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例如:
5) a. This kind of washing machine has a good per2
formance and can be used for a long time. b. This kind of
washingmachine can work without going wrong continually
formore than 50, 000 hours.
6) a. If we close the deal, you can make big p rofits
with only a small cap ital. b. You may know,Mr. Freeman,
the major dealer of Chinese textiles in Sweden. He made a
p rofit of ＄200, 000 from a deal of the same quantity.
通过比较,我们发现上述例句中的第二个句子陈述的都是事实,应该说在很多情况下,诸如“good”、“big”、“great”等等的修饰词往往无法起到简单的事实和数据所能达到的作用。又如下例:
7) A: Too high? That’s the lowest p riceswe can offer
now. The p rice of crude oil is soaring by 4. 5% , you know.
B: Yes, but if you look at the whole p icture,we can see
the p rices of other raw materials are sharp ly down.
A: That’s true, but Iwonder if you have taken every2
thing into account. For instance, our after - sale service is of
the best.
B: I see what you mean, but another way of looking at
it would be that the p rices you quoted are 3% higher. I
think it is difficult forme to persuade my p resident to accep t
your p resent offer. Thus, could you be persuaded to adjust
your p rices, say, 4% off?
A: I’m afraid I can’t. You see, I’m very eager to es2
tablish businesswith you, but if you insist on such a reduc2
tion, I have to drop the deal⋯ B: Are you quite sure you
won’t reconsidermy p roposal? I don’twant to talk you into
accep ting it, but surely it’s in your interest to make some
concessions. You know very well it is not a small order.
You should make a fortune out of it even if you bring your
p rices down by 5% or 6%.
A: Maybe so, butwouldn’t you agree that both parties
should make some concessions? 2. 8% off. That’s the best
I can do. It’s almost cost p rice, you may know.
B: Well, that’s settled.
3. 避免直接与谈判对方或第三方进行对比。
对谈判人员来说,直接将己方的强点与对方或第三方的弱点进行对比是不合适的,对他人的情况正面进行评价也是不可取的,因为这种有意贬低他人的行为不仅是不礼貌的,同时也会令对方认为出言者缺乏足够的道德,并留下不顾及他人面子的印象。例如:
8) This kind of machine of ours is small in size, high
in quality and easy to operate, while your p roduct is biggerand lack high quality and without the automatic control func2
tion.
9) As a big manufacturer, we have enough rooms to
move about. And with a number of newly developed p rod2
ucts,we need to exp lore overseas markets, and have had a
group of foreign cooperative partners. While that Johnson’s
Company is a quite small one. They have insufficient ability
of technical development. And their p roducts are mainly for
their domestic market. So they now cannot begin to talk a2
bout the cooperation with some big and famous foreign
firms.
上两例中谈判人员直接将己方优势与对方或其他竞争对手进行比较,这样的措辞往往会使听者觉得发言方将自己抬的太高,而把对手压得太低,不快之感自然油然而生。相比之下,下例中对比的语气就相对缓和得多。
10) A: This is their quotation sheet, which you may
have a look.
B: Maybe the case is so, but wouldn’t you agree that
we have a good reputation in this field?
A: Yes, but their offer is about 2% lower than the rul2
ingmarket p rice. It’s really verymuch.
B: That’s true, but there are other considerations. For
examp le,we guarantee a p romp t delivery.
A: Yes, perhap s you have a point here.
4. 减轻话语中的主观因素。
在谈判中,谈判方在强调自己的优势时,总喜欢使用“we”、“our”、“none but ours”等词来强调自己的独一无二,但这些词句似乎过分地夸大了发言方的能力,成了违背商务谈判交际中合作原则的表现。我们试来对比以下的例句:
11) a. It goes without saying that great p rogress has
been made in our research, and we also think, the research
has been in the leading position in the