商务英语谈判对话 04-17

Chatper 17

Negotiations Staff Who to Bring 谈判成员的筛选

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All right. Lily,we've been getting a good product and excellent service from our regular supplier. Why should we buy from you?

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(对话详见3-10)

For Your Information背景介绍

The reason you go to a negotiation is because you're unwilling to accept the price asked, and you believe it's possible to do better. That means you're there to win. Never go to a negotiation before you learn everything you can about who you're dealing with. Only then will you know who to bring.

通常需要谈判是因为你不愿意接受对方的价格，你认为价格应该可以更好。也就是说，你去谈判是为了要赢。在你去谈判之前，一定要确定自己详知对手的所有资料，只有这样，你才会清楚该带哪些人一起去。

If you're meeting with a new buyer or source, you should call around to your competitor and ask them if they're ever had dealing with them. The odds are someone in the area you know has dealt with them before, and they are usually happy to fill you in on what they're like.

如果你和新买主或供货商会面，你应该打电话给竞争同行，询问他们是否和这些人打过交道。很可能在你周围就有人曾经和他们做过生意，这些人通常会很乐意告诉你，这些新买主或供货商是怎样的人。

If you can't find out what they're like from someone in the area, you can try checking with old contacts in the same area as your new one. It's very seldom you can't find out anything about a new business contact, if you put a little effort into it. It's also a bad sign about the contact if you can't find out anything about them, unless they're a new company.

如果在你当地打听不出来这些人的底细，你可以试着联络一些和对方在同一地区的老客户。通常只要你稍微努力一下，应该都可以找到一些关于这个新买主或供货商的资料。如果你找不到任何与他们有关的资料，这就不是个好现象，除非对方是一家新公司。

If the word is they're sweethearts to work with, you should be okay with a minimal team, maybe a single representative is enough. However, if the word is bad, or if you can't find out anything on the new company, the safest thing is to prepare for the worst. Show up at the meeting loaded for bear, but how much you wring is up to you and your budget.

如果你打听到他们是很好的合作对象，你只要带一些人去参加议价谈判就够了，甚至只要带一个代表去就可以了。但若你听说对方挺难缠的，或找不到任何有关这家新公司的资料，那么最保险的做法是：预先想好了最糟的情况，做好万全的准备，严阵以待，但要做多少让步就看你自己和你的预算。

When negotiation is a deal between old friends, you don't need any coaching from me, aside from the idiom definitions in the companion volume to this book, which should come in handy. However, if you're expecting things to get hot, you'll need the information in here.

当议价谈判发生在老朋友之间时，你不需要我的指导，你只要读读本系列的成语解说即可，就能够派上用场。但若谈判相当激烈，你就需要这里的信息。

That's about as bad as it can get. If you choose the smart defense, you should bring the right people. You're going to need a world of information at your fingertips, but you're also going to have to pay to get and keep them. If the meeting is across town, then the expenses are no big deal.

事情应该不会比这个更糟。如果你选择聪明的方法响应对方，你应该带适当的人一起去。你会需要许多即时信息，但带这些人一起去是需要花钱的。如果谈判会议在同一个城市，那么花费就不会很大。

If it's across the ocean, then you want to get the best bang for your buck. You need the most information you can get crammed into the fewest people possible. True, these are give away chips the other side doesn't expect to win, but that's not the point. You're being tested, and how well you do will determine how they treat you, later on.

但若谈判会议需要漂洋过海，你就必须确定花下去的钱，可以达到最大功效。你带的人数需要精简，但资料却要很多。的确，你会一些虚晃用的筹码，让对方招架不住，但这不是重点。重点是对方会试探你，你的应对方式如何，将决定他们之后对待你的方式。

If you stand your ground in the meeting, you'll greatly increase their opinion of you, and they'll be less likely to try to trick you. If you check with your office for answers to most questions, they won't respect you or the company that sent you. If you show up with the answers, in yourself or a team of experts ready to answer demand with solid information, they'll respect you and your company.

如果你在会议中坚定立场，对方会加深对你的印象，他们比较不会想和你玩花招。如果你大部分的问题都要向公司请示才能回答，对方就不会尊重你或你的公司。反之若你能提供对方答案，你或你所带领的专业人士，可以应付对方提出的问题，并给予详细资料，他们就会尊重你和你的公司。

If you're attending a sales meeting, it doesn't matter which side of the deal you're on. You'll need the background information on both companies and the product. You'll need to know about other products, their reliability, availability and price. Also, you need to have reasons for why you're dealing with them, and not the others. Remember, it doesn't have to be true, just believable. If you're selling them a product, the most important information you'll need is a comprehensive market study for the ware they sell and what they will buy from you.

参加销售会议时，你代表哪一方并不是很重要。因为你都需要两家公司的背景，包括产品资料；你需要知道其他类似的产品、可靠性、可得性及价格。同时，你必须清楚你为什么要和对方打交道，而不知和其他商家做生意。记住，这些原因不见得要是真的原因，只要听起来让人信服就够了。如果你要把产品卖给对方，你需要的最重要信息，就是一个全面性的市场报告；知道他们卖哪些产品，他们可能向你买什么么产品。

If one properly prepared man or woman is enough, then there's no reason to send more. I suggest assigning a team to gather the information and brief your representative before he or she leaves the office.

若一位准备周全的代表出席就够了，那就不必多派人手。我建议事先指派一小组负责收集资料，再请他们向指定代表报告，让代表知道所有的细节资料后，再赴谈判场。

Showing up with a team of people is mostly an intimidation tactic. It's unnecessary, unless your intention is to impress or intimidate the other side. The team method is usually reserved for union contracts and political negotiations. For a sales meeting, two or three people are more than enough. The steamroller from a high power team in ineffective against a well-prepared, confident, man or woman.

带一组人员参加谈判会议，通常是向对方施压的计策。除非你就是要吓唬对方，让他们印象深刻，否则这是没有必要的。小组谈判通常都留到工会合约，或政治谈判时才用。对销售会议来说，两三个人就绰绰有余了。想要拿高阶小组的声势，来压倒一个准备周全、有自信的男士或女士，这种做法并不会奏效。