商務英語談判技巧

時間：2024-02-20 08:14:21 商務英語我要投稿

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商務英語談判技巧

　　Dialogue 1

商務英語談判技巧

　　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 you’ve given us, we’re making next to nothing. Can’t you do any better?

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

　　A: To be honest… Our budgeted cost can’t exceed more than $150 dollars per unit. That’s our bottom line. If you can meet that price, you will get a deal. Otherwise…

　　B: I’ll say that… I’ll go over the numbers again with our financial team and see what I can do. I can’t give you any guarantees, but I’ll try.

　　Dialogue 2

　　A: You’ve got the email with all the specifications for the project from us, we’ll 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. We’d like to know what you had in mind for a budget on this project. We’re hoping to put together a really competitive bid, but at the same time, we’d 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. That’s all I can say.

　　安格英語老師認為學會迂回是談判中非常重要的一項技能，而選擇何時亮出自己的底線也需要大家在職場中多年的實踐和學習才能夠靈活地掌握。而口語也需要大家每天的練習才能夠說的像native speaker一樣流利。

　　商務英語談判技巧：書面溝通技巧

　　一、電子商務郵件的"六大部分"，您真的知道每個部分標準而高效的寫法嗎?Fundamentals: six parts in first-class business correspondence

　　標題：精+確Subject: brief + informative

　　稱呼：你們的關系+事件的性質Greeting: your relationship + the nature of the matter

　　開頭：一語中的Opening: put your purpose in the first sentence

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

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

　　結尾：友好而開放Ending: friendly and open

　　電子郵件中的禁區Something you never do with emails

　　按send鍵之前，您確定要發這封電子郵件嗎? When NOT to send emails?

　　案例討論一：有技巧地催促同事按時交行程單Case study I: Skillfully push the colleague to send the itinerary on time

　　二、 Barbara Minto文章的金字塔結構?Pyramid structure designed by Barbara Minto

　　為什么在職場中需要使用金字塔結構? Why do we need to use pyramid structure in work?

　　--結論先行，可以抓住注意力，并避免誤解Start the article with conclusion to catch attention and avoid misunderstanding

　　什么是金字塔結構? What is pyramid structure?

　　--自上而下;垂直方向用問題-回答展開;水平方向用歸納(遵循MECE原則)或演繹展開Top down; Vertical: question-answer; Horizontal: induction (MECE) or deduction

　　怎樣使用金字塔結構? How do we use pyramid structure?

　　--發散思維，畫出所有內容氣泡，找出氣泡間的邏輯，得出結論，將結論放在金字塔塔尖List out all the bubbles, govern the bubbles by logic, make the conclusion and put it to the top

　　案例討論二：為進度報告、商業提案、工作計劃、競聘競升做金字塔結構Case study II: Draw the pyramid structures for progress report / business proposal / work plan / promotion application

　　三、寫電子商務郵件時，您要遵循的語言特色上的"五個必須""Five Musts" for business English writing

　　--明確、清晰、積極、有人情味、有說服力Specific, clear, positive, personal, persuasive

　　讓你的語言有說服力的魔力：說服八步驟Persuasion skills: eight-step motivated sequence

　　秒殺中國式英語Get rid of Chinglish

　　--使用向右延伸的邏輯、使用連接詞秀出邏輯、遵循KISS原則Use right-branching logic, use transition words, KISS

　　案例討論三：向上級要批準Case study III: Request a senior manager for approval

　　案例討論四：向客戶請求前去拜訪Case study IV: Request to pay a visit to a client

　　四、如何溝通負面、敏感事件Deal with negative issues

　　認識主要文化群體在傳遞負面、敏感事件的文化性格維度上的相應位置Identify the main cultural clusters' positions on communication dimension

　　使用正確的語氣：左手拿鏡子，照自己的身份;右手拿放大鏡，剖析讀者Use the correct tone: know your own identity and four types of business readers

　　"三明治結構"幫您消除傳達壞消息時的尷尬Use sandwich structure to make the bad news more acceptable

　　將您的"共情能力"表達在筆端，巧妙回應憤怒與不合理Show sympathy when responding to angry message and unreasonable request

　　案例討論五：討論一個敏感話題：辦公地點搬遷/派增新的工作任務Case study V: Discuss a sensitive topic: office relocation/new job assignment

　　案例討論六：回應同事的抱怨Case study VI: Respond to a colleague's complaint.

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