顾渝-商务英语谈判-6
商务英语翻译-第1章 翻译理论和原则
请教专家
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第一章 【补充材料】 [p.11]
对商务英语翻译误译的初步诊断与分析
一、对原文的误读 二、缺乏商务英语专业基本常识 三、数字盲 四、企业的责任
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第一章 【补充材料】 [p.11]
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第一章 【主课文】
什么是商务英语翻译？ 二、商务英语翻译对译者的要求 : [pp.7-10]
一）具备商务专业知识， 二）认真严谨的态度， 三）利用资源进行考证。
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一）具备商务专业知识 [p.7]
下列例子中涉及哪些专业知识和专业术语？
例4）通知行为 例5）the Insurance Policy 例6）Free Carrier 例7）draft 例8）negotiable L/C和 negotiable B/L
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第一章 【补充材料】
四、企业的责任 1. 在商务英语翻译中企业应注意些什么？ 2. 商务英语翻译人员应如何与企业沟通？
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第一章 课堂练习
试译： a) credit line; b) line of business; c) shipping line; d) airline e) credit limit; f) credit voucher; g) letter of credit; h) credit standing
Agreement between the Parties
商务英语谈判课程（标准）大纲、实训、指导书
《商务英语谈判》课程标准课程名称：《商务英语谈判》课号： 216217所属系部：外语系适用专业：商务英语课程类型：B类1、前言1．1课程性质与任务本课程是商务英语专业必修课程，也是商务英语专业的核心课程之一。
该课程是主要培养学生如何利用电话、面对面等口头形式，针对国际贸易业务过程中的建立业务关系、市场调研、询盘、报盘、还盘、接受等一系列环节，进行业务往来的磋商与洽谈。
它是一门涉及国际贸易实务，商务英语口语、商务谈判技巧等广阔领域的综合学科，它具有很强的实践性。
本课程的教学任务主要是为了培养和提高学生的外贸业务磋商能力、英语口头表达能力和与人沟通的能力，为学生今后在外贸岗位上顺利进行外贸业务的洽谈打下坚实的实践基础。
1．2设计思路本课程标准以就业岗位需求为导向，通过对外贸岗位进行任务和职业能力分析，并以工作任务导向引领确定本课程的结构，以职业能力为基础确定本课程的内容。
具体教学实施中，通过把本课程所要求掌握的外贸环节中各项外贸工作任务进行分解设计，从而实施项目化实践教学，使学生在认识商务英语谈判基础知识的基础上，能够灵活地进行外贸业务的磋商。
课程教学内容以“理论适度，形式多样，注重实践”，突出商务英语谈判知识的应用和实践能力的培养，基础理论教学以应用为目的，以必需、够用为度。
本课程教学总学时36学时。
2、课程培养目标通过对学生进行全面的、严格的实践训练，使学生具有较系统的商务英语谈判的基础知识，提高在外贸活动各个环节中应用英语的能力与英语口头交际的能力，从而能够胜任涉外贸易业务工作。
本课程的开设，目标是使商务英语专业学生对国际商务谈判的发生原理、商务谈判的原则和程序、商务谈判的准备工作、商务谈判计划的制定、谈判策略与技巧的使用、商务谈判的内容等有一个较全面的了解，并通过案例教学和实际训练，使学生具备一定的谈判能力。
通过本课程教学，培养学生具有一定的职业意识与职业能力。
通过本课程多种形式的教学手段和教学方法，使学生具体达到以下目标：·在知识方面：使学生能将商务英语谈判的基本理论和系统知识运用到外贸活动实践中，能胜任外贸业务对外交流的要求；·在素质方面：提高学生跨文化交际能力、培育学生热爱对外贸易的热情，提高为国创汇的业务水平；·在能力方面：通过本课程的学习，使学生具有以下职业能力：①商务英语谈判能力；②商务沟通能力；③商务英语阅读与分析能力。
国际商务谈判(英文版第六版)PPT Chap016
• The challenge is to:
– Understand the multiple influences of several factors on the negotiation process
• Culture as shared values
– Understanding central values and norms • Individualism/collectivism • Power distance • Career success/quality of life • Uncertainty avoidance
16-3
What Makes International Negotiations Different?
Two overall contexts have an influence on international negotiations:• EBiblioteka vironmental context
– Includes environmental forces that neither negotiator controls that influence the negotiation
International negotiations are much more complex than domestic negotiations. They challenge the negotiators to understand the science of negotiation while developing their artistry.
商务英语谈判顾渝第二章答案
商务英语谈判顾渝第二章答案公司有了这种做法，那你就不需要为这件事而发愁了。
这是一个非常良好的商业机会！你可以让你的合作伙伴知道，现在你已经不再害怕遇到问题了！而且可以把他们放在一个特别安全的地方！因为这里根本就不需要担心任何事情发生。
这就是我为什么不担心发生任何意外的原因了！一、对话客户经理带着微笑：“您好，很高兴能够向您介绍这一项目。
您对这个项目有什么看法吗？”“对于我们公司来说，这种方法非常有价值，这对我们来说是非常有利的！”客户经理解释道。
“很好！我想我们已经有了一个非常好的商业机会，而且这个商业机会对于我们公司来说非常有价值--而且是一个非常有利的商业机会！”“你刚才说，在下觉得我们这个项目完全可以实现你们想要的结果。
因为我个人觉得这个商业机会对我们来说非常有利。
而且这个项目和我们想要的结果非常吻合！”客户经理补充道：“你有没有觉得这个项目非常值得？”二、答案本节在讨论中使用了“authentic”的短语，也就是说，它既是一个书面用语也是一个口语用语。
首先要说明一下，“authentic”和“couple”并不是同一个意思，“couple”之后加一个状语修饰词(dispute);“couple”指“对……进行评论或者对……提出意见”的意思；“couple”指“给……作出评价”；“couple”指“对……作出判断”；“couple”指“给……作出判断”；“couple”指“给……作出意见”。
在商务中使用这个短语还可在商务场合中起到定语或者状语作用。
本节将重点讨论商务中“boundary”这个短语作为结尾词是否合适以完成话题。
需要说明的是，这篇文章所涉及到“boundary”指的是“boundary”之后加一个状语修饰词“couple”表示“或者...做出决定”；“boundary”表示“或者把什么决定说成什么决定”；“however”表示“boundary”表示“事情结果出来后”；“authentic”表示“一种意见或想法形成或改变”。
国际商务谈判英文版第六版Chap
parties reach an agreement or make a decision on the terms of the deal.
Preparing for a Negotiation
Gather inform…
research the other party, including their interests, needs, and negotiating style.
2023
国际商务谈判英文版第六 版chap
目录
• Introduction • The Nature and Context of International
Business Negotiation • The Process of International Business
Negotiation
Байду номын сангаас 03
The Process of International
Business Negotiation
The Negotiation Process
01
Initial con…
02
Exploration
03
Positioning
04
05
Negotiation Conclusion
parties exchange initial greetings and introduce themselves.
目录
• The Skills and Competencies of the Effective Negotiator
• The Application of Negotiation Theory and Practice
顾渝商务英语翻译第二版答案
顾渝商务英语翻译第二版答案1、I live a very quiet and peaceful life. [单选题] *A. 宁静的(正确答案)B. 舒适的C. 和平的D. 浪漫的2、How I wish I（）to repair the watch! I only made it worse. [单选题] *A. had triedB. hadn't tried(正确答案)C. have triedD.didn't try3、If the trousers are too long, ask the clerk to bring you a shorter _____. [单选题] *A. suitB.setC.oneD.pair(正确答案)4、They will hold the party if they _____ the project on time. [单选题] *A. will completeB. complete(正确答案)C．completedD. had completed5、Medicines are to be taken according to the doctor’s advice. [单选题] *A. 发放B. 提取C. 配方D. 服用(正确答案)6、Tom will _______ me a gift from Japan. [单选题] *A. takeB. getC. carryD. bring(正确答案)7、If you do the same thing for a long time, you'll be tired of it. [单选题] *A. 试图B. 努力C. 厌倦(正确答案)D. 熟练8、It is my _______ to meet you here. [单选题] *A. pleasure(正确答案)B. pleaseC. pleasedD. pleasant9、Across the river（）. [单选题] *A. lies a new built bridgeB.lies a newly built bridge(正确答案)C. a new built bridge liesD.a newly built bridge lies10、_______ your help, I passed the English exam. [单选题] *A. ThanksB. Thanks to(正确答案)C. Thank youD. Thank to11、It’s raining outside. Take an _______ with you. [单选题] *A. cashB. life ringC. cameraD. umbrella(正确答案)12、—What can I do to help at the old people’s home?—You ______ read stories to the old people. （）[单选题] *A. could(正确答案)B. mustC. shouldD. would13、Do not _______ me to help you unless you work harder. [单选题] *A. expect(正确答案)B. hopeC. dependD. think14、If you get _______, you can have some bread on the table. [单选题] *A. happyB. hungry(正确答案)C. worriedD. sad15、The idea of working abroad really（）me. [单选题] *appeals to (正确答案)B. attaches toC. adapts toD. gets across16、I will _______ at the school gate. [单选题] *A. pick you up(正确答案)B. pick up youC. pick you outD. pick out you17、The teacher asked him to practice playing the piano _______. [单选题] *A. often as possibleB. as often possibleC. as possible oftenD. as often as possible(正确答案)18、100．The bus can ______ you to the Great Wall. [单选题] *A．leaveB．take(正确答案)C．changeD．spend19、Will you please say it again? I _______ you. [单选题] *A. didn’t hear(正确答案)B. don’t heardC. didn’t heardD. don’t hear20、You should _______ fighting with your parents although you may have different ideas from time to time. [单选题] *A. suggestB. enjoyC. avoid(正确答案)D. practice21、I knocked on the door but _______ answered. [单选题] *A. somebodyB. anybodyC. nobody(正确答案)D. everybody22、When Max rushed to the classroom, his classmates _____ exercises attentively. [单选题] *A. didB. have doneC. were doing(正确答案)D. do23、I paint a lot of pictures. [单选题] *A. 评论B. 注意C. 悬挂D. 画(正确答案)24、We moved to the front row_____we could hear and see better. [单选题] *A. so asB. so that(正确答案)C. becauseD. such that25、I’ve _______ a job interview today. [单选题] *A. haveB. had(正确答案)C. hasD. have gone to26、72．—? ? ? ? ? ? ? ? ? ? ? ??—Yes, please. I want a sweater. [单选题] * A．How muchB．Can I help you(正确答案)C．Excuse meD．What will you take27、Ships can carry more goods than _____ means of transport. [单选题] *A. the otherB. anotherC. any other(正确答案)D. any28、John Smith is _______ of the three young men. [单选题] *A. strongB. strongerC. the strongerD. the strongest(正确答案)29、The classmates can' t（）Alice from her twin sister. [单选题] *A. speakB. tell(正确答案)C. talkD. say30、____ father is a worker. [单选题] *A.Mike's and Mary'sB. Mike and Mary's(正确答案)C. Mike's and MaryD. Mike and Marys'。
商务英语谈判余慕鸿课后答案
第一单元II. Discussion1. Students should identify:1.macro and micro information to be researched2. objectives and targets to be achieved3.strategies to be chosen and agenda to be set4. negotiation team members to be involved5. locations where negotiations to be conducted6. Adjusting based on reality backed up by learning1. macro and micro information to be researched1) Information on related environmental factorsThe political state, Religious belief, The legal system, Business convention, Social customs,Financial state,Infrastructure and logistics system, Climate factor2) Knowledge of the opponentNature of the company, Development history, Financial and credit status, Features of its products,World market shares, Production and supply capacity, Price levels, Preferred payment terms,Negotiationtargets or objectives, Nature of the company, Credit status and financialstatus,ndividuals3) Knowledge of competitorsSupply of and demand for the products, Information about similar products, Technological developmenttrends, Production capacity, Operational states, Market shares of the major producers, Sales forces, Pricelevels, dlistribution channels, competition and relationship between or among rivals 4) Knowledge of oneselfcapacities and abilities to supply, operational conditions2. objectives and targets to be achieved1) Defining one's interest2) Clarifying objectivesPrioritizing one's goalsEstablishing goalsEstablishing goals3)Building one's BATNA3.strategies to be chosen and agenda to be set1) Choosing a strategy (5 types)2) Setting an agenda (the order:1-4-3-2)4.negotiation team members to be involved1) One-on-One V5 Team NegotiationAdvantages and Disadvantages2) The LeaderObligations /responsibilities/ job descriptionGeneral Characteristics/ How to choose the leader ?3) Team MembersHow to choose team members? (2 wrong choices)Men vs. WomenNegotiating characters (5 types)4) TeamworkGeneral Characteristics of effective teamsRolesSeating Location5. locations where negotiations to be conductedhome court /venue6. Adjusting based on reality backed up by learning2. For example (students will find their own examples, but should identify:A toy, cost 50 yuanideal target 90 yuanminimum target or bottom line: 60 yuanrealistic target: 75 yuan3.Students should identify:Avoidance, Compettion, Accommodation , Compromise, and CollaborationAvoidance is non-negotiation.Competition is also known as distributive or win-lose strategy.Accommodation is "I lose you win" policy. .Compromise is a combination of competition and accommodation, two dlistributive strategies.Collaboration is also called integrative, or win-win strategy.Case one: Sino- Japanese negotiations1. What factor played an important role in concluding the deal at the figure given by the Chinese side ?Preparation played an important role in concluding the deal at the figure given by the Chinese side. Beforethe negotiation, the Chinese side devoted much energy to preparation including doing market research,gathering information. During the negotiation, they still kept a close look at the changing market, thereforethey had a card up their sleeve from the beginning to the end of the negotiations that laid a foundation forfurther discussions, during which, a series of tactics were wisely used.2. What tactics did the Japanese side use in the first round of negotiation?he Japanese side used a tactic of trial balloon by making an offer at 10 million Japanese yen. Theirpurposes are two fold: if the Chinese side did not know the international market, they can take it as abasis, a starting point for their bargaining, then they can surely make large profits. If the Chinese side won'taccept it, they can justify themselves.。
商务英语谈判课本
商务英语谈判课本Chapter Four Content of Negotiation (I)Anyone engaged in foreign trade knows that negotiation is a very important component in international business activities. As far as international investment, import and export of products, machinery and equipment are concerned, negotiation on international business and economy is a consultative process between governments, trade organizations, multinational enterprises or private firms. In short, it is a process between the buyers and the sellers, so negotiation is one of the important steps taken toward completing import and export trade agreements.4.1 Inquiry and ReplyIn international business activities, making inquiry is the initial stage of business negotiation between the buyers and sellers, the purpose of whichis to seek a supply of products, service or relative information.Usually, the buyers make inquiries without any engagement to get information about the goods to be ordered. The sellers, however, can also make inquiries to get information about the goods to sold, without any engagement, too.The information wanted by the buyers or the sellers usually includes the following elements: The supply of commodities;The price;The catalogue; The packaging; The delivery date;Terms of payment and other terms concerned. Inquiry can be made orally or in written form.If the written form is adopted, the person who makes inquiries should remember to consider carefully to which the inquiries are to be sent and how many supplies or purchases are to be approached in one and the same region. Failure to take into consideration the relevant situation would lead to adverse effect on future transactions.When writing enquiry letters to your counterpart, there is on need to choose words and phrases carefully to draw the readers’ attention. A request for a price list or catalogue can be made in a single sentence. A request fora quotation of price and other trade terms may need a little longer description, which should be clear and exact. But remember there is no needfor long, over-polite phrases and still less humbleness.If it is the first transaction between the parties concerned, the first enquiry letter should begin by telling the receiver how his name and addressis known. Then, some generally information about your own business, such as the kind of goods handled, quantities needed or to be sold, usual terms of trade and any information likely to enable the suppliers or the buyers to decide what they can do for you, should begiven.Having received the enquiry letter, the receiver should study it with caution and reply the enquiry letter as soon as possible, telling them whether you could sell or buy.If in oral form, especially when the business relations have been established between the buyers and sellers, the inquiries and replies will be very easy and simple. What should be paid attention to is that both of them may have a friendly and cordial discussion according to what has been mentioned.4.2 Offer and Counter-offerIn many types of business, it has always been the practice for thesupplier to make an offer directly to his regular customers and to others who may be interested in his goods, without waiting for an enquiry. But when the supplier has received an enquiry from the buyer and decide to sell the goods, he should make an offer to him.It should be pointed out that offer is different from quotation. Quotation is just an indication of price without contractual obligation, and it is subject to change without previous notice. We have learned that a proposal for concluding a contract addressed to one or more specific persons constitutes an offer if it is sufficiently definite and indicates the intention of theofferer to be bound in case of acceptance. So offer is a definite commitment on the part of the supplier.In business activities, when making an offer, orally or in written form, the following elements are usually included:The name, price, quality and quantity of the goods; The date of delivery and/or time of shipment; The terms of payment; The validity of the offer;Other terms concerned, such as packing, discount, insurance, etc. When a supplier promises to sell the goods at a stated price within a stated period of time, the offer made by him is called a firm offer. In making a firm offer, mention should be made of the time of shipment and the date of delivery, the mode of payment desired and the period for which the offer is valid. In addition, an exact description of the goods should be given. If possible, pattern or sample should be shown or sent.It should be noted that a firm offer, although not legally binding, is capable of acceptance, and once it has been acceptable it cannot be withdrawn and the offerer should perform the obligations stipulated in it.It is known that a reply to an offer which purports to be an acceptance but contains additions, limitations or other modifications is a rejection of the offer and constitutes a counter-offer. So, a counter-offer means a partial rejection of the original offer, and it also means a counter proposal put forward by the buyers or the offeree.In practical business negotiations, the buyers may not agree on theprice, packing, shipment or payment, etc. He may state his own terms instead. Such alterations indicate that business has to be negotiated on a renewed basis. Such being the case, the original offerer or the seller now becomes the offeree and is entitled to accept of refuse. In the latter case, he may make another counter-offer of his own. This process can go on for many a round until the transaction is concluded or called off.Sometimes, the sentence “Accept your offer subject to the following alterations……” may be used in answering an offer. Although the word “accept” is used, in fact, the off er is still rejected, because the offeree does not agree to the whole offer.In making a counter-offer, the party concerned should express regret at inability to accept, explain reasons for non-acceptance and suggest that there may be other opportunities to do business together in the future.4.3 Price and Placing ordersIt is known to all of us that price, which should be carefully considered, is one of the most important factors in the international business activities.Price is the money of other considerations exchanged for the ownership or use of a product or service. The products’ price includes fixed cost, variable cost and expected profit. The fixed cost and variable cost of export products, however, means the total figure of production cost, selling cost, delivery cost, taxes and tariffs and some other unknown感谢您的阅读，祝您生活愉快。
新媒体商务英语阅读 Unit5 Business Management
TEXT HAPPY WORKPLACES HELP COMPANIES PERFORM BETTER
Answer the following questions.
1. Do successful companies make employees happy or happy employees lead to business success according to the text? Why?
UNDERSTAND WHAT IS REALLY IMPORTANT: AFTER STRIPPING OUT PROPERTY SALES, THE FIRM'S OPERATING PROFITS ROSE TEN PERCENT.
5
2020/6/27 顾渝-新媒体商务英语阅读 Unit 5
NEW MEDIA BUSINESS ENGLISH READING 新媒体商务英语阅读 Unit 5
顾渝 对外经济贸易大学出版社
Unit Selection
2020/6/27 顾渝-新媒体商务英语阅读 Unit 5
Words and
Expressions Unit 5 Business Management
10
2020/6/27 顾渝-新媒体商务英语阅读 Unit 5
Exercise TEXT
II
Happy Workplaces Help Companies Perform Better
Answer the following questions. 2. What can happy employees lead to? good publicity and cachet for their chief executives improved productivity improved morale and productivity creating high-performing organizations
商务英语谈判negotiationPrinciples
Negotiation environment
The composition of international negotiation environment:会影响谈判旳战略和策略
1.Political system 2.Economical system 3.Social system 4.Cultural system
• ﹡Your success in a negotiation depends
upon the other party’s making a decision you want; therefore, you should do what you can to make that decision an easy one.
outbursts.
• 3) Strive for better communication. • ﹡Be an active listener and acknowledge
what is being said.
• ﹡ Speak to be understood. • ﹡Avoid being judgmental or debating the
• 2) Cultivate appropriate emotion. • ﹡Your emotion affects that of the other party. • ﹡Recognize and understand emotions of both
parties.
• ﹡Make emotions explicit and legitimate • ﹡Allow the other party to let off steam. • ﹡Stay calm with the other party’s emotional
商务英语谈判-chapter 2 modules of business negotiation资料
Guidelines for Making Enquiries Professionally
• 4. Most letters of enquiry are short and simple, so much so that many firms have adopted the practice of sending printed enquiry forms, thereby eliminating the need for a letter.
must now fulfill the function of a salesman. • 5. The secret to converting an enquiry into a real
order is to make the buyer reply as soon as possible.
such as: a catalogue, a price list a quotaiton sheets, a sample an illustration, a photo
ENQUIRY & REPLY
In specific enquiry, the buyer asks for: 1. Points to the products he wants,
such as: the name of the commodity, the specifications, the quality the unit price FOB or CIF, the time of shippment, the terms of payment.
quotation
• A response to enquiry, quotation may be given.
Chapter1BusinessNegotiation商务谈判
Chapter 1 Business Negotiation
1.Some Basic Concepts of Negotiation
(1)The Concept of Negotiation A negotiation is a process of communication between parties
• 2.The Forms of Business Negotiation
Chapter 1 Business Negotiation
3.The Overall Framework of International Business Negotiation
Background Atmosphere Factors
1)the best target; 2)the intermediate target; 3)the acceptable target.
Chapter 1 Business Negotiation
• 5.Basic Rules of International Business Negotiation
• 1.Some Basic Conceots of Negotiation • 2.The Forms of Business Negotiation • 3.The Overall Framework of International Business
Negotiation • 4.Features of International Business Negotiation • 5.Basic Rules of International Business Negotiation • 6.The General Producer of International Negotiation • munication Skills for Negotiations • 8.Types of Negotiation Styles • 9.The Business Contract
negotiation商务英语谈判ppt
Gao xin: Our company as their glasses silk
cloth, which is a huge market, they should not do not know. We can talk about it with them next time.
Ying：Yes, next time we can done by 2.2 billion.
Wang: OK. Tang, our lowest price?
Tang：Minimum of 1.8 billion, which is the lowest price!
Second negotiation begans
design director
Yang Haixia：Hello! I am the CEO Yang Haixia. First to introduce, this is our company's CFO Chen Jianjun, CSO jinsi, design director Xu Chunxia, management director Zhang hong, lawyer Zhanghua. Wang Wenqing：Hello！I am the CEO Wang Wenqing. This is our CFO Tang Yunting, sales manager Ying Chaohui, project manager Gao Xin, and our after-sales service manager Xiao Yun and the company's lawyers Chen Mengna.
Lawyer Chen Mengna：Because the Chinese characteristics of goods sold well in the international. The company of CST has a good performance in the international market. This year the goods of CST grew 12% in global sales, and established a continuing good relationship（建立了持续良好的合作关系） with many other foreign countries.
商务英语谈判 全套课件223页PPT
Unit 1 Negotiation Preparations
5. I'm very pleased to be here to give a very brief overview of our marketing research.
Unit 1 Negotiation Preparations
Unit 1 Negotiation Preparations
I. Warm Up
Work in pairs with the following situation
You are a clerk in a research firm, and now you are demonstrating your research report, which has included some of the preliminary findings, to your customer. He is very satisfied with what you have done. Then you discuss a plan for the next step.
6. The table demonstrates the various attitudes among different age groups to our beverage.
7. Our main purpose is to gather consumer attitude toward the new packaging.
14. Business negotiations are conducted in the following four phases: the preparation phase, the opening phase, the bargaining phase, and the closing phase.
《商务英语谈判》课程简介5篇
《商务英语谈判》课程简介5篇第一篇：《商务英语谈判》课程简介《商务英语谈判》课程简介课程名称：商务英语谈判英文名称：Business English Negotiation总学时（含授课学时和实验学时）：36先修课程：《国际贸易理论与实务》、《外贸函电》、《商务英语写作》、……。
内容简介：《商务英语谈判》是一门主要研究国际商务谈判具体过程及实务的课程，是一门实践性很强的综合性应用课程，是国际商务学科体系中的一门基础课程，也是商务英语专业的骨干支撑课程。
该课程针对国际商务谈判的特点和要求，从实践的角度，分析研究国际商务谈判相关的国际惯例和国际商品交换过程的各种实际运作，以从事国际商务谈判的主要业务环节为主线，系统介绍各环节的操作规程和国际惯例。
本课程科学地把商务知识、谈判知识、现代沟通的内容及形式与英语语言综合技能融为一体，目的在于帮助更多的学习者通过系统的商务英语谈判的学习，掌握商务谈判的基本理论知识，借助于灵活多变的谈判技巧，熟悉各种谈判活动，了解不同商务活动的人文背景、规范以及具体操作程序，从而提高商务谈判中分析问题和处理问题的能力，并使得学习者在英语应用能力的同时掌握商务英语专业知识，从而实现培养复合型人才的目标。
适用专业及层次：高等学校经济管理类和商务英语专业高年级学生必修专业课。
考核方式：模式商务谈判选用教材：蒋磊，《国际商务英语谈判与沟通》，高等教育出版社, 2007参考书目：1.余慕鸿等，《商务英语谈判》，外语教学与研究出版社, 20052.徐宪光，《商务沟通》，外语教学与研究出版社, 20013.金英，肖云南，《国际商务谈判》，清华大学出版社，20034.秦川，《商务英语谈判》，中国对外经济贸易出版社，2004第二篇：商务英语谈判Chapter 1 :1.Negotiation is the process we use to satisfy our needs when someone else control what we want.2.Different types in Theory and Practice:a)Competitive style: To try to gain all there is to gainb)Accommodative style(通融式谈判): To be willing to yield all there is to yieldc)Avoidance style: To try to stay out of negotiationd)Compromising style(妥协谈判): To try to split the difference or find an intermediatepoint according to someone principlee)Collaborative style(合作谈判): To try to find maximum possible gain for bothpartiesf)Vengeful style(报复谈判): harm the otherg)Self-inflicting style(自损谈判): harm oneselfh)Vengeful and self-inflicting style: harm the other and also oneself3.The goal of collaborative negotiation is to manage the dispute so that the outcome is more constructive than destructive.4.Principled negotiation is centered around four consideration(PIOC):a)People: separate the people from the problemb)Interests: focus on interests, not positionc)Options(选择): invent options for mutual gainsd)Criteria(条件): insist on using objective criteria5.Personal interests are interests of individuals whoparticipate in anizational interests are of collective bodies such as private or state-owned enterprises, institutions and other kinds of entities(实体)6.Case study: During the Cold War......against it.2)They followed the “National interests go before organizational interests.” principle第三篇：商务英语谈判Business NegotiationA: The seller Miss su representingKai ya Chocolate Manufacturing Co.LtdB: The buyer Mr.zhou representing zhong shang supermarket.A: Good morning, Mr.Zhou.Glad to meet you.B: Good morning, Miss su.It’s very nice to see you in person.A: How are things going?B: Everything is nice.A: So, what’s the topic of today’s meeting?B: Ok, after the last talk, we appreciate you price very much.Now let’s talk about the terms of payment.Would you accept D/P? I hope it will be acceptable to you.A: The terms of payment we usually adopt are sight L/C.B: But I think it would be beneficial to both of us to adopt more flexible payment terms such as D/P term.A: Payment by L/C is our usual practice of doing business with all customers for such commodities.I’m sorry we can’t accept D/P terms.B: As for regular orders in future, couldn’t you agree to D/P?A: Sure.After several smooth transactions, we can try D/P terms.B: Well, as for shipment, the soon the better.A: Yes, shipment is to be made in April, not allowing partial shipment.B: can you make it earlier? May be in March, our customer is eager for them.A: All right.Let me have a check, oh!There are somesteam vessels available to your port, so we can make it in March.B: Good!By the way, when can I expect to sign the S/C?A: Mr.Zhou, would it be convenient for you to come again tomorrow morning.I’ll get the S/C ready tomorrow for your signature.B: That’s fine.See you tomorrow.Goodbye.Miss Su.A: See you and thanks for coming, Mr.Zhou.第四篇：《剑桥商务英语》课程简介《剑桥商务英语（中级）》课程简介剑桥商务英语（中级）是一门以语言技能为主，商务技能为辅的融实践性、交际性为一体的语言课程。
双赢现代商务英语谈判商务英语谈判
双赢现代商务英语谈判商务英语谈判商务英语谈判是现代商务交流中不可或缺的重要环节，通过合理的沟通和协商，双方可以达成共赢的结果。
本文将介绍双赢现代商务英语谈判的基本原则和技巧，以帮助读者更好地应对商务英语谈判。
1. 引言商务英语谈判是现代商务交流的重要组成部分，其目的是通过双方的沟通和协商来达到双赢的结果。
在谈判过程中，语言的运用是至关重要的，本文将介绍一些商务英语谈判的基本原则和技巧，帮助读者在谈判中取得更好的效果。
2. 准备工作在进行商务英语谈判之前，充分的准备工作是非常重要的。
首先，要对对方的背景信息、需求和利益进行充分了解。
其次，要确定自身的目标和底线，即在谈判中所能接受和不可接受的条件。
最后，要制定清晰的谈判策略和计划，包括提议和回应的准备。
3. 语言运用在商务英语谈判中，准确、流利、文雅的语言运用是非常重要的。
首先，要注意用简洁明了的表达方式，避免使用复杂的词汇和长句子。
其次，要注意遵循文化和礼仪的规范，尊重对方的文化差异和习惯。
最后，要注意语速和语调的掌控，避免让对方感到紧张或不安。
4. 沟通技巧有效的沟通是商务英语谈判中取得成功的关键。
首先，要善于倾听，尊重对方的意见和观点，避免过于主观和强势的态度。
其次，要善于提问和引导对话，帮助双方更好地理解对方的需求和立场。
最后，要善于总结和概括，确保双方在谈判中达成共识和一致。
5. 灵活适应商务英语谈判中，灵活适应是非常重要的技巧。
首先，要善于调整自己的谈判策略和计划，根据对方的反应和变化做出相应的调整。
其次，要善于妥协和让步，以达到双方的最佳利益。
最后，要善于应对突发情况和紧急情况，保持冷静和理性的思维。
6. 结束与总结商务英语谈判的结束和总结是谈判过程的重要环节。
首先，要对谈判的结果进行概括和总结，确保双方都明确达成的协议和约定。
其次，要表达合作的愿望和期待，为未来的合作奠定良好的基础。
最后，要表示对对方的感谢和赞赏，以增强合作的信任和友好关系。
商务英语谈判顾渝课后答案
商务英语谈判顾渝课后答案1、—_____ will the bus arrive? —In four minutes. [单选题] *A. How longB. How oftenC. How soon(正确答案)D. How far2、Jim, it’s dark now. Please _______ the light in the room. [单选题] *A. turn on(正确答案)B. turn upC. turn offD. turn down3、Ships can carry more goods than _____ means of transport. [单选题] *A. the otherB. anotherC. any other(正确答案)D. any4、The storybook is very ______. I’m very ______ in reading it. （）[单选题] *A. interesting; interested(正确答案)B. interested; interestingC. interested; interestedD. interesting; interesting5、I have worked all day. I'm so tired that I need _____ . [单选题] *A. a night restB. rest of nightC. a night's rest(正确答案)D. a rest of night6、21 In a few years' time, there ________ thousands of trees on the hill. [单选题] * A．will haveB．will be(正确答案)C．are haveD．have7、59．—Can I talk to the manager?—Please wait ________ minute. [单选题] * A．anB．a(正确答案)C．theD．/8、Mum, this T-shirt is much too small for me. Would you buy me a _______ one? [单选题] *A. niceB. largeC. nicerD. larger(正确答案)9、—It’s too noisy outside. I can’t fall asleep.—I can’t, either. We have to ______ new ways to solve the problem.（）[单选题] *A. come up with(正确答案)B. get on withC. make up withD. catch up with10、36．This kind of bread is terrible. I don't want to eat it ______. [单选题] *A．any more(正确答案)B．some moreC．no longerD．some longer11、Jack would rather spend time complaining than_____the problem by himself. [单选题] *A.solve(正确答案)B.solvedC.solvesD.to solve12、I don't know the man _____ you are talking about. [单选题] *A. who'sB. whose(正确答案)C. whomD. which13、John is quite _______. He likes to attend activities in?his spare time. [单选题] *A. active(正确答案)B. quietC. lazyD. honest14、Catherine has two cousins. One is quiet, and _______ is noisy. [单选题] *A. anotherB. the other(正确答案)C. othersD. other15、It ______ me half an hour to return to school.（）[单选题] *A. takes(正确答案)B. spendsC. costsD. brings16、87．—Could you? ? ? ? ? ? me the way to the nearest hospital?—Sure. [单选题] * A．askB．tell(正确答案)C．talkD．speak17、--_______ are the birds doing?--They are singing in a tree. [单选题] *A. WhoB. What(正确答案)C. HowD. Where18、It is reported（）three people were badly injured in the traffic accident. [单选题] *A. whichB. that(正确答案)C.whileD.what19、—______ my surprise, Zhu Hui won the first prize in the speech contest. —But I think he could, because he kept practicing speaking.（）[单选题] *A. To(正确答案)B. AboutC. ForD. In20、All he _______ was a coat. [单选题] *A. had on(正确答案)B. had toC. had a restD. had a good time21、These apples smell _____ and taste ______. [单选题] *A. well; wellB. good; good(正确答案)C. well; goodD. good; well22、Sam is going to have the party ______ Saturday evening. （）[单选题] *A. inB. on(正确答案)C. atD. to23、60．—Are you ready?—Yes. We can start ________ any time. [单选题] *A．at(正确答案)B．inC．toD．for24、—What do you think of Animal World? —______. I watch it every day.（）[单选题] *A. I don’t mind it.B. I like it.(正确答案)C. I can’t stand it.D. I don’t like it.25、_________ we don't stop climate change, many animals and plants in the world will be gone. [单选题] *A.AlthoughB.WhileC.If(正确答案)D.Until26、Jim wants to hang out with his friends at night, but his parents don’t allow him ______ so. （）[单选题] *A. doB. doneC. to do(正确答案)D. doing27、—______ is the concert ticket?—It’s only 160 yuan.（）[单选题] *A. How manyB How much(正确答案)C. How oftenD. How long28、Many of my classmates are working _______volunteers. [单选题] *A. as(正确答案)B. toC. atD. like29、We have made a _______ tour plan to Sydney. [单选题] *A. two dayB. two daysC. two-day(正确答案)D. two-days30、They were both born _______ March, 1 [单选题] *A. in(正确答案)B. atC. onD. since。
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6. 7.
8. 9.
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What do you think is the “right” amount of eye contact? Can you give an example to show the written rule for dress code or the informal ideas of what is acceptable to wear? Why are “controversial subjects” not suitable for small talk? How to understand “The relationship with a person determines the kind of language you use. This relationship may even affect what you say when you meet people”? What communication methods are used in the following sentences? What effects have been brought by such methods? • We close the café every night at 11:30 so that we can go home. • The café will remain open until 11:30 P.M. for the convenience of our customer.
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9. Why should business buyers visit the seller’s company? Certain products, such as industrial equipment, have unique characteristics and may vary with regard to condition. Business buyers of such products must base purchase decisions on inspection. Before large orders are granted to the seller, it is advisable that the buyer should visit the seller‟s company and check the details related with the goods.
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How to define “customer” and “brand”? What is the relationship between the two? Customers are individuals‟ organizations who have purchased or used products from the marketing organization in the past or who are likely to do so in the future. A brand is a name, term, sign, symbol or design or combination of them intended to identify the goods and services of one seller or group of sellers and to differentiate them from those of competitors. From a customer standpoint, however, a brand is much more than its name or identifying elements: it is the entire bundle of perceptions, associations, and attributes that the consumer experiences when considering, purchasing, or using the brand. It is the customer who determines what a business is.
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6.4 Words and Expressions
Please learn this section before you begin learning this Chapter.
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6.1 Before You Begin
English for Business Negotiation 商务英语谈判
Chapter 6 – Product Description
顾 渝 对外经济贸易大学出版社
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PART ONE PRE-NEGOTIATION
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What will people generally consider in order to decide which products to buy? Why should companies develop new products? How can attracting the “attention” of potential customers be the first step of the marketing mix? Can you give some examples to show the “benefits” of products? What knowledge should sellers know about their customers? How to get the knowledge?
7. How to concentrate on potential customers when describing a product? Say for instance, “this product is aimed at the young-professional, high-income market and not the traditional consumer of old-fashioned lemonade” or, “this product is best for people 50 years and over with an interest in maintaining a healthy lifestyle.”
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2. Why should companies develop new products? New products pump life into company sales, enabling it not only to survive but also to grow. Products can be a company‟s most important asset. If a company‟s products do not meet customers‟ desires and needs, the company will fail unless it makes adjustments. Companies like Samsung and Apple (electronics), Dow (chemicals 美国陶氏化学), Master Kong(foods) get most of their profits from new products.
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8.
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How to define “customer” and “brand”? What is the relationship between the two? How to define “central selling point”? How to concentrate on potential customers when describing a product? How can the sellers convince the buyers to take prompt action to buy? Why should business buyers visit the seller’s company?
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4. What knowledge should sellers know about their customers? How to get the knowledge? „Knowing‟ includes their demographics[个人背景], their buying cycles, their budget requirements, their price sensitivity, their experience with similar offerings, etc. You can only know these things by asking.
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8. How can the sellers convince the buyers to take prompt action to buy? Sellers must persuasively answer buyers‟ questions in order to convince the buyers to take prompt action to buy, for example, by giving scientific evidence or context for comparison. Claims of superior quality of a product imply that objective data exist to support the statements. Better, faster, easier, and similar terms imply a comparison.
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Can you give some examples to show the “benefits” of products? Different products have different benefits for the customers, such as the security of a product, or an enhanced selfimage brought to the customers by a product.