商务英语谈判和会话unit 1new
商务谈判常用的英语口语对话
商务谈判常用的英语口语对话In business negotiations, effective communication is key to reaching a successful outcome. Using the right English expressions can help you express your ideas clearly and build a strong rapport with your counterpart. Below are some common English dialogues that are frequently used in business negotiations:1. Opening the negotiation:- Good morning, Mr. Smith. I'm glad we could meet today to discuss the terms of our partnership.- Hello, everyone. Thank you for taking the time to meet with us. Let's get started.2. Stating your objectives:- Our goal is to reach a mutually beneficial agreement that satisfies both parties.- We are looking for a long-term partnership that is based on trust and cooperation.3. Making an offer:- We are prepared to offer you a 10% discount on bulk orders.- In exchange for your commitment, we can provide you with exclusive access to our new product line.4. Negotiating terms:- Can we discuss the possibility of extending the payment deadline by an additional 30 days?- We are willing to compromise on the price if you can guarantee a minimum order quantity.5. Responding to offers:- Your proposal is very attractive. However, we would like to negotiate the delivery schedule.- We appreciate your offer and will consider it carefully before making a decision.6. Seeking clarification:- Could you provide more details on the warranty terms for this product?- I'm not clear on the pricing structure. Could you break it down for me?7. Closing the deal:- It seems like we have reached a consensus on the terms. Shall we draw up a contract?- I believe we have addressed all the issues. Let's finalize the agreement and move forward.Remember, effective communication in business negotiations requires active listening, clear expression, and a willingness to compromise. By using these common English dialogues, you can improve your negotiation skills and achieve successful outcomes in your business dealings.。
商务英语初次见面谈判英文对话
商务英语初次见面谈判英文对话1. 介绍与打招呼A: Good morning. Nice to meet you.B: Good morning. Nice to meet you too.2. 自我介绍A: My name is John Smith, I’m the sales manager of ABC Company.B: I’m Lily Chen, the purchasing manager of XYZ Company.3. 介绍公司和业务A: Ourpany specializes in the production of high-quality electronics.B: We are a leading manufacturer in the textile industry.4. 聊聊和建立关系A: How was your trip?B: It was good, thank you. I’m glad to be here.A: Would you like a cup of coffee before we start?B: Yes, that would be great.5. 谈论商务目的A: We are here to discuss the possibility of a long-term business partnership.B: That’s exactly why we are here as well.6. 谈论产品和服务A: We offer a wide range of products withpetitive prices and excellent after-sales service.B: We are looking for reliable suppliers with high-quality products and good customer support.7. 谈判条件和要求A: We are willing to discuss the terms and conditions of the partnership.B: We have some specific requirements regarding the quality and delivery time.8. 提出建议和反馈A: We can offer customized solutions to meet your needs.B: It’s important for us to have a stable supply ch本人n andpetitive pricing.9. 结束谈话A: It was great meeting you. We will be in touch soon.B: Thank you for your time. We look forward to further discussions.以上是一段商务英语初次见面谈判的英文对话示例，希望对您有所帮助。
商务谈判英语完整对话
商务谈判英语完整对话商务英语的语言形式、词汇、以及内容等方面与专业知识密切相关，它承载着商务理论和商务实践等方面的信息。
下面店铺整理了商务谈判英语完整对话，供你阅读参考。
商务谈判英语完整对话：实用短句This is a quality product.这是一种高质量的产品。
Those overcoats are of good quality and nice colour.这批大衣质量高、成色好。
Our quartz technique is well known in the world, and we believe our watches are of fine quality.我们的石英技术世界闻名，相信我们生产的手表具有高质量。
Our price is a little bit higher, but the quality of our products is better.虽然价格偏高，但我们的产品质量很好。
Your goods are superior in quality compared with those of other manufacturers.和其他厂商相比，贵方产品质量上乘。
The equipment are of good quality and very useful.这些器械质量好，用处大。
Our products are very good in quality, and the price is low.我们的产品质高价低。
We have received the goods you send us, the quality is excellent.我们已经收到贵处来的货，质量很好。
We are responsible to replace the defective ones.我们保换质量不合格的产品。
It's really something wrong with the quality of this consignment of bicycles.这批自行车的质量确实有问题。
商务谈判unit1
• Win-lose: I win, you lose • Win-win: Opportunities for both parties to gain
9 1-9
Interdependence
– Negotiators must be versatile in their comfort and use of both major strategic approaches
– Negotiator perceptions of situations tend to be biased toward seeing problems as more distributive/competitive than they really are
– Zero-sum or distributive – one winner – Non-zero-sum or integrative – mutual gains situation
11 1-11
Alternatives Shape Interdependence
• Evaluating interdependence depends heavily on the alternatives to working together
could attain on his or her own • To resolve a problem or dispute between
the parties
4 1-4
Approach to the Subject
Most people think bargaining and negotiation mean the same thing; however, we will be distinctive about the way we use these two words:
商务谈判英语对话范文
商务谈判英语对话范文Good morning, Mr. Smith. I'm glad we could meet today to discuss the potential collaboration between our companies.Good morning, Mr. Zhang. I appreciate the opportunity to sit down and talk about how we can work together.To start off, I'd like to give you a brief overview of our company and the products and services we offer. We have been in the business for over 20 years and have a strong presence in the market. Our main focus is on providing high-quality products at competitive prices, and we have a strong track record of delivering on time and meeting our clients' needs.That sounds impressive, Mr. Zhang. Our company is also committed to delivering high-quality products and services to our clients. We believe that there could be some potential synergies between our companies that could benefit both of us.I agree, Mr. Smith. I think that by combining our strengths, we could create a win-win situation for both companies. One area where I see potential for collaboration is in the area of research and development. We have a strong R&D team and are constantly working on developing new and innovative products. I believe that by working together, we could leverage each other's expertise and resources to bring new and exciting products to the market.That's an interesting proposal, Mr. Zhang. Our company is always looking for new and innovative products to add to our portfolio. I think that collaborating on R&D could definitely be a fruitful endeavor for both of us. In addition to R&D, I also see potential for collaboration in the area of marketing and distribution. Our company has a strong distribution network, and I believe that by working together, we could expand our reach and bring our products to new markets.I completely agree, Mr. Smith. Our company has been looking to expand into new markets, and I believe that by leveraging your distribution network, we could achieve thatgoal more effectively. In addition, I think that by collaborating on marketing efforts, we could create a stronger and more cohesive brand image that would benefit both of our companies.I'm glad to hear that you see the potential for collaboration in these areas, Mr. Zhang.I think that by working together, we could create a strong and mutually beneficial partnership. Of course, there will be details to work out, but I believe that if we both approach this with an open mind and a willingness to compromise, we can reach an agreement that is beneficial for both parties.I couldn't agree more, Mr. Smith. I believe that by working together in a spirit of cooperation and mutual respect, we can create a partnership that will be successful for both of our companies. I look forward to continuing our discussions and seeing where this collaboration could take us.Thank you, Mr. Zhang. I am also looking forward to seeing where this collaboration could lead. I believe that by working together, we can achieve great things for both of our companies. Thank you for your time today, and I look forward to our next meeting.Thank you, Mr. Smith. I also want to thank you for your time today, and I am excited about the potential for collaboration between our companies. I look forward to our next meeting as well.。
国际商务谈判 Unit 01 Making an Enquiry
Key Knowledge
CIF与CFR相比，买卖双方所承担的义务相同。但以 CIF方式成交，卖方还承担为货物办理运输保险并支 付保险费的义务。在FOB和CFR中，由于买方是为自 己所承担的运输风险而办理保险，因而不构成一种 义务、按《通则》解释，卖方应在不迟于货物越过 船舷时，办理货运保险。在合同无明示时，卖方可 按保险条款中低责任的险别投保，投保金额最低为 CIF价格的110％。
More knowledge
3．What do you usually ask for in the enquiries?
Catalogue，sample，price-list，quotation，terms of payment， date of delivery，etc
4．How do you invite a best possible price in an enquiry?
Specific enquiries or general enquiries? 2. By what ways could you make enquiries?
By letters，fax，e-mail，telephone，through face to-face conversations at a fair or in an office，somewhere else, etc．
1) Don’t let out your exact quantity when you do not place a large order．
2) Do mention your quantity when it is sizeable．
More knowledge
3) Never indicate your price limit at which you are prepared to accept．
商务英语谈判chapter One1精品PPT课件
Case One
一个被单独囚禁的囚犯整日无所事事。一天，他忽然闻到一 种万宝路的香烟味道。他很喜欢这种牌子的烟。原来门廊的卫兵 正在吸烟，钩起了他的烟瘾。他用手指轻轻的敲了敲门。卫兵走 过来傲慢的说：“你要干什么？”囚犯答道：“请给我一只烟， 就是你抽得那种万宝路。”卫兵感到很惊异，囚犯还要抽烟，真 是异想天开。他嘲弄的哼了一声，就转身走开了。
Thus, the ancient Roman business person would “deny leisure” until the deal has been settled.
Definitions of Negotiation (Cont.)
Negotiation is the process we use to satisfy our needs when someone else controls what we want.
Is this a successful negotiation for the prisoner?
How did the prisoner achieve his purpose through negotiation?
Features of Negotiation
Negotiation is
will succeed.
Analysis of Case One:
Initially, the need for a cigarette urged the prisoner to negotiate, but the guard has no need from the prisoner, so he refused to negotiate. In order to achieve his purpose, the prisoner created a need for the guard to negotiate with him.
商务谈判对话英文版
商务谈判对话英文版Business Negotiation DialogueDialogue 1:Company A: Good morning, Mr. Smith. I'm here today to discuss a potential partnership between our companies.Company B: Good morning, Mr. Johnson. Thank you for coming. I'm looking forward to hearing your proposal.Company A: We believe that our companies can benefit greatly from working together. We have extensive experience in developing and marketing innovative products, and we admire your company's strong distribution network.Company B: Thank you. We are always open to exploring new partnerships. What are the specific areas you would like to collaborate on?Company A: We propose a joint marketing campaign for our new product line. We have recently launched a line of eco-friendly household appliances, and we believe your expertise in retail distribution can help us reach a wider audience.Company B: That sounds interesting. Can you provide more details on the marketing campaign?Company A: Certainly. We suggest developing a co-branded advertising campaign, featuring both our companies' logos, to raise awareness of the eco-friendly appliances. Additionally, we can offer special discounts to your customers and provide training for your sales staff.Company B: I see the potential in this collaboration. However, we would need to evaluate the financial feasibility. What are your expectations regarding the costs involved?Company A: We understand the importance of cost considerations. We propose a cost-sharing model where both companies invest in the marketing campaign based on their respective market share. We can provide a detailed cost breakdown for your review.Company B: That seems fair. We will need some time to analyze the proposal and discuss it internally. Can we schedule a follow-up meeting next week to further discuss the financial aspects?Company A: Absolutely. We can also provide additional materials and case studies that showcase the success of our previous collaborations. Let's meet next Wednesday at 2:00 p.m. Does that work for you?Company B: Perfect. I will make sure our team is prepared for the meeting. Thank you for your time today.Company A: Thank you for considering our proposal. We look forward to discussing the details further next week.Dialogue 2:Company A: Good afternoon, Mr. Wang. I'd like to discuss the possibility of a joint venture between our companies.Company B: Good afternoon, Mr. Jones. I'm interested in exploring this opportunity. Please tell me more about your proposition.Company A: We have noticed that your company has a strong presence in the Asian market, and we believe that together we can expand our reach and increase market share.Company B: I appreciate your interest. Could you provide some information about the specific industry or sector you have in mind?Company A: Certainly. We propose collaborating in the renewable energy sector, specifically in the development and production of solar panels. We have advanced technology in this field, and with your established distribution channels, we can effectively penetrate the market.Company B: Solar energy is indeed a promising industry. How do you suggest we structure this joint venture?Company A: We suggest a 50/50 partnership, where both companies invest equally in capital, resources, and expertise. This way, we can share risks and rewards.Company B: That sounds reasonable. Besides financial contributions, what other support can each company provide?Company A: In addition to financial investments, we can contribute our research and development capabilities, as well as our expertise in manufacturing high-quality solar panels. Your company's distribution channels and local market knowledge would be valuable assets to the joint venture.Company B: I see potential synergies in this collaboration. However, we need to carefully assess the costs and potential returns. Can you provide a detailed financial projection?Company A: Of course. We will prepare a comprehensive financial analysis, including investment requirements, projected revenue growth, and estimated return on investment. We can discuss these details in our next meeting.Company B: That would be great. Let's meet again next Monday to review the financial projections and discuss any further questions or concerns.Company A: Excellent. We will be well-prepared and ready to address any additional inquiries. Thank you for your time and consideration.Company B: Thank you for presenting this opportunity. I look forward to our follow-up meeting.In conclusion, business negotiation dialogues play a crucial role in establishing partnerships and reaching agreements. They require effective communication, clear proposal presentations, and a willingness to find common ground. These dialogues provide a framework for companies to explore collaboration opportunities, discuss potential benefits, address concerns, and ultimately work towards mutually beneficial agreements.。
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
国际商务谈判(英文)Unit 01 Making an Enquiry[精]
![国际商务谈判(英文)Unit 01 Making an Enquiry[精]](https://img.taocdn.com/s3/m/442646e7360cba1aa811da8f.png)
Making an Enquiry
Unit 1 Making an Enquiry
Introduction
An enquiry means to enquire about the terms and conditions of a transaction．In oral business negotiation， both the sellers and the buyers can make an enquiry．An enquiry is not only one of the most direct ways to get details about a product，but also an important beginning step in a business negotiation．
The more information you obtain，the more benefits you can get from the negotiation．
Unit 1 Making an Enquiry
Objectives
Know the important role in a business negotiation; Know how to make oral enquiries and the tactics of making proper enquiries; Have some knowledge of the information covered in different enquiries; Have a good command of words and expressions related to enquiry.
Unit 1 Making an Enquiry
商务英语谈判对话范文
商务英语谈判对话范文商务谈判技巧在任何合作场合都能用得到，谈判的水平直接决定成本或者收益，下面店铺整理了商务英语谈判对话范文，供你阅读参考。
商务英语谈判对话范文：情景对话今天Robert的办公室出现了一个生面孔――Kevin Hughes，此人代表美国一家运动产品公司，专程来台湾寻找加工。
接洽的加工产品市运动型“磁质石膏护垫”，受伤的运动员包上这种产品上场比赛，即可保护受伤部位，且不妨碍活动。
现在，我们就来看看两人的会议现况：R: We found your proposal quite interesting, Mr. Hughes. We'd like to weigh the pros and cons(衡量得失)with you.K: Mr. Robert Liu, we've looked all over Asia for a manufacturer; your company is one of the most suitable.R: If we can settle a number of basic questions, I'm confident in saying that we are the most suitable for your needs.K: I hope so. And what might be the basic questions you have?R: First, do you intend to take a position in(投资于……)our company?K: No, we don't, Mr. Liu. This is just OEM.R: I see. Then, the most important thing is the size of your orders. We'll have to invest a great deal of money in the new production process.K: If you can guarantee continuing quality, we can sign a commitment for 75,000 pieces a year, for five years.R: At U.S. $1000 a piece, we'll make an average return of just 4%. That's too great a financial burden for us.K: I'll check the number later, but what do you propose?R: Here's how you can demonstrate commitment to this deal.Make it ten years, increase the unit price, and provide technology transfer.商务英语谈判对话范文：实例对话Robert在前面的谈判最后提出签约十年的要求，Kevin会不会答应呢?如果答案是否决的话，Robert又有何打算?他一心为公司的利益打算，极力争取技术转移地协定，而对方会甘心出让此项比金钱更珍贵的资产吗?请看以下分解：K: We can't sign any commitment for ten years. But if your production quality is good after the first year, we could extend the contract and increase our yearly purchase.R: That sounds reasonable. But could you shed some light on(透露)the size of your orders?K: If we are happy with your quality, we might increase our purchase to 100,000 a year, for a two-year period.R: Excuse me, Mr. Hughes, but it seems to me we're giving up too much in this case. We'd be giving up the five-year guarantee for increased yearly sales.K: Mr. Liu, you've got to give up something to get something.R: If you're asking us to take such a large gamble(冒险)for just two year's sales, I'm sorry, but you're not in our ballpark(接受的范围).K: What would it take to keep Pacer interested?R: A three-year guarantee, not two. And a qualilty inspection(质量检查)tour after one year is fine, but we'd like some of our personnel on the team.K: Acceptable. Anything else?R: We'd be making huge capital outlay(资本支出)for the production process, so we'd like to set up a technology transfer agreement, to help us get off the ground(取得初步进步).。
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。
第一章商务英语口译商务谈判
第八页，共41页
Sight Interpretation （Dialogue 2）
季节性的商品：a seasonal product; 货物投放市场：put the goods on the market;
适时交货：a timely delivery; 早点交货：make an earlier delivery; 分批装运：partial shipment
four stages: inquiry, offer, counter-offer and acceptance
five items:
1. the subject matter of the contract;
2. the price of the goods;
3. the liabilities of the seller; 4. the liabilities of the buyer; 5. the methods
分批装运：partial shipment; 遵守合同：observe the contract; 终止合同：cancel the contract;
商业信誉：commercial integrity;
守信用：maintain commercial integrity; 约束力：binding;
；
第六页，共41页
retract the order: 撤回订单；
建议：注意付款方式应该尽量掌控主动权，可以适当的 妥协，但是一定要坚持必要的底线，避免后期收不回货 款的风险。
第十页，共41页
Note-taking （2）
报价：selling offer; 还价：counter-offer; 平等互利的基础：the basis of equality and mutual benefit; 破例减价10% ：10 percent as a special accommodation;
商务英语谈判和会话unit1new
Questions that suggest an answer or bias the response in a specific direction
Perception skills
Logical arguments
Presenting facts, statistics, and evidence to support one's position
Negotiating differences
Resolving differences and negotiating solutions to problems
Phase of achieving an agreement
Summarizing the negotiation results
Summarizing the main points of the negotiation and highlighting the key issues
Start stage
Greeting and introduction
01
Expressing greetings and introducing one self
and the other party
Outlining the negotiation agenda
02
Briefly introducing the topics and objectives of
Open and Honey Communication
Use open and honey language to discover your ideas and positions, while examining the other party's views
商务英语谈判Module One(Project 1-5)
Compromising: Individuals who are eager to close the deal by doing what is fair and equal for all parties involved in the negotiation.
✓ Assume that everything is negotiable. ✓ Have high aspirations. ✓ Never accept the first offer. ✓ Deal from strength if you can, but create
the appearance of strength, regardless. ✓ Put what you have agreed on in writing. ✓ Recognize that the other party is
In international trade, negotiation is a process by which a negotiable instrument is transferred from one party (transferor) to another (transferee) by endorsement or delivery.
Types of Negotiators
Soft bargainers. These people see negotiation as too close to competition, so they choose a gentle style of bargaining.
商务英语谈判对话.doc
商务英语谈判对话商务英语谈判对话1Tom：May we hear your comments on your products?请对我们的产品提提意见好吗?Elly：We find the quality of your samples well up to standard and suitable for our requirements. On the other hand, we re received offers for higher quality products. So business depends very much on your prices.我们认为你们的样品质量符合标准而且适合我们的需要，但是另一方面，我们已收到高档货的报盘，所以业务能否成交在很大程度上要看你方的价格。
Tom：Taking everything into consideration, you ll find that our pric es compare favorably with the quotations you can get elsewhere.如果把各种因素都加以考虑，你就会发现我们的价格比别处报的要便宜。
Elly：I m not sure of that. Before coming to the discussion of price, may I point out that we would like to have you quote us on a F. O.B. basis?这点我不敢肯定，在谈判价格之前，我想提出，我们希望你方报船上交货的价格，行吗?Tom：I don t quite understand. For bulk goods such as chemical fertilizers, it s the sellers who arrange the shipping space. It is more convenient for us, as well as for you.我不大明白，象化肥这一类的大宗货得由卖方安排舱位。
国家开放大学《商务英语3》章节自测参考答案
国家开放大学《商务英语3》章节自测参考答案Unit 1 A New Job会话演练听对话，了解招聘过程中猎头公司的角色，选择正确的词或短语填入相应的位置。
headhunters or executive search firms specialize in finding the right person for the right job.When a company wishes to（D）a new person for an important（G）, it may use the services of such a firm. The advantages for the（C）are that it does not have to organize the costly and time-consuming process of advertising, selecting and interviewing suitable（E）. In some cases, the search firm may already have a list of people with the appropriate（B）for the job. If this is not the case, then it may act as a consultant, advising or even organizing tests and simulations to evaluate candidates' （F）in order to select the most（A）person for the job.边学边练回顾对话内容，了解工作面试中的常见问题，为题目匹配正确的选项。
A．I am good at time management, but I can be impatient for results.B．I always give support to my colleagues and believe we should work towards a common goal.C．My aim is to have a position in the Management Team.D．People say I am sociable, organized and decisive.E．Leading the university football team to the national championship.F．Because the work environment here is both challenging and rewarding.1．Why did you choose our company?（F）2．What are your strengths / weaknesses?（A）3．How would your friends describe you?（D）4．What is your greatest achievement?（E）5．How well do you work in a team?（B）6．When will you be in 5 years' time?（C）会话演练你可以点击下方人物头像角色扮演进行对话练习，也可以点击对话中人物的名称详细听每句话录音。
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• 4. What role does the Guangzhou Fair play in Chinese economy?
The 109th Fair in 2011
• 第一期:2011年10月15日－19日，展出大型机械及设备,小型机械,自
行车,摩托车,汽车配件,化工产品,五金,工具,车辆（户外）,工程机械 （户外）,家用电器 ,电子消费品,电子电气产品,计算机及通讯产品,照 明产品,建筑及装饰材料,卫浴设备,进口展区等展区。
•
10月20日--22日为换展期。
• 第二期:2011年10月23日－27日，展出餐厨用具,日用陶瓷,工艺陶瓷, 家居装饰品,玻璃工艺品,家具,编织及藤铁工艺品,园林产品,铁石制品 （户外）,家居用品,个人护理用具,浴室用品,钟表眼镜,玩具,礼品及赠 品,节日用品等展区。
•
4月28日--4月30日为换展期。
• 在广交会上，美国商人史密斯先生与一位中国的 销售代表王先生在展位前相遇:
and patterns in attending trade fairs. • Know how to introduce a company at a
trade fair. • Know how to introduce products or
services at a trade fair. • Know how to set up business ralationship.
Price
②能够就价格进行谈判
①能够就商品品质、数量、包
8
12
Negotiating on 装、运输、保险、支付等条款 Other Terms 进行谈判
②能够就一般条款进行谈判
9 4 Breaking a Talk 能够妥善处理僵局
10 4
Signing and Amending a
Contract
能力目标
①能在交易会上介绍公司
1
4
Attending Trade ②能在交易会上推介产品
Fairs
③能主动与客户建立贸易关系
24 34
Making Business Investigation
Receiving Visitors
①能够进行商务调查
①能够问候、引见及客套寒暄 ②能够进行商务宴请
44
Showing Around
①能够带领客户参观公司及 工厂
②能够带领客户参观产品展 示室 ③能够回答相关问题
①能够商定会谈的日程和 议程 ①能够了解对方的期望和 5 4 Starting a Talk 意图 ③能够确定双方的目的和要 求
64
Making an Offer
①能够核算出口商品的成本 和利润 ②能够对外发盘
7
8
Negotiating on ①能够对还价做好准备
①能够签订合同 ②能够修改合同
11
4
Sightseeing and 能陪同客户观光及购物 Shopping
12
4
Farewell and 能够以适当的方式和客户道 Parting 别
13 4
Lodging and Settling Problems
①能对客户在履行合同中的 违约行为进行索赔 ②能处理客户提出的索赔
讲
现、讲稿质量
错误此项为30分，以此类推 %
项目作 业
项目参与度、作业 质量
积极参与项目，愿与同伴合作，
作业质量符合要求此项为20分， 以此类推
20 %
Unit 1 Attending Trade Fairs
• Objectives: • Be familiar with the related expressions
• 第三期:2011年10月31日－11月4日，展出男女装,童装,内衣,运动服
及休闲服,裘革皮羽及制品,服装饰物与配件,家用纺织品,纺织原料面料,
地毯及挂毯,食品,土特产品,医药及保健品,医疗器械、耗材、敷料,体 育及旅游休闲用品,办公文具,鞋,箱包等展区。
Introducing Companies
考核方案
期末考试占50%；平时成绩占50%。
考核项 目
考核内容
考核标准
出勤
迟到、早退、旷课
迟到、早退2次扣1分，旷课1次 20 扣3分，以此类推，扣完为止 %
课堂表 现
上课态度、参与程 度、处理问题准确 度
上课积极参与，主动并能正确 回答问题。此项为30分，以此 类推
30 %
课前演 准备程度、演讲表 准备充分，内容切题，基本无 30
商务英语谈判和会话
Business Negotiation & Dialogues
课程目标
通过本课程的学习，能运用商务知识和基 本谈判技巧，担任商务活动中的谈判工作。
能力目标：
①能够为商务谈判做前期准备，如商务调查、 安排会晤、接待客户并能在交易会等场景 介绍公司、产品等。
②能够就具体交易进行谈判，如价格、数量、 包装、支付、保险、运输及合同一般条款。
课程内容设计
序号
1
2
3 4 5
模块（或项目）名称
学 时
前期准备（参加交易会、推介产品、商务调查、 客户接待）
16
谈判磋商（开局、关于价格、运输、保险、支付、 一般条款及合同的一般条款）
36
后期安排（观光购物、道别和辞行）
8
业务善后（索赔和理赔）
4
总复习
4
合计
68
序学 号时
教学目标和主要内容
单元标题
Questions for dialogues on P61& P66
• 1. What is a trade fair?
• 2. When did Chinese Import and Export Fair (Canton Fair) come into existence?
• 1957
• 3. How many times is Guangzhou Fair held each year and when is the forthcoming Canton Fair to be held?
③能就交易履行中出现的问题进行谈判，如 索赔或理赔。
知识目标：
• ①掌握商务英语谈判技巧。 • ②掌握相关的术语、词汇和套语。 • ③了解中英文化差异。 • ④了解并掌握相关礼仪。 • ⑤了解中国主要商务机构、世界主要银行
及世界主要运输公司名称。
其它目标：
• ①沟通与Байду номын сангаас队协作能力。 • ②自主学习能力。 • ③创新能力。 • ④处理实际事务能力。 • ⑤诚实守信理念。 • ⑥自我管理的能力。