- 谈判开局不说"我们要这个"，而是说 "We propose that…" 或 "We recommend that…"，把立场包装成建议而不是要求，给双方留出讨论空间。
- 不同意对方条件时，"I have some reservations about…" 比直接说"不行"更专业，还附带说明顾虑在哪。
- "We might be able to work on…, if you could…" 这种"你让一步、我也让一步"的句式，是谈判里达成妥协最常用的结构。
- 学完能走完提议→还价→妥协三个阶段，用地道说法而不是干巴巴的 "yes/no" 来回应付。
重点内容
情景对话
*以下对话根据 FluentU 整理的真实商务谈判常用语改写而成的示范场景，不是逐字对话原文。*
A：We propose that you extend the contract for another 12 months at the current rate.
B：I have some reservations about that. Unfortunately, our position is different from yours — costs have gone up on our side too.
A：I understand. What if we kept the current rate for six months and reviewed it after that?
B：We might be able to work on that, if you could also commit to a minimum order volume.
A：We can do it provided the volume target is realistic for our current demand.
B：Then let's say we agree on six months at the current rate, in exchange for a minimum order commitment.
A：我们建议你们以目前的价格再续约12个月。
B：这个我们有些顾虑。我们的立场跟你们不太一样——我们这边的成本也涨了。
A：我理解。那如果先维持目前的价格六个月，之后再重新评估呢？
B：这个我们可以考虑，前提是你们也要承诺一个最低订购量。
A：只要这个订购量目标符合我们目前的需求，我们可以答应。
B：那我们就这样定：六个月维持现价，交换条件是你们承诺一个最低订购量。
常用句型
| 句型 | 用法 | 例子 |
|---|---|---|
| We propose / recommend that… | 提出正式提议，比直接说 "we want" 更专业、更留余地 | "We propose that payment terms be extended to 60 days." |
| I have some reservations about… | 委婉表达对某个条件的不满意，同时保持合作语气 | "I have some reservations about the delivery timeline." |
| Unfortunately, our position is different from yours | 表明立场不同但不带攻击性，为后续解释留空间 | "Unfortunately, our position is different from yours on pricing." |
| What if…? / How about…? | 提出替代方案，语气比直接反驳柔和，邀请对方一起想办法 | "What if we split the difference and meet in the middle?" |
| We might be able to work on…, if you could… | 有条件的让步，把"可以让步"和"你也要让步"绑在一起说 | "We might be able to work on the price, if you could increase the order size." |
| In exchange for…, would you agree to…? | 明确交换条件，让妥协听起来是双方对等的交易 | "In exchange for a longer contract, would you agree to a lower rate?" |
| We can do it provided… / We can't do it unless… | 用条件句设定让步的底线，语气清楚但不生硬 | "We can't do it unless the minimum order volume is guaranteed." |
发音 / 语调提示
- "We propose that…" 类正式提议句型，语速要略慢、语调平稳下降，听起来经过深思熟虑，而不是临时想到。
- "What if…?" "How about…?" 这类试探性提议，句尾要用明显的上扬语调，让对方感受到这是在邀请讨论，不是最终决定。
- "provided…" "unless…" 这类条件句里，条件部分（provided/unless 后面的内容）要稍微加重、放慢，确保对方听清底线在哪，不会因为语速太快而漏听关键条件。
Sources
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