谈判能力在每种谈判种都起到重要作用，无论是商务谈判、外交谈判，还是劳务谈判，在买卖谈判中，双方谈判能力的强弱差异决定了谈判结果的差别。

Part IIII Exercises and Discussions

After reading Part Two, what are some of thebusiness practices in US that you find reasonableand understandable? On the other hand, what is itthat you find strange and ridiculous? Write youranswers down on a piece of paper and compare themwith your group members. Feel free to debate ondifferent views.

Read the following excerpts from negotiationsand identity what tactic one party is trying to useon the other party.

1. You know, I’d love to make that change, but I’m going to have to run this by my boss,and you know he’s really tough. I don’t think he’ll go for it.

2. This is it. Either take it, or else I’ll have to leave you as my supplier.

3. I’ll tell you what. We need to show some cash up front, so if you sign this deal, I’ll cutyour ten – no fifteen – percent off the next deal when we negotiate it next year. If we don’t, I’mnot sure we’re going to be around to negotiate anything next year.

4. You have our offer. If you have problems with it, I suggest you go somewhere else.

5. Sure we can accept your timing recommendations. I’ll pass them on to the seniorcommittee and they’ll make a recommendation. Those will be passed along to the vice-president in charge of the division, who will form his own committee and then pass along arecommendation to the president. I don’t see any problems, though.

6. If you don’t accept our offer, I’ll ruin your name in this business. You’ll be looking forwork in another country.

Follow strategies given in Part three, give your instant responses to above situations anddiscuss with your class on any possible future outcomes.

Part V Supplementary Materials

Supplementary Expressions in Negotiation (谈判口语用法总结)

Welcoming 表欢迎

On behalf of …, I’m very glad to welcome you… 我代表... 很高兴欢迎您...

It’s a pleasure to see you here. 很高兴在这儿见到您.

Thank you for coming all this way. 感谢您的到来.

It’s nice to be here. 很高兴来到这儿.

Introductions 介绍

This is…He’s in charge of…/He looks after…/He’s our… 这是... 他负责... 他是我们的...

Let me introduce you to… 我想把您介绍给...

Have you met…? She’s just taken over as Head of… 您认识...? 她是... 的主管; 刚接管...

Starting the negotiation 开始谈判

I wondered if I could start by saying… 我想我是否开始能... 说

We’re short of time, so let’s get started. 时间不多, 我们开始吧.

We’ve got a very full agenda, so perhaps we’d better get down to business. 我们的日程很紧, 所以还是切入正题吧.

Small Talk 缓和气氛的轻松对话

Did you have a good journey?路上还顺利吧?

How was your flight?航班还顺利吧?

Is this your first visit to…?这是你头一次到...么/

Did you find it easy to get here?我们这里还好找吧?

Objectives 主题

We’re here today to…我们今天的目的是...

The main objective/purpose of today’s meeting is…今天会议的主题/目的是...

Agenda 日程

Let’s just run through the agenda. 让我们先来看一下日程的安排

There are three/four/five items on the agenda. 日程上有...项内容.

Let’s leave … until later.我们把...安排到以后吧.

Inviting interruptions 询问意见

Please don’t hesitate to interrupt. 如果有问题, 请别客气, 尽管打断我.

Please feel free to ask questions. 请大家随意提问.

Let’s deal with any questions immediately. 让我们马上来处理问题吧.

We/I would like to know what you think. 我想了解你想些什麽

Considering what they already know 考虑到他们所了解到的

You’ve all seen our brochures/proposal/offer 你们都已经看到我们的宣传册/ 建议书了...

I think you’ve all had a chance to read our… 我想你们一会儿会有时间看到我们的...

I don’t want to go over the same ground. 在这里我不想在重复同样的内容了.