商務英語：談判得失細思量

商務英語：談判得失細思量

Robert在上單元的最后提出簽約十年的要求，Kevin會不會答應呢？如果答案是否決的話，Robert又有何打算？他一心為公司的利益打算，極力爭取技術轉移的協議，而對方會甘心出讓此項比金錢更珍貴的資產嗎？請看以下分解：

英文正文

Kevin: We can't sign any contract for ten years. But if your production quality is good after the first year, we could extend the contract and increase our yearly purchases.

Robert: That sounds reasonable. But could you shed some light on the size of your orders?

Kevin: If we are happy with your production quality, we might increase our purchases to 100,000 a year, for the first two years.

Robert: Excuse me, Mr. Hughes, but it seems to me we're giving up too much in this case. We'd be giving up the five year guarantee for increased yearly sales.

Kevin: Mr. Liu, you've got to give up something to get something.

Robert: You're asking us to take such a large gamble for just two year's sales, I'm sorry, but you're not in our ballpark.

Kevin: What would it take to keep Pacer interested?

Robert: A three year guarantee, not two. And a quality inspection tour after one year is fine, but we'd like some of our personnel on the team.

Kevin: Acceptable. Anything else?

Robert: We'd be making a huge capital outlay for the production process, so we'd like to set up a technology transfer agreement, to help us get off the ground.

句型總結

1.利益受損

1. It seems to me we're giving up too much in this case. 2. It seems to me we're getting the short end of the stick. 3. It seems to me you're coming out on top with this case. 4. It seems to me we're at a disadvantage in this case.

雙方談判，若對方的要求讓己方的利益受損，可用："It seems to me we're giving up too much in this case."這句話來抱怨。

此句型以進行式代替未來式，是表示若依對方的要求，其結果將會如此。這句話適切地表達出自己的不滿，且語氣并不尖刻，僅暗示對方的條件有欠公道。

2.無法接受

1. You are not in our ballpark. 2. You are not offering anything we can accept. 3. You are not giving us anything really attractive. 4. You are not within our range.

現代歐美人士常把大量的運動詞匯加入現代用語中。"ballpark"原義為‘球場'，現在則常引申為‘接受的范圍'。

"not in the ballpark"原是指棒球比賽時，若打出界外球，則此球不算數，必需重來。因此"You're not in our ballpark."，即表示對方的要求超出己方所能接受的范圍。

3.請開條件

1. What would it take to keep you interested? 2. What do we have to do to keep you at the bargaining table? 3. What would it require from us to keep you interested? 4. What would it take to bring us closer together?

談判步入僵局，對方顯露強烈不滿時，己方應表達‘愿聞其詳'的態度，請他提出意見。實用的句型為："What would it take to keep...(you) interested?"‘要怎樣做才能使...（你）還有興趣？'。這個句子顯示顧及對方利益的誠意，愿意解決問題。

特別提示

在這個單元中，最令人印象深刻的就是對方大舉殺價之后，Robert還能沉住氣，成功地運用低調的語言，化解向對方挑釁的沖動。雖然生意到此尚未敲定，卻留下無限的希望。以下為您分析，Robert到底運用了哪些微妙的語言技巧：

A. 避免當面指責

談判時，互施小技誘敵入殼，乃在所難免，因此發覺對方有不善意圖時，千萬要避免尖刻的指責。如Robert發現Hughes的提案大大地犧牲己方的利益時，他說："It seems to me we're giving up too much in this case."（我們似乎放棄太多）；而不說："You're giving us the short end here."（你讓我們吃大虧）。以冷靜緩和的口氣指出事實，當下彼此心知肚明，而沒有造成指著鼻子罵人的尷尬場面。

B. 盡量緩和對峙的場面

進行談判的過程中，常會因一言不和，旋即造成緊張場面；其實同樣的事情只要換種說法，就有不同的結果。如文中Robert就使用"Excuse me...,"以及"It seems to me..."這種不具威脅性的句型，告訴對方要作一些調整。這些句型審慎有禮，又不會有示弱或過分謙讓的意味，通常會造成更好的談判效果。

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