与外商进行商务谈判时英语使用技巧
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与外商进行商务谈判时大多用英语进行,所以这个时候我们要注意避免跨国文化交流产生的歧义,交谈时尽量用简单、清楚、明确的英语,不说易引起对方反感的话语,如下列这些词语中就带有不信任色彩,可能会客户不愿积极与我们合作。 “to tell you the truth”,“i’ll be honest with you…”,“i will do my best.”“it’s none of my business but…”。 为了避免误会,我们可用释义法确保沟通顺利进行。如,“we would accept price if you could modify your specifications.”我们还可以说:“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.” 最后,为确保沟通顺利的另一个方法是在谈判结束前作一个小结,把到现在为止达成的协议重述一遍并要求对方予以认可。另外在商务谈判还应注意下列问题: 1、“会听” 要尽量鼓励对方多说,向对方说:“yes”,“please go on”,并提问题请对方回答,使对方多谈他们的情况。 2、巧提问题 用开放式的问题来了解进口商的需求,使进口商自由畅谈。“can you tell me more about your campany?”“what do you think of our proposal?” 对外商的回答,把重点和关键问题记下来以备后用。进口商常常会问:“can not you do better than that?”对此不要让步,而应反问:“what is meant by better?”或“better than what?”使进口商说明他们究竟在哪些方面不满意。进口商:“your competitor is offering better terms.” 3、使用条件问句 用更具试探性的条件问句进一步了解对方的具体情况,以修改我们的发盘。典型的条件问句有“what…if”,和“if…then”这两个句型。如:“what would you do if we agree to a two-year contract ?”if we modif your specifications, would you consider a larger order?” (1)互作让步。只有当对方接受我方条件时,我方的发盘才成立。 (2)获取信息。 (3)寻求共同点。如果对方拒绝,可以另换其它条件,作出新的发盘。 (4)代替“no”。“would you be willing to meet the extra cost if we meet your additional requirements?”如果对方不愿支付额外费用,就拒绝了自己的要求,不会因此而失去对方的合作。