此资料由网络收集而来，如有侵权请告知上传者立即删除。资料共分享，我们负责传递知识。商务英语谈判技巧语言艺术商务英语谈判就是在国际贸易中谋求双方能够取得最大利益的过程,在商务英语谈判中,谈判双方可以通过谈话沟通交流等方式和手段协调双方的要求,商务英语谈判的语言技巧能够在叙述、提问、回答、说服等方面体现出来,下面范文网小编整理了商务英语谈判技巧语言艺术，供你阅读参考。商务英语谈判技巧语言艺术01Dialogue1A:Isthereanywayyoucancutusabetterdealonyourwholesalepriceforthisorder?B:Wedidthebestthatwecouldtogiveyoualowprice.Didyougetourlatestestimate?A:Basedontheestimateyougaveus,bythetimewefigureintransportationandotherexpenses,ourprofitisshot.Withtheofferyou’vegivenus,we’remakingnexttonothing.Can’tyoudoanybetter?B:I’vealreadygivenyouadiscountof20%offofwhatwenormallycharge…ifIgoanylower,we’llhavelossontheproject.Ireallywanttoworkwithyouonthis,butwe’vealreadygoneaslowaswecouldgo.A:Tobehonest…Ourbudgetedcostcan’texceedmorethan$150dollarsperunit.That’sourbottomline.Ifyoucanmeetthatprice,youwillgetadeal.Otherwise…B:I’llsaythat…I’llgooverthenumbersagainwithourfinancialteamandseewhatIcando.Ican’tgiveyouanyguarantees,butI’lltry.Dialogue2A:You’vegottheemailwithallthespecificationsfortheproject1此资料由网络收集而来，如有侵权请告知上传者立即删除。资料共分享，我们负责传递知识。fromus,we’llbeacceptingbidsuntilnoononTuesday,ifyouhaveanyquestionsinthemeantime,pleaseletmeknow…B:Actually,Idohaveaquestion.We’dliketoknowwhatyouhadinmindforabudgetonthisproject.We’rehopingtoputtogetherareallycompetitivebid,butatthesametime,we’dliketohityourtargetpricetoo.A:Iunderstand,butunfortunatelyitisourpolicynottodiscloseourbottomline.Youcanbeassuredthatpriceisaweightyconsiderationwhenwereviewtheproposals,butwealsotakeotherelementsintoconsideration,includingdesignandpracticality.Wealsogiveweighttothereputationofthesubmittingcompany.B:Doyouhaveanypricerange?Isthereanywayyoucangivemesomeideasofwhichdirectiontogo,orhowhighistoohigh?A:Wearejustlookingforareasonablepriceaccordingtothespecificationsinourprojectblueprint.That’sallIcansay.商务英语谈判技巧语言艺术02Usingeffectivequestioning问一些有建设性的问题问一些有建设性的问题是成功协商议题的基石。这是给了双方一个机会来表明双方各自在关键议题上的态度，例如目标及期望。多问一些开放式的问题将可以尽早给予彼此阐述观点的机会。例如，你可以这样问”Whatareyouhopingtoachievetoday?Recoveringfromoffendingsomeone克服对方敌对意识谈判中往往会遇到对方强烈的敌对意识，这时候你必须设法克服它。通常的方法是接受对方的“排斥”，但将之转化为正面的作用。你可以说”IfIseemedsharpafewmomentsago,beassuredthatitwasonlyduetomydeterminationtomakethiswork.”Showinghumility2此资料由网络收集而来，如有侵权请告知上传者立即删除。资料共分享，我们负责传递知识。展现亲和力谈判是双方沟通的过程，所以必须避免陷于一连串的”I’mright,you’rewrong”的情形。展现亲和力尊重那些对象，千万不要装做已有所有答案，请把一些议题的控制权让给别人。你可以说”That’smoreyourareaofexpertisethanmine,soI’dliketohearmore.”Recoveringfromnegotiationbreakdown让谈判“起死回生”当对方因愤怒、怨恨或不愿意聆听而使得双方关系濒临决裂的时候，要特别注意具有建设性的对谈。承认错误并且展现诚意是让谈判起死回生的好办法。你可以说”Whathappenedlastweekwasunacceptableasitwasunintentional.Shallwemoveon?”Inbusiness,skillednegotiationcanbethedifferencebetweenmakingamilliondollarcontractandbeingfired.3
