英文谈判与要点

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英文谈判与要点

The Negotiation Process/谈判过程：

It's time to negotiate! Here are a few golden rules to successful negotiations:
现在是谈判的时间了！下面是成功谈判的黄金原则：

1) Always try to negotiate for at least 15 minutes. Any less than that and it is unlikely

that either party has had enough time to fairly consider the other side. Generally, the

size or seriousness of the negotiation determines the amount of time needed to negotiate

it. Setting a time limit is a good idea. Approximately 90% of negotiations get settled in

the last 10% of the discussion.

至少让谈判持续15分钟，

英文谈判与要点

。少于这个时间的话谈判的一方是不会有足够的时间去考虑另一方的观点的。一

般来说谈判的规格或严肃性决定了它所需要的时间。设置一个时间限是一个好主意。大约90%的谈判是在

最后10%的讨论过程中建立的。

2) Always offer to let the other party speak first. This is especially important if you are

the one making a request for something such as a raise. The other party may have

overestimated what you are going to ask for and may actually offer more than what you were

going to request.

总是让对方先说，这点尤为重要特别当你是提要求的一方比如要求加薪时。对方可能会高估你所要求的

或者实际上打算提供的超出你想要的。

3) Always respect and listen to what your opponent has to say. This is important even if he

or she does not extend the same courtesy to you. Do your best to remain calm and pleasant

even if the other party is displaying frustration or anger. Remember some people will do

anything to intimidate you.

认真听对方在讲什么。这点很重要，即使对方并没有表现出相同的礼貌。如果对方表现出沮丧或愤怒，

也要保持冷静和愉悦。记住一些人可能会恐吓你。

4) Acknowledge what the other party says. Everyone likes to know that what they say is

important. If the other party opens first, use it to your advantage, by paraphrasing what

you have heard. Repeat their important ideas before you introduce your own stronger ones.

回应对方所说的。每个人喜欢看到自己所说的是重要的。如果对方先开始，那么重新阐述一下你所听到

的。在你介绍你自己的观点之前重复他们的重要想法。

5) Pay attention to your own and your counterpartner's body language. Review the chart

below to learn how to interpret body language during the negotiations. Make sure that you

aren't conveying any negative body language.

注意你所拥有的和对手的身体语言。看看下面的表，学习怎样在谈判中使用和解读肢体语言。确保你没

有使用任何负面的身体语言。

Language to use to show understanding/agreement on a point/表达理解程度或同意程度的语言：:
&O1548; I agree with you on that point. 我在那一点上赞同你。
&O1548; That's a fair suggestion. 那是一个公平的建议。
&O1548; So what you're saying is that you... 所以你所说的是……
&O1548; In other words, you feel that... 换句话说，你觉得…..
&O1548; You have a strong point there. 你很强调这一点。
&O1548; I think we can both agree that... 我想我们都能同意…..
&O1548; I don't see any problem with/harm in that. 我在…上没有看到任何问题…

Language to use for objection on a point or offer:/表明反对某一观点或提案的语言：

&O1548; I understand where you're coming from; however,... 我明白你得道理，但是尽管如此…
&O1548; I'm prepared to compromise, but... 我做好了妥协的准备，但是…
&O1548; The way I look at it... 我看待它的方式….
&O1548; The way I see things... 我看待这些事的方式…
&O1548; If you look at it from my point of view... 如果你站在我的立场上看…
&O1548; I'm afraid I had something different in mind. 我恐怕有些不同意见。
&O1548; That's not exactly how I look at it. 确切地说我不是那样看的.
&O1548; From my perspective... 在我的方面…
&O1548; I'd have to disagree with you there. 在那点上我不能赞同你。
&O1548; I'm afraid that doesn't work for me. 我恐怕那对我行不通。
&O1548; Is that your best offer?这是你给我的最好选择么？

Body Language/肢体语言 Possible meaning/可能含义
Avoiding Eye Contact
避免眼神接触 &S226; Lying 说谎
&S226; Not interested 不感兴趣
&S226; Not telling the whole truth没有说出整个真相
Serious Eye Contact
严肃的眼神接触 &S226; Trying to intimidate 试图恐吓
&S226; Showing anger 表达愤怒
Touching the face/fidgeting
触摸脸颊/坐立不安 &S226; Nervousness 紧张
&S226; Lack of confidence 缺乏自信
&S226; Submission 屈服顺从
Nodding点头 &S226; Agreeing 同意
&S226; Willing to compromise 愿意妥协
Shaking the head/turning away
摇头/转过头去 &S226; Frustrated 沮丧的，无效的
&S226; In disbelief 不相信
&S226; Disagreeing with a point 不同意

英文谈判案例：

Markus Opens the Negotiations/Markus开始了谈判
It's finally lunchtime and Markus and Louis meet as planned. Markus offers for Louis to

speak first, but Louis declines:
最终午休时间Markus和Louise如约而至。Markus让Louis先说，但是Louis拒绝了。

Markus:
Thanks again for agreeing to meet today. I really appreciate you taking the time during

your lunch.
再次感谢您同意今天的这次会面。我非常感激您愿意让我占用您的午休时间。

Louis:
Okay, well, let's get started. I'd like to resolve this as soon as possible so we can get

back to work.
Ok,好吧，让我们开始吧。我想尽快解决它以便我们能够回去工作。

Markus:
Great. Okay, well, if there's anything you'd like to say first, please be my guest.
很好，好的。如果您想先说点什么，请尽管说。

Louis:
Oh, no, I insist you go first. After all, you're the one who asked to meet with me.
哦，不，我坚持你先说。毕竟，是你要求的这次谈话。

Markus:
Very well then. First of all I want you to know that I am fully aware of the challenges you

have faced in running this company in the last few years. I understand that the poor

weather last year ended up costing you and all of the local landscape companies a lot of

money. However, I think you realize that I am unsatisfied with my current salary. I've been

with Landscape labourers for 5 years now and there have been many other years that were

profitable. Despite how much your business has grown, I'm making less than a dollar more

than I was the day I started.
那么好吧。第一我想让你知道我完全知道在过去的几年中你在掌管这家公司时所面临的挑战。我明白去

年的坏天气让你以及所有的本地的园林公司损失不小。尽管如此，我认为你也意识到了我对我现在的薪

水不满。我已经在公司做了5年了，除了去年以外，其它年份利益都不错。除去您企业的本身的增长，我

也发挥了很大作用。

Louis:
You're lucky to have a job in these times.
你很幸运在这个时候还有工作。

Markus:
Yes, and I'm very thankful that you have employed me all this time, especially during the

slow seasons when the company is struggling to make a profit. It means a lot to me to have

that stability, which is why I have remained loyal to your company.
是的，我非常感谢你一直雇佣我，特别是在淡季当公司艰难盈利的时候。稳定对我很重要，这就是为什

么我一直对公司保持忠诚

Louis:
You haven't had much choice but to remain loyal, Markus. There are no jobs out there.
你没有很多选择，除了保持忠诚，Markus。除了这里之外再没有工作了。
Markus: Well if you don't mind, I'd like to finish what I have to say and then you can let

me know what your position is. As a matter of fact, there are a few companies hiring right

now in our area. These are not all necessarily companies that I would be interested in

working with. For example, you and I both know that I would never want to work for a

company such as Powell Designs. I'd much prefer to be associated with a company like

Landscape Labourers because we do a good job. Having said that, I took the liberty of

calling a few other local companies to find out what type of salary packages they offer to

their foremen.
如果你不介意的话，我愿意结束我刚才所说的，而您可以让我知道您所处的位置。实际上，这里有几家

公司都在雇人。不是所有的公司我都愿意在里面工作，比如，您和我都知道我绝不愿意为像Powell

Designs这样的公司工作。我更愿意在一家像Landscape Labourers的公司里做。我得说，我有这个自由

去打给本地的几家其它公司去看一看他们会给主管什么样的薪水。

Louis:
Foremen? I don't have a foreman. I never have. It's not my style. Don't forget, you're a

contract labourer just like the rest of the crew.
主管？我没有主管。从来没有。这不是我们的风格。别忘了。你是一个合同工，像其它专员一样。

Markus:
Yes, I thank you for bringing that up. Besides deserving a higher salary, one that is

competitive with local companies, I also think that I deserve a new title. You and I both

know that the crew looks to me as though I am a foreman, even though I don't have the

title.
是的，我要谢谢您提出来。除了要求一个更高的薪水，那个职位在本地的公司中也是很有竞争力的，我

认为我也想要一个新的头衔。您和我都知道雇员们都把我看成了一个主管，即使我还没有这个头衔。

Louis:
You don't have the title, but you also don't have the responsibility. It's a lot of work

being a foreman.
你没有这个头衔，但是你也不必承担这个责任，成为主管后会有很多工作的。

Markus:
Exactly. And you can't say that you haven't noticed me coming in earlier than the others

and leaving later. I also designate jobs to all of the crew members each morning and call

suppliers when needs arise. These are duties of a foreman, am I right?
实际上，您不能说您还没注意到我比其他人来得都早，离开得都晚。每天早上我总是给所有人分派工作

，当需求上涨时打电话给供应商，这就是主管的职责，对吗？

Louis:
I suppose. But a foreman also helps solve conflicts that arise within a team, and deals

with customer complaints. You always pass those things on to me.
我同意。但是一个主管也要帮助解决团队内的冲突，还要处理顾客的抱怨。你总是把这些东西推给我。

Markus:
I agree with you on that. However, I would be willing to take on these extra

responsiblities, should you offer me a foreman position at a rate of $25.00 per hour
我非常同意您。尽管如此，我很愿意担负起这些额外的责任，您能给我一个时薪为25美元主管职位吗？

Coming to a Close or Settlement/接近尾声

There are a number of signals that indicate that negotiations are coming to a close. This

may not always mean that an agreement has been reached. In many cases, there are many

rounds of negotiations. The preliminary round may uncover the major issues, while

subsequent rounds may be needed to discuss and resolve them. Here are some signals of talks

coming to a close:

有几个信号表明了谈判正接近尾声。这并不一定意味着双方能够达成一致。许多案例中，谈判会进行许

多轮。开始的一轮可能只是揭开了主要议题，可能还需要后来的几轮来讨论和解决他们。这里有一些谈

话接近尾声的信号

&O1548; A difference of opinion has been significantly reduced
不同的意见极大地减少了
&O1548; One party suggests signing an agreement.
一方建议签一个协议
&O1548; One or both parties indicate that a period of time to pause and reflect is

necessary.
一方或者双方指出需要暂停，各自回去思考是必须的

Beware of last-minute strong-arm tactics./要知道反咬一口的强硬策略

Even if you make the decision to treat your negotiating opponent with honesty and kindness,

the other party may not extend you the same respect. Be prepared to stand your ground

firmly, yet cordially, especially in the last few minutes of the negotiations. This is the

time when manipulative parties may employ certain tactics in order to try to fool you into

losing focus or lowering goals and standards. Remember that conflicts are generally

resolved in the last few minutes. The theory behind last minute tactics is that one party

may be more willing to give in out of fear that all of the concessions or progress made up

to that point (perhaps hours or weeks of talks) might be lost. People also get tired or

have other commitments that need to be met, such as making an important phone call before

another business closes, or picking up children from school. Here are some last minutes

tricks that negotiators often use at this time:

及时你决定对你的对手保持诚实和善意，但另外一方很可能不会这样对你，

资料共享平台

《英文谈判与要点》(https://www.unjs.com)。要准备好牢牢地站在你的立

场上，仍然保持诚恳，特别是在谈判的最后几分钟里。在这个时候，灵活的一方可以使用某种策略去尝

试让你失去关注点或者降低要求和标准。记住冲突往往都是在最后的几分钟内解决的。反咬一口策略背

后的理论是一方出于害怕会失去所有在那一点上已经形成的让步或进展，因而可能更容易认输。人们变

得疲惫或者有其它事情必须去做，比如在另一个商务进程结束前打了一个重要的电话，或者从学校接孩

子。这里有一些反咬一口的策略，它们在谈判进行到这个时刻时经常会被用到。

&O1548; Walking out of the room
走出房间
&O1548; Offering a short-term bribe
提供一个短期的诱惑
&O1548; Telling you to take it or leave it
告诉你接受它或者放弃它
&O1548; Giving an ultimatum
给一个最后通牒
&O1548; Abrupt change in tone (used to shock the other party into submission)
声调的突然变化（用来使另一方屈服）
&O1548; Introducing new requests (used at to get you to concede with little thought or

consideration)
提出新的要求（让你在没有深思熟虑的情况下让步）
&O1548; Stating generalizations without evidence (dropped without significant

statistics/proof)
在没有证据的情况下陈述普遍性（没有重要的统计/证明）
&O1548; Adopting the Mr. Nice Guy persona (used to try to make it look like they are doing

you a favour in hopes that you will lower your expectations)
采用好好先生（让你以为他们给了你很多优惠，希望你能降低你的期望值）

Language to use in closing/在最后会用到的句子

&O1548; It sounds like we've found some common ground.
听上去我们找到了一些共同点。
&O1548; I'm willing to leave things there if you are.
如果你同意的话我愿意把问题留在那。
&O1548; Let's leave it this way for now.
让我们现在就以这种方式处理它吧。
&O1548; I'm willing to work with that.
我愿意那样去做。
&O1548; I think we both agree to these terms.
我认为我们都同意这一项。
&O1548; I'm satisfied with this decision.
我对这个决定很满意。
&O1548; I think we should get this in writing.
我认为我们应该把这个写下来。
&O1548; I'd like to stop and think about this for a little while.
我希望停一下，稍稍想一下这个。
&O1548; You've given me a lot to think about/consider.
你们让我考虑了很多。
&O1548; Would you be willing to sign a contract right now?
你愿意现在签一份协议吗？
&O1548; Let's meet again once we've had some time to think.
让我们立刻再见一次，我们已经想过这个了。

英文谈判案例

Louis Signals an End to the Negotiations and Attempts some Last-minute Tactics

Louis:
Look, we're running out of time here and I've barely had a bite of my lunch.
看，我们花了这么多时间在这，而我几乎都没有动我的午餐。

Markus:
I know, and we have a lot of work to get done this afternoon.
我知道，而且我们下午还有很多工作要做。

Louis:
Well, I guess we'll have to settle this at another time.
好的，我想我们不得不在其它时间确定这个了。

Markus:
Actually, I'd really like to get this settled today. I know how busy you are, and it's not

easy to get you to sit down and talk.
实际上，我想今天就确定。我知道您有多忙。让您坐下来谈话并不容易。

Louis:
(standing up and getting ready to walk out of the room) Well, we're not getting anywhere.
（站起身准备走出房间）好的，我们现在不能再谈了。

Markus:
Please sit down for a few more minutes so we can make a decision.
请再多做几分钟，让我们做个决定。

Louis:
And what if I don't? Are you going to quit?
如果我不呢？你要离开吗？

Markus:
I am a loyal employee, and I believe that it is in the best of both of our interests to

have this conflict resolved. This should only take a few more minutes.
我是一个忠诚的雇员，我相信如果我们都有兴趣去解决这个冲突是最好的。这只再需要几分钟。

Louis:
Fine. You can be the foreman. I'll even change the title on your pay stub. But no raise.
好。你可以是主管，我会在你的工资单上改掉头衔，但是没有加薪。

Markus:
I think you and I both know, that the raise is more important to me than the title itself.
我想你和我都知道，加薪对我来说比头衔本身更重要。

Louis:
You know, not very many owners would agree to give a person like you the title of foreman.

You don't even have your proper certification.
你要知道，没有那么多雇主会同意给一个像你这样的人主管头衔的。你甚至没有正式的证书。

Markus:
You've said before that experience means more to you than education. Remember that guy

Samuel that you hired. He had a four year diploma in landscape design but had never worked

a day out on the fields. You let him go before his probation was up.
您在那之前说过了对您来说经验比学历更重要。记得那个您雇过的Samuel，他拥有一个园林设计的4年制

学位，但是却从来没有在野外工作过一天。你在他的实习期结束之前就让他走了。

Louis:
Oh, don't remind me of that kid.
哦，别让我想起那个孩子。

Markus:
Look, I'd be willing to accept $24.00/hr, if you agree to review my salary again come

spring.
看，我愿意接受每小时24美元的时薪，如果你同意在来年春天再次考虑我的薪金。

Louis:
Fine. I guess, that's fair. You are my best employee, right now at least.
我想，那是公平的。你是我最好的雇员，至少现在是。

Markus:
Great, then, you won't mind changing my status to crew foreman. I won't disappoint you.

Remember, I'm willing to take on the extra duties of a foreman, which will give you more

time to find new clients.
太好了，那么。你也不会介意把我的职位变成主管。我不会让您失望的。记住。我会负起一个主管该负

的责任的，这会让你拥有更多的时间去开发新客户。

Louis:
Speaking of new clients. I'm expecting an important phone call in ten minutes, so let's

wrap this up.
说到新客户。我正在等待10分钟后的一个重要电话，所以让我们把这个收起来吧。

Markus:
Well, I think we've both agreed on the terms. Can we shake on it? I mean, can I have your

word that my new hourly wage will begin at the beginning of next month?(Markus holds out

his hand.)
那么，我认为我们都同意了这些项。我们能握个手么？我的意思是，我能这样理解您所说的，我的新的

时薪从下个月头开始执行么？（Markus 伸出他的手）

Louis:
(Louis shakes it.) Okay, Mr. Foreman. Get back to work, would you. And, I'll need you to

order all of the supplies for Monday.
（Louis握了手）OK, 主管先生，请你回去工作吧。还有，我需要你订一下星期一的所有供货。

Markus:
Thanks, Louis. I'll get on that right now.
谢谢，Louis。我立刻去做。

Formalize the agreement/negotiation/形成约定/谈判

In most business negotiations it is a good idea to get something down in writing. Even if a

decision has not been made, a letter of intent to continue the negotiations is often used.

This is a way for each party to guarantee that talks will continue. A letter of intent

often outlines the major issues that will be discussed in future negoatiations. In some

cases a confidentiality agreement is also necessary. This is a promise from both parties to

keep information private between discussions. When an agreement has been decided, a formal

contract may be required. On the other hand, depending on the seriousness of the decision,

and the level of trust between the two parties, a simple handshake and verbal agreement may

be all that is needed. For example, an employer may offer a promotion and an employee may

trust that the new salary will be reflected on the next paycheque. However, even if nothing

is put formally in writing, it is wise to send an e-mail or letter that verifies the terms

and puts the agreement on record, especially when a specific number is decided on.

在大部分商务谈判中，把东西写下来是个好办法。即使决定还没有做出，我们也经常用一封诚恳的信来

使谈判继续下去。这是一种让每一方都保证继续交涉的方式。一封恳切的信经常会突出在将来的谈判中

涉及到的主要议题。在一些案例中，一份机密的约定也是必要的。这是双方在讨论中保持信息不公开的

一个保证。当一个约定形成时，可能一份正式的合同会应运而生。另一方面，由于约定的严肃性级别的

不同，双方之间的信任程度不同，一个简单的握手和口头约定可能就足够了。例如，一个雇主晋升了一

个雇员而这个雇员相信新的薪酬会在下一次的工资支票上体现出来。尽管如此，即使没有在纸上写任何

东西，写一封E-mail来确认这些项并把这个约定记录下来，特别是那些最后约定的具体数字。

Sample E-mail/案例E-mail:

To: louis@landscapelabourers.com
From: markus@landscapelabourers.com
Subject: Today's Negotiation
Attachment: Site #345

Hi Louis
I just wanted to write and thank you for spending your lunch hour with me today. I'm

pleased with how our talks went and am excited to take on my new role as crew foreman. Even

though my new salary will not be put in place until the first of next month, I will begin

my new duties immediately. The supplies for Monday's job (Site #345) have all been ordered,

and the total of the invoice will be $349.98, including tax and delivery. The crew has been

assigned their tasks for Monday so we will be able to start as soon as we arrive. You will

find a chart attached outlining who will be taking care of what and how long it should take

us to have it completed. If you have any concerns, feel free to call me at home over the

weekend. Thanks again,
Markus

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