02 沟通协商

02 沟通协商

谈判交流技巧

dialgue

the t parties are negtiating abut the prduts prie.

谈判双正产品价格协商。

a: i' interested in yur puters, but i' ndering abut the prie yu'll pssibly ffer.

a：电脑很感兴趣，但知贵什价？

b: as far as that style f puters is nerned e have agreed n a unit prie f 400 dllars fr at least 50, and e an't g bel that prie fr an rder f this size.

b：型号电脑言，意给400美元单价，但必须至少购买50台，样订购量低数。

a: yur prie is uh higher than i expeted. e are aking a large rder f 200. uld yu give us a little disunt?

a：价格比预期高很。计划200台订货量，给折扣吗？

b: i kn yu're aking a large rder but yu are als getting exellent prduts at a very large disunt. 400 dllrs is alst the lest prie e an ffer.

b：知订购量很，但以很优惠购买质量乘产品。400美元给最低价。

a: i' afraid i an't agree ith yu. yur prie is uh higher than ther panies'. e an't buy ith yur ffer.

a：恐怕意价格。价格比司价格高很。接受价格。

b: ell, hat d yu suggest then? h abut 5%? the prie is already a little tight,and ur prfit argin is nt that large.

b：吧，觉少优惠合适？5%怎样？价格已点勉强，利润高。

a: let's lse the deal at a disunt f 8%,k?

a：让以每台优惠8%价格敲桩意，吗？

b: yu drive a hard bargain! k, that's a deal.

b：真讨价价。吧，。

ntes

1. disunt ['diskaunt] n. 折扣，贴现率；v. 打折扣，贴现；重视

2. argin ['ɑ:d?in] n. 边缘，余；幅度；利润；页边空白；金

3. lse the deal 达交易

4. hard bargain 吃亏买卖；条件苛刻、让步协议

贴士

双谈判交流程，注意倾听言，果观点已解，以：i see hat yu ean.（明白您意思。）果表示意，以：that uld be nie.（样太。）或i agree ith yu.（赞。）果以接受但必须条件，以n the nditin that句型，例：e aept yur prpsal, n the nditin that yu plae a large rder than 5000.（果您订购超5000台，接受您提议。）

另外，外商尤欧美商谈判，果意，最坦白直率提，拐弯抹角。比赞意，以：i dn't think that's a gd idea.（并认为意。）或frankly speaking, e an't agree ith yur prpsal.（坦白讲，意您提案。）果拒绝，以直接：e an't aept. it's t high.（价格太高，接受。）

应纠纷妙招

dialgue

aggie is busy ith her rk in the ffie. uster es t vie a plaint abut sending rng prduts. and aggie is dealing ith that fr the uster.

麦琪正办室忙碌，客户投诉错货。麦琪正为客户处理件。

aggie: i have t aplgize t yu again. i prise it ill never happen again.

麦琪：再次向您歉，保证以再现类似情况。

uster: i have never thught that yu have sent e the rng prduts! hat a i suppsed t d n?

客户：想把货全错。现怎办？

aggie: i' terribly srry. the persn in harge f yur pany's supplies is a green hand. e'll resend the prduts t yu at ne.

麦琪：真很抱歉，负责给您供货刚久，马给您重新货。

uster: i' under pressure t ake delivery t y lients ith the ters f the ntrat. i a nt ging t tear up the ntrat.

客户：赶给客户按合交货，想违约。

aggie: here, i'll give yu a higher disunt n these prduts. besides, e'll pensate fr all the lsses aused by ur istake. h abut that?

麦琪：样吧，批货给您再优惠点儿。另外由失误给您造损失，全部赔偿。您吗？

uster: all right! sine yu are sinere,i'll say nthing re. thank yu.

客户：吧。既诚意，再什。谢谢。

aggie: that's all right. e hpe t prvide yu ith gd servie fr any years t e.

麦琪：谢。为建立长期合，希望给您提供满意服务。

ntes

1. green hand 新手，验

2. ake delivery 交货

3. tear up 撕毁，撕破

4. pensate ['k?penseit] v. 补偿，赔偿；付报酬

贴士

争议（dispute）指交易认为违反合规，或因履约或完全履约引纠纷。争议解决（settleent f disputes）指双争议做处理。式：协商（negtiatin）、协调（niliatin）、仲裁（arbitratin）诉讼（litigatin）。常句型：

1. i think all disputes beteen us shall be settled aiably thrugh negtiatin.

认为之间争议应通友协商解决。

2. e prise t try t slve the atter t yur satisfatin.

保证设解决问题，让贵司满意。

3. ur pany ill ver the lsses arising fr it.

因产损失由承担。

4. e agree t pensate fr all the lsses, but ask yu t drp the lasuit.

愿意赔偿损失，但求贵司撤诉。

5. if n settleents an be reahed thrugh negtiatin, the ase shall be subitted t the arbitratin issin fr arbitratin.

果协商解决，该案件应提交仲裁委员仲裁。

6. e feel pity that yu shipped bulk prduts nt rrespnding in quality ith the saple.

运批货样品质量相符，深感遗憾。

团队合齐

dialgue

elvin has been in the ne pany fr t nths. his friend zina ants t kn h elvin gets alng ith his jb.

埃文新司已工两月。朋友吉娜想解新工怎样。

zina: hi, elvin. h d yu like yur ne jb?

吉娜：，埃文。新工怎样啊？

elvin: pretty gd. y lleagues are all quite easy-ging. it's a very friendly plae t rk. in all, everything is great s far.

埃文：很。很相处，工气氛很谐。总之，目为止，切很。

zina: that's really fine. have yu learned the rpes at yur ne jb?

吉娜：太。新工熟悉吗？

elvin: alst. i rk in the sales departent. the rprate ulture is ttally different fr y frer pany. hen i as assigned a task at y last jb, i as ttally n y n. but here st f the rk is dne in teas. everyne rks lsely ith eah ther. s i an learn a lt fr it and get int the sing f it quikly.

埃文：差。销售部工，司企业文化以司截。以配任务，靠完。但司，数工团队完。每密切合。以很东西，工很快手。

zina: that's really nie. tea—rk is highly valued in any panies. it's very iprtant t be invlved in the tea at rk.

吉娜：很啊。很司特别注重团队合。工融入团队很重。

elvin: yeah, that's gd fr a psitive rk envirnent and helps tivate eplyees. i prefer it t rking independently. y frer bss as extreely ntrlling and verbearing.

埃文：呀，样利创造积极工环境，并激励员工。单打独斗比更喜欢团队合。老板控制欲特别强，很专横。

zina: ell, n yu dn't have t rry abut that. yur ne plae sunds really gd.

吉娜：现必担，新工听真错。

ntes

1. rprate ulture 企业文化

2. assign [?'sain] v. 配，指派；归因，确；n. 受让，接受财产等转让

3. get int the sing f 开始熟悉

4. verbearing ['?uv?'b??ri?] adj. 傲慢，骄傲，蛮横

贴士

tea spirit in reent years has been getting re and re attentin by the enterprise peratrs and has been adpted by st f the. bviusly, ditatrial anageent behavir hasn't existed any re in dern siety. negleting f the rle f tea eans large lss in the peratin f the business. in rder t enhane the tea hesin, tea spirit training arises at the histri ent.

近团队合受企业营越越关注，并且被数采。显，代社，独裁管理为已复存。忽视团队意味营产巨损失。为提高团队凝聚力，团队合培训应运。

hat akes a gd tea?

1. the ebers rk tards a n bjetive.

2. the ebers -perate fully ith eah ther.

3. the ebers trust eah ther.

4. the ebers share infratin effetively ithin the tea.

5. the ebers listen t different pints f vie.

6. they talk penly and hnestly ithin the tea.

7. hen peple are under pressure, thers ffer help.

何为优秀团队？

1. 团队员为共目标努力。

2. 员之间相互密切合。

3. 员之间相互信任。

4. 团队够效享信息资源。

5. 员之间善听取意。

6. 员之间话题开，坦诚相。

7. 遇压力，员间互相帮助。

期待更详细资料

dialgue

david is alling his uster t inrease the pssibility f suessful peratin.

戴维正给客户打电话以增加合功性。

david: hell, this is david hite fr ab pany. ay i speak t r. sith?

戴维：，ab司戴维·怀特。找史密斯先。

r. sith: speaking. hat an i d fr yu, r. hite?

史密斯先：。请问什，怀特先？

david: i' srry t bther yu. i as tld that yu have an intentin t perate ith us, dn't yu?

戴维：很抱歉打扰您。听您意向合，吗？

r. sith: yes, i d.

史密斯先：。

david: thank yu fr yur attentin t ur pany. i have a feeling that there ill be a bright future fr us t perate ithin the field. is there anything that i an ffer yu?

戴维：感谢您司关注。觉该领域合非常景。什帮您吗？

r. sith: h…i appreiate yur sinerity. i'd like t kn re abut yur pany. uld yu send e se details abut yur pany and prduts?

史密斯先：嗯，非常感谢贵司合诚意。想更解司，给些关贵司司产品详细资料吗？

david: n prble. i ill send the t yu sn.

戴维：问题。马给您。

r. sith: that's very kind f yu. thank yu.

史密斯先：太。谢谢。

david: yu're ele. i ill assure yu f ur business.

戴维：客气。尽全力促合。

ntes

1. intentin [in'ten??n] n. 意图，目，意向；打算

2. assure [?'?u?] v. 使确信，使放；确保

贴士

1. is it pssible t give us se details abut the prduts?

否给提供产品相关详细资料？

2. e ant t buy fd additives. please ntat us ith the details f yur prduts and prie.

想订购食品添加剂，请附带产品详细资料价格联系。

3. the re e kn abut yu, the re rders e ill ake.

贵司解越详细，越订单。

4. i a interested in yur plane dels. uld yu send e details abut the p546 del?

飞机模型很感兴趣。给些型号p546飞机模型详细资料吗？

5. please ntat us if yu uld like t hear and see re.

果想解更信息，请联系。

6. fr re infratin, please visit the prjet site.

请访问项目页以解更信息。

7. ay i kn re abut yur party?

以解贵更信息吗？

客户细谈合

dialgue

sine t parties have the intentin t prte peratin, it's indispensible t negtiate fr the details.

既双意向合，协商合细节必少。

t: sine yu'd like t at as ur sle agent, e'd like t kn yur plan t push the sales f ur prduts. an agent ay give us lts f help t break int a ne arket. i hpe it's a in-in result fr bth f us.

汤姆：既做独代理商，想知推销产品计划。入新市场，代理商给很帮助。希望双赢。

agent: ell, e'll advertise a lt n tv prgras and in nespaper. at the sae tie e'll exeute idespread prtin ativities. e prpse the guaranteed annual aunt be $500 000 fr a start.

代理商：嗯，报纸电视节目做量广告，开展规模促销活动。建议代理销售额开始订为50万美元。

t: that's nt bad. hat is the territry t be vered?

汤姆：样错。代理哪些区？

agent: all the areas in luisiana state.

代理商：路易斯安州区。

t: and the rate f issin yu ask fr? e usually grant issin at the rate f abut 6% n every deal.

汤姆：想收取少佣金呢？般把每笔交易额6%左右为佣金。

agent: hnestly, the rate f issin yu grant us is far t sall. e ant t get a 10% issin. beause ur ptential usters are nt failiar ith yur gds,s it'll st us a lt f ney t ppularize yur prduts.

代理商：坦白，给佣金率太低。想10%。因为潜客户产品并熟悉，使产品畅销花少钱。

t: all right. e understand yur psitin in being a iddlean. e an ake this an exeptin and give yu an 8% issin fr a trial perid f ne year.

汤姆：吧。理解为间商处境。以破例给8%佣金，试。

agent: pretty reasnable. i a nfident that ur peratin ill sueed.

代理商：很合理。相信合很功。

ntes

1. sle agent 独代理

2. in-in [in'in] adj 双赢，双获利

3. grant [grɑ:nt] v. 授予；意；承认，认为；n. 授予物，补助金；意，给予；财产转让

4. iddlean ['idl??n] n.间，纪

贴士

关合名言：

1. ne strand f silk desn't ake a thread; ne tree desn't ake a frest.

单丝线，独木林。

2. united e stand, divided e fall.

合即立，即垮。

3. it's diffiult t ahieve anything ithut friendly supprt.

孤掌难鸣。

4. the planning lies ith an, the ute ith heaven.

谋，。

认真签订合约

dialgue

the ntrat is the guarantee fr bth parties t keep prises.

合约合双履承诺保障。

andre: have yu had a hane t lk ver the draft ntrat?

安德鲁：合草案吗？

bill: yes, i ade a very lse study f it.

比尔：，昨晚仔细审阅合草案。

andre: any questins?

安德鲁：什问题吗？

bill: yes, there is a pint hih i'd like t bring up. i fund se lauses in this ntrat are in nflit ith the suppleentary nditins. h d e deal ith it?

比尔：，点想提，些合条款附加条款冲突，该怎样处理？

andre: i think the suppleentary nditins shuld be taken as final and binding. d yu agree?

安德鲁：认为果冲突应以附加条款为准。意吗？

bill: i see. e an aept that.

比尔：明白，以接受。

andre: is there anything else?

安德鲁：什问题吗？

bill: n, nthing re.

比尔：。

andre: k, e ust ake it lear in the ntrat. i ill add the ter t the ntrat sn.

安德鲁：，必须合加以明确。马把条款加合。

（a ent later）

（儿）

andre: please lk this ver befre e sign it . if there is n prble, shall e sign this ntrat n?

安德鲁：请签合之再目遍。果问题话，现签约吗？

bill: f urse. i've been lking frard t this ent.

比尔：以。直很期待刻呢。

ntes

1. in nflit it ……矛盾，致

2. binding ['baindi?] adj. 必须遵守，律约束力；n. 镶边，（书籍）封皮

3. lk ver 把……遍，把……目；察，参观

贴士

ntrat 合，订立合

ake a ntrat 签订合

ntratr 订约，承包

plae a ntrat 订合

ntratual 合，契约

enter int a ntrat 订合

sign a ntrat 签合

dra up a ntrat 拟订合

get a ntrat 合

land a ntrat 或拥合

a ritten ntrat 书合

untersign a ntrat 签合

draft a ntrat 草合

pies f the ntrat 合副本

riginals f the ntrat 合正本

a nie fat ntrat 份很利合

an exeutry ntrat 尚待履合

庆祝双赢合

dialgue

having dinner is a n ay t elebrate peratin.

吃饭庆祝合比较常式。

peter: r. hite, i nder if yu have tie this evening.

彼：怀特先，您今晚空吗？

r. hite: i a available this evening. d yu have any plans?

怀特先：。什安排吗？

peter: uld yu be interested in dining ith us t elebrate ur peratin?

彼：今晚请吃饭庆祝合功，以吗？

r. hite: h, that's very kind f yu. i'd like t.

怀特先：噢，真太。很乐意。

peter: hih kind f restaurant d yu prefer, hinese r estern?

彼：您想餐厅西餐厅？

r. hite: i've heard f that hina has a unique and lng histry fd ulture, s i'd like t taste the lal uisine.

怀特先：听独特且历史悠久饮食文化，因想品尝特色佳肴。

peter: n prble. i kn a faus restaurant nearby. the uisine there is deliius and has its n speialty. h abut ging there?

彼：问题。知附近很名餐厅。儿每菜很美味，各特色。您觉怎样？

r. hite: it's up t yu.

怀特先：由。

peter: k, i'll pik yu up at 6:00 p.., if it's right ith yu.

彼：。果便话，晚6点接您。

r. hite: f urse. see yu.

怀特先：以。再。

peter: see yu.

彼：再。

ntes

1. unique [ju:'ni:k] adj. 独特，独，稀罕

2. fd ulture 饮食文化

3. uisine [ki'zi:n] n. 烹饪，佳肴

贴士

1. t ur pleasant peratin!

为合愉快干杯！

2. i a glad t llabrate atively ith yu in the ne field.

很高兴贵司新领域积极合。

3. the arriage f ur t panies is a ath in heaven.

两司联姻造设结合。

4. e'll hld a elebratin t treat yu this evening.

今晚举场庆祝犒劳。

5. hapagne rks are ppping thrughut the elebratins.

庆祝开香槟砰砰声绝耳。

6. e eventually reate a in-in situatin ith ur slidarity and tireless effrts.

通团结致懈努力，最创造双赢局。

7. i prpse a tast t ur suessful peratin.

提议为合功干杯。