2024年11月24日 星期日

提升外商職場競爭力：100個必學的英文談判句型與片語

在英文外商環境中，談判能力是成功的關鍵技能之一。不論是爭取資源、達成合作、還是推動項目，熟練的商務溝通與談判能讓你事半功倍。以下將分享在外商工作中最常用的100個單字、句型與片語，幫助你在談判桌上更加自信。










一、談判中的關鍵單字

  1. Leverage：資源、優勢

    • "We can leverage our existing relationships to gain better terms."

  2. Concession：讓步

    • "What concession can you offer if we agree to a longer contract?"

  3. Counteroffer：還價

    • "We received their proposal, but we’d like to make a counteroffer."

  4. Stakeholder：利益相關者

    • "It’s essential to involve all stakeholders in this negotiation."

  5. Margin：利潤空間

    • "We need to protect our profit margins while meeting their expectations."

  6. BATNA（Best Alternative to a Negotiated Agreement）：最佳替代方案

    • "Understanding your BATNA is critical before entering any negotiation."

  7. Trade-off：取捨

    • "There’s always a trade-off between cost and quality."

  8. Consensus：共識

    • "Let’s aim for a consensus that works for everyone."

  9. Obligation：義務

    • "Our obligation is to deliver on what we’ve promised."

  10. Terms：條款

  • "We need to clarify the terms before signing the agreement."

二、常用談判句型

  1. 開場白

    • "Thank you for taking the time to meet with us today."
    • "Let’s start by outlining the key objectives for this discussion."

  2. 確認需求

    • "Can you clarify your main priorities for this agreement?"
    • "What are the key outcomes you’re hoping to achieve?"

  3. 提出建議

    • "We propose that we start with a six-month pilot program."
    • "Would you consider a different pricing model?"

  4. 表示妥協

    • "We’re willing to adjust our terms to meet your needs."
    • "If you can meet us halfway on pricing, we can move forward."

  5. 強調優勢

    • "Our solution offers significant cost savings compared to competitors."
    • "This agreement provides mutual benefits for both parties."

  6. 處理異議

    • "I understand your concerns, but here’s why we believe this is a fair proposal."
    • "Let’s address the challenges one by one."

  7. 要求行動

    • "Can we finalize the details by the end of this week?"
    • "What steps do you need us to take to move forward?"

  8. 結尾確認

    • "To summarize, we’ve agreed on the following points…"
    • "We’ll send over the updated proposal by tomorrow for your review."

三、實用談判片語

  1. "Let’s meet in the middle."：折衷處理
    用於提議雙方退一步尋求共識。

  2. "That’s a deal-breaker."：這是無法妥協的關鍵
    用於強調某項條件的重要性。

  3. "To sweeten the deal…"：為了讓條件更具吸引力
    提供額外優惠以推動談判進展。

  4. "Hold firm on…"：堅守某個立場

    • "We need to hold firm on our pricing structure."

  5. "Back to the drawing board."：從頭開始
    用於表示提案需要大幅修改。

  6. "Push back on…"：對某提案表達抗拒

    • "We may need to push back on their request for exclusivity."

  7. "Open to exploring…"：願意探討

    • "We’re open to exploring alternative solutions."

  8. "In good faith…"：本著誠意

    • "We’re negotiating in good faith to find a solution."

  9. "Ballpark figure…"：大致的數字

    • "Can you provide a ballpark figure for your budget?"

  10. "Win-win solution…"：雙贏方案

  • "Let’s aim for a win-win solution that benefits both sides."

四、談判成功的秘訣

1. 準備是關鍵
在談判前，做好市場研究、競爭分析和資料準備，了解對方的需求與立場。例如：

  • 確定你的BATNA，避免在不利條件下妥協。
  • 預測對方可能提出的問題，提前準備好回應。

2. 有效傾聽與提問
真正的談判高手善於傾聽並提出關鍵問題。

  • 問："What would make this deal a success for you?"
  • 表達理解："I hear your concern about delivery timelines. Let’s address that."

3. 展現靈活性
在外商談判中，文化差異可能影響對方的期望和風格。保持靈活性，展現合作態度。
例如：用"Let’s explore a few options"代替"That won’t work."

4. 注重長期關係
短期利益重要，但建立長期合作關係更為關鍵。透過誠信與透明的溝通，讓對方感受到你的可靠性。

5. 善用沉默
沉默是談判中的有力工具，特別是在對方提出條件後。適當的沉默會給予對方壓力，讓他們更願意妥協。

六、更多單字補充

  1. Compromise：妥協
  • "Both sides need to make compromises to reach an agreement."
  1. Clause：條款
  • "The exclusivity clause needs further discussion."
  1. Alignment：一致性
  • "We need alignment on the key deliverables."
  1. Fallback：備選方案
  • "If this doesn’t work, what’s our fallback position?"
  1. Benchmark：基準
  • "Let’s use last year’s performance as a benchmark."
  1. Agreement in principle：原則性協議
  • "We’ve reached an agreement in principle; now let’s finalize the details."
  1. Mandate：授權
  • "Do you have the mandate to approve this deal?"
  1. Synergy：協同效應
  • "The synergy between our teams will drive better results."
  1. Escalate：升級（問題或討論）
  • "We might need to escalate this issue to senior management."
  1. Mutual understanding：相互理解
  • "Let’s ensure there’s mutual understanding before we proceed."

七、更多句型補充

進一步確認需求與優先事項

  1. "What would be your ideal outcome?"
  2. "Can you elaborate on your top priorities?"
  3. "How flexible are you on this point?"

處理困難對話

  1. "Let’s find a solution that addresses your concerns."
  2. "This seems to be a sticking point. How can we resolve it together?"

回應對方的提案

  1. "That’s an interesting point. Let me consider it further."
  2. "I see where you’re coming from, but we may need to adjust this."
  3. "Would you be open to a different timeline?"

建立信任

  1. "We value this partnership and want to make it work for both sides."
  2. "Transparency is important to us, so let me clarify our position."

催促進度

  1. "What’s the next step to move forward?"
  2. "Can we finalize this by the end of the week?"

尋求確認

  1. "Just to confirm, we’re aligned on the following points…"
  2. "Can you clarify if this aligns with your expectations?"

八、更多片語補充

  1. "Strike a balance"：達成平衡

    • "We need to strike a balance between cost and quality."

  2. "Bring to the table"：提出貢獻

    • "What value can your team bring to the table?"

  3. "Bridge the gap"：縮小分歧

    • "Let’s work together to bridge the gap between our positions."

  4. "Keep options open"：保持選擇彈性

    • "It’s wise to keep our options open at this stage."

  5. "Iron out the details"：敲定細節

    • "We’ll need another meeting to iron out the details."

  6. "Leave room for flexibility"：保留彈性空間

    • "We should leave room for flexibility in case priorities change."

  7. "Test the waters"：試探對方態度

    • "Let’s test the waters with a preliminary proposal."

  8. "Come to terms"：達成協議

    • "We’re confident we can come to terms on this."

  9. "Draw the line"：劃定界限

    • "We have to draw the line at any further discounts."

  10. "Under the radar"：低調進行

    • "We should keep this deal under the radar until it’s finalized."

九、進階用語與文化連結

在外商談判中，熟悉跨文化差異可以讓談判更加順利。以下是一些進階用法與文化考量：

進階用語

  1. "What’s your take on this?"：詢問對方意見
  2. "Let’s park this for now."：暫時擱置此問題
  3. "We’re aligned on the big picture, but let’s discuss the details."：確認整體方向一致後討論細節
  4. "That’s a fair point; let me get back to you with more information."：接受意見後承諾跟進
  5. "How can we create value together?"：探索合作的附加價值

文化細節

  • 亞洲文化：注重關係建立與面子。可多使用"mutual benefit"或"long-term partnership"等詞語。
  • 歐美文化：傾向直接與結果導向，使用"bottom line"或"straightforward terms"更符合預期。


到目前為止，本文分享了超過100個談判相關的單字、句型與片語，並結合文化差異與實際場景應用。掌握這些表達，你將能在任何外商談判中保持專業與自信。

實戰中，記得靈活運用這些語言工具，同時注意對方的非語言訊號（如語調或肢體語言），以便快速調整策略。

喬的英文筆記 Joe's English Learning Notes

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