【正文】 t’s not quite right.I’m afraid you don’t understand what I’m saying.That’s not quite what I had in mind.That’s not what I meant.1Keeping the Meeting On Target (time, relevance, decisions)轉(zhuǎn)入正題We’re running short of time.Well, that seems to be all the time we have today.Please be brief.I’m afraid we’ve run out of time.I’m afraid that’s outside the scope of this meeting.Let’s get back on track, why don’t we?That’s not really why we’re here today.Why don’t we return to the main focus of today’s meeting.We’ll have to leave that to another time.We’re beginning to lose sight of the main point.Keep to the point, please.I think we’d better leave that for another meeting.Are we ready to make a decision?B2B99收輯整理如何用英語與老外進(jìn)行商務(wù)談判與外商進(jìn)行商務(wù)談判時(shí)大多用英語進(jìn)行，所以這個(gè)時(shí)候我們要注意避免跨國文化交流產(chǎn)生的歧義，交談時(shí)盡量用簡單、清楚、明確的英語，不說易引起對方反感的話語，如下列這些詞語中就帶有不信任色彩，可能會(huì)客戶不愿積極與我們合作?！皌o tell you the truth”，“I’ll be honest with you…”，“I will do my best．”“it’s none of my business but…”。為了避免誤會(huì)，我們可用釋義法確保溝通順利進(jìn)行。如，“we would accept price if you could modify your specifications．”我們還可以說：“If i understand you correctly,what you are really saying is that you agree to accept our price if we improve our product as you request．”最后，為確保溝通順利的另一個(gè)方法是在談判結(jié)束前作一個(gè)小結(jié)，把到現(xiàn)在為止達(dá)成的協(xié)議重述一遍并要求對方予以認(rèn)可。另外在商務(wù)談判還應(yīng)注意下列問題： “會(huì)聽”要盡量鼓勵(lì)對方多說，向?qū)Ψ秸f：“yes”，“please go on”，并提問題請對方回答，使對方多談他們的情況。巧提問題用開放式的問題來了解進(jìn)口商的需求，使進(jìn)口商自由暢談?！癱an you tell me more about your campany?”“what do you think of our proposal?”對外商的回答，把重點(diǎn)和關(guān)鍵問題記下來以備后用。進(jìn)口商常常會(huì)問：“can not you do better than that?”對此不要讓步，而應(yīng)反問：“what is meant by better?”或“better than what?”使進(jìn)口商說明他們究竟在哪些方面不滿意。進(jìn)口商：“your petitor is offering better terms.”使用條件問句用更具試探性的條件問句進(jìn)一步了解對方的具體情況，以修改我們的發(fā)盤。典型的條件問句有“what…if”，和“if…then”這兩個(gè)句型。如：“what would you do if we agree to a twoyear contract ?”If we modif your specifications, would you consider a larger order?”（1）互作讓步。只有當(dāng)對方接受我方條件時(shí)，我方的發(fā)盤才成立。（2）獲取信息。（3）尋求共同點(diǎn)。如果對方拒絕，可以另換其它條件，作出新的發(fā)盤。（4）代替“no”?！皐ould you be willing to meet the extra cost if we meet your additional requirements？”如果對方不愿支付額外費(fèi)用，就拒絕了自己的要求，不會(huì)因此而失去對方的合作。商務(wù)談判英語：價(jià)格談判商務(wù)英語Our price is reasonable as pared with that in the international 。I’m afraid I dont agree with you 。Your price is higher than those we got from 。The Japanese quotation is 。You should take quality into 。It would be very difficult for us to push any sales if we buy it at this ，我方實(shí)在難以推銷。Your price is 25% higher than that of last （25%）。You may notice that the price for this modity has gone up since last 。You know, the price for this modity has gone up a lot in the last few ，幾個(gè)月來這種商品的價(jià)格上漲得很多。The price for this modity is US$25 per pound in the international （25）美元。If your price is favorable, we can book an order right ，我們可以馬上訂貨。We may reconsider our price if your order is big ，價(jià)格我們還可以考慮。All these articles are our best selling 。These patterns are relatively popular in the international 。It is difficult for us to sell the goods, as your price is so ，我們很難以這個(gè)價(jià)格銷售。實(shí)用商務(wù)英語：價(jià)格談判Our price is reasonable as pared with that in the international 。I39。m afraid I dont agree with you 。Your price is higher than those we got from 。The Japanese quotation is 。You should take quality into 。It would be very difficult for us to push any sales if we buy it at this ，我方實(shí)在難以推銷。Your price is 25% higher than that of last （25%）。You may notice that the price for this modity has gone up since last 。You know, the price for this modity has gone up a lot in the last few ，幾個(gè)月來這種商品的價(jià)格上漲得很多。The price for this modity is US$25 per pound in the international （25）美元。If your price is favorable, we can book an order right ，我們可以馬上訂貨。We may reconsider our price if your order is big ，價(jià)格我們還可以考慮。All these articles are our best selling 。These patterns are relatively popular in the international 。It is difficult for us to sell the goods, as your price is so ，我們很難以這個(gè)價(jià)格銷售。B2B99收輯整理特別推薦：WTO商務(wù)談判英語系列（一）Thanks. By the way, do you have any plans for tonight?謝謝。順便問一下，今晚有什么安排嗎？None whatsoever. Im at your disposal.一點(diǎn)兒也沒有呢。我得聽你安排。Why dont we have dinner together to celebrate the success of our first deal. There is a very nice restaurant round the corner.咱們一起吃晚飯，慶祝我們的首次交易成功，好不好？附近有一家飯店非常不錯(cuò)。Id love to!太好了！Excuse me, are you Mr. Pierre from Paris?請問，哪一位是從巴黎來的皮埃爾先生？Please remember to use both English and Chinese versions and both versions should be equally valid.請記住用中英兩種文字繕制合同，兩種文本同樣有效。Naturally. Each of us keeps one original and two copies.那是當(dāng)然。我們每人保留一份正本和兩份副本。Then Ill e along two days later to put my signature on it.那么兩天后我再來簽字。Good.好的。Well , its been very pleasant talking with you.陳先生，跟您談話真是非常愉快。1Your L/C must be opened at least one month before the time of shipment, otherwise we wouldnt be able to catch the ship.你方信用證必須在裝貨前一個(gè)月開出，否則我們將趕不上船。1No problem. Ill have the covering L/C opened as soon as I get back.沒問題。我一回去，就馬上安排開立有關(guān)信用證。1Fine. Im very glad our negotiations have arrived at a successful conclusion.好，我很高興我們的談判取得了成功。1Me too. I hope this initial deal will result in further transactions between us.我也是。我希望這首筆生意會(huì)帶來更多的交易。1Of course. We will have the Sales Contract made out in two days.當(dāng)然了。兩天后銷售合同就準(zhǔn)備好。談判實(shí)例：如何探出對方價(jià)格底線－會(huì)議談判Dan在提議前半年給他們二成折扣，后半年再降為一成半，經(jīng)Robert推翻后，Dan再三表示讓步有限。您知道Robert在這折扣縫隙中游走，如何才能摸出雙方都同意的數(shù)字呢？他從錦囊里又掏出什么妙計(jì)了呢？請看下面分解：R: How about 15% the first six months, and the second six months at 12%, with a guarantee of 3000 units?D: Thats a lot to sell, with very low profit margins.R: Its about the best we can do, Dan. (pause) We need to hammer something out（敲定）today. If I go back emptyhanded, I may be ing back to you soon to ask for a job. (smiles)D: (smiles) ., 17% the first six months, 14% for the second?!R: Good. Lets iron out（解決）the remaining details. When do you want to take delivery（取貨）?D: Wed like you to execute the first order by the 31st.R: Let me run through this again: the first shipment for 1500 units, to be delivered in 27 days, b