国际商务英语谈判Chapter 6Strategies.ppt

The following principals are often used: (1) A concession by one party must be matched by a concession of the other party. (2) It’s better for the pace of concession to be as little as possible and the frequency of concession to be slow. What’s more, the pace of concession must be similar as between the two parties. (3) A party should trade their concession to their own advantage, doing their best to give the other party plenty of satisfaction even if concessions are small. (4) A party must help the other party to see each of their concessions as being significant. (5) Move at a measured pace towards the projected settlement point. (6) Reserve concessions until they are needed. What are Strategies of Making Concessions? 1) When one holds off and suspends in a negotiation, he puts off an answer instead of giving it at that moment, does not answer a question, or takes time out to decide. 谈判中，当我们对某些问题犹豫不决、不能马上回答时，不回答并且拖延时间的办法就是应用戒急用忍策略。 Language Points 2) For example, if a contract is sent which contains a provision that is not agreed with, cross out the portion that is not wanted, sign the contract, and sent it back. Thus, your opponent is confronted with a fait accompli, which means it’s now up to them. They can either return the contract and reopen the negotiation, or accept the decision. Quite often they will accept the changed contract. 例如，如果我们把对方条款中不同意的部分删掉并注明“只有这样才能签约”，然后把他送还给对方。这样，你的对手就面临既成事实的问题，要么接受条款签约，要么拒绝条款放弃签约。但通常对方会接受签约。 Language Points 3) Surprise is a drastic and dramatic change in attitude, requirement, method, argument, or approach. It can be used as a tactic in negotiation when new information is introduced or a new approach is taken. 出其不意策略，是指参与谈判一方突然改变自己的态度、需求、论点、方法或方式，造成对手在毫无准备情况下的不知所措，从而获得出奇制胜的谈判效果。这种方法不宜常用，一般用于出现新情况和新问题时。 4) This strategy may sound easy to execute, but in reality it is exceedingly difficult. Were it not so, everyone could immediately become rich and powerful. 虽然听上去容易，但实际操作过程却很难。如果它不难，那每个人都可以变成富翁。 Language