02 沟通协商
谈判交流有技巧
dialogue
the two parties are negotiating about the products price.
谈判双方正在就产品价格进行协商。
a: i'm interested in your computers, but i'm wondering about the price you'll possibly offer.
a：我对你们的电脑很感兴趣，但是不知贵方会出什么价？
b: as far as that style of computers is concerned we have agreed on a unit price of 400 dollars for at least 50, and we can't go below that price for an order of this size.
b：就那种型号的电脑而言，我们同意给400美元的单价，但必须至少购买50台，对这样的订购量我们不可能低于这个数。
a: your price is much higher than i expected. we are making a large order of 200. could you give us a little discount?
a：你们的价格比我预期的要高很多。我们计划200台的大订货量，能给我们折扣吗？
b: i know you're making a large order but you are also getting excellent products at a very large discount. 400 dollors is almost the lowest price we can offer.
b：我知道你们的订购量很大，但你们也是以很大的优惠购买质量上乘的产品。400美元是我们能给的最低价。
a: i'm afraid i can't agree with you. your price is much higher than other companies'. we can't buy with your offer.
a：恐怕我不能同意你们的价格。你方的价格比其他公司的价格高出很多。我们不能接受这个价格。
b: well, what do you suggest then? how about 5%? the price is already a little tight,and our profit margin is not that large.
b：好吧，你觉得多少优惠合适？5%怎么样？这个价格已经有点勉强了，我们的利润没有那么高的。
a: let's close the deal at a discount of 8%,ok?
a：让我们以每台优惠8%的价格敲定这桩生意，好吗？
b: you drive a hard bargain! ok, that's a deal.
b：你真会讨价还价。好吧，就这么定了。
notes
1. discount ['diskaunt] n. 折扣，贴现率；v. 打折扣，贴现；不重视
2. margin ['mɑ:d?in] n. 边缘，余地；幅度；利润；页边空白；定金
3. close the deal 达成交易
4. hard bargain 吃亏的买卖；条件苛刻、没有让步的协议
小贴士
在双方谈判交流的过程中，一定要注意倾听对方的发言，如果对对方的观点已经了解，可以说：i see what you mean.（我明白您的意思。）如果表示同意，可以说：that would be nice.（那样太好了。）或者i agree with you.（我赞成。）如果是可以接受但必须有条件，可以用on the condition that这个句型，例如：we accept your proposal, on the condition that you place a large order than 5000.（如果您订购超过5000台，我们会接受您的提议。）
另外，在与外商尤其是欧美国家的商人谈判时，如果有不同意见，最好坦白直率地提出来，而不要拐弯抹角。比如无法赞同对方的意见时，可以说：i don't think that's a good idea.（我并不认为那是个好主意。）或者frankly speaking, we can't agree with your proposal.（坦白地讲，我无法同意您的提案。）如果是拒绝，可以直接说：we can't accept. it's too high.（这个价格太高，我们不能接受。）
应对纠纷有妙招
dialogue