国际商务谈判用语
商务谈判中必备的英语口语对话
商务谈判中必备的英语口语对话商务谈判中必备的英语口语对话以下是由应届毕业生网PQ小编为大家精心整理出来的商务谈判中必备的英语口语对话，希望能够帮到大家。
惯用口语1.You're asking too much.您开的价也太高了吧。
2.The price you offer is too high. We can't accept it.你们的报价太高，我们不能接受。
3.Our rates are in line with the world market.我们的价格与国际市场上的是一致的。
4.Our prices fit in with today's market situation.我们的价格与今天的市场形式相吻合。
5.You can't consider the price separately from the quality.您不能只看价格不看质量。
6.You should take the quality into account.您应该考虑质量因素.7.We have to take into consideration the quality of the goods.我们必须考虑商品的质量问题。
8.I take into account = take into consideration“虑在内”9.This is the best we can offer. We can't go any lower.这是我们最优惠的价格，不能再低了10.This is our rock-bottom price, we can't make any further concessions.这是我们的最低价格，不可能再让了。
实用对话Seller: This is our rock-bottom price, Mr. Lee.卖方：李先生，这是我们的最低价格了。
【商务英语培训】常用商务谈判用语
1．How are you doing?（你好吗？）2．I'm doing great.（我过得很好。
）3．What's up?（出什么事了/你在忙些什么/怎么了？）4．Nothing special.（没什么特别的。
）5．Hi. Long time no see.（嗨，好久不见了。
）6．So far so good.（到目前为止，一切都好。
）7．Things couldn't be better.（一切顺利。
）8．How about yourself?（你自己呢？）9．Today is a great day.（今天是个好日子。
）10．Are you making progress?（有进展吗？）11．May I have your name, please?（请问尊姓大名？）12．I've heard so much about you.（久仰大名。
）13． I hope you're enjoying your staying here.（希望你在这里过得愉快。
）14．Let's get together again.（改天再聚聚。
）15．That's a great idea!（好主意！）16． Please say hello to your mother for me.（请代我向你母亲问好。
）17．I'm glad to have met you.（很高兴遇到你。
）18．Don't forget us.（别忘了我们。
）19．Keep in touch.（保持联系。
） 20． I had a wonderful time here.（我在这里度过了难忘的时光。
）21．Have a nice weekend.（周末愉快。
）22．Same to you.（彼此彼此。
）23．Nice talking to you.（很高兴与你聊天。
国际商务谈判对话
国际商务谈判对话缺乏经验的谈判者的最大弱点是不能耐心地听对方发言，他们认为自己的任务就是谈自己的情况，说自己想说的话和反驳对方的反对意见。
所以在国际商务谈判中要注意听国际商务谈判中的对话。
下面店铺整理了国际商务谈判对话，供你阅读参考。
国际商务谈判对话：情景对话1. 商务英语谈判经典句1 If you take quality into consideration, you will find our price reasonable.如果您把质量考虑进去的话，您会发现我方价格是合理的。
2 We guarantee quality products which can stand fierce competition.我们保证提供能经得起激烈竞争的高质量产品。
3 I still have some questions concerning our contract.就合同方面我还有些问题要问。
4 We are always willing to cooperate with you and if necessary make some concessions.我们总是愿意合作的，如果需要还可以做些让步。
5 If you have any comment about these clauses, do not hesitate to make.对这些条款有何意见，请尽管提，不必客气。
6 Do you think there is something wrong with the contract?你认为合同有问题吗?7 We'd like you to consider our request once again.我们希望贵方再次考虑我们的要求。
8 We'd like to clear up some points connected with the technical part of the contract.我们希望搞清楚有关合同中技术方面的几个问题。
商务谈判英语常用对话会展常用
商务谈判英语常用对话一、开场白1. Hello, Mr. Smith. I'm glad to meet you.2. Good morning, Ms. Johnson. It's a pleasure to see you ag本人n.3. How do you do, Mr. Wang. I'm delighted to make your acqu 本人ntance.4. Good afternoon, ladies and gentlemen. Thank you for attending this meeting.二、介绍自己5. My name is Emily. I'm the sales manager of XYZpany.6. I'm Jack, the purchasing manager of ABC corporation.7. I'm Peter. I'm in charge of marketing at LMNpany.8. I'm Maria. I represent DEFpany as the business development manager.三、初始询问9. How was your trip to China, Mr. Smith?10. Did you have any trouble finding our office, Ms. Johnson?11. Would you like some coffee before we start the meeting, Mr. Wang?12. Have you been to our city before, Ms. Brown?四、表达感谢13. Thank you for inviting us to this meeting, Mr. Smith.14. We appreciate the opportunity to discuss this partnership, Ms. Johnson.15. Thank you for taking the time to meet with us, Mr. Wang.16. We are grateful for your hospitality, Ms. Brown.五、提出议程17. Let's start by discussing the terms of the contract.18. I believe it would be beneficial to review the project timeline first.19. Can we go over the budget and cost estimation for the project?20. How about we begin with the terms and conditions of the partnership?六、寒暄和破冰21. How is your flight to Shangh本人, Mr. Smith?22. I hope your stay in our city has been pleasant, Ms. Johnson.23. Is this your first time visiting Beijing, Mr. Wang?24. Have you had the chance to try the local cuisine, Ms. Brown?七、表达期望25. We hope to reach a mutual agreement during this meeting.26. Our goal is to establish a long-term partnership with yourpany.27. We 本人m to finalize the det本人ls of the contract by the end of this session.28. Our expectation is to achieve a win-win situation for both parties.八、商务提案29. We propose a joint venture to tap into the Chinese market.30. Our suggestion is to invest in a new production facility in your country.31. We rmend a collaboration on research and developmentprojects.32. We would like to explore the option of a distribution partnership.九、商务协商33. I believe we can negotiate the payment terms to be more favorable for both sides.34. It would be beneficial to discuss the implementation timeline in more det本人l.35. Can we go over the quality control measures for the manufacturing process?36. We need to address any potential issues or concerns before finalizing the agreement.十、谈判结尾37. I appreciate your time and consideration, Mr. Smith.38. Thank you for your cooperation and constructive discussion, Ms. Johnson.39. We look forward to your feedback on our proposal, Mr. Wang.40. Let's schedule a follow-up meeting to finalize the det本人ls,Ms. Brown.会展英语常用对话一、接待客户1. Good morning. Wee to our booth.2. Hello. How can I assist you today?3. Thank you for visiting our exhibition stand.4. Is there anything specific you are interested in seeing?二、介绍展品5. This is our latest product line of electronic devices.6. These are the advanced machinery and equipment we manufacture.7. Here we have a range of innovative solutions for the healthcare industry.8. Ourpany specializes in eco-friendly and sust本人nable products.三、征求意见9. What do you think of our new product design?10. Do you have any feedback on our prototype demonstration?11. Are you interested in learning more about our customization options?12. How do you feel about the features and functionalities of our products?四、提供资料13. Here is our product catalog for your reference.14. We have brochures det本人ling ourpany's services and capabilities.15. Would you like to take home some literature about ourpany?16. Feel free to take a copy of our latest industry reports.五、商务洽谈17. We are open to discussing potential collaboration opportunities.18. Can we schedule a meeting to further explore business partnerships?19. If you have any inquiries about our products or services, please let us know.20. We would be happy to provide you with more information on our pricing and terms.六、结束交流21. Thank you for your time and interest in our products.22. We hope to stay in touch and continue our discussion after the exhibition.23. Please don't hesitate to reach out if you have any further questions.24. We look forward to the possibility of working together in the future.无论是商务谈判的英语常用对话还是会展的英语常用对话，它们都是商务交流中必不可少的部分。
商务谈判术语大全
商务谈判术语大全商务谈判是在商业环境中进行的一种沟通交流活动，常用于商业合作、投资、销售等业务场景。
在商务谈判过程中，掌握一些关键的谈判术语可以帮助我们更好地理解、应对和达成协议。
本文将介绍一些常用的商务谈判术语，帮助您在商务谈判中更加游刃有余。
1. 甲方（Party A）和乙方（Party B）：在谈判中常用的两个术语，指代参与谈判的双方，甲方通常指责任较大、条件较优的一方，乙方则相对弱势一些。
2. 谈判筹备（Negotiation Preparation）：指在正式开始谈判前，双方就具体事项进行准备和调查，包括制定谈判目标、搜集信息、制定谈判策略等。
3. 谈判目标（Negotiation Objective）：指谈判各方在谈判过程中希望达到的具体目标，如争取更好的价格、获得更多的合作机会等。
4. 谈判策略（Negotiation Strategy）：指为实现谈判目标而制定的一系列行动计划和方法，包括采取何种立场、争取主动权、分析对手策略等。
5. 谈判权力（Negotiation Power）：指谈判各方在谈判过程中所拥有的影响和控制对方行为的能力，通常取决于资源、信息、地位等因素。
6. 共赢（Win-Win）：指谈判双方通过协商和合作，达成双方都可以接受的结果，实现互利互惠的目标。
7. 谈判底线（Bottom Line）：指在谈判过程中，各方所能接受的最低限度条件或要求，一旦底线被突破，谈判可能破裂。
8. 谈判变量（Negotiation Variables）：指影响谈判结果的各种因素，如价格、交货时间、服务条件等。
9. 提议（Proposal）：指向对方提出的要求、条件或建议，双方在谈判中通常通过相互提议来逐步接近达成协议的目标。
10. 破冰（Ice-breaking）：指在商务谈判开始时，采取一些行动或话题来缓和气氛，消除尴尬，以便双方更好地进行交流和合作。
11. 实质性问题（Substantive Issues）：指在商务谈判中关于合作内容、条件、利益分配等具体事项的讨论和协商。
国际商务谈判精选用语(6).
国际商务谈判精选用语(6).相信很多商务人员最刺手的就是谈判，因为这是直接影响到交易的成功与否的关键所在。
以下是给大家整理的国际商务英语实务之商务谈判精选用语(6).希望可以帮到大家11a：is this your first visit to our showroom.b：yes ，it is .a：can i show you around.b：that would be nice of you .a：您是第一次到我们展示室来的吧。
b：是的。
a：我来带你四处看看好吗?b：那太好了!12a：be sure to call me if you need anything .b：where are your smaller computers? a：over there，near the back.b：thanks . i see them now .a：如有什么需要，请叫我b：你们的小型电脑在那里?a：就在那边，靠后头的地方。
b：谢了，我现在看到了。
13a：this is our latest product .b：when is it going to be on the market? a：it will be out next month .b：could i have this sample free of charge? a：这是我们的最新产品。
b：什么时候上市啊a：下个月即可推出。
b：这样品可以免费送我吗?14a：id like to take these catalogs with me .b：sure . go right ahead .a：and i want these price lists as well.b：please take whatever you like .a：这些目录我想带走。
b：好啊，请便。
a：还有这些价目表我也要。
b：请随意拿取吧。
15a：how is the product selling ?b：its selling well .a：what are the selling points of your product ?b：compared with competing products ，ours is smaller and lighter.a：这产品卖得怎么样?b：卖得很好啊!a：你们的销售重点是什么呢?b：比起其它竞争产品，我们的比较轻巧。
常用商务谈判用语汇集
常用商务谈判用语汇集引言在商务领域，谈判是不可避免的一环。
谈判的成功与否直接影响着商务活动的结果。
为了帮助大家更好地应对商务谈判，本文将汇集一些常用的商务谈判用语，希望能够给大家带来帮助。
准备阶段在进入谈判之前，充分的准备工作是非常重要的。
下面是一些准备阶段常用的商务谈判用语：1.研究对方公司情况：Research the company of the other party2.确定自身目标：Determine our own goals3.制定谈判策略：Develop negotiation strategies4.分析对方利益：Analyze the interests of the other party5.确定底线：Set the bottom line6.准备好可行的解决方案：Prepare feasible solutions开场白在正式开始谈判之前，一个好的开场白可以为整个谈判过程打下良好的基础。
下面是一些开场白常用的商务谈判用语：1.感谢对方的参与：Thank the other party for their participation2.表达愿望达成共赢：Express the desire for win-win cooperation3.概述谈判议程：Outline the negotiation agenda4.确定谈判时间：Confirm the negotiation time5.确认参与人员：Confirm the participants6.预告谈判目标：Preview negotiation goals谈判技巧在谈判过程中，一些技巧的运用可以帮助我们更好地达成目标。
下面是一些谈判技巧常用的商务谈判用语：1.主动听取对方观点：Actively listen to the other party’s opinions2.提问以了解对方需求：Ask questions to understand the other party’sneeds3.表达关切：Express concerns4.提供解决方案：Offer solutions5.接受折中方案：Accept compromise solutions6.强调共同利益：Emphasize common interests遇到困难在商务谈判中，常常会遇到各种困难和挑战。
国际商务谈判用语
ⅠMini Negotiation：Negotiating Corporate Possibilities:A:Your agency has the experience we need.And we have the best—quality product。
B:Yes。
We agree your company has a good product。
But we'd have to get certain guarantees before we promise to do business with you。
A:What are those conditions?B:First of all，we’d have to insist on sole agency in China。
Second，we’d want a 18％commission。
Third，we’d need a three-year contract。
A:You're asking for a lot。
If we agree, willyou pay 65％of marketing costs?B:That's too high. We would prefer that you accept financial responsibilities for 50 percent of all costs.A:That is more than what I expected。
I'll have to talk with our president and call you later this week。
Negotiating Trading Terms and Conditions：A:Now，let’s get down to business。
B:OK. Have you read my catalogues?A:Yes。
商务谈判中常用商务谈判用语(3)
商务谈判中常用商务谈判用语(3)在国际商务活动中，商务谈判占着重要的地位，每个商务从业人员都应当在这方面下功夫，以下是我给大家整理的商务谈判中常用商务谈判用语(3)，盼望可以帮到大家(21)a：you could save a lot if you would ordera little more .b：how could we do that ?a：we offer a discount for large orders .b：let me take another look at our requirements .a：假如你单子下得多一点，可以省不少的钱。
b：怎么说呢?a：我们对大量订购有打折。
b：那我们看看我们的需要量有多少。
(22)a：your prices seem a little high .b：we could make them lower for you .a：how ?b：if you order in large lots ，well reduce the price .a：你们的价钱高了一些。
b：我们可以算你廉价一点。
a：怎么做呢?b：假如你大量订购，我们可以降价。
(23)a：we can offer a 10% discount for orders over 10000 pieces. b：im not sure we can use that many .a：it would represent quite a savings .b：ok，ill see what i can do .a：订购一万个以上，我们可以打九折。
b：我怕我们用不了那么多。
a：这省下的可是一笔不少的钱哩。
b：好吧，我考虑考虑吧。
(24)a：why are there three prices quoted for this part ?b：they represent the prices for different quantities.a：i see .b：the more you order ，the more you will save . a：这种零件为什么有三种不同的报价?b：那表示不同的量有不同的价钱。
商务谈判常用语
商务谈判常用语在双方谈判的过程中，一定要注意倾听对方的发言，如果对对方的观点表示了解，可以说：I see what you mean. （我明白您的意思。
）如果表示赞成，可以说：That's a good idea. （是个好主意。
）或者说：I agree with you. （我赞成。
）如果是有条件地接受，可以用on the condition that这个句型，例如：We accept your proposal, on the condition that you order 20,000 units. （如果您订2万台，我们会接受您的建议。
）在与外商，尤其是欧美国家的商人谈判时，如果有不同意见，最好坦白地提出来而不要拐弯抹角，比如，表示无法赞同对方的意见时，可以说：I don't think that's a good idea. （我不认为那是个好主意。
）或者Frankly, we can't agree with your proposal. （坦白地讲，我无法同意您的提案。
）如果是拒绝，可以说：We're not prepared to accept your proposal at this time. （我们这一次不准备接受你们的建议。
）有时，还要讲明拒绝的理由，如To be quite honest, we don't believe this product will sell very well in China. （说老实话，我们不相信这种产品在中国会卖得好。
）谈判期间，由於言语沟通问题，出现误解也是在所难免的：可能是对方误解了你，也可能是你误解了对方。
在这两种情况出现後，你可以说：No, I''m afraid you misunderstood me. What I was trying to say was…… （不，恐怕你误解了。
国际商务谈判中的专业术语
国际商务谈判中的专业术语第一组为“E”组，指卖方仅在自己的地点为买方备妥货物（发货）。
EXW(EX works)：工厂交货（指定地点）。
是指卖方将货物从工厂（或仓库）交付给买方，除非另有规定，卖方不负责将货物装上买方安排的车或船上，也不办理出口报关手续。
买方负担自卖方工厂交付后至最终目的地的一切费用和风险。
第二组“F”组(FCA、FAS和FOB)，指卖方需将货物交至买方指定的承运人（主要运费未付）。
FCA (Free Carrier)：交至承运人（指定地点）。
此术语是指卖方必须在合同规定的交货期内在指定地点将货物交给买方指定的承运人监管，并负担货物交由承运人监管前的一切费用和货物灭失或损坏的风险。
FAS(Free Alongside Ship)：船边交货（指定装运港），是指卖方将货物运至指定装运港的船边或驳船内交货，并在需要办理海关手续时，办理货物出口所需的一切海关手续，买方承担自装运港船边（或驳船）起的一切费用和风险。
FOB(Free On Board)：船上交货（指定装运港），该术语规定卖方必须在合同规定的装运期内在指定的装运港将货物交至买方指定的船上，并负担货物越过船舷以前为止的一切费用和货物灭失或损坏的风险。
第三组“C”组(CFR、CIF、CPT和CIP)，指卖方须订立运输合同，但对货物灭失或损坏的风险以及装船和启运后发生意外所发生的额外费用，卖方不承担责任（主要运费已付）。
CFR (Cost and Freight)：成本加运费（指定目的港），是指卖方必须在合同规定的装运期内，在装运港将货物交至运往指定目的港的船上，负担货物越过船舷以前为止的一切费用和货物灭失或损坏的风险，并负责租船订舱，支付至目的港的正常运费。
CIF(Cost、 Insurance and Freight)：成本、保险费加运费（指定目的港），是指卖方必须在合同规定的装运期内在装运港将货物交至运往指定目的港的船上，负担货物越过船舷以前为止的一切费用和货物灭失或损坏的风险并办理货运保险，支付保险费，以及负责租船订舱，支付从装运港到目的港的正常运费。
国际商务谈判用语(6)
国际商务谈判用语(6)信任很多商务人员最刺手的就是谈判，因为这是直接影响到交易的胜利与否的关键所在。
以下是我给大家整理的国际商务英语实务之商务谈判精选用语(6)，希望可以帮到大家1a：would you like to go through our factory some time?b：thats a good idea.a：i can set up a tour next week.b：just let me know which day.a：什么时候来看看我们的工厂吧?b：好啊。
a：我可以支配在下个礼拜参观。
b：确定好哪一天就告知我。
2a：thank for coming today.b：ill wanted to see your factory for a long time.a：we can start any time youre ready.b：im all set.a：感谢您今日的莅临。
b：好久就想来看看你们的工厂了。
a：只要你预备好了，我们随时可以开始。
b：我都预备好了。
3a：the tour should last about an hour and a half . b：im really looking forward to this.a：we can start over here.b：ill just follow you.a：这次参观或许需要一个半小时。
b：我期盼这次参观已久了。
a：我们可以从这里开始。
b：我跟着你就是。
4a：please stop me if you have any question.b：i well.a：duck your head as you go through the door there. b：thank you.a：有任何问题，请随时叫我停下来。
b：好的a：经过那儿的门时，请将头放低。
b：感谢。
5a：youll have to wear this hard hat for the tour.b：this one seems a little small for me.a：here，try this one.b：thats better.a：参观时必需戴上这安全帽。
国际商务谈判精选用语(1)
国际商务谈判精选用语(1)在国际贸易中商务谈判占据重要的位置，因为这一部分会直接影响到双方的合作结果，所以这是不可忽视的，以下是给大家整理的国际商务英语实务之商务谈判精选用语(1)，希望可以帮到大家(1)a： we can offer you this in different levels of quality.b： is there much of a difference in price ?a： yes ，the economy model is about 30% less.b： we'll take that one .a：这产品我们有三种不同等级的品质。
b：价钱也有很大的分别吧?a：是的，经济型的大约便宜30%.b：我们就买那种。
(2)a： is this going to satisfy your requirements ?b： actually ， it is more than we need .a： we can give you a little cheaper model .b： let me see the specifications for that .a：这种的合你的要求吗?b：事实上，已超出我们所需要的。
a：我们可以提供你便宜一点的型式。
b：让我看看它的规格说明书吧。
(3)a： you're asking too much for this part .b： we have some cheaper ones .a： what is the price difference ?b： the basic model will cost about 10% less .a：这零件你们要价太高了。
b：我们有便宜一点的。
a：价钱差多少?b：基本型的便宜约10%左右。
(4)a： how many different models of this do you offer?b： we have five different ones .a： is there much of a price difference .b： yes， so we had better look over your specifications. a：这个你们有多少种不同的型式。
商务英语口语：45个国际商务谈判术语
商务英语口语：45个国际商务谈判术语商务英语有很多的发展方向，比如翻译、外贸、教师等等很多选择。
不过，不管你希望往哪个方向去发展，一些国际通用的谈判知识，还是可以先了解的。
下面我们就来看下，专业的商务谈判中，各种技巧及原则的英文释义吧！1、Bargaining讨价还价petitive, win-lose situations.2、Selective perception 选择性感知When the perceiver singles out certain information that supports a prior belief and filters out information that does not confirm that belief.3、Intangibles无形因素intangible factors are the underlying psychological motivations that may directly or indirectly influence the parties during a negotiation.4、Interdependent相互依赖when the parties depend on each other to achieve their own preferredoute they are interdependent.5、Negotiator’s dilemma谈判者的困境the choice of whether to pursue a claiming value strategy is described as the “negotiator’s dilemma”.6、initial offer最初报价the first number the buyer will e to the seller.7、petitive situation竞争性情形:when the goals of two or more people are interconnected so thatonly one can achieve the goal, this is petitive situation, also known as a zero-sumor distributive situation，in which “individuals are so linked together that there is a negative correlation between their goal attainments”.8、Mutual-gainssituation相互获益情形: When parties’goals arelinked so that one person’s goal achievement helps others to achieve theirgoals, it is a mutual-gains situation,also known as a non-sum or integrative situation.9、BATNA达成谈判协议的最佳选择an acronym for best alternative to a negotiated agreement.10、Thedilemma of honesty诚实困境it concerns how much of the truth to tell the other party.11、Thedilemma of trust信任困境it concerns how much should negotiators believe what the other party tells them.12、Distributive bargaining分配式谈判accepts the fact that there can only be one winner given the situation and pursues a course of action to be that winner.13、Integrative bargaining共赢争价attempts to find solutions so both parties can do well and achieve their goals.14、Claimvalue主张价值to do whatever is necessary to claim the reward, gain the lion’s share, or gain the largest piece possible.15、Createvalue创造价值to find a way for all parties to meet their objectives, either by identifying more resources or finding unique ways to share and coordinate the use of existing resources.16、Stereotypes心理定势is a very mon distortion of the perceptual process. It occurs when one individual assigns attributes to anothersolely on the basis of the other’s membership in a particular social or demographic category.17、Contending争夺战略actors pursuing the contending strategy pursue their own outes strongly and show little concern for whether the other party obtains his or her desired outes.18、Yielding屈服战略actors pursuing the yielding strategy show little interest orconcern in whether they attain their own outes, but they are quite interested in whether the other party attains his or her outes.19、Inaction不作为战略actors pursuing the inaction strategy show little interest in whether they attain their own out-es, as well as little concern about the other party obtains his or her outes.20、Problem solving解决问题战略actors pursuing the problemsolving strategy show high concern for attaining their own outes and high concern for whether the other.21、target point目标点the point at which negotiator would like toconclude negotiations.22、resistance point拒绝点a negotiator’s bottom line, the mostthe buyer will pay or the smallest amount the seller will settle for.23、a positive bargaining range积极的谈判空间the buyer’s resistance is above the the seller’s, and the buyer minimally willing to pay morethan the seller is minimally willing to sell for.24、Reciprocity互惠主义when you receive sth from another person, you should respond in the future with a favor in return.25、The winner’s curse赢家的诅咒the tendency of negotiators, particularly inan auction setting, to settle quickly on an item and then subsequently feel disfort about a negotiation win that es too easily.26、Process-basedinterests基于谈判过程的利益related to how the negotiators behave as they negotiate.27、indirect assessment间接估计determining what information an individual likely used to set targetand resistance point and how he or she interpreted this information.28、ive presentation选择性表述negotiators reveal only the facts necessary to support their case.29、Pareto efficient frontier帕累托有效边界the claiming value line is pushed towards the upper right-hand side to the fullest extent possibleby creating value, and the line is called the Pareto efficient frontier.30、shared goal共享目标the goal that both parties work toward but that benefits each party differently.31、joint goal联合目标the goal thatinvolves individuals with different personal goals agreeing to bine them in a collective effort.32、Endowment effect捐赠效应The tendency to overvalue something you ownor believe you possess.33、Relationship-basedinterests基于双方关系的利益tied to the current or desired future relationship between theparties.34、Resistance point拒绝点a resistance point is the place where you decide that you should absolutely stop the negotiation rather than continue because any settlement beyond this point is not minimally acceptable.35、Alternatives可替代的选择other agreements negotiators couldachieve and still meet their needs.36、Target point目标点one realistically expects to achievea settlement and the asking price, representing the best deal one can hope toachieve.37、Halo effects晕轮效应rather than using a person’s group membership as a basis for classification, however,halo effects occur when people generalize about a variety of attributes basedon the knowledge of one attribute of an individual.38、Projection投射效应When people assign to others the characteristics or feelings that they possess themselves.39、Mythical fixed-pie beliefs固定蛋糕观念those who believe in the mythical fixed-pie assume there is no possibility for integrative settlements and mutually beneficial trade-offs, and they suppress efforts to search for them.40、Anchoring and adjustment基准调节cognitive biases in anchoring and adjustmentare related to the effect of the standard （or anchor）against which subsequent adjustments are made during negotiation.41、Issue framing and risk谈判框架的制定方式与风险the way a negotiation is framedcan make negotiators more or less risk averse or risk seeking.42、Availability of information信用的可用性in negotiation, the availabilitybias operates when information that is presented in vivid, colorful, orattention-getting ways bees easy to recall, and thus also bees centraland critical in evaluating events and options.43、The law of small numbers小数法则in decision theory, the law of small numbersrefers to the tendency of people to draw conclusions from sle sizes. Innegotiation, the law of small numbers applies to the way negotiator learn and extrapolate from their own experience.44、Self-serving biases感知错误The tendency to overestimate the causal roleof personal or internal factors and underestimate the causal role of situationalor external factors, when explaining another person’s behavior.45、Ultimatum最后通牒an ultimatum is an attempt to induce pliance or force concessions from a presumably recalcitrant opponent.。
国际商务谈判话术
国际商务谈判话术1. “嘿，咱得像猎豹一样敏锐，抓住对方话语里的机会点呀！比如对方说‘我们再考虑考虑’，你就可以回‘那您看具体是哪些方面还需要再考虑呢，咱现在就聊聊呀’。
”2. “哇塞，可别一味地强硬啊！就像划船，得有张有弛。
对方要是很强势，你就说‘您这么坚定，那肯定有您的道理，不过我也有些想法想和您探讨探讨呢’。
”3. “哎呀呀，要学会打太极呀！人家说价格太高，你就回‘我理解您觉得价格高，可这品质摆这儿呢，您想想是不是物超所值呀’。
”4. “嘿，别轻易让步呀，得守住底线！对方要求太多，你就反问‘这么多要求，那您这边是不是也得给我们一些相应的好处呢’。
”5. “哇哦，要懂得倾听呀，像听故事一样听对方说。
然后来一句‘我明白了，那按照您的意思，我们是不是可以这样做呢’。
”6. “哎呀，谈判可不是吵架，别那么冲嘛！人家质疑你，你就温和地说‘您有这样的疑问很正常，那我给您详细解释解释呀’。
”7. “嘿，该果断的时候就得果断！对方犹豫不决，你就催一下‘您看这事儿也讨论挺久了，咱是不是该做个决定啦’。
”8. “哇，要随时保持冷静呀，不能被对方带节奏。
比如对方情绪激动，你就说‘先别急，咱们慢慢说，总能找到解决办法的’。
”9. “哎呀呀，要懂得赞美对方呀，让对方心情好。
像‘您这想法真不错，那我们顺着这个思路再探讨探讨呗’。
”10. “嘿，别死脑筋呀，要灵活应变！对方提出新情况，你就说‘哟，这倒是个新情况，那咱得重新考虑考虑了呢’。
”我的观点结论：国际商务谈判话术就是要灵活多变，根据不同情况巧妙运用，既要坚定自己的立场，又要让对方愿意和你沟通合作。
常用的商务谈判用语
常用的商务谈判用语常用的商务谈判用语1. They need to resume contract negotiations today.他们今天必须重新进行合约谈判。
还能这样说：They should renew the contract talks today.They should start the negotiation afresh today.应用解析：void contract 无效契约2. They will begin another round of negotiations tomorrow.他们明天将开始另一轮的谈判。
还能这样说：Another negotiation will start tomorrow.They will have a new round of talks tomorrow.应用解析：round off 除去……的角，使……变圆;使……完美;完结(文章)3. Listening is very important in international business negotiations.倾听是国际商务谈判的一项重要活动。
还能这样说：Listening plays an important part in the international business negotiations.Listening takes an important event during the international business negotiations.谚语：When the weasel and the cat make a marriage, it is a very ill presage.黄鼠狼和猫结亲，不是好事情。
4. Both sides refused to come to the negotiating table.双方都拒绝谈判。
还能这样说：Both sides disagreed to go on the negotiations. Neither side would like to come to the negotiating table. 应用解析：on the table 人尽皆知的，已成为公开讨论的.5. The two sides have agreed on the date ofnegotiations. 双方商定了谈判日期。
商务外贸英语谈判用语
Useful expressions:1、这些商品能马上供应吗？我们想先看一下样品。
Are these commodities available right now? We would like to see the samples first.2、如果需要的话，我们可以按照你们的要求，接受特殊订货。
If necessary, we accept/take orders according to your requirement.3、如果贵方价格有竞争性，质量上乘，装运期可接受，我们将大量订购。
If your price is competitive, quality superior and delivery acceptable, we will place large orders with you.4、我们是大型纺织品经销商，如果你们的商品价格适中，在我们地区会有很好的市场。
We are large dealers in textiles, and believe ther e’s a promising market in our area if your goods are moderately priced.5、所报价格须包括到温哥华的保险和运费。
Prices quoted should include insurance and freight to Vancouver.6、若你们的产品质量好且价格适合我方市场的话，我们愿考虑与你方签署一项长期合同。
If your quality is good and the price is suitable for our market, we would consider signing a long-term contract with you.7、若我方向你们长期订货，请告知能给予多少折扣，不胜感激。
We would appreciate your letting us know what discount you can grant if we give you long-term regular order.Basic vocabulary单价unit price原价original price折扣价discount price最低价rock bottom price/floor price零售价retail price批发价wholesale price参考价reference price含佣（金）价price including commission报价quotation毛利gross margin合理的价格reasonable/ sensible/ acceptable price现行价格水平the prevailing price levelUseful expressions1、我们无法以这种价格出售It’s not possible for us to make any sales at this price.2、通常要13.62美元的。
外贸必备国际商务谈判词汇
外贸必备国际商务谈判词汇alternatives替代选择；备选方案nounother options 其他选择We can't offer you the raise you requested, but let's discuss some other alternatives.我们无法满足你的要求给你加薪，但我们可以讨论一些备选方案。
amplify详述；放大verbexpand; give more information 扩大; 提供更多信息Could you amplify on your proposal please.你能详细说明一下你的建议吗?arbitration 仲裁nounconflict that is addressed by using a neutral third party使用中立的第三方来解决冲突We're better to settle this between us, because a formal arbitration will cost both of us money.我们最好由双方来解决这件事，因为正式仲裁会花费我们双方的钱。
bargain 讨价还价；谈判verbtry to change a person's mind by using various tactics 尝试通过使用各种策略来改变一个人的想法。
We bargained on the last issue for over an hour before we agreed to take a break.我们就最后一个问题谈判了一个多小时才同意休息。
bottom-line底线nounI'll accept a raise of one dollar per hour, but that's my bottom-line.我可以接受每小时涨1美元，但这是我的底线。
国际商务谈判精选用语(4)
国际商务谈判精选用语(4)在国际贸易中商务谈判占据重要的位置，由于这一部分会直接影响到双方的合作进度和结果，这也是商贸人员的重中之重的工作。
以下是我给大家整理的国际商务英语实务之商务谈判精选用语(4)，盼望可以帮到大家(35)a：can you tell me why our bid was not accepted?b：i think you were a little too high on some of the items .a：on which ones ?b：youre perfectly welcome to inspect the winning bid .a：请告知我为什么我们没有得标好吗?b：我想你们有几个项目的价格高了一点。
a：哪几个品目呢，b：我们很欢迎你来查阅得标者。
(36)a：was our bid accepted ?b：no ，i m sorry .it wasnt .a：can you tell me why ?b：sorry ，but im not at liberty to reveal that information.a：我们得标了吗?b：愧疚，没有。
a：能告知我什么缘由吗?b：对不起，我示能随便泄露情报。
(37)a：congratulations ! your bid has won .b：im glad to hear that .a：when can you come around to discuss some details with us ? b：ill be there next monday at noon .a：恭喜!你得标了。
b：真是好消息，a：什么时候可以过来和我们争论细节呢?b：下个星期一中午吧。
(38)b：$24.95 per hundred piecesa：that will be fine with us .b：fine . ill start the paperwork for your order right away . a：此一品目的最低价是多少?b：一百个美金二十四块九毛五。
国际商务谈判精选用语(2)
国际商务谈判精选用语(2) (13)a：howithenewmaterialworkingoutforyoub：fine.we'reavingalotofmoneywithit.a：i'mgladtohearthat.b：itwaagooduggetion.thank.a：新原料用得如何b：不错，节省了不少的钱，a：听你这么说真高兴。
b：你建议得不错，谢谢。
(14)a：howmanywouldyouliketoorderb：ithereaminimumordera：no，wecanhipinlotofanyize.b：we'lltryonecaeofthi.a：您要订多少b：有最低订购量的限制吗a：没有，任何数量都可以出货。
b：那么，这种的就试一箱吧。
(15)a：we'rereadytotakeyourordernow. a：icanendoneforyoutotry.b：ye，pleaedothat.a：你们现在可以下订单了。
b：这种组件我们想试个样品看看。
a：我们可以寄个给你试用。
b：好，那就麻烦你了。
(16)a：howmanywouldyouliketoorder a：incaeof100.b：we'lltake500.a：您要订多少b：货是怎样装的呢a：一箱装100个。
b：我们要500个。
(17)a：weneedevenofthee.a：then，endtwocaepleae.b：good.thankyoufortheorder.a：我们要七个这种的。
b：它们是五个一箱。
a：这样的话，就送两箱吧。
b：好的，谢谢你的订货。
(18)a：wecan'thandleanorderthatmall.b：whatitheminimumwewouldhavetoorder. a：300piece.b：iee，endthoe，then.a：这么少的数量，我们不能接受。
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Ⅰ
Mini Negotiation:
Negotiating Corporate Possibilities:
A:Your agency has the experience we need.
And we have the best-quality product.
B:Yes.We agree your company has a good product.But we’d have to get certain guarantees before we promise to do business with you.
A:What are those conditions?
B:First of all,we’d have to insist on sole agency in China.Second,we’d want a18% commission.Third,we’d need a three-year contract.
A:You’re asking for a lot.If we agree,will you pay65%of marketing costs?
B:That’s too high.We would prefer that you
accept financial responsibilities for50 percent of all costs.
A:That is more than what I expected.I’ll have to talk with our president and call you later this week.
Negotiating Trading Terms and Conditions: A:Now,let’s get down to business.
B:OK.Have you read my catalogues?
A:Yes.But first of all,I want to make sure your machines are of the newest design and the best quality.
B:I can assure you all of that.
A:We are interested in your machine.
However,we’ve received offers for similar machines from other sources.So,our business depends very much on your prices. B:If you take all factors into consideration,
you’ll find our prices more reasonable than the quotations you may get elsewhere.
A:I’m not so sure of that.Before we discuss the price,I’d like to ask a question.Have you got any favorable terms and conditions? B:Yes.First,we will guarantee that the machines to be supplied are in accordance with your requirements and specifications. A:That’s fine.What about the next?
B:Well.Secondly,we will send engineers and technicians at our own expense to assist the installation,test run and effect repairs to the machines.
A:This is also quite OK.But as for the guarantee period,I think,it should be at least12months counting from the date of the Bill of Lading.
B:No problem.And we’ll bear the expenses on getting your technicians trained on the necessary technical problems.
A:All right.Now,let’s come to the discussion of price.
Notes:
1.We’d have to get certain guarantees before
we…
在…之前我们必须先得到某些保证
2.We would prefer that you accept financial
responsibilities for…
我们希望贵方承担经济费用的…
3.Have you got any favorable terms and
conditions?
你们有什么优惠条款和条件吗？
4.counting from the date of the Bill of Lading
从提单日期算起。