谈判英文范文（通用4篇）精选
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下面是小编为大家带来的谈判英文范文，本文共4篇，希望大家能够喜欢!
篇1：英文谈判常用句大
英文谈判常用句大集合
很多人认为谈判很难，用英文谈判就更难了，事实上如果你认真的学习了谈判技巧，多分析英文案例，
就会发现这件事情比你想象中的要简单多了。当然，我们必须指出，一个好的英文谈判人员，首先要是
一个娴熟的谈判专家，无关乎语言。因为这种技巧是超越语言的，你掌握了核心的东西后，剩下的工作
，只是表达语言的熟练与否而已。
因此我们接下来的内容实际上有两大块：一是谈判技巧的训练，一是在谈判中的某些英文表达法的练习
。
重要的谈判词汇准备：
alternatives
noun
含义：other options/其它选择
例句：We can't offer you the raise you requested, but let's discuss some other
alternatives.
我们不能承受您所要求的增长，不过我们可以讨论一下其它的选择。
amplify
verb
含义：expand; give more information/扩大，常用amplify on,详细阐述
例句：Could you amplify on your proposal please.
请您详细阐述一下您的提案。
arbitration
noun
conflict that is addressed by using a neutral third party
We're better to settle this between us, because a formal arbitration will cost both of us
money.
bargain
noun/verb
含义：try to change a person's mind by using various tactics/这个词在名词的时候是契约之意，
作动词的时候有讨价还价之意，也有约定，期待的意思。
例句：We bargained on the last issue for over an hour before we agreed to take a break.
在我们同意休息一下之前，我们在最后一个议题上争论了一个多小时。
bottom-line
noun
含义：conflict that is addressed by using a neutral third party/底线
例句：I'll accept a raise of one dollar per hour, but that's my bottom-line.
我会接受每小时1美元的增长，但是那是我的底线。
collective
adj
含义：together/共同
例句：This is a collective concern, and it isn't fair to discuss it without Marie present.
这是一项共同事业，在没有Marie的出席下讨论它是不公平的。
compensate
verb
含义：make up for a loss/补偿，偿还
例句：If you are willing to work ten extra hours a week we will compensate you by paying
you overtime.
如果你愿意每周额外工作十小时的话，我们愿意补偿你加班费。
comply
verb
含义：agree/顺从，应允
例句：I'd be willing to comply if you can offer me my own private office.
如果你能给我提供私人办公室的话，那我愿意答应你。
compromise
verb
含义：changing one's mind/terms slightly in order to find a resolution/妥协
例句：We are willing to compromise on this issue because it means so much to you.
既然它对你意义重大，那么我们愿意在这个议题上妥协
concession
noun
含义：a thing that is granted or accepte/让步
例句：I think we can offer all of these concessions, but not all at once.
我想我们能够接受所有这些让步，但并非所有的都能马上。
conflict resolution
noun
含义：general term for negotiations/冲突解决
例句：It is impossible to engage in conflict resolution when one of the parties refuses to
listen.
当党派之一拒绝接受时，冲出的解决是不可能进行的。
confront
verb
含义：present an issue to someone directly/使面对
例句：I confronted my boss about being undervalued, and we're going to talk about things on
Monday.
我让老板直视贬值问题，并且这周一我们要讨论这件事。
consensus
含义：noun
例句：agreement by all/共识
It would be great if we could come to a consensus by 5:00 P.M.
如果我们能在5:00pm之前达成共识，那就太好了。
cooperation
noun
含义：the working together /合作
例句：I have appreciated your cooperation throughout these negotiations.
我很感谢您在这些谈判中的合作。
counter proposal
noun
含义：the offer/request which is presented second in response to the first proposal/反提案
例句：In their counter proposal they suggested that we keep their company name rather than
creating a new one.
在他们的反提案中，他们建议我们继续保持他们公司的名字而不是创造一个新的。
counterattack
verb/noun
含义：present other side of an issue/反击
例句：Before we could start our counterattack they suggested we sign a contract.
在我们能够反击之前他们想让我们签一份合同。
counterpart
noun
含义：person on the other side of the negotiations/对方
例句：I tried to close the discussions at noon, but my counterpart would not stop talking.
我想在中午结束这个讨论，但是对方却不想停止讨论。
cordially
verb/noun
含义：politely/诚挚的
例句：In the past I have had little respect for that client, but today she spoke cordially
and listened to my point of view.
过去我对那位顾客缺乏敬意，但是今天她说得很真诚并且聆听了我的观点。
demands
adv
含义：needs/expectations that one side believes it deserves/要求（认为是应得的）
例句：They had some last minute demands that were entirely unrealistic.
他们有些完全不现实的最后要求。
deadlock
noun
含义：point where neither party will give in/僵局
例句：When the discussions came to a deadlock we wrote up a letter of intent to continue
the negotiations next week.
当讨论陷入僵局时，我们写了一封恳切的信以便下周继续谈判。
dispute
noun
含义：argument/conflict/争论
例句：I was hoping to avoid discussing last year's dispute, but Monica is still holding a
grudge.
我一直希望避免讨论去年的争吵，但是Monica仍然心怀愤意。
dominate
verb
含义：have the most control/stronger presence/支配，主导
例句：Max has such a loud voice, he tends to dominate the conversations.
Max声音那么大，他意图主导这场谈话。
entitled
adj
含义：be deserving of/应得，有资格
例句：My contract says that I am entitled to full benefits after six months of employment.
我的合同上写着被雇佣6个月后我有资格得到全部工资。
flexible
adj
含义：open/willing to change/有弹性的
例句：We have always been flexible in terms of your working hours.
按照你的工作小时来说我们一直都很宽松。
haggling
verb
含义：arguing back and forth (often about prices)/争论
例句：We've been haggling over this issue for too long now.
我们现在在这个话题上争论太久了。
hostility
noun
含义：long-term anger towards another/敌意
例句：I want you to know that we don't have any hostility towards your company despite last
year's mixup.
我想让你知道尽管有去年的误会但是我们对你的公司还是没有任何敌意。
high-ball
verb
含义：make a request that is much higher than you expect to receive
例句：I'm planning to high-ball my expectations when I open the discussion.
当我开始这个讨论时我便计划先把我的要求预置得高些
impulse
noun
含义：quick decision without thought or time/冲动
I acted on impulse when I signed that six-month contract.
我签这份6个月的合同时实在太冲动了。
indecisive
adj
含义：has difficulty choosing/making a decision/优柔寡断的
例句：They were so indecisive we finally asked them to take a break and come back next
week.
他们是这样优柔寡断以至于我们最后让他们休息一下然后下后再来。
leverage
noun
含义：(bargaining power) something that gives one party a greater chance at succeeding over
another/杠杆作用，指用你实际拥有的资产，获得大量利益的能力
例句：We have a little bit of leverage because we are the only stationary company in town.
我们有一点杠杆优势，因为我们是镇上的唯一一家文具公司。
log-rolling
verb
含义：trading one favour for another/滚木策略，常指此次谈判我方给与让步，以便下次谈判对手让
步
例句：After a bit of log-rolling we came to an agreement that pleased both of us.
在使用了一些滚筒策略之后，我们形成了一个是我们双方都很满意的共识
low-ball
verb
含义：offer something much lower than you think the opponent will ask for/低球策略
基于互惠和承诺的购买和谈判技术或技巧之一，具体为在信息不完全的情况下向某人提出一些要求，之
后将整个的情况都告诉给这个人，比如首先诱使一个人同意一个相对诱人的.事情，之后他才发现真是情
况与预想的并不相同。
例句：I was expecting my boss to low-ball in the initial offer, but he proposed a fair
salary increase.
我一开始期望我的老板在第一个提议中采用低球策略，但是他提出了一个公平的薪金增长方案。
mislead
verb
含义：convince by altering or not telling the whole truth about something/误导
例句：They misled us into thinking that everything could be resolved today.
他们让我们误以为每件事今天都可以解决掉。
mutual
adj
含义：agreed by both or all/互相的
例句：The decision to call off the merger was mutual.
中止合并的决定是互相都同意的。
objective
noun
含义：goal for the outcome目标
例句：My prime objective is to have my family members added to my benefits plan.
我的首要目标是让我的家庭成员加入到我的利益计划中。
point of view
noun
含义：person's ideas/ thoughts/观点
例句：From my point of view it makes more sense to wait another six months.
以我的看法，再等六个月更有道理。
pressure
verb
含义：work hard to convince another of an idea /强迫
例句：He pressured me to accept the terms by using intimidation tactics.
他使用胁迫手段强迫我同意这一条。
proposal
noun
含义：argument to present /提案
例句：While I listened to their proposal I noted each of their objectives.
当我听取他们的提案时，我记录了他们的每一个目标。
receptive
adj
含义：open to/interested in an idea /接受的
例句：His positive body language demonstrated that he was receptive to our suggestions.
他的正面肢体语言表明了他对于我们的建议是接受的。
resentment
noun
含义：anger held onto from a previous conflict 积怨
例句：Mary's resentment stems from our not choosing her to head the project.
Mary的愤怒积源于我们没有选择她来执掌这个项目。
resistance
noun
含义：a display of opposition /阻力
例句：We didn't expect so much resistance on the final issue.
我们没有料到在最后一个议题上会有这么多阻力。
resolve
verb
含义：end conflict, come to an agreement 决议，解决
例句：Before you can resolve your differences you'll both need to calm down.
在你能决议你的不同之前你也需要冷静。
tactics
noun
含义：strategies used to get one's goals met 手段，策略
There are certain tactics that all skillful negotiators employ.
娴熟的谈判者会使用某些特定的策略。
tension
noun
含义：feeling of stress/anxiety caused by heavy conflict/紧张感
例句：There was a lot of tension in the room when George threatened to quit.
当George害怕得离开时，屋子里充满了紧张气氛。
trade-off
noun
含义：terms that are offered in return for something else/条件交换
例句：Lower payments over a longer period of time sounded like a fair trade-off until we
asked about interest charges.
更低的费用代替更长的时间听上去是一个公平的条件交换，不过这要看具体的费用情况。
ultimatum
noun
含义：a final term that has serious consequences if not met/最后通牒
例句：His ultimatum was that if I didn't agree to give him the raise he asked for, he'd
quit today without two week's notice.
他的最后通牒就是如果我不同意给他他要求的加薪，他今天就马上离开而不是还留下两周的通知期
unrealistic
adj
含义：very unlikely to happen/不现实的
例句：It's unrealistic to think that we will have all of our demands met.
我们所有的要求都得到满足是不现实的。
victory
noun
含义：a win/胜利
例句：We considered it a victory because they agreed to four of our five terms.
我们认为它是一个胜利，因为他们同意了我们5项中的4项。
yield
verb
含义：to give in to another's requests/答应
例句：The client will only yield to our conditions, if we agree to work over the holiday
weekend.
只有我们同意假期周末工作，顾客才会答应我们的条件，
谈判的准备
Preparing to Negotiate谈判的准备：
Lack of preparation in a negotiation almost always sets a person up for failure. First and
foremost, each party must clearly define their own goals and objectives. Secondly, each
party must anticipate the goals of the opposition. This may require doing some background
research. Finally, each party must come up with various alternatives to their main
objectives.
没有准备的谈判人员注定是失败的。首先，谈判人员必须非常明确他们的目的和具体目标。其次，他们
要知道对手的目标。这要求在每场谈判前都要做大量的调查和分析。最后，也是最容易被忽视的就是，
谈判人员必须准备大量的替代方案。
英文谈判案例：
Markus Prepares to Negotiate with Louis/ Markus准备和Louis谈判
Markus approaches Louis after his shift on Friday afternoon and asks if he can arrange a
meeting to discuss a potential promotion. Louis sighs and reminds Markus that they already
had this discussion last year. Markus agrees, but reminds Louis of his loyalty to the
company and insists that they speak again on the subject next week. Eventually Louis, who
is afraid that Markus might quit on the spot, agrees to meet on Monday during the crew's
lunchhour.
在星期五下午的调动之后，Markus接触了Louis，询问是否能够安排一个单独会面时间来讨论一下Markus
的升职可能性。Louis提醒Markus他们已经在去年谈过着这个话题了。但是Markus提醒Louis要注意到自
己对公司的忠诚，并且坚持下周要再谈一谈这件事。结果害怕Markus离职的Louis同意了在周一的午餐时
间谈一下。
Over the weekend, Markus thinks about Monday's meeting. Last year, he was unprepared to
negotiate and ended up only getting a 50 cent/hour pay raise. This did not satisfy him, and
he has continued to feel undervalued ever since. Many times, after a hard day at work,
Markus has considered quitting. However, it is difficult to find work in the middle of
winter. Markus has a family to support and he can't afford to lose his job.
整个周末，Markus都在思考周一的私人谈话。去年由于没有准备，结果那场谈判以时薪仅上涨50cent的
结果而告终。他对此非常不满，自此后一直认为自己的价值被低估了。许多次，当经过了一天的劳累之
后，Markus总是想离开。尽管如此，在冬天这个时节是很难找工作的，Markus要养一个家庭，而他不能
没有工作。
Markus decides to do some research on negotiating. He learns the principles behind
collaborative negotiating, and decides that this is the approach he will take this time.
After he has understood the concept he can ask himself the preparatory questions above.
Finally, he can apply the rules of collaborative negotiating to his own case.
Markus决定针对此次谈判做一次调查。他学习了共同谈判的原则，并且决定这就是这次他才取得当时。
他弄明白了其中的概念，问了自己几个预先准备的问题，最终，他要把这些谈判原则运用到他自己的案
子中去。
Here are some preparatory questions to ask yourself before beginning talks with the other
party/以下这些问题是你在开始每一段谈话前都必须首先问自己的：
&O1548; What is my main objective?
我的主要目标是什么？
&O1548; What are all of the alternatives I can think of?
我可以想到的替代方案是什么？
&O1548; Why do I deserve to have my goals met?
为什么我如此渴望实现这个谈判目标？
&O1548; What will my opponent's counter proposal likely consist of?
我的对手会提出什么样的反提案？
&O1548; How can I respond to this counter proposal?
我要怎么回应对手的提案？
&O1548; When would I like to have this issue resolved?
我希望这个议题在什么时候有定论？
&O1548; What is my bottom-line?
我的底线是什么？
&O1548; What market research/homework do I need to do to back up my cause?
针对我的案例，我应该做哪方面的调查？
&O1548; What is my bargaining power compared to my opponent's?
相比我的对手，我讨价还价的筹码是什么？
&O1548; What do I know about the principles of negotiating?
我应该知道些什么样的谈判原则？
Markus Answers the Preparatory Questions/ Markus对这些问题的回答是这样的：
&O1548; My main objective is to be named crew foreman and to earn a salary that is
competitive with other foremen in the area.
我的主要目标是升到班头，并且得到一份相对于其他公司同等职位来讲有竞争力的薪水
&O1548; Alternatives include looking for work elsewhere, asking for a dollar more an hour,
suggesting that Louis hire someone else to take on extra duties.
替代方案包括另谋高就，要求多于1美元的时薪，建议Louis雇佣其他人承担额外的工作
&O1548; I deserve this promotion because I have worked with Landscape Labourers for five
consecutive years, and have received many compliments from satisfied clients. I am the team
member who reports early every morning and leaves last. If we are under a deadline, I work
through my lunchhour. All of the other team members come to me with their questions.
我要求这个改善是因为我在这里已经连续工作了五年，并且深受顾客好评。在这个队伍中，我每天都早
来晚走。如果任务很紧，我会主动放弃我的午休时间。其他的队伍成员常常向我咨询他们的问题。
&O1548; Louis will likely say that he can't afford to pay me more because business is slow
in the winter. He will say that there are plenty of qualified labourers who will do the
work for less money.
Louis可能会说他不能负担我更多的薪金，因为冬天是生意淡季。他会说这里有许多合格的劳动力，而他
们做相同的工作却要求更少的薪金
&O1548; Both of these arguments are probably true. Landscape Labourers lost a lot of money
last year due to poor weather. There were a few weeks that we couldn't work, but Louis had
to pay us anyway because of our contracts. And, unemployment is at an all time high in our
region. However, Louis just signed a contract with a new company that will mean regular
work for at least the next two years. Also, the other team members rely on me, and none of
them have the experience to take over my position if I quit. It will cost Louis a lot of
money to train a new landscaper to do everything that I do.
这两条反驳意见可能都是真的，因为天气太坏，这个行业去年收入降低了不少，有几周我们几乎没有工
作，但是Louis还是得按合同付我们工资。而且，临时工在任何时候都很多。尽管如此，Louis还是和一
个新公司签了合同，就是至少还有两年，公司里的工作是需要稳定的人员来做的。而且，其他的员工很
倚赖我，如果我离开了，他们没有人拥有我这个职位的经验。Louis如果培养一个像我一样的新的庭院设
计人员会花很多钱的
&O1548; I understand that winter is tough on this business, so I would like to have this
issue resolved by spring.
我明白这个行业在冬天很艰难，所以我希望在春天的时候能解决掉这个议题
&O1548; I will look into three other local landscaping businesses and inquire about the
salary and benefits of its employees. I will also review the classified ads to see if any
other companies are hiring or looking for a foreman.
我还会看看其它三家当地的庭院行业，打听一下他们的雇员的薪金和福利。我还要看看广告上有没有其
它公司想雇佣一个领班。
&O1548; My bottom-line is to receive an extra dollar an hour and to be named team manager.
我的底线是至少时薪要涨1美元，并且担任团队经理。
&O1548; I think Louis and I have equal bargaining power right now. None of the other
current members of our team are as committed to the job as I am. However, unemployment is
high and there are other people he could hire.
我想现在Louis和我的谈判筹码是等重的。现在团队中的其他人没有人能和我相比，尽管如此，现在失业
率很高，而他可以雇佣其他人。
&O1548; I have never been a strong negotiator. I need to learn more about negotiationg
strategies and tactics.
我现在还不是一个强大的谈判者，我需要学习更多的谈判技巧和策略。
Collaborative Negotiating/协同谈判
In business, the goal of negotiating parties should always be for mutual gain. This type of
win-win negotiation is often called collaborative negotating. The opposite of collaborative
negotiating is called competitive negotiating. The goal of competitive negotiating is for
one party to win and the other to lose. Dishonest practices, such as lying, manipulation,
intimidation, and bribery are often used in this type of negotiation.
在商业中，双方谈判的目的应该为达到相互一致而努力。这种双赢类型的谈判一般被称为协同谈判。与
协同谈判相反的谈判类型被称之为竞争谈判。竞争谈判的目的是要达到一方完全胜出而另一方彻底失败
。不诚实的做法，比如说谎，操控，恐吓，行贿常常在这种谈判中出现。
Main Principles of Collaborative Negotiating:/协同谈判的主要原则：
&O1548; Resolve previous conflicts ahead of time
随着时间的推移解决先前的冲突
&O1548; Deal with issues, not personalities
注意谈的是提案，而不是人身攻击
&O1548; Commit to listening more than speaking: The more you know about your counterpart,
the more likely you will achieve your goals. You cannot convince someone of something when
you do not know anything about them, or what their own needs are. A common mistake is to
prepare one's next question or point while the opponent is speaking.
多认真聆听：你知道关于对手的信息越多，你就越容易达到目的。你无法在对对方一无所知的情况下说
服对方。人们经常犯下这样的错误，即在对方阐述的时候己方却在思考自己的下一个问题
&O1548; Establish trust in the onset
建立信任
&O1548; Develop a common goal
找到共同的目标
&O1548; Discuss a common enemy
讨论共同的对手
&O1548; Take opponent's views/needs into careful consideration: Not only do you want to win
this negotiation, you want your opponent to win as well, so that he or she will negotiate
with you again in the future.
仔细思考对方的观点或需求：不要总想着自己要赢得这场谈判，要希望对手也能赢，这样对手才会在将
来再次与你谈判。
Markus Applies the Principles for Collaborative Negotiating/Markus应用了这些原则：
&O1548; I will not discuss the fact that I was only offered a 50 cent raise last year. It
was my fault for not being prepared to negotiate.
我不能讨论去年我接受了50cent的时薪增长问题，这是我的责任，我没有准备好那次谈判。
&O1548; Even though I think Louis is lazy, and takes too many days off when we are busy, I
will not point out his shortcomings. This is about my promotion, not his work ethic.
即使我认为Louis很懒，当我们在忙的时候他却浪费了很多时间，那我也不能指明他的毛病。这是关于我
的晋升，而不是他的工作。
&O1548; I will first thank Louis for employing me for five consecutive years. I will tell
him that the stable work has meant a lot to me and my family, and I appreciate the
security, especially with so many people out of work.
我要先感谢Louis这五年来一直都在雇佣我。我会告诉他稳定的工作对我和我的家庭是多么重要，并且感
激这所带来的安全感，特别是与如此多的人工作。
&O1548; I will tell Louis that I think his company is one of the most respected landscape
companies in the region, and ensure him that my goal is to have a lifelong career at
Landscape Labourers. I will say that I hope I will never have to work for a company that
does a poor job, such as Powell Designs.
我会告诉Louis他的公司是这个地区中最值得尊敬的园林公司，并让他确信我的目标是以园林事业作为终
生职业。我得说我从不希望要到一家工作很差的公司工作，比如Powell Desighs。
&O1548; I will acknowledge that last year's weather was a problem and note that it is not
anyone's fault that the company lost money.
我要指出去年的天气是一个问题，并指明在那种情况下公司有损失并不是任何一个人的责任。
篇2：英文谈判例句
很多人认为谈判很难，用英文谈判就更难了，事实上如果你认真的学习了谈判技巧，多分析英文案例，
就会发现这件事情比你想象中的要简单多了。当然，我们必须指出，一个好的英文谈判人员，首先要是
一个娴熟的谈判专家，无关乎语言。因为这种技巧是超越语言的，你掌握了核心的东西后，剩下的工作
，只是表达语言的熟练与否而已。
因此我们接下来的内容实际上有两大块：一是谈判技巧的训练，一是在谈判中的某些英文表达法的练习
。
重要的谈判词汇准备：
alternatives
noun
含义：other options/其它选择
例句：We can't offer you the raise you requested, but let's discuss some other
alternatives.
我们不能承受您所要求的增长，不过我们可以讨论一下其它的选择。
amplify
verb
含义：expand; give more information/扩大，常用amplify on,详细阐述
例句：Could you amplify on your proposal please.
请您详细阐述一下您的提案。
arbitration
noun
conflict that is addressed by using a neutral third party
We're better to settle this between us, because a formal arbitration will cost both of us
money.
bargain
noun/verb
含义：try to change a person's mind by using various tactics/这个词在名词的时候是契约之意，
作动词的时候有讨价还价之意，也有约定，期待的意思。
例句：We bargained on the last issue for over an hour before we agreed to take a break.
在我们同意休息一下之前，我们在最后一个议题上争论了一个多小时。
bottom-line
noun
含义：conflict that is addressed by using a neutral third party/底线
例句：I'll accept a raise of one dollar per hour, but that's my bottom-line.
我会接受每小时1美元的增长，但是那是我的底线。
collective
adj
含义：together/共同
例句：This is a collective concern, and it isn't fair to discuss it without Marie present.
这是一项共同事业，在没有Marie的出席下讨论它是不公平的。
compensate
verb
含义：make up for a loss/补偿，偿还
例句：If you are willing to work ten extra hours a week we will compensate you by paying
you overtime.
如果你愿意每周额外工作十小时的话，我们愿意补偿你加班费。
comply
verb
含义：agree/顺从，应允
例句：I'd be willing to comply if you can offer me my own private office.
如果你能给我提供私人办公室的话，那我愿意答应你。
compromise
verb
含义：changing one's mind/terms slightly in order to find a resolution/妥协
例句：We are willing to compromise on this issue because it means so much to you.
既然它对你意义重大，那么我们愿意在这个议题上妥协
concession
noun
含义：a thing that is granted or accepte/让步
例句：I think we can offer all of these concessions, but not all at once.
我想我们能够接受所有这些让步，但并非所有的都能马上。
conflict resolution
noun
含义：general term for negotiations/冲突解决
例句：It is impossible to engage in conflict resolution when one of the parties refuses to
listen.
当党派之一拒绝接受时，冲出的解决是不可能进行的。
confront
verb
含义：present an issue to someone directly/使面对
例句：I confronted my boss about being undervalued, and we're going to talk about things on
Monday.
我让老板直视贬值问题，并且这周一我们要讨论这件事。
consensus
含义：noun
例句：agreement by all/共识
It would be great if we could come to a consensus by 5:00 P.M.
如果我们能在5:00pm之前达成共识，那就太好了。
cooperation
noun
含义：the working together /合作
例句：I have appreciated your cooperation throughout these negotiations.
我很感谢您在这些谈判中的合作。
counter proposal
noun
含义：the offer/request which is presented second in response to the first proposal/反提案
例句：In their counter proposal they suggested that we keep their company name rather than
creating a new one.
在他们的反提案中，他们建议我们继续保持他们公司的名字而不是创造一个新的。
counterattack
verb/noun
含义：present other side of an issue/反击
例句：Before we could start our counterattack they suggested we sign a contract.
在我们能够反击之前他们想让我们签一份合同。
counterpart
noun
含义：person on the other side of the negotiations/对方
例句：I tried to close the discussions at noon, but my counterpart would not stop talking.
我想在中午结束这个讨论，但是对方却不想停止讨论。
cordially
verb/noun
含义：politely/诚挚的
例句：In the past I have had little respect for that client, but today she spoke cordially
and listened to my point of view.
过去我对那位顾客缺乏敬意，但是今天她说得很真诚并且聆听了我的观点。
demands
adv
含义：needs/expectations that one side believes it deserves/要求（认为是应得的）
例句：They had some last minute demands that were entirely unrealistic.
他们有些完全不现实的最后要求。
deadlock
noun
含义：point where neither party will give in/僵局
例句：When the discussions came to a deadlock we wrote up a letter of intent to continue
the negotiations next week.
当讨论陷入僵局时，我们写了一封恳切的信以便下周继续谈判。
dispute
noun
含义：argument/conflict/争论
例句：I was hoping to avoid discussing last year's dispute, but Monica is still holding a
grudge.
我一直希望避免讨论去年的争吵，但是Monica仍然心怀愤意。
dominate
verb
含义：have the most control/stronger presence/支配，主导
例句：Max has such a loud voice, he tends to dominate the conversations.
Max声音那么大，他意图主导这场谈话。
entitled
adj
含义：be deserving of/应得，有资格
例句：My contract says that I am entitled to full benefits after six months of employment.
我的合同上写着被雇佣6个月后我有资格得到全部工资。
flexible
adj
含义：open/willing to change/有弹性的
例句：We have always been flexible in terms of your working hours.
按照你的工作小时来说我们一直都很宽松。
haggling
verb
含义：arguing back and forth (often about prices)/争论
例句：We've been haggling over this issue for too long now.
我们现在在这个话题上争论太久了。
hostility
noun
含义：long-term anger towards another/敌意
例句：I want you to know that we don't have any hostility towards your company despite last
year's mixup.
我想让你知道尽管有去年的误会但是我们对你的公司还是没有任何敌意。
high-ball
verb
含义：make a request that is much higher than you expect to receive
例句：I'm planning to high-ball my expectations when I open the discussion.
当我开始这个讨论时我便计划先把我的要求预置得高些
impulse
noun
含义：quick decision without thought or time/冲动
I acted on impulse when I signed that six-month contract.
我签这份6个月的合同时实在太冲动了。
indecisive
adj
含义：has difficulty choosing/making a decision/优柔寡断的
例句：They were so indecisive we finally asked them to take a break and come back next
week.
他们是这样优柔寡断以至于我们最后让他们休息一下然后下后再来。
leverage
noun
含义：(bargaining power) something that gives one party a greater chance at succeeding over
another/杠杆作用，指用你实际拥有的资产，获得大量利益的能力
例句：We have a little bit of leverage because we are the only stationary company in town.
我们有一点杠杆优势，因为我们是镇上的唯一一家文具公司。
log-rolling
verb
含义：trading one favour for another/滚木策略，常指此次谈判我方给与让步，以便下次谈判对手让
步
例句：After a bit of log-rolling we came to an agreement that pleased both of us.
在使用了一些滚筒策略之后，我们形成了一个是我们双方都很满意的共识
low-ball
verb
含义：offer something much lower than you think the opponent will ask for/低球策略
基于互惠和承诺的购买和谈判技术或技巧之一，具体为在信息不完全的情况下向某人提出一些要求，之
后将整个的情况都告诉给这个人，比如首先诱使一个人同意一个相对诱人的事情，之后他才发现真是情
况与预想的并不相同。
例句：I was expecting my boss to low-ball in the initial offer, but he proposed a fair
salary increase.
我一开始期望我的老板在第一个提议中采用低球策略，但是他提出了一个公平的薪金增长方案。
mislead
verb
含义：convince by altering or not telling the whole truth about something/误导
例句：They misled us into thinking that everything could be resolved today.
他们让我们误以为每件事今天都可以解决掉。
mutual
adj
含义：agreed by both or all/互相的
例句：The decision to call off the merger was mutual.
中止合并的决定是互相都同意的。
objective
noun
含义：goal for the outcome目标
例句：My prime objective is to have my family members added to my benefits plan.
我的首要目标是让我的家庭成员加入到我的利益计划中。
point of view
noun
含义：person's ideas/ thoughts/观点
例句：From my point of view it makes more sense to wait another six months.
以我的看法，再等六个月更有道理。
pressure
verb
含义：work hard to convince another of an idea /强迫
例句：He pressured me to accept the terms by using intimidation tactics.
他使用胁迫手段强迫我同意这一条。
proposal
noun
含义：argument to present /提案
例句：While I listened to their proposal I noted each of their objectives.
当我听取他们的提案时，我记录了他们的每一个目标。
receptive
adj
含义：open to/interested in an idea /接受的
例句：His positive body language demonstrated that he was receptive to our suggestions.
他的正面肢体语言表明了他对于我们的建议是接受的。
resentment
noun
含义：anger held onto from a previous conflict 积怨
例句：Mary's resentment stems from our not choosing her to head the project.
Mary的愤怒积源于我们没有选择她来执掌这个项目。
resistance
noun
含义：a display of opposition /阻力
例句：We didn't expect so much resistance on the final issue.
我们没有料到在最后一个议题上会有这么多阻力。
resolve
verb
含义：end conflict, come to an agreement 决议，解决
例句：Before you can resolve your differences you'll both need to calm down.
在你能决议你的不同之前你也需要冷静。
tactics
noun
含义：strategies used to get one's goals met 手段，策略
There are certain tactics that all skillful negotiators employ.
娴熟的谈判者会使用某些特定的策略。
tension
noun
含义：feeling of stress/anxiety caused by heavy conflict/紧张感
例句：There was a lot of tension in the room when George threatened to quit.
当George害怕得离开时，屋子里充满了紧张气氛。
trade-off
noun
含义：terms that are offered in return for something else/条件交换
例句：Lower payments over a longer period of time sounded like a fair trade-off until we
asked about interest charges.
更低的费用代替更长的时间听上去是一个公平的条件交换，不过这要看具体的费用情况。
ultimatum
noun
含义：a final term that has serious consequences if not met/最后通牒
例句：His ultimatum was that if I didn't agree to give him the raise he asked for, he'd
quit today without two week's notice.
他的最后通牒就是如果我不同意给他他要求的加薪，他今天就马上离开而不是还留下两周的通知期
unrealistic
adj
含义：very unlikely to happen/不现实的
例句：It's unrealistic to think that we will have all of our demands met.
我们所有的要求都得到满足是不现实的。
victory
noun
含义：a win/胜利
例句：We considered it a victory because they agreed to four of our five terms.
我们认为它是一个胜利，因为他们同意了我们5项中的4项。
yield
verb
含义：to give in to another's requests/答应
例句：The client will only yield to our conditions, if we agree to work over the holiday
weekend.
只有我们同意假期周末工作，顾客才会答应我们的条件，
谈判的准备
Preparing to Negotiate谈判的准备：
Lack of preparation in a negotiation almost always sets a person up for failure. First and
foremost, each party must clearly define their own goals and objectives. Secondly, each
party must anticipate the goals of the opposition. This may require doing some background
research. Finally, each party must come up with various alternatives to their main
objectives.
没有准备的谈判人员注定是失败的。首先，谈判人员必须非常明确他们的目的和具体目标。其次，他们
要知道对手的目标。这要求在每场谈判前都要做大量的调查和分析。最后，也是最容易被忽视的就是，
谈判人员必须准备大量的替代方案。
篇3：英文谈判例句
Markus Prepares to Negotiate with Louis/ Markus准备和Louis谈判
Markus approaches Louis after his shift on Friday afternoon and asks if he can arrange a
meeting to discuss a potential promotion. Louis sighs and reminds Markus that they already
had this discussion last year. Markus agrees, but reminds Louis of his loyalty to the
company and insists that they speak again on the subject next week. Eventually Louis, who
is afraid that Markus might quit on the spot, agrees to meet on Monday during the crew's
lunchhour.
在星期五下午的调动之后，Markus接触了Louis，询问是否能够安排一个单独会面时间来讨论一下Markus
的升职可能性。Louis提醒Markus他们已经在去年谈过着这个话题了。但是Markus提醒Louis要注意到自
己对公司的忠诚，并且坚持下周要再谈一谈这件事。结果害怕Markus离职的Louis同意了在周一的午餐时
间谈一下。
Over the weekend, Markus thinks about Monday's meeting. Last year, he was unprepared to
negotiate and ended up only getting a 50 cent/hour pay raise. This did not satisfy him, and
he has continued to feel undervalued ever since. Many times, after a hard day at work,
Markus has considered quitting. However, it is difficult to find work in the middle of
winter. Markus has a family to support and he can't afford to lose his job.
整个周末，Markus都在思考周一的私人谈话。去年由于没有准备，结果那场谈判以时薪仅上涨50cent的
结果而告终。他对此非常不满，自此后一直认为自己的价值被低估了。许多次，当经过了一天的劳累之
后，Markus总是想离开。尽管如此，在冬天这个时节是很难找工作的，Markus要养一个家庭，而他不能
没有工作。
Markus decides to do some research on negotiating. He learns the principles behind
collaborative negotiating, and decides that this is the approach he will take this time.
After he has understood the concept he can ask himself the preparatory questions above.
Finally, he can apply the rules of collaborative negotiating to his own case.
Markus决定针对此次谈判做一次调查。他学习了共同谈判的原则，并且决定这就是这次他才取得当时。
他弄明白了其中的概念，问了自己几个预先准备的问题，最终，他要把这些谈判原则运用到他自己的案
子中去。
Here are some preparatory questions to ask yourself before beginning talks with the other
party/以下这些问题是你在开始每一段谈话前都必须首先问自己的：
What is my main objective?
我的主要目标是什么？
What are all of the alternatives I can think of?
我可以想到的替代方案是什么？
Why do I deserve to have my goals met?
为什么我如此渴望实现这个谈判目标？
What will my opponent's counter proposal likely consist of?
我的对手会提出什么样的反提案？
How can I respond to this counter proposal?
我要怎么回应对手的提案？
When would I like to have this issue resolved?
我希望这个议题在什么时候有定论？
What is my bottom-line?
我的底线是什么？
What market research/homework do I need to do to back up my cause?
针对我的案例，我应该做哪方面的调查？
What is my bargaining power compared to my opponent's?
相比我的对手，我讨价还价的筹码是什么？
What do I know about the principles of negotiating?
我应该知道些什么样的谈判原则？
Markus Answers the Preparatory Questions/ Markus对这些问题的回答是这样的：
My main objective is to be named crew foreman and to earn a salary that is
competitive with other foremen in the area.
我的主要目标是升到班头，并且得到一份相对于其他公司同等职位来讲有竞争力的薪水
Alternatives include looking for work elsewhere, asking for a dollar more an hour,
suggesting that Louis hire someone else to take on extra duties.
替代方案包括另谋高就，要求多于1美元的时薪，建议Louis雇佣其他人承担额外的工作
I deserve this promotion because I have worked with Landscape Labourers for five
consecutive years, and have received many compliments from satisfied clients. I am the team
member who reports early every morning and leaves last. If we are under a deadline, I work
through my lunchhour. All of the other team members come to me with their questions.
我要求这个改善是因为我在这里已经连续工作了五年，并且深受顾客好评。在这个队伍中，我每天都早
来晚走。如果任务很紧，我会主动放弃我的`午休时间。其他的队伍成员常常向我咨询他们的问题。
Louis will likely say that he can't afford to pay me more because business is slow
in the winter. He will say that there are plenty of qualified labourers who will do the
work for less money.
Louis可能会说他不能负担我更多的薪金，因为冬天是生意淡季。他会说这里有许多合格的劳动力，而他
们做相同的工作却要求更少的薪金
Both of these arguments are probably true. Landscape Labourers lost a lot of money
last year due to poor weather. There were a few weeks that we couldn't work, but Louis had
to pay us anyway because of our contracts. And, unemployment is at an all time high in our
region. However, Louis just signed a contract with a new company that will mean regular
work for at least the next two years. Also, the other team members rely on me, and none of
them have the experience to take over my position if I quit. It will cost Louis a lot of
money to train a new landscaper to do everything that I do.
这两条反驳意见可能都是真的，因为天气太坏，这个行业去年收入降低了不少，有几周我们几乎没有工
作，但是Louis还是得按合同付我们工资。而且，临时工在任何时候都很多。尽管如此，Louis还是和一
个新公司签了合同，就是至少还有两年，公司里的工作是需要稳定的人员来做的。而且，其他的员工很
倚赖我，如果我离开了，他们没有人拥有我这个职位的经验。Louis如果培养一个像我一样的新的庭院设
计人员会花很多钱的
I understand that winter is tough on this business, so I would like to have this
issue resolved by spring.
我明白这个行业在冬天很艰难，所以我希望在春天的时候能解决掉这个议题
I will look into three other local landscaping businesses and inquire about the
salary and benefits of its employees. I will also review the classified ads to see if any
other companies are hiring or looking for a foreman.
我还会看看其它三家当地的庭院行业，打听一下他们的雇员的薪金和福利。我还要看看广告上有没有其
它公司想雇佣一个领班。
My bottom-line is to receive an extra dollar an hour and to be named team manager.
我的底线是至少时薪要涨1美元，并且担任团队经理。
I think Louis and I have equal bargaining power right now. None of the other
current members of our team are as committed to the job as I am. However, unemployment is
high and there are other people he could hire.
我想现在Louis和我的谈判筹码是等重的。现在团队中的其他人没有人能和我相比，尽管如此，现在失业
率很高，而他可以雇佣其他人。
I have never been a strong negotiator. I need to learn more about negotiationg
strategies and tactics.
我现在还不是一个强大的谈判者，我需要学习更多的谈判技巧和策略。
Collaborative Negotiating/协同谈判
In business, the goal of negotiating parties should always be for mutual gain. This type of
win-win negotiation is often called collaborative negotating. The opposite of collaborative
negotiating is called competitive negotiating. The goal of competitive negotiating is for
one party to win and the other to lose. Dishonest practices, such as lying, manipulation,
intimidation, and bribery are often used in this type of negotiation.
在商业中，双方谈判的目的应该为达到相互一致而努力。这种双赢类型的谈判一般被称为协同谈判。与
协同谈判相反的谈判类型被称之为竞争谈判。竞争谈判的目的是要达到一方完全胜出而另一方彻底失败
。不诚实的做法，比如说谎，操控，恐吓，行贿常常在这种谈判中出现。
Main Principles of Collaborative Negotiating:/协同谈判的主要原则：
Resolve previous conflicts ahead of time
随着时间的推移解决先前的冲突
Deal with issues, not personalities
注意谈的是提案，而不是人身攻击
Commit to listening more than speaking: The more you know about your counterpart,
the more likely you will achieve your goals. You cannot convince someone of something when
you do not know anything about them, or what their own needs are. A common mistake is to
prepare one's next question or point while the opponent is speaking.
多认真聆听：你知道关于对手的信息越多，你就越容易达到目的。你无法在对对方一无所知的情况下说
服对方。人们经常犯下这样的错误，即在对方阐述的时候己方却在思考自己的下一个问题
Establish trust in the onset
建立信任
Develop a common goal
找到共同的目标
Discuss a common enemy
讨论共同的对手
Take opponent's views/needs into careful consideration: Not only do you want to win
this negotiation, you want your opponent to win as well, so that he or she will negotiate
with you again in the future.
仔细思考对方的观点或需求：不要总想着自己要赢得这场谈判，要希望对手也能赢，这样对手才会在将
来再次与你谈判。
Markus Applies the Principles for Collaborative Negotiating/Markus应用了这些原则：
I will not discuss the fact that I was only offered a 50 cent raise last year. It
was my fault for not being prepared to negotiate.
我不能讨论去年我接受了50cent的时薪增长问题，这是我的责任，我没有准备好那次谈判。
Even though I think Louis is lazy, and takes too many days off when we are busy, I
will not point out his shortcomings. This is about my promotion, not his work ethic.
即使我认为Louis很懒，当我们在忙的时候他却浪费了很多时间，那我也不能指明他的毛病。这是关于我
的晋升，而不是他的工作。
I will first thank Louis for employing me for five consecutive years. I will tell
him that the stable work has meant a lot to me and my family, and I appreciate the
security, especially with so many people out of work.
我要先感谢Louis这五年来一直都在雇佣我。我会告诉他稳定的工作对我和我的家庭是多么重要，并且感
激这所带来的安全感，特别是与如此多的人工作。
I will tell Louis that I think his company is one of the most respected landscape
companies in the region, and ensure him that my goal is to have a lifelong career at
Landscape Labourers. I will say that I hope I will never have to work for a company that
does a poor job, such as Powell Designs.
我会告诉Louis他的公司是这个地区中最值得尊敬的园林公司，并让他确信我的目标是以园林事业作为终
生职业。我得说我从不希望要到一家工作很差的公司工作，比如Powell Desighs。
I will acknowledge that last year's weather was a problem and note that it is not
anyone's fault that the company lost money.
我要指出去年的天气是一个问题，并指明在那种情况下公司有损失并不是任何一个人的责任。
篇4：英文谈判与要点
英文谈判与要点
The Negotiation Process/谈判过程：
It's time to negotiate! Here are a few golden rules to successful negotiations:
现在是谈判的时间了！下面是成功谈判的黄金原则：
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.
至少让谈判持续15分钟，少于这个时间的话谈判的一方是不会有足够的时间去考虑另一方的观点的。一
般来说谈判的规格或严肃性决定了它所需要的时间。设置一个时间限是一个好主意。大约90%的谈判是在
最后10%的讨论过程中建立的。
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.
总是让对方先说，这点尤为重要特别当你是提要求的一方比如要求加薪时。对方可能会高估你所要求的
或者实际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.
认真听对方在讲什么。这点很重要，即使对方并没有表现出相同的礼貌。如果对方表现出沮丧或愤怒，
也要保持冷静和愉悦。记住一些人可能会恐吓你。
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.
回应对方所说的。每个人喜欢看到自己所说的是重要的。如果对方先开始，那么重新阐述一下你所听到
的。在你介绍你自己的观点之前重复他们的重要想法。
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.
注意你所拥有的和对手的身体语言。看看下面的表，学习怎样在谈判中使用和解读肢体语言。确保你没
有使用任何负面的身体语言。
Language to use to show understanding/agreement on a point/表达理解程度或同意程度的语言：:
&O1548; I agree with you on that point. 我在那一点上赞同你。
&O1548; That's a fair suggestion. 那是一个公平的建议。
&O1548; So what you're saying is that you... 所以你所说的是……
&O1548; In other words, you feel that... 换句话说，你觉得…..
&O1548; You have a strong point there. 你很强调这一点。
&O1548; I think we can both agree that... 我想我们都能同意…..
&O1548; I don't see any problem with/harm in that. 我在…上没有看到任何问题…
Language to use for objection on a point or offer:/表明反对某一观点或提案的语言：
&O1548; I understand where you're coming from; however,... 我明白你得道理，但是尽管如此…
&O1548; I'm prepared to compromise, but... 我做好了妥协的准备，但是…
&O1548; The way I look at it... 我看待它的方式….
&O1548; The way I see things... 我看待这些事的方式…
&O1548; If you look at it from my point of view... 如果你站在我的立场上看…
&O1548; I'm afraid I had something different in mind. 我恐怕有些不同意见。
&O1548; That's not exactly how I look at it. 确切地说我不是那样看的.
&O1548; From my perspective... 在我的方面…
&O1548; I'd have to disagree with you there. 在那点上我不能赞同你。
&O1548; I'm afraid that doesn't work for me. 我恐怕那对我行不通。
&O1548; Is that your best offer?这是你给我的最好选择么？
Body Language/肢体语言 Possible meaning/可能含义
Avoiding Eye Contact
避免眼神接触 &S226; Lying 说谎
&S226; Not interested 不感兴趣
&S226; Not telling the whole truth没有说出整个真相
Serious Eye Contact
严肃的眼神接触 &S226; Trying to intimidate 试图恐吓
&S226; Showing anger 表达愤怒
Touching the face/fidgeting
触摸脸颊/坐立不安 &S226; Nervousness 紧张
&S226; Lack of confidence 缺乏自信
&S226; Submission 屈服顺从
Nodding点头 &S226; Agreeing 同意
&S226; Willing to compromise 愿意妥协
Shaking the head/turning away
摇头/转过头去 &S226; Frustrated 沮丧的，无效的
&S226; In disbelief 不相信
&S226; Disagreeing with a point 不同意
英文谈判案例：
Markus Opens the Negotiations/Markus开始了谈判
It's finally lunchtime and Markus and Louis meet as planned. Markus offers for Louis to
speak first, but Louis declines:
最终午休时间Markus和Louise如约而至。Markus让Louis先说，但是Louis拒绝了。
Markus:
Thanks again for agreeing to meet today. I really appreciate you taking the time during
your lunch.
再次感谢您同意今天的这次会面。我非常感激您愿意让我占用您的午休时间。
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，让我们开始吧。我想尽快解决它以便我们能够回去工作。
Markus:
Great. Okay, well, if there's anything you'd like to say first, please be my guest.
很好，好的。如果您想先说点什么，请尽管说。
Louis:
Oh, no, I insist you go first. After all, you're the one who asked to meet with me.
哦，不，我坚持你先说。毕竟，是你要求的这次谈话。
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。第一我想让你知道我完全知道在过去的几年中你在掌管这家公司时所面临的挑战。我明白去
年的坏天气让你以及所有的本地的园林公司损失不小。尽管如此，我认为你也意识到了我对我现在的薪
水不满。我已经在公司做了5年了，除了去年以外，其它年份利益都不错。除去您企业的本身的增长，我
也发挥了很大作用。
Louis:
You're lucky to have a job in these times.
你很幸运在这个时候还有工作。
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，我非常感谢你一直雇佣我，特别是在淡季当公司艰难盈利的时候。稳定对我很重要，这就是为什
么我一直对公司保持忠诚
Louis:
You haven't had much choice but to remain loyal, Markus. There are no jobs out there.
你没有很多选择，除了保持忠诚，Markus。除了这里之外再没有工作了。
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.
如果你不介意的话，我愿意结束我刚才所说的，而您可以让我知道您所处的位置。实际上，这里有几家
公司都在雇人。不是所有的公司我都愿意在里面工作，比如，您和我都知道我绝不愿意为像Powell
Designs这样的公司工作。我更愿意在一家像Landscape Labourers的公司里做。我得说，我有这个自由
去打给本地的几家其它公司去看一看他们会给主管什么样的薪水。
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？我没有主管。从来没有。这不是我们的风格。别忘了。你是一个合同工，像其它专员一样。
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，我要谢谢您提出来。除了要求一个更高的薪水，那个职位在本地的公司中也是很有竞争力的，我
认为我也想要一个新的头衔。您和我都知道雇员们都把我看成了一个主管，即使我还没有这个头衔。
Louis:
You don't have the title, but you also don't have the responsibility. It's a lot of work
being a foreman.
你没有这个头衔，但是你也不必承担这个责任，成为主管后会有很多工作的。
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?
实际上，您不能说您还没注意到我比其他人来得都早，离开得都晚。每天早上我总是给所有人分派工作
，当需求上涨时打电话给供应商，这就是主管的职责，对吗？
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。但是一个主管也要帮助解决团队内的冲突，还要处理顾客的抱怨。你总是把这些东西推给我。
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。尽管如此，我很愿意担负起这些额外的.责任，您能给我一个时薪为25美元主管职位吗？
Coming to a Close or Settlement/接近尾声
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:
有几个信号表明了谈判正接近尾声。这并不一定意味着双方能够达成一致。许多案例中，谈判会进行许
多轮。开始的一轮可能只是揭开了主要议题，可能还需要后来的几轮来讨论和解决他们。这里有一些谈
话接近尾声的信号
&O1548; A difference of opinion has been significantly reduced
不同的意见极大地减少了
&O1548; One party suggests signing an agreement.
一方建议签一个协议
&O1548; One or both parties indicate that a period of time to pause and reflect is
necessary.
一方或者双方指出需要暂停，各自回去思考是必须的
Beware of last-minute strong-arm tactics./要知道反咬一口的强硬策略
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:
及时你决定对你的对手保持诚实和善意，但另外一方很可能不会这样对你，
要准备好牢牢地站在你的立
场上，仍然保持诚恳，特别是在谈判的最后几分钟里。在这个时候，灵活的一方可以使用某种策略去尝
试让你失去关注点或者降低要求和标准。记住冲突往往都是在最后的几分钟内解决的。反咬一口策略背
后的理论是一方出于害怕会失去所有在那一点上已经形成的让步或进展，因而可能更容易认输。人们变
得疲惫或者有其它事情必须去做，比如在另一个商务进程结束前打了一个重要的电话，或者从学校接孩
子。这里有一些反咬一口的策略，它们在谈判进行到这个时刻时经常会被用到。
&O1548; Walking out of the room
走出房间
&O1548; Offering a short-term bribe
提供一个短期的诱惑
&O1548; Telling you to take it or leave it
告诉你接受它或者放弃它
&O1548; Giving an ultimatum
给一个最后通牒
&O1548; Abrupt change in tone (used to shock the other party into submission)
声调的突然变化（用来使另一方屈服）
&O1548; Introducing new requests (used at to get you to concede with little thought or
consideration)
提出新的要求（让你在没有深思熟虑的情况下让步）
&O1548; Stating generalizations without evidence (dropped without significant
statistics/proof)
在没有证据的情况下陈述普遍性（没有重要的统计/证明）
&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（让你以为他们给了你很多优惠，希望你能降低你的期望值）
Language to use in closing/在最后会用到的句子
&O1548; It sounds like we've found some common ground.
听上去我们找到了一些共同点。
&O1548; I'm willing to leave things there if you are.
如果你同意的话我愿意把问题留在那。
&O1548; Let's leave it this way for now.
让我们现在就以这种方式处理它吧。
&O1548; I'm willing to work with that.
我愿意那样去做。
&O1548; I think we both agree to these terms.
我认为我们都同意这一项。
&O1548; I'm satisfied with this decision.
我对这个决定很满意。
&O1548; I think we should get this in writing.
我认为我们应该把这个写下来。
&O1548; I'd like to stop and think about this for a little while.
我希望停一下，稍稍想一下这个。
&O1548; You've given me a lot to think about/consider.
你们让我考虑了很多。
&O1548; Would you be willing to sign a contract right now?
你愿意现在签一份协议吗？
&O1548; Let's meet again once we've had some time to think.
让我们立刻再见一次，我们已经想过这个了。
英文谈判案例
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，我们花了这么多时间在这，而我几乎都没有动我的午餐。
Markus:
I know, and we have a lot of work to get done this afternoon.
我知道，而且我们下午还有很多工作要做。
Louis:
Well, I guess we'll have to settle this at another time.
好的，我想我们不得不在其它时间确定这个了。
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.
实际上，我想今天就确定。我知道您有多忙。让您坐下来谈话并不容易。
Louis:
(standing up and getting ready to walk out of the room) Well, we're not getting anywhere.
（站起身准备走出房间）好的，我们现在不能再谈了。
Markus:
Please sit down for a few more minutes so we can make a decision.
请再多做几分钟，让我们做个决定。
Louis:
And what if I don't? Are you going to quit?
如果我不呢？你要离开吗？
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.
我是一个忠诚的雇员，我相信如果我们都有兴趣去解决这个冲突是最好的。这只再需要几分钟。
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，我会在你的工资单上改掉头衔，但是没有加薪。
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，加薪对我来说比头衔本身更重要。
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，没有那么多雇主会同意给一个像你这样的人主管头衔的。你甚至没有正式的证书。
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.
您在那之前说过了对您来说经验比学历更重要。记得那个您雇过的Samuel，他拥有一个园林设计的4年制
学位，但是却从来没有在野外工作过一天。你在他的实习期结束之前就让他走了。
Louis:
Oh, don't remind me of that kid.
哦，别让我想起那个孩子。
Markus:
Look, I'd be willing to accept $24.00/hr, if you agree to review my salary again come
spring.
看，我愿意接受每小时24美元的时薪，如果你同意在来年春天再次考虑我的薪金。
Louis:
Fine. I guess, that's fair. You are my best employee, right now at least.
我想，那是公平的。你是我最好的雇员，至少现在是。
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。你也不会介意把我的职位变成主管。我不会让您失望的。记住。我会负起一个主管该负
的责任的，这会让你拥有更多的时间去开发新客户。
Louis:
Speaking of new clients. I'm expecting an important phone call in ten minutes, so let's
wrap this up.
说到新客户。我正在等待10分钟后的一个重要电话，所以让我们把这个收起来吧。
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，我认为我们都同意了这些项。我们能握个手么？我的意思是，我能这样理解您所说的，我的新的
时薪从下个月头开始执行么？（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，请你回去工作吧。还有，我需要你订一下星期一的所有供货。
Markus:
Thanks, Louis. I'll get on that right now.
谢谢，Louis。我立刻去做。
Formalize the agreement/negotiation/形成约定/谈判
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.
在大部分商务谈判中，把东西写下来是个好办法。即使决定还没有做出，我们也经常用一封诚恳的信来
使谈判继续下去。这是一种让每一方都保证继续交涉的方式。一封恳切的信经常会突出在将来的谈判中
涉及到的主要议题。在一些案例中，一份机密的约定也是必要的。这是双方在讨论中保持信息不公开的
一个保证。当一个约定形成时，可能一份正式的合同会应运而生。另一方面，由于约定的严肃性级别的
不同，双方之间的信任程度不同，一个简单的握手和口头约定可能就足够了。例如，一个雇主晋升了一
个雇员而这个雇员相信新的薪酬会在下一次的工资支票上体现出来。尽管如此，即使没有在纸上写任何
东西，写一封E-mail来确认这些项并把这个约定记录下来，特别是那些最后约定的具体数字。
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