贸易谈判技巧

?????????????????????????????????????????×???????????????????°???????????°??????·????÷×??????é????????×?????????????????·????á°???·???????×÷·??á°????????????à??????×??ó???????é?????????????????????????°???????÷?????????ú?????á????

??????????????????????????????????

?????à?????? ?±·????é??????????×??ó????????????????????·?·?????????????×???????????????×??????é??????×??????????°??·?????·???·??????????ò??????????????????×????????????????????°????×???????·?·??????í?à±??ó?????????ù?§???????????í?ó?????????????????±???ò???????à???????????????÷???????????????????±???????±°?50%???????±??????????????±?????±?????±?·????????????ò??·??á???????????·±?×????ê?????·???í????·???????×???????·????????????°???????????????????????????ò???????°???ò?????????ó??±??ó???????????????????????????§?????????????????????????????è?ó??????????????????°ì·¨????????????·????ò???????°???±???????????°???±?ò?????????????????????????????ì·????°?á???±?????????????????????±??±?????±???????????????????????????????????·??à???????????ò??·??????°Yes?±???°Please go on?±?????á????????·???????????·??à?????????é????????????????????·?????????

???????á???? ?????????????????????????á???????¨???á???????????????????±??·¨?????????????????????¤?????????ù????????????????????·?????????(???????????°???±?ò?°?????±???è????±???????????)???????????????è?ó???ò?????à????????????????×??????????????è?ó?????????°Can you tell me more about your campany??±?°What do you think of our proposal??±????????????????????°??????????ü????????????±??ó????

????·????ó?????????????á?????°Can not you do better than that??±????·???????????????????????·??????°What is meant by better??±?ò?°Better than what??±?????????????????????÷??????????????·??????ú?????????????????á?????°Your competitor is offering better terms.?±???±????????????·??????±???ê?????????ù??????·????????ó???????????ò??·????÷??????·?????????????????????±????ù???????ü??????????·????????????ó???è?????????????????????°No problem?±????????????????????????×÷???????????????????á???°?????????????????????????÷?ó??·??????????ù×?????????????????????·???????·??á???????á???????????±?ü????×÷;????????·??????????°Yes?±?????????¨???????á?????????ì????????·???????????????????????

???????????????? ?±??·?????·????????????????ó????????????·??????????×???????????×?????????????ü??????????????????????????????·????????é????????????????·?????

????????????(conditional question)??????????×????????????????????????????????????????????????????????????¨???????????????????????°What??if?±?????°If??then?±???????????????????°What would you do if we agree to a two-year contract??±?°?°If we modif your specifications, would you consider a larger order??±???ú?????????????????????????í?à??????????

????(1)??×÷??????????????????????·??????á°???????·???????·????????°?á?????????°?????????±??·???????·??????±????·???·????????????ò?????????á??·?????·????????????????á????????·?×÷??·????????????????÷???????????×??????????

????(2)????????????????·?????·?????????????????·???????????????·????á?????????????????°?±???ò?????á??±??ó????????????????·??á?é???°What if we agree to a two-year contract? Would you give us exclusive distribution rights in our territory??±??·????????°We would be ready to give you exclusive rights porvided you agree to a three-year contract.?±????????????????????????·??????????¤????×÷???????????????????ó???????á????°??ú??[page]·???±ê??[/page]

????(3)?°?ó??????????????·??????????????????????????í?????ü???????????????????????ò??·?×÷??????????·???????·????????????????ò??·?????????·??????è??????×÷???????±????????????????????

????(4)?ú???°No?±?????????????????±???ò??·????°No?±????·??á????????×?????·????á???????????????????á?ò???????????????????????????????ú???°No?±?????????é???????á·??ú?????????±??·??á???????????????????????ó?±??????????????????????·????°Would you be willing to meet the extra cost if we meet your additional requirements??±??????·??????§??????·?????????????×????????ó?????????á?ò?????§????·?????×÷??

????±??????ú???????÷?ú?ú??????

?ú???????????ó?à?? ???? ??????????????·????????ù?ù???????? ???? ???????????????÷???????????????é???????????????????ò???????????÷?·?? ???? ?????????×?????ó?á???à???????????????????????????????????×??????·?·????????????????°To tell you the ruth?±???°I''ll be honest with you...?±???°I shall do my best.?±?°It''s none of my business but...?±???????????????????????????á????·???????????????????????????×÷?????ú???????÷???????????¨?????°?????????±?????÷??????????·????¨?á°??????????????????????°?????í????????·??????ò????·???·??????????ù?í??????????????·???±í??????????×?????????×??????°Yes?±???°No?±?????????í???????????????ú????????????±????????????????????????????????ú??????????·????????±???á???????????±????·??????·?????°Yes?±??????????????????±????????±???????ó???????±????????·?????±????????°Yes?±??±í?????????°I hear you.?±???°Yes?±???????°I agree with you?±???°Yes?±???????????°Yes?±??????????????·???·á?????????????????????????????°I understand the question?±???°Yes?±???°I''ll consider it?±???°Yes?±???°No?±??±í??·?????????????????????????????·??????????????ò????????°????±?????°No?±????????????????????±í????????

??????????°??÷?????°Somewhat difficult?±?ú???°Impossible?±?????????é??????????°?×??????????í???????á??·??±???????????????????ò????????±?????????????·???????????·???????????·??×?°???????????ù???????·???ó??????????????????

????????±????ó?á??????????????·¨?·±????¨??????????????·¨??????×??????°°???·????°??????±é??????????·????????í????·????·??????????·??????°We would accept private if you could modify your specifications.?±?????????????°If I understand you correctly, what you are really saying is that you agree to accept our price if we improve our product as you request.?±???ù×????í????????????????????·????????????????ó??

????×??ó?????·±????¨???????í????·?·¨?????????á???°×÷???????á??°????????????????????é??????±é?????ó??·??è???????????á???¨???????ó???????????¨?????±??·??ò??·??á?????????????á???è????????????????????????????±é??

????×????????°??×?±? ?????°????????·????é??×÷??·????÷?é??????·?????????????????·??????????????????????????????????????????à????;????·?????????·????????????????????????????°??±??ú????????·????????????????????????±????·??????????é???????è?????????????ó?????????????í???????×??????????×?????????????

???????????????÷?????????????

?????????????????????????????????

?????????????????????

??????????????????·??????????[page]·???±ê??[/page]

????????×???×??ó??±??ú??????·???·??ú??????±????

?????????????????????????????°????·?×??ú???????????é????????×??

?????????????????ù??·????????ó?????????????

??????????????·????????????¤×÷???????·??????á·????????????

??????????????·????????????????????????·?×÷?????¤×÷?

??????????·??á???????è?ó????????????????á?????ù??? ?????????????ó????????????????·?????????????????????????????????·??ò???????§?????á?ó?ò??????

????×??????????ú???????????ò?±·????????????§°????????????¨???à?????????á???????????¨?????????????????????????????????????÷?????????ú?????á????