives include looking for work elsewhere, asking for a dollar more an hour, suggesting that Louis hire someone else to take on extra duties.（备选方案包括在别处找工作；要求每小时增加一美元；建议路易斯雇佣其他人来承担额外的职责。）
Alternatives include looking for work elsewhere, asking for a dollar more an hour, suggesting that Louis hire someone else to take on extra duties. (alternatives include job requirements elsewhere; one dollar an hour; advised Lewis to employ someone else to take on extra responsibilities.)
I deserve this promotion because I have worked with Landscape Labourers for five consecutive years, and have received many compliments from satisfied clients. I am the team member who reports early every morning and leaves last. If we are under a deadline, I work through my lunchhour. All of the other team members come to me with their questions.（我应该得到这样的晋升，因为，我已经连续五年在景观劳动者工作，并得到了许多客户满意的称赞。我是每天早上最早来，晚上最晚走的员工。如果在最后期限内，我即使在午餐时间也会一直工作。所有其他队员都带着他们的问题来找我帮忙解决.）
I deserve this promotion because I have worked with Landscape Labourers for five consecutive years, and have received many compliments from satisfied clients. I am the team member who reports early every morning and leaves last. If we are under a deadline, I work through my lunchhour. All of the other team members come to me with their questions. (I should get that promotion, because I have been working for five years in the landscape, and obtained many customers praise. I'm the first person to come every morning and the late evening staff. If I was in the deadline, I would work all the time at lunchtime. All the other players came to me with their problems.)
Louis will likely say that he can't afford to pay me more because business is slow in the winter. He will say that there are plenty of qualified labourers who will do the work for less money.（路易斯可能会说，因为冬天生意不好，他付不起我的工资。他会说，有很多合格的劳动者会以较少的钱来做这项工作。）
Louis will likely say that he can't afford to pay me more because business is slow in the winter. He will say that there are plenty of qualified labourers who will do the work for less money. (Lewis might say, because business is not good, the winter he can't afford to pay my salary. He would say that a lot of qualified workers will do the job with less money.
Both of these arguments are probably true. Landscape Labourers lost a lot of money last year due to poor weather. There were a few weeks that we couldn't work, but Louis had to pay us anyway because of our contracts. And, unemployment is at an all time high in our region. However, Louis just signed a contract with a new company that will mean regular work for at least the next two years. Also, the other
Both of these arguments are probably true. Landscape Labourers lost a lot of money last year due to poor weather. There were a few weeks that we couldn't work, but Louis had to pay us anyway because of our contracts. And, unemployment is at an all time high in our region. However, Louis just signed a contract with a new company that will mean regular work for at least the next two years. Also, the other