Переговоры на английском

ОСОБЕННОСТИ ПЕРЕГОВОРОВ НА АНГЛИЙСКОМ ЯЗЫКЕ

При проведении переговоров с иностранными партнерами часто даже опытные переговорщики чувствуют себя неуверенно, так как коммуникация не на родном языке ограничивает возможности как понимания, так и убеждения.

Что можно сказать, а что нет? Что можно спросить? Как реагировать на предложения партнера, с которыми я не согласен? Как возражать и реагировать на возражения, чтобы это было воспринято адекватно?

Здесь приводятся рекомендации, которые помогут Вам учесть некоторые особенности переговоров на английском языке.

If you would like to make a comment or insert a remark in an ongoing conversation, it is polite to acknowledge what someone has just said before stating your own ideas.
Some phrases:

• That’s interesting. I think that…
• Interesting point. I would add…
• Hmmm. I hadn’t thought of that before…

Questions can also be a useful way of bringing new ideas into a conversation:

• What do you think about…?
• Have you considered…?
• What about…?

Sometimes a more direct approach is appropriate:

• Can I add something here?
• (Do you) mind if I interject something here?

Asking for support or details:

• Why do you think that?
• Could you elaborate?
• Could you give (me) an example?
• Can you illustrate that?
• What evidence do you have?
• Could you explain it in more detail?
• Could you provide some details?

Supporting your opinions:

• Let me illustrate,
• For example,
• For instance,
• To give you an example,
• Let me give you an example,
• To elaborate,
• First, (second), etc.

(These phrases can be followed by details, examples, elaboration, or a summary of your main points.)

Contrasting:

• On the other hand,
• However,
• Yes, but . . .
• You may be right, but…
• I may be wrong, but…
• Correct me if I’m wrong, but…

Opening a discussion:

• To begin with,
• We need to discuss…
• determine
• find out
• Let’s start by (V ing)
• We’ll start by (V ing)
• The problem / issue /question here is…
• The important thing (here) is…
• The main thing we need to discuss is…
• Let’s look at…
• It looks like…
• It appears that…

Asking for input:

• What do you think?
• How about you?
• How do you feel about that?
• Any ideas on that?

Responding:

• That sounds like a good idea.
• Sounds good.
• The problem with that is…
• That raises the issue of…
• That brings up…

Asking for Clarification:

• What do you mean (by that)?
• What are you trying to say?
• What was that again?
• Could you clarify that?

Clarifying another’s ideas:

• You mean…
• What you mean is…
• What you’re saying is…
• (I think) what she means is…
• What he’s trying to say is…
• If I understand you, (you’re saying that)…
• If I’m hearing you correctly,
• So, you think (that)…
• So, your idea is…

Asking for input:

• What should we do about it?
• What needs to be done?
• What do you think we should do?
• What are we going to do about it?
• Do you have any suggestions?
• Any ideas?

Making Recommendations

• I recommend that…
• I suggest that…
• I would like to propose that…
• Why don’t we…

Interrupting politely:

• Excuse me,
• Pardon me,
• Sorry to interrupt,
• May I interrupt (for a minute)?
• Can I add something here?
• I don’t mean to intrude, but . . .
• Could I inject something here?
• Do you mind if I jump in here?

Pre-closing:

• It’s been nice talking to you.
• It’s been great talking with you.
• I really enjoyed meeting you.
• It was nice meeting you, Mr. Brown.
• I’m sorry, but I have to go now.
• I’m afraid I have to leave now.
• Thanks for the information/ the tour/ your time.
• Thanks for taking the time to talk with us.

Follow up:

• I’ll give you a call.
• I’ll send you an e-mail.
• I’ll put a packet in the mail for you.
• We’ll send out that information right away.
• I’ll have my secretary schedule an appointment.
• Could you send me a brochure/some more information?
• Could I contact you by e-mail/at your office?
• How do I get in touch with you?
• How can I reach/contact you?

Closing:

• I look forward to seeing you again.
• We’ll see you on Friday.
• See you next week.
• Let me give you my business card.
• Here’s my e-mail/office number.
• Let’s keep in touch by e-mail.
• We’ll be in touch.
• Call me if you have any questions.
• E-mail me.

Letter / Mail:

• Dear Sir/Madam,…
• If you have further questions, please don’t hesitate to contact me.
• I look forward to hearing from you soon.
• Best regards,…

Clarifying your own ideas:

• In other words,
• What I mean is…
• What I’m trying to say is…
• What I wanted to say was…
• To clarify,…

Focusing on the main problem/issue:

• What is the main problem?
• What is the real issue (here)?
• (I think) the major problem is…
• Our primary concern is…
• The crux of the matter is…
• (As I see it), the most important thing is…
• The main problem we need to solve is…
• We really need to take care of…
• It all comes down to this:

Getting back to the topic:

• Anyway,
• Now, where was I?
• Where were we?
• What were you saying?
• You were saying . . .
• To get back to . . .

В разговоре мы часто используем выражения и словосочетания, которые на другие языки дословно не переводятся.

Мы рекомендуем избегать их использования в переговорах, потому что часто они могут быть неверно интерпретированы партнером. Если такие выражения использует Ваш партнер, и вы не уверены, что правильно его поняли, просите его уточнить сказанное.

Некоторые классические выражения и их перевод на английский:

• Это для меня китайская грамота
  That’s all Greek to me

• Что с возу упало, то пропало
  It’s no use crying over spilled milk

• Делать из мухи слона
  Don’t make a mountain out of a molehill

• Как нажито, так и прожито; как пришло, так и ушло
  Finder’s keeper, looser’s weeper

• Тонкий намек на толстые обстоятельства
  Thank you, Mr. Obvious!

• В чужой монастырь со своим уставом не ходят
  When in Rome, do as Romans do

• Как аукнется, так и откликнется; Что посеешь, то и пожнешь
  What goes around comes around

• Не реви раньше смерти; Цыплят по осени считают
  Don’t meet trouble halfway

• Лучше синица в руках, чем журавль в небе
  A bird in the hand is worth two in a bush

• Москва не сразу строилась
  Rome wasn’t built in a day

• Против рожна не попрешь; Нужда научит калачи есть
  Needs must where the devil drives

• В этом мире можно быть уверенным лишь в смерти и налогах
  Nothing’s for sure in life, except for death and taxes

• Поставить не на ту лошадь
  Barking at the wrong tree

• Не пытайся меня умаслить
  Don’t try to butter me up

• Легче на поворотах; Придержи лошадей
  Hold your horses

• Выйти из себя, «слететь с катушек»
  To fly off the handle

• Выручить из беды
  To get someone off the hook

• Все хорошее когда-нибудь заканчивается
  All good things must come to an end