实用商务英语26：买卖过招第一回

结束会议 Concluding a Meeting

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英文正文

Dan:I'd like to get the ball rolling by talking about prices.

Robert: Shoot. I'd be happy to answer any questions you may have.

Dan: Your products are very good. But I'm a little worried about the prices you're asking.

Robert: You think we should be asking for more?

Dan: That's not exactly what I had in mind. I know your research costs are high, but what I'd like is a 25% discount.

Robert: That seems to be a little high, Mr. Smith.I don't know how we can make a profit with those numbers.

Dan: Please, Robert, call me Dan. Well, if we promise future business -- volume sales that will slash your costs for making the Exec-U-Ciser, right?

Robert: Yes, but it's hard to see how you can place such large orders. How could you turn over so many? We'd need a guarantee of future business, not just a promise.

Dan: We said we wanted 1000 pieces over a six month period. What if we place orders for twelve months, with a guarantee?

Robert: If you can guarantee that on paper, I think we can discuss this further.

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句型总结

● 欢迎发问
1. I'd be happy to answer any questions you may have.
2. I'm ready to answer any questions you may have.
3. I'm very willing to answer any questions you may have.
4. It would be my pleasure to answer any questions you may have.

"I'd be happy to answer..."，这个句型是鼓励对方发问，表示自己十分重视对方的反应，及乐于回答与作解释的诚意；有助于双向的沟通。 "would be happy to..."是‘乐意去...'， "would" 在此不是过去式助动词，而是表达一种客气的语调。"any questions you may have"中的 "may" 表示可能性，即‘有可能'的意思，而且 "may" 在此有缓和语气的作用。

● 解释误会
1. That's not exactly what I had in mind.
2. That's not exactly what I was getting at.
3. That's not exactly what I was alluding to.
4. That's not exactly what I was thinking about.

当对方误解你的想法，你想要予以纠正时，实用的句型可用： "That's not exactly what I had in mind."‘我(心里／刚才所说的)并不是这个意思'。 "have (something) in mind"意思是‘心中想着(某件事)'"not exactly"则为‘不尽然，不完全是',紧接这句话之后，你应即刻说明自己真正的意思。

● 提出条件
1. If you can ....., I think we can discuss this further.
2. If you can ....., perhaps we can discuss this more.
3. If you can ....., maybe we can talk more about this.
4. If you can ....., we may be able to agree (to/on) what you're proposing.

谈判陷入僵局，你欲提出折衷办法来突破现况时，可使用"If you can..., I think we can discuss this further."这个句型。此条件句，以"if"子句引导特定的条件，而以主要子句"I think..."表达结果；主要用意是告诉对方：‘如果能同意此条件，或许彼此之间还能继续再谈。'主要子句采"I think..."，而非"I promise..."，在于强调‘可能...'，但不愿打包票；这也是一种谈判技巧。

特别提示

A. 利用‘称名'与‘道姓'，暗示彼此间的距离

在正式场合中当双方第一次会面，通常以Mr.或Ms.，即‘某先生、某小姐'称呼对方；但美加人士习惯直呼其名，以示亲近。例如文中，当Robert称对方Mr. Smith，且抱怨其杀价不合理时，Dan Smith马上请Robert叫他Dan就可以了；这就是刻意缩短彼此间的距离，表示"有话好商量"的讯号。

B. 强而不悍，才是真正的强人

谈判时虽要坚持原则，但最好不要给人剽悍的印象，否则就算做成第一笔生意，第二次合作的机会也是渺茫。避免用第二人称"You"来指责对方，如文中Robert并不直说‘你要的折扣太多了！'，而说："I don't know how we can make a profit with those numbers"（这样的价格我们怎么能赚钱?!）；使得措辞较婉转、较无威胁性，对方听进耳里也较不刺耳，微妙地将指责转换为软性的抱怨。

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