商務(wù)談判中需要用語(yǔ)言和對(duì)方交流，如果有必要，還有可能用英語(yǔ)交流。交流中有些技巧可以促進(jìn)談判的成功，本文列舉三條。 　　一. 會(huì)聽(tīng)　　要盡量鼓勵(lì)對(duì)方多說(shuō)，向?qū)Ψ秸f(shuō)："yes"，"please go on"，并提問(wèn)題請(qǐng)對(duì)方回答，使對(duì)方多談他們的情況?！　《? 巧提問(wèn)題　　用開(kāi)放式的問(wèn)題來(lái)了解進(jìn)口商的需求，使進(jìn)口商自由暢談。"can you tell me more about your company？" "what do you think of our proposal？"　　對(duì)外商的回答，把重點(diǎn)和關(guān)鍵問(wèn)題記下來(lái)以備后用?！　∵M(jìn)口商常常會(huì)問(wèn)："can not you do better than that？"　　對(duì)此不要讓步，而應(yīng)反問(wèn)："what is meant by better？" 或 "better than what？" 使進(jìn)口商說(shuō)明他們究竟在哪些方面不滿(mǎn)意。進(jìn)口商："your competitor is offering better terms."　　三. 使用條件問(wèn)句　　用更具試探性的條件問(wèn)句進(jìn)一步了解對(duì)方的具體情況，以修改我們的發(fā)盤(pán)?！　〉湫偷臈l件問(wèn)句有"what…if"，和"if…then"這兩個(gè)句型。　　如："what would you do if we agree to a two-year contract？" 及 "if we modify your specifications， would you consider a larger order？"　?。?）互作讓步。只有當(dāng)對(duì)方接受我方條件時(shí)，我方的發(fā)盤(pán)才成立。　?。?）獲取信息?！　。?）尋求共同點(diǎn)。如果對(duì)方拒絕，可以另?yè)Q其它條件，作出新的發(fā)盤(pán)?！　。?）代替"no". "would you be willing to meet the extra cost if we meet your additional requirements？"如果對(duì)方不愿支付額外費(fèi)用，就拒絕了自己的要求，不會(huì)因此而失去對(duì)方的合作。