国际商务英语谈判
国际商务英语谈判技巧
Business Collection商务必读2322012年5月 浅谈国际商务英语谈判技巧 河北建筑工程学院 王艳玲 徐海涛摘 要：伴随经济全球化步伐的加快，我国的国际贸易活动也日趋活跃，致使国际商务英语谈判也更加频繁。
成功的商务谈判有利于产生良好的经济和社会效益，熟悉谈判国家的文化、了解国际商务英语谈判中的相关技巧，是顺利完成国际商务谈判的前提。
本文归纳介绍了国际商务英语谈判的概况，并提出了几点谈判技巧，旨在为提高国际谈判的成功率做出贡献。
关键词：商务英语 谈判 技巧中图分类号：F740 文献标识码：A 文章编号：1005-5800(2012)05(b)-232-02伴随着我国整体经济实力的不断增强，许多富有竞争力的企业将未来发展的方向转向了国际，纷纷加大了拓展世界市场的力度，致使我国出口贸易活动日益频繁。
英语是目前国际贸易中的通用交流工具，在国际贸易谈判中起着关键性的作用。
为了实现贸易中的谈判目标，就需要利用英语表达自己的意见，互通信息，对相关事宜进行商谈，及达成最后的协议。
在此过程中尤其重要的是合理利用商务英语谈判技巧，有利于创造适宜的谈判气氛及良好的合作氛围，有利于彼此间建立友好、包容的伙伴关系。
1 相关概念的界定商务谈判，即是谈判的双方或多方为达成某种商品或者劳务的贸易，对其中涉及到的各种条件、利益进行磋商的活动。
由于市场经济的影响，商品概念的外延不断增大，不仅包含了具体的有形劳动产品，还涉及了信息、技术和服务等无形的产品。
商务谈判包含了所有商品形态的贸易洽谈，例如技术引进谈判、投资谈判等。
谈判的过程是自发给予与获取的过程，并且谈判双方会不断地调整其各种条件，同时也可以考虑随时退出。
因此，谈判作为每一次交易的核心部分，是一个无法避免冲突的，十分艰难和漫长的过程。
商务英语的构成包含了商务背景知识、语言的使用以及商务交际能力三个主要要素。
商务背景知识涉及的内容及其所占课程的比重主要由学习者的工作性质和其具备的专业化程度决定，商务背景的内容限定了该情景中应该用到的交际技能和相关的语言技能。
商务英语谈判情景对话(5篇)
商务英语谈判情景对话（5篇）商务英语谈判篇一Business NegotiationA: The seller Miss su representingKai ya Chocolate Manufacturing Co.LtdB: The buyer Mr.zhou representing zhong shang supermarket.A: Good morning, Mr.Zhou.Glad to meet you.B: Good morning, Miss su.It’s very nice to see you in person.A: How are things going?B: Everything is nice.A: So, what’s the topic of today’s meeting?B: Ok, after the last talk, we appreciate you price very let’s talk about the terms of payment.Would you accept D/P? I hope it will be acceptable to you.A: The terms of payment we usually adopt are sight L/C.B: But I think it would be beneficial to both of us to adopt more flexible payment terms such as D/P term.A: Payment by L/C is our usual practice of doing business with all customers for such commodities.I’m sorry we can’t accept D/P terms.B: As for regular orders in future, couldn’t you agree to D/P?A: Sure.After several smooth transactions, we can try D/P terms.B: Well, as for shipment, the soon the better.A: Yes, shipment is to be made in April, not allowing partial shipment.B: can you make it earlier? May be in March, our customer is eager for them.A: All right.Let me have a check, oh!There are some steam vessels available to your port, so we can make it in March.B: Good!By the way, when can I expect to sign the S/C?A: Mr.Zhou, would it be convenient for you to come again tomorrow morning.I’ll get the S/C ready tomorrow for your signature.B: That’s fine.See you Su.A: See you and thanks for coming, Mr.Zhou.常用商务英语谈判对话开场介绍篇二常用商务英语谈判对话:开场介绍篇编辑:Smart(1)A: I don’t believe we’ve met.B: No, I don’t think we have.A: My name is Chen Sung-lim.B: How do you do? My name is Fred Smith.A: 我们以前没有见过吧？B：我想没有。
国际商务英语谈判技巧
国际商务英语谈判技巧第一，提问技巧。
在商务英语谈判中，提问技巧是至关重要的，用正式的英语语句进行提问不仅可以证实我们的推断，还可以获得平常无法获得的知识。
第二，运用婉转语言。
在商务英语谈判中，有些语言是正确的，但是效果令人难以接受，最终无法使双方满意。
婉转的语言正如一句话"言有尽而意无穷，余意尽在不言中'，比如：I agree with most of what you said，换句话是there are something in what you said that I not agree with. 这是一种婉转表达否定的意思。
第三，用条件句代替"NO'。
在谈判中，如果想表示否定的意思，不要直接说"NO'，如果说了会让对方感到尴尬，谈判进程甚至会因此陷入僵局。
一方可以用条件句询问对方Would you be willing to meet the extra cost if we meet your additional requirements ?2商务英语谈判怎么学习第一，善于倾听，做到少说多听。
商务谈判实际上是一种对话，在这个对话中，双方说明自己的状况，陈述自己的观点，倾听对方的提案、发盘、并做反提案，还盘、互相让步，最后达成协议。
第二，灵活应变，做到灵活性与原则性相结合。
商务谈判过程中往往会碰到一些意想不到的尴尬事情，要求谈判者具有灵活的语言应变能力，与应急手段相联系，巧妙地摆脱困境。
第三，语义清楚，做到形式委婉、内容明确。
国际商务谈判大多用英语进行，而谈判双方的母语往往又不都是英语，这就增加了交流的难度。
在这种状况下，我们要尽量用简单、清楚、明确的英语，不要用易引起误会的多义词、双关语、俚语、成语。
3国际商务英语谈判技巧试探摸底法没有调查就没有发言权，在商务谈判中，首先要摸清对方的意图、底牌或大概底线在谈判中才干有的放矢，古语有云：知彼知己百战百胜。
实用国际商务英语谈判与沟通6
Section 2 International Business Negotiation Strategies
• (4) Smoothing: In this strategy the negotiator is more concerned with others ’ outcomes than one’s own outcomes.
Chapter Six Strategies and Skills of International Business Negotiations
• Section 1 An Overview and Comparison of Negotiation Strategies and Skills
• Section 2 International Business Negotiation Strategin 3 International Business Negotiation Skills
• (2) Acknowledgment is the second form of listening, slightly more active than passive listening.When acknowledging, receivers occasionally nod their heads, maintain eye contact, or interject responses like “ I see, ”“ Mm-hmm, ”“ Interesting, ”“Really, ”“Sure, ”“Go on, ” and the like.These responses are sufficient to keep communicators sending messages, but a sender may misinterpret them as the receiver’s agreement with his or her position, rather than as simple acknowledgments of receipt of the message.
国际商务英语谈判常见76句翻译练习
1. We wish you will give us a competitive price and we would rather have your CIF prices than FOB prices.我们希望你方能够报给我方一个较有竞争力的价格，并且希望你方报给我们CIF价（到岸价），而不是FOB价（离岸价）。
2. I’m afraid that the price is on the high side. How about reducing the price by 10%?我觉得这个价格偏高，把价格降低10%怎么样?3. I’m sorry to inform you that we have lodged a claim（提出索赔）against your companyon the goods for $500 for short weight.我非常遗憾地通知您，我们已针对货物短重一事向你公司提出索赔500美元。
4. We can assure you that we will do everything to effect the delivery（发货）as soon aspossible. This is the best we can do.我们可以向您保证我们将想尽一切办法尽快发货。
我们只能做到这一步了。
5. To meet you halfway, we suggest 50% of the payment should be made by confirmed （保兑的）, irrevocable（不可撤销的）letter of credit（信用证）, and the balance by D/P (付款交单).我们妥协一下吧，我们建议50%的付款用保兑的、不可撤消的信用证，其余的用D/P。
6. Now there remains one more point to discuss. What coverage（保险）will you take outfor the goods we have ordered?现在还有一个问题要讨论，你们准备给我们订的货买什么样的保险?7. Who is authorized to issue the inspection certificate（商检证）? What if the inspectioncan not be completed within the time limit?谁有权来发放商检证？如果商检不能在限期内完成将怎么办？8. I can’t give you the thumbs up right now, but I think it will be alright.我现在无法立刻同意，不过我想应该可以。
国际商务英语谈判中的礼貌原则和策略研究
国际商务英语谈判中的礼貌原则和策略研究在国际商务领域，英语谈判是一项常见的工作技能。
在谈判中，礼貌原则和策略是非常重要的，它们不仅能够帮助建立良好的谈判氛围，也能够帮助达成双方的共识和合作。
本文将对国际商务英语谈判中的礼貌原则和策略进行深入探讨，旨在为从事国际贸易和商务活动的人士提供一些参考和指导。
一、礼貌原则1. 尊重对方在国际商务英语谈判中，对方的尊重是非常重要的。
无论是在语言使用上还是在行为举止上，都应该对对方表示尊重。
在语言使用上，可以使用礼貌用语，如“please”、“thank you”等，体现自己的礼貌和尊重。
在行为举止上，可以尊重对方的文化习惯和信仰，避免做出冒犯对方的行为。
2. 保持礼貌在谈判中，不论是面对面的谈判还是通过邮件或电话进行的谈判，都应该保持礼貌。
即使对方提出的条件或要求不符合自己的利益，也应该以礼貌的方式表达自己的意见，并且尊重对方的观点。
3. 沟通透明在国际商务英语谈判中，沟通透明是非常重要的。
双方应该坦诚相待，把自己的意图和期望表达清楚，不做虚假承诺或隐瞒重要信息。
只有在沟通透明的基础上，双方才能建立起信任和合作关系。
二、谈判策略1. 言辞委婉在国际商务英语谈判中，言辞委婉是非常重要的谈判策略。
通过使用委婉的语言，可以避免直接拒绝或冒犯对方，从而保持谈判的和谐氛围。
在拒绝对方的要求时，可以使用“我会考虑一下”、“这个问题我们需要再商讨一下”等委婉的表达方式。
2. 理性冷静在谈判中，双方往往会因为利益的分歧而产生矛盾和冲突，这时需要保持理性冷静，不要陷入情绪化的状态。
只有在理性冷静的状态下，才能够客观的分析问题，找到解决问题的方法，并最终达成共识。
3. 适时让步在国际商务英语谈判中，适时让步是一项非常重要的策略。
在谈判中，双方往往需要共同让步，才能够达成最终的协议。
适时让步并不代表自己的软弱，而是在权衡利益和成本的基础上做出的理性选择。
通过适时让步，可以增加双方的谈判空间，创造更多的合作机会。
教学课件 国际商务英语谈判--蒋磊
（2）According to the textbook, what is negotiation? In simplest terms, negotiation is a discussion
between two or more disputants who are trying to work out a solution to their problem. Negotiation is a mean of dealing with human relationship and resolving conflicts.
2 negotiation takes place between two or more people;
3 negotiation is used to solve problem or conflicts;
4 people negotiate each other in order to achieve their own aim.
Section Ⅰ
2.The Correct Understanding of Negotiation
（1）What is the conflict of negotiations?
A conflict is a dispute, disagreement or argument between two or more interdependent parties who have different and common interests. A conflict can block each other’s ability to satisfy their interest.
Definition and Characteristics of Business Negotiation
国际商务谈判(英文)Unit 05 Negotiating Price
2. Terms of payment．(safer and quicker payment can be a reasonable excuse for sellers to lower the goods prices to a certain degree)
各让一步
❖ the prevailing price level
偏高（价格）
❖ on the high side
现行价格水平
Unit5 Negotiating Price
If you want to make yourself an expert on negotiating price, you should：
❖ Refer to the textbook
Unit5 Negotiating Price
Let’s practice
❖ Practice in groups ❖ Practice with: cue card. doc ❖ Show what you have practiced ❖ Students’ comment ❖ Teacher’s comment
Unit5 Negotiating Price
Let’s conclude
❖ Relative knowledge Introduction. doc ❖ Special terms specification 规格.doc ❖ Skills: Negotiation tips.doc ❖ Assignment: Practice with the Cue Card.doc
国际贸易谈判的商务英语会话
国际贸易谈判的商务英语会话谈判是贸易双方讨价还价的过程，准确流利地将你的意图传递给别人是谈判必需的能力。
下面是一那么贸易谈判的实例。
多加模仿，你也能在谈判中到达技胜一筹!Kim: Wele to our pany. 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.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 aeptable we would like to order now.史密斯：收到了，我们已进展了评估。
如果价格适宜，我们现在就想订货。
Kim: I'm very glad to hear that.金：听到这个我真快乐。
Smith: What's your best price for that item?史密斯：这种货你们最低价是多少?Kim: The unit price is $12.50.金：单价是12.50美元。
Smith: I think the price is a little high. Can't you reduce it?史密斯：我觉得这个价贵了点，你能不能减一点?Kim: I'm afraid we can't. $12.50 is our rock bottom price. If you purchase more than 10,000 units we can reduce it to $12.00.金：恐怕不行，12.50美元是我们的底价。
国际商务英语谈判中的礼貌原则和策略研究
国际商务英语谈判中的礼貌原则和策略研究在国际商务活动中，谈判是非常常见的环节。
而谈判的成功与否很大程度上取决于参与者之间的交流和相互理解。
在这个过程中，礼貌原则和策略是至关重要的，它能够有效地缓和紧张情绪、建立信任关系，提高谈判的效率和成功率。
本文将就国际商务英语谈判中的礼貌原则和策略进行深入探讨。
礼貌原则是国际商务谈判的基础之一。
在谈判过程中，双方可能会因为利益之争而产生紧张情绪，这时候遵循礼貌原则就显得非常重要。
要保持冷静和理性。
无论在什么情况下，都要保持沉着冷静，不要冲动行事，避免情绪化的言行。
谈判中要学会倾听和尊重对方的意见。
双方要有良好的沟通，学会彼此倾听对方的意见和看法，尊重对方的立场，这样才会建立起双方之间的信任。
要保持礼貌和谦逊。
在国际商务谈判中，不要高高在上，不要傲慢自大，要保持谦逊和礼貌，这样才能赢得别人的尊重，更有可能取得谈判的成功。
要学会感谢和道歉。
无论在什么情况下，都要学会感谢对方给予的帮助和合作，同时也要学会在犯错后及时道歉，这样才能缓解矛盾，维护双方关系。
除了礼貌原则，谈判中的策略也是非常重要的。
要学会控制语言和表情。
在国际商务谈判中，语言和表情是非常重要的一环。
要学会恰当地运用语言，避免使用过于直接或者有攻击性的词语，同时也要学会控制表情，避免过多的表露情感。
要学会灵活运用谈判策略。
在谈判中，既要有自己的主张，又要学会妥协和让步。
要善于利用信息、时间、利益等方面的策略，从而取得最大的谈判成果。
要有明确的谈判目标和计划。
在谈判之前，要明确自己的目标和底线，同时也要制定合理的谈判计划，这样才能更好地掌控整个谈判过程。
要学会乐于分享和合作。
在谈判中，不仅仅只是争取自己的利益，还要乐于分享和合作，这样才能赢得对方的信任和支持，使谈判更有可能取得成功。
在国际商务英语谈判中，礼貌原则和策略是非常重要的，它们能够有效地提高谈判的成功率，缓和双方关系，促成合作。
在实际谈判中，我们需要不断地加强自身的礼貌意识和谈判技巧，从而更好地应对各种复杂的谈判环境。
商务英语谈判的原则
商务英语谈判的原则商务英语谈判的原则英语是国际通用语，运用英语进行谈判是国际惯例，对外贸易离不开商务英语谈判。
下面由yjbys小编为大家整理的商务英语谈判的原则，希望可以帮到大家!一、礼貌原则在对外贸易谈判中的重要性一般而言，商务英语谈判中双方谈判者都会使出浑身解数，力促谈判朝着有利于自己的方向发展。
然而，高质量的谈判不仅要实现交易，而且还要促成双方缔结长期友好、合作的关系，为今后在更宽领域的合作做好铺垫。
高效的谈判不是以破坏、搞阴谋、战胜对手或从对方那儿得到更大的利益为目的，更不是以牺牲长远利益来换取短期利益。
商务谈判实际上是人们相互调整利益关系，最终确立共赢的行为过程。
合作是所有成功会话中的必要成分，而合作的前提是保证谈判双方得到充分、真实、关联、清楚的信息，但是言语交际是复杂的社会活动, 在商务英语谈判中,谈判双方都渴望谈判成功,而且特别重视诚信。
当对方所提出的需求无法满足时,依照合作原则就应该直接地否定，然而，“否定”这一言语行为本身具有潜在的面子威胁,会导致谈判的破裂。
因此，在谈判现场,说话人并不总是按照合作原则来进行交谈，而是需要适当降低明确度,提高信息模糊性、含蓄性和可能性空间。
说话人必须使自己的语言礼貌、得体，以获取对方好感，促使交流能够继续友好进行下去，直至谈判成功。
语言学家Leech(1983)提出礼貌原则，他主张在所有的语言交际中,说话人和听话人之间应尽量地表示礼貌和尽量减少不礼貌的表达方式。
礼貌原则的实质是为了缔结和维持与对方的友好关系，其运用过程是分歧意见淡出和相关外部合作信息激活的过程。
恰如其分地使用礼貌原则，可以有效地保证谈判顺利进行，促使谈判进入合作原则阶段，最终实现交易。
若在谈判过程中不给对方“面子”,本来完全可以成交的买卖也会失去;而礼貌的交际用语重视对方的观点,尊重对方的权利、愿望和需要,迎合对方的心理,能够产生令人愉悦的感觉,从而促成交易的实现，进而扩大对外贸易。
国际商务英语谈判中的礼貌原则和策略研究
国际商务英语谈判中的礼貌原则和策略研究
在国际商务英语谈判中，礼貌原则和策略是非常重要的，它们可以帮助谈判双方建立
良好的关系和有效地达成协议。
下面是礼貌原则和策略的研究。
礼貌原则是国际商务英语谈判中必须遵守的基本原则之一。
礼貌原则强调尊重对方的
文化和价值观，并避免言语和行为上的冲突。
在谈判中，双方应该保持礼貌和谦虚的态度，尊重对方的观点和意见。
礼貌策略在谈判中起着重要的作用。
一种常见的礼貌策略是使用礼貌用语和口语表达
方式。
在提出自己的要求时，可以使用委婉的措辞，如“我们认为可能会有这种可能性”
而不是直接说“我们要求这样做”。
这样可以缓解对方的防御心态，增加合作的可能性。
应该避免使用冲突性的语言和表达方式。
在表达对方错误或不合理的观点时，可以使
用措辞委婉的质疑方式，如“我不太确定这个观点是否正确”而不是直接说“你错了”。
这样可以避免引发冲突和破坏谈判氛围。
与此要注意言语和行为上的礼节。
在谈判中，双方应该保持谦逊和尊重对方的态度。
当对方提出问题或关切时，应认真倾听并给予适当的回应。
要注意自己的非语言沟通方式，如面部表情和姿势。
这些也是在谈判中表达自己礼貌与尊重的重要手段。
礼貌原则和策略在国际商务英语谈判中的作用不可忽视。
通过尊重对方的文化和价值观，使用礼貌用语和口语表达方式，避免冲突性的语言和表达方式，以及注意言行举止上
的礼节，可以增加谈判的成功率并建立良好的商务关系。
在国际商务英语谈判中的礼貌原
则和策略研究具有重要的实际意义。
国际商务英语谈判答案(全)
Keys to the exercisesChapter 1 Fundamentals of International Business NegotiationCommunication Exercises1. Change the sentences from negative to positive.1) I want a job.2) I work hard.3) My job is terrific.4) This office is great.5) My co-workers are super.6) The Personnel Director is nice.7) My health is good.8) My attitude is positive.9) I make a good impression.10) I understand.2. Change or add to these sentences so that they do not just state what you want, but invite your negotiating partner’s opinion.a) Could we finish at five---if that’s all right with you?b) I hope you don’t mind if Miss Li sits in during the negotiation?c) Perhaps we could take a break now. Is that OK?d) Could we look at these three areas this morning?e) I would like to go through the written offer clause by clause, if that’s OK?f) Do you mind if I answer your questions at the end?3. What is meant by “negotiation”? How would you define “negotiation”?A negotiation is a me eting in which both parties need each other’s agreement to reach a specific objective. It is the mechanism by which people trade things of value in a civilized manner. Negotiation depends on communication. It occurs between individuals acting either for themselves or as representatives of organized groups. Negotiations are very much part of working and home life. Negotiations could be either internal or external, long or short, formal or informal. The goal of negotiation is not to win but to succeed. The mechanism of successful negotiation is collaboration.In negotiations, both parties should know----why they negotiate----who they negotiate with----what they negotiate about----where they negotiate----when they negotiate----how they negotiatemechanism [ ] n.---- a process by which something is done or comes intobeing途径4. Fill in the blankshuman, negotiable, interest, giving, trust5. Answer the following questions1) Physical or survival needs; Security and safety needs; Social needs; Ego oresteem needs; Self-realization needs2) Exploration, bidding, bargaining, settling and ratifying.6. Put the following into English1) Are you negotiable?2) I'm sure there is some room for negotiation.3) Before we have anything to negotiate, you have to make me an offer.4) We could add it to the agenda.5) Would anyone like something to drink before we begin?6) See what I can do.7) I would if I could.8) I know I can count on you.9) We'll come out from this meeting as winners.10) I'll try to make you happy.7. True or false1) T 2) T 3) T 4) F (Everything is negotiable.)5) F (bargaining stage)6) F ( Do not often. Sometimes they will follow the sequence n one aspect of thedeal and then start all over again on a second aspect.)7) T8) F (May not. Because either side may be wiling to say what it thinks or take aposition and stick to it )9) T 10)Negotiation skills1．What determines a success in negotiation? Success in negotiation is when the parties to the negotiation reach an agreement to which they are both committed and which they will implement in full.committed [ ☜❍♓♦♓♎] v.----尽责的implement [ ♓❍☐●♓❍☜⏹♦] v.----to put into practical effect; carry out使生效；执行2. What are the elements of a successful negotiation process？There are seven basic elements that should be considered when analyzing the negotiation process:a.The relationship among the parties.b.The parties' interests -- why they need to reach their stated objectivesc.An understanding of the choices available if the parties cannot reachagreement, often called their BATNA -- Best Alternative To a Negotiated Agreementd.Creativity which will expand the bargaining choices among which the partiescan choose to reach agreemente.Fairness -- a person who negotiates unfairly may be able to force an agreement,but the 'forced' party will be reluctant to fulfill their share of the agreementf.Whether commitment has been reached. Will the parties each feel committedto doing what they have agreed? Is each party capable of fulfilling their share of the deal?g.Negotiation is all about communicating information. If one party knowseverything then why do they need to negotiate with anyone else?And the foundation of good negotiation is preparation. Be prepared and the negotiation will bring a result that really works. If well prepared you are less vulnerable to surprise, and that increases the likelihood you'll be happy with the result.vulnerable [ ✈●⏹☜❒☜♌☎☜✆●] adj.----易受攻击的, 易受...的攻击3. Your client comes into your office and is exceedingly grumpy and difficult to talk to. How do you approach your client so as to make your meeting as productive as possible?Answer: (e)When the client is grumpy, their emotions will inevitably cloud their judgment and make it difficult to interact with them on substantive matters. At the same time, if they are experiencing anger, it is important to ensure them that we understand that they are upset. By acknowledging the client's anger and offering our assistance, the client will feel as though we are on the "same side" and treat us as friends and continue to direct their anger elsewhere- allowing us to focus on the substantive issues.substantive [ ♦✈♌♦♦☜⏹♦✋] adj.----of or relating to the essence 实质的Chapter 2 Proper Behaviors in International Business Negotiation Communication Skills1. What would you say if…a.Thank you./No, after you.b.Thanks. I’ll need it.c.Thanks. That’s very kind.d.Thanks for coming all the way.e.Thanks for helping. That was very kind of you.f. Thank you for thinking of me, but I’m afraid I can’t take it.2. Answer the following questions.(1) Only about half of what he or she heard(2) Not only does note taking force you to listen carefully, but it alsopsychologically throws the speaker off the balance when he or she sees you nodding and furiously writing away and having a record of all the facts and basically everything said. A further benefit of note taking is that you have the perfect excuse to avoid eye contact if you are afraid to reveal your reactions to someone’s proposals(3) Questions appear to be able to be divided into five basic functions:①Cause attention.②Get information.③Give information.④Start thinking.⑤Bring to conclusion.(4) There are two ways to assure a high degree of reliability for answers to yourquestions. One way is to lay the foundation for asking them. The second is through the use of the tactic called “bipolar questioning.”(5) A firm handshake gives the impression of quiet confidence and says that thisperson is glad to meet you.3. Choose the best answer.(1) D (2) C (3) B (4) A (5) (6) D (7) B (8) C (9) A (10)A4. Translate the following into English.(1) There’s a great demand for our new product.(2) This product has good prospects.(3) We need to talk about the basic terms of the transaction.(4) If your prices are reasonable and the quality is satisfactory, we shall placesubstantial orders with you.(5) It’s unwise for both of us to insist on his own price. Can we each make someconcession?(6) If you cannot reduce your price, we’d rather call the whole de al off.(7) If you want to expand your business in this market, you have to take flexibleways in adopting payment terms.(8) We regret that we cannot accept your demand for direct shipment.(9) This product has many advantages compared to other competing products.(10)I’m very glad that we have finally come to an agreement. We’ll go on to otherterms and conditions tomorrow. Is it all right with you?5. True or false.(1) F (2) T (3) F (4) T (5) F (6) T (7) F (8) F (9) F (10) TNegotiation Skills1. The person you are negotiating with continually repeats the same argument despite the fact that you have given them a number of counterarguments. What do you do to move the negotiation forward?Answer: (a)One of the most powerful tools in negotiation is how to listen to what the other party is saying. Very often, we are too focused on the points we are trying to get across to listen to what our counterparts are trying to say.If people keep repeating themselves, they are subconsciously sending a signal that they feel what they are saying is important. And they want us to acknowledge that we have heard and understand them.Accordingly, the best thing to do in this situation is to rephrase what they keep repeating and ask them if we have accurately restated their point. Only when they feel as though they have been heard will they be able to listen to usEffective listening involves much more than simply hearing and understanding what the counterpart is saying. Effective listening is a set of tools and techniques which expert negotiators use to gain control of the negotiation and turn it to their advantage.2. What are the key communication skills used in negotiation?The key communication skill in negotiation is to listen. There's an old saying: God gave us one mouth and two ears, and we should use them in that ratio.Obviously when we are listening, we need to be listening for useful information. Thus it is very important to plan ahead, thinking about what we can learn that will help us decide what approach to take and to learn about what appeals to the parties with whom we are negotiating. So think about the questions you're going to ask; the result should reward your listening with real problem-solving information.Chapter 3 Choosing the Negotiation TeamCommunication Exercises1. What is the more indirect question or statement behind the following sentences?a. I’m not entirely convinced by these forecasts.b.We’d like to know something about your planning.c.I’d be interested to hear a bit abou t payment.d.Your costs could cause one or two problems.e.Perhaps we could talk a little bit about figures.f.That figure looks a little on the high side.g.Delivery is an area which we’d like to explore a little further with you.h.I’d like to know more about your management structure.1.Write the name of the position in the blank.1) CEO/the president2) Assistant Manager, Europe3) Purchasing Clerk4) Personnel Assistant5) Vice-President, Administration3. (omitted)4. (omitted)5. Fill in the blanks1）maximum2) observers; advisers; speaking; training6. Translate the following into English1）Negotiation is a team sport.2）The negotiator’s function is to negotiate, while the functional specialists provide specialist advice or information.3) The team leader is the person who generates enthusiasm in his team to maintainsthe morale under all conditions.4) The team members must learn that the opponent and its representatives areadversaries although they may be friendly.5）I’m afraid you are not in our ballpark.6) Excuse me, but it seems to me we’re giving up too much in this case.7）That’s to o great a financial burden for us.8) 10% is beyond my negotiating limit.9）If you can guarantee that on paper, I think we can discuss this further.10）Could you explain what you mean by that？7. True or false1). F 2). T 3). T 4). F (maximize) 5). T 6). F (can’t)7). F (both sides) 8). T 9). T 10). F (There is no need to )Negotiation skills1. What do you think are the personal qualities of a good negotiator?A good negotiator needs to be:1) A good listener2)Open-minded3)Willing to do the homework to determine her/his interests, objectives,and alternatives4)Well-prepared5)Creative6)Able to merge what he knows about his own interests and resourceswith the interests and resources of his negotiation partner7)Someone who is always learning from experience, from other peopleand from historymerge [❍☜♎✞] v. ----to combine or unite 使合并或结合2. How to be a cool negotiator?Acting cool is a good part of successful negotiation. But one needs to make sure it is not just an act. The 'coolness' needed for successful negotiation really means keeping a cool analytical head. If there is any chance one should prepare ahead of time: what do I want and why do I want it? What do they want and why do they want what they want?During the process, one should find ways to take a step back from the discussion and look at what is going on with that same cool head. 'Why did he say that? What arguments or tactics are being used?3. How to control anger for effective negotiating?When tempted to get angry, remember to check whether or not it is your turn. If it is someone else's turn to get angry, sit there and take it by reminding you how wonderful you are to be in such control of your emotions.One fundamental rule is: only one person can be angry at a time. Don't let thesituation escalate, civility will slip away awfully quickly and there will be a very tough time healing the relationship or solving the initial issue.civility [♦♓♓●♓♦♓] n. ----a courteous act or utterance有礼貌的举止或表达4. What are the advantages and disadvantages of team negotiations?Negotiating as part of a team requires very careful preparation. The biggest danger in team negotiation is that your counterparts will see or hear that you and your colleagues don't agree with each other. If they can find differences, they may spot opportunities to drive wedges between your team members.wedge [♦♏♎✞] n.----something that intrudes and causes division or disruption侵入引起分裂的东西Teams can work together ahead of time on strategy: who is going to be thespokesperson on which issues? What information do we need and who is going to ask the relevant questions? Who can communicate what decisions to the 'other side'?What members of the team are the experts on technical matters, business matters, etc.?But even if a group of colleagues work hard at developing a commonly agreed strategy you will find that, there is still a risk that someone will say something out of turn or which is not part of his role. They need to explore how to cope with such problems during the actual negotiation.Individual negotiations have certain other advantages: the negotiator can present him/herself as the decision-maker or as the spokesperson for their company or colleagues. This gives the individual negotiator considerable flexibility that may not be available in team negotiation situations.Chapter 4 Preparing for NegotiationCommunication Exercises1. What would you say in these situations?1) Mrs Zhang, I’d like you to meet Tracy Morris. She’s our new sales clerk.2) Hello, Kathy. Nice to meet you.3) That’s right. Yes, we once worked together in.4) I’m terribly sorry. I’ve forgotten your name.5) Yes, good morning. My name is … I’ve got an appointment with…6) Did you have a good journey? It’s very nice of you to come all this way.7) Would you like a coffee? Or Would you like something to drink?8) Good heavens, is that the time? I didn’t realize it was so late. I really must begoing now.2. Make these sentences more concise1) He’s an assistant in Personnel.2) She’s the Vice-President in Sales and Marketing.3) He’s the Assistant Manager in Domestic Sales.4) She’s the Manager in International Sales.5) He’s an accountant in Ac counting.3. Combine these sentences as concise as possible1) She is a clerk in Purchasing at ABC Company.2) He’s a salesman in the Asian Pacific Division at Sun Computer Company.3) She’s the Manager of Domestic Sales at Legend Group.4) He’s a secreta ry in Personnel at Huatian Hotel.5) She’s the Vice-President of Administration at Three-One Steel.4. Do you think all negotiations need an agenda? Who should be responsible for controlling a negotiation?Informal negotiations don’t need an agenda. In some cases, you are negotiating just one point. An agenda is often best negotiated rather than imposed at the start of a meeting. Usually the host company should be responsible for controlling the negotiation.5. How can you prepare effectively for a negotiation? What issues do you need to discuss beforehand?The essential preparation areas are firstly to ensure that everyone in the team is clear what the objectives of the negotiation are. The objectives include: What is the best we can get?What’s the wo rst we can get?What is our bottom line?And secondly, to establish the role that each individual is expected to play in achieving those objectives. Namely:Who is responsible for different stages of the negotiation?What special skills/knowledge do individual members of the team have?What do we know about the other team?It is important to discuss strategies beforehand and to decide on the approach the team is going to take which include:What are the main areas of negotiation?What are likely to be the sticking points?What is the best order to discuss these points?What concessions can we give to achieve our main aim?It is also essential to discuss the communicative ways like:how we are going to maintain positive communication,who is taking notes or minutes andwho is going to ask questions and so on.6. Put the following into English1）Please take a look at the itinerary we prepared for you, and let me know if there’s anything inappropriate, please let me know.2）We are holding a banquet here tonight in honor of our friends coming from the other side of the Pacific Ocean.3）I believe that through our joint efforts, our corporation can be satisfactory and successful.4）Let’s come to the point, the purpose of my current visit here is to explore the possibility of doing barter trade with you.5）The contract will come into force from May 10, you can’t go back on your words then.6）We always fulfill our promise.7）Owing to our old relationship, we hold our offer valid for one other week, after which our price would probably be raised.8）I'll do my best; and please, try your best too.9）Your pr ice is too high. It’s hard for us to accept.10）All our products are high-grade commodities; naturally the prices are different.7. True or false1) T 2) F 3) F 4) T 5) T 6) F (unwise) 7) T 8) T9) F (fluid) 10) T 11) F（round table）12) FNegotiation Skills1. In your opinion, what are the benefits of considering your own and others’ outcomes in negotiation preparation?The benefit of considering the outcomes for ourselves and others gives us an initial sense of 'what' people are looking for.It is far more important to look to the interests of the others. The question to ask is why do people want the outcome they are pursuing. It is easy to think of desirable outcomes in terms of money, which is in many cases what people want.When thinking ahead of time about others’ interests, we are making a series of assumptions. We should use the negotiation process to pursue the fundamental asset of negotiation, which is information. Are the assumptions accurate? If the interests assumed are 'out there', the answers we derive should yield a clearer understanding of the actual interests that motivate the parties and will lead to a successful agreement.2. How to measure a negotiator’s strengths and weaknesses?In general, measuring a negotiator's strengths and weaknesses can involve a multiplicity of elements, but the most important are the following:1) A negotiator's relative strength is determined by the quality and extent of his preparation. The better one understand his/her interests and the better he/she understands the interests of other parties, the greater the chance he/she will be able to reach an elegant solution which leaves the parties feeling as if each has achieved the major portion of their goals.2) A negotiator's relative strength can be measured by whether people walk away thinking they would be pleased to negotiate with him again. That is to say----if people leave a negotiation thinking they never want to see him/her again, then he/she is a poor negotiator.3) A negotiator needs to understand that different issues should be treated as of different priorities in different negotiations. Sometimes the relationship is most important; other times creativity is the measure of how well one negotiates. It is always true that good communication is fundamental of a negotiator's strength. Agood negotiator makes his points clearly understood by other parties. A better negotiator makes understanding other parties his top priority.multiplicity n. ----the state of being various or manifold多种多样多方面或者多种形式Chapter 5 The Bargaining ProcessCommunication Exercises1. In the business world, everyone is very busy. Business calls are concise and “to the point.” Remember to be positive. Which is the best expression?1) b 2) a 3) a2. Make proposals about the following:1) I think we should cut the training budget by five per cent.2) I suggest we aim for a two per cent rise in productivity.3) How about going for a meal after work?4)Why don’t we go to the National Forest Park this year for the comp anyexcursion?5) I advise you to reduce production costs.6) I propose that we shorten working hours by two and a half hours per week.3. Use the conditional constructions (if…or unless…) to exert pressure in the following situations.1) I’m afraid we’ll have to cancel the contract unless you reduce your fees.2) We’ll have to choose another supplier if you can’t pay us on time.3) That looks like the end of the negotiation, unless you can make a concession.4) I’m afraid you’ll lose your job unless you w ork harder.5) If you can’t offer me a better working condition than this, I’ll leave thecompany.6) I’ll accept the new job only if I get a higher pay.7) Unless you order 10,000 pieces of this product immediately, you won’t get aquantity discount.4. Once positions have been established in a negotiation, a process of making and responding to proposals usually follows. Which side (the customer or supplier) should start the process? What are the advantages of going first and second?The supplier will usually be expected to start this process the advantage is then given to the customer who doesn’t have t show his hand until he first hears what the supplier is proposing. On the other hand, making a proposal first may set the parameters for discussion and it could be an advantage if you want the negotiation to go in a certain direction.5. What can cause negotiations to fail? How important is it to maintain a positive tone throughout the meeting?Negotiations can fail for a variety of reasons:competitors offer a better deal;problems seem too difficult to solve;personalities clash;negotiating styles clash.Most negotiations will encounter difficult problems. There is a much greater chance that solutions will be found if both parties keep sight of the main objectives and maintain a positive tone.6. Fill in the blanks1). Assess，differences，strengths，next round；2). Fluid，escape routes，time breaks3).Bargaining to our advantage, the skilled negotiator will:a) outsetb) situationc) roundd) satisfactione) Bluff, brinkmanshipf) parallelg) impassesh) written, equal satisfaction7. Put the following into English1) I understand perfectly.2) Let's compromise.3) That's a smart decision.4) I expect to be compensated.5).The longer we wait, the less likely we will come up with anything.6) I'll be expecting your call.7) I'd like to get the ball rolling by talking about prices8) I know your research costs are high, but what I'd like is a 25% discount.9) We'd need a guarantee of future business, not just a promise.10) If you can guarantee that on paper, I think we can discuss this further.6.True or false1). F 2) T 3) F (positive tone) 4) T 5) T6) F (without comment)7) T 8) F (more ) 9) F (high) 10) TNegotiation Skills1. You are negotiating a major purchase, and the sales agent suggests a ridiculously high pricewhich is far above your anticipated purchase price. How do you address the agent in order to get the best price?(b) and (d)The sales agent is trying to get started on the traditional positional bargaining philosophy of "start high, counter low and end up in the middle." In order to counter their attempts at positional bargaining, we should begin by asking them what the basis for their initial price was. This tactic will draw attention away from the initial price and create a focus on the criteria for determining a fair price. Next, we should suggest a price of our own, prove the offer with appropriate criteria and stick to our offer.2. Do you think it’s a good idea to raise the critical issue early in the negotiation? How would you handle the aggressive position immediately adopted by others?Most negotiators start by identifying the common ground. In other words, the points which both sides agreed on. Then have a firm basis to discuss problem areas. It is important that our team do not show too strong an emotional response to the other party’s aggression. Because they will see this as a weakness.3. How to deal with those who say " Our prices are set, we do not bargain "?Businesses were created to meet a perceived need in the marketplace. There are people who fear that if they negotiate, other parties will take advantage of them. This sort of thinking is the result of the belief that negotiation is a competitive process, and only one side can win.The Internet has created a variety of auction choices; many other companies always guarantee the lowest price. So price competition is far from dead. It is simply a matter of people’s choice. If you want to a ttempt to bargain for a better deal, don't do business with no-negotiation companies.Chapter 6 Closing the NegotiationCommunication Exercises1. A positive comment makes people comfortable and ready to listen. Rewrite these sentences.1) Thanks for your understanding. I really appreciate it.2) Thanks for meeting me at the airport. I really appreciate it.3) Thanks for coming early. I really appreciate it.4) Thanks for working overtime. I really appreciate it.5) Thanks for your cooperation. I really appreciate it.2. A polite way to correct someone is to make the correction impersonal. Try not to use the word you. Which is a more polite correction?1) b 2)b 3) b 4) b 5) b 6) a 7) b 8) a3. Look at the expressions below. Which of them would you use to express each of these ideas in negotiating?What would you say in negotiating…if you’ve not understood an explanation? (10)when you want to complain indirectly to someone? (7)if you do not want to accept the advice someone is giving you? (5)when you want to tell someone something? (1)when you wish to agree with someone? (2)when someone you already know is introduced to you? (6)if you want to interrupt someone? (8)when it’s unlikely that you can do something? (3)when you would like a person to do something for you? (9)when you want to give someone some information? (4)4. Make these statements into proposals and suggestions. Be inclusive---use we rather than I. Try to word your sentences so that they encourage feedback.a. Let’s start by looking at the sales figures.b. Perhaps we should identify who our main competitors are first.c. Wouldn’t you agree that timing is essential?d. We think the main problem is the security system. Would you agree?e. Shall we discuss delivery issues at the end?5. Match each underlined expression (a-d) with its meaning from the expressions below and use the appropriate form of one of the expressions to complete the sentences(e-h).a. reduce our pricesb. a bargaining zonec. contingency pland. a tough negotiatore. room to manoeuvref. knock us downg. drives a hard bargainh. fall-back position6. What should happen at the end of a negotiation? What issues need to be agreed on before closing the meeting?It is important to round off a negotiation well, so that nothing remains ambiguous. Before closing the negotiation, the participants need to confirm what exactly has been achieved. They need to agree on future follow-up action and, if possible, set a date for the next or future meetings.7. What steps do you go through to close a negotiation effectively?To close a negotiation effectively we should do the following steps:。
商务英语谈判对话900句
英语谈判对话900句，商务洽谈英语对话，签订外贸合同英语对话--- Such data is confidential.这样的资料为机密资料。
--- I am not sure such data does exist.我不确定是否有这样的资料存在。
--- It would depend on what is on the list.这要看列表内容。
--- We need them urgently.我们急需这些资料。
--- All right. I will send the information on a piecemeal basis as we acquire it.好。
我们收齐之后会立即寄给你。
--- I'd like to introduce you to our company. Is there anything in particular you'd lik e to know?我将向你介绍我们的公司，你有什么特别想知道的吗？--- I'd like to know some information about the current investment environment in y our country?我想了解一下贵国的投资环境。
--- I'd like to know something about your foreign trade policy.我非常想了解有关贵国对外贸易的政策。
--- It is said that a new policy is being put into practice in your foreign trade.据说你们正在实施一种新的对外贸易政策。
--- Our foreign trade policy has always been based on equality and mutual benefit and exchange of needed goods.我们的对外贸易政策一向是以平等互利、互通有无为基础的。
商务英语谈判对话900句
商务英语谈判对话900句在商务领域，英语是一种非常重要的沟通工具。
掌握商务英语谈判对话的技巧将帮助我们更好地进行国际商务合作。
本文将为您介绍900句商务英语谈判对话，帮助您增强谈判能力。
1. Greetings and Introductions（问候与介绍）1.1. Greeting the Counterpart（向对方问候）- Hello, nice to meet you.- Good morning/afternoon/evening.- How are you?1.2. Introducing Yourself（介绍自己）- My name is [Name], and I represent [Company Name].- I am [Name], the CEO of [Company Name].- I work for [Company Name] as the Sales Manager.1.3. Introducing the Team（介绍团队）- I would like to introduce my team. This is [Name], the Marketing Manager, and [Name], the Financial Director.- We have brought our team of experts today. They specialize in [relevant field].2. Establishing Rapport（建立融洽关系）2.1. Complimenting the Counterpart（赞美对方）- I must say, your company has an excellent reputation.- Your product range is truly impressive.- I admire the way you handled the project.2.2. Expressing Interest（表达兴趣）- We are interested in exploring potential business opportunities with your company.- Your product seems to be a perfect fit for our market.- We have been following your company's progress with great interest.2.3. Asking About the Counterpart's Company（询问对方公司情况）- Could you tell me more about your company's history?- What are your company's main products/services?- How long have you been in business?3. Presenting Your Company（介绍自己的公司）3.1. Overview of the Company（公司概况）- Our company was founded in [year] and has since become a global leader in [industry].- We specialize in [products/services] and have a strong customer base worldwide.- Our company is known for its commitment to quality and exceptional customer service.3.2. Highlighting Achievements（突出成就）- We have successfully completed several high-profile projects for major clients.- Our company has received numerous awards for innovation and excellence.- We have achieved double-digit growth in the past few years.3.3. Explaining Competitive Advantage（解释竞争优势）- One of our key strengths is our extensive distribution network.- Our cutting-edge technology gives us a significant edge over our competitors.- We offer customized solutions tailored to our clients' specific needs.4. Discussing Business Opportunities（讨论商机）4.1. Expressing Interest in Collaboration（表达合作兴趣）- We believe that a partnership between our companies would be mutually beneficial.- We are keen to explore potential joint ventures.- Let's discuss how we can work together to achieve our common goals.4.2. Suggesting Collaboration Options（提出合作选择）- We can explore the possibility of a distribution agreement.- Joint product development could be a great opportunity for both our companies.- A strategic alliance could open up new markets for both of us.4.3. Negotiating Terms（谈判条款）- We propose a revenue-sharing model that benefits both parties.- Let's discuss the pricing and payment terms in more detail.- Are you open to offering exclusive rights in our market?5. Closing the Negotiation（结束谈判）5.1. Summarizing the Discussion（总结讨论）- To sum up, we have identified several viable collaboration options.- We have discussed the key terms and are now ready to move forward.- It has been a productive discussion, and we look forward to further collaboration.5.2. Agreeing on Next Steps（达成共识）- Let's schedule a follow-up meeting to finalize the details.- We will prepare a formal proposal for your review.- Our legal team will draw up a draft agreement based on our discussion.5.3. Expressing Appreciation（表达感谢）- Thank you for your time and consideration.- We appreciate the opportunity to discuss our partnership.- We look forward to a fruitful collaboration with your company.以上900句商务英语谈判对话涵盖了商务谈判的各个方面。
国际商务英语谈判中的礼貌原则和策略研究
国际商务英语谈判中的礼貌原则和策略研究在国际商务谈判中，礼貌是至关重要的。
无论是在语言交流还是谈判策略上，都需要遵循一定的礼貌原则和策略。
在谈判中，礼貌不仅可以改善双方关系，还可以帮助双方更好地达成合作。
本文将从礼貌原则和策略两个方面来探讨国际商务英语谈判中的礼貌应对。
礼貌原则在国际商务英语谈判中，礼貌原则是几乎所有谈判人员都会遵循的基本准则。
礼貌原则包括尊重对方、保持友好、表达感谢等。
尊重对方是最基本的原则之一。
无论双方在谈判中是否存在分歧，都应该尊重对方的观点和立场，避免使用侮辱性的语言或行为。
保持友好也是非常重要的原则。
友好的态度可以缓和紧张的气氛，增强双方的互信，有利于达成双赢的结果。
表达感谢也是不可或缺的。
无论在谈判的哪个阶段，都应该适时地表达感谢，以显示出对对方的尊重和重视。
在国际商务英语谈判中，礼貌原则的遵循不仅可以改善双方的关系，还可以为谈判的顺利进行打下基础。
当双方都能遵循礼貌原则时，会更加容易找到共同点，更加愿意妥协，最终达成双赢的目标。
礼貌策略除了礼貌原则外，礼貌策略在国际商务英语谈判中也扮演着非常重要的角色。
礼貌策略包括使用礼貌用语、避免冲突性词语、委婉地提出建议等。
在谈判中，使用礼貌用语可以表达出对对方的尊重和礼貌，增进双方的友好关系。
礼貌用语包括问候语、感谢语、道歉语等，这些用语的使用可以使谈判气氛更加融洽、愉快。
避免冲突性词语也是非常重要的礼貌策略。
在谈判中，使用冲突性词语很容易引发对方的反感，从而恶化谈判气氛。
在谈判中应避免使用否定性、挑衅性的词语，而应选择委婉、含蓄的表达方式，以求得更好的谈判结果。
委婉地提出建议也是一种重要的礼貌策略。
在谈判中，直接而强硬地提出建议往往会引起对方的抵触情绪，导致谈判的不顺利。
应该选择委婉地、含蓄地提出建议，让对方感觉到自己的建议是出于善意的，有利于双方的合作。
商务英语口语：45个国际商务谈判术语
商务英语口语：45个国际商务谈判术语商务英语有很多的发展方向，比如翻译、外贸、教师等等很多选择。
不过，不管你希望往哪个方向去发展，一些国际通用的谈判知识，还是可以先了解的。
下面我们就来看下，专业的商务谈判中，各种技巧及原则的英文释义吧！1、Bargaining讨价还价petitive, win-lose situations.2、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.3、Intangibles无形因素intangible factors are the underlying psychological motivations that may directly or indirectly influence the parties during a negotiation.4、Interdependent相互依赖when the parties depend on each other to achieve their own preferredoute they are interdependent.5、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”.6、initial offer最初报价the first number the buyer will e to the seller.7、petitive situation竞争性情形:when the goals of two or more people are interconnected so thatonly one can achieve the goal, this is petitive situation, also known as a zero-sumor distributive situation，in which “individuals are so linked together that there is a negative correlation between their goal attainments”.8、Mutual-gainssituation相互获益情形: When parties’goals arelinked so that one person’s goal achievement helps others to achieve theirgoals, it is a mutual-gains situation,also known as a non-sum or integrative situation.9、BATNA达成谈判协议的最佳选择an acronym for best alternative to a negotiated agreement.10、Thedilemma of honesty诚实困境it concerns how much of the truth to tell the other party.11、Thedilemma of trust信任困境it concerns how much should negotiators believe what the other party tells them.12、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.13、Integrative bargaining共赢争价attempts to find solutions so both parties can do well and achieve their goals.14、Claimvalue主张价值to do whatever is necessary to claim the reward, gain the lion’s share, or gain the largest piece possible.15、Createvalue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.16、Stereotypes心理定势is a very mon distortion of the perceptual process. It occurs when one individual assigns attributes to anothersolely on the basis of the other’s membership in a particular social or demographic category.17、Contending争夺战略actors pursuing the contending strategy pursue their own outes strongly and show little concern for whether the other party obtains his or her desired outes.18、Yielding屈服战略actors pursuing the yielding strategy show little interest orconcern in whether they attain their own outes, but they are quite interested in whether the other party attains his or her outes.19、Inaction不作为战略actors pursuing the inaction strategy show little interest in whether they attain their own out-es, as well as little concern about the other party obtains his or her outes.20、Problem solving解决问题战略actors pursuing the problemsolving strategy show high concern for attaining their own outes and high concern for whether the other.21、target point目标点the point at which negotiator would like toconclude negotiations.22、resistance point拒绝点a negotiator’s bottom line, the mostthe buyer will pay or the smallest amount the seller will settle for.23、a positive bargaining range积极的谈判空间the buyer’s resistance is above the the seller’s, and the buyer minimally willing to pay morethan the seller is minimally willing to sell for.24、Reciprocity互惠主义when you receive sth from another person, you should respond in the future with a favor in return.25、The winner’s curse赢家的诅咒the tendency of negotiators, particularly inan auction setting, to settle quickly on an item and then subsequently feel disfort about a negotiation win that es too easily.26、Process-basedinterests基于谈判过程的利益related to how the negotiators behave as they negotiate.27、indirect assessment间接估计determining what information an individual likely used to set targetand resistance point and how he or she interpreted this information.28、ive presentation选择性表述negotiators reveal only the facts necessary to support their case.29、Pareto efficient frontier帕累托有效边界the claiming value line is pushed towards the upper right-hand side to the fullest extent possibleby creating value, and the line is called the Pareto efficient frontier.30、shared goal共享目标the goal that both parties work toward but that benefits each party differently.31、joint goal联合目标the goal thatinvolves individuals with different personal goals agreeing to bine them in a collective effort.32、Endowment effect捐赠效应The tendency to overvalue something you ownor believe you possess.33、Relationship-basedinterests基于双方关系的利益tied to the current or desired future relationship between theparties.34、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.35、Alternatives可替代的选择other agreements negotiators couldachieve and still meet their needs.36、Target point目标点one realistically expects to achievea settlement and the asking price, representing the best deal one can hope toachieve.37、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 basedon the knowledge of one attribute of an individual.38、Projection投射效应When people assign to others the characteristics or feelings that they possess themselves.39、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.40、Anchoring and adjustment基准调节cognitive biases in anchoring and adjustmentare related to the effect of the standard （or anchor）against which subsequent adjustments are made during negotiation.41、Issue framing and risk谈判框架的制定方式与风险the way a negotiation is framedcan make negotiators more or less risk averse or risk seeking.42、Availability of information信用的可用性in negotiation, the availabilitybias operates when information that is presented in vivid, colorful, orattention-getting ways bees easy to recall, and thus also bees centraland critical in evaluating events and options.43、The law of small numbers小数法则in decision theory, the law of small numbersrefers to the tendency of people to draw conclusions from sle sizes. Innegotiation, the law of small numbers applies to the way negotiator learn and extrapolate from their own experience.44、Self-serving biases感知错误The tendency to overestimate the causal roleof personal or internal factors and underestimate the causal role of situationalor external factors, when explaining another person’s behavior.45、Ultimatum最后通牒an ultimatum is an attempt to induce pliance or force concessions from a presumably recalcitrant opponent.。
国际商务英语谈判中的礼貌原则和策略研究
国际商务英语谈判中的礼貌原则和策略研究在国际商务英语谈判中，礼貌原则和策略是非常重要的，因为这是成功谈判的关键。
在国际商务中，来自不同国家和文化的人士之间谈判，需要遵循一些常规的礼貌和策略，以达到共赢的效果。
首先，礼貌原则对于建立良好的谈判氛围至关重要。
在国际商务英语谈判中，要注意以下几点：1.尊重对方的文化差异。
不同的国家和文化之间存在着不同的习俗和礼仪，要尊重他们的文化差异。
2.注意语气和表情。
在谈判中要保持友好的语气和脸部表情，不要使用任何令人不舒服或令人不安的词汇或动作。
3.注意称呼。
在国际商务英语谈判中，一定要使用正确的称呼方式。
比如，中国人通常用姓来称呼对方，而西方人则更倾向于使用名字。
4.注意礼仪方面。
在谈判中，应注重礼仪方面的细节。
比如，进入会议室时要先向对方问好，离开时也要道别。
在国际商务英语谈判中，策略也非常重要。
以下是一些常用的谈判策略：1.目标清晰。
在谈判之前一定要确定自己的目标，考虑对方的目标并制定自己的谈判策略。
2.耐心和沉着。
在谈判中需要表现出耐心和沉着，不要轻易妥协。
如果需要，可以暂停谈判来考虑一下自己的立场。
3.表现自信。
在谈判中要表现出自信，强调自己的优势和立场，并向对方展示自己的实力。
4.妥协和达成共识。
在谈判中，双方都需要妥协和达成一致。
当双方都做出了牺牲和妥协，就可以达成共赢。
总之，国际商务英语谈判需要遵循礼貌原则和策略。
通过尊重文化差异、注意语气和礼仪、目标清晰等策略，可以建立良好的谈判氛围，达成共赢的效果。