商务英语谈判对话案例.docVIP

第 PAGE 页码 页码 页 / 总页数 NUMPAGES 总页数 总页数 页 商务英语谈判对话案例 导读：我根据大家的需要整理了一份关于《商务英语谈判对话案例》的内容，具体内容：商务英语谈判对话案例对于商务谈判英语的提高有很大的帮助。下面我整理了，供你阅读参考。：初次见面谈判案例Youve just walked into t... 商务英语谈判对话案例对于商务谈判英语的提高有很大的帮助。下面我整理了，供你阅读参考。 ：初次见面谈判案例 Youve just walked into the office of hot prospect for your first face-to-face sales call. You shake hands and you both sit down. Whats the smartest way to start out the conversation: 你怀着满腔热忱走进客户的办公室与他面对面地谈你们的第一笔生意。你们互相握手、坐下，这时候怎样开启你们的对话才是最聪明的做法呢? ICEBREAKER #1: Compliment something in the prospects office, such as the family photo, the motivational poster on the wall, the view out the window, etc. 破冰方式 #1：称赞一下对方办公室里的某样东西，比如家庭照片、墙上的励志海报以及窗外的景色。 ICEBREAKER #2: Make a reference to something in the news, like a big win by a local sports team or a major world event. 破冰方式 #2：对新闻发表一些看法，比如当地运动队的一场大胜或者世界上发生的大事。 ICEBREAKER #3: Make a remark that lets the prospect know that you have put some thought into the prospect and the prospects firm. 破冰方式 #3：发表一些评论令对方知道你对他和他的公司有一点想法。 If you answered #3, youre absolutely right. 假如你认为破冰方式 #3是最聪明的打破僵局的方式，那你就答对了。 Icebreaker #1 is a dumb move because almost everybody who comes into that office for the first time makes that exact same remark. So that icebreaker just makes you one of the crowd. 破冰方式 #1非常呆板，因为几乎所有走进那间办公室的人都会发表相同的评论。所以这样的开场白会显得你只是个路人甲。 Icebreaker #2 is similarly stupid because the news story is utterly irrelevant to the reason that youre in the prospects office. Youre not the prospects friend. Youre there to do business. Trying to be friendly just makes you look smarmy. 破冰方式 #2也比较愚蠢，因为这些新闻故事和你为什么出现在客户办公室里完全没有联系。你不是他的朋友，你是来谈生意的。尝试显得友好只会显得你很谄媚。 More importantly, both those icebreakers signal, loud and clear, that you havent bothered to do any research on the customer and are winging it (which is probably the case). By contrast, opening the conversation with a remark thats relevant to the reason youre in the prospects office tells the prospect that youre not there to waste t