白领口语应急80主题 奋斗之路33 谈判的艺术

常用应急场景

范例一：Discount 打折

I really like what you have. But the price for this product is much higher than we expected. I am absolutely not a buyer at that price.

我很喜欢你们的东西。但是这个产品的价格比我们预期的还要高。如果是这个价格我是绝对不会买的。

I know it is not the cheapest on the market. But if you take the quality factor into consideration, you will find your company will benefit in the long term. This device is built in with the most advanced technology. Every aspect has reached the international standard. It is a worthwhile investment.

我知道这不是市场上最便宜的价格。但是如果您考虑质量因素，你就会发现，从长远来看你们公司总会受益的。这种设备是采用最先进的技术建造的。每个方面都达到国际标准。这是值得投资的。

I understand that. If you can lower the price by 10 percent, we have a deal right now.

我明白。如果你们的价格能降低10%，我们立刻成交。

Well, the best I can do is to lower the price by 5 percent if you are willing to pay 90% cash of front and 10% on delivery. That is our best offer.

额，如果你愿意提前付90%的现金，10%交货时付，我最优惠能给你降价5%。这是我们最优惠的报价了。

Err, well, I can’t decide right now. Do you mind if I have a small internal discussion on this first? I will tell you our decision this afternoon.

额，我现在还不能决定。你介意我先开一个小的内部讨论会吗?今天下午我再告诉你我们的决定。

Sure, no problem.

当然，没问题。

范例二：Talk about negotiation skills 谈论谈判技巧

You must like negotiating a lot. People are saying, you are a super negotiator.

你一定很喜欢谈判。大家都说，你是一个超棒的谈判家。

Ha, I am flattered. Actually, when it comes to negotiate, you don’t need to like it. You just need to understand how it works.

哈哈，过奖了。事实上，每当要谈判的时候，你都不需要喜欢它。你只需要明白如何进行就行了。

I am not good at it by any means. Give me some advice.

无论如何我都不擅长。给我一些建议。

Well, generally speaking, if you want to change someone’s mind or understand his position, you have to put yourself in his shoes. Understand his need and the cost for his need. And then you work together to find a solution.

好的，总的来说，如果你要改变别人的心意或者了解他的处境，你就必须设身处地地他想想。明白他的需要和这种需要的代价。然后你就可以找出一个解决办法了。

Sounds easy. But how can I apply to practice? I am thinking about applying for more reimbursement for my mobile bill. But I am afraid our boss will turn me down.

听起来容易。但是我如何才能运用于实践呢?我在考虑为我的手机账单申请更多的补偿。但是我害怕我老板会拒绝我。

Ok, as John after Kennedy put it, let us never negotiate out of fear, but let us never fear to negotiate.

好吧，就像约翰模仿肯尼迪说的，我们决不要出于害怕而去谈判，而要永远不害怕谈判。