商务英语谈判案例分析[1]1

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商务英语案例分析

商务英语案例分析In today's globalized business world, the ability to effectively communicate in English is essential for success. As such, it is important for business professionals to have a strong command of business English in order to effectively communicate with international partners, clients, and colleagues. In this document, we will analyze a few real-life business English case studies to understand the importance of effective communication in the business world.Case Study 1: Negotiating a Business Deal。

Imagine a scenario where a company is negotiating a business deal with an international partner. The ability to effectively communicate in English is crucial in this situation. The business professionals involved must be able to clearly articulate their terms and conditions, as well as understand the terms proposed by the other party. Any misunderstandings or miscommunications could lead to a failed deal, costing both parties time and money. Therefore, having a strong grasp of business English is essential for successful negotiations.Case Study 2: Conducting a Presentation。

商务英语谈判开局模拟对话案例

商务‎英语‎谈判‎开局‎模拟‎对话‎案例‎‎篇一‎：‎商务‎英语‎谈判‎对话‎模拟‎(自‎编)‎D‎i a‎l o‎g u‎e‎2：‎N‎e g‎o t‎i a‎t i‎o n‎o‎n‎C o‎m m‎i s‎s i‎o n‎a‎n d‎A‎g e‎n c‎y‎S i‎t u‎a t‎i o‎n:‎M‎i s‎s‎H u‎a n‎g,‎a‎C‎h i‎n e‎s e‎h‎a n‎d i‎c r‎a f‎t‎s a‎l e‎s‎p a‎n y‎a‎n d‎M‎r.‎W‎h i‎t e‎,‎a‎s a‎l e‎s ‎m a‎n a‎g e‎r‎o f‎a‎h‎a n‎d i‎c r‎a f‎t‎p a‎n y‎i‎n‎A b‎u j‎a,‎N‎i g‎e r‎i a‎a‎r e‎t‎a l‎k i‎n g‎a‎b o‎u t‎t‎h e‎m‎i s‎s i‎o n‎o‎f‎a g‎e n‎c y‎.‎H u‎a n‎g:‎怀‎特先‎生，‎很高‎兴见‎到你‎。

最‎近怎‎么样‎？‎W h‎i t‎e:‎G‎l a‎d‎t o‎m‎e e‎t‎y o‎u‎t o‎o.‎W‎h a‎t‎c a‎n‎I‎d o‎f‎o r‎y‎o u‎?（‎我也‎很高‎兴见‎到你‎。

能‎为你‎做些‎什么‎吗？‎）‎H u‎a n‎g:‎根‎据我‎们的‎协议‎，这‎个月‎就是‎试销‎期的‎最后‎一个‎月了‎。

我‎想是‎时候‎讨论‎中国‎北方‎独家‎代理‎权的‎问题‎了。

‎‎W h‎i t‎e:‎Y‎e s‎.‎Y o‎u r‎s‎a l‎e s‎p‎e r‎f o‎r m‎a n‎c e‎i‎n‎t h‎e‎t r‎i a‎l‎p e‎r i‎o d‎i‎s ‎g o‎o d‎a‎n d‎t‎h e‎p‎l a‎n‎o f‎a‎d v‎e r‎t i‎s i‎n g‎a‎n d‎p‎r o‎m o‎t i‎o n‎h‎a v‎e‎b e‎e n‎w‎e l‎l ‎p r‎a c‎t i‎c e‎d.‎Y‎o u‎r‎p a‎n y‎i‎s‎q u‎a l‎i f‎i e‎d‎f o‎r‎t h‎e‎s o‎l e‎a‎g e‎n c‎y‎i n‎n‎o r‎t h‎o‎f‎C h‎i n‎a.‎（是‎的。

商务英语写作经典案例详解

Part Two业务信函Chapter 1 资信调查函1. Consulting Letter 咨询函写作案例详解Dear Sir or Madam,The under-mentioned firm has recently asked if they could represent us in the marketing of our products in the United States as our sole agent:Delta Company, Ltd1258 Huston AvenueNew York,NY10051It will be greatly appreciated if you could provide us some information about the financial and business standing of the above firm. Any information you give will be treated in strict confidence.Look forward to your early reply.Sincerely yours,Thomas2. Survey the New Opener from the Bark 向银行查询新客户资信情况写作案例详解Dear Sir or Madam,We have received an order for US＄80,000 worth of goods from Delta Co.Ltd,1258 Huston Avenue, New York, , who has given your bank for reference. Could you please tell us if they are good for this amount? Are they trustworthy and reliable? We shall be most grateful for any information you give.Any advice you give us will be kept strictly confidential. We are also pleased to perform a similar service for you should the opportunity come.A stamped and addressed envelope has been included for your reply. Thank you in advance. Sincerely yours,Thomas3. 向客户查询信用及经营情况 Inquiring New Customer’s Credit Information from Customers 写作案例详解Dear Mr. Smith:We have received an important order from Delta Co.Ltd,1258 Huston Avenue, New York, , who has given us your name for reference. We would be much obliged if you could give us some information concerning their business status.Any information you give will be highly appreciated and kept in strict confidence. We shall be pleased to do the same if you should need our services at this end.Yours SincerelyThomas4. 带附表的资信调查函 Credit Survey Letter with Attachment写作案例详解Dear Sir or Madam,We have received a sudden order from the Delta Company,Ltd,1258 Huston Avenue,New York,NY 10051,who gives us your name as a reference. We shall appreciate it if you will spend a couple of minutes informing us of your own experiences with the firm by answering the attached questionnaire and returning it to us in the enclosed envelope.Any information you may give us will be treated as strictly confidential.Thank you for your help.Very truly yours,Thomas(Attached Questionnaire)(1) How long have you been in business relations with the firm?year(s) month(s)(2) What credit limit have you placed on their account?USD(3) How promptly are terms met? (choose one of the following)Very promptly Fairly promptly Slowly(4) What amount is currently outstanding?USD5. 资信调查有利回函 Favorable Letter of Credit Information写作案例详解Dear Thomas,In reply to your inquiry of March 16th,the firm you inquired about enjoys the fullest respect and unquestionable confidence in the business world.They have always provided in-time delivery, moderate prices and superior quality. I am sure that if you open an account with them, you will find them most straightforward people. Personally, I should have no hesitation in according them a credit of US dollars. However, this is without obligation on my part.Hope this will help you in making a decision.Sincerely yours,6. 资信调查不利回函 Unfavorable Letter of Credit Information写作案例详解Dear Thomas,We have received your letter of August 8th,concerning the credit standing of Delta in New York. In the past three years, the company has experienced a serious difficulty in finance and delayed in executing their normal payment. It seems to us that the company’s difficulties are due to bad management and in particular to overtrading.Therefore, we would advise you to pay most careful attention to any business relations with them. However, this is our personal opinion and we wish you would make further inquiries on your part.Yours sincerely7. 表明无法提供确切意见而致歉写作案例详解Dear Thomas,We regret our inability to let you know any information concerning the firm in question in your letter of June 6.It is true that we had business with them several years ago,but the amount of business was not so large as to supply any responsible opinion on its business capability and credit standing. Please make further status inquiries from other inquiry agencies.Truly yours8. 请求老客户作为资信证人 Asking for Credit Information from Old Customers写作案例详解Dear Charlie，Thank you for your letter of August 2,telling us that the equipment you bought from us is running well.As you know,in our line of business,clients always shop around and look for references before they order. Would you please use your experience with us as a reference when our future clients call you?Thank you for your kind words in advance.Look forward to our future cooperation.Best,9. 要求对方提供资信资料 Asking for Credit Information写作案例详解Dear Mr.Bean,Thanks for your order and inquiry on August 1st. Our company has been dealing with electronic equipment for over 20 years. We are confident in offering what you need and providing you the best service.Since it is the first time we contact,we would be highly appreciated if you could supply either the usual trade references,or the name of a bank to which we may refer. We are also glad to provide you the same if needed.We sincerely hope this will be the beginning of a long and pleasant business cooperation. We shall do our best to make it so.Sincerely yours,Thomas10. 同意资信要求 Accepting the Consulting Requirement写作案例详解Dear ThomasThanks for your reply of August 2nd.Concerning your request,we refer you to Falcon Machine Tools Co.,Ltd.,Shanghai and The Chase Bank of New York,who will be pleased to give you the information about our financial standing and creditability of business.If there is any other information we can provide,we would be happy to do so.Sincerely yours,Chapter 2前期准备1. Business Survey业务调查写作案例详解Dear Sirs,We have learned from Smith and Company of Birmingham that you manufacture a range ofhigh-fashion handbags in a variety of leathers.We operate a quality retail business and although our sales volume is not large,we obtain high prices for our goods.Would you please send me a copy of your handbag catalogue with details of your prices and payment terms?We would find it most helpful if you could also supply samples of the various skins from which the handbags are made.Yours faithfully,2. Credit Information Letter咨询信写作案例详解Dear Mr.Jones:We understand from your information posted on that you are in the market for textiles.We would like to take this opportunity to introduce our company and products,with the hope that we may work with Bright Ideas Imports in the future.We are a joint venture specializing in the manufacture and export of textiles.We have enclosed our catalog,which introduces our company in detail and covers the main products we supply at present.You may also visit our online company introduction at which includes our latest product line.Should any of these items be of interest to you,please let us know.We will be happy to give you a quotation upon receipt of your detailed requirements.We look forward to receiving your enquiries soon.Sincerely,John Roberts3. Wishes for Relation Establishment表达建立业务关系的意愿写作案例详解Dear Thomas Murphy:Thank your for your letter of the 16th of this month.We shall be glad to enter into business relations with your company. In compliance with your request, we are sending you,under separate cover,our latest catalogue and price list covering our export range. Payment should be made by irrevocable and confirmed letter of credit. Should you wish to place an order,please telex or fax us.Yours sincerely,4． Accepting and Declining Business Relation Establishment接受/拒绝建立业务关系写作案例详解Dear Mr.Sutherland,We were very pleased to receive your letter of March 26 placing a large order with us. Before we can send the goods,we must ask you for the usual references,one from your bank and one from another firm from whom you have bought goods.We would be glad if you would let us have the names and addresses as soon as possible so that we may write to them.These references will,of course,be treated as private and confidential.We look forward to hearing from you again soon.Yours sincerelyJoe WilsonChapter 3建立商务关系1. Establishment of Business Relation建立商务关系写作案例详解Dear Sirs,A few days ago we had the opportunity to see a display of your products at the Chengdu International Trade Centre，and we were most impressed with their quality and low prices． We should like to offer you our services as a trading firm，and would mention that we have excellent connections in the trade and are fully experienced with the import business for this type of product．In addition，we operate our own advertising agency，and we can use the latest marketing procedures quite efficently．You can be sure of increasing your turnover considerably if you would allow us to promote sales of your products throughout China．We look forward to hearing from you．Sincerely yours，Liyun Liu2. Resume Relation with Old Customers与过去有贸易往来的公司恢复联系写作案例详解Dear Thomas Moore:We understand from our trade contacts that your company has reestablished itself in Beirut and is once again trading successfully in your region.We would like to extend our congratulations and offer our very best wishes for your continued success.Before the war in Lebanon,our companies were involved in a large volume of trade in our textiles.We see from our records that you were among our best long-term customers.We very much hope that we can resume our mutually beneficial relationship now that peace has returned to Lebanon.Since we last traded,our lines have changed beyond recognition.While they reflect current European taste in fabrics,some of our designs are specifically targeted at the Middle Eastern market.As an initial step,I enclose our illustrated catalogue for your perusal.Should you wish to receive samples for closer inspection,we will be very happy to forward them.We look forward to hearing from you. Yours sincerely,David Parker3. Seek for Business Partners寻求合作伙伴写作案例详解Dear Sirs,Shanghai’s rapidly developing manufacturer of Electric Home Products,“Shun Fa”offers you an ideal business opportunity.Years of research and development have earned our company a foremost position in electrical engineering in the East of China.A vast number of applicable patents have helped stimulate our development program over the past several years.Our main lines of products include:TV,portable computer,MP3,MP4,car radio,car stereo,medical instruments,electronic industrial instruments,etc.For information concerning our financial position,credit standing and tradereputations,please refer to the Bank of China,which we have engaged a business relationship with for several years.We are a medium-sized company but we are growing fast and we would like you to be a fort of our future!Shun Fa Electric Co.,Ltd.22 Zhong Yuan Road,Shanghai,ChinaWang HuiGeneral Manager4. Contact Letters between Importers and Exporters进口商与出口商/出口商与进口商的联络信写作案例详解Dear Sirs,Your firm has been recommended to us by John Morris&Co.,with whom we have done business for many years.We specialize in the exportation of Chinese chemicals and pharmaceuticals,which have enjoyed great popularity in world market.We enclose a copy of our catalogue for your reference and hope that you would contact us if any item is interesting to you.We hope you will give us an early reply.Yours faithfully,John EdisonChapter 4业务接触1. Asking for /Sending Samples or information索取/寄送样品或资料写作案例详解Gentleman:We are glad to note from your letter of the 1st March that you,as exporters of Chinese Cotton Piece Goods,are willing to establish direct business relations with us.This happens to coincide with our desire.At present,we are interested in Printing Shirting and shall be pleased if you will kindly send us by airmail catalogues,sample books,and all necessary information regarding Printed Shirting,so as to acquaint us with the material and workmanship of your supplies.Should your price be found competitive and delivery date acceptable,we intend to place a large order with you.Your early reply will be highly appreciated.Yours faithfully,David Parker2. Acting as Agents担任代理(请求，同意和拒绝)写作案例详解Dear Sirs,Thank you for your letter of 12 April proposing a sole agency for our office machines.Having examined our long and mutually beneficial collaboration,we would be very pleased to entrust you with the sole agency for Bahrain.From our records,we are pleased to note that you have two service engineers who took training courses at our Milan factory.The sole agency will naturally be contingent on your maintainingqualified after sales staff.We have drawn up a draft agreement that is enclosed.Please examine the detailed terms and conditions and let us know whether they meet with your approval.On a personal note,I must say that I am delighted that we are probably going to strengthen our relationship.I have very pleasant memories of my last visit to Bahrain when you entertained me so delightfully.I look forward to reciprocating on your next visit to Milan.Sincerely yours,(Signature)3. Requiring/ Agreeing Trial Sales要求/同意试销写作案例详解Dear Sirs,Some of our customers have recently expressed interest in your“Golden Deer”bicycles and enquired about their quality.Provided quality and price are satisfactory there are prospects of good sales here,but before placing an order we should be pleased if you would send us,on fourteen days' approval,a selection of men’s,women’s and children’s bicycles.Any of the items unsold at the end of the period,and which we decide not to keep as stock,would be returned at our expense.Yours faithfully,(signature)Chapter 5价格谈判1. Buyer’s Inquiry买方询盘写作案例详解Dear Sir or MadamWe learned from our common business partner JIAFU Ltd.that your company is one the major exporters of cashmere products in Australia.We are a leading dealer in high-quality textiles in mainland China and are very much interested in importing your goods especially men’s cashmere sweater.We would appreciate your sending us catalogues,sample books or even samples if possible.Please give us detailed information on CIF Dalian Prices,terms of payment and discount you would allow on purchases of quantities of no less than 10,000 pieces.We hope this will be a good start for a long and profitable business relation.Sincerely yours,Mr.Jim Li2. Seller’s Offer买方发盘写作案例详解Dear Mr.Li,We welcome your inquiry dated June 16th and thank you for your interest in our men’s cashmere sweater.In accordance with the instruction given in your last letter,we hereby enclose our illustrated catalogue and price list giving the details you asked for.Also by separate post,we are sending you some samples.We are confident that you would be satisfied with the design and quality. In reply to your inquiry,we take pleasure in making you an offer as follows,provided yourreply reaches us with 10 days from today:Commodity:Men’s Cashmere SweaterQuantity:10,000 piecesPrice:US＄ 20 net per piece CIF DalianShipment:July 2008Payment:irrevocable L/C at sightOn considering the fact that this is our first transaction and the volume you ordered is not small,we would allow you a discount of 5%.We are expecting your early order.Yours faithfully,Ms Judy Jordan3. Buyer’s Counter Offer买方还盘写作案例详解Dear Ms Judy Jordan,We are in receipt of both your offer of June 19 and the catalogue and samples.While appreciating the special design and good quality of your products,we find your price is rather too high for Chinese market.We have to point out that Japan-made men’s cashmere sweater of this quality are available in our market,all of them are at prices about 15% below yours. Such being the case,we have to ask you to consider if you can make reduction in your price,say 15%.As we are ready to purchase many other cashmere products later this year,you may think it worth while to make a concession for a potential big client.We are anticipating your early reply.Sincerely yours,Mr.Jim Li4. Accepting the Offer接受发盘写作案例详解Dear Ms Judy Jordan,Thank you very much for your quotation for your men’s cashmere sweater along with the catalogue and samples.We found both the design and quality of your products meet our requirement and the prices you quoted are satisfactory.We also note that you will allow us a discount of 5% on an order of no less than 10,000 pieces.We therefore take pleasure of placing you the order as follows,which we commend to your immediate and best attention:Quantity Specification Catalogue No Prices10,000 pieces men’s cashmere sweaters XL M10 US＄ 20 eachPlease note that as these goods are urgently required in our market,we should be obliged if you could dispatch the goods as soon as possible.If this first order proves satisfactory,we shall be happy to place further orders with you.Sincerely yours,Mr.Jim Li5. Declining the Offer拒绝发盘写作案例详解Dear Ms Judy Jordan,We acknowledge receipt of both your offer dated June 19 and the mailed catalogue and samples. In reply,we regret to inform you that our clients find your price much too rmation indicates that the said articles of similar quality made in other countries have been sold here at a level about 20% lower than that of yours.We do not deny that the design of your products is slightly better,but the difference in price should in no case be so big.Therefore,we have to order these articles from other companies if you are not able to reduce your price to US＄ 15 each piece.Hope to have better opportunities to cooperate with your company.Sincerely yours,Mr.Jim Li6. Accepting the Counter Offer接受还盘写作案例详解Dear Mr.Jim Li,We want to say how pleased we were to receive your counter offer of June 23.Please note that it was in view of our long term business relationship that we made you such a favorable offer. We confirm supply of 10,000 pieces of men’s cashmere sweaters at the prices stated in your letter and will allow a 5% special discount on your order of 10,000 pieces or above.Our Sales Confirmation No.AB2C in two originals were airmailed to you.Please sign and return one copy of them for our file.It is understood that a letter of credit in our favor covering the said articles should be opened immediately.You may rest assured that we will effect shipment without delay on receipt of your letter of credit.We appreciate your cooperation and look forward to receiving from you further orders. Sincerely yours,Ms Judy Jordan7. Declining the Counter Offer拒绝还盘写作案例详解Dear Mr.Jim Li,Thank you very much for your letter dated June 23 and your appreciation of our products.Much as we would like to cooperate with you in expanding sales,we are regretful that we just cannot see our way clear to entertain your counter offer.Our cost of raw materials has risen sharply in the past three months,and it is impossible for us to reduce the price by 20% as you requested.Ours is the best price if you take the design and quality into consideration.As a matter of fact,we have received many orders from various sources including other Chinese customers at our level.If you see any chance to do better,please let us know.On account of a limited supply available at present,we would ask you to act quickly.We assure you that any further enquiries from you will receive our prompt attention.Sincerely yours,Ms Judy JordanChapter 6价格变动1. Discount折价优惠写作案例详解Dear Sirs，Thank you for your letter of April 18,2008.We now have great pleasure in sending you a copy of our pattern-book and a comprehensive export price-list.As you will be able to see from our sample-book,all the leather gloves we manufacture for export are of very high quality and are suitable for your purposes.We reduced costs by 5%.The prices quoted are very competitive.We feel sure that you will find that they compare very favorably with those quoted by other suppliers elsewhere in the world.We expect payment by L/C payable within 90 days of sight and will allow you a cash discount of 10% if you are able to make payment within 1 month of invoice date.We will be able to ship any order you place with us within 30 days of your firm order.We now look forward to hearing from you.Yours faithfully,J.Kistemaker,Manager2. Advice of Price Increase涨价通知写作案例详解Dear Mr.Smith，Thank you for your letter of October 10 for business copiers.We are now sending you our price-list and catalog of the newest types that are under production and we can supply at once from stock.We want to notice you that prices of copier parts and components have gone up steadily since the second half of the year.Though we have tried hard to keep our quotations down,we are afraid the margin for keeping on going like this will not long.Therefore,we suggest that you will let us have your order before further rises in costs,which will lead to a raise in prices very soon unavoidably.Sincerely yours,Cc:President King3. Sample for Price List价目表范例写作案例详解Company Shenzhen QuananTextile Co.,LTDDetailed Address No.187 Nanshan Street,ShenzhenPost Code 5180000ContactZhang XinJob title General ManagerTelephone No. 1Fax No. 0Mobile No.E-mail AddressReference No. 056Date In March,2008Place of origin ChinaArticle No K42Price ＄ 10 per set FOB Shenzhen FOBPort ShenzhenPayment Terms By irrevocable L/C,100%invoice valueMinimum Order Quantity 1000 setsSize 50cm×80cmSupply Ability: 100000 Piece/Pieces per MonthPackageIn woden casesBrand Name “Hua Sheng”table-clothTime of shipment In April,2008Shipping specifications Showing net and gross weights and dimensions of each package Chapter 7样品的订取与发送1. Order Sample订单样本写作案例详解Dear Mr.Randall,Subject: Order for 10,000 Pairs of Sheep Leather GlovesPlease dispatch to us 10,000 pairs of sheep leather gloves as per the terms started in your offer of March 29.Would you please take special care of the quality and the package of this order? The leather should be of the same quality as that used in the sample.We hope that you can pack each pair in an airtight polythene bag,a dozen pairs of gloves in a box and then 20 boxes to a strong seaworthy wooden case.We will order more if the first order with you proves to be satisfactory. We are enclosing our Purchase Confirmation No.2006-399 in duplicate for your signature.Please sign and return one copy for our file.Upon receipt of your confirmation,an L/C will be issued.Sincerely,Li MingImport Director2. Order Letter订购函写作案例详解Please send to the following items to be shipped by way express,and bill us.The order is contingent on receiving the terms of 2%-30 days:1 doz.linen handkerchiefs:＄ 2.40 4 pair tan pigskin gloves:＄ 12.00 2 doz.Assorted Orlon sport shirts:＄ 72.00 5 pair assorted cotton socks:＄ 2.00TOTAL:%88.40.3. Asking for/ Sending/ Declining Sending Samples索取/同意送付/拒绝送付样品Sample 1写作案例详解We are going to produce a trial piece of all wool suiting according to your sample cutting and written instructions.The sample piece is expected to be accomplished and sent to you by the end of next month.Sample 2写作案例详解As the quality of your woolen sample is not in the range of our current exports,we are prepared to arrange a special production.By our experience,slight changes in its composition arenecessary and will only make the goods superior in quality.We shall then show you the trial sample and see if it can be accepted as a quality standard for bulk shipment.Chapter 8订货1. Accepting the Order接受订单Sample 1写作案例详解Dear SirsWe want to say how pleased we were to receive your order of 15 April for Ladies' and Children’s Shoes.We confirm supply of 1,000 pairs of the shoes at the prices stated in your order No.888 and will allow a 5% special discount on your order worth ＄5,000 or above.Our Sales Confirmation No.BC510 in two originals were airmailed to you.Please sign and return on copy of them for our file.It is understood that a letter of credit in our favor covering the said shoes should be opened immediately.We wish to point out that stipulations in the relative L/C must strictly conform to the stated in our Sales Confirmation so as to avoid subsequent amendments.You may rest assured that we will effect shipment without delay on receipt of your letter of credit.We appreciate your cooperation and look forward to receiving from you further orders. Yours truly,Sample 2写作案例详解Dear Mr.Green:I really appreciate your order for 200 Gem-Con Plastique motorcycle tanks.These will be shipped at once.Thanks,too,for the check!Beginning in June,we’re offering a special discount on the Gem-Con line.In addition to the trade discount of 33.3 percent,we’re giving an extra discount of 5%. A lot of our customers are switching to the Plastique tank as a replacement for original metal equipment.They report hearty endorsements from participants in motorcross competition— that the tanks are very lightweight,but extremely tough.We predict you’ll have a similar endorsement!2． Declining the Order 拒绝订单写作案例详解Thank you for your letter of 20th May concerning your special request.From time to time,we do run special jobs,changing materials and colors for one particular order.But we have to consider many factors before we can accept the order.I have spoken to our production manager,and she has done the costing.I am sorry to report that even if we did the job for you at cost,it would come out well above the price you are willing to pay.I am checking with other manufacturers in the area who are working with the materials you want.They may be able to give you the quality you desire at a fair price.I will get back to you in a few days.We appreciate your business and I am glad you asked us about this job.The next time you have a special need,please ask again.We will try our best to do the job for you.If we cannot,we will attempt to find the best company that can.Sample 2写作案例详解Dear Sirs,Thank you for your order No.458 for tin plate sheets which we received today.We regret that,owing to a shortage of stocks we are unable to fill your order.Moreover,our manufacturers can not undertake to entertain your order for future delivery owing to the uncertain availability of raw materials.We will,however,contact you by telex once supply improves.In the meantime,please feel free to send us your specific enquires for other types of metal sheets.You can be assured of our best attention at all times.Yours faithfullyBrowExport Manager3. Pressing for Order催促下订单写作案例详解Dear Peter,Per conversation by phone few days ago,we know your visiting schedule for inspecting crust leather of“big world”.We’ve already checked this leather,couldn’t find loose grain problem as well as softness having been improved than before.We assure that we can finish and deliver this order according to the prescribed time.We hope that you will come to our company ASAP and appreciate very much your kindly corporation. Best regards.WilliamSample 2写作案例详解We understand that you are the agent for the White Tiger ties.We enclose our order for 1,000 dozens of the White Tiger ties.Please note that we need these goods rather urgently as Christmas is drawing near.If you could supply goods timely for seasons,we would make repeated orders,provided prices are reasonable.Payment for the enclosed order will be made on a draft at sight under our letter of credit opened in your favor on receipt of your confirmation that the goods are sent out,and can be delivered before December 1,2000.4. Confirming the order确认订单写作案例详解Mr.Grover Douglass，289 Kont BoulevardAugusta,SC,SC 28197Dear Mr.Douglass:Thank you for your June 4 order.Everything except the kitchen furniture is already on its way to your home. So that you may begin enjoying your new chairs and table immediately,would you please let me know whether you would like Set 400,which comes with an oval table,or Set 400-A,which comes with a rectangular table.In all other respects,the two sets are the same. It is a pleasure to have this opportunity to be at your service.We look forward to meeting your future needs for high-quality home and garden furniture.。

商务谈判案例英语

商务谈判案例英语商务谈判是现代商务社会中具有至关重要地位的交流方式，也是企业开展商务活动的重要环节。

谈判有其独特的文化和流程，其中语言是一个重要的组成部分。

英语作为国际交流的重要工具之一，在国际贸易中具有举足轻重的地位，是商务谈判的基础。

下面就以一个商务谈判的案例，来充分深入地讨论如何正确运用英语进行商务谈判。

场景：中方A公司与国外B公司就购买机器人谈判。

第一步：谈判提出：A公司： We’d like to purchase some robots from you.B公司： What kind of robots do you need?第二步：谈判详情：A公司：We need two types of robots. One is for manufacturing and the other is for packing.B公司：What’s the quantity of each type?第三步：谈判价格：A公司：We will need five of the manufacturing robots and ten of the packing robots.B公司：What’s your budget?第四步：谈判结果：A公司：We can afford up to $25,000 for the fifteen robots. B公司：OK, we can accept that. When do you need the robots?以上便是一次商务谈判的典型案例，从中可以清楚地看出在进行商务谈判时，正确运用英语是一件非常重要的事情。

首先，要做到语言流畅。

在商务谈判中，英语要以口语形式表达，而不是书面文章形式。

对于以上案例，要表达准确和流畅，就要注意使用专业词汇、习惯的句式以及精确的动词。

如在表达“purchase”时，尽量不要犯谬误地说“buy”;在表达一个概念或专业词汇时，一定要用一句完整的句子。

商务英语谈判案例

商务英语谈判案例在商务谈判中，语言的运用至关重要。

一方面，谈判双方需要用准确的语言表达自己的意愿和要求；另一方面，他们也需要理解对方的表达，并作出相应的回应。

下面我们将通过一个实际的商务英语谈判案例，来分析在谈判中如何运用英语进行有效沟通。

案例背景：甲公司是一家生产家具的企业，他们希望与乙公司合作，将自己的产品销售到乙公司的商场中。

乙公司是一家大型家居连锁店，他们对甲公司的产品很感兴趣，但在价格和供货条件上有一些疑虑。

谈判过程：1. 甲公司代表首先向乙公司代表介绍了自己公司的产品特点和优势，强调了产品的质量和设计独特性。

在谈到价格问题时，甲公司代表使用了“competitive pricing”（有竞争力的价格）和“bulk order discount”（大宗订单折扣）等专业术语，以表明他们对价格问题已经做了充分的考虑。

2. 乙公司代表则提出了一些具体的疑虑，比如产品的供货周期和售后服务。

甲公司代表在回应时，使用了“flexible delivery schedule”（灵活的交货时间表）和“comprehensive after-sales support”（全面的售后支持）等术语，以说明他们对乙公司的关切已经有所考虑，并且有相应的解决方案。

3. 在谈判的过程中，双方还就合作的细节进行了讨论。

甲公司代表使用了“mutually beneficial partnership”（互利合作伙伴关系）和“win-win situation”（双赢局面）等术语，强调了双方合作的价值和意义。

乙公司代表也表示愿意就合作细节进行进一步的商讨。

结论：通过以上案例的分析，我们可以看到，在商务谈判中，双方需要灵活运用商务英语，以准确、生动、简洁的语言进行沟通。

同时，双方还需要对对方的表达进行仔细的理解，以便作出恰当的回应。

只有这样，双方在商务谈判中才能达成双方满意的协议，实现合作共赢的局面。

在实际的商务谈判中，我们还需要不断学习和提高自己的商务英语能力，以应对不同场合和不同对象的商务沟通需求。

商务英语谈判案例分析

谈判案例分析作者：环测学院测绘10-3班学号：背景介绍：我国从日本S汽车公司进口大批FP——148货车，使用时普遍发生严重质量问题，致使我国蒙受巨大经济损失。

为此，我国向日方提出索赔。

日方：是的，有的车子轮胎炸裂，挡风玻璃炸碎，电路有故障，铆钉震断，有的车架偶有裂纹。

（分析：谈判一开始，中方简明扼要地介绍了FP148货车在中国各地的损坏情况以及用户对此的反应。

中方在此虽然只字未提索赔问题，但已为索赔说明了理由和事实根据，展示了中方谈判威势，恰到好处地拉开了谈判的序幕，日方对中方的这一招早有预料，因为货车的质量问题是一个无法回避的事实，日方无心在这一不利的问题上纠缠）中方：贵公司代表都到现场看过，经商检和专家小组鉴定，铆钉非属震断，而是剪断，车架出现的不仅仅是裂纹，而是裂缝、断裂！而车架断裂不能用‘有的’或‘偶有’，最好还是用比例数据表达，更科学、更准确……（分析：中方觉察到对方的用意）日方：请原谅，比例数据尚未准确统计。

中方：那么，对货车质量问题贵公司能否取得一致意见？（分析：中方对这一关键问题紧追不舍）日方：中国的道路是有问题的。

（分析：日方转了话题，答非所问）中方：诸位已去过现场，这种说法是缺乏事实根据的。

日方：当然，我们对贵国实际情况考虑不够……中方：不，在设计时就应该考虑到中国的实际情况，因为这批车是专门为中国生产的。

（分析：中方步步紧逼，日方步步为营，谈判气氛渐趋紧张。

中日双方在谈判开始不久，就在如何认定货车质量问题上陷入僵局）日方：货车质量的问题不至于到如此严重的程度吧？这对我们公司来说，是从未发生过的，也是不可理解的。

（分析：日方坚持说中方有意夸大货车的质量问题）中方：这里有商检、公证机关的公证结论，还有商检拍摄的录像。

如果…（分析：中方觉得该是举证的时候）日方：不！不！对商检公证机关的结论，我们是相信的，我们是说贵国是否能够作出适当让步。

否则，我们无法向公司交待。

（分析：日方在中方所提质量问题攻势下，及时调整了谈判方案，采用以柔克刚的手法，向对方踢皮球，但不管怎么说，日方在质量问题上设下的防线已被攻克了。

商业英语案例对话分析

商务交际英语案例对话分析：价格谈判、付款条件商务交际英语之价格谈判（Price Negotiation）1.A: Is this your best priceB: I’m afraid it is. That’s our rock-bottom price. （rock-bottom price，“底价”）A: That may be true, but if you make it cheaper, we’ll be able to place large orders continuously.B: About what price would you sayA: Have to ask you for $. （这句话省略了主语，完整的是：I have to ask you for $.）B: $ is out of the question. The best I can offer you is $. （out of the question，“不可能”，区别于另一个词组：out of question，“毫无疑问”）译文：A：这是最优惠的价格吗B：恐怕就这样了。

那是我们的底价。

A：也许真的如此，但如果你能算便宜点儿，我们后续会有大批定单。

B：你开个价吧！A：我得说9美元。

B：9美元，不可能啦。

最便宜算你美元。

2.A: The prices you quoted us are a little too high. I want a 20% discount. （quote 是“报价”的意思，名词是quotation；discount，“折扣”；下文提到的reduction，也是“折扣，优惠”的意思）B: I can’t give a reduction like that!A: Look, I know you can manage that. I’ve already had a similar offer from your competitors.B: But when it comes to quality, there’s no comparison.A: You have to meet my figure, if your company really wants to sell more. （figure，“数字”，这里指开价，和price，quotation，offer在此都表示“价格”的意思）B: Well, I need some time to think it over。

商务英语谈判案例集分析

商务英语谈判案例集分析精品文档--------------------------精品文档，可以编辑修改，等待你的下载，管理，教育文档---------------------------------------------------------------------------------------------------------------------------------------------------------------史蒂夫的销售报价策略姜德才环境与测绘学院 07103077 (一)案情:史蒂夫是爱姆垂旅店董事会成员，但是旅店的地理位置是在不理想，董事会曾委派一个小组委员会，调查了将爱姆垂旅店从萨默维尔迁到一个安静的、半居住性的社区的可能性。

但从财务上看，搬迁是不可行的，因而搬迁的想法就被打消了。

几个月以后，一位名叫威尔逊的先生先找爱姆垂旅店的经理——彼得斯夫人。

威尔逊表示他的公司愿意买下爱姆垂旅店。

董事会委派史蒂夫去办理这项有希望的交易。

史蒂夫根据对威尔逊的商业往来所作的一些调查，认为他是一位有信誉的合法商人。

史蒂夫意识到，威尔逊想买爱姆垂旅店，可能是想在这里建造公寓。

威尔逊希望马上讨论价格问题，而是蒂夫则需要两个星期来做这些谈判准备工作。

史蒂夫初步确定旅馆的开盘价格在接下来的12天里，史蒂夫做了几件事。

首先，他想要确定爱姆垂旅店的保留价格或等够轻易成交的价格。

史蒂夫得知，位于梅德福和位于奥尔斯顿的两个地点是可以用一个合适的价格买到的。

他得知:梅德福德那块房地产可以175000美元的价格买下来，奥尔斯顿的那块可以235000美元的价格买下来。

史蒂夫断定，爱姆垂旅店搬迁到梅德福至少需要220000美元，而搬迁奥尔斯顿则至少需要275000美元。

奥尔斯顿的那个地点(需275000美元)比梅德福的那个地点(220000美元)好得多，而后者又比现在爱姆垂的这个好。

所以史蒂夫决定，他得保留价格是220000美元。

商务英语谈判对话案例英文

商务英语谈判案例分析Jay is a bissiness who works on gymnasium equipment，and it was the first meeting between yoyo and him. In just a few minutes of the conversation, yoyo felt that this big fellow with a straightforward appearance kept a mind of a cunning rabbit .Known that the guy was skilled in this way ,he took great care in the negotiation.In the first round ,their covercition was as follows:D: shall we start? R=YoyoR: yes. I’d be glad to answer any questions you may have.D: Your product leaves me a deep impression. But I'm a little worried about the prices.R: Don’t worry. Before we quote the price, plz tell us the exact quantity you want.D: I’m not sure still. I know your research costs are high, but I prefer 20% discount.R: No must be kidding. That’s a big cut, and it will make us no profit.D: if we promise future business that will reduce your costs for products, right?R: Yes, but it's hard to see how you can place such large orders. (Pause) We need a guarantee of future business, not just a promise.D: We said we wanted 500 pieces over a 3-month period. What if we place orders for 6 months, with a guarantee?R: If you can guarantee that on paper, I think we can discuss this further. But even with volume sales, our coats won't go down much.D: so, what are your propose?R: We could give you a cut. But not 20%,we can grant 10% at most, that’s the best we can do.D: That's a big change from 20! 10 is beyond my deadline. (pause) Any other ideas?R: I don't think I can make a decision right now. Why don't we talk again tomorrow?D: Sure. I must talk to my office anyway. I hope we can find some common ground on this.NEXT DAYD: yoyo, sorry to tell you that we cannot accept your quotation; let’s came up with some thing else.R: I hope so, jay. My aim is to negotiate hard on this oeder――but I'm trying very hard to reach some middle ground.D: I understand. We suggest a structured deal. For the first 3 months, we get a discount of 15%, and the next 3 months we get 12%.R: Dan, I can't bring those numbers back to my office――they'll reject it directly.D: Then you'll have to think of something better, yoyo.R: How about 12% the first 3 months, and the second 3 months at 10%, with a guarantee of 1500 units?D: That's a large numbers to sell, with such low profit.R: It's about the best we can do, jay. (pause) We need to figure something out today. If I go back empty-handed, I may be coming back to you soon to ask for a job. (smiles)D: (smiles) O.K., 12% the first six months, 10% for the second?!R: so,that’s the deal.D:yes,nice cooperation!（握手）In the whole process of the negotiatin ,Robert had always been taking advantages. He was cleat that in the Asia part ,his company was the best choice of opponents,and hold a hard attitude all the way in the negotiation.In the first ,it was Dan who came up with the topic of price and gave out more informations about price negotiating by which time he lost the initiative. While Robert did more better , in the first round ,when Dan came up with the idea of big deals he insisted on the point that he need a guarantee of future business instead of a promise. In this way ,Dan put forward a Concrete plan and agree to make a guarantee to win Robert’s agree to consult about the price.Later in the second round ,they had a fierce discuss on the final price .With a problem of cost ,Robert gave out a price which is too far away from Dan’s expectation and finally they agree to have one day off for consideration.By this time,Robert had got the idea of the boss that to be hard, this day off was time for Dan’s consideration. This action was intelligent and polite.Then the next day, indeed as expected,Dan reduced request again. Two different discount rates in two pierods. This time,their discuss didn’t comt to an agreement again time. Then ,Robert made a humous , If I go back empty-handed, I may be coming back to you soon to ask for a job. And finally achieved his purpose.Soon ,Robert turned to the Freight scale and asked for longer time to stock up which was nother big success. Besides what surprised us was the other result that Make it ten years, increase the unit price, and provide technology transfer.In the end , the negotiation was a total success that brount both Short-term interest and long-term cooperation program. Mr Robert succesfully used many skills in negotiation and won the victory of the game.。

商务英语谈判案例分析[1]1

商务英语谈判案例分析[1]1商务英语谈判课后作业——案例分析商务英语谈判案例分析Example:Dan smith was a bissiness who works on gymnasium equipment，and it was the first meeting between Robert Liu and him.In just a few minutes of the conversation, Robert Liu felt that this big fellow with a straightforward appearance kept a mind of a cunning rabbit .Known that the guy was skilled in this way ,he took great care in the negotiation.In the first round ,their covercition was as follows:D: I'd like to get the ball rolling by talking about prices.R: Shoot.,I'd be happy to answer any questions you may have.D: Y our products are very good. But I'm a little worried about the prices you're asking.R: Y ou think we about be asking for more?(laughs)D: (chuckles) 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.R: That seems to be a little high, Mr. Smith. I don't know how we can make a profit with those numbers.D: Please, Robert, call me Dan. (pause) Well, if we promise future business――volume sales――that will slash your costs for making the Exec-U-ciser, right?R: Y es, but it's hard to see how you can place such large orders. How could you turn over so many? (pause) We'd need a guarantee of future business, not just a promise.D: We said we wanted 1000 pieces over a six-month period. What if we place orders for twelve months, with a guarantee?R: If you can guarantee that on paper, I think we can discuss this further.But even with volume sales, our coats for the Exec-U-Ciser won't go down much.D: Just what are you proposing?R: We could take a cut on the price. But 25% would slash our profit margin .We suggest a compromise――10%.D: That's a big change from 25! 10 is beyond my negotiating limit. (pause) Any other ideas?R: I don't think I can change it right now. Why don't we talk again tomorrow?D: Sure. I must talk to my office anyway. I hope we can find some common ground on this.NEXT DAYD: Robert, I've been instructed to reject the numbers you proposed; but we can try to come up with some thing else.R: I hope so, Dan. My instructions are to negotiate hard on this deal――but I'm try very hard to reach some middle ground.D: I understand. We propose a structured deal. For the first six months, we get a discount of 20%, and the next six months we get 15%.R: Dan, I can't bring those numbers back to my office――they'll turn it down flat.D: Then you'll have to think of something better, Robert.R: How about 15% the first six months, and the second six months at 12%, with a guarantee of 3000 units?D: That's a lot to sell, with very low profit margins.R: It's about the best we can do, Dan. (pause) We need to hammer something out today. If I go back empty-handed, I may be coming back to you soon to ask for a job. (smiles) D: (smiles) O.K., 17% the first six months, 14% for the second?!R: Good. Let's iron out the remaining details. When do you want to take delivery ?D: We'd like you to execute the first order by the 31st.R: Let me run through this again: the first shipment for 1500 units, to be delivered in 27 days, by the 31st.D: Right. We couldn't handle much larger shipments.R: Fine. But I'd prefer the first shipment to be 1000 units, the next 2000. The 31st is quite soon ---- I can't guarantee 1500.D: I can agree to that. Well, if there's nothing else, I think we've settled everything.R: Dan, this deal promises big returns for both sides. Let's hope it's the beginning of a long and prosperous relationship.R: We found your proposal quite interesting, Mr. Hughes. We'd like to weigh the pros and cons with you.K: Mr. Robert Liu, we've looked all over Asia for a manufacturer; your company is one of the most suitable.R: If we can settle a number of basic questions, I'm confident in saying that we are the most suitable for your needs.K: I hope so. And what might be the basic questions you have?R: First, do you intend to take a position in our company?K: No, we don't, Mr. Liu. This is just OEM.R: I see. Then, the most important thing is the size of your orders. We'll have to invest a great deal of money in the new production process.K: If you can guarantee continuing quality, we can sign a commitment for 75,000 piecesa year, for five years.R: At U.S. $1000 a piece, we'll make an average return of just 4%. That's too great a financial burden for us.K: I'll check the number later, but what do you propose?R: Here's how you can demonstrate commitment to this deal. Make it ten years, increase the unit price, and provide technology transfer.In the whole process of the negotiatin ,Robert had always been taking advantages. He was cleat that in the Asia part ,his company was the best choice of opponents,and hold a hard attitude all the way in the negotiation.In the first ,it was Dan who came up with the topic of price and gave out more informations about price negotiating by which time he lost the initiative. While Robert did more better , in the first round ,when Dan came up with the idea of big deals he insisted on the point that he need a guarantee of future business instead of a promise. In this way ,Dan put forward a Concrete plan and agree to make a guarantee to win Robert’s agree to consult about the price.Later in the second round ,they had a fierce discuss on the final price .With a problem of cost ,Robert gave out a price which is too far away from Dan’s expectation and finally they agree to have one day off for consideration.By this time,Robert had got the idea of the boss that to be hard, this day off was time for Dan’s consideration. This action was intelligent and polite.Then the next day, indeed as expected,Dan reduced request again. Two different discount rates in two pierods. This time,their discuss didn’t comt to an agreement again time. Then ,Robert made a humous , If I go back empty-handed, I may be coming back to you soon to ask for a job. And finally achieved his purpose.Soon ,Robert turned to the Freight scale and asked for longer time to stock up which was nother big success. Besides what surprised us was the other result that Make it ten years, increasethe unit price, and provide technology transfer.In the end , the negotiation was a total success that brount both Short-term interest and long-term cooperation program. Mr Robert succesfully used many skills in negotiation and won the victory of the game.。

businessnegotiationcase商务谈判实例

Business NegotiationA company：China Arts and Crafts Trade CorporationSales Manager: Zhaohui (赵辉 : Z) The interpreter:Veronica (周宁宁 :N)B company：Lenox Import Corporation of AmericaImport Manager: Isabella (王鑫蕊 :W)The interpreter: Cindy (董雪 : D)(Miss Zhao, the sales manager of China Arts and Crafts Trade Corporation meets Importmanager Isabella and the interpreter Cindy from the Lenox Import Corporation of America todiscuss the related issues of Chinese porcelain trade.)Scene1: Establishing Business RelationsZ:下午好，我是赵辉，销售部经理。

N: Good afternoon. I’ m Zhaohui, the manger of the sales department.W: Good afternoon, Miss Zhao. I’ m Isabella, the import manger of Lenox Import Corporation of America. This is my interpreter Cindy.D:下午好，赵女士，我是伊莎贝尔 , 企业入口部经理，这是我的翻译辛迪。

Z:很快乐见到你们，能与您展开业务我特别有幸。

我们展现间里的展品您看过了吗？有没有您特别感兴趣的 ?N: It’ s a great pleasure to meet you and we are pleased to start business with you. Have you seen our exhibit in the show room? And what in particular you?’ re interested inW:Oh, yes, we took a round yesterday and found the exhibits so attractive. We are especiallyinterested in your blue and white porcelains.D:是的，我们昨天转了转，发现展品很有吸引力。

商务英语谈判案例

商务英语谈判案例在商务领域，谈判是非常重要的环节，能否成功达成协议往往取决于谈判双方的沟通技巧和谈判策略。

今天我们将通过一个实际的案例来探讨商务英语谈判的技巧和要点。

案例背景：A 公司是一家知名的跨国企业，他们希望与B 公司合作开发新产品，双方已经进行了几轮谈判，但在价格和合作条款上一直无法达成一致。

首先，我们来看看在这个案例中，双方可能会面临的问题和挑战。

首先，双方在价格上的分歧是一个主要问题。

A 公司希望以较低的价格购买 B 公司的产品，而 B 公司则认为他们的产品价值更高，希望得到更多的利润。

其次，合作条款方面的分歧也是一个挑战。

双方在产品研发、市场推广、利润分配等方面存在分歧，需要通过谈判来达成一致。

在这种情况下，双方如何进行商务英语谈判呢？首先，双方需要保持冷静和理性，不要被情绪左右。

双方可以通过客观的数据和事实来支持自己的立场，避免过多的主观臆断和情绪化的言辞。

其次，双方需要善于倾听和理解对方的立场和需求。

通过倾听对方的意见和建议，可以更好地把握对方的底线和诉求，有针对性地提出自己的建议和解决方案。

在商务英语谈判中，语言表达和沟通技巧也是非常重要的。

双方需要使用准确、清晰的语言表达自己的观点和意见，避免歧义和误解。

同时，双方还可以运用一些谈判技巧，比如“正面回应、反问追问、陈述差异、积极沟通”等，来增加谈判的灵活性和效果。

最后，在商务英语谈判中，双方需要注重合作和共赢的理念。

双方可以通过讨论合作的长远发展和共同利益，来增加谈判的成功概率。

双方可以共同探讨如何在价格和合作条款上找到一个双方都能接受的方案，实现合作共赢。

总结起来，商务英语谈判是一门艺术，需要双方在语言表达、沟通技巧、理性思维和合作共赢上下功夫。

通过本案例的分析，我们可以更好地理解商务英语谈判的要点和技巧，希望对大家在实际工作中有所帮助。

商务英语谈判案例

商务英语谈判案例引言：商务英语谈判是国际贸易中至关重要的一环，涉及到双方的交流、合作和利益平衡。

本文将通过一个实际案例，详细分析商务英语谈判的过程、技巧和策略，以期为读者提供有关商务英语谈判的有效指导。

案例背景：我公司是一家专注于电子产品制造的跨国企业，我们计划与中国某公司合作生产新一代智能手机。

经过初步洽谈，我们对该公司产品质量和技术实力非常满意，希望达成长期合作伙伴关系。

然而，在具体合作细节和商务条款上，双方还存在一些分歧。

这就需要我们进行商务英语谈判，以期达成共识并签订合作协议。

谈判准备：在正式进入谈判之前，我们有必要做好充分的准备工作。

首先，我们需要了解与中国企业合作的文化背景、商务惯例和法律法规，以避免文化冲突和误会。

其次，我们需要对对方公司的情况进行详细的了解，包括其市场份额、产品质量、技术实力等，以便更好地评估合作潜力和风险。

最后，我们还需制定谈判目标和策略，清楚明确地知道自己的底线和可变动的空间。

谈判过程：在实际谈判过程中，我们需要注意以下几个关键点。

1. 建立良好的关系：在商务英语谈判中，建立良好的关系是至关重要的。

通过友好的问候和打招呼，我们可以营造积极的氛围，并为双方的合作奠定良好的基础。

例如，我们可以通过提供小礼品或邀请对方共进午餐来展示我们的诚意和尊重。

2. 有效的沟通：良好的沟通是商务英语谈判的核心。

在谈判过程中，我们应该使用简洁明了的语言，避免使用模棱两可的措辞和复杂的技术术语。

同时，我们还应该倾听对方的观点，并及时作出回应，以确保信息的流畅传递和理解。

3. 心理战略：谈判过程中，双方可能会采用一些心理战略来争取更有利的议价地位。

我们需要警惕对方可能采取的策略，并采取相应的措施来保护自己的利益。

例如，我们可以通过展示自己的专业知识和实力来增加自信心，并在岌岌可危的时刻适时做出妥协。

4. 议价与妥协：在商务英语谈判中，明确自己的底线，并有所让步是非常重要的。

在某些情况下，我们可能需要灵活变通，做出一些让步，以期达成更有利的协议。

商业英语案例对话分析

商业英语案例对话分析案例背景：某公司销售部门的经理Tom和客户服务部门的经理Sarah正在讨论公司最近的销售情况和客户投诉问题。

对话内容：Tom: 嗨Sarah，我注意到最近我们的销售额有所下降，你有什么想法吗？Sarah: 是的Tom，我也察觉到了这个问题。

我认为我们需要进一步了解客户投诉的原因。

Tom: 你说的有道理。

你能帮我分析一下最常见的客户投诉是什么吗？Sarah: 固然，我已经对过去几个月的客户投诉进行了分析。

最常见的投诉是关于产品质量和交货时间的问题。

Tom: 这些问题是我们需要重点关注的。

你能提供一些具体的数据吗？Sarah: 固然，根据客户投诉记录，有30%的投诉是关于产品质量，而20%的投诉是关于交货时间延迟。

Tom: 这些数据很有价值。

我们需要采取一些措施来解决这些问题。

你有什么建议吗？Sarah: 我认为我们应该加强对产品质量的监控，并与供应商合作改善交货时间的准确性。

Tom: 这是个好主意。

我们可以与供应商进行会议，讨论他们的生产流程和交货时间表。

Sarah: 允许。

此外，我们还可以加强对员工的培训，确保他们能够提供高质量的客户服务。

Tom: 是的，员工的培训也很重要。

我们可以组织一些培训课程，匡助他们提升技能和服务意识。

Sarah: 对的，这样可以提高客户满意度和忠诚度，进而促进销售增长。

Tom: 我们还可以考虑推出一些促销活动，吸引更多的客户并增加销售额。

Sarah: 是的，促销活动可以匡助我们吸引潜在客户并提高品牌知名度。

Tom: 好的，我会与市场部门讨论促销活动的具体计划。

谢谢你的建议，Sarah。

Sarah: 不客气，Tom。

我相信通过我们的努力，我们一定能够改善销售情况和客户满意度。

对话分析：根据Tom和Sarah的对话，我们可以得出以下结论：1. 销售额下降的原因是客户投诉问题。

这表明了客户满意度的重要性。

2. 最常见的客户投诉是关于产品质量和交货时间的问题。

2019年商务英语谈判案例-精选word文档 (8页)

本文部分内容来自网络整理，本司不为其真实性负责，如有异议或侵权请及时联系，本司将立即删除！== 本文为word格式，下载后可方便编辑和修改！ ==商务英语谈判案例商务英语谈判案例(一)A:为出口公司 B:为国外进口公司场景一：价格谈判A和B开门走进办公室……A: please take your seat,--- B:Thank you.A:After anttending our new product launch meeting,you must have a detail idea about our products,---.Now please let me know what kinds of flowers you are interested.(A递给B 一个产品目录册，B迅速地翻阅并作出标记)B:Yes,your flowers are pretty beautiful and leave me a deep impression.(A接过B递回的册子，翻阅)B:And I’d like to get the ball rolling by talking about the price.what prices will you offer for these I’ve marked?A:---,before we quote price please tell me how many flowers you are going to buy.B:for No.10 we’d like to phurchase 1500 units,No.20,1000 units and 1000 units for No.30.A:The usual price for No10 is 25 USD,for No20,35,andNo30,50USD.they are all on the trade term of CIF Sydney.B:I think it’s unacceptable for us,you know the market has shrinked a lot during the economic ressesion period. A:we understand it,but you know these flowers are good for value.And they are newlycultivated after we tried a lot for genetic transplant.I believe you know the cost we spent.B:yes, I know that,---,it’s beca use of that ,I hope we can cooperate to open the market.If the price is reasonable, the large volume sales will be easy to reach,and that can remedy your large cost,right?A: (考虑片刻)Considering it’s the first time we do business and long-term cooperation in future, we can cut 1 USD for the price which we usual don’t do .B:1 USD? It makes no difference.we need more.and to be frank,we want the price to be 20,25 and 40 USD for each kind.A:No,no,no,I think you are kidding….---,that’s a big cut ,andit will make us have no returns.B:(表情严肃，犹豫片刻)Then how about 22,30 and 45 USD.A:That’s still leave us a little of margin,but increase 500 hundreds units for each kind,we can make it.B:That’s hard for us,you know it is a large size,and we can’t keep them for a long time.A:The season of large demand for flowers is coming,we guarantee the delivery within 1 month, that can be helpful for your quick sale.B:The delivery should be within 1 month, otherwise I cannot place the order. Now let’s reach some middle ground,you allow a 20% discount,I increase the order quantity by 500 hundreds units at that new price.A:20% discount? The policy regulates the maxium discount iswithin 15% in our company. And if you want to get the discount,the units you ordered have to overpass 201X for each item.B:201X units?we can’t take that many.Though you can’t offer us 15% discount,10% is ok.I hope you can accept it.---A:---,we can grant 8% at most,that’s the best we can do.And I ensure we have allow the prelivige for you. (A’s cellphone rings)A:Sorry,---,please allow me to spare a few minutes for answering the phone. B:please help yourself.(A走出办公室，B掏出手机打电话)B:hello,is that ---,this is --- calling from---C:Hi,---,this is ---,How is the business going?B:It’s tough.we are discussing price.Have you seen the brochures I sent.For No10,20 and 30,they offer us unit price of 20,25 and 40 USD on trade term of CIF Sydney with quantity of 201X,1500 and 1500 for each kind,and they also allow a 8% discount,but I want to win more.What’s your idea?C:I have checked that.they have a good reputation and quanlity products,and the price condition is also competetive,if you can’t go further,accept thatl. B:Ok,I get it.byeA接完电话回来A:Sorry,I’ve be delayed. It’s an imp ortant call from my gerenal mangage. Let’s continue.(拿着册子看了下)I ensure we have offered you our best price. And I really hope we can begin our business relationship from this transaction.B:You are a good negotiator,and I accept that.A:Great,that’s a d eal.After a long negotiation,you must be tired.Now let’s go to have a rest and drink some coffee.场景二：包装、支付方式、保险等条款A:---,we have decided the price, now let’s get down to some detail requirements of the products you order.First, we’d like to know how you would like the flowers are packed.B:For No.10 ,each bunch of flower should be packed in a clear transparent plastic bag ,each bag to a paper box, 100 boxes to a carton.we require the plastic bags should be in 7 differentcolors,and the quality of each bag should be grade AAA with degree of transparency of 100%.A:Grade AAA is large spend for us,we can’t meet yourstandard.The most we can do is to use gradeA.If you insist,we have to take 15 cents extra charge for each bag.B:If you can guarantee the quality and make sure each bunch of flower to reach customers without defections,I can agree that.。

【最新推荐】201X年商务英语谈判实例5篇word版本 (5页)

本文部分内容来自网络整理，本司不为其真实性负责，如有异议或侵权请及时联系，本司将立即删除！== 本文为word格式，下载后可方便编辑和修改！ ==201X年商务英语谈判实例5篇大家在商务英语谈判的时候是怎么跟客户谈判的呢?以下是小编收集的201X年商务英语谈判实例5篇，欢迎大家阅读。

201X年商务英语谈判实例1在进行商务谈判的时候，要认真听对方说的每一句话，如果没有听明白就一定要问清楚，如何请求对方重复或解释呢?Will you repeat it, please?请再说一遍，好吗?Would you mind saying it again?请再说一遍。

I beg your pardon?请再说一遍。

I'm sorry I didn't catch your meaning. Will you say it again?对不起，我没明白你的意思。

您再说一遍吧。

I don't understand what you say.我不明白你说什么。

I'm sorry I don't follow you.对不起，我不懂你的话。

Will you speak a little more slowly?请说慢一点。

Will you slow down a bit? I can't follow you.请再说慢一点吧。

我没明白。

Will you explain what you mean?请解释一下你的意思吧。

Could you be more specific?能否再具体一些。

201X年商务英语谈判实例2Dan Smith是一位美国的健身用品经销商，此次是Robert Liu第一回与他交手。

就在短短几分钟的交谈中，Robert Liu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：D: I‘d like to get the ball rolling(开始)by talking about prices.R: Shoot.(洗耳恭听)I‘d be happy to answer any questions you may have.D: Your products are very good. But I‘m a little worried about the prices you‘re asking.R: You think we about be asking for more?(laughs)D: (chuckles莞尔) 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.R: That seems to be a little high, Mr. Smith. I don‘t know howwe can make a profit with those numbers.D: Please, Robert, call me Dan. (pause) Well, if we promisefuture business――volume sales(大笔交易)――that will slash your costs(大量减低成本)for making the Exec-U-ciser, right?R: Yes, but it‘s hard to see how you can place such large orders. How could you turn over(销磬)so many? (pause) We‘d need a guaranteeof future business, not just a promise.D: We said we wanted 1000 pieces over a six-month period. What if we place orders for twelve months, with a guarantee?。

商务英语谈判案例

商务英语谈判案例商务英语谈判案例商务英语谈判案例(一)A:为出口公司 B:为国外进口公司场景一：价格谈判A和B开门走进办公室……A: please take your seat,--- B:Thank you.A:After anttending our new product launch meeting,you must have a detail idea about our products,---.Now please let me know what kinds of flowers you are interested.(A递给B 一个产品目录册，B迅速地翻阅并作出标记)B:Yes,your flowers are pretty beautiful and leave me a deep impression.(A接过B递回的册子，翻阅)B:And I’d like to get the ball rolling by talkin g about the price.what prices will you offer for these I’ve marked?A:---,before we quote price please tell me how many flowers you are going to buy.B:for No.10 we’d like to phurchase 1500 units,No.20,1000 units and 1000 units for No.30.A:The usual price for No10 is 25 USD,for No20,35,and No30,50USD.they are all on the trade term of CIF Sydney.B:I think it’s unacceptable for us,you know the market has shrinked a lot during the economic ressesion period. A:we understand it,but you know these flowers are good for value.And they are newly cultivated after we tried a lot for genetic transplant.I believe you know the cost we spent.B:yes, I know that,---,it’s because of that ,I hope we can cooperate to open the market.If the price is reasonable, the largevolume sales will be easy to reach,and that can remedy your large cost,right?A: (考虑片刻)Considering it’s the first time we do business and long-term cooperation in future, we can cut 1 USD for the price which we usual don’t do .B:1 USD? It makes no difference.we need more.and to be frank,we want the price to be 20,25 and 40 USD for each kind.A:No,no,no,I think you are kidding….---,that’s a big cut ,and it will make us have no returns.B:(表情严肃，犹豫片刻)Then how about 22,30 and 45 USD.A:That’s still leav e us a little of margin,but increase 500 hundreds units for each kind,we can make it.B:That’s hard for us,you know it is a large size,and we can’t keep them for a long time.A:The season of large demand for flowers is coming,we guarantee the delivery within 1 month, that can be helpful for your quick sale.B:The delivery should be within 1 month, otherwise I cannot place the order. Now let’s reach some middle ground,you allow a 20% discount,I increase the order quantity by 500 hundreds units at that new price.A:20% discount? The policy regulates the maxium discount is within 15% in our company. And if you want to get the discount,the units you ordered have to overpass 2000 for each item.B:2000 units?we can’t take that many.Though you can’t offer us 15% discount,10% is ok.I hope you can accept it.--- A:---,we can grant 8% at most,that’s the best we can do.And I ensure we have allow the prelivige for you. (A’s cellphone rings)A:Sorry,---,please allow me to spare a few minutes foranswering the phone. B:please help yourself.(A走出办公室，B掏出手机打电话)B:hello,is that ---,this is --- calling from---C:Hi,---,this is ---,How is the business going?B:It’s tough.we are discussing price.Have you seen the brochures I sent.For No10,20 and 30,they offer us unit price of 20,25 and 40 USD on trade term of CIF Sydney with quantity of 2000,1500 and 1500 for each kind,and they also allow a 8% discount,but I want to win more.What’s your idea?C:I have checked that.they have a good reputation and quanlity products,and the price condition is also competetive,if you can’t go further,accept thatl. B:Ok,I get it.byeA接完电话回来A:Sorry,I’ve be delayed. It’s an important call from my gerenal mangage. Let’s continue.(拿着册子看了下)I ensure we have offered you our best price. And I really hope we can begin our business relationship from this transaction.B:You are a good negotiator,and I accept that.A:Great,that’s a deal.After a long negotiation,you must be tired.Now let’s go to have a rest and drink some coffee.场景二：包装、支付方式、保险等条款A:---,we have decide d the price, now let’s get down to some detail requirements of the products you order.First, we’d like to know how you would like the flowers are packed.B:For No.10 ,each bunch of flower should be packed in a clear transparent plastic bag ,each bag to a paper box, 100 boxes to a carton.we require the plastic bags should be in 7 different colors,and the quality of each bag should be grade AAA with degree of transparency of 100%.A:Grade AAA is large spend for us,we can’t meet yourstandard.The most we can do is to use gradeA.If you insist,we have to take 15 cents extra charge for each bag.B:If you can guarantee the quality and make sure each bunch of flower to reach customers without defections,I can agree that.A:Please don’t worry,---,we can guarantee.B:For No20 and No30,each pot of flower to a wooden box,each box should be moisture-conditioned.6 articles of No.20 and 6 aritcles of No30 to a wooden case.A:It will be a waste of wood,if you use box and case at the same time.we can use wood blocks to separate the flowerpots.B:No,I can’t agree.If having no case packing, the flowers are inconvenient to convey and easy to be broken.So please do as I say.A:Ok.And what’s the requirement for shiping marks?B:We need cartons and wooden boxes painting our company name for short,loading port and number.And of course,some indication marks,such as fragile,keeping upright should be put on. A:Anything more?B:I think no more. That’s all.A:I get it. For package,it’s setttled. Then let’s discuss something about payment. As you know for the first time we deal with business we usually accept letter of credit.B:Letter of credit is very complex and inconvenient, I hope you can change it to remittance. That will be more flexible.A:No, we can’t accept that. Though you a re right, remittance is flexible, for us,it has more risk. It’s the policy in our company that we have to accept L/C when we are in business for the first time.B:But I’m afraid that if there’s many times of remedy for L/C,it will waste a lot of time, and we can’t get the flowers onthe best occasion to sell. Then how about D/P?A:Sorry,---. We have to obey the regulation.B:But who will take the loss when you delay our time to sell the flowers?A:Perhaps. Then I have to go against the policy. 70% of the sa les money should be paid by L/C, the balance by D/P. We can’t go further.B:Ok. What bank will be suitable for your negotiation?A:Bank of China quanzhou branch.B:Sorry, we have no business with bank of China,we usually choose HSBC for negotiation bank in China.A:That will be inconvenient for us. To draw the money, we have to go to xiamen.B:We will allow HSBC to transit its transaction to BOC. Is that ok? A:Alright.切换场景 A给B端一杯咖啡…..of invoice value.B:No, we need that. It’s usual our practice and none o f trade companies have ever refused it.A:Let’s put the markup to 15%, reaching a middle ground, alright? B:At least 20%.A:Ok, 20%. And talk about document instructions?B:Full set of documents of ocean bill of lading in 3 orinigals and 5 copies, insurance policy, certificate original, and certificate of inspection, all certificate should mark credit number. A:Get it. Any more?B:It seems all are included.A:Let me check. Price, package, payment, insurance, documents. Yes ,all are well negotiated. Please have a look.--- B: (仔细看了下)All have been in the list. A:(起身，伸出手，同---握手)Thank you,---. I hope this is a very excellent begin of our business.B: You have mentioned your price is based on CIF Sydney, but now we find that Sydney port not suitable for us to take the delivery. We’d like to change it to Melpomene[mel’pɔmini:].A:I’m afraid that there’s no direct voyage to Melpomene. If so, we have to deliver the flowers in transshipment. B:Transshipment is not allowed,neither is partial shipment. Perhaps you arrange it by charter.A:No,---,it’s a big cost. We can’t do that. If you can undertake part of the charter fees, we can manage that. B:Is Perth ok?A:Perth is a good choice. Do you have any other requirement?B:We also need the insurance to be effected for 130% of the invoice value covering all risks as per ICC.A:130% and all risks? That will increase our spend. We usually commence 110%商务英语谈判案例(二)Dan Smith是一位美国的健身用品经销商，此次是Robert Liu第一回与他交手。

商务英语案例分析1

1.the problem Fast-Track faced:The subsidiary’s recent sales results were poor. Sales revenue was 30% below target.the solution to this problem:appoint a new sales manager for its subsidiary in Warsaw, Poland.2.background:Fast-Track Inc, based in Boston, US, sells corporate training videos and management training courses .Fast-Track advertised the vacancy only inside the company as it believes in offering the description for the position.3.merits and shortcomings of the 3 candidates:(1)Jonna Pelcmerits: diploma in marketinga good knowledge of computera suitable experience as a sales representativeenergetic and confidentambitious : get ready to be the topcompetitive: likes to winbest sales results of team during the last 5 yearsskill in personal knowledgeshortcomings: English is not very fluentvery young: less social experienceaggressivestrong personalitylow levels of education(2)Anna Belinski:merits: quiet and confidentfluent English, German and Polishgood at team buildingstrong sales abilityfast learnergood at computer and handling figures shortcomings: not independenttoo much self-confident(3)Robert Kaminsky:merits: strong sales abilitygood educationfluent Polish and Englishhard workercalm and relaxmodest practical and reliable shortcomings: not creativenot good at talking with other people 4.discuss who to select for the vacant position:Jonna Pelc: Though she finished secondary school but she is the only one who major in marketing among the 3 people. So we can believe she has a good academic background. Maybe someone think she is too young and she has less social experience. Besides, Jonna is rather ambitious, she is ready to be the director and she likes to win. In my opinion, this point is the most important to be a natural leader. Only the leader is determined, the staff can work together to improve the sales results. She is also energetic and confident; therefore the sales team can be easily motivated by her. While she has strong personality and she’s difficult to work with.I concern the team’s cooperation may be hard. In general, she may become a good sales leader.Anna Belinski: She wants to enjoy working to achieve good result in our company and to work with each other. In this way, the staff will work more effective and the staff turnover can be decreased. she is not independent: she depend too much on others. This means she is not suitable to be a leader. Besides, she is not an outgoing person, but we cannot deny her strong sales ability and she does well in computer and handling figures. So I think she’s more suitable to be a sales representative than to be a sales manager.Robert Kaminsky: He has good education and good judgment. As far as I’m concerned, he’s the most experienced sales representative sales representative of the 3. His linguistic ability quiet well and he works veryhard .While he’s not creative he cannot well motivated others and he is not good talking with people. So I think he’s also not the most suitable one to be a leader. Even though, he has strategy for developing sales, he believe the company should increase market share in along term. So his clear future can be a good advice to the sales manager.。

商务谈判英文案例

竭诚为您提供优质文档/双击可除商务谈判英文案例篇一：商务谈判对话英语实例商务谈判对话英语实例（1）商务谈判对话英语实例（3）商务谈判对话英语实例（4）商务谈判对话英语实例（5）商务谈判对话英语实例（6）商务谈判对话英语实例（7）商务谈判对话英语实例（8）篇二：商务谈判课文案例翻译p7goodbyeDoha,hellobali再见多哈，你好巴厘TheDohatradetalksaredead.Replacethemwitharapidnewde al,calledthe"globalRecoveryRound”多哈贸易会谈失败告终。

取代他们的将是一个更快更新的洽谈，名曰“全球复苏回合”贸易和增长向来连在一起。

当经济危机在20XX年第一次来临时，世界贸易和增长同时崩溃。

在20XX年都恢复了，并且直到今年都做的很好，今年又都滑车了。

减少关税和复杂手续可以促进贸易并支持不稳定的复苏。

这需要鼓励采取行动用一个关乎多面交易的努力来取代失败的多哈贸易会谈。

由wTo在20XX年提出的多哈会谈的目标是值得赞扬的。

它尽心尽力的将贫穷国家提到前位，在发展他们的农民进入到富有国家市场途径方面，给与他们特殊的优先权。

它同样很有野心，涵盖了不止是工业产品、农业和服务业的贸易，还包括了一系列与贸易不那么直接相关的事物（比如说：反垄断，知识产权以及外国投资政策）。

根据皮特森研究所，一个智囊团，一年的潜在获益大约在2800亿美元左右。

它的失败是一个悲剧。

坏人们是有力的游说者，尤其是在农业，比如美国的棉花和制糖工业以及日本的大米农民和渔民。

但是在多哈仍然有两个结构上的问题。

第一就是国家的数量。

在1947年第一次世界贸易洽谈结束时，一共有23个国家参加。

当开始举办多哈时，已经有155个。

第二，想法是要完成一个伟大的交易，其中农业、制造业和服务业都需要是自由贸易的。

但是在某些地方要达到一致是如此的困难，以至于wTo的真言“除非全都一致，否则没有一致”被证明是致命的。

英语专业商务谈判实例

英语商务谈判实例下面是一段典型的商业对话，请翻译成汉语。

Kim: Welcome to our company. my name is Jeff Kim. I'm in charge of the export department. Let me give you my business card.Smith: I'll give you mine too.Kim: How was your flight?Smith: Not bad, but I'm little tired.Kim: Here's your schedule. After this meeting, we will visit the factory and have another meeting with the production manager. And you'll be having dinner with our director.Smith: Could you arrange a meeting with your boss?Kim: Of course, I've arranged it at 10 o'clock tomorrow morning.Smith: Well, shall we get down to business?Kim: Sure, did you receive the sample we sent last week?Smith: Yes, we finished the evaluation of it. If the price is acceptable we would like to order now.Kim: I'm very glad to hear that.Smith: What's your best price for that item?Kim: The unit price is $12.50.Smith: I think the price is a little high, can't you reduce it?Kim: I'm afraid we can't. $12.50 is our rock bottom price. If you purchase more than 10,000 units we can reduce it to $12.00.Smith: Well, I'll accept the price and place an initial order of 10,000 units.Kim: Very good. It's been a pleasure to do business with you, Mr. Smith.Smith: The pleasure is ours. Can you deliver the goods by March 31?Kim: Of course.「翻译」金：欢迎到我们公司来。