2021年商務(wù)英語 談判得失細(xì)思量

1、商務(wù)英語 談判得失細(xì)思量 商務(wù)英語：談判得失細(xì)思量 Kevin: We cant sign any contract for ten years. But if your production quality is good after the first year, we could extend the contract and increase our yearly purchases. Robert: That sounds reasonable. But could you shed some light on the size of your orders? Kevin: If w

2、e are happy with your production quality, we might increase our purchases to 100,000 a year, for the first two years. Robert: Excuse me, Mr. Hughes, but it seems to me were giving up too much in this case. Wed be giving up the five year guarantee for increased yearly sales. Kevin: Mr. Liu, youve got

3、 to give up something to get something. Robert: Youre asking us to take such a large gamble for just two years sales, Im sorry, but youre not in our ballpark. Kevin: What would it take to keep Pa _r interested? Robert: A three year guarantee, not two. And a quality inspection tour after one year is

4、fine, but wed like some of our personnel on the team. Kevin: Aeptable. Anything else? Robert: Wed be _ a huge capital outlay for the production pro _ss, so wed like to set up a technology transfer agreement, to help us get off the ground. 1. It seems to me were giving up too much in this case. 2. It

5、 seems to me were getting the short end of the stick. 3. It seems to me youre ing out on top with this case. 4. It seems to me were at a disadvantage in this case. 雙方談判，若對方的要求讓己方的利益受損，可用：It seems to me were giving up too much in this case.這句話來抱怨。 此句型以進(jìn)行式代替未來式，是表示若依對方的要求，其結(jié)果將會如此。這句話適切地表達(dá)出自己的不滿，且語氣并不尖

6、刻，僅暗示對方的條件有欠公道。 1. You are not in our ballpark. 2. You are not offering anything we can aept. 3. You are not giving us anything really attractive. 4. You are not within our range. 現(xiàn)代歐美人士常把大量的運(yùn)動詞匯加入現(xiàn)代用語中。ballpark原義為球場，現(xiàn)在則常引申為接受的范圍。 not in the ballpark原是指棒球比賽時，若打出界外球，則此球不算數(shù)，必需重來。因此Youre not in our bal

7、lpark.，即表示對方的要求超出己方所能接受的范圍。 1. What would it take to keep you interested? 2. What do we have to do to keep you at the bargaining table? 3. What would it require from us to keep you interested? 4. What would it take to bring us closer together? 談判步入僵局，對方顯露強(qiáng)烈不滿時，己方應(yīng)表達(dá)愿聞其詳?shù)膽B(tài)度，請他提出意見。實用的句型為：What would i

8、t take to keep.(you) interested?要怎樣做才能使.（你）還有興趣？。這個句子顯示顧及對方利益的誠意，愿意解決問題。 在這個單元中，最令人印象深刻的就是對方大舉殺價之后，Robert還能沉住氣，成功地運(yùn)用低調(diào)的語言，化解向?qū)Ψ教翎叺臎_動。雖然生意到此尚未敲定，卻留下無限的希望。以下為您分析，Robert到底運(yùn)用了哪些微妙的語言技巧： 談判時，互施小技誘敵入殼，乃在所難免，因此發(fā)覺對方有不善意圖時，千萬要避免尖刻的指責(zé)。如Robert發(fā)現(xiàn)Hughes的提案大大地犧牲己方的利益時，他說：It seems to me were giving up too much in this case.（我們似乎放棄太多）；而不說：Youre giving us the short end here.（你讓我們吃大虧）。以冷靜緩和的口氣指出事實，當(dāng)下彼此心知肚明，而沒有造成指著鼻子罵人的尷尬場面。 進(jìn)行談判的過程中，常會因一言不和，旋即造成緊張場