CHAPTER 6
CHAPTER 6
FUNCTION-Adopting fuzzy words -Fuzzy words has multi-faced functions in business negotiation,but the most striking is that it is persuasive and convincing without any force upon others.It can improve the negotiation climate,make the negotiation go on smoothly,and sound the opponent out about the question,in an effort to know the other's real intention. Based on this“dodge”strategy,the negotiation seek and enlarge the common points,hoping for the ultimate agreement and win the opponent psychologically
FUNCTION-Adopting fuzzy words ▪ Fuzzy words has multi-faced functions in business negotiation, but the most striking is that it is persuasive and convincing without any force upon others. It can improve the negotiation climate, make the negotiation go on smoothly, and sound the opponent out about the question, in an effort to know the other’s real intention. Based on this “dodge” strategy, the negotiation seek and enlarge the common points, hoping for the ultimate agreement and win the opponent psychologically
模糊表达 作为一种礼貌策略，模糊表达不仅可以减 轻及缓和说话人的语气，减弱威胁对方面 子行为的程度，同时也能给自己留有余地， 改善谈判的气氛。 超 漫
模糊表达 ▪ 作为一种礼貌策略，模糊表达不仅可以减 轻及缓和说话人的语气，减弱威胁对方面 子行为的程度，同时也能给自己留有余地， 改善谈判的气氛
Some usual fuzzy words ▣most favorable tremendously ·much few difficult hard time of high quality 配
Some usual fuzzy words ▪ most favorable ▪ tremendously ▪ much ▪ few ▪ difficult ▪ hard time ▪ of high quality
Softening your refusal In business negotiation,there are times you have to express disagreement or refusal.As disagreeing and refusing 凝 directly might offend others,it is advisable to disagree or refuse gracefully and politely
Softening your refusal In business negotiation, there are times you have to express disagreement or refusal. As disagreeing and refusing directly might offend others, it is advisable to disagree or refuse gracefully and politely
Ways of softening your refusal I am afraid we can't. Well,it is possible if you... I am sorry to contradict with you,but your question has nothing to do with our talk. With respect,we have to say that... !
Ways of softening your refusal ▪ I am afraid we can’t. ▪ Well, it is possible if you… ▪ I am sorry to contradict with you, but your question has nothing to do with our talk. ▪ With respect, we have to say that…
Module 1 Questions: 1 Why can Miss Lin maintain the price offered at the first time? 2 How does Miss Lin response when Mr. Stevenson compared Chinese walnuts 湿 with India's? 3 Why did Miss Lin refuse to offer a larger quantity to customer this time?Do you approve of what she did? 超
Module 1 Questions: 1 Why can Miss Lin maintain the price offered at the first time? 2 How does Miss Lin response when Mr. Stevenson compared Chinese walnuts with India’s? 3 Why did Miss Lin refuse to offer a larger quantity to customer this time? Do you approve of what she did?
Try to find the fuzzy words in the following sentences (1)That's a high price!It will be difficult for US to make any sales. (2)But I believe we'll have a hard time convincing our clients at your price (3)No doubt,yours is of a high quality. (4)Few other walnuts can compare with ours either for flavor or color
Try to find the fuzzy words in the following sentences ▪ (1)That’s a high price! It will be difficult for US to make any sales． ▪ (2) But I believe we’ll have a hard time convincing our clients at your price． ▪ (3) No doubt，yours is of a high quality． ▪ (4) Few other walnuts can compare with ours either for flavor or color．
■在商务谈判的过程中，强迫对方来达成某项协 议是行不通的。因此，在措辞上，双方都应尽 量留有余地，这样不仅能让双方都感觉受到了 尊重，同时照顾到了双方的心理，若双方在谈 判过程中要改变态度，也不会觉得没有面子。 就如例(1)，A在用词上用“difficult”取代了 “impossible”,这样他在试图说服对方降价的 过程中，给自己留下了一定的回旋空间。即使 对方拒绝他的还盘，使得他不得不按原价交易， 他也仍能保存自己的面子。同样在之后几个例 句中的“hard time”,“of high quality”, “fW'这些模糊用语都起到了大同小异的效果
▪ 在商务谈判的过程中，强迫对方来达成某项协 议是行不通的。因此，在措辞上，双方都应尽 量留有余地，这样不仅能让双方都感觉受到了 尊重，同时照顾到了双方的心理，若双方在谈 判过程中要改变态度，也不会觉得没有面子。 就如例(1)，A在用词上用“difficult”取代了 “impossible”，这样他在试图说服对方降价的 过程中，给自己留下了一定的回旋空间。即使 对方拒绝他的还盘，使得他不得不按原价交易， 他也仍能保存自己的面子。同样在之后几个例 句中的“hard time”，“of high quality”， “few”这些模糊用语都起到了大同小异的效果
Task 1 P76-Act as the interpreters Mr Zhang,it is difficult for us to push the sales of your pajamas nowadays. ·问题在哪里？ Price.Frankly speaking,your price is too hign. 你也许注意到了，自从去年9月份以来，睡衣价 调 格已涨。与你从别的地方能得到的价格相比，我 方价格是合理的。 I am afraid that's not true.South Korea has entered the market and their price is lower
Task 1 P76-Act as the interpreters ▪ Mr Zhang, it is difficult for us to push the sales of your pajamas nowadays. ▪ 问题在哪里？ ▪ Price.Frankly speaking, your price is too hign. ▪ 你也许注意到了，自从去年9月份以来，睡衣价 格已涨。与你从别的地方能得到的价格相比，我 方价格是合理的。 ▪ I am afraid that’s not true.South Korea has entered the market and their price is lower