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商務(wù)談判必備英語(yǔ)口語(yǔ)學(xué)習(xí)
商務(wù)談判是指不同的經(jīng)濟(jì)實(shí)體各方為了自身的經(jīng)濟(jì)利益和滿足對(duì)方的需要，通過(guò)溝通、協(xié)商、妥協(xié)、合作、策略等各種方式，把可能的商機(jī)確定下來(lái)的活動(dòng)過(guò)程。隨著國(guó)內(nèi)企業(yè)與海外企業(yè)的合作越來(lái)越頻繁，英語(yǔ)在商務(wù)談判中的重要性已經(jīng)不言而喻了。
Part 1. Before the negotiation
Welcoming:
On behalf of our Managing Director, I’m very glad to welcome you to HDC Corporation.
We are glad that you could come and hope that you will enjoy your stay here.
Thank you for coming all this way.
Introductions:
This is Michael Hill. He’s in charge of sales.
Let me introduce you to Michael Hill. He’s our Italian Area Manager.
Small Talk:
Did you have a good journey?
How was your flight?
Is this your first visit to Shanghai?
Part 2. Opening the Negotiation
Opening statements and beginning the negotiation:
We’re short of time, so let’s get started.
We’ve got a very full agenda, so perhaps we’d better get down to business.
Shall we start?
Stating the objectives of the negotiation:
What I’d like this negotiation to achieve is a preliminary agreement.
What I’d like to get from this meeting is agreement in principle.
We agree that the purpose of this negotiation is to resolve the issue of salary.
Roles:
Mr. Lee is going to sit in.
Mr. Lee is going to take the minutes.
Mr. Lee, you’re going to give us a presentation.
Proposing a structure for the negotiation:
Let’s just run through the agenda.
There are three items on the agenda.
I think we should start by looking at your product range, the first item. What do you think?
Then we will come to the Item 2. After that, we will talk about Item 3.
Inviting interruptions:
Please don’t hesitate to interrupt.
Please feel free to ask questions.
We would like to know what you think.
Part 3. The Negotiation Body
Considering what they already know:
You’ve all seen our brochures/proposal/offer.
I think you’ve all had a chance to read our catalogue.
Suggesting:
What about the model ABC? It sells very well.
Why don’t we consider the model ABC?
I propose/suggest/think that we need to talk about that in detail.
Agreeing:
I accept your view.
That sounds fine.
I think we can accept that.
You’re quite right. I hadn’t thought about that.
Disagreeing:
I don’t agree with you on that.
I see what you mean, but on the other hand it won’t work.
I’m afraid that’s out of the question.
Courteous ways of disagreeing:
Perhaps we should consider reducing the price.
Maybe we should rethink the question of the price.
That sounds a bit too risky.
Perhaps we could all think about the price.
It won’t be too expensive if we ship the goods by sea.
I’m afraid your prices are a bit high.
Exerting pressures:
If you don’t agree with that, we’ll have to look elsewhere.
I’m afraid we’ll have to call it a day unless you give us a reasonable offer.
Making concessions:
If you are prepared to guarantee that you can ship soon, we can reduce our charges.
We have nothing against waiting if you can assure us that you can deliver by Christmas.
Provided that you give us a 20% discount, we see no objection to your offer.
Rejecting an offer:
I’m afraid that those conditions are unacceptable.
I’m afraid that is not an acceptable alternative.
Your proposal, as it stands, is not acceptable.
Clarifying:
Could I just recap your plan, so that it’s clear?
What exactly do you mean by that?
So what you are saying is the payment of FOB. Am I right?
Please correct me if I’m wrong, but if I understand you correctly, you are proposing an early shipment.
Asking for explanation/repetition:
Could you be more specific about that?
I’d be interested to know more about that.
I don’t quite follow what you’re saying. Would you mind explaining it once more?
Sorry, I’m not sure I understood you correctly. Could you go over that again?
Part 4. Summarizing and Closing the Negotiation
Summing up/ concluding:
The main points that have been made are as follows.
Let’s go over the main points again.
Can I just run over the main points?
We’ve agreed that you can deliver by the end of June if we sign a contract today.
I think we have met halfway on this.
We’ve agreed the following.
Promising action:
I’ll contact my MD this morning.
I’ll get back to you by the end of week.
I’ll take that up with our head office.
I’ll look into it, and get back to you on that.
Follow-up documentation:
Would you like that in writing?
We’ll put together a written proposal.
We’ll let you have a detailed summary.
Can you draft that before the next meeting?
Looking to the future:
We look forward to getting to know you better both socially and professionally.
It’s been a pleasure doing business with you.
Closing:
That brings us the end of the negotiation.
I think we can all it a day.
I think that covers it.
I’m sure we would all agree that we have had a successful meeting.
This has been a very profitable and successful discussion. Thank you all for coming.
商務(wù)談判是企業(yè)實(shí)現(xiàn)經(jīng)濟(jì)目標(biāo)的手段，資深商務(wù)人士一定聽過(guò)“商務(wù)談判三部曲”的概念，即談判的步驟應(yīng)該為申明價(jià)值(Claiming value),創(chuàng)造價(jià)值(Creating value)和克服障礙(Overcoming barriers to agreement)三個(gè)進(jìn)程。在商務(wù)談判中，我們一方面要以價(jià)格為中心，堅(jiān)持自己的利益，另一方面又不能僅僅局限于價(jià)格，應(yīng)該拓寬思路，設(shè)法從其它利益因素上爭(zhēng)取應(yīng)得的利益。
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