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商务英语口语一本就够 商务谈判与商务会议01:商务谈判的秘诀-诚实无欺

Lily85 于2013-09-12发布 l 已有人浏览
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中国自古就有“货真价实,童叟无欺”的八字箴言,商务英语谈判也有一个秘诀:NO TRICKS(诚实无欺)。从字面看来,它与

 第一节

商务谈判的秘诀-诚实无欺
No Tricks

1.商务建议
 
中国自古就有“货真价实,童叟无欺”的八字箴言,商务英语谈判也有一个秘诀:NO TRICKS(诚实无欺)。从字面看来,它与中文的意思很像。不过它并不仅仅代表字面的意思,更指谈判中的八种能力。
    
这些能力的强弱对谈判结果至关重要。掌握了它们,就意味着你已经赢了一半。下面我们来通过对话认识NO TRICKS中包含的八种含义。
 
2.商务英语情景对话

1).Need(对于买卖对方来说,谁的需求更强烈,则对方就更拥有谈判力。)
 
A:We really need this new product to Europenan market.
我们确实很需要用这种新产品去打开欧洲市场。open…market 打开……市场
 
B:While we appreciate your cooperation,we regret to say that we can't reduce our price any further.
感谢贵方的合作。但很抱歉,我们不能再降低价格了。appreciate 赏识、鉴赏
 
2).Options(如果你可选择的机会越多,你会拥有更多的谈判资本。)
 
A:This product is now in great demand and we have on hand many enquiries from other counties.
这种产品现在需求量很大,我们手上有来自许多困家的询价。 in great demand 很大的需求量
 
B:We are satisfied with your samples,so the business depends entirely on your price.
我们对贵方的样品很满意。交易的成败就看贵方的价格了。 entirely 全然地、一概地
 
A:Our price depends on how large your order is.
我们的价格取决于贵方的订单有多大。
 
3).Time(对紧急事件要速战速妆,一旦一方着急,则对方就增添了谈判的信心和实力)
 
A:We'd like to order your product,RSK.When will you be able to deliver?
我们想订购你们的RSK型产品。你们什么时候可以送货?deliver 交付、递送
 
B:I'm afraid our stock has run low. I'll have that information by tomorrow.
恐怕我们的现货不多。我得明天才能知道消息。stock库存、现货
 
A:Can you deliver the goods now?
你们不能现在送货吗?
    
B:In general,delivery takes at least one week after we have received your order.
通常情况下,我们至少要在收到你们的订单一周后发货。
 
A:It's too late.
那太迟了。
    
B:Well, we'll try our best to deliver the goods earlier.
好吧,我们会尽全力尽早送货。
 
4).Relationships(与对方建立良好合作关系才能获得双赢。)
 
A:If you give us the agency, we'll spare no effort to further cour interests.
如果贵方给予我们代理权,我们将不遗余力地为贵方争取利益。effort努力、成就
 
B:It's to our mutual interest and profit.
这符合我们双方的利益。
 
A:Thanks for your trust.
感谢您的信任。
 
B:Thank you so much for coming. We'll come out from this meeting as winners.
欢迎再来。在这场会晤中我们都是赢家。

5).Investment(苦投入过多时间、精力和承诺而获利甚微的谈判结果,实在是差强人意。)
 
A:We have some points wc need to explore furthcr
我们还有几点需要再深入研究。
 
B:Aren't you atisfed with the terms of payment?
您对付款的条文还有不满意吗?
 
A:No,not entirely. The terms of payment are too severe.We'd like to pay the goods by L/C.
不,不完全满意。付款的条文太苛刻了。我们想用信用证来支付货款。L/C=letter of credit 信用证
    
B:But,sir,after three months of discussion,I think that a letter of credit arrangement is too much. We operate on a cash-sith-order basis for the 30% down payment.These are our usual terms. Please understand our situation.
但是,先生,经过三个月的讨论,我想这种信用证付款方式让我们花费太大了。我们对30%的头期款实行现金支付的原则。这是我们一贯的条例。请体谅我们的处境。
 
A:Let me think is over, please.A 30% down payment is a little stiff for us.I need time to consult with my boss.
请让我考虑一下。 30%的头期款对我们来说有点困难。我需要时间和老板商量。stiff 费劲的、艰难的
 
6).Credibility(必须让对方感到你的人品和产品都是可信的,无论这一点能否决定最后的成交。)
 
A:The Japanese market situation is not known to us.
我们不了解日本市场的情况。
 
B:Trust me!According to our experience, these handicrafts can find a ready market in Japan.
相信我!根据我们的经验,这些手工艺品在日本销路很好。
 
7).Knoweledge(要充分了解顾客的问题和需求,交预测到你的产品功效,你的知识无疑会增强对顾客的影响力。)
 
A:Our prices compare most favorably with quootations you can get from other manufacturers.You'II see that from our price sheet.
我们的价格比其他制造商开价优惠得多。这一点你可以从我们的价格单上看到。 quotation 报价单、行情表    manufacturer 制造商
 
B:We are very concerned about whether your price is FOB or CIF.
我们很关心贵方的价格是离岸价还是到岸价。
FOB=free on board 离岸价格
CIF=cost insurance and freight 到岸价格
 
A:In general,our prices are given on a FOB basis.
通常我们的报价都是离岸价。
 
8)Skills.(谈判技艺需要广博的知识、雄辩的口才、灵敏的思维和优雅的风度等。)
 
A:Reliability is our strong point.We are always improving our design and patterns to confirm to the world market.
可靠性正是我们产品的优点。我们一直在提高我们产品的设计水平,以满足世界市场的要求。reliability 可靠性
 
B:This new product is to the taste of the European market.I think it will also find a good market in your country.
这种新产品欧洲很受欢迎。我认为它会在你们商田家的市场上畅销。
 
A:At last,my offer was based on reasonable profit,not on wild speculations.
我的报价以合理利润为依据,不是漫天要价。reasonable 合理的    wild speculations  漫天要价
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