實用商務情景口語:商討合同細節

MB: Hi! Welcome to Webware.
ST: Thanks, nice to see you again
MB: You too. So, you said you wanted to come in and have a chat before you started...
ST: Yeah, I just wanted to have a look round, and ask a few more questions, if I can... MB: Sure, fire away!
ST: Well, I was delighted to receive the job offer...
MB: Good – we were delighted to offer it to you...
ST: But before I sign the contract there were one or two specifics I wanted to talk about
MB: Ok...’specifics’?
ST: e is a pay scale, instead of a fixed salary...
MB: Yes, as a new employee you’d be at the lower end of the pay scale.
ST: But taking my experience into account...
MB: Well, you haven’t had that much experience – we see you as an investment...
ST: But that salary would only be a little more than I’m making now – so, instead of asking for a higher level on the pay scale, I thought this could be compensated by adding certain bonuses – for instance if I make certain sales targets, or even break them, I would be looking for a good cash payment, or stock options in the company.
MB: Well, that is something we sometimes offer senior members of staff, but to show good faith I’ll provisionally offer you the bonus scheme – but I’ll have to okay it with Philip first.
ST: That’s fine. I also see there are 25 days holiday...
MB: Yes. That’s standard.
ST: it’s not very much for a high pressure job though...
MB: I can’t offer you any more holidays...
ST: No, but I was wondering if I could delay the start date – so instead of starting a week from now, as we discussed, I could start in a month’s time?
MB: You’re a tough negotiator, Sarah!
ST: That’s one of the reasons you hired me!
MB: Yes, of course. Ok, I think we can do that – I’ll look forward to seeing you in a month, and earning those bonuses!
fire away – an informal invitation to ask a question開始說；開始問；開始(常用於祈使句)
I'm ready to start writing down what you're going to say——fire away!
我準備記錄下你所要說的話 ——請說吧!

specifics - a precise quality or detail細微問題,細節

a pay scale - a pay range for a particular type of work or for all types of work within a particular organization 薪級；薪級表

a fixed salary – a salary that doesn’t increase over time. 固定工資

compensate - to pay somebody for work done or for something lost
補償,賠償;酬報[(+for)]
We compensate workers for injuries suffered at their work.
我們對工人在工作中受傷給予補償。

bonus - an amount of money given in addition to normal pay, especially as a reward獎金;額外津貼;特別補助
The workers are expecting a large Christmas bonus.
工人們期待着在聖誕節得到一大筆獎金。

stock options – the opportunity to buy shares in a company股票購買權

provisionally - temporary or conditional暫時地;臨時地

In this video Sarah meets Marcia to negotiate on some of the details in her contract.
Companies are often used to people negotiating so, as long as you're realistic and polite, and can justify your requests then it's likely that you will get something out of it.
Negotiating is more than just about your salary though, you can also negotiate on, for example, monthly salary, bonuses, car allowance(車補), pension contributions(撫卹金稅), healthcare contributions, number of days' holiday or even future salary review dates.
Some companies have fixed policies about benefits(津貼,救濟金), depending on the level of the position. This can make negotiation tricky(棘手的，複雜的), as the employer may literally have little say(發言權) over the package. This was the case with Marcia who was unable to offer Sara a higher salary or more days’ holiday.
If this is the case, simply ask them where they could be flexible - and negotiate from there. Sarah was successful in getting added to a bonus scheme and changing her start date through her persistence(堅持不懈).

總結:本集主要講了如何商討合同中的細節.商討過程的關鍵就是，你要實事求是，以禮待人，對自己的要求可以靈活的改變，就會有所得。