成功谈判.doc

成功谈判1 preparing the groundWelcomingFormalOn behalf of, Im very glad to welcome youIts a pleasure to see you here.Less formalWelcome toThank you for coming all this way.Its nice to be here.IntroductionsThis ishes in charge ofThis islooks afterThis ishes ourdirector/manager.Let me introduce you toHave you met? Shes just taken over as head ofStarting the negotiationI wondered if I could start by sayingWere short of time, so lets get startedWeve got a very full agenda, so perhaps wed better get down to business.GreetingsFormalHow do you do.Nice to meet you.Less formalHow are you?Good to see you (again)Small talkDid you have a good journey?How was your flight?Is this your first visit to?Is your hotel comfortable?2 setting the agendaWere here today toThe main objective/purpose of todays meeting isWere looking to achieveAgendaWeve drawn up agenda.Lets just run through the agenda.There are two/three/four items on the agenda.Id like to takefirst.Weve putlast.Lets leaveuntil later.We aim to deal with/coverunder item three.TimingThat gives us two hours.It will take two hours.It wont take long.I need to be away by oclock.How are you fixed for time?Rolesis going to sit in.is going to take the minutes.would like to say a few words aboutyouve going to give us a presentation.ProcedureWell deal withfirst.Well go round the table.Well have a question and answer session at the end.We can table that for discussion later.3 establishing positionsInviting interruptionsPlease dont hesitate to interrupt.Please feel free to ask questions.Lets deal with any questions immediately.I/we would like to know what you think.Negotiating the agendaLets just identify the key issues.Shall we look atfirst?We see two/three important issueswould you agree?If I understand correctly, youve interested inConsidering what they already knowYouve all seen our brochures/propose/offer.I think youve all had a chance to read ourI dont want to go over the same ground.Checking for agreement/approvalFormalWould/wouldnt you agree that?Do you mind if?I hope you dont mind ifCould I/we?Less formalIf thats all right with you?Use of we/lets rather than/you.4 clarify positionsGeneralId be interested to know more aboutCould you tell us something about?DetailedWhat exactly do you mean by?Could you be more specific(about)?SupportiveSo, you are sayingIf I understand you correctly, you are offeringAm I right in thinking you plan toChecking answer is satisfactoryDoes that answer your question?Is that clear?Encouraging/ showing interestGo headThats interesting.Fine.Sure.Please do.Of course.Managing questionsCan I deal with that later?I was just coming that.Could I just finish what I was saying.5 managing conflictModifiersPerhaps/ maybePerhaps we should consider reducing,Maybe you could cut downPerhaps you have more staff than you can really afford.May be we should rethink the question ofA bit/ just/ a littleIf you could just offer usThat sounds a bit too risky.I think those figures are a little optimistic.We need a little bit more time/money.Use of would/ could/ mayPerhaps we could all think aboutWouldnt we all agree that?There may be one or twoUse of negatives for modifyingIt wont be too expensive if( it will be cheaper)Cutting here will not be too critical.( it will be fine)It wont take so long if( it will be quicker)Use of Im afraidIm afraid your prices are a bit high.Im afraid we cant offer any more than that.6 making and responding to proposalsMaking proposalsFormalI proposeI suggestI advise you toLess formalI think we shouldWhy dont we?How/what about?Responding positivelyGood idea.That sounds fine.I go along with that.NeutrallyThats true, butI see what youre saying.I understand why you think so.We could do that.Negatively(Im afraid) thats not possible.We cant agree to that.We cant do that.That is/would be out of question.7 BargainingExerting pressureIf you cant,well have to look elsewhere.Im afraid well have to call it a day unlessMaking concessionsWe could offer youWe might considerWhat would you say if we offered you?We might be able toAttaching conditionsBut we would wantas long ason one conditionprovided thatGrammar pointStandard conditional sentence(threatening/asserting pressure)We will have to cancel if you dont offer us something better.We wont be doing business with you unless we get a substantial discount.Standard hypothetical conditional sentenceWe could offer you one percent if you guaranteed payment within thirty days.We couldnt guarantee payment unless you promised a firm discount.8 conclusion and agreementClosing signalMore formalThat bring us to the end ofI think we have covered everything.Less formalI think that covers itLets stop thereProgress madeWeve taken a major step forward.Weve made excellent/good/some progress.Weve taken a step in the right direction.We didnt get as far as we hoped, butSummarizingLets go over the main points again.Can I just run over the main points?Weve agreed the followTheres still the question ofto resolve.Outstanding issues areSubjectsOn thefront, we agreedAs far asis concerned, we agreedChecking and confirmingIs that an accurate summary?Does that reflect what we said?Is there anything you want to add?Follow up documentation.Would you like that in writing?Well put together a written proposal.W