親愛的朋友們，大家好！Welcome back to Keke English, BEC World, This is your friend, Charlie. In this section, I would like to share some amazing materials on Business English Certificate with you, which might give you some insights about the test.

TODAY’S TOPIC
The Negotiating Table

1. You can negotiate virtually anything. Projects, resources, expectations and deadlines are all outcomes of negotiation.

2. Herb Cohen, one of those professional negotiators, says that he is usually negotiating for somebody else, he says this helps him drain the emotional content from his conversation.

3. He is working in a competitive field and needs to avoid being too adversarial so that people would recommend him.

4. The starting point for any deal is to identify exactly what you want from each other. More often than not, one party will be trying to persuade the other round to their point of view.

5. It is a misconception that skilled negotiators are smooth operators in smart suits. However, someone believes that a better strategy would be to dress down so that the other side can relate to you and be empathetic.

6. People would generally feel more comfortable with someone who appears to be like them rather than superior to them. They may not like you but they will feel they can trust you.

7. It is also believed that the best way to sell your proposal is by getting into the world of the other side. You don’t have to be their best friend but being too clever will alienate them.

8. Joint venture can mean joint risk and sometimes if this becomes too great, neither party may be prepared to see the deal through.

Outcomes of negotiation 談判結果
Adversarial adj. 對抗的；對手的
The starting point 最初的起點
Dress down 著樸素的服裝
Relate to sb 理解某人
Be superior to sb 比某人優越
Alienate 疏遠
Joint venture 聯合經營

All right, I think it time to call it a day, let’s discuss something tomorrow, hope you find this useful, good bye.