How to Negotiate in English - Business English Lesson

商務英文 - 談判

Hi, I’m Gina.

嗨，我是Gina。

Welcome to Oxford Online English!

歡迎來到Oxford Online English！

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

在本節課裡，您能學到在商業 談判上有用的說辭。

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

您能學到怎麼清楚地表達您的立場， 怎麼接受或拒絕另一方的提案，

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

以及怎麼用清晰、腔調專業的 英文來自我表達。

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

如果您還沒有看過主持和 出席會議的影片，

meetings.

我建議您看一下。

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

談判也是商業會議的一種， 這些影片裡的說辭也會在

help you in these situations.

這些情形裡幫到您。

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

不要忘記您也要訪問我們的網頁： Oxford Online English dot com.

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

您能找到很多免費的英文課程，如果 您需要更多的幫助，也可以

teachers if you need more help.

和我們的專業老師中的 一位預訂課程。

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

在本節課裡，您會看到一個場景， 我會扮演服裝批發商

wholesaler.

的一位採購人員。

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

Daniel會扮演工廠的代表， 我們會就一個

a deal.

交易談判。

Let’s look at the first part.

我們看看第一部份。

So, let’s get started.

那麼，我們開始吧。

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

我讀了你們的提案，我了解 你們在找各種款式的

a variety of styles.

沒品牌的衣服。

That’s right.

是那樣的。

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

那就是說：T恤衫、坦克衫、連帽上衣、 拉鏈上衣、長袖T恤衫，是嗎？

Correct.

是的。

Alright.

好吧！

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

那麼，我的第一個問題是：我們 正在談多大的訂單規模？

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

好，我們是轉售商，所以我們給服裝 重新做品牌包裝，再賣給零售商。

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

我們很可能買很多的產品， 但是我認為會從小量開始，

later.

之後再擴大規模。

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

我們正在考慮以每個品項大約500 到1500件開始，選比較

sizes and colours.

流行的尺碼和顏色。

And that would be per-month, or…?

那會是每個月嗎，還是…?

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

我們比較想讓事情靈活 一點開始。

What do you have in mind exactly?

您具體是怎麼想的？

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

我不反對靈活性，但是物流要求 前瞻規畫有一個相當的數量。

Of course!

當然！

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

我有些事想問您：生產和 交貨是怎麼樣的？

How long does it take you to process orders?

你們處理訂單要多長時間？

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

那不一定， 但是大約兩周左右。

Larger orders can take more time.

大訂單要花更多的時間。

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

那好，那麼我們的情形是這樣的： 我們沒有很多倉儲空間。

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

那意思是我們不能符合一個 固定的交貨時程。

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

取代的是，一旦我們的庫存等級 足夠低，我們就有空間，

the space.

我們就會下訂單。

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：如果我們不能 提前確定您的交貨時程，

sure of your delivery schedule in advance.

我們將不能提供最低的價格。

I understand.

我理解。

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

對於一個產品品項，例如 短袖T恤衫， 您需要

of size and colour do you need?

多少種尺寸和顏色？

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

我們需要所有常見的尺寸，從XS到 XXL，每個尺寸16種顏色。

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

在一個談判的初始，雙方需要 清楚地表明他們的立場。

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

在對話裡，您看到了這樣 做的幾種方式。

Can you remember any?

您可以記得任何一種嗎？

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

首先，您可以直接說出您想要的， 像這樣：“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.

您可以用其他方式來這麼說。

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.

您也可以問另一方特定的問題 來找出他們需要什麼。

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

在對話裡，您聽到：“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用這些。

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

最後，您也可以使用開放式的問題 來檢查信息，或是從另一方

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

得到更多的信息，像是這樣：“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.

通過留一下一個未完成的句子來提問， 在結尾用單字“or”，是對話式的。

You wouldn’t use it in writing.

您不能在書面上用它。

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

然而，在英文口說，那是一個表明您 需要更多信息的有效方式，

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

您想要他人去 完成這個想法。

Very often, negotiations depend on setting conditions.

時常，談判取決於設定的條件。

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

*您*可以出什麼價取決於 另一邊能做什麼。

Let’s see how you can talk about this.

我們來看看您可以怎麼談這個。

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

好，所以，如果我們一次訂購大約 10萬件，你們可以

can you offer?

有哪種單價？

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

那取決於你們是否能夠承諾 一個規律的交貨時間。

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

假設您需要一個靈活的交貨時程， 每件T恤衫和坦克衫我們

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

報價6塊錢，連帽上衣和 拉鏈上衣每件15塊。

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

如果我們要大量採購， 價格可以再低一點嗎？

Possibly, but the schedule is more important to us.

有可能，但是時程對我們更重要。

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

假設你們能承諾一個月的最低採購 數量，我們可以降低到

fourteen.

5塊半和14塊。

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

如果我們承諾一個六個月的最低 採購數量，但是有一個靈活的交貨

could you offer us the same price?

時程，你們能給我們同樣的價格嗎？

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

只要在交貨時間上有一些 限制，我認為那是

acceptable.

可以的。

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

最簡單的方式是用if-句 來表達條件。

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-句可以用各種方式使用；那是常見 於用在語句另一邊的情態動詞

‘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

我們來做更多的例子： “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，有另一種方式來談條件。

Can you remember any from the dialogue?

您能記得對話裡面的任何一種嗎？

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

您聽到：“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…’

所有的這些有相同的基本含義， 那像是一個if-句，儘管“assuming…”

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

和“supposing…”常用於您想建議某些更 具投機性的事情時。

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

使用這些顯示您在談論可能性、 而不是那些會被立即接受或

which need to be accepted or rejected immediately.

拒絕的很確定的建議。

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

“As long as…”有一個反義； 它設定一個很確定的條件。

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

如果您說：“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”，您的意思是 這些限制是必要的。

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

如果你們能達成一個協議， 那麼那很棒！

But, what if there’s a sticking point?

但是，如果有一個堅持的重點要怎麼做？

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

我們來找出關於交貨和時程的細節。

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

在我們看來，用較低的價格做這單生意， 我們需要有每月交貨量，但是

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

我們會允許你們在某種程度上調整 訂單的大小，所以你們能

warehousing space.

管理你們的倉庫空間。

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

我會現在回覆您，這對我們沒用。

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

靈活性對我們至關重要； 我們的整個模式是基於即時物流，

so there’s no way around this.

那就沒辦法了。

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

好吧，對那個訂單，我們不能給 你們提供較低的價格。

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

像這樣靈活交貨，我沒有問題，但是沒有您 那邊給的一個規律交貨承諾，

without a regular commitment on your part.

我們不能提供我們最好的價格。

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

我很抱歉，不好意思，但是這看上去 您那邊有一點短視。

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

我們可能希望 每年訂購數百萬件。

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

靈活交貨不意味著我們不會規律地下訂單， 它僅意味著

we need to control the timing and quantities.

我們要控制時機和數量。

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

我完全理解，但是您要意識到 我們有我們自己要

with.

處理的物流問題。

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

如果我們沒有準確知道什麼時候有訂單 以及訂單的規模，那會增加我們的成本。

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

我們不想吸收這些成本； 我認為如果你們需要靈活性，

then you should be willing to pay for it.

那麼你們必須願意去支付這些。

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

我很抱歉，但是我必須 在這劃一條線。

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

給你們那些你們想要的會 很容易讓我們冒風險。

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

那看上去像是我們已經 陷入了一個僵局。

Shall we take a five-minute break?

我們要休息5分鐘嗎？

Good idea.

好主意。

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

如果另一方有一個你們不能接受的 提案，您可以直接告訴他們。

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

像這樣：“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.

這個說辭是直接的，但是，如果事關 緊要，直接一點通常是比較好的。

You can use this language in other ways.

你可以用其他方式來陳述這種說辭。

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

您也可以用片語，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.’

來說明你們不同意。

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

這些是一般的，所以您可以用它們 來應對你們

disagree with.

強烈反對的建議。

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

在談判時，讓事情平靜下來以及避免 直接的批評，那是一個好主意。

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

如果事情有了衝突，您可以說： “Shall we take a five-minute break?”

we take a five-minute break?’

給每個人空間冷靜下來。

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

接下來，我們來看看您怎麼用 有效的方式來解決分歧。

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

好吧，我有和幾個人談過了，我有了 一個所有人

work for everyone.

都能接受的提案。

Sounds good!

聽上去不錯！

What’s your idea?

您的想法是什麼？

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

我們的問題是如果你們每月不維持 一個相當的數量，給你們低價，

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

我們也許會虧錢，那是我們 絕對不能做的。

Sure.

當然。

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

所以，這是我的解決方案：“我們有一個 有靈活交貨時程的年度合約，

but with a minimum volume per-quarter.

但是有一個每季最低數量。

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

在季末，如果你們不能達到 數量要求，你們要對你們的

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

訂單數量與最低訂單數量 之間的價差負責。

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

我喜歡這個基本的想法，但是早些時候 我建議的是一份六個月期間的合約，

a much worse deal for us.

這聽上去對我們來說像是更糟糕的交易。

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

好吧，我想做這個，但是低價只能在 我們能保證

over a full year.

一整年訂單的情形下有效。

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

我會做另一個報價：T恤衫和坦克衫 每件5.75元，連帽衣

for hoodies and zip-up tops.

和拉鏈上衣每件14.50元。

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

那麼，您可以有一個有每季最低 數量的六個月期間的合約。

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

那是一個好報價，但是整個合約 期間，我們可以有一個最低

more flexibility?

數量嗎？只想更靈活一點。

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

我擔心我不能有比這 更多的讓步了。

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

我認為這是一個很好的折衝方案， 我們可以向前邁進。

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

我要打給我的團隊確認一下，但是 我認為這應該是可行的。

Great!

很好！

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

在你們陷入僵局時，您要提出 建議，這樣你們能推進。

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

介紹一個新想法，您從一位對話者 聽到這個說法：“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

您也能要求另一方來提出他們的想法，

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

像是這樣：”What’s your idea?“

‘What would you suggest?’

”What would you suggest?“

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

然後，您要去應對另一方的想法。

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

如果您同意，您可以說些像是這樣的， ”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"與“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”，那意味著 您可以做那件事，那不難

or problematic.

或沒問題。

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

希望在這一點上，你們已經達成了 一個協議！

If so, what else do you need to do?

如果是這樣，您還需要做些什麼？

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

我們來看一下要點：您的 最低訂購數量是50萬件、

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

6個月合約、長、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，連帽上衣和拉鏈 上衣每件14.50元。

That’s right.

是那樣的。

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

關於交貨、訂單是靈活的，但是 你們承諾每個訂單

for each order.

要給我們三週的通知期。

Yes.

是的。

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

我們仍然需要確定尺寸、 顏色等準確地細節。

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

當然，但從我們這邊看， 那不是一個大問題。

Production costs are almost identical.

生產成本幾乎是相同的。

OK, so we can work that out later.

好，這樣我們可以稍候解決。

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

在你們不能履行整個合約的 最低訂單數量的情形下，

over the course of the contract…

也有一個違約金的問題。…

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

我認為我們同意我們就付單件的差價？

Yes, but which unit cost?

但是，哪一個單價？

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

我們要同意分開T恤衫和 坦克衫的最低數量以及

items.

較重商品的最低數量。

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

真的，但是我不認為那會有問題。

No, me neither.

我也沒問題。

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

那麼，我們做成書面格式，並在接下來的 幾天內寄給你們

days.

一份臨時合約。

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

如果每件事都可以，我們就來 起草一份合約。

Perfect!

太好了。

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

一旦你們達成一個協議，您要總結 你們同意什麼，然後

the next steps which you both need to take.

列出你們雙方要做的下一步。

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

您也可能要提到之後 要討論的重點。

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

要總結你們同意什麼，您可以說， “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

如果有一些你們之後要談的事情， 您可以說，“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:

有一些您可以用來談論很多重點的 靈活的片語，像是這個：

‘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.

最後，你們要再同意下一步。

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

您可能會說某些像是， “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”是一個片語動詞，意思是 “write”，但它僅適用於

and other legal documents.

合約和其他法律文書。

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

您有任何與商業談判有關的 有趣經驗或是訣竅嗎？

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

我們很想聽聽您的，那麼 請在留言板分享！

Thanks for watching!

感謝觀看！

See you next time!

下次見！