商务英语谈判
商务英语谈判准备技巧
商务英语谈判准备技巧在当今全球化的商业环境中，商务英语谈判已经成为企业拓展业务、达成合作的重要手段。
然而，要在谈判中取得成功，充分的准备是至关重要的。
以下将详细介绍商务英语谈判准备的一些关键技巧。
一、了解谈判对手在商务英语谈判之前，深入了解对手是必不可少的。
这包括对方公司的背景、业务范围、市场地位、财务状况等。
通过在线搜索、行业报告、新闻资讯等渠道收集信息，可以对对手有一个大致的了解。
此外，了解对方谈判代表的个人情况也很有帮助。
比如他们的职位、职责、谈判风格、性格特点等。
如果可能的话，可以通过共同的业务伙伴或者社交媒体来获取相关信息。
二、明确自身目标和底线清楚地知道自己想要什么以及能接受的最低限度是谈判成功的基础。
在确定目标时，要具体、可衡量且具有可行性。
例如，如果是关于价格的谈判，明确期望的价格范围以及绝对不能突破的底线价格。
同时，要对目标进行优先级排序。
确定哪些是必须达成的核心目标，哪些是可以妥协的次要目标。
这样在谈判过程中，能够灵活应对，不至于因为一些次要问题而影响了核心目标的实现。
三、准备相关资料和数据商务英语谈判需要有充分的事实和数据支持。
收集与谈判主题相关的市场趋势、行业标准、竞争对手的情况等信息。
比如，如果是关于产品采购的谈判，准备好产品质量检测报告、市场价格比较、供应商的信誉评估等资料。
对于一些关键的数据和信息，要确保其准确性和可靠性。
并且要能够用简洁明了的方式在谈判中呈现和解释这些资料，以增强自己的说服力。
四、制定谈判策略根据对对手和自身情况的分析，制定相应的谈判策略。
这可能包括是采取主动进攻还是保守防守的姿态，是先提出主要议题还是从次要议题入手，以及如何应对可能出现的僵局和争议。
例如，如果对手在某个方面具有明显优势，可能需要采取迂回战术，从其他方面寻找突破点。
而如果自己在某些方面占据优势，可以适时地展示实力，以争取更好的谈判条件。
五、进行模拟谈判在模拟谈判中，可以安排不同的成员扮演对手的角色，尽可能地模拟真实的谈判场景和对手的反应。
谈判中十句超实用的商务英语
谈判中十句超实用的商务英语1、Let’s promise.我们还是各退一步吧。
2、We expect that you will offer us a lower price as soon as possible.我们期待你们能够尽快给我们一个比拟低的价格。
3、We hoped that the matter can be brought to a satisfactory conclusion.我们希望这个事情能够得到满意的结果。
4、It is hoped that you will seriously take this matter into consideration and let us have your reply soon.希望你慎重考虑一下这个事情，并且尽快给我们一个回复。
5、We hope this matter will not effect our good relations and future dealings.我们希望这件事不会影响我们良好的关系和以后的生意。
10. Let me explain to you why 让我来跟你解释为什么。
11. That’s the basic problem.这是最根本的问题。
12. Let’s promise.我们还是各退一步吧。
13. It depends on what you want.那要视贵方的需要而定。
14. The longer we wait ，the less likely we will e up with anything.我们等待的时间越长，成功的时机就越小。
15. 3. I know I can count on you.我知道我可以信赖您。
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。
商务英语谈判情景对话(5篇)
商务英语谈判情景对话（5篇）商务英语谈判篇一Business NegotiationA: The seller Miss su representingKai ya Chocolate Manufacturing Co.LtdB: The buyer Mr.zhou representing zhong shang supermarket.A: Good morning, Mr.Zhou.Glad to meet you.B: Good morning, Miss su.It’s very nice to see you in person.A: How are things going?B: Everything is nice.A: So, what’s the topic of today’s meeting?B: Ok, after the last talk, we appreciate you price very let’s talk about the terms of payment.Would you accept D/P? I hope it will be acceptable to you.A: The terms of payment we usually adopt are sight L/C.B: But I think it would be beneficial to both of us to adopt more flexible payment terms such as D/P term.A: Payment by L/C is our usual practice of doing business with all customers for such commodities.I’m sorry we can’t accept D/P terms.B: As for regular orders in future, couldn’t you agree to D/P?A: Sure.After several smooth transactions, we can try D/P terms.B: Well, as for shipment, the soon the better.A: Yes, shipment is to be made in April, not allowing partial shipment.B: can you make it earlier? May be in March, our customer is eager for them.A: All right.Let me have a check, oh!There are some steam vessels available to your port, so we can make it in March.B: Good!By the way, when can I expect to sign the S/C?A: Mr.Zhou, would it be convenient for you to come again tomorrow morning.I’ll get the S/C ready tomorrow for your signature.B: That’s fine.See you Su.A: See you and thanks for coming, Mr.Zhou.常用商务英语谈判对话开场介绍篇二常用商务英语谈判对话:开场介绍篇编辑:Smart(1)A: I don’t believe we’ve met.B: No, I don’t think we have.A: My name is Chen Sung-lim.B: How do you do? My name is Fred Smith.A: 我们以前没有见过吧？B：我想没有。
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。
商务英语谈判对话范文三人
商务英语谈判对话范文三人以下是一个商务英语谈判的三人对话范文：人物：1.John Smith，美国一家公司的销售经理2.David Lee，中国一家公司的销售经理3.Emily Chen，翻译员对话内容：John: David，很高兴能在这里与您见面。
我们非常看重这次合作机会。
David: 谢谢您的邀请，John。
我们也很期待能够与贵公司合作。
John: 我们了解到贵公司在市场上有着非常好的口碑和广泛的销售渠道。
我们希望能够借助贵公司的优势，扩大我们在中国市场的销售。
David: 我们也很欣赏贵公司的产品和技术实力。
我们认为通过合作，我们可以共同开拓更广阔的市场。
Emily: 那么，关于合作的具体细节，您有什么想法？John: 我们希望能够在未来的三年内，在中国市场销售我们的产品，并且希望能够在第一年内达到100万美元的销售额。
David: 这个目标非常有挑战性，但是我们相信通过双方的努力，一定可以实现。
我们可以先从签订一份销售代理协议开始，明确双方的权利和义务。
然后，我们可以制定一份具体的销售计划，明确销售目标和时间节点。
Emily: 听起来非常好。
那么在合作过程中，如果出现问题，我们应该如何解决呢？John: 我们可以通过定期的会议和沟通来解决任何问题。
我们可以每月举行一次电话会议，以便及时了解合作进展情况，并解决可能出现的问题。
David: 这是一个很好的建议。
我们也可以通过电子邮件和即时通讯工具进行日常沟通和交流。
此外，我们还可以在必要时安排面对面的会议，以便更好地沟通和解决问题。
Emily: 好的，那么最后关于合作的价格和利润分配，您有什么建议？John: 我们希望代理费能够占销售额的10%，并且希望在合作期限内保持稳定。
至于利润分配，我们可以根据销售额的比例进行分配。
David: 这个条件是可以接受的。
我们将尽力完成贵公司的销售目标，并希望通过合作获得更多的利润。
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.
商务英语谈判大全
Basic Expressions1. Our buyers asked for your price list or catalogue.我们的买主想索求你方价格单或目录。
2. Prices quoted should include insurance and freight to V ancouver. [væn'ku:və]所报价格需包括到温哥华的保险和运费。
3. I would like to have your lowest quotations C.I.F. Vancouver.希望您报成本加运费、保险费到温哥华的最低价格。
4. Will you please send us your catalogue together with a detailed offer?请寄样品目录和详细报价。
5. We would appreciate your sending us the latest samples with their best prices.请把贵公司的最新样品及最优惠的价格寄给我们，不胜感激。
6. Your ad in today’s China Daily interests us and we will be glad to receive samples with your prices.对你们刊登在今天《中国日报》上的广告，我们很感兴趣。
如能寄来样品并附上价格，不胜欣慰。
7. Will you please inform us of the prices at which you can supply? 请告知我们贵方能供货的价格。
8. If your prices are reasonable, we may place a large order with you.若贵方价格合理，我们可能向你们大量订货。
9. If your quality is good and the price is suitable for our market, we would consider signing a long-term contract with you.若质量好且价格适合我方市场的话，我们愿考虑与你方签署一项长期合同。
商务英语情景对话-订购货物并进行砍价谈判
以下是一段商务英语情景对话，内容涉及订购货物并进行砍价谈判：John: Hello, Ms. Li. It's John from the United States. We ordered 1000 sets of your products last month and the quality was good. However, the price was a bit high. We would like to discuss the price with you.李女士：您好，约翰先生。
我是李女士，上个月你们订购了1000套我们的产品，质量还不错。
但是价格有点高，我们想和您商量一下价格。
John: Yes, Ms. Li. The price is indeed a bit high for us. We would like to order the same products at a lower price this time.约翰：是的，李女士。
对我们来说价格确实有点高。
我们希望这次能以更低的价格订购相同的产品。
Li: Well, Mr. John, the price has already been fixed after we negotiated with you last time. We can't reduce the price any more.李：嗯，约翰先生，上次和您商量后价格已经定下来了，我们不能再降价了。
John: Then, can you give us some discount? We plan to order more products from you in the future.约翰：那么，你能给我们一些折扣吗？我们计划将来向你们订购更多的产品。
Li: Mr. John, as I said, we can't reduce the price any more. But if you order more products, we can offer you some discounts on the original price.李：约翰先生，正如我所说，我们不能再降低价格了。
国际商务英语谈判技巧
国际商务英语谈判技巧第一，提问技巧。
在商务英语谈判中，提问技巧是至关重要的，用正式的英语语句进行提问不仅可以证实我们的推断，还可以获得平常无法获得的知识。
第二，运用婉转语言。
在商务英语谈判中，有些语言是正确的，但是效果令人难以接受，最终无法使双方满意。
婉转的语言正如一句话"言有尽而意无穷，余意尽在不言中'，比如：I agree with most of what you said，换句话是there are something in what you said that I not agree with. 这是一种婉转表达否定的意思。
第三，用条件句代替"NO'。
在谈判中，如果想表示否定的意思，不要直接说"NO'，如果说了会让对方感到尴尬，谈判进程甚至会因此陷入僵局。
一方可以用条件句询问对方Would you be willing to meet the extra cost if we meet your additional requirements ?2商务英语谈判怎么学习第一，善于倾听，做到少说多听。
商务谈判实际上是一种对话，在这个对话中，双方说明自己的状况，陈述自己的观点，倾听对方的提案、发盘、并做反提案，还盘、互相让步，最后达成协议。
第二，灵活应变，做到灵活性与原则性相结合。
商务谈判过程中往往会碰到一些意想不到的尴尬事情，要求谈判者具有灵活的语言应变能力，与应急手段相联系，巧妙地摆脱困境。
第三，语义清楚，做到形式委婉、内容明确。
国际商务谈判大多用英语进行，而谈判双方的母语往往又不都是英语，这就增加了交流的难度。
在这种状况下，我们要尽量用简单、清楚、明确的英语，不要用易引起误会的多义词、双关语、俚语、成语。
3国际商务英语谈判技巧试探摸底法没有调查就没有发言权，在商务谈判中，首先要摸清对方的意图、底牌或大概底线在谈判中才干有的放矢，古语有云：知彼知己百战百胜。
商务英语谈判甲乙双方共八人范文
商务英语谈判甲乙双方共八人范文In the heart of the bustling city, the air is thick with anticipation as two teams, each composed of four sharp-minded individuals, prepare to engage in a high-stakes business English negotiation. The room is filled with a palpable energy, a blend of excitement and the subtle undercurrent of competition. The clock ticks away, each second counting down to the moment when words will turn into deals, and handshakes will solidify the fate of millions."Good morning, esteemed colleagues," begins the leader of Team Alpha, his voice resonating with confidence, setting the tone for what promises to be a dynamic exchange. "We are here today to forge a partnership that will not only benefit our respective companies but also pave the way for future collaborations."The leader of Team Beta, equally poised, responds with a smile, "Indeed, we are at a pivotal juncture where our mutual interests align, and the potential for growth is immense.Let's dive into the specifics and ensure that our negotiation is as fruitful as it is fair."As the discussion unfolds, the negotiators from both sides display a mastery of the English language, weaving complex ideas into clear, concise points. They navigate through the intricacies of contracts, financials, and market strategies with the agility of seasoned professionals. Eachstatement is carefully crafted, each question designed to probe deeper into the other's position, and each response a testament to their readiness and research.The negotiation table is not just a battleground; it's a stage where diplomacy and business acumen are on full display. The representatives from both teams are not adversaries but architects of a deal that could shape the landscape of their industries. They speak the universal language of commerce, a dialect that values clarity, precision, and the art of persuasion.As the hours pass, the initial tension gives way to a sense of camaraderie. The negotiation is not just about winning or losing; it's about finding common ground andcrafting a win-win scenario. The room buzzes with the energyof collaboration, as ideas are exchanged, and solutions are found.In the end, it's not the negotiation itself that defines success, but the spirit in which it is conducted. As the two teams rise from their seats, hands are shaken, and smiles are exchanged. They have not just negotiated a deal; they havebuilt a bridge between two companies, a testament to thepower of effective communication and the art of business English negotiation.。
商务英语谈判课程教案
商务英语谈判课程教案第一章：商务英语谈判概述1.1 课程介绍1.2 商务英语谈判的定义与重要性1.3 商务英语谈判的基本原则与流程1.4 商务英语谈判的策略与技巧第二章：商务英语谈判的语言技巧2.1 商务英语谈判中听说读写的能力要求2.2 商务英语谈判中的词汇与表达方式2.3 商务英语谈判中的语法与句型结构2.4 商务英语谈判中的听力理解与口语应答技巧第三章：商务英语谈判的交际策略3.1 商务英语谈判中的礼貌与尊重3.2 商务英语谈判中的非语言沟通技巧3.3 商务英语谈判中的角色扮演与模拟练习3.4 商务英语谈判中的跨文化交际问题与应对策略第四章：商务英语谈判的实战技巧4.1 商务英语谈判的前期准备与信息收集4.2 商务英语谈判中的价格谈判策略4.3 商务英语谈判中的合同条款与法律问题4.4 商务英语谈判中的签约与跟进技巧第五章：商务英语谈判案例分析与实践5.1 商务英语谈判成功案例分析5.2 商务英语谈判失败案例分析5.3 模拟商务英语谈判实践5.4 商务英语谈判实践中的问题与解决方案第六章：商务英语谈判中的沟通与协调6.1 商务英语谈判中的有效沟通技巧6.2 商务英语谈判中的协调与调解方法6.3 商务英语谈判中的冲突管理与解决策略6.4 商务英语谈判中的沟通案例分析与实践第七章：商务英语谈判中的说服与影响7.1 商务英语谈判中的说服技巧与策略7.2 商务英语谈判中的影响力构建与运用7.3 商务英语谈判中的心理战术与应对方法7.4 商务英语谈判中的说服案例分析与实践第八章：商务英语谈判中的合作与联盟8.1 商务英语谈判中的合作机会识别与评估8.2 商务英语谈判中的联盟建立与维护策略8.3 商务英语谈判中的合作伙伴选择与谈判要点8.4 商务英语谈判中的合作案例分析与实践第九章：商务英语谈判中的风险管理9.1 商务英语谈判中的风险识别与评估9.2 商务英语谈判中的风险防范与应对策略9.3 商务英语谈判中的合同管理与违约处理9.4 商务英语谈判中的风险案例分析与实践第十章：商务英语谈判的综合能力提升10.1 商务英语谈判中的自我管理与自我提升10.2 商务英语谈判中的团队管理与协作能力提升10.3 商务英语谈判中的谈判策略创新与思维拓展10.4 商务英语谈判中的综合能力提升案例分析与实践重点和难点解析一、商务英语谈判概述重点：商务英语谈判的定义与重要性、基本原则与流程难点：商务英语谈判的策略与技巧的理解与应用二、商务英语谈判的语言技巧重点：听说读写的能力要求、词汇与表达方式难点：语法与句型结构在实际谈判中的应用三、商务英语谈判的交际策略重点：礼貌与尊重、非语言沟通技巧难点：跨文化交际问题与应对策略的灵活运用四、商务英语谈判的实战技巧重点：前期准备与信息收集、价格谈判策略难点：合同条款与法律问题的理解与运用五、商务英语谈判案例分析与实践重点：成功与失败案例的分析难点：模拟商务英语谈判实践的指导与问题解决六、商务英语谈判中的沟通与协调重点：有效沟通技巧、协调与调解方法难点：冲突管理与解决策略的实际操作七、商务英语谈判中的说服与影响重点：说服技巧与策略、影响力构建与运用难点：心理战术与应对方法的运用八、商务英语谈判中的合作与联盟重点：合作机会识别与评估、联盟建立与维护策略难点：合作伙伴选择与谈判要点的决策九、商务英语谈判中的风险管理重点：风险识别与评估、风险防范与应对策略难点：合同管理与违约处理的实施十、商务英语谈判的综合能力提升重点：自我管理与自我提升、团队管理与协作能力提升难点：谈判策略创新与思维拓展的应用全文总结和概括：本教案针对商务英语谈判的各个方面进行了深入的讲解和练习，从谈判概述到实战技巧，再到案例分析与实践，涵盖了谈判过程中的各个环节。
商务英语对话谈判_谈判技巧_
商务英语对话谈判商务英语口语涉及到不少英语中的专业词汇和知识，要想完全掌握，练就熟练口语并非一朝一夕，需要长时间的学习和累积。
下面小编整理了商务英语对话谈判，供你阅读参考。
商务英语对话谈判：商讨价格英语对话Peter:I'd like to get the ball rolling by talking about prices.我们从谈价格开始吧.Smith:Shoot. I'd be happy to answer any questions you may have.洗耳恭听.我很乐意回答你的任何问题.Peter:Your products are very good. But I'm a little worried about the prices you're asking.贵司产品非常不错,但我有点担心你的价格.Smith:You think we will be asking for more?你认为我们会要更多吗?Peter: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.那并不是我想的.我知道你们的研究成本是很高,但我希望能得到七五折.Smith:That seems to be a little high. I don't know how we can make a profit with those numbers.太高了.这样的折扣我们没有利润了.Peter:We said we want 10000pcs over a three-month period. What if we plan orders for a year, with a guarantee?我们接下来的三个月需要采购10000个,如果我们保证一年的订单怎么样?Smith:If you can guarantee that on paper,I think we can discuss this further.如果你能将你的保证写下来的话,我想可以考虑.英语知识点：1.I'd like to get the ball rolling by talking about prices."get the ball rolling"就是"开始做某事"的意思,"to make something start happening".也可以说是"set/start the ball rolling",意思不变.I'll start the ball rolling by introducing the first speaker. 我来介绍一下第一位讲演者作为开始.I'd like to get/start the ball rolling by doing sth是一句谈话,谈判时很好的.2.Shoot:(让某人把话说出来)说吧,请讲.比较的非正式.You want to tell me something? OK, shoot! 你有话要告诉我?那好,说吧!3.That's not exactly what I had in mind.Have(got) sth in mind:打算做某事,有心做某事What do you have in mind for dinner tonight? 你晚上想吃什么?How long have you had this in mind? 你想这件事多久了?大家要注意了,have sth in mind单纯地指想或者计划某事,不带感情色彩,而 have sth on sb's mind意思就大不一样了.Don't bother your father tonight─he's got a lot on his mind. 今晚就别打扰你父亲了--他的烦心事儿已经够多了.4.What if we plan orders for a year, with a guarantee?Order: 订货;订购;订单相关词组:Place an order for sth:订购某物I would like to place an order for ten copies of this book. 这本书我想订购十册.Can be made to order:可以定做These items can be made to order(= produced especially for a particular customer) 这几项可以订做.5.If you can guarantee that on paper,I think we can discuss this further.On paper: when you put something on paper, you write it down 写下来;笔录On paper还有一个意思,就是"仅照字面看;理论上", judged from written information only, but not proved in practice.例如,The idea looks good on paper. 仅就字面看,这个主意不错. 商务英语对话谈判：价格谈判常用句型1.Let's get down to business, shall we?(让我们开始谈生意好吗?)2.I'd like to tell you what I think about that.(我想告诉你我的一些想法。
商务英语谈判negotiationPrinciples
Negotiation environment
The composition of international negotiation environment:会影响谈判旳战略和策略
1.Political system 2.Economical system 3.Social system 4.Cultural system
• ﹡Your success in a negotiation depends
upon the other party’s making a decision you want; therefore, you should do what you can to make that decision an easy one.
outbursts.
• 3) Strive for better communication. • ﹡Be an active listener and acknowledge
what is being said.
• ﹡ Speak to be understood. • ﹡Avoid being judgmental or debating the
• 2) Cultivate appropriate emotion. • ﹡Your emotion affects that of the other party. • ﹡Recognize and understand emotions of both
parties.
• ﹡Make emotions explicit and legitimate • ﹡Allow the other party to let off steam. • ﹡Stay calm with the other party’s emotional
商务英语谈判实训总结
商务英语谈判实训总结在商务英语谈判实训中，我深刻地认识到了谈判的重要性以及提前准备的必要性。
以下是我对于本次实训的总结。
首先，谈判是商务活动中至关重要的一环。
通过谈判，双方可以就合作、合同和合作条件等重要事项达成共识。
在实际谈判中，我们需要充分了解对方的需求和期望，并根据自身的利益进行权衡，寻求一个双方都能接受的平衡点。
同时，在谈判过程中，要注意维护良好的合作关系，并确保对方对合作的信任和满意。
其次，提前准备对于谈判的成功至关重要。
在实训中，我们通过调研市场情况、了解对方的背景和需求，以及准备好相关的商务文件和材料，使我们在谈判中能够做到心中有数、沉着应对。
对于谈判中可能出现的问题和挑战，我们也需要提前做好应对策略的准备，确保能够在谈判中保持灵活和明智的思维。
另外，沟通和表达能力在谈判中起着决定性的作用。
在实训中，我发现通过清晰、准确的表达，可以更好地传达自己的意图和立场。
同时，我们还需要倾听对方的观点，尊重对方的意见，并借助积极的沟通和表达技巧，使谈判双方能够更好地达成共识。
在实训中，我还学到了如何处理谈判中的冲突和分歧。
冲突和分歧在谈判中是不可避免的，关键在于我们要以积极的态度去解决它们。
通过理性的讨论、寻找共同利益、妥协和互让等方式，我们可以有效地化解冲突，使谈判达到双赢的目标。
最后，我意识到在商务英语谈判中，文化差异也是需要重视的因素之一。
不同国家和地区的商务文化有着不同的特点和规则，我们需要了解和尊重对方的文化，避免因为文化差异而引发误解和冲突。
通过提前做好文化研究和准备，我们可以更好地应对跨文化谈判的挑战。
总的来说，在商务英语谈判实训中，我通过实际操作和反思不断提高了自己的谈判技巧和能力。
我学到了提前准备的重要性，加强了沟通和表达能力，了解了如何处理冲突和分歧，以及如何应对跨文化谈判。
这些经验对于我今后在商务谈判中的实际应用具有重要的指导作用。
我希望能够继续努力，不断提升自己的谈判能力，为今后的商务谈判取得更好的成果。
商务英语谈判对话范文
商务英语谈判对话范文A: Good morning, Mr. Smith. Thank you for meeting with me today to discuss the potential partnership between our two companies.B: Good morning, Ms. Johnson. It's my pleasure. I believe there are many opportunities for collaboration between our companies.A: I agree. Our companies share similar values and goals, and I believe that by working together, we can achieve great success. I would like to start by discussing the terms of the partnership.B: Of course. I think it's important for both of our companies to benefit from this partnership. What are your initial thoughts on the terms?A: We are looking for a long-term partnership, so we would like to discuss a mutually beneficial agreement that includes revenue sharing, joint marketing efforts, and a clear outline of each company's responsibilities.B: I understand. We are also interested in a long-term partnership and are open to discussing revenue sharing and joint marketing efforts. However, we would like to ensure that the agreement is fair and transparent for both parties.A: I completely agree. Transparency and fairness are essential for the success of any partnership. I would like to propose a revenue sharing model that is based on the performance of each company, as well as a clear outline of the marketing efforts that we will undertake together.B: That sounds reasonable. I think we can come to an agreement on the revenue sharing model and the marketing efforts. However, I would like to discuss the responsibilities of each company in more detail. It's important for us to have a clear understanding of what is expected from both parties.A: I agree. I think it would be beneficial for us to outline the specific responsibilities of each company in the partnership agreement. This will help to avoid any misunderstandings in the future and ensure that both parties are clear on their obligations.B: Agreed. I think we are making good progress in our discussions. I believe that if we continue to work together in a collaborative and transparent manner, we can reach a mutually beneficial agreement.A: I couldn't agree more. I am confident that by working together, we can achieve great success and create a strong and lasting partnership between our companies.B: Thank you for your time today, Ms. Johnson. I look forward to continuing our discussions and reaching a successful agreement.A: Thank you, Mr. Smith. I am also looking forward to the potential partnership between our companies. I will have my team draft a partnership agreement based on our discussions, and we can continue our negotiations from there.B: Sounds good. I will have my team review the agreement and we can schedule another meeting to finalize the details. Thank you again for meeting with me today.A: You're welcome, Mr. Smith. I will be in touch soon to schedule our next meeting. Thank you for your time.B: Thank you, Ms. Johnson. Have a great day.A: You too, Mr. Smith. Goodbye.B: Goodbye.In this negotiation dialogue, both parties are able to express their thoughts and concerns clearly and work towards a mutually beneficial agreement. The conversation is polite and professional, and both parties are open to discussing the terms of the partnership in a collaborative and transparent manner. This is a great example of how business negotiations should be conducted, with a focus on finding common ground and reaching a successful agreement.。
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。
商务英语谈判对话带翻译
商务英语谈判对话带翻译商务谈判是交易当中最为重要的一部分，以下是我给大家整理的关于商务英语谈判对话带翻译，盼望可以帮到大家关于商务英语谈判对话带翻译一This book has information about layers and their priorites. It covers how they look out for themselves and their clients, why they say theres no conflict of interest, and how no stone is left unturned for client, regardless of cost. The attorney is tireless in checking every angle. This is basically because they are paid by the hour. The more time they spend on the case, the more they get paid.这本书谈到律师和他们处理事情的轻重缓急态度，也谈到他们如何擅长维护自身和客户的利益，以及他们会不惜成本，强说事情没有利益冲突，或坚称客户的状况会很顺当的缘由。
在认真调查大事层面时，律师从不感到疲乏，这是由于他们按时数计费，他们花在案子上的时间越长，赚的钱都多。
The fact that an in-house attorney handles similar situations faster and cheaper than attorneys paid by the hour is one of those mysteries of life we mere mortals will never understand without the help of an attorney.当企业雇有专属的律师，处理类似案件的速度就会比较快，而收费在比以外面按时计费的律师低。
商务英语谈判对话
商务英语谈判经典句1 If you take quality into consideration, you will find our price reasonable. 如果您把质量考虑进去的话,您会发现我方价格是合理的.2 We guarantee quality products which can stand fierce competition.我们保证提供能经得起激烈竞争的高质量产品.3 I still have some questions concerning our contract.就合同方面我还有些问题要问.4 We are always willing to cooperate with you and if necessary make some concessions.我们总是愿意合作的,如果需要还可以做些让步.5 If you have any comment about these clauses, do not hesitate to make.对这些条款有何意见,请尽管提,不必客气.6 Do you think there is something wrong with the contract你认为合同有问题吗7 We'd like you to consider our request once again.我们希望贵方再次考虑我们的要求.8 We'd like to clear up some points connected with the technical part of the contract.我们希望搞清楚有关合同中技术方面的几个问题.9 The negotiations on the rights and obligations of the parties under contract turned out to be very successful.就合同保方的权利和义务方面的谈判非常成功.10 We can't agree with the alterations and amendments to the contract.我们无法同意对合同工的变动和修改.11 We hope that the next negotiation will be the last one before signing the contract.我们希望下一交谈判将是签订合同前的最后一轮谈判.12 We don't have any different opinions about the contractual obligations of both parties.就合同双方要承担的义务方面,我们没有什幺意见.13 That's international practice. Wecan't break it.这是国际惯例,我们不能违背.14 We are prepared to reconsider amending the contract.我们可以重新考虑修改合同.15 We'll have to discuss about the total contract price.我们不得不讨论一下合同的总价格问题.16 Do you think the method of payment is OK for you你们认为结算方式合适吗17 We are really glad to see you so constructive in helping settle the problems as regards the signing of the contract.我们很高兴您在解决有关合同的问题上如此具有建设性.818 Here are the two originals of the contract we prepared.这是我们准备好的两份合同正本.19 Would you please read the draft contract and make your moments about the terms请仔细阅读合同草案,并就合同各条款提出你的看法好吗20 When will the contract be ready合同何时准备好21 Please sign a copy of our Sales Contract enclosed here in duplicate and return to us for our file.请会签第156号销售合同一式两份中的一份,将它寄回我方存档.22 The contract will be sent to you by air mail for your signature.合同会航邮给你们签字.23 Don't you think it necessary to have a close study of the contract to avoid anything missing你不觉得应该仔细检查一下合同,以免遗漏什幺吗24 We have agreed on all terms in the contract. Shall we sign it next week 我们对合同各项条款全无异议,下周签合同如何25 All disputes arising in the course of the consignment period shall be settled amicably through friendly negotiation.所有在运输途中引起的纠纷都将通过友好协商,妥善加以解决.26 We'll ship our goods in accordance with the terms of the contract.我们将按合同条款交货.27 You can stay assured that shipment will be effected according to the contract stipulation.你尽管放心,我们将按合同规定如期装船.28 They've promised to keep both we quality and the quantity of the 300 bicycles in conformity with the contract stipulations.他们已承诺那300辆自行车的质量和数量一定与合同规定相吻合.29 We are sure the contract can be carried out smoothly.我们确信合同会顺利执行的.30 The machines will be made of the best materials and the stipulations of the contract be strictly observed.机器将用最好的材料生产,合同的规定也将得以严格履行.31 The two parties involved in a contract have the obligation to execute the contract.合同双方有义务履行合同.32 Unless there is a sudden change of political situation, it is not accepted to execute the contract only partially.除非有什幺突然的政局变化,否则执行部分合同不能被接受.33 Any deviation from the contract will be unfavorable.任何违背合同之事都是不利的.34 The buyer has the option of canceling the contract.买主有权撤消合同.35 Any kind of backing out of the contract will be charged a penalty as has been stated in the penalty clause.任何背弃合同的行为将受到惩罚,这已在处罚条款里写得很清楚了.36 We want to cancel the contract because of your delay in delivery.由于贵方交货拖延,我方要求取消合同.37 The buyer has the right to cancel the contract unilaterally if the seller fails to ship the goods within the L/C validity.如果卖方不能在信用证有效期内交货的话,买方有权单方面取消合同.38 You cannot break the contract without any good reason.如果没有什幺正当理由,你们不应撕毁合同.39 We have every reason to cancel the contract because you've failed to fulfill your part of it.我们完全有理由取消合同,因为你们没有完成应遵守的合同内容,履行合同.40 One party is entitled to cancel the contract if the other side cannot execute it.如果一方不履行合同,另一方有权取消合同.41 Generally speaking, a contract cannot be changed after it has been signed by both parties.一般来讲,合同一经双方签订就不得更改.42 Some relative clauses in the contract have to be amended owing to the unexpected situation.由于这种难以预料的情况,合同中的有关条款不得不做些修改.43 Since the contract is about to expire, shall we discuss a new one这个合同将到期,我们来谈谈新合同的事宜吧.44 Packing has a close bearing on sales.包装直接关系到产品的销售.45 Packing will help push the sales.包装有助于推销产品.46 Buyers always pay great attention to packing.买方通常很注意包装.47 Different articles require different forms of packing.不同商品需要不同的包装.48 Buyers, generally speaking, bear the change of packing.一般来说,买方应承担包装费用.49 How much does packing take up of the total cost of the goods包装占货物总成本的百分比是多少50 The packing must be strong enough to withstand rough handing.包装必须很坚固,能承受野蛮装卸.51 Strong packing will protect the goods from any possible damage during transit.坚固的包装可以防止货物在运输途中受到任何损失.52 Cartons are seaworthy.纸箱适合海运.53 This kind of article is often bought as a gift, so exquisite and tasteful design is of prime importance.人们购买这种商品通常用来赠亲友,所以精美高雅的设计至关重要.54 We'd like to hear what you say concerning the matter of packing.我们很想听听你们在包装方面有什幺意见.55 Do you have nay objection to the stipulations about the packing and shipping marks有关包装运输唛头的条款你们有什幺异议吗56 We'll pack the goods according to your instruction.我们将按你方的要求进行包装.57 The goods will be packed in wood wool to prevent damage.货物将用细刨花包装,以防损坏.58 Measures should be taken to reinforce the cartons.应采取措施加固纸箱.59 Suggestions on packing are greatly appreciated.我们非常欢迎大家对包装方面提出建议.60 Our standardized packing has been approved by many foreign clients.许多国外客户已经认可了我们标准化的包装.61 It's urgent to improve the packing.必须马上改进包装.62 Packing charges are excluded in the quoted prices.包装费用未算在报价中.63 To minimize any possible damage, we've packed our goods in the way to suit for long sea-voyage.为使损失减少到最低限度,我们对货物的包装足以承受长途海运.64 Please make an offer indicating the packing.请报价并说明包装情况.65 Please make sure that the goods be protected from moisture.请保证货物不受潮.66 We hope your design and the color will be strongly attractive to the American people.我们希望你们的设计和颜色对美国人具有巨大吸引力.67 This kind of box is not suitable for the transport of the tea sets by sea. 这种箱子不适合装茶具海运.68 We would like to know how you will pack the silk shirts.我们想知道你们如何包装这些真丝衬衫.69 Although the cartons are light and easy to handle, we think it is not strong enough to be shipped.虽然这些纸箱轻便、易拿,但我们认为它们在运输中不太结实.70 Please use normal export containers unless you receive special instructions from our agents.除非你们收到我方代理的特别指示,否则请用正常出口集装箱.71 All bags contain an inner waterproof lining.所有包内都有一层防水内衬.72 The crates are charge to you at $5 each if they are not returned to us within 2 weeks.如果木条箱两星期内不归还,则每只箱扣罚五美元.73 Solid packing and overall stuffing can prevent the cases from vibration and jarring.坚固的木箱和箱内严密的填充可防止木箱受震、开裂.74 Those goods are available in strong wooden drums of 1,2,5,10 and 20 liters. 这些货物分别装入1、2、5、10、20升的木桶里.75 Fifty-liter carboy would be the most economical size. Carboys may be retained without charge for two months.50升的瓶子应是最经济的尺码,这些瓶子可免费保存两个月.76 The various items of your order will be packed into bundles of suitable sizefor shipment.你们定单上的各种货物被打成各种大小不同的捆儿,以便于运输.77 Please keep the cartons to 15kg each and metal-strap all cartons in stacks of 4.请将每个纸箱重量限制在15公斤内,并将每4箱一组用铁条儿固定起来.78 Each item is to be wrapped separately in grease-paper.每件货物应单独用油纸包好.79 All measurements of each case must not exceed 1m1m.每只木箱体积不应超过1m1m.80 Each single crate is heavily padded and packed with 4 carboys.每只木条箱内装4只大瓶子将空余处填满.81 Full details regarding packing and marking must be strictly observed.请严格遵守包装及商标的细则.82 To facilitate carrying, rope or metal handles are indispensable and should be fixed to the boxes.为便于搬运,绳子或铁把手不可缺少,并将其固定在箱子上.83 Our packing charge includes $1 for the drum, which sum will be credited on return.包装费中有1美元是包装桶的费用,此费用在桶还给我们时可退回.84 The whole carton is packed with double straps, each corner of the carton consolidated with metal angles.纸箱外加了两道箍,每个箱角都用金属角加固.85 Foam plastics are applied to protect the goods against press.泡沫塑料用来防止挤压.86 It's essential to choose the right means of transportation.选择合适的运输方式很重要.87 To ensure faster delivery, you are asked to forward the order by air freight. 为了确保迅速交货,我方要求此订货用空运.88 Generally speaking, it's cheaper but slower to ship goods by sea than by rail.总的来说,海运比铁路运输更便宜,但速度慢一些.89 It's faster but more expensive to ship goods by air.空运较快但运费较高.90 Since we need the goods urgently, we must insist on express shipment.由于我方急需这批货物,我方坚持使用快递装运.91 Because of the type of purchase, we can only ship by road.由于商品的性质,我方只能使用公路运输.92 If the customer requests a carrier other than truck, he must bear the additional charge.如果顾客坚持用卡车以外的运输工具,就必须负担额外费用.93 The goods will be transhipped in Hong Kong.货物将在香港转船.94 There may be some quantity difference when loading the goods, but not more than 5%.货物装船时可能会有一些数量出入,但不会超过5%.95 To make it easier for us to get the goods ready for shipment, we hope that partial shipment is allowed.为了便于我方备货装船,希望允许分批发运.96 Delivery has to be put off due to the strike of the workers at the port. 由于港口工人罢工,交货只好推迟.97 We are sorry to delay the shipment because our manufacturer has met unexpected difficulties.恕延期货船,因为我们厂家遇到了预料不到的困难.98 We assume that damage occurred while the consignment was in your care. 我们认为货物是在你方保管时受到损害的.99 The consignment appears to have been roughly handled and left near a heater. 看来货物未受到细心的处理,并且被放置于加热器附近.100 I'm afraid I have some rather bad news for you.我恐怕有些很坏的消息要告诉你.谈判中英语单词的选择1、At the request of Party B, Party A agrees to send technicians to assist PartyB to install the equipment.应乙方要求,甲方同意派遣技术人员帮助乙方安装设备.assist 较 help 正式；2、The personnel shall not to partake in any political activities in Iraq.所有人员不得参加伊拉克国内的任何政治活动.partake in 较 take part in 正式；3、The Employer shall render correct technical guidance to the personnel.雇主应该对有关人员给予正确技术指导.render 较 give 正式；4、Party A shall repatriate the patient to China and bear the cost of his passage to Guangzhou.甲方应将病人遣返中国并负责其返回广州的旅费.repatriate 较 send back 正式；5、This Contract shall be governed by and construed in accordance with the laws of China.本合同受中国法律管辖,并按中国法律解释.construe 较 explain,interpret 正式；6、The Employer may object to and require the Contractor to replace forthwith any of its authorized representatives who is incompetent.雇主认为承包人委派的授权代表不合格时,可以反对并要求立即撤换.require较ask 正式；公文体forthwith 较 at once 正式；7、The Chairperson may convene an interim meeting based on a proposal made by one-third of the total number of directors.董事长可以根据董事会过1/3董事的提议而召集临时董事会议.convene,interim 都是正式用词.8、In case one party desires to sell or assign all or part of its investment subscribed, the other party shall have the preemptive right.如一方想出售或转让其投资之全部或部分,另一方有优先购买权.法律用词assign 较transfer 正式.9、In processing transactions, the manufacturers shall never have title either to the materials or the finished products.加工贸易中,厂方无论是对原料还是成品都无所有权. 法律用词title 较 ownership 正式.10、The term "Effective date" means the date on which this Agreement is dulyexecuted by the parties hereto.“生效期”指双方合同签字的日子. 法律用词execute 较 sign 正式.商务英语谈判案例对话Dialogue 1A: So, thank you for coming, everyone. It's really a pleasure to see you all here. First of all, may i suggest you take a look at the agenda i sent you Would you like to make any comment on thatB: Yes, i wonder if we can begin withshipment question first. We really need to come to an agreement on that before anything else.A: That's true, but it's also a very difficult issue. That's the reason why i put it last. I thought it might be a good idea for us to start with the points we have in common. We'll move on to the shipment issue after that.B: All right. That sounds reasonable.A: Well, before we go any future, I would like to say strongly how i feel that it's in both our interest to reach an agreement today. The market is becoming even more competitive and our combined strength will give us some big advantages, not least in terms of the dealer network. Now, i think Richard would like to say a few words about that.1. make comments on sth 对某事进行评论Example: Would you make comments on our woman's garments in current design 您对我们流行女装款式有何评论Oh look very nice 哦,看起来很漂亮2. have sth. in common: 有共同点Example: The two firms have very little common in selling strategies. 这两家公司在销售策略上没有什么共同点.3. in the interest of: 符合......的利益Example: The stable and healthy business relations are in the interest of our sides. 稳定健康的贸易关系符合双方的利益.Dialogue 2A: Hello, Mr Wang, nice to see you again. How are youB: Fine, thank you ,and youA: Well, before we go any future, I would like to say strongly how i feel that it's in both our interest to reach an agreement today. The market is becoming even moreA: I'm fine, we just moved in our new house. Everything is in a great mess. It's a nightmare. But I’ll appreciate not having to spend so much time commuting to my work every day.B: Yes, it took me nearly one hour to get here today. Bus service in this area is not so good.A: Well, will you like a cup of coffeeB: Thank you, that would be nice.A: Milk or sugarB: Black will do, thank you.A: So, how's business in your sectionB: Not too bad. We have a lot of work to do as far as our contract Georgeis concerned this time.A: Then i think you can say a few words about that first.注释1. in a mess: 乱成一团Example: Since 9 O' clock , Mr. Gill has been sorting out the shipping documents which are in a mess in the files. 从九点以来,吉尔小姐一直在整理文件夹里乱成一团的海运单据.2. commute: 乘通勤车上班Example: I commute to work from Shenyang to Fushun on weekdays.周一到周五我从沈阳到抚顺乘通勤车上班.bus commuter 乘通勤汽车上班的人 train commuter 乘通勤火车上班的人3. as far as sb./sth. be concerned: 就什么而言; 至于Example: As far as i am concerned, i agree with Jack on this point.就我而言,我同意杰克的观点.As far as color is concerned, Tom prefers black. 就颜色而言, 汤姆更喜欢黑色. Dialogue 3A: Will you have a cup of coffee, Mr. WangB: No. Don't bother, please.A: Of course, i don't know Smith at all, but you've got to be on your guard against George. I told you about our negotiating with him in New York three years ago, didn't IB: I am sure you did. Can we focus on the final packing today, Mr. Brown We mustn't get stuck in the price. They are going to knock us down. We have got some room to maneuver.A: That's right, George is the head of Marketing Department.B: What we must keep in mind is that we can make a concession if they push us onstaff cut.A: Oh we don't need to worry about that, Mr. Wang. We will just play it by ear.注释1. be on one's guard against sb./sth. 小心,防范Example: We must be onour guard against pickpockets on a bus.在公交车上我们要小心扒手.2. focus on sth. 集中精力于......之上Example: We should focus our attention on the demands at the overseas market.我们应该集中注意一下海外市场的需求3. knock sb. down 打倒,使屈服Example: They are attempting to knock us down in terms of price.他们试图让我们在价格方面让步.4. keep/bear sth. in mind 记住,牢记（英国都用remember)Example: Please keep in mind that you'll arrive punctually for the meeting tomorrow.请记住明天开会要准时.Bear in mind that you can always rely on me.要记住你永远可以依靠我.。
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一商务谈判的开局阶段
1确定和营造谈判气氛
2 开场陈述
己方对谈判问题的基本立场和理解
己方的利益，即己方希望通过谈判取得的利益，特别是根本利益和首要利益。
己方对于谈判的期望，以及对于对方的期望
己方的谈判诚意，即己方愿意为达成谈判结果而付出的努力
需要再谈判开局向对方说明的其他问题
3 继续了解谈判对手
开局阶段的策略
1协商式开局策略实力比较接近的双方，过去没有商务往来，第一次接触。
做法：使用外交礼节性语言、选择中性话题、本着尊重对方的态度，不卑不亢。
2坦诚式开局策略双方过去有过商务往来，而且互相比较了解，关系很好；以及实力不如对方的谈判者。
做法：真诚、热情地畅谈双方过去的友好合作关系，坦率地陈述己方的观点以及对对方的期望；坦率地表明己方存在的弱点。
3慎重式开局策略谈判双方过去有过商务往来但对方曾有过不太令人满意的表现。
做法：对过去对方的不妥之处表示遗憾，并希望通过本次合作能够改
变这种状况。
不急于拉近关系，用礼貌性的提问来考察对方的态度、想法。
4进攻式开局策略谈判对手居高临下，有以势压人、不尊重己方的倾向。
做法：有理、有利、有节，要切中问题要害，又不能过于咄咄逼人，适时转变做法。
二商务谈判的报价阶段
商务谈判中常用的报价方法
1吊筑高台（欧式报价）
是指卖方提出一个高于本方实际要求的谈判起点来与对手讨价还价，最后再做出让步达成协议的谈判策略，也就是喊价要狠，让步要慢。
应对方法：要求对方出示报价或还价的依据，或者本方出示报价或还价的依据
2抛放低球（日式报价）
是指先提出一个低于己方实际要求的谈判起点，以让利来吸引对方，试图首先去击败参与竞争的同类对手，然后再与被引诱上钩的卖方进行真正的谈判，迫使其让步，达到自己的目的。
应对方法：其一，把对方的报价内容与其他卖主的报价内容一一进行比较和计算，并直截了当地提出异议。
其二，不为对方的小利所迷惑，自己报出一个一揽子交易的价格。
提示：价格的影响因素
成本因素市场因素货币因素销售条件付款条件
价格的分类统一价格浮动价格协议价格
三商务谈判的磋商阶段
谈判局势评估
优势条件下的谈判策略
1先苦后甜
是指在谈判中先用苛刻的条件使对方产生疑虑、压抑等心态，以大幅度降低对手的期望值，然后在实际谈判中逐步给予优惠或让步，使对方的心理得到了满足而达成一致的策略。
2价格陷阱
是指谈判中的一方利用市场价格预期上涨的趋势以及人们对之普遍担心的心理，把谈判对手的注意力吸引到价格问题上来，使其忽略对其他重要条款的讨价还价一种策略。
这一策略，是在价格虽看涨，但到真正上涨还需要较长时间的情况下运用的。
劣势条件下的谈判策略
1以柔克刚
是指在谈判出现危难局面或对方坚持不相让步时，采取软的手法来迎接对方硬的态度，避免正面冲突，从而达到制胜目的的一种策略。
采用迂回战术、坚持以理服人。
2疲惫策略
是指通过马拉松式的谈判，逐渐消磨对手的锐气，使其疲惫，以扭转已方在谈判中的不利地位和被动的局面，到了对手精疲力竭、头昏脑涨之时，本方则可反守为攻，抱着以理服人的态度，摆出本方的观点，促使对方接受已方条件的一种策略。
四商务谈判的结束阶段
是指当谈判进入成交阶段，双方将最后遗留的个别问题的分歧意见放下，东道主一方安排一些旅游、酒宴、娱乐项目，以缓解谈判气氛，争取达成协议的做法。
注意谈判对手的不同习惯。
制定商务谈判策略的步骤
1了解影响谈判的因素
2寻找关键问题
3确定具体目标
4形成假设性方案
5深度分析假设方案
6形成具体的谈判策略
7拟定行动计划草案。