商務談判英語：如何說明厲害關系
企業之間做生意時必不可少的就是溝通，雙方溝通的過程其實也可以看做是談判的過程，每個人都希望為自己的企業帶來更多的利益，因此兩邊常常會出現拉鋸戰。想要讓你的談判有好的結果，就一定要學會闡述利害關系。許多人在說中文時，往往可以巧舌如簧，但是你會用英語進行談判嗎?
在本篇文章中，通過情境模擬的方式教大家談判英語中的第一課：如何用英語說明利害關系。
對話一：
A: Hello? Ms. Patterson? This is Bill from Workmate calling. I’m just wondering if you had a chance to look over the estimate I sent for your gala(晚宴) dinner project next month… As I said in my email, we can help you with production according to your needs, but we will only be able to give onsite(現場的) management support services on a limited basis.
B: Oh, yes. I reviewed your estimate. But it seems like the project blueprint(項目計劃) you sent with the estimate is not quite what we had in mind. Did you get a copy of the specs for this project?
A: Yes, I have several copies, but they’re all different versions(版本)… The latest I have is version 12, is that correct?
B: No. Later we decided to opt(選擇) for the prior outline, version 7.
A: Hold on, let me pull up your version 7 requirements… Oh yes, no wonder our estimate is a little different from what you had in mind. I see the version 7 also includes 6 additional hostesses and a cocktail self-serve bar that wasn’t in the version 12. That will definitely add to your cost on this project…
B: I understand there is additional cost associated with the hostesses and bar, but we’ve also eliminated four of the table and chair sets that were in version 12, so the cost should balance out a little.
A: So, what you’re saying is, you won’t need the table and chair sets on the far wall, but you will require more onsite workers plus the alcoholic beverages(飲料，酒水) to stock the mini-bar? It’s not going to balance out quite like you’re thinking…
這段對話是關于公司節日宴會計劃的話題。主辦方和承辦方在互相協商計劃及經費。此類對話在職場中比較常見，無論是團隊建設活動、還是會展安排還都要用到類似的對話，馬上就要籌辦年夜飯和年會了，大家還不趕快學習起來?
對話二：
A: We are going to need confirmation(確認) on these orders today, and delivery must be made before next Tuesday. Do you think you can handle that?
B: We are willing to work with you, but do you think it would be possible to extend your confirmation deadline? We need to check the warehouse(倉庫) to make sure the products are in stock. The earliest I will be able to get back to you is tomorrow morning.
A: No, I must know today because we have to go to press for the advertisements. Is there any way you can speed up the process of checking inventory(存貨)?
B: We can do that, but it will cost… If we have to check our inventory with all our guys on overtime, you’re looking at an increased cost of, I’d say, maybe 10%.
A: Are you kidding?
B: No, and let me tell you why… If I make my guys stay over to check the inventory, I’ll have to pay them at an overtime rate, which is time and a half. I estimate it will probably take three guys two hours to finish, that will be an increase on your labor fee by at least 10%... if you need the numbers that urgently, I can have them do it. Otherwise, we can wait until tomorrow morning, and I’ll call you with the numbers after they’re done. It’s your call….
這段對話講的'是供貨商與客戶之間確認訂單及庫存的模擬情景，在國際貿易中經常會遇到。以上兩段對話選取的都是職場中比較常見的談判英語中說明利害關系的英語對話，通過溝通利害關系不僅能夠幫助你說服對方接受你的建議，更加能為公司帶來更多的利益，是每一位職場人都需要掌握的技能。
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