怎樣準備談判Negotiation

怎樣準備談判Negotiation

　商務談判是商務公關中非常重要的環節。在準備商務談判時，首先要確定談判目標，第二要確定談判策略，最后要了解談判對手。我們來看一個具體例子：
　　Dialogue
　　A: Let’s discuss the delivery date first. You should offer to deliver within six months after the contract signing./我們首先商量一下交貨期吧。你們應該在合同簽署后6個月內交貨。
　　B: Yes. /是的。
　　A: The interval is too long. I’m afraid. Could you deliver the drillers sooner?/恐怕時間隔太長了。能不能快些交付鉆孔機？
　　B: I must say we can do very little in this matter. But we’d like to hear more from you on this. Then we shall see what can be done./我必須說我們無能為力。但是我方愿意聽取你方在這方面更多的建議，然后看看我們可以做些什么。
　　A: Our idea is that you deliver within three months after the contract signing./我公司建議在合同簽署后3個月內交貨。
　　B: Impossible! As you know, we make most of the drillers’ parts, but a few of them come from another American manufacture. We have to order from them first./不可能！你知道，鉆孔機的大部分零件都由我們自己制造，但也有一少部分是來自另一個美國制造商。我們必須先從他們那訂貨。
　　A: I see./我知道。
　　B: To make the parts, they must first get specification and detail from us./為了制造這些零件他們必須先從我公司獲取這些零件的細節和規格。
　　A: Right./是的。
　　B: It’ll therefore take quite a long time. I’ll e-mail your company for the earliest possible delivery date./所以這要花很長時間。我會將盡可能早的交貨日期通過電子郵件告知你們公司的。
　　A: Please let us know as soon as you hear from your home office?/你從總公司得到消息后立刻告知我們，好嗎？
　　B: I’ll certainly do that./當然。...

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