BEC初級考試口語談判技巧之空頭許願

【提要】商務英語信息 : 2017BEC初級考試口語談判技巧：空頭許願

The Beggar 空頭許願

Identification A negotiation keeps turning to the subject of the other party’s problems. You hear how he is really having trouble at his company, and how badly he needs your business. He promises that the next time you negotiate, he’ll gibe you a break if you give him one now.

Note Promises are easy. Performance is difficult. This kind of negotiating tactic takes the deal away from the professional arena. This tactic loses more often than it wins.

Solution Tell the other side that unless they want to negotiate two deals at once, including the future one where they make major concessions, you are not interested. It may seem hard-hearted, but negotiating is a professional skill. Negotiators have to behave professionally, period.

【拓展閲讀】商務英語初級衝刺題

英文正文

A: We feel the market will soon be on the upgrade, and it’s time to work together on this new product.

B: I think we all agree that there will be a market boom soon. If we plan ahead, we shall beat our competitors.

A: Yes. When people start spending the money they saved during the market slump, we’ll do well.

B: We’re ready to put a lot of money into making the product. Are you going to invest in marketing to develop the market for it?

A: Yes. Our company is not making much money now, but we know if we spend money to develop the market for this product, future profits will be good.

B: It’s a feature of the market that people start to buy things only when they are sure the market is getting better.

中文翻譯

A: 我們覺得市場的行情很快就會上揚。現在合作推出新產品，正是時候。

B: 我想我們都同意，市場景氣很快會好起來;如果我們提早計劃，就可凌駕其它競爭者了。

A: 沒錯。等到顧客開始花他們在不景氣時所省下的錢時，我們就發了。

B: 我們已經準備了一大筆錢來製造新產品。貴公司是否也要投資這個產品的行銷，一起開發市場?

A: 是的。我們公司現在雖然不是很賺錢，可是我們知道，如果我們投資開發這項產品的市場，未來的利潤將會看好。

B: 這是市場的特色：也就是説大家非得確定市場會好轉，才會開始買東西。

短語解説

the market is on the upgrade 市場看漲

"upgrade"，‘上揚、提升’;"up"在此有‘向上’的意思。市場看漲表示經濟復甦，市價逐漸向上揚升，而商品交易亦日趨活絡。與之相反者為"The market is off (down)."(市場下滑)和"The market is on a downward trend."。

market boom 市場繁榮;市場景氣

"boom"‘繁榮;興盛之意’。"market boom"是指因商品的需求增加，帶動工業的生產，使得市場上的交易活動熱烈。與"strong market"類似。

develop a market 開發新市場;拓展市場

這個用語的基本意義是指，為一項全新推出或既有的'產品尋求銷售對象或通路。若針對全新產品，"develop a market"

是表示為此產品找到消費羣，使之能順利進入市場;若針對舊有產品，則表示為它開展不曾接觸的販賣領域，如增加不同的通路或銷往國外。

句型總結

● 我們都同意…

1. (I think) we all agree that...

2. (I am sure) we all think that...

3. (I know) we all believe that...

"agree"，‘贊成、同意’之意。表示談話雙方共同贊成之事。説者在聽完對方提出的意見後，若有同意感則可用此句拉攏彼此的距離。"agree"的相反詞為"disagree"，‘大家都不同意’可譯為"We all disagree with that..."。