【文章內(nèi)容簡(jiǎn)介】 identity what tactic one party is trying to use on the other party. 1. You know, I’d love to make that change, but I’m going to have to run this by my boss, and you know he’s really tough. I don39。t think he’ll go for it. 2. This is it. Either take it, or else I’ll have to leave you as my supplier. 3. I’ll tell you what. We need to show some cash up front, so if you sign this deal, I’ll cut your ten – no fifteen – percent off the next deal when we negotiate it next year. If we don39。t, I’m not sure we’re going to be around to negotiate anything next year. 4. You have our offer. If you have problems with it, I suggest you go somewhere else. 5. Sure we can accept your timing remendations. I’ll pass them on to the senior mittee and they’ll make a remendation. Those will be passed along to the vicepresident in charge of the division, who will form his own mittee and then pass along a remendation to the president. I don’t see any problems, though. 6. If you don39。t accept our offer, I’ll ruin your name in this business. You’ll be looking for work in another country. Follow strategies given in Part three, give your instant responses to above situations and discuss with your class on any possible future outes. 中國(guó)最龐大的下載資料庫(kù) (整理 . 版權(quán)歸原作者所有 ) 第 8 頁(yè) 共 36 頁(yè) Part V Supplementary Materials Supplementary Expressions in Negotiation (談判口語(yǔ)用法總結(jié) ) ? Weling 表歡迎 On behalf of …, I’m very glad to wele you… 我 代表 ... 很高興歡迎您 ... It39。s a pleasure to see you here. 很高興在這兒見(jiàn)到您 . Thank you for ing all this way. 感謝您的到來(lái) . It’s nice to be here. 很高興來(lái)到這兒 . ? Introductions 介紹 This is…He’s in charge of…/He looks after…/He’s our… 這是 ... 他負(fù)責(zé) ... 他是我們的 ... Let me introduce you to… 我想把您介紹給 ... Have you met…? She’s just taken over as Head of… 您認(rèn)識(shí) ...? 她是 ... 的主管 。 剛接管 ... ? Starting the negotiation 開(kāi)始談判 I wondered if I could start by saying… 我想我是否開(kāi)始能 ... 說(shuō) We’re short of time, so let’s get started. 時(shí)間不多 , 我們開(kāi)始吧 . We’ve got a very full agenda, so perhaps we’d better get down to business. 我們的日程很緊 , 所以還是切入正題吧 . ? Small Talk 緩和氣氛的輕松對(duì)話 Did you have a good journey?路上還順利吧 ? How was your flight?航班還順利吧 ? Is this your first visit to…? 這是你頭一次到 ...么 / Did you find it easy to get here?我們這里還好找吧 ? ? Objectives 主題 We’re here today to… 我們今天的目的是 ... The main objective/purpose of today’s meeting is… 今天會(huì)議的主題 /目的是 ... ? Agenda 日程 Let’s just run through the agenda. 讓我們先來(lái)看一下日程的安排 There are three/four/five items on the agenda. 日程上有 ...項(xiàng)內(nèi)容 . Let’s leave … until later. 我們把 ...安排到以后 吧 . ? Inviting interruptions 詢(xún)問(wèn)意見(jiàn) Please don’t hesitate to interrupt. 如果有問(wèn)題 , 請(qǐng)別客氣 , 盡管打斷我 . Please feel free to ask questions. 請(qǐng)大家隨意提問(wèn) . Let’s deal with any questions immediately. 讓我們馬上來(lái)處理問(wèn)題吧 . We/I would like to know what you think. 我想了解你想些什麼 ? Considering what they already know 考慮到他們所了解到的 You’ve all seen our brochures/proposal/offer 你們都已經(jīng)看到我們的宣傳冊(cè) / 建議書(shū)了 ... I think you’ve all had a chance to read our… 我想你們一會(huì)兒會(huì)有時(shí)間看到我們的 ... I don’t want to go over the same ground. 在這里我不想在重復(fù)同樣的內(nèi)容了 . ? Checking for agreement/approval 核對(duì)對(duì)方是否同意 Would you/Wouldn39。t you agree that…? 您同意 ...嗎 ? 中國(guó)最龐大的下載資料庫(kù) (整理 . 版權(quán)歸原作者所有 ) 第 9 頁(yè) 共 36 頁(yè) Do you mind if… 您介意我問(wèn) ... 嗎 ? I hope you don39。t mind if… 我希望如果我問(wèn) ... 您不會(huì)介意 ... If that’s all right with you? 您都同意嗎 ? Is that okay? 這樣可以嗎 ? ? Asking questions 提出問(wèn)題 I’d be interested to know more about… 關(guān)于 ... 我想了解一下 . Could you tell us something about…? 您可否告訴我們 ... What exactly do you mean by…? 準(zhǔn)確的說(shuō)，你的意思是 Could you be more specific…? 您是否可以更具體些 ? ? Supportive and Encouraging 鼓勵(lì)式的語(yǔ)氣 So, you are saying… 喔 您是說(shuō) ... If I understand you correctly, you are offering/saying… 如果我沒(méi)理解錯(cuò) , 您的意思是 ... Am I right in thinking you plan to…? 您的計(jì)劃是 ... 我說(shuō)的對(duì)嗎 ? Go ahead. 請(qǐng)繼續(xù) . That’s interesting. 很有意思 . Fine. 好 . Sure. 當(dāng)然 . Please do. 請(qǐng)繼續(xù) . Of course. 當(dāng)然了 . ? Down toning 低調(diào)式語(yǔ)氣 Perhaps we should consider reducing… 也許我們應(yīng)共同考慮降低 ... Maybe your could cut down… 也許您應(yīng)該削減 ... If you could just offer us… 如果您能給我們出 ... 的價(jià) ... That sounds a bit too risky. 這聽(tīng)上去對(duì)我們來(lái)說(shuō)風(fēng)險(xiǎn)太大了 . I think those figures are a little optimistic. 我想這個(gè)數(shù)字對(duì)我們來(lái)說(shuō)太過(guò)樂(lè)觀了 . We need a little bit more time/money. 我們需要更多的一點(diǎn)時(shí)間 /錢(qián) . ? Exerting pressure and attaching conditions 施加壓力 。 提出條件 If you can’t… we will have to look elsewhere. 如果你不 ... 我們不得不尋找其他合作伙伴 . I’m afraid we’ll have to call it a day unless… 恐怕 , 我們今天只能到此為止了 . 除非 ... But we would want … 但我們想 ... …as long as… ... 只要 ... …o n one condition… ... 只要 ... …provided that… 除非 ... ? Summarizing and Closing signal 總結(jié)與結(jié)束性話語(yǔ) Let’s go over the main points again. 我們?cè)侔殃P(guān)鍵事宜重申一下 . Can I just run over the main points? 我們可否再重復(fù)一遍要點(diǎn) ? We’ve agree the following… 我們同意以下 ... Outstanding issues are… 還有待解決的問(wèn)題是 ... That brings us to the end of… ...可以到此結(jié)束了。 I think we have covered everything. 我想我們已經(jīng)談及所有內(nèi)容了 . I think we can call it a day. 我想我們今天的談判就到此為止吧 . I think that covers it. 我想我們已經(jīng)談及所有內(nèi)容了 . 中國(guó)最龐大的下載資料庫(kù) (整理 . 版權(quán)歸原作者所有 ) 第 10 頁(yè) 共 36 頁(yè) Reference ? ? Nicholas Reid Schaffzin “Negotiate Smart, The Secrets of Successful Negotiation”, The Princeton Review ? Jeremy Comfort “Effective Negotiating”, Oxford University Press 中國(guó)最龐大的下載資料庫(kù) (整理 . 版權(quán)歸原作者所有 ) 第 11 頁(yè) 共 36 頁(yè) Lesson Seven Business Reporting 商業(yè)報(bào)表 Part I Objectives ? Research tools and information source for earnings, performances and SEC filings 公司收入、經(jīng)營(yíng)狀況與美國(guó)證券委員會(huì)備案的調(diào)查工具和信息資源 ? Understand general theory of “double entry accounting” 理解借貸記帳法 ? Understand the contents and the equation of a balance sheet 理解資產(chǎn)負(fù)債表的內(nèi)容與方程式 ? Stock quotes and what does it say about a pany 股票 報(bào)價(jià)瀏覽 Part II The HowTos What tells most about a pany – The Balance Sheet ? What is Double Entry Accounting? You have to think of th