分析竞争对手英语情景对话，分析对手优势，从风格或性格上讲，谈判中具有一定优势的成员往往可归纳为:技术导向型和目标导向型。 　　技术导向型，又称为谈判谋略型。持这种观点的谈判人员的特点是:既关心谈判的目的，也关心与谈判对手建立良好的人际关系。
　　目标导向型，这种类型又称为马基雅维里型，其意义是:为了实现谈判目标，任何手段和方法都可以采用。坚信“必要面前无道德”，“为了达到目的可以不择手段”，认为“目的证明手段正确”。
　　John:Vivian, in light of your personal knowledge,what advantages do they have in negotiation?
　　Vivian: Above all, their personal qualities are perfect. As for negotiation, they all can be recognimd as specialists.
　　John: That's true. Take Robert Zhong as example,he got his NFaster's Degree of Economics from Harvard University. Since graduation,he has been engaged in business negotiations. All negotiation skills are at his finger's tips. What he likes is fast speednegotiations. He can in short time discoverall the short comings of contract terms.
　　Vivian: And the other two engineers are alsoegerts. They know all kinds of petrol-chemical equipment whether they are newor old. They can judge what the suitable offer is for the equipment while seeing it.
　　John: Sowe should be cautious to ought to be acceptable without exaggeration, which can showour sincerity for cooperation.
　　约翰:薇薇安，就你个人了解，他们在谈判方面有什么优势?
　　薇薇安:首先，他们的人少、素质都很高，都可以被称为谈判方面的专家。
　　约翰:是的，就拿罗伯特·钟来说，他是哈佛大学经济学的硕上，毕业后一直从事商务谈判工作，对商务谈判的技巧了如指掌。他喜欢快速谈判方式。他能在短的时间内发现合约条款的不足之处。
　　薇薇安:其他两位都有多年的谈判经验。他们了解石油化工设备领域的一切新老产品。他们第一眼看到设备就能给出一个合理的价格。
　　约翰:所以我们的报价要谨慎。要合理不能太夸张，这样才能显示我方同他们合作的诚意。