文章有点长,我把它分成4段一段一段翻译,你看下吧. 　　巴西一家公司到美国去采购成套设备.巴西谈判小组成员因为上街购物耽误了时间.当他们到达谈判地点时,比预定时间晚了45分钟.美方代表对此极为不满,花了很长时间来指责巴西代表不遵守时间,没有信用,如果老这样下去的话,以后很多工作很难合作,浪费时间就是浪费资源、浪费金钱. 　　BraziliancompanytotheUnitedStatestopurchaseequipment.Brazil'snegotiatingteammemberstogoshoppingbecauseofthedelay.Whentheyarrivedthevenuefornegotiations,45minuteslaterthanthescheduledtime.U.S.representativesareextremelydissatisfied,tookalongtimetoblameonbehalfofnon-compliancewiththetime,nocreditinBrazil,iftheoldsogoon,afteralotofworkhardtocooperate,isawasteofresources,awasteoftime,wasteofmoney. 　　对此巴西代表感到理亏,只好不停地向美方代表道歉.谈判开始以后似乎还对巴西代表来迟一事耿耿于怀,一时间弄得巴西代表手足无措,说话处处被动.无心与美方代表讨价还价,对美方提出的许多要求也没有静下心来认真考虑,匆匆忙忙就签订了合同. 　　ThiswasthewrongrepresentativeofBrazil,hadkeptapologizingtotheU.S.representative.AfterthestartofnegotiationsonbehalfoflateseemtomattertoheartofBrazil,foratimemadeonbehalfofhelpless,passivespeakeverywhereinBrazil.MoodtobargainwiththeU.S.representatives,manyoftherequirementsoftheUnitedStatesmadenostopandseriouslyconsider,hurryitsignedacontract. 　　等到合同签订以后,巴西代表平静下来,头脑不再发热时才发现自己吃了大亏,上了美方的当,但已经晚了.这个是一个挑剔式开局策略的运用,在一开始的时候对对手的某项错误或礼仪失误严加指责,使其感到内疚,从而达到营造低调气氛,迫使对方让步的目的. 　　Waituntilafterthecontractissigned,therepresentativeofBraziltocalmdown,whenthemindisnolongerfeverfoundhimselfsufferedamajorloss,ontheUnitedStateswhen,butitwastoolateandthisistheuseofafussystylestartstrategyatthebeginningofopponentsofanerrorormistakescathingetiquette,makingthemfeelguilty,soastocreatealow-keyatmosphere,forcingtheotherconcessionspurposes. 　　本案例中美国谈判代表成功地使用挑剔式开局策略,迫使巴西谈判代表自觉理亏在来不及认真思考的情况而匆忙签下对美方有利的合同. 　　InthiscasetheU.S.negotiatorssuccessfullyusethepickytypestartstrategy,forcingtheBraziliannegotiatorsconsciouslywronginthecaseofseriousconsiderationandinahurrytoolatefortheU.S.tosignafavorablecontract.