商务谈判中英语技巧

　　I. "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.

　　II. 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."

　　III. 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?"

　　及"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.