TheydroppedthemoneyforthepiratesfromahelicopteronaFridaymorning.ShippingexecutivePerGullestrup'screwwasreleasedandheadedhome.Thepirates,intheGulfofAden,headedoff.
Butthenextmorning,GullestrupwasinhiskitcheninCopenhagenwhenhiscellphonerang.Thecallerwas"Mr.Ali,"thepiratenegotiatorwhosaysheisknownondrylandasAliMohammed."WhenhegotashoreandgotbacktohishomeinSomalilandandhecalledme,initially,funnilyenough,itwasalmostacourtesycall,"saysGullestrup,CEOoftheClipperGroup."Hejustwantedtosayhe'dgottenbackhome."
Thatsurprisingcallmarkedanotherstepinanunusualworkingrelationship,betweenabargainerforpiratesdemandingamillionransomandthebusinesspersontryingtosavesailors'lives."WestartedtalkingbecauseIwascuriousabouttheinnerworkingofthesystem...andhewasveryforthingwiththat,"Gullestrupsays.
Overthecourseoftheirconversations,Gullestrupaskedaboutthepirates'thinkingwhentheyloweredtheransomfigure.Gullestrupwon'tsayexactlyhowmuchthepanypaid,onlythatitwasbetweenmillionandmillion.
Forhispart,Mohammedsayshewascuriousabouttheshippingpany'sbargainingstrategy,andthatthemenhavecontinuedtoe-mailbackandforth—twoorthreetimesaday.
"Wetalkabouttheissuesofpiracyorthisorthat,"Mohammedsays.
Theirexperiencespeakstobusinessnegotiationseverywhere,whichleavethepartiesnotnecessarilyasadversaries.Gullestrupisoperatingincircumstanceswhereheisessentiallyonhisown.Hecan'texpectmilitaryhelpwhenandwhereheneedsit.
Pirates,meanwhile,arecolluding,sharingintelligenceinanunregulatedenvironment.Economistswouldsaythedynamiccentersonmarketpower.ThesituationmakesithardforashipperlikeGullestruptofigureoutthemarketrateforransom.
第2篇：A compliment after service
Aplimentafterservice
A:IsthereanythingelseIcandoforyou,Ms.Cozwell?
B:No,thanks.That’lldoitfortoday,Joe.Idon’tknowhowyoukeepallthisstuffstraight!
A:Well,that’smyjob,Ms.Cozwell.
B:And,youdoitverywell!Thanksagainforthehelp!
服务后的称赞
A：我还能为您做点别的什么事吗，考茨威尔女士？
B：没有了。谢谢。今天就这些了，乔。我不知道你是如何把这些事管得如此井井有条的。
A：嗯，这是我的工作，考茨威尔女士。
B：你做得非常出*！再次感谢你的帮助。
第3篇：Language of a Negotiation
Thelanguageofanegotiationisaplicatedsmorgasbordofsounds,wordsandnon-verbalsignatures.Language,theproperuseofit,ismorethanwordsorsoundsinanegotiation.Itisthemeaningbehindthemthatrevealstherealmeaningofthespeaker.Alionorgorillavoicetheirintenttowreakhavoctomaketheirpreycowerorrun.Theyknowitiseasiertobringdownalargepreywhohasturnedhisbackinfear.Weretheelephantnottoturnaway,hewouldbeagoodcontenderandlikelythelionwouldwalkawayratherthanchancebeingcrushedundertheelephant’shoove.
Whenyouarenegotiating,havingalmostanyconversationwithanyoneelse,itisnotyourwordsthatarebeinglistenedtoasmuchashowyouarephrasingthemandtheintonationofyourdelivery.Andwe,asadeptsocialanimals,oftenhideourtruemeaningwithobliquementsandinflectionssoasnottoexposeourselvesunnecessarily.
Theequationissimple:Language+Delivery=IntentxObfuscation.
Deliveryofanlow-ballofferorseeminglyunreasonableproposalalongwithahumorousinflectioncanbeshruggedoffasajokeifitisreceivedandrejectedoutofhand.Ontheotherhand,ifitisnotrejectedbutcounteredthenyouhaveameaningfulbid-asksituationandstandthechanceofsecuringanagreementonattractiveterms.Theuseofdiametricallyopposedinflectiontoprovidecoverwhenthemessageissubstantiallydifferentthentheotherpersonexpectsisacalculatednegotiatingtactic.Anditworks!