核心主題：籌碼評估、底線設定與談判開局
20 詞
Part 1 · #1 · n. / v.
Leverage
ˈlev.ɚ.ɪdʒ
(n.) 談判籌碼、優勢影響力；(v.) 善用優勢施壓或推進。
- gain / lose leverage · 獲得／失去籌碼
- leverage competitive offers · 利用外部競爭報價作為談判籌碼
Having a credible backup supplier gives us substantial leverage in pricing discussions.
Part 1 · #2 · n.
Bottom Line
ˌbɑː.t̬əm ˈlaɪn
談判底線、不可退讓之最低限度或最終訴求。
- protect our bottom line · 守住我方底線／根本利益
- reveal one's bottom line · 亮出底牌／底線
A 10% profit margin is our absolute bottom line; we cannot go any lower.
Part 1 · #3 · n.
Concession
kənˈseʃ.ən
讓步、妥協退讓的具體條件。
- make mutual concessions · 做出相互讓步
- wring a concession from sb · 迫使對方做出讓步
We agreed to shorten payment terms only after they made a major price concession.
Part 1 · #4 · n. / v.
Posture
ˈpɑːs.tʃɚ
(n.) 談判姿態、立場取態；(v.) 故作姿態以試探對方。
- adopt an aggressive / cooperative posture · 採取強硬／合作的姿態
- strategic posturing · 策略性虛張聲勢
Their initial refusal was merely tactical posturing to test our resolve.
Part 1 · #5 · v. / n.
Anchor
ˈæŋ.kɚ
(v.) 設定錨定點（先發制人設定預期參考值）；(n.) 錨定基準。
- anchor high / low · 開出極高／極低價以建立錨定效應
- initial anchoring price · 初始錨定報價
By anchoring the opening bid at $500,000, the seller set the psychological ceiling.
Part 1 · #6 · n.
Mandate
ˈmæn.deɪt
內部授權範圍、談判權限額度。
- negotiate within one's mandate · 在授權額度內進行談判
- seek an expanded mandate · 爭取更高層級的放寬授權
I do not have the mandate to offer discounts exceeding eight percent today.
Part 1 · #7 · adj. / n.
Non-negotiable
ˌnɑːn.nəˈɡoʊ.ʃə.bəl
不可談判的、絕無轉圜餘地的條款。
- non-negotiable terms · 不可動搖的條款
- treat safety standards as non-negotiables · 將安全標準視為絕不可妥協的紅線
Data sovereignty compliance remains strictly non-negotiable on our end.
Part 1 · #8 · n. / v.
Counteroffer
ˈkaʊn.t̬ɚˌɑː.fɚ
(n.) 反報價、還價方案；(v.) 提出反向條件。
- table a counteroffer · 提出反報價還價條款
- reject the initial bid and counteroffer · 回絕原始報價並提出還價
Instead of rejecting their proposal outright, let's submit a well-reasoned counteroffer.
Part 1 · #9 · n.
Prerequisite
ˌpriːˈrek.wə.zɪt
先決條件、必備前提。
- a prerequisite for further talks · 開啟後續談判的必要前提
- meet the prerequisites · 符合先決條件要求
Signing the mutual non-disclosure agreement is a strict prerequisite for sharing technical specs.
Part 1 · #10 · adj. / n.
Probing
ˈproʊ.bɪŋ
試探性的、深入刺探實情的（提問或動作）。
- probing questions · 試探性發問
- probe for hidden interests · 刺探對方的隱性利益訴求
Our team asked several probing questions to uncover their real timeline constraints.
Part 1 · #11 · n.
Stance
stæns
立場、態度立場。
- take a firm / flexible stance · 採取堅定／有彈性的立場
- soften one's stance · 放軟態度立場
The buyer maintained a rigid stance regarding delivery penalty penalties.
Part 1 · #12 · n.
Caveat
ˈkæv.i.æt
保留條件、附帶限制說明。
- with one important caveat · 附帶一項重要限制條件
- add a legal caveat · 加上法律保留條款
We accept the price reduction, but with the caveat that shipping costs fall on you.
Part 1 · #13 · n.
Parity
ˈper.ə.t̬i
平等對等地位、勢均力敵。
- achieve strategic parity · 達成戰略均勢
- negotiating parity · 對等的談判地位
Forming a buyer coalition helped smaller firms reach bargaining parity with the monopoly.
Part 1 · #14 · adj.
Tentative
ˈten.t̬ə.t̬ɪv
暫定的、初步試探性質的（尚未具備法律約束力）。
- tentative agreement · 初步共識協議
- tentative schedule · 暫定排程
Both sides reached a tentative agreement, pending formal board approval next Tuesday.
Part 1 · #15 · n.
Walkaway Point
ˈwɑːk.ə.weɪ pɔɪnt
離席走人點（條件惡劣至直接放棄談判的停損閾值）。
- establish a walkaway point · 設定離席停損點
- reach the walkaway point · 觸發直接破局離席的極限
If they demand unlimited liability, that triggers our walkaway point immediately.
Part 1 · #16 · n.
Reciprocity
ˌres.əˈprɑː.sə.t̬i
互惠原則、對等回饋機制。
- principle of reciprocity · 互惠對等原則
- expect reciprocity · 期望獲得對等的讓步回饋
Every concession we provide must be governed by strict reciprocity.
Part 1 · #17 · v. / n.
Bluff
blʌf
(v.) 虛張聲勢、詐唬；(n.) 虛實掩護手段。
- call someone's bluff · 識破並揭穿對方的虛張聲勢
- pure bluff · 純粹的虛張聲勢
They threatened to terminate the deal, but we knew it was a bluff due to lack of other buyers.
Part 1 · #18 · v. / n.
Redline
ˈred.laɪn
(v.) 劃紅線修訂、標註刪改條款；(n.) 標記修訂版的合約草案。
- redline the draft contract · 在合約草案中以紅字標註刪修條款
- review the redline version · 審閱標示修訂痕跡的合約版本
Our counsel will redline the indemnity clause and return it before end of day.
Part 1 · #19 · n.
Asymmetry
eɪˈsɪm.ə.tri
不對稱性（尤其是資訊、權力或籌碼的落差）。
- information asymmetry · 資訊不對稱
- leverage asymmetry · 籌碼實力不對稱
Thorough market intelligence helped us eliminate the information asymmetry during the bid.
Part 1 · #20 · n.
Trade-off
ˈtreɪd.ɑːf
權衡取捨、此消彼長的交換代價。
- evaluate the trade-off between price and speed · 權衡價格與交期之間的取捨
- an acceptable trade-off · 可接受的利益交換取捨
Accepting a longer warranty was a worthwhile trade-off for securing fixed volume pricing.