英文谈判常用句大

时间：2018-12-31 12:00:00 资料大全我要投稿

英文谈判常用句大集合

很多人认为谈判很难，用英文谈判就更难了，

英文谈判常用句大集合

。事实上如果你认真的学习了谈判技巧，多分析英文案例，

就会发现这件事情比你想象中的要简单多了。当然，我们必须指出，一个好的英文谈判人员，首先要是

一个娴熟的谈判专家，无关乎语言。因为这种技巧是超越语言的，你掌握了核心的东西后，剩下的工作

，只是表达语言的熟练与否而已。
因此我们接下来的内容实际上有两大块：一是谈判技巧的训练，一是在谈判中的某些英文表达法的练习

。

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'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，

资料共享平台

《英文谈判常用句大集合》(https://www.unjs.com)。

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 to my opponent's?
相比我的对手，我讨价还价的筹码是什么？
&O1548; What do I know about the principles of negotiating?
我应该知道些什么样的谈判原则？

Markus Answers the Preparatory Questions/ Markus对这些问题的回答是这样的：

&O1548; My main objective is to be named crew foreman and to earn a salary that is

competitive with other foremen in the area.
我的主要目标是升到班头，并且得到一份相对于其他公司同等职位来讲有竞争力的薪水
&O1548; Alternatives include looking for work elsewhere, asking for a dollar more an hour,

suggesting that Louis hire someone else to take on extra duties.
替代方案包括另谋高就，要求多于1美元的时薪，建议Louis雇佣其他人承担额外的工作
&O1548; I deserve this promotion because I have worked with Landscape Labourers for five

consecutive years, and have received many compliments from satisfied clients. I am the team

member who reports early every morning and leaves last. If we are under a deadline, I work

through my lunchhour. All of the other team members come to me with their questions.
我要求这个改善是因为我在这里已经连续工作了五年，并且深受顾客好评。在这个队伍中，我每天都早

来晚走。如果任务很紧，我会主动放弃我的午休时间。其他的队伍成员常常向我咨询他们的问题。
&O1548; Louis will likely say that he can't afford to pay me more because business is slow

in the winter. He will say that there are plenty of qualified labourers who will do the

work for less money.
Louis可能会说他不能负担我更多的薪金，因为冬天是生意淡季。他会说这里有许多合格的劳动力，而他

们做相同的工作却要求更少的薪金
&O1548; Both of these arguments are probably true. Landscape Labourers lost a lot of money

last year due to poor weather. There were a few weeks that we couldn't work, but Louis had

to pay us anyway because of our contracts. And, unemployment is at an all time high in our

region. However, Louis just signed a contract with a new company that will mean regular

work for at least the next two years. Also, the other team members rely on me, and none of

them have the experience to take over my position if I quit. It will cost Louis a lot of

money to train a new landscaper to do everything that I do.
这两条反驳意见可能都是真的，因为天气太坏，这个行业去年收入降低了不少，有几周我们几乎没有工

作，但是Louis还是得按合同付我们工资。而且，临时工在任何时候都很多。尽管如此，Louis还是和一

个新公司签了合同，就是至少还有两年，公司里的工作是需要稳定的人员来做的。而且，其他的员工很

倚赖我，如果我离开了，他们没有人拥有我这个职位的经验。Louis如果培养一个像我一样的新的庭院设

计人员会花很多钱的
&O1548; I understand that winter is tough on this business, so I would like to have this

issue resolved by spring.
我明白这个行业在冬天很艰难，所以我希望在春天的时候能解决掉这个议题
&O1548; I will look into three other local landscaping businesses and inquire about the

salary and benefits of its employees. I will also review the classified ads to see if any

other companies are hiring or looking for a foreman.
我还会看看其它三家当地的庭院行业，打听一下他们的雇员的薪金和福利。我还要看看广告上有没有其

它公司想雇佣一个领班。
&O1548; My bottom-line is to receive an extra dollar an hour and to be named team manager.
我的底线是至少时薪要涨1美元，并且担任团队经理。
&O1548; I think Louis and I have equal bargaining power right now. None of the other

current members of our team are as committed to the job as I am. However, unemployment is

high and there are other people he could hire.
我想现在Louis和我的谈判筹码是等重的。现在团队中的其他人没有人能和我相比，尽管如此，现在失业

率很高，而他可以雇佣其他人。
&O1548; I have never been a strong negotiator. I need to learn more about negotiationg

strategies and tactics.
我现在还不是一个强大的谈判者，我需要学习更多的谈判技巧和策略。

Collaborative Negotiating/协同谈判
In business, the goal of negotiating parties should always be for mutual gain. This type of

win-win negotiation is often called collaborative negotating. The opposite of collaborative

negotiating is called competitive negotiating. The goal of competitive negotiating is for

one party to win and the other to lose. Dishonest practices, such as lying, manipulation,

intimidation, and bribery are often used in this type of negotiation.
在商业中，双方谈判的目的应该为达到相互一致而努力。这种双赢类型的谈判一般被称为协同谈判。与

协同谈判相反的谈判类型被称之为竞争谈判。竞争谈判的目的是要达到一方完全胜出而另一方彻底失败

。不诚实的做法，比如说谎，操控，恐吓，行贿常常在这种谈判中出现。

Main Principles of Collaborative Negotiating:/协同谈判的主要原则：
&O1548; Resolve previous conflicts ahead of time
随着时间的推移解决先前的冲突
&O1548; Deal with issues, not personalities
注意谈的是提案，而不是人身攻击
&O1548; Commit to listening more than speaking: The more you know about your counterpart,

the more likely you will achieve your goals. You cannot convince someone of something when

you do not know anything about them, or what their own needs are. A common mistake is to

prepare one's next question or point while the opponent is speaking.
多认真聆听：你知道关于对手的信息越多，你就越容易达到目的。你无法在对对方一无所知的情况下说

服对方。人们经常犯下这样的错误，即在对方阐述的时候己方却在思考自己的下一个问题
&O1548; Establish trust in the onset
建立信任
&O1548; Develop a common goal
找到共同的目标
&O1548; Discuss a common enemy
讨论共同的对手
&O1548; Take opponent's views/needs into careful consideration: Not only do you want to win

this negotiation, you want your opponent to win as well, so that he or she will negotiate

with you again in the future.
仔细思考对方的观点或需求：不要总想着自己要赢得这场谈判，要希望对手也能赢，这样对手才会在将

来再次与你谈判。

Markus Applies the Principles for Collaborative Negotiating/Markus应用了这些原则：

&O1548; I will not discuss the fact that I was only offered a 50 cent raise last year. It

was my fault for not being prepared to negotiate.
我不能讨论去年我接受了50cent的时薪增长问题，这是我的责任，我没有准备好那次谈判。
&O1548; Even though I think Louis is lazy, and takes too many days off when we are busy, I

will not point out his shortcomings. This is about my promotion, not his work ethic.
即使我认为Louis很懒，当我们在忙的时候他却浪费了很多时间，那我也不能指明他的毛病。这是关于我

的晋升，而不是他的工作。
&O1548; I will first thank Louis for employing me for five consecutive years. I will tell

him that the stable work has meant a lot to me and my family, and I appreciate the

security, especially with so many people out of work.
我要先感谢Louis这五年来一直都在雇佣我。我会告诉他稳定的工作对我和我的家庭是多么重要，并且感

激这所带来的安全感，特别是与如此多的人工作。
&O1548; I will tell Louis that I think his company is one of the most respected landscape

companies in the region, and ensure him that my goal is to have a lifelong career at

Landscape Labourers. I will say that I hope I will never have to work for a company that

does a poor job, such as Powell Designs.
我会告诉Louis他的公司是这个地区中最值得尊敬的园林公司，并让他确信我的目标是以园林事业作为终

生职业。我得说我从不希望要到一家工作很差的公司工作，比如Powell Desighs。
&O1548; I will acknowledge that last year's weather was a problem and note that it is not

anyone's fault that the company lost money.
我要指出去年的天气是一个问题，并指明在那种情况下公司有损失并不是任何一个人的责任。

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