英文談判與要點
The Negotiation Process/談判過程：
It's time to negotiate! Here are a few golden rules to successful negotiations:
現在是談判的時間了！下面是成功談判的黃金原則：
1) Always try to negotiate for at least 15 minutes. Any less than that and it is unlikely
that either party has had enough time to fairly consider the other side. Generally, the
size or seriousness of the negotiation determines the amount of time needed to negotiate
it. Setting a time limit is a good idea. Approximately 90% of negotiations get settled in
the last 10% of the discussion.
至少讓談判持續15分鐘，
英文談判與要點
。少于這個時間的話談判的一方是不會有足夠的時間去考慮另一方的觀點的。一般來說談判的規格或嚴肅性決定了它所需要的時間。設置一個時間限是一個好主意。大約90%的談判是在
最后10%的討論過程中建立的。
2) Always offer to let the other party speak first. This is especially important if you are
the one making a request for something such as a raise. The other party may have
overestimated what you are going to ask for and may actually offer more than what you were
going to request.
總是讓對方先說，這點尤為重要特別當你是提要求的一方比如要求加薪時。對方可能會高估你所要求的
或者實際上打算提供的超出你想要的。
3) Always respect and listen to what your opponent has to say. This is important even if he
or she does not extend the same courtesy to you. Do your best to remain calm and pleasant
even if the other party is displaying frustration or anger. Remember some people will do
anything to intimidate you.
認真聽對方在講什么。這點很重要，即使對方并沒有表現出相同的禮貌。如果對方表現出沮喪或憤怒，
也要保持冷靜和愉悅。記住一些人可能會恐嚇你。
4) Acknowledge what the other party says. Everyone likes to know that what they say is
important. If the other party opens first, use it to your advantage, by paraphrasing what
you have heard. Repeat their important ideas before you introduce your own stronger ones.
回應對方所說的。每個人喜歡看到自己所說的是重要的。如果對方先開始，那么重新闡述一下你所聽到
的。在你介紹你自己的觀點之前重復他們的重要想法。
5) Pay attention to your own and your counterpartner's body language. Review the chart
below to learn how to interpret body language during the negotiations. Make sure that you
aren't conveying any negative body language.
注意你所擁有的和對手的身體語言。看看下面的表，學習怎樣在談判中使用和解讀肢體語言。確保你沒
有使用任何負面的身體語言。
Language to use to show understanding/agreement on a point/表達理解程度或同意程度的語言：:
&O1548; I agree with you on that point. 我在那一點上贊同你。
&O1548; That's a fair suggestion. 那是一個公平的建議。
&O1548; So what you're saying is that you... 所以你所說的是……
&O1548; In other words, you feel that... 換句話說，你覺得…..
&O1548; You have a strong point there. 你很強調這一點。
&O1548; I think we can both agree that... 我想我們都能同意…..
&O1548; I don't see any problem with/harm in that. 我在…上沒有看到任何問題…
Language to use for objection on a point or offer:/表明反對某一觀點或提案的語言：
&O1548; I understand where you're coming from; however,... 我明白你得道理，但是盡管如此…
&O1548; I'm prepared to compromise, but... 我做好了妥協的準備，但是…
&O1548; The way I look at it... 我看待它的方式….
&O1548; The way I see things... 我看待這些事的方式…
&O1548; If you look at it from my point of view... 如果你站在我的立場上看…
&O1548; I'm afraid I had something different in mind. 我恐怕有些不同意見。
&O1548; That's not exactly how I look at it. 確切地說我不是那樣看的.
&O1548; From my perspective... 在我的方面…
&O1548; I'd have to disagree with you there. 在那點上我不能贊同你。
&O1548; I'm afraid that doesn't work for me. 我恐怕那對我行不通。
&O1548; Is that your best offer?這是你給我的最好選擇么？
Body Language/肢體語言 Possible meaning/可能含義
Avoiding Eye Contact
避免眼神接觸 &S226; Lying 說謊
&S226; Not interested 不感興趣
&S226; Not telling the whole truth沒有說出整個真相
Serious Eye Contact
嚴肅的眼神接觸 &S226; Trying to intimidate 試圖恐嚇
&S226; Showing anger 表達憤怒
Touching the face/fidgeting
觸摸臉頰/坐立不安 &S226; Nervousness 緊張
&S226; Lack of confidence 缺乏自信
&S226; Submission 屈服順從
Nodding點頭 &S226; Agreeing 同意
&S226; Willing to compromise 愿意妥協
Shaking the head/turning away
搖頭/轉過頭去 &S226; Frustrated 沮喪的，無效的
&S226; In disbelief 不相信
&S226; Disagreeing with a point 不同意
英文談判案例：
Markus Opens the Negotiations/Markus開始了談判
It's finally lunchtime and Markus and Louis meet as planned. Markus offers for Louis to
speak first, but Louis declines:
最終午休時間Markus和Louise如約而至。Markus讓Louis先說，但是Louis拒絕了。
Markus:
Thanks again for agreeing to meet today. I really appreciate you taking the time during
your lunch.
再次感謝您同意今天的這次會面。我非常感激您愿意讓我占用您的午休時間。
Louis:
Okay, well, let's get started. I'd like to resolve this as soon as possible so we can get
back to work.
Ok,好吧，讓我們開始吧。我想盡快解決它以便我們能夠回去工作。
Markus:
Great. Okay, well, if there's anything you'd like to say first, please be my guest.
很好，好的。如果您想先說點什么，請盡管說。
Louis:
Oh, no, I insist you go first. After all, you're the one who asked to meet with me.
哦，不，我堅持你先說。畢竟，是你要求的這次談話。
Markus:
Very well then. First of all I want you to know that I am fully aware of the challenges you
have faced in running this company in the last few years. I understand that the poor
weather last year ended up costing you and all of the local landscape companies a lot of
money. However, I think you realize that I am unsatisfied with my current salary. I've been
with Landscape labourers for 5 years now and there have been many other years that were
profitable. Despite how much your business has grown, I'm making less than a dollar more
than I was the day I started.
那么好吧。第一我想讓你知道我完全知道在過去的幾年中你在掌管這家公司時所面臨的挑戰。我明白去
年的壞天氣讓你以及所有的本地的園林公司損失不小。盡管如此，我認為你也意識到了我對我現在的薪
水不滿。我已經在公司做了5年了，除了去年以外，其它年份利益都不錯。除去您企業的本身的增長，我
也發揮了很大作用。
Louis:
You're lucky to have a job in these times.
你很幸運在這個時候還有工作。
Markus:
Yes, and I'm very thankful that you have employed me all this time, especially during the
slow seasons when the company is struggling to make a profit. It means a lot to me to have
that stability, which is why I have remained loyal to your company.
是的，我非常感謝你一直雇傭我，特別是在淡季當公司艱難盈利的時候。穩定對我很重要，這就是為什
么我一直對公司保持忠誠
Louis:
You haven't had much choice but to remain loyal, Markus. There are no jobs out there.
你沒有很多選擇，除了保持忠誠，Markus。除了這里之外再沒有工作了。
Markus: Well if you don't mind, I'd like to finish what I have to say and then you can let
me know what your position is. As a matter of fact, there are a few companies hiring right
now in our area. These are not all necessarily companies that I would be interested in
working with. For example, you and I both know that I would never want to work for a
company such as Powell Designs. I'd much prefer to be associated with a company like
Landscape Labourers because we do a good job. Having said that, I took the liberty of
calling a few other local companies to find out what type of salary packages they offer to
their foremen.
如果你不介意的話，我愿意結束我剛才所說的，而您可以讓我知道您所處的位置。實際上，這里有幾家
公司都在雇人。不是所有的公司我都愿意在里面工作，比如，您和我都知道我絕不愿意為像Powell
Designs這樣的公司工作。我更愿意在一家像Landscape Labourers的公司里做。我得說，我有這個自由
去打給本地的幾家其它公司去看一看他們會給主管什么樣的薪水。
Louis:
Foremen? I don't have a foreman. I never have. It's not my style. Don't forget, you're a
contract labourer just like the rest of the crew.
主管？我沒有主管。從來沒有。這不是我們的風格。別忘了。你是一個合同工，像其它專員一樣。
Markus:
Yes, I thank you for bringing that up. Besides deserving a higher salary, one that is
competitive with local companies, I also think that I deserve a new title. You and I both
know that the crew looks to me as though I am a foreman, even though I don't have the
title.
是的，我要謝謝您提出來。除了要求一個更高的薪水，那個職位在本地的公司中也是很有競爭力的，我
認為我也想要一個新的頭銜。您和我都知道雇員們都把我看成了一個主管，即使我還沒有這個頭銜。
Louis:
You don't have the title, but you also don't have the responsibility. It's a lot of work
being a foreman.
你沒有這個頭銜，但是你也不必承擔這個責任，成為主管后會有很多工作的。
Markus:
Exactly. And you can't say that you haven't noticed me coming in earlier than the others
and leaving later. I also designate jobs to all of the crew members each morning and call
suppliers when needs arise. These are duties of a foreman, am I right?
實際上，您不能說您還沒注意到我比其他人來得都早，離開得都晚。每天早上我總是給所有人分派工作
，當需求上漲時打電話給供應商，這就是主管的職責，對嗎？
Louis:
I suppose. But a foreman also helps solve conflicts that arise within a team, and deals
with customer complaints. You always pass those things on to me.
我同意。但是一個主管也要幫助解決團隊內的沖突，還要處理顧客的抱怨。你總是把這些東西推給我。
Markus:
I agree with you on that. However, I would be willing to take on these extra
responsiblities, should you offer me a foreman position at a rate of $25.00 per hour
我非常同意您。盡管如此，我很愿意擔負起這些額外的.責任，您能給我一個時薪為25美元主管職位嗎？
Coming to a Close or Settlement/接近尾聲
There are a number of signals that indicate that negotiations are coming to a close. This
may not always mean that an agreement has been reached. In many cases, there are many
rounds of negotiations. The preliminary round may uncover the major issues, while
subsequent rounds may be needed to discuss and resolve them. Here are some signals of talks
coming to a close:
有幾個信號表明了談判正接近尾聲。這并不一定意味著雙方能夠達成一致。許多案例中，談判會進行許
多輪。開始的一輪可能只是揭開了主要議題，可能還需要后來的幾輪來討論和解決他們。這里有一些談
話接近尾聲的信號
&O1548; A difference of opinion has been significantly reduced
不同的意見極大地減少了
&O1548; One party suggests signing an agreement.
一方建議簽一個協議
&O1548; One or both parties indicate that a period of time to pause and reflect is
necessary.
一方或者雙方指出需要暫停，各自回去思考是必須的
Beware of last-minute strong-arm tactics./要知道反咬一口的強硬策略
Even if you make the decision to treat your negotiating opponent with honesty and kindness,
the other party may not extend you the same respect. Be prepared to stand your ground
firmly, yet cordially, especially in the last few minutes of the negotiations. This is the
time when manipulative parties may employ certain tactics in order to try to fool you into
losing focus or lowering goals and standards. Remember that conflicts are generally
resolved in the last few minutes. The theory behind last minute tactics is that one party
may be more willing to give in out of fear that all of the concessions or progress made up
to that point (perhaps hours or weeks of talks) might be lost. People also get tired or
have other commitments that need to be met, such as making an important phone call before
another business closes, or picking up children from school. Here are some last minutes
tricks that negotiators often use at this time:
及時你決定對你的對手保持誠實和善意，但另外一方很可能不會這樣對你，
資料共享平臺
《英文談判與要點》(http://salifelink.com)。要準備好牢牢地站在你的立場上，仍然保持誠懇，特別是在談判的最后幾分鐘里。在這個時候，靈活的一方可以使用某種策略去嘗
試讓你失去關注點或者降低要求和標準。記住沖突往往都是在最后的幾分鐘內解決的。反咬一口策略背
后的理論是一方出于害怕會失去所有在那一點上已經形成的讓步或進展，因而可能更容易認輸。人們變
得疲憊或者有其它事情必須去做，比如在另一個商務進程結束前打了一個重要的電話，或者從學校接孩
子。這里有一些反咬一口的策略，它們在談判進行到這個時刻時經常會被用到。
&O1548; Walking out of the room
走出房間
&O1548; Offering a short-term bribe
提供一個短期的誘惑
&O1548; Telling you to take it or leave it
告訴你接受它或者放棄它
&O1548; Giving an ultimatum
給一個最后通牒
&O1548; Abrupt change in tone (used to shock the other party into submission)
聲調的突然變化（用來使另一方屈服）
&O1548; Introducing new requests (used at to get you to concede with little thought or
consideration)
提出新的要求（讓你在沒有深思熟慮的情況下讓步）
&O1548; Stating generalizations without evidence (dropped without significant
statistics/proof)
在沒有證據的情況下陳述普遍性（沒有重要的統計/證明）
&O1548; Adopting the Mr. Nice Guy persona (used to try to make it look like they are doing
you a favour in hopes that you will lower your expectations)
采用好好先生（讓你以為他們給了你很多優惠，希望你能降低你的期望值）
Language to use in closing/在最后會用到的句子
&O1548; It sounds like we've found some common ground.
聽上去我們找到了一些共同點。
&O1548; I'm willing to leave things there if you are.
如果你同意的話我愿意把問題留在那。
&O1548; Let's leave it this way for now.
讓我們現在就以這種方式處理它吧。
&O1548; I'm willing to work with that.
我愿意那樣去做。
&O1548; I think we both agree to these terms.
我認為我們都同意這一項。
&O1548; I'm satisfied with this decision.
我對這個決定很滿意。
&O1548; I think we should get this in writing.
我認為我們應該把這個寫下來。
&O1548; I'd like to stop and think about this for a little while.
我希望停一下，稍稍想一下這個。
&O1548; You've given me a lot to think about/consider.
你們讓我考慮了很多。
&O1548; Would you be willing to sign a contract right now?
你愿意現在簽一份協議嗎？
&O1548; Let's meet again once we've had some time to think.
讓我們立刻再見一次，我們已經想過這個了。
英文談判案例
Louis Signals an End to the Negotiations and Attempts some Last-minute Tactics
Louis:
Look, we're running out of time here and I've barely had a bite of my lunch.
看，我們花了這么多時間在這，而我幾乎都沒有動我的午餐。
Markus:
I know, and we have a lot of work to get done this afternoon.
我知道，而且我們下午還有很多工作要做。
Louis:
Well, I guess we'll have to settle this at another time.
好的，我想我們不得不在其它時間確定這個了。
Markus:
Actually, I'd really like to get this settled today. I know how busy you are, and it's not
easy to get you to sit down and talk.
實際上，我想今天就確定。我知道您有多忙。讓您坐下來談話并不容易。
Louis:
(standing up and getting ready to walk out of the room) Well, we're not getting anywhere.
（站起身準備走出房間）好的，我們現在不能再談了。
Markus:
Please sit down for a few more minutes so we can make a decision.
請再多做幾分鐘，讓我們做個決定。
Louis:
And what if I don't? Are you going to quit?
如果我不呢？你要離開嗎？
Markus:
I am a loyal employee, and I believe that it is in the best of both of our interests to
have this conflict resolved. This should only take a few more minutes.
我是一個忠誠的雇員，我相信如果我們都有興趣去解決這個沖突是最好的。這只再需要幾分鐘。
Louis:
Fine. You can be the foreman. I'll even change the title on your pay stub. But no raise.
好。你可以是主管，我會在你的工資單上改掉頭銜，但是沒有加薪。
Markus:
I think you and I both know, that the raise is more important to me than the title itself.
我想你和我都知道，加薪對我來說比頭銜本身更重要。
Louis:
You know, not very many owners would agree to give a person like you the title of foreman.
You don't even have your proper certification.
你要知道，沒有那么多雇主會同意給一個像你這樣的人主管頭銜的。你甚至沒有正式的證書。
Markus:
You've said before that experience means more to you than education. Remember that guy
Samuel that you hired. He had a four year diploma in landscape design but had never worked
a day out on the fields. You let him go before his probation was up.
您在那之前說過了對您來說經驗比學歷更重要。記得那個您雇過的Samuel，他擁有一個園林設計的4年制
學位，但是卻從來沒有在野外工作過一天。你在他的實習期結束之前就讓他走了。
Louis:
Oh, don't remind me of that kid.
哦，別讓我想起那個孩子。
Markus:
Look, I'd be willing to accept $24.00/hr, if you agree to review my salary again come
spring.
看，我愿意接受每小時24美元的時薪，如果你同意在來年春天再次考慮我的薪金。
Louis:
Fine. I guess, that's fair. You are my best employee, right now at least.
我想，那是公平的。你是我最好的雇員，至少現在是。
Markus:
Great, then, you won't mind changing my status to crew foreman. I won't disappoint you.
Remember, I'm willing to take on the extra duties of a foreman, which will give you more
time to find new clients.
太好了，那么。你也不會介意把我的職位變成主管。我不會讓您失望的。記住。我會負起一個主管該負
的責任的，這會讓你擁有更多的時間去開發新客戶。
Louis:
Speaking of new clients. I'm expecting an important phone call in ten minutes, so let's
wrap this up.
說到新客戶。我正在等待10分鐘后的一個重要電話，所以讓我們把這個收起來吧。
Markus:
Well, I think we've both agreed on the terms. Can we shake on it? I mean, can I have your
word that my new hourly wage will begin at the beginning of next month?(Markus holds out
his hand.)
那么，我認為我們都同意了這些項。我們能握個手么？我的意思是，我能這樣理解您所說的，我的新的
時薪從下個月頭開始執行么？（Markus 伸出他的手）
Louis:
(Louis shakes it.) Okay, Mr. Foreman. Get back to work, would you. And, I'll need you to
order all of the supplies for Monday.
（Louis握了手）OK, 主管先生，請你回去工作吧。還有，我需要你訂一下星期一的所有供貨。
Markus:
Thanks, Louis. I'll get on that right now.
謝謝，Louis。我立刻去做。
Formalize the agreement/negotiation/形成約定/談判
In most business negotiations it is a good idea to get something down in writing. Even if a
decision has not been made, a letter of intent to continue the negotiations is often used.
This is a way for each party to guarantee that talks will continue. A letter of intent
often outlines the major issues that will be discussed in future negoatiations. In some
cases a confidentiality agreement is also necessary. This is a promise from both parties to
keep information private between discussions. When an agreement has been decided, a formal
contract may be required. On the other hand, depending on the seriousness of the decision,
and the level of trust between the two parties, a simple handshake and verbal agreement may
be all that is needed. For example, an employer may offer a promotion and an employee may
trust that the new salary will be reflected on the next paycheque. However, even if nothing
is put formally in writing, it is wise to send an e-mail or letter that verifies the terms
and puts the agreement on record, especially when a specific number is decided on.
在大部分商務談判中，把東西寫下來是個好辦法。即使決定還沒有做出，我們也經常用一封誠懇的信來
使談判繼續下去。這是一種讓每一方都保證繼續交涉的方式。一封懇切的信經常會突出在將來的談判中
涉及到的主要議題。在一些案例中，一份機密的約定也是必要的。這是雙方在討論中保持信息不公開的
一個保證。當一個約定形成時，可能一份正式的合同會應運而生。另一方面，由于約定的嚴肅性級別的
不同，雙方之間的信任程度不同，一個簡單的握手和口頭約定可能就足夠了。例如，一個雇主晉升了一
個雇員而這個雇員相信新的薪酬會在下一次的工資支票上體現出來。盡管如此，即使沒有在紙上寫任何
東西，寫一封E-mail來確認這些項并把這個約定記錄下來，特別是那些最后約定的具體數字。
Sample E-mail/案例E-mail:
To: louis@landscapelabourers.com
From: markus@landscapelabourers.com
Subject: Today's Negotiation
Attachment: Site #345
Hi Louis
I just wanted to write and thank you for spending your lunch hour with me today. I'm
pleased with how our talks went and am excited to take on my new role as crew foreman. Even
though my new salary will not be put in place until the first of next month, I will begin
my new duties immediately. The supplies for Monday's job (Site #345) have all been ordered,
and the total of the invoice will be $349.98, including tax and delivery. The crew has been
assigned their tasks for Monday so we will be able to start as soon as we arrive. You will
find a chart attached outlining who will be taking care of what and how long it should take
us to have it completed. If you have any concerns, feel free to call me at home over the
weekend. Thanks again,
Markus
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