C1296 字1:44對話美國腔發布於 2026年3月14日 · 更新於 2026年3月23日

工作職涯商業領導力經濟

聆聽課程

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理解模式單字練習跟讀練習測驗聽寫練習寫作練習

Hey Nina, you won't believe the vendor negotiation I just came out of this morning.

嘿 Nina，妳絕對不會相信我今天早上剛結束的那場供應商談判。

Oh no, was it the one about the new branding contract? You mentioned it last week.

喔不，是關於新品牌合約的那件事嗎？你上週提過。

Exactly. Their initial offer was absurdly high, nearly forty percent above our allocated budget.

沒錯。他們最初的報價高得離譜，比我們撥出的預算高出將近百分之四十。

That's quite a gap. I imagine you didn't just accept those terms without pushing back.

那差距相當大。我想你應該沒有就這樣不加反抗地接受那些條款吧。

Not a chance. I submitted a counter-offer that trimmed the scope but preserved our core deliverables.

絕不可能。我提交了一份還價方案，縮減了範疇，但保留了我們的核心交付成果。

Smart move. So you essentially restructured the deal rather than just haggling over the price?

明智之舉。所以你基本上是重新建構了這筆交易，而不僅僅是在價格上討價還價？

Precisely. Had I merely demanded a lower price, they would have cut quality instead of cost.

正是如此。如果我當時僅僅要求降低價格，他們就會削減品質而非成本。

That's a nuance most people overlook when they're fixated on the bottom line.

那是大多數人在專注於盈虧底線時會忽略的細微差別。

From an HR perspective, I see similar dynamics in salary negotiations with new hires.

從人力資源的角度來看，我在與新進員工的薪資談判中也看到了類似的動態情況。

#10

Really? How so? I would have thought HR negotiations were more straightforward.

真的嗎？怎麼說？我原以為人力資源談判會更直接一點。

#11

Not at all. Candidates often anchor their expectations high, so we propose a comprehensive package instead.

一點也不。應徵者通常會將期望值定得很高，所以我們改為提議一份綜合性的方案。

#12

You mean benefits and perks serve as leverage to offset a lower base salary?

你的意思是，福利和津貼可以作為抵銷較低底薪的籌碼？

#13

Exactly. It's remarkable how a flexible work arrangement can tip the scales in our favor.

沒錯。彈性的工作安排竟然能讓局勢變得對我們有利，這點確實引人注目。

#14

That reminds me — the vendor eventually agreed to revised terms with a phased payment structure.

這提醒了我——供應商最終同意了包含分期付款結構的修訂條款。

#15

So you reached a compromise that neither side would have initially proposed on their own?

所以你們達成了一個雙方最初都不會主動提出的折衷方案？

#16

Indeed. Not only did we stay within budget, but we also secured an extended warranty clause.

的確。我們不僅守住了預算，還爭取到了延長保固條款。

#17

That's impressive. It sounds like you turned a potential deadlock into a mutually beneficial outcome.

那真令人印象深刻。聽起來你將一個潛在的僵局轉化成了互惠互利的結果。

#18

The key was reframing the conversation around shared objectives rather than opposing positions.

關鍵在於圍繞共同目標重新建構對話，而非對立立場。

#19

I should incorporate that approach into our next round of contract renewals with staffing agencies.

我應該將那種方法納入我們下一輪與人力派遣公司的合約續約中。

#20

Absolutely. Let's grab coffee next week and I'll walk you through the framework I used.

沒問題。我們下週一起喝杯咖啡，我會向你詳細說明我所使用的框架。

片語表 (9 個片語)

片語包含類型標示、雙語定義、用法說明和例句。

push back

phrasal verb

To resist or oppose a plan, suggestion, or price.

反對、抵制、回絕

解釋： 在商務談判中，當對方提出不合理的條件時，採取不接受並提出異議的行為。

範例： The client pushed back on the proposed timeline, saying it was too aggressive.

bottom line

idiom

The most important fact or the final total profit/loss.

底線、最重要的一點、盈虧底線

解釋： 原指財務報表的最底行（淨利），引申為談判中最在意的核心利益或最終結果。

範例： The bottom line is that we cannot afford to lose this client.

tip the scales

idiom

To be the deciding factor in a situation.

起到決定性作用、扭轉局面

解釋： 源自天平秤重，指某個因素的加入使得原本平衡或僵持的局面產生傾斜，達成決定性的影響。

範例： Her extensive experience in marketing tipped the scales in her favor during the interview.

mutually beneficial

collocation

Helpful or advantageous to both parties involved.

互利互惠的

解釋： 這是一個正式的商務用語，強調雙贏（win-win）的結果，使雙方都能獲得利益。

範例： We are looking for a mutually beneficial partnership that lasts for years.

core deliverables

technical term

The primary tangible or intangible products or results that must be completed and delivered to fulfill a contract.

核心交付成果

解釋： 在日常生活中，'deliver' 指的是遞送物品。但在商務與專案管理中，'deliverables' 是一個名詞，特指合約中規定必須完成並交出的具體成果（如報告、軟體、產品等）。

範例： The consultant failed to provide the final deliverables by the deadline.

anchor their expectations

technical term

To set a high or low initial value in a negotiation to influence the final outcome (the 'anchoring effect').

設定期望錨點

解釋： 『Anchor』原意是船隻的『錨』。在談判學中，這是一個心理學術語，指第一個人提出的數字會成為後續討論的參考點（錨點），進而影響對方的判斷。

範例： By asking for a high starting salary, she anchored the negotiation in her favor.

comprehensive package

technical term

A total compensation offer that includes salary plus various benefits like insurance, bonuses, and perks.

綜合福利方案

解釋： 『Package』通常指包裹。但在人力資源（HR）領域，它指的是『薪酬包』，即除了底薪之外，還包含勞健保、獎金、休假等所有福利的總和。

範例： The tech company offered him a very attractive relocation package.

warranty clause

technical term

A specific section within a legal contract that outlines the terms of a guarantee.

保固條款

解釋： 在語法中，'clause' 指的是『子句』。但在法律與合約語境下，它指的是合約中的一個特定『條款』或『項目』。

範例： Our legal team needs to review the termination clause in the agreement.

trimmed the scope

technical term

Reduced the range of work or the specific objectives defined in a project or contract.

縮減範疇

解釋： 『Scope』在日常用語中可能指『範圍』或『望遠鏡』。在專案管理中，'Scope' 是一個專有名詞，指『工作說明書中定義的所有任務與目標』。

範例： We had to trim the project scope to meet the tight deadline.

Negotiation談判

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