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英文談判與要點(diǎn)
The Negotiation Process/談判過(guò)程：
It's time to negotiate! Here are a few golden rules to successful negotiations:
現(xiàn)在是談判的時(shí)間了！下面是成功談判的黃金原則：
1) Always try to negotiate for at least 15 minutes. Any less than that and it is unlikely
that either party has had enough time to fairly consider the other side. Generally, the
size or seriousness of the negotiation determines the amount of time needed to negotiate
it. Setting a time limit is a good idea. Approximately 90% of negotiations get settled in
the last 10% of the discussion.
至少讓談判持續(xù)15分鐘，
英文談判與要點(diǎn)
。少于這個(gè)時(shí)間的話談判的一方是不會(huì)有足夠的時(shí)間去考慮另一方的觀點(diǎn)的。一般來(lái)說(shuō)談判的規(guī)格或嚴(yán)肅性決定了它所需要的時(shí)間。設(shè)置一個(gè)時(shí)間限是一個(gè)好主意。大約90%的談判是在
最后10%的討論過(guò)程中建立的。
2) Always offer to let the other party speak first. This is especially important if you are
the one making a request for something such as a raise. The other party may have
overestimated what you are going to ask for and may actually offer more than what you were
going to request.
總是讓對(duì)方先說(shuō)，這點(diǎn)尤為重要特別當(dāng)你是提要求的一方比如要求加薪時(shí)。對(duì)方可能會(huì)高估你所要求的
或者實(shí)際上打算提供的超出你想要的。
3) Always respect and listen to what your opponent has to say. This is important even if he
or she does not extend the same courtesy to you. Do your best to remain calm and pleasant
even if the other party is displaying frustration or anger. Remember some people will do
anything to intimidate you.
認(rèn)真聽(tīng)對(duì)方在講什么。這點(diǎn)很重要，即使對(duì)方并沒(méi)有表現(xiàn)出相同的禮貌。如果對(duì)方表現(xiàn)出沮喪或憤怒，
也要保持冷靜和愉悅。記住一些人可能會(huì)恐嚇你。
4) Acknowledge what the other party says. Everyone likes to know that what they say is
important. If the other party opens first, use it to your advantage, by paraphrasing what
you have heard. Repeat their important ideas before you introduce your own stronger ones.
回應(yīng)對(duì)方所說(shuō)的。每個(gè)人喜歡看到自己所說(shuō)的是重要的。如果對(duì)方先開(kāi)始，那么重新闡述一下你所聽(tīng)到
的。在你介紹你自己的觀點(diǎn)之前重復(fù)他們的重要想法。
5) Pay attention to your own and your counterpartner's body language. Review the chart
below to learn how to interpret body language during the negotiations. Make sure that you
aren't conveying any negative body language.
注意你所擁有的和對(duì)手的身體語(yǔ)言�？纯聪旅娴谋�，學(xué)習(xí)怎樣在談判中使用和解讀肢體語(yǔ)言。確保你沒(méi)
有使用任何負(fù)面的身體語(yǔ)言。
Language to use to show understanding/agreement on a point/表達(dá)理解程度或同意程度的語(yǔ)言：:
&O1548; I agree with you on that point. 我在那一點(diǎn)上贊同你。
&O1548; That's a fair suggestion. 那是一個(gè)公平的建議。
&O1548; So what you're saying is that you... 所以你所說(shuō)的是……
&O1548; In other words, you feel that... 換句話說(shuō)，你覺(jué)得…..
&O1548; You have a strong point there. 你很強(qiáng)調(diào)這一點(diǎn)。
&O1548; I think we can both agree that... 我想我們都能同意…..
&O1548; I don't see any problem with/harm in that. 我在…上沒(méi)有看到任何問(wèn)題…
Language to use for objection on a point or offer:/表明反對(duì)某一觀點(diǎn)或提案的語(yǔ)言：
&O1548; I understand where you're coming from; however,... 我明白你得道理，但是盡管如此…
&O1548; I'm prepared to compromise, but... 我做好了妥協(xié)的準(zhǔn)備，但是…
&O1548; The way I look at it... 我看待它的方式….
&O1548; The way I see things... 我看待這些事的方式…
&O1548; If you look at it from my point of view... 如果你站在我的立場(chǎng)上看…
&O1548; I'm afraid I had something different in mind. 我恐怕有些不同意見(jiàn)。
&O1548; That's not exactly how I look at it. 確切地說(shuō)我不是那樣看的.
&O1548; From my perspective... 在我的方面…
&O1548; I'd have to disagree with you there. 在那點(diǎn)上我不能贊同你。
&O1548; I'm afraid that doesn't work for me. 我恐怕那對(duì)我行不通。
&O1548; Is that your best offer?這是你給我的最好選擇么？
Body Language/肢體語(yǔ)言 Possible meaning/可能含義
Avoiding Eye Contact
避免眼神接觸 &S226; Lying 說(shuō)謊
&S226; Not interested 不感興趣
&S226; Not telling the whole truth沒(méi)有說(shuō)出整個(gè)真相
Serious Eye Contact
嚴(yán)肅的眼神接觸 &S226; Trying to intimidate 試圖恐嚇
&S226; Showing anger 表達(dá)憤怒
Touching the face/fidgeting
觸摸臉頰/坐立不安 &S226; Nervousness 緊張
&S226; Lack of confidence 缺乏自信
&S226; Submission 屈服順從
Nodding點(diǎn)頭 &S226; Agreeing 同意
&S226; Willing to compromise 愿意妥協(xié)
Shaking the head/turning away
搖頭/轉(zhuǎn)過(guò)頭去 &S226; Frustrated 沮喪的，無(wú)效的
&S226; In disbelief 不相信
&S226; Disagreeing with a point 不同意
英文談判案例：
Markus Opens the Negotiations/Markus開(kāi)始了談判
It's finally lunchtime and Markus and Louis meet as planned. Markus offers for Louis to
speak first, but Louis declines:
最終午休時(shí)間Markus和Louise如約而至。Markus讓Louis先說(shuō)，但是Louis拒絕了。
Markus:
Thanks again for agreeing to meet today. I really appreciate you taking the time during
your lunch.
再次感謝您同意今天的這次會(huì)面。我非常感激您愿意讓我占用您的午休時(shí)間。
Louis:
Okay, well, let's get started. I'd like to resolve this as soon as possible so we can get
back to work.
Ok,好吧，讓我們開(kāi)始吧。我想盡快解決它以便我們能夠回去工作。
Markus:
Great. Okay, well, if there's anything you'd like to say first, please be my guest.
很好，好的。如果您想先說(shuō)點(diǎn)什么，請(qǐng)盡管說(shuō)。
Louis:
Oh, no, I insist you go first. After all, you're the one who asked to meet with me.
哦，不，我堅(jiān)持你先說(shuō)。畢竟，是你要求的這次談話。
Markus:
Very well then. First of all I want you to know that I am fully aware of the challenges you
have faced in running this company in the last few years. I understand that the poor
weather last year ended up costing you and all of the local landscape companies a lot of
money. However, I think you realize that I am unsatisfied with my current salary. I've been
with Landscape labourers for 5 years now and there have been many other years that were
profitable. Despite how much your business has grown, I'm making less than a dollar more
than I was the day I started.
那么好吧。第一我想讓你知道我完全知道在過(guò)去的幾年中你在掌管這家公司時(shí)所面臨的挑戰(zhàn)。我明白去
年的壞天氣讓你以及所有的本地的園林公司損失不小。盡管如此，我認(rèn)為你也意識(shí)到了我對(duì)我現(xiàn)在的薪
水不滿。我已經(jīng)在公司做了5年了，除了去年以外，其它年份利益都不錯(cuò)。除去您企業(yè)的本身的增長(zhǎng)，我
也發(fā)揮了很大作用。
Louis:
You're lucky to have a job in these times.
你很幸運(yùn)在這個(gè)時(shí)候還有工作。
Markus:
Yes, and I'm very thankful that you have employed me all this time, especially during the
slow seasons when the company is struggling to make a profit. It means a lot to me to have
that stability, which is why I have remained loyal to your company.
是的，我非常感謝你一直雇傭我，特別是在淡季當(dāng)公司艱難盈利的時(shí)候。穩(wěn)定對(duì)我很重要，這就是為什
么我一直對(duì)公司保持忠誠(chéng)
Louis:
You haven't had much choice but to remain loyal, Markus. There are no jobs out there.
你沒(méi)有很多選擇，除了保持忠誠(chéng)，Markus。除了這里之外再?zèng)]有工作了。
Markus: Well if you don't mind, I'd like to finish what I have to say and then you can let
me know what your position is. As a matter of fact, there are a few companies hiring right
now in our area. These are not all necessarily companies that I would be interested in
working with. For example, you and I both know that I would never want to work for a
company such as Powell Designs. I'd much prefer to be associated with a company like
Landscape Labourers because we do a good job. Having said that, I took the liberty of
calling a few other local companies to find out what type of salary packages they offer to
their foremen.
如果你不介意的話，我愿意結(jié)束我剛才所說(shuō)的，而您可以讓我知道您所處的位置。實(shí)際上，這里有幾家
公司都在雇人。不是所有的公司我都愿意在里面工作，比如，您和我都知道我絕不愿意為像Powell
Designs這樣的公司工作。我更愿意在一家像Landscape Labourers的公司里做。我得說(shuō)，我有這個(gè)自由
去打給本地的幾家其它公司去看一看他們會(huì)給主管什么樣的薪水。
Louis:
Foremen? I don't have a foreman. I never have. It's not my style. Don't forget, you're a
contract labourer just like the rest of the crew.
主管？我沒(méi)有主管。從來(lái)沒(méi)有。這不是我們的風(fēng)格。別忘了。你是一個(gè)合同工，像其它專(zhuān)員一樣。
Markus:
Yes, I thank you for bringing that up. Besides deserving a higher salary, one that is
competitive with local companies, I also think that I deserve a new title. You and I both
know that the crew looks to me as though I am a foreman, even though I don't have the
title.
是的，我要謝謝您提出來(lái)。除了要求一個(gè)更高的薪水，那個(gè)職位在本地的公司中也是很有競(jìng)爭(zhēng)力的，我
認(rèn)為我也想要一個(gè)新的頭銜。您和我都知道雇員們都把我看成了一個(gè)主管，即使我還沒(méi)有這個(gè)頭銜。
Louis:
You don't have the title, but you also don't have the responsibility. It's a lot of work
being a foreman.
你沒(méi)有這個(gè)頭銜，但是你也不必承擔(dān)這個(gè)責(zé)任，成為主管后會(huì)有很多工作的。
Markus:
Exactly. And you can't say that you haven't noticed me coming in earlier than the others
and leaving later. I also designate jobs to all of the crew members each morning and call
suppliers when needs arise. These are duties of a foreman, am I right?
實(shí)際上，您不能說(shuō)您還沒(méi)注意到我比其他人來(lái)得都早，離開(kāi)得都晚。每天早上我總是給所有人分派工作
，當(dāng)需求上漲時(shí)打電話給供應(yīng)商，這就是主管的職責(zé)，對(duì)嗎？
Louis:
I suppose. But a foreman also helps solve conflicts that arise within a team, and deals
with customer complaints. You always pass those things on to me.
我同意。但是一個(gè)主管也要幫助解決團(tuán)隊(duì)內(nèi)的沖突，還要處理顧客的抱怨。你總是把這些東西推給我。
Markus:
I agree with you on that. However, I would be willing to take on these extra
responsiblities, should you offer me a foreman position at a rate of $25.00 per hour
我非常同意您。盡管如此，我很愿意擔(dān)負(fù)起這些額外的責(zé)任，您能給我一個(gè)時(shí)薪為25美元主管職位嗎？
Coming to a Close or Settlement/接近尾聲
There are a number of signals that indicate that negotiations are coming to a close. This
may not always mean that an agreement has been reached. In many cases, there are many
rounds of negotiations. The preliminary round may uncover the major issues, while
subsequent rounds may be needed to discuss and resolve them. Here are some signals of talks
coming to a close:
有幾個(gè)信號(hào)表明了談判正接近尾聲。這并不一定意味著雙方能夠達(dá)成一致。許多案例中，談判會(huì)進(jìn)行許
多輪。開(kāi)始的一輪可能只是揭開(kāi)了主要議題，可能還需要后來(lái)的幾輪來(lái)討論和解決他們。這里有一些談
話接近尾聲的信號(hào)
&O1548; A difference of opinion has been significantly reduced
不同的意見(jiàn)極大地減少了
&O1548; One party suggests signing an agreement.
一方建議簽一個(gè)協(xié)議
&O1548; One or both parties indicate that a period of time to pause and reflect is
necessary.
一方或者雙方指出需要暫停，各自回去思考是必須的
Beware of last-minute strong-arm tactics./要知道反咬一口的強(qiáng)硬策略
Even if you make the decision to treat your negotiating opponent with honesty and kindness,
the other party may not extend you the same respect. Be prepared to stand your ground
firmly, yet cordially, especially in the last few minutes of the negotiations. This is the
time when manipulative parties may employ certain tactics in order to try to fool you into
losing focus or lowering goals and standards. Remember that conflicts are generally
resolved in the last few minutes. The theory behind last minute tactics is that one party
may be more willing to give in out of fear that all of the concessions or progress made up
to that point (perhaps hours or weeks of talks) might be lost. People also get tired or
have other commitments that need to be met, such as making an important phone call before
another business closes, or picking up children from school. Here are some last minutes
tricks that negotiators often use at this time:
及時(shí)你決定對(duì)你的對(duì)手保持誠(chéng)實(shí)和善意，但另外一方很可能不會(huì)這樣對(duì)你，
資料共享平臺(tái)
《英文談判與要點(diǎn)》(http://m.msguai.com)。要準(zhǔn)備好牢牢地站在你的立場(chǎng)上，仍然保持誠(chéng)懇，特別是在談判的最后幾分鐘里。在這個(gè)時(shí)候，靈活的一方可以使用某種策略去嘗
試讓你失去關(guān)注點(diǎn)或者降低要求和標(biāo)準(zhǔn)。記住沖突往往都是在最后的幾分鐘內(nèi)解決的。反咬一口策略背
后的理論是一方出于害怕會(huì)失去所有在那一點(diǎn)上已經(jīng)形成的讓步或進(jìn)展，因而可能更容易認(rèn)輸。人們變
得疲憊或者有其它事情必須去做，比如在另一個(gè)商務(wù)進(jìn)程結(jié)束前打了一個(gè)重要的電話，或者從學(xué)校接孩
子。這里有一些反咬一口的策略，它們?cè)谡勁羞M(jìn)行到這個(gè)時(shí)刻時(shí)經(jīng)常會(huì)被用到。
&O1548; Walking out of the room
走出房間
&O1548; Offering a short-term bribe
提供一個(gè)短期的誘惑
&O1548; Telling you to take it or leave it
告訴你接受它或者放棄它
&O1548; Giving an ultimatum
給一個(gè)最后通牒
&O1548; Abrupt change in tone (used to shock the other party into submission)
聲調(diào)的突然變化（用來(lái)使另一方屈服）
&O1548; Introducing new requests (used at to get you to concede with little thought or
consideration)
提出新的要求（讓你在沒(méi)有深思熟慮的情況下讓步）
&O1548; Stating generalizations without evidence (dropped without significant
statistics/proof)
在沒(méi)有證據(jù)的情況下陳述普遍性（沒(méi)有重要的統(tǒng)計(jì)/證明）
&O1548; Adopting the Mr. Nice Guy persona (used to try to make it look like they are doing
you a favour in hopes that you will lower your expectations)
采用好好先生（讓你以為他們給了你很多優(yōu)惠，希望你能降低你的期望值）
Language to use in closing/在最后會(huì)用到的句子
&O1548; It sounds like we've found some common ground.
聽(tīng)上去我們找到了一些共同點(diǎn)。
&O1548; I'm willing to leave things there if you are.
如果你同意的話我愿意把問(wèn)題留在那。
&O1548; Let's leave it this way for now.
讓我們現(xiàn)在就以這種方式處理它吧。
&O1548; I'm willing to work with that.
我愿意那樣去做。
&O1548; I think we both agree to these terms.
我認(rèn)為我們都同意這一項(xiàng)。
&O1548; I'm satisfied with this decision.
我對(duì)這個(gè)決定很滿意。
&O1548; I think we should get this in writing.
我認(rèn)為我們應(yīng)該把這個(gè)寫(xiě)下來(lái)。
&O1548; I'd like to stop and think about this for a little while.
我希望停一下，稍稍想一下這個(gè)。
&O1548; You've given me a lot to think about/consider.
你們讓我考慮了很多。
&O1548; Would you be willing to sign a contract right now?
你愿意現(xiàn)在簽一份協(xié)議嗎？
&O1548; Let's meet again once we've had some time to think.
讓我們立刻再見(jiàn)一次，我們已經(jīng)想過(guò)這個(gè)了。
英文談判案例
Louis Signals an End to the Negotiations and Attempts some Last-minute Tactics
Louis:
Look, we're running out of time here and I've barely had a bite of my lunch.
看，我們花了這么多時(shí)間在這，而我?guī)缀醵紱](méi)有動(dòng)我的午餐。
Markus:
I know, and we have a lot of work to get done this afternoon.
我知道，而且我們下午還有很多工作要做。
Louis:
Well, I guess we'll have to settle this at another time.
好的，我想我們不得不在其它時(shí)間確定這個(gè)了。
Markus:
Actually, I'd really like to get this settled today. I know how busy you are, and it's not
easy to get you to sit down and talk.
實(shí)際上，我想今天就確定。我知道您有多忙。讓您坐下來(lái)談話并不容易。
Louis:
(standing up and getting ready to walk out of the room) Well, we're not getting anywhere.
（站起身準(zhǔn)備走出房間）好的，我們現(xiàn)在不能再談了。
Markus:
Please sit down for a few more minutes so we can make a decision.
請(qǐng)?jiān)俣嘧鰩追昼�，讓我們做個(gè)決定。
Louis:
And what if I don't? Are you going to quit?
如果我不呢？你要離開(kāi)嗎？
Markus:
I am a loyal employee, and I believe that it is in the best of both of our interests to
have this conflict resolved. This should only take a few more minutes.
我是一個(gè)忠誠(chéng)的雇員，我相信如果我們都有興趣去解決這個(gè)沖突是最好的。這只再需要幾分鐘。
Louis:
Fine. You can be the foreman. I'll even change the title on your pay stub. But no raise.
好。你可以是主管，我會(huì)在你的工資單上改掉頭銜，但是沒(méi)有加薪。
Markus:
I think you and I both know, that the raise is more important to me than the title itself.
我想你和我都知道，加薪對(duì)我來(lái)說(shuō)比頭銜本身更重要。
Louis:
You know, not very many owners would agree to give a person like you the title of foreman.
You don't even have your proper certification.
你要知道，沒(méi)有那么多雇主會(huì)同意給一個(gè)像你這樣的人主管頭銜的。你甚至沒(méi)有正式的證書(shū)。
Markus:
You've said before that experience means more to you than education. Remember that guy
Samuel that you hired. He had a four year diploma in landscape design but had never worked
a day out on the fields. You let him go before his probation was up.
您在那之前說(shuō)過(guò)了對(duì)您來(lái)說(shuō)經(jīng)驗(yàn)比學(xué)歷更重要。記得那個(gè)您雇過(guò)的Samuel，他擁有一個(gè)園林設(shè)計(jì)的4年制
學(xué)位，但是卻從來(lái)沒(méi)有在野外工作過(guò)一天。你在他的實(shí)習(xí)期結(jié)束之前就讓他走了。
Louis:
Oh, don't remind me of that kid.
哦，別讓我想起那個(gè)孩子。
Markus:
Look, I'd be willing to accept $24.00/hr, if you agree to review my salary again come
spring.
看，我愿意接受每小時(shí)24美元的時(shí)薪，如果你同意在來(lái)年春天再次考慮我的薪金。
Louis:
Fine. I guess, that's fair. You are my best employee, right now at least.
我想，那是公平的。你是我最好的雇員，至少現(xiàn)在是。
Markus:
Great, then, you won't mind changing my status to crew foreman. I won't disappoint you.
Remember, I'm willing to take on the extra duties of a foreman, which will give you more
time to find new clients.
太好了，那么。你也不會(huì)介意把我的職位變成主管。我不會(huì)讓您失望的。記住。我會(huì)負(fù)起一個(gè)主管該負(fù)
的責(zé)任的，這會(huì)讓你擁有更多的時(shí)間去開(kāi)發(fā)新客戶。
Louis:
Speaking of new clients. I'm expecting an important phone call in ten minutes, so let's
wrap this up.
說(shuō)到新客戶。我正在等待10分鐘后的一個(gè)重要電話，所以讓我們把這個(gè)收起來(lái)吧。
Markus:
Well, I think we've both agreed on the terms. Can we shake on it? I mean, can I have your
word that my new hourly wage will begin at the beginning of next month?(Markus holds out
his hand.)
那么，我認(rèn)為我們都同意了這些項(xiàng)。我們能握個(gè)手么？我的意思是，我能這樣理解您所說(shuō)的，我的新的
時(shí)薪從下個(gè)月頭開(kāi)始執(zhí)行么？（Markus 伸出他的手）
Louis:
(Louis shakes it.) Okay, Mr. Foreman. Get back to work, would you. And, I'll need you to
order all of the supplies for Monday.
（Louis握了手）OK, 主管先生，請(qǐng)你回去工作吧。還有，我需要你訂一下星期一的所有供貨。
Markus:
Thanks, Louis. I'll get on that right now.
謝謝，Louis。我立刻去做。
Formalize the agreement/negotiation/形成約定/談判
In most business negotiations it is a good idea to get something down in writing. Even if a
decision has not been made, a letter of intent to continue the negotiations is often used.
This is a way for each party to guarantee that talks will continue. A letter of intent
often outlines the major issues that will be discussed in future negoatiations. In some
cases a confidentiality agreement is also necessary. This is a promise from both parties to
keep information private between discussions. When an agreement has been decided, a formal
contract may be required. On the other hand, depending on the seriousness of the decision,
and the level of trust between the two parties, a simple handshake and verbal agreement may
be all that is needed. For example, an employer may offer a promotion and an employee may
trust that the new salary will be reflected on the next paycheque. However, even if nothing
is put formally in writing, it is wise to send an e-mail or letter that verifies the terms
and puts the agreement on record, especially when a specific number is decided on.
在大部分商務(wù)談判中，把東西寫(xiě)下來(lái)是個(gè)好辦法。即使決定還沒(méi)有做出，我們也經(jīng)常用一封誠(chéng)懇的信來(lái)
使談判繼續(xù)下去。這是一種讓每一方都保證繼續(xù)交涉的方式。一封懇切的信經(jīng)常會(huì)突出在將來(lái)的談判中
涉及到的主要議題。在一些案例中，一份機(jī)密的約定也是必要的。這是雙方在討論中保持信息不公開(kāi)的
一個(gè)保證。當(dāng)一個(gè)約定形成時(shí)，可能一份正式的合同會(huì)應(yīng)運(yùn)而生。另一方面，由于約定的嚴(yán)肅性級(jí)別的
不同，雙方之間的信任程度不同，一個(gè)簡(jiǎn)單的握手和口頭約定可能就足夠了。例如，一個(gè)雇主晉升了一
個(gè)雇員而這個(gè)雇員相信新的薪酬會(huì)在下一次的工資支票上體現(xiàn)出來(lái)。盡管如此，即使沒(méi)有在紙上寫(xiě)任何
東西，寫(xiě)一封E-mail來(lái)確認(rèn)這些項(xiàng)并把這個(gè)約定記錄下來(lái)，特別是那些最后約定的具體數(shù)字。
Sample E-mail/案例E-mail:
To: louis@landscapelabourers.com
From: markus@landscapelabourers.com
Subject: Today's Negotiation
Attachment: Site #345
Hi Louis
I just wanted to write and thank you for spending your lunch hour with me today. I'm
pleased with how our talks went and am excited to take on my new role as crew foreman. Even
though my new salary will not be put in place until the first of next month, I will begin
my new duties immediately. The supplies for Monday's job (Site #345) have all been ordered,
and the total of the invoice will be $349.98, including tax and delivery. The crew has been
assigned their tasks for Monday so we will be able to start as soon as we arrive. You will
find a chart attached outlining who will be taking care of what and how long it should take
us to have it completed. If you have any concerns, feel free to call me at home over the
weekend. Thanks again,
Markus
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