商务谈判词汇
商务谈判术语大全
NO TRICKS 每个字母所代表的八个单词——need, options, time, relationships,investment, credibility, knowledge, skills.商务谈判术语制作精巧skillful manufacture/工艺精良sophisticated technology最新工艺latest technology加工精细finely processed造型新颖modern design/造型优美beautiful design设计合理professional design/ 设计精巧deft design造型富丽华贵luxuriant in design/结构合理rational construction款式新颖attractive design /款式齐全various styles/式样优雅elegant shape/花色入时fashionable patterns/任君选择for your selection五彩缤纷colorful/色彩艳丽beautiful in colors/色泽光润color brilliancy/色泽素雅delicate colors/瑰丽多彩pretty and colorful洁白透明pure white and translucence/洁白纯正pure whiteness品质优良excellent quality(high quality)质量上乘superior quality/质量稳定stable quality/质量可靠reliable quality 品种繁多wide varieties/规格齐全plete in specifications保质保量quality and quantity assured/性能可靠dependable performance操作简便easy and simple to handle/使用方便easy to use经久耐用durable in use/以质优而闻名well-known for its fine quality数量之首The king of quantity/质量最佳The queen of quality信誉可靠reliable reputation/闻名世界world-wide renowm久负盛名to have a long standing reputation誉满中外to enjoy high reputation at home and abroad历史悠久to have a long history畅销全球selling well all over the world深受欢迎to win warm praise from customers协定agreement/议定书protocol贸易协定trade agreement/ 贸易与支付协定trade and payment agreement 政府间贸易协定inter-governmental trade agreement /民间贸易协定non-governmental trade agreement双边协定bilateral agreement/ 多边协定multilateral agreement/支付协定payment agreement口头协定verbal agreement/书面协定written agreement/君子协定gentlemen’s agreement销售合同sales contract/格式合同model contract意向协议书agreement of intent/意向书letter of intent空白格式blank form授权书power of attorney换文exchange of letter备忘录memorandum合同条款contract terms/免责条款escape clause原文original text/译文version/措辞wording正本original/副本copy/附录attachment/附件appendix会签to counter-sign违反合同breach of contract/ 修改合同amendment of contract撤销合同cancellation of contract/合同的续订renewal of contract合同的解释interpretation of contact合同到期expiration of contract起草合同to draft a contract/ 做出合同to work out a contract谈妥合同to fix up a contract/签订合同to sign a contract缔结合同to conclude a contract/草签合同to initial a contract废除合同to annul a contrac/执行合同to perform a contract严格遵守合同条款to keep strictly to the terms of the contract一式二份in duplicate/一式三份in triplicate/一式四份in quadruplicate 1、出口方面的词汇出口信贷export credit出口津贴export subsidy商品倾销dumping外汇倾销exchange dumping优惠关税special preferences保税仓库bonded warehouse贸易顺差favorable balance of trade贸易逆差unfavorable balance of trade进口配额制import quotas自由贸易区free trade zone对外贸易值value of foreign trade国际贸易值value of international trade普遍优惠制generalized system of preferences-GSP最惠国待遇most-favored nation treatment-MFNT2、价格条件价格术语trade term (price term)运费freight单价price码头费wharfage总值total value卸货费landing charges金额amount关税customs duty净价net price印花税stamp duty含佣价price including mission港口税port dues回佣return mission .装运港port of shipment折扣discount, allowance卸货港port of discharge批发价wholesale price目的港port of destination零售价retail price进口许口证import licence现货价格spot price出口许口证export licence期货价格forward price现行价格（时价）current price prevailing price国际市场价格world (International)Market price离岸价（船上交货价）FOB-free on board成本加运费价（离岸加运费价）C&.F-cost and freight到岸价（成本加运费、保险费价）CIF-cost,insurance and freight3、交货条件交货delivery轮船steamship(缩写S.S)装运、装船shipment租船charter (the chartered ship)交货时间time of delivery定程租船voyage charter装运期限time of shipment定期租船time charter托运人（一般指出口商）shipper, consignor收货人consignee班轮regular shipping liner驳船lighter舱位shipping space油轮tanker报关clearance of goods陆运收据cargo receipt提货to take delivery of goods空运提单airway bill正本提单original B\\\\L选择港（任意港）optional port选港费optional charges选港费由买方负担optional charges to be borne by the Buyers 或optional charges for Buyers’ acc ount一月份装船shipment during January 或January shipment一月底装船shipment not later than Jan.31st.或shipment on or before Jan.31st.一/二月份装船shipment during Jan./Feb.或Jan./Feb. shipment在......(时间)分两批装船shipment during....in two lots在......(时间)平均分两批装船shipment during....in two equal lots分三个月装运in three monthly shipments分三个月，每月平均装运in three equal monthly shipments立即装运immediate shipments即期装运prompt shipments收到信用证后30天内装运shipments within 30 days after receipt of L/C 允许分批装船partial shipment not allowed partial shipment not permitted partial shipment not unacceptable4、交易磋商、合同签订订单indent订货；订购book. booking电复cable reply实盘firm offer递盘bid. bidding递实盘bid firm还盘counter offer发盘（发价）offer发实盘offer firm询盘（询价）inquiry.enquiry5、交易磋商、合同签订订单indent订货；订购book. booking电复cable reply实盘firm offer递盘bid. bidding递实盘bid firm还盘counter offer发盘（发价）offer发实盘offer firm询盘（询价）inquiry.enquiry6、交易磋商、合同签订指示性价格price indication速复reply immediately参考价reference price习惯做法usual practice交易磋商business negotiation不受约束without engagement业务洽谈business discussion限**复subject to reply **限* *复到subject to reply reaching here **有效期限time of validity有效至**: valid till **购货合同purchase contract销售合同sales contract购货确认书purchase confirmation销售确认书sales confirmation一般交易条件general terms and conditions以未售出为准subject to prior sale需经卖方确认subject to seller’s confirm ation需经我方最后确认subject to our final confirmation7、贸易方式INT (拍卖auction)寄售consignment招标invitation of tender投标submission of tender一般代理人agent总代理人general agent代理协议agency agreement累计佣金accumulative mission补偿贸易pensation trade （或抵偿贸易）pensating/pensatory trade （又叫：往返贸易）counter trade来料加工processing on giving materials来料装配assembling on provided parts独家经营/专营权exclusive right独家经营/包销/代理协议exclusivity agreement独家代理sole agency. sole agent. exclusive agency.exclusive agent8、品质条件品质quality 原样original sample规格specifications 复样duplicate sample说明description 对等样品countersample标准standard type 参考样品reference sample商品目录catalogue 封样sealed sample货号article No. 花色（搭配）assortment样品sample 5% 增减5% plus or minus代表性样品representative sample大路货（良好平均品质）fair average quality9、商检仲裁索赔claim 争议disputes罚金条款penalty 仲裁arbitration不可抗力force Majeure 仲裁庭arbitral tribunal产地证明书certificate of origin品质检验证书inspection certificate of quanlity重量检验证书inspection certificate of weight (quantity)**商品检验局**modity inspection bureau (*.C.I.B)品质、重量检验证书inspection certificate10、数量条件个数number 净重net weight容积capacity 毛作净gross for net体积volume 皮重tare毛重gross weight溢短装条款more or less clause11、外汇外汇foreign exchange 法定贬值devaluation外币foreign currency 法定升值revaluation汇率rate of exchange 浮动汇率floating rate国际收支balance of payments 硬通货hard currency直接标价direct quotation 软通货soft currency间接标价indirect quotation 金平价gold standard买入汇率buying rate 通货膨胀inflation卖出汇率selling rate 固定汇率fixed rate金本位制度gold standard 黄金输送点gold points铸币平价mint par 纸币制度paper money system国际货币基金international monetary fund黄金外汇储备gold and foreign exchange reserve汇率波动的官定上下限official upper and lower limits of fluctuation 谈判开始1. I’d like to get the ball rolling by talking about prices.2. I’d be happy to answer any questions you may have.3. I’m a little worried about the prices you’re asking.4. You think we should be asking for more?5.That’s not exactly what I had in mind.6. What I’d like is a 25% discount.7. That seems to be a little high.8. It’s hard to see how you can place such large orders.9. That will slash your costs.10. I don’t know how we can make a profit then.11. How could you turn over so many?12.We’d need a guarantee of future business.13.We want 5000 pieces over a six-month period.14.What if we place orders for twelve months?15. I think we can discuss this future.出席国际商务会议常用英语口语1、Getting the Chairperson’s Attention 引起会议主席的注意(Mister/Madam) chairman.May I have a word?If I may, I think...Excuse me for interrupting.May I e in here?2、Giving Opinions 表达意见I’m positive that...I (really) feel that...In my opinion...The way I see things...If you ask me,... I tend to think that...Asking for Opinions 询问意见Are you positive that...Do you (really) think that...(name of participant) can we get your input?How do you feel about...?3、menting 做出评论That’s interesting .I never thought about it that way before.Good point!I get your point.I see what you mean. 4、Agreeing 表示同意I totally agree with you.Exactly!That’s (exactly) the way I feel.I have to agree with (name of participant).5、Disagreeing 表示异议Unfortunately, I see it differently.Up to a point I agree with you, but...(I’m afraid) I can’t agree6、Advising and Suggesting 提出建议Let’s...We should...Why don’t yo u....How/What about...I suggest/remend that...7、Clarifying 澄清Let me spell out...Have I made that clear?Do you see what I’m getting at?Let me put this another way...I’d just like to repeat that...8、Requesting Information 请求信息Please, could you...I’d like you to...Would you mind...I wonder if you could...1、Would anyone like something to drink before we begin? 在我们正式开始前，大家喝点什么吧？2、We are ready. 我们准备好了。
商务谈判主题英语词汇
商务谈判主题英语词汇Business Negotiation VocabularySuccessful business negotiations often require a strong command of specialized vocabulary and terminology. Effective communication is crucial in navigating the complexities of commercial transactions and reaching mutually beneficial agreements. In the context of business negotiations, there are several key terms and phrases that are essential to understand and utilize effectively.One of the fundamental concepts in business negotiations is the idea of leverage. Leverage refers to the relative bargaining power or advantage that each party holds in the negotiation process. Parties with greater leverage may be able to exert more influence and secure more favorable terms. Factors that contribute to leverage include access to resources, alternative options, and the perceived value of what each party is offering.Another important aspect of business negotiations is the concept of compromise. Compromise involves finding a middle ground or a solution that satisfies the interests of both parties, rather than one party imposing their demands entirely. Successful negotiators oftenneed to be skilled in the art of compromise, balancing their own needs with the needs of the other party to reach a mutually acceptable agreement.The term "win-win" is commonly used in business negotiations to describe an outcome where both parties feel that they have achieved their desired objectives. A win-win scenario is often the goal of effective negotiations, as it fosters a sense of collaboration and mutual benefit, rather than a zero-sum mentality where one party's gain is the other's loss.Negotiators must also be adept at handling various negotiation tactics and strategies employed by the other party. These may include tactics such as anchoring, where one party sets an initial high or low price to influence the other party's perception of value; or the use of deadlines and time pressure to create a sense of urgency and limit the other party's options.Effective communication skills are essential in business negotiations. Negotiators must be able to clearly articulate their position, listen actively to the other party, and engage in constructive dialogue to find common ground. This may involve the use of persuasive language, active listening techniques, and the ability to ask probing questions to better understand the other party's interests and concerns.In addition to communication skills, negotiators must also be skilled in the art of concession-making. Concessions involve making strategic compromises or trade-offs to move the negotiation forward and reach a mutually acceptable agreement. Successful negotiators must be able to identify areas where they can make concessions without compromising their core interests.Another important concept in business negotiations is the idea of BATNA, or the "best alternative to a negotiated agreement." BATNA represents the most favorable alternative course of action a party can take if the current negotiation fails to produce a satisfactory outcome. Understanding one's BATNA can help negotiators assess the value of a potential agreement and make informed decisions about when to hold firm or when to be more flexible.Negotiators must also be mindful of the role that cultural differences can play in business negotiations. Cultural norms, communication styles, and expectations can vary significantly across different regions and countries. Successful negotiators must be able to navigate these cultural nuances and adapt their approach accordingly to build trust and foster productive dialogue.Finally, the concept of a "walkaway price" is crucial in business negotiations. The walkaway price represents the minimum ormaximum price (depending on whether one is the buyer or the seller) that a party is willing to accept before walking away from the negotiation. Knowing one's walkaway price can help negotiators avoid making concessions that undermine their core interests or objectives.In conclusion, the vocabulary and terminology associated with business negotiations are essential tools for effective communication and successful outcomes. By mastering these concepts and strategies, negotiators can enhance their ability to navigate the complexities of commercial transactions, build strong relationships, and achieve mutually beneficial agreements.。
商务英语词汇大全文库
商务英语词汇大全文库一、国际贸易1. 进出口：Import / Export2. 贸易顺差：Trade Surplus3. 贸易逆差：Trade Deficit4. 自由贸易区：Free Trade Zone (FTZ)5. 关税：Tariff6. 世界贸易组织：World Trade Organization (WTO)7. 贸易壁垒：Trade Barrier8. 非关税壁垒：Non-T ariff Barrier (NTB)9. 贸易协定：Trade Agreement10. 区域经济一体化：Regional Economic Integration二、商务谈判1. 谈判：Negotiation2. 议价：Bargaining3. 报价：Quotation4. 还价：Counteroffer5. 合同：Contract6. 交货期：Delivery Date7. 支付方式：Payment Method8. 谈判策略：Negotiation Strategy9. 协商：Mediation10. 仲裁：Arbitration三、营销策略1. 市场调研：Market Research2. 目标市场：Target Market3. 产品定位：Product Positioning4. 品牌建设：Brand Building5. 促销策略：Promotion Strategy6. 广告宣传：Advertising Promotion7. 公共关系：Public Relations (PR)8. 市场细分：Market Segmentation9. 定价策略：Pricing Strategy10. 销售渠道：Sales Channel四、金融与投资1. 货币：Currency2. 外汇：Foreign Exchange (FX)3. 本币：Domestic Currency4. 外汇市场：Foreign Exchange Market (FX Market)5. 国际金融市场：International Financial Market (IFM)6. 投资组合：Portfolio7. 股票：Stocks8. 债券：Bonds9. 期货与期权：Futures & Options10. 对冲基金：Hedge Funds11. 风险投资：Venture Capital (VC)12. 私募股权投资：Private Equity (PE)。
国际商务谈判词汇
Chapter 1Bargaining讨价还价: competitive, win-lose situations;Negotiation谈判: win-win situations;Intangibles无形因素: intangible factors are the underlying psychological motivations that may directly or indirectly influence the parties during a negotiation;Interdependent相互依赖: when the parties depend on each other to achieve their own preferred outcome they are interdependent;Independent parties独立各方: Independent parties are able to meet their own needs without the help of others; they can be relatively detached, indifferent and uninvolved with others;Dependent parties完全依赖各方 :Dependent parties must rely on others for what they need since they need the help, benevolence, or cooperation of the other, the dependent party must accept and accommodate to that provider’s whims and idiosyncrasies;Competitive situation竞争性情形: when the goals of two or more people are interconnected so that only one can achieve the goal, this is competitive situation, also known as a zero-sum or distributive situation,in which “individuals are so linked together that there is a negative correlation between their goal attainments”;Mutual-gains situation相互获益情形: When parties’ goals are linked so that one person’s goal achievement helps others to achieve their goals,it is a mutual-gains situation, also known as a non-sum or integrative situation;BATNA达成谈判协议的最佳选择an acronym for best alternative to a negotiated agreement;The dilemma of honesty诚实困境: it concerns how much of the truth to tell the other party;The dilemma of trust信任困境: it concerns how much should negotiators believe what the other party tells them;Distributive bargaining分配式谈判: accepts the fact that there can only be one winner given the situation and pursues a course of action to be that winner;Integrative bargaining共赢争价: attempts to find solutions so both parties can do well and achieve their goals;Claim value主张价值: to do whatever is necessary to claim the reward, gain the lion’s share, or gain the largest piece possible;Create value创造价值: to find a way for all parties to meet their objectives, either by identifying more resources or finding unique ways to share and coordinate the use of existing resources;Conflict冲突: a potential consequence of interdependent relationships is conflict. Conflict may be defined as a “sharp disagreement or opposition, as of interests, ideas, etc.”and includes “the perceived divergence of interest, or a belief that the parties’ current aspirations cannot beachieved simultaneously”.Contending争夺战略: actors pursuing the contending strategy pursue their own outcomes strongly and show little concern for whether the other party obtains his or her desired outcomes;Yielding屈服战略: actors pursuing the yielding strategy show little interest or concern in whether they attain their own outcomes, but they are quite interested in whether the other party attains his or her outcomes; Inaction不作为战略: actors pursuing the inaction strategy show little interest in whether they attain their own out-comes, as well as little concern about the other party obtains his or her outcomes;Problem solving解决问题战略: actors pursuing the problem solving strategy show high concern for attaining their own outcomes and high concern for whether the otherChapter 2target point目标点: the point at which negotiator would like to conclude negotiationsresistance point拒绝点: a negotiator’s bottom line, the most the buyer will pay or thesmallest amount the seller will settle forasking price要价,索价:the initial price set by the sellerinitial offer最初报价:the first number the buyer will quote to the seller bargaining range/settlement range/zone of potential agreement谈判空间:the spreadbetween the resistance pointsa negative bargaining range消极的谈判空间:the seller’s resistance point is above thebuyer’s, and the buyer won’t pay more than the seller will minimally accepta positive bargaining range积极的谈判空间:the buyer’s resistance is above the theseller’s, and the buyer minimally willing to pay more than the seller is minimally willing tosell forbargaining mix谈判组合:the package of issues for negotiationindirect assessment间接估计:determining what information an individual likely used toset target and resistance point and how he or she interpreted this information selective presentation选择性表述:negotiators reveal only the facts necessary tosupport their casecommitment承诺:the taking of a bargaining position with some explicit of implicit pledgeregarding the future course of actionChapter 3Pareto efficient frontier帕累托有效边界:the claiming value line is pushed towards theupper right-hand side to the fullest extent possible by creating value, and the line is calledthe Pareto efficient frontiercommon goal共同目标:the goal that all parties share equally, each one benefiting in away that would not be possible if they did not work togethershared goal共享目标:the goal that both parties work toward but that benefits each partydifferentlyjoint goal联合目标:the goal that involves individuals with different personal goalsagreeing to combine them in a collective effortChapter 4Strategy策略：the pattern of plan that integrates an organization’s major targets, policies, and action sequences into a cohesive whole. Preparation准备工作: deciding what is important, defining goals, thinking ahead how to work together with the other party.Relationship building建立关系: getting to know the other party, understanding how you and the other are similar and different, and building commitment toward achieving a mutually beneficial set of outcomes. Information suing使用信息: learning what you need to know about the issues, about the other party and their needs, about the feasibility of possible settlements, and about what might happen if you fail to reach agreement with the other side.Bidding竞标: the process of making moves from one’s initial, ideal position to the actual outcome.Closing the deal结束谈判:the objective of this stage is to build commitment to the agreement achieved in the previous phase. Both the negotiator and the other party have to assure themselves that they reached a deal they can be happy with, or at least accept.Implementing the agreement履行协议: determining who needs to do what once the agreement is reached.Negotiator’s dilemma谈判者的困境: the choice of whether to pursue a claiming value strategy is described as the “negotiator’s dilemma”.Positions: an opening bid or a target pointSubstantive interests实质性的利益: directly related to the focal issues under negotiationProcess-based interests基于谈判过程的利益:related to how the negotiators behave as they negotiateRelationship-based interests基于双方关系的利益: tied to the current or desired future relationship between the parties.Resistance point拒绝点: a resistance point is the place where you decide that you should absolutely stop the negotiation rather than continue because any settlement beyond this point is not minimally acceptable. Alternatives可替代的选择: other agreements negotiators could achieve and still meet their needs.Target point目标点: one realistically expects to achieve a settlement and the asking price, representing the best deal one can hope to achieve. Chapter 5Perception感知: The process by which individuals connect to their environment; the process of screening, selecting, and interpreting stimuli so that they have meaning to the individual.Stereotypes心理定势: is a very common distortion of the perceptual process. It occurs when one individual assigns attributes to another solely on the basis of the other’s membership in a particular social or demographic category.Halo effects晕轮效应: rather than using a person’s group membership as a basis for classification, however, halo effects occur when people generalize about a variety of attributes based on the knowledge of one attribute of an individual.Selective perception选择性感知: When the perceiver singles out certain information that supports a prior belief and filters out information that does not confirm that belief.Projection投射效应: When people assign to others the characteristics or feelings that they possess themselves.A frame框架: The subjective mechanism through which people evaluate and make sense out of situations, leading them to pursue or avoid subsequent actions.Framing制定框架:About focusing, shaping, and orgnizing the world around us -- making sense of a complex reality and defining it in terms that are meaningful to us.Substantive frame实质型框架: What the conflict is about.Outcome frame结果型框架: A party’s predisposition to achieving a specific result or outcome from the negotiation.Aspiration frame抱负型框架: A predisposition toward satisfying a broader set of interests or needs in negotiation.Process frame过程型框架: How the parties will go about resolving their disputes.Identity frame识别型框架: How the parties define “who they are”. Characterization frame描述型框架:how the parties define the other parties.Loss-gain frame输-赢型框架: how the parties define the risk or reward associated with particular outcomes.Escalation of commitment承诺的扩大: The tendency for an individual to make decisions that stick with a failing course of action.Mythical fixed-pie beliefs固定蛋糕观念: those who believe in the mythical fixed-pie assume there is no possibility for integrative settlements and mutually beneficial trade-offs, and they suppress efforts to search for them.Anchoring and adjustment基准调节: cognitive biases in anchoring and adjustment are related to the effect of the standard or anchor against which subsequent adjustments are made during negotiation.Issue framing and risk谈判框架的制定方式与风险:the way a negotiation is framed can make negotiators more or less risk averse or risk seeking. Availability of information信用的可用性: in negotiation, the availability bias operates when information that is presented in vivid, colorful, or attention-getting ways becomes easy to recall, and thus also becomes central and critical in evaluating events and options.The winner’s curse赢家的诅咒: the tendency of negotiators, particularly in an auction setting, to settle quickly on an item and then subsequentlyfeel discomfort about a negotiation win that comes too easily. Overconfidence自负: the tendency of negotiators to believe that their ability to be correct or accurate is greater than is actually true. The law of small numbers小数法则: in decision theory, the law of small numbers refers to the tendency of people to draw conclusions from sample sizes. In negotiation, the law of small numbers applies to the way negotiator learn and extrapolate from their own experience.Self-serving biases感知错误: The tendency to overestimate the causal role of personal or internal factors and underestimate the causal role of situational or external factors, when explaining another person’s behavior.Endowment effect捐赠效应: The tendency to overvalue something you own or believe you possess.Reactive devaluation缺乏考虑: The process of devaluing the other party’s concessions simply because the other party made them.Chapter 6Encoding编码：is the process by which messages are put into symbolic form. Channels渠道：are the conduits by which messages are carried from one party to another.Decoding解码：is the process of translating messages from their symbolic form into a form that makes sense.Meanings含义：are the facts, ideas, feelings, reactions, or thoughts thatexist within individuals and act as a set of filters for interpreting the decoded messages.Feedback反馈：is the process by which the receiver reacts to the sender’s message.Temporal synchrony bias时间同步偏差:is the tendency for negotiators to behave as if they are in synchronous situation when they are not. Burned bridge bias烧毁的桥梁偏差：is the tendency for individuals to employ risky behavior during e-mail negotiations that they could not use during a face-to-face encounter.Squeaky wheel bias吱吱响的车轮偏差：is the tendency for e-mail negotiators to use a negative emotional style to achieve their goals.Sinister attribution bias险恶的归因偏差occurs when one mistakenly assumes that another’s behavior is caused by personality flaws, while overlooking the role of situational factors.Chapter 7Power权力：in negotiation, power means the capabilities negotiators can assemble to give themselves an advantage or increase the probability of achieving their objectives.Power in action行动中的权力：i s the actual messages and tactics an individual undertakes in order to change the attitudes and/or behaviors of others. Expert power专家权力：derived from having unique, in-depth information about a subject.Reward power奖赏权力：derived by being able to reward others for doing what needs to be done.Coercive power强制权力：derived by being able to punish others for not doing what needs to be done.Legitimate power法律权力：derived from holding an office or formal title in some organization and using the powers that are associated with that office. a vice president or directorReferent power参照权力：derived from the respect or admiration one command because of attributes like personality, integrity, interpersonal style, and the like.Information power信息权力：is derived from the negotiator’s ability to assemble and organize facts and data to support his or her position, arguments, or desired outcomes.Chapter 8Central route 中央路径：occurs when motivation and ability to scrutinize issue-relevant arguments are relatively high.Peripheral rou te 边缘路径: is characterized by subtle cues and context with less cognitive processing of the messageMessage content消息内容: when constructing arguments to persuade the other party ,negotiators need to decide what topics and facts they should include Message components消息组成: negotiators help the other party understand and accept their big ideas by breaking them into smaller, moreunderstandable piecesOne-sided message单面消息: ignore arguments and opinions that might support the other party’s positionTwo-sided message双面消息: ignore the competition , mention and describe the opposing point of view, and then show how and why it is less desirable than the presenter’s point of viewPersonal reputation for integrity个人正直之荣誉: the quality that assures people you can be trusted, you will be honest, and you will do as you say Status differences地位差异:occupation\age\education level\the neighborhood where a people lives, dress, type of automobile, and the like Ingratiation逢迎: enhancing the other’s self-image or reputation through statements or actions, and thus enhancing one’s own image in the same way Reciprocity互惠主义: when you receive sth from another person, you should respond in the future with a favor in returnSocial proof社会认同 people look to determine the correct response in many situationsScarcity缺乏: when things are less available, they will have more influence Chapter 9Ethics道德标准: broadly applied social standards for what is right or wrong in a particular situation, or a process for setting those standards Ethical道德的: appropriate as determined by some standard of moral conduct Prudent审慎的; wise, based on trying to understand the efficacy of thetactic and the consequences it might have on the relationship with the other Practical实际的: what a negotiator can actually make happen in a given situationLegal法定的; what the law defines as acceptable practiceEnd-result ethics归宿伦理: rightness of an action is determined by considering consequenceDuty ethics责任伦理: rightness of an action is determined by considering obligations to apply universal standards and principlesSocial contraction社会收缩; rightness of an action is determined by the customs and norms of a communityPersonalistic ethics人格伦理观: rightness of an action is determined by one’s conscienceA Misrepresentation误传; an affirmative misstatement of sthA knowing misrepresentation知道误传: you know that what you say is false when you say itA fact事实: an objective fact, to be legal, in theoryReliance\caution警示: for a deceptive statement to be legally fraudulent , the receiver must prove that he or she relied on the info and that doing so caused harmMachiavellianism权术主义; a pragmatic and expedient view of human nature Locus of control控制源; the degree to which they believe the outcomes they obtain are a result of their own ability and effort versus fate or chanceA preconventional leve l前习俗水平: the individual is concerned with concrete outcomes that meet his or her own immediate needs, particularly external rewards and punishmentsA conventional level习俗水平: the individual defines what is right on the basis of what his immediate social situation and peer group endorses or what society in general seems to wantA principled level原则水平: the individual defines what is right on the basis of some broader set of universal values and principlesCall the tactic调用策略: indicate to the other side that you know he is bluffing or lyingIgnore the tactic: if you are aware that the other party is bluffing or lying, simply ignore itChapter 10Environmental context环境因素：The environmental context includes environmental forces that neither negotiator controls that influence the negotiation.Immediate context直接因素：The immediate context includes factors over which negotiators appear to have some control.Uncertainty Avoidance不确定性：Uncertainty avoidance indicates to what extent a culture programs its members to feel either uncomfortable or comfortable in unstructured situations.Negotiation metaphors谈判隐喻：Negotiation metaphors arecoherent,holistic meaning systems,which have been developed and cultivated in particular socio-cultural environments,function to interpret,structure,and organize social action in negotiation. Chapter 11Impasse僵局：Impasse is a condition or state of conflict in which there is no apparent quick or easy resolution.Postdeal negotiations事后交易谈判：Postdeal negotiations are negotiation that occur as an existing agreement is expiring.Intradeal negotiations事间交易谈判： Intradeal negotiations occur when an agreement states that negotiations should be reopened at specific intervals.Extradeal negotiations额外交易谈判： Extradeal negotiationsoccur when it appears that there is a violation of the contract,or in the absence of a contract reopening clause.Cognitive resolution认知解决：Cognitive resolution is needed to change how the parties view the situation.Emotional resolution情感解决：Emotional resolution involves changing how parties feel about the impasse and the other party,as well as reducing the amount of emotional energy they put into the negotiation.Behavioral resolution行为解决：Behavioral resolution explicitly addresses what people will do in the future and how agreements they make about the future will be realized.Active listening'积极倾听：One can let the other party know that both the content and emotional strength of his or her message have been heard and understood,but that does not mean that one agrees with it.Chapter 12The shadow negotiation影子谈判: The shadow negotiation occurs in parallel with the substantive negotiation and is connected with how the negotiation will proceed.Social contract实质性谈判：a Social contract regarding how the negotiation will proceed, who has influence and power, and what the boundaries of the negotiation are;Hard tactics恶劣战术：the distributive tactics that the other party uses in a negotiation to put pressure on negotiations to do something that is not in their best interest;Ultimatum最后通牒：an ultimatum is an attempt to induce compliance or force concessions from a presumably recalcitrant opponent;Clarity清晰：clarity means to use language that is as precise as possible when managing a difficult conversation;Tone 语调： tone is the nonverbal aspect of the conversation and it includes intonation, facial expressions, conscious and unconscious body language; Temperate phrasing适度的措辞：Temperate phrasing involves choosing language carefully to deliver a message that will not provoke the other side;Chapter 13ADR替代争议解决方案alternative dispute resolution;Mediation调解：Mediation is the most common third-party intervention and negotiators surrender control over the process while maintaining control over outcomes;Content mediation内容调解:helping the parties manage trade-offs;Issue identification问题识别：enabling the parties to prioritize the issues;Positive framing of the issues问题的积极建构：focusing on desired, positively stated outcomes;Moderate conflict中等水平的冲突：situations in which tension is apparent and tempers are beginning to fray, but negotiations have not deteriorated to the point of physical violence or irrevocably damaging threats and actions;Process consultation过程咨询：a set of activities on the part of the consultant that helps the client to perceive ,understand, and act upon the process events which occur in the client’s environment;Chapter 14无;。
国际商务谈判 词汇
Chapter 1Bargaining讨价还价: competitive, win-lose situations;Negotiation谈判: win-win situations;Intangibles无形因素: intangible factors are the underlying psychological motivations that may directly or indirectly influence the parties during a negotiation;Interdependent相互依赖: when the parties depend on each other to achieve their own preferred outcome they are interdependent;Independent parties独立各方: Independent parties are able to meet their own needs without the help of others; they can be relatively detached, indifferent and uninvolved with others;Dependent parties完全依赖各方 :Dependent parties must rely on others for what they need since they need the help, benevolence, or cooperation of the other, the dependent party must accept and accommodate to that provider’s whims and idiosyncrasies;Competitive situation竞争性情形: when the goals of two or more people are interconnected so that only one can achieve the goal, this is competitive situation, also known as a zero-sum or distributive situation，in which “individuals are so linked together that there is a negative correlation between their goal attainments”;Mutual-gains situation相互获益情形: When parties’ goals are linked so that one person’s goal achievement helps others to achieve their goals,it is a mutual-gains situation, also known as a non-sum or integrative situation;BATNA(达成谈判协议的最佳选择) an acronym for best alternative to a negotiated agreement;The dilemma of honesty诚实困境: it concerns how much of the truth to tell the other party;The dilemma of trust信任困境: it concerns how much should negotiators believe what the other party tells them;Distributive bargaining分配式谈判: accepts the fact that there can only be one winner given the situation and pursues a course of action to be that winner;Integrative bargaining共赢争价: attempts to find solutions so both parties can do well and achieve their goals;Claim value主张价值: to do whatever is necessary to claim the reward, gain the lion’s share, or gain the largest piece possible;Create value创造价值: to find a way for all parties to meet their objectives, either by identifying more resources or finding unique ways to share and coordinate the use of existing resources;Conflict冲突: a potential consequence of interdependent relationships is conflict. Conflict may be defined as a “sharp disagreement or opposition, as of interests, ideas, etc.”and includes “the perceived divergence of interest, or a belief that the parties’ current aspirations cannot beachieved simultaneously”.Contending争夺战略: actors pursuing the contending strategy pursue their own outcomes strongly and show little concern for whether the other party obtains his or her desired outcomes;Yielding屈服战略: actors pursuing the yielding strategy show little interest or concern in whether they attain their own outcomes, but they are quite interested in whether the other party attains his or her outcomes; Inaction不作为战略: actors pursuing the inaction strategy show little interest in whether they attain their own out-comes, as well as little concern about the other party obtains his or her outcomes;Problem solving解决问题战略: actors pursuing the problem solving strategy show high concern for attaining their own outcomes and high concern for whether the otherChapter 2target point(目标点): the point at which negotiator would like to conclude negotiationsresistance point(拒绝点): a negotiator’s bottom line, the most the buyer will pay or thesmallest amount the seller will settle forasking price(要价，索价):the initial price set by the sellerinitial offer(最初报价):the first number the buyer will quote to the seller bargaining range/settlement range/zone of potential agreement(谈判空间):the spreadbetween the resistance pointsa negative bargaining range(消极的谈判空间):the seller’s resistance point is above thebuyer’s, and the buyer won’t pay more than the seller will minimally accepta positive bargaining range(积极的谈判空间):the buyer’s resistance is above the theseller’s, and the buyer minimally willing to pay more than the seller is minimally willing tosell forbargaining mix(谈判组合):the package of issues for negotiationindirect assessment(间接估计):determining what information an individual likely used toset target and resistance point and how he or she interpreted this information selective presentation(选择性表述):negotiators reveal only the facts necessary tosupport their casecommitment(承诺):the taking of a bargaining position with some explicit of implicit pledgeregarding the future course of actionChapter 3Pareto efficient frontier(帕累托有效边界):the claiming value line is pushed towards theupper right-hand side to the fullest extent possible by creating value, and the line is calledthe Pareto efficient frontiercommon goal(共同目标):the goal that all parties share equally, each one benefiting in away that would not be possible if they did not work togethershared goal(共享目标):the goal that both parties work toward but that benefits each partydifferentlyjoint goal(联合目标):the goal that involves individuals with different personal goalsagreeing to combine them in a collective effortChapter 4Strategy（策略）：the pattern of plan that integrates an organization’s major targets, policies, and action sequences into a cohesive whole. Preparation（准备工作）: deciding what is important, defining goals, thinking ahead how to work together with the other party.Relationship building（建立关系）: getting to know the other party, understanding how you and the other are similar and different, and building commitment toward achieving a mutually beneficial set of outcomes. Information suing(使用信息): learning what you need to know about the issues, about the other party and their needs, about the feasibility of possible settlements, and about what might happen if you fail to reach agreement with the other side.Bidding(竞标): the process of making moves from one’s initial, ideal position to the actual outcome.Closing the deal(结束谈判):the objective of this stage is to build commitment to the agreement achieved in the previous phase. Both the negotiator and the other party have to assure themselves that they reached a deal they can be happy with, or at least accept.Implementing the agreement(履行协议): determining who needs to do what once the agreement is reached.Negotiator’s dilemma(谈判者的困境): the choice of whether to pursue a claiming value strategy is described as the “negotiator’s dilemma”.Positions(): an opening bid or a target pointSubstantive interests(实质性的利益): directly related to the focal issues under negotiationProcess-based interests(基于谈判过程的利益):related to how the negotiators behave as they negotiateRelationship-based interests(基于双方关系的利益):tied to the current or desired future relationship between the parties.Resistance point(拒绝点): a resistance point is the place where you decide that you should absolutely stop the negotiation rather than continue because any settlement beyond this point is not minimally acceptable. Alternatives(可替代的选择): other agreements negotiators could achieve and still meet their needs.Target point(目标点): one realistically expects to achieve a settlement and the asking price, representing the best deal one can hope to achieve. Chapter 5Perception(感知): The process by which individuals connect to their environment; the process of screening, selecting, and interpreting stimuli so that they have meaning to the individual.Stereotypes(心理定势): is a very common distortion of the perceptual process. It occurs when one individual assigns attributes to another solely on the basis of the other’s membership in a particular social or demographic category.Halo effects(晕轮效应): rather than using a person’s group membership as a basis for classification, however, halo effects occur when people generalize about a variety of attributes based on the knowledge of one attribute of an individual.Selective perception(选择性感知): When the perceiver singles out certain information that supports a prior belief and filters out information that does not confirm that belief.Projection(投射效应):When people assign to others the characteristics or feelings that they possess themselves.A frame(框架): The subjective mechanism through which people evaluate and make sense out of situations, leading them to pursue or avoid subsequent actions.Framing(制定框架):About focusing, shaping, and orgnizing the world around us -- making sense of a complex reality and defining it in terms that are meaningful to us.Substantive frame(实质型框架): What the conflict is about.Outcome frame(结果型框架): A party’s predisposition to achieving a specific result or outcome from the negotiation.Aspiration frame(抱负型框架): A predisposition toward satisfying a broader set of interests or needs in negotiation.Process frame(过程型框架): How the parties will go about resolving their disputes.Identity frame(识别型框架): How the parties define “who they are”. Characterization frame(描述型框架): how the parties define the other parties.Loss-gain frame(输-赢型框架): how the parties define the risk or reward associated with particular outcomes.Escalation of commitment(承诺的扩大): The tendency for an individual to make decisions that stick with a failing course of action.Mythical fixed-pie beliefs(固定蛋糕观念): those who believe in the mythical fixed-pie assume there is no possibility for integrative settlements and mutually beneficial trade-offs, and they suppress efforts to search for them.Anchoring and adjustment(基准调节): cognitive biases in anchoring and adjustment are related to the effect of the standard (or anchor) against which subsequent adjustments are made during negotiation.Issue framing and risk(谈判框架的制定方式与风险): the way a negotiation is framed can make negotiators more or less risk averse or risk seeking. Availability of information(信用的可用性): in negotiation, the availability bias operates when information that is presented in vivid, colorful, or attention-getting ways becomes easy to recall, and thus also becomes central and critical in evaluating events and options.The winner’s curse(赢家的诅咒): the tendency of negotiators, particularly in an auction setting, to settle quickly on an item and thensubsequently feel discomfort about a negotiation win that comes too easily. Overconfidence(自负): the tendency of negotiators to believe that their ability to be correct or accurate is greater than is actually true. The law of small numbers(小数法则): in decision theory, the law of small numbers refers to the tendency of people to draw conclusions from sample sizes. In negotiation, the law of small numbers applies to the way negotiator learn and extrapolate from their own experience.Self-serving biases(感知错误): The tendency to overestimate the causal role of personal or internal factors and underestimate the causal role of situational or external factors, when explaining another person’s behavior.Endowment effect(捐赠效应): The tendency to overvalue something you own or believe you possess.Reactive devaluation(缺乏考虑): The process of devaluing the other party’s concessions simply because the other party made them.Chapter 6Encoding(编码)：is the process by which messages are put into symbolic form. Channels(渠道)：are the conduits by which messages are carried from one party to another.Decoding(解码)：is the process of translating messages from their symbolic form into a form that makes sense.Meanings(含义)：are the facts, ideas, feelings, reactions, or thoughts thatexist within individuals and act as a set of filters for interpreting the decoded messages.Feedback(反馈)：is the process by which the receiver reacts to the sender’s message.Temporal synchrony bias(时间同步偏差):is the tendency for negotiators to behave as if they are in synchronous situation when they are not. Burned bridge bias(烧毁的桥梁偏差)：is the tendency for individuals to employ risky behavior during e-mail negotiations that they could not use during a face-to-face encounter.Squeaky wheel bias(吱吱响的车轮偏差)：is the tendency for e-mail negotiators to use a negative emotional style to achieve their goals.Sinister attribution bias(险恶的归因偏差)occurs when one mistakenly assumes that another’s behavior is caused by personality flaws, while overlooking the role of situational factors.Chapter 7Power（权力）：in negotiation, power means the capabilities negotiators can assemble to give themselves an advantage or increase the probability of achieving their objectives.Power in action(行动中的权力)：i s the actual messages and tactics an individual undertakes in order to change the attitudes and/or behaviors of others.Expert power(专家权力)：derived from having unique, in-depth informationabout a subject.Reward power(奖赏权力)：derived by being able to reward others for doing what needs to be done.Coercive power(强制权力)：derived by being able to punish others for not doing what needs to be done.Legitimate power(法律权力)：derived from holding an office or formal title in some organization and using the powers that are associated with that office. a vice president or director)Referent power(参照权力)：derived from the respect or admiration one command because of attributes like personality, integrity, interpersonal style, and the like.Information power(信息权力)：is derived from the negotiator’s ability to assemble and organize facts and data to support his or her position, arguments, or desired outcomes.Chapter 8Central route (中央路径)：occurs when motivation and ability to scrutinize issue-relevant arguments are relatively high.Peripheral rou te (边缘路径): is characterized by subtle cues and context with less cognitive processing of the messageMessage content(消息内容): when constructing arguments to persuade the other party ,negotiators need to decide what topics and facts they should includeMessage components(消息组成): negotiators help the other party understand and accept their big ideas by breaking them into smaller, more understandable piecesOne-sided message(单面消息): ignore arguments and opinions that might support the other party’s positionTwo-sided message(双面消息): ignore the competition , mention and describe the opposing point of view, and then show how and why it is less desirable than the presenter’s point of viewPersonal reputation for integrity(个人正直之荣誉): the quality that assures people you can be trusted, you will be honest, and you will do as you sayStatus differences(地位差异):occupation\age\education level\the neighborhood where a people lives, dress, type of automobile, and the like Ingratiation(逢迎): enhancing the other’s self-image or reputation through statements or actions, and thus enhancing one’s own image in the same wayReciprocity(互惠主义): when you receive sth from another person, you should respond in the future with a favor in returnSocial proof(社会认同) people look to determine the correct response in many situationsScarcity(缺乏): when things are less available, they will have more influenceChapter 9Ethics(道德标准): broadly applied social standards for what is right or wrong in a particular situation, or a process for setting those standards Ethical(道德的): appropriate as determined by some standard of moral conductPrudent(审慎的); wise, based on trying to understand the efficacy of the tactic and the consequences it might have on the relationship with the other Practical(实际的): what a negotiator can actually make happen in a given situationLegal(法定的); what the law defines as acceptable practiceEnd-result ethics(归宿伦理): rightness of an action is determined by considering consequenceDuty ethics(责任伦理): rightness of an action is determined by considering obligations to apply universal standards and principlesSocial contraction(社会收缩); rightness of an action is determined by the customs and norms of a communityPersonalistic ethics(人格伦理观): rightness of an action is determined by one’s conscienceA Misrepresentation(误传); an affirmative misstatement of sthA knowing misrepresentation（知道误传）: you know that what you say is false when you say itA fact（事实）: an objective fact, to be legal, in theoryReliance\caution(警示): for a deceptive statement to be legally fraudulent , the receiver must prove that he or she relied on the info and that doing so caused harmMachiavellianism(权术主义); a pragmatic and expedient view of human nature Locus of control(控制源); the degree to which they believe the outcomes they obtain are a result of their own ability and effort versus fate or chanceA preconventional leve l(前习俗水平): the individual is concerned with concrete outcomes that meet his or her own immediate needs, particularly external rewards and punishmentsA conventional level(习俗水平): the individual defines what is right on the basis of what his immediate social situation and peer group endorses or what society in general seems to wantA principled level(原则水平): the individual defines what is right on the basis of some broader set of universal values and principlesCall the tactic(调用策略): indicate to the other side that you know he is bluffing or lyingIgnore the tactic: if you are aware that the other party is bluffing or lying, simply ignore itChapter 10Environmental context（环境因素）：The environmental context includes environmental forces that neither negotiator controls that influence thenegotiation.Immediate context（直接因素）：The immediate context includes factors over which negotiators appear to have some control.Uncertainty Avoidance（不确定性）：Uncertainty avoidance indicates to what extent a culture programs its members to feel either uncomfortable or comfortable in unstructured situations.Negotiation metaphors（谈判隐喻）：Negotiation metaphors are coherent，holistic meaning systems，which have been developed and cultivated in particular socio-cultural environments，function to interpret，structure，and organize social action in negotiation.Chapter 11Impasse（僵局）：Impasse is a condition or state of conflict in which there is no apparent quick or easy resolution.Postdeal negotiations（事后交易谈判）：Postdeal negotiations are negotiation that occur as an existing agreement is expiring.Intradeal negotiations（事间交易谈判）： Intradeal negotiations occur when an agreement states that negotiations should be reopened at specific intervals.Extradeal negotiations（额外交易谈判) ： Extradeal negotiationsoccur when it appears that there is a violation of the contract，or in the absence of a contract reopening clause.Cognitive resolution（认知解决）：Cognitive resolution is needed to changehow the parties view the situation.Emotional resolution（情感解决）：Emotional resolution involves changing how parties feel about the impasse and the other party，as well as reducing the amount of emotional energy they put into the negotiation. Behavioral resolution(行为解决）：Behavioral resolution explicitly addresses what people will do in the future and how agreements they make about the future will be realized.Active listening'（积极倾听）：One can let the other party know that both the content and emotional strength of his or her message have been heard and understood，but that does not mean that one agrees with it. Chapter 12The shadow negotiation影子谈判: The shadow negotiation occurs in parallel with the substantive negotiation and is connected with how the negotiation will proceed.Social contract实质性谈判：a Social contract regarding how the negotiation will proceed, who has influence and power, and what the boundaries of the negotiation are;Hard tactics恶劣战术：the distributive tactics that the other party uses in a negotiation to put pressure on negotiations to do something that is not in their best interest;Ultimatum最后通牒：an ultimatum is an attempt to induce compliance or force concessions from a presumably recalcitrant opponent;Clarity清晰：clarity means to use language that is as precise as possible when managing a difficult conversation;Tone 语调： tone is the nonverbal aspect of the conversation and it includes intonation, facial expressions, conscious and unconscious body language; Temperate phrasing适度的措辞：Temperate phrasing involves choosing language carefully to deliver a message that will not provoke the other side;Chapter 13ADR替代争议解决方案alternative dispute resolution;Mediation调解：Mediation is the most common third-party intervention and negotiators surrender control over the process while maintaining control over outcomes;Content mediation内容调解:helping the parties manage trade-offs;Issue identification问题识别：enabling the parties to prioritize the issues;Positive framing of the issues问题的积极建构：focusing on desired, positively stated outcomes;Moderate conflict中等水平的冲突：situations in which tension is apparent and tempers are beginning to fray, but negotiations have not deteriorated to the point of physical violence or irrevocably damaging threats and actions;Process consultation过程咨询：a set of activities on the part of theconsultant that helps the client to perceive ,understand, and act upon the process events which occur in the client’s environment;Chapter 14无。
商务英语常用词汇整理
商务英语常用词汇整理商务英语是一种在商业环境中进行沟通和交流的语言。
掌握常用的商务英语词汇对于提高商务交流能力至关重要。
本文将为您整理一些常见的商务英语词汇，帮助您加强与国际商务伙伴的沟通能力。
1. 商务会议相关词汇•Agenda: 议程•Minutes: 会议纪要•Chairperson: 主持人•Attendees: 参会人员•Presentation: 演示、报告•Q&A session: 问答环节•Action items: 行动事项•Follow-up: 后续跟进2. 商务谈判和合同相关词汇•Negotiation: 谈判•Deal: 协议、交易•Contract: 合同•Terms and conditions: 条款和条件•Proposal: 提案、建议书-Mutual agreement：共识达成 -Win-win situation：双赢局面-Finalize：敲定3. 商务信函和电子邮件相关词汇•Greeting: 问候语-Salutation：称呼-Bold texttitle：标题-Dear Mr./Mrs./Ms.: 尊敬的先生/女士-I am writing to inquire about... : 我写信是想询问/了解...-I look forward to hearing from you soon: 我期待尽快收到您的回复4. 商务电话交流相关词汇•Hello, this is [Your Name] calling from [Company].: 喂，我是【您的名字】来自【公司名称】。
-May I speak to Mr./Mrs./Ms. [Last Name], please?: 我可以和[姓氏]先生/女士通话吗？-Could you please hold the line for a moment?: 请稍等一下好吗？-Can I take a message?: 我可以帮你留言吗？5. 商务招待和社交场合相关词汇•Networking: 社交、人脉-Business dinner: 商务晚宴-Introduce oneself：介绍自己-Mingle with：与...交往、社交-Raise a toast：举杯祝酒以上仅为商务英语常用词汇的部分示例，希望对您有所帮助。
商务馆学汉语词典
商务馆学汉语词典商务馆学汉语词典是一部专为外国商务人员学习汉语而编写的词典。
本词典主要针对商务场景中常用的词汇和表达进行解释和示范，提供了丰富的商务用语和表达，方便商务人员进行跨文化交流和商务谈判。
此词典根据字母顺序进行编排，每个词汇的解释和用法都配有例句，以帮助读者更好地理解和运用这些词汇。
以下是商务馆学汉语词典的相关参考内容：1. 商务用语：- 合作伙伴(hé zuò huǒ bàn)：在商务场景中，指与企业或个人合作的伙伴。
- 战略合作 (zhàn lüè hé zuò)：指不同企业或个人之间为了共同目标而进行的长期合作关系。
- 投资者(tóu zī zhě)：指为了获取利益而投资于企业或项目的个人或机构。
2. 商务谈判：- 谈判 (tán pàn)：指双方针对某个问题进行交流和协商，以达成共识或达成协议。
- 互利互惠 (hù lì hù huì)：指双方在谈判过程中互相让步和互相获益的原则，以实现双赢的结果。
- 合同 (hé tong)：指商务谈判达成协议后，双方按照约定书面化的文件，明确各自的权利和义务。
3. 商务礼仪：- 礼仪(lǐ yí)：指在商务场合中合适的行为规范和礼节，以示尊重和建立良好的企业形象。
- 交换名片(jiāo huàn míng piàn)：在商务交流中，双方互相交换名片以便彼此了解对方的基本信息。
- 礼貌用语(lǐ mào yòng yǔ)：商务礼仪中常用的有礼貌的表达方式，如“请”、“谢谢”、“对不起”等。
4. 常用词汇：- 会议 (huì yì)：商务场景中举办的一个集体讨论或决策的活动。
- 领导(lǐng dǎo)：商业组织或公司中负责指导和管理的人员。
英语翻译：商务谈判中的基本英语词汇
第一部分基本词汇询价make an inquiry报价quotation报/发盘offer底盘floor offer实/虚盘firm/non-firm offer开/收盘opening/closing price现/期货价spot/forward price还盘counter-offer回佣return commission到岸价C.I.F.（即Cost, Insurance and Freight)到岸加佣金价C.I.F.C.（即Cost, Insurance, Freight and Commission) 现货spot goods库存有限limited stock批发价wholesale price零售价retail price净利润net profit定金down payment分期付款payment by installment现金结算cash settlement信用证结算payment by letter of credit(L/C)股东shareholder; stockholder我方on our part双赢战略win-win strategy中止合同terminate the contract提出索赔lodge a claim要求赔偿损失claim for a compensation of the loss/damage贸易索赔business claim补偿贸易compenstion trade第二部分词语扩展商品交易会Commodities Fair经营范围line/scope of business独家经销代理exclusive selling agency市场准入market access机床machine tools汽车零部件auto parts电子商务e-commerce; e-business第三部分例句请给我一个有效期为90天的C.I.F.报价，目的港为洛杉矶，报价含5%的佣金。
商务英语必背单词、词组
商务英语必背单词、词组商务英语中的词汇和词组对于与国际商务相关的人士来说非常重要。
以下是一些必背的商务英语单词和词组，可以帮助你在商务场景中更流利地表达自己。
1. Business negotiations - 商务谈判- Negotiation skills - 谈判技巧- Bargaining power - 谈判实力- Win-win situation - 双赢局面- Mutual agreement - 相互协议2. Business meetings - 商务会议- Agenda - 议程- Minutes - 会议纪要- Presentation - 演示- Action items - 行动事项- Email correspondence - 邮件往来- Telephone conversation - 电话交流- Formal letter - 正式函件- Business etiquette - 商务礼仪4. Business travel - 商务旅行- Flight reservation - 航班预订- Car rental - 租车- Travel expenses - 差旅费用5. Business finance - 商务财务- Budgeting - 预算- Financial statement - 财务报表- Profit margin - 利润率- Return on investment - 投资回报率6. Business strategy - 商业策略- Market analysis - 市场分析- Market segmentation - 市场细分- Strategic planning - 战略规划以上仅是商务英语中的一些常用词汇和词组，希望对你提高商务英语能力有所帮助。
商务英语词汇大全
商务英语词汇大全一、基本商务术语1. 商务活动（Business Activity）2. 市场营销（Marketing）3. 销售额（Sales Revenue）4. 成本（Cost）5. 利润（Profit）6. 投资回报率（Return on Investment, ROI）7.SWOT分析（Strengths, Weaknesses, Opportunities, Threats）8. 目标市场（Target Market）9. 市场细分（Market Segmentation）10. 定位（Positioning）二、商务谈判术语1. 谈判（Negotiation）2. 合同（Contract）3. 报价（Quotation）4. 还价（Counteroffer）5. 成交（Close the Deal）6. 付款方式（Payment Terms）7. 交货期（Delivery Time）8. 质量保证（Quality Assurance）9. 售后服务（Aftersales Service）10. 合作伙伴（Business Partner）三、商务函电术语1. 询盘（Inquiry）2. 报盘（Offer）3. 订单（Order）4. 发票（Invoice）5. 装箱单（Packing List）6. 信用证（Letter of Credit, L/C）7. 汇票（Bill of Exchange）8. 托运单（Shipping Order）9. 提单（Bill of Lading）10. 保险（Insurance）四、人力资源术语1. 招聘（Recruitment）2. 简历（Resume）3. 面试（Interview）4. 培训（Training）5. 薪资（Salary）6. 福利（Benefits）7. 绩效考核（Performance Appraisal）8. 晋升（Promotion）9. 劳动合同（Labor Contract）10. 职业规划（Career Planning）五、企业运营术语1. 企业战略（Corporate Strategy）2. 企业文化（Corporate Culture）3. 组织结构（Organizational Structure）4. 部门（Department）5. 团队协作（Teamwork）6. 项目管理（Project Management）7. 生产计划（Production Plan）8. 供应链管理（Supply Chain Management）9. 库存（Inventory）10. 客户关系管理（Customer Relationship Management, CRM）六、财务与会计术语1. 财务报表（Financial Statements）2. 资产（Assets）3. 负债（Liabilities）4. 所有者权益（Owner's Equity）5. 现金流（Cash Flow）7. 资产负债表（Balance Sheet）8. 利润分配（Profit Distribution）9. 折旧（Depreciation）10. 纳税（Taxation）七、国际贸易术语1. 进口（Import）2. 出口（Export）3. 贸易壁垒（Trade Barrier）4. 关税（Tariff）5. 配额（Quota）6. 原产地证明（Certificate of Origin）7. 贸易术语（Trade Terms，如FOB、CIF等）8. 国际支付（International Payment）9. 外汇（Foreign Exchange）10. 世界贸易组织（World Trade Organization, WTO）八、市场营销策略术语1. 市场调研（Market Research）2. 产品生命周期（Product Life Cycle）3. 广告（Advertising）4. 促销（Promotion）5. 公关（Public Relations）6. 品牌战略（Brand Strategy）7. 网络营销（Internet Marketing）8. 社交媒体营销（Social Media Marketing）9. 客户满意度（Customer Satisfaction）10. 忠诚度计划（Loyalty Program）九、企业管理术语1. 领导力（Leadership）2. 决策（Decision Making）3. 风险管理（Risk Management）4. 企业伦理（Business Ethics）5. 知识管理（Knowledge Management）6. 创新能力（Innovation Capability）7. 企业形象（Corporate Image）8. 危机管理（Crisis Management）9. 持续改进（Continuous Improvement）10. 企业社会责任（Corporate Social Responsibility, CSR）十、电子商务术语2. 在线支付（Online Payment）3. 网络安全（Network Security）4. 顾客评价（Customer Review）6. 网络营销策略（Online Marketing Strategy）7. 搜索引擎优化（Search Engine Optimization, SEO）8. 率（Clickthrough Rate, CTR）9. 转化率（Conversion Rate）通过这些词汇的积累，您将能够在商务交流中更加得心应手，展现出您的专业素养和沟通能力。
商务谈判类俄语词汇
商务谈判类俄语词汇将立志提供优秀的留学相关资讯以及相关的语言培训资料，希望我们真诚的服务能为大家帮助您！为了帮助考生有效的学习俄语课程，更好的掌握俄语学习的重点内容，特编辑汇总了俄语学习的重点资料和学习方法，希望对您学习俄语有所帮助！Пермпективныйпартнёр有发展前景的伙伴，前景看好的伙伴Судебныеиздержки诉讼费Консультант提供咨询的专家，顾问Профессиональныйпереводчик专业翻译Нотрариальноезаверение公证Переводчискоебюро翻译服务处Синхронныйперевод同声翻译(指行为)Последовательныйперевод随声翻译(指行为) Международнаяконференция国际会议Мультинациональный多民族的，多国的Последовательныйпереводчик随声翻译(译员) Синхронист同声翻译(译员)Терминология术语(指某一领域的全部术语)Сотрудничать合作，共事(在机关或新闻出版部门)任职Посвятить让知道(某一件秘密或匪人所共知的事情)Термин术语Аспект《书》(事物、概念)的某一个方面;(对事物的)观点，看法Иметьввиду(кто-что)источниквуньгуо指的是;注意到，考虑到;打算Рассчитывать期望;指望(某事);指望，寄希望于(某人、某事) Жаргон(某一社会集团或行业的)行话，习惯语，切口слент俚语，行话，切口играслов俏皮话，双关语профессиональизм职业技能，专业水平，行话аббревиатура缩略语сокращениеисточниквуньгуо缩短，减少;简称，缩写，文国俄语缩略语;删节、简写;裁减人员неформальнаявстреча非正式会谈(会晤、会见)реалия实际事物; 常用复现实коммуникация(思想的)沟通，交流，交际，交通，通信，交通线，文国俄语(供电，供暖，供气，供水等的)管道，管线。
【索菲外贸笔记】商务英语汇总
【索菲外贸笔记】商务英语汇总索菲外贸笔记：商务英语汇总一、基础词汇与表达1. 询盘：inquiry2. 报价：quotation3. 合同：contract4. 装运：shipment5. 支付：payment6. 保险：insurance7. 索赔：claim8. 利润：profit9. 折扣：discount10. 目录：catalogue二、商务沟通常用句型1. We are interested in your products and would like to know the details.2. We offer you our best price, considering the market situation.3. Could you please send us your latest catalogues?4. We agree to your terms and conditions.5. We hope to establish a long-term business relationship with you.6. We regret that we cannot accept your claim.7. Please note that our payment terms are strictly net cash against documents.8. We would like to confirm the shipment date with you.9. We have enclosed the invoice for your reference.10. Thank you for your inquiry. We will get back to you soon.三、商务谈判常见话题与技巧1. Pricing: Understanding the market and competitors, determining the optimal price based on product quality and demand.2. Payment terms: Negotiating the best payment method, timeframe, and terms for both parties.3. Delivery: Setting a reasonable delivery date and ensuring timely delivery without compromising on quality.4. Contract terms: Clarifying all terms and conditions, including warranties, liabilities, and dispute resolution mechanisms.5. Branding and marketing: Understanding the target market and devising strategies to promote the products effectively.6. Quality control: Ensuring that products meet the agreed standards and specifications, with regular quality checks during production.7. Compliance with regulations: Staying updated with local laws and regulations to ensure smooth business operations.8. Customer service: Providing excellent customer service post-sales, handling queries and complaints promptly and professionally.9. Upscaling and diversification: Continuously improving products and services, exploring new markets, and diversifying operations to stay ahead of the competition.。
外贸中的常用英语词汇
外贸中的常用英语词汇外贸是指国家之间进行的商品和服务的国际贸易活动。
在外贸领域，英语作为一种全球通用的商业语言，在交流和沟通中起着至关重要的作用。
熟悉外贸中的常用英语词汇是外贸人士必备的技能之一。
本文将介绍一些在外贸活动中经常使用的常用英语词汇及其应用场景。
一、贸易方式1. Export（出口）Export是指将商品或服务从一个国家销售到另一个国家。
在外贸中，Export通常是指将国内的商品或服务销售给国外客户。
2. Import（进口）Import是指从一个国家购买商品或服务，并将其带入另一个国家。
在外贸中，Import通常是指从国外购买商品或服务进口到国内。
3. Trade（贸易）Trade指的是商品或服务的买卖交易活动。
在外贸中，Trade可以是指国际贸易，也可以是指国内贸易。
4. International Trade（国际贸易）International Trade是指不同国家之间进行的商品和服务的买卖交易活动。
5. Domestic Trade（国内贸易）Domestic Trade是指国内不同地区之间进行的商品和服务的买卖交易活动。
二、国际支付方式1. Payment（支付）Payment指的是进行交易时支付货款的行为。
2. Cash（现金）Cash是指以实物货币形式支付的方式，包括纸币和硬币。
3. Bank Transfer（银行转账）Bank Transfer是指通过银行转账的方式进行支付，将货款从一个账户转移到另一个账户。
4. Letter of Credit（信用证）Letter of Credit是指银行开出的对卖方的付款担保证书，即在买卖双方达成交易后，买方的银行向卖方的银行发出信用证，保证卖方能按约定条件得到付款。
5. Documentary Collection（跟单托收）Documentary Collection是指买卖双方通过银行进行支付的一种方式，卖方向买方的银行提供相关单据，买方支付货款后，卖方才能取得单据。
日常商务英语
日常商务英语以下是一些常见的商务英语词汇和表达：1. Business card 商务名片2. Business suit 商务西装3. Business hours 营业时间4. Business center 商务中心5. Business luncheon 商务午餐6. Business associate 商业伙伴7. Business proposal 商业提案8. Business model 商业模式9. Business strategy 商业策略10. Business development 商业发展11. Business etiquette 商务礼仪12. Business meeting 商务会议13. Business letter 商务信函14. Business negotiation 商务谈判15. Business contract 商业合同16. Business plan 商业计划17. Business promotion 商业推广18. Business star 商业明星19. Business tycoon 商业大亨20. Business owner 企业主21. Business operator 商业经营者22. Business executive 商务行政人员23. Business manager 商务经理24. Business secretary 商务秘书25. Business lawyer 商务律师26. Business consultant 商务顾问27. Business angel 天使投资人28. Business incubator 企业孵化器29. E-commerce 电子商务30. Digital business 数字商务。
最新常用商务英语谈判分类词汇：交易磋商、合同签订和交货条件
最新常用商务英语谈判分类词汇：交易磋商、合同签订和交货条件以下是最新常用商务英语谈判分类词汇，涵盖了交易磋商、合同签订和交货条件：交易磋商：1. Bargain - 讨价还价2. Negotiation - 谈判3. Proposal - 提议4. Counteroffer - 还价5. Concession - 让步6. Terms - 条款7. Conditions - 条件8. Delivery - 交付9. Payment - 付款10. Logistics - 物流11. Price - 价格12. Quantity - 数量13. Quality - 质量14. Deadline - 截止日期15. Warranty - 保修期16. Penalties - 违约金合同签订：1. Contract - 合同2. Agreement - 协议3. Terms and conditions - 条款和条件4. Legal obligations - 法律义务5. Terms of payment - 付款条件6. Terms of delivery - 交货条件7. Binding - 有约束力的8. Execution - 执行9. Parties involved - 参与方10. Force majeure - 不可抗力11. Termination - 终止12. Breach of contract - 违约交货条件：1. Delivery terms - 交货条款2. Ex-Works (EXW) - 工厂交货3. Free on Board (FOB) - 船上交货4. Cost and Freight (CFR) - 成本加运费5. Cost, Insurance, and Freight (CIF) - 成本加保险加运费6. Delivered Duty Paid (DDP) - 运抵完税交货7. Delivered at Place (DAP) - 交货地点8. Incoterms - 国际贸易术语9. Packing - 包装10. Inspection - 检验11. Shipping - 运输12. Customs - 海关13. Import duties - 进口关税14. Export licenses - 出口许可证15. Insurance - 保险请注意，以上词汇只是常用商务英语谈判分类词汇的一小部分，还有许多其他词汇也十分重要。
商务谈判俄语词汇汇总
Терминология术语(指某一领域的全部术语)
Сотрудничать合作，共事(在机关或新闻出版部门)任职
Посвятить让……知道(某一件秘密或匪人所共知的事情)
Термин术语
Аспект《书》(事物、概念)的某一个方面;(对事物的)观点，看法
Иметь в виду(кто-что)источник вунь гуо指的是;注意到，考虑到;打算
Рассчитывать期望;指望(某事);指望，寄希望于(某人、某事)
Жаргон (某一社会集团或行业的)行话，习惯语，切口
слент俚语，行话，切口
игра слов俏皮话，双关语
профессиональизм职业技能，专业水平，行话
аббревиатура缩略语
сокращение источник вунь гуо缩短，减少;简称，缩写，文国俄语缩略语;删节、简写;裁减人员
неформальная встреча非正式会谈(会晤、会见)
реалия实际事物;<常用复>现实
коммуникация(思想的)沟通，交流，交际，交通，通信，交通线，文国俄语(供电，供暖，供气，供水等的)管道，管线
Переводчиское бюро翻译服务处
Синхронный перевод同声翻译(指行为)
Последовательный перевод随声翻译(指行为)
Международная конференция国际会议
Мультинациональный多民族的，多国的
Последовательный переводчик随声翻译(译员)
商务谈判俄语词汇汇总
商务英语基础词汇及短语,建议收藏!
商务英语基础词汇及短语,建议收藏!商务英语是英语在商务场合中的应用，涉及到商业、贸易、金融等领域的交流。
以下是一些基础的商务英语词汇和短语，希望对您有所帮助：1. 商务英语词汇：商务谈判：协商、出价、还价、条款、合同贸易：进口、出口、关税、报关、货运市场营销：市场、营销策略、广告、促销、品牌金融：货币、汇率、股票、债券、投资2. 商务英语短语：We would like to establish business relations with you.We are interested in your products and would like to negotiate a deal.Your offer is acceptable, and we would like to place an order.The contract is ready for signing.We hope to have a long-term合作relationship with you.We would like to propose an idea for your consideration.We agree to your terms and conditions.We regret to inform you that we cannot accept your offer.We are looking forward to your reply.Thank you for your time and consideration.以上只是一些基础的商务英语词汇和短语，实际应用中可能还需要了解更多专业术语和表达方式。
希望这些信息能帮助您更好地进行商务交流。
商务英语常见场景
商务英语常见场景商务英语是全球商业交流的重要语言之一。
在商业领域中，商务英语的应用越来越广泛，因此，学习商务英语是非常必要的。
本文将介绍几个常见的商务英语场景。
1. 会议场景会议是商务英语中最常见的场景之一。
在会议中，我们需要用英语表达自己的意见，并听取他人的意见。
在会议中，需要用到一些常用的短语，如：Can I have the floor?（我可以发言吗？）, I agree/disagree with you.（我同意/不同意你的观点。
）等等。
2. 商务邮件场景商务邮件也是商务英语中不可或缺的部分。
在商务邮件中，我们需要用到一些约定俗成的用语和格式。
如：Dear Mr./Ms.（尊敬的先生/女士），I am writing to inquire about…（我写信是想询问……），Please let me know if you have any questions.（如有任何问题，请告诉我。
）等等。
3. 商务谈判场景商务谈判是商务英语中最重要的场景之一。
在商务谈判中，我们需要用到一些高级词汇和短语。
如：negotiate（谈判），concession （让步），compromise（妥协），deadline（截止日期）等等。
4. 商务旅行场景商务旅行也是商务英语中常见的场景之一。
在商务旅行中，我们需要用到一些相关的词汇和短语。
如：booking a flight/hotel/car（预订航班/酒店/租车），checking in（办理登机手续），boarding pass（登机牌），luggage（行李）等等。
总之，商务英语是非常重要的一门语言，在商业领域中有着广泛的应用。
希望本文介绍的这些场景能够帮助您更好地学习商务英语。
商务谈判礼仪用语
商务谈判礼仪用语以下是一些常用的商务谈判礼仪用语：1. 打招呼和开场白：- 您好！很高兴见到您。
- 感谢您能抽出时间与我会面。
- 我们希望能在这次会面上取得共赢的结果。
2. 介绍自己和对方：- 我是来自公司/组织的代表。
- 很荣幸与您会面，我是公司/组织的销售经理。
- 请先介绍一下您自己。
3. 表达愿望和利益：- 我们希望能合作共赢。
- 我们对与贵公司建立长期的合作关系非常感兴趣。
- 我们希望能够达成一个互惠的协议。
4. 提出建议和要求：- 我们建议对这个合作项目做进一步的讨论。
- 我们希望您能够提供更详细的信息。
- 我们想要了解您的期望和要求。
5. 表达认同和理解：- 我们完全理解您的顾虑。
- 我们认同贵公司的观点。
- 我们明白您的利益和需求。
6. 提出解决方案：- 我们可以提供一个更灵活的方案，以满足您的需求。
- 我们可以考虑调整条款，以达成双方的共识。
- 我们可以提供更具竞争力的价格。
7. 协商和商讨：- 让我们坐下来详细商讨一下各方面的细节。
- 我们可以对合同进行逐条讨论。
- 让我们商量一下如何最大限度地满足双方的利益。
8. 表达感谢和道歉：- 非常感谢您对我们的合作表示了浓厚的兴趣。
- 对此次会议的延误我们深感抱歉。
- 非常感谢您的耐心等待和理解。
9. 总结和结束：- 让我们将这次会议的讨论总结一下。
- 谢谢您的时间和投入。
我们将尽快与您联系。
- 期待与您在不久的将来再次合作。
这些礼仪用语可以帮助您在商务谈判中给对方留下良好的印象，促进双方的合作。
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Chapter 1 Daily NegotiationChapter 2 Sometimes it’s fast and easyChapter 3 Playing Fair1.我一向尽全力服务客户，但我也不会因此压榨承包商，借此为客户获取额外的利益，而这也为我赢得了公平的美誉。
L did my best for my clients, but l never screwed a contractor to gain my client an unfair advantage, and that earned me a reputation for being fair.*2. Remember there’s no such thing as a free lunch. Everything has a price and somebody pays for it.要记住天下没有免费的午餐，每样东西都有价格，总有人得付出代价3. 万一出问题，你交不出货，我们可能就赶不上圣诞节铺货了。
如果你能快个两到三个星期交货，他们可能就会选你。
___________________________________________________________ ___________________________________________________________ ___________________________________________________________ 4. Make all the prices subject to confirmation, so you can’t be held to them.每个数值都要去确认，免得别人挑你毛病。
Chapter 4 Honesty is the Best Policy1. 我觉得如果要靠贿赂，才能把产品卖出去，那么这个产品就有问题。
我不希望推荐某个产品，然后再为不好的产品辩解。
L feel if a man needs bribes to sell his product, It can’t be very good, and l don’t want to defend a poor product purchased at my recommendation2. 言归正传，我需要中程喇叭，你上次骗我买的那种。
___________________________________________________________ ___________________________________________________________ 3.I have missed your sense of humor. Nobody else sees things quite like you do. it’s your gift.我真怀念你的幽默感，没人像你这样对待事物，这是你的天分4. Having a reputation for honesty is important in doing business and following the advice above will go a long way, but that’s not everything.做生意时，信誉是很重要的，遵循前面提到的忠告，可以带来很大的帮助，但还是不够Chapter 5 Motivation1. It’s no secret that it’s easier dealing with the highly motivated than someone who doesn’t care.很明显，跟积极的人谈生意比跟一脸无所谓的人谈容易得多2. 而这里的重点就是：若对方意兴阑珊，不想和你做生意，你就得激发他们的意愿。
So the message here is that if the other side isn’t that interested in doing business, then you have to inspire them3. 你能否传真一份电脑的估计单，跟额外服务的项目清单给我吗？___________________________________________________________ ___________________________________________________________4. We tested the units from several companies and yours had the best overall performance, but frankly because of the price I was told to make a deal with Brooks. Their price is more reasonable.我们测试了好几家公司的机种，你们的性能最好，但老实，因为价钱的关系，上面交代我跟“布氏公司”买，他们的价格比较合理。
1. 这些不愿意谈交易的人把时间花在讨论除了交易之外的事情，他会告诉你，他提供的条件已经很棒，所以你不接受的话，就是个傻瓜。
The non-dealer spends his time talking about everything except the deal, or why his offer is already so good you’d be a fool not to accept it.2. The strategy is to wear you down to the point you just give up and agree to his term, and it works.他们的计策就是要一直磨你，让你吃不消，就会放弃，同意他们的条件，这种做法常常奏效。
*3. 要打败这种人的唯一方式就是“以其人之道，还治其人之身”。
The only way to beat a non-dealer is to use his own game against him.4. We studied the issue and determined the old value was far less than fair. The new value is much more realistic.我们研究过这个议题，之前的价格非常的不公平，新价格比较实际。
1. 谈判须要事前准备，你得做功课。
双方都应尽可能地了解对方，才能快速进入状况。
Negotiations require preparation. You have to do your homework. Both sides need to know all they can about the other, just to know what to expect.2. If you’re buying components, check with your production staff for special packaging, manufacturing or assembly changes the source can do cheaper than you.如果你要买零件，要先和生产人员商量，知道特殊的包装要求、制造或拼装改变，还要知道什么样的来源可以提供比你更低的价格。
3. 我们之所以得到这么高的订货量，是因为我们的品质有保证。
The only reason we get that much is because of our reputation for quality.4. It’s a good price, but we have to remain competitive.价格很好，但我们必须保持竞争性。
Chapter 8 Increase the Quantity1. 你难道没有办法再精打细算，再降一点？Isn’t there any way you could sharpen your pencil and get that figure downa bit more?2. 如果你将订单数量加倍，我们就可以提供百分之五的折扣，如果你将数量增到四倍，就可以有百分之十的折扣。
If you double your order, we can give you a 5% discount, and if you double that to four times your order, I can give you a 10% discount.3. And you qualify for the discount. But, you have to pay me in full for the whole run as soon as you take delivery of the first of four shipments.你也可以得到折扣。
但你必须在收到第一季的货后，尽快把全额货款付清，总共会有四次出货。
4. You have a deal. Not only do I get the discount, but today’s price is locked in for a year. I can’t lose.成交。
我不只有了折扣，这一年的价格也不会再涨，我一点都不吃亏。
Chapter 9 Modify the Delivery Date1. 第三个可用来议价的筹码是修改交货日期，这给制造商更充裕的时间来制造你订的数量。
A third bargaining chip is modifying the delivery date to allow more time for the manufacturer to produce the required units.2. That’s about what I’d normally charge, but you added these time restrictions and I’m going to have to pay some overtime to get it in under the wire.其实我平常不是这个价码，但因为你有时间限制，我得请工人加班，才能准时交货。
3. 我希望这批货尽快完成，完全没有延误，所以时间限制不能变。
I want this finished quickly with no breaks in between, so the time limit stays.4. 开工后，给我十五个工作日，我就再降个百分之十。