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1、实训项实训项 目五商务谈务谈 判实训方法能力要求实训目标每三至四个人为一 组，将班级学生分 成若干组，采用互 动讨论、情境交流 、角色扮演等方式 完成本章节实训任 务。 1、能够熟练掌 握谈判用语。 2、能够进行简 单的谈判，谈判 双方能达成一致 意见。 掌握商务谈判注 意事项和常用表 达方式，能够就 价格、支付方式 和交货期进行谈 判。 一、商务谈判的注意事项To most salespeople and business owners it is important to learn how to negotiate more effectively. Here are five stra
2、tegies that will help them improve their negotiation skills and drive more dollars to their bottom line: 1) Learn to flinch.2) Recognize that people often ask for more than they expect to get.3) The person with the most information usually does better.4) Practice at every opportunity.5) Maintain the
3、ir walk away power.第一节 知识巩固二、谈判常用表达方式 Opening the Negotiations On behalf of . I would like to welcome you to. Its my pleasure to welcome you to. Suggesting a procedure: I would like now to begin by suggesting the following procedure (agenda). To start with, I think we should establish the overall pr
4、ocedure. As our first order of business, can we agree on a procedure? Checking for agreement: Does that fit in with your objectives? Is that compatible with what you would like to see? Does that seem acceptable to you? Is there anything youd like to change? Is this okay with you?第一节 知识巩固 Giving the
5、discussion leadership to a colleague: I will now hand you over to Mr. Brown, who is. I will now hand the floor over to Mr. Adams, who is. Now let me hand the meeting over to my colleague, Ms. Jones, who. Reviewing the previous session: At our last meeting, we discussed. Perhaps you will recall that
6、during our last discussion, we decided that. Moving on to the next point: Could we now move on to the next subject, which is. Lets go on to the next subject, shall we? Putting forward future possibilities: We foresee. We envisage. We see.第一节 知识巩固 Seeking clarification: Could you clarify one point fo
7、r me? Im not sure I fully understand your point. What exactly do you mean by.? Could you be more specific? Defining a proposal more specifically: It involves. It covers. It includes. It leaves out. Reassuring: Let me reassure you that. I can promise you that. Have no doubts that we will.第一节 知识巩固 Ask
8、ing why: Why would you want to.? What would you do with.? What is the reason for wanting to.? Asking why not: Why couldnt you. What would be wrong with doing this? Why would you object to.? Summarizing positions up to this point: Can we summarize your position up to this point? Would you care to sum
9、marize your position up this point? Confirming a negotiating position: Is that an accurate summary of where you stand? Would you say that is a fair representation of your position?第一节 知识巩固 Probing / looking for options: Just for the sake of argument, what if. Can I ask a hypothetical question? Suppo
10、se that. Signaling the start of bargaining: Weve looked at what you have proposed, and we are ready to respond. After serious consideration, we are prepared to respond to your proposal. Responding to a proposal: Regarding your proposal, our position is. Our basic position is. As far as your proposal
11、 is concerned, we think that Making and qualifying concessions: We would be willing to ., provided, of course, that. Wed be prepared to However, there would be one condition.第一节 知识巩固 Making counter proposals: May we offer an alternative? We propose that. Wed like to make an alternative proposal. We
12、propose that. From where we stand, a better solution might be. Identifying obstacles: The main obstacle to progress at the moment seems to be. The main thing that bothers us is. One big problem we have is. Analyzing an obstacle: What exactly is the underlying problem here? Lets take a closer look at
13、 this problem. I would like to analyze this situation and get to the bottom of the problem. Asking for concessions: In return for this, would you be willing to.? We feel there has to be a trade-off here. 第一节 知识巩固 Declining an offer: Im afraid your offer doesnt go far enough. Unfortunately, we must d
14、ecline your offer for the following reason(s). Im sorry, but we must respectfully decline your offer. Checking: Lets just confirm the details, then. Lets make sure we agree on these figures (dates / etc.). Can we check these points one last time? Delaying: We would have to study this. Can we get bac
15、k to you on this later? Well have to consult with our colleagues back in the office. Wed like to get back to you on it. Accepting: We are happy to accept this agreement. This agreement is acceptable to us. I believe we have an agreement. 第一节 知识巩固商务谈判之前要做好充足的准备工作，请把下面有关谈判前准备工作的对话中 经理的对话部分翻译成英语。 Manag
16、er: _. （露西，为了万无一失，我想再检 查一下星期四的谈判会议的日程表。） Lucy: Ok. Manager: _. （已经把会议的议程表通知到了每 个出席人手里了吗？.） Lucy: Yes, Im sure that everyone has been informed. Manager: _. （很好，我们不希望有任何大差错 。） Lucy: I see, I will never let go a mistake which may hurt our benefit. Manager: _. （你说得一点都没错。史密斯先生 很注重细节，所以我们连小地方也要特别注意。对了，所有的视听器材都准备 好了吗
