商务英语谈判Module One(Project 1-5)[精]
商务英语谈判情景对话(5篇)
商务英语谈判情景对话（5篇）商务英语谈判篇一Business NegotiationA: The seller Miss su representingKai ya Chocolate Manufacturing Co.LtdB: The buyer Mr.zhou representing zhong shang supermarket.A: Good morning, Mr.Zhou.Glad to meet you.B: Good morning, Miss su.It’s very nice to see you in person.A: How are things going?B: Everything is nice.A: So, what’s the topic of today’s meeting?B: Ok, after the last talk, we appreciate you price very 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: can you make it earlier? May be in March, our customer is eager for them.A: All right.Let me have a check, oh!There are some steam vessels available to your port, so we can make it in March.B: Good!By the way, when can I expect to sign the S/C?A: Mr.Zhou, would it be convenient for you to come again tomorrow morning.I’ll get the S/C ready tomorrow for your signature.B: That’s fine.See you Su.A: See you and thanks for coming, Mr.Zhou.常用商务英语谈判对话开场介绍篇二常用商务英语谈判对话:开场介绍篇编辑:Smart(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。
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%。
商务谈判unit1
• Win-lose: I win, you lose • Win-win: Opportunities for both parties to gain
9 1-9
Interdependence
– Negotiators must be versatile in their comfort and use of both major strategic approaches
– Negotiator perceptions of situations tend to be biased toward seeing problems as more distributive/competitive than they really are
– Zero-sum or distributive – one winner – Non-zero-sum or integrative – mutual gains situation
11 1-11
Alternatives Shape Interdependence
• Evaluating interdependence depends heavily on the alternatives to working together
could attain on his or her own • To resolve a problem or dispute between
the parties
4 1-4
Approach to the Subject
Most people think bargaining and negotiation mean the same thing; however, we will be distinctive about the way we use these two words:
新编剑桥商务英语(中级)Module_1
Useful language from Module 1Wordlistattend flextime networking shift work company freelance part-time socialising consultancy group produce specialise in control in charge of report to success deal with involved in responsible for teleworking department job-sharing run tempingExpressionsDo you two know each other already?Have you always lived in...?How do you do?How do you know him?I deal with...I specialise in...I usually report to...I work for...I'd like to introduce you to...I'm in charge of...I'm involved in...I'm responsible for...Is that something you might be interested in...?Is this your first time at...?May I join you?Nice to meet you...Please to meet you too.So have you enjoyed...?We were both at (name of company) together.We've spoken on the phone a few times.Would you like a...?Yes, it was very interesting.You've a colleague of..., aren't you?Module 1.1 Ways of workingDifferent ways of workingV ocabulary1 Put students into pairs or small groups to discuss how they work most effectively.AlternativeIf you teach pre-work learners, write this list of questions on the board to help them discuss the points more easily:How do you study English most effectively?By working... - at the same time every day/ at different times of the day?- early in the morning/ late at night?- on your own/ with others?- at home/ at your place of study (school or college)?2 Students match the terms to the definitions. If you teach students who are in work, or perhaps also work part-time, ask if any of them are familiar with these ways of working, eg ask them:Would it be possible to telework in your job?How would you feel about job-sharing?Have you ever suggested to your boss the idea of flextime?Answers1 F2 H3 A4 G5 C6 I7 D8 EPronunciationRead the following words aloud and ask students to underline the word stress or stressed word: freelance, teleworking, consultancy, flextime. Afterwards, drill the students and make sure they can pronounce the words properly. Note also that two-part words like job-sharing, shift work, part-time,hot-desking carry virtually equal stress in both words.ExtensionAsk the class which ways of working they would like to try.3 Students match the comments to the different ways of working.Possible answersFreelance, temping, consultancy:It's great because I'm my own boss but I still get to work with lots of different people.Teleworking:It can get a bit lonely at times. And I miss my colleagues and all the office gossip.Job-sharing:When one of us wants a week off, the other person does a few extra days so it's fairly flexible.Shift work:The only problem is sleeping. Your body never knows if it's night or day!Part-time, teleworking:My children are at school so it lets me spend more time with them.Temping:I like it because it's only for a couple of months and I'm saving my money to go round the world.Hot-desking:I wish I had my own space. I have to carry everything around in my bag and sometimes there's nowhere to sit.4 Put students into groups to discuss more advantages and disadvantages. If time is short, give each group one way of working. Collate their ideas on the board in a table as shown below.Possible answersPossible Possibleadvantages disadvantages freelance you choose the job no job security teleworking organise your work you need to be good time at self-organisation job-sharing more free time need to coordinatewith other person shift work gives you your days tiringfreepart-time more free time less money temping lots of variety hard to progressyour career consultancy well paid no job security flexitime good for work-life not good for peoplebalance who like routine hot-desking saves the company disruptive tomoney employeesHow to job-shareReading5 Ask students to read the whole text before they put the headings with the correct paragraphs. Tell them that they won't need to understand every word to complete this reading task.Answers1 Open your mind2 Plan for disaster3 Get organised4 Set your limits5 Put pen to paper6 Don't feel guilty7 Two become one 6 Students can discuss these two questions as a class. Refer them to the Exam Success tip about question 6.Extension 1Put students into pairs. Student A is the employee and Student B is the employer. Tell them to imagine Student A wants to start job-sharing with another colleague. They must try to convince their employer that it is a good idea and mention the advantages. Student B should be skeptical and mention disadvantages. Set a time limit of three minutes for each conversation. Then students change partners and swap roles.Extension 2After reading the Exam Success tip, ask students to think of possible questions in pairs and then write everyone's ideas on the board. Finally, you can ask students to work in pairs. One student pretends to be an examiner and ask some of the questions. The other student tries to answer them. At this early stage of the course, focus on the positive aspects of their responses in your feedback. The main aim is for students to be introduced to the idea that they will have to be able to talk on many different areas of business in the exam.Working from homeListening1) 1.1 You may need to play the recording twice for students to listen and take notes.Answers1 Have a timetable and stick to it.2 Advantages:- you spend more time with the children- more flexibility- the company saves money on office space- no commutingDisadvantages:- sometimes you work in the evening- you miss people and office news.1.1 Listening scriptI=Interviewer M=MichelaI OK, Michela. You work from home now. Can you tell me about a typical day?M Sure, I always get up around seven and the first thing I do is get the kids ready for school. I take them at eight thirty and then I always start work at nine.I Do you ever have a day where you decide to have the morning off and start work later?M No, you can't do that. It's important with home-working to have a timetable and stick to it. If you end up watching TV or doing the cleaning then it isn't for you. So I have lunch at twelve and finish work at two thirty to get the children.I Was that why you gave up your office job?M Yes, I wanted to spend more time with the children. It gives me more flexibility. Sometimes I need to work in the evening but usually it isn't a problem.I So how long have you been doing this kind of work? M For about five years. I've been with the same company since I left school, but with the Internet and technology it's easy now to be at home.I So your employer doesn't mind.M No. It means the company saves money on office space and as long as I get the work done, they're happy. Sometimes I still go into work to meet clients and so on. For example, I'm going in nearly every day this week because we have visitors from another company and I can't really invite them over to my house. Besides, it's nice to go in every so often. I like to see people and catch up on the gossip and the news with my colleagues.I miss that side of going into work every day.I Is there anything else you miss?M Ermm. No, not really. And I'll tell you what I really don't miss and that's having to spend two hours commuting on the bus and train every day...2) 1.1 Play the record again. Students complete the notes.Answers1 7:00 - get up, get the kids ready8:30 - take kids to school9:00 - start work12:00 - have lunch14:30 - finish work2 She's been with her current employer since she left school, but she's been home-working for five years.3 She's going to the office every day to meet visitors.Present tensesGrammar3) Students match the sentences to the explanations. Tell them that the sentences come from the listening. Answers1 B2 D3 A4 C4) Students name the tenses in exercise 3.Answers1 Present simple2 Present perfect continuous3 Present perfect simple4 Present continuousPhotocopiable activity 1.1See page 1605) Refer students to the Grammar Tip and clarify that state verbs are usually in the simple form. As students write the verb forms in the text, refer them to page 128 in the Grammar Reference at the back of the Student's Book.Answers1 need2 communicate3 have escaped4 have been working5 have been6 'm working7 answerA mini-presentationSpeakingRefer students to the Exam Success tip. Make sure students realise that the task is similar to Part Two of the Speaking Test. This exercise gives students the opportunity to bring together many of the ideas and vocabulary looked at in the module so far. Working in pairs, each student prepares a mini-presentation based on A or B. Refer students to the previous reading and listening from this module to help them prepare ideas. Then students give their presentation to each other. Note that in the exam the length of these presentations is about one minute so you could set this as a time limit. Make notes on any problems with vocabulary and give feedback.You could ask any students giving especially good presentations to present to the class. This will help to model what is required for the exam.Module 1.2 Making ContactsJob responsibilitiesVocabulary1 Ask students to underline the correct preposition before they start speaking in pairs.Answerswork forresponsible forreport tospecialise ininvolved indeal within charge ofAlternativeFor pre-work or unemployed students, make copies of the business cards on page 161 and give one to each student. They imagine they have the job on the card and make sentences with the expressions.2 This exercise encourages students to use the third person form of the verbs in exercise 1.AlternativePre-work learners can describe people or friends they see at their place of study.3 Students with work experience can tell the rest of the class their response to this question. If no students formally "network" in your class, ask students why they think networking is important.Possible answer"Networking" is the skill of making contacts and can help people progress in their career through knowing the "right" people. The skill is important in areas such as sales where you need to develop relationship with potential customers.Life's all about making connectionsReadingStudents read and choose the best answer. Ask them to compare their answers with a partner.Answers1 A2 A3 C4 C5 B6 A7 B8 C9 A 10 C5 Ask students to underline the parts of the text which tell you where people network and the reasons why. Then ask students to give their answers and discuss the second question as a class. AnswerPeople network at:- conferences- trade fair events- coffee breaks- formal "networking" eventsThe reasons are:- to help people maximize their potential- to get to know other people- for people with little experienceStarting a conversationListening6 1.2 Students listen and match the conversations to the locations.Answers1 C2 A3 D4 B1.2 Listening scriptConversation 1R=Richard W=Woman M=MarekR Hello?W Hello, Richard. I'd like to introduce you to Marek.R Oh, yes. Hello, Marek. How do you do? Nice to meet you at last.M Hello, Richard. Pleased to meet you too.W Oh, do you two know each other already?M Well, we've spoken on the phone a few times.R But we've never actually met. Anyway, take a seat. Would you both like a coffee?Conversation 2A Would you like a coffee?B Oh thanks.A Milk?B Yes, it was very interesting. The first speaker was particularly good.A Is this your first time at one of these events?B Yes, it is. And you?A No. I've been coming for years. The company pays and if the location is good then I come. I remember the best year we had was in Monaco...Conversation 3M=Marie W=WomanM May I join you?W Sure.M You're a colleague of Martin Obach, aren't you?W That's right. He works in our Barcelona office. How do you know him?M We were both at Elcotil together. He left about a year before me.W Oh, are you Mandy?M Marie.W Marie. That's right. Sorry, I knew it began with an M. Yes, Martin said you were doing this course and that I should say hello...Conversation 4A Well, this is nice.B Well, it's quite simple but the food is very traditional and it's popular with the locals. On Sundays I often bring the family here.A That's nice. How many children do you have?B Two. Twins. A boy and a girl. They've just started school.A Wow. Twins.B And you?A No, not yet. And have you always lived in Lille?B Yes, most of my life. I worked in Paris for a while and in your country, of course. But all my relatives are here. What about your family?A Oh, they're spread out. I see my parents from time to time but my sister lives in Norway with her husband so we don't get together much. Anyway, I know your company is looking for a partner on this Thai project.B Yes. Is that something you might be interested in...7/8 1.2 Students match the expressions to the responses and then check by listening. If they find the first stage difficult, they can do the matching task while they listen to the recording.Answers1 D2 I3 C4 J5 A6 E7 K 8 L 9 F 10 G 11 H9 Students practice the expressions and reponses in a controlled way. Note that the student with the book closed doesn't have to give exactly the same response as those in the book. Write any good examples of responses generated by students on the board after- wards to share with the rest of the class. 10 Typically students will suggest topics like weather, travel, countries, work and language. However, note that with some cultures, topics such as politics, religion or family may not be appropriate. If you have a class with students from many different cultures or experience of travel, open this up for discussion and draw on students' experiences of dealing with different cultures.Developing a conversationSpeaking11 Before you begin, give students time to study the flowchart. Elicit from them the type of expressions they might use at each stage of the flowchart. If possible, clear space in the classroom for students to walk around and simulate networking with each other. If there isn't space, students could work in pairs and follow the flowchart.Photocopiable activity 1.2See page 161.Business correspondenceWritingThis first writing section provides a general overview of different correspondence and will help students with Part One of the Writing Test in particular.1 Give students a time limit of 10 minutes to answer the questions.Answers1) The email and post-it note are not related to her work.2) The memo and the letter are formal because they are giving information and replying to a customer with a complaint. The language uses quite long and fixed expressions.3) The memo is "internal communication" because it was sent within the company. Everyone in the company received a copy of it.4) The memo uses the T0/From/Date/Subject headings. It doesn't require an opening salutation line (Dear...) or closing salutation (Best...Yours...). Memos often have only one paragraph.5) Tel./asap/@/RE2 Refer students to the Exam Success tip. Ask them to complete the table using words from the correspondence in exercise 1. The table will givestudents a very useful reference for further writing during their course.Answers1) I am writing to...2/3) Further to our previous meeting/ With regard to your letter dated...4) how about5) I would like to apologise for6) I'm sorry that...7) we are pleased to8) Unfortunately9) Can you10) Do you want me to11) May I remind you...12) Don't forget13) we look forward to working with you...14) See you soon15) Yours sincerely3 Tell students that this exercise is typical of a question from the Writing Test. If they do the task in class, you could put them into pairs to write it together.Note that the memos must be very succinct to have only 40-50 words and that the To/From/Date/Subject heading is not included in the word count. Typically, students will find it hard to keep within this word count and make their ideas short and simple. Students will find it helpful to use the memo on page 12 as a model.Possible answerTo: All StaffFrom: (Name of student)Date: 25th JulySubject: Parental LeaveFurther to our previous meeting, I am pleased to confirm that parental leave for fathers has been extended to three weeks. The new system will come into operation as from 25th September. May I remind you that your managers will require one month's notice?Module 1.3 Speaking Test: Part OneExam FormatRead the opening description of this part of the exam with the students. Refer students to the Exam Success tip. Exam Practice1 This exercise looks at some typical mistakes that students make in the first part of the exam.AnswersA Yes, I think English...B ...I'm interested in marketing.C I'm from...D I'd like to work...E Actually, I'm just finishing my degree...F For about six years.2 Students complete the conversation with corrected answers O-F.Answers1 O2 C3 E4 B5 D6 A7 F3 To set this up, the student playing the part of candidate can close their book and answer the examiner's questions in exercise 2 in their own words. Refer students to the Learning Tip which suggests that students record and self-evaluate their performance. If possible, record them in the classroom and let them listen and note any common errors.4 In the opening part of the Speaking Test, the examiner can also ask general questions about business topics. Refer students to the Exam Success tip. Note that these questions don't rely on specialist knowledge and pre-work students should be able to respond as well as in-work students. Let students read the topics and briefly discuss with the class how difficult they would find these to give a short comment on. If any students look concerned about the topics, point out that the Student's Book covers all of these (and more) both in terms of content and language.5 1.3 Play the extract from the speaking test. Answers / The examiner asks about:- business in your home town or country.- present and future changes in working life.1.3 Listening scriptE=Examiner C=CandidateE And where do you live exactly?C I'm from a small town in northern Switzerland, but at the moment I'm studying for a business degree so I live in Zurich.E What types of business are most successful in your town?C Er, well, I suppose that tourism is quite important to the area and there are many small farms of agriculture also. Zurich, where I study, is more famous of course for banking and financial services.E How is working life changing in your country?C Sorry, can you repeat the question, please?E Yes, how is working life changing in your country?C I think that more and more people are moving to the cities or they are commuting in every day. In my opinion, the biggest change has come from technology - but then that's probably true everywhere, not just in my country...6 1.3 Students listen again and complete the gaps with phrases which will be useful for the speaking test. Answers1 I suppose that2 can you repeat3 I think that...4 In my opinion7 In pairs, students prepare questions they think an examiner might ask on the topics in exercise 4. Students take their questions and work with another partner. Each student takes turns to ask and answer the questions.Possible questions1) What kind of business is very important in your home town?2) Do you think English will continue to be important for business in the future?3) Which technology has had the biggest effect on business in recent years?4) In what ways do you think working life will change in the next ten years?5) If you had a choice of working training, what would it be? Why?6) How effective is selling over the phone?Exam Self-check8 Students can grade themselves in exercise 7 using the Exam self-check. An alternative is to put the students into groups of three so that one student is listening to the interview and marking the candidate with the Exam self-check. Students then change roles so that the interview is repeated three times. ExtensionNow that students have practised the first part of the Speaking Test both with personal information questions (in exercise 3) and further business related questions (in exercise 7), they can repeat all of Part One of the Speaking Test, both as examiner and candidate. They will find it helpful to refer to the Useful expressions summary at the bottom of page 15 and, again, they can use the Exam self-check in exercise 8 to evaluate their performances.。
商务英语口语情景对话100篇（前30篇）
商务英语口语情景对话100篇（前30篇）商务情景对话（共30篇）Table of contents 目录1 Faxes传真2 Telephone Calls3 Making Telephone Appointments预约4 Memos备忘录5 Business Correspondence商业信函6 Placing an Order下订单Office Talk办公室谈话7 CoWorkers同事8 Bosses老板9 Brainstorming集体讨论10 Commuting乘公交车上下班11 The Working Lunch工作午餐Business Trip商务旅行12 International Business Travel国际商务旅行13 Dressing for Business商务着装14 Hotel Situations旅馆情景15 Negotiating the Subway乘地铁Client Reception接待客户16 Receiving Clients接待客户17 Entertaining Clients招待客户18 Accommodating Foreign Clients接待国外客户19 Factory Tours参观工厂Business Communi zations商务交流20 Personal Introductions个人介绍21 Small Talks聊天22 Defivefing Bad News传达坏消息23 Polite Questions礼貌提问24 Farewells道别Negotiation谈判25 Clarifying the Stakes说明利害关系26 Making Concessions做出让步27 Discussing the Bottom Line讨论底线28 Accepting and Confirming接受和确认29 Hard Bargainers VSSoft Bargainers强硬的对手和温和的对手Company Organization公司结构30 CEO执行总裁1 Faxes传真Dialogue oneM: Can you have the briefs from the Anderson firms lawyer on my desk by tomorrow morning. There are quite a few very time sensitive matters with this case. I'm afraid I can't wait any longer.F: Getting those Andersons briefs has been harder than you can imagine. I have to try to contact their lawyer many times, but every time I call his s ecretary says he’s in a meeting or out of the office or away on business. I am beginning to think he is trying to avoid me.M: That's highly possible. He knows if we miss our filing deadline, we don’t stand a chance to compete against them for the bid. Try to get a hold of him again. Give him a call and see if he can fax them first thing.F: What if I can't speak to him directly?M: Ask his secretary to fax them. Its the same thing. Have them faxed over with a copy also faxed to Martin’s off ice.F: How do I find Martin’s fax number? Is he in your rollerdesk?M: No, but you can also call their office and ask the secretary to give you their fax number. I’ll email you their office number later today.F: Ok, I'll get on it first thing.M: Be sure you do, I need those briefs ASAPDialogue twoM:Did you put this morning's faxes on my desk?I'm waiting for some urgent faxes from headquaters,I'm pretty sure they came in last night.F:Evething came in the office fax machine last night is all on your desk,but I noticed that some of faxes came through pretty blurred,maybe you take a look at them,if the copy is unreadble,I'll call then and ask them to refax.M:,you're going to have to call them and get them to being refax,these copies are so dark,I can't make out meaning of the words.F:What about that one?M:This one?This one is so light and I can neither read it,how can I being?F:You know I think the fax machine is out of toner,I can change the toner condition,that should solve the problem.M:Yes,but this would have to refax it well,and look there's about 3 pages missing,it looks like the fax machine eight-half my important faxes,and ones are made throwed are so blurred or too light and unreadable.F:I guess the fax machine is out of paper too,don't worry,I'll have someone look at it this afternoon,andthe meantime,I'll have your documents refaxed to our other fax machine.2 Telephone CallsDialogue 1A:Hello,thank you for calling Bradford and Sons. This is Tracy speaking,How may I help you?B:Hello.I would like to speak to your director of human resources,Ms.Jenkins,Please.A:Just a moment.I'll check to see if she is at her desk.May I tell her who is calling?B:This is Bill Burton from Milford Insurance,I'm calling to regards to our meeting next Tuesday.A:Thank you,Mr.Burton.Can you please hold for a moment?I'll check to see if she is available.B:No problem.A:I'm sorry,Ms.Jenkins is away from her desk.She has already left for lunch.Would you like to leave a message for her?B:Yes,please have her return my call when she returns to the office.It's best if she can get in touch with me before 3 pm today;she can reach me at my office number,635-8799.A:I'm sorry,I didn't quite catch that,could you please repeat the number?B:No problem,my office number is 635-8799,Tell her to ask for extension 31.A:I'm sorry,Mr.Burton,just to confirm,your name is spelled B-U-R-T-O-N,is that correct?B:Yes,and I represent Milford Insurance.A:I wil make sure Ms.Jenkins receives your message and returns your call before 3pm this afernoon.B:Thank you very much.Dialogue2A:Hello,Pasadena Inn,this is Sandy,how may i direct your call?B:I'd like to speak to someone about reservations.A:I can help you with that.what date would you like to make a reservation for?B:We'll be arriving May 12th ,but I would like to make reservations for penthouse.A:Oh,I'm sorry sir,I only handle bookings for our standard rooms.The person you need to speak with is Tony Parker,he makes all the arrangements for our executive accounts.Unfortunately,he's not here right now.Can I take your name and number and have him get back to you?B:When do you expect him back in?A:He'll be out all afternoon,he might not be able to return your call until tomorrow,Will that be alright?B:Yes.I suppose.My name is Sam Darcy.He can contact me at 660-843-3235.A:Could you please spell your last name for me?B:Sure.It's D-A-R-C-Y.A:Okay.Mr Darcy,and your phone number is 660-843-3233?B:That's 3235.A:Sorry!3235.Great.I'll have Tony call you first thing tomorrow morning.3. Making Telephone Appointments预约Dialogue oneM:Hello,Here Berton speaking,what can I do for you?F:Hello,Mr Berton,this is Jenny Jenkins of bradford and sons returning your call,I’m sorry y ou missed me when you called my office this morning,my sacretary said you called concerning our meeting next Tuesday?M:Yes Ms Jenkins,thank you for returning my call,I’m glad to finally get hold of you.F:I want to let you know I would not be able to make ameeting next Tuesday,I would be another town that day,is there any possibility we can move the meeting to Monday?M:I’m afraid I completely booked on Monday,what it would be Possible to postpone until you return?F:Oh,dear,I was carrying on taking care of our meeting before I leave,but I suppose I can shut off somethings,yes,we can arrange something,I will back Thursday morning,what about Thursday afternoon,would that work for you?M:That should be fine,shall we say about two o’clock?F:Perfect,I look fo rward to seeing you at two o’clock next Thursday afternoon,if you need to change the time,pls feel free to call me on myself phone.M:Thanks Burdon,I’ll see you on Thursday.Dialogue twoF:HelloM:Hello,is Doras available?F:This is Doras,who is calling please?。
国际商务谈判(英文)Unit 01 Making an Enquiry[精]
![国际商务谈判(英文)Unit 01 Making an Enquiry[精]](https://img.taocdn.com/s3/m/442646e7360cba1aa811da8f.png)
Making an Enquiry
Unit 1 Making an Enquiry
Introduction
An enquiry means to enquire about the terms and conditions of a transaction．In oral business negotiation， both the sellers and the buyers can make an enquiry．An enquiry is not only one of the most direct ways to get details about a product，but also an important beginning step in a business negotiation．
The more information you obtain，the more benefits you can get from the negotiation．
Unit 1 Making an Enquiry
Objectives
Know the important role in a business negotiation; Know how to make oral enquiries and the tactics of making proper enquiries; Have some knowledge of the information covered in different enquiries; Have a good command of words and expressions related to enquiry.
Unit 1 Making an Enquiry
商务英语灵活应用unit1-5新
UNIT1商业谈判英语01 买卖过招第一回What is important when being interviewed for a job?(1) Information about the company(2) Personal appearanceIs personal appearance important? (Why/Why not?)How do you prepare for job-interviews?What is the most important factor when you accept a new job？02 你来我往价格战1.Is self-confidence essential? (Why/Why not?)2.How are you getting along with your colleagues/ classmates?3.Is it important for the candidate to ask questions at the interview?4.What is important when selecting staff for promotion?(1)A ttitude to work(2)C urrent performance03 把手言欢，契定条款定合约1.What fo you think of the idea of working at home?2.Tell me something about your konwledge of company structureand systems.3. What will you do to further develop yourself/ career?/ What isyour plan in five years?/ What would you like to be doing in five years’time?04 远方来客，带来订单谈代工1.What is important when selecting applicants for a job?Work ExperiencePersonal Qualities2．Is technology useful to you in your work/studies?3.Do you have targets in different stages of your life? Have youachieved them? How do you make progress in achieving them? 05 鱼与熊掌，利弊得失细斟酌1.Is it important to consider opportunities for further promotion?2. What is important when preparing for a job interview?Studying the job advertisementFinding out about the company3. What kind of advice would you give to a new colleague joiningyour company?06 技术转移，互惠互利是基础1.What is important when dealing with complaints from clients?2.What is important when deciding whether to attend aconference?(决定是否出席一场会议时应该考虑什么？)Choice of Venue (地点的选择)Appointed Speakers (指定的发言者)07 争取代理，行销业绩显实力1.What is important when looking for a new supplier?(1) Delivery times(2) Discounts2.How important is it to have a career structure for employees?3.What is important when setting prices for new products?(1) Production costs(2) Competitors’prices08 独家代理，条件谈判要周详1.What is important when dealing with complaints from clients?(1) Offering an apology(2) Suggesting a solution to the problem2.What do you think about people wearing uniforms at work?3.What is important when developing new products?(开发新产品的时候应该注意什么？)Marktet Research (搞市场调研)Costs involved (相关开销)09 代理合约，限期佣金要细谈1.How can you prove your ability of selling?2.How to make a perfect marketing plan?3.How to develop the market?10 运筹帷幄，创造条件掌乾坤1.What are the advantages of learning a foreign language with workcolleagues?2.Do you think foreign language skills will continue to be useful forbusiness in the future?3.Would you like to take part in teamwork for developing program?11 是进是退，拿捏分寸细思量1.What is important when aiming for promotion?(1) Quality of performance(2) Company loyalty2.Talking about company growth, what can we focus on?(1)T urnover(2)P roduction(3)F actories3.How to put a new into new markets?UNIT2 国际贸易英语01 PRICE 价格01-a 市场价格要定位（1）You are at the airport to meet your colleague, Mr. Smith, for the first time. How would you introduce yourself to him?（2）What problems do you think there could be when selling products in another country?01-b 竞争价格最重要（1）Your friend, Mr. Davis, comes to Yangzhou for the first time.He asks you which place he should visit first. Which placewould you recommend?（2）What is important when designing a brochure?Having clear informationUsing picturesGiving contact details01-c 谈判价格要互让(1)You win take a 7-day holiday next week, but you cannot takeyour pet dog with you. How would you ask your Mrs. Bell for help?(2)what is important when delegating work to others?Clear instructionsChoice of person for02 Inquiry 询价02-a 询问资料来了解（1）You are at a business meeting with your boss in his office. You suddenly get a stomachache, and you just can’t stand it. What would you say to your boss to ask for leave?（2）Do you think a company benefits from holding conferences for his employees?02-b 电话跟进求效率（1）Jack, a foreign friend of yours, comes to borrow a book fromyou. You don’t need the book but you will need it the day after tomorrow. What would you say to him?（2）what is important when deciding whether to buy or rent office equipment?CostSpeed of technological change02-c 互惠条件显诚意（1）You are trying to finish the report assigned by your supervisor, but your colleague with whom you share theoffice is talking endless on the phone with a friend. Whatwould you say?（2）How important is location to success of a conference?03 Offer 报价03-a 还价立场要坚决（1）Mr. Smith, your boss, just found out you used the office phone to home once. He gives you a copy of the company policy and demands an explanation. What would you say to him?（2）How do you think students can benefit from seminars from a company?03b-还价立场要坚决(1) You’re doing some paperwork for your company, but yourcompany doesn’t work properly. Your friend, Mr. Smithhappens to have a portable computer. How would you ask him to leng it to you for two weeks?(2) What is important when producing marketing plan?Identifying target customersSetting a budget03-c 价格变动定期限（1）What do you usually do in spare time?（2）what is important when promoting a new product?Cost of productAdvertisingFree samples04 Market 市场04-a精打细算忌冲动（1）You are driving Mr. Cave, your client, to the airport, and are often stopped by traffic lights. You try to assure Mr. Cave he won’t miss his flight as you’ve off very early. What would you say to him?（2）Can you think of any things a company could do to help a local college? Why?04-b 携手合作打市场（1）Your friend Tom, comes to China for the first time, and he is surprised to see so many bicycles in the city. How would youexplain the phenomenon to him?（2）Would you prefer to have meetings face to face or through video conferencing?04-c时常低迷用策略（1）Linda, your friend, will hold a birthday party this Thursday, and you have already accepted her invitation. But your boss just told you must take a busyness trip abroad on Thursday. How could you explain this to Linda and make her understand why you are unable tomorrow（2）What areas of business would you like to have more experience of?05 sample 样品05-a 封存样品保品质（1）Your friend David, asks you to pick up his parents at the airport, since he has to travel to another city on business. How would you introduce yourself when you meet his parents at the airport?（2）How important do you think practical experience is for business student?05-b 样品种类要清楚（1）Your friend, Mr. Brown, is inviting you to a teahouse after work.However, you don’t feel very well, and you probably will go tosee the doctor after work. What would you say?（2）Do you think modern technology has affected the amount of business travel in recent years?05-c 谈成相对谈买卖（1）What’s your favorite sport?（2）Do you think it’s better to send one person or a team of people on a sales trip?06 Quality 品质06-a 品质保证有制度（1）Suppose that you were late for work today. When you hurled into the office, your boss, David was waiting for you for some important documents. What would you say?（2）Would you like to take a group of student visitors on a tour of your company?06-b 品质分析要谨慎（1）Your friend, John, is a chain smoker. You know that smoking kills. How would you persuade to stop smoking?（2）What kinds of information about a company would not be suitable for a group of student visitors?06-c 品质优异或青睐（1）Your friend, Tom, and you are chatting with other people in a bar. It is very late and you feel very sleepy. However, youdon’t want to leave him alone there since he is not familiar with the place. How would you persuade him to go back with you（2）what is important when preparing to go away on a business trip?Informing colleagues and clientsDelegating essential tasks07 Payment 付款07-a 精打细算谈付款（1）Mr. Louis, from France, is thinking about importing some silk from your company. You are meeting with him for the second time in hope of an order. You know you should impress him more with promised quality and reasonable price. What would you say?（2）do you think magazines are a good way to keep staff informed? 07-b 分期付款好商量(1) It is two hours before you are due to off work, but you have toleave now because your mother suddenly falls ill. How would you ask for leave? Your boss is known for his harshness towards his employee(2) what is important when choosing an employee promotion?Length of serviceMotivationPerformance07-c 赊帐付款更划算（1）Your boss asks you to take a business trip to Suzhou and asks Xiaoyang, your colleague, to take a trip to Yangzhou, your hometown. You would to know whether you could exchange with Xiaoyang, as you would like to go home to see your mother who hasn’t been very well/ How would you put it to your boss?（2）What are the advantages to companies of inviting business students to visit their offices?08 Placing Orders 订货08-a 定单及时好商量（1）You are at a restaurant in London now. You want to have a meal.What do you want to say to the waiter?（2）What is important when meeting foreign clients for the first time?Foreign language skillsKnowledge of cultural difference08-b 灵活处理保定单(1)You are having a chat with Tony, one of your western colleagues,about your weekend plans and asking him if he is interested injoining you. What would you say?(2)What kind of support can companies give to area where they arelocated?08-c 长远合作最可贵（1）Mr. Adams is inviting you to a dinner at a famous restaurant.You know, however, you have to go to your good friend’s wedding. How do you respond to his invitation?（2）what is important when planning corporate hospitality?Guest listType of event09 Packing 包装09-a 包装条件算成本（1）You are introducing your company to your new colleague, Mr.David. You find that he has somehow misunderstood you.How would you rephrase your statement?（2）Do you think sales people should be allowed to take their families with them on foreign trips?09-b 包装变动要声明（1）You are in a bank, and you think the balance of your savings is not right. What would you say to the bank clerk?（2）What is important when writing a newspaper advertisement fora job vacancy?Description of the workExperience needed ba applicantsthe task09-c 再三叮嘱防出错（1）Your next door neighbor, Tom, often plays noisy music at night.You find it very disturbing and want to talk to him about it.What would you say?（2）What is important when buying products on the internet?Safe payment systemWide choices of productsQuick delivery10Insurance保险10-a 保险种类要清楚（1）You have something urgent to report to your boss, Mr. Davis.However, he is talking to some else in the office. What would you say?（2）Your boss, Mr.Davis, is telling you what to do while you are traveling to the State. You are not quite clear about what he is saying. Hoe would you ask for clarification?10-b 投保选择很关键（1）One of your colleagues is changing jobs. What would you say to him?（2）Apart from promotion, in what other ways might a company increase sales?10-c 承保范围细思量（1）What difficulties are you find with your English?（2）What is important when organizing job interviews?Time availableNumber of interviewsPreparing questions11Shipping 装船（1）Do you think the skills people learn in one company are always useful in another company?（2）What is important when considering a job in anther country?Length of contractFinancial advantages of the jobAvailability of language training11-b装运时间很关键（1）How important do you think it is to speak the language of the people you are selling to?（2）Do you think magazines for customers are a useful marketing tool?11-c 精打细算省运费（1）What special qualities do you think a good sales person needs?（2）what is important when designing a company website?type of information to includedifferent language versions12Claims 索赔12-a 索赔通知要及时(1) In what other ways could the company promote the brand?(2) What is important when aiming to increase staff productivity?Offering bonusesCreating a pleasant environment12-b 理智回应求补救（1）Do you think advertising always increase sales?（2）What makes an advertisement effective?12-c 承认失误平风波（1）Mr. Adams has caught a bad cold and has a fever, so you go to his flat and suggest him go to see doctor at once. What would you say to him?（2）what is important when trying to attact new staff?Competitive wagesCompany reputationUNIT3 接听电话商贸英语01 入门句型（1）（1）Y our friend has just had a baby. You go to the hospital to see her. What do you say?（2）W hat is important when considering a career change?Further study or trainingOpportunities for future promotion02 入门句型（2）（1）W hat would you like to live?（2）T he manufacturing company you work for wants to improve contacts with a local business college. Talk forabout two minutes about some of the ways the companycould help the college and decide which two are best.Pay college fees for some studentsProvide work experience for studentsGive regular presentations at collegeGive guided tours of the company03 留言（1）Y ou have just spilled some coffee on a foreigner in a coffee shop. What would you say to him or her?（2）T he company you work for is going to send one employee to an English-speaking country for one monthon a sales trip. Talk together for about two minutesabout three of the employees and which one would bebest.Time with companyForeign LanguagesSales ExperiencePersonal Qualities04 难以通话（1）Y ou have just been given a promotion at work. How would you thank your boss?(2)The company you work for has invited a group of business students to spend a day in company. Talk about some of the things the company could arrange for the students and decide which three would be most useful.Tour of administration officesVisit to IT departmentLunch with personal managerVisit to production departmentMeetings with individual employees05 打错电话（1）Y our foreign friend Alice would like you to travel to Shanghai together on the weekend, but you have an important meeting to attend on Saturday morning. What would you say to her?(2)The company you work for wants to launch an advertisingcampaign to increase the sales of brand of sports shoes. Talk about some of the ways to advertise the product.06海外电话（1）Your colleague, John, has borrowed a very expensive book from you and when he returned it, it was in very poor condition with some pages missing. What would you say to him?(3)What problems do you think there could be when saling productsin another country?07长途电话（1）Y our colleague, Mr. Cook, is an American who has an eight-year-old child in America. One day he is very happy and shows you a picture of his little daughter. What would you say?(2) Do you think advertising always increase sales?08 问候和邀请(1)In a library reading room, most of the people are reading quietly; but a couple of girls keep talking and laughing among themselves. How would you express your annoyance?(2)What special qualities do you think a good sales person needs?09 深夜电话(1)You are about to leave home in hurry to catch a train, when oneof your former classmates calls from another city, what would you say to him or her?(2)Do you think there are advantages to a company in havingcontacts with a local college?10 致歉的电话（1）Y ou will take a 7-day holiday next week, but you cannot take your pet dog with you. How would you ask your friend for help? (2) You company is organizing a conference for sales managers working in its offices around the world.You have been asked to help plan the conference, discuss the situation and decide:What information you will need to send to sales managers before the conference.What activities you could organize to help people to get to know each other better.11 取消定位(1)How do you practice your oral English?(2)Your company has been asked to deliver a series of one-dayseminars to a group of business students to help them prepare for working in a large company. You have been asked to help with planning the seminars, discuss the situation and decide:What kinds of information it would be useful to know about the students?What the most useful topics would be.12要求饭店服务(1) What kind of weather do you like?(2) Your company is planning to introduce an internal magazine to keep staff informed of company developments. You have been asked to help plan the staff magazine.What type of information to include in the magazine?What type of staff should contribute to magazine?13叫出租车(1) You go to see Sam, your colleague, in hospital. He asks if it is too much for you to take over his work in the office. What would you say?(2)The company you work for is concerned about the amount of time staff spend traveling to meetings in other braches of the company, and is looking at the alternatives.You have been asked to make recommendations about introducing video conferencing.What the company needs to know about the meetings that take places at present.What the advantages and disadvantages of video conferencing might be.14. 预约（1）(1)Do you like your present job? Why or why not?(2)Your company is entertaining a group of foreign clients for threedays, including one non-working day.You have been asked to plan a programme for the visit.What kids of activities would be suitable for the visit?What kinds of activities it would be useful to know about the clients before finalizing the programme?15 预约（2）（1）You are having a chat with Tony, one of your Western colleagues, about your weekend plans and asking him if he is interested in joining you. What would you say?(3)Your company is sending a small group of employees awaytogether for three days to encourage them to work as a team. You have been asked to help plan this programme.What practical arrangements the company needs to make before the trip?Which work and leisure activities would be suitable for group?How to evaluate the success of the trip?16 投诉（1）Do you like traditional Chinese operas? Why or why not? （2）Y our company is planning to offer 30 hours of English language training to employees. You have been asked to help with the planning and organization of the training.How to encourage employees to take part in the training?What kind of schedule would be suitable for the training?17处理紧急事故(1)You are in an interview for a position of interpreter in aninternational company. How would you impress the interviewers?(2)The manufacturing company you work for has decided to offer atwo-week experience programme for a small group of students from a local college. You have been asked to help with preparations for this programme.What kinds of work experience the company might offer?How the participants should be selected.UNIT4 国际商务礼仪01 迎接买家的准备(1) Describe a boss who has greatly influenced you in your vocation?(2) Do you think businessman have enough time to relax themselves? And why?02 初次会见一个有潜力的客户（1）Do you think businessman have enough time to relax themselves? And why?（2）What qualities are required of a good businessman?03 正式的见面介绍和礼仪(1) Is there anything you don’t like about your work?(2) What are some of your responsbilitites? I mean, what does your job invovle?04 宴请客户（1）Deligating work to others, which is more important?Clear in organizationChoose of person fro the task（2）Operating in competitive market, which is more important?Product priceAdvertising05 会议筹备（1）Choosing a personal assistant, which is more important?Job needed skillsPersonal quality（2）Deciding to sell product on internet, which is more important?Security for customerDescribing system06 商业午餐（1）Choosing a place to hold a training, which is more important?Equipment availableLocation（2）Choosing a business qualification to take, which is more important?Length of courseCost07 打高尔夫（1）Dealing with customer’s inquiry, which is more important?Product knowledgePoliteness（2）Maintaining stock levels, which is more important?Accurate recordsEfficient storage system08 在家宴客（1）Setting up a production plant in another country, which is more important?CostLabor supply（2）Trying to attract new staff, which is more important?Company reputationCompetitive wages09 取消会议（1）Preparing for a negotiation with a customer, which is more important?Getting a accurate information in activeChoosing where to meet（2）Selecting staff for sales dept, which is more important?Communicate skillsAppearance10 提出辞呈（1）Deciding whether to increase price, which is more important?Strength of brandMarket condition（2）Charging a meeting, which is more important?PreparationKeeping the time11 祝贺初为人父（1）Selecting employee for further training, which is more important?Contribute to the companyPrecious training（2）Setting a budget for setting a new product, which is more important?Predicted salesQuality of product12 带领新进下属（1）Preparing for a negotiation with a customer, which is more important?Getting a accurate information in activeChoosing where to meet（2）Selecting staff for sales dept, which is more important?Communicate skillsAppearanceUNIT 5 参加国际商展01 飞机上攀谈The clothing retailer you work for is considering whether to sell their product by mail（1）What advantage for the company would be ？（2）What company need to consider before setting up?02 住进旅馆Your company is organizing a conference for the sales mangers working in its office around the world（1）What information you will need to send the sales manager before the conference？（2）What activities you could organize to help people to get know each other better?03 在展览会场找自己的摊位You company is planning to introduce an internal magazine to keep staff informed of company developments(1)What type of information to include in the magazine?(2)Which types of staff should contribute to the magazine?04 开幕酒会You work for a group of sport and leisure clubs which opened two years ago. The business is growing more slowly than expected （1）what the reasons for the slow growth might be?（2） How the clubs might be marketed?05 寻求帮助Your company allow a group of students to visit your company , you are asked to prepare one-day visit.(1)What types of activities would be most suitable?(2)What types of staff the students should be talked to?06 招呼上门的客户The retail company is planning to open a new branch.(1)What the company should consider when choosing a site?(2)Where it would be best to advertise the opening of the new store?07 造访竞争对手Your company want to reduce business trip aboard（1）How the total number of business trips might be reduced? （2）How the cost of some trips might be reduced?08 小餐部用餐Companies admit some employees work at home instead work in the office?(1)why staff might prefer working in this way?(2) What the advantage for the company might be?09 旅馆中做生意What is important when delegating work to others?* Clear instructions* Choice of person for the task10 研讨会后各抒己见What is important when designing a company website?* Type of information to include* Different language versions11 推销试用订单What is important when Planning corporate hospitality * Guest list* Type of event12 亲自拜访有潜力的买家What is important when writing a newspaper advertisement fora job vacancy* Description of the work* Experience needed by applicants。
商务英语谈判和会话unit1new
Questions that suggest an answer or bias the response in a specific direction
Perception skills
Logical arguments
Presenting facts, statistics, and evidence to support one's position
Negotiating differences
Resolving differences and negotiating solutions to problems
Phase of achieving an agreement
Summarizing the negotiation results
Summarizing the main points of the negotiation and highlighting the key issues
Start stage
Greeting and introduction
01
Expressing greetings and introducing one self
and the other party
Outlining the negotiation agenda
02
Briefly introducing the topics and objectives of
Open and Honey Communication
Use open and honey language to discover your ideas and positions, while examining the other party's views
新编剑桥商务英语(BEC 第三版 中级)Module 1
Module 1 第一单元1.1 Business Topic W ays of working 商务话题篇工作方式1) Vocabulary: different ways of working (15 mins)regular hours正常工作时间flexible (working) hours/flex(i)time 弹性工作时间freelance n. 自由职业teleworking n. 电子办公；在家中上班job-share v. / n. 分担工作；工作分担制job-sharing n. 分担工作job-sharer n. 与人分担工作的人shift work 轮班工作，倒班制temping n 当临时工，任临时雇员consultancy n. 咨询公司specialist advice 专业咨询hotdesking (hot-desking)n. 办公桌轮用（指将职工分成不同的班次，以便他们能共用一间办公室，一张办公桌和一台电脑）office gossip 办公室小道消息，办公室飞短流长office news 办公室新闻credit n. 赞扬，功劳managing director 总裁，总经理（美英chief executive/president）brainpower n. 智能worst-case adj. 做最坏打算的，为最坏情况的，为最不利条件的scenario n. 事态，局面full-time adj. 全日制的delegatev. 授权，分派工作availability n. 利用（或获得的）可能性，可以利用的人（物），人员、物资保证parental leave育儿假，照顾新生儿女假distractions n. 让人注意力分散的事物contact n. 人脉，有影响力的熟人，有用的社会关系case-loadn. 工作量daily log日志voice mail语音信箱，语音邮件self-organization n. 自我组织能力disruptive a. 造成混乱的1. How do you work most effectively? By working…regular hours/flexible hours? in a team/on your own?from home/ in an office? for a boss/as your own boss?参考词语和表达：routine type of person按部就班的人have flexible management of time and work灵活安排自己的时间和工作get support from each other相互支持co-operate with each other相互合作share ideas交流想法learn from other people’s strong points 学他人所长working in a team needs to have good interpersonal skills and is not necessarily efficiently.在团队工作需要有很好的人际交往技能，不一定效率就高can be more concentrated and thus more efficient in an office在办公室更容易集中精力因此也更有效率have more flexibility 享有更多的灵活度feel more relaxed 感觉更轻松a dependent type of person and never make decisions myself性格依赖，不喜欢自己拿主意an independent type of person and would like to make decisions myself性格独立，喜欢自己做决定don’t want to work under someone 不想在别人手下工作5. Reading: How to job-shareGet organized Set your limits Put pen to paper Two become one安排有序规定限度签订协议合二为一Open your mind Plan for disaster Find the perfect partner Don’t feel guilty敞开心胸/开拓视野有备无患理想搭档勿感内疚1.share credit and blame 分担成绩与过失，意译“功过与共”2. Flexecutive 经营内容蕴含其中的公司名flexible与executive两词复合而成“弹性经营管理”。
商务英语谈判Module One(Project 1-5)
Rules We Should Abide by in Negotiation
✓ Ask questions if you do not understand what is going on. Do not let your counterpart deliberately confuse you.
Types of Negotiation
Integrative Negotiation
also sometimes called interest-based or principled negotiation. It is a set of techniques that attempts to improve the quality and likelihood of negotiated agreement by providing an alternative to traditional distributive negotiation techniques.
probably holding back valuable information.
Rules We Should Abide by in Negotiation
✓ Flinch to create doubt in the counterpart’s mind and to add value to a concession.
fact. ✓ Be cooperative and friendly. Avoid abrasiveness, which
often breaks down negotiations. ✓ Use the power of competition. Remember that power can be
商务英语听说(第一册)Programme 5 Payment and Delivery
Project 2 Would they accept pay by D/A ?
As an old partner, Mr. and Mrs. David Rodgers wants to pay by D/A .
Would they accept pay by D/A ? If they don’t accept pay by D/A , what terms of payment they accept at last?
2. Yes, she is. 3. L/C at sight. 4. No, they didn’t. 5. Received L/C. 6. He thought it was unfair. 7. He can ask his bank to open the L/C as quickly as
In a meeting room , Mr. Rodgers and Ms. He are talking about the terms of payment.
What’s the result of the talk?
Task 1 Listen to the conversation 1 and fill in the blanks. 1. conclude 2. settled 3. irrevocable 4. raise 5. deposit 6. tie up 7. additional 8. appreciate 9. it can’t be helped 10. reduce the required deposit 11. unsteady 12. guarantee 13. cooperation.
7. We shall draw on you at 60 days sight the goods have been shipped. Please honor our draft when it falls due.
流利说商务英语Level5unit1part5
流利说商务英语Level5unit1part5Lesson1 Stages of negotiationA negotiation is a discussion between people who want to reach an agreement.Whether negotiating at a business deal or a salary, a negotiation will normally go through five stages.PlanningBefore entering a negotiating, the negotiators must plan and prepare their positions.I n the planning stage, negotiators will research the other side’s position and anticipate where they may agree or disagree.They will also set goals, establish their bottom line and research the other side.ClarifyingDuring the clarifying stage, negotiators will contact each other to clarify what they want to achieve.By discovering what the other side wants, both parties can see if they share a common goals. Once their needs have been clarified, the negotiations can begin.BargainingDuring the bargaining stage, negotiators make compromises until an agreement is reached. They often aim for an outcome that benefits both sides without giving up too much. Settling In the settling stage, negotiators reach an agreement and decide how to implement it.After the terms of an agreement have been decided, a contract will be drafted and signed. If an agreement can’t be reached, negotiators may find a third party for advice. ImplementingIn the implementation stage, an agreement or contract is put into effect.Implementing an agreement strengthens relationship between both parties.If both parties follow through on the agreement, it will be easier to negotiate next time.Lesson2 Negotiating termsAnchor pointAn anchor point is a reference point that negotiations are centered around.It is the best outcome that one side hopes to achieve.Normally, the first offer made during a negotiation serves as the anchor point.Negotiators try to anchor the negotiation to their advantage to gain the upper hand. Bottom lineA bottom line is the worst outcome that one side will accept.If someone is pushed beyond their bottom line, they may walk away from the negotiation. BATNABATNA stands for Best Alternative To a Negotiated Agreement.It is the second best option a side may have in a negotiation.An BATNA can be used as an alternative if an agreement can’t be reached.When one side has a good BATNA they can make fewer compromises, so they have more power.LeverageLeverage is the power one side has to influence another.If you have more leverage in a negotiation, you can persuade people to accept your terms.Typically, the side most in need of an agreement has the leastamount of leverage.Dead lockIn a dead lock, neither side is willing to compromise and no agreement can be made.A dead lock happens when one side pursue its own interests instead of mutually beneficial terms.To break a dead lock, negotiators must find a win-win outcome.ConcessionA concession is a compromise that’s made in order to reach an agreement.Making concession allows both sides to get part of what they want.But giving too many concessions may make one side seem weak or desperate.Lesson3 Negotiation techniquesYou can use various techniques to help you improve your chances of having a successful negotiation.Listen activelyListen actively to your counterpart to understand their needs and point of view.This shows them you are interested in their needs which help built trust.Build rapportWhen people have rapport, they understand each other and communicate well.Building rapport increases the chance of reaching an agreement during a negotiation. Rapport can be built by listening actively, sharing information and finding a common interest. Ask open-ended questionsAsking open-ended questions allow you to gather more information from the other side.It encourages your counterpart to give longer answer which help you understand their position and needs.Set a high anchorSetting a high anchor point increases your chances for a good deal.By setting a high anchor point, your counterpart may make concessions that are closer to what you want.However, if your anchor is too high, you may be seen as unreasonable or unrealistic. Emphasize urgencyCreating a sense of urgency can lead to a quick agreement.If negotiations are moving slowly, you could set a deadline or stop the talks.But if you push to aggressively, the other side may become uncomfortable and walk away.Lesson4 Negotiation stylesBecause people have different negotiating styles, it can be hard to predict how the other party will act in the negotiation.Knowing different negotiation styles will prepare you to negotiate successfully.AvoidingNegotiators who have an avoiding style are often cautious and try to avoid conflict.T hey don’t immediately pursue their own interests and let their counterpart control the negotiation.AccommodatingAccommodating negotiators focus on building and maintaining relationships with their counterpart.Rather than pursuing their own interests, they are concernedwith how to satisfy the needs of the other party.CompromisingCompromising negotiators look for the middle ground.They will often make concessions in order to satisfy both parties’ basic needs. CollaborativeCollaborative negotiators try to understand and collaborate with their counterpart.They focus on solutions that satisfy the needs of both parties as much as possible. CompetitiveCompetitive negotiators are aggressiveThey focus on their own needs rather than maintaining a relationship with the other party. Negotiating in a competitive way can lead to a fast agreement but it can also lead to a fast deadlock.。
商务英语谈判对话——五人组
商务英语谈判对话——五人组(总3页)--本页仅作为文档封面，使用时请直接删除即可----内页可以根据需求调整合适字体及大小--商务英语谈判对话——五人组演员表： Diana (D1) 林xx Donna(D2)李xx 美国经销商代表Tom Brown 美国公司经理朱xxNancy Wang 公司的采购部业务员杨xxSimon Zhou 公司经理徐xxN: Hello, , I think we can start by talking about the price.D1: Sure. 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.D1: You think we are asking for moreN: 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.D1: 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, it will cut your costs, right?D1: Yes, but it's hard to see how you can place such large orders. We 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 guaranteeD1: If you can guarantee that on paper, I think we can discuss this further.N: Never mind! By the way, our manager hope to see you, would you like to wait for a moment I will take him to see you.D1: that’s think it’s better let Donna to talk with him.N : All right.S: Hi, Mrs. Donna, Welcome to China! I am Simon Zhou, sales manager. It is a pleasure to see you here .How do you do?D2: How do you do, Mr. Simon!S: I am afraid that our costs for the product won't go down much, even with future business.D2: Just what are you proposingS: We could take a cut on the price. But 25% would cutour profit margin. We suggest a compromise -10%.D2: That's a big change from 25%! 10% are beyond my negotiating limit.S: I don't think I can change it right now.D2: Mr. Tom, it is really beyond my limit, I think we can try to come up with something else.S: We hope so, Mrs. Smith. I'll try very hard to reach some middle groundD2: I understand. We propose a deal. For the first six months, we get a discount of 20%, and the next six months we get 15%S: Mrs. Smith，I can't bring those numbers back to my office.D2: Then you'll have to think of something better, Mr. BrownT: How do you do, Mr. Simon!S: How do you do, Mr. Brown! How about 15% the first six months, and the second six months at 12%, with a guarantee of 3000 unitsT: That's a lot to sell, with very low profit margins. S: It's about the best we can do, Tom Brown. We need to get something out today. If we go back with nothing, we may be coming back to you soon to ask for a job.T: OK .17% the first six months, 14% for the second? S: Done. It’s really very kind of you, I’ m glad to cooperate with you .。
流利说商务英语Level5 Unit1 Part5 Negotiating Techniques
流利说商务英语Level5 Unit1 Part5 Negotiating TechniquesYou can use various techniques to help improve your chances of having a successful negotiation.Listen activelyListen actively to your counterpart to understand their needs and point of view.This shows them that you are interested in their needs, which helps build trust.Build rapportWhen people have rapport, they understand each other and communicate well. Building rapport increases the chance of reaching an agreement during a negotiation. Rapport can be built by listening actively, sharing information and finding common interests.Ask open-ended questionsAsking open-ended questions allows you to gather more information from the other side.It encourages your counterparts to give longer answers, which helps you understand their position and needs.People may try to control the negotiations by focusing on their interests, but listening helps both sides find common ground.We believe that building rapport with our clients is essential to establishing a long-term relationship.Asking open-ended questions encourages people to give longer answers, which helps you understand their position and needs.Building rapport creates a comfortable negotiating environment.Set a high anchorSetting a high anchor point increases your chances for a good deal.By setting a high anchor point, your counterpart may make concessions that are closer to what you want.However, if your anchor is too high, you may be seen as unreasonable or unrealistic. Emphasize urgencyCreating a sense of urgency can lead to a quick agreement.If negotiations are moving slowly, you could set a deadline or stop the talks.But if you push too aggressively, the other side may become uncomfortable and walk away.What is one way to create urgency during the negotiation?Setting a deadlineIf the anchor you set is too high, your counterpart may think you are being unreasonable.To create urgency, he said he would give them until Friday to accept his terms or he would pull out of the negotiations.Creating a sense of urgency can help you reach a quick agreement.。
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商务英语谈判
童成寿 主编
ISBN：978-7-5663-1394-2 2015年9月 第1版 定价：28.00
Module 1 Theories of International Business Negotiation
Working Situation
Module 1 Theories of International Business Negotiation
Learning Goal
1. To learn something about international business negotiation. 2. To learn some impacts of culture differences on international business negotiation. 3. To learn some etiquette in international business negotiation. 4. To learn 3 phases of international business negotiation.
Negotiation Styles
5 styles by Kenneth W. Thomas based on two themes or dimensions
Accommodating: Individuals who enjoy solving the other party’s problems and preserving personal relationships.
Negotiation
Definition of Negotiation Types of Negotiation Negotiation Styles Types of Negotiators Rules We Should Abide by in Negotiation
Types of Negotiation
Competing: Individuals who enjoy negotiations because they present an opportunity to win something.
Compromising: Individuals who are eager to close the deal by doing what is fair and equal for all parties involved in the negotiation.
Types of Negotiators
Soft bargainers. These people see negotiation as too close to competition, so they choose a gentle style of bargaining.
Avoiding: Individuals who do not like to negotiate and don’t do it unless warranted.
NegotiatBiblioteka on StylesCollaborating: Individuals who enjoy negotiations that involve solving tough problems in creative ways.
Module 1 Theories of International Business
Negotiation
Project 1 An Introduction to International Business Negotiation
Project 2 Impacts of Cultural Differences on International Business Negotiation
Suppose you (Miss Lin) are a clerk from Foreign Trade Department of Fujian Minfa Holdings Garments Imp. & Exp. Corp., Ltd. (Minfa Building, 168 Hudong Road, Fuzhou). One of your clients, Ms More from Australian Textile Trading Company (320 Edward Street, Sydney, Australia), is to visit your company. Next month, you’re going to be the assistant of your manager—Mr. Chen to meet the delegation of Australian Textile Trading Company. Before that, you should learn some knowledge about international business negotiation.
Integrative Negotiation
also sometimes called interest-based or principled negotiation. It is a set of techniques that attempts to improve the quality and likelihood of negotiated agreement by providing an alternative to traditional distributive negotiation techniques.
Project 3 Etiquette in International Business Negotiation
Project 4 Phases of International Business Negotiation
Project 1 An Introduction to International Business