Make sure that the aim for both sides is to reach the point where a decision can be made quickly, rather than leave problems to be resolved later.
确保双方的目标是达到一个可以迅速做出决定的点，而不是把问题留到以后解决。

You and your tearn are currently on your way to the Tanzanian city of Arusha to take part in negotiations concerning the development of a multimillion-dollar subsea cable system (your trainer will tell you which organisation you are representing). On the flight over you are interested to see the following article in today’s issue of the Pan-African Business Bulletin. Read it and discuss any implications it may have with your team.
您和您的教练目前正在前往坦桑尼亚城市阿鲁沙的路上，参加有关开发数百万美元海底电缆系统的谈判（您的教练会告诉您您代表的是哪个组织）。在飞机上，你有兴趣看到今天的泛非商业公报上的以下文章。阅读它，并与您的团队讨论它可能产生的任何影响。

The proposed construction of an undersea cable network to finally connect East Africa with business centres throughout the rest of the world enters the final round of negotiations in Arusha this morning.
拟议建造一个海底电缆网络，最终将东非与世界其他地区的商业中心连接起来，这一问题今天上午在阿鲁沙进入最后一轮谈判。
The project was put out to tender three months ago by the inter-governmental East Africa Community (EAC) consisting of the Republics of Kenya, Uganda, Tanzania, Rwanda and Burundi, with its headquarters in Arusha, Tanzania. Apart from Antarctica, Africa remains the last continent to enjoy full high-capacity connectivity with the World Wide Web. A spokesperson for the EAC said: ‘Current satellite networks are uneconomical and impede the development of telecoms businesses in the region. This landmark development will open up new opportunities for such enterprises and give the whole economy of East Africa a considerable and much-needed boost.’
由肯尼亚、乌干达、坦桑尼亚、卢旺达和布隆迪组成的东非共同体总部设在坦桑尼亚的阿鲁沙。除南极洲外，非洲仍然是最后一个与万维网实现充分高容量连接的大陆。东非共同体的一位发言人说：“目前的卫星网络不经济，阻碍了该地区电信业务的发展。这一具有里程碑意义的发展将为这些企业开辟新的机会，并为东非的整个经济带来巨大和急需的推动。
For years Africa has lagged behind in the digital race with a less than $6\mathrm{\%}$$6\mathrm{\%}$6%6 \% share of global internet use. In some parts of Central and West Africa, fewer than $2\mathrm{\%}$$2\mathrm{\%}$2%2 \% of the population have internet access. But demand for greater bandwidth has long outstripped supply, with the number of users increasing by over $1,000\mathrm{\%}$$1,000\mathrm{\%}$1,000%1,000 \% in the last ten years. In fact, according to recent projections, the Middle East and Africa are now by far the fastest-growing regions.
多年来，非洲在数字竞赛中落后，在全球互联网使用中的份额不到0#。在非洲中部和西部的一些地区，只有不到1#的人口可以上网。但对更大带宽的需求长期超过供应，在过去十年中，用户数量增加了2#。事实上，根据最近的预测，中东和非洲目前是增长最快的区域。
In response to this, the EAC has been accepting tenders for the laying of $17,000\mathrm{km}$$17,000\mathrm{km}$17,000km17,000 \mathrm{~km} of fibre-optic cable along the east coast of Africa. The plan is then to link this via Egypt to a landing point in the French seaport of Marseille, thereby connecting East Africa with European and Asian networks. Completion of the project is expected to take three years and will be broken into three separate phases, each costing in the region of 200 million US dollars.
为此，东非共同体一直在接受沿非洲东海岸沿着0号光纤电缆的投标。然后，计划通过埃及将其连接到法国海港马赛的一个着陆点，从而将东非与欧洲和亚洲的网络连接起来。该项目预计将在3年内完成，分为3个阶段，每个阶段的费用约为2亿美元。

Photo credit: O Shutterstock/Gwoeli
图片来源：O Shutterstock/Gwoeli
The project is not without its challenges. Undersea cables are vulnerable to damage due to adverse weather conditions. One recent disruption to transmission left tens of millions of internet users in Egypt, Saudi Arabia and Pakistan without connections for days before traffic could be rerouted. And continuing piracy off the coast of Kenya’s northern neighbour Somalia remains a constant threat to shipping in the area and could seriously delay construction of the proposed network.
该项目并非没有挑战。海底电缆很容易因恶劣的天气条件而损坏。最近的一次传输中断导致埃及，沙特阿拉伯和巴基斯坦的数千万互联网用户在流量重新路由之前无法连接。肯尼亚北方邻国索马里沿海持续不断的海盗活动仍然对该地区的航运构成持续威胁，并可能严重推迟拟议中的网络建设。
Seven cable-laying companies are known to have been involved in the first round of negotiations with the EAC. Just two remain for the final round: MarCom and Subsea Cable Dynamics. Sources suggest that the overall budget and technical specifications have already been agreed. So the key deciding factors are likely to be performance guarantees, the shareholding split and, crucially, the amount of inward investment the bidders are prepared to make in local cable manufacturing plants, together with any required transfer of technology. The successful tender is expected to be announced later this month.
据悉，七家电缆铺设公司参与了与东非共同体的第一轮谈判。最后一轮只剩下两个：MarCom和海底电缆动力公司。消息来源称，总体预算和技术规格已经商定。因此，关键的决定因素可能是履约保证、股权分割，以及至关重要的是，投标者准备在当地电缆制造厂进行的外来投资额，以及任何必要的技术转让。中标结果预计将于本月稍后公布。

Team 1: Subsea Cable Dynamics
团队1：海底电缆动力学

Photo credit: O John Fraser Hunt/Alamy
图片来源：O John Fraser Hunt/Alamy
In the upcoming negotiation, you and your team represent the interests of Subsea Cable Dynamics (SCD), one of the two remaining bidders for the East Africa cable network contract. SCD is a privately funded company with 15 years of accumulated expertise in submarine fibre-optic cable installation.
在即将到来的谈判中，您和您的团队代表Subsea Cable Dynamics（SCD）的利益，SCD是东非电缆网络合同的两个剩余投标人之一。SCD是一家私营公司，在海底光纤电缆安装方面积累了15年的专业知识。

Here’s a summary of the terms and specifications which have so far been agreed with the EAC:
以下是迄今为止与选管会达成一致的条款和规格摘要：
$117,000\mathrm{km}$$117,000\mathrm{km}$1quad17,000km1 \quad 17,000 \mathrm{~km} of subsea fibre-optic cable (capacity 1.28 terabytes/sec) to be installed over the three phases of the project at a cost of USD190m per phase (you understand this is within an acceptable $10\mathrm{\%}$$10\mathrm{\%}$10%10 \% of the estimate the EAC obtained from an independent consultancy prior to negotiations).
将在项目的三个阶段安装 $117,000\mathrm{km}$$117,000\mathrm{km}$1quad17,000km1 \quad 17,000 \mathrm{~km} 海底光纤电缆（容量为1.28 TB/秒），每阶段的成本为1.9亿美元（你方理解，这在EAC在谈判前从独立咨询公司获得的估计值的可接受范围内）。
2 This initial contract to cover just the first phase of the project. Phases 2 and 3 to be open to competitive tender on the understanding that, upon successful completion of Phase 1 , the contractor will have ‘preferred bidder status’ for the remaining two phases.
2这份初步合同仅涵盖项目的第一阶段。第2阶段和第3阶段将开放竞争性招标，但有一项谅解，即在第1阶段成功完成后，承包商将拥有剩余两个阶段的“优先投标人地位”。
3 The cable to be manufactured and materials sourced locally at fully-equipped plants in the EAC member countries; the cost of plant conversion and/or construction, staff training and retooling to be shared by SCD and the EAC (precise share of costs to be discussed).
3在东非共同体成员国的设备齐全的工厂生产的电缆和在当地采购的材料;工厂改造和/或建造、员工培训和重新装备的费用由SCD和东非共同体分担（确切的费用份额有待讨论）。

Knowing that the EAC is keen to promote foreign direct investment (FDI) in the region, you agreed to set up new cable plants and/or upgrade existing plants and manufacture locally using a combination of local labour and support staff and, initially, expatriate managers. You estimate, however, that this will incur costs of at least USD75m and you could not hope to recoup your share of this investment from the revenue for just Phase 1 of the project. You would, therefore, appreciate a more formal commitment in writing from the EAC that your contract will be extended into Phases 2 and 3. In addition, if you lost out to another bidder at the end of Phase 1 and were forced to sell your interests in the manufacturing plants on to them, you would not be in a very strong position to get a good price for them. So, simply having ‘preferred bidder status’ on Phases 2 and 3 is not sufficient. Ideally, you’d like the contract to be extended to at least Phase 2, if not all three phases. This is a top priority for you, but exercise caution, as the EAC are under the impression that the term of the contract has already been agreed.
了解到东非共同体热衷于促进该地区的外国直接投资（FDI），您同意建立新的电缆厂和/或升级现有工厂，并利用当地劳动力和支持人员以及最初的外籍经理在当地进行生产。然而，您估计这将产生至少7500万美元的成本，并且您不可能希望从项目第一阶段的收入中收回您的投资份额。因此，您希望EAC以书面形式做出更正式的承诺，将您的合同延长到第2和第3阶段。此外，如果你在第一阶段结束时输给了另一个投标人，被迫将你在制造工厂的权益出售给他们，你就不会处于一个非常有利的地位，以获得一个好的价格。因此，仅仅在第二阶段和第三阶段拥有“首选投标人地位”是不够的。理想情况下，您希望合同至少扩展到第2阶段，如果不是所有三个阶段。 这是你的首要任务，但要谨慎行事，因为EAC的印象是合同的条款已经商定。
2 Funding of the manufacturing facility
2制造设施的资金
You would expect the EAC to contribute at least a third of the funding for plant conversion (or construction) and staff training (approx. USD25m). The less they are prepared to finance this, the more vulnerable you are to heavy financial losses if you lose the contract after Phase 1. Of course, if the contract was longer and your revenue stream more assured, you might be prepared to cover more of the manufacturing costs.
你会期望EAC提供至少三分之一的资金用于工厂改造（或建设）和员工培训（约100万美元）。2500万美元）。他们准备的资金越少，如果你在第一阶段之后失去合同，你就越容易遭受严重的经济损失。当然，如果合同更长，你的收入流更有保证，你可能会准备支付更多的制造成本。
3 Ownership of the manufacturing plants and intellectual property rights (IPRs)
3制造工厂的所有权和知识产权
You would, of course, share ownership of the manufacturing plants with the EAC. But whatever your financial stake in their development, you would insist on a majority share in the ownership. Manufacturing and sourcing locally inevitably involve some transfer of technology on your part to your African business partners. But, in the event that you were not contracted for Phases 2 and 3, you could not let your patented technologies and procedures fall into the hands of your competitors. So you must retain control here.
当然，你会与EAC分享制造工厂的所有权。但无论你在他们的发展中有什么经济利益，你都会坚持拥有多数股权。在当地制造和采购不可避免地涉及到你向你的非洲商业伙伴转让一些技术。但是，如果你没有签订第二阶段和第三阶段的合同，你不能让你的专利技术和程序落入你的竞争对手手中。所以你必须控制这里。
4 Insurance costs 4保险费
Normally, you would insure yourself against production and installation hold-ups, but the risks with this contract are substantially higher because of the ever-present threat of piracy in the region. Similar projects have suffered months of delay when cable-laying vessels were hijacked and ransoms demanded. It’s a delicate issue, but you would require the EAC to agree to cover the extra cost of insuring against such disasters (subject to approving the quote for this).
通常情况下，你会为自己的生产和安装提供保险，但由于该地区一直存在盗版威胁，该合同的风险要高得多。类似的项目也曾因电缆铺设船被劫持和勒索而拖延数月。这是一个微妙的问题，但你会要求东非共同体同意支付额外的费用，保险对这种灾难（受批准的报价，这）。

5 Warranty period 5保修期
The lifespan of a cable network is around 20 to 30 years. Capital outlay can normally be recovered in four to six years. So this represents a very good return on investment (ROI) for the EAC. You are prepared to offer an industry-standard warranty of two years. But you would like to exclude from the warranty any break in transmission due to environmental causes, faulty work by sub-contractors or power supply failures which are outside your control. You have an excellent reliability record ( $30\mathrm{\%}$$30\mathrm{\%}$30%30 \% better than MarCom’s) and are, in fact, the patent-holders of PlowSafe ${}^{\mathrm{TM}}$${}^{\mathrm{TM}}$^(TM){ }^{\mathrm{TM}}, a new cable-laying technology which has been found to be $60\mathrm{\%}$$60\mathrm{\%}$60%60 \% more effective in cable protection. The PlowSafe ${}^{\mathrm{TM}}$${}^{\mathrm{TM}}$^(TM){ }^{\mathrm{TM}} system, however, was not part of your original bid to the EAC as it would have increased the overall cost by 10% (USD57m).
有线电视网络的使用寿命约为20至30年。资本支出通常可在四至六年内收回。因此，这对EAC来说是一个非常好的投资回报（ROI）。您准备提供两年的行业标准保修。但您希望将由于环境原因、分包商工作失误或您无法控制的电源故障而导致的任何传输中断排除在保修范围之外。你们有着出色的可靠性记录（比MarCom的好0#），事实上，你们是PlowSafe 1#的专利持有人，这是一种新的电缆铺设技术，在电缆保护方面更有效。然而，PlowSafe ${}^{\mathrm{TM}}$${}^{\mathrm{TM}}$^(TM){ }^{\mathrm{TM}} 系统并不是你最初向EAC投标的一部分，因为它会使总成本增加10%（5700万美元）。

1 Allocate roles amongst your negotiating team, e.g. chief negotiator, facilitator, decision-maker, numbercruncher, ideas-generator, observer. How can you maximise your strengths?
1在您的谈判团队中分配角色，例如首席谈判代表、促进者、决策者、数字处理者、创意产生者、观察者。如何最大限度地发挥你的优势？
2 From the information you have, prioritise your objectives. Draw up a H.I.T. list, if you like, of your ‘have to gets’, ‘intend to gets’ and ‘tradeables’. And try to predict what the other team’s priorities might be.
2根据您掌握的信息，确定您的目标的优先顺序。准备一份H.I.T.如果你愿意，可以列出你的“必须得到”、“打算得到”和“可交易”。并试图预测对方的优先事项可能是什么。
3 Once you’ve established your target points for each of the main variables, agree on what your opening and reservation points are.
3一旦你为每个主要变量建立了你的目标点，就你的开场和保留点达成一致。

4 When you’re ready, join the other team. Your negotiation should follow the following stages:build rapport (remember you have met the other team once before)establish a procedure (who will speak first, what’s on the agenda?)set out your proposals and listen carefully to those of the other teamprobe with questions, clarify any misunderstandings and explore underlying interestsbargain and exchange trade-offs on the main issueshandle any breakdowns (you can each call a time-out if you need to rethink your strategy)close the deal, writing down any terms agreed or points to discuss in further meetings.
4当你准备好了，加入另一个团队。你的谈判应该遵循以下几个阶段：建立融洽的关系（记住你以前见过对方一次）建立一个程序（谁先发言，议程上有什么？）提出你的建议，仔细听取其他团队的建议，提出问题，澄清误解，探讨潜在的利益，在主要问题上讨价还价，交换折衷，处理任何故障（如果你需要重新考虑你的战略，你可以叫一个暂停）结束交易，写下任何同意的条款或要点，在未来的会议上讨论。