Module 1. 準(zhǔn)備談判

1. 商務(wù)詞匯

• upgrading 升級(jí)
• vendor 供應(yīng)商
• productive 富有成效的
• crash 崩潰
• negotiate 談判
• standard model 標(biāo)準(zhǔn)型號(hào)
• memory 內(nèi)存
• hard drive 硬盤(pán)
• budget 預(yù)算

• Can we negotiate a reasonable price with the vendor? 我們能與供應(yīng)商談判達(dá)成一個(gè)合理的價(jià)格嗎？
• We're going to upgrade from the current standard model. 我們將從當(dāng)前的標(biāo)準(zhǔn)型號(hào)升級(jí)。
• Do we have a budget to upgrade our software? 我們有升級(jí)軟件的預(yù)算嗎？
• We need to find ways to become more productive. 我們需要想辦法提高生產(chǎn)效率。
• My hard drive crashed, and I lost the information. 我的硬盤(pán)崩潰了，信息也丟失了。
• My computer doesn't have enough memory. 我的電腦內(nèi)存不夠。

2. 含有'what'的表述

what 一詞常常用在問(wèn)題開(kāi)頭。

• What's so great about their computers? 他們的電腦有什么了不起的地方？

但是，你可在表述開(kāi)頭使用 what，用于強(qiáng)調(diào)。請(qǐng)看以下兩條表述。含有 what 的表述語(yǔ)氣更重。

• Their computers are powerful and dependable. 他們的電腦功能強(qiáng)大而且非?？煽?。
• What's so great about their computers is that they're powerful and dependable. 他們的電腦了不起的地方在于功能強(qiáng)大，而且非?？煽俊?/li>

請(qǐng)注意，含有句子主語(yǔ)的 what 從句之后使用動(dòng)詞 be。

• What we need to do is upgrade our software. 我們需要做的是升級(jí)軟件。
• What you should try is outsourcing the work to a vendor. 你應(yīng)當(dāng)嘗試的是把這項(xiàng)工作外包給供應(yīng)商。

3. 含有 'make'、'do' 和 'take' 的搭配

• make sure 確定
• does a great job 干得不錯(cuò)
• take a break 休息一下
• make these numbers work 讓這些數(shù)據(jù)起作用

含有 make、do 和 take 的搭配
搭配指兩個(gè)或多個(gè)通常一同使用的詞語(yǔ)。準(zhǔn)確地理解搭配，有助于使你的口語(yǔ)更流利，對(duì)你的閱讀和聆聽(tīng)技能也有幫助。
以下是使用動(dòng)詞 make 的一些搭配：

• Do you think we're making headway in the negotiations? 你覺(jué)得我們的談判是否有進(jìn)展？
• We really need to make a decision today. 我們今天必須做出決定。
• I think we finally made a breakthrough in the negotiations. 我認(rèn)為我們終于在談判中取得了突破。

以下是使用動(dòng)詞 do 的一些搭配：

• It's important to do research before negotiations begin. 談判開(kāi)始前必須開(kāi)展研究。
• It's been a pleasure doing business with you. 非常榮幸與你做生意。
• You did very well. Congratulations! 你做得非常好。祝賀你！
• I want you to do your homework before the meeting tomorrow. 我要你在明天的會(huì)議之前做好功課。

以下是使用動(dòng)詞 take 的一些搭配：

• They're trying to take advantage of us! 他們?cè)噲D利用我們！
• Our vendor takes good care of us. 我們的供應(yīng)商服務(wù)非常周到。
• There's no need to rush. Take your time. 不必倉(cāng)促行事。慢慢來(lái)。
• I want you to take the lead in the negotiations. 我要你在談判中起帶頭作用。

From: ann.greggs@VXL.com
To: bill.smithers@VXL.com
Hi, Bill.

A quick update to make sure you know what's going on with the negotiations:
As you know, Fred Thompson is taking the lead for our team.
He's doing a great job.
I'm telling you, nobody takes advantage of that guy! We made some real headway today.
I think we can do business with them.
No final deal yet, but we're close.
We can definitely make the numbers we talked about work.

Thanks,

Ann

4. 表達(dá)將來(lái)的可能性

• on the same page regarding quantities and cost 數(shù)量和成本方面彼此意見(jiàn)一致
• I expect we'll need ... 我預(yù)計(jì)我們將會(huì)需要……
• I anticipate my team will need ... 我預(yù)期我的團(tuán)隊(duì)將需要……
• foresee a need for 預(yù)測(cè)需要

• We really don't foresee any problems. 我們確實(shí)沒(méi)有預(yù)見(jiàn)到任何問(wèn)題。
• We expect them to be flexible in their pricing. 我們期望他們能靈活地定價(jià)。
• I anticipate that we'll soon make headway. 我預(yù)料我們很快會(huì)取得進(jìn)展。
• And regarding quantities, how many? 數(shù)量方面，有多少？
• Do we have any flexibility in our negotiations? 我們?cè)谡勁兄杏袥](méi)有任何靈活變通？
• What's so great is that it's reasonably priced. 最棒的是定價(jià)合理。
• I want to make sure we're on the same page. 我想確定我們看法一致。

Module 2. 表明你的公開(kāi)立場(chǎng)

1. 用于電腦的形容詞

• powerful 功能強(qiáng)大的
• solid reputation 卓著的聲譽(yù)
• durable 耐用
• state of the art 最先進(jìn)
• lightweight 重量輕
• tough 堅(jiān)固
• basic 基本
• enormous 巨大的
• flexible 靈活的

• It's durable and tough. Drop it, and it won't break. 它堅(jiān)固耐用。就算掉地上也不會(huì)損壞。
• I just wish they were more flexible about the price. 我只希望他們定價(jià)能更靈活一些。
• That model is both powerful and dependable. 那個(gè)型號(hào)功能強(qiáng)大而且可靠。
• The engineer's computer has enormous memory. 這名工程師的電腦內(nèi)存很大。
• It has a solid reputation for being state of the art. 它在先進(jìn)性方面聲名卓著。
• My laptop is both lightweight and durable. 我的筆記本電腦重量輕而且堅(jiān)固耐用。

2. 表明你的立場(chǎng)

• Over the next 12 months, we need ... 我們?cè)谖磥?lái) 12 個(gè)月需要……
• We never sell them for lower than 900. 我們的賣(mài)價(jià)從未低于 900。
• That would be an enormous problem. 那將是個(gè)大問(wèn)題。
• We were expecting a lower price. 我們當(dāng)時(shí)期待更低的價(jià)格。
• You have to understand ... 你必須理解……
• I have some limitations. 我面臨一些局限。
• be a little more flexible 稍微靈活一點(diǎn)

表明你的立場(chǎng)
談判開(kāi)始時(shí)，必須清楚地表明你的公開(kāi)立場(chǎng)。使用以下表達(dá)：

• Let me begin by saying we need 75 machines over the next six months. 首先，我們?cè)谖磥?lái) 6 個(gè)月里需要 75 臺(tái)機(jī)器。
• To begin with, you have to understand we have tough budget limitations. 首先你必須明白，我們的預(yù)算非常吃緊。
• I'm confident that we can work something out. 我有信心拿出一點(diǎn)辦法。
• We were expecting a better offer from you. 我們期待你能更加靈活。
• We have certain limitations, but we'll try to be flexible. 我們面臨一些局限，但會(huì)盡量靈活一點(diǎn)。

• To begin with, we have tough budget limitations. 首先，我們的預(yù)算非常吃緊。
• We have limitations, but we'll try to be flexible. 我們面臨各種局限，但會(huì)盡量靈活一點(diǎn)。
• We were expecting a better offer from you. 我們期待你有更好的報(bào)價(jià)。
• Let me begin by saying we need 75 machines. 首先，我們需要 75 臺(tái)機(jī)器。
• We're confident that we can work something out. 我們有信心拿出一點(diǎn)辦法。

3. 澄清

• Would you clarify a couple of points? 你能不能澄清幾點(diǎn)？
• Doesn't IXW now own Sunset? 日落公司現(xiàn)在不屬于 IXW 嗎？
• I'm not sure that I understand. 我拿不準(zhǔn)我是否明白了。
• There's been a misunderstanding. 一直存在誤會(huì)。
• You have to understand ... 你必須理解……
• So there's really no way ... 所以確實(shí)不可能……

澄清
你在談判中的目標(biāo)是得到你想要的東西。談判過(guò)程中，在必要時(shí)多次闡明你的立場(chǎng)，以便達(dá)成你的目標(biāo)。
用此類(lèi)問(wèn)題來(lái)得到澄清：

• Could you clarify a point for me? 你可否為我澄清一點(diǎn)？
• I'm not sure I fully understand your point. 我拿不準(zhǔn)是否完全明白你的觀點(diǎn)。
• What exactly do you mean by discount? 你所謂的折扣到底是什么意思？
• Could you be more specific? 你能說(shuō)得更具體一點(diǎn)嗎？
• So what you're saying is, there's no way you can deliver immediately? 那你的意思是，你完全沒(méi)辦法立刻交貨？

用此類(lèi)表述來(lái)進(jìn)行澄清：

• So, just to clarify, we cannot go that low. 說(shuō)明一下，我們做不到那樣的低價(jià)。
• So, to put it another way, the more you buy, the less you pay. 換句話說(shuō)，你買(mǎi)得越多，付的錢(qián)就越少。
• What I'm saying is, we can offer you a small discount. 我說(shuō)的是我們可以給你小幅的折扣。
• To be more specific, we can discount the price by 10 percent. 更具體地說(shuō)，我們可以給價(jià)格打 10% 的折扣。
• What we mean is, that won't be possible. 我們的意思是那是不可能的。

• So, just to clarify, we can't accept that price. 所以，澄清一下，這個(gè)價(jià)格我們不能接受。
• What exactly do you mean by that? 你那么說(shuō)到底什么意思？
• What I'm saying is that 700 is too low. 我是說(shuō)七百太低了。
• To be more specific, we can't pay that much. 具體來(lái)說(shuō)，我們不能付這么多錢(qián)。
• Could you clarify a point for me? 你能跟我說(shuō)清楚這個(gè)嗎？
• Could you be more specific? 你能說(shuō)具體一點(diǎn)嗎？

Module 3. 談判

1. 談判詞匯

• preliminary offer 初步報(bào)價(jià)
• bulk discount 大宗折扣
• full price 全價(jià)
• general office laptop 普通辦公筆記本電腦
• accept 接受
• check with 核實(shí)一下
• finalize 完成

• I'll need to check with my company before deciding. 我需要跟公司商量，然后才能做決定。
• This general office laptop is basic and dependable. 這臺(tái)普通辦公筆記本電腦是基本型，而且很可靠。
• We hope to finalize negotiations next week. 我們希望下周完成談判。
• It's unusual to accept a preliminary offer. 接受初步報(bào)價(jià)的做法很少見(jiàn)。
• Buy a large quantity, and you can get a bulk discount. 大量購(gòu)買(mǎi)，就能享受大宗折扣。
• The full price, without any discount, is $400. 全價(jià)為 400 美元，無(wú)任何折扣。

2. 談判策略

Negotiate to win-win!

The best kind of negotiation ends in a win-win situation.
That is, both sides feel that the final deal was good for them.
There are specific negotiating strategies that can be used.
First, separate the people from the negotiations.
Don't let emotions and personalities get in the way of an agreement.
Second, don't focus too much on preliminary offers.
Try to understand what will be good for both sides.
Third, work with the other side to find solutions that will lead to a win-win result.
Finally, be honest and fair.
Look at the facts on both sides.
Try following these steps to increase your chances of a win-win result.

3. 談判

• Let's look at your preliminary offer. 讓我們來(lái)看看一下你的初步報(bào)價(jià)。
• A bulk discount's out of the question. 大宗折扣毫無(wú)可能。
• Help us out here. 幫我們一把。
• I want to work with you. 我希望與你合作。
• Here's what I can do. 我可以這樣做。
• I propose that you not buy ... 我提議你不要購(gòu)買(mǎi)……
• Let me get this straight. 讓我把這個(gè)弄明白。
• So what do you propose we buy? 那你建議我們買(mǎi)什么？
• What would you say if I offered ...? 如果我報(bào)價(jià)……，你覺(jué)得怎么樣？
• I think I'd probably accept. 我覺(jué)得我有可能會(huì)接受。

談判
談判中會(huì)出現(xiàn)很多討價(jià)還價(jià)。用此類(lèi)表達(dá)來(lái)談?wù)搱?bào)價(jià)和提議：

• Your preliminary offer was much higher than we expected. 你的初步報(bào)價(jià)遠(yuǎn)遠(yuǎn)超出我們的預(yù)期。
• I propose that you buy a different model. 我提議你購(gòu)買(mǎi)另一種型號(hào)。
• What do you propose that we do? 你建議我們?cè)趺崔k？
• My offer is 300 units at $250 each. 我的報(bào)價(jià)是 300 件，每件 250 美元。

用此類(lèi)表達(dá)來(lái)拒絕報(bào)價(jià)或提議：

• I'm afraid that price is out of the question. 這個(gè)價(jià)格恐怕毫無(wú)可能。
• I'm sorry, but we can't offer that kind of discount. 抱歉，但是我們無(wú)法提供那樣的折扣。
• There's just no way we can accept your offer. 我們完全無(wú)法接受你的報(bào)價(jià)。

用此類(lèi)表達(dá)來(lái)還價(jià)：

• I have a counteroffer for you. How about 20%? 我給你還個(gè)價(jià)。20% 怎么樣？
• What would you say if I offered $500? 如果我報(bào)價(jià) 500 美元，你覺(jué)得怎么樣？
• Would you consider increasing the quantity? 你會(huì)考慮增加數(shù)量嗎？

• Your preliminary offer is not what we expected. 你的初步報(bào)價(jià)不符合我們的預(yù)期
• We propose that you give us a 15 percent discount. 我們建議你給 15% 的折扣。
• I'm afraid your offer is out of the question. 你的報(bào)價(jià)恐怕毫無(wú)可能。
• I'm sorry, but we cannot accept your offer. 抱歉，但是我們不能接受你的報(bào)價(jià)。
• My counteroffer is a bulk discount of 10 percent. 我的還價(jià)是 10% 的大宗購(gòu)買(mǎi)折扣。
• Would you consider lowering the price? 你會(huì)考慮降低價(jià)格嗎？

4. 延遲做出決定

• I can't confirm this today. 今天我無(wú)法確認(rèn)。
• I'll have to check with my boss. 我需要向我的老板核實(shí)一下。
• I want more information. 我需要更多信息。
• Why don't we meet later in the week? 不如我們這周找個(gè)時(shí)候見(jiàn)一面？

• I can't confirm this. I'll have to check with my boss. 對(duì)此我無(wú)法確認(rèn)。我需要跟老板商量。
• What would you say if we offered 10 percent more? 如果我們報(bào)價(jià)提高 10%，你覺(jué)得怎么樣？
• Why don't you get back to me later? 你為什么不稍后再和我聯(lián)系呢？
• I need more information. Let's meet later in the week. 我需要更多信息。我們一周后再見(jiàn)。
• I'm afraid we can't go that high. 恐怕我們沒(méi)法接受那樣的高價(jià)。
• My counteroffer is 500 per computer. 我的還價(jià)是每臺(tái)電腦 500。
• To clarify, you can't give us a discount? 澄清一下，你不能給我們折扣？

Module 4. 達(dá)成交易

1. 付款和交付

• total 合計(jì)
• payment process 支付流程
• service plan 服務(wù)方案
• invoice 發(fā)票
• standard 標(biāo)準(zhǔn)
• covers parts and labor 包含零件和人工
• no charge 免費(fèi)
• contract 合同

2. 總結(jié)和確認(rèn)后續(xù)步驟

• My boss confirmed that ... 我的老板確認(rèn)……
• Let's take a moment and review ... 我們花時(shí)間來(lái)回顧……
• This is what I have. 我的報(bào)價(jià)是這樣的。
• Over the next year, IXW will ... 明年，IXW 將會(huì)……
• The total of both purchases is ... 兩筆采購(gòu)合計(jì)總額為……
• That's what I have too. 這也是我能支付的價(jià)格
• Now, let's talk about the next steps. 現(xiàn)在，我們來(lái)談?wù)劷酉聛?lái)的步驟。
• What about the ...? ……怎么樣？

Negotiation - summary and next steps

From: carol.smythe@blueskies.net
To: sam.vogle@blueskies.net
Hi, Sam.

Just wanted to take a moment and review the results of our negotiations.
This is what I have: The vendor has confirmed that they can deliver 250 laptops at 925.
Delivery would be over the next three months.
The total purchase price is $212,500.

The next step is for them to send us the contract.
You will need to sign that.
Oh, one question: The standard service plan is for two years.
Are we interested in paying an extra $30 per unit to make that a three-year service plan? Let me know before they write up the contract.

Thanks,

Carol

• This is what I have: 200 units at $700 per unit. 我的報(bào)價(jià)是這樣：200 臺(tái)，每臺(tái) 700 美元。
• Has your boss confirmed that the price is acceptable? 你老板確認(rèn)可以接受該價(jià)格了嗎？
• What about the payment process and service plan? 支付流程和服務(wù)方案是怎樣的？
• Let's take a moment and review what we've agreed to. 我們先花時(shí)間回顧一下已經(jīng)商定的內(nèi)容。
• Everything's good. Now, let's talk about next steps. 一切都很好?，F(xiàn)在，我們來(lái)談?wù)劷酉聛?lái)的步驟。
• The total of all purchases comes to $42,000. 所有采購(gòu)的總價(jià)為 42,000 美元。

3. 結(jié)束談判

• I think that we're all in agreement. 我想我們意見(jiàn)完全一致。
• It's been a pleasure working with you. 非常榮幸與你合作。
• broke the deadlock 打破僵局
• I look forward to building ... 我期待建立……
• I'll be in touch. 我會(huì)與你聯(lián)系。

• I think we're all in agreement. 我想我們意見(jiàn)完全一致。
• I look forward to building a strong relationship. 我期待建立牢固的合作關(guān)系。
• It's been a pleasure working with you. 非常榮幸與你合作。
• We'll need to review the contract. 我們需要對(duì)合同進(jìn)行審查。
• Flexibility on price broke the deadlock. 價(jià)格方面的靈活打破了僵局。