国际商务谈判技巧英语
英语商务谈判技巧
英语商务谈判技巧I "会听'要尽量激励对方多说，向对方说："yes'，"please go on'，并提问题请对方回答，使对方多谈他们的状况。
II 巧提问题用开放式的问题来了解进口商的必须求，使进口商自由畅谈。
"can you tell me more about your campany?'"what 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。
进口商经常会问："can not you do better than that?' 对此不要让步，而应反问："what is meant by better?'或"better than what?'使进口商说明他们究竟在哪些方面不满意。
进口商："your competitor is offering better terms.'III 使用条件问句用更具试探性的条件问句进一步了解对方的具体状况，以修改我们的发盘。
典型的条件问句有"whatif'，和"ifthen'这两个句型。
2如何高效地学习商务英语提升英语语言能力当然是重中之重。
如何提升语言能力,这个是学英语的同学碰到的首要问题。
关于商务英语来说,听说尤为重要。
一些日常商务交流的场景要熟悉,常用的单词词组也要记住。
最好在校期间,可以和同学组成小组学习商务场景对话。
出来社会工作了你就知道,英语口语不过关的话,在面试第一轮就被刷掉了。
现实的状况是,很多同学考试可以得高分,英语笔译能力也不错,就是开口交流不流利,或者是纯粹的哑巴英语。
拓展知识面,通过学习和施行了解商务流程。
在校同学主要靠学校老师提供模拟场景的机会以及自己在假期找到实习的机会。
学商务英语的同学,一定要找到机会实习,理论和施行往往有一段距离。
商务英语谈判技巧
initiative while the defensive ones are to observe and wait until opportunities come and necessa measures be taken. Usually the party with the greatest sense of need will make the initial cont However, a suitable strategy will only emerge only after the following guidelines are considered:
The closing phase Once the seller and the buyer reach an agreement, it is time to draw up the contract. Typical
one party preparesthe contractlistingthe agreed upon clauses.The other party makes amendments to the wording to make them more closely reflect the agreement.
Business Negotiation Skills in English
（商务英语谈判技巧）
Phases of Negotiation
According to Robert Maddux, authoSrucocfessful Negotiat,ionnegotiation is the process we use to satisfy our needs when someone else controls what we want. In business negotiations, th two partiesendeavorto obtaintheirbusinessgoalsthroughbargainingwith theircounterparts. Business negotiations are conducted in the following four phases: the preparation phase, openin phase, bargaining phase and closing phase.
国际商务英语谈判技巧
国际商务英语谈判技巧第一，提问技巧。
在商务英语谈判中，提问技巧是至关重要的，用正式的英语语句进行提问不仅可以证实我们的推断，还可以获得平常无法获得的知识。
第二，运用婉转语言。
在商务英语谈判中，有些语言是正确的，但是效果令人难以接受，最终无法使双方满意。
婉转的语言正如一句话"言有尽而意无穷，余意尽在不言中'，比如：I agree with most of what you said，换句话是there are something in what you said that I not agree with. 这是一种婉转表达否定的意思。
第三，用条件句代替"NO'。
在谈判中，如果想表示否定的意思，不要直接说"NO'，如果说了会让对方感到尴尬，谈判进程甚至会因此陷入僵局。
一方可以用条件句询问对方Would you be willing to meet the extra cost if we meet your additional requirements ?2商务英语谈判怎么学习第一，善于倾听，做到少说多听。
商务谈判实际上是一种对话，在这个对话中，双方说明自己的状况，陈述自己的观点，倾听对方的提案、发盘、并做反提案，还盘、互相让步，最后达成协议。
第二，灵活应变，做到灵活性与原则性相结合。
商务谈判过程中往往会碰到一些意想不到的尴尬事情，要求谈判者具有灵活的语言应变能力，与应急手段相联系，巧妙地摆脱困境。
第三，语义清楚，做到形式委婉、内容明确。
国际商务谈判大多用英语进行，而谈判双方的母语往往又不都是英语，这就增加了交流的难度。
在这种状况下，我们要尽量用简单、清楚、明确的英语，不要用易引起误会的多义词、双关语、俚语、成语。
3国际商务英语谈判技巧试探摸底法没有调查就没有发言权，在商务谈判中，首先要摸清对方的意图、底牌或大概底线在谈判中才干有的放矢，古语有云：知彼知己百战百胜。
国际商务谈判模拟对话_谈判技巧_
国际商务谈判模拟对话总部影响力是谈判成功的关键，因此如果请总部高层管理者参加与注重等级制文化的对手的谈判，那么职位在说服和表达开展业务的兴趣方面起着重要的作用。
下面小编整理了国际商务谈判模拟对话，供你阅读参考。
国际商务谈判模拟对话：情景英语对话注释Dialogue 1:A: So, thank you for coming, everyone. It's really a pleasure to see you all here. First of all, may i suggest you take a look at the agenda i sent you? Would you like to make any comment on that?B: Yes, i wonder if we can begin with shipment question first. We really need to come to an agreement on that before anything else.A: That's true, but it's also a very difficult issue. That's the reason why i put it last. I thought it might be a good idea for us to start with the points we have in common. We'll move on to the shipment issue after that.B: All right. That sounds reasonable.A: Well, before we go any future, I would like to say strongly how i feel that it's in both our interest to reach an agreement today. The market is becoming even more competitive and our combied strength will give us some big advantages, not least in terms of the dealer network. Now, i think Richard would like to say a few words about that.点睛注释：1. make comments on sth 对某事进行评论Example: Would you make comments on our women's garments in current design?您对我们流行女装款式有何评论Ohlook very nice! 哦，看起来很漂亮2. have sth. in common: 有共同点Example: The two firms have very little common in selling strategies. 这两家公司在销售策略上没有什么共同点。
如何用英语谈判
如何用英语谈判在世界商务交流过程中，有很多的商务场合是需要随机应变和较强的商务内涵，才能在瞬息万变的国家商务中做到游刃有余。
下面是店铺整理的一些用英语谈判的技巧，希望对大家有帮助。
1. Your price is 25% higher than that of last year. 你方的价格比去年高出了百分之二十五(25%)。
2. You may notice that the price for this commodity has gone up since last year. 您知道从去年以来这种商品的价格上涨了。
3. You know, the price for this commodity has gone up a lot in the last few months. 您知道，几个月来这种商品的价格上涨得很多。
4. The price for this commodity is US$25 per pound in the international market. 这种商品国际市场的价格是每磅二十五(25)美元。
5. If your price is favorable, we can book an order right away. 如果对方价格优惠，我们可以马上订货。
6. We may reconsider our price if your order is big enough. 如果你方订货数量大，价格我们还可以考虑。
7. All these articles are our best selling lines. 这些产品都是我们的畅销货。
8. These patterns are relatively popular in the international market. 这些产品的花色是目前国际市场上比较流行的。
9. It is difficult for us to sell the goods, as your price is so high. 你们的价格那么高，我们很难以这个价格销售。
商务谈判技巧英文版
商务谈判技巧英文版【篇一：与外商进行商务谈判时英语使用技巧】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 with you?”，“i will domy 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，“wewould accept price if you could modify your specifications．”我们还可以说：“if i understand you correctly,what you arereally saying is that you agree to accept our price if weimprove 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：1、“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。
2、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。
“canyou tell me more about your campany?”“what do you think of our proposal?”3、使用条件问句用更具试探性的条件问句进一步了解对方的具体情况，以修改我们的发盘。
典型的条件问句有“what?if”，和“if?then”这两个句型。
如：“what would you do if we agree to a two-year contract ?”if we modif your specifications, would you consider a larger order?”（１）互作让步。
商务谈判英语表达技巧
商务谈判英语表达技巧商务谈判是商界人士必须掌握的一项重要技能，其中英语表达能力尤为重要。
在商务谈判中，精确地表达思想和意图是成功的关键。
本文将探讨商务谈判英语表达技巧，并提供一些实用的建议，帮助您提高英语表达能力。
1. 开场白在商务谈判中，开场白很关键。
它通常包括表示感谢、介绍自己、表达目的、总结谈判议程等。
以下是一些常见的开场白：- Good morning/afternoon, everyone. Thank you for taking the time to meet with us today.- My name is ___ from ___ Corporation. It’s a pleasure to meet you.- The purpose of this meeting today is to discuss ___.- Before we begin, let’s briefly review the agenda. We will start with ___ and move on to ___.2. 表达意图在商务谈判中，要清晰地表达自己的意图，以便对方理解和回应。
以下是一些常见的表达方式：- We are interested in ___ and would like to discuss ___.- Our goal for today’s meeting is to ___.- We would like to propose ___.- We believe that ___ would be beneficial for both parties.3. 谈判技巧商务谈判的目的是达成协议，达成协议需要双方进行让步和妥协。
以下是一些谈判技巧：- 使用肯定语气。
肯定语气会让另一方更容易接受你的提议。
- 例如：I agree/I see your point/I understand your concern.- 提供原因/依据。
商务英语-谈判
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.我想说的是……) 或者说：Oh, I’m sorry, I misunderstood you。
外贸商务谈判常用英文话术
外贸商务谈判常用英文话术In the realm of international trade, effective communication is paramount. Here are some common phrases that can be used to navigate business negotiations:1. "Let's begin by discussing the terms of the contract.I believe clarity on the terms will set a solid foundationfor our partnership."2. "We are open to negotiating the price, but we must ensure that it reflects the quality of our products and services."3. "I understand your concerns regarding payment terms. Could we explore options such as a letter of credit or installment payments?"4. "We are committed to meeting your delivery deadlines. However, please note that unforeseen circumstances may occasionally require adjustments."5. "Quality assurance is a top priority for us. We have a rigorous inspection process to ensure that every product meets our high standards."6. "I appreciate your proposal, but we need to consider the long-term implications for our business. Could we discuss the sustainability of these terms?"7. "Flexibility is key in negotiations. We are willing to adapt to meet the needs of our partners, but we also need to protect our interests."8. "Closing this deal is important to both parties. Let's work together to find a mutually beneficial agreement that strengthens our business relationship."。
商务谈判最常使用的疯狂英语
商务谈判最常使用的疯狂英语商务谈判最常使用的10句疯狂英语在广交会上，中国人想如何造句，用什么时态，而外国人在挖空心思压低价格。
用英语进行谈判要求绝对的语言和场面控制能力、敏锐的思维、对西方文化和经济的深刻认识和强烈的民族认识和强烈的民族自豪感和自信心。
中国需要谈判高手，平等的发展机会要*中国人自己去创造!下面我们为大家精选出各类谈判中使用最频繁，最有效的句子，我们把它叫做“谈判口语要素”，大量地脱口而出这些口语要素，必将使你在瞬息万变的谈判桌上游刃有余。
1、Would anyone like something to drink bdfore we begin?在我们正式开始前，大家喝点什么吧?2、We are ready.我们准备好了。
3、I know I can count on you.我知道我可以相信你。
4、Tust me.请相信我。
5、We are here to solve problems.我们是来解决问题的。
6、We’ll e out from this meeting as winners. 这次会谈的结果将是一个双赢。
7、Ihope this meeting is productive.我希望这是一次富有成效的'会谈。
8、I need more information.我需要更多的信息。
9、Not in the long run.从长远来说并不是这样。
这句话很实用，也可显示你的“高瞻远瞩”。
10、Let me explain to you why .让我给你一个解释一下原因。
很好的转折，又可磨炼自己的耐心。
模板,内容仅供参考。
商务英语谈判技巧
Business Negotiation Skills in English（商务英语谈判技巧）Phases of NegotiationAccording to Robert Maddux, author of Successful Negotiation, negotiation is the process we use to satisfy our needs when someone else controls what we want. In business negotiations, the two parties endeavor to obtain their business goals through bargaining with their counterparts. Business negotiations are conducted in the following four phases: the preparation phase, opening phase, bargaining phase and closing phase.Preparation phase1.Choosing your teamThe negotiation team should include members in the following areas:✓Commercial: responsible for the negotiation on price, delivery terms, and commercial policy of risk taking.✓Technical: responsible for specifications, programs, and methods of work.✓Financial: terms of payment, credit insurance and financial guarantees.✓Legal: contract documents, terms and conditions of contract, insurance and legal interpretation.✓Interpreter: familiar with the foreign language needed as well as the negotiation-related knowledge, and having certain communication skills.The most important role in the team is the chief negotiator (CN), who is supposed to possess the following qualities: sociability, shrewdness, adaptability, patience, endurance. Other than that, extensive knowledge, clear oral expression as well as strong leadership are also important for a CN.2. Gathering and analyzing informationValuable information covers the areas in political, legal as well as business system, market research, financial policies, infrastructure and logistics. The knowledge on the counterpart is also necessary. With the information at hand, it is time do a feasibility study to adjust our goals to be achieved.3. The negotiation planThe plan defines the negotiating objectives, sets the minimum acceptable level for each term, and states the time control, initial strategy, the tactics and others including the location, personnel and facilities needed. A well-designed plan allows more flexibility in different situations and guides the negotiators through the negotiation process without getting off track.The opening phaseIt is common that the seller submits proposals. Then the buyer confronts with three options: outright acceptance, outright rejection, and qualified rejection, the last of which is usually the most choice. Once the positions and objectives of both parties are revealed, the negotiators begin to reflect both on the loss they will suffer if they would concede and on the loss they will receiveif they would refuse to concede.The bargaining phaseAt this stage, concessions are made and advantages are gained, thus an agreement is to be achieved. Necessarily the team should make a reappraisal of the other party’s concession factor. If the other party concedes more/faster than expected, their real concession factor is greater. Adversely, if the other party concedes less/slower than expected, they are perhaps correct in estimation, or they are simply bluffing. As the negotiation moves to the stage of identifying particular concession exchanges, the negotiators will expect to receive signals which indicate the genuine positions.The closing phaseOnce the seller and the buyer reach an agreement, it is time to draw up the contract. Typically one party prepares the contract listing the agreed upon clauses. The other party makes amendments to the wording to make them more closely reflect the agreement.Negotiation Strategies and TacticsNegotiation strategies and tactics are crucial to business negotiation. Generally speaking, strategy may be defined as the overall plan used to gain advantage over the opponent or achieve some end. Tactics may be defined as the means by which the strategic objective is achieved. Once a strategy has been chosen, tactics must be devised to assure that the goals are achieved.StrategiesThere are two basic strategies: offensive and defensive. Offensive strategies are used to take initiative while the defensive ones are to observe and wait until opportunities come and necessary measures be taken. Usually the party with the greatest sense of need will make the initial contact. However, a suitable strategy will only emerge only after the following guidelines are considered:•What is our main goal in the target market?•What are the issues to be negotiated?•What level of agenda control can I or we expect?•Have we analyzed the personal information of our counterparts or their negotiation history?•Have we analyzed the strengths and weaknesses of both sides?•What is our opening offer and what is the bottom line?•Have we collected enough evidence?•Have we worked out the alternatives for the solution?•Can we afford to say “No”?•What are the alternatives to a completed negotiation?TacticsThere are two types of tactics commonly used in the negotiation process: offensive and defensive.Offensive Tactics:Probe for Insight. Ask value-free, informational questions to find out what the other party’s underlying needs are. Avoid judgmental styles of questioning-even though your first instinct is to use them. How you word these questions will help or hinder you in obtaining responses. For example, if you say, “How did you ever think you could get that objective?” you will simply put the other party on the defensive. But if you say, “I’m not sur e I understand why that objective is so important to you. Can you explain your concerns?” You are far more likely to obtain useful information about the other party’s underlying concerns.Feign a blow to the east and attack in the west. One party will over emphasize the apparent importance to securing a particular point when their real objective is the exact opposite. Some negotiators are usually suspicious of any proposal made by their counterparts.Take Tit for tat. It’s an effective tactic to make your counterpart give up. By saying “No” clearly and firmly, you can make an impression that you have made enough concession and will withdraw no longer. Usually the hard-shell approach pushes the deal forward and fools the opponent into making concessions and closing the deal.Control the written record. Seize the opportunity to get the word in by volunteering to prepare the minutes of the meeting, the draft of the report, or the summary of the discussion.Even when a written report isn’t required, you ca n still take it upon yourself to play this role by simply writing a follow-up letter or to the other party.For example, if you’ve just had a telephone discussion with a supplier, follow it up with a quick stating, “Nice to speak with you today. Here’s a quick note to help me remember what we decided in our phone conversation.” Unless they refuse the written version, they’ve tacitly accepted it.By the way, this is a great tactic for dealing with difficult bosses. So long as the written follow-up is polite and respectful, your boss will probably let you get away with documenting things like your job assignments and performance feedback that you have an interest in securing. Then you don’t have to say later on, “But I thought you said…” You – and your boss – will know what was said.Develop alternatives. It’s so easy to develop alternatives, but most negotiators never do, which means you can gain a significant advantage by specializing in this simple tactic.For example, suppose you call a resort hotel to make a reservation for a conference that requires you to stay for two nights over a weekend –only to find that the hotel’s policy requires a three –night stay. You could grin and bear it, paying for the extra night you don’t need. Many guests do –that’s why the resort persists in the policy. But why not develop alternatives? First, ask to speak to a supervisor (who presumably would have the authority to negotiate), and then ask her/him politely to give you the names and numbers of other hotels nearby in case you can’t get the reservation you want.This innocent question, followed by a momentary pause in which you write down the numbers, puts you in a better opening position by letting the point sink in that you can very welltake your business elsewhere. And it takes only a moment and no additional calls since the information about alternatives is solicited from the other party. When the dust settles you should get what you want –an exception to the policy –because you have invoked the threat of exercising your alternatives.Nibbling. Nibbling is among the most popular of negotiation tactics. The actual strategy is to continue the negotiations after the deal is supposedly done. This tactic is most effective when a great deal of time has been spend finalizing the negotiation and the other party has invested a great deal of time into it. For instance, if you are buying a piece of property, after the deal is finalized you may ask for other accommodations that were not originally part of the plan for the property that you purchased. This can be a fairly risky tactic although a large majority of individuals will not renege on the deal after so much time has been put into it. If you choose to try the nibbling technique, you may not want to ask for too much as this can break down the entire process.Defensive tactics:Silence is golden. You can’t give anything away if you don’t talk. In fact, how much you give away is generally proportional to how much you talk. That means the one who talks the most, loses.So why is it so hard to shut and listen in a negotiation? It isn’t hard for everybody. Many Japanese negotiators are comfortable with long periods of silence – a cultural difference that gives them a natural edge over more talkative Americans.Let’s think quietly about that for a minute. (Wait one minute before moving on).Okay. We’re back. Did you squirm a little while we were sitting here silently? Were you tempted to fill the void? Most people are. Leave a thoughtful gap in the conversation and you might simply hear some useful information about their concerns. Whatever you hear, it is likely to help you understand the other party and design your next move. And even if you hear nothing of value, you can still have the satisfaction of knowing that by being quiet you gave away nothing of value.Help the other party save face. If the other party made a commitment that it now needs to abandon, it is usually an astute move on your part to help them save face. This is where you will need to be less competitive than you might expect. If you keep the pressure on them, they are likely to either lock in to their unreasonable position and refuse to budge, or they will feel so embarrassed that they may plot to get even with you later.Instead, we recommend that you help them save face. You might allow them to change their offer, find a way for them to be flexible without looking foolish, say that this is being done for the greater good, or make some other generous and supportive statement. If constituencies are involved, you might actively compliment the other party so that their constituency can overhear.After you! “Let’s compromise.” How many times has someone said those famous words as an invitation to strike a quick, simple deal when a conflict bogs things down? By saying, “Let’s compromise,” you immediately signal your willingness to expedite the resolution of the problem.But don’t stop there. In the “after you” tactic, you say, “Let’s compromise. What do you think is fair? This invites the other party to make the first concession. And it sets the bottomlimit on what you’ll have to give up. It also gives you the opportunity to simply say so – if their offer is clearly more than twice as low as your target. If so, politely say s omething like “Maybe compromising isn’t such a good idea after all.” Postpone the compromise, treating the first round as a trial balloon. Then try to initiate a compromise later on with a more favorable opening (using the same after you tactic).But m ost likely, the other party’s opening offer will be reasonable, and you can start bargaining from there. If they want a compromise, too, they will make a reasonable or even generous opening offer. By letting them go first, you often get a more favorable outcome than if you had made the first offer.Buying time with accommodation. Will Rogers once said that “Diplomacy is the art of saying ‘Nice doggie’ until you can find a rock.” Sometimes you feel very strongly about the outcome, but haven’t the streng th to press for a satisfactory settlement through a Competitive, Compromising, or Collaborative negotiating style at the moment. Maybe you lack support because you haven’t been able to get in touch with your management or some other powerful constituency. Perhaps you are waiting for information, funding, or other resources to arrive. Whatever the problem, your hands are tied behind your back.In which case, you can use an accommodating-for-now approach to delay the negotiation. The way to use this tacti c is to make it clear that , while you don’t agree, you will go along with the other party for now –and discuss it again later on. Use wording like “for now” and “until I have time to look into it” or “it’s okay for now, but I’m not satisfied with it and we will have to go into it later.”Such phrasing makes it clear that you are using the accommodating-for-now tactic, and have reserved the right to negotiate later on.To conclude, different strategies and tactics are employed to serve different situations which are subject to change constantly, thus flexibility and adaptability in negotiation is advisable. Of course there are certainly other tactics involved, which can be drawn from the real negotiation practice.Practice：1. Read the following two simulated negotiation, and analyze what negotiation tactics are employed by the Party B.A Negotiation on PriceA: Perhaps we could turn to the question of price today. As I said earlier in our discussions, we are willing to place a trial order of one shipload, say 25，000——30，000 tons. Could I have your lowest quotation, please?B: Yes, I’d be delighted, but before we discuss price, I’d like to say a few words about the market situation.A: Please do.B: Soybeans in Europe enjoy an increasing demand. The prices have advanced over 10% during the last 12 months. The market is firm with an upward trend.A: You could be right, but if you take a closer look at the international market situation, you’ll find that the supply of soybean is more than enough to meet the demand. The main producing countries, like the United States, have increased their production drastically. At the moment there are moresoybeans around than they can find the market for. It is estimated that the market will continue to be weak.B: Well, you will appreciate that the European market is slightly different from that of the United States.A: Yes, but we must also bear in mind the fact that all of us are operating in a highly competitive global market, in which we have been forced to cut our prices from time to time to win business. B: Well, that’s true.A: Now, Mr. B, if your price compares favorably with those of other suppliers, I have good reason to believe that we could place regular orders with you.B: Thank you, Mr. A. as we are anxious to do business with you, we are prepared to give you a special first order price, which is U.S.$508 per ton FOB.A: Thank you for the offer. Unfortunately, your price appears to be on the high side, I’d like to suggest that you could perhaps make some reduction that would help to introduce your product into our market.B: I ’m sorry to hear that you find our price to high. As a matter of fact, the quoted price leaves us with only a small profit margin. If it were not for the large orders we are anticipating, we could not have quoted even at that price.A: I think I should be quite frank with you. The quotation we received this morning from a U.S. supplier is U.S. $500 per ton.B: Ah, the Americans again. The problem with us is that we have to import some raw materials from abroad, which adds a great deal to our cost. By comparison, the Americans are in a more advantageous position. They don’t have to import the raw materials. They have plenty of it in the States. Considering the high production cost, we don’t fell that the price we quoted is all that expensive.A: I appreciate you position, but we really can’t afford to accept like that. The South Korea soybean goes at U.S. $ 495.B: I see what you mean. Can you give us a counter-offer?A: Yes, of course. We are willing to pay U.S.$500 per ton FOB for delivery with 4 weeks of order.I hope you will be able to take advantage of this exceptional offer. Please understand that we can’t leave it open for more than 48 hours. You may decide now or telephone your acceptance later. B: Did you say 500?A: Precisely.B: Well. I will have to consult my board. I can’t give my final word until I speak to them. Can I use your telephone?A: Yes, please do.…B: It gives me great pleasure to tell you that we’ve decided to accept your counter-offer.A: Good. I am sure you have made the right decision. I am glad we’ve struck the first deal, and I look forward to many years of fruitful cooperation.B: So do I2. A Negotiation on DeliveryA: Now we have settled the terms of payment. Is it possible to effect shipment during September?B: I don’t think we canA: then when is earliest we can expect shipment?B: By the middle of October, I think.A: It’s too late you see. November is the season for this commodity in our market, and our customer’s formalities are rather complicated.B: I understand.A: well, the flow through the marketing channels and the red tape involved take at least a couple of weeks. Thus, after shipment it will be altogether four to five weeks before the goods can reach our retailers, the goods must therefore be shipped before October, or we won’t be ready for the season.B: but our factories are fully committed for the third quarter. In fact, many of our clients are placing orders for delivery in the fourth quarter.A: Mr. Li, you certainly realize that time of delivery is a matter of great importance to us. If we place our goods on the market at a time when all other importers have already sold their goods at profitable prices, we shall lose out.B: I see your point. However, we have done more business this year than any of the previous years.I am very sorry to say that we cannot advance the time of delivery.This is too bad, but I sincerely hope you will give our request your special consideration.B: You may take it from me that the last thing we want to do is to disappoint a customer, particularly an old customer like you. But the fact remains that our manufactures have a heavy hack log on hand.A: But can’t you find some way to get round your producers for an earlier delivery? Make a special effort, please. A timely delivery means a lot to us.B: All right, Mr. B, we’ll get in touch with our producers and see they have to say.A: I am waiting for the good news.B: We’ll give you a definite answer tomorrow.2. Generate a simulated negotiation and present it in the class. Refer to the following list of words that are commonly used in negotiation.Would anyone like something to drink before we begin？在我们正式开始前，大家喝点什么吧？We are here to solve problems. 我们是来解决问题的。
与外商进行商务谈判时英语使用技巧
与外商进行商务谈判时英语使用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留意避开跨国文化沟通产生的歧义，交谈时尽量用简洁、清晰、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颜色，可能会客户不愿乐观与我们合作。
“to tell you the truth”，“ill be honest with you”，“i will do my best．”“its none of my business but”。
为了避开误会，我们可用释义法确保沟通顺当进行。
如，“we would accept price if you could modify your specifications．”我们还可以说：“if i understand you correctly,what you are really saying is that you agree to accept our price if we improve our product as you request．”最终，为确保沟通顺当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留意下列问题：1、“会听”要尽量鼓舞对方多说，向对方说：“yes”，“please go on”，并提问题请对方回答，使对方多谈他们的状况。
2、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?”“what do you think of our proposal?”对外商的回答，把重点和关键问题登记来以备后用。
进口商经常会问：“can not you do better than that?”对此不要让步，而应反问：“what is meant by better?”或“better than what?”使进口商说明他们毕竟在哪些方面不满足。
英语专业-国际商务谈判-期末必杀技
冲突的层次intrapersonal or intrapsychic conflict; Interpersonal conflict; intragroup conflict; intergroup conflict.谈判发生的三个原因（to agree on how to share or divide a limited resource, such as land or property or time ；to create something new that neither party could do on his or her own；to resolve a problem or dispute between the parties）典型硬试棒球法策略：Good cop/bad cop; lowball/highball; bogey道德困境; The nibble; chicken; intimidation恐吓; aggressive behavior; snow job夸夸其谈;结束谈判策略：Provide alternatives; assume the close; split the difference; exploding offers; sweeteners;循环协议的8个类型：Compromise妥协; logroll 相互捧场; modify the resource pie 修正蛋糕资源; expand the pie 做大蛋糕; find a bridge solution 搭桥; cut the costs for compliance削减成本; superordination 更高级别的解决办法; nonspecific compensation非特异性补偿;相互捧场策略的三个方面：Explore differences in (risk preference expectation time preferences)框架的7个种类: Substantive; outcome; aspiration; process; identity; characterization; loss-gain;十二个认知偏差：irrational escalation of commitment; mythical fixed-pie beliefs; anchoring &adjustment; issue framing & risk; availability of information; the winner’s curse; overconfidence; the law of small number; self-serving biases; endowments effect; ignoring other’s cognitions; reactive devaluation;三个情绪和情感的区分标准：Specificity; intensity; duration;社会账户三方面解释：Explanations of mitigating circumstances; explanations of exonerating circumstances; reframing explanations.Special notes for what is communication:（1. Avoiding fatal mistakes：Negotiation closure process involves making decisions to accept offers, to compromise priorities, to trade off across issues with the other party, or to take some combination of these steps. four key elements: framing, gathering intelligence, coming to conclusions and learning from feedback 2. Achieving closure：when to shut up；last-minute problems reduction of agreement in written form）改进沟通的三个工具：The use of question; listening; role reversal;权利的类型：expert power; reward power; coercive power; legitimate power; referent power;处于权利劣势时如何应对：Never do an all-or-nothing deal; make the other party smaller; make yourself bigger; build momentum through doing deals in sequence; use the power of competition to leverage power; constrain yourself; good information is always a source of power; ask lots of questions to gain more information; do what you can to manage the process.伦理道德的四个学派：end-result ethics(Jeremy Bentham, John Stuart Mill);duty ethics (Immanuel Kant); social contract ethics(Jean-Jacques Rousseau); personalistic ethics(Martin Buber) .怎样使用欺骗策略：ask probing questions; phrase questions in different ways; force the other party to lie or back off; test the other party; “call”the tactic; ignore the tactic; discuss what you see and offer to help the other party shift to more honest behaviors; respond in kind;分配式谈判注意的问题：d o not rush prenegotiation; recognize a long-term business deal as a continuing negotiation; consider mediation or conciliation..名誉的重要性：reputations are perceived and highly subjective in nature; an individual can have a number of different, even conflicting, reputations because she may act quite differently in different situations; reputations are shaped by past behavior; reputations are also influenced by an individual’s personal characteristics and accomplishments; reputation develop over time; Other’s reputations can shape emotional states as well as their expectation; negative reputations are difficult to repair.谈判永远不会结束的原因Restart the negotiation again on tough issues in order to seize the right time.Correct anticipation about the future is normally unable to get.It is always possible that there is disagreement.团队领队者能给谈判带来的好处：move the group toward selecting one or more of the options; shape & draft the tentative agreement; discuss whatever implementation & follow-up or next steps need to occur; thank the group for their participation, their hard work, and efforts; organize & facilitate the postmortem.影响文化的因素：Learned behavior; dialectic; shared value; in context;文化的影响：1. Definition of negotiation2. Negotiation opportunity3. Selection of negotiators4. Protocol 5. Communication 6. Time sensitivity 7. Risk propensity8. Groups versus individual9. Nature of agreements10. Emotionalism.Stephen Weiss proposal：Low familiarity：intervention of others; Induce your opponenttouseyourapproach;Moderate;familiarity:adaptation;coordination;Highfamili arity;complete adoption ;a new approach ;Joint strategy.Culture as shared :1.values Schwartz’s 10 Cultural Values:self-transcendence; openness to change; self-enhancement; conservation.2. Hofstede’s Model of Cultural Dimensions: individualism/collectivism; power distance; career success/quality of life; uncertainty avoidance;判断题导致谈判失败的最主要的三个因素：Failures and distortions in perception, cognition ，and communication .有效沟通的结果取决于听者和说者的能力.trust：an individual’s belief in and willingness to act on the words, actions and decisions of another.ethics：Ethics are broadly applied social standards for what is right or wrong in a particular situation, or a process for setting those standards. They differ from morals, which are individual and personal beliefs about what is right and wrong. Interest:interests are underlying concerns, needs, desires, or fears to motivate a negotiator holding a particular position.Frame: A frame is the subjective mechanism through which people evaluate and make sense out of situations, leading them to pursue or avoid subsequent actions.简答题：1. Consequences of unethical conduct .1 Effectiveness ：a learning and reinforcement process impact on current and future intent expectation of getting reward；2 Reactions of others ：feedback of realizing the deception destructive effects (relationship/reputation) ；3Reactionsofsel: feeling of discomfort/stress/guilt/remorse large concession later as compensation ignore or rationalize .2. Why use deceptive tactics? :1.Power motives: Power is essential to negotiators; Exchange of information brings the power; Try to get more useful information as well as make full use of good information; Provide inaccurate information to others. 2.Other motives: Negotiation situation; Culture background; Anticipation of opponents’ conduct.3. Five sources of power: rmation is the most common source.2. Personality and individual differences, it includes Personal, Cognitive, moral and Motivational orientation, besides Dispositions and skills .3. Position4. Relationships, it can derive from goal interdependence, respect and admiration and networks.5. It can also derive form cultural Context.4. How to repair Trust? 1. The more severe the breach of trust, the more difficult it is to repair trust and reconcile the relationship. 2. A good past relationship might help. 3. The sooner an apology occurs, the more effective it is likely to be.4.The more sincerely an apology is expressed, the more effective it was in repairing trust.5. Apologies with taking personal responsibility for having created the breach may be more effective.6. It is important to prove that the breach occurs accidentally.论述题 1.The Characteristics of Distributive Bargaining Situation: 1 a competitive or win-lose bargaining;2the goal of one party is usually in fundamental and direct conflict with the other party’s; 3resources are fixed and limited and both parties want to maximize their share;4strategies and tactics are needed.The Characteristics of Integrative Negotiation Situation:1a cooperative or win-win negotiation;2to solve the problem (the goals of parties are not mutually exclusive); 3resource distribution; 4strategies and tactics are needed.2. The Effects of Goals on Choice of Strategy: a. direct effects: Four aspects: Wishes are not goals; Goals are often linked to the other party’s goals; there are boundaries or limits to what goals can be; Effective goals must be concrete, specific and measurable. b.indirect effects: Simple and direct goals are short-term thinking; Difficult or substantial changes are required: relationship-oriented.3. Why multiparty negotiation is more complicated and difficult? 1. Multiparty negotiation is defined as one in which more than two parties are working together to achieve a collective objective, more interests should be satisfied. 2. When it is multiparty negotiation with more negotiators and people involved, it becomes more complicated and harder to manage. There are big differences among informational and computational complexity, social complexity, procedural complexity and strategic complexity, the relationship is plural, and it attach considerable difficulties to deal with those difficulties, and the more pressure from audience should be faced, moreover, the choice of certain strategies to serve to certain objectives4.如何理解谈判中文化扮演的角色或是影响？举例说明. 1.Culture as learned behavior systematic negotiation behavior. What should be done? What could be done? 2.Culture as shared values (key to cross-cultural negotiation), for example, Schwartz’s Cultural Values: self-transcendence; openness to change; self-enhancement; conservation. 3. Culture as dialectic: individualism vs. Teamwork; personal and cultural value.4. Culture as context: Human behavior is determined by various factors. (personality/social context); culture and communication. 礼仪，语言与非语言，时间观念，谈判态度，个人风格，沟通方式可以直接或间接美国人不拘礼节。
必知的英语谈判技巧
必知的英语谈判技巧必知的英语谈判技巧商务谈判，是买卖双方为了促成交易而进行的活动，或是为了解决买卖双方的争端，并取得各自的经济利益的一种方法和手段哪怕你再不善言辞，以下这个套路也能帮你不被坑，欢迎阅读。
Do research before you negotiate.Make sure you possess the fair info.谈判前一定做好调查，确保拥有公平的信息。
Always be cool though you actually don'tknow anything about the counter party哪怕不了解对方的情况，也一定时刻保持高姿态。
Never be the one who shouts out first.Let the other one take more risk.永远别当最先出价那个,让对方承担更多风险。
Know how to bluff.Give a ridiculous number first.懂得虚张声势，先给出一个离谱的数字。
Test his/her bottom line during the talk.And adjust yours in accordance with that.在交谈中测试对方底线，同时调整你的`目标。
Don't push so hard.Or the deal might be closed.别逼太紧，要么就谈不下去了。
Seek the perfect moment and finish it.Enjoy every piece of the tips.寻找最佳时机结束谈话，好好享用这个套路吧!【相关阅读】商务英语谈判30个最常用英语句1、Would anyone like something to drink bdfore we begin?在我们正式开始前，大家喝点什么吧?2、We are ready.我们准备好了。
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.。
商务谈判常用英语
充分！胜利一定会属于这样的人！ 18、Let’s negotiate the price. 让我们来讨论一下价格
吧。 19、We could add it to the agenda. 我们可以把它也列入
原因。很好的转折，又可磨炼自己的耐心。 11、That’s the basic problem. 这是最基本的问题。 12、Let’s compromise. 让我们还是各退一步吧。嘴里这么
说，心里可千万别放松。追求利润最大化是一种专业精神。 13、It depends on what you want. 那要视贵方的需要而定。
希望你能告诉我们，要不然我们无法确定你想要的是什么。 23、We have done a lot. 我们已经取得了不少的进展。 24、We can work out the details next time. 我们可以下
次再来解决细节问题。 25、I suggest that we take a break. 建议休息一下。 26、Let’s dismiss and return in an hour. 咱们休会，
议程。 20、Thanks for reminding us. 谢谢你的提醒。 21、Our position on the issue is very simple. 我们的
意见很简单。 22、We can not be sure what you want unless you tell us.
谈判英语必备 30 句 1、Would anyone like something to drink before we begin?
在我们正式开始前，大家喝点什么吧？ 2、We are ready. 我们准备好了。 3、I know I can count on you. 我知道我可以相信你。 4、Tust me. 请相信我。 5、We are here to solve problems. 我们是来解决问题的。 6、We’ll come out from this meeting as winners. 这次
商务英语谈判技巧
商务英语谈判技巧谈判中有时仅靠以理服人，以情动人是不够的，毕竟双方最关心的是切身利益，断然拒绝会激怒对方，甚至交易终止。
商务英语谈判技巧有哪些?下面店铺整理了商务英语谈判技巧，供你阅读参考。
商务英语谈判技巧：谈判对话Dialogue 1A: Is there any way you can cut us a better deal on your wholesale price for this order?B: We did the best that we could to give you a low price. Did you get our latest estimate?A: Based on the estimate you gave us, by the time we figure in transportation and other expenses, our profit is shot. With the offer you’ve given us, we’re making next to nothing. Can’t you do any better?B: I’ve already given you a discount of 20% off of what we normally charge… if I go any lower, we’ll have loss on the project.I really want to work with you on this, but we’ve already gone as low as we could go.A: To be honest… Our budgeted cost can’t exceed more than $150 dollars per unit. That’s our bottom line. If you can meet that price, you will get a deal. Otherwise…B: I’ll say that… I’ll go over the numbers again with our fina ncial team and see what I can do. I can’t give you any guarantees, but I’ll try.Dialogue 2A: You’ve got the email with all the specifications for the project from us, we’ll be accepting bids until noon on Tuesday, if you have any questions in the meantim e, please let me know…B: Actually, I do have a question. We’d like to know whatyou had in mind for a budget on this project. We’re hoping to put together a really competitive bid, but at the same time, we’d like to hit your target price too.A: I understand, but unfortunately it is our policy not to disclose our bottom line. You can be assured that price is a weighty consideration when we review the proposals, but we also take other elements into consideration, including design and practicality. We also give weight to the reputation of the submitting company.B: Do you have any price range? Is there any way you can give me some ideas of which direction to go, or how high is too high?A: We are just looking for a reasonable price according to the specificat ions in our project blueprint. That’s all I can say.安格英语老师认为学会迂回是谈判中非常重要的一项技能，而选择何时亮出自己的底线也需要大家在职场中多年的实践和学习才能够灵活地掌握。
国际商务谈判(英文)chapter10 Negotiation Strategies
(14)Straw Man
(15)Turnabout
(16)Use of Power
8
10.3.2The Accommodation Strategy
(1)Face-Saving (2)Identification (3)Take the Lead Oar (4)Take Reasonable Actions
6
10.3 Developing Your Negotiation strategies 10.3.1 The Competitive Strategy (1)Alternatives to Settlement (2)“Anything But That” (3)Bluffing (4)Bringing in the Media (5)Creating Deadlock (6)Diversion/Distraction (7)Done Deal (8)Good Cop/Bad Cop
11Leabharlann 10.3.5 The Avoidance Strategy (1)Negotiate Money Issues First (2)Negotiate Non-Money Issues First (3)Refuse to Combine Negotiation of Related
Disputes (4)Walk Out of the Negotiation (5)Withdraw an Issue (6)Switching Strategies
3
Contents
1 Improving Negotiation Skills 2 Strategic Considerations 3 Developing Your Negotiation strategies
商务谈判英文对话_谈判技巧_
商务谈判英文对话国际商务谈判大多用英语进行，而谈判双方的母语往往又不都是英语，这就增加了交流的难度。
在这种情况下，我们要尽量用简单、清楚、明确的英语，不要用易引起误会的多义词、双关语、俚语、。
下面小编整理了商务谈判英文对话，供你阅读参考。
商务谈判英文对话：二人对话第一场：Dora Smith是一位美国的健身用品经销商，此次是Nancy作为公司的采购部主管，第一回与他交手。
就在短短几分钟的交谈中，Nancy既感到这位大汉粗犷的外表，藏有狡兔的心思——他肯定是沙场老将，自己绝不可掉以轻心。
双方第一回过招如下：N: I'd like to get the ball rolling by talking about prices.D: Shoot. I'd be happy to answer any questions you may have.N: Your products are very good. But I'm a little worried about the prices you're asking.D: You think we about be asking for more?N: 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.D: That seems to be a little high, Mr. Nancy. I don't know how we can make a profit with those numbers.N: Well, if we promise future business - volume sales - that will slash your costs for making the Washing-machine, right?D: Yes, but it's hard to see how you can place such large orders. How could you turn over so many? We'd need a guarantee of future business, not just a promise.N: We said we wanted 1000 pieces over a six-month period. What if we place orders for twelve months, with a guarantee?D: If you can guarantee that on paper, I think we can discuss this further.N: Never mind!商务谈判英文对话：对话(1)A: I don’t believe we’ve met.B: No, I don’t think we have.A: My name is Chen Sung-lim.B: How do you do? My name is Fred Smith.A: 我们以前没有见过吧?B：我想没有。
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国际商务谈判技巧英语篇一：商务谈判技巧英文英语商务谈判的语言技巧美加电话英语认为随着现在社会的发展以后英语学者面临着谈判也随着发展的需求而增加，在谈判中很多英语高手都会手忙脚乱，如果大家按照小编我说的以下方法去仔细的细分出自身行业中的英语，那么在盼盼的时候你就是高手。
1．英语商务谈判的词汇选择英语商务谈判中，对于语言的选择很有讲究。
首先是词汇上的选择，要求有以下几个原则：简洁性的词汇英语商务在词汇上的选择首先要注意简洁性。
商务词汇的应用及生活中英语不一样，及文学上的词汇选择更不相同，不需要很多的修饰和夸张手法。
英语谈判中所选择的词汇尽量端正、简练、清晰，不使用繁复、模糊的词汇。
精确性的词汇其次英语商务谈判中的词汇选择要注意精确性，尽量避免歧义的产生而导致对方的不满和不理解。
同时也不要为了表现谈判者的英语水平而使用英语方言、英语俚语、英语谚语、双关语、洋泾浜语等。
少用表示情感的词汇在商务英语的谈判中，尽量少用修饰词或者带有感情色彩的词汇。
因为谈判语言的要求是实事求是，而感情色彩的词汇往往让人觉得虚假和不可信，甚至有吹嘘的嫌疑。
结果是令人反感。
相反，事实和陈述数据的利用往往能确切地反映出某种商品的特点，而且更具有说服力。
2．英语商务谈判的句型结构除了英语商务谈判的词汇选择之外，句子结构的选择也非常有讲究，而且有些句型结构是可选的，有些句型是一定不要选择或者尽量避免的。
可选的句型结构1)条件句的应用条件句型在英语里按其意义可分为真实条件句和非真实条件句两大类。
真实条件句所表示的条件是事实或者在说话人看来有可能实现的事情。
商务谈判者在商务谈判中，通常要选择真实条件句来表达。
恰如其分地掌握和运用条件句，是谈判成功的重要因素之一。
此外，虚拟条件句的运用可以表示委婉语气。
通常情况下，表示请求、咨询、否定等口气时可以使用。
这样可以避免发生令人不愉快的事件。
（2)疑问句的应用比起陈述句，在英语商务谈判中的疑问句的使用会更加频繁。
既可以表示对对方意见的尊重，也可以获得对方的好感。
其中设问句也可以经常使用，主要是为了引起别人注意，故意先提出问题，自问自答。
2)避免感叹句的应用感叹句有多种表现形式，有时一个单词、短语或一个词组也可成为感叹句。
3．英语商务谈判的修辞委婉修辞的使用随着时代的发展委婉语的使用越来越频繁，而且应用的范围越来越广泛，委婉语体现了模糊表达的特点。
在英语商务谈判的特定语境中，模糊用法不会引起歧义或造成交际障碍，只是扩大了禁忌语的指称范围。
使用委婉语言可以达到淡化感情因素的目的。
保守修辞的使用保守的修辞也可以称为含蓄的修辞。
保守的表达可以让对方觉得谈判者有诚意，含蓄也可以表示双方的地位平等，在英语商务谈判中起到激励的作用。
此外保守的修辞方式还有声东击西和无声胜有声的作用。
为了体现自己方的优势，能在交易中获得一定的利益，有些谈判者会表现其商品的优点和取得的成就等。
但这种方式会给对方留下急功好利的坏印象。
因此，在英语谈判中，含蓄的陈述方法避免出现这样的事情发生，并显得沉稳和成熟。
第三方因素在英语谈判中尽量避免直接及对方提到第三方，而且同第三方进行对比是不合适的。
这往往给人感觉是有意贬低他的行为，同时也会令对方认为出言者缺乏基本的道德品质，并留下不顾及他人面子的印象。
美加电话英语小编建议大家多看看经贸英语，经贸包含了合同谈判等这些英语事项，对于新手和高手都有很大的用处。
篇二：商务谈判中的英语技巧商务谈判中的英语技巧及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及我们合作。
“to tell you the truth”，“i’ll be honest with you?”，“i will 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，“we would accept price if you could modify your specifications．”我们还可以说：“if i understand you correctly, whatyou are really saying is that you agree to accept our price if we improve our productas 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 aboutyour campany?”“what 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?” iii 使用条件问句用更具试探性的条件问句进一步了解对方的具体情况，以修改我们的发盘。
典型的条件问句有“what?if”，和“if?then”这两个句型。
如：“what would you do if we agree to a two-year contract?” 及“if we modif your specifications, would you consider a larger order?”（1）互作让步。
只有当对方接受我方条件时，我方的发盘才成立。
（2）获取信息。
（3）寻求共同点。
如果对方拒绝，可以另换其它条件，作出新的发盘。
（4）代替“no”。
“would you be willing to meet the extra cost if we meet youradditional requirements？”如果对方不愿支付额外费用，就拒绝了自己的要求，不会因此而失去对方的合作。
篇三：商务谈判中英语的重要性--2014商务谈判中英语的重要性中国自加入wto，我们及外商的直接接触日益增多，国际商务谈判的重要性中国来说对不言而喻，谈判双方在追求利益最大化的过程中，对谈判人员提出了更高的要求。
由于不同文化差异及政治、经济特征的影响，各国的谈判人员的思维方式、群体观念以及谈判态度是不同的，因此，必须正确认识国际商务谈判中存在的文化差异、地域差异以及谈判态度的差异。
内容摘要作为专门用途商务谈判中英语的重要分支，商务英语有其显著的语言及谈判特点。
本文从商务英语在谈判中的角度，分析了其商务语言的重要性、语言说服技巧、商务谈判的商务文化意识体现和谈判对手的各种情况。
关键词：商务英语说服技巧谈判文化体现商务谈判中英语的重要性一、前言在全球经济一体化迅猛发展的背景下，跨国商务活动日渐增多，商务英语也日益受到人们的广泛重视。
英语目前是国际通用语，运用英语进行谈判也成了国际惯例，商务英语在谈判过程中特别是在对外的商务谈判过程中，能够很好的交流，大家相互交流中都能够读懂对方的意思，是最锋利、最基本的一样武器，如果没有这样武器，还没有上阵你就先败了下来，掌握好商务英语是你步入涉外商务谈判的门票。
因此，一个涉外商务谈判人员不仅要熟识谈判原则、相关法律和商务业务，还要熟练掌握一些谈判技巧，准确地运用一些语言策略，即灵活运用语言的表达手段和技巧等来完整实现自己预期的谈判目标。
二、商务英语谈判中增强说服效果的技巧（一）做好说服准备每个谈判者的利益、兴趣各有不同，我们应认真研究分析谈判对手，把握其参及谈判的主要目的和实际利益所在。
这就要求我们在谈判之前做好充分的准备，清楚对方的文化背景、兴趣爱好、行为习惯及工作业绩等。
此外．我们还应了解竞争对手的情况．广泛收集第一手资料，制定出合理的谈判目标，做到?知己知彼．百战不殆?。
比如：在进行价格谈判时，卖方就要提前掌握买方的资金状况及市场的供需状况，了解买方所能承受的价格，同时还要明确市场，不同类品的价格，做到有的放矢。
如果买方并不在乎价钱的高低，而更注重的是产品的内在含义。
比如：?bmw?这三个字母是由baverishe motoren werkr德国巴伐利亚汽车公司的名称缩略而成，将其泽成?宝马?使中国消费者联想到日行千里的宝马，将汽车的性能及宝马的特性联系在一起。
商品名称翻译具有身份重要的现实意义．即是翻译后的名称准确贴切．不失源语名称的艺术性和商业性．达到广泛宣传和促销商品的目的；同时也具有丰富的理论意义，即能够拓宽语言学研究空间．丰富语言学的内涵．而且能够促进语言理论研究及实际应用的有机结合。
只有善于揣摩消费者的消费心理．尊重民族文化习惯，恰到好处地运用商标翻译的各种方法和技巧．才会使翻译后的译名在商业战争中独领风骚，促进消费。
一个好的商品，加上一个好的译名，无异于锦上添花。
质量，那么卖方一直强调自己的产品价格低廉反而会使买方怀疑产品的质量。
甚至放弃购买意向。
（二）建立良好关系当一个人考虑是否接受他人意见和建议时，一般情况下，总是先衡量他及说服者之间的熟悉程度和友好程度。
如果相找一个对他有影响力的人来说服他，谈判巾亦是如此。
如果双方这一点我们都有体会．当我们遇到了比较顽固的人时，通常会相互融洽．相互信任。
对方就比较容易接受你的意见。
这一点我们都有体会．当我们遇到了比较顽固的人时，通常会找一个对他有影响力的人来说服他，谈判巾亦是如此。
如果双方的关系僵化．情绪对立，或曾经有过不愉快的交往，此时想要说服对方无异于徒劳。
因此有许多谈判者在进入正题之前会和对方寒暄几句．或根据对方的喜好提供相应的饮品，如果相互之间熟悉的话，还可聊聊彼此的家人，互赠一些小礼物等。
这些细微之处的作用不容小视，很多成功商人赢就赢在了点滴之巾，它会使对方消除戒备心理，拉近彼此的距离，互相增加好感。
（三）改变谈判观念人们对于谈判的传统观念是在谈判中必然有一方取得了绝对的胜利，另一方绝对失败。
在谈判中，谈判各方都习惯性地为尽力维护自己的利益而保持坚定的立场，因此妥协就成为获取更大利益的砝码。
不到这样的机会出现各方是不会轻易让步的。
即谈判一方在尽可能取得己方利益的前提下，使对方的利益得到一定的满足．在谈判巾应努力挖掘各方利益相同的部分，再通过共同的努力将利益的?蛋糕?做大。
一味地关注自己的利益．要求对方完全接受自己的观点是不正确的，也是不现实的，应强凋互相合作、互惠巨利的可能性，从而激发对方在自身利益得到认同的基础上接纳你的意见和建议。