分析竞争对手劣势的英语情景对话。分析对方的劣势可从对方谈判人员风格、购买时机、购买地、购买产品型号、产品的市场需求等人手。从风格或性格上讲，谈判中具有一定劣势的成员往往可归纳为:谈判对手导向型和漠不关心型。
　　谈判对手导向型是指谈判人员只关心与谈判对手建立良好的人际关系，而常常忽略了自己的谈判目的。漠不关心型是指谈判人员认为谈判能成功就成功，谈判不成功也无所谓。
　　Sheryl:Although they are perfect in personal aspects, in some cases, they are also their company, it is not a good time for purchasing this batch of equipment.
　　John: Why do you say that?
　　Sheryl :As far as I know, this time they purchase this batch of equipment for the purpose of renewing the outdated ones. Our report shows the service life will expire by the following month. So they should change it at once.
　　Vivian:That's why they are so urgent to arrange this negotiation.
　　Sheryl:Yep. And I know they have also got in touch with several domestic manufactures. On account of some reasons, they all put it on one side. Now it's a little late for them .It looks like a good matter for we can take usage of this time to jack up our price.
　　雪儿:尽管他们在个人方面都很完美，但在有些情况下，他们也是无能为力的。对他们公司来说，这批设备采购的时机把握得不是很好。
　　约翰:为什么这么说?
　　雪儿:据我了解，这次他们购买新设备是为了更新陈旧过时的设备。我们的报告显示，他们现有设备的使用期是到下个月为止，所以他们必须马上更换。
　　薇薇安:这就是他们急于安排此次谈判的原因吧!
　　雪儿:是的。我知道他们已经和多家生产厂商联系过了。因为一些原因，又搁置了。现在对他们来说时机有些晚了。但对我们来说似乎是个好事，也许我们可以利用这个时机抬高价格。