商務談判英語口語學習

時間：2022-10-09 04:01:31 Negotiation 我要投稿

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商務談判必備英語口語學習

　　商務談判是指不同的經濟實體各方為了自身的經濟利益和滿足對方的需要，通過溝通、協商、妥協、合作、策略等各種方式，把可能的商機確定下來的活動過程。隨著國內企業與海外企業的合作越來越頻繁，英語在商務談判中的重要性已經不言而喻了。

商務談判必備英語口語學習

　　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.

　　商務談判是企業實現經濟目標的手段，資深商務人士一定聽過“商務談判三部曲”的概念，即談判的步驟應該為申明價值(Claiming value),創造價值(Creating value)和克服障礙(Overcoming barriers to agreement)三個進程。在商務談判中，我們一方面要以價格為中心，堅持自己的利益，另一方面又不能僅僅局限于價格，應該拓寬思路，設法從其它利益因素上爭取應得的利益。

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