谈判英语一日通

谈判英语一日通Countering Give Away Chips 回应虚张型筹码Well, it's the best I can do. If you want to sell your DVD players, you need to accept my offer. Do we have a deal?I'm afraid not, Bob.……（对话详见Disk 3-7）For Your Informaiton(背景介绍）When you're locked in a room with someone determined to win a price concession, you have to wait him out. Don't forget his plan is to wait you out, so this tactic could easily last days, with no guarantee of success. It all depends on how badly the guys playing the dreams chips want to do business with you.和一个坚决要赢得谈价的对手对峙时，你得把他的耐性磨光；别忘了，对方也想用同一个招数来整你。

因此，这种情况下来，有时候会僵持好几天，而且不保证你就能获胜。

这得看谈判对手多想跟你做生意了。

The dumb counter tactic works, but it's not the best way to win a dream chip session. The dumb reply can be done by a negotiator working alone or by a staff that hasn't done their homework. It's all you do if you haven't prepared a smart reply.装傻的应变策略有效，但并不是赢得好条件的最佳方式。

装傻通常是由单打独斗的谈判者，或准备不足者来使用，因为当你准备不足时，这是唯一的上策。

Dream Chips or Give Away Chips虚张声势的谈判筹码Bob:It's good to meet you, Jane. Is this your first visit to the States?Jane: It's nice to meet you too, Bob. No, I've been here a few times in the past.....(详细对话见Disk 3-3)For Your Information(背景介绍)Thus far, all the bargaining chips have been real items that actually meant something. I mean the side that asked really thought the requsts were reasonble, and expected to get them. Thus far, the parties bargained in good faith, and every request was made in earnest. To understand the next section, you need a little backgroud.The way negotiations work is you give up something for every point you win, and all the issues on the table are credible. The next step is asking for more than you need and allowing yourself to be pushed back to what you wanted in the first place. It's called puffing, and it's an old tactic, tried and true. The puffing up demands to the point they became ridiculous had been tried from time to time but it never works. The other side sees right through the scheme, calls you on it and it's over.For unrealistic puffing to work, you have to do more than just act as if the issues were valuable. You have to make them valuable. You have to convince the other side you're telling the truth. The problem is how do you do that when the other team knows the playing field as well as you do ? To make it work, you need some convincing play-acting and you have to do your homework.If the other side tries to run this tactic, you can expect some very convincing arguments to justify their ridiculous demands. So convincing that you may even start to believe it. Well, that's what the cover story was designed to do. Don't fall for it.The first time they tried this ploy; okay it worked. The other side dismissed the demands as false and without merit. They said okay to stop wasting time and tried to move on to serious discussion. But, instead of letting it go and moving on, they came up with credible arguments supporting theirrequests, for which their opponents had no reply. The other side was caught flat-footed; they'd been blindsided by the ploy,and won big time.Now, nearly all big league ngotiations use them,and weeks, even months are wasted peeling away the false demands. Now, it's a standard time waster at the start of negotiations where you trade your dream chips for theirs. This tactic is most effective when the two sides have no place to go, like in a labor negotiation where the two sides have no choice but to work with each other. Okay, fall for the deception.When I mentioned this to my Business English students, they became very interested. The tactic was used on them, and they didn't understand what was going on, nor did they know what to do. It never occured to them the points were give away-points made up to be traded-because there were justifying arguments. They negotiated them just like they were valid points.There's a simple defense for this tactic that works like a charm in a sales negotiation. All you have to do is say "kay, we'll go elsewhere", and start to leave. If they don't offer a large concession, I suggest you walk away.A friend once said to me, "I can afford to walk away from a lot of good deals and I lose nothing, but a potential profit. True, I won't make anything , but I still have what I need to do other deals. However, if I make one bad deal I can lose it all, and I can't afford."Establishing trade relation.建立贸易关系The following conversation is between Mr.Gatty, an importer from Britain, and Mr.Dong,a director of Liming Foodstuffs factory. Mr Gatty is visiting the sample room of the factory and Mr Dong is accompanying with him.Mr Dong: Here is our sample room.Mr Gatty: You certainly have got a large collection of sample foodstuffs here.Mr Dong: Yes. We are exporting a wide range of foodstuffs to many countries. And the demand is getting greater and greater.Mr Gatty: So it is. Though we havent done business with you, as you know, your exports of foodstuffs to our country have considerably increased during the last few years. It appears that Chinese foodstuffs are very attractive.D:You said it .The quality of ours is as good as that of many other suppliers, while our prices are not high as theirs .By the way ,which items are you interested in ?G:Canned goods are of special interest to me ,particularly the canned fruit and meat.As your canned fruit is among the most popular ones in our market,I'm going to place an order in a day or two .D:Good .How about our canned meat?G:I think it will also find a good marketing in our country.Will you show me some samples?D:Yes.This way ,please! Our canned meat is in various weighs .The largest one weighs three and a half pounds net,the smallest seven ounces net.G: The small sizes are more saleable in our market than the large ones .I've brought with me a sample of canned meat Which is only six ounces .The smallest size of yours is even bigger than that of mine .I wonder if your canned meat tastes better.D:Your are welcome to have a try .Here it is .Ours is of prime quality .G:Oh, It's delicious.Mm...I'm not sure about the pesticide residues in your foodstuffs ,though I'm sure ,you must have given much thought to the matter.But you know ,our governmental restrictions have been getting more and more tight,so we are not allowed to import any polluted goods.D:You can rest assured .Our foodstuffs are guaranteed to conform to WHO standards.G:Good.I'd like to order meat of this kind in seven ounce tins if the price is competitive.D:What about other canned goods ,such as canned mushrooms and vegetables?G:They are not as saleable as canned fruit ,I suppose .D:Mm , no .I really do not think that is so .They are also among our major exports and have found a favourable reception in many other countries.G:Then ,may I have a look at the samples first ?D:Certainly .Here you are .G:Ah ,very nice indeed .But I am not sure whether they are to the taste of our people .What would you say to my taking some samples home before I make a decision?D:That's all right.G:Well ,I have an appointment at 4:00.shall we talk about over tomorrow moning ?D:Ok ,See you tomorrow .D:Doodbye!!Dialogue 1:A:Would you like to have a see at our showroom,Ms Olive?B:I Love to.A:This way,please.B:Thanks you.How beautiful.A:Where shall we start?B:It will take hours if I really look a look at everything.A:You may be interests in our some items.Let's look at those.B:Good idea.I can just have plans and a rest.A:By the way,Ms Olive.How long have you been in this business?B:I have been this for more than 20years,but the company it this business since 1935.A:No wonder you are so experienced.B:That 's our business have becoming difficult since competition growA:That's true.B:Do you have a catalogue or something tells me about your company?A:Yes,I will get you some later.B:Thanks.When can we work for a deal?A:Would tomorrow be convenient?B:Yes,I will be fine.Dialogue 2:A:Excuse me,could you tell me where I can order electronical planes?B:This line will be glad to take your order.Here's my card.A:Thanks.Here's my card.I'm Adison from ABC trading company limited.We've imports electronics and chain systems.B:We've have a look at our samples.A:Your development of electronical products have been remarkable.B:Yes,our research has had a good results.A:Do you produce middle tape recorders?What's that?Is it television sets?B:No,that's television phone.It is still experimental.A:What's the problem?B:We have to solve the problem of using agricutural focusing waves and around 1000 hz..I've forgotten to ask you what products you are interested in.A:I think I have already seen some items we'd like to order.But allow us to study them a little further.B:Okay,go ahead.A:I will probably let you know by tomorrow.B:I will be expecting you tomorrow morning,saying am I.A:Tomorrow am I.Prefect.hall 大会rostrum 讲台public gallery 旁听席notice board 布告牌to convene, to convoke 召开convocation 会议standing orders, by-laws 议事程序rules of procedure 议事规则constitution, statutes 章程procedure 程序agenda 议程timetable, schedule 日程表,时刻表item on the agenda 议程项目other business 其他事项to place on the agenda 列入议程working paper 工作文件opening 开幕the sitting is open 会议开幕appointment 任命to appoint 任命,委派speaker 报告人to give the floor to 同意...发言to make a speech, to deliver a speech 做报告to ask for the floor 要求发言to take the floor, to address the meeting 发言declaration, statement 声明Am I in order? 我这样做符合议程规定吗? call to order 要求遵守秩序to raise a point of order 提出关于议程的问题general debate 长时间的讨论receivability 可以接受,可接纳stand 立场,主张consensus 意见advisory opinion 顾问意见proposal 建议to table a proposal 提出建议clarification 澄清comment 评论to second, to support 赞成to adopt 通过to oppose 反对to raise an objection 提出异议to move an amendment 提出修正案to amend 修正second reading (法案、议案的)二读substantive motion 实质性的动议decision 决定draft resolution 决议草案,提案ruling 裁决to reject 拒绝,驳回resolution 决议preliminary draft 草案初稿whereases 正式文件的开场白,前言motivations 表明动机operative part 生效部分report 报告factual report 事实报告minutes, record 记录summary record 摘要纪录verbatim record 逐字纪录memorandum 备忘录to postpone, to put off 推迟,延期closure 闭幕式closing speech 闭幕词to adjourn the meeting, to close the meeting 散会Inquiries调查Mr Clife from a company in Canada comes to a machinary plant for the prices of small hardwell.Mr Yang is meeting with him.A: I’m glad to have the opportunity of visiting your corporation.I hope we can do business together. B: It’s a great pleasure to meet you ,Mr Clife.I bel ieve you have seen our exhibits in our show room.What is that particularly you’re interested in?A: I’m interested in your hardwell.I’ve seen exhibits and studied the catalogs.I think some of the items will find a ready market in Canada.It’s the list of requirements.I’d like to have your lowest quotations CIF Vancouver.B: Thank you for your inquiry.Would you tell us what quantity you require so that we can work out the offer.?A: I’ll do that.Meanwhile,could you give me an indication of the price?B: Here are our FOB price.All the prices in the list are subject to our confirmation.A: What about commission?From european suppliers I usually get a 3%-5% commission for my imports.It’s the general practice.B: As a rule ,we do not allow any commission.But if the order is a sizable one,we will consider it. A: You see, we do business on a commission basis.The commission on your prices will make it easier for me to promote sales.Even 2% or 3% would help.B: We’ll discuss this when you place your order with us.A Chinese company wants to import some machine tools from an American company.Miss Huang is discussing with Mr Bakon from the company about the information of the price.A: I understand that you are interested inour machine tools ,Miss Huang.B: Yes ,we are thinking of placing an order .We like to know what you can offer in the line as well as your sales terms such as mode of payment,delivery,discount etc.A: As you know ,we supply machine tools of all types and sizes.We have years of experience in the manufacturing of machine tools.B: We’ve read about this in your sales literature.Could you give us some idea about your prices.A: Our prices compare favourably with those offered by other manufacturers of anywhere else..Here are our latest price sheet.You will see that our prices are most attractive.B:Do you take special orders?That is ,do you make machines according to specifications?A:We do.As a mater of fact,we design machine tools for special purposes.B: How long does it usually take you to make the delivery?A:As a rule,we deliver all our orders within 3 month after the receipt of the covering letter of credit.It takes longer ,of course, for special orders.But in no case would it take longer than 6 month.B:Good.Another thing,all of your prices are only CIF basis.We’d rather you quote us FOB prices. A: That can be done easily.DIALOGUE TWOA: May I see the manager?B: I’ m afraid that he isn’t in.Is there anything I can do for you?A: Yes ,I’ve brought some catalogs of machine tools.I wonder if any of youe e nd users would like to have a look it down?B: They certainly would.Would you leave them with me?A: We are suppliers of machine tools of various types .I think your end users will be interested in some of our new products.B: We are thinking of ordering some special kinds of machine tools.We will be interested in your products if they are of the types we want.A: As you probably know,we also take orders for machine tools made according to specifications. B: How long would it take you to deliver the orders?A: Three month at most after the receipt of covering L/C.It will take longer to deliver the special orders,though never longer than 6 month.B: Very well.I’ll send your catalogs to those who are interested in .Meanwhile,may I have an indication of the price?Can I have your price sheet?A:Yes ,of course.Here you are .Our prices compare most favourably with quotations you can get from other manufacturers.You will see that from our price sheet.B: All your quotations are only FOB Vancouver basis.May I ask if you allow any discount?A: Please tell me what you have in mind.B: From european suppliers we usually get 5% discount and sometimes 10%.A: If your order is large enough,we’ll consider giving you some discount.B: Fine.We will negotiate after we decide how many machine tools we are going to order from you. A: When shall we hear from you?B:Next Friday.member 成员membership 成员资格member as of right 法定代表life member 终身成员full-fledged member 全权代表head of delegation 代表团团长permanent delegate 常驻代表representative 代表alternate, substitute 副代表observer 观察员technical adviser 技术顾问auditor 审计员office 职务holder of an office 职称honorary president 名誉主席chairman 主席presidency, chairmanship, chair 主席团interim chairman 临时主席vice-president, vice-chairman 副主席rapporteur 文书,秘书former chairman 前主席(美作:past chairman) director general 局长,处长deputy director general 副局长,副处长secretary general 秘书长executive secretary 执行秘书Motivation 动机Lucy: Ace Computers ,this is Lucy.Hal: Hi, Lucy, my name is Hal and I'm looking to buy a new machine. I understand you guys build to order.……对话详见Disk 1-15For your information(背景介绍)It's no secret that it's easier dealing with the highly motivated than someone who doesn't care. When I was the principal broker for the largest management companies in the US, we went looking for new accounting software, and the company we chose was very cooperative. They returned calls promptly and called often to ask how we were doing. When I opened my own company, I went to the same people and got nothing but trouble, because my new company was too small to matter. So I made my company matter. I reminded them who I was, and that I had contacts around the country from attending the annual international conferences. I reminded them that I still got calls form around the country from people who knew me when I was the principal broker for the other company, asking about their product.After that things got a lot better, maybe not as good as when I was ordering over a hundred thousand dollars in extras, but good enough to get the job done. So the message here is that if the other side isn't interested in doing business, then you have to inspire them.Negotiations Staff Who to Bring 谈判成员的筛选All right. Lily,we've been getting a good product and excellent service from our regular supplier. Why should we buy from you?(对话详见3-10)For Your Information背景介绍The reason you go to a negotiation is because you're unwilling to accept the price asked, and you believe it's possible to do better. That means you're there to win. Never go to a negotiation before you learn everything you can about who you're dealing with. Only then will you know who to bring. 通常需要谈判是因为你不愿意接受对方的价格，你认为价格应该可以更好。