促進商務談判成功的英語三技巧
一. 會聽
要儘量鼓勵對方多説,向對方説:"yes","please go on",並提問題請對方回答,使對方多談他們的情況。
二. 巧提問題
用開放式的問題來了解進口商的需求,使進口商自由暢談。"can you tell me more about your campany?" "what do you think of our proposal?"
對外商的回答,把重點和關鍵問題記下來以備後用。
進口商常常會問:"can not you do better than that?"
對此不要讓步,而應反問:"what is meant by better?" 或 "better than what?" 使進口商説明他們究竟在哪些方面不滿意。進口商:"your competitor is offering better terms."
三. 使用條件問句
用更具試探性的條件問句進一步瞭解對方的具體情況,以修改我們的.發盤。
典型的條件問句有"what…if",和"if…then"這兩個句型。
如:"what would you do if we agree to a two-year contract?" 及 "if we modif your specifications, would you consider a larger order?"
(1)互作讓步。只有當對方接受我方條件時,我方的發盤才成立。
(2)獲取信息。
(3)尋求共同點。如果對方拒絕,可以另換其它條件,作出新的發盤。
(4)代替"no". "would you be willing to meet the extra cost if we meet your additional requirements?"如果對方不願支付額外費用,就拒絕了自己的要求,不會因此而失去對方的合作。