2021年商务英语 谈判得失细思量

1、商务英语 谈判得失细思量 商务英语：谈判得失细思量 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. 双方谈判，若对方的要求让己方的利益受损，可用：It seems to me were giving up too much in this case.这句话来抱怨。 此句型以进行式代替未来式，是表示若依对方的要求，其结果将会如此。这句话适切地表达出自己的不满，且语气并不尖

6、刻，仅暗示对方的条件有欠公道。 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. 现代欧美人士常把大量的运动词汇加入现代用语中。ballpark原义为球场，现在则常引申为接受的范围。 not in the ballpark原是指棒球比赛时，若打出界外球，则此球不算数，必需重来。因此Youre not in our bal

7、lpark.，即表示对方的要求超出己方所能接受的范围。 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? 谈判步入僵局，对方显露强烈不满时，己方应表达愿闻其详的态度，请他提出意见。实用的句型为：What would i

8、t take to keep.(you) interested?要怎样做才能使.（你）还有兴趣？。这个句子显示顾及对方利益的诚意，愿意解决问题。 在这个单元中，最令人印象深刻的就是对方大举杀价之后，Robert还能沉住气，成功地运用低调的语言，化解向对方挑衅的冲动。虽然生意到此尚未敲定，却留下无限的希望。以下为您分析，Robert到底运用了哪些微妙的语言技巧： 谈判时，互施小技诱敌入壳，乃在所难免，因此发觉对方有不善意图时，千万要避免尖刻的指责。如Robert发现Hughes的提案大大地牺牲己方的利益时，他说：It seems to me were giving up too much in this case.（我们似乎放弃太多）；而不说：Youre giving us the short end here.（你让我们吃大亏）。以冷静缓和的口气指出事实，当下彼此心知肚明，而没有造成指着鼻子骂人的尴尬场面。 进行谈判的过程中，常会因一言不和，旋即造成紧张场