實用商務英語27：你來我往價格戰

你來我往價格戰 Buy and Sell

音頻試聽：

英文正文

Robert: Even with volume sales, our costs for the Exec-U-Ciser won't go down much.

Dan: Just what are you proposing?

Robert: We could take a cut on the price. But 25% would slash our profit margin. We suggest a compromise - 10%.

Dan: That's a big change from 25! 10 is beyond my negotiating limit. Any other ideas?

Robert: I don't think I can change it right now. Why don't we talk again tomorrow?

Dan: Sure. I must talk to my office anyway. I hope we can find some common ground on this. (next day) Robert, I've been instructed to reject the numbers you proposed; but we can try to come up with something else.

Robert: I hope so, Dan. My instructions are to negotiate hard on this deal - but I'm trying very hard to reach some middle ground.

Dan: I understand. We propose a structured deal. For the first six months, we get a discount of 20%, and the next six months we get 15%.

Robert: Dan, I can't bring those numbers back to my office - they'll turn it down flat.

Dan: Then you'll have to think of something better, Robert.

作業：看到劃線的句子了嗎？請翻譯。 

句型總結

●　 巧妙否決
1. We suggest a compromise -- 10%.
2. We propose an alternative -- 10%.
3. We have another possibility -- 10%.
4. We suggest another approach -- 10%.

談判進行中，如果有意修改對方的提案，可技巧地使用："we suggest a (compromise)..."‘我們建議一項（折衷）...'
　 使用這句話的好處是避免當面斬釘截鐵地拒絕對方，而且還可提出另一個提議來試探對方；因此這個句型不但有降低現場火藥味的作用，也可藉此表達新的意見，十分有利於雙方進行磋商。它的語言技巧即在表達‘否定'時沒有用到‘不'這樣的字眼。

●　 超出限度
1. 10 is beyond my negotiating limit.
2. 10 is outside where I can go.
3. 10 is beyond the limits of what I can discuss.
4. 10 is not acceptable to me.

" beyond my negotiating limit."‘...超出我的談判限度'。
　　 此句型的主詞就是對方所提的條件。這句話明白告知對方，其提案超出己方設有的底限或自己的權限，若一味強求，可能造成談判破裂。這種表達否決意味的句子，語氣堅定卻不失禮貌。

●　 上級指示
1. My instructions are to negotiate hard on this deal.
2. I've been instructed to negotiate hard on this deal.
3. I've been told to negotiate hard on this deal.
4. I'm obliged to negotiate hard on this deal.

對話中，有兩個表示自己乃銜命而來的句型，第一個是Dan說的："I've been instructed to..."。另一個是Robert說的："My instructions are to..."。
　 這兩個句型均適用於正式場合，語氣直截了當；一來傳遞上級的指示，二來劃定談判的界限。不僅請對方諒解自己權力有限的難處，並且擡出背後上司作護身符，藉此保護自己不致成爲對方攻擊的箭靶。

特別提示

Robert對於Dan的談判。時而動之以情，時而曉之以理。這一切的虛虛實實，無非是希望能與對方達成折衷方案、完成交易。以下兩則談判技巧供需要注意：

A. 如何利用‘人稱代名詞'博取對方的好感

傳遞消息時，不要忘了隨着消息的好壞，改變人稱的使用。說壞消息時，利用"we"或"our"表示站在公司立場，或暗示這是公司的決定，而非個人意思。例如文中Robert說:"Our costs... Won't go down..."及"d slash our profit margin."。再不然就擡出一個不在場的上司，表示奉命如此，請對方見諒自己的不得已。在說好消息或答應條件時，則儘量使用"I"或"my"，以拉近彼此距離，加強對方的好感，利於日後關係的發展。

B. 如何推測對方已到談判的底限

儘管雙方在談判的過程中，會不時地嚷嚷‘這已經是價格的底限了'，其實通常都只是做做樣子而已。經驗之談是當對方逐漸降低要求幅度時，就是快到價格底限的徵兆了。請注意對方要求的幅度，當其逐漸降低到你心目中理想價格的邊緣時，則離底限雖不中亦不遠矣！