商務英語談判技巧語言藝術

商務英語談判技巧語言藝術1

　　Using effective questioning

　　問一些有建設性的問題

　　問一些有建設性的問題是成功協(xié)商議題的基石。這是給了雙方一個機會來表明雙方各自在關鍵議題上的態(tài)度，例如目標及期望。多問一些開放式的問題將可以盡早給予彼此闡述觀點的機會。

　　例如，你可以這樣問"What are you hoping to achieve today?

　　Recovering from offending someone

　　克服對方敵對意識

　　談判中往往會遇到對方強烈的敵對意識，這時候你必須設法克服它。通常的方法是接受對方的."排斥"，但將之轉化為正面的作用。

　　你可以說"If I seemed sharp a few moments ago,be assured that it was only due to my determination to make this work."

　　Showing humility

　　展現(xiàn)親和力

　　談判是雙方溝通的過程，所以必須避免陷于一連串的"I' m right,you' re wrong"的情形。展現(xiàn)親和力尊重那些對象，千萬不要裝做已有所有答案，請把一些議題的控制權讓給別人。

　　你可以說"That' s more your area of expertise than mine,so I' d like to hear more."

　　Recovering from negotiation breakdown

　　讓談判"起死回生"

　　當對方因憤怒、怨恨或不愿意聆聽而使得雙方關系瀕臨決裂的時候，要特別注意具有建設性的對談。承認錯誤并且展現(xiàn)誠意是讓談判起死回生的好辦法。

　　你可以說"What happened last week was unacceptable as it was l we move on?"In business,skilled negotiation can be the difference between making a million dollar contract and being fired.

商務英語談判技巧語言藝術2

　　Dialogue 1

　　A: Is there any way you can cut us a better deal on your wholesale price for this order?

　　B: We did the best that we could to give you a low price. Did you get our latest estimate?

　　A: Based on the estimate you gave us, by the time we figure in transportation and other expenses, our profit is shot. With the offer you’ve given us, we’re making next to nothing. Can’t you do any better?

　　B: I’ve already given you a discount of 20% off of what we normally charge… if I go any lower, we’ll have loss on the project. I really want to work with you on this, but we’ve already gone as low as we could go.

　　A: To be honest… Our budgeted cost can’t exceed more than $150 dollars per unit. That’s our bottom line. If you can meet that price, you will get a deal. Otherwise…

　　B: I’ll say that… I’ll go over the numbers again with our financial team and see what I can do. I can’t give you any guarantees, but I’ll try.

　　Dialogue 2

　　A: You’ve got the email with all the specifications for the project from us, we’ll be accepting bids until noon on Tuesday, if you have any questions in the meantime, please let me know…

　　B: Actually, I do have a question. We’d like to know what you had in mind for a budget on this project. We’re hoping to put together a really competitive bid, but at the same time, we’d like to hit your target price too.

　　A: I understand, but unfortunately it is our policy not to disclose our bottom line. You can be assured that price is a weighty consideration when we review the proposals, but we also take other elements into consideration, including design and practicality. We also give weight to the reputation of the submitting company.

　　B: Do you have any price range? Is there any way you can give me some ideas of which direction to go, or how high is too high?

　　A: We are just looking for a reasonable price according to the specifications in our project blueprint. That’s all I can say.

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