白領口語應急80主題 奮斗之路33 談判的藝術

常用應急場景

范例一：Discount 打折

I really like what you have. But the price for this product is much higher than we expected. I am absolutely not a buyer at that price.

我很喜歡你們的東西。但是這個產(chǎn)品的價格比我們預期的還要高。如果是這個價格我是絕對不會買的。

I know it is not the cheapest on the market. But if you take the quality factor into consideration, you will find your company will benefit in the long term. This device is built in with the most advanced technology. Every aspect has reached the international standard. It is a worthwhile investment.

我知道這不是市場上最便宜的價格。但是如果您考慮質量因素，你就會發(fā)現(xiàn)，從長遠來看你們公司總會受益的。這種設備是采用最先進的技術建造的。每個方面都達到國際標準。這是值得投資的。

I understand that. If you can lower the price by 10 percent, we have a deal right now.

我明白。如果你們的價格能降低10%，我們立刻成交。

Well, the best I can do is to lower the price by 5 percent if you are willing to pay 90% cash of front and 10% on delivery. That is our best offer.

額，如果你愿意提前付90%的現(xiàn)金，10%交貨時付，我最優(yōu)惠能給你降價5%。這是我們最優(yōu)惠的報價了。

Err, well, I can’t decide right now. Do you mind if I have a small internal discussion on this first? I will tell you our decision this afternoon.

額，我現(xiàn)在還不能決定。你介意我先開一個小的內部討論會嗎?今天下午我再告訴你我們的決定。

Sure, no problem.

當然，沒問題。

范例二：Talk about negotiation skills 談論談判技巧

You must like negotiating a lot. People are saying, you are a super negotiator.

你一定很喜歡談判。大家都說，你是一個超棒的談判家。

Ha, I am flattered. Actually, when it comes to negotiate, you don’t need to like it. You just need to understand how it works.

哈哈，過獎了。事實上，每當要談判的時候，你都不需要喜歡它。你只需要明白如何進行就行了。

I am not good at it by any means. Give me some advice.

無論如何我都不擅長。給我一些建議。

Well, generally speaking, if you want to change someone’s mind or understand his position, you have to put yourself in his shoes. Understand his need and the cost for his need. And then you work together to find a solution.

好的，總的來說，如果你要改變別人的心意或者了解他的處境，你就必須設身處地地他想想。明白他的需要和這種需要的代價。然后你就可以找出一個解決辦法了。

Sounds easy. But how can I apply to practice? I am thinking about applying for more reimbursement for my mobile bill. But I am afraid our boss will turn me down.

聽起來容易。但是我如何才能運用于實踐呢?我在考慮為我的手機賬單申請更多的補償。但是我害怕我老板會拒絕我。

Ok, as John after Kennedy put it, let us never negotiate out of fear, but let us never fear to negotiate.

好吧，就像約翰模仿肯尼迪說的，我們決不要出于害怕而去談判，而要永遠不害怕談判。