《国际商务谈判(英语)》期末知识点大全
" International Business Negotiation (English) " Final Exam Knowledge Points
1.“BATNA”是商务谈判中的一个重要概念，“BATNA”的全称为“Best Alternative to a Negotiated Agreement”，意思是谈判协议的最佳替代方案（Best Alternative to a Negotiated Agreement）。
1. “ BATNA” is an important concept in business negotiations. The full name of “BATNA” is “Best Alternative to a Negotiated Agreement”, which means the best alternative to a negotiated agreement.
2.常见的商务谈判策略有
2. Common business negotiation strategies include:
1） Win-Win策略
1) Win-Win Strategy
Win-Win策略强调双赢的结果，旨在通过合作寻找双方都能接受的解决方案。这种策略不仅有助于达成交易，还能在未来的合作中建立良好的关系。企业在谈判时，应关注对方的需求，寻求共同利益。
The Win-Win strategy emphasizes a win-win outcome and aims to find a solution acceptable to both parties through cooperation. This strategy not only helps to close a deal, but also builds a good relationship in future cooperation. When negotiating, companies should focus on the needs of the other party and seek common interests.
让步策略
Concession Strategy
在谈判过程中，适当的让步可以促进谈判的进展。企业应在谈判中明确哪些方面可以让步，哪些方面是底线。通过有条件的让步，可以激励对方做出相应的让步，从而实现双方的利益最大化。
In the negotiation process, appropriate concessions can promote the progress of the negotiation. Enterprises should make it clear in the negotiation which aspects can be compromised and which aspects are the bottom line. Through conditional concessions, the other party can be encouraged to make corresponding concessions, thereby maximizing the interests of both parties.
3）时间策略
3) Time strategy
时间在商务谈判中具有重要意义。掌握谈判节奏，通过时间的运用影响对方的决策，可以为企业争取更多的利益。在某些情况下，延长谈判时间可能会使对方感到压力，从而做出妥协。
Time is of great significance in business negotiations. Mastering the rhythm of negotiations and influencing the other party's decision-making through the use of time can gain more benefits for the company. In some cases, extending the negotiation time may put pressure on the other party and make compromises.
3.谈判中的术语“force majeure”指不可抗力，即不可预见、不可控制的情况，这些情况可使合同一方免于履行合同义务。
3. The term "force majeure" in negotiations refers to force majeure, which is unforeseeable and uncontrollable circumstances that may exempt a party to the contract from performing its contractual obligations.
“counter offer”是指针对初始报价做出的回应报价。它不一定比初始报价高或低。Counter offer 这个短语听起来很难理解，其实非常好懂。在中文里，这个短语是“还盘、还价盘” 的意思。说白了，就是还价，跟bargaining是一个意思，就是接收方对offer条件不太满意，提出修改意见，或希望对方降价。
" Counter offer " refers to a response offer made to the initial offer. It is not necessarily higher or lower than the initial offer. The phrase "counter offer" sounds difficult to understand, but it is actually very easy to understand. In Chinese, this phrase means "return offer, counter offer". To put it simply, it means counter-offer, which is the same as bargaining, that is, the recipient is not satisfied with the offer conditions, proposes modifications, or hopes that the other party will reduce the price.
谈判前规划 a pre negotiation planning的主要目的是清楚了解自己的利益、目标和替代方案，以便在谈判中更好地应对。
The main purpose of a pre-negotiation planning is to have a clear understanding of one's own interests, goals, and alternatives so that one can better respond during the negotiation.
言语沟通与非言语沟通的类型。
Types of verbal and nonverbal communication .
1）.语言性沟通——语言性沟通又有书面语言和口头语言等不同形式。口头语言沟通在护患交往中应用较为广泛；书面语言沟通在护患之间主要用于健康宣教资料，在医护人员之间主要用于各种医疗文件的记录等方面。
1). Verbal communication - Verbal communication has different forms such as written language and oral language. Oral language communication is widely used in nurse-patient communication; written language communication is mainly used for health education between nurses and patients, and is mainly used for recording various medical documents between medical staff.
2）.非语言性沟通——非语言性沟通是运用身体运动、姿势、表情、眼神和触觉等进行的沟通。它可以是有意识的或无意识的。非语言性沟通的主要目的是表达感情，维持自我形象，验证语言信息的准确性，调节互动，维持护患关系。
2) Nonverbal communication - Nonverbal communication is communication through body movements, postures, facial expressions, eye contact, and touch. It can be conscious or unconscious. The main purpose of nonverbal communication is to express feelings, maintain self-image, verify the accuracy of verbal information, regulate interaction, and maintain the nurse-patient relationship.
评估对方谈判立场，需要通过“Probing”（探究）可以了解对方的利益、需求等。
To evaluate the other party’s negotiating position, you need to “ probe” to understand the other party’s interests, needs, etc.
承诺升级（escalation of commitment）是管理心理学中的一个概念，是一种在过去决策的基础上不断增加承诺的现象。尽管有证据表明已经作出的决策是错误的，但是人们还是倾向于继续作出同样的决策。
Escalation of commitment is a concept in management psychology , which is a phenomenon of increasing commitment based on past decisions. People tend to continue to make the same decision despite evidence that the decision was wrong.
承诺升级是对过去即使是错误决策的投入不断增加的现象。常发生在人们认为要对自己的失败负责时。管理者为了证明自己最初的决策是正确的，常常会持续投入大量资源给从一开始就注定失败的决策，很多组织因此蒙受巨大损失。明白这一现象对于组织中的管理决策具有重大意义。
Escalation of commitment is the phenomenon of increasing commitment to past decisions, even if they were wrong . It often occurs when people feel responsible for their own failures. In order to prove that their initial decision was correct, managers often continue to invest a lot of resources in decisions that were doomed to fail from the beginning. Many organizations have suffered huge losses as a result. Understanding this phenomenon has great significance for management decision-making in organizations.
分配式谈判也被称为“零和谈判”或“竞争性谈判”，其本质是双方在资源总量固定的前提下争夺利益，一方收益的增加必然导致另一方收益的减少。这种谈判模式常见于资源有限、目标冲突的情境中，例如价格协商、薪资谈判等。分配谈判中的策略有:强制策略，狮子大开口,时间陷阱,软硬兼施,最后通碟。
Distributive negotiation is also known as "zero-sum negotiation" or "competitive negotiation". Its essence is that both parties compete for benefits under the premise of a fixed total amount of resources. The increase in the benefits of one party will inevitably lead to a decrease in the benefits of the other party. This negotiation model is common in situations where resources are limited and goals conflict, such as price negotiation and salary negotiation. The strategies in distributive negotiation include: coercive strategy, asking for too much, time trap, soft and hard tactics, and ultimatum.
10.双赢谈判策略侧重于扩大整体利益，使双方都能获得更多。
10. A win-win negotiation strategy focuses on expanding overall benefits so that both parties can gain more.
11.准备谈判过程中，分析对方过去的谈判行为和目标是了解对方利益的重要准备步骤。
11. When preparing for a negotiation, analyzing the other party’s past negotiation behavior and goals is an important preparatory step to understanding their interests.
12.在跨文化谈判中，遇到时间观念差异时，既不能一味坚持自己的，也不能完全不顾自身情况去适应对方。
12. In cross-cultural negotiations , when encountering differences in time concepts, one should neither insist on one's own views nor completely ignore one's own situation and adapt to the other party.
13.日本文化倾向于保留和间接的沟通方式。
13. Japanese culture prefers a reserved and indirect way of communication.
14.欧洲不同国家在守时态度、沟通手势以及决策方式等文化方面存在差异，这些都可能在与欧洲伙伴谈判时影响谈判进程。
14. There are cultural differences between different European countries in terms of punctuality, communication gestures, and decision-making methods, which may affect the negotiation process when negotiating with European partners .
15.国际商务谈判与一般贸易谈判的区别表现在：谈判涉及的内容广；影响谈判因素多。以价格谈判为中心）是共同点，无论是国际还是国内贸易谈判，价格都是核心议题之一。（以经济利益为谈判目的）也是共同点，所有商业谈判的核心目的都是经济利益。
15. The difference between international business negotiations and general trade negotiations is that the content of the negotiations is wide and there are many factors that affect the negotiations. The price negotiation is the center. Whether it is international or domestic trade negotiations, price is one of the core issues. The economic benefit is the core purpose of all business negotiations.
16.对谈判人员素质的培养包括：社会的培养、 企业的培养、自我培养。虽然家庭环境可能影响个人性格（如沟通能力），但谈判作为专业能力，主要依赖社会、企业和自我提升，家庭培养的影响较小。
16. The cultivation of negotiators’ qualities includes: social cultivation, enterprise cultivation, and self-cultivation. Although family environment may affect personal character (such as communication skills), negotiation as a professional ability mainly depends on social, enterprise and self-improvement, and family cultivation has little impact.
17.国际经济贸易活动中解决争端的普遍的、基本的方式是：仲裁以及诉讼。
1 7. The common and basic ways to resolve disputes in international economic and trade activities are arbitration and litigation.
18.谈判信息传递的基本方式有：明示方式、暗示方式 、意会方式
18. The basic ways of transmitting negotiation information are: explicit, implicit, and tacit.
19.进行报价解释时必须遵循的原则是不问不答、避实就虚.能言不书。有问必答与“不问不答”原则矛盾，可能泄露关键信息，不属于报价解释的原则。
19. The principle that must be followed when explaining a quotation is not to answer questions, avoid the truth and speak only of the truth. Answering every question is inconsistent with the principle of "not answering questions", may leak key information, and is not a principle of explaining a quotation.
20.国际商务谈判中的市场风险具体有利率风险、汇率风险、价格风险等。投资风险：属于长期资本运作风险，通常不直接归类为“市场风险”（更接近战略或财务风险）
20. Market risks in international business negotiations include interest rate risk, exchange rate risk, price risk, etc. Investment risk: It is a long-term capital operation risk and is usually not directly classified as "market risk" (it is closer to strategic or financial risk ).
21.国际商务谈判：是指在国际商务活动中，处于不同国家或不同地区的商务活动当事人为了 达到某笔交易，彼此通过信息交流，就交易的各项要件进行协商的欣慰过程。
21. International business negotiation: refers to the process in which business parties in different countries or regions negotiate on various elements of a transaction through information exchange in order to reach a certain transaction.
22.谈判风格：主要是指在谈判过程中谈判人员所表现出来的闲谈举止，处事方式以及习惯爱 好等特点。
22. Negotiation style: mainly refers to the characteristics of negotiators' chattering behavior, way of doing things, habits and hobbies during the negotiation process .
23.横向谈判：是当谈判遇到难题时，暂时放下，进行下一项谈判或者当某一项不得不做退让 时，设法从其他项目得到补偿的谈判方法。
23. Horizontal negotiation: When a negotiation encounters difficulties, it is a negotiation method that temporarily puts it aside and proceeds to the next negotiation, or when a certain item has to be compromised, try to get compensation from other items.
24.谈判信息：是指那些与谈判活动有密切联系的条件，情况以及其属性的一种客观描述，是 一种特殊的人工信息。
24. Negotiation information: refers to an objective description of the conditions, situations and attributes that are closely related to the negotiation activities. It is a special kind of artificial information.
25.模拟谈判：是在谈判正式开始前提出各种设想和臆测，进行谈判的想像练习和实际演习。
25. Simulated negotiation: It is to put forward various assumptions and conjectures before the negotiation formally begins , and conduct imaginative exercises and actual drills of negotiation.
26.谈判僵局：是谈判进入实质的谈判阶段以后，各方往往由于某种原因相持不下，陷入进退 两难的境地。
26. Negotiation deadlock: After the negotiations enter the substantive negotiation stage, the parties often become deadlocked for some reason and fall into a dilemma .
27.PRAM谈判模式中P/R/A/M：(1)制定谈判计划(plan) (2)建立关系(relationship) (3)达成使双方都能接受的协议(agreement) (4)协议的履行与关系维持(maintenance)
2 7. PRAM negotiation model P/R/A/M: (1) Develop a negotiation plan (2) Establish a relationship (3) Reach an agreement that both parties can accept (4) Fulfill the agreement and maintain the relationship (maintenance)
28.谈判中各层次的谈判目标：(1)最高目标也称期望目标，是己方在谈判中追求的最理想的目标。 (2)可接受目标，是谈判中可以努力争取或者可以做出让步的范围。 (3)最低目标。也称临界目标，是己方在商务谈判中的最低目标。
2 8. Negotiation goals at different levels : (1) The highest goal, also known as the expected goal, is the most ideal goal pursued by one party in the negotiation. (2) The acceptable goal is the range that can be strived for or compromised in the negotiation. (3) The lowest goal. Also known as the critical goal, is the lowest goal of one party in business negotiations.
29.潜在僵局间接处理方法有哪些？
29. What are some indirect methods of dealing with potential deadlocks?
（1）先肯定局部，后全盘否定
(1) First affirm part of the situation, then deny the whole thing
（2）先重复对方的意见，然后再削弱对方。
(2) Repeat the other party’s opinion first, and then weaken it.
（3）用对方的意见去说服对方。
(3) Use the other party’s opinions to persuade the other party.
（4）以提问的方式促使对方自我否定。
(4) Asking questions to encourage the other party to deny themselves.
30.商务谈判中涉及到的营销组合4P包括哪些内容？
30. What does the 4Ps of the marketing mix involved in business negotiations include?
(1)产品 (2)价格 (3)渠道 (4)促销
(1) Product (2) Price (3) Channel (4) Promotion
31.简述英国商人的谈判风格？
31. Briefly describe the negotiation style of British businessmen?
英国商人的谈判风格：
Negotiation style of British businessmen:
1）英国人一般比较冷静和持重。尤其是在初次接触时，英国商人通常与谈判对手保持一定距离，绝不轻易表露感情。
1) British people are generally calm and reserved. Especially in the first contact, British businessmen usually keep a certain distance from their negotiation opponents and never show their emotions easily.
2）英国商人十分注重礼仪，崇尚绅士风度。他们谈吐不俗，举止高雅，遵守社会公德，很有礼让精神。同时，他们也很关注对方的修养和风度。
2) British businessmen pay great attention to etiquette and advocate gentlemanly manners. They are well-spoken, elegant in manners, abide by social ethics, and are very courteous. At the same time, they also pay attention to the other party's cultivation and manners.
3）英国商人都以使用英语为自豪，即使他们会讲第二外语，也不再谈判中使用，与他们做生意要尽可能地讲英语。
3) British businessmen are proud of using English. Even if they can speak a second foreign language, they will no longer use it in negotiations. When doing business with them, you should speak English as much as possible.
4）英国人生活比较优雅舒适，每年夏冬两季有3-4周的假期，他们利用这段时间出国旅游。
4) The British lead a more elegant and comfortable life. They have 3-4 weeks of vacation every summer and winter, and they use this time to travel abroad.
32.简述说服技巧的环节和要点。
3 2. Briefly describe the links and key points of persuasion skills.
（一） 说服技巧的环节
1. Persuasion skills
1. 建立良好的人际关系，取得他人的信任
1. Build good interpersonal relationships and gain the trust of others
2. 分析你的意见可能导致的影响
2. Analyze the possible impact of your opinion
3. 简化对方接受说服的程序
3. Simplify the process of persuading the other party
4. 争取另一方的认同（即把自己的说服对象看成是与自己相同的人，从而寻找双方的共同点，包括工作上、生活上及兴趣爱好上的共同点，也可以寻找双方共同熟悉的第三者，作为认同的媒介）
4. Strive for the other party's recognition (i.e., regard the person you are trying to persuade as someone like you, and then find common ground between the two parties, including common ground in work, life, and hobbies. You can also find a third party that both parties are familiar with as a medium for recognition)
（二） 说服技巧的要点
2. Key points of persuasion skills
1. 站在他人角度谈问题，不要只说自己的理由
1. Discuss issues from other people’s perspectives, not just your own reasons
2. 消除对方的戒心，创造良好的氛围
2. Eliminate the other party's vigilance and create a good atmosphere
3. 说服用语要推敲
3. Be careful with your words when persuading others
33.谈判开局阶段如何考虑谈判双方之间的关系？
3 3. How to consider the relationship between the negotiating parties at the beginning of the negotiation?
考虑谈判双方之间的关系，分为四种情况：
Consider the relationship between the negotiating parties, which can be divided into four situations:
（1）如果双方在过去有过业务往来，且关系很好，那么这种友好的关系应作为双方谈判的基础。
(1) If the two parties have had business dealings in the past and have a good relationship, then this friendly relationship should serve as the basis for negotiations between the two parties.
（2）如果双方有过业务往来，但关系一般，那么开局的目标是要争取创造一个比较友好、和谐的气氛。
(2) If the two parties have had business dealings before but the relationship is average, then the goal at the beginning is to try to create a more friendly and harmonious atmosphere.
（3）如果双方过去有过一定的业务往来，但己方对对方的印象不好，那么开局阶段的谈判气氛应是严肃、凝重的。
(3) If the two parties have had some business dealings in the past, but one party has a bad impression of the other party, then the negotiation atmosphere at the beginning should be serious and solemn.
（4）如果过去双方从来没有业务往来，应努力创造一种真诚、友好的气氛，以淡化和消除双方的陌生感以及由此带来的戒备，为后面的实质性谈判奠定良好的基础。
(4) If the two parties have never had business dealings in the past, efforts should be made to create a sincere and friendly atmosphere in order to reduce and eliminate the unfamiliarity and resulting vigilance between the two parties, thereby laying a good foundation for subsequent substantive negotiations.
34.简述商务谈判的准备工作。
3 4. Briefly describe the preparations for business negotiations.
商务谈判的准备工作包括：
Preparation for business negotiations includes:
1）对谈判环境因素的分析
1) Analysis of negotiation environment factors
2）谈判信息的收集
2) Collection of negotiation information
3）谈判目标和对象的确定
3) Determination of negotiation objectives and targets
4）谈判方案的制定
4) Formulation of negotiation plan
5）模拟谈判
5) Simulated Negotiation
6）谈判人员的组建
6) Formation of negotiating team
35.假如您将要参加一次中美关于纺织品贸易的商务谈判，您将在谈判前做哪些准备？
3 5. If you are going to participate in a business negotiation between China and the United States on textile trade, what preparations will you make before the negotiation?
谈判的准备和谈判的进行一样重要，如果没有谈判前充分、细致、全面的准备工作，也不会有谈判的顺利进行。任何一项成功的谈判都是建立在良好的准备工作基础上的。正如书上述“大军未动，粮草先行”商场如战场，谈判依然，进行一次谈判要从以下几方面做准备：人员、信息收集、计划、物质条件四个方面介绍准备工作的基本内容。（只要结合这几方面展开论述均正确)。
Preparation for negotiation is as important as the conduct of negotiation. Without sufficient, detailed and comprehensive preparation before negotiation, there will be no smooth conduct of negotiation. Any successful negotiation is based on good preparation. As the book says, "before the army moves, the food and grass must go first". The market is like a battlefield, and so is negotiation. To conduct a negotiation, we need to prepare from the following aspects: personnel, information collection, planning, and material conditions. The basic contents of the preparation work are introduced in four aspects. (As long as the discussion is combined with these aspects, it is correct).
36.试概述国际商务谈判技巧.
3 6. Try to outline international business negotiation skills.
国际商务谈判技巧概述为：
International business negotiation skills are summarized as follows:
（一）对事不对人
1. Focus on the issue, not the person
要做到对事不对人，要清楚以下原则：
To be objective and not personal, we must be clear about the following principles:
1. 正确处理和对方的人际关系
1. Properly handle interpersonal relationships with the other party
2. 正确理解谈判对方
2. Correctly understand the other party in the negotiation
3. 控制好自己的情绪
3. Control your emotions
（二）注重利益，而非立场
2. Focus on interests rather than positions
（三）创造双赢的解决方案
3. Create win-win solutions
注意：导致谈判者陷入谈判误区的原因
Note: Reasons that cause negotiators to fall into negotiation pitfalls
1.过早地对谈判下结论
1. Jumping to conclusions about negotiations too early
2.只追求单一的结果
2. Pursuing only a single result
3.误认为一方所得，即为另一方所失
3. Mistakenly believing that what one party gains is the other party’s loss
4.认为谈判对手的问题应该由他们自己解决
4. Believe that your negotiating partner’s problems should be solved by themselves
（四）使用客观标准，破解利益冲突
4. Use objective standards to resolve conflicts of interest
（五）注意交锋中的技巧
5. Pay attention to the skills in the confrontation
1.多听少说 2.巧提问题 3.使用条件问句
1. Listen more and talk less 2. Ask questions wisely 3. Use conditional questions
4.避免跨国文化交流产生的歧义
4. Avoid ambiguity caused by cross-cultural communication
37.如何确定谈判中各交易条件的最低可接受限度？
3 7. How to determine the minimum acceptable limit of each transaction condition in negotiation?
确定谈判中各交易条件的最低可接受限度（即“底线”）是谈判策略的核心环节，需要系统性分析和科学决策。
Determining the minimum acceptable limit (i.e., the "bottom line") of each transaction condition in the negotiation is the core link of the negotiation strategy, which requires systematic analysis and scientific decision-making.
确定谈判中各交易条件的最低可接受限度应考虑以下因素：
The following factors should be considered in determining the minimum acceptable limit of each transaction condition in the negotiation:
1）价格水平的确定
1) Determination of price level
2）支付方式的选择
2) Choice of payment method
3）交货及其罚金条件的确定
3) Determination of delivery conditions and penalty
4）保质期长短的综合考虑
4) Comprehensive consideration of shelf life
38.论述商务谈判中“答”的技巧。
3 8. Discuss the skills of “answering” in business negotiations.
商务谈判中“答”的技巧：
Tips for answering in business negotiations:
1）回答问题之前，要给自己留有思考的时间
1 ) Give yourself time to think before answering a question
2）针对提问者的真实心理答复
2 ) A true response to the questioner’s question
3）不要彻底地回答问题，有些问题不必回答
3 ) Don’t answer questions thoroughly. Some questions don’t need to be answered.
4）逃避问题的方法是避正答偏，顾左右而言他
4 ) The way to avoid a question is to avoid the main point and give a biased answer.
5）对于不知道的问题不要回答
5 ) Do not answer questions you do not know
6）有些问题可以答非所问
6 ) Some questions can be answered irrelevantly
7）以问代答
7 ) Ask questions instead of answer them
8）有时可以采取推卸责任的方法
8 ) Sometimes you can take the approach of shirking responsibility
9）重申和打岔有时也很有效
9 ) Reiteration and interruption can sometimes be effective
39.最后通牒策略：内涵、在什么情形下有效以及运用这种策略时应注意哪些问题?
3 9. Ultimatum strategy : What is its connotation, when is it effective, and what should be paid attention to when using this strategy?
一般来说，只有在以下四种情况下，才使用最后通牒策略：
Generally speaking, the ultimatum strategy is only used in the following four situations :
1、谈判者知道自己处于一个强有力的地位，别的竞争者都不如他的条件优越，如果对方要使谈判继续进行并达成协议的话，只有找他。
1. The negotiator knows that he is in a strong position and that other competitors are not as well-positioned as he is. If the other party wants to continue the negotiations and reach an agreement, they have no choice but to turn to him.
2、谈判者已尝试过其他的方法，但都未取得什么效果。这时，采取最后通牒策略是迫使对方改变想法的惟一手段。
2. The negotiator has tried other methods but has not achieved any results. At this time, the ultimatum strategy is the only way to force the other party to change their mind.
3、当己方将条件降到最低限度时。
3. When one's side reduces the conditions to the minimum.
4、当对方经过旷日持久的谈判，已无法再担负由于失去这笔交易所造成的损失而非达成协议不可时
4. When the other party can no longer afford the loss of the deal after a long negotiation and has to reach an agreement
必须注意以下几点：①会谈人员知道自己处于一个强有力的地位，特别是该笔交易对对方来讲，要比对己方更为重要；②会谈的最后阶段或最后关键时刻才宜使用这种策略；③“最后通牒〞的提出必须非常坚决、明确、毫不模糊。
The following points must be noted: ① The negotiators know that they are in a powerful position, especially when the transaction is more important to the other party than to themselves; ② This strategy should only be used in the final stage or the last critical moment of the negotiation; ③ The "ultimatum" must be very firm, clear and unambiguous.
40.日本式报价战术：内涵、一般形式以及优点。
40. Japanese quotation tactics: connotation, general form and advantages.
1)日本式报价战术的做法是卖方首先提出含有较大虚头的较高价格,之后通过给予各种优惠条件逐步接近理想价格,最终达成交易。
1) The Japanese bidding tactic is that the seller first proposes a higher price with a larger false head, and then gradually approaches the ideal price by offering various preferential conditions, and finally reaches a deal.
2)这种报价战术的一般形式是：将最低价格列在价格表上，以求首先引起买主的兴趣，由于这种价格一般是以卖方最有力的结算条件为前提，并且，在这种价格交易条件下，各个方面都很难全部满足买方的需要，假如买主要求改变有关条件，那么卖主就会相应进步价格。
2 ) The general form of this quotation tactic is to list the lowest price on the price list in order to attract the buyer's interest first. Since this price is generally based on the seller's most powerful settlement conditions, and under such price trading conditions, it is difficult to fully meet the buyer's needs in all aspects. If the buyer requires changes to the relevant conditions, the seller will increase the price accordingly.
3)这种报价一方面可以排挤竞争对手而将买方吸引过来，获得与其他卖主竞争中的优势和成功；另一方面，当其他卖主败下阵来纷纷走掉时，这时买方原有的市场优势就不复存在了。假如买方想要到达一定需求，只好任卖方一点一点地把价格抬高才能实现。
3) On the one hand, this kind of quotation can squeeze out competitors and attract buyers, gaining advantages and success in the competition with other sellers; on the other hand, when other sellers are defeated and leave one after another, the buyer's original market advantage will no longer exist. If the buyer wants to meet a certain demand, he can only let the seller raise the price little by little to achieve it.