BEC口语：你来我往价格大战

　　BEC剑桥商务英语证书在中国被认可的主要以外资企业居多，特别是英联邦和欧盟成员国家的企业。BEC在外企及外籍人士中认可度还是很高的。下面是关于BEC口语的一些情景对话。Robert回公司呈报Dan的提案后，老板很满意对方的采购计划;但在折扣方面则希望Robert能继续维持强硬的态度，尽量探出对方的底限。就在这七上八下的价格翘翘板上，双方是否能找到彼此的平衡点呢?请看下面分解：

　　英文正文

　　Robert: Even with volume sales, our costs for theExec-U-Ciser won't go down much.

　　Dan: Just what are you proposing?

　　Robert: We could take a cut on the price. But 25%would slash our profit margin. We suggest a compromise - 10%.

　　Dan: That's a big change from 25! 10 is beyond my negotiating limit. Any other ideas?

　　Robert: I don't think I can change it right now. Why don't we talk again tomorrow?

　　Dan: Sure. I must talk to my office anyway. I hope we can find some common ground on this. (next day) Robert, I've been instructed to reject the numbers you proposed; but we can try tocome up with something else.

　　Robert: I hope so, Dan. My instructions are to negotiate hard on this deal - but I'm trying veryhard to reach some middle ground.

　　Dan: I understand. We propose a structured deal. For the first six months, we get a discountof 20%, and the next six months we get 15%.

　　Robert: Dan, I can't bring those numbers back to my office - they'll turn it down flat.

　　Dan: Then you'll have to think of something better, Robert.

　　句型总结

　　●　 巧妙否决

　　1. We suggest a compromise -- 10%.

　　2. We propose an alternative -- 10%.

　　3. We have another possibility -- 10%.

　　4. We suggest another approach -- 10%.

　　谈判进行中，如果有意修改对方的提案，可技巧地使用："we suggest a (compromise)..."‘我们建议一项(折衷)…’

　　使用这句话的好处是避免当面斩钉截铁地拒绝对方，而且还可提出另一个提议来试探对方;因此这个句型不但有降低现场火药味的作用，也可藉此表达新的意见，十分有利于双方进行磋商。它的语言技巧即在表达‘否定’时没有用到‘不’这样的字眼。

　　●　 超出限度

　　1. 10 is beyond my negotiating limit.

　　2. 10 is outside where I can go.

　　3. 10 is beyond the limits of what I can discuss.

　　4. 10 is not acceptable to me.

　　"...is beyond my negotiating limit."‘…超出我的谈判限度’。

　　此句型的主词就是对方所提的条件。这句话明白告知对方，其提案超出己方设有的底限或自己的权限，若一味强求，可能造成谈判破裂。这种表达否决意味的句子，语气坚定却不失礼貌。

　　●　 上级指示

　　1. My instructions are to negotiate hard on this deal.

　　2. I've been instructed to negotiate hard on this deal.

　　3. I've been told to negotiate hard on this deal.

　　4. I'm obliged to negotiate hard on this deal.

　　对话中，有两个表示自己乃衔命而来的句型，第一个是Dan说的："I've been instructed to..."。另一个是Robert说的："My instructions are to..."。

　　这两个句型均适用于正式场合，语气直截了当;一来传递上级的指示，二来划定谈判的界限。不仅请对方谅解自己权力有限的难处，并且抬出背后上司作护身符，借此保护自己不致成为对方攻击的箭靶。