谈判桌上风云变幻，谈判对象往往会提出一些“突如其来”的变化，这些变化给谈判的推进带来新的挑战。如何调整当下心态，运用谈判技巧和话术及时应对，本期英语干货，带您领略谈判中的博弈技巧和英语表达的实战话术。
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Classical sentence 经典句型
Accepting 接受
Oh, that sounds quite reasonable; That sounds good, Mr. Blake.
Clarifying 明确
By a short time...could you give me an estimate?
Offering 提供
Why don't I send you some reports that we have...
Promising 承诺
And I'm sure you'll be quite pleased with what you see.
Requesting 请求
...can you send over a group of technical advisors who speak English?
Could you get those off to me within a few weeks?
Do you think you can make it?
Stalling 暂缓
I'll have to get back to you on that...
Summarizing 总结
Things look very good...
Dialogue practicing 对话练习
Variation 1: Telling someone there have been changes
Blake: Hello, this is Charles Blake speaking. Epstein: Charles! This is Mike Epstein.
Blake: Oh, hi Mike, how are you? Epstein: Well, that's why I'm calling you. There have been some changes here, and I wanted to let you know.
Blake: What kind of changes? Epstein: Well, Shirley Graham has resigned, and I've been put in charge of our project.
Blake: Well, I'm sorry to hear about Shirley, but congratulations to you. Epstein: Thank you. But that's not all. I'm still interested in getting your machines for our new factory, and I've been able to extend the deadline for a month, to November 1st.
Blake: Do you think you can make it? Epstein: Well, if you can accept my earlier proposal, I don't see any problem. When are you flying back to Tokyo?
Blake: Tomorrow morning. Epstein: Could you change your flight and stop by here for a day or two?
Blake: Let me check with my office in Tokyo first, then I'll get back to you. Epstein: If you could call me back within a couple of hours and let me know, I'd appreciate it.
Blake: Well, our office in Tokyo doesn't open for another four hours. Epstein: Right. I forgot about the time difference.
Variation 2: Telling someone there have been changes
Blake: Yes. This is Charles Blake speaking. Epstein: Hello Charles. This is Mike Epstein calling.
Blake: Oh, Mike, it's good to hear from you. What's up? Epstein: Well, to begin with, I've decided to leaveAdvanced Technologies and join another company. I've been thinking about it for quite a while now, and last week I was offered a position at Data Systems, Inc.
Blake: Well, congratulations. Epstein: Thanks. But the reason I'm calling you is that I'll be working on a project very similar to the one I was working on before ... and there's a good chance that we'll be interested in your machines.
Blake: Well, that's great news. I'll be looking forward to hearing from you. Epstein: If you could keep me informed of any new developments, I'd really appreciate it.
Blake: I'll certainly do that. Epstein: How did things go in New York?
Blake: Well, we just finished our meeting, and things look very good. They like our technology, and there are no serious problems. Some of their people will fly to Tokyo the week after next, and if things work out, I'm pretty sure we'll get our first big order in North America. I'm very pleased.
Epstein: Well, congratulations. Next time we get together, we'll have to celebrate.
Blake: Sounds good, Mike ... and maybe we'll even get in a round of golf. Epstein: Good idea. Well, have a good trip back to Tokyo, Charles.
Blake: Thanks for calling. And good luck with your new job. Epstein: Thanks.
随机应变不仅是一种技能，也是一种心态：不仅需要对当前处境的明确认识，还需要谈判者有积极的信念。一个好的谈判者不能只是积极倾听，更要高度关注，动用自己的所有的感官去领会对方的意图，留意他的面部表情、说话口吻以及姿态等等。因为在这些内容中，往往蕴藏着双方达成一致的基础。
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