商务谈判重要词汇

时间：2020-12-06 15:03:52 Negotiation 我要投稿

商务谈判重要词汇

　　以下是由yjbys小编为大家收集整理的商务谈判重要词汇，欢迎大家学习参考。

商务谈判重要词汇

　　重要的谈判词汇准备：

　　alternatives

　　noun

　　含义：other options/其它选择

　　例句：We can't offer you the raise you requested, but let's discuss some other

　　alternatives.

　　我们不能承受您所要求的增长，不过我们可以讨论一下其它的选择。

　　amplify

　　verb

　　含义：expand; give more information/扩大，常用amplify on,详细阐述

　　例句：Could you amplify on your proposal please.

　　请您详细阐述一下您的提案。

　　arbitration

　　noun

　　conflict that is addressed by using a neutral third party

　　We're better to settle this between us, because a formal arbitration will cost both of us

　　money.

　　bargain

　　noun/verb

　　含义：try to change a person's mind by using various tactics/这个词在名词的时候是契约之意，

　　作动词的时候有讨价还价之意，也有约定，期待的意思。

　　例句：We bargained on the last issue for over an hour before we agreed to take a break.

　　在我们同意休息一下之前，我们在最后一个议题上争论了一个多小时。

　　bottom-line

　　noun

　　含义：conflict that is addressed by using a neutral third party/底线

　　例句：I'll accept a raise of one dollar per hour, but that's my bottom-line.

　　我会接受每小时1美元的增长，但是那是我的底线。

　　collective

　　adj

　　含义：together/共同

　　例句：This is a collective concern, and it isn't fair to discuss it without Marie present.

　　这是一项共同事业，在没有Marie的出席下讨论它是不公平的。

　　compensate

　　verb

　　含义：make up for a loss/补偿，偿还

　　例句：If you are willing to work ten extra hours a week we will compensate you by paying

　　you overtime.

　　如果你愿意每周额外工作十小时的话，我们愿意补偿你加班费。

　　comply

　　verb

　　含义：agree/顺从，应允

　　例句：I'd be willing to comply if you can offer me my own private office.

　　如果你能给我提供私人办公室的话，那我愿意答应你。

　　compromise

　　verb

　　含义：changing one's mind/terms slightly in order to find a resolution/妥协

　　例句：We are willing to compromise on this issue because it means so much to you.

　　既然它对你意义重大，那么我们愿意在这个议题上妥协

　　concession

　　noun

　　含义：a thing that is granted or accepte/让步

　　例句：I think we can offer all of these concessions, but not all at once.

　　我想我们能够接受所有这些让步，但并非所有的都能马上。

　　conflict resolution

　　noun

　　含义：general term for negotiations/冲突解决

　　例句：It is impossible to engage in conflict resolution when one of the parties refuses to listen.

　　当党派之一拒绝接受时，冲出的解决是不可能进行的。

　　Confront verb

　　含义：present an issue to someone directly/使面对

　　例句：I confronted my boss about being undervalued, and we're going to talk about things on Monday.

　　我让老板直视贬值问题，并且这周一我们要讨论这件事。

　　consensus 含义：noun

　　例句：agreement by all/共识

　　It would be great if we could come to a consensus by 5:00 P.M.

　　如果我们能在5:00pm之前达成共识，那就太好了。

　　cooperation

　　noun

　　含义：the working together /合作

　　例句：I have appreciated your cooperation throughout these negotiations.

　　我很感谢您在这些谈判中的合作。

　　counter proposal

　　noun

　　含义：the offer/request which is presented second in response to the first proposal/反提案

　　例句：In their counter proposal they suggested that we keep their company name rather than

　　creating a new one.

　　在他们的反提案中，他们建议我们继续保持他们公司的名字而不是创造一个新的。

　　counterattack

　　verb/noun

　　含义：present other side of an issue/反击

　　例句：Before we could start our counterattack they suggested we sign a contract.

　　在我们能够反击之前他们想让我们签一份合同。

　　counterpart

　　noun

　　含义：person on the other side of the negotiations/对方

　　例句：I tried to close the discussions at noon, but my counterpart would not stop talking.

　　我想在中午结束这个讨论，但是对方却不想停止讨论。

　　cordially

　　verb/noun

　　含义：politely/诚挚的

　　例句：In the past I have had little respect for that client, but today she spoke cordially

　　and listened to my point of view.

　　过去我对那位顾客缺乏敬意，但是今天她说得很真诚并且聆听了我的观点。

　　demands

　　adv

　　含义：needs/expectations that one side believes it deserves/要求(认为是应得的)

　　例句：They had some last minute demands that were entirely unrealistic.

　　他们有些完全不现实的最后要求。

　　deadlock

　　noun

　　含义：point where neither party will give in/僵局

　　例句：When the discussions came to a deadlock we wrote up a letter of intent to continue the negotiations next week.

　　当讨论陷入僵局时，我们写了一封恳切的信以便下周继续谈判。

　　dispute

　　noun

　　含义：argument/conflict/争论

　　例句：I was hoping to avoid discussing last year's dispute, but Monica is still holding a grudge.

　　我一直希望避免讨论去年的争吵，但是Monica仍然心怀愤意。

　　dominate

　　verb

　　含义：have the most control/stronger presence/支配，主导

　　例句：Max has such a loud voice, he tends to dominate the conversations.

　　Max声音那么大，他意图主导这场谈话。

　　entitled

　　adj

　　含义：be deserving of/应得，有资格

　　例句：My contract says that I am entitled to full benefits after six months of employment.

　　我的合同上写着被雇佣6个月后我有资格得到全部工资。

　　flexible

　　adj

　　含义：open/willing to change/有弹性的

　　例句：We have always been flexible in terms of your working hours.

　　按照你的工作小时来说我们一直都很宽松。

　　haggling

　　verb

　　含义：arguing back and forth (often about prices)/争论

　　例句：We've been haggling over this issue for too long now.

　　我们现在在这个话题上争论太久了。

　　hostility

　　noun

　　含义：long-term anger towards another/敌意

　　例句：I want you to know that we don't have any hostility towards your company despite last

　　year's mixup.

　　我想让你知道尽管有去年的误会但是我们对你的公司还是没有任何敌意。

　　high-ball

　　verb

　　含义：make a request that is much higher than you expect to receive

　　例句：I'm planning to high-ball my expectations when I open the discussion.

　　当我开始这个讨论时我便计划先把我的要求预置得高些

　　impulse

　　noun

　　含义：quick decision without thought or time/冲动

　　I acted on impulse when I signed that six-month contract.

　　我签这份6个月的合同时实在太冲动了。

　　indecisive

　　adj

　　含义：has difficulty choosing/making a decision/优柔寡断的

　　例句：They were so indecisive we finally asked them to take a break and come back next

　　week.

　　他们是这样优柔寡断以至于我们最后让他们休息一下然后下后再来。

　　leverage

　　noun

　　含义：(bargaining power) something that gives one party a greater chance at succeeding over

　　another/杠杆作用，指用你实际拥有的资产，获得大量利益的能力

　　例句：We have a little bit of leverage because we are the only stationary company in town.

　　我们有一点杠杆优势，因为我们是镇上的唯一一家文具公司。

　　log-rolling

　　verb

　　含义：trading one favour for another/滚木策略，常指此次谈判我方给与让步，以便下次谈判对手让

　　步

　　例句：After a bit of log-rolling we came to an agreement that pleased both of us.

　　在使用了一些滚筒策略之后，我们形成了一个是我们双方都很满意的共识

　　low-ball

　　verb

　　含义：offer something much lower than you think the opponent will ask for/低球策略

　　基于互惠和承诺的购买和谈判技术或技巧之一，具体为在信息不完全的情况下向某人提出一些要求，之

　　后将整个的情况都告诉给这个人，比如首先诱使一个人同意一个相对诱人的事情，之后他才发现真是情

　　况与预想的并不相同。

　　例句：I was expecting my boss to low-ball in the initial offer, but he proposed a fair

　　salary increase.

　　我一开始期望我的老板在第一个提议中采用低球策略，但是他提出了一个公平的薪金增长方案。

　　mislead

　　verb

　　含义：convince by altering or not telling the whole truth about something/误导

　　例句：They misled us into thinking that everything could be resolved today.

　　他们让我们误以为每件事今天都可以解决掉

　　mutual

　　adj

　　含义：agreed by both or all/互相的

　　例句：The decision to call off the merger was mutual.

　　中止合并的决定是互相都同意的。

　　objective

　　noun

　　含义：goal for the outcome目标

　　例句：My prime objective is to have my family members added to my benefits plan.

　　我的首要目标是让我的家庭成员加入到我的利益计划中。

　　point of view

　　noun

　　含义：person's ideas/ thoughts/观点

　　例句：From my point of view it makes more sense to wait another six months.

　　以我的看法，再等六个月更有道理。

　　pressure

　　verb

　　含义：work hard to convince another of an idea /强迫

　　例句：He pressured me to accept the terms by using intimidation tactics.

　　他使用胁迫手段强迫我同意这一条。

　　proposal

　　noun

　　含义：argument to present /提案

　　例句：While I listened to their proposal I noted each of their objectives.

　　当我听取他们的提案时，我记录了他们的每一个目标。

　　receptive

　　adj

　　含义：open to/interested in an idea /接受的

　　例句：His positive body language demonstrated that he was receptive to our suggestions.

　　他的正面肢体语言表明了他对于我们的建议是接受的。

　　resentment

　　noun

　　含义：anger held onto from a previous conflict 积怨

　　例句：Mary's resentment stems from our not choosing her to head the project.

　　Mary的愤怒积源于我们没有选择她来执掌这个项目。

　　resistance

　　noun

　　含义：a display of opposition /阻力

　　例句：We didn't expect so much resistance on the final issue.

　　我们没有料到在最后一个议题上会有这么多阻力。

　　resolve

　　verb

　　含义：end conflict, come to an agreement 决议，解决

　　例句：Before you can resolve your differences you'll both need to calm down.

　　在你能决议你的不同之前你也需要冷静。

　　tactics

　　noun

　　含义：strategies used to get one's goals met 手段，策略

　　There are certain tactics that all skillful negotiators employ.

　　娴熟的谈判者会使用某些特定的策略。

　　tension

　　noun

　　含义：feeling of stress/anxiety caused by heavy conflict/紧张感

　　例句：There was a lot of tension in the room when George threatened to quit.

　　当George害怕得离开时，屋子里充满了紧张气氛。

　　trade-off

　　noun

　　含义：terms that are offered in return for something else/条件交换

　　例句：Lower payments over a longer period of time sounded like a fair trade-off until we

　　asked about interest charges.

　　更低的费用代替更长的时间听上去是一个公平的条件交换，不过这要看具体的费用情况。

　　ultimatum

　　noun

　　含义：a final term that has serious consequences if not met/最后通牒

　　例句：His ultimatum was that if I didn' didn't agree to give him the raise he asked for, he'd

　　quit today without two week's notice.

　　他的最后通牒就是如果我不同意给他他要求的加薪，他今天就马上离开而不是还留下两周的通知期

　　unrealistic

　　adj

　　含义：very unlikely to happen/不现实的

　　例句：It's unrealistic to think that we will have all of our demands met.

　　我们所有的要求都得到满足是不现实的。

　　victory

　　noun

　　含义：a win/胜利

　　例句：We considered it a victory because they agreed to four of our five terms.

　　我们认为它是一个胜利，因为他们同意了我们5项中的4项。

　　yield

　　verb

　　含义：to give in to another's requests/答应

　　例句：The client will only yield to our conditions, if we agree to work over the holiday

　　weekend.

　　只有我们同意假期周末工作，顾客才会答应我们的条件。

　　谈判的准备

　　Preparing to Negotiate谈判的准备：

　　Lack of preparation in a negotiation almost always sets a person up for failure. First and

　　foremost, each party must clearly define their own goals and objectives. Secondly, each

　　party must anticipate the goals of the opposition. This may require doing some background

　　research. Finally, each party must come up with various alternatives to their main

　　objectives.

　　没有准备的谈判人员注定是失败的。首先，谈判人员必须非常明确他们的目的和具体目标。其次，他们

　　要知道对手的目标。这要求在每场谈判前都要做大量的调查和分析。最后，也是最容易被忽视的就是，

　　谈判人员必须准备大量的.替代方案。

　　英文谈判案例：

　　Markus Prepares to Negotiate with Louis/ Markus准备和Louis谈判

　　Markus approaches Louis after his shift on Friday afternoon and asks if he can arrange a

　　meeting to discuss a potential promotion. Louis sighs and reminds Markus that they already

　　had this discussion last year. Markus agrees, but reminds Louis of his loyalty to the

　　company and insists that they speak again on the subject next week. Eventually Louis, who

　　is afraid that Markus might quit on the spot, agrees to meet on Monday during the crew's

　　lunchhour.

　　在星期五下午的调动之后，Markus接触了Louis，询问是否能够安排一个单独会面时间来讨论一下Markus

　　的升职可能性。Louis提醒Markus他们已经在去年谈过着这个话题了。但是Markus提醒Louis要注意到自

　　己对公司的忠诚，并且坚持下周要再谈一谈这件事。结果害怕Markus离职的Louis同意了在周一的午餐时

　　间谈一下。

　　Over the weekend, Markus thinks about Monday's meeting. Last year, he was unprepared to

　　negotiate and ended up only getting a 50 cent/hour pay raise. This did not satisfy him, and

　　he has continued to feel undervalued ever since. Many times, after a hard day at work,

　　Markus has considered quitting. However, it is difficult to find work in the middle of

　　winter. Markus has a family to support and he can't afford to lose his job.

　　整个周末，Markus都在思考周一的私人谈话。去年由于没有准备，结果那场谈判以时薪仅上涨50cent的

　　结果而告终。他对此非常不满，自此后一直认为自己的价值被低估了。许多次，当经过了一天的劳累之

　　后，Markus总是想离开。尽管如此，在冬天这个时节是很难找工作的，Markus要养一个家庭，而他不能

　　没有工作。

　　Markus decides to do some research on negotiating. He learns the principles behind

　　collaborative negotiating, and decides that this is the approach he will take this time.

　　After he has understood the concept he can ask himself the preparatory questions above.

　　Finally, he can apply the rules of collaborative negotiating to his own case.

　　Markus决定针对此次谈判做一次调查。他学习了共同谈判的原则，并且决定这就是这次他才取得当时。

　　他弄明白了其中的概念，问了自己几个预先准备的问题，最终，他要把这些谈判原则运用到他自己的案

　　子中去。

　　Here are some preparatory questions to ask yourself before beginning talks with the other

　　party/以下这些问题是你在开始每一段谈话前都必须首先问自己的：

　　&O1548; What is my main objective?

　　我的主要目标是什么?

　　&O1548; What are all of the alternatives I can think of?

　　我可以想到的替代方案是什么?

　　&O1548; Why do I deserve to have my goals met?

　　为什么我如此渴望实现这个谈判目标?

　　&O1548; What will my opponent's counter proposal likely consist of?

　　我的对手会提出什么样的反提案?

　　&O1548; How can I respond to this counter proposal?

　　我要怎么回应对手的提案?

　　&O1548; When would I like to have this issue resolved?

　　我希望这个议题在什么时候有定论?

　　&O1548; What is my bottom-line?

　　我的底线是什么?

　　&O1548; What market research/homework do I need to do to back up my cause?

　　针对我的案例，我应该做哪方面的调查?

　　&O1548; What is my bargaining power compared

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