商务英语 Level 5 Unit 1 Part 5 Dial

Dialogue【Negotiating Advice】

Hey Jack, it's Alice.
Hey Alice, what's up?
Actually I'm calling you for some advice.
Last week, you told me you had negotiated a big raise for yourself.
So I'm wondering if you can give me some tips.
Sure, I'd be glad to help.
What do you want to know?
I'll have a performance review next Friday, and I really want to use this opportunity to negotiate a raise.
Do you think I should make the first offer?

Well, traditional wisdom would suggest you let your boss make the first offer.
But the key is that whoever makes the first offer sets an anchor point around which the negotiation will be centered.
If you start high, your boss may adjust the figure down slightly.
But that's better than receiving a low offer and trying to negotiate up.

Hmm… That makes a lot of sense.
Actually I was hoping to get a 10% raise, so I should probably ask for like a 15% raise first so I'll have room to make concessions, right?
You've got the idea.
It's more likely that you can get a bigger raise that way.
And when negotiating, remember to give examples to highlight your performance.

Is there anything you've done that really shows your boss why you deserve a raise?
Yes, sure.
I developed, managed, and launched our last three marketing campaigns.
As a result, our sales have increased by 25% over the past two quarters.
In addition, I have taken on responsibilities that are not in my job requirements,
such as leading team meetings and mentoring new staff.
Wow, I definitely would give you a big raise if I were your boss.

Thanks. But I'm still concerned.
What if he turns me down?
Well, in that case, you need to be firm and stick to your position.
Try to find out why your request was rejected and how you could improve in the future.
And don't be afraid to ask to revisit the conversation at a later time.
A good manager will recognize your achievements and value to the company.

You're right.
Thank you so much, Jack.
I'll definitely use your tips next Friday.
Don't mention it. I'm confident you'll get what you deserve.
Thanks, talk to you later. Bye！
Good luck.

firm: 坚定的
position: 立场
revisit: 重提

Question

1. What is she calling him for?
   > some advice
2. Why does he think that she should make the first offer?
   > she can set an anchor point to her advantage
3. What does traditional wisdom about negotiation suggest?
   > letting the boss make the first offer
4. She is concerned that her boss could turn down her request for a raise.