Louis:

Speaking of new clients. I'm expecting an important phone call in ten minutes, so let's wrap this up.

说到新客户。我正在等待10分钟后的一个重要电话，所以让我们把这个收起来吧。

Markus:

Well, I think we've both agreed on the terms. Can we shake on it? I mean, can I have your word that my new hourly wage will begin at the beginning of next month?(Markus holds out his hand.)

那么，我认为我们都同意了这些项。我们能握个手么？我的意思是，我能这样理解您所说的，我的新的时薪从下个月头开始执行么？（Markus 伸出他的手）

Louis:

(Louis shakes it.) Okay, Mr. Foreman. Get back to work, would you. And, I'll need you to order all of the supplies for Monday.

（Louis握了手）OK, 主管先生，请你回去工作吧。还有，我需要你订一下星期一的所有供货。

Markus:

Thanks, Louis. I'll get on that right now.

谢谢，Louis。我立刻去做。

Formalize the agreement/negotiation/形成约定/谈判

In most business negotiations it is a good idea to get something down in writing. Even if a decision has not been made, a letter of intent to continue the negotiations is often used. This is a way for each party to guarantee that talks will continue. A letter of intent often outlines the major issues that will be discussed in future negoatiations. In some cases a confidentiality agreement is also necessary. This is a promise from both parties to keep information private between discussions. When an agreement has been decided, a formal contract may be required. On the other hand, depending on the seriousness of the decision, and the level of trust between the two parties, a simple handshake and verbal agreement may be all that is needed. For example, an employer may offer a promotion and an employee may trust that the new salary will be reflected on the next paycheque. However, even if nothing is put formally in writing, it is wise to send an e-mail or letter that verifies the terms and puts the agreement on record, especially when a specific number is decided on.

在大部分商务谈判中，把东西写下来是个好办法。即使决定还没有做出，我们也经常用一封诚恳的信来使谈判继续下去。这是一种让每一方都保证继续交涉的方式。一封恳切的信经常会突出在将来的谈判中涉及到的主要议题。在一些案例中，一份机密的约定也是必要的。这是双方在讨论中保持信息不公开的一个保证。当一个约定形成时，可能一份正式的合同会应运而生。另一方面，由于约定的严肃性级别的不同，双方之间的信任程度不同，一个简单的握手和口头约定可能就足够了。例如，一个雇主晋升了一个雇员而这个雇员相信新的薪酬会在下一次的工资支票上体现出来。尽管如此，即使没有在纸上写任何东西，写一封E-mail来确认这些项并把这个约定记录下来，特别是那些最后约定的具体数字。

Sample E-mail/案例E-mail:

To: louis@landscapelabourers.com

From: markus@landscapelabourers.com

Subject: Today's Negotiation

Attachment: Site #345

Hi Louis

I just wanted to write and thank you for spending your lunch hour with me today. I'm pleased with how our talks went and am excited to take on my new role as crew foreman. Even though my new salary will not be put in place until the first of next month, I will begin my new duties immediately. The supplies for Monday's job (Site #345) have all been ordered, and the total of the invoice will be $349.98, including tax and delivery. The crew has been assigned their tasks for Monday so we will be able to start as soon as we arrive. You will find a chart attached outlining who will be taking care of what and how long it should take us to have it completed. If you have any concerns, feel free to call me at home over the weekend. Thanks again,

Markus 

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