Topic：谈判
一、带'what'的陈述句
what 一词常常用在问题开头。
What's so great about their computers?他们的电脑有什么了不起的地方？
但是，你可在表述开头使用 what，用于强调。请看以下两条表述。含有 what 的表述语气更重。
Their computers are powerful and dependable.他们的电脑功能强大而且非常可靠。
What's so great about their computers is that they're powerful and dependable.他们的电脑了不起的地方在于功能强大，而且非常可靠。
请注意，含有句子主语的 what 从句之后使用动词 be。
What we need to do is upgrade our software.我们需要做的是升级软件。
What you should try is outsourcing the work to a vendor.你应当尝试的是把这项工作外包给供应商。
二、含有 make、do 和 take 的搭配
搭配指两个或多个通常一同使用的词语。准确地理解搭配，有助于使你的口语更流利，对你的阅读和聆听技能也有帮助。
以下是使用动词 make 的一些搭配：
Do you think we're making headway in the negotiations?你觉得我们的谈判是否有进展？
We really need to make a decision today.我们今天必须做出决定。
I think we finally made a breakthrough in the negotiations.我认为我们终于在谈判中取得了突破。
以下是使用动词 do 的一些搭配：
It's important to do research before negotiations begin.谈判开始前必须开展研究。
It's been a pleasure doing business with you.非常荣幸与你做生意。
You did very well. Congratulations!你做得非常好。祝贺你！
I want you to do your homework before the meeting tomorrow.我要你在明天的会议之前做好功课。
以下是使用动词 take 的一些搭配：
They're trying to take advantage of us!他们试图利用我们！
Our vendor takes good care of us.我们的供应商服务非常周到。
There's no need to rush. Take your time.不必仓促行事。慢慢来。
I want you to take the lead in the negotiations.我要你在谈判中起带头作用。
三、表明你的立场
谈判开始时，必须清楚地表明你的公开立场。使用以下表达：
Let me begin by saying we need 75 machines over the next six months.首先，我们在未来 6 个月里需要 75 台机器。
To begin with, you have to understand we have tough budget limitations.首先你必须明白，我们的预算非常吃紧。
I'm confident that we can work something out.我有信心拿出一点办法。
We were expecting a better offer from you.我们期待你能更加灵活。
We have certain limitations, but we'll try to be flexible.我们面临一些局限，但会尽量灵活一点。
四、澄清
你在谈判中的目标是得到你想要的东西。谈判过程中，在必要时多次阐明你的立场，以便达成你的目标。
用此类问题来得到澄清：
Could you clarify a point for me?你可否为我澄清一点？
I'm not sure I fully understand your point.我拿不准是否完全明白你的观点。
What exactly do you mean by discount?你所谓的折扣到底是什么意思？
Could you be more specific?你能说得更具体一点吗？
So what you're saying is, there's no way you can deliver immediately?那你的意思是，你完全没办法立刻交货？
用此类表述来进行澄清：
So, just to clarify, we cannot go that low.说明一下，我们做不到那样的低价。
So, to put it another way, the more you buy, the less you pay.换句话说，你买得越多，付的钱就越少。
What I'm saying is, we can offer you a small discount.我说的是我们可以给你小幅的折扣。
To be more specific, we can discount the price by 10%.更具体地说，我们可以给价格打 10% 的折扣。
What we mean is, that won't be possible.我们的意思是那是不可能的。
五、谈判
谈判中会出现很多讨价还价。用此类表达来谈论报价和提议：
Your preliminary offer was much higher than we expected.你的初步报价远远超出我们的预期。
I propose that you buy a different model.我提议你购买另一种型号。
What do you propose that we do?你建议我们怎么办？
My offer is 300 units at $250 each.我的报价是 300 件，每件 250 美元。
用此类表达来拒绝报价或提议：
I'm afraid that price is out of the question.这个价格恐怕毫无可能。
I'm sorry, but we can't offer that kind of discount.抱歉，但是我们无法提供那样的折扣。
There's just no way we can accept your offer.我们完全无法接受你的报价。
用此类表达来还价：
I have a counteroffer for you. How about 20%?我给你还个价。20% 怎么样？
What would you say if I offered $500?如果我报价 500 美元，你觉得怎么样？
Would you consider increasing the quantity?你会考虑增加数量吗？
