【商業英語】談判六部曲

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商務談判是一門藝術，有些行政人員是天生 的優秀談判者，能為公司取得最大利益；但有一些卻常被對方「食住上」，成為談判桌上的弱者。

對於談判新手而言，以下六部曲可能可以給他們一些啟示。

商務談判六部曲
1.         Social conversation 社交對話
            e.g.      How’s…getting on?
            e.g.      Very nice…you’ve got there.
            e.g.      Shall we get down to business?

2.         Stating positions 表明立場
            e.g.      There are one or two points I’d like to discuss with you.
            e.g.      I see your point, but…

3.         Making proposals 提出提案
            e.g.      What if…?
            e.g.      Maybe, we could…
            e.g.      We might be able to…if…

4.         Bargaining 討價還價
            e.g.      If you can (give us this)…, we can (give you that)…
            e.g.      Provided that you can (give us this)…, we will (give you that)…
            e.g.      I don’t see why you can’t (give us this)…
            e.g.      I’m glad to agree to (give you that)...
            e.g.      The only way I can see my way to (give you this)… is that if you can (give me that)…
            e.g.      I’m afraid that’s just not good enough.
            e.g.      That’s hard/ difficult/ tough.

5.        Agreeing and checking the agreement 接受及確定協議
            e.g.      If you…, we’ll have a deal .
            e.g.      Then, it’s agreed.
            e.g.      Let’s go over the details one more time.

6.   　 Stating the action 表明行動
        　e.g.  I’ll… and you’ll…
        　e.g.  So, we’ll start our work as soon as possible.
        　e.g.  Okay, we won’t start our work until we’ve received your money.