進行商務(wù)談判時的英語技巧
與外商進行商務(wù)談判時大多用英語進行,所以這個時候我們要注意避免跨國文化交流產(chǎn)生的歧義,交談時盡量用簡單、清楚、明確的英語,不說易引起對方反感的話語,接下來,小編給大家準(zhǔn)備了進行商務(wù)談判時的英語技巧,歡迎大家參考與借鑒。
進行商務(wù)談判時的英語技巧
"to tell you the truth","I'll be honest with you…","I will do my best." "it's none of my business but…"。
為了避免誤會,我們可用釋義法確保溝通順利進行。如,"we would accept price if you could modify your specifications1."我們還可以說:"If i understand you correctly,what you are really saying is that you agree to accept our price if we improve our product as you request."
最后,為確保溝通順利的另一個方法是在談判結(jié)束前作一個小結(jié),把到現(xiàn)在為止達成的協(xié)議重述一遍并要求對方予以認(rèn)可。另外在商務(wù)談判還應(yīng)注意下列問題:
1、"會聽"
要盡量鼓勵對方多說,向?qū)Ψ秸f:"yes","please go on",并提問題請對方回答,使對方多談他們的情況。
2、巧提問題
用開放式的問題來了解進口商的需求,使進口商自由暢談。"can you tell me more about your campany?" "what do you think of our proposal?"
對外商的回答,把重點和關(guān)鍵問題記下來以備后用。進口商常常會問:"can not you do better than that?"對此不要讓步,而應(yīng)反問:"what is meant by better?" 或"better than what?"
3、使用條件問句
用更具試探性的條件問句進一步了解對方的具體情況,以修改我們的發(fā)盤。典型的條件問句有"what…if",和"if…then"這兩個句型。如:"what would you do if we agree to a two-year contract ?" "If we modif your specifications, would you consider a larger order?"
(1)互作讓步。只有當(dāng)對方接受我方條件時,我方的發(fā)盤才成立。
(2)獲取信息。
(3)尋求共同點。如果對方拒絕,可以另換其它條件,作出新的發(fā)盤。
(4)代替"no"."would you be willing to meet the extra cost if we meet your additional requirements?" 如果對方不愿支付額外費用,就拒絕了自己的要求,不會因此而失去對方的合作。
擴展:討論集團的其他同事
In this conversation, some members of an office clique1 are standing2 around the water cooler. They are mostly gossiping about employees who don’t belong to the clique.
Julie: Did you see Nadia this morning? I really don’t like the dress she’s wearing.
Sally: I know what you mean. Her clothes are never in fashion, anyway.
Michael: Hey, I heard through the grapevine that Todd will
probably get the new job in Marketing3.
Sally: I’m not surprised. He’s such a brown-noser.
Bill: Yeah, the only reason he’s moved up so fast is by sucking up all the time.
Mira: I heard that there was a little back-biting involved, too!
Michael: Did you hear the latest rumor4? Mario and Vanessa have the hots for each other. Someone saw them together a few days ago.
Mira: No kidding! And he’s still going out with Florence.
Julie: Shh ... keep it down. Chuck’s coming. He can be a real rumor-mongerer.
Chuck: Hi, everyone. What’s up?
參考譯文:
在下面的對話里,辦公室的一個小集團里的幾個成員站在水冷卻器旁。他們可能是在談?wù)撃切┎粚儆谒麄兗瘓F的其他同事。
Julie: 你今天早上看見Nadia了嗎?我一點都不喜歡她穿的衣服。
Sally: 我明白你的意思。她的衣服從來都很土。
Michael: 嘿,我聽(傳聞)說Todd很有可能調(diào)到市場部工作。
Sally: 我一點都不覺得驚訝,他可是個馬屁精。
Bill: 就是,他之所以升職那么快,惟一的原因就是他每時每刻都在拍馬屁。
Mira: 我聽說還和他誹謗別人有關(guān)。
Michael:你聽到最新的謠傳了嗎?Mario 和 Vanessa好上了。有人前些天看見他們在一起。
Mira: 別開玩笑了。他現(xiàn)在還在和Florence 約會呢。
Julie: 噓,小點聲。Chuck來了。他是十足的傳謠者。. . . . .
Chuck: 大家好,談什么呢?
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