Minute 1(商务英语谈判)
期末考谈判剧本国际商务谈判英语剧本（合集5篇）
期末考谈判剧本国际商务谈判英语剧本（合集5篇）第一篇：期末考谈判剧本国际商务谈判英语剧本Role playCast:Team A: Amanda(A)Jay(J)Team B: Tracy(T)Finely(F)F: Nice to meet you, my name is Finely Lee, I am the general manager of Beijingyishi trade limited company.This is my assistant ,Tracy.T: Nice to meet you.J: Nice to meet you,too.my name is Jay Xu, I’m the general manager of German Rising Star limited company.this is my assiatant , Amanda.A:nice to meet you.F:welcome to china , We don't know whether you are satisfacted with our arrangement of “the Great Wall tour”?J: We are very, very satisfied.Beijing is a city with a long history, the world famous cultural ancient capital, today we see her charm, and have a look at last.Thank you very much , we are looking forward to the cooperation with your company.F: My pleasure.Let’s come to the point!J: OK, here we go.F: you must have some idea of our company's international reputation and brand influence.J: obviously.Considering China's powerful potential consumer market, we hope to reach large quantities of trade with you.T:we know that your company is new but potential ,if we can reach to transfer the technology ,we believe that will benefit to both of us.A:We don’t know.we know you are a famous company ,but your technology is becoming obsolete ,and you need new technology to fresh your company.But we worried about if we lose freedom because transferred the technology.F:I don’t think it can be a problem between our cooperation.We can raise your visibility in our industry ,and we can share the 20%profit with your company ina year.A:That’s accepted.J:Let’s make a deal and sign a contract.F: I'm happy to be in this issue we reach a consensus.第二篇：国际商务谈判剧本国际商务谈判DV演示剧本第二幕：与日本公司谈判地点：内蒙古某著名商务会所人物：日本公司主谈人山本浩纯和助理山野杏子，中方主谈人何碧娜和参谈人王小姐场景：日方递名片，鞠躬，寒暄坐下。
商务英语谈判必须掌握的11大类词汇商务英语,词汇,谈判.doc
商务英语谈判必须掌握的11大类词汇-商务英语,词汇,谈判商务指南3、交货条件交货delivery轮船steamship(缩写S.S)装运、装船shipment租船charter (the chartered ship)交货时间time of delivery定程租船voyage charter装运期限time of shipment定期租船time charter托运人（一般指出口商）shipper, consignor收货人consignee班轮regular shipping liner驳船lighter舱位shipping space油轮tanker报关clearance of goods陆运收据cargo receipt提货to take delivery of goods空运提单airway bill正本提单original B\\\\L选择港（任意港）optional port选港费optional charges选港费由买方负担optional charges to be borne by the Buyers 或optional charges for Buyers’account一月份装船shipment during January 或January shipment一月底装船shipment not later than Jan.31st.或shipment on or before Jan.31st.一/二月份装船shipment during Jan./Feb.或Jan./Feb. shipment在......(时间)分两批装船shipment during....in two lots 在......(时间)平均分两批装船shipment during....in two equal lots 分三个月装运in three monthly shipments分三个月，每月平均装运in three equal monthly shipments立即装运immediate shipments即期装运prompt shipments收到信用证后30天内装运shipments within 30 days after receipt of L/C允许分批装船partial shipment not allowed partial shipment not permitted partial shipment not unacceptable4、交易磋商、合同签订订单indent订货；订购book; booking电复cable reply实盘firm offer递盘bid; bidding递实盘bid firm还盘counter offer发盘（发价）offer发实盘offer firm询盘（询价）inquiry;enquiry [2]。
商务英语negotiation
商务英语negotiation一、引言商务英语是在商业活动中使用的英语，它包括商业交流、商务谈判、商务信函、商业演讲等方面的内容。
而商务谈判是商务英语的重要组成部分，它在商业交易中起着举足轻重的作用。
本文将探讨商务英语谈判的一般原则、技巧和注意事项。
二、商务英语谈判的一般原则1. 诚信原则谈判双方应该本着诚实、守信的原则进行谈判，不以欺骗、误导对方为手段。
2. 合作原则在谈判过程中，双方应该本着合作、共赢的原则进行谈判，而不是采取零和博弈的态度。
3. 相互尊重原则在谈判中，双方应该相互尊重，不应该对对方进行人身攻击或侮辱。
4. 互惠原则在商务英语谈判中，双方应该本着互惠互利的原则进行谈判，而不是单方面追求自己的利益。
5. 灵活原则在商务英语谈判中，双方应该本着灵活应变的原则进行谈判，根据实际情况做出相应调整。
6. 求同存异原则在谈判中，双方应该注重求同存异，找到双方共同的利益点，同时尊重对方的差异。
三、商务英语谈判的技巧1. 语言表达技巧在商务英语谈判中，双方应该注意语言的表达技巧，用词准确、表达清晰，避免产生歧义。
2. 逻辑思维技巧在商务英语谈判中，双方应该善于运用逻辑思维，寻找问题的根源，找出解决问题的方法。
3. 沟通技巧在商务英语谈判中，双方应该善于沟通，倾听对方的意见，及时反馈自己的想法，避免双方产生误解。
4. 调控情绪技巧在商务英语谈判中，双方应该注意调控情绪，避免因情绪强烈而导致谈判破裂。
5. 听取建议技巧在商务英语谈判中，双方应该善于听取对方的建议，做出有效回应，寻找双方都能接受的方案。
6. 技术谈判技巧在商务英语谈判中，双方应该善于运用技术手段，比如数据分析、市场调研等，为谈判提供有力支持。
四、商务英语谈判的注意事项1. 准备充分在进入商务英语谈判前，双方都应该对谈判的内容、目标作出充分准备，以应对各种可能的情况。
2. 注意谈判场地商务英语谈判应该选择一个合适的场地，保证谈判的顺利进行。
商务英语谈判中常用的八个单词
商务英语谈判中常用的八个单词关于商业经营中的诚信原那么，中国自古就有"货真价实，童叟无欺"的八字经典，有趣的是，在英文中也有一个八字真言：NO TRICKS，从字面看来，与中文的意义非常相近，商务英语谈判中常用的八个单词。
不过"NO TRICKS"并不仅仅代表字面的意思，每一个字母还有更深一层的含义--谈判中的八种力。
谈判能力在每种谈判种都起到重要作用，无论是商务谈判、外交谈判，还是劳务谈判，在买卖谈判中，双方谈判能力的强弱差异决定了谈判结果的差异。
对于谈判中的每一方来说，商务谈判能力都八个方面，就是 NO TRICKS 每个字母所代表的八个单词：need, options, time, relationships,investment, credibility, knowledge, skills.NO TRICKS中的"N"代表需求（need）。
对于买卖双方来说，谁的需求更强烈一些？如果买方的需要较多，卖方就拥有相对较强的谈判力，你越希望卖出你的产品，买方就拥有较强的谈判力。
NO TRICKS中的"O"代表选择（options）。
如果谈判不能最后达成协议，那么双方会有什么选择？如果你可选择的时机越多，对方认为你的产品或效劳是唯一的.或者没有太多项选择择余地，你就拥有较强的谈判资本。
t代表时间（time），资料共享平台《商务英语谈判中常用的八个单词》( s:// )。
是指谈判中可能出现的有时间限制的紧急事件，如果买方受时间的压力，自然会增强卖方的的谈判力。
NO TRICKS中的"R"代表关系（relationship）。
如果与顾客之间建立强有力的关系，在同潜在顾客谈判时就会拥有关系力。
但是，也许有的顾客觉得卖方只是为了推销，因而不愿建立深入的关系，这样。
在谈判过程中将会比拟吃力。
I代表投资（investment）。
商务英语谈判技巧
initiative while the defensive ones are to observe and wait until opportunities come and necessa measures be taken. Usually the party with the greatest sense of need will make the initial cont However, a suitable strategy will only emerge only after the following guidelines are considered:
The closing phase Once the seller and the buyer reach an agreement, it is time to draw up the contract. Typical
one party preparesthe contractlistingthe agreed upon clauses.The other party makes amendments to the wording to make them more closely reflect the agreement.
Business Negotiation Skills in English
（商务英语谈判技巧）
Phases of Negotiation
According to Robert Maddux, authoSrucocfessful Negotiat,ionnegotiation is the process we use to satisfy our needs when someone else controls what we want. In business negotiations, th two partiesendeavorto obtaintheirbusinessgoalsthroughbargainingwith theircounterparts. Business negotiations are conducted in the following four phases: the preparation phase, openin phase, bargaining phase and closing phase.
商务英语词汇大全
商务英语词汇大全一、基本商务术语1. 商务活动（Business Activity）2. 市场营销（Marketing）3. 销售额（Sales Revenue）4. 成本（Cost）5. 利润（Profit）6. 投资回报率（Return on Investment, ROI）7.SWOT分析（Strengths, Weaknesses, Opportunities, Threats）8. 目标市场（Target Market）9. 市场细分（Market Segmentation）10. 定位（Positioning）二、商务谈判术语1. 谈判（Negotiation）2. 合同（Contract）3. 报价（Quotation）4. 还价（Counteroffer）5. 成交（Close the Deal）6. 付款方式（Payment Terms）7. 交货期（Delivery Time）8. 质量保证（Quality Assurance）9. 售后服务（Aftersales Service）10. 合作伙伴（Business Partner）三、商务函电术语1. 询盘（Inquiry）2. 报盘（Offer）3. 订单（Order）4. 发票（Invoice）5. 装箱单（Packing List）6. 信用证（Letter of Credit, L/C）7. 汇票（Bill of Exchange）8. 托运单（Shipping Order）9. 提单（Bill of Lading）10. 保险（Insurance）四、人力资源术语1. 招聘（Recruitment）2. 简历（Resume）3. 面试（Interview）4. 培训（Training）5. 薪资（Salary）6. 福利（Benefits）7. 绩效考核（Performance Appraisal）8. 晋升（Promotion）9. 劳动合同（Labor Contract）10. 职业规划（Career Planning）五、企业运营术语1. 企业战略（Corporate Strategy）2. 企业文化（Corporate Culture）3. 组织结构（Organizational Structure）4. 部门（Department）5. 团队协作（Teamwork）6. 项目管理（Project Management）7. 生产计划（Production Plan）8. 供应链管理（Supply Chain Management）9. 库存（Inventory）10. 客户关系管理（Customer Relationship Management, CRM）六、财务与会计术语1. 财务报表（Financial Statements）2. 资产（Assets）3. 负债（Liabilities）4. 所有者权益（Owner's Equity）5. 现金流（Cash Flow）7. 资产负债表（Balance Sheet）8. 利润分配（Profit Distribution）9. 折旧（Depreciation）10. 纳税（Taxation）七、国际贸易术语1. 进口（Import）2. 出口（Export）3. 贸易壁垒（Trade Barrier）4. 关税（Tariff）5. 配额（Quota）6. 原产地证明（Certificate of Origin）7. 贸易术语（Trade Terms，如FOB、CIF等）8. 国际支付（International Payment）9. 外汇（Foreign Exchange）10. 世界贸易组织（World Trade Organization, WTO）八、市场营销策略术语1. 市场调研（Market Research）2. 产品生命周期（Product Life Cycle）3. 广告（Advertising）4. 促销（Promotion）5. 公关（Public Relations）6. 品牌战略（Brand Strategy）7. 网络营销（Internet Marketing）8. 社交媒体营销（Social Media Marketing）9. 客户满意度（Customer Satisfaction）10. 忠诚度计划（Loyalty Program）九、企业管理术语1. 领导力（Leadership）2. 决策（Decision Making）3. 风险管理（Risk Management）4. 企业伦理（Business Ethics）5. 知识管理（Knowledge Management）6. 创新能力（Innovation Capability）7. 企业形象（Corporate Image）8. 危机管理（Crisis Management）9. 持续改进（Continuous Improvement）10. 企业社会责任（Corporate Social Responsibility, CSR）十、电子商务术语2. 在线支付（Online Payment）3. 网络安全（Network Security）4. 顾客评价（Customer Review）6. 网络营销策略（Online Marketing Strategy）7. 搜索引擎优化（Search Engine Optimization, SEO）8. 率（Clickthrough Rate, CTR）9. 转化率（Conversion Rate）通过这些词汇的积累，您将能够在商务交流中更加得心应手，展现出您的专业素养和沟通能力。
(整理)商务谈判中各个环节的一般英语用语.
商务谈判中各个环节的一般英语用语一提到商务英语谈判，大家肯定都觉得很难，而难也就难在英语口语不行，专业知识不行。
商务谈判真的有那么难吗？其实也不见得。
只要你掌握了商务谈判的一般用语，再给自己补充一些基本的专业知识，进行谈判也就变的比较容易了。
为了大家提供一些学习的方便，我们准备了关于商务英语谈判的一般用语，以及一些试题。
这些基本用语，对从事或准备从事外贸工作的人员很是适用，大家甚至可以把它作为外贸英语口语教材。
根据商务谈判的各个环节和场景，我们把内容分为13项。
商务谈判中开始会谈的一般用语Now that we are all here, let's begin the talk, shall we?现在人都到了，咱们开始，怎么样？What do you think if we begin now?我们现在开始，好吗？If you don't mind, I think we'd better begin right away.你要是不介意，我们就开始吧。
Suppose we get down to business now?现在我们开始怎么样？Let's get straight down to business now?我们直截了当谈问题吧。
Well, I know you're all extremely busy, so why don't we get started? 我知道你们都特别忙，那就赶紧开始吧。
As we are familiar with each other, let's come straight to the point. 大家都是熟人，我们就开门见山吧。
We've gone too far off the point. Let's return to the topic under discussion.咱们离题太远了，还是回到正题上来吧。
Minute_1(商务英语谈判)
Minute 1the details of the background we designed + decide which information should be collectedFor sellersThe details of the background:1．Have 2000 bottles of wine to sell. They are made in 2006. 2．Hope to sell them at a price of no less than $12 per bottle. 3．Have a good reputation in business, having been selling wine for many years.4．Can provide many other kinds of wine.5．Located at Beijing .6．This kind of wine is famous for its great quality.7．The first time to communicate with this hotel.8．Have a good relationship with producer.9．Wanted to negotiate for more benefitsInformation should be collected:1.What’s the ready market price of the wine and the price trend?2. How many bottles would the hotel want to buy?3. The background of the hotel.4. How to transport the wine and the cost5. The price which the hotel given in past similar businessFor buyersThe details of the background1.A big hotel with a bar inside.2.Located in Chongqing3.Wanted to buy some wine with good quality .4.Bottom line is no more than $18 for each bottle of wine and thedemand is 1500~3000 bottles.5.Have bought similar wine before and negotiate to get more advantage Information should be collected:1.What’s the ready market price of the wine and the price trend?2.How many bottles can the seller supply?3.Where did the wine come from and the quality4.Is the wine popular for consumer?5.How to transport the wine and the date of delivery.6.The price which the seller given in past similar business.7.The background of the seller.By艾书醒管畅周丽凤王雪秋1背景细节，我们设计+决定哪些信息应该是：收集，而卖方的细节背景1。
常用商务英语谈判用语
常用商务英语谈判用语为了让大家更好的预备商务英语BEC考试，我给大家整理了常用商务英语谈判用语,下面我就和大家共享，来观赏一下吧。
常用商务英语谈判用语：介绍用语(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。
a：我叫陈松林。
b：您好，我是弗雷德史蜜斯。
(2)a: here’s my name card.b: and here’s mine.a: it’s nice to finally meet you.b: and i’m glad to meet you, too.a: 这是我的名片。
b: 这是我的。
a: 很兴奋最终与你见面了。
b: 我也很兴奋见到你。
(3)a: is that the office manager over there?b: yes, it is,a: i haven’t met him yet.b: i’ll introduce him to you .a:在那边的那位是经理吧?b:是啊。
a:我还没见过他。
b:那么，我来介绍你熟悉。
(4)a: do you have a calling card ?b: yes , right here.a: here’s one of mine.b: thanks.a:您出名片吗?b:有的，就在这儿。
a:喏，这是我的。
b:感谢。
(5)a: will you introduce me to the new purchasing agent? b: haven’t you met yet?a: no, we haven’t.b: i’ll be glad to do it.a:请替我引介新来负责选购的人好吗? b:你们还没见面吗?a:嗯，没有。
Minute 1 (商务英语谈判)
作业the details of the background we designed + decide which information should be collectedFor sellersThe details of the background:1.We are a special agent, we always look for wines which are of special taste and of special memorial value.2.We have offered a wide range of wines for hotels for many years, and our business philosophy:" Offer wines of identity".3.Now, we have 2000 bottles of wines to sell, they are made in 2008.4.They are of special value, because they are made to in memory of the Beijing Olympic games, and so they are preciously valuable collection.5.Of course, they are made delicately and are of high quality.6.The total number of the production of this beer are 2008 bottles, we are the sole agent for this kind of beer.7.Although we think that it would did well in sales, But we are also concerns the prices, now we decide the bottom line of our prices is $12.Information should be collected:1.The condition of the hotels, include the reputation, the state of operation, and the scales of operation.2.Whether the people there very concerns the 2008 Olympic Games.3.The kinds of people often visit the hotel4.How many bottles do the hotel want?5.The maximum prices they can accept.6.The transport cost.For buyersThe details of the background1They are going to buy some wine with good quality.2 The wine is selling good, and they need a lot of wine.3 The price of the wine selling in the hotel is $45.4The bottom price of the wine is $18, and try your best to do the deal at a lower price.5Compare the wine they offer with others’.Information should be collected:1How many bottles of wine could they offer?2What’s the price of the wine selling in the market now?3What’s the price they offer in the business they’ve done before?4 The quality of the seller’s wine and the production location of it.5 The location of the seller.6 How to transport the wine and the price.7 When is the wine produced and how do they keep it?8 The back ground of the seller.。
商务英语谈判时必须掌握11大类词汇
路漫漫其修远兮，吾将上下而求索- 百度文库商务英语谈判时必须掌握11大类词汇-------------------1、出口方面的词汇----------------------出口信贷export credit 出口津贴export subsidy商品倾销dumping 外汇倾销exchange dumping优惠关税special preferences 保税仓库bonded warehouse贸易顺差favorable balance of trade 贸易逆差unfavorable balance of trade 进口配额制import quotas 自由贸易区free trade zone对外贸易值value of foreign trade 国际贸易值value of international trade 普遍优惠制generalized system of preferences-GSP最惠国待遇most-favored nation treatment-MFNT-------------------2、价格条件----------------------价格术语trade term （price term）运费freight单价price码头费wharfage总值total value卸货费landing charges金额amount关税customs duty净价net price印花税stamp duty含佣价price including commission港口税port dues 回佣return commission . 装运港port of shipment折扣discount，allowance 卸货港port of discharge批发价wholesale price目的港port of destination 零售价retail price进口许口证import licence 现货价格spot price出口许口证export licence 期货价格forward price现行价格（时价）current price prevailing price国际市场价格world （International）Market price离岸价（船上交货价）FOB-free on board成本加运费价（离岸加运费价）C&F-cost and freight到岸价（成本加运费、保险费价）CIF-cost，insurance and freight --------------------3、交货条件----------------------交货delivery轮船steamship（缩写S.S）装运、装船shipment租船charter （the chartered ship）交货时间time of delivery定程租船voyage charter装运期限time of shipment定期租船time charter托运人shipper, consignor收货人consignee班轮regular shipping liner 驳船lighter舱位shipping space油轮tanker报关clearance of goods陆运收据cargo receipt提货to take delivery of goods 空运提单airway bill正本提单original B\\\\L选择港（任意港）optional port 选港费optional charges选港费由买方负担optional charges to be borne by the Buyers 或optional charges for Buyers‘ account一月份装船shipment during January 或January shipment一月底装船shipment not later than Jan.31st.或shipment on or before Jan.31st.一/二月份装船shipment during Jan./Feb.或Jan./Feb. shipment在……（时间）分两批装船shipment during……in two lots在……（时间）平均分两批装船shipment during……in two equal lots分三个月装运in three monthly shipments分三个月，每月平均装运in three equal monthly shipments立即装运immediate shipments即期装运prompt shipments收到信用证后30天内装运shipments within 30 days after receipt of L/C允许分批装船partial shipment not allowed partial shipment not permitted partial shipment not unacceptable---------------4、交易磋商、合同签订-----------------订单indent订货；订购book；booking电复cable reply实盘firm offer递盘bid；bidding 递实盘bid firm还盘counter offer发盘（发价）offer发实盘offer firm询盘（询价）inquiry；enquiry---------------5、交易磋商、合同签订-----------------订单indent订货；订购book；booking 电复cable reply实盘firm offer递盘bid；bidding 递实盘bid firm还盘counter offer发盘（发价）offer发实盘offer firm询盘（询价）inquiry；enquiry---------------6、交易磋商、合同签订-----------------指示性价格price indication 速复reply immediately参考价reference price习惯做法usual practice交易磋商business negotiation 不受约束without engagement 业务洽谈business discussion 限**复subject to reply ** 限* *复到subject to reply reaching here ** 有效期限time of validity有效至**：valid till **购货合同purchase contract销售合同sales contract购货确认书purchase confirmation销售确认书sales confirmation一般交易条件general terms and conditions以未售出为准subject to prior sale需经卖方确认subject to seller‘s confirmation需经我方最后确认subject to our final confirmation ------------------7、贸易方式------------------------INT （拍卖auction）寄售consignment招标invitation of tender 投标submission of tender 一般代理人agent总代理人general agent代理协议agency agreement累计佣金accumulative commissio补偿贸易compensation trade （或抵偿贸易）compensating/compensatory trade （又叫：往返贸易）counter trade来料加工processing on giving materials来料装配assembling on provided parts独家经营/专营权exclusive right独家经营/包销/代理协议exclusivity agreement独家代理sole agency；sole agent；exclusive agency；exclusive agent-------------------8、品质条件-----------------------品质quality 原样original sample规格specifications 复样duplicate sample说明description 对等样品countersample标准standard type 参考样品reference sample商品目录catalogue 封样sealed sample宣传小册pamphlet 公差tolerance货号article No. 花色（搭配）assortment样品sample 5% 增减5% plus or minus代表性样品representative sample大路货（良好平均品质）fair average quality--------------------9、商检仲裁-----------------------索赔claim 争议disputes罚金条款penalty 仲裁arbitration不可抗力force Majeure 仲裁庭arbitral tribunal产地证明书certificate of origin 品质检验证书inspection certificate of quanlity 重量检验证书inspection certificate of weight （quantity）**商品检验局**commodity inspection bureau （*.C.I.B）品质、重量检验证书inspection certificate---------------------10、数量条件-----------------------个数number 净重net weight 容积capacity 毛作净gross for net体积volume 皮重tare 毛重gross weight 溢短装条款more or less clause-----------------------11、外汇-------------------------外汇foreign exchange 法定贬值devaluation外币foreign currency 法定升值revaluation汇率rate of exchange 浮动汇率floating rate国际收支balance of payments 硬通货hard currency直接标价direct quotation 软通货soft currency间接标价indirect quotation 金平价gold standard买入汇率buying rate 通货膨胀inflation卖出汇率selling rate 固定汇率fixed rate金本位制度gold standard 黄金输送点gold points铸币平价mint par 纸币制度paper money system国际货币基金international monetary fund黄金外汇储备gold and foreign exchange reserve汇率波动的官定上下限official upper and lower limits of fluctuation。
商务英语-谈判
商务谈判常用语在双方谈判的过程中, 一定要注意倾听对方的发言, 如果对对方的观点表示了解, 可以说..se.wha.yo.mean.（我明白您的意思。
.如果表示赞成, 可以说.That'..goo.idea.（是个好主意。
.或者说..agre.wit.you.（我赞成。
）如果是有条件地接受, 可以用o.th.conditio.that这个句型, 例如.W.accep.you.proposal.o.th.conditio.tha.yo.orde.20,00.units.（如果您订2万台, 我们会接受您的建议.）在与外商, 尤其是欧美国家的商人谈判时, 如果有不同意见, 最好坦白地提出来而不要拐弯抹角, 比如, 表示无法赞同对方的意见时, 可以说..don'.thin.that'..goo.idea.（我不认为那是个好主意。
.或.Frankly.w.can'.agre.wit.you.proposal.（坦白地讲, 我无法同意您的提案。
）如果是拒绝, 可以说.We'r.no.prepare.t.accep.you.proposa.a.thi.time.（我们这一次不准备接受你们的建议。
）有时, 还要讲明拒绝的理由, .T.b.quit.honest.w.don'.believ.thi.produc.wil.sel.ver.wel.i.Chin a.（说老实话, 我们不相信这种产品在中国会卖得好。
）谈判期间，由於言语沟通问题，出现误解也是在所难免的: 可能是对方误解了你，也可能是你误解了对方。
在这两种情况出现後，你可以说.No.I''.afrai.yo.misunderstoo.me.Wha..wa.tryin.t.sa.was….（不，恐怕你误解了。
我想说的是…….或者说.Oh.I'.sorry..misunderstoo.you.The..g.alon.wit.you.（哦，对不起，我误解你了。
商务英语谈判unit 1 Negotiation Preparations
Unit 1 Negotiation Preparations
I. Warm Up
Work in pairs with the following situation
You are a clerk in a research firm, and now you are demonstrating your research report, which has included some of the preliminary findings, to your customer. He is very satisfied with what you have done. Then you discuss a plan for the next step.
Unit 1 NΒιβλιοθήκη gotiation Preparations
IV. Keys to Exercises
1. Translate the following sentences into Chinese
1. One of the purposes of market research is to find out whether there's a market for the product. 市场调研的目的之一就是了解这种产品是否有市场。
2. Sometimes the companies do their own market research, and sometimes they employ specialists to do it. 有时候公司自己搞调研，有时请专家做调研。
Unit 1 Negotiation Preparations
商务英语谈判
Chapter 1 Principles of Business Negotiation商务谈判的原则何谓商务谈判?谈判是人们为了协调彼此之间的关系,满足各自的需要,通过协商争取达到意见一致的行为和过程。
Negotiation takes place between human beings. It is the most common form of social interaction. Almost everybody inthe world is involved in negotiations in one way or another for a good part of any given day. People negotiate over where to gofor dinner, which movie to watch or how to split household chores.Negotiation, in its modern sense, is defined in The Roots of Sound Rational Thinking as follows: the ability to deal with business affairs, to arrange by discussion the settlement of terms, to reach agreements through treaties and compromise, andto travel through challenging territory. All of these suggest a purposeful effort to resolve problems through talking andintellectual maneuvering. Negotiation includes consultation, bargaining, mediation, arbitration, and sometimes, even litigation.Competitive style To try to gain all there is to gain(竞争式谈判)Accommodative style To be willing to yield all there is to yield(通融式谈判)Avoidance style To try to stay out of negotiation(回避式谈判)Compromising style To try to split the difference or find (妥协式谈判) an intermediate point according tosome principleCollaborative style To try to find the maximum possible (合作式谈判) gain forboth parties----by carefulexploration of the interests of allparties----and often by enlarging the pieVengeful style To try to harm the other(报复式谈判)Self-inflicting style To act so as to harm oneself(自损式谈判)Vengeful and self-inflicting style To try to harm the other andalso(报复和自损式谈判) oneselfPeople who go for the competitive style are known as hard-bargaining negotiators. They start off with outrageous demands, using threats and other tactics to get what they want. One side typically starts out high and the other low. Afterseveral rounds of offer and counter-offer, the negotiators end up “spl itting the difference”. In this form, negotiation is viewed asa game where each side tries to get the best deal for themselves. Neither side exhibits concern for the other side.1.1Principle of Collaborative Negotiation合作式谈判的原则Ⅰ. Collaborative NegotiationNegotiation can also assume the form of collaborative style. It involves people with diverse interests working togetherto achieve mutually satisfying outcomes. Collaborative negotiation is known by many names. Some popular names include “problem-solving negotiation”, “consensus-building negotiation”, “interest-based negotiatio n”, “win-win negotiation”, “mutualgains negotiation”, and so on.The goal of collaborative negotiation is to manage the dispute so that the outcome is more constructive than destructive. A destructive outcome results in damages and involves exploitation and coercion. Aconstructive outcome fosters communication, problem-solving, andimproved relationships.● The negotiation parties have both diverse and common interests.● The common interests are valued and sought.● The negotiation process can result in both parties gaining something.● The negotiating arena is controlled by enlightened self-interest.● Interdependence is recognized and enhanced.● Limited resources do exist, but they can usually be expanded through cooperation and creativity.● The goal is a mutually agreeable solution that is fair to all parties and effective for the community/group.The collaborative negotiation focuses on interests rather positions. Integrative solutions are obtained by understandingother’s self-interests, not by jostling for positions.The collaborative negotiation places value on relationship. It requires trust and relies on full disclosure of relevant information.The disadvantages of this approach are:●It may pressure an individual to c ompromise and accommodate inways not in his best interest.●It avoids confrontational strategies, which can be helpful at times.●It increases vulnerability to deception and manipulation by a competitive opponent.●It makes it hard to establish defi nite aspiration levels and bottom lines.●It requires substantial skill and knowledge of the process.●It requires strong confidence in one’s perceptions regarding the interests and needs of the other side.Ⅱ. Principled NegotiationIn this form, each side of the negotiating parties attempt to meet the other side’s interest as well as their own. By thoroughly understanding their own interest as well as the other’s, both sides are often able to arrive at solutions neither alone could have envisioned or made possible. In this type of negotiation, each side recognizes and accepts the legitimate interests of the other side and they are committed to dealing with differences constructively in order to advance their own self-interests. This has been called “collaborativeprincipled negotiation”, a concept set forth by Roger Fisher and William Ury in their book Getting to Yes: Negotiating Agreement Without Giving In.Principled negotiation is particularly oriented to collaborative negotiations. However, it can be used in competitive negotiations and inother aspects of conflict management. It is a method that is centered around four considerations (PIOC):● People: Separate the people from the problem.● Interests: Focus on interests, not positions (inte rests always underlie positions).● Options: Invent options for mutual gains.● Insist on using objective criteria.1.Separate the people from the problemFisher and Ury pointed out that “negotiators are people first”. There are always relational and substantive issues in negotiation. The relational issue tends to become entangled with the problem and the positional bargaining puts relational and substantive issues in conflict with each other. Fisher and Ury suggested that the negotiators separate the relationship from the substance and deal directly with the people problem.It is a feasible to deal with a substantive problem and maintain a good working relationship between negotiating parties. People problems are usually caused by inaccurate perception, inappropriate emotions and poor communication. In order to deal with those problems, three techniques are recommended for both parties to follow:A.Establish an accurate perception.●Conflict, very often, is not caused by what happens, but by ho w people perceive what happens.●Increase the capability of each party to see the other side’s point of view (for example, by reversing roles).●Avoid blaming the other party for your problems.●Discuss each other’s perceptions of the problem.●Get the other party to participate in the mutual activities.●Seek to make negotiation proposals consistent with the other party’s values.B.Cultivate appropriate emotion.●Your emotion affects that of the other party.●Recognize and understand emotio ns of both parties.●Make emotions explicit and legitimate.●Allow the other party to let off steam.●Stay calm with the other party’s emotional outbursts.C. Strive for better communication.● Negotiation is a process of communicating between pa rties for the purpose of reaching a joint decision.● Be an active listener and acknowledge what is being said.● Speak to be understood.● Avoid criticism that may hurt the other party’s feelings.● Speak for a purpose.2. Focus on interests, not positionsIn such a case, negotiators need to distinguish between interests and positions and focus on interests not positions. A position is what you want or must have. An interest is why you want what you want.Positions can be thought of as a one-dimensional point in a spaceof infinite possible solutions. Positions are symbolic representations of a participant’s underlying motivating interests. In negotiation, there are many kinds of interests: multiple interests, shared interests, compatible interests and conflicting interests. Indentifying shared and compatible interests as “common ground” can be helpful in establishing a found for additional discussions. “Easy points of agreement”can be indentified and the principles underlying those easy points of agreement can often be extrapolated to help resolve other issues. Methods for focusing on interests instead of positions are as follows:A. Identify the self-interests.● Explore and recognize the interests of the other party that stand in your way.● Examine the different interests of different people on the other side.● Respect your counterparty as human beings and recognize the needs and interests that underlie their positions.B. Discuss interests with the other party.●Give your int erests a vivid description. Be specific.●Demonstrate your understanding of the other party’s interests and acknowledge them as part of the overall problemthat you are trying to solve.●Discuss the problems before proposing a solution.●Direct the discussion to the present and the future. Stay away from the difficulties of the past.●Be hard on the problem but soft on the people.3.Invent options for mutual gainsHere are the steps for overcoming the obstacles and developing multiple solution options:A.Separate the act of inventing options from the act of judging them.●Run a brainstorming session.☆Before brainstorming:■Define your propose----what you would like to achieve at meeting.■Choose a few participant (between five and ei ght people)■Change the environment----select a time and place distinguishing the session from regular discussions.■Design an informal atmosphere----talking over a drink, meeting at a vacation lodge or any other forms that make participants feel relaxed.■Choose a facilitator----a facilitator is needed to keep the meeting on track, make sure everyone gets a chance to speak, and stimulate discussion by asking questions.☆During brainstorming:■Seat the participants side by side facing the problem.■Clarify the ground rules, including the no-criticism rule.■Brainstorm.■Record the idea in full view.☆After brainstorm:■Check the most promising ideas----mark those ideas that participants think are the best.■Explore improvements for prom ising ideas----take one promising idea and explore ways to make it better and practical.■Set up a time to evaluate ideas and make a decision.●Consider brainstorming with the other side; it can be very valuable.B.Develop as many options as possible before choosing one.●Adopt the four types of thinking in generating options.●Look at the problem through the eyes of different experts.●Develop different versions of agreement.●Change the scope of a proposed agreement----break the problem into smaller units.C.Search for mutual gains.●Identify shared interests.●Dovetail differing interests.4.Insist on using objective criteriaThe guidelines for objective criteria are:●Independent of wills of all parties.●Legitimate and practi cal.●Acceptable to all parties.After identifying objective criteria and procedures, it is time to discuss them with the other party. There are three basic points to remember:A.Frame each issue as a joint search for objective criteria.B.Reason and be open to reason as to which standards are most appropriate and how they should be applied.C.Never yield to pressure, only to principle----yield to an argument or presentation that is based on reason and principle,not to one based on pressure.1.2Principle of Interest Distribution利益分配原则In negotiations at the domestic level, there are two types of interests involved: personal and organizational; at the international level, there are three: personal, organizational and national.Organizational RolesPrinciples and Agents1.3Principle of Trust in Negotiation信任的原则Trust is something of great importance in negotiation. Professor Richard C. Reuben defined it as “a state involving expectations about another’s motives and actions with re spect to oneself in situations entailing risk of uncertainty”. In the outline of his Negotiation----Law 5810, he states that there are three types of trust in professional relationships:●Deterrence-based trust (威慑型信任)☆ Calculus-based trust (预计型信任)●Knowledge-based trust (了解型信任)●Identification-based trust (识别型信任)Ⅰ. Trust Building in Negotiation1.Speak their language2.Manage your reputation3.Make dependence a factor4.Make unilateral concessions your concessions6.Explain your demandsIn their book entitled The Only Negotiating Guide You Will Ever Need, Peter B. Stark and Jane Flaherty list fifteen things that a negotiator can do to build trust with his counterpart.1.Demonstrate your competence2.Make sure the nonverbal signals you are sending match the words you are saying3.Maintain a professional appearancemunicate your good intentions5.Do what you say you are going to do6.Go beyond the conventional relationship7.Listen8.Over-communicate9.Discuss the indiscussibles10.Provide accurate information, without any hidden agenda11.Be honest----even when it costs you something12.Be patient13.Uphold fairness14.Negotiate for abundance, not scarcity15.Take calculated risksⅡ. Maximiz ing Joint Gain1.4Principle of Distributive, Integrative & Complex Negotiation两分法谈判、双赢谈判和复杂谈判的原则Ⅰ. Distributive NegotiationJennifer E. Beer listed a set of distributive bargaining strategies in Culture at work:1.Preparation2.Opening offers3.Exchange information and arguments4.Concessions and decisionsⅡ. Integrative Negotiation。
商务谈判常用的英语口语对话
【导语】英语在⽣活和就业中的重要性已经越来越显著了，⽇常交际⼝语是⼤家必须掌握的。
为⼤家准备了“商务谈判常⽤的英语⼝语对话”，⼀起来看看吧！更多相关讯息请关注！ 【商务谈判常⽤的英语⼝语对话】 R: Even with volume sales, our coats for the Exec-U-Ciser won‘t go down much. D: Just what are you proposing? R: We could take a cut(降低)on the price. But 25% would slash our profit margin(⽑利率).We suggest a compromise――10%. D: That‘s a big change from 25! 10 is beyond my negotiating limit. (pause) Any other ideas? R: I don‘t think I can change it 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(共同信念)on this. NEXT DAY D: Robert, I‘ve been instructed to reject the numbers you proposed; but we can try to come up with some thing else. R: I hope so, Dan. My instructions are to negotiate hard on this deal――but I‘m try very hard to reach some middle ground(互相妥协). D: I understand. We propose a structured deal(阶段式和约). For the first six months, we get a discount of 20%, and the next six months we get 15%. R: Dan, I can‘t bring those numbers back to my office――they‘ll turn it down flat(打回票). D: Then you‘ll have to think of something better, Robert. 【商务谈判常⽤的英语⼝语对话】 Dan 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。
大学商务英语口语1分钟
• Starting with a joke • Outlining the structure of your talk • Using clear visual ads
• 1b. What is important when choosing the location for a new factory?
• Transport connections • Cost • Size of the factory
• 2a. What is important when designing a company website?
• Knowing the selling point well • Positioning the product • Advertising
• 4a. What is important when trying to reduce stress at work?
• Being well-organized • Taking breaks • Attending st when being a good manager？
• Enjoying working with others • Listening to others • Judging people’s abilities
• 5a.What is important when choosing packaging for a new product?
• 3a. What is important when selling a new product?
商务英语谈判 unit 1
Part Three
Public Speaking in Business
Getting to Know Public Speaking
Strategies for Becoming a Better Speaker
Make sure that you plan your communication appropriately
Give your opinion and give mean.
Try to give more than just the basic answer.
You are being tested on your English, not your knowledge of business.
Unit 1 Dream Job
Part One
Situational Practice
Meeting at the Airport
You are the secretary in ABC Company. You are going to meet an important customer of your company, Mr. White from America. You identify yourself, greet him and start an informal talk about his flight and the weather in your city.
Step 3: Deliver your talk in the class.
Part Four
BEC Focus
Part
Speaking task
Grouping
Length
Talking about yourself and expressing One One –to –one About 3 minutes opinions One-minute presentation on a business theme (choice of three) followed by questions from other candidates Discussion of a business scenario from prompts Individual and About 6 minutes pairwork
商务英语谈判词汇大全
商务英语谈判词汇大全指示性价格 price indication速复 reply immediately参考价 reference price习惯做法 usual practice交易磋商 business negotiation不受约束 without engagement业务洽谈 business discussion限**复 subject to reply **限* *复到 subject to reply reaching here ** 有效期限time of validity有效至**: valid till **购货合同 purchase contract销售合同 sales contract购货确认书 purchase confirmation销售确认书 sales confirmation一般交易条件 general terms and conditions 以未售出为准subject to prior sale需经卖方确认 subject to seller’s confirmation 需经我方最后确认 subject to our final confirmationINT (拍卖auction)寄售 consignment招标 invitation of tender投标 submission of tender一般代理人 agent总代理人 general agent代理协议 agency agreement累计佣金 aumulative mission补偿贸易 pensation trade (或抵偿贸易)pensating/pensatory trade (又叫：往返贸易)counter trade 来料加工 processing on giving materials来料装配 assembling on provided parts独家经营/专营权 exclusive right独家经营/包销/代理协议 exclusivity agreement独家代理 sole agency; sole agent; exclusive agency; exclusive agent品质 quality 原样 original sample规格 specifications 复样 duplicate sample说明 description 对等样品 countersample标准 standard type 参考样品 reference sample商品目录 catalogue 封样 sealed sample宣传小册 pamphlet 公差 tolerance货号 article No. 花色(搭配) assortment样品 sample 5% 增减 5% plus or minus代表性样品 representative sample大路货(良好平均品质)fair average quality。
期末考谈判剧本 国际商务谈判英语剧本
Role playCast:Team A: Amanda (A) Jay (J)Team B: Tracy (T) Finely (F)F: Nice to meet you, my name is Finely Lee, I am the general manager of Beijingyishi trade limited company. This is my assistant ,Tracy .T: Nice to meet you.J: Nice to meet you,too . my name is Jay Xu, I’m the general manager of German Rising Star limited company . this is my assiatant , Amanda.A:nice to meet you .F:welcome to china , We don't know whether you are satisfacted with our arrangement of "the Great Wall tour"?J: We are very, very satisfied. Beijing is a city with a long history, the world famous cultural ancient capital, today we see her charm, and have a look at last.Thank you very much , we are looking forward to the cooperation with your company.F: My pleasure. Let’s come to the point!J: OK, here we go .F: you must have some idea of our company's international reputation and brand influence.J: obviously .Considering China's powerful potential consumer market, we hope to reach large quantities of trade with you.T:we know that your company is new but potential ,if we can reach to transfer the technology ,we believe that will benefit to both of us.A:We don’t know .we know you are a famous company ,but your technology is becoming obsolete ,and you need new technology to fresh your company .But we worried about if we lose freedom because transferred the technology.F:I don’t think it can be a problem between our cooperation. We can raise your visibility in our industry ,and we can share the 20%profit with your company in a year .A:That’s accepted .J:Let’s make a deal and sign a contract .F: I'm happy to be in this issue we reach a consensus.。
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Minute 1: the details of the background designed by you + decide which information should be collected.
For sellers:
The details of the background designed by you
1. They have 2,000 bottles of wine and hope to sell them at a price of no less than $12 per bottle.
2. The brand of this wine has a good reputation in the market and this wine is popular for people.
4. This wine is not too expensive and extravagant, and it is available for the people of middle class.
5. And the 2,000 bottles of wine are produced recently, so they can be stored for a long time.
6. Nowadays the materials have a tendency to increase, so it is an advantage for the sellers for a higher price.
7. They can produce more wine in future.
8. Try hard to negotiate for more benefits.
Information should be collected:
1.How many would the hotel want to buy this time?
2.What’s the consumption of wine of this hotel?
3.What’s the profit of wine sold in this hotel?
4.Where is the hotel? Is it safe to convey these bottles of wine to the
hotel? What’s the fee of transportation?
For buyers:
The details of the background designed by you
1.They are going to buy some wine with good quality for your hotel.
2.The business of the hotel is hot, and it has a large consume of the
wine.
3.The price of wine sold in the hotel is $30 per bottle.
4.Your bottom line is no more than $18 for each bottle of wine. Try hard
to negotiate to your advantage.
Information should be collected:
1.What’s the style of wine the supplier supply?
2.How much could the supplier supply?
3.What’s the price of this wine of other suppliers?
4.What’s the date of manufacture of the wine?
5.Where is the supplier? Is it safe to convey these bottles of wine to the
hotel? What’s the fee of transportation?
By陆丹杰李玉娟胡淼赵明琪陈文徭组
2010年5月1日1分钟：将收集到的信息应详细设计的背景决定你+哪个。
卖家：你1设计的背景细节。
他们有2000瓶葡萄酒的销售，并希望他们在每一个瓶子的价格不低于12美元。
2。
该酒品牌，这里有一个良好的市场声誉，这酒是人们普遍的。
4。
这种酒是不是太昂贵和奢侈，它可用于中产阶级的人。
5。
与瓶的葡萄酒生产的2000家最近，所以他们可以存储很长一段时间。
6。
如今，材料有增加趋势，因此它是一个优势卖方以更高的价格。
7。
他们可以生产更多的未来葡萄酒英寸8。
努力获得更多的利益进行谈判。
应收集信息：1。
酒店多少会想买这个时候？2。
什么是酒店消费这种酒呢？3。
什么是酒店经营利润的这一葡萄酒出售？4。
酒店在哪里？是否安全，转达这些葡萄酒瓶的酒店？什么是运输费用的消费者？为：你1设计背景的详情。
他们打算购买一些酒店的葡萄酒，为您的优良品质。
2。
酒店业务的是热的，它有一个庞大的葡萄酒消费的影响。
3。
酒店价格的葡萄酒出售，每30元一瓶。
4。
你的底线是不超过每美元一瓶的葡萄酒18。
努力通过谈判你的优势。
收集的信息应：1。
什么是葡萄酒的风格，供应商的供应？2。
多少可以供应商供应？3。
什么是供应商的价格，另一方面，这种酒呢？4。
什么是葡萄酒的生产日期呢？5。
哪里是供货商？是否安全转达这些葡萄酒瓶的酒店？什么是交通费？通过陆丹杰李玉娟胡淼赵明琪陈文徭组2010年5月1日。