2017年bec初級(jí)商務(wù)英語口語：談判得失要思量

　　英文正文

　　Kevin: We can't sign any contract for ten years. Butif your production quality is good after the firstyear, we could extend the contract and increase ouryearly purchases.

　　Robert: That sounds reasonable. But could you shed some light on the size of your orders?

　　Kevin: If we are happy with your production quality, we might increase our purchases to100,000 a year, for the first two years.

　　Robert: Excuse me, Mr. Hughes, but it seems to me we're giving up too much in this case.We'd be giving up the five year guarantee for increased yearly sales.

　　Kevin: Mr. Liu, you've got to give up something to get something.

　　Robert: You're asking us to take such a large gamble for just two year's sales, I'm sorry, butyou're not in our ballpark.

　　Kevin: What would it take to keep Pacer interested?

　　Robert: A three year guarantee, not two. And a quality inspection tour after one year is fine,but we'd like some of our personnel on the team.

　　Kevin: Acceptable. Anything else?

　　Robert: We'd be making a huge capital outlay for the production process, so we'd like to set upa technology transfer agreement, to help us get off the ground.

　　句型總結(jié)

　　●　 利益受損

　　1. It seems to me we're giving up too much in this case.

　　2. It seems to me we're getting the short end of the stick.

　　3. It seems to me you're coming out on top with this case.

　　4. It seems to me we're at a disadvantage in this case.

　　雙方談判，若對(duì)方的要求讓己方的利益受損，可用："It seems to me we're giving up too much inthis case."這句話來抱怨。

　　此句型以進(jìn)行式代替未來式，是表示若依對(duì)方的要求，其結(jié)果將會(huì)如此。這句話適切地表達(dá)出自己的不滿，且語氣并不尖刻，僅暗示對(duì)方的條件有欠公道。

　　●　 無法接受

　　1. You are not in our ballpark.

　　2. You are not offering anything we can accept.

　　3. You are not giving us anything really attractive.

　　4. You are not within our range.

　　現(xiàn)代歐美人士常把大量的運(yùn)動(dòng)詞匯加入現(xiàn)代用語中。"ballpark"原義為‘球場’，現(xiàn)在則常引申為‘接受的范圍’。

　　"not in the ballpark"原是指棒球比賽時(shí)，若打出界外球，則此球不算數(shù)，必需重來。因此"You're not inour ballpark."，即表示對(duì)方的要求超出己方所能接受的范圍。

　　●　 請(qǐng)開條件

　　1. What would it take to keep you interested?

　　2. What do we have to do to keep you at the bargaining table?

　　3. What would it require from us to keep you interested?

　　4. What would it take to bring us closer together?

　　談判步入僵局，對(duì)方顯露強(qiáng)烈不滿時(shí)，己方應(yīng)表達(dá)‘愿聞其詳’的態(tài)度，請(qǐng)他提出意見。實(shí)用的句型為："What would it take to keep...(you) interested?"‘要怎樣做才能使…(你)還有興趣?’。這個(gè)句子顯示顧及對(duì)方利益的誠意，愿意解決問題。