商務(wù)談判英語(yǔ)：如何說明厲害關(guān)系
企業(yè)之間做生意時(shí)必不可少的就是溝通，雙方溝通的過程其實(shí)也可以看做是談判的過程，每個(gè)人都希望為自己的企業(yè)帶來更多的利益，因此兩邊常常會(huì)出現(xiàn)拉鋸戰(zhàn)。想要讓你的談判有好的結(jié)果，就一定要學(xué)會(huì)闡述利害關(guān)系。許多人在說中文時(shí)，往往可以巧舌如簧，但是你會(huì)用英語(yǔ)進(jìn)行談判嗎?
在本篇文章中，通過情境模擬的方式教大家談判英語(yǔ)中的第一課：如何用英語(yǔ)說明利害關(guān)系。
對(duì)話一：
A: Hello? Ms. Patterson? This is Bill from Workmate calling. I’m just wondering if you had a chance to look over the estimate I sent for your gala(晚宴) dinner project next month… As I said in my email, we can help you with production according to your needs, but we will only be able to give onsite(現(xiàn)場(chǎng)的) management support services on a limited basis.
B: Oh, yes. I reviewed your estimate. But it seems like the project blueprint(項(xiàng)目計(jì)劃) you sent with the estimate is not quite what we had in mind. Did you get a copy of the specs for this project?
A: Yes, I have several copies, but they’re all different versions(版本)… The latest I have is version 12, is that correct?
B: No. Later we decided to opt(選擇) for the prior outline, version 7.
A: Hold on, let me pull up your version 7 requirements… Oh yes, no wonder our estimate is a little different from what you had in mind. I see the version 7 also includes 6 additional hostesses and a cocktail self-serve bar that wasn’t in the version 12. That will definitely add to your cost on this project…
B: I understand there is additional cost associated with the hostesses and bar, but we’ve also eliminated four of the table and chair sets that were in version 12, so the cost should balance out a little.
A: So, what you’re saying is, you won’t need the table and chair sets on the far wall, but you will require more onsite workers plus the alcoholic beverages(飲料，酒水) to stock the mini-bar? It’s not going to balance out quite like you’re thinking…
這段對(duì)話是關(guān)于公司節(jié)日宴會(huì)計(jì)劃的話題。主辦方和承辦方在互相協(xié)商計(jì)劃及經(jīng)費(fèi)。此類對(duì)話在職場(chǎng)中比較常見，無(wú)論是團(tuán)隊(duì)建設(shè)活動(dòng)、還是會(huì)展安排還都要用到類似的對(duì)話，馬上就要籌辦年夜飯和年會(huì)了，大家還不趕快學(xué)習(xí)起來?
對(duì)話二：
A: We are going to need confirmation(確認(rèn)) on these orders today, and delivery must be made before next Tuesday. Do you think you can handle that?
B: We are willing to work with you, but do you think it would be possible to extend your confirmation deadline? We need to check the warehouse(倉(cāng)庫(kù)) to make sure the products are in stock. The earliest I will be able to get back to you is tomorrow morning.
A: No, I must know today because we have to go to press for the advertisements. Is there any way you can speed up the process of checking inventory(存貨)?
B: We can do that, but it will cost… If we have to check our inventory with all our guys on overtime, you’re looking at an increased cost of, I’d say, maybe 10%.
A: Are you kidding?
B: No, and let me tell you why… If I make my guys stay over to check the inventory, I’ll have to pay them at an overtime rate, which is time and a half. I estimate it will probably take three guys two hours to finish, that will be an increase on your labor fee by at least 10%... if you need the numbers that urgently, I can have them do it. Otherwise, we can wait until tomorrow morning, and I’ll call you with the numbers after they’re done. It’s your call….
這段對(duì)話講的'是供貨商與客戶之間確認(rèn)訂單及庫(kù)存的模擬情景，在國(guó)際貿(mào)易中經(jīng)常會(huì)遇到。以上兩段對(duì)話選取的都是職場(chǎng)中比較常見的談判英語(yǔ)中說明利害關(guān)系的英語(yǔ)對(duì)話，通過溝通利害關(guān)系不僅能夠幫助你說服對(duì)方接受你的建議，更加能為公司帶來更多的利益，是每一位職場(chǎng)人都需要掌握的技能。
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