L9 U2 谈判

Module 1. 准备谈判

1. 商务词汇

upgrading 升级
vendor 供应商
productive 富有成效的
crash 崩溃
negotiate 谈判
standard model 标准型号
memory 内存
hard drive 硬盘
budget 预算

Can we negotiate a reasonable price with the vendor? 我们能与供应商谈判达成一个合理的价格吗？
We're going to upgrade from the current standard model. 我们将从当前的标准型号升级。
Do we have a budget to upgrade our software? 我们有升级软件的预算吗？
We need to find ways to become more productive. 我们需要想办法提高生产效率。
My hard drive crashed, and I lost the information. 我的硬盘崩溃了，信息也丢失了。
My computer doesn't have enough memory. 我的电脑内存不够。

2. 含有'what'的表述

what 一词常常用在问题开头。

What's so great about their computers? 他们的电脑有什么了不起的地方？

但是，你可在表述开头使用 what，用于强调。请看以下两条表述。含有 what 的表述语气更重。

Their computers are powerful and dependable. 他们的电脑功能强大而且非常可靠。
What's so great about their computers is that they're powerful and dependable. 他们的电脑了不起的地方在于功能强大，而且非常可靠。

请注意，含有句子主语的 what 从句之后使用动词 be。

What we need to do is upgrade our software. 我们需要做的是升级软件。
What you should try is outsourcing the work to a vendor. 你应当尝试的是把这项工作外包给供应商。

3. 含有 'make'、'do' 和 'take' 的搭配

make sure 确定
does a great job 干得不错
take a break 休息一下
make these numbers work 让这些数据起作用

含有 make、do 和 take 的搭配
搭配指两个或多个通常一同使用的词语。准确地理解搭配，有助于使你的口语更流利，对你的阅读和聆听技能也有帮助。
以下是使用动词 make 的一些搭配：

Do you think we're making headway in the negotiations? 你觉得我们的谈判是否有进展？
We really need to make a decision today. 我们今天必须做出决定。
I think we finally made a breakthrough in the negotiations. 我认为我们终于在谈判中取得了突破。

以下是使用动词 do 的一些搭配：

It's important to do research before negotiations begin. 谈判开始前必须开展研究。
It's been a pleasure doing business with you. 非常荣幸与你做生意。
You did very well. Congratulations! 你做得非常好。祝贺你！
I want you to do your homework before the meeting tomorrow. 我要你在明天的会议之前做好功课。

以下是使用动词 take 的一些搭配：

They're trying to take advantage of us! 他们试图利用我们！
Our vendor takes good care of us. 我们的供应商服务非常周到。
There's no need to rush. Take your time. 不必仓促行事。慢慢来。
I want you to take the lead in the negotiations. 我要你在谈判中起带头作用。

From: [email protected]
To: [email protected]
Hi, Bill.

A quick update to make sure you know what's going on with the negotiations:
As you know, Fred Thompson is taking the lead for our team.
He's doing a great job.
I'm telling you, nobody takes advantage of that guy! We made some real headway today.
I think we can do business with them.
No final deal yet, but we're close.
We can definitely make the numbers we talked about work.

Thanks,

Ann

4. 表达将来的可能性

on the same page regarding quantities and cost 数量和成本方面彼此意见一致
I expect we'll need ... 我预计我们将会需要……
I anticipate my team will need ... 我预期我的团队将需要……
foresee a need for 预测需要

We really don't foresee any problems. 我们确实没有预见到任何问题。
We expect them to be flexible in their pricing. 我们期望他们能灵活地定价。
I anticipate that we'll soon make headway. 我预料我们很快会取得进展。
And regarding quantities, how many? 数量方面，有多少？
Do we have any flexibility in our negotiations? 我们在谈判中有没有任何灵活变通？
What's so great is that it's reasonably priced. 最棒的是定价合理。
I want to make sure we're on the same page. 我想确定我们看法一致。

Module 2. 表明你的公开立场

1. 用于电脑的形容词

powerful 功能强大的
solid reputation 卓著的声誉
durable 耐用
state of the art 最先进
lightweight 重量轻
tough 坚固
basic 基本
enormous 巨大的
flexible 灵活的

It's durable and tough. Drop it, and it won't break. 它坚固耐用。就算掉地上也不会损坏。
I just wish they were more flexible about the price. 我只希望他们定价能更灵活一些。
That model is both powerful and dependable. 那个型号功能强大而且可靠。
The engineer's computer has enormous memory. 这名工程师的电脑内存很大。
It has a solid reputation for being state of the art. 它在先进性方面声名卓著。
My laptop is both lightweight and durable. 我的笔记本电脑重量轻而且坚固耐用。

2. 表明你的立场

Over the next 12 months, we need ... 我们在未来 12 个月需要……
We never sell them for lower than 900. 我们的卖价从未低于 900。
That would be an enormous problem. 那将是个大问题。
We were expecting a lower price. 我们当时期待更低的价格。
You have to understand ... 你必须理解……
I have some limitations. 我面临一些局限。
be a little more flexible 稍微灵活一点

表明你的立场
谈判开始时，必须清楚地表明你的公开立场。使用以下表达：

Let me begin by saying we need 75 machines over the next six months. 首先，我们在未来 6 个月里需要 75 台机器。
To begin with, you have to understand we have tough budget limitations. 首先你必须明白，我们的预算非常吃紧。
I'm confident that we can work something out. 我有信心拿出一点办法。
We were expecting a better offer from you. 我们期待你能更加灵活。
We have certain limitations, but we'll try to be flexible. 我们面临一些局限，但会尽量灵活一点。

To begin with, we have tough budget limitations. 首先，我们的预算非常吃紧。
We have limitations, but we'll try to be flexible. 我们面临各种局限，但会尽量灵活一点。
We were expecting a better offer from you. 我们期待你有更好的报价。
Let me begin by saying we need 75 machines. 首先，我们需要 75 台机器。
We're confident that we can work something out. 我们有信心拿出一点办法。

3. 澄清

Would you clarify a couple of points? 你能不能澄清几点？
Doesn't IXW now own Sunset? 日落公司现在不属于 IXW 吗？
I'm not sure that I understand. 我拿不准我是否明白了。
There's been a misunderstanding. 一直存在误会。
You have to understand ... 你必须理解……
So there's really no way ... 所以确实不可能……

澄清
你在谈判中的目标是得到你想要的东西。谈判过程中，在必要时多次阐明你的立场，以便达成你的目标。
用此类问题来得到澄清：

Could you clarify a point for me? 你可否为我澄清一点？
I'm not sure I fully understand your point. 我拿不准是否完全明白你的观点。
What exactly do you mean by discount? 你所谓的折扣到底是什么意思？
Could you be more specific? 你能说得更具体一点吗？
So what you're saying is, there's no way you can deliver immediately? 那你的意思是，你完全没办法立刻交货？

用此类表述来进行澄清：

So, just to clarify, we cannot go that low. 说明一下，我们做不到那样的低价。
So, to put it another way, the more you buy, the less you pay. 换句话说，你买得越多，付的钱就越少。
What I'm saying is, we can offer you a small discount. 我说的是我们可以给你小幅的折扣。
To be more specific, we can discount the price by 10 percent. 更具体地说，我们可以给价格打 10% 的折扣。
What we mean is, that won't be possible. 我们的意思是那是不可能的。

So, just to clarify, we can't accept that price. 所以，澄清一下，这个价格我们不能接受。
What exactly do you mean by that? 你那么说到底什么意思？
What I'm saying is that 700 is too low. 我是说七百太低了。
To be more specific, we can't pay that much. 具体来说，我们不能付这么多钱。
Could you clarify a point for me? 你能跟我说清楚这个吗？
Could you be more specific? 你能说具体一点吗？

Module 3. 谈判

1. 谈判词汇

preliminary offer 初步报价
bulk discount 大宗折扣
full price 全价
general office laptop 普通办公笔记本电脑
accept 接受
check with 核实一下
finalize 完成

I'll need to check with my company before deciding. 我需要跟公司商量，然后才能做决定。
This general office laptop is basic and dependable. 这台普通办公笔记本电脑是基本型，而且很可靠。
We hope to finalize negotiations next week. 我们希望下周完成谈判。
It's unusual to accept a preliminary offer. 接受初步报价的做法很少见。
Buy a large quantity, and you can get a bulk discount. 大量购买，就能享受大宗折扣。
The full price, without any discount, is $400. 全价为 400 美元，无任何折扣。

2. 谈判策略

Negotiate to win-win!

The best kind of negotiation ends in a win-win situation.
That is, both sides feel that the final deal was good for them.
There are specific negotiating strategies that can be used.
First, separate the people from the negotiations.
Don't let emotions and personalities get in the way of an agreement.
Second, don't focus too much on preliminary offers.
Try to understand what will be good for both sides.
Third, work with the other side to find solutions that will lead to a win-win result.
Finally, be honest and fair.
Look at the facts on both sides.
Try following these steps to increase your chances of a win-win result.

3. 谈判

Let's look at your preliminary offer. 让我们来看看一下你的初步报价。
A bulk discount's out of the question. 大宗折扣毫无可能。
Help us out here. 帮我们一把。
I want to work with you. 我希望与你合作。
Here's what I can do. 我可以这样做。
I propose that you not buy ... 我提议你不要购买……
Let me get this straight. 让我把这个弄明白。
So what do you propose we buy? 那你建议我们买什么？
What would you say if I offered ...? 如果我报价……，你觉得怎么样？
I think I'd probably accept. 我觉得我有可能会接受。

谈判
谈判中会出现很多讨价还价。用此类表达来谈论报价和提议：

Your preliminary offer was much higher than we expected. 你的初步报价远远超出我们的预期。
I propose that you buy a different model. 我提议你购买另一种型号。
What do you propose that we do? 你建议我们怎么办？
My offer is 300 units at $250 each. 我的报价是 300 件，每件 250 美元。

用此类表达来拒绝报价或提议：

I'm afraid that price is out of the question. 这个价格恐怕毫无可能。
I'm sorry, but we can't offer that kind of discount. 抱歉，但是我们无法提供那样的折扣。
There's just no way we can accept your offer. 我们完全无法接受你的报价。

用此类表达来还价：

I have a counteroffer for you. How about 20%? 我给你还个价。20% 怎么样？
What would you say if I offered $500? 如果我报价 500 美元，你觉得怎么样？
Would you consider increasing the quantity? 你会考虑增加数量吗？

Your preliminary offer is not what we expected. 你的初步报价不符合我们的预期
We propose that you give us a 15 percent discount. 我们建议你给 15% 的折扣。
I'm afraid your offer is out of the question. 你的报价恐怕毫无可能。
I'm sorry, but we cannot accept your offer. 抱歉，但是我们不能接受你的报价。
My counteroffer is a bulk discount of 10 percent. 我的还价是 10% 的大宗购买折扣。
Would you consider lowering the price? 你会考虑降低价格吗？

4. 延迟做出决定

I can't confirm this today. 今天我无法确认。
I'll have to check with my boss. 我需要向我的老板核实一下。
I want more information. 我需要更多信息。
Why don't we meet later in the week? 不如我们这周找个时候见一面？

I can't confirm this. I'll have to check with my boss. 对此我无法确认。我需要跟老板商量。
What would you say if we offered 10 percent more? 如果我们报价提高 10%，你觉得怎么样？
Why don't you get back to me later? 你为什么不稍后再和我联系呢？
I need more information. Let's meet later in the week. 我需要更多信息。我们一周后再见。
I'm afraid we can't go that high. 恐怕我们没法接受那样的高价。
My counteroffer is 500 per computer. 我的还价是每台电脑 500。
To clarify, you can't give us a discount? 澄清一下，你不能给我们折扣？

Module 4. 达成交易

1. 付款和交付

total 合计
payment process 支付流程
service plan 服务方案
invoice 发票
standard 标准
covers parts and labor 包含零件和人工
no charge 免费
contract 合同

2. 总结和确认后续步骤

My boss confirmed that ... 我的老板确认……
Let's take a moment and review ... 我们花时间来回顾……
This is what I have. 我的报价是这样的。
Over the next year, IXW will ... 明年，IXW 将会……
The total of both purchases is ... 两笔采购合计总额为……
That's what I have too. 这也是我能支付的价格
Now, let's talk about the next steps. 现在，我们来谈谈接下来的步骤。
What about the ...? ……怎么样？

Negotiation - summary and next steps

From: [email protected]
To: [email protected]
Hi, Sam.

Just wanted to take a moment and review the results of our negotiations.
This is what I have: The vendor has confirmed that they can deliver 250 laptops at 925.
Delivery would be over the next three months.
The total purchase price is $212,500.

The next step is for them to send us the contract.
You will need to sign that.
Oh, one question: The standard service plan is for two years.
Are we interested in paying an extra $30 per unit to make that a three-year service plan? Let me know before they write up the contract.