與外商進(jìn)行商務(wù)談判時(shí)大多用英語進(jìn)行，所以這個(gè)時(shí)候我們要注意避免跨國文化交流產(chǎn)生的歧義，交談時(shí)盡量用簡單、清楚、明確的英語，不說易引起對方反感的話語，如下列這些詞語中就帶有不信任色彩，可能會(huì)客戶不愿積極與我們合作。

“to tell you the truth”，“I’ll be honest with you…”，“I will do my best．”“it’s none of my business but…”。

為了避免誤會(huì)，我們可用釋義法確保溝通順利進(jìn)行。如，“we would accept price if you could modify your specifications．”我們還可以說：“If i understand you correctly,what you are really saying is that you agree to accept our price if we improve our product as you request．”

最后，為確保溝通順利的另一個(gè)方法是在談判結(jié)束前作一個(gè)小結(jié)，把到現(xiàn)在為止達(dá)成的協(xié)議重述一遍并要求對方予以認(rèn)可。另外在商務(wù)談判還應(yīng)注意下列問題：

1、“會(huì)聽”

要盡量鼓勵(lì)對方多說，向?qū)Ψ秸f：“yes”，“please go on”，并提問題請對方回答，使對方多談他們的情況。

2、巧提問題

用開放式的問題來了解進(jìn)口商的需求，使進(jìn)口商自由暢談。“can you tell me more about your campany?”“what do you think of our proposal?”

對外商的回答，把重點(diǎn)和關(guān)鍵問題記下來以備后用。進(jìn)口商常常會(huì)問：“can not you do better than that?”對此不要讓步，而應(yīng)反問：“what is meant by better?”或“better than what?”使進(jìn)口商說明他們究竟在哪些方面不滿意。進(jìn)口商：“your competitor is offering better terms.”

3、使用條件問句

用更具試探性的條件問句進(jìn)一步了解對方的具體情況，以修改我們的發(fā)盤。典型的條件問句有“what…if”，和“if…then”這兩個(gè)句型。如：“what would you do if we agree to a two-year contract ?”If we modif your specifications, would you consider a larger order?”

（1）互作讓步。只有當(dāng)對方接受我方條件時(shí)，我方的發(fā)盤才成立。

（2）獲取信息。

（3）尋求共同點(diǎn)。如果對方拒絕，可以另換其它條件，作出新的發(fā)盤。
（4）代替“no”。“would you be willing to meet the extra cost if we meet your additional requirements？”如果對方不愿支付額外費(fèi)用，就拒絕了自己的要求，不會(huì)因此而失去對方的合作。

(一)It is a condition of this letter that the name of this Bank will not be disclosed in the event of our report being passed on to your clients.

譯文：本函有一個(gè)條件，即在把我們的報(bào)告轉(zhuǎn)交你們的客戶時(shí)，請勿泄露本行的名稱。

這段話是出自銀行對某項(xiàng)咨詢的回復(fù)信函。此類復(fù)信一般包括三部分:

1)陳述實(shí)事；

2)表示意見；

3)提醒對方所提供的資料是絕密及不負(fù)責(zé)任的。上面的句子屬于第三部分。

本句中的it是形式主語，其主語是that……從句。

pass onhand or give sth to sb else to others傳遞；轉(zhuǎn)交

ExampleWe will pass on your decision to the buyer.

其他表達(dá)方式：

1.Please note that this information is furnished without any responsibility on our part and should be held strictly confidential.

2.Please note that the information is furnished at your request without any responsibility whatsoever on the part of this Bank or on any of its officers.

3.May we ask that you treat this information as strictly confidential without responsibility on our part.


(二)Should you be prepared to reduce your limit by say 10% we might come to terms.

譯文：如果你方愿意減價(jià)，譬如說減10%，也許能達(dá)成交易。

這句話是在討價(jià)還價(jià)中常用到的句子。在雙方的談判中，價(jià)格是一個(gè)很重要的環(huán)節(jié)，婉轉(zhuǎn)地提出自己的意見可以使自己處于主動(dòng)地位。

say 10%是let us say 10%的簡化。

be prepared to……準(zhǔn)備做……事

ExampleWe are not prepared to change the terms.

limit n.限度(在外貿(mào)業(yè)務(wù)中有時(shí)用來指價(jià)格，即價(jià)格限度)

Example:Your limit is too high to permit business.

come to terms達(dá)成交易。類似說法有come to business close a bargain close a deal等等。