chapter-20-Concluding-a-deal

Unit20ConcludingadealNEUSchoolofBusinessAdministration2/Chapter20ReviewthewholestoryBiburySystems:anelectronictoysmanufacturingco.EdwardGreen:ayoungmenwithoutexperienceBigBoss:aninnovativevoice-activatedtoyMark2:agenuinebreakthroughintoyindustryPhilWatson?CliveHarris?KazoSakai?JennyRoss?MsWongKateMcKenna?MrSmithGeraldine?GeorgePearsonDerekJones?PeterDayDonBradley?NEUSchoolofBusinessAdministration3/Chapter20BackgroundFromthelasttwounits,wecantellthatEdwardisasmartandcapableman.ThedealbetweenBiburySystemsandEromartistobeconcluded.However,thingsarenotgoingonassweetasDerekexpected.SinceCliveandDerekcouldn’treachagreementontheunitcostofMark2,Derekdecidedtoquithisjob.It’sbeena“deadlock”situation.Wouldtherebeanyturningpointtomorrow?NEUSchoolofBusinessAdministration4/Chapter20ObjectivesREACHINGAGREEMENT取得一致SUMMARIZINGWHATYOUHAVEDONE进行归纳CONCLUDINGANEGOTIATION结束谈判NEUSchoolofBusinessAdministration5/Chapter20Inthisunit...SallyWongmakesanewproposalfortheMark2project.Clive,DerekandSallyhaveanothermeetingandreachanewconclusion.EdwardnegotiatesabetterjobpackageatBiburySystems.NEUSchoolofBusinessAdministration6/Chapter20Newwordsandexpressionscommitment投入/许诺contribution贡献proposal提议/建议salary薪水package小包/一整套东西bonus奖金/津贴draftcontract合同草案overcome克服/征服insist坚持/坚决targets目标gratitude感激/谢谢conditional有条件的concession让步/妥协NEUSchoolofBusinessAdministration7/Chapter20NEUSchoolofBusinessAdministration8/Chapter20AturningpointDerekhasgonethroughseveralargumentswithDon,KateandClivetosupporthisnewidea.Howeverhiseffortsseemednottopayoff.Greatlydisappointed,heproposedaresignationtoClive.Followthestoryandfindouttheanswertothis:“DoesDerekfinallychangehismind?“NEUSchoolofBusinessAdministration9/Chapter20DEREKJONES:IhavebeenwithBiburySystemsfortwelveyears.Ihavegiventhecompany100%commitment.Ifeelverydisappointedthatyouareunabletosupportmeonthisproject.IknowthattheMark2willworkanditwillsell.Iintendtostartlookingforacompanythatvaluesnewideas.CLIVEHARRIS:Derek,theremustbeawayroundthis.Iknowhowyoufeel.AndIdovalueyourcontribution.ToproveitI'mgoingtoincreaseyourresearchbudget...DEREKJONES:That'snotthepoint,Clive...CLIVEHARRIS：Yes,putherthrough，Sally--goodmorning.Yes,heis.Justaminute.It'sSallyWong.Shewantstotalktoyou.NEUSchoolofBusinessAdministration10/Chapter20ToretainyourstaffForacompanywhichcanmaintainasolidpositioninacompetitivebusinessenvironment,it’scrucialtorealizethatpeoplewithtalentisthekeytosuccess.Hence,oneofthemostchallengingjobsformanagersistoretainthetalentedpeople.Watchthefirstpartofconversationagainandfindout:1.WhatdoesDerekintendtodo?2.WhatwillClivedotochangeDerek’smind?NEUSchoolofBusinessAdministration11/Chapter20Edward’srequestsFromthestarttofinalizingdealwithMr.McNeilfromEromart,wehaveseenthegrowthinbothnegotiationtechniquesandcommunicationskillswithcustomers.Meanwhile,Edwardalsohasrealizedhismaturityinmakingdealswithretailers,suppliersandcooperators.ThistimeheisabouttousetheknowledgeandskillslearntinBiburySystemstonegotiatehiscompensationsandbenefitswithDon.Let’stakealookhowhenegotiatehiswholepackagestepbystep.NEUSchoolofBusinessAdministration12/Chapter20Edward’srequestsDONBRADLEY:Edward,I'velookedthroughthedraftcontractwithEromart.Iseeyou'vecoveredpackaging,insurance,latedeliverypenalties...andyoudidwelltomakehimagreetobemoreflexibleovertermsofpayment.Welldone.Nowwecangetthecontractfinalised.EDWARDGREEN:BeforeIgo,canwehaveachat?DONBRADLEY:Sure.Whatabout?EDWARDGREEN:Don,IhavebeenwithBiburySystemsfor6monthsnow,andI'dliketotalkaboutmyfuture.NEUSchoolofBusinessAdministration13/Chapter20AnewsolutionMsWongcallsupandcomesupwithanewcooperationproposal.Watchthenextpartofdialogueandtryyourbesttofindoutthekeystothefollowingquestions.1.WhichpartofthedesigndoesMsWangwanttochange?2.Howdoesshefeellikeabouttheconclusionofyesterday’smeeting?3.AccordingtoMsWong’sadvice,whatneedtobedonetomaketheproducingprocessmoresimpler?NEUSchoolofBusinessAdministration14/Chapter20AnewsolutionMSWONG:I'mterriblysorrytoaskyoutocomehereearly,butIhaveaproposalthatcouldbenefitbothofus.CouldIsuggestthatwelookatthesedesignsagain?ParticularlyIwantyoutolookattheinterfacebetweenthereleasemechanismandthescanner.Ibelievethatwecanmaketheprocesssimpler.DEREKJONES:No.Ihavebeenthroughthismanytimes.MSWONG:Iamsorry,ifyoucouldjustbearwithmeasecond...Ispentalllastnightworryingaboutthis.Ibelievetheconclusionofyesterday'smeetingwasveryunfortunate.IwantedtofindawayforwardandIthinkIhave.Thescannerdoesnotneedtobepoweredfromthesamesource.Thatmeansitcanbeproducedseparately.DEREKJONES:No,no,no,it's...You'reright.Thisisbrilliant.MSWONG:It'sreallyverysimple.NEUSchoolofBusinessAdministration15/Chapter201.WhichpartofthedesigndoesMsWangwanttochange?2.Howdoesshefeellikeabouttheconclusionofyesterday’smeeting?3.AccordingtoMsWong’sadvice,whatneedtobedonetomaketheproducingprocessmoresimpler?1.Theinterfacebetweenthereleasemechanismandthescanner.2.Shethoughtitunfortunate.3.Toproducethescannerseparately.NEUSchoolofBusinessAdministration16/Chapter20What’sEdward’sadvantages?Inapokergametable,it’svitalforplayersto