I guess the important thing is to be sure of what you actually want.

我想，重要的是要確定自己到底想要什麼。

So, you don't want to come away feeling that you've negotiated badly.

所以，你不要覺得你的談判很糟糕。

I find negotiating very awkward because my main instinct is to be polite and kind, so I find it quite difficult to be direct in what I want.

我覺得談判很尷尬，因為我的主要本能是禮貌和善良，所以我發現很難直接表達我的要求。

Today on Office English, we're talking about the language of negotiating.

今天的《辦公室英語》，我們來談談談判語言。

Hello and welcome to Office English from BBC Learning English.

你好，歡迎來到 BBC Learning English 的《辦公室英語》。

I'm Phil.

我是 Phil。

And I'm Pippa.

我叫 Pippa。

And in this podcast, we discuss the business English that you can use to do well at work.

在本期播客中，我們將討論你在工作中可以使用的商務英語。

Today, we're talking about negotiations.

今天，我們來談談談判。

This means discussions which we use to get what we want.

這意味著討論，我們用討論來獲得我們想要的東西。

So, for example, if we wanted to buy a car, we might negotiate with the salesperson to get the best price.

舉例來說，如果我們想買一輛車，我們可能會與銷售人員談判，以獲得最優惠的價格。

OK, so do you ever negotiate at work, Phil?

你在工作中談判過嗎，Phil？

Sometimes, yes, particularly when there's someone who we might need to do some work for us and we have to make sure that we get a good price for the department.

有時，是的，特別是當我們可能需要某個人為我們做一些工作時，我們必須確保我們的部門能得到一個好的價格。

Yeah, so we tend to negotiate at work even if it's not a big part of our job.

是啊，所以即使談判不是我們工作的重要組成部分，我們也傾向於在工作中進行談判。

So, if you're a salesperson or you're dealing with customers a lot, you might have to negotiate all the time at work.

如果你是一名銷售人員，或者經常與客戶打交道，你可能不得不在工作中經常進行談判。

But even if you don't, you might need to negotiate now and then when you're asking for a price for something or even in your own role.

但是，即使你不這樣做，當你要求對某樣東西進行定價時，甚至在你自己的角色中，你也可能需要時不時地進行談判。

So, if you're asking for something from your boss or if you're starting a new job, you need to talk about how much you're going to get paid, you'd be negotiating with them about that.

如果你向老闆提出要求，或者如果你要開始一份新工作，你需要談談你能得到多少報酬，你就會與他們就此進行談判。

And the way that people negotiate, especially in business deals between different companies, differs around the world and depending on the situation.

而人們的談判方式，尤其是在不同公司之間的商業交易中，在世界各地因情況而異。

But today, we'll talk about some phrases for negotiating that are familiar in the UK context.

不過，今天我們將討論一些在英國語境中耳熟能詳的談判用語。

So, first up, how do we start a negotiation, Pippa?

那麼，首先，我們該如何開始談判呢，皮帕？

So, in Britain, there's usually some politeness or small talk, and we talked about small talk in a previous episode.

，在英國，通常會有一些禮貌或閒聊，我們在上一集中談到了閒聊。

But once you've kind of said hello, had a chat with the person, then you might say something like, "Right, let's talk about the price" or "let's get down to business" is a nice phrase.

但是，一旦你和對方打了招呼，聊了幾句，你就可以說：「好吧，我們來談談價格吧」，或者「我們來談正事吧」也是不錯的說法。

It's a nice focusing expression, isn't it?

這是一個很好的聚焦表達，不是嗎？

Right, so you're saying now we're getting started, now we're doing what we really mean to do.

對，所以你的意思就是現在我們要開始了，現在我們要做我們真正想做的事了。

Yeah, and in some contexts, you wouldn't need to have the chit chat part at the beginning, you might just go straight in and say, "Okay, we're talking about this product, and we need to talk about the price of it."

是的，在某些情況下，你不需要一開始就閒聊，你可以直接說：「好吧，我們要來討論這個產品，我們需要談談它的價格。」

And you don't need to have the small talk.

你也不需要閒聊。

But in the UK, we tend to do that.

但在英國，我們傾向於這樣做。

And then probably what you want to do is make your opening offer.

然後，你可能要做的就是開出你的開價。

So you might say, "I'm looking for £10 for this," or "I think my work is worth £400," for instance.

你可以說：「我的作品價值 10 英鎊」，或者「我認為我的作品價值 400 英鎊。」

Yes, and of course, because it's a negotiation, you're probably going to ask for more than what you'd actually accept.

是的，當然，因為是談判，你的要求可能會比你實際接受的多。

Yes, so that's a tactic that people often use in negotiations.

是的，所以這是人們在談判中經常使用的一種策略。

They start with a higher price in the hope that they might get more than they wanted.

他們從較高的價格開始，希望得到比他們想要的更多的東西。

And then there's sort of a lower limit that they're willing to take for something.

他們願意接受的東西也有一個下限。

You could open a negotiation by asking the other person for their first offer.

你可以通過詢問對方的第一個出價來開啟談判。

So that sort of changes the dynamics a little bit.

動態變化有點大。

So you could say, "What sort of price would you be willing to pay for this?

所以你可以說：「你願意為此付出什麼價格？」

OK, so we've started the negotiation, but how do we try and persuade the other person to give us what we want?

好了，我們已經開始談判了，但我們該如何說服對方滿足我們的要求呢？

Are there any phrases that we can use, Phil?

有什麼短語可以用嗎，Phil？

Yes, well, this is all about something we call haggling, which is basically arguing, but professionally and persistently, about the price of something.

是的，這就是我們所說的「討價還價」。「討價還價」基本上就是爭論，但要專業、持久地爭論某樣東西的價格。

So you might say, "What your first offer is?" and someone will say, "No, no, no, no, that's too expensive. We can pay this."

所以，你可能會說：「你的第一個提議是什麼」，對方會說：「不，不，不，不，太貴了。我們可以支付這樣的費用。」

And you go, "No, no, no, no, that's too low. But I might accept this."

然後你會說：「不不不，太低了。但我可能會接受。」

And you go backwards and forwards until you get to the right price.

你們就這樣來來回回，直到找到合適的價格。

Yes, so it's about a compromise between the two.

是的，所以這是兩者之間的妥協。

And there's often a lot of different tactics that people use.

人們通常會使用很多不同的策略。

Now, I'm not a very good negotiator, so I wouldn't be very good at the haggling part of things.

我不是一個很好的談判者，所以我不太擅長討價還價的部分。

I usually just kind of accept what someone offers because I'm scared.

我通常會接受別人的建議，因為我害怕。

But yeah, people have different ways of trying to persuade the other person to kind of meet their price rather than dropping the price.

但是，人們有不同的方法來說服對方滿足自己的價格，而不是降價。

Yeah, so if you want somebody to increase the amount they'll pay you for something, then you could say something like, "We've got to cover our costs."

是的，所以如果你想讓別人增加支付給你的金額，那麼你可以這樣說：「我們必須打平我們的成本。」

And cover your costs means that you need to earn enough to pay for what it would cost to do something.

而「打平成本」是指你需要賺到足夠的錢來支付做某件事的成本。

Yeah, and this is good because you're sort of saying, "We have to be realistic. We'd love to give it to you for less money, but we've got to cover our costs."

是的，這很好，因為你的意思就是「我們必須現實一點。我們很樂意以更低的價格提供給您，但我們必須打平成本。」

And if we're buying something from somebody else and we wanted them to lower the price that they were asking, what could we say then?

如果我們從別人那裡買東西，我們希望他們降低要價，我們又能說什麼呢？

Yeah, I mean, you could say something like, "I'd love to offer that, but we have to be realistic about our budget."

是的，你可以說：「我很樂意提供這樣的服務，但我們的預算必須切合實際。」

And this is another one where you're kind of maybe making it slightly less personal.

這也是你的另一種做法，也許會讓它變得不那麼個人化。

You're saying, "Oh, yeah, that's fine. That'd be great. But we don't have that money and we need to think about this."

你會說：「哦，是啊，沒關係。那就太好了。 但我們沒有那麼多錢，我們需要考慮這個問題。」

So while I want to pay you more, I can't.

所以，雖然我想給你更多錢，但我不能。

It's not down to me.

這不是我的責任。

It's just the situation.

情況就是這樣。

Yes, you're using we.

是的，你用的是「我們」。

So you're sort of negotiating on behalf of the company rather than on behalf of yourself.

你是在代表公司而不是代表自己進行談判。

And both of these phrases, we've got to cover our costs.

而這兩句話，我們都必須打平我們的成本。

We have to be realistic about the budget are still kind of friendly.

我們必須對預算持現實態度，但還是要友好一些。

So it's not actually an argument when you're negotiating.

在談判時，這實際上並不是一種爭論。

It's more of a discussion.

這更像是一場討論。

OK, and we talked a lot here about negotiating with someone from another company.

好了，我們在這裡談了很多關於與其他公司的人談判的問題。

But actually, sometimes you have to negotiate with people in your company.

但實際上，有時你必須與公司裡的人談判。

And in fact, sometimes you have to negotiate with your boss, particularly about how much you get paid.

事實上，有時你必須與老闆進行談判，特別是關於你的薪酬。

And so you might want to use phrases like, "Well, other people in my position earn this much."

你可能想用這樣的措辭：「其他人在我的位置上也能賺這麼多。」

Or "I've taken on lots of responsibility without more pay."

或者說「我承擔了很多責任，卻沒有得到更多的報酬。」

Yes, and it's probably useful to say that it will depend on your company as to whether there is an opportunity to talk about your pay and to negotiate it.

是的，也許應該說，是否有機會談論自己的薪酬並就薪酬進行談判，這取決於你所在的公司。

Some companies don't like that, some do. It really depends.

有些公司不喜歡這樣，有些喜歡。 這真的要看情況。

But yes, giving evidence for why you want more money would be a useful thing to do.

沒錯，提供證據說明你為什麼想要更多的錢是一件有用的事情。

Right, so we have some ways to try and persuade the other person in a negotiation.

沒錯，所以我們有一些方法可以在談判中嘗試說服對方。

Let's imagine that after haggling for a while, we are ready to accept the price or offer.

讓我們設想一下，在討價還價一段時間後，我們準備接受價格或出價。

How do we end a negotiation?

如何結束談判？

Well, we could be quite informal.

我們可以不拘一格。

We could say, "OK, we can go with five pounds."

我們可以說：「好吧，我們接受 5 英鎊。』

So we can go with means we'll accept that amount.

所以我們可以接受這個數額。

Or you could be more formal, you could say something like, "I'm happy to accept five pounds. Thank you very much."

你也可以更正式一些。你可以這樣說：「我很樂意接受五英鎊。 非常感謝。」

And then one thing that I think is useful is to try and sort of maintain the business relationship.

然後，我認為有一點很有用，那就是努力保持業務關係。

So you've not just gone there to get the best price possible, but you also want to kind of continue a working relationship with the person.

你去那裡不僅僅是為了儘可能得到最好的價格，還希望與對方繼續保持工作關係。

So you could say something like, I look forward to working with you, or it was great doing business with you.

你可以說：「我期待與您合作」或 「與您合作非常愉快」之類的話。

What do you think about that, Phil?

你怎麼看，Phil？

Yes, I think this is quite nice because negotiations can sometimes get a little bit tense.

是的，我認為這很好，因為談判有時會變得有點緊張。

So it's quite good to bring everything back to a kind of friendly tone at the end.

在結尾處把一切都拉回到一種友好的基調上是非常好的。

Negotiations can be difficult, especially if we're not used to persuading other people to do something.

談判可能很困難，尤其是如果我們不習慣說服別人去做某件事情。

Let's hear again from our BBC Learning English colleagues.

讓我們再次聆聽 BBC Learning English 同事的想法。

I guess the important thing is to be sure of what you actually want.

我想，重要的是要確定自己到底想要什麼。

So you don't want to come away feeling that you've negotiated badly.

你不希望離開時覺得自己的談判很糟糕。

I find negotiating very awkward because my main instinct is to be polite and kind.

我覺得談判很尷尬，因為我的主要本能是禮貌和友善。

So I find it quite difficult to be direct in what I want.

我發現很難直接表達自己的想法。

Yeah, I think it's different, isn't it?

是啊，我覺得這不一樣，不是嗎？

I mean, if you do it all the time as part of your job, if you're a salesperson or you're involved in things like that, then I guess it's a lot easier.

我的意思是，如果你是銷售人員或從事類似的工作，並將其作為工作的一部分，那麼我想這就容易多了。

You get used to it.

你會習慣的。

But in a lot of jobs, we don't do a lot of negotiating.

但在很多工作中，我們並不經常進行談判。

Yeah, and that's why I think we're nervous to do it.

是啊，這就是為什麼我覺得我們會緊張的原因。

But as we said, if you try and remain friendly and try and kind of make the conversation less of an argument and more of a discussion, then that's a good way to kind of try and get your opinion across.

但正如我們所說的，如果你試著保持友好，試著讓對話少一些爭論，多一些討論，那麼這就是一種嘗試表達自己觀點的好方法。

And one thing that's really important that we haven't talked about is it's good to be clear with yourself about what you want before you start the negotiation, what you would be willing to accept as a high or low point.

我們還沒有談到的一件非常重要的事情是，在開始談判之前，最好先明確自己想要什麼，你願意接受的最高點或最低點是什麼。

Otherwise, you could get carried away and pay far too much or accept far too little for something.

否則，你可能會得意忘形，付出過多或接受過少的代價。

So yeah, think before about what are you wanting to get out of a negotiation.

所以，是的，在談判之前，先想想你想從談判中得到什麼。

So that you don't kind of go in and end up with something you didn't want.

這樣，你就不會去買一些你不想要的東西。

That's it for this episode of Office English.

本期《辦公室英語》就到這裡。

Remember, you can find courses and activities to help you with your English at work on our website bbclearningenglish.com.

請記住，你可以在我們的網站 bbclearningenglish.com 上找到幫助你在工作中學習英語的課程和活動。

Next time we're talking about how to talk about your achievements at work and sell yourself.

下一次，我們將討論如何在工作中談論自己的成就並推銷自己。

See you then. Bye.

到時候見再見。

Bye.

再見。＝