C1296 字1:44对话美国腔发布于 2026年3月14日 · 更新于 2026年3月23日

工作职业商业领导力经济

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

嘿 Nina，你绝对不会相信我今天早上刚结束的那场供应商谈判。

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

噢不，是关于新品牌合约的那件事吗？你上周提过。

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

没错。他们最初的报价高得离谱，比我们拨出的预算高出将近百分之四十。

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

那差距相当大。我想你不会就这样不加反抗地接受那些条款吧。

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

绝不可能。我提交了一份还价方案，缩减了范畴，但保留了我们的核心交付成果。

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

明智之举。所以你基本上是重新构建了这笔交易，而不仅仅是在价格上讨价还价？

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

正是如此。如果我当时仅仅要求降低价格，他们就会削减质量而非成本。

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

那是大多数人在关注盈亏底线时会忽略的细微差别。

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

从人力资源的角度来看，我在与新进员工的薪资谈判中也看到了类似的动态情况。

#10

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

真的吗？怎么说？我原以为人力资源谈判会更直接一点。

#11

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

一点也不。应聘者通常会将期望值定得很高，所以我们改为提议一份综合性的方案。

#12

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

你的意思是，福利和津贴可以作为抵消较低底薪的筹码？

#13

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

没错。弹性的工作安排竟然能让局势变得对我们有利，这点确实引人注目。

#14

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

这提醒了我——供应商最终同意了包含分期付款结构的修订条款。

#15

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

所以你们达成了一个双方最初都不会主动提出的折衷方案？

#16

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

的确。我们不仅守住了预算，还争取到了延长保修条款。

#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。听起来你将一个潜在的僵局转化成了互惠互利的结果。

#18

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

关键在于围绕共同目标重新构建对话，而非对立立场。

#19

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

我应该将那种方法纳入我们下一轮与人力资源公司的合同续约中。

#20

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

没问题。我们下周一起喝杯咖啡，我会向你详细说明我所使用的框架。

片语表 (9 个片语)

片语包含类型标示、双语定义、用法说明和例句。

push back

phrasal verb

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

反对、抵制、回绝

解释： 在商务谈判中，当对方提出不合理的条件时，采取不接受并提出异议的行为。

范例： 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.

底线、最重要的一点、盈亏底线

解释： 原指财务报表的最底行（净利），引申为谈判中最在意的核心利益或最终结果。

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

tip the scales

idiom

To be the deciding factor in a situation.

起到决定性作用、扭转局面

解释： 源自天平秤重，指某个因素的加入使得原本平衡或僵持的局面产生倾斜，达成决定性的影响。

范例： 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

解释： 这是一个正式的商务用语，强调双赢（win-win）的结果，使双方都能获得利益。

范例： 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

解释： 在日常生活中，'deliver' 指的是递送物品。但在商务与项目管理中，'deliverables' 是一个名词，特指合同中规定必须完成并交出的具体成果（如报告、软件、产品等）。

范例： 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').

设定期望锚点

解释： “Anchor”原意是船只的“锚”。在谈判学中，这是一个心理学术语，指第一个人提出的数字会成为后续讨论的参考点（锚点），进而影响对方的判断。

范例： 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.

综合福利方案

解释： “Package”通常指包裹。但在人力资源（HR）领域，它指的是“薪酬包”，即除了底薪之外，还包含劳健保、奖金、休假等所有福利的总和。

范例： 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.

保修条款

解释： 在语法中，'clause' 指的是“子句”。但在法律与合约语境下，它指的是合同中的一个特定“条款”或“项目”。

范例： 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.

缩减范围

解释： “Scope”在日常用语中可能指“范围”或“望远镜”。在项目管理中，'Scope' 是一个专有名词，指“工作说明书中定义的所有任务与目标”。

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

Negotiation商务谈判

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