negotiatev.B2
谈判，协商
negotiate terms · negotiate a settlement
We are prepared to negotiate a mutually acceptable solution.
我们愿意协商出一个双方都能接受的解决方案。
学完能做到
- 写多方利益的协商正式信
- 提出方案、设条件、控风险
词汇 core 14 · expansion 22 · chunks 10
核心词 core
termsn.B2
条款，条件
contractual terms · agree to terms
The terms of the agreement must be clearly stated.
协议的条款必须明确说明。
compromisen./v.C1
妥协，折中方案
reach a compromise · be willing to compromise
A successful negotiation often involves compromise on both sides.
成功的谈判往往需要双方都做出妥协。
proposaln.B2
提议，方案
put forward a proposal · consider a proposal
Our proposal offers a fair balance of benefits for both parties.
我们的提议为双方提供了公平的利益平衡。
deadlinen.B2
截止期限
meet the deadline · impose a deadline
We request that the deadline be extended to allow further discussion.
我们请求延长截止期限以便进一步讨论。
contractualadj.C1
合同的，契约的
contractual obligations · contractual rights
Both parties must fulfil their contractual obligations.
双方都必须履行合同义务。
obligationn.B2
义务，责任
legal obligation · fulfil an obligation
The supplier has a contractual obligation to deliver on time.
供应商有按时交货的合同义务。
liabilityn.C1
责任，负债
assume liability · limit liability
The company cannot accept liability for delays caused by unforeseen circumstances.
对于不可预见情况造成的延误，公司不承担责任。
reimbursementn.C1
报销，偿还
seek reimbursement · full reimbursement
We are entitled to reimbursement for the defective goods.
我们有权获得缺陷货物的退款。
compensationn.B2
赔偿，补偿
financial compensation · claim compensation
The client is demanding compensation for the poor service.
客户要求对劣质服务进行赔偿。
overdueadj.B2
逾期的，过期的
overdue payment · long overdue
The invoice is now three months overdue.
这张发票已逾期三个月。
escalationn.C1
升级（指事态或问题）
escalation process · prevent escalation
We hope to resolve this matter without the need for escalation.
我们希望无需升级就能解决此事。
breachn./v.C1
违反，违约
breach of contract · in breach of
Failure to deliver constitutes a breach of contract.
未能交货即构成违约。
disputen./v.B2
争议，纠纷
resolve a dispute · dispute a claim
We suggest mediation as a way to settle the dispute.
我们建议通过调解来解决争议。
扩展词库 expansion
counteroffern.C2
反提议，还价
make a counteroffer
concessionn.C1
让步，特许权
make a concession
mutuallyadv.B2
互相地
mutually beneficial
bindingadj.C1
有约束力的
legally binding
grievancen.C2
不满，申诉
file a grievance
arbitrationn.C2
仲裁
go to arbitration
stipulatev.C2
规定，明确要求
stipulate that
unilateraladj.C2
单方面的
unilateral decision
terminatev.C1
终止
terminate the agreement
waivern.C2
弃权，豁免
sign a waiver
indemnifyv.C2
赔偿，补偿
indemnify against
enforceableadj.C2
可强制执行的
legally enforceable
non-compliancen.C2
不合规，不遵守
in case of non-compliance
penalty clausen.C2
惩罚条款
include a penalty clause
severancen.C2
解除，遣散
severance package
mediationn.C2
调解
go to mediation
settlementn.C1
解决，和解
reach a settlement
offsetv.C1
抵消
offset costs
forbearancen.C2
宽限，忍耐
grant forbearance
protractv.C2
拖延
protract negotiations
circumventv.C2
规避
circumvent the rules
rescindv.C2
撤销
rescind the contract
词块 / 生存短语 chunks
come to terms达成协议
After weeks of discussion, they finally came to terms.
经过数周的讨论，他们终于达成了协议。
meet halfway各让一步，折中
We are willing to meet you halfway on the price.
我们愿意在价格上与你方折中。
iron out消除，解决（困难）
We need to iron out the remaining details before signing.
我们需要在签署前解决余下的细节问题。
in good faith真诚地，善意地
Both parties are expected to negotiate in good faith.
双方应真诚地进行谈判。
on condition that条件是…
We will extend the deadline on condition that you provide weekly progress reports.
我们将延长截止期限，条件是你们提供每周进度报告。
subject to受…支配，取决于
This offer is subject to board approval.
该提议须经董事会批准。
failing which否则，若不这样
Payment must be made by Friday, failing which legal action will be taken.
必须在周五前付款，否则将采取法律行动。
without prejudice to在不影响…的情况下
This offer is made without prejudice to our legal rights.
此提议在不影响我们法律权利的情况下提出。
in accordance with按照，根据
The decision was taken in accordance with company policy.
该决定是根据公司政策做出的。
at your earliest convenience尽早（正式信函用语）
Please respond at your earliest convenience.
请尽早回复。
语法 语言升级点
Conditional concessions (provided that / failing which)C2
在正式协商信函中提出条件，假设对方满足条件才会发生某事，或用failing which指明不履行条件的后果
主句 + provided that / providing (that) + 条件句；主句，failing which + 结果句
provided that表示「只要满足该条件」，用于提出积极条件；failing which用于强调若不满足条件会出现的负面后果，是法律和商务文书的常见措辞。
例句
We can agree to the revised payment schedule provided that the first instalment is received by 30 June.
我们可以同意修改后的付款计划，条件是首期款项在6月30日前收到。
Please confirm the delivery date by Friday, failing which we will have to source the materials elsewhere.
请在周五前确认交货日期，否则我们将不得不从别处采购材料。
常见错误
✗ We can agree the revised payment schedule, provided that the first instalment will be received by 30 June. → ✓ We can agree to the revised payment schedule provided that the first instalment is received by 30 June.
provided that从句中用现在时表将来，不要用will；且agree是不及物动词，需加to。
↑ 提分：恰当使用此类条件结构能体现对正式文体的驾驭，突出协商的专业性，是8分以上书信的利器。
Polite yet firm pressuring languageC2
保持礼貌的同时传达坚定立场，既表达期待又不失权威，是商务沟通的高阶技巧
I must insist that … ; We would appreciate it if you could … ; It would be regrettable if … ; We trust you will … ; Should you fail to …
这类措辞用虚拟语气、委婉表达或假设句将催促包装为期待，避免直接施压的冒犯，同时让对方感受到后果的严肃性。
例句
We would appreciate it if you could provide a response by early next week.
如能在下周初前回复，我们将不胜感激。
I must insist that the outstanding balance be cleared no later than 15 July.
我必须坚持您在7月15日前结清欠款。
常见错误
✗ I must insist that the outstanding balance is cleared by 15 July. → ✓ I must insist that the outstanding balance be cleared by 15 July.
insist that后的从句在正式语体中常用虚拟语气（be），而非直陈语气。
↑ 提分：恰到好处的礼貌施压比生硬命令更能维护合作关系，同时不失威严，是高阶写作者的标志。
阅读 Reading terms
Supplier Terms: Negotiation Points
This document outlines the key negotiation points arising from the draft supply agreement between Greenway Ltd and Brunt & Co. The following items require clarification or amendment before we can proceed to signature.
Delivery and Penalties: The draft stipulates deliveries within 14 working days. We propose an amendment to 10 working days, provided that an express surcharge is applied for urgent orders. Failing this, a penalty of 2% per week of delay shall apply, with a cap at 8% of the total order value.
Payment Terms: The current provision requires payment within 30 days. We seek an extension to 45 days for orders exceeding £50,000. In return, we offer a 2% early settlement discount for invoices paid within 15 days.
Liability Cap: Brunt & Co. seeks to cap their liability at the contract value. We consider this inadequate for consequential losses. As a compromise, we suggest a cap of 150% of contract value, subject to a specific exclusion for gross negligence.
Dispute Resolution: The agreement currently provides for arbitration in London. We request that mediation be attempted first, and that the seat of arbitration be changed to a neutral and mutually convenient location, failing which the matter should be referred to the English courts.
We trust you will give these points your favourable consideration and look forward to receiving your response by 20th June.
stipulates规定surcharge附加费consequential losses间接损失gross negligence重大过失
TFNG1.Greenway Ltd accepts the original delivery timeframe without changes.
✅ FALSE — 文中说We propose an amendment to 10 working days，表明他们要求修改。
MCQ2.What penalty does Greenway Ltd propose for late delivery?
- A 2% per week with a cap at 8%
- B 8% of the total order value per week
- C 2% of the total order value
✅ A — 文中a penalty of 2% per week of delay shall apply, with a cap at 8% of the total order value。
gap_fill3.For large orders, Greenway Ltd wants payment to be made within ___ days.
✅ 45 — We seek an extension to 45 days for orders exceeding £50,000。
matching4.Match the issue with the proposed amendment: Liability Cap
✅ Cap at 150% of contract value, excluding gross negligence — 文中提到a cap of 150% of contract value, subject to a specific exclusion for gross negligence。
MCQ5.What is Greenway's position on dispute resolution?
- A They insist on arbitration in London
- B They want mediation first and a neutral arbitration location
- C They prefer court proceedings immediately
✅ B — request that mediation be attempted first, and that the seat of arbitration be changed to a neutral location。
💡 技巧：商务条款阅读要抓取提议、条件和后果的精确表述，关注provided that / failing which / subject to 等逻辑词，能快速定位让步和限制。
听力 Listening Section 1 · US
情景：客户致电保险公司协商保费费率，提出增加司机但要求不涨保费太多。
Agent
Good morning, Statewide Insurance, this is Jeremy. How can I help?
Mrs. Keller
Hi, I'm calling about my auto policy. I need to add my son as a named driver, but I'm hoping we can work out a fair rate.
Agent
Certainly, I can help with that. Adding a young driver usually increases the premium significantly, but let's see what we can do. What's his age and driving experience?
Mrs. Keller
He's 19, and he's had his licence for a year. No accidents or tickets, though.
Agent
Okay. Normally the annual increase would be around $800. But if you agree to a higher deductible—say $1,000 instead of $500—that could reduce the increase to about $500.
Mrs. Keller
Hmm, a $1,000 deductible feels a bit high. What if we keep the deductible at $500 but I agree to have my son take a defensive driving course?
Agent
That would certainly help. Completion of an approved course gives a 10% discount on the driver's portion. That might bring the increase down to around $620.
Mrs. Keller
That sounds more reasonable. Could we also look at bundling my home insurance? Maybe that would offset some of the cost.
Agent
Absolutely, bundling gives you a multi-policy discount of up to 15%. With both the course and the bundle, I can get your total increase down to about $400 per year.
Mrs. Keller
Okay, let's go with that then—assuming that's the final figure and there won't be any surprise fees.
Agent
I understand. That is indeed the final figure, subject to underwriting approval. I'll send you the revised quote by email. You'll need to confirm within 10 days, failing which the quote expires.
MCQ1.What is Mrs. Keller's main concern?
- A adding a new car
- B increasing her deductible
- C keeping the premium increase manageable
✅ C — 她多次协商意在降低因添加年轻司机带来的保费上涨。
gap_fill2.The agent initially proposes raising the deductible to $___.
✅ 1000 — say $1,000 instead of $500。
gap_fill3.If her son completes a defensive driving course, the increase would be around $___.
✅ 620 — might bring the increase down to around $620。
MCQ4.How much is the final annual increase after all discounts?
- A $400
- B $500
- C $620
✅ A — With both the course and the bundle, I can get your total increase down to about $400 per year。
💡 技巧：Section 1虽简单，但本对话有协商细节和数字变化，听时注意数字及其条件，关注failing which等正式表达即使在口语中也用于强调后果。
写作 Writing Task 1 (letter)（formal） · 目标 180 词
You recently placed an order for office supplies from a new supplier. However, the delivery was incomplete and some items were damaged. Write a letter to the supplier. In your letter: • explain what you ordered and what went wrong • suggest what you want them to do • say what you will do if the problem is not resolved to your satisfaction
Dear Sir or Madam,
I am writing regarding order #8821 placed with your company on 5 June for a range of office supplies. While the first part of the delivery arrived on schedule, several issues have arisen which require your immediate attention.
Specifically, the consignment was short of two filing cabinets and a box of printer paper, all clearly itemised on the packing slip. Furthermore, upon inspection, the desk lamp we received has a cracked base and is unusable. I must, therefore, request that the missing items be dispatched within five working days, and that a replacement lamp be sent at no additional cost. I would appreciate it if you could confirm the delivery date by return.
I trust you will understand that this falls short of the standard of service we expect. Should the matter remain unresolved by 30 June, I will have no option but to cancel the order and seek a full refund, failing which I shall refer the matter to our trade association.
I look forward to your prompt confirmation and a swift resolution.
Yours faithfully,
Janice Woolford
逐句标注
任务“I am writing regarding order #8821 placed with your company on 5 June”开篇明确订单信息，满足任务第一个要点。
语法“I must, therefore, request that the missing items be dispatched within five working days”利用must情态动词表达坚定需求，虚拟语气be dispatched体现正式文书风格。
词汇“I would appreciate it if you could confirm the delivery date by return.”礼貌施压典型句式，既客气又明确对方义务。
衔接“Should the matter remain unresolved by 30 June, I will have no option but to cancel the order”使用倒装条件句Should...，比If more formal，符合正式信函衔接。
语法“failing which I shall refer the matter to our trade association.”本课语法点failing which带出后果，显示掌控力和法律意识。
🎯 本档语言特征：信息完整覆盖，礼貌而坚定的语气贯穿始终；条件句、虚拟语气、倒装结构使用准确；词汇精准（consignment, dispatch, refund, trade association）；零错误。
↑ 再上一档：本范文已达8.5-9水平，仅需注意：如增加更多细节描述（如受损物品的具体程度），字数可稍拓展至190词左右，但现有回复足够。
口语 Speaking
Part 1
Q: How often do you need to negotiate in your daily life?
Not every day, but occasionally. Whether it's discussing a contract with a service provider or even just deciding where to go for dinner with friends, a bit of back-and-forth is pretty common, I'd say. I actually quite enjoy it when it's done in good faith.
💡 用back-and-forth地道表达，并带出in good faith词块，展现词汇面。
Q: What skills do you think are important in a negotiation?
Obviously, clarity about your own needs, but more importantly, the ability to see the other side's position and find common ground. I think patience and emotional control are underrated—negotiations can get tense, and losing your cool rarely helps.
💡 common ground, underrated, losing your cool均为自然口语搭配，观点有层次。
Part 2 · 提示卡
Describe a time when you successfully negotiated something. You should say: • what the situation was • who you negotiated with • what you agreed on • and explain why you felt it was successful.
A negotiation that comes to mind happened just last year when I was trying to resolve a billing issue with my internet provider. I'd been overcharged for three consecutive months, and every time I called, I seemed to get a different story. Finally, I requested to speak to a supervisor. I laid out the evidence calmly: the bills, the promotional offer I'd signed up under, and the dates I'd been charged incorrectly. I think what helped was that I didn't just complain—I proposed a specific solution: I asked them to refund the overcharged amount and, as a gesture of goodwill, to extend my promotional rate for an extra six months. To my surprise, the supervisor agreed without much pushback. I felt it was successful because we both walked away satisfied: I got a fair outcome, and they kept a loyal customer. That taught me that being prepared with facts and staying reasonable can turn a complaint into a win-win.
💡 故事完整，四点均覆盖；用pushback, promotional rate, win-win等词，语言地道；阐述了成功的原因。
Part 3
Q: Do you think formal negotiation skills can be taught, or are they innate?
I'd say a bit of both, but the balance tips heavily towards learned skills. Sure, some people are naturally more persuasive, but the core techniques—active listening, framing proposals, knowing when to walk away—can all be systematically taught and practised. That's why so many companies invest in negotiation training. Admittedly, experience and instinct play a role, but they're built on a foundation of technique.
💡 论述平衡，使用核心词persuasive, framing proposals, walk away, 结构清晰。
Q: In business, when might a strong legal threat be appropriate in a negotiation?
That's a delicate question. In principle, threats should be a last resort because they can poison the relationship. But in cases where one party is clearly in breach, and all diplomatic avenues have failed, it may be necessary to explicitly mention the option of legal action—preferably framed as 'we would be compelled to consider our legal options' rather than as a blunt threat. It's about signalling seriousness without humiliation. And even then, it's usually better for both sides to try mediation first, because litigation rarely makes anyone truly happy.
💡 回答有分寸感，使用delicate question, poison the relationship, blunt threat, signalling seriousness等高阶词汇，最后收束到mediation，逻辑严谨。
高频短语
find common ground — 找到共识（谈判用语）
lose your cool — 失去冷静（口语）
a win-win situation — 双赢局面
应试策略
8.5的Task 1书信需精确把握语域，formal letter用词正式且不失礼貌；条件句和虚拟语气的准确使用是关键。阅读和听力中，抓住逻辑连接词即可快速定位答案。
本档提分建议
写作检查清单：①书信格式（称呼、结尾、签名）无误；②所有任务点均已覆盖且扩展适度；③复杂结构（倒装、虚拟、条件让步）使用正确且自然；④词汇选择服务于精确表达，无冗余。口语中避免笼统回答，提供具体实例并展现对话题的深度思考，使用idiomatic language自然流畅。