Trong môi trường kinh doanh quốc tế, một cuộc đàm phán thành công không chỉ dựa vào chiến lược, mà còn phụ thuộc vào cách bạn sử dụng ngôn ngữ: mở đầu chuyên nghiệp, thương lượng linh hoạt, xử lý bất đồng và chốt thỏa thuận rõ ràng.
Bài viết này tổng hợp 49 từ vựng tiếng Anh quan trọng trong đàm phán, đặc biệt phù hợp cho doanh nhân, nhà quản lý và những ai thường xuyên làm việc với đối tác nước ngoài.
Từ vựng mở đầu và định hướng cuộc đàm phán
alternatives (noun): other options
We can’t offer you the raise you requested, but let’s discuss some other alternatives.
amplify (verb): expand; give more information
Could you amplify on your proposal please.
objective (noun): goal for the outcome
My prime objective is to have my family members added to my benefits plan.
proposal (noun): argument to present
While I listened to their proposal I noted each of their objectives.
point of view (noun): person’s ideas/thoughts
From my point of view it makes more sense to wait another six months.
Từ vựng liên quan đến thương lượng và nhượng bộ
bargain (verb): try to change a person’s mind by using various tactics
We bargained on the last issue for over an hour before we agreed to take a break.
bottom line (noun): the lowest one is willing to go
I’ll accept a raise of one dollar per hour, but that’s my bottom line.
compromise (verb): changing one’s mind/terms slightly in order to find a resolution
We are willing to compromise on this issue because it means so much to you.
concession (noun): a thing that is granted or accepted
I think we can offer all of these concessions, but not all at once.
trade-off (noun): terms offered in return for something else
Lower payments over a longer period of time sounded like a fair trade-off until we asked about interest charges.
log-rolling (noun): trading one favour for another
After a bit of log-rolling we came to an agreement that pleased both of us.
Từ vựng về hợp tác và đạt thỏa thuận
collective (adj): together
This is a collective concern, and it isn’t fair to discuss it without Marie present.
consensus (noun): agreement by all
It would be great if we could come to a consensus by 5:00 P.M.
cooperation (noun): the working together
I have appreciated your cooperation throughout these negotiations.
mutual (adj): agreed by both or all
The decision to call off the merger was mutual.
resolve (verb): end conflict, come to an agreement
Before you can resolve your differences you’ll both need to calm down.
victory (noun): a win
We considered it a victory because they agreed to four of our five terms.
Từ vựng về đề xuất và phản hồi trong đàm phán
counter proposal (noun): the offer presented second in response
In their counter proposal they suggested that we keep their company name rather than creating a new one.
counterattack (verb/noun): present other side of an issue
Before we could start our counterattack they suggested we sign a contract.
counterpart (noun):person on the other side of the negotiations
I tried to close the discussions at noon, but my counterpart would not stop talking.
receptive (adj): open to/interested in an idea
His positive body language demonstrated that he was receptive to our suggestions.
Từ vựng xử lý xung đột và tranh chấp
arbitration (noun): conflict addressed by a neutral third party
We’re better to settle this between us, because a formal arbitration will cost both of us money.
conflict resolution (noun): general term for negotiations
It is impossible to engage in conflict resolution when one of the parties refuses to listen.
confront (verb): present an issue directly
I confronted my boss about being undervalued, and we’re going to talk about things on Monday.
dispute (noun): argument/conflict
I was hoping to avoid discussing last year’s dispute, but Monica is still holding a grudge.
deadlock (noun): point where neither party will give in
When the discussions came to a deadlock we wrote up a letter of intent to continue the negotiations next week.
Từ vựng về thái độ và cảm xúc trong phòng đàm phán
cordially (verb/noun): politely
Today she spoke cordially and listened to my point of view.
hostility (noun): long-term anger towards another
We don’t have any hostility towards your company despite last year’s mixup.
resentment (noun): anger held onto from a previous conflict
Mary’s resentment stems from our not choosing her to head the project.
tension (noun): feeling of stress/anxiety caused by heavy conflict
There was a lot of tension in the room when George threatened to quit.
resistance (noun): a display of opposition
We didn’t expect so much resistance on the final issue.
Từ vựng về chiến thuật và sức ép
tactics (noun): strategies used to get one’s goals met
There are certain tactics that all skillful negotiators employ.
pressure (verb): work hard to convince another of an idea
He pressured me to accept the terms by using intimidation tactics.
leverage (noun): bargaining power
We have a little bit of leverage because we are the only stationary company in town.
dominate (verb): have the most control
Max tends to dominate the conversations.
Từ vựng về yêu cầu và kỳ vọng
demands (adv): needs/expectations
They had some last minute demands that were entirely unrealistic.
ultimatum (noun): a final term with serious consequences
His ultimatum was that if I didn’t agree, he’d quit today.
unrealistic (adj): very unlikely to happen
It’s unrealistic to think that we will have all of our demands met.
entitled (adj): be deserving of
My contract says that I am entitled to full benefits after six months.
Từ vựng về sự linh hoạt và tuân thủ
flexible (adj): open/willing to change
We have always been flexible in terms of your working hours.
comply (verb): agree
I’d be willing to comply if you can offer me my own private office.
yield (verb): to give in
The client will only yield to our conditions if we agree to work over the holiday weekend.
Một số tình huống đặc biệt trong thương lượng giá
haggling (verb): arguing back and forth (often about prices)
We’ve been haggling over this issue for too long now.
high-ball (verb): make a request much higher than expected
I’m planning to high-ball my expectations when I open the discussion.
low-ball (verb): offer something much lower than expected
I was expecting my boss to low-ball in the initial offer.
Các yếu tố tâm lý và quyết định
impulse (noun): quick decision without thought
I acted on impulse when I signed that contract.
indecisive (adj): difficulty choosing
They were so indecisive we finally asked them to take a break.
mislead (verb): convince by altering the truth
They misled us into thinking that everything could be resolved today.
compensate (verb): make up for a loss
We will compensate you by paying you overtime.
Kết luận
Việc nắm vững các từ vựng tiếng Anh về đàm phán sẽ giúp doanh nhân giao tiếp chuyên nghiệp hơn, thương lượng hiệu quả hơn và tự tin hơn trong các cuộc họp quốc tế.
Nếu bạn là lãnh đạo hoặc quản lý thường xuyên phải làm việc với đối tác nước ngoài, Power English có chương trình tiếng Anh doanh nhân thiết kế riêng theo tình huống thực tế như: đàm phán hợp đồng, họp chiến lược và thuyết trình.
