我們學(xué)習(xí)英語最主要的目的就是獲得一技之長，在人才濟(jì)濟(jì)的勞動(dòng)力市場占據(jù)一席之地。工作場合要用到的英語自然是我們必須掌握的重要組成部分。出來混飯吃，當(dāng)然必須注意我們語言的準(zhǔn)確性。讓我們來看看以下的場合所需要用到的核心詞匯吧。

一、這么談判，輕松拿下訂單

通常人們將談判視為唇槍舌劍的對(duì)抗性運(yùn)動(dòng)，或者理解為談判雙方在利益面前勢(shì)不兩立。事實(shí)上，談判是不動(dòng)干戈地創(chuàng)造雙贏的機(jī)會(huì)，是共同努力的過程。

1. 談判前應(yīng)盡可能掌握對(duì)方的基本情況、經(jīng)營策略。正所謂知己知彼才能百戰(zhàn)不殆。

掌握的情況應(yīng)包括export terms（出口情況），unit price（單價(jià)），terms of payment （付款方式），credit reference（資信證明），market acceptance（市場銷量），price of the sameproduct（同類商品的價(jià)格）等等。此外還應(yīng)使用禮貌、正式的語言和措詞，樹立專業(yè)形象。努力創(chuàng)造和諧的交流氣氛，善于傾聽、分析和判斷，要知道如何適當(dāng)?shù)胤磽魧?duì)方。

C: I'd like to get the ball rolling by talking about the price.
M: I'd be happy to answer any questions you may have.
C: Your products are great in every way. But I am a little worried about the price you are asking.
M: You think we will be asking for more?

這里get the ball rolling相當(dāng)于start the negotiation，這幾句話實(shí)際上就營造了談判的氣氛，接下來的談判必然是圍繞價(jià)格進(jìn)行的了。

2. 要靈活使用討價(jià)還價(jià)的技巧，不要接受首次報(bào)價(jià)或者還價(jià)，要意識(shí)到大多數(shù)公司的產(chǎn)品和服務(wù)中包含高額利潤。應(yīng)分清主次，進(jìn)退有度，以大局為重，不要因計(jì)較微小的得失而失去大買賣；談判陷入僵局時(shí)，可以暫時(shí)擱置重要議題，先就較小議題達(dá)成協(xié)議來推動(dòng)談判的繼續(xù)進(jìn)行。

C: That's not exactly what I had in mind. I'd like 25% discount.
M: That seems to be a little high. I don't know how we can make profits with those numbers.
C: Well, if we promise future business-volume sales, that will lower the costs for making products, right ?
M: Yes, but it's hard to see how you can order such large orders. We'd like a guarantee of future business not just a promise.
C: We said we wanted 2000 pieces over 6 months period with guarantee.
M: I'd like that to be on paper, which will be a good reason for further discussion.

promise future business實(shí)際上就是個(gè)favorable term（有利的條件），通過提出這個(gè)條件客戶成功地勸說了制造商降價(jià)。但是制造商也不是那么好騙的，他要求客戶承諾固定的大量的訂單，同時(shí)還要求paper guarantee（書面保證），畢竟口頭承諾是隨意的，有風(fēng)險(xiǎn)的。

3. 把握好堅(jiān)持和讓步的火候，明確自己的交易原則和底線價(jià)格，但必要時(shí)可以進(jìn)行適當(dāng)?shù)腸oncession（讓步），讓對(duì)方有一定的成就感，順利簽下合同。

C: What exactly do you propose ?
M: I propose a reduction of 4%.
C: Let's both make a further concession-6%.
M: But I'm afraid 5% is our rock bottom price.
C: Good. Then 5% it is.

4. 在制造商提出他的rock bottom price（底價(jià)）后，談判的另一方再次做出了讓步，從而conclude a deal（達(dá)成了協(xié)議）。

M: Here are our price lists. The quotations are all in US dollars net FOB. I'm sure you will find we have the most competitive prices.
C: But I find that these prices are higher than the ones you quoted a few months ago.
M: That's true. But I'm sure you realize that the costs of raw material have gone up considerably nowadays. Compared with the prices offered by other firms, ours are still favorable.

5. 商談價(jià)格時(shí)也應(yīng)注意幾種不同的terms of payment（付款方式），包括信用證（Letter of Credit，簡稱L/C）；匯付，主要包括電匯（Telegraphic Transfer，簡稱T/T）、信匯（Mail Transfer，簡稱M/T）和票匯（Demand Draft，簡稱D/D）三種；托收（Collection），主要包括付款交單（Documents against Payment，簡稱D/P）和承兌交單（Documents against Acceptance，簡稱D/A）兩種。

6. 最后，如果雙方的談判沒有達(dá)成共識(shí)，也不應(yīng)該表現(xiàn)出急躁或不滿；要禮貌地向?qū)Ψ奖硎靖兄x；向?qū)Ψ街厣曜约旱牧觯⑿χx開。

二、每場會(huì)議都是你能力展示的舞臺(tái)

在party（晚會(huì)，社交性宴會(huì)），at-home party（家庭宴會(huì)），tea party（茶會(huì)），fancy ball（化裝舞會(huì)）這些娛樂性較強(qiáng)的會(huì)議上，大家一般可以隨心所欲地enjoy oneself，不用太過拘泥于禮節(jié)和規(guī)矩。國外甚至還非常流行pajama party（睡衣派對(duì)），在派對(duì)上大家會(huì)玩一些輕松的小游戲，穿上符合主題的睡衣。

而一些公司的general meeting, general assembly（會(huì)員大會(huì)），symposium,seminar可能是最讓人頭疼的了，會(huì)議似乎就是個(gè)充斥著各種空話的場合。但是會(huì)議上所用到的詞匯也最固定，最有規(guī)律可循。掌握了一些核心的詞匯，其實(shí)誰都可以去聯(lián)合國大會(huì)上作keynote speech（主題演講）。

會(huì)議的開場可以先客套地說幾句感謝詞以及對(duì)此次會(huì)議取得成果的一些期待。
I call this meeting to order. Thank you all in attendance today. I know it's a busy day for you all. We have a lot of material to cover today. Did everyone get an agenda? Also, may I suggest something? I know we have many points to review today, but would it be possibleto limit our meeting time to finish before 4:00? Many of us still have a mountain of work to do before the day's end. We should be able to finish everything up before then.

宣布開會(huì)即Call this meeting to order，也可以說declare the meeting open，不過這一般用在比較正式的會(huì)議上，如果只是公司內(nèi)部開的小會(huì)就沒必要這么"裝腔作勢(shì)"了。也可以采用半正式的說法Perhaps we'd better get started/down to business或All right, I think it's about time we get started/going. 較口語的說法有Let's begin/get going或Shall we start?
I know it's a busy day for you all.開會(huì)對(duì)大多數(shù)人來說都是件不情愿的事，所以還是說幾句話安撫一下民心吧，Thank you for taking time out of your busy schedule.（感謝你們撥冗而來。）更是提升了這句話的檔次。

如果有其他重要來賓的到來，也應(yīng)該在開場時(shí)表示歡迎。It is my great pleasure to welcome.../ I want to thank...for being here. 開場的客套話結(jié)束，開始言歸正傳，陳述會(huì)議重點(diǎn)。首先可以說一句概括的話引起大家的注意，如let's run through the major points first（讓我們先瀏覽一下要點(diǎn)），our conference is mainly dealing with...Our focus is on...（會(huì)議的重點(diǎn)是……）

The first matter of business is to approve the minutes of our last meeting. I propose we accept the minutes. Now, next on our agendais our budget review. Margaret, can you please fill us in on where the budget review stands?
可以用the first matter, next on our agenda, next we are going to discuss這些承接詞來使整個(gè)會(huì)議有序的召開。為避免會(huì)議變成一個(gè)人的獨(dú)角戲，可以邀請(qǐng)員工發(fā)表意見，甚至express one's views fully and freely（暢所欲言）來實(shí)現(xiàn)exchange of idea and information，讓會(huì)議變得不那么枯燥。這里fill somebody in是告知某人某事的意思。

Any objections? No? If there is no objections, then our modifications to the agenda have been approved unanimously. We will proceed according to the amendments we've just made.
多問"Any objections, do all people agree?"這些問題也使得會(huì)議更加民主。approved unanimously是全體一致同意的意思，proceed表示continue discussing。

最后到了總結(jié)會(huì)議內(nèi)容的時(shí)候了，會(huì)議的主持人可以再次感謝大家的到場，說明會(huì)議fulfill the great part of the agenda（完成了議程的大部分），取得了一些achievements和fruitful results。如果是動(dòng)員大會(huì)，最后一定還要再boost the employee's morale（振奮員工士氣），號(hào)召大家make joint efforts to achieve further progress（攜手努力再創(chuàng)輝煌）。

三、打電話是職場必修課

電話英語也是有一定的講究的，了解一些常用的打電話時(shí)需要用到的詞匯有助于我們的交流更好地開展。

一般日常接聽電話時(shí)我們通常會(huì)說This is ...（人名）speaking，對(duì)方可能會(huì)說：Is this ...（電話號(hào)碼或人名?）有時(shí)如果一時(shí)沒有聽出對(duì)方的聲音，可以問：Who is this? I don't recognize your voice.（誰呀？我聽不出你的聲音來。）

如果對(duì)方找的不是自己，可以說：Hold onplease.（請(qǐng)稍等。）然后轉(zhuǎn)告對(duì)方要通電話的人：You're wanted on the telephone.（有電話找你。），那人如果不在則可以主動(dòng)提議為對(duì)方留言：Would you like to leave a message?（你愿意留個(gè)話嗎？）對(duì)方可能會(huì)提出如：Would you mind telling him to call back sometime tomorrow?（明天什么時(shí)候請(qǐng)你叫他回我一個(gè)電話，好嗎？）Would you please tell ...（人名） I called?（請(qǐng)你告訴……說我給他打過電話，好嗎?）

打錯(cuò)電話似乎是件很尷尬的事，但是也很常見，如果對(duì)方打錯(cuò)了電話，你可以說：You must have dialed the wrong number.（你一定是拔錯(cuò)號(hào)了。）如果是你撥錯(cuò)了號(hào)，則要為打擾對(duì)方而道歉：Sorry, I dialed a wrong number.

如果是公司職員接聽正式的商務(wù)電話，則要更加注意自己的言辭。因?yàn)樯杂胁簧?，可能錯(cuò)過的就是公司的一個(gè)大客戶。

A: Hello, thank you for calling ...（公司名）. This is ...（人名）speaking, how may I help you?
B: Hello, I would like to speak to your director of human resources please.
A: Just a moment. I'll check to see if she is available. May I tell her who is calling?
B: This is ...（人名）from ...（公司名）, I'm calling in regard to our meeting next Tuesday.
A: Thank you, can you please hold for a moment?
B: No problem.
A: I'm sorry, Ms...（人名）is away from her desk. She has already left for lunch. Would you like to leave a message for her?
B: Yes, please have her return my call when she returns to the office. It's best if she can get in touch with me before 3pm. today. Shecan reach me at my office number, ...（電話號(hào)碼）
A: I'm sorry, I didn't quite catch that, could you please repeat the number?
B: Sure the number is ...，tell her to ask for extension 31.
A: All right, I will make sure she receives your message and returns your call before 3pm this afternoon.
B: Thank you very much.

首先職員應(yīng)自報(bào)家門，說明公司名和自己的名字，并客氣地問：How may I help you？在對(duì)方說明來意，要找director of human resources（人力資源部主管）后，應(yīng)首先查實(shí)主管在不在，忙不忙，可以說：Just a moment. I'll check to see if she is available/at her desk.（請(qǐng)稍等一下，我去看看她忙不忙/在不在。）電話的另一方也應(yīng)自報(bào)家門，說明這通電話的來意--calling in regards to our meeting next Tuesday（咨詢有關(guān)下周二會(huì)議的事）。

發(fā)現(xiàn)主管away from her desk，職員主動(dòng)提出take a message，對(duì)方提出要求，希望have her return my call when she returns to the office，也就是ask her to return my call when she returns to the office（在她回辦公室后請(qǐng)她回我電話），并說出自己的office number.

為確保message的準(zhǔn)確性，職員可以要求對(duì)方重復(fù)號(hào)碼和個(gè)人信息：I'm sorry, I didn't quite catch that, could you please repeat the number?（對(duì)不起，我沒有聽清，可以重復(fù)一下號(hào)碼嗎？）或just to confirm...再重復(fù)一遍電話號(hào)碼。對(duì)方提出tell her to ask for extension 31，extension即接分機(jī)號(hào)。

如果使用電話預(yù)約酒店或其他的服務(wù)，可以直接說：I'm calling from New York. I'd like to book a room in your hotel. Receptionist（接待員）會(huì)緊接著問：What kind of room would you like, sir? 并問對(duì)方的full name, arrival and departure date（入住和登出的日期）。

由于預(yù)訂酒店通常都必須在固定的時(shí)間段前到達(dá)酒店，receptionist會(huì)問：What time will you be arriving，并說明You'll be expected to be here then.

四、寫好商務(wù)信函，給客戶留下最佳印象

工作的時(shí)候，我們少不了要和商務(wù)信函打交道，商務(wù)信函是聯(lián)系客戶的重要紐帶，因此措辭和格式也都有一定的要求。

1. 客戶下訂單的信函

May 8,2004
Shanghai Sunlight Fiber Product Co.,Ltd.20 Huaihai Road
Shanghai, China

Dear Mr. Shao,
We thank you very much for your letter of May 6, 2004, and?your kind interest in our import business of textile products. Your textile products are so attractive in its price and quality that we have a keen interest in doing business with you in this line.
We have been closely connected with reliable wholesalers here.Accordingly, we are very con? dent of placing a large order with you if you accept the following terms and conditions:
Terms of Payment: By con? rmed irrevocable leter of creditTerm of Shipment: During October-November
Reference : Bank of Tokyo-Mitsubishi, Japan
We look forward to your favorable reply.

Yours faithfully,Paci? c Standard Trade Co.,Ltd.
Ma lilianGeneral Manager

首先要注意商務(wù)信函的格式，現(xiàn)在使用的格式主要有傳統(tǒng)的縮頭式(the conventional indented form) 和現(xiàn)代的齊頭式(the modern blocked form) 。 縮頭式要在信文每一段縮進(jìn)五或六個(gè)字母的空間，有時(shí)可能會(huì)縮進(jìn)更多?，F(xiàn)在，齊頭式在商務(wù)英語書信中使用得非常普遍。 上面這封信函就是用齊頭式的格式寫的。開頭自上至下依次為日期，對(duì)方公司的名稱、地址。

這封信函首先對(duì)對(duì)方來函表示感謝thank you for your letter of...，此外對(duì)于某月某日來函的詢價(jià)，深表謝意可說thank you very much for your inquiry of...We are very much obliged by your inquiry dated...We are indebted to your inquiry under date （of）...

接著切入主題，表明了和對(duì)方公司建立貿(mào)易關(guān)系的意愿：We have a keen interest in doing business with you in this line.也可以說：We are willing to establish trade relations with your company（我們?cè)概c貴公司建立商務(wù)關(guān)系），Please allow us to express our hope of opening an account with you（我們希望與您建立業(yè)務(wù)往來）。

再接著提出了place a large order（大量訂貨）的一些前提條件，terms of payment（付款條件），term of Shipment（裝運(yùn)條件），reference（介紹人）。

商務(wù)往來中terms of payment主要包括remittance（匯付），collection（托收）和letter of credit（信用證）。這里confirmed irrevocable letter of credit是保兌的不可撤銷信用證，其他的信用證還有Documentary Credit（跟單信用證），Clean Credit（光票信用證），Revocable L/C （可撤銷信用證），Unconfirmed L/C （不保兌信用證），Sight L/C （即期信用證），Usance L/C （遠(yuǎn)期信用證）。

最后結(jié)語為：We look forward to your favorable reply（靜候佳音）.

結(jié)尾的格式就像平常寫的信件一樣，yours sincerely或yoursfaithfully.不過注意下面應(yīng)該先寫公司的名字，再寫寫信人的名字，不然會(huì)給人喧賓奪主的感覺。

2. 通知信函

May 8,2004
Shanghai Sunlight Fibire Product Co.,Ltd.20 Huaihai Road
Shanghai,China

Dear Mr.Shao,
　　We have received with thanks your letter of May 6,2004. We, however, regret to inform you that we are unable to establish business relations with you because we have already been appointed as an agent by a Washington Trade Corporation for the sale of their products.
　　Under the circumstances, we will not be able to transact with you at least until the agency contract expires. Of course, we filed your letter and the catalogue for our future reference. We may contact you as soon as we are free from the agency?contract.
　　We thank you again and hope you understand our situation fully.

Yours faithfully,
Ma Lilian
General Manager,Paci? c Standard Trade Co.,Ltd.

這封信函主要的來意是regret to inform you that（很遺憾地通知您），有關(guān)道歉我們也可以說：We are deeply sorry for...（我們?yōu)椤械胶鼙?。）We hope it didn't trouble you too much.（我們希望這并沒有給您帶來太大的麻煩。）

be in a position to do something 指有權(quán)，有辦法做某事，be appointed as an agent by...意為被指定為銷售其產(chǎn)品的代理商，合同到期可以說agency contract expires或contract finishes，不過前一種說法更正式。后文的free from the agency contract意即解除合同。

catalogue為產(chǎn)品目錄，通常在第一次通信時(shí)由買方隨信附寄，其他隨信附寄的材料還有price list（價(jià)目表），sample（樣品），details of terms（詳細(xì)資料），purchase contract（購貨合同），confirmation order（訂單確認(rèn)書）等等。

快到年末了，學(xué)習(xí)還沒達(dá)到自己理想水平的筒子，心里一定有點(diǎn)著急吧？不要擔(dān)心，滬江網(wǎng)校雙十二學(xué)習(xí)趴馬上就要拉開序幕啦~ 滬江英語教研用心開發(fā)，班班助教悉心陪伴，精品課程更低價(jià)，學(xué)到賺到成就感爆棚~

12.12學(xué)習(xí)趴 正值12.12學(xué)習(xí)趴，滬江網(wǎng)校英語課程正開放預(yù)定享優(yōu)惠活動(dòng)中，心動(dòng)的同學(xué)趕緊行動(dòng)起來吧：

1. 定金翻倍抵：提前預(yù)定課程，享受翻倍抵付（最高可抵1000元）

2. 全額獎(jiǎng)學(xué)金班：在課程有效期內(nèi)學(xué)完規(guī)定課時(shí)，可獲全額獎(jiǎng)學(xué)金（即課程學(xué)完，全額返還）

3. 尾款贏“壕”禮：12月12日當(dāng)天付完尾款，可參與抽獎(jiǎng)，有機(jī)會(huì)贏得大禮包

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