[学习交流]English For Negotiations(Chapter 1)(转载)

楼主:chadley91 时间:2002-08-22 15:07:00 广东 点击:408 回复:15
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  以下内容来自仲谷荣一郎著的《English For Negotiations》第三本:突破难关的要领。这里贴出来第一章的第一部分。如果大家觉得好,我会继续贴的。:)
  
  主张/提案
  谈判过程中基本发言内容应包含我方主张、要求以及提案。不必担心率直或强势的发言,会使谈判无法顺利进行。反而应该尽量主动发言。本张主要说明提出我方主张、要求或提案时应该注意的英语用法及事项。
  
  引言
  陈述意见是谈判的基本。欧美人士自小起就经常接受商讨报告的训练,日本人却少有这样的机会。提出意见时应该分项简短说明主题,引言时如果能概略说明主题更有效果。事前分发大纲或是重点说明也有助于发言的进行。
  
  Dialogue
  I would like to present our comments in the following order. First all of, I will outline the characteristics of our product. Next, I plan to show you how successful it is in Japan. Then, I will touch on its general price level and competitive products, which I am sure you are interested in. I intend to close with our observations of the potential market in your country. Now, if it is all right with you, let me start with my explanation of the product.
  我希望能依照以下的顺序提出我们的看法。首先我将简略说明我们商品的特性。其次,我会说明商品在日本的成功范例。然后,再说明一般价格和贵国其他竞争产品。最后,我打算提出在贵国针对商品开发的潜力所作的观察报告。如果没有问题的话,现在我先从产品简介开始。
  
  Thank you. That sounds like a very thorough presentation. If I may add one more request, could you briefly describe the patent situation in this country?
  谢谢。简介内容听起来很完整。除此之外,是否可以简单描述商品在此过的专利情况?
  
  I would be delighted to do so. When I present my views on the competitive products, I will refer to the patent situation. Are there any other questions or requests?
  我非常乐意。专利的情况会在说明竞争产品是一并提出。是否还有其他问题或要求?
  
  No, thank you. Please proceed with your presentation.
  没有了,谢谢。请开始你的简报。
  
  Notes
  1. 民间流传“美国人以玩笑当引言,日本人却以道歉开场”。在谈判开始,最忌讳以“因为的英文不好”、“我不习惯发言”等开场。
  2. “to touch on something”意为“谈及……”。
  3. “to close with something” 意为“以……为结语”。
  4. “If it is all right with you”用于征得对方同意。其他用法如:“With your permission…”“Unless you have any objections…”
  
  Variations
  为消弥彼此的距离,提出双方有共识的问题很有效。
  I am sure you are interested in saving the operating costs of the factory.
  我相信你对节省工厂运作的费用会感兴趣。
  We all know that the worldwide trend is towards environment-friendly technology.
  我们都知道环保科技议题目前想但受到重视。

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作者:掷墨如水 时间:2002-08-22 16:15:37
  好贴,支持。
作者:四个代表 时间:2002-08-22 16:21:04
  good!
作者:rainysky 时间:2002-08-22 17:43:55
  
   Very good.
作者:听雨客舟 时间:2002-08-22 21:01:08
  keep doing!
作者:swy105 时间:2002-08-22 23:58:55
  A very informing post. Please continue the series.
作者:bluesea 时间:2002-08-23 01:15:57
  Yes, very good. Do continue.
楼主chadley91 时间:2002-08-23 09:21:42
  Thank you all for your support. I, myself, are reading this book and finding it is very interesting and useful. Good things should be share with all.
  
  For convenience and continuity, I will attach the "chapter 1" in the same post step by step. And also, I revised some format for ease of reading. Any comments are welcome and appreciated!
  
  第一章 第二节
  2. 抢先机
  进入正题之前,可以先提出报章杂志中刊载过的消息,可谓以抢得先机。如此一来,对方不方便说“不是这样的”。我方得以主导进度。
  
  ** Dialogue:
  According to a report in “Newsweek”, we understand that you are interested in solar energy system.
  根据“Newsweek”的报道,我们得知贵公司对太阳能发电系统感兴趣。
  
  Yes, we have been interest in new system.
  是的,我们对新系统很感兴趣。
  
  Has your company done any research in this field?
  请问贵公司对此范畴作了任何研究吗?
  
  Yes, we have done a little. But we have just started and have nothing to show you.
  有,我们作了一些。但是因为我们才刚起步,并没有任何资料可以提供给你。
  
  You are too modest. Our survey shows that your company has obtained certain patents which could be attractive.
  你太谦虚了。根据我们的调查,贵公司获得某些颇具吸引力的专利。
  
  If you are interested, I will prepare a list of them
  如果你感兴趣的话,我可以列表让你参考。
  
  ** Variations:
  1) 表明资料来源的其他说法。
  We read an article in the June issue of the “European Chemical News” that indicates your interest in waste recycling.
  从6月份的“欧洲化学情报”刊物上,得知贵公司对废物回收有高度的兴趣。
  
  2) 资料来源不确定或不方便透露时的说法。
  We heard from the trade that your company is considering diversifying into telecommunication business.
  同业间的消息指出,贵公司正考虑加入通信业的投资。
  Trade rumor has it that…
  商场上盛传……
  If we are not mistaken, it appears that…
  如果没有错的话,好像……
  
楼主chadley91 时间:2002-08-23 09:24:59
  第一章 第二节/第三节
  3. 跟随我方的步调
  报告结束之前有些方法是我方主导谈判步调。以网球赛来比喻的话就是全场调球。一种方法就是将问答时间排在最后。这样一来,我方可引导谈话主题,但是常用的话,可能让对方认为不公平。
  
  ** Dialogue
  This is the outline of our technology. In this context, I would appreciate it if you could kindly explain in some detail your technology in this field, and comment on whether you see any problem with the patent of Brown Corporation.
  这是我们的技术简介。如果贵公司也能提出相关技术细节说明的话,我会很感激。除此之外,希望也能针对布朗公司的专利问题提出见解。(注:此例不仅要求对方说明技术问题,更提出起他竞争对手的专利问题,而充分掌握了主控权。这种方法要成功,必须事前收集准备相关资料,并依照计划提出询问。如果不能针对重点提出问题或者文不对题,会自暴其短并使对方怀疑我方的诚意。)
  
  Thank you for a very summary of your technology. We have prepared a video presentation on our products. Regarding the patent situation, we wish to do it tomorrow morning when our patent attorney joins us.
  谢谢你简明扼要的说明技术问题。我们准备了录影带来说明我们的产品。关于专利的情况,我们会在明天专利律师一起出席时说明。(注:对方为了不让我方主控,会找借口拖延。)
  
  That is fine with us. Thank you.
  好的。谢谢您。
  
  ** Note
  1) “in this context”意指“针对此点”、“相关议题”。其他说法如:in this regard/ in this respect
  2) “in some detail” 意指“一定程度的细节”。其他如:in considerable detail(相当详细);in great detail(最详细的部分)
  3) “to see a problem with something”意为 “……的问题”。类似的说法有:to be concerned with sth.(担心…问题);to have some apprehension about sth.(对…感到担心)
  
  ** Variations
  报告结束前,可采用下列方法提出与主题不完全相关的问题。
  By the way, before leaving this subject, I would like to add a few comments which may have some bearing on the subject.
  在结束这个问题之前顺便一提,我希望能再提出一些看法,或许能有助于此议题。
  
  Before we move on to next subject, let us not overlook the importance of competitive products.
  在我们继续下一个问题之前,让我们正视竞争产品问题的重要性。
  
  
  4. 不让对方牵着走
  对方会以“在进入此议题之前……”的方法,回避“我方主导”。反之,如果对方主导的话,我方也可以采用此法。
  
  ** Dialogue
  This sums up the brief explanation of our products. In this regard, I would appreciate it if you could kindly explain your marketing strategy of these kinds of products.
  这是我们产品的简介。如果你能针对此点说明贵公司对这类产品的营销策略,我会非常感激。
  
  Before we enter into that subject, I wish to request some clarification on a minor point. Do you mind if we take a minute?
  我们进入主题之前,我想先询问一个小问题的细节。希望您不介意我们占用一点时间。
  
  No, not at all.
  别客气。
  
  I was wondering whether you had studied the pollution regulations.
  我想知道贵公司是否研究过污染法令。
  
  Yes, we are happy to say our products meet the requirements under the strict U.S. regulations.
  是的,我们乐意表示我们的产品符合美国严格的法令。
  
  ** Note
  “to request clarification”为“询问更明确的答案”。也可用“ask”,“seek”来代替“request”。
  
  ** Variations
  当遇到此一“回击”,可以用下面的方法延后再谈。但是如果使用太过频繁,会让对方认为我方是在耍手段。
  If you do not mind, may I hold my answer to your questions until we have finished the discussion about your marketing strategy.
  如果你不介意的话,我是否可以将问题保留至营销策略的讨论时在回答?
  I would really appreciate it if I am allowed first to have a clear understanding about your marketing strategy.
  如果你可以先说明行销策略的话,我会非常感激。
作者:swy105 时间:2002-08-23 10:04:49
  Could you tell me the name of the author in English?
楼主chadley91 时间:2002-08-23 10:42:36
  Sorry, I couldn't coz I don't know japanese either. ;) I have a hardcopy.
作者:swy105 时间:2002-08-23 12:16:50
  Is this book originally in English??
楼主chadley91 时间:2002-08-23 12:31:42
  nope! Translations from japanese edition.
作者:虎贲中郎 时间:2002-08-23 13:37:25
  不错,当下来先。
楼主chadley91 时间:2002-08-24 22:25:11
  第五节--第八节
  
  5. 提出要求
  谈判中向对方提出要求及委托的频率相当频繁。如果能暗记以下的例句,必然可以轻松应对。
  
  ** Dialogue
  May I ask you a favor? I would be obliged if you could provide us with a brochure which lists all your products.
  我想提出一个要求,希望你能够提供贵公司所有产品的简介。
  
  I would be happy to give you what I have in stock. But our company announces new products almost every day. The brochure may not list recent products.
  我非常乐意提供现有的简介。但是,我们几乎每天都有新产品,因此简介上所列,也许不是最新的产品。
  
  I understand. Perhaps you could supplement the brochure by describing you most recent products.
  我理解。也许你能补充说明最新的产品。
  
  Sure. I will highlight our most recent and popular products as we go along.
  当然,我会在简报过程中,将焦点放在我们最新和最畅销的产品。
  
  ** Notes
  1) “可以提出一个要求吗?”的其他说法有:
  May I ask a favor of you?
  I would like to ask you a favor.
  I would like to ask a favor of you.
  2) “I would be obliged if…”意为“如果能帮我方……,我们会很感激”。是要求对方时,比较客气的说法。
  3) “as we go along”意指“配合进行过程”,有“不破坏进行流程”的意思。
  
  ** Variations
  1) 通常向对方提出要求时,还有以下说法:
  Would you let me know your fax number?
  Would you be kind enough to…?
  Would you care to…?
  Would you kindly…?
  Would it be possible for you to…?
  Could you kindly…?
  Could I trouble you to…?
  I would like to ask you to…?
  2) 比较强烈的要求的说法:
  Would it be too much to ask you to respond to my question by tomorrow?
  可以请你在明天以前回复吗?
  Could you consider accepting our counterproposal?
  你能考虑接受我们的反对提案吗?
  I would really appreciate your persuading your management.
  如果你能说服经营团队,我会很感激。
  虽然也可以说“I would like you to…”,但是带有上对下的命令语气,用在向对方要求时,显得霸气。而“I want you to…”是更严厉的用法,应该尽量避免使用。
  
  
  6. 简单的提案
  简单的提案可以用以下的说法。
  
  ** Dialogue
  I would like to suggest that we take a coffee break.
  我建议我们休息一下喝杯咖啡。(注:喝咖啡只是借口,实际上想利用这一段时间内部讨论。)
  
  Maybe we should hold of until we have covered item B on our agenda.
  也许我们应该先讨论完B项议题。
  
  As a matter of fact, we would like to discuss internally regarding item B.
  事实上,我们希望可以先内部讨论B项议题。(注:遇到这种情况,应该说明真正的理由。)
  
  I see. Let’s break now.
  我了解。让我们休息一下。
  
  ** Notes
  1) “to suggest”,“to request”,“to recommend”等的用法,在美国为原型不定词,英国则用“should + 动词”。
  2) “to hold of”意思是“等待,延期”。
  
  ** Variations
  1) 提案的方式:
  Shall we take a break?
  Let us take a break now.
  Let me suggest we take a break.
  May I propose that we break for coffee now?
  2) 对方如果提出暂时休息的要求,我方却会因此弄乱步调,应该婉转地说明。
  If you do not mind, I would prefer to continue for another half hour.
  如果你不介意的话,我想在继续半个小时。
  
  Let us finish our discussion on this item. I do not think it will take long.
  让我们先结束这一项议题。我想应该不会耽搁太旧。
  
  We are now going smoothly. I would rather not take a break now, but extend the lunchtime a little bit.
  目前我们进行得很顺利。我希望现在不要暂停,午餐时间可以稍微延后。
  
  
  7. 稍微强硬的提案
  如果提案比较强硬,则应该适度提示对方。
  
  ** Dialogue
  From our standpoint, this issue really necessary to consider.
  以我们的立场来衡量,这个议题必须慎重考虑。
  
  Oh? Why?
  哦?为什么?
  
  Without it, I do not think you can grasp the whole picture. I propose we take it up now.
  没有这一点的话,我认为贵公司不能掌握全局。我建议现在讨论。
  
  If you insist, I will comply with your request.
  如果你坚持,我们会遵照你的要求。(注:“If you insist”含有抱怨、不愉快的意思;“to comply with”也含有不得以顺从的语气。)
  
  ** Variations
  其他方法还有以音量、目光等暗示对方。如果对方有此抱怨,我方一直忽视的话,谈判可能无法顺利进行。
  We must stress that these payment terms are very important to us.
  我们必须强调这些付款条件对我们很重要。
  Please be aware that this is a crucial issue to us.
  请了解这一点对我们至关重要。
  I do not know whether you realize it, but this condition is essential to us.
  我不知道你是否了解,但是,这个条件对我们是必要的。
  How can I impress upon you the importance of the matter?
  我应该如何使你了解此时的重要性?
  
  
  8. 强硬的提案
  谈判进展到如果有一个提案无法达成共识而行将破裂时,应该明确告知对方。以下的例子是当对方不接受时,谈判就会宣告破裂的用法。切记不要轻易使用。
  
  ** Dialogue
  Our policy is to not grant exclusivity.
  我们的方针是不授予专卖权。(注:注意和“Our policy is not grant exclusivity”的细微差别。)
  
  There should always be exceptions to the rule.
  凡是总有例外。
  
  I would not waste my time pursuing that.
  如果是我的话,不会将时间浪费在这里。(注:这里省略了“If I were you”)
  
  Noted.
  知道了。(注:表示“我已经听到了你所说的”,不表示肯定或否定。)
  
  ** Variations
  1) 强硬提案时的其他说法:
  The only solution we can see is to delete this provision.
  唯一的办法是删除此项条文。
  This is what is acceptance to us. Please take it seriously.
  这是我们唯一可以接受的。请严正看待。
  2) 对方提出反论时如何回应。
  I must reiterate that our position on this issue is very clear.
  我必须重申我们对这一项议题的立场很清楚。
  Please impress upon your people that we cannot be too flexible on this point.
  请告知贵公司人员,我们不可能在这一点让步。
  
  (End of Chapter One,Yeah!! :))
作者:chenfangabc 时间:2009-01-04 08:26:48 天津
  There will be the first person who say what the truth is-that any one of us or two of us could get more than the others, but that it's more important that there's no resentment and we all make the exact same amount.
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