Chapter 2

Sometimes It's Fast and Easy 快速、简单的谈判

……

Mike: Hello, come in, I've been waiting for you.

May: Thank you, I'm not late, am I?

Mike: No,no,no,not at all. It's just that I 've been ……（对话内容详见Disk 1-6）

For Your Information(背景介绍）

A fair and equitable deal can be reached quickly, with a minimum of effort on even the most complex issues. It depends on who the major players are, how motivated they feel and whether lawyers play an active role. If you think that's a little unfair to attorneys, you might be right. However, most of the lawyers I've worked with agree with me, off the record, of course.

There are businessmen and women out there who still do things the old-fashioned way. Their negotiating style in much the same as it was when they were kids. They know the rules, that to get value, they have to give value. All they want is a reasonable profit. When you run across a company like this, you should go out of your way to keep them happy.