常用商务英语谈判对话精选.docx
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常用商务英语谈判对话精选.docx
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常用商务英语谈判对话精选
常用商务英语谈判对话精选:
01背景介绍
0
ForYourInformation背景介绍
Chapter1
DailyNegotiations
I'mgoingtotheparktoplaybaseballwiththeguys.
Butyoupromisedtoplaychesswithmethisafternoon.
Yeah,butthatwas.....(详细对话参见Disk1-2)
Negotiationsaren'tjustforbusiness;theylieattheheartofallhumaninteraciton.Theymakeitpossibleforsocietytofunction.Unlessyou'reahermitlivinginacave,younegotiatethingseverydayfromthetimeyougetup,untilyougotobed.Athome,peoplenegotiatetherestauranttheygoto,themovietheysee,theTVprogramtheywatch,whoshowersfirst,andwhogoestothemarket.Atwork,wenegotiatewhousesthecopymachinefirst,andwhowatchesthephoneduringlunch.
谈判不只是为了做生意,它们根植于所有的人类的沟通活动中,使社会得以运作。
除非你是一个住在洞穴里的隐士,否则你每天从早上起床到睡觉为止,都得谈判。
在家中,人们会为了要去哪家餐厅、看哪部电影、哪个电视节目、谁先洗澡、该谁去超市买东西而商量、决议。
在工作上,我们得讨论谁先用复印机、谁该在午餐时间留下来接电话……
Ourdayisonecontinuousnegotiation,andit'slikelynoneoftheminvolvemoney.We'resousedtonegotiatingthatwedon'teventhinkaboutit,it'showwelivepeacefullytogether.Welearninchildhoodthatthingsareavalueforvaluetradeoff.
我们每天的生活就是不断的商议,而这些商议都和金钱无关。
我们太习惯和他人商议,所以这样的动机几乎成了我们的反射动作,商议、谈判正是人们得以和平相处的原因。
我们在孩童时期就学到了每件事都是有价值的,都可以当作是谈判筹码。
Togetwhatwewant,wehavetotradewhatwehave,andwetakethatideaintoadulthood.It'sgreatifthingsstaylikethatyourentirelife.Ifallnegotiationswereperformedwiththehonestykidsuseintheplayground,there'dbenoneedforthisbook.But,sometimestheydon't.Thingshavebeenkickedupafewnotches,andsomenegotiatorsdon'tplaybookwilltellyouwhat'sgoingon,andhowtohandleit.
要得到自己想要的东西,我们就必须拿自己拥有的东西去交换,而我们也把这种思想模式带到了成人阶段。
如果事情能够一辈子都是这样该多好。
如果谈判时,大家都秉持着孩提时代玩耍时的诚实态度,这本书就没有存在的必要。
但是有时候,人们并不会诚实相待。
事情改观了,有些谈判人员并不会公平就事论事,而本书将会为你解析情况,并给你一些应对的方法。
TherearenosetpatternnegotiationsinEnglishthatyoufollow.It'sdeterminedbythelocalcustomsandtheplayersinvolved.I'veseenminorpointstakedaysofhardtalking,andoncenegotiatedathreehundredthousanddollarcontractduringatwo-hourlunch.Wespentfiveminutesonthedeal,therestonothertopics.
英语谈判并没有必须遵守的既定模式,全凭当地的规矩和相关人员而定。
我曾为一些小事情,费尽唇舌谈判了好几天;但也有一次,只花了两个小时的午餐时间,但谈成了总值三十万美金的合约。
真正在谈生意只花了5分钟,其他时间都在谈其他的事。
Thefollowingareexamplesofday-to-daynegotiationsweperformwithoutthinking.ThefirstshowsJackandMaryaschildrenatplayworkingthingsout.Inthesecondone,JackandMaryareacoupleplanninganeveningout.ThethirdshowsJackandMaryascoworkerscooperatingtokeepthingsrunningsmoothly.
下面这几个对话,是我们不自觉中就会进行的日常生活谈判。
第一个对话是孩提时代的杰克和玛莉,他们正想解决问题。
第二个对话中,杰克和玛莉是一对情侣,他们在商量晚上要去哪里。
在第三个对话中,杰克和玛莉是同事,他们讨论该如何在工作上配合得尽善尽美。
2012年常用商务英语谈判对话精选:
02快速、简单的谈判
0
Chapter2
SometimesIt'sFastandEasy快速、简单的谈判
……
Mike:
Hello,comein,I'vebeenwaitingforyou.
May:
Thankyou,I'mnotlate,amI
Mike:
No,no,no,notatall.It'sjustthatI'vebeen……(对话内容详见Disk1-6)
ForYourInformation(背景介绍)
Afairandequitabledealcanbereachedquickly,withaminimumofeffortoneventhemostcomplexissues.Itdependsonwhothemajorplayersare,howmotivatedtheyfeelandwhetherlawyersplayanactiverole.Ifyouthinkthat'salittleunfairtoattorneys,youmightberight.However,mostofthelawyersI'veworkedwithagreewithme,offtherecord,ofcourse.
Therearebusinessmenandwomenouttherewhostilldothingstheold-fashionedway.Theirnegotiatingstyleinmuchthesameasitwaswhentheywerekids.Theyknowtherules,thattogetvalue,theyhavetogivevalue.Alltheywantisareasonableprofit.Whenyourunacrossacompanylikethis,youshouldgooutofyourwaytokeepthemhappy.
2012年常用商务英语谈判对话精选:
03公平交易
0
Chapter3
PlayingFair公平交易
……
Hi,Bill.It'sMashaBlackatMPPMLtd.Howareyou
Hello,Marsha,Ihaven'theardfromyouinalongtime.I'mgreat,andyou
……(对话详见Disk1-10)
ForYourInformation(背景介绍)
Ididmybestformyclients,butIneverscrewedacontractortogainmyclientanunfairadvantage,andthatearnedmeareputationforbeingfair.Itmadeiteasierformetodobusinessandgetgooddealsformyclients.Iwasmoreeffectivewithlesseffortthantheothermanagersintheoffice.Igotthingsdonefasterandthecompany'sboardwasabletohandlebusinessmoreeasily,especiallywhenitcametogettingcompetitivebids.
Thankfully,therewerealotofbusinessmenandwomenouttherewhowerethesamewayandbiddingoutworkwasoneoftheeasierpartsofmyjob.Beingfairandeasytodealwithgotmethebidsontimewithaminimumofeffort.Onceabidwasaccepted,workingoutthedetailswasfriendlyandquick.
WhenIaskedforabid,thecontractorknewIwasseriousandtheworkwouldbedone.Iwasn'tjustgettingdataforacuriousboardthatmightnotdotheworkforanotheryearorI'mgettingatisthatnomatterhowlargethetownwhereyoudobusinessis,noteveryoneinthetownisinthesamebusiness.Thepeopleinyourfieldarecompetitorsandtheymaynotsharetradesecretsbuttheydotalkandfromtimetotimeyougettobethetopicoftheday.It'sasmalltown,andeverybodyknowseverybodyelse.
Rememberthere'snosuchthingasafreelunch.Everythinghasapriceandsomebodypaysforit.Afreeestimateis'tfree.It'scalledfreebecauseyoudon'thavetopayforitbutitcosttimeandmaterialsforthevendortoprepare.Theyarepartofgameandeveryproposaldoesn'tgetaccepted,butifavendorhasachoiceofdoingoneforsomeonewhoonlyaskswhenhe'sseriousorsomeonewhoisonlytestingthewatersforasalethat'sstillmonthsdowntheroad,andthejobwillhavetobebidforagain,whogetspriority
Ifit'sforinformationonly,Itellthemso.Then,thevendorknowshowmuchresearchheneedsanditwilltakehimorheratenthofthetimeittakestoputaformalbid.Afteryou'reaskedforabid,stayincontactwithyourcontacts.Iftheylosethebid,youshouldcallthemandtellthemthedetailsaboutwhytheyloseit,sotheyknowalltheirworkwasn'tfornothing.
2012年常用商务英语谈判对话精选:
04诚实是上策
0
Chapter4
HonestyistheBestPolicy诚实是上策
……
Jack:
Donna!
HowareyouIt'sgoodtohearyourvoice.
Donna:
Thankyou,Jack,it'salwaysapleasuredoingbusinesswithyou.
Jack:
Sohowarethingsinthelandofthefreeandthehomeofbrave
……(对话详见Disk1-14)
ForYourInformation(背景介绍)
Havingareputationforhonestyisimportantindoingbusinessandfollowingtheadviceabovewillgoalongway,butthat'snoteveything.
Iwasofferedbribes,butnevertookthem.Withoutmakinganissueoutofit,Ithankedthemfortheoffer,declinedandrarelycalledthemagain.Ifeelifamanneedsbribestosellhisproduct,itcan'tbeverygood,andIdon'twanttodefendapoorproductpurchasedatmyrecommendation.Afterafewmonths,theoffersstopped.Also,becauseIwashonest,Igotthingsfromclientsandsupplierstheotherexecutivescouldn't,orfounddifficult.Havingareputationforhonestyhelps.
2012年常用商务英语谈判对话精选:
05谈判出现裂痕
0
Dialog3
Thefollowingdialogisbasedontheabove,usingthesame'sabreakinthedialogwhereJaneseesthetalksareshereturns,shetrieswalkingthedialog,thesectionpriortothebreakremains,thistimeJanehastoworkwiththiscompany,soshecan'twalkhastofindawaytomakethedealwork,soshetriesthestupiddialogbelowpicksupafterthebreak.
下面这个对话,以上面情况为背景,主角都一样。
对话之中两人的谈判出现裂痕,珍觉得没必要再谈下去,打算一走子之。
而在这段对话中,决裂前的部分都大同小异,不同的是,这次珍一定跟对方做生意,所以不能说走就走。
为了想办法谈成交易,她试着装憨,以下对话从上面的裂痕开始。
Bob:
Well,it'sthebestIcando.
这是我能给你的最好的价格了。
IfyouwanttosellmeyourDVDplayers,youneedtoacceptmywehaveadeal
如果你想要把你们的DVD放影机卖给我们,你就得接受我的提议,可以成交了吗
Jane:
I'mafraidnot,reallydon'thaveanymoreroomtomaneuver.
恐怕不行,鲍伯,我真的没办法再降了。
You'regoingtohavetoupthepricesomemore,alotmore.
你得将价格提高点,甚至要提高很多。
Bob:
Jane,Itoldyou,withbusinessthewayitis,theKoreansdumpingunitsinourmarket,thedowneconomy,ourdecreasedmarketshareinthelastthreequarters.
珍,我告诉过你,现在业界的状况是,韩国人倾销大量的DVD放影机到市场上,经济又不景气,我们的市场点有率已经下跌了三个季度。
Wecan'tcompeteifwepayyourprice.
付你们这个价码,我们就没有竞争力了。
Janb:
Bob,you'rebreakingmyheart,butmyhandsarealsotied.
鲍伯,你真是伤我的心。
但是我也没办法啊。
Mybosstoldmenottoselltheseunitsforlessthanitcoststomakethem.
老板有指示,售价不可以比造价低。
Ican'tgoanylower.
我真的不能降。
Ialreadymadetwocounterofferstoyoursandyouhaven'tbudged.
我已经改了两次价,而你一点都不配合。
NowI'redemonstratedI'mwillingtoworkwithyou,andyoucansayis"takemyoffer".
我展现出我们的合作诚意,但你还是那句老话,叫我“接受你的价格”。
Bob:
It'sgoodoffer,thebestwecando.
这条件很好,是我们所能提供的最好的价格
Jane:
Look,thisisgettingusnowhere.
我们这样是谈不出结果来的。
We'vebeenhereformorethansevenhoursandwe'renoclosertoadealthanwhenwestarted.
已经谈了7个小时,却一点进展都没有。
Isuggestwecallitaday,andtryagaintomorrow.
我看今天就谈到这里吧,明天再继续。
Thatisifyouthinkwehaveanythingtotalkabouttomorrow.
暂到此吧——我们明天还有事情要谈。
Bob:
Maybeyou'reright.
也许你说的对。
Look,thisisn'tanofficialoffer.
这并不是正式报价。
I'mnotauthorizedtogoanyhigher,butduringtheeveningI'llcheckwithmypeopleandseeifwecansweetenourofferabit.
我没有权限可以再提高价格,但晚上我会和内部的人谈谈,看看能不能再提出更好的价格。
LikeIsaid,thisisn'tofficialbutmaybeIcancomeupaasmuchastwenty-fivecentsperunit.
就像我说的,这个报价不算正式,也许我可以再多给一点,大概平均提高25分钱。
Janb:
Bob,youknowIneedsomethingmoreliketwoandahalfdollars.
鲍伯,你也知道多个二块五才是我要的。
That'sstillwaytoolow.
那(25分)还是太少。
Bob:
Iknow,butdon'tforgetthatwasn'tanoffer.
我知道,但别忘了,那不是报价。
I'mnotauthorizedtoofferanymore.
我没有权限,可以提供更好的价格。
I'mjustsortofthinkingoutloudthatmaybemypeoplewillallowmetocomeupthatmuch.
我只是这么想而已,说不定公司的人可以让我提高价格。
Jane:
Whenyoutalktothem,Isuggestyoudiscusssomelargernumbers,andI'llcallTaiwan.
当你和他们讨论时,我希望你谈大一点的数字。
我会打电话回台湾。
2012年常用商务英语谈
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