商务英语谈判案例分析
商务谈判案例英语
商务谈判案例英语商务谈判是现代商务社会中具有至关重要地位的交流方式，也是企业开展商务活动的重要环节。
谈判有其独特的文化和流程，其中语言是一个重要的组成部分。
英语作为国际交流的重要工具之一，在国际贸易中具有举足轻重的地位，是商务谈判的基础。
下面就以一个商务谈判的案例，来充分深入地讨论如何正确运用英语进行商务谈判。
场景：中方A公司与国外B公司就购买机器人谈判。
第一步：谈判提出：A公司： We’d like to purchase some robots from you.B公司： What kind of robots do you need?第二步：谈判详情：A公司：We need two types of robots. One is for manufacturing and the other is for packing.B公司：What’s the quantity of each type?第三步：谈判价格：A公司：We will need five of the manufacturing robots and ten of the packing robots.B公司：What’s your budget?第四步：谈判结果：A公司：We can afford up to $25,000 for the fifteen robots. B公司：OK, we can accept that. When do you need the robots?以上便是一次商务谈判的典型案例，从中可以清楚地看出在进行商务谈判时，正确运用英语是一件非常重要的事情。
首先，要做到语言流畅。
在商务谈判中，英语要以口语形式表达，而不是书面文章形式。
对于以上案例，要表达准确和流畅，就要注意使用专业词汇、习惯的句式以及精确的动词。
如在表达“purchase”时，尽量不要犯谬误地说“buy”;在表达一个概念或专业词汇时，一定要用一句完整的句子。
英文谈判案例——ShoppingToteNegotiation
So L told X: here is the problem; the MOQ of the order is much larger than your order We would like to take your order and carry the rest of material as stock
It was before the financial crisis; the global economy was prosperous and
almost every Chinese factory was busy to fill the booming orders from all over the world
time But they can’t cancel the order as they had already started the promotion campaign and the tote was printed on the
product catalogue
In later negotiation; we suggested that X raise the order quantity; and split the
Also they wanted to split the 200;000 into 4 shipments: 50;000 pcs to b
e shipped as scheduled; 50;000 pcs to be shipped two months after; and so o
n
Phase 3 further negotiation with P
requested a 510% of price increase just on the next week after contract were signed
商务英语谈判案例
商务英语谈判案例在商务谈判中，语言的运用至关重要。
一方面，谈判双方需要用准确的语言表达自己的意愿和要求；另一方面，他们也需要理解对方的表达，并作出相应的回应。
下面我们将通过一个实际的商务英语谈判案例，来分析在谈判中如何运用英语进行有效沟通。
案例背景：甲公司是一家生产家具的企业，他们希望与乙公司合作，将自己的产品销售到乙公司的商场中。
乙公司是一家大型家居连锁店，他们对甲公司的产品很感兴趣，但在价格和供货条件上有一些疑虑。
谈判过程：1. 甲公司代表首先向乙公司代表介绍了自己公司的产品特点和优势，强调了产品的质量和设计独特性。
在谈到价格问题时，甲公司代表使用了“competitive pricing”（有竞争力的价格）和“bulk order discount”（大宗订单折扣）等专业术语，以表明他们对价格问题已经做了充分的考虑。
2. 乙公司代表则提出了一些具体的疑虑，比如产品的供货周期和售后服务。
甲公司代表在回应时，使用了“flexible delivery schedule”（灵活的交货时间表）和“comprehensive after-sales support”（全面的售后支持）等术语，以说明他们对乙公司的关切已经有所考虑，并且有相应的解决方案。
3. 在谈判的过程中，双方还就合作的细节进行了讨论。
甲公司代表使用了“mutually beneficial partnership”（互利合作伙伴关系）和“win-win situation”（双赢局面）等术语，强调了双方合作的价值和意义。
乙公司代表也表示愿意就合作细节进行进一步的商讨。
结论：通过以上案例的分析，我们可以看到，在商务谈判中，双方需要灵活运用商务英语，以准确、生动、简洁的语言进行沟通。
同时，双方还需要对对方的表达进行仔细的理解，以便作出恰当的回应。
只有这样，双方在商务谈判中才能达成双方满意的协议，实现合作共赢的局面。
在实际的商务谈判中，我们还需要不断学习和提高自己的商务英语能力，以应对不同场合和不同对象的商务沟通需求。
商务英语谈判案例
商务英语谈判案例引言：商务英语谈判是国际贸易中至关重要的一环，涉及到双方的交流、合作和利益平衡。
本文将通过一个实际案例，详细分析商务英语谈判的过程、技巧和策略，以期为读者提供有关商务英语谈判的有效指导。
案例背景：我公司是一家专注于电子产品制造的跨国企业，我们计划与中国某公司合作生产新一代智能手机。
经过初步洽谈，我们对该公司产品质量和技术实力非常满意，希望达成长期合作伙伴关系。
然而，在具体合作细节和商务条款上，双方还存在一些分歧。
这就需要我们进行商务英语谈判，以期达成共识并签订合作协议。
谈判准备：在正式进入谈判之前，我们有必要做好充分的准备工作。
首先，我们需要了解与中国企业合作的文化背景、商务惯例和法律法规，以避免文化冲突和误会。
其次，我们需要对对方公司的情况进行详细的了解，包括其市场份额、产品质量、技术实力等，以便更好地评估合作潜力和风险。
最后，我们还需制定谈判目标和策略，清楚明确地知道自己的底线和可变动的空间。
谈判过程：在实际谈判过程中，我们需要注意以下几个关键点。
1. 建立良好的关系：在商务英语谈判中，建立良好的关系是至关重要的。
通过友好的问候和打招呼，我们可以营造积极的氛围，并为双方的合作奠定良好的基础。
例如，我们可以通过提供小礼品或邀请对方共进午餐来展示我们的诚意和尊重。
2. 有效的沟通：良好的沟通是商务英语谈判的核心。
在谈判过程中，我们应该使用简洁明了的语言，避免使用模棱两可的措辞和复杂的技术术语。
同时，我们还应该倾听对方的观点，并及时作出回应，以确保信息的流畅传递和理解。
3. 心理战略：谈判过程中，双方可能会采用一些心理战略来争取更有利的议价地位。
我们需要警惕对方可能采取的策略，并采取相应的措施来保护自己的利益。
例如，我们可以通过展示自己的专业知识和实力来增加自信心，并在岌岌可危的时刻适时做出妥协。
4. 议价与妥协：在商务英语谈判中，明确自己的底线，并有所让步是非常重要的。
在某些情况下，我们可能需要灵活变通，做出一些让步，以期达成更有利的协议。
商务英语之价格贵谈判
商务英语之价格贵谈判1、称赞客户You know what? You have good eyes, it sells well. I believe you can have a very good profit on this product.你眼光很好，这产品卖的很好，你可以有一个非常好的利润。
2、问原因Can you advise the reason why you think our price is high, then we will double check and do our best to give you the answer.为什么觉得我们价格贵？3、质量&服务Once you place an order, we will advise you goods status from time totime to make sure perfect service.一旦你下订单，我们会随时向你汇报来保证完美的服务4、真实情感I like chatting with you, and I like you a lot, and already consider you asmy very good friend, so we are willing do business with you with very low margin, my friend, but can not do business with loss. .喜欢和你聊天，喜欢你，所以已经把你当非常好的朋友了，所以十分愿意不怎么赚钱也和你做生意，但是不能亏钱做生意（此处可以加表情哦）5、目标价格法Can you advise your target price?能否告诉目标价？6、小恩小惠After you place order, you are our VIP customer. Once we have new samples, we will send to you at the very first time, so that you can be thefirst one to test the market你下单后，就是我们的VIP客户。
【最新推荐】201X年商务英语谈判实例5篇word版本 (5页)
本文部分内容来自网络整理，本司不为其真实性负责，如有异议或侵权请及时联系，本司将立即删除！== 本文为word格式，下载后可方便编辑和修改！ ==201X年商务英语谈判实例5篇大家在商务英语谈判的时候是怎么跟客户谈判的呢?以下是小编收集的201X年商务英语谈判实例5篇，欢迎大家阅读。
201X年商务英语谈判实例1在进行商务谈判的时候，要认真听对方说的每一句话，如果没有听明白就一定要问清楚，如何请求对方重复或解释呢?Will you repeat it, please?请再说一遍，好吗?Would you mind saying it again?请再说一遍。
I beg your pardon?请再说一遍。
I'm sorry I didn't catch your meaning. Will you say it again?对不起，我没明白你的意思。
您再说一遍吧。
I don't understand what you say.我不明白你说什么。
I'm sorry I don't follow you.对不起，我不懂你的话。
Will you speak a little more slowly?请说慢一点。
Will you slow down a bit? I can't follow you.请再说慢一点吧。
我没明白。
Will you explain what you mean?请解释一下你的意思吧。
Could you be more specific?能否再具体一些。
201X年商务英语谈判实例2Dan Smith是一位美国的健身用品经销商，此次是Robert Liu第一回与他交手。
就在短短几分钟的交谈中，Robert Liu既感到这位大汉粗犷的外表，藏有狡兔的心思――他肯定是沙场老将，自己绝不可掉以轻心。
双方第一回过招如下：D: I‘d like to get the ball rolling(开始)by talking about prices.R: Shoot.(洗耳恭听)I‘d be happy to answer any questions you may have.D: Your products are very good. But I‘m a little worried about the prices you‘re asking.R: You think we about be asking for more?(laughs)D: (chuckles莞尔) That‘s not exactly what I had in mind. I know your research costs are high, but what I‘d like is a 25% discount.R: That seems to be a little high, Mr. Smith. I don‘t know howwe can make a profit with those numbers.D: Please, Robert, call me Dan. (pause) Well, if we promisefuture business――volume sales(大笔交易)――that will slash your costs(大量减低成本)for making the Exec-U-ciser, right?R: Yes, but it‘s hard to see how you can place such large orders. How could you turn over(销磬)so many? (pause) We‘d need a guaranteeof future business, not just a promise.D: We said we wanted 1000 pieces over a six-month period. What if we place orders for twelve months, with a guarantee?。
商务英语谈判案例
商务英语谈判案例商务英语谈判案例实例1：Jay is a bissiness who works on gymnasium equipment，and it was the first meeting between yoyo and him. In just a few minutes of the conversation, yoyo felt that this big fellow with a straightforward appearance kept a mind of a cunning rabbit .Known that the guy was skilled in this way ,he took great care in the negotiation.In the first round ,their covercition was as follows:D: shall we start? R=YoyoR: yes. I’d be glad to answer any questions you may have.D: Your product leaves me a deep impression. But I'm a little worried about the prices.R: Don’t worry. Before we quote the price, plz tell us the exact quantity you want.D: I’m not sure still. I know your r esearch costs are high, but I prefer 20% discount.R: No, no.no.you must be kidding. That’s a big cut, and it will make us no profit.D: if we promise future business that will reduce your costs for products, right?R: Yes, but it's hard to see how you can place such large orders. (Pause) We need a guarantee of future business, not just a promise.D: We said we wanted 500 pieces over a 3-month period. What if we place orders for 6 months, with a guarantee? R: If you can guarantee that on paper, I think we can discuss this further. But even with volume sales, our coats won't go down much.D: so, what are your propose?R: We could give you a cut. But not 20%,we can grant 10% at most, that’s the best we can do.D: That's a big change from 20! 10 is beyond my deadline. (pause) Any other ideas?R: I don't think I can make a decision right now. Why don't we talk again tomorrow?D: Sure. I must talk to my office anyway. I hope we can find some common ground on this.NEXT DAYD: yoyo, sorry to tell you that we cannot accept your quotation; let’s came up with some thing else.R: I hope so, jay. My aim is to negotiate hard on this oeder――but I'm trying very hard to reach some middle ground. D: I understand. We suggest a structured deal. For the first 3 months, we get a discount of 15%, and the next 3 months we get 12%.R: Dan, I can't bring those numbers back to my office――they'll reject it directly.D: Then you'll have to think of something better, yoyo.R: How about 12% the first 3 months, and the second 3 months at 10%, with a guarantee of 1500 units?D: That's a large numbers to sell, with such low profit.R: It's about the best we can do, jay. (pause) We need to figure something out today. If I go back empty-handed, I may be coming back to you soon to ask for a job. (smiles)D: (smiles) O.K., 12% the first six months, 10% for the second?!R: so,that’s the deal. D:yes,nice cooperation!(握手)实例2：Business NegotiationA: The seller Miss Lin representing Huaxin Trading Co.,Ltd.B: The buyer Mr. Cai representing James Brown&Sons Co.,Ltd.A: Good morning, Mr. Cai. Glad to meet you.B: Good morning, Miss Lin. Its very nice to see you in person.Let me introduce my colleagues to you. This is my manager, Mr. Jia.A: How do you do? Mr.Jia.B: How do you do? Miss Lin. Nice to meet you.B: ....And this is Mr. Wang. He is in charge of sales department. This is Miss Huang. She is in charge of business with clents.A: Nice to meet you, Miss Huang, Mr. Wang.B: Nice to meet you, Miss Lin.A: How are things going?B: Everything is nice.A: I hope through your visit we can settle the price for our Chinaware, and conclude the business before long.B: I think so, Miss Lin. We came here to talk to you about our requirements of HX Series Chinaware. Can you show us your price-list and catalogues?A: Weve specially made out a price-list which cover those items most popular on your market. Here you are.B: Oh, its very considerate of you. If youll excuse me, I ll go over your price-list right now.A: Take your time, Mr. Cai.B: Oh, Mr, Wang. After going over your price-list and catalogues, we are interested in Art No. HX1115 and HX 1128, but we found that your price are too high than those offered by other suppliers. It would be impossible for us to push any sales at such high prices.A: Im sorry to hear that. You must know that the cost of production has risen a great deal in recent years while our pricesof Chinaware basically remain unchanged. T o be frank, our commodities have always come up to our export standard and the packages are excellent designed and printed. So our products are moderately priced.B: Im afraid I cant agree with you in this respect. I know that your products are attractive in design, but I wish to point out that your offers are higher than some of the quotations. Ive received from your competitors in other countries. So, your price is not competitive in this market.A: Mr. Cai. As you may know, our roducts which is of high quality have found a good market in many countries. So you must take quality into consideration, too.B: I agree with what you say, but the price difference should not be so big. If you want to get the order, youll have to lower the price. Thats reasonable, isnt it?A: Well, in order to help you develop business in this line, we may consider making some concessions in your price, but never to that extent.B: If you are prepared to cut down your price by 8%, we might come to terms.A: 8%? Im afraid you are asking too much. Actually, we have never gave such lower price. For friendships sake, we may exceptionally consider reducing the price by 5%. This is the highest reduction we can afford.B: You certainly have a way of talking me into it. But I wonder if when we place a larger order, youll farther reduce your prices.I want to order one container of HX1115 and 438 sets of HX1128.A: Mr. Cai, I can assure you that our price is most favourable. We are sorry to say that we can bring our price down a still lower level.B: Ok, I accept. Now lets 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.。
常用商务谈判：商务谈判英语实例[一]商务,英语,谈判.doc
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常用商务谈判：商务谈判英语实例[一]-商务,英语,谈判-商务指南-：常用谈判的应用范围越来越广，商人需要补充的不仅仅是单纯的商务英语单词，还需要强化具体场景的模拟训练，保证在正式商务谈判场合不失礼节，应用自如。
小总结了商务谈判中的英语实战技术，希望对大家有所帮助。
Dan Smith是一位美国的经销商，此次是Robert Liu第一回与他交手。
就在短短几分钟的交谈中，Robert Liu既感到这位大汉粗犷的外表，藏有狡兔的心思，他肯定是沙场老将，自己绝不可掉以轻心。
双方第一回过招如下：D: I’d like to get the ball rolling(开始)by talking about prices. R: Shoot.(洗耳恭听)I’d be happy to answer any questions you may he.D: Your products are very good. But I’m a little worried about theprices you’re asking.R: You think we about be asking for more?(laughs)D: (chuckles莞尔) That’s not exactly what I had in mind. I know your research costs are high, but what I’d like is a 25% discount. R: That seems to be a little high, Mr. Smith. I don’t know how we can make a profit with those numbers.D: Please, Robert, call me Dan. (pause) Well, if we promise future business――volume sales(大笔交易)――that will slash your costs(大量减低成本)for making the Exec-U-ciser, right?R: Yes, but it’s hard to see how you can place such large orders. How could you turn over so many? (pause) We’d need a guarantee of future business, not just a promise.D: We said we wanted 1000 pieces over a six-month period. What if we place orders for twelve months, with a guarantee?R: If you can guarantee that on paper, I think we can discuss this further.。
business negotiation case 商务谈判实例
W: The blue and white porcelains of China are very popular in America. We are thinking of placing a large order. We are especially interested in the series RH60. Shall we have your most favorable offer?
Z:这真是一笔很大的交易，我方可以考虑给您5%的折扣，希望能让你方满意。
N: Well, that’s a large order. we can think about offer you 5% discount of the prices, which I hope will be satisfactory to you.
W: Oh, yes, we took a round yesterday and found the exhibits so attractive. We are especially interested in your blue and white porcelains.
D:是的，我们昨天转了转，发现展品很有吸引力。尤其是你们的青花瓷，我们特别感兴趣。
D:很遗憾，这个报价我们还是不能接受，鉴于我方市场对此货的需求日增，务必请您考虑给予特殊折扣。
W: Miss Zhao, to come straight to the point, our business could be mutually beneficial. We have another offer for a similar one at a much lower price. Please carefully consider our proposal, which will lead to a larger business between us.
商务谈判英语实例 Business Negotiation
商务谈判英语实例Business NegotiationA: The seller Miss Lin representing Huaxin Trading Co., Ltd.B: The buyer Mr. Cai representing James Brown & Sons Co., Ltd.A: Good morning, Mr. Cai. Glad to meet you.B: Good morning, Miss Lin. It's very nice to see you in person.Let me introduce my colleagues to you. This is my manager, Mr. Jia.A: How do you do? Mr. Jia.B: How do you do? Miss Lin. Nice to meet you.B: ....And this is Mr. Wang. He is in charge of sales department. This is Miss Huang. She is in charge of business with clients.A: Nice to meet you, Miss Huang, Mr. Wang.B: Nice to meet you, Miss Lin.A: How are things going?B: Everything is nice.A: I hope through your visit we can settle the price for our Chinaware, and conclude the business before long.B: I think so, Miss Lin. We came here to talk to you about our requirements of HX Series Chinaware. Can you show us your price-list and catalogues?A: We've specially made out a price-list which cover those items most popular on your market. Here you are.B: Oh, it's very considerate of you. If you'll excuse me, I 'll go over your price-list right now.A: Take your time, Mr. Cai.B: Oh, Mr, Wang. After going over your price-list and catalogues, we are interested in Art No. HX1115 and HX 1128, but we found that your price are too high than those offered by othersuppliers. It would be impossible for us to push any sales at such high prices.A: I'm sorry to hear that. You must know that the cost of production has risen a great deal in recent years while our prices of Chinaware basically remain unchanged. To be frank, our commodities have always come up to our export standard and the packages are excellent designed and printed. So our products are moderately priced.B: I'm afraid I can't agree with you in this respect. I know that your products are attractive in design, but I wish to point out that your offers are higher than some of the quotations. I've received from your competitors in other countries. So, your price is not competitive in this market.A: Mr. Cai. As you may know, our products which are of high quality have found a good market in many countries. So you must take quality into consideration, too.B: I agree with what you say, but the price difference should not be so big. If you want to get the order, you'll have to lower the price. That's reasonable, isn't it?A: Well, in order to help you develop business in this line, we may consider making some concessions in your price, but never to that extent.B: If you are prepared to cut down your price by 8%, we might come to terms.A: 8%? I'm afraid you are asking too much. Actually, we have never given such lower price. For friendship's sake, we may exceptionally consider reducing the price by 5%. This is the highest reduction we can afford.B: You certainly have a way of talking me into it. But I wonder if when we place a larger order, you'll farther reduce your prices. I want to order one container of HX1115 and 438 sets of HX1128.A: Mr. Cai, I can assure you that our price is most favourable. We are sorry to say that we can bring our price down a still lower level.B: Ok, I accept. 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: Ok, I see. How about packing the goods?A: We'll pack HX115 in carton of one set each; HX1128 in cases of one set each, two cases to a carton.B: I suggest the goods packed in cardboard boxes; it's more attractive than cartons. Do you think so?A: Well, I hope the packing will be attractive, too.B: For transaction concluded on CIF basis, insurance is to be covered by the sellers for 110% of invoice value against WPA. Clash & Breakage and War Risk.A: This term less these goods should damage in transit. I agree with it.B: I'm glad we have brought this transaction to a successful conclusion and hope this will be the beginning of other business in the future. Let's confirm these items we concluded at the moment.A: Yes, we concluded as follows: 532 sets of HX1115 at the price of USD 23.50 per set to be packed in cardboard boxes of one set each and to be shipped CIF 5 Toronto; 438 sets of HX1128 at the price of USD 14.50 per set to be packed in case of one set each, two cases to a cardboard box and to be shipped CIF 5 Toronto.B: All right. By the way, when can I expect to sign the S/C?A: Mr. Cai, 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 Lin.A: See you and thanks for coming, Mr. Cai.。
商务谈判案例模拟英文
商务谈判案例模拟英文Business Negotiation Case Study Simulation。
In the world of business, negotiation is a crucial skill that can make or break a deal. It requires a combination of strategy, communication, and flexibility to achieve a successful outcome. In this case study, we will explore a simulated business negotiation scenario to understand the key elements of a successful negotiation process.The Scenario:You are a sales manager for a technology company, and you are in negotiations with a potential client for a large-scale software implementation project. The client is a multinational corporation with a strong presence in the market, and they have expressed interest in your company's software solutions. However, they have also received proposals from your competitors and are considering their options carefully. Your goal is to secure the contract and win the client's trust and confidence.Preparation:Before entering the negotiation, it is essential to conduct thorough preparation. This includes researching the client's needs, understanding their business objectives, and identifying potential areas of agreement and disagreement. Additionally, it is crucial to have a clear understanding of your own company's strengths and weaknesses, as well as the value proposition of your software solutions.Opening the Negotiation:As the negotiation begins, it is important to establish a positive and collaborative tone. Start by expressing appreciation for the opportunity to discuss the potential partnership and emphasize your company's commitment to meeting the client's needs. It is also essential to actively listen to the client's concerns and priorities, demonstrating empathy and understanding.Building Trust and Rapport:Building trust and rapport with the client is a critical aspect of the negotiation process. This can be achieved by being transparent and honest in your communication, offering insights and solutions that align with the client's objectives, and demonstrating a willingness to collaborate and find mutually beneficial outcomes. Additionally, showcasing your company's track record of successful implementations and satisfied clients can help build credibility and trust.Exploring Options and Finding Common Ground:During the negotiation, it is important to explore various options and alternatives to find common ground. This may involve discussing different pricing models, customization options, or additional services that can add value to the client's business. By being creative and flexible in exploring options, you can demonstrate your commitment to meeting the client's unique needs and finding a solution that works for both parties.Handling Objections and Challenges:In any negotiation, it is common to encounter objections and challenges from the other party. It is important to address these concerns with professionalism and confidence, offering clear and compelling responses that address the client's underlying interests and priorities. By reframing objections as opportunities for collaboration and problem-solving, you can steer the negotiation towards a positive direction.Closing the Deal:As the negotiation reaches its conclusion, it is essential to clearly outline the terms of the agreement and ensure that both parties have a shared understanding of the proposed partnership. This includes discussing the scope of the software implementation, the timeline for delivery, and the terms of payment. Additionally, it is important to express gratitude for the client's consideration and reaffirm your commitment to delivering exceptional value.Conclusion:In conclusion, successful business negotiation requires a strategic and collaborative approach that focuses on building trust, understanding the client's needs, and finding mutually beneficial solutions. By following the key principles outlined in this case study, you can enhance your negotiation skills and increase the likelihood of achieving positive outcomes in your business negotiations.。
商务英语谈判案例集分析
商务英语谈判案例集分析精品文档--------------------------精品文档，可以编辑修改，等待你的下载，管理，教育文档---------------------------------------------------------------------------------------------------------------------------------------------------------------史蒂夫的销售报价策略姜德才环境与测绘学院 07103077 (一)案情:史蒂夫是爱姆垂旅店董事会成员，但是旅店的地理位置是在不理想，董事会曾委派一个小组委员会，调查了将爱姆垂旅店从萨默维尔迁到一个安静的、半居住性的社区的可能性。
但从财务上看，搬迁是不可行的，因而搬迁的想法就被打消了。
几个月以后，一位名叫威尔逊的先生先找爱姆垂旅店的经理——彼得斯夫人。
威尔逊表示他的公司愿意买下爱姆垂旅店。
董事会委派史蒂夫去办理这项有希望的交易。
史蒂夫根据对威尔逊的商业往来所作的一些调查，认为他是一位有信誉的合法商人。
史蒂夫意识到，威尔逊想买爱姆垂旅店，可能是想在这里建造公寓。
威尔逊希望马上讨论价格问题，而是蒂夫则需要两个星期来做这些谈判准备工作。
史蒂夫初步确定旅馆的开盘价格在接下来的12天里，史蒂夫做了几件事。
首先，他想要确定爱姆垂旅店的保留价格或等够轻易成交的价格。
史蒂夫得知，位于梅德福和位于奥尔斯顿的两个地点是可以用一个合适的价格买到的。
他得知:梅德福德那块房地产可以175000美元的价格买下来，奥尔斯顿的那块可以235000美元的价格买下来。
史蒂夫断定，爱姆垂旅店搬迁到梅德福至少需要220000美元，而搬迁奥尔斯顿则至少需要275000美元。
奥尔斯顿的那个地点(需275000美元)比梅德福的那个地点(220000美元)好得多，而后者又比现在爱姆垂的这个好。
所以史蒂夫决定，他得保留价格是220000美元。
英语商务谈判技巧与案例
英语商务谈判技巧与案例商务谈判是商业交流中至关重要的一环，能够决定合作伙伴之间的关系和业务成果。
而对于国际商务谈判，尤其要注意语言与文化的差异，因此熟悉英语商务谈判技巧是必不可少的。
要进行一次成功的商务谈判，首先需要了解对方的背景信息。
提前调查了解对方公司的业务范围、经营状况以及其在该行业的地位，这样可以为谈判提供更好的准备。
确保拥有充分的信息，才能在谈判中更加自信。
其次，在商务谈判中，语言表达和沟通能力至关重要。
在英语商务谈判中，要通过简洁明了的语言表达自己的观点和诉求，避免使用过于复杂的词汇或术语。
同时，要注意语速和语调，尽量避免口音过重或是错误的语法使用，以免造成误会。
另外，充分倾听对方的观点也是十分重要的，尊重对方并积极回应，可以建立良好的沟通氛围。
在商务谈判中，灵活运用时间和议程管理也是至关重要的技巧。
在确定会议时间时，要考虑到各方的时间差异以及各自的日程安排。
在会议开始之前，明确谈判议程，确保各个议程点有足够的时间被讨论，同时要留出时间给各方提问和回答问题。
妥善管理时间，避免谈判拖延，可以提高谈判的效率和成果。
除了以上的技巧外，商务谈判中的案例也是我们学习的重要资源。
下面将介绍一个实际的案例，以更好地理解并应用英语商务谈判技巧。
假设你是一家中国制造公司的销售经理，你的公司生产高品质的电子产品，在国际市场上备受好评。
你收到一家美国公司的合作邀请，他们希望代理你公司的产品并在美国市场上销售。
你决定与他们进行商务谈判。
在谈判过程中，首先，你需要了解他们公司的背景情况。
这家美国公司是一家知名的电子产品分销商，拥有广泛的销售渠道和客户资源。
然后，在语言表达和沟通方面，你需要准备一个简洁明了的介绍，以便向对方介绍你公司的产品和优势。
同时，你要倾听他们对你产品的需求和意见，确保你了解他们的期望。
接下来是时间和议程管理。
你需要找到合适的时间进行谈判，并在会议开始之前明确谈判议程。
你可以将各个议程点列出来，并根据重要程度安排时间。
商务英语谈判案例
商务英语谈判案例在商务领域，谈判是非常重要的环节，能否成功达成协议往往取决于谈判双方的沟通技巧和谈判策略。
今天我们将通过一个实际的案例来探讨商务英语谈判的技巧和要点。
案例背景：A 公司是一家知名的跨国企业，他们希望与B 公司合作开发新产品，双方已经进行了几轮谈判，但在价格和合作条款上一直无法达成一致。
首先，我们来看看在这个案例中，双方可能会面临的问题和挑战。
首先，双方在价格上的分歧是一个主要问题。
A 公司希望以较低的价格购买 B 公司的产品，而 B 公司则认为他们的产品价值更高，希望得到更多的利润。
其次，合作条款方面的分歧也是一个挑战。
双方在产品研发、市场推广、利润分配等方面存在分歧，需要通过谈判来达成一致。
在这种情况下，双方如何进行商务英语谈判呢？首先，双方需要保持冷静和理性，不要被情绪左右。
双方可以通过客观的数据和事实来支持自己的立场，避免过多的主观臆断和情绪化的言辞。
其次，双方需要善于倾听和理解对方的立场和需求。
通过倾听对方的意见和建议，可以更好地把握对方的底线和诉求，有针对性地提出自己的建议和解决方案。
在商务英语谈判中，语言表达和沟通技巧也是非常重要的。
双方需要使用准确、清晰的语言表达自己的观点和意见，避免歧义和误解。
同时，双方还可以运用一些谈判技巧，比如“正面回应、反问追问、陈述差异、积极沟通”等，来增加谈判的灵活性和效果。
最后，在商务英语谈判中，双方需要注重合作和共赢的理念。
双方可以通过讨论合作的长远发展和共同利益，来增加谈判的成功概率。
双方可以共同探讨如何在价格和合作条款上找到一个双方都能接受的方案，实现合作共赢。
总结起来，商务英语谈判是一门艺术，需要双方在语言表达、沟通技巧、理性思维和合作共赢上下功夫。
通过本案例的分析，我们可以更好地理解商务英语谈判的要点和技巧，希望对大家在实际工作中有所帮助。
商务英语谈判案例
商务英语谈判案例分析Jay is a bissiness who works on gymnasium equipment，and it was the first meeting between yoyo and him. In just a few minutes of the conversation, yoyo felt that this big fellow with a straightforward appearance kept a mind of a cunning rabbit .Known that the guy was skilled in this way ,he took great care in the negotiation.In the first round ,their covercition was as follows:D: shall we start? R=Y oyoR: yes. I’d be glad to answer any questions you may have.D: Y our product leaves me a deep impression. But I'm a little worried about the prices.R: Don’t worry. Before we quote the price, plz tell us the exact quantity you want.D: I’m not sure still. I know your research costs are high, but I prefer 20% discount.R: No, no.no.you must be kidding. That’s a big cut, and it will make us no profit.D: if we promise future business that will reduce your costs for products, right?R: Y es, but it's hard to see how you can place such large orders. (Pause) We need a guarantee of future business, not just a promise.D: We said we wanted 500 pieces over a 3-month period. What if we place orders for 6 months, with a guarantee?R: If you can guarantee that on paper, I think we can discuss this further. But even with volume sales, our coats won't go down much.D: so, what are your propose?R: We could give you a cut. But not 20%,we can grant 10% at most, that’s the best we can do.D: That's a big change from 20! 10 is beyond my deadline. (pause) Any other ideas?R: I don't think I can make a decision right now. Why don't we talk again tomorrow?D: Sure. I must talk to my office anyway.I hope we can find some common ground on this.NEXT DAYD: yoyo, sorry to tell you that we cannot accept your quotation; let’s came up with some thing else.R: I hope so, jay. My aim is to negotiate hard on this oeder――but I'm trying very hard to reach some middle ground.D: I understand. We suggest a structured deal. For the first 3 months, we get a discount of 15%, and the next 3 months we get 12%.R: Dan, I can't bring those numbers back to my office――they'll reject it directly.D: Then you'll have to think of something better, yoyo.R: How about 12% the first 3 months, and the second 3 months at 10%, with a guarantee of 1500 units?D: That's a large numbers to sell, withsuch low profit.R: It's about the best we can do, jay. (pause) We need to figure something out today. If I go back empty-handed, I may be coming back to you soon to ask for a job. (smiles) D: (smiles) O.K., 12% the first six months, 10% for the second?!R: so,that’s the deal. D:yes,nice cooperation!（握手）In the whole process of the negotiatin ,Robert had always been taking advantages. He was cleat that in the Asia part ,his company was the best choice of opponents,and hold a hard attitude all the way in the negotiation.In the first ,it was Dan who came up with the topic of price and gave out more informations about price negotiating by which time he lost the initiative. While Robert did more better , in the first round ,when Dan came up with the idea of big deals he insisted on the point that he need a guarantee of future business instead of a promise. In this way ,Dan put forward a Concrete plan and agree to make a guarantee to win Robert’s agree to consult about the price.Later in the second round ,they had a fierce discuss on the final price .With a problem of cost ,Robert gave out a price which is too far away from Dan’s expectation and finally they agree to have one day off for consideration.By this time,Robert had got the idea of the boss that to be hard, this day off was time for Dan’s consideration. This action was intelligent and polite.Then the next day, indeed as expected,Dan reduced request again. Two different discount rates in two pierods. This time,their discuss didn’t comt to an agreement again time. Then ,Robert made a humous , If I go back empty-handed, I may be coming back to you soon to ask for a job. And finally achieved his purpose.Soon ,Robert turned to the Freight scale and asked for longer time to stock up which was nother big success. Besides what surprised us was the other result that Make it ten years, increase the unit price, and provide technology transfer.In the end , the negotiation was a total success that brount both Short-term interest and long-term cooperation program. Mr Robert succesfully used many skills in negotiation and won the victory of the game.A:为出口公司B:为国外进口公司场景一：价格谈判A和B开门走进办公室……A: please take your seat,---B:Thank you.A:After anttending our new product launch meeting,you must have a detail idea about our products,---.Now please let me know what kinds of flowers you are interested.(A递给B 一个产品目录册，B迅速地翻阅并作出标记)B:Y es,your flowers are pretty beautiful and leave me a deep impression.(A接过B递回的册子，翻阅)B:And I’d like to get the ball rolling by talking about the price.what prices will you offer for these I’ve marked?A:---,before we quote price please tellme how many flowers you are going to buy.B:for No.10 we’d like to phurchase 1500 units,No.20,1000 units and 1000 units for No.30.A:The usual price for No10 is 25 USD,for No20,35,and No30,50USD.they are all on the trade term of CIF Sydney.B:I think it’s unacceptable for us,you know the market has shrinked a lot during the economic ressesion period. A:we understand it,but you know these flowers are good for value.And they are newly cultivated after we tried a lot for genetic transplant.I believe you know the cost we spent.B:yes, I know that,---,it’s because of that ,I hope we can cooperate to open the market.If the price is reasonable, the large volume sales will be easy to reach,and that can remedy your large cost,right?A: (考虑片刻)Considering it’s the first time we do business and long-term cooperation in future, we can cut 1 USD for the price which we usual don’t do . B:1 USD? It makes no difference.we need more.and to be frank,we want the price to be 20,25 and 40 USD for each kind.A:No,no,no,I think you are kidding….---,that’s a big cut ,and it will make us have no returns.B:(表情严肃，犹豫片刻)Then how about 22,30 and 45 USD.A:That’s still leave us a little of margin,but increase 500 hundreds units for each kind,we can make it.B:That’s hard for us,you know it is a large size,and we can’t keep them for a long time.A:The season of large demand for flowers is coming,we guarantee the delivery within 1 month, that can be helpful for your quick sale. B:The delivery should be within 1 month, otherwise I cannot place the order. Now let’s reach some middle ground,you allow a 20% discount,I increase the order quantity by 500 hundreds units at that new price.A:20% discount? The policy regulates the maxium discount is within 15% in our company. And if you want to get the discount,the units you ordered have to overpass 2000 for each item.B:2000 units?we can’t take that many.Though you can’t offer us 15% discount,10% is ok.I hope you can accept it.---A:---,we can grant 8% at most,that’s the best we can do.A nd I ensure we have allow the prelivige for you.(A’s cellphone rings)A:Sorry,---,please allow me to spare a few minutes for answering the phone. B:please help yourself.(A走出办公室，B掏出手机打电话)B:hello,is that ---,this is --- calling from---C:Hi,---,this is ---,How is the business going?B:It’s tough.we are discussing price.Have you seen the brochures I sent.For No10,20 and 30,they offer us unit price of 20,25 and 40 USD on trade term of CIF Sydney with quantity of 2000,1500 and 1500 for each kind,and they also allow a 8% discount,but I want to win more.What’s your idea?C:I have checked that.they have a good reputation and quanlity products,and the price condition is also competetive,if you can’t go further,accept thatl.B:Ok,I get it.byeA接完电话回来A:Sorry,I’ve be delayed. It’s an important call from my gerenal mangage. Let’s continue.(拿着册子看了下)I ensure we have offered you our best price. AndI really hope we can begin our business relationship from this transaction.B:Y ou are a good negotiator,and I accept that.A:Great,that’s a deal.After a lon g negotiation,you must be tired.N ow let’s go to have a rest and drink some coffee.场景二：包装、支付方式、保险等条款A:---,we have decided the price, now let’s get down to some detail requirements of the products you order.First, we’d like to know how you would like the flowers are packed.B:For No.10 ,each bunch of flower should be packed in a clear transparent plastic bag ,each bag to a paper box, 100 boxes to a carton.we require the plastic bags should be in 7 different colors,and the quality of each bag should be grade AAA with degree of transparency of 100%.A:Grade AAA is large spend for us,we can’t meet your standard.The most we can do is to use gradeA.If you insist,we have to take 15 cents extra charge for each bag.B:If you can guarantee the quality and make sure each bunch of flower to reach customers without defections,I can agree that.A:Please don’t worry,---,we can guarantee.B:For No20 and No30,each pot of flower to a wooden box,each box should be moisture-conditioned.6 articles of No.20 and 6 aritcles of No30 to a wooden case.A:It will be a waste of wood,if you use box and case at the same time.we can use wood blocks to separate the flowerpots.B:No,I can’t agree.If having no case packing, the flowers are inconvenient to convey and easy to be broken.So please do as I say. A:Ok.And what’s the requirement for shiping marks?B:We need cartons and wooden boxes painting our company name for short,loading port and number.And of course,some indication marks,such as fragile,keeping upright should be put on. A:Anything more?B:I think no more. That’s all.A:I get it. For package,it’s setttled. Then let’s discuss something about payment. As you know for the first time we deal with business we usually accept letter of credit.B:Letter of credit is very complex and inconvenient, I hope you can change it to remittance. That will be more flexible.A:No, we can’t accept that. Though you are right, remittance is flexible, for us,it has more risk. It’s the policy in our company that we have to accept L/C when we are in business for the first time.B:But I’m afraid that if there’s many times of remedy for L/C,it will waste a lot of time, and we can’t get the flowers on the best occasion to sell. Then how about D/P?A:Sorry,---. We have to obey the regulation.B:But who will take the loss when you delay our time to sell the flowers?A:Perhaps. Then I have to go against the policy. 70% of the sales money should be paid by L/C, the balance by D/P. We can’t go further.B:Ok. What bank will be suitable for your negotiation?A:Bank of China quanzhou branch.B:Sorry, we have no business with bank of China,we usually choose HSBC for negotiation bank in China.A:That will be inconvenient for us. To draw the money, we have to go to xiamen.B:We will allow HSBC to transit its transaction to BOC. Is that ok?A:Alright.切换场景A给B端一杯咖啡…..B: Y ou have mentioned your price is based on CIF Sydney, but now we find that Sydney port not suitable for us to take the delivery. We’d like to change it to Melpomene[mel’pɔmini:].A:I’m afraid that there’s no direct voyage to Melpomene. If so, we have to deliver the flowers in transshipment. B:Transshipment is not allowed,neither is partial shipment. Perhaps you arrange it by charter.A:No,---,it’s a big c ost. We can’t do that. If you can undertake part of the charter fees, we can manage that.B:Is Perth ok?A:Perth is a good choice. Do you have any other requirement?B:We also need the insurance to be effected for 130% of the invoice value covering all risks as per ICC.A:130% and all risks? That will increase our spend. We usually commence 110% of invoice value.B:No, we need that. It’s usual our practice and none of trade companies have ever refused it.A:Let’s put the markup to 15%, reaching a middle ground, alright?B:At least 20%.A:Ok, 20%. And talk about document instructions?B:Full set of documents of ocean bill of lading in 3 orinigals and 5 copies, insurance policy, certificate original, and certificate of inspection, all certificate should mark credit number. A:Get it. Any more?B:It seems all are included.A:Let me check. Price, package, payment, insurance, documents. Y es ,all are well negotiated. Pleasehave a look.---B: (仔细看了下)All have been in the list. A:(起身，伸出手，同---握手)Thank you,---.I hope this is a very excellent begin of our business.。
有关商务谈判的英文例子（精选6篇）
有关商务谈判的英文例子（精选6篇）有关商务谈判的英文例子篇1Dan上回提议前半年给他们二成折扣，后半年再降为一成半，经Robert推翻后，Dan再三表示让步有限。
您知道Robert在这折扣缝隙中游走，如何才能摸出双方都同意的数字呢?他从锦囊里又掏出什么妙计了呢?请看下面分解：R： How about 15% the first six months， and the second six months at 12%， with a guarantee of 3000 units?D：That’s a lot to sell， with very low profit margins。
R：It’s about the best we can do， Dan. (pause) We need to hammer something out (敲定)today. If I go back empty-handed， I may be coming back to you soon to ask for a job. (smiles)D：(smiles) O.K.，17% the first six months，14% for the second?!R：Good. Let’s iron out(解决)the remaining details. When do you want to take delivery(取货)?D：We’d like you to execute the first order by the 31st。
R：Let me run through this again：the first shipment for 1500 units，to be delivered in 27 days，by the 31st。
D：Right. We couldn’t handle much larger shipments。
英文谈判案例——ShoppingToteNegotiation
Parties involved in the case:
Party A: Company L
a US trading company Party B: Company P a bag supplier which was locat
ed in Xiamen Area Party C: Company X Client X corp ; one of the local
to some of the bag suppliers We got quotations from suppliers very soon and found that P
provided the best price
times the compensation may not cover the expenses paid to the Lawyers
Phase 1 quotation
After received the 50;000 pieces shopping tote order from X; we sent the enquiry
Many manufactures even refuse to take any new orders because their existing orders were already too much for this year’s production schedule
Third; if the Chinese supplier refused to fill the order; the foreign buyer would suffer a loss from a lack of goods supply; and it
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谈判案例分析
作者：环测学院测绘10-3班
学号：背景介绍：我国从日本S汽车公司进口大批FP——148货车，使用时普遍发生严重质量问题，致使我国蒙受巨大经济损失。
为此，我国向日方提出索赔。
日方：是的，有的车子轮胎炸裂，挡风玻璃炸碎，电路有故障，铆钉震断，有的车架偶有裂纹。
（分析：谈判一开始，中方简明扼要地介绍了FP148货车在中国各地的损坏情况以及用户对此的反应。
中方在此虽然只字未提索赔问题，但已为索赔说明了理由和事实根据，展示了中方谈判威势，恰到好处地拉开了谈判的序幕，日方对中方的这一招早有预料，因为货车的质量问题是一个无法回避的事实，日方无心在这一不利的问题上纠缠）
中方：贵公司代表都到现场看过，经商检和专家小组鉴定，铆钉非属震断，而是剪断，车架出现的不仅仅是裂纹，而是裂缝、断裂！而车架断裂不能用‘有的’或‘偶有’，最好还是用比例数据表达，更科学、更准确……（分析：中方觉察到对方的用意）
日方：请原谅，比例数据尚未准确统计。
中方：那么，对货车质量问题贵公司能否取得一致意见？（分析：中方对这一关键问题紧追不舍）
日方：中国的道路是有问题的。
（分析：日方转了话题，答非所问）
中方：诸位已去过现场，这种说法是缺乏事实根据的。
日方：当然，我们对贵国实际情况考虑不够……
中方：不，在设计时就应该考虑到中国的实际情况，因为这批车是专门为中国生产的。
（分析：中方步步紧逼，日方步步为营，谈判气氛渐趋紧张。
中日双方在谈判开始不久，就在如何认定货车质量问题上陷入僵局）
日方：货车质量的问题不至于到如此严重的程度吧？这对我们公司来说，是从未发生过的，也是不可理解的。
（分析：日方坚持说中方有意夸大货车的质量问题）
中方：这里有商检、公证机关的公证结论，还有商检拍摄的录像。
如果…（分析：中方觉得该是举证的时候）
日方：不！不！对商检公证机关的结论，我们是相信的，我们是说贵国是否能够作出适当让步。
否则，我们无法向公司交待。
（分析：日方在中方所提质量问题攻势下，及时调整了谈判方案，采用以柔克刚的手法，向对方踢皮球，但不管怎么说，日方在质量问题上设下的防线已被攻克了。
这就为中方进一步提出索赔价格要求打开了缺口。
随后，对FP——148货车损坏归属问题上取得了一致的意见。
日方一位部长不得不承认，这属于设计和制作上的质量问题所致）。