How to Negotiate in English - Business English Lesson

商务英语 - 谈判

Hi, I’m Gina.

嗨，我是Gina。

Welcome to Oxford Online English!

欢迎来到Oxford Online English！

In this lesson, you can learn useful language for business negotiations.

在本节课里，您能学到对商业 谈判有用的说辞。

You’ll learn how to make your position clear, how to accept or reject the other side’s

您学到怎样清楚地表达您的立场， 怎样接受或拒绝另一方的提案，

proposals, and how to express yourself in clear, professional-sounding English.

以及怎样用清晰、腔调专业的 英语来自我表达。

If you haven’t already seen them, I suggest you watch our videos on chairing and attending

如果您还没有看过主持和 出席会议的视频，

meetings.

我建议您看一下。

Negotiations are also a kind of business meeting, and the language from those videos will also

谈判也是商业会议的一种， 这些视频里的说辞也会在

help you in these situations.

这些情形里帮到您。

Don’t forget that you should also visit our website: Oxford Online English dot com.

不要忘记您也要浏览我们的网页： Oxford Online English dot com.

You can find many free English lessons, and also book lessons with one of our professional

您能找到很多免费的英语课程，如果 您需要更多帮助，也可以

teachers if you need more help.

和我们的专业老师中的 一位预订课程。

In this lesson, you’ll see a scenario where I’ll role-play a purchaser for a clothing

在本节课里，您会看到一个一个场景， 我会扮演一位服装

wholesaler.

批发商的采购人员。

Daniel will role-play the manufacturer’s representative, and we’ll be negotiating

Daniel会扮演工厂的代表， 我们会就一个交易

a deal.

进行谈判。

Let’s look at the first part.

让我们看下第一部分。

So, let’s get started.

那么，让我们开始吧。

I’ve read your proposals, and I understand you’re looking for unbranded clothing in

我读了你们的提案，我理解 你们在找各种款式的

a variety of styles.

没品牌的衣服。

That’s right.

是那样的。

Meaning: t-shirts, tank tops, hoodies, zip-up tops, and long-sleeved tees, right?

那就是说：T恤衫、坦克衫、连帽上衣、 拉链上衣、长袖T恤衫，对吗？

Correct.

对的。

Alright.

好吧！

So, my first question is: what kind of volumes are we looking at?

那么，我的第一个问题是：我们 正在谈什么样的规模？

Well, we’re a reseller, so we rebrand the clothing and sell it on to retailers.

好，我们是转售商，所以我们给服装重新 定品牌，并再卖给零售商。

We can potentially move quite a lot of product, but I suggest starting small and scaling up

我们极有可能买十分多的产品， 但是我认为从小量开始，

later.

稍后再扩大规模。

We’re thinking of starting with around 500 to 1500 units per SKU, with more in popular

我们正在考虑以每个款式大约500 到1500件开始，选较

sizes and colours.

流行的尺码和颜色。

And that would be per-month, or…?

那会是每个月吗，或是…?

We’d prefer to keep things flexible to begin with.

我们比较想让事情灵活 一点的开始。

What do you have in mind exactly?

您确切是怎么想的？

I’m not against flexibility, but logistics require a certain amount of forward planning.

我不反对灵活性，但是物流要求 前瞻规划有一个相当的数量。

Of course!

当然！

Let me ask you something: what’s the situation regarding production and delivery?

我有些事想问您：生产和 交付的情形是怎样？

How long does it take you to process orders?

您处理订单需要多长时间？

It’s not completely fixed, but around two weeks.

那不是完全固定的， 但是大约两周。

Larger orders can take more time.

大订单要花更多的时间。

That’s fine, so here’s our situation: we don’t have a lot of warehousing space.

那好，那么我们的情况是这样的： 我们没有大的仓储空间。

That means we can’t commit to a fixed schedule for deliveries.

那意思是我们不能遵守一个 固定的交货时间表。

Instead, we’ll have to make orders once our stock level is low enough and we have

取代的是，一旦我们的库存等级 足够低，我们有空间，

the space.

我们就会下订单。

Hmm…

呃…

That’s possible.

那是有可能的。

One thing you should know: we won’t be able to offer the lowest prices if we can’t be

有一件事您要知道：如果我们不能 提前确定你们的交货时间表，

sure of your delivery schedule in advance.

我们将不能提供最低的价格。

I understand.

我理解。

And for one product category, for example short-sleeved t-shirts, how many variations

对于一个产品类别，例如 短袖T恤衫， 您需要

of size and colour do you need?

多少种尺寸和颜色？

We need all the common sizes, from XS to XXL, each in 16 colours.

我们需要所有常见的尺寸，从XS到 XXL，每个尺寸16种颜色。

At the beginning of a negotiation, both sides need to make their position clear.

在一个谈判的开始，双方需要 清楚地表明他们的立场。

In the dialogue, you saw several ways to do this.

在对话里，您看到了几种 方式来这样做。

Can you remember any?

您可以记得任何一种吗？

First, you can state what you want directly, like this: ‘I suggest starting small and

首先，您可以直接说出您想要的， 像这个：“I suggest starting small and

scaling up later.'

scaling up later.”

‘We’re thinking of starting with around 500 units per SKU.’

“We’re thinking of starting with around 500 units per SKU.”

‘We’d prefer to keep things flexible to begin with.’

”We’d prefer to keep things flexible to begin with.“

You can use this language in other ways.

您可以用其他方式来表示这个说辞。

For example: ‘I suggest a six-month contract to begin with.’

例如：“I suggest a six-month contract to begin with.”

‘We’re thinking of opening new branches in 15 cities.’

“We’re thinking of opening new branches in 15 cities.”

‘We’d prefer to do the marketing work ourselves.’

“We’d prefer to do the marketing work ourselves.”

You can also ask the other side specific questions to find out what they need.

您也可以问另一方特定的问题 来找出他们需要什么。

In the dialogue, you heard: ‘What kind of volumes are we looking at?’

在对话里，您听到：“What kind of volumes are we looking at?”

‘What’s the situation regarding production and delivery?’

“What’s the situation regarding production and delivery?”

Again, you could use these in different situations.

再次，您可以在不同的情形下使用这些。

For example: ‘What kind of schedule are we looking at?’

例如：“What kind of schedule are we looking at?”

‘What’s the situation regarding minimum order volume?’

“What’s the situation regarding minimum order volume?”

Finally, you can also use open-ended questions to check information, or to get more information

最后，您也可以使用开放式的问题 来检查信息，或是从另一方

from the other side, like this: ‘What do you have in mind exactly?’

得到更多的信息，像这样：“What do you have in mind exactly?”

‘And that would be per-month, or…?’

“And that would be per-month, or…?”

Making a question by leaving a sentence unfinished, with the word ‘or’ at the end, is conversational.

通过留下一个没完成的句子来提问，在 结尾用单词“or”，是对话式的。

You wouldn’t use it in writing.

您不能在书写上用它。

However, in spoken English, it’s an effective way of showing that you need more information,

然而，在英语口语，那是一个显示您 需要更多信息的有效方式，

and that you want the other person to finish the idea.

您想要其他人去 完成这个想法。

Very often, negotiations depend on setting conditions.

常常，谈判取决于设定的条件。

What *you* can offer depends on what the other side can do.

*您*可以出什么价取决于 另一边能做什么。

Let’s see how you can talk about this.

我们来看看您可以怎么谈这个。

OK, so if we’re ordering around 100,000 units at one time, what kind of per-unit pricing

好，所以，如果我们一次订购大约 10万件，你们可以

can you offer?

提供哪种每件的定价？

That depends if you can commit to a regular delivery schedule or not.

那取决于你们是否能够承诺 一个规律的交货时间。

Assuming that you need a flexible schedule, we could offer six dollars per unit for tees

假设您需要一个灵活的交货时间表， 每件T恤衫和坦克衫我们

and tank tops, and fifteen for hoodies and zip-ups.

报价6块钱，连帽上衣和 拉链上衣每件15块。

If we need higher volumes, would you be able to go lower?

如果我们要大量的， 价格可以低一点吗？

Possibly, but the schedule is more important to us.

有可能，但是时间表对我们更重要。

Supposing you could commit to a minimum monthly volume, we could go down to five-fifty and

假如你们能承诺一个每月的最低 数量，我们可以降到

fourteen.

5块半和14块。

If we commit to a minimum volume over a six-month period, but with a flexible delivery schedule,

如果我们承诺一个六个月内的最低 数量，但是有一个灵活的交货

could you offer us the same price?

时间表，你们能给我们同样的价钱吗？

As long as there were some limitations on the delivery timing, I think that would be

只要在交货时间上有一些 限制，我认为那是

acceptable.

可以的。

The easiest way to express conditions is with if-sentences.

最简单的方式是用if-句子 表达条件。

For example: ‘If we’re ordering around 100,000 units at one time, what kind of per-unit

例如：”If we’re ordering around 100,000 units at one time, what kind of per-unit

pricing can you offer?’

pricing can you offer?“

If we need higher volumes, would you be able to go lower?’

”If we need higher volumes, would you be able to go lower?“

If we commit to a minimum volume over a six-month period, but with a flexible delivery schedule,

”If we commit to a minimum volume over a six-month period, but with a flexible delivery schedule,

could you offer us the same price?’

could you offer us the same price?“

If-sentences can be used in many ways; it’s common to use the modal verbs ‘will’ ‘can’

If-句子可以用各种方式使用；它是常见 用在句子的另一边的情态动词

‘could’ or ‘would’ on the other side of the sentence.

”will“、”can“、”could“或”would“。

Let’s make some more examples: ‘If we commit to a longer contract, can

让我们做更多的例子： “If we commit to a longer contract, can

you offer us a better price?’

you offer us a better price?”

‘If we agreed to pay the licensing costs, would that make the deal work for you?’

“If we agreed to pay the licensing costs, would that make the deal work for you?”

However, there are other ways to talk about conditions.

然而，有另一种方式去谈条件。

Can you remember any from the dialogue?

您能记得对话里面的任何一种吗？

You heard: ‘Assuming that you need a flexible schedule, we could offer six dollars per unit

您听到：“Assuming that you need a flexible schedule, we could offer six dollars per unit

for tees and tank tops…’

for tees and tank tops…”

‘Supposing you could commit to a minimum monthly volume, we could go down to five-fifty…’

“Supposing you could commit to a minimum monthly volume, we could go down to five-fifty…”

‘As long as there were some limitations on the delivery timing, I think that would

“As long as there were some limitations on the delivery timing, I think that would

be acceptable.’

be acceptable.”

All of these have the same basic meaning, which is like an if-sentence, although ‘assuming…’

所有这些有相同的基本意思， 那像是一个if-句子，尽管“assuming…”

and ‘supposing…’ are used when you want to suggest something which is more speculative.

和“supposing…”在您想建议某些更具 投机性的事情时常被使用。

Using these shows that you’re talking about possibilities, rather than very firm suggestions

使用这些显示您在谈论可能性、 而不是那些会被立即接受或

which need to be accepted or rejected immediately.

拒绝的很确定的建议。

‘As long as…’ has the opposite meaning; it sets a very firm condition.

“As long as…”有一个反义； 它设定一个很确定的条件。

If you say, ‘As long as there were some limitations on the delivery timing, I think

如果您说：“As long as there were some limitations on the delivery timing, I think

that would be acceptable’, you mean that these limitations are necessary.

that would be acceptable”，您意思是 这些限制是必要的。

If you can reach an agreement, then that’s great!

如果你们能达成一个协议， 那么那很棒！

But, what if there’s a sticking point?

但是，如果有一个坚持的重点怎么办？

Let’s work out the details about delivery and scheduling.

让我们找出关于交货和时间表的细节。

For us to make this work at the lower price, we’d need to have monthly deliveries, but

对我们来说，用较低的价格来做这个， 我们需要有每月交货，但是

we could let you adjust the size of the order to some extent, so that you can manage your

我们会让你们在某种程度上调整 订单的大小，所以你们能

warehousing space.

管理你们的仓库空间。

I’ll come right out and say that’s not going to work for us.

我会马上说，这对我们没有用。

Flexibility is essential for us; our whole model is based on just-in-time logistics,

灵活性对我们至关重要； 我们的整个模式是基于即时物流，

so there’s no way around this.

那么没有办法了。

Well, in that case, we won’t be able to offer you the lower price.

好吧，在那个单子，我们不能给 你们提供较低的价格。

I have no problem with flexible deliveries as such, but we can’t offer our best prices

像这样灵活交货我没有问题，但是没有您 那边的一个规律交货的承诺，

without a regular commitment on your part.

我们不能提供我们的最好价格。

I’m sorry to be blunt, but this seems a little short-sighted on your part.

我很抱歉，不好意思，但是这看上去 您那边有一点短视。

We’re potentially looking to order millions of units each year.

我们有可能希望 每年订购数百万件。

Flexible delivery doesn’t mean that we won’t make orders regularly, it just means that

灵活交货不意味着我们不会规律地下订单， 它仅意味着

we need to control the timing and quantities.

我们要控制时机和数量

I understand completely, but you need to realise that we have our own logistics issues to deal

我完全理解，但是您要意识到 我们有我们自己要

with.

应付的物流问题。

If we don’t know exactly when and how big an order will be, that creates costs for us.

如果我们没有准确知道什么时候有订单 以及订单的规模，那会增加我们的成本。

We’re not willing to absorb those costs; I feel that if you need this flexibility,

我们不想吸收这些成本； 我认为如果你们需要灵活性，

then you should be willing to pay for it.

那么你们必须愿意去支付这些。

I’m sorry but I have to draw a line here.

我很抱歉，但是我不得不 画一条线在这。

It’s simply too risky for us to give you what you’re asking.

给你们那些你们想要的会 很容易让我们冒风险。

It seems like we’ve reached a bit of an impasse.

那看上去像是我们已经 陷入一个僵局了。

Shall we take a five-minute break?

我们要休息5分钟吗？

Good idea.

好主意。

If the other side makes a proposal which you can’t accept, you can tell them directly,

如果另一方做了一个你们不能接受的 提案，您可以直接告诉他们。

like this: ‘We won’t be able to offer you the lower price.’

像这样：“We won’t be able to offer you the lower price.”

‘We can’t offer our best prices without a regular commitment on your part.’

“We can’t offer our best prices without a regular commitment on your part.”

‘We’re not willing to absorb those costs.’

“We’re not willing to absorb those costs.”

This language is direct, but it’s often better to be direct if something is important.

这个说法是直接的，但是，如果某事是 重要的，直接通常是比较好的。

You can use this language in other ways.

您可以以其他方式用这种说法。

For example: ‘We won’t be able to finish the work in such a short space of time.’

例如：“We won’t be able to finish the work in such a short space of time."

‘We can’t sign a contract if you can’t guarantee a delivery date.’

"We can’t sign a contract if you can’t guarantee a delivery date."

‘We’re not willing to share this technology for free.’

”We’re not willing to share this technology for free.“

You can also show that you disagree by using phrases like: ‘I’ll come right out and

您也可以通过利用短语，像是： ”I’ll come right out and

say that’s not going to work for us.’

say that’s not going to work for us.“ ”There’s no way around this.“

‘There’s no way around this.’

”I’m sorry but I have to draw a line here.“

‘I’m sorry but I have to draw a line here.’

来显示出你们不同意。

These are general, so you can use them to react to any suggestion which you strongly

这些是一般的，所以您可以用它们 来应任对你们

disagree with.

强烈反对的建议。

It’s a good idea when negotiating to keep things calm and avoid direct criticisms.

当谈判时，让事情平静下来以及避免 直接的批评，那是一个好主意。

If things get confrontational, you could give everyone space to cool off by saying: ‘Shall

如果事情有了冲突，您可以通过说： “Shall we take a five-minute break?”

we take a five-minute break?’

给每个人空间冷静下来。

Next, let’s see how you can resolve disagreements in a productive way.

接下来，我们看看您怎样可以用 有效的方式来解决分歧。

Right, I’ve spoken to a few people and I have a proposal which I hope can make this

好吧，我有和几个人谈过了，我有了 一个能让所有人

work for everyone.

接受的提案。

Sounds good!

听上去不错！

What’s your idea?

您的想法是什么？

The problem for us is that if you don’t maintain a certain monthly volume, we might

我们的问题是如果你们不维持一个 相当的每月数量，给你们低价，

lose money at the lower prices, which obviously we can’t do.

我们也许会亏钱，那是我们 绝对不能做的。

Sure.

当然。

So, here’s my solution: we have an annual contract with a flexible delivery schedule,

所以，这是我的解决方案：“我们有一个 带灵活交货时间表的年度合同，

but with a minimum volume per-quarter.

但是有一个每季的最低数量。

At the end of the quarter, if you haven’t met the volume requirements, you’re liable

在季末，如果你们不能达到 数量要求，你们要对你们的

for the difference in price between your orders and the minimum.

订单数量与最低订单数量 之间的价差负责。

I like the basic idea, but earlier I suggested a six-month contract, and this sounds like

我喜欢这个基本的想法，但是早些时候 我建议的是一个六个月的合同，

a much worse deal for us.

这听上去对我们来说像是更糟糕的交易。

Well, I want to make this work, but the lower prices only work if we can guarantee orders

好吧，我想做这个，但是低价只在 如果我们能保证

over a full year.

一整年订单的情况下有效。

I’ll make another offer: you pay five seventy-five for tees and tank tops and fourteen-fifty

我会做另一个报价：T恤衫和坦克衫 每件你们付5.75元，连帽衣

for hoodies and zip-up tops.

和拉链上衣每件付14.50元。

Then, you can have a six-month contract, with minimum volume per-quarter.

那么，您可以有一个有每季最低 数量的六个月的合同。

That’s a good offer, but can we have the minimum over the whole period, just to have

那是一个好报价，但是在整个合同 期间，我们可以有一个最低

more flexibility?

数量吗，只想更灵活一些？

I can’t make more concessions that I already have, I’m afraid.

我担心我不能有比这 更多的让步了

I think this is a good compromise which allows us to move forwards.

我认为这是一个很好的可以让 我们向前迈进的折衷方案。

I’ll need to call my team to confirm, but I think this should be feasible.

我要打给我的团队确认一下，但是 我认为这应该是可行的。

Great!

很好！

When you’ve reached an impasse, you need to make suggestions so that you can move forward.

当你们陷入僵局时，您要去提出 建议，这样你们能推进。

To introduce a new idea, you heard this language from the dialogue: ‘I have a proposal which

介绍一个新想法，您从一位对话者 听到这个说法：“I have a proposal which

I hope can make this work for everyone.’

I hope can make this work for everyone.”

‘Here’s my solution: …’

“Here’s my solution: …”

'I'll make another offer...'

“I'll make another offer...”

You can also ask the other side to suggest

您也能要求另一方来提出他们的想法，

their ideas, like this: ‘What’s your idea?’

像这样：”What’s your idea?“

‘What would you suggest?’

”What would you suggest?“

Then, you need to react to the other side’s ideas.

然后，您要去应对另一方的想法。

If you agree, you could say something like, ‘That’s a good offer.’

如果您同意，您能说些像这样的， ”That’s a good offer."

‘I think this should be feasible.’

"I think this should be feasible."

‘Feasible’ has a similar meaning to ‘possible’ or ‘practical’.

"Feasible"与“possible”或“practical” 的意思相似。

If something is ‘feasible’, it means that you can do it, and it won’t be difficult

如果某些事是“feasible”，那意味着 您可以做那个，那不会

or problematic.

是难的或有问题的。

Hopefully, at this point you’ve managed to reach an agreement!

希望在这一点上，你们已经 达成了一个协议！

If so, what else do you need to do?

如果是这样，您还需要做些什么？

Let’s go through the main points: you’ll order a minimum of 500,000 units in a six-month

让我们来看一下要点：您会 订购一个最低数量50万件、

period, at a price of five seventy-five for short-sleeved t-shirts, long-sleeved t-shirts

6个月交货期限、长、短 T恤衫和坦克衫

and tank tops, and fourteen-fifty for hoodies and zip-up tops.

每件5.75元，连帽衣和拉链 上衣每件14.50元。

That’s right.

是那样的。

Regarding delivery, orders are flexible, but you commit to giving us three weeks’ notice

关于交货、订单是灵活的，但是 你们承诺每个订单

for each order.

给我们三周的通知。

Yes.

是的

We still need to settle the exact details of sizes, colours, and so on.

我们仍然需要确定尺寸、 颜色等准确的细节。

Of course, but from our point of view, that isn’t an issue.

当然，但从我们这边看， 那不是一个问题。

Production costs are almost identical.

生产成本几乎是相同的。

OK, so we can work that out later.

好，这样我们可以稍候解决。

There’s also the matter of penalties in case you don’t meet your minimum volume

在你们不能满足整个合同的 最低订单数量的情况下，

over the course of the contract…

也有一个违约金的问题。…

I thought we agreed that we would simply pay the unit cost for the shortfall?

我认为我们同意我们简单地付单件的差价？

Yes, but which unit cost?

但是，哪一个单价？

We need to agree separate minimums for the t-shirts and tank tops, and for the heavier

我们要同意分开T恤衫和 坦克衫的最低数量以及

items.

较重商品的最低数量。

True, but I don’t see that being a problem.

真的，但是我不认为那会有问题。

No, me neither.

我也没有问题。

So, we’ll put this in writing and send you a provisional agreement within the next few

那么，我们做成书面格式，并在接下来的 几天内发送给你们

days.

一份临时的协议书。

If everything looks OK, we can work on getting a contract drawn up.

如果每件事都还好，我们可以来 起草一份合同。

Perfect!

太好了。

Once you’ve reached an agreement, you should summarise what you’ve agreed, and then outline

一旦你们达成一个协议，您要总结 你们同意什么，然后

the next steps which you both need to take.

列出你们双方要做的下一步。

You might also mention points which need to be discussed later.

您也可能要提及之后 需要讨论的重点。

To summarise what you’ve agreed, you could say, ‘Let’s go through the main points:

对于总结你们同意什么，您可以说， “Let’s go through the main points:

…’ ‘Regarding delivery, …’

…’ ‘Regarding delivery, …”

You can use ‘regarding’ to introduce a new idea.

您可以使用“regarding’ to introduce a new idea.

So, you could say, ‘Regarding the pricing…’

So, you could say, ‘Regarding the pricing…”

‘Regarding the timetable …’ …and so on.

"Regarding the timetable …" …等等。

If there’s something you need to talk about later, you could say, ‘We still need to

如果有一些你们之后要谈的事情， 您可以说，“We still need to

settle the exact details of…’

settle the exact details of…”

'There’s also the matter of…’

“There’s also the matter of…”

These are flexible phrases, which you can use to talk about many points, like this:

有您可以用来谈论很多重点的 灵活短语，，像是这个：

‘We still need to settle the exact details of the training programme’

“We still need to settle the exact details of the training programme”

‘There’s also the matter of integration with our existing software systems.’

“There’s also the matter of integration with our existing software systems.”

Finally, you need to agree on the next steps.

最后，你们需要再同意下一步。

You might say something like, ‘We’ll put this in writing.’

您可能会说某些像是， “We’ll put this in writing.”

‘We’ll send you a provisional agreement.’

“We’ll send you a provisional agreement.”

‘We can work on getting a contract drawn up.’

“We can work on getting a contract drawn up.”

‘Draw up’ is a phrasal verb which means ‘write’, but it’s only used for contracts

“Draw up”是一个短语动词，意思是 “write”，但它仅适用于

and other legal documents.

合同和其他法律文件。

Do you have any interesting experiences or tips relating to business negotiations?

您有任何与商业谈判有关的 有趣经验或是诀窍吗？

We’d love to hear from you, so please share your ideas in the comments!

我们很想听听您的，那么 请在评论区分享！

Thanks for watching!

感谢观看！

See you next time!

下次见！