成为谈判高手——创造双赢的选择 Inventing Options for Mutual Gain
教程:商务英语职场王  浏览:357  
  • 提示:点击文章中的单词,就可以看到词义解释

    创造双赢的选择 Inventing Options for Mutual Gain

    卓有成效的谈判源于对各种技巧的运用,找出新的选择从而使双方的利益最大限度得到满足。谈判专家总是勇于创新、善于摸索,提出既能实现自身利益又能兼顾伙伴利益的方案。

    通过询问充分了解对方的立场和诉求,探索双方都能接受的利益点。

    ☉What do you think if we were to……

    你认为假如我们要……怎么样?

    ☉What if we solved this problem by……?

    如果我们通过……来解决问题怎么样?

    ☉If we……then we could make it work for both of us.

    如果我们……的话,那就对你我都行得通了。

    ☉I know you want……,and I want……,so what can we do to get them both?

    我知道你想要……而我想要……那我们看看是否能够双赢。

    ☉Would it work if we……

    如果我们……能行吗?

    ☉How about doing it this way?

    如果这样做的话怎么样?

    ☉Look at it like this, we can try……

    看看这样子,我们可以试着……

    集思广益,慎重选择

    卓越的谈判者会通过营造一个氛围来鼓舞(encourage)大家统一成一个整体,集思广益(brainstorming)共同探索有潜力的解决方法。只有符合双方利益(mutual interests)的选择才是可取的,而此过程并非一帆风顺。

    ☉Let’s brainstorm to see if we can come up with a solution for both of us.

    让我们开动脑筋看我们能否找到对你我都适用的方案。

    ☉If we……then it would accomplish your objective, but what about……

    如果我们……的话,就可以实现你的目标,那如果……会怎么样?

    ☉Both of us are looking to……so we might as well……

    我们双方都试图……所以我们也可以……

    ☉That idea is a good start, but what about adding……

    这个主意是个好的开端,但是如果再加上……会怎么样?

    定位与思考

    正确的态度是将谈判伙伴视为同盟者(allies)而不是对手(adversaries)。不要陷入对立场观点的纠缠之中,而要洞察根本利益。无须担忧彼此部分利益的差异,而要寻找实现利益互补的方式。

    ☉What you’re interested in is……,is that right?Well, I would like to see……

    because……

    你感兴趣的是……对吗?那我愿意看下……因为……

    ☉That dovetails nicely into my requirements, if we……then both our requirements will be satisfied.

    那与我的要求正好吻合,如果我们……那我们双方的要求就都满足了。

    综合完善

    当形成双方基本上认可的共同利益实现方式时,必须将主旨明确。总之,要把初步的意向优良化、正式化(formalized),使双方都能够一目了然。

    A:Okay, let's review our terms once more. You are interested in a lower overall budget because your current available resources are limited. I can only offer a lower price if we limit our on-site support.We can't afford to give a lower discount if our employees are working overtime and getting paid overtime.So I think if you agree to supply your own on-site workers, we should be able to give you the discount you need.

    B:Sounds like it should work for both of us!

    A:好的,让我们再回顾一下我们的条件。由于你们最近的可用资源有限,所以你所感兴趣的是一个较低的总预算。如果在现场支持上降低要求,那我可以给出一个更低的价格。如果让我们的员工加班工作还要额外支付加班费的话,那我没有办法再便宜了。所以我想如果你们提供自己的现场雇工的话,我们可以给出您所要求的折扣。

    B:听上去对我们双方都适用。

    总结

    通常人们将谈判视为唇枪舌剑的对抗性活动,或者理解为谈判双方在利益面前势不两立。事实上,谈判是不动干戈地创造双赢机会、共同努力的过程。

    Words 单词表

    accept接受

    anyway无论如何,不管怎样

    aspect方面

    discount折扣

    dovetail燕尾;吻合

    economical划算的,节约的

    insurance保险

    materials材料

    on-site现场

    overall全部的

    practical实用的;实际的

    redesign再设计

    regulation规则,条例

    retailer延误

    specifications规格,性能规范

    workable可行的

    workmanship工艺

    Phrases 短语表

    clear customs通关

    cover(fees)负担(费用)

    cut a budget削减预算

    cut corners偷工减料

    have connections(with sb)与……有往来

    limited resources有限资源

    look into(doing sth)研究(做某事)

    look to(do sth)试图……

    might as well倒不如,也可以

    move up a date时间提前

    no can do不可行

    on-hand现成的,手头有的

    be worth(doing)值得……

    be more likely(to do sth)更有可能(做某事)

    turn around time周转时间

    实景对话1

    A:It's going to be difficult to accept the price you've given us in the quotation. Is there any way you can give a better discount?

    B:I know you want a lower discount, and I want to make this project economical for our company, too. So what can we do to get both?

    A:Both of us are looking to save money, so we might as well look at some different options. Could you give us a better discount if we changed some of the terms?

    B:Maybe. What do you think if we were to let your side cover the insurance fees?

    A:No can do. It's just not practical.Your company already has the connections with the insurance companies and you can get a better rate anyway. What if we solved this problem by redesigning the project to use less expensive materials?We could cut corners by using lower quality on the less important aspects.

    B:That might be worth looking into. However, we do have building regulations to adhere to. What you're interested in is cutting your budget just a little, is that right?Well, I would like to see a way we could cut costs without affecting the workmanship because the products we deliver are quality.

    A:Well……What about the on-site employees?

    B:Now, that sounds workable!You are interested in a lower overall budget because your current available resources are limited. I can only offer a lower price if we limit our on-site support.We can't afford to give a lower discount if our employees are working overtime and getting paid overtime.So I think if you agree to supply your own on-site workers, we should be able to give you the discount you need.

    A:Sounds like it should work for both of us!

    A:我们很难接受您的报价,您有什么办法能给我们更大的折扣吗?

    B:我知道您想要的是一个较低的折扣,但我也想为我们公司做一个经济实惠的计划。怎样才能两全其美呢?

    A:我们两个都想省钱,那我们不妨看看一些不同的选择。如果我们改变一些条件的话,您能否给我们一个更大的折扣?

    B:也许吧,如果让您这边来负责保险费,您觉得怎么样?

    A:不行,那不实际。你们的公司已经和保险公司有往来而且可以得到一个特别的费率。那如果我们修改计划并使用一种没有那么贵重的材料怎么样?我们可以图省事在一些不重要的方面降低质量。

    B:那倒是值得研究一下。但是我们有建筑法规要遵守。您所感兴趣的是削减一部分预算,是这样吗?好,我倒愿意找到一个减少费用但是不影响工艺的方法,因为我们所递交的产品都是质量上乘的。

    A:那……现场雇工呢?

    B:听上去倒是可行!您所感兴趣的是一个较低的总预算,由于你们最近的可用资源有限。如果在现场支持上降低要求,那我可以给出一个更低的价格。如果让我们的员工加班工作还要额外支付加班费的话,我没有办法给更低的折扣了。所以我想如果你们提供自己的现场雇工的话,我们可以给出您所要求的折扣。

    A:听上去对我们双方都适用。

    实景对话2

    A:Would it work if we moved up the production date by two weeks?I just got notice from the shipping company that our order will take 15 days to clear customs. In order to meet our deadline with retailers, we have to figure a way to get the product here sooner.

    B:Uh……Moving up the deadline for production shouldn't be a terribly big issue, If we received a finalized specifications order, then it would accomplish your objective, but what about confirming the specifications?Can you do it on short notice?

    A:Hmm……That might be a problem. The Artistic Department has to comeup with the design and then it has to be approved by the executive committee.That takes about a month.It wouldn't give you enough time for production.Let's brainstorm to see if we can come up with a solution for both of us.

    B:How about doing it this way?We can give you a catalog of the standard product molds we already have on hand. You can show that to your executive people, and have them make a decision.That would bypass the designers and save us some valuable time.

    A:That idea is a good start, but how about adding more than just your standard molds. I think if they were offered more choices, they might be more likely to find something they like.

    B:Look at it like this, we can try with the standard catalog first, then if they aren't satisfied, they can give us a holler, we'll get our own designing team to throw something together. Their turn around time is only about a day or so……

    A:That dovetails nicely into my time requirements, if we use your standard catalog items, then have your designers make the minor adjustments we need then both our requirements will be satisfied.

    A:我们把生产时间提前两个星期能行吗?我刚从船运公司得到消息说,我们的订货可能将在15天内通关。为了使零售商赶得上我们的时限,我们得尽快把货物弄到这儿来。

    B:嗯……如果我们能够收到订单生产规格的话,提前生产时限也不是什么大不了的事情,你也可以实现你的目标了。那关于确认的规格怎么办?你能在短时间内做成吗?

    A:嗯……那可能是个问题。艺术部必须拿出方案,然后要董事会通过。那需要一个月的时间。那你就没有足够的生产时间了。我们开动脑筋看看能不能找到对你我都通用的方案。

    B:这样行不行?我可以把我们手头上有的标准产品类型的目录给你,你可以拿给领导层看,然后由他们做决定。这样我们可以跨过设计人员而争取更多宝贵的时间。

    A:这个想法倒是一个很好的开始,但是在里面增加更多的标准规格会怎么样?

    我想他们的选择越多,他们找到喜欢的东西的可能性就越大。

    B:你看这样子,我们先用标准目录,到时候如果他们不满意,发一些牢骚,我们就让自己的设计团队再调整,他们的周转时间只不过一天左右……

    A:那正好和我的时间要求相吻合,如果我们用你的标准目录,那设计者们就可以做最小范围的修改,这样我们的要求就都能满足了。

    0/0
      上一篇:成为谈判高手——关注立场背后的利益 Focusing on the Interests Behind the Positions 下一篇:成为谈判高手——使用独立的标准 Using Independent Standards

      本周热门

      受欢迎的教程