英文談判例句精華

很多人認為談判很難，用英文談判就更難了，

英文談判例句精華

。事實上如果你認真的學習了談判技巧，多分析英文案例，

就會發現這件事情比你想象中的要簡單多了。當然，我們必須指出，一個好的英文談判人員，首先要是

一個嫻熟的談判專家，無關乎語言。因為這種技巧是超越語言的，你掌握了核心的東西后，剩下的工作

，只是表達語言的熟練與否而已。
因此我們接下來的內容實際上有兩大塊：一是談判技巧的訓練，一是在談判中的某些英文表達法的練習

。

重要的談判詞匯準備：
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，不過我們可以討論一下其它的選擇。

amplify 
verb
含義：expand; give more information/擴大，常用amplify on,詳細闡述
例句：Could you amplify on your proposal please.
請您詳細闡述一下您的提案。

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/這個詞在名詞的時候是契約之意，

作動詞的時候有討價還價之意，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，我們在最后一個議題上爭論了一個多小時。

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.
我會接受每小時1美元的增長，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.
這是一項共同事業，在沒有Marie的出席下討論它是不公平的。

compensate
verb
含義：make up for a loss/補償，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的話，我們愿意補償你加班費。

comply
verb
含義：agree/順從，應允
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，那我愿意答應你。

compromise
verb
含義：changing one's mind/terms slightly in order to find a resolution/妥協
例句：We are willing to compromise on this issue because it means so much to you.
既然它對你意義重大，那么我們愿意在這個議題上妥協

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.
當黨派之一拒絕接受時，沖出的解決是不可能進行的。

confront
verb
含義：present an issue to someone directly/使面對
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
It would be great if we could come to a consensus by 5:00 P.M.
如果我們能在5:00pm之前達成共識，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，他們建議我們繼續保持他們公司的名字而不是創造一個新的。

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/對方
例句：I tried to close the discussions at noon, but my counterpart would not stop talking.
我想在中午結束這個討論，但是對方卻不想停止討論。

cordially
verb/noun
含義：politely/誠摯的
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.
過去我對那位顧客缺乏敬意，但是今天她說得很真誠并且聆聽了我的觀點。

demands
adv
含義：needs/expectations that one side believes it deserves/要求（認為是應得的）
例句：They had some last minute demands that were entirely unrealistic.
他們有些完全不現實的最后要求。

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.
當討論陷入僵局時，我們寫了一封懇切的信以便下周繼續談判。

dispute
noun
含義：argument/conflict/爭論
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吵，但是Monica仍然心懷憤意。

dominate
verb
含義：have the most control/stronger presence/支配，主導
例句：Max has such a loud voice, he tends to dominate the conversations.
Max聲音那么大，他意圖主導這場談話。

entitled
adj
含義：be deserving of/應得，有資格
例句：My contract says that I am entitled to full benefits after six months of employment.
我的合同上寫著被雇傭6個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.
按照你的工作小時來說我們一直都很寬松。

haggling
verb
含義：arguing back and forth (often about prices)/爭論
例句：We've been haggling over this issue for too long now.
我們現在在這個話題上爭論太久了。

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但是我們對你的公司還是沒有任何敵意。

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.
當我開始這個討論時我便計劃先把我的要求預置得高些

impulse
noun
含義：quick decision without thought or time/沖動
I acted on impulse when I signed that six-month contract.
我簽這份6個月的合同時實在太沖動了。

indecisive
adj
含義：has difficulty choosing/making a decision/優柔寡斷的
例句：They were so indecisive we finally asked them to take a break and come back next

week.
他們是這樣優柔寡斷以至于我們最后讓他們休息一下然后下后再來。

leverage
noun
含義：(bargaining power) something that gives one party a greater chance at succeeding over

another/杠桿作用，指用你實際擁有的資產，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.
我們有一點杠桿優勢，因為我們是鎮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，我們形成了一個是我們雙方都很滿意的共識

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買和談判技術或技巧之一，具體為在信息不完全的情況下向某人提出一些要求，之

后將整個的情況都告訴給這個人，比如首先誘使一個人同意一個相對誘人的事情，之后他才發現真是情

況與預想的并不相同。
例句：I was expecting my boss to low-ball in the initial offer, but he proposed a fair

salary increase.
我一開始期望我的老板在第一個提議中采用低球策略，但是他提出了一個公平的薪金增長方案。

mislead
verb
含義：convince by altering or not telling the whole truth about something/誤導
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
例句：My prime objective is to have my family members added to my benefits plan.
我的首要目標是讓我的家庭成員加入到我的利益計劃中。

point of view
noun
含義：person's ideas/ thoughts/觀點
例句：From my point of view it makes more sense to wait another six months.
以我的看法，再等六個月更有道理。

pressure
verb
含義：work hard to convince another of an idea /強迫
例句：He pressured me to accept the terms by using intimidation tactics.
他使用脅迫手段強迫我同意這一條。

proposal
noun
含義：argument to present /提案
例句：While I listened to their proposal I noted each of their objectives.
當我聽取他們的提案時，我記錄了他們的每一個目標。

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.
他的正面肢體語言表明了他對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有選擇她來執掌這個項目。

resistance
noun
含義：a display of opposition /阻力
例句：We didn't expect so much resistance on the final issue.
我們沒有料到在最后一個議題上會有這么多阻力。

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George害怕得離開時，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.
更低的費用代替更長的時間聽上去是一個公平的條件交換，不過這要看具體的費用情況。

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'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，他今天就馬上離開而不是還留下兩周的通知期

unrealistic
adj
含義：very unlikely to happen/不現實的
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實的。

victory
noun
含義：a win/勝利
例句：We considered it a victory because they agreed to four of our five terms.
我們認為它是一個勝利，因為他們同意了我們5項中的4項。

yield
verb
含義：to give in to another's requests/答應
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，顧客才會答應我們的條件，

資料共享平臺

《英文談判例句精華》(http://salifelink.com)。

 

談判的準備
Preparing to Negotiate談判的準備：

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.

沒有準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。其次，他們

要知道對手的目標。這要求在每場談判前都要做大量的調查和分析。最后，也是最容易被忽視的就是，

談判人員必須準備大量的替代方案。

英文談判案例：

Markus Prepares to Negotiate with Louis/ Markus準備和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.

在星期五下午的調動之后，Markus接觸了Louis，詢問是否能夠安排一個單獨會面時間來討論一下Markus

的升職可能性。Louis提醒Markus他們已經在去年談過著這個話題了。但是Markus提醒Louis要注意到自

己對公司的忠誠，并且堅持下周要再談一談這件事。結果害怕Markus離職的Louis同意了在周一的午餐時

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.

整個周末，Markus都在思考周一的私人談話。去年由于沒有準備，結果那場談判以時薪僅上漲50cent的

結果而告終。他對此非常不滿，自此后一直認為自己的價值被低估了。許多次，當經過了一天的勞累之

后，Markus總是想離開。盡管如此，在冬天這個時節是很難找工作的，Markus要養一個家庭，而他不能

沒有工作。

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決定針對此次談判做一次調查。他學習了共同談判的原則，并且決定這就是這次他才取得當時。

他弄明白了其中的概念，問了自己幾個預先準備的問題，最終，他要把這些談判原則運用到他自己的案

子中去。

Here are some preparatory questions to ask yourself before beginning talks with the other

party/以下這些問題是你在開始每一段談話前都必須首先問自己的：

 What is my main objective?
我的主要目標是什么？
 What are all of the alternatives I can think of?
我可以想到的替代方案是什么？
 Why do I deserve to have my goals met?
為什么我如此渴望實現這個談判目標？
 What will my opponent's counter proposal likely consist of?
我的對手會提出什么樣的反提案？
 How can I respond to this counter proposal?
我要怎么回應對手的提案？
 When would I like to have this issue resolved?
我希望這個議題在什么時候有定論？
 What is my bottom-line?
我的底線是什么？
 What market research/homework do I need to do to back up my cause?
針對我的案例，我應該做哪方面的調查？
 What is my bargaining power compared to my opponent's?
相比我的對手，我討價還價的籌碼是什么？
 What do I know about the principles of negotiating?
我應該知道些什么樣的談判原則？

 

Markus Answers the Preparatory Questions/ Markus對這些問題的回答是這樣的：

 My main objective is to be named crew foreman and to earn a salary that is

competitive with other foremen in the area.
我的主要目標是升到班頭，并且得到一份相對于其他公司同等職位來講有競爭力的薪水
 Alternatives include looking for work elsewhere, asking for a dollar more an hour,

suggesting that Louis hire someone else to take on extra duties.
替代方案包括另謀高就，要求多于1美元的時薪，建議Louis雇傭其他人承擔額外的工作
 I deserve this promotion because I have worked with Landscape Labourers for five

consecutive years, and have received many compliments from satisfied clients. I am the team

member who reports early every morning and leaves last. If we are under a deadline, I work

through my lunchhour. All of the other team members come to me with their questions.
我要求這個改善是因為我在這里已經連續工作了五年，并且深受顧客好評。在這個隊伍中，我每天都早

來晚走。如果任務很緊，我會主動放棄我的午休時間。其他的隊伍成員常常向我咨詢他們的問題。
 Louis will likely say that he can't afford to pay me more because business is slow

in the winter. He will say that there are plenty of qualified labourers who will do the

work for less money.
Louis可能會說他不能負擔我更多的薪金，因為冬天是生意淡季。他會說這里有許多合格的勞動力，而他

們做相同的工作卻要求更少的薪金
 Both of these arguments are probably true. Landscape Labourers lost a lot of money

last year due to poor weather. There were a few weeks that we couldn't work, but Louis had

to pay us anyway because of our contracts. And, unemployment is at an all time high in our

region. However, Louis just signed a contract with a new company that will mean regular

work for at least the next two years. Also, the other team members rely on me, and none of

them have the experience to take over my position if I quit. It will cost Louis a lot of

money to train a new landscaper to do everything that I do.
這兩條反駁意見可能都是真的，因為天氣太壞，這個行業去年收入降低了不少，有幾周我們幾乎沒有工

作，但是Louis還是得按合同付我們工資。而且，臨時工在任何時候都很多。盡管如此，Louis還是和一

個新公司簽了合同，就是至少還有兩年，公司里的工作是需要穩定的人員來做的。而且，其他的員工很

倚賴我，如果我離開了，他們沒有人擁有我這個職位的經驗。Louis如果培養一個像我一樣的新的庭院設

計人員會花很多錢的
 I understand that winter is tough on this business, so I would like to have this

issue resolved by spring.
我明白這個行業在冬天很艱難，所以我希望在春天的時候能解決掉這個議題
 I will look into three other local landscaping businesses and inquire about the

salary and benefits of its employees. I will also review the classified ads to see if any

other companies are hiring or looking for a foreman.
我還會看看其它三家當地的庭院行業，打聽一下他們的雇員的薪金和福利。我還要看看廣告上有沒有其

它公司想雇傭一個領班。
 My bottom-line is to receive an extra dollar an hour and to be named team manager.
我的底線是至少時薪要漲1美元，并且擔任團隊經理。
 I think Louis and I have equal bargaining power right now. None of the other

current members of our team are as committed to the job as I am. However, unemployment is

high and there are other people he could hire.
我想現在Louis和我的談判籌碼是等重的�，F在團隊中的其他人沒有人能和我相比，盡管如此，現在失業

率很高，而他可以雇傭其他人。
 I have never been a strong negotiator. I need to learn more about negotiationg

strategies and tactics.
我現在還不是一個強大的談判者，我需要學習更多的談判技巧和策略。

Collaborative Negotiating/協同談判
In business, the goal of negotiating parties should always be for mutual gain. This type of

win-win negotiation is often called collaborative negotating. The opposite of collaborative

negotiating is called competitive negotiating. The goal of competitive negotiating is for

one party to win and the other to lose. Dishonest practices, such as lying, manipulation,

intimidation, and bribery are often used in this type of negotiation.
在商業中，雙方談判的目的應該為達到相互一致而努力。這種雙贏類型的談判一般被稱為協同談判。與

協同談判相反的談判類型被稱之為競爭談判。競爭談判的目的是要達到一方完全勝出而另一方徹底失敗

。不誠實的做法，比如說謊，操控，恐嚇，行賄常常在這種談判中出現。

Main Principles of Collaborative Negotiating:/協同談判的主要原則：
 Resolve previous conflicts ahead of time
隨著時間的推移解決先前的沖突
 Deal with issues, not personalities
注意談的是提案，而不是人身攻擊
 Commit to listening more than speaking: The more you know about your counterpart,

the more likely you will achieve your goals. You cannot convince someone of something when

you do not know anything about them, or what their own needs are. A common mistake is to

prepare one's next question or point while the opponent is speaking.
多認真聆聽：你知道關于對手的信息越多，你就越容易達到目的。你無法在對對方一無所知的情況下說

服對方。人們經常犯下這樣的錯誤，即在對方闡述的時候己方卻在思考自己的下一個問題
 Establish trust in the onset
建立信任
 Develop a common goal
找到共同的目標
 Discuss a common enemy
討論共同的對手
 Take opponent's views/needs into careful consideration: Not only do you want to win

this negotiation, you want your opponent to win as well, so that he or she will negotiate

with you again in the future.
仔細思考對方的觀點或需求：不要總想著自己要贏得這場談判，要希望對手也能贏，這樣對手才會在將

來再次與你談判。

Markus Applies the Principles for Collaborative Negotiating/Markus應用了這些原則：

 I will not discuss the fact that I was only offered a 50 cent raise last year. It

was my fault for not being prepared to negotiate.
我不能討論去年我接受了50cent的時薪增長問題，這是我的責任，我沒有準備好那次談判。
 Even though I think Louis is lazy, and takes too many days off when we are busy, I

will not point out his shortcomings. This is about my promotion, not his work ethic.
即使我認為Louis很懶，當我們在忙的時候他卻浪費了很多時間，那我也不能指明他的毛病。這是關于我

的晉升，而不是他的工作。
 I will first thank Louis for employing me for five consecutive years. I will tell

him that the stable work has meant a lot to me and my family, and I appreciate the

security, especially with so many people out of work.
我要先感謝Louis這五年來一直都在雇傭我。我會告訴他穩定的工作對我和我的家庭是多么重要，并且感

激這所帶來的安全感，特別是與如此多的人工作。
 I will tell Louis that I think his company is one of the most respected landscape

companies in the region, and ensure him that my goal is to have a lifelong career at

Landscape Labourers. I will say that I hope I will never have to work for a company that

does a poor job, such as Powell Designs.
我會告訴Louis他的公司是這個地區中最值得尊敬的園林公司，并讓他確信我的目標是以園林事業作為終

生職業。我得說我從不希望要到一家工作很差的公司工作，比如Powell Desighs。
 I will acknowledge that last year's weather was a problem and note that it is not

anyone's fault that the company lost money.
我要指出去年的天氣是一個問題，并指明在那種情況下公司有損失并不是任何一個人的責任。

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