北外网院老师的《高效商务谈判英语》-免费版
商务谈判对话英文版共9页文档
(一)The seller Miss Lin representing Huaxin Trading Co. Ltd.The buyer Miss Cai representing James Brown & SonsA: Good morning, Miss Cai. Glad to meet you.B: Good morning, Miss Lin. It’s very nice to see you in person. Let me introduce my colleagues to you. This is my manager, Miss Cai.A: How do you do? Miss Cai.B: How do you do? Mr. Wang. Nice to meet you.B: ……And this is Mr. Cai. He is in charge of sales department. This is Miss Huang. She is in charge of business with clients.A: Nice to meet you, Mr. Cai, Miss Huang.B: Nice to meet you, Miss Lin.A: How are thing going?B: Everything is nice.A: I hope through your visit we can settle the price for our Chinaware, and conclude the business before long.B: I think so, Miss Lin. We came here to talk to you about our requirements of HX Series Chinaware. Can you show us your price-list and catalogues?A: We’ve specially made out a price-list which cover those items most popular on your market. Here you are.B: Oh, it’s very considerate of you. If you’ll excuse me, I’ll go over your price-list right now.A: Take your time, Miss Cai.B: Oh, Mr. Wang. After going over your price-list and catalogues, we are interested in Art No. HX1115 and No. HX1128, but we found that your price are too high than those offered by other suppliers. It would be impossible for us to push any sales at such high prices.A: I’m sorry to hear that. You must know that the cost of production has risen a great deal in recent year while our prices of Chinaware basically remain unchanged. To be frank, our commodities have always come up to our export standard and the packages are excellent designed and printed. So our products are moderately priced.B: I’m afraid I can’t agree with you in this respect. I know that your products are attractive in design, but I wish to point out that your offers are higher than some of the quotations. I’ve received from your competitors in other countries. So, your price is not competitive in this market.A: Miss Cai. As you may know, our products which is of high quality have found a good market in many countries. So you must take quality into consideration, too.B: I agree with what you say, but the price difference should not be so big. If you want to get the order, you’ll have to lower the price. That’sreasonable, isn’t it?A: Well, in order to help you develop business in this line, we may consider making some concessions in your price, but never to that extent. B: If you are prepared to cut down your prices by 8%, we might come to terms.A: 8%? I’m afraid you are asking too much. Actually, we have never gave such lower price. For friendship’s sake we may exceptionally consider reducing the price by 5%. This is the highest reduction we can afford. B: You certainly have a way of talking me into it. But I wonder if when we place a larger order, you’ll farther reduce your prices. I want to order one container of HX1115 and 438 sets of HX1128.A: Miss Cai, I can assure you that our price is most favourable. We are sorry to say that we cannot bring our price down to a still lower level. B: OK. I accept. Now, let’s talk about the terms of payment. Would you accept D/P? I hope it will be acceptable to you.A: The terms of payment we usually adopt are sight L/C.B: But I think it would be beneficial to both of us to adopt more flexible payment terms such as D/P term.A: Payment by L/C is our usual practice of doing business with all customers for such commodities. I’m sorry, we can’t accept D/P terms. B: As for regular orders in future, couldn’t you agree to D/P?A: Sure. After several smooth transactions, we can try D/P terms.B: Well, as for shipment, the soon the better.A: Yes. Shipment is to be made in April, not allowing partial shipment. B: OK. I see. How about packing the goods?A: We’ll pack HX1115 in carton of one set each, HX1128 in cases of one set each, two cases to a carton.B: I suggest the goods packed in cardboard boxes, it’s more attractive than cartons. Do you think so?A: Well. I hope the packing will be attractive, too.B: For transaction concluded on CIF basis, insurance is to be covered by the sellers for 110% of invoice value against WPA. Clash & Breakage and War Risk.A: This term less these goods should damage in transit. I agree with it. B: I’m glad we have brought t his transaction to a successful conclusion and hope this will be the beginning of other business in the future. Let’s confirm these items we concluded at the moment.A: Yes. We concluded as follows: 542 sets of HX1115 at the price of USD 23.50 per set to be packed in cardboard boxes of one set each and to be shipped CIFC5 Toronto; 438 sets of HX1128 at the price of USD 14.50 per set to be packed in case of one set each, two cases to a cardboard box and to be shipped CIFC5 Toronto.B: All right. By the way, when can I expect to sign the S/C?A: Miss Cai, Would it convenient for you to come again tomorrowmorning. I’ll get the S/C ready tomorrow for your signature.B: That’s fine. See you tomorrow. Goodbye, Miss Lin.A: See you and thanks for coming, Miss Cai.(二)A The seller: Miss Li representing Huaxin Trading Company LimitedB The buyer: Mr. Huang representing James Brown & SonsA: Good morning, Mr. Huang. Glad to meet you.B: Good morning, Miss Li. Glad to meet you, too. It is my first time to visit Shanghai. Shanghai has been known to me as an interaction port city before I came here.A: We always take attention to establish business relations with the new clients in other countries. I wish we will have a good time this morning. B: I come here to visit you hoping to have a discussion with you on the purchase of your HX Series chinaware.A: Which Art. No. are you interested in?B: HX1115 and HX1128.A: Which price terms do you prefer, FOB, CFR, or CIF?B: CIF.A: The price of HX1115 is USD 24.19 per set CIF Toronto. The price of HX1128 is USD 14.93 per set CIF Toronto. It is understood that the above prices are net, without any commission.B: I am afraid it goes against the usual commercial practice not to allow acommission.A: We are prepared to grant you a 5% commission. 442 sets of HX1115 at the price of USD 24.68 per set CIFC5 Toronto; 338 sets of HX1128 at the price of USD 15.23 per set CIFC5 Toronto.B: I’m afraid your prices appear unworkable.A: I am assuring you that our prices are most favorable. A trial sale will unvoiced you of my words.B: Unless the prices could match with the market level, it is difficult to persuade customers to purchase with you. In order to conclude the transaction, I think you should reduce your price to USD 23.00 per set of HX1115. Will you consider cutting down your price to USD 14.20 per set of HX1128.A: As the raw material has advanced by 10% during the last few months and the prices are going up, owing to the rise in the cost of raw materials. We can’t accept this pri ces.B: I think it unwise for both of us to insist on his own prices. Can we each make some concession, say, the price of HX1115 is USD 23.50 per set CIFC5 Toronto; the price of HX1128 is USD 14.50 CIFC5 Toronto?A: If we accept your prices, we will not leave a little of margin of profit. B: I am afraid we have to call the whole deal off if you still insist on your original quotation.A: Well for friendship’s sake, we are prepared to make a 5% reduction ifyour order is big enough. Our minimum quantity is a 20’ container for each article.B: Our quantities are 542 sets of HX1115 and 438 sets of HX1128.A: OK.B: Shall we have a talk about terms of payment now?A: Our usual payment terms are by confirmed, irrevocable L/C payable by sight draft against presentation of shipping documents and to reach us 30 days before the month of shipment.B: To open an L/C will cause us a great deal of difficult. It’s expensive to open an L/C and ties up the capital of a company like ours. So it’s better for us to adopt D/P or D/A.A: L/C at sight is our usual payment terms.B: It is better for us to adopt D/P at sight than L/C at sight.A: We have never granted D/P terms to any new clients. So we hope you can accept the L/C terms. After several smooth transactions, we can try other terms.B: We can’t help it if you insist requiring payment by L/C at sight. By the way, what cover will you take out?A: The insurance is to be covered by us for 110% of invoice value against WPA Clash & Breakage and War Risks as per the Ocean Marine Cargo Clauses of PICC (1981.1.1).B: All right. How would you pack the goods?A: HX1115 is to be packed in cartons of one set each. HX1128 is to be packed in cases of one set each, two cases to a carton.B: I hope the packing will be attractive. Nice packing helps find a market. Please give special attention to the packing or the goods could be damaged in transit.A: All right.B: When is shipment to be made?A: Shipment is to be made before or on April 30, 2019.B: We have to point out that the goods are not allowing partial shipment. A: OK. By the way, what are the Ports of Shipment & Destination?B: Shanghai and Toronto.A: I’m glad we have brought this transaction to a successful conclusion and hope this will be the forerunner of other business in the future.B: All right. I accept your offer of 542 sets of HX1115 at the price of USD 23.50 per set, and 438 sets of HX1128 at the price of USD 14.50 per set. Shipment is to be made no later than April 30, 2019 after receipt of L/C and not allowing partial shipment. The Ports of Shipment & Destination are from Shanghai to Toronto. HX1115 is to be packed in cartons of one set each and HX1128 is to be packed in cases of one set each, two cases to a carton. The payment terms are by L/C at sight. Insurance is to be covered by you for 110% of invoice value against WPA Clash & Breakage and War Risks as per the Ocean Marine Cargo Clausesof PICC (1981.1.1).A: That’s right. I will get the Sales Confirmation ready tomorrow for your signature. Would it be convenient for you to come again tomorrow morning?B: OK. We expect to find a good market for your goods and hope to place further and large orders with you in the near future. See you tomorrow morning.A: See you.。
外贸商务谈判英语对话
外贸商务谈判英语对话外贸商务谈判英语对话是国际贸易中必不可少的一部分，以下是一段外贸商务谈判英语对话：Dialogue between a foreign trade negotiator and a client.外贸谈判员与客户之间的对话。
Negotiator: Good morning, Mr. Client. Welcome to our company. How was your flight?谈判员：早上好，客户先生。
欢迎来到我们公司。
您的航班怎么样？Client: Good morning, thank you. The flight was good, thank you. It's nice to be here.客户：早上好，谢谢。
航班很好，谢谢。
很高兴来到这里。
Negotiator: Please have a seat. I have some documents for you to review. This is our company's product catalog, and this is our price list.谈判员：请坐。
我有一些文件需要您审查。
这是我们公司的产品目录，这是我们的价格表。
Client: Thank Thank I will review these documents right away.客户：好的好的，我会立即审查这些文件。
Negotiator: Also, I have some questions for you. Do you have any specific requirements for the products?谈判员：另外，我有一些问题要问您。
您对产品有任何具体要求吗？Client: Yes, I do. I am particularly interested in your electronic products. Could you tell me more about them?客户：是的，我有。
商务谈判对话英文版
商务谈判对话英文版The meeting een Miss Lin from XXX Co。
Ltd and Miss Cai from James Brown & Sons began with a polite exchange of greetings。
Miss Cai introduced her colleagues。
including her manager。
sales department head。
and client XXX that they had come to discuss their XXX to see the price-list and XXX made price-list that covered the most popular items on their market.Miss Cai。
as you may already know。
our high-quality products have been well-received in many countries。
Therefore。
quality should be an XXX.I agree with your point。
but the price difference should not be too significant。
If you wish to secure the order。
you will need to lower the price。
Is that reasonable?Well。
in order to assist you in developing your business。
we may XXX on the price。
However。
we cannot lower it to such a large extent.If you are prepared to ce your prices by 8%。
如何成为商业谈判中的优秀谈判者英语作文
如何成为商业谈判中的优秀谈判者英语作文全文共10篇示例，供读者参考篇1How to Become an Excellent Negotiator in Business NegotiationsHey guys, have you ever thought about how to become a super cool negotiator in business talks? Well, today I'm going to share with you some tips on how to do just that!First of all, you need to do your homework! Research about the other party, their needs, and their interests. This will help you understand their perspective and come up with solutions that can benefit both sides.Next, you should be a good listener. Pay attention to what the other person is saying and try to understand their point of view. This will help you build rapport and find common ground to negotiate effectively.Also, it's important to be confident and assertive. Stand your ground and don't be afraid to state your needs and preferences.But remember to be respectful and considerate of the other person's feelings.Moreover, be willing to compromise. Negotiation is all about give and take, so be open to finding solutions that meet both parties' needs. This will show that you are flexible and willing to work towards a win-win outcome.Lastly, practice, practice, practice! The more you negotiate, the better you will become at it. So don't be afraid to jump into negotiations and learn from each experience.In conclusion, becoming an excellent negotiator in business talks takes practice, patience, and a willingness to learn. So go out there, guys, and show off your amazing negotiation skills! Good luck!篇2How to Become an Excellent Negotiator in BusinessHey guys, today I want to talk to you about how to become an excellent negotiator in business! Negotiation is super important in business because it helps us make deals and agreements with others. So, let's learn some tips on how to become a great negotiator!First of all, it's important to do your homework before the negotiation. This means researching the other party, their needs, and what they want from the deal. The more you know about them, the better you can prepare for the negotiation.Next, it's important to be a good listener during the negotiation. You need to pay attention to what the other party is saying and try to understand their perspective. This will help you find common ground and come to a mutually beneficial agreement.Also, don't be afraid to ask questions during the negotiation. This shows that you are engaged and interested in finding a solution that works for both parties. And remember, it's okay to take breaks during the negotiation to gather your thoughts and come back with a clear mind.Finally, always be respectful and professional during the negotiation. Treat the other party with kindness and show that you are willing to work together to find a solution. By being respectful, you can build trust and create a positive relationship with the other party.So, if you follow these tips, you can become an excellent negotiator in business and make successful deals that benefit both parties. Good luck, guys!篇3How to Become an Excellent Negotiator in BusinessHey guys! Have you ever heard of business negotiations? It's when people talk to each other to try and make a deal or come to an agreement. Being a good negotiator in business is super important because it can help you get the best deal for yourself or your company. So, here are some tips on how to become an excellent negotiator in business:1. Be prepared: Before going into a negotiation, make sure you do your homework. Know what you want to achieve, understand the other person's needs and interests, and have a clear idea of what you are willing to compromise on.2. Listen carefully: Pay attention to what the other person is saying and try to understand their perspective. This will help you find common ground and come up with solutions that benefit both parties.3. Be confident: Believe in yourself and your abilities. Confidence can help you assert your ideas and stand your ground during negotiations.4. Be flexible: Understand that negotiations are agive-and-take process. Be willing to be flexible and open to different ideas and solutions.5. Stay calm: Negotiations can sometimes get heated, but it's important to stay calm and composed. Take a deep breath, focus on the issue at hand, and avoid getting emotional.6. Build relationships: Good relationships are key to successful negotiations. Building trust and rapport with the other party can make it easier to find common ground and reach a mutually beneficial agreement.Remember, practice makes perfect! The more you negotiate, the better you'll get at it. So, don't be afraid to put yourself out there and hone your negotiation skills. Who knows, you might just become a top-notch negotiator in no time!篇4How to Become an Excellent Negotiator in BusinessHey guys, do you want to be a super cool negotiator in business? Well, I'm here to tell you some tips on how to become an awesome negotiator and win every deal!First of all, you need to be prepared. That means doing your homework before the negotiation. You need to research the other party's needs, interests, and bottom line. This will help you understand their perspective and come up with a win-win solution.Next, you need to be a good listener. Listen to what the other party is saying and try to understand their concerns. This will help you build rapport and trust with them, which is super important in negotiations.Also, be confident and assertive. Don't be afraid to ask for what you want and be clear about your goals. But remember to be flexible and open to compromise, because sometimes you need to give a little to get a little.Lastly, be patient and stay calm. Negotiations can be stressful and intense, but don't let your emotions get the best of you. Take deep breaths, stay focused, and stay positive. Remember, it's not about winning or losing, it's about finding a solution that works for both parties.So there you have it, guys! Follow these tips and you'll be on your way to becoming an excellent negotiator in business. Good luck and happy negotiating!篇5How to Become an Excellent Negotiator in BusinessHey guys! Today let's talk about how to become an excellent negotiator in business. Negotiation is really important in business because it helps us reach agreements and make deals. So, if you want to be a great negotiator, here are some tips for you!First, you need to be a good listener. It's super important to listen to what the other person is saying so you can understand their needs and concerns. This will help you come up with solutions that work for both of you.Second, you need to be prepared. Before you go into a negotiation, make sure you do your homework. Research the other party, know what you want to achieve, and come up with a plan. This will help you feel more confident and in control during the negotiation.Third, you need to be patient. Negotiations can take time, so don't rush things. Be willing to listen, ask questions, and think things through before making decisions. This will help you avoid making mistakes and reach a better outcome.Finally, remember to be respectful and professional. Treat the other party with courtesy and respect, even if you don't agree with them. This will help build trust and make it easier to find common ground.So, if you want to become an excellent negotiator in business, remember to listen, prepare, be patient, and be respectful. Good luck!篇6How to Become an Excellent Negotiator in BusinessHey guys, do you want to become an awesome negotiator in business? Well, I've got some tips to help you out! Negotiating is all about communication and finding a win-win solution for both parties. Here are some tips to help you become a great negotiator:1. Do Your Homework: Before you go into a negotiation, make sure you do your research. Know the other party's needs, wants, and bottom line. This will help you come up with better negotiating strategies.2. Practice Active Listening: When negotiating, make sure to listen carefully to the other party's needs and concerns. This willhelp you understand their point of view and come up with solutions that benefit both sides.3. Know Your Worth: Don't be afraid to stand your ground and know your worth. Be confident in your abilities and the value you bring to the table.4. Stay Calm and Collected: Negotiations can get intense, but it's important to stay calm and collected. Don't let your emotions get the best of you. Stay focused on finding a solution that works for both parties.5. Be Flexible: Sometimes, you may need to compromise to reach a deal. Be open to new ideas and be willing to adjust your position if needed.6. Build Relationships: Building strong relationships with the other party can help make negotiations easier. Be respectful, trustworthy, and honest in your interactions.7. Practice, Practice, Practice: Like anything, negotiating takes practice. The more you negotiate, the better you will become at it. So don't be afraid to practice negotiating in different situations.So there you have it, guys! Follow these tips and you'll be on your way to becoming an excellent negotiator in business.Remember, it's all about communication, understanding the other party's needs, and finding a win-win solution. Good luck!篇7How to Become an Excellent Negotiator in BusinessHey guys, today I want to talk about how to become a super-duper good negotiator in business! Negotiation is like a game where you have to be really smart and strategic to win. So, let's learn some tips on how to be an awesome negotiator:First, you need to do your homework before the negotiation. That means you have to research and gather as much information as possible about the other party and the deal. The more you know, the better you can plan your strategy.Next, you have to be a really good listener. Listen carefully to what the other party is saying and try to understand their needs and concerns. This will help you to come up with solutions that can meet both of your interests.Also, don't be afraid to ask questions. Asking questions can help you clarify any doubts and gather more information that can be useful during the negotiation.Another important tip is to stay calm and composed during the negotiation. Don't let your emotions take over and always keep a positive attitude. This will help you to think clearly and make better decisions.And lastly, always be prepared to walk away if the deal is not in your favor. Sometimes, it's better to walk away than to agree to something that is not good for you or your business.So, remember these tips and practice them the next time you have to negotiate a deal. Who knows, you might become a negotiation pro in no time!篇8Hi everyone, today I want to talk about how to become an excellent negotiator in business negotiations. So, let's get started!First of all, it's important to prepare well before the negotiation. This means doing your research and gathering all the information you need about the other party, their needs, and their goals. This will help you to come up with a strategy and plan for the negotiation.Secondly, it's important to be a good listener during the negotiation. This means paying attention to what the other party is saying and trying to understand their perspective. By listening carefully, you can show that you respect their opinion and build trust with them.Next, it's important to stay calm and composed during the negotiation. Even if things get heated or tense, it's important to remain professional and keep your emotions in check. This will help you to make better decisions and come to a successful outcome.Another key factor in becoming a great negotiator is to be flexible and open-minded. This means being willing to compromise and find common ground with the other party. By being open to new ideas and solutions, you can reach a mutually beneficial agreement.Lastly, it's important to follow up after the negotiation. This means keeping in touch with the other party and ensuring that both sides are satisfied with the outcome. By following up, you can build a good relationship with the other party and lay the groundwork for future collaborations.In conclusion, by preparing well, listening, staying calm, being flexible, and following up, you can become an excellentnegotiator in business negotiations. Remember, practice makes perfect, so keep honing your negotiation skills and you'll be a master negotiator in no time!篇9How to Become an Excellent Negotiator in BusinessHey guys, do you want to become a great negotiator in business? Well, I'm here to give you some tips on how to do just that! Negotiating in business is super important because it helps you get the best deal for yourself and your company. So let's dive in and learn how to be an awesome negotiator!First off, one key to being a successful negotiator is to be well-prepared. This means doing your homework before the negotiation starts. You need to know what you want to achieve, what the other party wants, and what your alternatives are. The more prepared you are, the more confident you will be during the negotiation.Secondly, it's important to listen carefully during the negotiation. You need to understand the other party's perspective and be empathetic towards their needs and concerns. By listening actively, you can find common ground and come up with solutions that benefit both sides.Another important tip is to be assertive but also respectful. You need to stand your ground and advocate for your interests, but you should also be polite and professional. Remember, negotiations are about finding a win-win solution, not about crushing the other party.Lastly, don't be afraid to walk away if the deal is not in your best interest. You should always be willing to walk away from a bad deal and explore other options. This shows that you are confident and have other alternatives, which can give you an advantage during the negotiation.So there you have it, guys! By being prepared, listening actively, being assertive but respectful, and knowing when to walk away, you can become an excellent negotiator in business. Good luck negotiating your way to success!篇10Hey guys, do you want to become an excellent negotiator in business? It's super cool and important to know how to negotiate well. Here are some tips for you to become atop-notch negotiator!First of all, you need to be prepared before going into a negotiation. This means doing your homework and researchingthe other party's background, interests, and priorities. The more you know about them, the better you can make a deal that works for both sides. It's like playing a game – the more you know about your opponent, the better chance you have to win!Secondly, be a good listener during the negotiation. Pay attention to what the other party is saying and try to understand their perspective. Don't just focus on what you want – it's important to find a compromise that benefits both parties. Remember, it's not about winning or losing, it's about finding a solution that works for everyone.Next, be confident and assertive in your negotiations. Believe in yourself and your abilities, and don't be afraid to stand your ground. But also be willing to be flexible and open to new ideas. Sometimes, the best deals come from thinking outside the box and being creative.Lastly, always keep a positive attitude during negotiations. Stay calm and composed, even if things get tough. Remember, it's okay to disagree, but always be respectful and professional. A positive attitude can go a long way in making a successful deal.So, guys, if you follow these tips and practice your negotiation skills, you'll be well on your way to becoming an excellent negotiator in business. Remember, practice makesperfect, so keep honing your skills and you'll be a negotiation pro in no time! Good luck!。
商务谈判对话英语
商务谈判对话英语1. A: Hi, I'm interested in your product. Can you tell me more about it?B: Of course. Our product is a high-quality, eco-friendly water bottle made from durable materials. It's perfect for outdoor activities or everyday use.中文：我们的产品是一款高质量的环保水瓶，采用耐用的材料制成。
非常适合户外活动或日常使用。
2. A: That sounds great. What is the price range for your water bottles?B: Our prices range from $10 to $20, depending on the size and design of the bottle.中文：我们的价格从10美元到20美元不等，取决于瓶子的尺寸和设计。
3. A: I see. Can you offer a discount for a bulk purchase?B: Yes, we can offer a discount for bulk purchases. How many bottles are you interested in purchasing?中文：是的，我们可以为批量购买提供折扣。
您有兴趣购买多少瓶子呢？4. A: I'm interested in purchasing 100 bottles. What kind of discount can you offer?B: For a purchase of 100 bottles, we can offer a 10% discount.中文：对于100瓶的购买，我们可以提供10%的折扣。
商务英语谈判unit 3 Receiving Guests
8. 吃中国餐时先上冷盘，主菜和汤随后上。 Cold dishes are starters at a Chinese dinner. Main courses and soup come later.
9. Glad you could make it today.
10. They toasted the signing of the new agreement.
11. Let’s drink to our friendships.
12. We have pleasure in inviting you to our tonight’s reception party.
Unit 3 Receiving Guests
9. 您能告诉我这是什么菜吗？这是烤鸭，是本地的特色菜。 Could you tell what this is ? It is roast duck, specialty of this region.
10. 我们都应该承认这些文化差异，尊重这些差异，以免产 生以解，这很重要。 It is important for all of us to acknowledge and respect these cultural differences in order to avoid misunderstanding.
5. 圆圆的月亮象征着圆满，进而象征着家庭团聚。 The round moon is a symbol for completeness, and by extension, family reunion.
Unit 3 Receiving Guests
商务谈判英语对话范文
商务谈判英语对话范文Good morning, Mr. Smith. I'm glad we could meet today to discuss the potential collaboration between our companies.Good morning, Mr. Zhang. I appreciate the opportunity to sit down and talk about how we can work together.To start off, I'd like to give you a brief overview of our company and the products and services we offer. We have been in the business for over 20 years and have a strong presence in the market. Our main focus is on providing high-quality products at competitive prices, and we have a strong track record of delivering on time and meeting our clients' needs.That sounds impressive, Mr. Zhang. Our company is also committed to delivering high-quality products and services to our clients. We believe that there could be some potential synergies between our companies that could benefit both of us.I agree, Mr. Smith. I think that by combining our strengths, we could create a win-win situation for both companies. One area where I see potential for collaboration is in the area of research and development. We have a strong R&D team and are constantly working on developing new and innovative products. I believe that by working together, we could leverage each other's expertise and resources to bring new and exciting products to the market.That's an interesting proposal, Mr. Zhang. Our company is always looking for new and innovative products to add to our portfolio. I think that collaborating on R&D could definitely be a fruitful endeavor for both of us. In addition to R&D, I also see potential for collaboration in the area of marketing and distribution. Our company has a strong distribution network, and I believe that by working together, we could expand our reach and bring our products to new markets.I completely agree, Mr. Smith. Our company has been looking to expand into new markets, and I believe that by leveraging your distribution network, we could achieve thatgoal more effectively. In addition, I think that by collaborating on marketing efforts, we could create a stronger and more cohesive brand image that would benefit both of our companies.I'm glad to hear that you see the potential for collaboration in these areas, Mr. Zhang.I think that by working together, we could create a strong and mutually beneficial partnership. Of course, there will be details to work out, but I believe that if we both approach this with an open mind and a willingness to compromise, we can reach an agreement that is beneficial for both parties.I couldn't agree more, Mr. Smith. I believe that by working together in a spirit of cooperation and mutual respect, we can create a partnership that will be successful for both of our companies. I look forward to continuing our discussions and seeing where this collaboration could take us.Thank you, Mr. Zhang. I am also looking forward to seeing where this collaboration could lead. I believe that by working together, we can achieve great things for both of our companies. Thank you for your time today, and I look forward to our next meeting.Thank you, Mr. Smith. I also want to thank you for your time today, and I am excited about the potential for collaboration between our companies. I look forward to our next meeting as well.。
国际商务谈判第二版Effective negotiator
Scenery 2 Setting the agenda
2. Background information
(1) The people Andrew Carter : is Export Sales Manager for Okus IT. He is ready to make his opening presentation. Karen Black: is a Project Manager at Okus IT. She is expecting Francoise to set out the agenda for the meeting. Francoise Quantin: is the current IT Manager at Levin. She is very anxious about protecting the jobs of her IT team. Sean Morrissey: is from Levien’s Chicago office. He wants to establish a clear and strong position for Levien.
Francoise: There’s no need to hurry. Karen? Sean: Andrew, you’ll have another one? Andrew: Please. Milk, three sugars. Francoise : Sit down, please. Andrew: Are you missing the States, Sean? Sean : Yeah, I’m missing the kids and my wife. Andrew and I negotiated a deal in Dallas two years ago. Andrew: Yes, quite a marathon—thirty-six hours, wasn’t it? Sean : Andrew, if a job’s worth doing, it’s worth doing well. Francoise : Perhaps we had better start now. (Over)
商务谈判英语对话共8页文档
最牛英语口语培训模式：躺在家里练口语，全程外教一对一，三个月畅谈无阻！洛基英语，免费体验全部在线一对一课程：englishvip/wenkxd.htm（报名网址）Part III Listening ComprehensionSection A11. B 信息明示题。
男士问女士明晚能否和汤姆来吃饭，女士表示可以，还说他们本没有出行的安排，即女士同意了男士的邀请，故选B。
12. B 综合推断题。
男士说莫尼卡学英语句子学得快但忘得也快，由此推断，莫尼卡的英语不好，故选B。
13. C 信息明示题。
男士说他们用野餐篮带午饭，然后在河边用餐，故选C。
14. C 综合推断题。
男士说明年应该做点儿别的，由此可知，男士明年会去别的地方，故选C。
15. B 综合推断题。
女士说她让学生们做练习时，彼特坐在那儿看着窗外，言外之意是彼特上课不专心，故选B。
16. B 综合推断题。
由对话中的signal, car driving carelessly, speed以及男士和女士说话的语气可以推断，他们在为交通事故相互指责，所以B正确。
17. D 综合推断题。
女士说她姐姐(或妹妹)在马尼拉学服装设计，由此可知，女士的姐姐现在在菲律宾，故选D。
本题要注意的是马尼拉是菲律宾的首都。
18. A 信息明示题。
女士说自己将和朋友去看电影，由此可知，A正确。
Conversation One19. D 信息明示题。
女士说，现在人们开始相信一种着装心理学，即支配人们穿什么衣服的不仅有个人品味，还有人们想通过衣服表达一些想法，这些想法可能自己都未曾意识到。
故选D。
20. A 信息明示题。
由女士所说的probably feeling homesick和a general feeling of insecurity可知，A正确。
21. D 综合推断题。
女士认为善交际的人偏爱明亮、炫目的颜色，由此推断，害羞的人则偏爱灰暗的颜色，故选D。
22. A 综合推断题。
商务谈判技巧英文版（共3篇）（精简版）
商务谈判技巧英文版(共3篇)商务谈判技巧英文版(共3篇)篇一：商务谈判强大英语技巧商务谈判中的英语技巧与外商进行商务谈判时大多用英语进行，所以这个时候我们要注意避免跨国文化交流产生的歧义，交谈时尽量用简单、清楚、明确的英语，不说易引起对方反感的话语，如下列这些词语中就带有不信任色彩，可能会客户不愿积极与我们合作。
“to tell you the truth”，“I’ll be honest ith you…”，“I ill do my best．”“it’s none of my business but…”。
为了避免误会，我们可用释义法确保沟通顺利进行。
如，“e ould accept price if you could modify your specifications．”我们还可以说：“If I understand you correctly, hat you are really saying is that you agree to accept our price if e improve our product as you request．” 最后，为确保沟通顺利的另一个方法是在谈判结束前作一个小结，把到现在为止达成的协议重述一遍并要求对方予以认可。
另外在商务谈判还应注意下列问题：I “会听” 要尽量鼓励对方多说，向对方说：“yes”，“please go on”，并提问题请对方回答，使对方多谈他们的情况。
II 巧提问题用开放式的问题来了解进口商的需求，使进口商自由畅谈。
“can you tell me more about your campany?”“hat do you think of our proposal?” 对外商的回答，把重点和关键问题记下来以备后用。
进口商常常会问：“can not you do better than that?” 对此不要让步，而应反问：“hat is meant by better?”或“better than hat?”使进口商说明他们究竟在哪些方面不满意。
国际商务谈判英文版课件
Paying attention to body language, legal expressions, and tone of voice can provide additional information
Non verbal communication
Repeating or summarizing what the other party has said can ensure that you have understanding their points correctly
Cultural factors in international business negotiations
04
Body language
Non verbal cues such as factual expressions, posts, and styles can convey messages that are just as important as what is said verbally
01
Course objectives
This course aims to provide students with the knowledge and skills necessary for effective international business negotiations
Course structure
Mediation
If necessary, a neutral third party can help resolve conflicts by facilitating communication and bridging cultural divisions
高级商务英语BEC谈判范文一份
高级商务英语BEC谈判范文一份高级商务英语BEC谈判 1American businesspeople are opportunistic and willing to take chances. Opportunism and risk taking often result in Americans going for the biggest possible slice of the business, 100 % if possible.U.S. salespeople sometimes bring final contracts to first meetings with prospective clients. In large firms, contracts under $10,000 can often be approved by one middle manager in a single meeting.Be aware that the United States is the most litigious society in the world. There are lawyers who specialize in practically every industry and segment of society.In negotiations, points are made by the accumulation of objective facts. This evidence is sometimes biased by faith in the ideologies of democracy, capitalism, and consumerism. The subjective feelings of the participants are not as much of a factor.In general, people from the U.S. will not hesitate to answer “no."American businesspeople can be very blunt and will nothesitate to disagree with you. This approach often causes embarrassment to business travelers who are unaccustomed to dealing with Americans.Although they are risk-takers, American businesspeople will have a financial plan which must be followed.Often, American businesspeople try to extract an oral agreement at the first meeting.Americans tend to dislike periods of silence during negotiations; they are used to making up their minds quickly and decisively.Persistence is another characteristic you will frequently encounter in American businesspeople; there is a prevailing belief that there is always a solution. Moreover, they will explore all options when negotiations are at an impasse.Anxiety often develops over deadlines and results. The work ethic is strong, so that it appears that Americans' lives revolve around work.Refrain from discussing personal __ during business negotiations.Consistency is another characteristic among American businesspeople: when they agree to a deal, they rarely changetheir minds.Americans tend to be future oriented.Innovation often takes precedence over tradition.Golf is a popular sport, especially among businesspeople. Moreover, the golf course is often a venue for business discussions and deals.Ethnic and social bias against some minorities does exist. Nevertheless, personal equality is guaranteed by law.Traditional sex roles are changing rapidly, but women are still striving for equality in pay and positions of authority.This culture stresses individual initiative and achievement. Moreover, Americans can also be very petitive in both work and leisure.In the structure of the workplace, there is an inevitable inequality in employees' roles, but personal equality is guaranteed by law.Although the United States is probably the most individualistic of all cultures, each employee is essentially replaceable in any workplace.Outside of the office, Americans tend to be informal and insist on staying on a "first name basis." Nevertheless, it'simportant to understand the office hierarchy, and a visitor should learn the rank and titles of all members of the organization.。
商务谈判实训(双语) Unit 5 strategies and tactics for Business Negotiations
商务英语谈判4-1
Therefore, the negotiation opened in a very friendly and harmonious atmosphere. 2. Discussing: After presenting the magazine history, backgrounds, status quo and the willingness for this negotiation respectively, both parties considered it necessary to adapt their expectations of the cooperation so as to fit the requirements of Chinese laws and regulations. 3. Doubts: The Chinese editor-in-chief found that there seemed to be some doubts in the German chief editor towards the circulation and reputation of the magazine.
The biggest iron ore supplier—the Brazil Companhia Vale Do Rio Doce (CVRD) even threatened to increase the price by 30% to 40%, which made the negotiation for the iron ore orders of 2006 start with a very tense posture which looked as if the sides were having a life-and-death struggle wit.
国际商务谈判英语-25页word资料
CATALOGUEThe General Overview on International Business NegotiationThe General Procedures of International Business NegotiationFive Links of International Business NegotiationCross-Cultural Problems in International Business NegotiationBasic Qualities for NegotiatorsSome Styles in International Business NegotiationTactical Expressions in Business NegotiationPreparation for ExportingPreparation for NegotiationBusiness Negotiation IBusiness Negotiation IIBusiness Negotiation IIIBusiness Negotiation IVAfter the NegotiationChapter Onee GTheneral Overview on International Business NegotiationAn Overall Framework of International Business NegotiationFeatures of International Business NegotiationBasic Rules of International Business NegotiationStock PhrasesSome Tips for Trade Delegation1.What is Negotiation?The word “negotiation” derives from the Latin Infinitive “negotiari”which means “to trade or do business”. This word itself is from another word, “negare”（拒绝）, meaning “ to deny” and a noun, otium(休闲), meaning “leisure”. Thus, the ancient Roman businessperson would “deny leisure” until the business has been settled. Negotiation is a common human activity as well as a process that people undertake everyday to manage their relationships such a buyer and a seller, a husband and wife, children and parents. As the stakes in some of these negotiations are not very high, people need not have to get preparations for the process and the outcome. But in international business negotiations, the stakes are usually high, people cannot ignore this fact, they have to get preplans in a more careful way. Both parties in this kind of negotiation should contact each other so that they can get a better deal rather than simply accepting or rejecting what the other is offering. The whole process of negotiation is based upon the premise that both parties are interdependent, that is, one side cannot get what he/she wants without taking the other into consideration. In the process of negotiation, there are no rules, tradition, rational methods or higher authorities available to resolve their conflict once it crops up. Negotiation is a voluntary process of giving and taking where both parties amend their offers and modify their expectations so as to come closer to each other and they can quit, at any time.2. Why do People Negotiate?Negotiation is at the heart of every transaction and, for the most part, it comes down to the interaction between two sides with a common goal (profits) but divergent methods. These methods (the details of the contract) must be negotiated to the satisfaction of both parties. As we will see later that it can be a very trying process that is full of confrontation and concession. Whether it istrade or investment, one party will always arrive at the negotiation table in a position of greater power. That power ( the potential for the profits ) may derive from the extent of the demand or from the ability to supply. The purpose of negotiation is to redistribute that potential. There is no such thing as “to take it or leave it” in international business. In fact, everything is negotiable. It all depends on the expertise of the negotiators.3. An Overall Framework of IBNInternational business negotiation (IBN) is a consultative process between governments, trade organizations, multinational enterprises, private business firms and buyers and sellers in relation to investment and import and export of products, machinery and equipments and technology. Negotiation is one of the important steps taken towards completing import and export trade agreements.To reach the desired results, the negotiators must seriously carry out the relative trade policies of their own countries. They should have good manners and speak fluent English. They should have a profound knowledge of professional technology and international markets. They should know the specifications, packing, features and advantages of the products and be able to use idiomatic and professional terms. In general, an overall framework of international business negotiation cover the following aspects: background factors, the atmosphere and the process.3.1 Background factors refer to objectives, environment, markets position, third parties and negotiators. They influence the process of negotiation and the atmosphere in a positive or negative way. Objectives mean what each side desires to achieve in the end. They are common, conflicting or complementary interests in both sides’ wanting a successful transact ion to take place; their interests conflict as profit to one is cost to the other; and complementary interest brings them together. Common and complementary objectives leave direct and positive effects while conflicting objectives have negative ones on the negotiation process. Environment here is defined as the political, social and structural factors related to both parties. It often hinders the process in international negotiation. Political and social aspects can affect the process whereas market structure does the atmosphere. The market position of the parties involved plays a leading role in the negotiation process. The third parties such as governments, brokers, consultants and so on may influence the process with their own objectives. Negotiators affect the negotiating process by means of their own experience and negotiating skills.3.2 The atmosphere is of great importance to the whole process of the international business negotiation. The atmosphere and the process influence each other at each stage. Atmosphere refers to the perceived “milieu”(氛围) around the interaction, how each party regards the other’s behavior, and the properties of the process. It has to do with people’s perception of reality. To be more exact, in negotiation it is the perception of reality that is far more important than the reality itself. Some characteristics of the atmosphere are dominant at one stage; others at other stage. For example, cooperation is dominant at the pre-negotiation rather than conflict, as both sides look for mutual solutions. Different characteristics of atmosphere dominate from process to process. These characteristics are classified as conflict vs cooperation, power vs dependence and expectations. The existence of conflict and cooperation is a fundamental characteristic of the negotiation process. On one hand, both sides have some common interests in finding a solution to the problem that fits them both. On the other hand, a conflict of interest may arise, as cost to one can mean income to the other. The relation between power and dependence is closely related to the actual power relation, which is affected by the value of the relationship to the sides and their availablealternatives. As for expectations, there are two types: long-term expectations with respect to the possibilities and values of future business; short-term expectations regarding prospects for the present deal. Expectations develop and change in different stages of the process.3.3 The process of international business negotiation is made up of the three different stages. A stage is defined as a specific part of the process and covers all actions and communications by either side pertaining (relevant) to negotiations made during that part. Either side communicates with the other to exchange information within each stage. A specific stage comes to an end with where both sides decide to proceed on to the next stage or decide to abandon the communication if they see no point in further negotiations. The three different stages are: pre-negotiation, face-to face-negotiation and post-negotiation.3.3.1 The pre-negotiation stage starts from the first contact between the two sides whose interest in doing business with each other is shown. From this stage on, both sides begin to understand one another’s needs and evaluate the benefits of entering into the process of negotiation. This stage is more usually important than the formal negotiations in the international business relationship. Social and informal relationships between negotiators, trust and confidence in each other are of great help. Both sides now also start to form their strategy for face-to-face negotiation as well as try to foresee and take precautions against possible events.3.3.2 At Face-to-face stage, both sides know that they can work together for a solution to a joint problem in spite of that the fact that each side may view the situation in its own way. This indicates the importance of having face-to-face negotiation in an open-minded way and getting ready several alternatives. It is time for both sides to explore the differences in preferences and expectations so that they can come closer to each other. Generally, the negotiation process is controlled by the side that has arranged the agenda, for in the process, he can stress his own strengths and the opponent’s weaknesses, thus putting the other side on the defensive. However, the agenda may reveal the preparing side’s position in advance and hence permit the other side to prepare its countermeasures. Some people prefer to start negotiations by discussing and agreeing on broad principles. Another way to ensure success at this stage is an initial discussion on items of common interest, which can help create an atmosphere of cooperation between both sides. As for the choice of strategy, it depends on3.3.3 All the terms and conditions at this(Post-Negotiation ) stage have been agreed upon with the contract being drawn up to be signed. What is worth noticing is that writing the contact and the wording in it is a negotiation process in itself, for meaning and values may be different between both sides. This stage may lead to a renewed face-to-face negotiation if there is negative feedback from background factors and atmosphere. Therefore, the terms and conditions agreed upon should be read to each other after concessions are exchanged and discussions be held by means of minutes of meetings, or something unpleasant and unexpected may arise later on in the course of the implementation of the contract unless both sides make sure that they have paid enough attention to every detail. It is necessary that both sides should make sure that they understand everything they have agreed on before they leave the negotiation table.4. Three Targets of International Business NegotiationFor a successful agreement, participants need to know negotiation principles and tactics. There are two principles in international business negotiations. First, at the beginning of the negotiation, the negotiators should know well their desired results and not be willfully manipulated by their counterparts. Only with a definite purpose will the negotiators grasp the keyto the negotiation and realize their expected purpose. Second, negotiators need to put forward what they expect, take a firm stand and make clear their position.In international business negotiations, price is usually the key point because it directly concerns the economic benefits to both sides. Both sides seek a desired result.To get the expected result or achieve a certain purpose, the negotiators, should calculate carefully and decide three different targets: 1) the best target; 2) the intermediate target; 3) the acceptable target4.1 The best target is to achieve all desired results. You should know well whether your first quotation is high or low if it is generally accepted by your counterpart. Usually both sides have a few bargains before acceptance. In the beginning, make a high offer and negotiate for the best target. Generally speaking, persons who firmly maintain the desired objectives to the end can obtain the best deal.4.2 The intermediate target is fair for both sides, although slightly lower than the best target. Don’t begin negotiating at too low of a price. Your quotation is to be a little lower each time. Do it step by step. Each time you reduce the price, you should remain serious about the desired results. Under this situation, your counterpart may well accept your quotation as the best possible price. It is likely that you may reach an agreement at this price. Please keep in mind that taking a serious and firm attitude is the key to avoiding further price reductions and unnecessary expenses. This will result in increased profits. If you meet with negotiators who always bargain using harsh language, do not be angry. This indicates that they want to buy your products. You should be patient and friendly, using soft words and moderate speaking speed and tone, knowing well what not to say, what to say and when to say. When you feel in danger of going into a deadlocked negotiation, it is suggested to request a break or rest. Then readjust your plan and continue the negotiation.4.3 The acceptable target is the minimum level both sides can bear. It should not be exposed to your counterpart at the beginning of the negotiation. Your counterpart may not believe it and although the price is the lowest, he may reject your quotation. On the other hand, even if the agreement is reached at the minimum acceptable price, your counterpart may not have a satisfactory sense of having bro ught your price down…In brief, the purpose of the negotiation is to arrive at an agreement to both sides’ advantage. The successful results of the negotiations depend on the determined objectives, perseverance and the language expressed by the negotiators. They should do their best to use soft words, speak euphemistically, use less flowery language, have a sense of humor and create a harmonious atmosphere.5. Basic Rules of International Business NegotiationInterdependenceConcealment and OpennessDifferent Negotiating SituationsBargaining Mix and CreativityProposal ExchangeWinner or Loser5.1 Interdependence“One palm cannot clap”. This is true of everyday life, and is also no exception to conducting a business negotiation, in which both sides are locked together on account of their goals. A sellercannot exist unless he has a buyer，which determines this relationship between them.5.2 Concealment and opennessIn many business negotiations, both parties may conceal their real intentions and goals to better their chances of best deal possible. As this is an open secret, smooth communication and good mutual understanding will to some degree become difficult, which does easily lead to misunderstanding. To achieve more satisfactory results, both parties will have to decide how open and honest they should be about personal preferences and needs, and to what extent they should trust the other side.5.3 Different Negotiating SituationsBoth parties must change as required of them by situations. If either of them fails to find out which type of negotiation is necessary in a particular situation, the odds (chances) are he will fail.5.4 Bargaining Mix and CreativityHow to make both “sides” meet in negotiations without causing much loss to either, whi ch may bring both out of the win-lose mix and help accomplish their objective, requires creativity. And the discovery of this is based on the environment where negotiators feel cooperative and dedicated to seeking the best solution possible instead of meet ing but one side’s needs.5.5 Proposal ExchangeThe heart of negotiation is the exchange of offers and proposals. There is an unstated assumption in negotiation that both sides will show their exchange of offers to the process of finding a solution b y making concessions to the other side’s offer. And through the process of offer and counter-offer a point is reached on which both sides will agree. To be successful, a negotiator needs to be able to understand the events that are taking place during the exchange of offers, to know how to use them to advantage, to keep the other side from using them to the negotiator’s disadvantage.5.6 Winner or LoserIn the process of business negotiation, if both parties try to reach an agreement that maximizes their outcome, it may lead either party to be concerned about only with his ends and ignore the needs of other side. Such a situation will most probably create problems.Generally speaking, in a common negotiation the parties involved are either winner or loser, but in a formal international negotiation such a phenomenon will not probably occur just because of the engagement of experts.Chapter TwoThe General Procedures of International Business NegotiationPreparing StageAgreement Concluding and Executing StageContacting and Materially Negotiable Stage1. Preparing StageSince there are typical time constraints of international negotiations, good preparations must be made before negotiation begins. Good negotiation preparations mainly cover two aspects: 1) gathering information and planning strategies and tactics; 2) manipulation of the negotiation situation. The best negotiators on both sides manage such details with great care. To get the most out of business negotiations it is important to have every causal factor working in your favor. The following checklist is the general works prepared for negotiation:l Assessment of the situation and the peoplel Agendal Concession strategiesl Facts to confirm during the negotiationl Manipulation of the negotiation situation1.1 Assessment of the Situation and the PeopleIt is common to learn as much as possible about a potential client or partner before negotiations begin. All kinds of information might be pertinent depending on the nature of the contemplated deal.Given the crucial nature of business negotiations, knowledge of a particular executive’s background, hobbies, and family status can be a great advantage. It should be clearly understood that knowing who you will be bargaining with is far more important than most people would assume.The last step is estimate the probable goal and preferences of your counterpart by using the analysis of the their various data. For example, the Japanese tend to focus on business relations, and long-term, gradual growth are Japanese modes of business reasoning. The Japanese side will most likely be looking for stable growth over at least a ten-year period. Meanwhile, American companies and executives, looking at the same information, would be focusing on length of payback and profit in the first three years.1.2 AgendaIn general, most business negotiators come to the negotiation table with an agenda for the meeting in mind. It is important to do two things with that agenda. First, write out the agenda for all members of your negotiating team. Second, don’t try to settle each issue at a time. In any bargaining situation, it is better to get all the issues and interests out on the table before trying to settle any one of them. This will be particularly true when the other side brings a carefully considered agenda. A safe strategy for you is to check beforehand with your counterpart about the agenda. However, tactics on agenda should be used with caution as it will result in great discomfort for your counterpart.1.3 Concession StrategiesConcession strategies should be decided upon and written down before negotiations begin. Such a process—discussion and recording—goes a long way toward ensuring that negotiators stick to the strategies. In the midst of a long negotiation there is a tendency to make concessions. When making concessions, you need to have specific reasons for the size of each concession you make. When bargaining with Japanese, you will notice very quickly that they never make a concession without first taking a break. Issues and agreements are reconsidered away from the social pressure of the negotiation table. This is good practice for you to learn.1.4 Facts to confirm during the negotiationNo matter how careful the analysis and how complete the information available, all critical information and assumption should be reconfirmed at the negotiation table. As part of the preparations a list of such facts should be discussed among the members of the negotiation team, and specific questions should be written down.1.5 Manipulation of the Negotiation SituationAnother aspect of negotiation preliminaries is manipulation of the negotiation situation to your co mpany’s advantage. Particularly in a tough negotiation, everything should be working in your favor. If situational factors are working against you, it will be important to manipulate thembefore the negotiation begins. Also, management of situational factors may be important once the discussions have commenced. There are several situational factors that we consider particularly important: location, number of participants, communication channels, time limit1.5.1 LocationThe location of the negotiation is perhaps the most important situational factor for several reasons, both practical and psychological. Having the “home court” is an advantage because the home team has all its information resources readily available。
英文版商务谈判
A是中国的卖方，B美国买方;咱们组是A公司成员Leader（L）:shi 主谈Marketing(M)：zhao Lawyer(LA)：ruan Financial(F)：时Technicist(T)：金显而易见，我们就是B公司成员：GM：卢(andy) Marketing Executive：小花Legal adviser：孙Financial advisor：王大花Professional: 康师傅L: Welcome to China, Mr. Smith We are pleased that you can come to China and make business negotiations with us. And I hope that we can achieve a win-win result.卢: Thank you for your warm reception. It will be excited if we can get a satisfactory result . OK, we would like to get the ball rolling（开始）by talking about prices.M: Shoot.（洗耳恭听）I'd be happy to answer any questions you may have. 曌: Your products are very good. But I'm a little worried about the prices you're offering.M: You think we about be asking for more?曌: That's not exactly what I had in mind. I know your research costs are high, but what I'd like is a 25% discount.M: That seems to be a little high, Miss. sweet. I don't know how we can make a profit with those numbers.曌: Well, if we promise future business-volume sales（大笔交易）-that will slash your costs（大量减低成本）for making the products, right?M: Yes, but it's hard to see how you can place such large orders. We'd need a guarantee of future business, not just a promise.曌: We said we wanted 1000 pieces over a six-month period. What if we place orders for twelve months with a guarantee?M: If you can guarantee that on paper, I think we can discuss this further. 卢: what’s about having a rest now? good rest, good spirit!TEN MINUTES LATERF: Miss. sweet, we have considered you advice carefully. But even with volume sales, our coats for the products won't go down much.曌: Just what are you proposing?F: We could take a cut（降低）on the price. But 25% would slash our profit margin（毛利率）.We suggest a compromise――10%.王: That's a big change from 25! 10 is beyond my negotiating limit. Any other ideas?F: I don't think I can change it right now. Why don't we talk again tomorrow?王：Sure. I don’t think our capital can allow we to make a deal in this price and this numbers.NEXT DAY曌：Mr. Zhao! sorry, we can’t accept the numbers you proposed; but we can try to come up with something else.M：Yeah, I hope so! and I hope we can make a concession to reach somemiddle ground.曌：I understand. We propose a structured deal（阶段式和约）. For the first six months, we get a discount of 20%, and the next six months we get 15%.L：Oh, no. we can't bring those numbers back to my company-they'll turn it down flat（打回票）.曌：Then you'll have to think of something betterM：How about 15% the first six months, and the second six months at 12%, with a guarantee of 3000 units?曌：That's a lot to sell, with very low profit margins.L：It's about the best we can do, Miss. sweet (pause) e need to hammer something out （敲定）today. If I go back empty-handed, I may be coming back to you soon to ask for a job. (Smiles)卢：(smiles) O.K., 17% the first six months, 14% for the second?!L：Good. Get it.康：How long is the quality guarantee period?T：2 years general. And we can guarantee that the quality is better.康：You know the competition is very serious now ,and we have to offer better service to customs. Could you extended the period ？T：We can guarantee that our quality is one of the best in the world. We have the advanced research and development ability. Whereas this is our first cooperation, we can extend it to 3 years.康: that’s good! thank you！LA：For it is the first time for us to do business. It will be better having a good way to discover the disputes may appear between us.孙：Sounds good! As the practices, we usually resolve the disputes with our partners visa arbitration.LA：En, arbitration is also a good choice for us. But we just believe the arbitration of international chamber of commerce.孙：Ok, international chamber of commerce is good.曌：We'd like you to execute the first order by the 31st.M：OK，Let me run through this again: the first shipment for 1000units, to be delivered in 27 days, by 31st June. The second shipment for 2000 units, to be delivered by 20 August卢：Fine , this deal promises big returns（赚大钱）for both sides. Let's hope it's the beginning of a long and prosperous relationship.L：Yes ,through two days negotiation I argue that we have reached a win-win result and we are very pleased to cooperate with you for a long time.卢：that’s true! what’s the good time for us to sign the contract.M: As our arrangement. You would have a visit to the Shaolin Temple, over there you will learn the nature of Chinese-kung fu. Then we can sign the contract tomorrow morning!卢: wonderful! It’s can not be better more。
商务英语谈判unit 5 Enquiries and Offers_OK
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8.我方产品物美价廉。 Our products are of superior quality and favorable price.
9.按照你方要求，我方报盘如下，此报盘有效期三天。 At your request, we make you offers as follows which will be kept open for three days.
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Unit 5 Enquiries and Offers
14. We are interested in your silk scarves. Could you give me some idea of your prices?
15. We are placing such a large order that you should give us at least a 5% discount.
2. Our products are of the best quality and the lowest price. 我们产品质量上乘，价格低廉。
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Unit 5 Enquiries and Offers
3. Here’s a catalogue for some of our popular items. 这是一些我们畅销商品的目录。
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Unit 5 Enquiries and Offers
4.我们可以跟你方报价，每件60美元。 We can make you our offer at $60 per piece.
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江西省南昌市2015-2016学年度第一学期期末试卷（江西师大附中使用）高三理科数学分析一、整体解读试卷紧扣教材和考试说明，从考生熟悉的基础知识入手，多角度、多层次地考查了学生的数学理性思维能力及对数学本质的理解能力，立足基础，先易后难，难易适中，强调应用，不偏不怪，达到了“考基础、考能力、考素质”的目标。
试卷所涉及的知识内容都在考试大纲的范围内，几乎覆盖了高中所学知识的全部重要内容，体现了“重点知识重点考查”的原则。
1．回归教材，注重基础试卷遵循了考查基础知识为主体的原则，尤其是考试说明中的大部分知识点均有涉及，其中应用题与抗战胜利70周年为背景，把爱国主义教育渗透到试题当中，使学生感受到了数学的育才价值，所有这些题目的设计都回归教材和中学教学实际，操作性强。
2．适当设置题目难度与区分度选择题第12题和填空题第16题以及解答题的第21题，都是综合性问题，难度较大，学生不仅要有较强的分析问题和解决问题的能力，以及扎实深厚的数学基本功，而且还要掌握必须的数学思想与方法，否则在有限的时间内，很难完成。
3．布局合理，考查全面，着重数学方法和数学思想的考察在选择题，填空题，解答题和三选一问题中，试卷均对高中数学中的重点内容进行了反复考查。
包括函数，三角函数，数列、立体几何、概率统计、解析几何、导数等几大版块问题。
这些问题都是以知识为载体，立意于能力，让数学思想方法和数学思维方式贯穿于整个试题的解答过程之中。
二、亮点试题分析1．【试卷原题】11.已知,,A B C 是单位圆上互不相同的三点，且满足AB AC →→=，则AB AC →→⋅的最小值为（ ）A ．14-B ．12-C ．34-D ．1-【考查方向】本题主要考查了平面向量的线性运算及向量的数量积等知识，是向量与三角的典型综合题。
解法较多，属于较难题，得分率较低。
【易错点】1．不能正确用OA ，OB ，OC 表示其它向量。
2．找不出OB 与OA 的夹角和OB 与OC 的夹角的倍数关系。
【解题思路】1．把向量用OA ，OB ，OC 表示出来。
2．把求最值问题转化为三角函数的最值求解。
【解析】设单位圆的圆心为O ，由AB AC →→=得，22()()OB OA OC OA -=-，因为1OA OB OC ===，所以有，OB OA OC OA ⋅=⋅则()()AB AC OB OA OC OA ⋅=-⋅-2OB OC OB OA OA OC OA =⋅-⋅-⋅+ 21OB OC OB OA =⋅-⋅+设OB 与OA 的夹角为α，则OB 与OC 的夹角为2α所以，cos 22cos 1AB AC αα⋅=-+2112(cos )22α=--即，AB AC ⋅的最小值为12-，故选B 。
【举一反三】【相似较难试题】【2015高考天津，理14】在等腰梯形ABCD 中,已知//,2,1,60AB DC AB BC ABC ==∠= ,动点E 和F 分别在线段BC 和DC 上,且,1,,9BE BC DF DC λλ==则AE AF ⋅的最小值为 .【试题分析】本题主要考查向量的几何运算、向量的数量积与基本不等式.运用向量的几何运算求,AE AF ，体现了数形结合的基本思想，再运用向量数量积的定义计算AE AF ⋅，体现了数学定义的运用，再利用基本不等式求最小值，体现了数学知识的综合应用能力.是思维能力与计算能力的综合体现. 【答案】2918【解析】因为1,9DF DC λ=12DC AB =，119199918CF DF DC DC DC DC AB λλλλλ--=-=-==， AE AB BE AB BC λ=+=+，19191818AF AB BC CF AB BC AB AB BC λλλλ-+=++=++=+，()221919191181818AE AF AB BC AB BC AB BC AB BCλλλλλλλλλ+++⎛⎫⎛⎫⋅=+⋅+=+++⋅⋅ ⎪ ⎪⎝⎭⎝⎭19199421cos1201818λλλλ++=⨯++⨯⨯⨯︒2117172992181818λλ=++≥+= 当且仅当2192λλ=即23λ=时AE AF ⋅的最小值为2918. 2．【试卷原题】20. （本小题满分12分）已知抛物线C 的焦点()1,0F ，其准线与x 轴的交点为K ，过点K 的直线l 与C 交于,A B 两点，点A 关于x 轴的对称点为D ． （Ⅰ）证明：点F 在直线BD 上； （Ⅱ）设89FA FB →→⋅=，求BDK ∆内切圆M 的方程. 【考查方向】本题主要考查抛物线的标准方程和性质，直线与抛物线的位置关系，圆的标准方程，韦达定理，点到直线距离公式等知识，考查了解析几何设而不求和化归与转化的数学思想方法，是直线与圆锥曲线的综合问题，属于较难题。
【易错点】1．设直线l 的方程为(1)y m x =+，致使解法不严密。
2．不能正确运用韦达定理，设而不求，使得运算繁琐，最后得不到正确答案。
【解题思路】1．设出点的坐标，列出方程。
2．利用韦达定理，设而不求，简化运算过程。
3．根据圆的性质，巧用点到直线的距离公式求解。
【解析】（Ⅰ）由题可知()1,0K -，抛物线的方程为24y x =则可设直线l 的方程为1x my =-，()()()112211,,,,,A x y B x y D x y -，故214x my y x =-⎧⎨=⎩整理得2440y my -+=，故121244y y m y y +=⎧⎨=⎩则直线BD 的方程为()212221y y y y x x x x +-=--即2222144y y y x y y ⎛⎫-=- ⎪-⎝⎭令0y =，得1214y yx ==，所以()1,0F 在直线BD 上.（Ⅱ）由（Ⅰ）可知121244y y m y y +=⎧⎨=⎩，所以()()212121142x x my my m +=-+-=-，()()1211111x x my my =--= 又()111,FA x y →=-，()221,FB x y →=-故()()()21212121211584FA FB x x y y x x x x m →→⋅=--+=-++=-，则28484,93m m -=∴=±，故直线l 的方程为3430x y ++=或3430x y -+=213y y -===±，故直线BD 的方程330x -=或330x -=，又KF 为BKD ∠的平分线，故可设圆心()(),011M t t -<<，(),0M t 到直线l 及BD 的距离分别为3131,54t t +--------------10分 由313154t t +-=得19t =或9t =（舍去）.故圆M 的半径为31253t r +== 所以圆M 的方程为221499x y ⎛⎫-+= ⎪⎝⎭【举一反三】【相似较难试题】【2014高考全国，22】 已知抛物线C ：y 2＝2px(p>0)的焦点为F ，直线y ＝4与y 轴的交点为P ，与C 的交点为Q ，且|QF|＝54|PQ|.（1）求C 的方程；（2）过F 的直线l 与C 相交于A ，B 两点，若AB 的垂直平分线l′与C 相交于M ，N 两点，且A ，M ，B ，N 四点在同一圆上，求l 的方程．【试题分析】本题主要考查求抛物线的标准方程,直线和圆锥曲线的位置关系的应用,韦达定理,弦长公式的应用,解法及所涉及的知识和上题基本相同. 【答案】（1）y 2＝4x. （2）x －y －1＝0或x ＋y －1＝0. 【解析】（1）设Q(x 0，4)，代入y 2＝2px ，得x 0＝8p，所以|PQ|＝8p ，|QF|＝p 2＋x 0＝p 2＋8p.由题设得p 2＋8p ＝54×8p ，解得p ＝－2(舍去)或p ＝2，所以C 的方程为y 2＝4x.（2）依题意知l 与坐标轴不垂直，故可设l 的方程为x ＝my ＋1(m≠0)． 代入y 2＝4x ，得y 2－4my －4＝0. 设A(x 1，y 1)，B(x 2，y 2)， 则y 1＋y 2＝4m ，y 1y 2＝－4.故线段的AB 的中点为D(2m 2＋1，2m)， |AB|＝m 2＋1|y 1－y 2|＝4(m 2＋1)．又直线l ′的斜率为－m ，所以l ′的方程为x ＝－1m y ＋2m 2＋3.将上式代入y 2＝4x ，并整理得y 2＋4m y －4(2m 2＋3)＝0.设M(x 3，y 3)，N(x 4，y 4)，则y 3＋y 4＝－4m，y 3y 4＝－4(2m 2＋3)．故线段MN 的中点为E ⎝ ⎛⎭⎪⎫2m2＋2m 2＋3，－2m ，|MN|＝1＋1m 2|y 3－y 4|＝4（m 2＋1）2m 2＋1m 2.由于线段MN 垂直平分线段AB ，故A ，M ，B ，N 四点在同一圆上等价于|AE|＝|BE|＝12|MN|，从而14|AB|2＋|DE|2＝14|MN|2，即 4(m 2＋1)2＋⎝ ⎛⎭⎪⎫2m ＋2m 2＋⎝ ⎛⎭⎪⎫2m 2＋22＝4（m 2＋1）2（2m 2＋1）m 4，化简得m 2－1＝0，解得m ＝1或m ＝－1， 故所求直线l 的方程为x －y －1＝0或x ＋y －1＝0.三、考卷比较本试卷新课标全国卷Ⅰ相比较，基本相似，具体表现在以下方面： 1. 对学生的考查要求上完全一致。
即在考查基础知识的同时，注重考查能力的原则，确立以能力立意命题的指导思想，将知识、能力和素质融为一体，全面检测考生的数学素养，既考查了考生对中学数学的基础知识、基本技能的掌握程度，又考查了对数学思想方法和数学本质的理解水平，符合考试大纲所提倡的“高考应有较高的信度、效度、必要的区分度和适当的难度”的原则． 2. 试题结构形式大体相同，即选择题12个，每题5分，填空题4 个，每题5分，解答题8个（必做题5个），其中第22，23，24题是三选一题。
题型分值完全一样。
选择题、填空题考查了复数、三角函数、简易逻辑、概率、解析几何、向量、框图、二项式定理、线性规划等知识点，大部分属于常规题型，是学生在平时训练中常见的类型．解答题中仍涵盖了数列，三角函数，立体何，解析几何，导数等重点内容。
3. 在考查范围上略有不同，如本试卷第3题，是一个积分题，尽管简单，但全国卷已经不考查了。
四、本考试卷考点分析表（考点/知识点，难易程度、分值、解题方式、易错点、是否区分度题）。