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