商务英语谈判技巧

　商务英语谈判技巧

　 导读：我根据大家的需要整理了一份关于《商务英语谈判技巧》的内容，具体内容：谈判中有时仅靠以理服人，以情动人是不够的，毕竟双方最关心的是切身利益，断然拒绝会激怒对方，甚至交易终止。有哪些?下面我整理了，供你阅读参考。：谈判对话 Dialogu...

　谈判中有时仅靠以理服人，以情动人是不够的，毕竟双方最关心的是切身利益，断然拒绝会激怒对方，甚至交易终止。有哪些?下面我整理了，供你阅读参考。

　 ：谈判对话

　Dialogue 1

　A: Is there any way you can cut us a better deal on your wholesale price for this order?

　B: We did the best that we could to give you a low price. Did you get our latest estimate?

　A: Based on the estimate you gave us, by the time we figure in transportation and other expenses, our profit is shot. With the offer youve given us, were making next to nothing. Cant you do any better?

　B: Ive already given you a discount of 20% off of what we normally charge... if I go any lower, well have loss on the project. I really want to work with you on this, but weve already gone as low as we

　could go.

　A: To be honest... Our budgeted cost cant exceed more than $150 dollars per unit. Thats our bottom line. If you can meet that price, you will get a deal. Otherwise...

　B: Ill say that... Ill go over the numbers again with our financial team and see what I can do. I cant give you any guarantees, but Ill try.

　Dialogue 2

　A: Youve got the email with all the specifications for the project from us, well be accepting bids until noon on Tuesday, if you have any questions in the meantime, please let me know...

　B: Actually, I do have a question. Wed like to know what you had in mind for a budget on this project. Were hoping to put together a really competitive bid, but at the same time, wed like to hit your target price too.

　A: I understand, but unfortunately it is our policy not to disclose our bottom line. You can be assured that price is a weighty consideration when we review the proposals, but we also take other elements into consideration, including design and practicality. We also give weight to the reputation of the submitting company.

　B: Do you have any price range? Is there any way you can give me some ideas of which direction to go, or how high is too high?

　A: We are just looking for a reasonable price according to the specifications in our project blueprint. Thats all I can say.

　安格英语老师认为学会迂回是谈判中非常重要的一项技能，而选择何时亮出自己的底线也需要大家在职场中多年的实践和学习才能够灵活地掌握。而口语也需要大家每天的练习才能够说的像 native speaker 一样流利。

　：书面沟通技巧

　一、电子商务邮件的"六大部分"，您真的知道每个部分标准而高效的写法吗?Fundamentals: six parts in first-class business correspondence

　标题：精+确 Subject: brief + informative

　称呼：你们的关系+事件的性质 Greeting: your relationship + the nature of the matter

　开头：一语中的 Opening: put your purpose in the first sentence

　细节：提供"所有的必需的"信息 Details: provide "ALL the NEEDED" information

　请求：清晰醒目 Future action: make a clear request

　结尾：友好而开放 Ending: friendly and open

　电子邮件中的禁区 Something you never do with emails

　按 send 键之前，您确定要发这封电子邮件吗? When NOT to send emails?

　案例讨论一：有技巧地催促同事按时交行程单 Case study I:

　Skillfully push the colleague to send the itinerary on time

　二、 Barbara Minto 文章的金字塔结构?Pyramid structure designed by Barbara Minto

　为什么在职场中需要使用金字塔结构? Why do we need to use pyramid structure in work?

　-- 结论先行，可以抓住注意力，并避免误解 Start the article with conclusion to catch attention and avoid misunderstanding

　什么是金字塔结构? What is pyramid structure?

　--自上而下;垂直方向用问题-回答展开;水平方向用归纳(遵循 MECE 原则)或演绎展开 Top down; Vertical: question-answer; Horizontal: induction (MECE) or deduction

　怎样使用金字塔结构? How do we use pyramid structure?

　--发散思维，画出所有内容气泡，找出气泡间的逻辑，得出结论，将结论放在金字塔塔尖 List out all the bubbles, govern the bubbles by logic, make the conclusion and put it to the top

　案例讨论二：为进度报告、商业提案、工作计划、竞聘竞升做金字塔结构 Case study II: Draw the pyramid structures for progress report / business proposal / work plan / promotion application

　三、写电子商务邮件时，您要遵循的语言特色上的"五个必须""Five Musts" for business English writing

　--明确、清晰、积极、有人情味、有说服力 Specific, clear, positive, personal, persuasive

　让你的语言有说服力的魔力：说服八步骤 Persuasion skills: eight-step motivated sequence

　秒杀中国式英语 Get rid of Chinglish

　--使用向右延伸的逻辑、使用连接词秀出逻辑、遵循 KISS 原则 Use right-branching logic, use transition words, KISS

　案例讨论三：向上级要批准 Case study III: Request a senior manager for approval

　案例讨论四：向客户请求前去拜访 Case study IV: Request to pay a visit to a client

　四、如何沟通负面、敏感事件 Deal with negative issues

　认识主要文化群体在传递负面、敏感事件的文化性格维度上的相应位置 Identify the main cultural clusters positions on communication dimension

　使用正确的语气：左手拿镜子，照自己的身份;右手拿放大镜，剖析读者 Use the correct tone: know your own identity and four types of business readers

　"三明治结构"帮您消除传达坏消息时的尴尬 Use sandwich structure to make the bad news more acceptable

　将您的"共情能力"表达在笔端，巧妙回应愤怒与不合理 Show sympathy when responding to angry message and unreasonable request

　案例讨论五：讨论一个敏感话题：办公地点搬迁 / 派增新的工作任务 Case study V: Discuss a sensitive topic: office relocation/new job

　assignment

　案例讨论六：回应同事的抱怨 Case study VI: Respond to a colleagues complaint.

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