02 溝通協(xié)商
02 溝通協(xié)商 談判交流有技巧 dialogue the two parties are iating about the products price. 談判雙方正在就產(chǎn)品價(jià)格進(jìn)行協(xié)商。 a: i'm ied in your puters, but i'm w about the price you'll possibly offer. a：我對你們的電腦很感興趣，但是不知貴方會出什么價(jià)？ b: as far as that style of puters is ed we have agreed on a unit price of 400 dollars for at least 50, and we 't go belorice for an order of this size. b：就那種型號的電腦而言，我們同意給400美元的單價(jià)，但必須至少購買50臺，對這樣的訂購量我們不可能低于這個(gè)數(shù)。 a: your price is much higher than i expected. we are making a large order of 200. could you give us a little dist? a：你們的價(jià)格比我預(yù)期的要高很多。我們計(jì)劃200臺的大訂貨量，能給我們折扣嗎？ b: i know you're making a large order but you are also getting excellent products at a very large dist. 400 dollors is almost the lowest price we offer. b：我知道你們的訂購量很大，但你們也是以很大的優(yōu)惠購買質(zhì)量上乘的產(chǎn)品。400美元是我們能給的最低價(jià)。 a: i'm afraid i 't agree with you. your price is much higher than other panies'. we 't buy with your offer. a：恐怕我不能同意你們的價(jià)格。你方的價(jià)格比其他公司的價(jià)格高出很多。我們不能接受這個(gè)價(jià)格。 b: well, what do you suggest then? how about 5%? the price is already a little tight,and our profit margin is not that large. b：好吧，你覺得多少優(yōu)惠合適？5%怎么樣？這個(gè)價(jià)格已經(jīng)有點(diǎn)勉強(qiáng)了，我們的利潤沒有那么高的。 a: let's close the deal at a dist of 8%,ok? a：讓我們以每臺優(yōu)惠8%的價(jià)格敲定這樁生意，好嗎？ b: you drive a hard bargain! ok, that's a deal. b：你真會討價(jià)還價(jià)。好吧，就這么定了。 notes 1. dist ['diskaunt] n. 折扣，貼現(xiàn)率；v. 打折扣，貼現(xiàn)；不重視 2. margin ['mɑ:d?in] n. 邊緣，余地；幅度；利潤；頁邊空白；定金 3. close the deal 達(dá)成交易 4. hard bargain 吃虧的買賣；條件苛刻、沒有讓步的協(xié)議 小貼士 在雙方談判交流的過程中，一定要注意傾聽對方的發(fā)言，如果對對方的觀點(diǎn)已經(jīng)了解，可以說：i see what you mean.（我明白您的意思。）如果表示同意，可以說：that would be nice.（那樣太好了。）或者i agree with you.（我贊成。）如果是可以接受但必須有條件，可以用on the dition that這個(gè)句型，例如：t your proposal, on the dition that you place a large order than 5000.（如果您訂購超過5000臺，我們會接受您的提議。） 另外，在與外商尤其是歐美國家的商人談判時(shí)，如果有不同意見，最好坦白直率地提出來，而不要拐彎抹角。比如無法贊同對方的意見時(shí)，可以說：i don't think that's a good idea.（我并不認(rèn)為那是個(gè)好主意。）或者frankly speaking, we 't agree with your proposal.（坦白地講，我無法同意您的提案。）如果是拒絕，可以直接說：we 't accept. it's too high.（這個(gè)價(jià)格太高，我們不能接受。） 應(yīng)對糾紛有妙招 dialogue maggie is busy with her work in the office. er es to voice a plaint about sending wrong products. and maggie is dealing with that for the er. 麥琪正在辦公室忙碌著，一個(gè)客戶來投訴說發(fā)錯(cuò)貨了。麥琪正在為客戶處理這件事。 maggie: i have to apologize to you again. i promise it will never happen again. 麥琪：我再次向您道歉，我保證以后不會再出現(xiàn)類似情況了。 er: i have hought that you have sehe wrong products! what am i supposed to do now? 客戶：我從來沒有想到你們把我的貨全發(fā)錯(cuò)了。現(xiàn)在怎么辦？ maggie: i'm terribly sorry. the person in charge of your pany's supplies is a green hand. we'll resend the products to you at once. 麥琪：真的很抱歉，負(fù)責(zé)給您供貨的人剛來不久，我們會馬上給您重新發(fā)貨。 er: i'm under pressure to make delivery to my ts with the terms of the tract. i am not going to tear up the tract. 客戶：我還要趕著給我的客戶按合同交貨，我可不想違約。 maggie: here, i'll give you a higher dist on these products. besides, we'll pensate for all the losses caused by our mistake. how about that? 麥琪：這樣吧，這批貨我給您再優(yōu)惠點(diǎn)兒。另外由于我們的失誤給您造成的損失，我們會全部賠償。您看行嗎？ er: all right! since you are sincere,i'll say nothing more. thank you. 客戶：好吧。既然你這么有誠意，我也不再說什么了。謝謝。 maggie: that's all right. we hope to provide you with good serviany years to e. 麥琪：不用謝。為了能建立長期的合作，我們希望給您提供滿意的服務(wù)。 notes 1. green hand 新手，無經(jīng)驗(yàn)的人 2. make delivery 交貨 3. tear up 撕毀，撕破 4. pensate ['k?mpe] v. 補(bǔ)償，賠償；付報(bào)酬 小貼士 爭議（dispute）是指交易一方認(rèn)為對違反合同規(guī)定，或因?qū)Ψ讲宦募s或不完全履約所引起的糾紛。爭議的解決（settlement of disputes）是指雙方當(dāng)事人就爭議所做出的處理。其方式可分：協(xié)商（iation）、協(xié)調(diào)（ciliation）、仲裁（arbitration）和訴訟（litigation）。常用的句型有： 1. i think all disputes between us shall be settled amicably through iation. 我認(rèn)為我們之間的所有爭議應(yīng)通過友好協(xié)商解決。 2. we promise to try to solve the matter to your satisfa. 我們保證設(shè)法解決問題，讓貴公司滿意。 3. our pany will cover the losses arising from it. 因此而產(chǎn)生的損失由我方承擔(dān)。 4. we agree to pensate for all the losses, but ask you to drop the lawsuit. 我們愿意賠償所有的損失，但是我們要求貴公司撤訴。 5. if lements be reached through iation, the case shall be submitted to the arbitration ission for arbitration. 如果協(xié)商不能解決，該案件應(yīng)提交仲裁委員會仲裁。 6. we feel pity that you shipped bulk produot corresponding in quality with the sample. 你們運(yùn)來的這批貨與樣品的質(zhì)量不相符，我們深感遺憾。 團(tuán)隊(duì)合作人心齊 dialogue elvin has been in the new pany for two months. his friend zina wants to know how elvis along with his job. 埃文在這家新公司已經(jīng)工作兩個(gè)月了。他的朋友吉娜想了解一下他的新工作怎么樣。 zina: hi, elvin. how do you like your new job? 吉娜：你好，埃文。你的新工作怎么樣啊？ elvin: pretty good. my colleagues are all quite easy-going. it's a very friendly place to work. in all, everything is great so far. 埃文：很好。我的同事們都很好相處，工作氣氛很和諧。總之，目前為止，一切都很好。 zina: that's really fine. have you learhe ropes at your new job? 吉娜：那太好了。你對你的新工作熟悉了嗎？ elvin: almost. i work in the sales department. the corporate culture is totally different from my former pany. when i was assigned a task at my last job, i was totally on my own. but here most of the work is done in teams. everyone works closely with each other. so i learn a lot from it a into the swing of it quickly. 埃文：差不多了。我在銷售部工作，公司的企業(yè)文化和我以前所在的公司截然不同。以前我分配到任務(wù)后，就只靠一個(gè)人來完成。但是在那家公司，大多數(shù)的工作都是在團(tuán)隊(duì)里完成的。每個(gè)人都要和其他人密切合作。所以我從中學(xué)到很多東西，工作也很快就上手了。 zina: that's really eam—work is highly valued in many panies. it's very important to be involved ieam at work. 吉娜：很好啊。很多公司都特別注重團(tuán)隊(duì)合作。工作中融入團(tuán)隊(duì)是很重要的。 elvin: yeah, that's good for a positive work enviro and helps motivate employees. i prefer it t indepely. my former boss was extremely trolling and overbearing. 埃文：是呀，這樣就有利于創(chuàng)造一個(gè)積極的工作環(huán)境，并能激勵(lì)員工。和單打獨(dú)斗比起來我更喜歡團(tuán)隊(duì)合作。我過去的老板控制欲就特別強(qiáng)，還很專橫。 zina: well, now you don't have to worry about that. your new place sounds really good. 吉娜：現(xiàn)在你就不必?fù)?dān)心了，你的新工作聽起來真不錯(cuò)。 notes 1. corporate culture 企業(yè)文化 2. assign [?'sain] v. 分配，指派；歸因，確定；n. 受讓人，接受財(cái)產(chǎn)等轉(zhuǎn)讓的人 3. get into the swing of 開始熟悉 4. overbearing ['?uv?'b??ri?] adj. 傲慢的，驕傲自大的，蠻橫的 小貼士 team spirit i years has beeing more and more attention by the enterprise operators and has been adopted by most of them. obviously, dictatorial ma behavior hased any more in modern society. ing of the role of team means large loss in the operation of the business. in order to enhahe team cohesion, team spirit training arises at the historient. 近年來團(tuán)隊(duì)合作受到企業(yè)經(jīng)營者越來越多的關(guān)注，并且被大多數(shù)采用。顯然，在當(dāng)代社會，個(gè)人獨(dú)裁的管理行為已經(jīng)不復(fù)存在。忽視團(tuán)隊(duì)的作用就意味著在經(jīng)營中會產(chǎn)生巨大損失。為了提高團(tuán)隊(duì)的凝聚力，團(tuán)隊(duì)合作培訓(xùn)就應(yīng)運(yùn)而生了。 what makes a good team? 1. the members work towards a on objective. 2. the members co-operate fully with each other. 3. the members trust each other. 4. the members share information effectively withieam. 5. the members listen to different points of view. 6. they talk openly and holy withieam. 7. when people are under pressure, others offer help. 如何成為一個(gè)優(yōu)秀的團(tuán)隊(duì)？ 1. 團(tuán)隊(duì)成員要為一個(gè)共同的目標(biāo)努力。 2. 成員之間相互密切合作。 3. 成員之間相互信任。 4. 團(tuán)隊(duì)能夠有效地分享信息資源。 5. 成員之間善于聽取意見。 6. 成員之間話題公開，坦誠相對。 7. 遇到壓力時(shí)，成員間會互相幫助。 期待更詳細(xì)的資料 dialogue david is calling his er to increase the possibility of successful cooperation. 戴維正在給客戶打電話以增加合作成功的可能性。 david: hello, this is david white from abpany. may i speak to mr. smith? 戴維：你好，我是abc公司的戴維·懷特。我找史密斯先生。 mr. smith: speaking. what i do for you, mr. white? 史密斯先生：我就是。請問有什么事，懷特先生？ david: i'm sorry to bother you. i was told that you have an iion to cooperate with us, don't you? 戴維：很抱歉打擾您了。聽說您有意向和我們合作，是嗎？ mr. smith: yes, i do. 史密斯先生：是的。 david: thank you for your attention to our pany. i have a feeling that there will be a bright future for us to cooperate within the field. is there anything that i offer you? 戴維：感謝您對我們公司的關(guān)注。我覺得我們在該領(lǐng)域的合作會有非常好的前景。有什么我能幫您的嗎？ mr. smith: hmm…i appreciate your siy. i'd like to know more about your pany. could you send me some details about your pany and products? 史密斯先生：嗯，非常感謝貴公司的合作誠意。我想更多地了解你們公司，你能給我發(fā)一些關(guān)于貴公司和公司產(chǎn)品的詳細(xì)資料嗎？ david: no problem. i will send them to you soon. 戴維：沒問題。我馬上就給您發(fā)過去。 mr. smith: that's very kind of you. thank you. 史密斯先生：太好了。謝謝。 david: you're wele. i will assure you of our business. 戴維：不用客氣。我會盡全力促進(jìn)我們的合作的。 notes 1. iion [in'ten??n] n. 意圖，目的，意向；打算 2. assure [?'?u?] v. 使確信，使放心；確保 小貼士 1. is it possible to give us some details about the products? 能否給我們提供產(chǎn)品相關(guān)的詳細(xì)資料？ 2. we want to buy food additives. please tact us with the details of your products and price. 我們想訂購食品添加劑，請附帶你們產(chǎn)品的詳細(xì)資料和價(jià)格與我們聯(lián)系。 3. the more we know about you, the more orders we will make. 我們對貴公司了解得越詳細(xì)，就會下越多的訂單。 4. i am ied in your plane models. could you seails about the wp546 model? 我對你們的飛機(jī)模型很感興趣。能給我發(fā)一些型號wp546飛機(jī)模型的詳細(xì)資料嗎？ 5. please tact us if you would like to hear and see more. 如果想了解更多信息，請聯(lián)系我們。 6. for more information, please visit the project site. 請?jiān)L問項(xiàng)目主頁以了解更多信息。 7. may i know more about your party? 我可以了解貴方更多的信息嗎？ 與客戶細(xì)談合作 dialogue siwo parties have the iion to promote cooperation, it's indispensible to iate for the details. 既然雙方都有意向合作，協(xié)商一下合作細(xì)節(jié)是必不可少的。 tom: since you'd like to act as our sole agent, we'd like to know your plan to push the sales of our products. a may give us lots of help to break into a new market. i hope it's a win-wi for both of us. 湯姆：既然你要做我們的獨(dú)家代理商，我們想知道你推銷我們產(chǎn)品的計(jì)劃。要進(jìn)入一個(gè)新市場，代理商將給我們很大幫助。我希望這對我們是雙贏的。 agent: well, we'll advertise a lot on tv programs and in neer. at the same time we'll execute widespread promotion activities. we propose the guaranteed annual amount be $500 000 for a start. 代理商：嗯，我們會在報(bào)紙上和電視節(jié)目里做大量廣告，同時(shí)開展大規(guī)模的促銷活動。我們建議代理的年銷售額開始時(shí)訂為50萬美元。 tom: that's not bad. what is the territory to be covered? 湯姆：那樣不錯(cuò)。你要代理哪些地區(qū)？ agent: all the areas in louisiana state. 代理商：路易斯安那州的所有地區(qū)。 tom: and the rate of ission you ask for? we usually grant ission at the rate of about 6% on every deal. 湯姆：你想要收取多少傭金呢？我們一般把每筆交易額的6%左右作為傭金。 agent: holy, the rate of ission you grant us is far too small. we want to get a 10% ission. because our potential ers are not familiar with yoods,so it'll cost us a lot of moo popularize your products. 代理商：坦白說，你給我們的傭金率太低了。我們想要10%。因?yàn)槲覀兊臐撛诳蛻魧δ銈兊漠a(chǎn)品并不熟悉，要使你們的產(chǎn)品暢銷我們要花不少錢。 tom: all right. we uand your position in being a middleman. we make this an exception and give you an 8% ission for a trial period of one year. 湯姆：好吧。我們理解你們作為中間商的處境。我們可以破例給你們8%的傭金，試行一年。 agent: pretty reasonable. i am fident that our cooperation will succeed. 代理商：很合理。我相信我們的合作會很成功的。 notes 1. sole agent 獨(dú)家代理 2. win-win [win'win] adj 雙贏的，雙方都獲利的 3. grant [grɑ:nt] v. 授予；同意；承認(rèn)，認(rèn)為；n. 授予物，補(bǔ)助金；同意，給予；財(cái)產(chǎn)轉(zhuǎn)讓 4. middleman ['midl?m?n] n.中間人，經(jīng)紀(jì)人 小貼士 有關(guān)合作的名言： 1. orand of silk doesn't make a thread; oree doesn't make a forest. 單絲不成線，獨(dú)木不成林。 2. united we stand, divided we fall. 合即立，分即垮。 3. it's difficult to achieve anything without friendly support. 孤掌難鳴。 4. the planning lies with man, the oute with heaven. 謀事在人，成事在天。 認(rèn)真簽訂合約 dialogue the tract is the guarantee for both parties to keep promises. 合約是合作雙方履行承諾的保障。 andrew: have you had a ce to look over the draft tract? 安德魯：你看過合同草案了嗎？ bill: yes, i made a very close study of it. 比爾：是的，昨晚我仔細(xì)審閱了合同草案。 andrew: any questions? 安德魯：有什么問題嗎？ bill: yes, there is a point which i'd like t up. i found some clauses in this tract are in flict with the supplementary ditions. how do we deal with it? 比爾：是的，有一點(diǎn)我想提一下，我看到有些合同條款與附加條款有沖突，該怎樣處理？ andrew: i think the supplementary ditions should be taken as final and binding. do you agree? 安德魯：我認(rèn)為如果有沖突應(yīng)以附加條款為準(zhǔn)。你同意嗎？ bill: i see. we accept that. 比爾：我明白了，我們可以接受。 andrew: is there anything else? 安德魯：還有什么問題嗎？ bill: no, nothing more. 比爾：沒有了。 andrew: ok, we must make it clear in the tract. i will add the term to the tract soon. 安德魯：好的，我們必須在合同中加以明確。我馬上把這個(gè)條款加到合同里。 （a moment later） （過了一會兒） andrew: please look this over before we sign it . if there is no problem, shall we sign this traow? 安德魯：請?jiān)诤灪贤霸龠^目一遍。如果沒問題的話，我們現(xiàn)在就簽約好嗎？ bill: of course. i've been looking forward to this moment. 比爾：當(dāng)然可以。我一直都很期待這個(gè)時(shí)刻呢。 notes 1. in flict wit 和……有矛盾，不一致 2. binding ['baindi?] adj. 必須遵守的，有法律約束力的；n. 鑲邊，（書籍的）封皮 3. look over 把……看一遍，把……過目；察看，參觀 小貼士 tract 合同，訂立合同 make a tract 簽訂合同 tractor 訂約人，承包人 place a tract 訂合同 tractual 合同的，契約的 enter into a tract 訂合同 sign a tract 簽合同 draw up a tract 擬訂合同 get a tract 得到合同 land a tract 得到或擁有合同 a written tract 書面合同 tersign a tract 會簽合同 draft a tract 起草合同 copies of the tract 合同副本 inals of the tract 合同正本 a tract 一份很有利的合同 aory tract 尚待履行的合同 慶祝雙贏合作 dialogue having dinner is a on way to celebrate cooperation. 吃飯是慶祝合作的比較常見的方式。 peter: mr. white, i wonder if you have time this evening. 彼得：懷特先生，您今天晚上有空嗎？ mr. white: i am available this evening. do you have any plans? 懷特先生：有的。你有什么安排嗎？ peter: would you be ied in dining with us to celebrate our cooperation? 彼得：今晚請你吃個(gè)飯來慶祝我們的合作成功，可以嗎？ mr. white: oh, that's very kind of you. i'd like to. 懷特先生：噢，你真是太好了。我很樂意去。 peter: which kind of restaurant do you prefer, ese or western? 彼得：您是想去中餐廳還是西餐廳？ mr. white: i've heard of that a has a unique and long history food culture, so i'd like to taste the local cuisine. 懷特先生：我聽說中國有獨(dú)特且歷史悠久的飲食文化，因此我想品嘗一下當(dāng)?shù)氐奶厣央取?/br> peter: no problem. i know a famous restaurant nearby. the cuisihere is delicious and has its own specialty. how about going there? 彼得：沒問題。我知道這附近有一家很有名的餐廳。那兒的每一道菜都很美味，各有特色。您覺得去那怎么樣？ mr. white: it's up to you. 懷特先生：由你來定。 peter: ok, i'll pick you up at 6:00 p.m., if it's right with you. 彼得：好的。如果方便的話，我晚上6點(diǎn)去接您。 mr. white: of course. see you. 懷特先生：當(dāng)然可以。再見。 peter: see you. 彼得：再見。 notes 1. unique [ju:'ni:k] adj. 獨(dú)特的，獨(dú)一無二的，稀罕的 2. food culture 飲食文化 3. cuisine [kwi'zi:n] n. 烹飪，佳肴 小貼士 1. to our pleasant cooperation! 為我們合作愉快干杯！ 2. i am glad to collaborate actively with you in the new field. 很高興和貴公司在新領(lǐng)域里積極合作。 3. the marriage of our two panies is a mat heaven. 我們兩家公司的聯(lián)姻是天造地設(shè)的結(jié)合。 4. we'll hold a celebration to treat you this evening. 我們今晚將舉行一場慶祝會犒勞大家。 5. champagne corks are popping throughout the celebrations. 慶祝會上開香檳的砰砰聲不絕于耳。 6. we eventually create a win-win situation with our solidarity and tireless efforts. 通過大家的團(tuán)結(jié)一致和不懈努力，我們最后創(chuàng)造出雙贏的局面。 7. i propose a toast to our successful cooperation. 我提議為我們的合作成功干杯。