結(jié)束會(huì)議 Concluding a Meeting

音頻試聽(tīng)：

英文正文

Dan: I'd like to get the ball rolling by talking about prices.

Robert: Shoot. I'd be happy to answer any questions you may have.

Dan: Your products are very good. But I'm a little worried about the prices you're asking.

Robert: You think we should be asking for more?

Dan: That's not exactly what I had in mind. I know your research costs are high, but what I'd like is a 25% discount.

Robert: That seems to be a little high, Mr. Smith.I don't know how we can make a profit with those numbers.

Dan: Please, Robert, call me Dan. Well, if we promise future business -- volume sales that will slash your costs for making the Exec-U-Ciser, right?

Robert: Yes, but it's hard to see how you can place such large orders. How could you turn over so many? We'd need a guarantee of future business, not just a promise.

Dan: We said we wanted 1000 pieces over a six month period. What if we place orders for twelve months, with a guarantee?

Robert: If you can guarantee that on paper, I think we can discuss this further.

作業(yè)：看到劃線的句子了嗎？請(qǐng)翻譯。

句型總結(jié)

●　歡迎發(fā)問(wèn)
1. I'd be happy to answer any questions you may have.
2. I'm ready to answer any questions you may have.
3. I'm very willing to answer any questions you may have.
4. It would be my pleasure to answer any questions you may have.

"I'd be happy to answer..."，這個(gè)句型是鼓勵(lì)對(duì)方發(fā)問(wèn)，表示自己十分重視對(duì)方的反應(yīng)，及樂(lè)于回答與作解釋的誠(chéng)意；有助于雙向的溝通。 "would be happy to..."是‘樂(lè)意去...'， "would" 在此不是過(guò)去式助動(dòng)詞，而是表達(dá)一種客氣的語(yǔ)調(diào)。"any questions you may have"中的 "may" 表示可能性，即‘有可能'的意思，而且 "may" 在此有緩和語(yǔ)氣的作用。

●　解釋誤會(huì)
1. That's not exactly what I had in mind.
2. That's not exactly what I was getting at.
3. That's not exactly what I was alluding to.
4. That's not exactly what I was thinking about.

當(dāng)對(duì)方誤解你的想法，你想要予以糾正時(shí)，實(shí)用的句型可用： "That's not exactly what I had in mind."‘我(心里／剛才所說(shuō)的)并不是這個(gè)意思'。 "have (something) in mind"意思是‘心中想著(某件事)'"not exactly"則為‘不盡然，不完全是',緊接這句話之后，你應(yīng)即刻說(shuō)明自己真正的意思。

●　提出條件
1. If you can ....., I think we can discuss this further.
2. If you can ....., perhaps we can discuss this more.
3. If you can ....., maybe we can talk more about this.
4. If you can ....., we may be able to agree (to/on) what you're proposing.

談判陷入僵局，你欲提出折衷辦法來(lái)突破現(xiàn)況時(shí)，可使用"If you can..., I think we can discuss this further."這個(gè)句型。此條件句，以"if"子句引導(dǎo)特定的條件，而以主要子句"I think..."表達(dá)結(jié)果；主要用意是告訴對(duì)方：‘如果能同意此條件，或許彼此之間還能繼續(xù)再談。'主要子句采"I think..."，而非"I promise..."，在于強(qiáng)調(diào)‘可能...'，但不愿打包票；這也是一種談判技巧。

特別提示

A. 利用‘稱名'與‘道姓'，暗示彼此間的距離

在正式場(chǎng)合中當(dāng)雙方第一次會(huì)面，通常以Mr.或Ms.，即‘某先生、某小姐'稱呼對(duì)方；但美加人士習(xí)慣直呼其名，以示親近。例如文中，當(dāng)Robert稱對(duì)方Mr. Smith，且抱怨其殺價(jià)不合理時(shí)，Dan Smith馬上請(qǐng)Robert叫他Dan就可以了；這就是刻意縮短彼此間的距離，表示"有話好商量"的訊號(hào)。

B. 強(qiáng)而不悍，才是真正的強(qiáng)人

談判時(shí)雖要堅(jiān)持原則，但最好不要給人剽悍的印象，否則就算做成第一筆生意，第二次合作的機(jī)會(huì)也是渺茫。避免用第二人稱"You"來(lái)指責(zé)對(duì)方，如文中Robert并不直說(shuō)‘你要的折扣太多了！'，而說(shuō)："I don't know how we can make a profit with those numbers"（這樣的價(jià)格我們?cè)趺茨苜嶅X?!）；使得措辭較婉轉(zhuǎn)、較無(wú)威脅性，對(duì)方聽(tīng)進(jìn)耳里也較不刺耳，微妙地將指責(zé)轉(zhuǎn)換為軟性的抱怨。?

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