高级 商务英语口语讲义 PART II

Lesson Six

Negotiation English

谈判英语

Part I Objectives ? What you should know before negotiating 北美商务谈判须知 ? Seven useful tactics in negotiation 谈判的七条战略性技巧 ? Negotiation language focuses 谈判口语用法总结

Part II The How-Tos

What you should know before negotiating in US ? Your business card will not be refused, but you may not always receive one in return. Try not to be offended--in the U.S., the rituals involved in exchanging business cards are sometimes not observed as closely as in other cultures.

? The recipient of your card will probably place it into a wallet, which a man may put in the back pocket of his pants. This

gesture is done for convenience and is not meant to be a sign of disrespect, as it might be in other cultures.

? In many cases, business cards are not exchanged unless you want to contact the person later.

? Usually, business is conducted at an extremely fast pace.

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? In a meeting, the participants will proceed with business after some brief, preliminary \

? Many Americans believe that their country is the most successful economic and democratic power, and assume that American ways are the \leads to a lack of interest in or knowledge of other cultures. ? Americans often know little of concepts such as \face\important to other cultures.

? The United States is a very ethnocentric culture, and so it is closed to most \

analytical, concepts are abstracted quickly, and the \rule is preferred.

? Regardless of the negotiator, company policy is always followed.

? There are established rules for everything, and experts are relied upon at all levels.

? The concept \taken seriously in U.S. business culture, so always get to the point.

? In the U.S.A., money is a key priority and an issue that will be used to win most arguments. Americans don't always realize that businesspeople from many other cultures rarely, if ever, sacrifice status, protocol, or national honour for financial gain.

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? In arguments, Americans will often emphasize their financial strength and/or indomitable position. Generally, they will use a majority vote unhesitatingly if they have it and will not spend much time seeking consensus. In many cases, they are willing to fire anyone jeopardizing their deal.

? Americans regard negotiating as problem-solving through %unaware that the other side may have only one position. ? American businesspeople are opportunistic and willing to take chances. Opportunism and risk taking often result in

Americans going for the biggest possible slice of the business, 100 % if possible.

? U.S. salespeople sometimes bring final contracts to first meetings with prospective clients. In large firms, contracts under $10,000 can often be approved by one middle manager in a single meeting.

? Be aware that the United States is the most litigious society in the world. There are lawyers who specialize in practically every industry and segment of society.

? In negotiations, points are made by the accumulation of objective facts. This evidence is sometimes biased by faith in the ideologies of democracy, capitalism, and consumerism. The subjective feelings of the participants are not as much of a factor.

? In general, people from the U.S. will not hesitate to answer \

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? American businesspeople can be very blunt and will not hesitate to disagree with you. This approach often causes

embarrassment to business travelers who are unaccustomed to dealing with Americans.

? Although they are risk-takers, American businesspeople will have a financial plan which must be followed.

? Often, American businesspeople try to extract an oral agreement at the first meeting.

? Americans tend to dislike periods of silence during

negotiations; they are used to making up their minds quickly and decisively.

? Persistence is another characteristic you will frequently encounter in American businesspeople; there is a prevailing belief that there is always a solution. Moreover, they will explore all options when negotiations are at an impasse.

? Anxiety often develops over deadlines and results. The work ethic is strong, so that it appears that Americans' lives revolve around work.

? Refrain from discussing personal matters during business negotiations.

? Consistency is another characteristic among American businesspeople: when they agree to a deal, they rarely change their minds.

? Americans tend to be future oriented.

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? Innovation often takes precedence over tradition. ? Golf is a popular sport, especially among businesspeople. Moreover, the golf course is often a venue for business discussions and deals.

? Ethnic and social bias against some minorities does exist. Nevertheless, personal equality is guaranteed by law. ? Traditional sex roles are changing rapidly, but women are still striving for equality in pay and positions of authority. ? This culture stresses individual initiative and achievement. Moreover, Americans can also be very competitive in both work and leisure.

? In the structure of the workplace, there is an inevitable inequality in employees' roles, but personal equality is guaranteed by law.

? Although the United States is probably the most

individualistic of all cultures, each employee is essentially replaceable in any workplace.

? Outside of the office, Americans tend to be informal and insist on staying on a \name basis.\Nevertheless, it's important to understand the office hierarchy, and a visitor should learn the rank and titles of all members of the organization.

Part III Let’s Talk Business

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Seven Great Tactics In Negotiation 七条谈判技巧

(1) Higher Authority 挡箭牌 IdentificYou are negotiating with someone who is a representative for a company, and everything he ation says begins with “I’d love to, but…”because he is responsible to a higher authority. All substantive changes have to be approved by his boss. He can express sympathy and a desire to offer more, but all the hard decisions can be blamed on the boss. This ploy is, in fact, the way most large corporations Note and sales men negotiate. While they do have more authority than they generally let on, most of the time, it is a true state of affairs. They do have to get unusual changes approved and they do have to explain their deals to their boss. Also, this technique can have positive repercussions: It can remove emotions from the negotiations, and let both partied focus on the problems at hand. Solution When this tactic makes you uncomfortable the solution is simple. Demand to negotiate with someone who has authority. Explain to your negotiating partner that he may not be able to relate to exactly what your needs are, and that you need to talk to someone in charge. A willingness to go up the ladder to face authority generally earns you points during the negotiation.

(2) “Take It or Leave It” 当机立断; 当抛则抛

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Identification Note Solution This is simple, basic hardball. Someone gives you and offer and says that there can be no changes – that either you accept this deal, or further negotiations are pointless. A dangerous ploy. If you use this yourself, you may come up empty-handed. If you make a statement like this and the other side rejects it, and you don't walk away, you have lost your credibility. When you lose credibility, the other side can dictate terms to you without fear of reprisal, knowing that you will never walk away fro the deal. There are two solutions that make sense. The fist is to explore the possibility that they mean something other than what they’ve said. A “take it or leave it” offer is usually made as a “best offer”, meaning that they can’t go any lower on these specific terms. Ask them whether they would listen to alternative solutions if the terms changed. Most people will. The second response is what you should always be willing to do in these cases – take them at their world. Ask yourself, “is this deal one that I can accept in its present form and be happy with?” Are you going to feel unfulfilled with this agreement? If you are , be prepared to walk away.

(3) The Proliferating Tip 得寸进尺

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Identification Note Solution You’ve got a deal basically agreed upon. The other side comes back and asks for something small, an insignificant thing that it would be silly to stop the deal over. Then they asked for another. And another. These are the tips you pay to get the deal done. The tips you pay in this situation are more annoying than substantive. But over the long term, they can really eat away at you level of gratification. Please note that this tip doesn’t mean anything large or deal-breaking thrust on you at the end of a negotiation. A tip is a small thing, something no one would balk over. Have a tip list of your own ready. Every time they ask for one thing, offer to give it to them if they give you something on your list in return, Over time, They’ll get tired of pestering you for tips – particularly if these tips are costing them more than they are getting.

(4) The Staller 拖延; 放长线掉大鱼

IdentificYou make a request for a change in the terms of deal. Then negotiator for the other side says she ation has no problem with this, but she has to check with her boss. A day passes. Two days pass. You call back and the other party says there’s no problem’ it just takes time to get changes approved. Eventually, because it takes so long to get any change approved, you stop asking for anything more. Making concessions but stalling them seems Note

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Solution arduous and onerous, but it’s a time-honored technique of negotiating. Although it doesn’t destroy goodwill, it can make you less eager to negotiate with that person again. It also involves very little conflict. If you can afford to stall a little bit, it’s a useful technique because it discourages extra request, but don’t become a perpetual staller. Whenever you make a request the other side agrees to, make sure you set a time that the change will be approved by. Like all terms, that time is negotiable. Pointing out a missed deadline to the other party allows you to bring to light their stalling tactics. Also, you can defuse the stalling tactic by not getting frustrated and simply continuing to address problems as they arise.

(5) The Beggar 空头许愿 IdentificA negotiation keeps turning to the subject of the other party’s problems. You hear how he is really ation having trouble at his company, and how badly he needs your business. He promises that the next time you negotiate, he’ll gibe you a break if you give him one now. Promises are easy. Performance is difficult. This Note kind of negotiating tactic takes the deal away from the professional arena. This tactic loses more often than it wins. Solution Tell the other side that unless they want to negotiate two deals at once, including the future one where

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they make major concessions, you are not interested. It may seem hard-hearted, but negotiating is a professional skill. Negotiators have to behave professionally, period.

(6) “Or Else” 要不然。。。 IdentificWhen the other side says “or else,” you’re under the pressure of a threat. You know it. They know it. But ation what are you going to do about it? Threats only work when the person making them: Note 1. Doesn’t care about the relationship. 2. Can back them up. 3. Is prepared to back them up. Solution It is often more effective to address the other side’s tone than to focus on the substance of what they say. A simple “we can work this out without threats,” usually makes the other side state exactly what they want. If they can and will back up their threats, you might have to decide that the deal does not satisfy your needs and consider the negotiation closed a the point.

(7) The Non-Negotiators 拒绝谈判者 IdentificThe other party refuses to negotiate and discuss terms with you. They submit a proposal with a price ation and terms and then ask you to accept or reject on the whole. A refusal to negotiate is usually a refusal to Note negotiate price. This is an opportunity for you. Since

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Solution they are rigid on price, you can ask for concessions on other terms. Asking for clarification as to why they won’t negotiate will usually let you know where there is some room for discussion If they continue to not negotiate, you may consider choosing another company and telling they original one that had they been more willing to negotiate, they may have gotten your business. Approach them in a positive and inquisitive way. Tell them you’d love to make a deal, but you have some questions. Don’t try to negotiate right away. They will take the time to educate you. When they commit some time and energy to your education, they suddenly have more at stake in the discussion. Then, when you have more information and some creative alternatives to approach them with, they’ll be more willing to bargain. Sometimes hw you do something is just as important as what you do.

Part IIII Exercises and Discussions

? After reading Part Two, what are some of the business practices in US that you find reasonable and understandable? On the other hand, what is it that you find strange and ridiculous? Write your answers down on a piece of paper and compare them with your group members. Feel free to debate on different views.

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? Read the following excerpts from negotiations and identity what tactic one party is trying to use on the other party.

1. You know, I’d love to make that change, but I’m going to have to run this by my boss, and you know he’s really tough. I don't think he’ll go for it.

2. This is it. Either take it, or else I’ll have to leave you as my supplier.

3. I’ll tell you what. We need to show some cash up front, so if you sign this deal, I’ll cut your ten – no fifteen – percent off the next deal when we negotiate it next year. If we don't, I’m not sure we’re going to be around to negotiate anything next year.

4. You have our offer. If you have problems with it, I suggest you go somewhere else.

5. Sure we can accept your timing recommendations. I’ll pass them on to the senior committee and they’ll make a recommendation. Those will be passed along to the vice-president in charge of the division, who will form his own committee and then pass along a recommendation to the president. I don’t see any problems, though.

6. If you don't accept our offer, I’ll ruin your name in this business. You’ll be looking for work in another country.

Follow strategies given in Part three, give your instant responses to above situations and discuss with your class on any possible future outcomes.

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Part V Supplementary Materials

Supplementary Expressions in Negotiation (谈判口语用法总

结)

? Welcoming 表欢迎

On behalf of …, I’m very glad to welcome you… 我代表... 很高兴欢迎您...

It's a pleasure to see you here. 很高兴在这儿见到您. Thank you for coming all this way. 感谢您的到来. It’s nice to be here. 很高兴来到这儿. ? Introductions 介绍

This is…He’s in charge of…/He looks after…/He’s our… 这是... 他负责... 他是我们的...

Let me introduce you to… 我想把您介绍给...

Have you met…? She’s just taken over as Head of… 您认识...? 她是... 的主管; 刚接管...

? Starting the negotiation 开始谈判

I wondered if I could start by saying… 我想我是否开始能... 说 We’re short of time, so let’s get started. 时间不多, 我们开始吧. We’ve got a very full agenda, so perhaps we’d better get down to business. 我们的日程很紧, 所以还是切入正题吧. ? Small Talk 缓和气氛的轻松对话

Did you have a good journey?路上还顺利吧? How was your flight?航班还顺利吧?

Is this your first visit to…?这是你头一次到...么/

Did you find it easy to get here?我们这里还好找吧? ? Objectives 主题

We’re here today to…我们今天的目的是...

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The main objective/purpose of today’s meeting is…今天会议的主题/目的是...

? Agenda 日程

Let’s just run through the agenda. 让我们先来看一下日程的安排 There are three/four/five items on the agenda. 日程上有...项内容.

Let’s leave … until later.我们把...安排到以后吧. ? Inviting interruptions 询问意见

Please don’t hesitate to interrupt. 如果有问题, 请别客气, 尽管打断我.

Please feel free to ask questions. 请大家随意提问.

Let’s deal with any questions immediately. 让我们马上来处理问题吧.

We/I would like to know what you think. 我想了解你想些什麽 ? Considering what they already know 考虑到他们所了解到的

You’ve all seen our brochures/proposal/offer 你们都已经看到我们的宣传册/ 建议书了...

I think you’ve all had a chance to read our… 我想你们一会儿会有时间看到我们的...

I don’t want to go over the same ground. 在这里我不想在重复同样的内容了.

? Checking for agreement/approval 核对对方是否同意 Would you/Wouldn't you agree that…? 您同意...吗? Do you mind if… 您介意我问... 吗?

I hope you don't mind if… 我希望如果我问... 您不会介意... If that’s all right with you? 您都同意吗? Is that okay? 这样可以吗?

? Asking questions 提出问题

I’d be interested to know more about… 关于... 我想了解一下.

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Could you tell us something about…? 您可否告诉我们... What exactly do you mean by…? 准确的说，你的意思是 Could you be more specific…? 您是否可以更具体些? ? Supportive and Encouraging 鼓励式的语气 So, you are saying… 喔 您是说...

If I understand you correctly, you are offering/saying… 如果我没理解错, 您的意思是...

Am I right in thinking you plan to…? 您的计划是... 我说的对吗?

Go ahead. 请继续.

That’s interesting. 很有意思. Fine. 好. Sure. 当然.

Please do. 请继续. Of course. 当然了.

? Down toning 低调式语气

Perhaps we should consider reducing… 也许我们应共同考虑降低...

Maybe your could cut down… 也许您应该削减...

If you could just offer us… 如果您能给我们出... 的价...

That sounds a bit too risky. 这听上去对我们来说风险太大了. I think those figures are a little optimistic. 我想这个数字对我们来说太过乐观了.

We need a little bit more time/money. 我们需要更多的一点时间/钱.

? Exerting pressure and attaching conditions 施加压力; 提出条件

If you can’t… we will have to look elsewhere. 如果你不... 我们不得不寻找其他合作伙伴.

I’m afraid we’ll have to call it a day unless… 恐怕, 我们今天只

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