胡军
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} Practical Sentences
} 1) Before the Negotiation
} Welcoming
} On behalf of our Managing Director, I’m very glad to welcome you to HDC Corporation.
} We are glad that you could come and hope that you will enjoy your stay here.
} Thank you for coming all this way.
} Introductions
} This is Michael Hill. He’s in charge of sales.
} Let me introduce you to Michael Hill. He’s our Italian Area Manager.
} Small talk
} Did you have a good journey?
} How was your flight?
} Is this your first visit to Shanghai?
} 2) Opening the Negotiation
} Opening statements and beginning the negotiation
} We’re short of time, so let’s get started.
} We’ve got a very full agenda, so perhaps we’d better get down to business.
} Shall we start?
} Stating the objectives of the negotiation
} What I’d like this negotiation to achieve is a preliminary agreement.
} What I’d like to get from this meeting is agreement in principle.
} We agree that the purpose of this negotiation is to resolve the issue of salary.
} Proposing a structure for the negotiation
} Let’s just run through the agenda.
} There are three items on the agenda.
} I think we should start by looking at your product range, the first item. What do you think?
} Then we will come to the Item 2. After that, we will talk about Item3.
} Inviting interruptions
} Please don’t hesitate to interrupt.
} Please feel free to ask questions.
} We would like to know what you think.
} 3) The Negotiation Body
} Considering what they already know
} You’ve all seen our brochures/proposal/offer.
} I think you’ve all had a chance to read our catalogue.
} Suggesting
} What about the model ABC? It sells very well.
} Why don’t we consider the model ABC?
} I propose/suggest/think that we need to talk about that in detail.
} Agreeing
} I accept your view.
} That sounds fine.
} I think we can accept that.
} Disagreeing
} I don’t agree with you on that.
} I’m afraid it’s out of the question.
} Courteous ways of disagreeing
} Perhaps we should consider reducing the price. (Perhaps)
} Maybe we should rethink the question of the price. (Maybe)
} That sounds a bit too risky. (A bit)
} Perhaps we could all think about the price. (Could)
} Exerting pressures
} If you don’t agree with that, we’ll have to look elsewhere.
} I’m afraid we’ll have to call it a day unless you give us a reasonable offer.
} Making concessions
} If you prepared to guarantee that you can ship soon, we can reduce our charges.
} We have nothing against waiting if you can assure us that you can deliver by Christmas.
} Provided that you give us a 20% discount, we see no objection to your offer.
} Rejecting an offer/compromise
} I’m afraid that those conditions are unacceptable.
} I’m afraid that is not an acceptable alternative.
} Your proposal, as it stands, is not acceptable.
} Asking for explanation/repetition
} Could you be more specific about that?
} I’d be interested to know more about that.
} I don’t quite follow what you’re saying. Would you mind explaining it once more?
} Sorry, I’m not sure I understood you correctly. Could you go over that again?
} 4) Summarizing and Closing the Negotiation
} Summing up/concluding
} The main points that have been made are as follows.
} Let’s go over the main points again.
} Can I just run over the main points?
} We’ve agreed that you can deliver by the end of June if we sign a contract today.
} I think we have met halfway on this.
} We’ve agreed the following.
} Promising action
} I’ll contact my MD this morning.
} I’ll get back to you by the end of week.
} I’ll take that up with our head office.
} I’ll look into it, and get back to you on that.
} Follow-up documentation
} Would you like that in writing?
} We’ll put together a written proposal.
} We’ll let you have a detailed summary.
} Can you draft that before the next meeting?
} Looking to the future
} We look forward to getting to know you better both socially and professionally.
} It’s been a pleasure doing business with you.
} Closing
} That brings us the end of the negotiation.
} I’m sure we would all agree that we have had a successful meeing.
} This has been a very profitable and successful discussion. Thank you all for coming.
} Vocabulary Buildup
} Bargain n./v.讨价还价
} Bottom line 底线
} Call it a day 到此为止
} Chaotic 混乱的
} Concession n.让步
} Confrontation n. 冲突
} Consultancy 咨询服务；咨询公司
} Cost-effective 合算的
} Deadlock n.僵局
} Dirty tricks 诡计
} Documentation 文献资料
} Draw up 制定，起草
} Entrepreneur 企业家
} Get stuck on sth. 停顿下来
} Hassle n./v.激烈的争论
} Hold one’s ground 坚守阵地
} Impulsive 冲动的
} In-house 公司内部的
} Knock sb.down 杀价
} Meticulous 谨慎的
} Negotiator 谈判人员
} Play it by ear 即时应付
} Shake sb. Up 激励
} Tactic n．策略
} Table v. 提交讨论
} Cut back on 削减
} Comply with 与……一致
} Compensate for 补偿
