商務(wù)談判重要詞匯
以下是由yjbys小編為大家收集整理的商務(wù)談判重要詞匯，歡迎大家學(xué)習(xí)參考。
重要的談判詞匯準(zhǔn)備：
alternatives
noun
含義：other options/其它選擇
例句：We can't offer you the raise you requested, but let's discuss some other
alternatives.
我們不能承受您所要求的增長(zhǎng)，不過(guò)我們可以討論一下其它的選擇。
amplify
verb
含義：expand; give more information/擴(kuò)大，常用amplify on,詳細(xì)闡述
例句：Could you amplify on your proposal please.
請(qǐng)您詳細(xì)闡述一下您的提案。
arbitration
noun
conflict that is addressed by using a neutral third party
We're better to settle this between us, because a formal arbitration will cost both of us
money.
bargain
noun/verb
含義：try to change a person's mind by using various tactics/這個(gè)詞在名詞的時(shí)候是契約之意，
作動(dòng)詞的時(shí)候有討價(jià)還價(jià)之意，也有約定，期待的意思。
例句：We bargained on the last issue for over an hour before we agreed to take a break.
在我們同意休息一下之前，我們?cè)谧詈笠粋�(gè)議題上爭(zhēng)論了一個(gè)多小時(shí)。
bottom-line
noun
含義：conflict that is addressed by using a neutral third party/底線
例句：I'll accept a raise of one dollar per hour, but that's my bottom-line.
我會(huì)接受每小時(shí)1美元的增長(zhǎng)，但是那是我的底線。
collective
adj
含義：together/共同
例句：This is a collective concern, and it isn't fair to discuss it without Marie present.
這是一項(xiàng)共同事業(yè)，在沒(méi)有Marie的出席下討論它是不公平的。
compensate
verb
含義：make up for a loss/補(bǔ)償，償還
例句：If you are willing to work ten extra hours a week we will compensate you by paying
you overtime.
如果你愿意每周額外工作十小時(shí)的話，我們?cè)敢庋a(bǔ)償你加班費(fèi)。
comply
verb
含義：agree/順從，應(yīng)允
例句：I'd be willing to comply if you can offer me my own private office.
如果你能給我提供私人辦公室的話，那我愿意答應(yīng)你。
compromise
verb
含義：changing one's mind/terms slightly in order to find a resolution/妥協(xié)
例句：We are willing to compromise on this issue because it means so much to you.
既然它對(duì)你意義重大，那么我們?cè)敢庠谶@個(gè)議題上妥協(xié)
concession
noun
含義：a thing that is granted or accepte/讓步
例句：I think we can offer all of these concessions, but not all at once.
我想我們能夠接受所有這些讓步，但并非所有的都能馬上。
conflict resolution
noun
含義：general term for negotiations/沖突解決
例句：It is impossible to engage in conflict resolution when one of the parties refuses to listen.
當(dāng)黨派之一拒絕接受時(shí)，沖出的解決是不可能進(jìn)行的。
Confront verb
含義：present an issue to someone directly/使面對(duì)
例句：I confronted my boss about being undervalued, and we're going to talk about things on Monday.
我讓老板直視貶值問(wèn)題，并且這周一我們要討論這件事。
consensus 含義：noun
例句：agreement by all/共識(shí)
It would be great if we could come to a consensus by 5:00 P.M.
如果我們能在5:00pm之前達(dá)成共識(shí)，那就太好了。
cooperation
noun
含義：the working together /合作
例句：I have appreciated your cooperation throughout these negotiations.
我很感謝您在這些談判中的合作。
counter proposal
noun
含義：the offer/request which is presented second in response to the first proposal/反提案
例句：In their counter proposal they suggested that we keep their company name rather than
creating a new one.
在他們的反提案中，他們建議我們繼續(xù)保持他們公司的名字而不是創(chuàng)造一個(gè)新的。
counterattack
verb/noun
含義：present other side of an issue/反擊
例句：Before we could start our counterattack they suggested we sign a contract.
在我們能夠反擊之前他們想讓我們簽一份合同。
counterpart
noun
含義：person on the other side of the negotiations/對(duì)方
例句：I tried to close the discussions at noon, but my counterpart would not stop talking.
我想在中午結(jié)束這個(gè)討論，但是對(duì)方卻不想停止討論。
cordially
verb/noun
含義：politely/誠(chéng)摯的
例句：In the past I have had little respect for that client, but today she spoke cordially
and listened to my point of view.
過(guò)去我對(duì)那位顧客缺乏敬意，但是今天她說(shuō)得很真誠(chéng)并且聆聽(tīng)了我的觀點(diǎn)。
demands
adv
含義：needs/expectations that one side believes it deserves/要求(認(rèn)為是應(yīng)得的)
例句：They had some last minute demands that were entirely unrealistic.
他們有些完全不現(xiàn)實(shí)的最后要求。
deadlock
noun
含義：point where neither party will give in/僵局
例句：When the discussions came to a deadlock we wrote up a letter of intent to continue the negotiations next week.
當(dāng)討論陷入僵局時(shí)，我們寫(xiě)了一封懇切的信以便下周繼續(xù)談判。
dispute
noun
含義：argument/conflict/爭(zhēng)論
例句：I was hoping to avoid discussing last year's dispute, but Monica is still holding a grudge.
我一直希望避免討論去年的爭(zhēng)吵，但是Monica仍然心懷憤意。
dominate
verb
含義：have the most control/stronger presence/支配，主導(dǎo)
例句：Max has such a loud voice, he tends to dominate the conversations.
Max聲音那么大，他意圖主導(dǎo)這場(chǎng)談話。
entitled
adj
含義：be deserving of/應(yīng)得，有資格
例句：My contract says that I am entitled to full benefits after six months of employment.
我的合同上寫(xiě)著被雇傭6個(gè)月后我有資格得到全部工資。
flexible
adj
含義：open/willing to change/有彈性的
例句：We have always been flexible in terms of your working hours.
按照你的工作小時(shí)來(lái)說(shuō)我們一直都很寬松。
haggling
verb
含義：arguing back and forth (often about prices)/爭(zhēng)論
例句：We've been haggling over this issue for too long now.
我們現(xiàn)在在這個(gè)話題上爭(zhēng)論太久了。
hostility
noun
含義：long-term anger towards another/敵意
例句：I want you to know that we don't have any hostility towards your company despite last
year's mixup.
我想讓你知道盡管有去年的誤會(huì)但是我們對(duì)你的公司還是沒(méi)有任何敵意。
high-ball
verb
含義：make a request that is much higher than you expect to receive
例句：I'm planning to high-ball my expectations when I open the discussion.
當(dāng)我開(kāi)始這個(gè)討論時(shí)我便計(jì)劃先把我的要求預(yù)置得高些
impulse
noun
含義：quick decision without thought or time/沖動(dòng)
I acted on impulse when I signed that six-month contract.
我簽這份6個(gè)月的合同時(shí)實(shí)在太沖動(dòng)了。
indecisive
adj
含義：has difficulty choosing/making a decision/優(yōu)柔寡斷的
例句：They were so indecisive we finally asked them to take a break and come back next
week.
他們是這樣優(yōu)柔寡斷以至于我們最后讓他們休息一下然后下后再來(lái)。
leverage
noun
含義：(bargaining power) something that gives one party a greater chance at succeeding over
another/杠桿作用，指用你實(shí)際擁有的資產(chǎn)，獲得大量利益的能力
例句：We have a little bit of leverage because we are the only stationary company in town.
我們有一點(diǎn)杠桿優(yōu)勢(shì)，因?yàn)槲覀兪擎?zhèn)上的唯一一家文具公司。
log-rolling
verb
含義：trading one favour for another/滾木策略，常指此次談判我方給與讓步，以便下次談判對(duì)手讓
步
例句：After a bit of log-rolling we came to an agreement that pleased both of us.
在使用了一些滾筒策略之后，我們形成了一個(gè)是我們雙方都很滿意的共識(shí)
low-ball
verb
含義：offer something much lower than you think the opponent will ask for/低球策略
基于互惠和承諾的購(gòu)買和談判技術(shù)或技巧之一，具體為在信息不完全的情況下向某人提出一些要求，之
后將整個(gè)的情況都告訴給這個(gè)人，比如首先誘使一個(gè)人同意一個(gè)相對(duì)誘人的事情，之后他才發(fā)現(xiàn)真是情
況與預(yù)想的并不相同。
例句：I was expecting my boss to low-ball in the initial offer, but he proposed a fair
salary increase.
我一開(kāi)始期望我的老板在第一個(gè)提議中采用低球策略，但是他提出了一個(gè)公平的薪金增長(zhǎng)方案。
mislead
verb
含義：convince by altering or not telling the whole truth about something/誤導(dǎo)
例句：They misled us into thinking that everything could be resolved today.
他們讓我們誤以為每件事今天都可以解決掉
mutual
adj
含義：agreed by both or all/互相的
例句：The decision to call off the merger was mutual.
中止合并的決定是互相都同意的。
objective
noun
含義：goal for the outcome目標(biāo)
例句：My prime objective is to have my family members added to my benefits plan.
我的首要目標(biāo)是讓我的家庭成員加入到我的利益計(jì)劃中。
point of view
noun
含義：person's ideas/ thoughts/觀點(diǎn)
例句：From my point of view it makes more sense to wait another six months.
以我的看法，再等六個(gè)月更有道理。
pressure
verb
含義：work hard to convince another of an idea /強(qiáng)迫
例句：He pressured me to accept the terms by using intimidation tactics.
他使用脅迫手段強(qiáng)迫我同意這一條。
proposal
noun
含義：argument to present /提案
例句：While I listened to their proposal I noted each of their objectives.
當(dāng)我聽(tīng)取他們的提案時(shí)，我記錄了他們的每一個(gè)目標(biāo)。
receptive
adj
含義：open to/interested in an idea /接受的
例句：His positive body language demonstrated that he was receptive to our suggestions.
他的正面肢體語(yǔ)言表明了他對(duì)于我們的建議是接受的。
resentment
noun
含義：anger held onto from a previous conflict 積怨
例句：Mary's resentment stems from our not choosing her to head the project.
Mary的憤怒積源于我們沒(méi)有選擇她來(lái)執(zhí)掌這個(gè)項(xiàng)目。
resistance
noun
含義：a display of opposition /阻力
例句：We didn't expect so much resistance on the final issue.
我們沒(méi)有料到在最后一個(gè)議題上會(huì)有這么多阻力。
resolve
verb
含義：end conflict, come to an agreement 決議，解決
例句：Before you can resolve your differences you'll both need to calm down.
在你能決議你的不同之前你也需要冷靜。
tactics
noun
含義：strategies used to get one's goals met 手段，策略
There are certain tactics that all skillful negotiators employ.
嫻熟的談判者會(huì)使用某些特定的策略。
tension
noun
含義：feeling of stress/anxiety caused by heavy conflict/緊張感
例句：There was a lot of tension in the room when George threatened to quit.
當(dāng)George害怕得離開(kāi)時(shí)，屋子里充滿了緊張氣氛。
trade-off
noun
含義：terms that are offered in return for something else/條件交換
例句：Lower payments over a longer period of time sounded like a fair trade-off until we
asked about interest charges.
更低的費(fèi)用代替更長(zhǎng)的時(shí)間聽(tīng)上去是一個(gè)公平的條件交換，不過(guò)這要看具體的費(fèi)用情況。
ultimatum
noun
含義：a final term that has serious consequences if not met/最后通牒
例句：His ultimatum was that if I didn' didn't agree to give him the raise he asked for, he'd
quit today without two week's notice.
他的最后通牒就是如果我不同意給他他要求的加薪，他今天就馬上離開(kāi)而不是還留下兩周的通知期
unrealistic
adj
含義：very unlikely to happen/不現(xiàn)實(shí)的
例句：It's unrealistic to think that we will have all of our demands met.
我們所有的要求都得到滿足是不現(xiàn)實(shí)的。
victory
noun
含義：a win/勝利
例句：We considered it a victory because they agreed to four of our five terms.
我們認(rèn)為它是一個(gè)勝利，因?yàn)樗麄兺饬宋覀?項(xiàng)中的4項(xiàng)。
yield
verb
含義：to give in to another's requests/答應(yīng)
例句：The client will only yield to our conditions, if we agree to work over the holiday
weekend.
只有我們同意假期周末工作，顧客才會(huì)答應(yīng)我們的條件。
談判的準(zhǔn)備
Preparing to Negotiate談判的準(zhǔn)備：
Lack of preparation in a negotiation almost always sets a person up for failure. First and
foremost, each party must clearly define their own goals and objectives. Secondly, each
party must anticipate the goals of the opposition. This may require doing some background
research. Finally, each party must come up with various alternatives to their main
objectives.
沒(méi)有準(zhǔn)備的談判人員注定是失敗的。首先，談判人員必須非常明確他們的目的和具體目標(biāo)。其次，他們
要知道對(duì)手的目標(biāo)。這要求在每場(chǎng)談判前都要做大量的調(diào)查和分析。最后，也是最容易被忽視的就是，
談判人員必須準(zhǔn)備大量的.替代方案。
英文談判案例：
Markus Prepares to Negotiate with Louis/ Markus準(zhǔn)備和Louis談判
Markus approaches Louis after his shift on Friday afternoon and asks if he can arrange a
meeting to discuss a potential promotion. Louis sighs and reminds Markus that they already
had this discussion last year. Markus agrees, but reminds Louis of his loyalty to the
company and insists that they speak again on the subject next week. Eventually Louis, who
is afraid that Markus might quit on the spot, agrees to meet on Monday during the crew's
lunchhour.
在星期五下午的調(diào)動(dòng)之后，Markus接觸了Louis，詢問(wèn)是否能夠安排一個(gè)單獨(dú)會(huì)面時(shí)間來(lái)討論一下Markus
的升職可能性。Louis提醒Markus他們已經(jīng)在去年談過(guò)著這個(gè)話題了。但是Markus提醒Louis要注意到自
己對(duì)公司的忠誠(chéng)，并且堅(jiān)持下周要再談一談這件事。結(jié)果害怕Markus離職的Louis同意了在周一的午餐時(shí)
間談一下。
Over the weekend, Markus thinks about Monday's meeting. Last year, he was unprepared to
negotiate and ended up only getting a 50 cent/hour pay raise. This did not satisfy him, and
he has continued to feel undervalued ever since. Many times, after a hard day at work,
Markus has considered quitting. However, it is difficult to find work in the middle of
winter. Markus has a family to support and he can't afford to lose his job.
整個(gè)周末，Markus都在思考周一的私人談話。去年由于沒(méi)有準(zhǔn)備，結(jié)果那場(chǎng)談判以時(shí)薪僅上漲50cent的
結(jié)果而告終。他對(duì)此非常不滿，自此后一直認(rèn)為自己的價(jià)值被低估了。許多次，當(dāng)經(jīng)過(guò)了一天的勞累之
后，Markus總是想離開(kāi)。盡管如此，在冬天這個(gè)時(shí)節(jié)是很難找工作的，Markus要養(yǎng)一個(gè)家庭，而他不能
沒(méi)有工作。
Markus decides to do some research on negotiating. He learns the principles behind
collaborative negotiating, and decides that this is the approach he will take this time.
After he has understood the concept he can ask himself the preparatory questions above.
Finally, he can apply the rules of collaborative negotiating to his own case.
Markus決定針對(duì)此次談判做一次調(diào)查。他學(xué)習(xí)了共同談判的原則，并且決定這就是這次他才取得當(dāng)時(shí)。
他弄明白了其中的概念，問(wèn)了自己幾個(gè)預(yù)先準(zhǔn)備的問(wèn)題，最終，他要把這些談判原則運(yùn)用到他自己的案
子中去。
Here are some preparatory questions to ask yourself before beginning talks with the other
party/以下這些問(wèn)題是你在開(kāi)始每一段談話前都必須首先問(wèn)自己的：
&O1548; What is my main objective?
我的主要目標(biāo)是什么?
&O1548; What are all of the alternatives I can think of?
我可以想到的替代方案是什么?
&O1548; Why do I deserve to have my goals met?
為什么我如此渴望實(shí)現(xiàn)這個(gè)談判目標(biāo)?
&O1548; What will my opponent's counter proposal likely consist of?
我的對(duì)手會(huì)提出什么樣的反提案?
&O1548; How can I respond to this counter proposal?
我要怎么回應(yīng)對(duì)手的提案?
&O1548; When would I like to have this issue resolved?
我希望這個(gè)議題在什么時(shí)候有定論?
&O1548; What is my bottom-line?
我的底線是什么?
&O1548; What market research/homework do I need to do to back up my cause?
針對(duì)我的案例，我應(yīng)該做哪方面的調(diào)查?
&O1548; What is my bargaining power compared
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