你來(lái)我往價(jià)格戰(zhàn) Buy and Sell

音頻試聽(tīng)：

英文正文

Robert: Even with volume sales, our costs for the Exec-U-Ciser won't go down much.

Dan: Just what are you proposing?

Robert: We could take a cut on the price. But 25% would slash our profit margin. We suggest a compromise - 10%.

Dan: That's a big change from 25! 10 is beyond my negotiating limit. Any other ideas?

Robert: I don't think I can change it right now. Why don't we talk again tomorrow?

Dan: Sure. I must talk to my office anyway. I hope we can find some common ground on this. (next day) Robert, I've been instructed to reject the numbers you proposed; but we can try to come up with something else.

Robert: I hope so, Dan. My instructions are to negotiate hard on this deal - but I'm trying very hard to reach some middle ground.

Dan: I understand. We propose a structured deal. For the first six months, we get a discount of 20%, and the next six months we get 15%.

Robert: Dan, I can't bring those numbers back to my office - they'll turn it down flat.

Dan: Then you'll have to think of something better, Robert.

作業(yè)：看到劃線的句子了嗎？請(qǐng)翻譯。?

句型總結(jié)

●　 巧妙否決
1. We suggest a compromise -- 10%.
2. We propose an alternative -- 10%.
3. We have another possibility -- 10%.
4. We suggest another approach -- 10%.

　 談判進(jìn)行中，如果有意修改對(duì)方的提案，可技巧地使用："we suggest a (compromise)..."‘我們建議一項(xiàng)（折衷）...'
　 使用這句話的好處是避免當(dāng)面斬釘截鐵地拒絕對(duì)方，而且還可提出另一個(gè)提議來(lái)試探對(duì)方；因此這個(gè)句型不但有降低現(xiàn)場(chǎng)火藥味的作用，也可藉此表達(dá)新的意見(jiàn)，十分有利于雙方進(jìn)行磋商。它的語(yǔ)言技巧即在表達(dá)‘否定'時(shí)沒(méi)有用到‘不'這樣的字眼。

●　 超出限度
1. 10 is beyond my negotiating limit.
2. 10 is outside where I can go.
3. 10 is beyond the limits of what I can discuss.
4. 10 is not acceptable to me.

　 "...is beyond my negotiating limit."‘...超出我的談判限度'。
　　 此句型的主詞就是對(duì)方所提的條件。這句話明白告知對(duì)方，其提案超出己方設(shè)有的底限或自己的權(quán)限，若一味強(qiáng)求，可能造成談判破裂。這種表達(dá)否決意味的句子，語(yǔ)氣堅(jiān)定卻不失禮貌。

●　 上級(jí)指示
1. My instructions are to negotiate hard on this deal.
2. I've been instructed to negotiate hard on this deal.
3. I've been told to negotiate hard on this deal.
4. I'm obliged to negotiate hard on this deal.

　 對(duì)話中，有兩個(gè)表示自己乃銜命而來(lái)的句型，第一個(gè)是Dan說(shuō)的："I've been instructed to..."。另一個(gè)是Robert說(shuō)的："My instructions are to..."。
　 這兩個(gè)句型均適用于正式場(chǎng)合，語(yǔ)氣直截了當(dāng)；一來(lái)傳遞上級(jí)的指示，二來(lái)劃定談判的界限。不僅請(qǐng)對(duì)方諒解自己權(quán)力有限的難處，并且抬出背后上司作護(hù)身符，借此保護(hù)自己不致成為對(duì)方攻擊的箭靶。

特別提示

Robert對(duì)于Dan的談判。時(shí)而動(dòng)之以情，時(shí)而曉之以理。這一切的虛虛實(shí)實(shí)，無(wú)非是希望能與對(duì)方達(dá)成折衷方案、完成交易。以下兩則談判技巧供需要注意：

A. 如何利用‘人稱代名詞'博取對(duì)方的好感

　　傳遞消息時(shí)，不要忘了隨著消息的好壞，改變?nèi)朔Q的使用。說(shuō)壞消息時(shí)，利用"we"或"our"表示站在公司立場(chǎng)，或暗示這是公司的決定，而非個(gè)人意思。例如文中Robert說(shuō):"Our costs... Won't go down..."及"...would slash our profit margin."。再不然就抬出一個(gè)不在場(chǎng)的上司，表示奉命如此，請(qǐng)對(duì)方見(jiàn)諒自己的不得已。在說(shuō)好消息或答應(yīng)條件時(shí)，則盡量使用"I"或"my"，以拉近彼此距離，加強(qiáng)對(duì)方的好感，利于日后關(guān)系的發(fā)展。

B. 如何推測(cè)對(duì)方已到談判的底限

　　盡管雙方在談判的過(guò)程中，會(huì)不時(shí)地嚷嚷‘這已經(jīng)是價(jià)格的底限了'，其實(shí)通常都只是做做樣子而已。經(jīng)驗(yàn)之談是當(dāng)對(duì)方逐漸降低要求幅度時(shí)，就是快到價(jià)格底限的征兆了。請(qǐng)注意對(duì)方要求的幅度，當(dāng)其逐漸降低到你心目中理想價(jià)格的邊緣時(shí)，則離底限雖不中亦不遠(yuǎn)矣！