商務(wù)談判中，談判人員會(huì)因某種特殊的時(shí)間、地點(diǎn)或環(huán)境限制不能自由表達(dá)。當(dāng)談判人員發(fā)表不同意見，或談判受阻時(shí)，委婉的表達(dá)法會(huì)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(yǔ)言，間接地表達(dá)想法。通過(guò)回避的策略，談判人員可以表明自己并非那么堅(jiān)定。這種做法也可以弱化口氣，以免傷到談判對(duì)手。諸如“恐怕……”，“我們想建議……”這樣的語(yǔ)句會(huì)把強(qiáng)硬的口氣轉(zhuǎn)化成柔和的口氣以達(dá)到溫和委婉的效果。其次，談判對(duì)手在某些方面犯錯(cuò)誤的時(shí)候使用被動(dòng)語(yǔ)態(tài)會(huì)顯得更加禮貌。例如你可以說(shuō)“這有一個(gè)錯(cuò)誤”而不說(shuō)“你明顯犯了一個(gè)錯(cuò)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(chéng)，真心為對(duì)方考慮，可以大大改善討價(jià)還價(jià)的氣氛。如果移情用的巧妙，可以誘使對(duì)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(yǔ)表達(dá)并不意味著在口氣和態(tài)度上軟弱。事實(shí)上，它對(duì)談判雙方都是有效的溝通方式。找到對(duì)手的需求并去努力迎合，沒有必要給人一個(gè)強(qiáng)硬的外表。你需要做的是用積極的態(tài)度讓對(duì)方清楚他的利益所在。委婉語(yǔ)能夠增強(qiáng)談判的彈性空間，改善談判結(jié)果。委婉語(yǔ)不但體現(xiàn)了說(shuō)話者的禮貌還顯示了個(gè)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(shí)小貼士】

商務(wù)談判中，開口說(shuō)“不”的時(shí)候不必說(shuō)抱歉，因?yàn)檫@個(gè)拒絕不是欠對(duì)方什么，而的確是從自身出發(fā)，無(wú)法滿足對(duì)方的要求。一個(gè)“不”字，通過(guò)什么樣的方式傳遞給談判對(duì)方，結(jié)果是不一樣的。在說(shuō)“不”的時(shí)候要有自信心。要把自己的條件和原因告訴對(duì)方，要條理清晰、有理有據(jù)。說(shuō)“不”的時(shí)候要有積極主動(dòng)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(gè)地方不能讓步的原因，目的是雙贏。

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