商務(wù)英語談判技巧
商務(wù)英語談判技巧
談判中有時僅靠以理服人，以情動人是不夠的，畢竟雙方最關(guān)心的是切身利益，斷然拒絕會激怒對方，甚至交易終止。商務(wù)英語談判技巧有哪些?下面學(xué)習(xí)啦小編整理了商務(wù)英語談判技巧，供你閱讀參考。
商務(wù)英語談判技巧：談判對話
Dialogue 1
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 0 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(rèn)為學(xué)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(xué)習(xí)才能夠靈活地掌握。而口語也需要大家每天的練習(xí)才能夠說的像native speaker一樣流利。
商務(wù)英語談判技巧：書面溝通技巧
一、電子商務(wù)郵件的"六大部分"，您真的知道每個部分標(biāo)準(zhǔn)而高效的寫法嗎?Fundamentals: six parts in first-class business correspondence
標(biāo)題：精+確 Subject: brief + informative
稱呼：你們的關(guān)系+事件的性質(zhì) Greeting: your relationship + the nature of the matter
開頭：一語中的 Opening: put your purpose in the first sentence
細(xì)節(jié)：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(jié)尾：友好而開放 Ending: friendly and open
電子郵件中的禁區(qū) Something you never do with emails
按 send 鍵之前，您確定要發(fā)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(jié)構(gòu)?Pyramid structure designed by Barbara Minto
為什么在職場中需要使用金字塔結(jié)構(gòu)? Why do we need to use pyramid structure in work?
-- 結(jié)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(jié)構(gòu)? 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(jié)構(gòu)? How do we use pyramid structure?
--發(fā)散思維，畫出所有內(nèi)容氣泡，找出氣泡間的邏輯，得出結(jié)論，將結(jié)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(jìn)度報告、商業(yè)提案、工作計劃、競聘競升做金字塔結(jié)構(gòu) Case study II: Draw the pyramid structures for progress report / business proposal / work plan / promotion application
三、寫電子商務(wù)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(zhǔn) 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(fù)面、敏感事件 Deal with negative issues
認(rèn)識主要文化群體在傳遞負(fù)面、敏感事件的文化性格維度上的相應(yīng)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(jié)構(gòu)"幫您消除傳達(dá)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(dá)在筆端，巧妙回應(yīng)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(wù) Case study V: Discuss a sensitive topic: office relocation/new job assignment
案例討論六：回應(yīng)同事的抱怨 Case study VI: Respond to a colleague's complaint.
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