商務(wù)談判中，談判人員會因某種特殊的時間、地點或環(huán)境限制不能自由表達。當(dāng)談判人員發(fā)表不同意見，或談判受阻時，委婉的表達法會非常有用，它能緩解談判的緊張氣氛，打破僵局。

In business negotiation, negotiators may be restricted by particular time, place, and atmosphere, and can not say directly then and there. When a negotiator expresses his different opinions, or gets the negotiation to be stuck, euphemistic presentations are used, which can relieve the tension of negotiating climate and break the deadlock.

首先，人們可以使用柔和的語言，間接地表達想法。通過回避的策略，談判人員可以表明自己并非那么堅定。這種做法也可以弱化口氣，以免傷到談判對手。諸如“恐怕……”，“我們想建議……”這樣的語句會把強硬的口氣轉(zhuǎn)化成柔和的口氣以達到溫和委婉的效果。其次，談判對手在某些方面犯錯誤的時候使用被動語態(tài)會顯得更加禮貌。例如你可以說“這有一個錯誤”而不說“你明顯犯了一個錯誤”。第三，移情就是要去體悟?qū)κ值母杏X。商業(yè)談判中，如果移情做的真誠，真心為對方考慮，可以大大改善討價還價的氣氛。如果移情用的巧妙，可以誘使對方換位思考。

First of all, people can use softened wordage to express indirectly and inoffensively. A negotiator can, by the strategy of hedging, make sure that he is not completely committed. This strategy can also soften the tone in case of hurting the opponent. Those expressions, such as I'm afraid" and "we would suggest", turn the strong into the moderate tone, thereby gaining the mild, euphemistic effects. Secondly, a passive voice seems more polite especially when the speaker thinks the opponent gets wrong in some regards. For example, you can say "A very careless mistake was made here." instead of " Obviously, you made a very careless mistake here." Thirdly, empathy is imagining how opponents feel. In business negotiations,if used honestly, it improves the bargaining climate by showing that you understand and care about the opponents'problems; if used skillfully, it fools opponents into thinking you care about their problems in order that they will reciprocate.

委婉語表達并不意味著在口氣和態(tài)度上軟弱。事實上，它對談判雙方都是有效的溝通方式。找到對手的需求并去努力迎合，沒有必要給人一個強硬的外表。你需要做的是用積極的態(tài)度讓對方清楚他的利益所在。委婉語能夠增強談判的彈性空間，改善談判結(jié)果。委婉語不但體現(xiàn)了說話者的禮貌還顯示了個人魅力，使談判更加順利。

Euphemistic presentation does not mean weakness in the tone of voice and attitude. In fact, it is an effective negotiating means for both sides. Find a need of your opponent's and meet it. You don't have to give him the hard shell. All that's necessary is to shade your case positively in a way that makes clear to your opponent how much he will benefit. They can increase the negotiating flexibility and possibility and improve the negotiating results. They not only show the speakers'politeness, but also their virtues of personality, which can serve negotiation better.

【知識小貼士】

商務(wù)談判中，開口說“不”的時候不必說抱歉，因為這個拒絕不是欠對方什么，而的確是從自身出發(fā)，無法滿足對方的要求。一個“不”字，通過什么樣的方式傳遞給談判對方，結(jié)果是不一樣的。在說“不”的時候要有自信心。要把自己的條件和原因告訴對方，要條理清晰、有理有據(jù)。說“不”的時候要有積極主動的情緒，悲觀消極的拒絕意味著談判的終結(jié)。拒絕不是最終目的，關(guān)鍵是要闡明在某個地方不能讓步的原因，目的是雙贏。

大連翻譯公司