国际贸易谈判对话
国际商务谈判剧本
国际商务谈判剧本在谈判中，双方经常由于对同一问题期望的差异而导致谈判进程受阻。
事实上，很多情况，双方只要认准最终目标，在具体问题上可以采取灵活的态度，问题就能迎刃而解。
下面整理了国际商务谈判剧本，供你阅读参考。
国际商务谈判剧本中瑞劳力士手表商务谈判北京益时贸易有限公劳力士钟表有限公司总经理：总经理：销售部长：财务部长采购部部长：销售部部长：技术总监：技术总监：Beijing YISHItrade ed pany roches and cer: xiaxi financiaer: jianyishuaiPurchasing minister:zhangshuang sament minister: zhangyanxintechnicaor:echnicaor: yuemingzhu中方总经理：欢迎来自瑞士劳力士钟表有限公司的各位谈判代表来北京进行业务洽谈，我是来自北京益时贸易有限公司的总经理张荣荣。
首先，由我来介绍我方的谈判代表，这位是我们公司的营销总监夏鑫，这位是我们公司的采购部部长张爽，这位是我们公司的技术总监李瑞金CM::You came from far a:: :Thank you for your praise, this is a sma :ok, ’s e to the point!瑞方总经理：我公司的国际知名度和品牌影响力，贵方也一定有所了解，我公司的劳力士手表在世界市场上一直都很受欢迎。
考虑到中国强大的潜在消费市场，此次谈判，我方希望能与贵方达成大批量的交易。
下面请我们的销售部部长给贵方介绍一下我们的合作产品。
SM:you m ust have some idea of our pany’s internationaation and brand infhe roches of our pany in the ARINER), ASTER), OGRAPH) universe, as a versatiches, can satisfy engineering, sports and business DuoZhong need.中方李：你们的种类确实挺丰富，我方很满意!但现在据我们了解，格林尼治型(GMT MASTER)，其可转动外圈及24小时指针，不仅同时显示两个时区时间，更可将时针独立移动至另一时区，而毋须移动分针及秒针。
商务谈判对话英文版
商务谈判对话英文版在国际商务谈判中，对时间观差异应有所准备。
谈判时限的控制也很重要。
不同文化具有不同的时间观念。
在商务谈判对话中也要拿捏好时间。
下面店铺整理了商务谈判对话英文版，供你阅读参考。
商务谈判对话英文版：实用对话A: Good morning, Miss. Glad to meet you.早上好，很高兴见到你。
B: Good morning, Mr . gald to have the opportunity of visting your company and I hope to conclude some business with you。
很兴奋能有机会.拜访贵公司，希望能与你们做成交易。
A:I think so ，and I don’t believe we’ve met.我们以前没有见过吧?B: No, I don’t think we have. 我想没有。
A: My name is Li Sung-lin 我叫李松林。
B: My name is Cheery Smith. 您好，我是切莉史蜜斯A: Here’s my name card. 这是我的名片。
B: And here’s mine. 这是我的。
A: I'm our sales representative, how do you do,what can I do for you.我是我们公司的销售代表，你是做什么的，有什么可以为你服务的吗?B：Our company will buy in a batch of compters, as the procurement manager secretary，I want to get to know your product.我们公司要购进一批电脑，作为采购经理的秘书，我想了解一下你们的产品。
A：Our company engaged in import and export trade for 5 years, has many professional and qualified partners. Company in good standing, developed many long-term partners, look forward to working with you.我公司从事进出口贸易5年来，已经拥有很多专业的，资质良好的合作商。
商务谈判对话范文
商务谈判对话范文场景：国际贸易公司A与国际采购公司B进行谈判，讨论关于合作建立供应链的细节问题。
A：首先，非常感谢贵公司对我们的合作表示出的兴趣。
我们非常期待与贵公司建立长期的合作关系。
B：非常荣幸能够与贵公司进行合作洽谈。
我们也非常看好贵公司的产品，并希望能够达成共识，建立稳定而互利的供应链。
A：谢谢您的夸奖。
在我们的合作中，我们将尽力提供优质的产品和服务，并确保交货时间的准确性。
B：除了产品质量和交货时间，价格也是我们关注的重点。
我们希望能够得到一个合理的价格，以便提高我们竞争力。
A：我们非常理解贵公司关于价格的考虑。
我们也希望能够达到一个双赢的结果。
我们可以在价格上进行适当的议价，以满足贵公司的要求。
B：非常感谢贵公司的配合。
除了价格，我们还希望能够获得一定的售后服务和技术支持。
A：对于售后服务和技术支持，我们非常重视。
我们将提供相关的技术培训，并设立专门的售后服务团队，以确保贵公司在使用我们产品时的顺利。
同时，我们也欢迎贵公司提出任何进一步的需求和要求。
B：听到这些，我们对贵公司的专业性和责任感更加有信心了。
另外，我们还希望能够与贵公司建立长期稳定的合作关系，而不仅仅是一次性的交易。
A：我们非常赞同贵公司的观点。
我们也希望能够建立长期的合作关系，相互支持和共同发展。
在这个过程中，我们可以共同探索其他合作领域，并寻求更多的机会。
B：这是我们非常乐见的。
我们相信通过双方的共同努力，我们的合作关系将会取得互利共赢的结果。
A：我完全赞同您的看法。
让我们共同努力，推动我们的合作关系向更高的水平发展。
B：非常感谢您的支持和配合。
我们相信在不久的将来，我们的合作会取得很大的成功。
A：谢谢您的信任和支持。
我们期待着与贵公司的合作，并为此付出我们最大的努力。
以上是一个商务谈判对话的范文，双方在谈判中表达了彼此的期望和需求，并通过合作寻求双赢的结果。
更详细的商务谈判对话中，可能会涉及到更多的具体细节和议题，双方也需要更多的讨论和协商来达成最终的合作协议。
外贸商务谈判英语对话
外贸商务谈判英语对话外贸商务谈判英语对话是国际贸易中必不可少的一部分，以下是一段外贸商务谈判英语对话：Dialogue between a foreign trade negotiator and a client.外贸谈判员与客户之间的对话。
Negotiator: Good morning, Mr. Client. Welcome to our company. How was your flight?谈判员：早上好，客户先生。
欢迎来到我们公司。
您的航班怎么样？Client: Good morning, thank you. The flight was good, thank you. It's nice to be here.客户：早上好，谢谢。
航班很好，谢谢。
很高兴来到这里。
Negotiator: Please have a seat. I have some documents for you to review. This is our company's product catalog, and this is our price list.谈判员：请坐。
我有一些文件需要您审查。
这是我们公司的产品目录，这是我们的价格表。
Client: Thank Thank I will review these documents right away.客户：好的好的，我会立即审查这些文件。
Negotiator: Also, I have some questions for you. Do you have any specific requirements for the products?谈判员：另外，我有一些问题要问您。
您对产品有任何具体要求吗？Client: Yes, I do. I am particularly interested in your electronic products. Could you tell me more about them?客户：是的，我有。
国际贸易合同谈判案例
Chapter 2 Establishing Business RelationsDialogue One( At the China Import and Export Fair )A：Welcome to our show. Please come in if you‟d like to talk with us.B：Thank you. I am a buyer for an American automation company. And I am interested in your products very much.A：I am glad to hear that. So, what kinds of products are you most interested in? B：The measuring instruments of course. They seem to be good and of fine quality. A：Yeah. That is true. They are all made in Tianjin Machine Tool Plant, one of the largest state-owned manufacturers in China specializing in precision measuring instruments and all kinds of dies and moulds. We have got most of the high-quality certificates in this field.B：That sounds good. How about the prices of them?A：Well, we have a brochure with all products and prices listed. Here you are.B：Thanks a lot. And I wonder if I can make a visit to your plant when I am here after the showing time.A：Sure. We can arrange that for you at your convenience.B：OK, that is a deal. Oh, here is my card and you can contact me the day after tomorrow.A：Thank you. See you then.Dialogue TwoA：We took a look at the exhibits yesterday and found that some of them are fine in quality and beautiful in design. The exhibition has successfully displayed to me what your corporation handles. I‟ve looked through the catalogue and the brochure enclosed in your last letter and I‟ve got some ideas of your exports. I‟m interested in your silk blouses.B：Our silks are famous for their good quality. They are met with great favor overseas and are always in great demand.A：Some of them are of the latest style. Now I have a feeling that we can do a lot of trade in this line. We are to establish business relations with you.B：We have the same idea.A：Concerning our financial position, credit standing and trade reputation, please refer to our bank.B：Thank you for your information. Since we are a state-owned company, we always do business with foreign companies on the basis of equality and mutual benefit. It will contribute to our mutual benefit to establish business relations between us. A：That‟s interesting. I‟ll telephone home later. As soon as I get the definite answer from the headquarters, I will let you know.B：Then we will make an offer as soon as possible. I hope a lot of business will be put through between us.A：So do I.B：I hope everything would be smooth. And I‟ll give you the lowest price in the future.A：Thank you.Chapter 3 EnquiryDialogue OneA：Our representative in New York faxed that you showed an interest in some of our products on display at the September Exhibition there. Now, we would like to know if you have any specific requirement in mind.B：I‟ve brought with a list of the quantity of your products we‟d like to import for the second half of this year. Here‟s a copy of it.A：Good. Well, most of the items listed are available this year. I hope we can come to an agreement and sign the contract soon to enable timely delivery.B：I hope so, too. I‟d like some of your sales literature and a price list for all of your export articles.A：Here are our catalog and price list. The catalog lists all the commodities we export, and the price list gives indicative prices for all of our export articles.B：Thanks. What are your normal export terms?A：We normal export CFR.B：What commission do you usually pay for your exports? As you know we import ona commission basis.A：That can be discussed.B：All right. When can we meet again for some more specific discussion?A：What about tomorrow morning at nine? I‟ll come over to your hotel.B：I‟ll be expecting you, then.Dialogue TwoA：Good morning. My name is John Smith. Here is my business card.B：Good morning. Pleased to meet you, Mr. Smith. Here is my business card.A：Thanks. I am glad to have the chance to visit your company.B：We warmly welcome you.A：Thank you.B：Well from your card, I can see you specialize in oil-drilling equipment.A：Yes. As a matter of fact, we have been in this line for about 20years. Our oil-drilling tools and equipment are exported to many countries and warmly received among them. Thus I hope to conclude some substantial business with you.B：Recently we have explored a few new overland and off-shore oil fields. We could consider buying from you if the technology incorporated in your equipment id advanced and the trade terms are favorable.A：I brought you a series of catalogues for my latest models. And I can answer any technical questions about commodities.B：OK. I will study your catalogue first.…B：I‟m interested in some of the items in your catalogues. I think they will be saleable in China. Here is a list of my requirements, for which I‟d like to have your best CIF Shanghai price.A：Thank you for your inquiry. Would you tell me the quantity you require so that we can work our offers?B：I‟ll do that. Meanwhile, would you tell me an indication of the price?A：OK. Here are our CIF price lists. All the prices in the lists are subject to our final confirmation.B：What about discount? I usually get a discount from other suppliers. It‟s the general practice.A：If your order is large enough, I will consider it. Shall we discuss this when you place order with me?B：OK.Chapter 4 Offer and Counter-offerDialogue 2A：Let‟s get down to business now.B：Yes, that will be fine. I‟ve come about your offer for Haier Air Conditioners. A：We have the offer ready for you. It‟s something like that：1 000 Haier Air Conditioners 300 pounds sterling per conditioner, CIF European main ports, for shipment in June, 2010. Since the market is advancing today, the price we offer you is the best, I believe.B：But 1 000 is not enough, I‟m afraid. Last year I ordered 1 000, but the whole thing was rapidly sold out in less than three months. As I‟m sure we can do better this year, I hope you can offer me at least 3 000 conditioners.A：As the conditioners are in great demand both at home and abroad, 1 000 is the most I can offer at present.B：If you can‟t supply our need to the full, our customers will turn to other suppliers for their requirements. Can you supply me another 1 000 conditioners?A：Well, we…ll try our best to satisfy your demand for the additional 1 000 conditioners.B：All right. I‟ll take 2 000 conditioners this time. But I hope you could supply the other 1 000 when the next supply comes in.A：We‟ll get in touch with you when our supply position improves.Dialogue 3A：Could you give us some ideas about your price on fancy silks? (印花丝绸)B：We have offer ready for you. Let me see. Yes, here is our price sheet.A：After reading the sheet, I have to say your price has soared(飙升)! It is almost 20% higher than last year‟s. it would be impossible for us to push any sales at such a price.B：I‟m a little surprised to hear you say that. You know very well that the market price for fancy silks has gone up a great deal recently. And we consider it a rock-bottom price.A：I‟m afraid I can‟t agree with you there. Frankly speaking, the price you offer compares very unfavorably with quotations we can get else where, Japan, for instance.B：But if you take quality into consideration, you will see the price is fair and reasonable.A：I admit that yours is of better quality, but there must not be a too wide gap between the price of and other suppliers, just because of a little better quality. B：We‟ll consider your suggestion and have an internal discussion.A：Please have a discussion. After you think it over, please renew your latest offer on us.B：Sure, I will.Dialogue 4A：Here is our price sheet on an FOB basis. The price are given without engagement. B：Good, if you excuse me, I‟ll go over the sheet right now.A：Take your time.（After seeing the price sheet）B：I can tell you at a glance that your prices are on the high side.A：I‟m surprised to hear you say that. You know the cost of production has gone up in recent years.B：We only ask your price be comparable to others‟. That‟s reasonable, isn‟t it? A：Oh, in order to get the business done, we can consider making some concession on our price. But fist, you will have to give me an ides of the quantity you wish to order from us, so that we can adjust our price according.B：The size of our order depends greatly on the prices. Let‟s settle the problem first. A：All right. As I have said, if your order is large enough, we are ready to reduce our prices by 20%.B：When I say your price are really too high, I don‟t mean they are higher merely by10 or 20 percent.A：How much do you mean then? Can you give me a rough idea?B：To conclude this deal, I‟d say a reduction of at least 60% would help.A：How can you expect us to make a reduction to that extent?B：I think you are as well-informed as I about the market for Chinese tea. It‟s needless for me to point out that supply exceeds demand at present and this situation is likely to continue for a long time yet. Why don‟t you call your home office and see what they will say?A：All right. I will.Chapter 5 orderDialogue OneA：It has always been my great pleasure to meet and talk to my old friend.B：Likewise. What can I d for you this time then?A：According to the Chinese proverb “One wouldn‟t come to a treasure house if he doesn‟t have a purpose(无事不登三宝殿)”, I come here in order to import 25 tons of penicillin G potassium crude(青霉素G 钾工业盐), and it will be highly appreciated if you could give us your firm and favorable quotation for the item. B：It will be a great honor for us to serve your business. However, we may have to explain that we could hardly supply you with the product directly at present. A：Why?B：Since we are confined by the exclusive agent agreement(独家代理协议) with ABC Company in Canada.A：Well. Would you like to do the business with our established trading company in Hong Kong, and that will channel your product into Canada, and elude(躲避) the “exclusive agent” problem at the same time.B：That sounds like a great idea.A：OK. I would like to back an order for 25 tons of the goods in one lot(一次交货). B：No problem. As we always do business on the basis of equality and mutual benefit, we should like to extend to you our best offer which is at $25/Bou(十亿单位), CIF Shanghai, hoping it‟s good for you.A：Thanks. We would also like to have your CFR price if convenient.B：Sure. That will be $23/Bou.A：In such a case, I would accept your price on CFR basis, since it will lower our import cost if insurance is lowered by us.B：That‟s fine. Shall we call it a deal and sign a contract?Part2 Dialogue 3A：Here is our contract. Please go though it and see if everything is all right. We think all the terms should meet with unanimous(无异议的) agreement.B：Good. I‟ll read it over and consider it. Don‟t you think we should insert this sentence here? That is, “if one side fails to observe the contract, the other side is entitled to cancel it.”A：That‟s good. Do you have any comment t make on this clause?B：I think this clause suits us well, but the time of payment should be prolonged, to say, three or four months.A：We are accustomed to payment within two months, but for the sake of friendship, let‟s fix it at three months.B：No wonder everyone speaks highly of your commercial integrity.A：One of our principles is that contracts are honored and commercial integrity is maintained. Anything else you want to bring up for discussion?B：There is still a minor point to be cleared up. Yesterday you said that you sold on the basis of shipped quality, quantity and weight, didn‟t you?A：Yes, we did. The goods will be inspected by the General Administration of Quality Supervision, Inspection and Quarantine of China(国家质量监督检验检疫总局). It will then insure a certificate of quality and a certificate of weight.These will be taken as final basis and binding.B：But what shall we do if the goods are found disqualified or short on arrival.A：I assure you that is not likely to happen. Our goods must be up to export standards before the inspection agency lets them pass.B：I know your products have a good reputation. But what if these things happen? A：In that case I don‟t think the responsibility should rest with us. The goods must be spoiled, or weigh gets short during transit. We are not responsible for any damage which happens during transit. A claim would then be lodged with the insurance company.B：What you said stands to reason.A：Have you any more questions?B：It contains basically all we have agreed upon during our talks. I have no questions about the terms.A：Then I will have the contract amended. We‟ll sign the contract tomorrow morning, at 8,in the meeting room, shall we?B：That‟s good. I‟;; come on time. See you tomorrow.A：See you tomorrow.Chapter 8 InsuranceDialogue 3A：Would you mind telling what kind of insurance we‟ve got for this order of goods? B：Of course. Considering our deal id based on CIF clause, we‟ve got it covered under W.P.A. Is there anything you want to know?A：No, not really. I‟m just wondering if the damage of goods is included in the W.P.A. or not.B：Actually, the damage of the goods belongs to the risk of Breakage. We could add this item if you wish.A：But that‟s an additional risk item, isn‟t it?B：Yes. And the buyer is usually required to bear the cost for the additional risk coverage.A：I see. How about this? What about if we charge to “All Risks”? Do we still have to pay extra for the Risk of Breakage?B：No, you don‟t have to. The insurance of All Risks has that item under coverage already. However, all you need to do is to pay a little higher premium rate.A：That‟s really doesn‟t matter. The safety of the goods is all that accounts.B：Oh, yes, absolutely. I‟ll have your insurance changed from W.P.A. to All Risks for 110% of CIF invoice value as per the ocean marine cargo clauses of the PICC.A：Sounds good. Thanks a lot.Dialogue 2A：Hi, what can I do for you?B：Yes, I‟d like to insure our cargo against All Risks for the invoice value plus 10%. A：May I have a look at your commercial invoice?B：Of course. They are men T-shirts, total amount is $78 090, from Qingdao to New York. Could you tell me the premium rate?A：Certainly. It is 2%. They have been on board, haven‟t they?B：Yes, they have. Here is the copy of shipping order, all the shipping details you want are on it. When can I get they insurance policy for the shipment?A：There are a few steps before you get it. First, you should fill in the application form and sign your name; then pay the full premium; when approved, the insurance policy will be issued by us.B：I understand. So what can I do now?A：Please fill in the application form.Chapter 9 SettlementDialogue 1(A=Teller B=Customer)A：Can I help you, sir?B：Yes, I want to open an L/C, but I don‟t know how to work.A：OK. Let me tell you. An L/C is a written payment instrument issued by a bank at the request of a customer (always the importer). It will be sent to the exporter to make shipment and prepare the documents specified in the L/C. as soon as the L/C and document are presented to the issuing bank, the bank must pay to the exporter (beneficiary). The bank acts as the first payer and this is the most important feature of L/C.B：I see. Would you tell me what‟s the main content of an L/C？A：Name, quality, unit price and amount of goods, ports of loading and destination, price and payments terms, shipping documents, latest shipment date and validity of the L/C.B：Then how can I send an L/C to my customer?A：In practice, the issuing bank will send the L/C to one of its correspondents(代理行)the place of export by SWIFT. After verifying the authenticity(真实性、可靠性) of the L/C, the correspondent (advising bank 通知行) will send the L/C to the exporter.B：How can my customer receive the proceeds?A：The exporter will make shipment and present the L/C with all the documents to a negotiation bank if it is available by negotiation. If the documents are in compliance with the terms of the L/C through carefully checking, the bank will negotiation the documents and send them to the issuing bank for reimbursement.The issuing bank will debit importer‟s account when releasing the shipping documents to the importer. The whole transaction now comes to the end.B：I see. Thank you very much.A：You‟re welcome!Dialogue 3A：Concerning the mode of payment, can you advise me of your regular practice in this respect?B：Of course. We generally request payment to be made by irrevocable L/C payable against shipping documents. It is universally adopted in the international trade. A：I wonder if you accept D/P or D/A. They are also customary in the international trade as far as I know. I don‟t think you need to feel worried about our credit standing.B：As a rule, we don‟t accept D/P or D/A payment terms. This is our first transaction, and it is necessary for us to insist on L/C payment terms.A：Frankly speaking, it will add to the cost of our imports to open an L/C with a bank, especially for such a huge order. What‟s more, it will cause us a great deal of difficulty.B：I appreciate your position, but it can‟t be helped. If we must pay to make the goods and then wait for months for you to pay, we shall have money trouble, too.A：But it‟ll be of great help if you are a bit more flexible and accept D/P terms. You see, it makes not much difference to you, on the other hand, it does mean great difference to us.B：I‟m terribly sorry. It‟s beyond our power to grant your request. D/P will put us to great trouble while an L/C will give us protection of the bank. We all know it very well. And the other way round, we also pay L/C for our imports.A：Well, it seems that we have no alternative other than accept L/C payment terms.But can you guarantee that shipment will be made as soon as you receive the L/C?B：There could be no doubt about it.。
国际贸易谈判情景对话
国际贸易谈判情景对话Kim: Welcome to our company. My name is Jeff Kim. I'm in charge of the export department. Let me give you my business card.金：欢迎到我们公司来。
我叫金哲夫，负责出口部。
这是我的名片。
Smith: I'll give you mine too.负责媒体拓展与维护，加强日常媒体沟通联络、关系维护、相关选题的配合和跟进，提升本地区媒体曝光量。
史密斯：这是我的名片。
Kim: Did you receive the sample we sent last week?金：你有没有收到我们上周寄给你的样品?Smith: Yes, we finished the evaluation of it. If the price is acceptable we would like to order now.史密斯：收到了，我们已进行了评估。
如果价格合适，我们现在就想订货。
优势:荷兰是欧洲的门户,很多跨国企业都将其在欧洲的总部设在荷兰。
荷兰已开设850多个用英语授课的专业课程,约95%的荷兰人会讲英语,对习惯于使用英语的中国学生来说,选择专业余地很大;学费与欧盟学生相同。
Kim: I'm very glad to hear that.金：听到这个我真高兴。
Alex: That would have to be something with children, right? Like if children or youngergenerations are spending more time on Facebook or on social media online than spending timewith their real friends outside playing or doing stuff in the park or going to special classes orsomething. I don't know. I don't have brothers or children or anyone that I could talk about butI don't know. What do you think?培养外贸及国际商务专业人才;使学生熟悉贸易全球化及全球经济的进程。
国际贸易合作谈判发言稿
国际贸易合作谈判发言稿尊敬的各位嘉宾们，亲爱的朋友们：大家好！首先，我要感谢主办方给我这个宝贵的机会，让我能够在这里与各位一同探讨国际贸易合作的议题。
今天，我将就国际贸易合作谈判问题谈谈自己的一些观点和看法。
国际贸易合作的意义不言而喻。
对于一个不断发展的经济体而言，开展贸易合作是提高经济效益、实现全球资源优化配置的关键。
在当今全球化的时代背景下，各国之间相互合作、互利互惠的贸易模式成为了共同发展的基础。
然而，我们也不可忽视面临的挑战。
全球市场经济的发展带来了激烈的竞争。
各国为了争夺市场份额，保护本国产业利益，不可避免地采取了一系列贸易保护措施。
这些措施往往以关税、非关税壁垒、贸易限制等形式存在，给自由贸易造成了不利影响。
因此，我们迫切需要通过国际贸易合作谈判来解决贸易争端和保护主义行为所带来的负面影响。
在谈判过程中，我们应遵循以下几点原则：首先，坚持平等原则。
谈判各方应平等对待，充分尊重各国的主权和利益，摒弃“零和游戏”思维。
只有平等的谈判才能实现双赢的局面。
其次，坚持开放原则。
贸易合作应该是开放的，各国之间应该实现市场准入的平等和公正。
通过开放市场，我们能够共享资源、技术和经验，促进贸易自由化和全球经济的繁荣。
第三，坚持互利共赢原则。
贸易合作是为了实现互利共赢的目标，各方应在合作中共同分享机会和利益。
通过建立互惠关系和提升合作水平，我们能够实现更大的发展潜力。
最后，坚持规则制度原则。
国际贸易合作需要遵守国际规则和规范。
各方应共同推动多边贸易体制的发展，加强对国际贸易规则的执行和监督，维护公正、公平的贸易环境。
为了推动国际贸易合作的谈判进程，我提出以下建议：一是加强多边合作。
各国应加强与世贸组织的合作，推动多边贸易体制的改革和完善。
这其中包括提升世贸组织的议事规则和决策效力，确保其在国际贸易谈判中发挥积极的引领作用。
二是推动区域经济一体化。
各个区域贸易协定应该加强合作，建立统一的贸易标准和规则。
国际商务谈判模拟对话_谈判技巧_
国际商务谈判模拟对话总部影响力是谈判成功的关键，因此如果请总部高层管理者参加与注重等级制文化的对手的谈判，那么职位在说服和表达开展业务的兴趣方面起着重要的作用。
下面小编整理了国际商务谈判模拟对话，供你阅读参考。
国际商务谈判模拟对话：情景英语对话注释Dialogue 1:A: So, thank you for coming, everyone. It's really a pleasure to see you all here. First of all, may i suggest you take a look at the agenda i sent you? Would you like to make any comment on that?B: Yes, i wonder if we can begin with shipment question first. We really need to come to an agreement on that before anything else.A: That's true, but it's also a very difficult issue. That's the reason why i put it last. I thought it might be a good idea for us to start with the points we have in common. We'll move on to the shipment issue after that.B: All right. That sounds reasonable.A: Well, before we go any future, I would like to say strongly how i feel that it's in both our interest to reach an agreement today. The market is becoming even more competitive and our combied strength will give us some big advantages, not least in terms of the dealer network. Now, i think Richard would like to say a few words about that.点睛注释：1. make comments on sth 对某事进行评论Example: Would you make comments on our women's garments in current design?您对我们流行女装款式有何评论Ohlook very nice! 哦，看起来很漂亮2. have sth. in common: 有共同点Example: The two firms have very little common in selling strategies. 这两家公司在销售策略上没有什么共同点。
国际交易磋商对话范文
国际交易磋商对话范文摘要：一、概述国际交易磋商的目的和重要性二、介绍国际交易磋商的基本环节三、提供国际交易磋商对话范例及解析四、总结国际交易磋商的关键技巧和注意事项正文：在国际贸易中，交易磋商是不可或缺的一个环节。
其目的是在买卖双方之间建立信任，明确双方的权利和义务，为后续的交易流程奠定基础。
本文将详细介绍国际交易磋商的基本环节、对话范例及关键技巧，帮助您在国际贸易中取得成功。
一、国际交易磋商的目的和重要性国际交易磋商是买卖双方就商品或服务的交易进行讨论和协商的过程。
磋商的目的在于达成一致，消除交易中的不确定性。
其重要性体现在以下几点：1.确定交易条款：磋商过程中，双方就价格、数量、质量、交货时间等关键条款达成一致，为后续交易提供依据。
2.建立信任：通过磋商，双方加深了解，建立信任关系，为后续合作奠定基础。
3.预防和解决纠纷：磋商中明确双方的权益和义务，有助于预防和减少交易过程中的纠纷。
二、国际交易磋商的基本环节1.开场：双方礼貌问候，介绍自己和公司背景，表达合作意愿。
2.询盘：买方询问商品或服务的详细信息，如价格、质量、规格等。
3.报价：卖方根据买方的需求，提供具体报价，包括价格、数量、交货时间等。
4.还盘：买方对卖方的报价进行回应，提出自己的意见和需求。
5.谈判：双方就交易条款进行讨论，协商解决分歧，达成一致。
6.签订合同：在磋商达成一致后，双方签订正式合同，确认交易条款。
三、国际交易磋商对话范例及解析以下是一个简单的国际交易磋商对话范例：买方：你好，我是来自ABC公司的采购经理。
你们的商品质量如何？卖方：你好，感谢您的询问。
我们的商品均经过严格质量检测，符合国际标准。
您有什么具体需求吗？买方：请问你们的报价是多少？我们需要100件商品，交货时间是多久？卖方：报价是根据市场行情和商品数量制定的。
关于100件商品的报价是XXX美元。
我们保证在收到订单后15天内完成交货。
买方：报价稍微有些高，能否优惠？我们需要在10天内交货，这对我们来说非常重要。
第七小组国际贸易谈判剧本(最后修订版)(2)
黄春燕：进口商彭媛媛：出口商康祖恩：进口方经理张磊：出口方经理（兼跟单员）何康：工厂代表（兼旁白）旁白：江西轻工艺进出口有限公司和纽约日用品进出口公司是有多年贸易往来的二家公司，合作一直很愉快，纽约日用品进出口公司决定在下一年度扩大对中国扇子的进口业务，所以其公司的董事长决定和其总经理这次亲自来到中国与他们谈论就下一年度的合作计划进行在一次的谈判。
场景一：第一天，江西轻工艺进出口有限公司的张经理负责去机场接待来自纽约日用品进出口公司的国外客户。
zhang: Good morning. I'm Zhang Lei, Miss Peng's secretary. Welcome to China. Kang: Thank you. Mr Zhang. Let me introduce first. This is Miss.Huang, the chief executive officer of our company.Zhang: It’s certainly a pleasure to meet you.Huang: My pleasure.Zhang: There’s a car waiting for you just outside the door. Right this way .please. Kang: OK!Zhang: Let me carry your cases for you, and please get in the back.Kang: Thanks. That’s very kind of you.Zhang: How was your flight? Miss.Huang.Huang: It’s comfortable, but now I’m a little tired.Zhang：we’ll reach the jiangxi hotel in another ten minutes. When we arrived there, you can go up and have a rest. It’s the best hotel here.Huang: Thank you.Peng: If it’s convenient for you, Miss.Huang would like to invite you to the banquet in honor of you in the evening.Peng Kang: Thank you!Kang: By the way, when and where will the dinner be?Zhang: At six o’clock in the international Hotel. We’ll pick you up this afternoon. Besides, if you care for visting, we’ll arrange some sightseeing for you .Kang: Oh,That’s nice. Thank you for arranging all of this.场景二第二天，江西轻工艺进出口有限公司的彭董事长在公司接待了美国代表团，双方就下一年度的贸易合同进行了洽谈。
商务谈判对话情景模拟_谈判技巧_
商务谈判对话情景模拟想要让你的谈判有好的结果，就一定要学会阐述利害关系。
许多人在说中文时，往往可以巧舌如簧，但是你会用英语进行谈判吗?下面小编整理了商务谈判对话情景模拟，供你阅读参考。
商务谈判对话情景模拟：情景对话A: Hello? Ms. Patterson? This is Bill from Workmate calling. I’m just wondering if you had a chance to look over the estimate I sent for your gala(晚宴) dinner project next month… As I said in my email, we can help you with production according to your needs, but we will only be able to give onsite(现场的) management support services on a limited basis.B: Oh, yes. I reviewed your estimate. But it seems like the project blueprint(项目计划) you sent with the estimate is not quite what we had in mind. Did you get a copy of the specs for this project?A: Yes, I have several copies, but t hey’re all different versions(版本)… The latest I have is version 12, is that correct?B: No. Later we decided to opt(选择) for the prior outline, version 7.A: Hold on, let me pull up your version 7 requirements… Oh yes, no wonder our estimate is a little different from what you had in mind. I see the version 7 also includes 6 additional hostesses and a cocktail self-serve bar that wasn’t in the version 12. That will definitely add to your cost on this project…B: I understand there is additional cost associated with the hostesses and bar, but we’ve also eliminated four of the table and chair sets that were in version 12, so the cost should balance out a little.A: So, what you’re saying is, you won’t need the table andchair sets on the far wall, but you will require more onsite workers plus the alcoholic beverages(饮料，酒水) to stock the mini-bar? It’s not going to balance out quite like you’re thinking…这段对话是关于公司节日宴会计划的话题。
进出口贸易的国际谈判技巧有哪些
进出口贸易的国际谈判技巧有哪些在当今全球化的经济环境中，进出口贸易日益频繁，国际谈判成为了决定贸易成败和利益分配的关键环节。
掌握有效的谈判技巧，对于企业和国家在国际市场中获取竞争优势、实现互利共赢至关重要。
下面，我们就来探讨一下进出口贸易的国际谈判技巧。
一、充分准备在进行国际谈判之前，充分的准备工作是成功的基石。
这包括对市场的深入调研、对对方的了解以及对自身优势和劣势的清晰认识。
首先，要对目标市场进行详细的研究。
了解市场需求、价格趋势、竞争态势等信息。
比如，如果要出口某种商品到某个国家，就要清楚该国家对这类商品的进口政策、关税水平、质量标准等。
同时，也要关注该市场的潜在竞争对手，分析他们的产品特点和价格策略。
其次，要尽可能多地了解谈判对手。
包括对方的企业规模、经营状况、信誉度、谈判风格等。
可以通过互联网搜索、行业报告、与对方的过往合作经历等途径获取信息。
了解对方的谈判风格有助于我们在谈判中采取相应的策略，比如对于强势的对手，我们可以采取以柔克刚的方式；对于温和的对手，则可以更直接地表达自己的观点。
最后，要对自身的情况有清晰的认识。
明确自己的产品或服务的优势和独特卖点，同时也要清楚自己的底线和可让步的空间。
只有这样，在谈判中才能做到心中有数，不轻易被对方牵着鼻子走。
二、建立良好的关系在国际谈判中，建立良好的关系是非常重要的。
一个友好、信任的氛围可以促进谈判的顺利进行，提高谈判的效率和成功率。
在谈判开始之前，可以通过一些非正式的交流来拉近与对方的距离。
比如，聊聊当地的风土人情、兴趣爱好等轻松的话题。
但要注意把握好度，不要让这些闲聊占据过多的时间，影响谈判的进度。
在谈判过程中，要保持礼貌、尊重和耐心。
认真倾听对方的观点和需求，不要打断对方的发言。
即使对对方的观点有不同意见，也要以平和的语气表达，避免引起冲突。
同时，要学会换位思考，理解对方的立场和利益诉求。
通过寻找双方的共同利益点，来建立合作的基础。
比如，可以共同探讨如何扩大市场份额、提高产品质量、降低成本等，以实现双赢的局面。
银杏果商务谈判模拟情景对话
银杏果商务谈判模拟情景对话介绍在国际贸易中，商务谈判对于双方的合作至关重要。
本文将通过一个银杏果商务谈判的模拟情景对话，展示双方的利益、目标、策略以及可能出现的问题和解决方案。
背景银杏果是一种具有高营养价值和药用价值的农产品，逐渐受到全球市场的关注。
中国是世界上最大的银杏果生产国，而国外市场对银杏果的需求也在逐年增加。
因此，中国的银杏果生产商希望通过商务谈判来拓展国际市场，以增加出口额和提升品牌形象。
商务谈判模拟情景对话1. 会议准备1.1 双方介绍在谈判开始之前，双方进行自我介绍，并介绍各自公司的背景、产品特点和市场份额。
1.2 目标确定双方确认谈判目标，生产商希望达成一项长期稳定的合作协议，而买家则希望获得高质量、竞争价格的银杏果供应。
2. 产品介绍2.1 银杏果品种生产商介绍自己公司所种植的不同品种的银杏果，说明其营养价值和药用价值，并重点强调其高品质和有机种植的特点。
2.2 生产工艺生产商详细介绍银杏果的种植、收获、加工等生产工艺，着重强调自家公司在这些方面的优势和可持续发展的理念。
3. 质量与食品安全3.1 质量标准生产商展示自家公司已通过ISO9001国际质量认证、有机食品认证等，并解释其对质量的高标准要求。
3.2 食品安全保障生产商介绍公司在食品安全方面的措施和监管体系，包括每批次产品的追溯系统和质检报告等。
4. 价格和交货条件4.1 定价原则双方商讨关于银杏果的定价原则，生产商建议基于市场行情和产品质量等因素进行定价。
4.2 交货条件买家提出对运输方式、装卸费用、运输时间等交货条件的要求，生产商则根据实际情况做出回应和调整。
5. 品牌合作与市场推广5.1 品牌合作方式双方就品牌合作的方式进行讨论，可以考虑共同推广品牌，并就品牌授权、形象宣传等方面达成协议。
5.2 市场推广计划生产商提供市场推广计划，买家提出建议和要求，并商讨如何利用各自资源来最大程度地推广银杏果。
6. 合同签署与合作展望6.1 合同条款双方就合同条款进行细致的商讨，包括产品规格、数量、价格、交货时间等相关事项，并达成一致。
开发国际市场的出口贸易谈判话术
开发国际市场的出口贸易谈判话术贸易谈判是企业开发国际市场、拓展出口业务的关键环节。
在谈判中，一方面要合理陈述自己的要求和立场，争取获得最佳利益；另一方面，也需要善于推动并维护与对方的合作关系。
本文将介绍一些在开发国际市场中实用的出口贸易谈判话术，以帮助企业在谈判中取得更好的结果。
首先，在谈判开始前，要充分了解对方国家的文化、商业习惯和法律法规。
对方国家的面孔、礼节、待客之道都会对谈判结果产生影响。
在与对方交流时，要尊重对方的文化差异，并表现出对对方商业习惯的理解和尊重。
在语言上，如果谈判方的母语不同，要尽量使用英语等国际通用语言进行交流，以避免因语言障碍而产生误解。
其次，在谈判过程中，要注重沟通技巧。
在陈述自己的要求和立场时，要清晰明确、有条理、逻辑严谨。
可以将要求分为主次，先表明自己的核心利益，再逐步引出次要要求。
同时，要善于运用积极的措辞，以增强自己的说服力。
例如，可以使用“我们非常希望能够”、“我们有信心能够”等表达方式，体现出对合作的热情和自信。
同时，也要善于倾听对方的意见和需求，体现出对对方的尊重和关注。
第三，要善于利用信息和数据来支持自己的立场。
在谈判中，信息和数据往往具有决定性的作用。
可以提供与产品相关的市场数据、销售数据、消费趋势等，以说明产品的竞争力和潜在市场。
同时，也可以提供关于合作伙伴企业的信息，如企业的规模、实力、品牌影响力等。
这些信息和数据的提供将有助于增加对方的信任和理解，从而提升谈判的成功率。
第四，要注重利益共享和长期合作。
在谈判中，双方的利益并不一定总是互相排斥的，通过灵活的谈判策略和方式，可以实现共赢。
可以尝试提出合作方案，以扩大双方的合作领域，实现互补优势。
同时，也要表现出对长期合作的愿望和意愿，以增加对方对合作的信心。
最后，要注重信任和建立良好的合作关系。
贸易谈判中的信任是企业成功开展国际业务的重要基础。
可以通过多次交流、建立共同的兴趣点、遵守承诺等方式来树立对方的信任。
出口贸易英语对话
出口贸易英语对话角色：Jack - 中国出口商，Mary - 美国进口商---场景一：初始联系Jack: Good morning, this is Jack from China. I understand you're interested in importing our products.Mary: Yes, good morning Jack. My name is Mary and I represent apany based in the United States. We've been impressed by your product line and are looking to import some items.---场景二：产品讨论Jack: Excellent! Our product range includes electronics, clothing, and household appliances. Which items are you particularly interested in?Mary: At present, we're most interested in your electronic products, especially smartphones and tablets.Jack: Great choice! Our electronic products have been very popular globally due to their high quality andpetitive prices.---场景三：价格谈判Mary: What kind of pricing can you offer for these products?Jack: For large orders, we can provide discounts. The price for our smartphones starts at $100 per unit, and the tablet at $150. But if you order over 500 units, we can offer a discount of 10%.Mary: That sounds reasonable. We'll consider it.---场景四：物流和支付方式Jack: In terms of logistics, we usually use sea freight as it's more cost-effective. And for payment, we accept T/T (Telegraphic Transfer) or L/C (Letter of Credit).Mary: Sea freight is fine with us. As for payment, we prefer to use L/C for larger transactions.Jack: No problem, we can work with that.---场景五：签订合同Mary: If everything looks good to you, let's move forward and draft a contract.Jack: Agreed. I will have our legal team prepare a contract for you to review.---以上就是关于出口贸易的一段英文对话，涉及到产品介绍、价格谈判、物流及支付方式等核心环节。
国际贸易话术
国际贸易话术
国际贸易话术通常包括以下几个方面的内容：
1. 自我介绍：首先要向对方介绍自己的姓名、公司、职位以及所负责的业务领域。
2. 建立联系：表达对对方的兴趣，并询问对方是否对合作感兴趣。
3. 产品介绍：简要介绍自己公司的产品或服务的特点、优势和适用范围，以激发对方的兴趣。
4. 了解需求：询问对方的需求和目标，以便确定自己的产品或服务是否符合对方的需求。
5. 提供解决方案：根据对方的需求和目标，提供相应的解决方案和产品推荐。
6. 价格和支付方式：询问对方对于价格和支付方式的要求，并提供相应的报价和付款方式。
7. 样品和试用：询问对方是否需要样品或试用，以体验产品的质量和性能。
8. 物流与交付：询问对方对物流和交货时间的要求，提供相应的物流解决方案。
9. 合作条款和协议：讨论合作的具体条款和合同内容，以达成合作意向。
10. 跟进：对话术结束后，及时跟进，向对方发送相关资料和合同草案，并提供进一步的支持和协助。
以上是一般的国际贸易话术，具体的内容和表述方式需要根据实际情况进行调整和个性化。
国际商务谈判1-国际商品贸易模拟谈判
国际商务谈判1-国际商品贸易模拟谈判国际商务谈判 1 国际商品贸易模拟谈判在当今全球化的经济大舞台上，国际商务谈判就像是一场精彩绝伦的“博弈大战”。
而国际商品贸易模拟谈判，更是这场大战中的重要“战役”。
今天，咱们就来好好聊聊这个让人又爱又恨、充满挑战与机遇的国际商品贸易模拟谈判。
我先跟您讲讲我之前遇到的一件事儿。
有一次，我参加了一个小型的国际商品贸易展会。
在那里，我看到了来自世界各地的商家，他们带着自己的特色产品，眼睛里都闪烁着期待的光芒。
我走到一个展位前，那是一家来自意大利的手工皮具公司。
老板是个热情的意大利大叔，他拿着一款精美的皮包，滔滔不绝地给我介绍着它的材质、工艺和设计。
我被他的热情感染了，也对那款皮包产生了浓厚的兴趣。
就在这时，来了一位中国的采购商。
他一上来就开门见山地问价格，意大利大叔报了一个数，采购商眉头一皱，直接砍价一半。
意大利大叔的脸瞬间就拉下来了，他激动地说：“这可是我们纯手工制作的，每一针每一线都饱含着工匠的心血，这个价格太低了，根本不可能！”采购商也不甘示弱，说：“在中国市场，这个价格才有竞争力。
”两人你一言我一语，气氛一下子变得紧张起来。
这就是一个典型的国际商务谈判场景，双方都站在自己的立场上，为了争取最大的利益而据理力争。
在国际商品贸易模拟谈判中，这样的情况屡见不鲜。
那到底什么是国际商品贸易模拟谈判呢？简单来说，就是通过模拟真实的国际商品贸易谈判场景，让参与者在实践中锻炼自己的谈判技巧和能力。
这就像是一场实战演练，只不过“子弹”是语言和策略，“战场”是谈判桌。
在模拟谈判中，首先要明确自己的目标和底线。
比如说，您是卖方，您得清楚自己的成本是多少，期望的利润是多少；您要是买方，就得知道自己的预算有多少，能接受的最高价格是多少。
这就好比打仗前要知道自己有多少“粮草”和“兵马”，心里有底才能不慌。
然后，要对对方进行充分的了解。
对方的公司背景、市场地位、信誉情况等等，这些都是重要的情报。
国际贸易谈判剧本
场景一：广交会ZW: Hello, can I help you?Lily: Hello, I’m interested in buying some Chinese kerchiefs. Can you show me some?ZW: Of course. Let me introduce myself first. My name is Zhang Wei, the President of this company. This is my business card.Lily: Thank you and here is mine.ZW: Here are some samples. You can have a look.Lily: Would you like to introduce these one by one, so I can know more?ZJY: Yes, I’d like to. What kind of kerchiefs do you want? I mean, you want it for a gift or every-day dressing because we have different packaging, hardcover and normal packing, the price is also different. Lily: You know the Mother’s Day is coming, so we are going to have some hardcover ones.ZJY: If so, I’d like to recommend these to you. This one, you see, with glen check, plain and neat. It’s Su embroidery, one of our star products. And this one, it’s very fashionable for its color matching which is very popular this year and very suitable for business wear, made of real silk. And this one is also very fabulous, you can have a try, let me help you. See? So beautiful!Lily: Yes, pretty impressive. I like it. But could you give me a price list, please? I need to think about it and I will contact you if I need.ZJY: Of course. Here you are.ZW: Take your time please and we’re look forward to hearing from you again. See you.Lily: See you.场景二( ZW is looking at price catalogue in his office and then a call from lily disturbs him)Lily: this is lily, may I speak to Mr. Zhang?ZW: speaking, I have been looking forward to your call, miss lily,Lily : after looking through you price catalogue, i am very interested in HQ12-7AY, HQ12-7SB, YLZ56-59NH, YY101-105DY and YY101-105HY.ZW : I am glad to hear that, could we talk about it in detail Sometime tomorrow？Lily : how about 3 pm.ZW: fine , then i will Send Someone to pick you up at your hotel and i will meet you at HONGBINGLAO, ok ?Lily: perfect! See you then!ZW: See you!场景三Zi: 大家好！刚刚我接到NEW ZEALAND beauty import and export Ltd.的miss LI a的电话，她对我们公司的1 2 3 4 5 产品很感兴趣，该公司在新西兰非常有名，他们有很健全的销售网络，并且营销能力很强，对将来我们的产品大规模进入新西兰的帮助很大。
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实训资料：模拟商务谈判
一、商务谈判主要背景资料
1、美国尼克公司的Smith (史密斯)先生一行共三人(其中二人为杰克先生小姐)，于向上海宏大贸易公司出口二部先生发出函电,告之将乘泛美航空公司
UF201次航班,由美国旧金山飞抵上海浦东机场,请予接待。
函电中还明确此行目
前是参观钩针地毯的生产制造厂和进行商务谈判,工作日程共三天,离开上海。
2、上海宏大贸易先生在到史密斯的函电后,随即回函并明确下列事项：
(1)按美国时间6月I2日UF201次航班抵上海浦东机场的具体时间,在机场接客。
(2)史密斯一行三人安排落塌在和平饭店。
(3)参观生产厂,下午商务谈判。
继续商务谈判，并适时送客到机场。
3、工作安排
(1)上海宏大贸易公司确定以出口业务部钱经理为主谈，并组织谈判小组，
准备二套谈判方案。
(2) 通知上海太平洋地毯制造有限公司,美方客户参观工厂,并在工厂用工作
午餐。
(3)先生到上海浦东机场接待完客人后,直抵和平饭店，按预定房间办理入住
手续。
(4)当晚6：30分，先生陪同公司曹总经理到无锡大酒店访客,作礼节性会晤, 并共进晚餐。
(5) 先生陪同美方客户参观了上海太平洋地毯制造有限公司生产间和陈列间。
当日下午1：30 分在上海宏大贸易公司第二洽谈室举行了第一轮商务谈判。
二、商务谈判洽谈室的布置和要求
参见《国际贸易及国际物流实训》学生用书模块三的第一部分内容。
三、商务谈判的礼仪和技能
参见《国际贸易及国际物流实训》学生用书模块三的第四部分内容。
四、模拟商务谈判的主题内容和要求。
1、客方的目标很明确,标的是钩针地毯，主要内容是质量、价格和交货期。
2、主方的谈判目的很明确,已确定标的谈判价格，对FOB、CRF和CIF的三种报价分别作了计算,并有谈判底线的限定。
主要内容是:商品的价格、品质数量、付款方式、装船期限，目的是通过谈判取得共识、互惠互利、签订合同。
谈判前的准备、方案、措施已就绪。
五、模拟商务谈判的开局
l、开局是进入正式谈判前的问候和致意，明确双方谈判的目的和程序。
2、开局对话：一般是由主方的主谈人开局的，客方作应答。
六、模拟商务谈判的中局
要求：模拟商务谈判的中局是进入实质性谈判阶段，在中局，中外双方的谈判目标是合同的标的和货物的买卖条件。
中局谈判是合同前期的关键，要求围绕合同条款进行谈判。
形式：中外双方面对面的谈判容易沟通，这种即时性、对答式的形式比函电磋商的要求要高，需要展现谈判技巧，不能把谈判引入僵局，一旦出现较大的意见分歧，需要场外沟通时，中方应礼貌性的“叫停”。
待场外沟通后，双方都作出合理的让步后，再进入第二轮会谈。
原则：中外双方既是对手，又是合作伙伴，双方都有同一愿望要达成一笔交易，双方都受各自的利益驱动会认真谈判，在中局谈判中，出现了分歧是正常的，发生不和气是不允许的，谈判是友好、真诚、平等的对话。
要展开充分的协商。
要做到双方有利，符合我国法律和国际贸易惯例的规定。
主题：合同条款内容与要求的谈判。
明确买卖双方的权利义务和责任、风险的分担问题。
1、开局阶段：
2、中局阶段
·补充：合同中争议、索赔和仲裁条款内容的谈判：
在我国一般固定格式的《销售确认书》（合同）中，对争议、索赔和仲裁的条款内容已有了明确的说明。
在模拟谈判中，和作为商务谈判的内容。
七、模拟商务谈判的终局
即本贸易项目谈判的结束，结局有两种表现形式：
1、达成一致，双方签署一份具有法律效力的书面合同。
2、未达成一致，但仍想争取实现目标，设想和意愿。
可签署一份没有法律效力的备忘录。