实训谈判对话

第一篇：实训谈判对话

商务英语谈判对话，六人

Buyer: A/B/C from Bring import company Seller: D/E/F from lady shoes Export Company Place: the meeting room of lady Shoes Company Price D: Good morning.Please take your seat.Welcome to our company.ABC: Thank you.A: I’m Lilli.She is XX and she is XXX.E: Nice to meet you, I’m XX, she is XX, and she is XXX.B: Nice to meet your too.We are joined your new product launch meeting, and we are very interested in your product.Some of your products leave me a deep impression.F: that sounds good.Could you tell us which style do you want? The mainly product of our company is lady shoes and clothing, our product has a reliable quality and the price are reasonable.C: the styles we need are NO.1-20 and NO.40-60.D: I see.The styles you need are available.C: I’d like to get the ball rolling by talking about prices.D: I’d be happy to answer any questions you ask.D: we know the quality of your products is very good.But I‘m a little worried about the prices.E: You mean if we will ask for more?

D: That’s not exactly what I had in mind.I know your research costs are high, but what I want is a 25% discount.E: oh, let us see, I think 25% discount is a little difficult for us.It is imposable to make a profit with this price.You know, the competition is tough, and the costs are rising so fast.F: can you tell us how much you need? A: We intend for each product order 1,000,000.B: If you produce at reasonable prices, we will consider increasing the amount ordered D: Well, if you promise to keep Business Corporation, with large quantities, why not, we can consider giving you a lower price;also we hope that we can establish a long-term cooperation between us.F: They start at one hundred and fifty Yuan and go up to two hundred Yuan.E: You know, the price for this commodity has gone up a lot in the last few months.F: Our price is reasonable as compared with the international market.C: as we know, your price is higher than others.A: It would be very difficult for us to push any sales if we buy it at this price.E: You should take quality into consideration.B: Are those prices FOB or CIF? D: Yes.A: That’s too high.F: Oh, no, this is the lowest price.C: We’d appreciate it if you could sell it to us for 150 Yuan per unit.Shipment F: Let’s discuss the shipment today, shall me? A: That’s good idea.Would you tell us how you ship the goods? E: We usually ship the goods by regularly liner.B: For this lot, could you consider prompt shipment? D: No, I’m afraid it’s difficult for us because we can not get the all goods from our manufactures soon.C: When is the deadline of the loading period? D: August, 2012.F: To make it easier for us to get the goods ready for shipment, we hope that partial shipment will be allowed.A: The goods we ordered are seasonal goods, so it will be better to ship them all one time.E: We can’t ship them all at one time, but we’ll try our best to advance the time of shipment.The first part of the goods is to be shipped not later than July, 2012.B: We hope you can make a direct shipment.D: We usually make a direct shipment unless the customers require transshipment.C: Great.We are looking forward your delivery.

第二篇：谈判实训

一、中国香港的丝绸市场长期以来是中国内地、日本、韩国、中国台湾和中国香港几大制造商的天下。然而中国内地生产的丝绸产品由于花色品种和质量等问题在香港的市场份额大幅度下降，企业的生存面临着极大的挑战。为改变这一不利状态，苏州丝绸厂决定开发新产品，拓展新市场，向欧美市场进军。在经过一番周密的市场调研后，苏州丝绸厂根据消费者的喜好、习惯和品位以及新的目标市场的特点和文化背景，开始小批量地生产各种不同花色、不同风格、不同图案的丝绸产品，力求满足不同层次、不同背景的人群需要。

苏州丝绸厂的产品平均成本价的构成为：原料坯绸的价格是每码(1码=0．9144米)5美元，印染加工费是每码2．48美元。同类产品在欧洲市场上的最高价格可以卖到每码30美元，在香港的平均零售价是每码15美元左右。现有一家法国企业预向该公司购进一批丝绸产品。要求：

分成两组（第一组和第二组），分别代表苏州丝绸厂（第一组）和法国企业（第二组）。

二、“乐天”乳品生产企业生产多种乳制品，包括袋装牛奶、盒装牛奶、酸奶等多种类型、多种包装的产品，是地方知名企业。“新一佳”超市是一家全国性连锁超市，分店遍布全国。“乐天”乳品生产企业与“新一佳”超市是长期合作伙伴，是“新一佳”超市的比较稳定的乳品供应商之一。在新的一年，“新一佳”超市准备与乳品供应商就价格、入场、维护、促销、结款等问题展开新一轮的讨论，重新制定政策。“乐天”乳品生产企业销售部与“新一佳”超市采购部将预约好商谈时间，安排面谈，对相关事宜进行商谈。要求：

分成两组（第三组和第四组），分别代表“乐天”乳品生产企业（第三组）和“新一佳”超市（第四组）。

三、天津某半导体工厂欲改造其生产线，需要采购设备、备件和技术。适合该厂的供应商在美国、日本各地均可找到2家以上。正在此时，香港某生产商的推销人员去天津访问，找到该厂采购人员表示可以为该工厂提供所需设备和技术。由于香港客商讲中文，又是华人，很快关系就熟悉了。工厂表达了采购意向，但由于香港的生产商的知名度较低，天津半导体工厂对其产品一直存有疑虑，于是答应安排一次谈判，对相关事宜进行商谈。要求：

分成两组（第五组和第六组），分别代表天津半导体工厂（第五组）和香港供应商（第六组）。

四、在新学期实验室建设中，中州大学实验中心计划新购一批电脑，而且对电脑的配置和使用年限等方面都有很高的要求，现我校实验中心组成采购小组，负责电脑的采购。

新科技公司是一家专门从事品牌电脑经营和销售的公司，已经成立十年，有很好的口碑。公司有专门的市场销售部负责产品的市场调查和产品销售，以及与买方的谈判工作。市场销售部小张通过其在中州大学工作的同学小李处得知，我校实验中心近期欲采购一批电脑。于是小张向该公司市场销售部经理建议向中州大学推销本公司代理的品牌电脑。

经初步接洽，我院有意从新科技公司采购。双方约定时间就相关的交易事项进行面谈。要求：

分成两组（第七组和第八组），分别代表中州大学实验中心（第七组）和新科技公司（第八组）。

• 各组根据谈判背景资料，收集谈判信息，并且每组写一份商务谈判调研报告，此报告为商务谈判计划的制订打下基础。报告内容要求：

1、报告中要包括以下内容：宏观方面的情况、谈判对手的情况、竞争者的情况、企业 自身的情况、市场行情等。

2、关于背景中的公司，小组可以选择自己 熟悉或感兴趣的公司或者是自己虚拟的公司。

3、字数不得少于2000字。

第三篇：个人谈判实训心得-

《模拟商务谈判》实训个人心得

一、实训时间：

二、实训目的

1、通过实训，将理论高度上升到实践高度，更好的实现将大学期间所学的理论和实践的结合，更进一步加深对理论知识的理解，了解和掌握实际操作的方法和要求，为今后学习和实际工作打下良好基础。

2、培养自己善于观察、勤于思考的良好的学习习惯以及严谨的科学态度和实际动手能力，使理论与实践得到很好的结合。

3、通过本次实训使我能够亲身感受到由一个学生转变到一个职业人的过程，进一步了解社会，增强对社会主义现代化建设的责任感、使命感，为离开学校、走向社会、适应社会、融入社会作好充分准备。

4、本次实训对我完成毕业设计和实训报告起到很重要的作用。

5、了解团队的重要性，更好的融入一个团队，信任团队的每一个成员。

三、实训内容

（一）对谈判的理解

1、谈判的重要性

通过谈判，尽量以低价买进，高价卖出，一买一卖之间，利润就出来了。它是增长利润最有效也是最快的方法，因为谈判争取到的每一分钱都是净利润。比如企业的某种产品通常售价是一万元，如果业务员谈判水平提高了，售价提高到一万一千元，则提高的一千元都是净利润。同样，企业在采购时所节省的每一分钱都是净利润！

2、谈判的作用

⑴商务谈判是企业实现经济目标的手段 ⑵商务谈判是企业获取市场信息的重要途径 ⑶商务谈判是企业开拓市场的重要力量

⑷商务谈判是企业实现经济目标、取得经济效益的重要途径 ⑺商务谈判能够提高管理水平

3、谈判的原则

⑴把人与问题分开的原则⑵集中于利益而非立场的原则 ⑶构思对彼此有利的方案的原则⑷坚持客观标准的原则 ⑸谈判的原则

（二）小组谈判过程

1、谈判主题

⑴经贸系系学生会活动赞助 ⑵与宝乐迪建立长期合作关系

2、谈判准备

⑴信息准备：对宝乐迪的背景调查，对方谈判人员调查，对搜集的信息进息筛选整理。

宝乐迪量贩式KTV位于荣盛国际购物广场3层，距离水专新校区附近，宝乐迪量贩式KTV是青岛宝乐迪文化管理有限公司旗下品牌。青岛宝乐迪文化管理有限公司简称宝乐迪量贩式KTV或宝乐迪，公司成立于2010年。宝乐迪量贩式KTV是中国量贩式KTV行业全国大规模连锁经营的先行者。

⑵人员准备：小组全部成员，我们都系统的学过商务谈判课程，所以思想素质、知识结构、谈判能力都不错，能够胜任谈判工作。

主谈人： 谈判负责人： 陪谈人： ⑶谈判方案制定

我组成员一起制定几套谈判方案，以充分的准备，应对不同的情况。并确定了与宝乐迪谈判的时间、地点在6月2号下午3:30在宝乐迪办公室进行谈判。谈判方案的目标：

①科学的确定谈判方案的目标层次 ②把握合理谈判方案的现实标准 ③制定谈判的基本策略和内容

④科学分析评价谈判方案 ⑷模拟演练

在组内进行模拟谈判，过程中要注意礼仪礼貌特别是沟通的礼仪：举止得当，接触的礼仪，谈话的礼仪，穿着的礼仪，饮食的礼仪，站立、行走的礼仪，展示水专人的高素质，每个人位置，每个人负责的问题，进行训练，分析各项可能的情况，准备应对对策，争取灵活应对各种状况。

3、谈判开局策略

使用坦诚式开局策略：指以开诚布公的方式向谈判对手陈述自己的观点或意愿，尽快打开谈判局面。

因主谈人与对方认识所以使用坦诚式开局策略，它有利于长期的业务合作关系的双方，以往的合作双方比较满意，双方彼此又互相比较了解，不用太多的客套，减少了很多外交辞令，节省了时间，直接坦率地提出自己一方的观点、要求，反而更能使对方对己方产生信任感。采用这种开局策略时，要综合考虑多种因素，例如，自己的身份、与对方的关系、当时的谈判形势等等。坦诚式开局策略有时也可用于谈判实力弱的一方谈判者。当本方的谈判实力明显不如谈判对方，并为双方所共知时，坦率地表明自己一方的弱点，让对方加以考虑，更表明己方对谈判的真诚、同时也表明对谈判的信心和能力。要创造良好的气氛，通过交换意见了解具体背景情报，分清楚双方的合作诚意，为后一阶段做好准备。

4、谈判策略

采用红脸白脸策略：是指在商务谈判过程中，利用谈判者既想与你合作，但又不愿与有恶感的对方人员打交道的心理，以两个人分别扮演“红脸”和“白脸”的角色，诱导谈判对手妥协的一种策略。

在红脸白脸策略是实施过程中，以主副谈判人两个人分别扮演“红脸”和“白脸”的角色，或一个人同时扮演着两种角色，使得谈判进退更有节奏，谈判效果更好。在红脸白脸策略的使用过程中，“白脸”扮演的是强硬派，在谈判中态度坚决，寸步不让，咄咄逼人，几乎没有商量的余地。而此策略中的“红脸”扮演的是温和派，在谈判中态度温和，拿“白脸”当武器来压对方，与“白脸”积极配合，尽力撮合双方合作，以至于达成于己方有利的协议。“白脸”一般是“放炮”人物，而“红脸”则是收场人物。陪谈人注意调和，进行问题的补充和记录。

5、谈判沟通技巧 我们一起熟悉商务谈判与沟通的技巧：倾听技巧、提问技巧、陈述技巧答复技巧、说服技巧、开局的技巧、报价的技巧、让步的技巧、讨价还价的技巧、结局的技巧、攻心的技巧等等。简述部分技巧： ⑴倾听技巧：

①要专心致志、集中精力地听。

②不作实时反应，冷静客观地分析情况，以防止落入情绪陷阱。③避免采取敌对态度，不要企图以辩论或争论来说服对方。④要进入对方的心理状态，就要听取对方的观点和意见。⑵提问技巧：

①一般性提问②引导式提问③探询性提问 ④澄清性提问⑤迂回性提问 ⑶报价技巧

①是否先要价②注意要价的上下限③要价的起点 ④如何对要价进行解释⑤如何抬高要价 ⑷让步技巧

①不轻易接受对方第一次的提议②不要太快做出让步。③动之以情，晓之以理④诉诸价值⑤在让步时，同时也从对方获得些什么 ⑥无论谈判的结果如何，一定要让对方感觉是赢家

6、成交及合同签订 成交应具备的六个条件

⑴使对方必须完全了解企业的产品及产品的价值 ⑵使对方信赖自己和自己所代表的公司 ⑶使对方对你的商品有强烈的购买欲望 ⑷准确把握时机、注意成交信号

⑸掌握促成交易的各种因素 ⑹为圆满结束作出精心安排 把握进入成交阶段的迹象。一项交易将要明确时，双方会处于一种准备完成时的激奋状态，这种激奋状态的出现，往往是由于一方发出成交信号所致。例如，在商务谈判中买方出现下列行为时通常被认为是具有成交欲望的表现：①当买方提出有关付款方式、签约时间等方面的问题时；②当买方进一步索取更详细的资料时；③买方谈判人员的面目表情、手势等表现出成交意图时。当对方没有出现这些成交信号时，一方也可以采取某些策略向对方发出这些信号，促使对方行动起来，从而达成一个承诺，如采取期限策略等。某种意义上讲，谈判中的价格竞争也是情报竞争，把握对手的精确情报就能在谈判中的价格竞争中取胜。

合同签订注意

1.首先要确定交易或合作的主要内容。

2.以时间发展为线索，确定双方交易或合作的过程。3.分析本单位和对方在本次交易中的核心利益。4.分析可能出现的问题与规范方法。5.制作合同条款提纲。6.制作正式合同文本。合同条款的表述的要求

1．意思准确、无歧义、无矛盾。2．可操作、可执行。

3．各方权利义务、交易程序清晰明了。4．主次分明、行文简洁、条理清晰。合同条款条理和布局

有些当事人订立合同时习惯采用，甲方权利义务„„„乙方权利义务„„这样的方式来规定双方的权利义务关系。但是，你会发现甲方的权利与乙方的义务多是对应的，而有些交易过程是相互交错的。采用这样的方法极极易造成混乱。使合同达不到明晰交易过程，明确双方权利义务的目的。在拟订合同文本时，最多采用的是，以交易环节为主线，突出核心条款，加以有关条款。因对方与我们谈判时间持续两个多小时，KTV顾客在增多，所以对方表示成交，我们与宝乐迪KTV成功的签订了合同。

四、实训中自己的主要工作

1、参与谈判前信息收集

2、参与谈判方案的制定

3、参加下小组模拟演练

4、小组实际与宝乐迪谈判作为陪谈人

5、PPT制作

7、PPT演讲

6、合同及计划书撰写

五、实训中的收获及不足

（一）个人体会收获

在谈判前期阶段，我们组成员内部分工明确、协同合作；共同搜集情报资料,这包括市场情报、政治法律情报、谈判对手的情报等，此所谓“知己知彼，百战不殆”；在商务谈判方案的制定大家齐动脑筋，在短时间内制定谈判的主题和目标、选择谈判时间及空间、把握对方的谈判目标。只有谈判的前期工作做好了，我们才能使谈判活动取得预期的效果，因为谈判中只有前期的工作我们可以控制，所以我们都很重视前期的工作并准备得很充分。

完整的商务谈判过程，一般要经过摸底、报价、磋商、缔结协议等几个阶段。谈判者应掌握每个阶段的不同内容和要求，灵活有力地运用谈判技巧。我看到每个人都很努力，因为时间很紧，很多地方并不完善，但过程很满足很愉快，增长了经验知识，团队很和谐，有很多不懂的现在都了解了。

（二）不足

团队不足：

1、构建之初都不熟悉，磨合时间较长，所以效率较慢

2、团队存在一定的惰性，要一起完成的事会出现偏差

3、PPT制作和模拟谈判不完善有很多不足 个人不足：

1、有一次说好团队一起出去，我没去并没有太重视

2、一些时候没有积极参加组内讨论

3、有时会有一点私心，没有为团队着想

4、知识、经验、心态还不够丰富成熟

感谢学校老师，能够有这次实训机会，让我们更加丰富自己的知识，提高自己，让我们以后飞的更稳。

第四篇：外贸谈判实训指导书

国际经济与贸易（2009级）外贸谈判实训

指导书

实训一

Receiving the Foreign Guest 接待外商

问好

1.Good morning/afternoon/evening./May I help you? /Anything I can do for you? 2.How do you do? /How are you? /Nice to meet you.3.It‟s a great honor to meet you./I have been looking forward to meeting you.4.Welcome to China.5.We really wish you'll have a pleasant stay here.6.I hope you‟ll have a pleasant stay here.Is this your fist visit to China? 7.Do you have much trouble with jet lag?

机场接客

1.Excuse me;are you Mr.Wilson from the International Trading Corporation? 2.How do I address you?

3.May name is Benjamin liu.I‟m from the Fuzhou E-fashion Electronic Company.I‟m here to meet you.4.We have a car an over there to take you to you hotel.Did you have a nice trip? 5.Mr.David smith asked me to come here in his place to pick you up.6.Do you need to get back your baggage?

7.Is there anything you would like to do before we go to the hotel?

相互介绍

1.Let me introduce my self.My name is Benjamin Liu, an Int‟l salesman in the Marketing Department.2.Hello, I am Benjamin Liu, an Int‟l salesman of FUZHOU E-FASHION ELECTRONIC COMPANY.Nice to meet you./pleased to meet you./ It is a pleasure to meet you.3.I would like to introduce Mark Sheller, the Marketing department manager of our company.4.Let me introduce you to Mr.Li, general manager of our company.5.Mr.Smith, this is our General manage, Mr.Zhen, this is our Marketing Director, Mr.Lin.And this is our RD Department Manager, Mr.Wang.6.If I‟m not mistaken, you must be Miss Chen from France.7.Do you remember me? Benjamin Liu from Marketing Department of PVC.We met several years ago.8.Is there anyone who has not been introduced yet? 9.It is my pleasure to talk with you.10.Here is my business card./ May I give you my business card?

11.May I have your business card? / Could you give me your business card?

12.I am sorry.I can‟t recall your name./ Could you tell me how to pronounce your name again? 小聊

1.Is this your first time to China?

2.Do you travel to China on business often? 3.What kind of Chinese food do you like?

4.What is the most interesting thing you have seen in China? 5.What is surprising to your about China? 6.The weather is really nice.7.What do you like to do in your spare time? 8.What line of business are you in?

9.What do you think about…? /What is your opinion?/What is your point of view? 10.No wonder you're so experienced.11.It was nice to talking with you./ I enjoyed talking with you.12.Good.That's just what we want to hear.确认话意

1.Could you say that again, please? 2.Could you repeat that, please? 3.Could you write that down?

4.Could you speak a little more slowly, please? 5.You mean…is that right? 6.Do you mean..?

7.Excuse me for interrupting you.社交招待

1.Would like a glass of water? / can I get you a cup of Chinese red tea? / How about a Coke? 2.Alright, let me make some.I‟ll be right back.3.A cup of coffee would be great.Thanks.4.There are many places where we can eat.How about Cantonese food? 5.I would like to invite you for lunch today.6.Oh, I can‟t let you pay.It is my treat, you are my guest.7.May I propose that we break for coffee now? 8.Excuse me.I‟ll be right back 9.Excuse me a moment.告别

1.Wish you a very pleasant journey home? Have a good journey!

2.Thank you very much for everything you have done us during your stay in China.3.It is a pity you are leaving so soon.4.I‟m looking forward to seeing you again.5.I‟ll see you to the airport tomorrow morning.6.Don‟t forget to look me up if you are ever in FUZHOU.Have a nice journey!

1.May I make an appointment? I„d like to arrange a meeting to discuss our new order.2.Let‟s fix the time and the place of our meeting.3.Can we make it a little later?

4.Do you think you could make it Monday afternoon? That would suit me better.5.Would you please tell me when you are free? 6.I‟m afraid I have to cancel my appointment.7.It looks as if I won‟t be able to keep the appointment we made.8.Will you change our appoint tomorrow at 10:00 to the day after tomorrow at the came time? 9.Anytime except Monday would be all right.10.OK, I will be here, then.11.We'll leave some evenings free, that is, if it is all right with you.实训二 Introducing the Products 介绍产品

产品介绍：

1.This model of typewriter is efficient and durable, economical and practical for middle school students.这个型号的打字机对中学生来说，高效、耐用、经济、实惠。

2.The computer we produced is characterized by its high quality, compact size, energy saving and is also easy to learn and easy to operate.我们生产的计算机其特点是质量好，体积小，节能，而且易学好用。

3.They are not only as low-priced as the goods of other markers, but they are distinctly superior in the following respects.它们不但和其它厂家的产品一样低廉，而且在以下几个方面有其独特的优越性。

4.You will get a 30% increase in production upon using this machine and also it allows one person to perform the tasks of three people.一旦使用该机器，你们将会增产30%，而且一个人可以顶3个人使用。5.This product will pay its own way in a year.该产品一年就可收回成本。

6.This machine will pay back your investment in six months.该机器半年就可收回投资。

7.The new type of suitcase car designed by our engineers is very ingenious and practical.我方工程师设计的新款行李车非常精巧、实用。

8.This kind of bicycle can be folded in half and handy to carry around, especially useful during traveling and traffic jams.这种自行车可以折迭，携带方便，在旅行中或交通堵塞时特别有用。9.The maximum speed of this kind of variable-speed bicycle is 30 km per hour.这种变速车每小时的最大速度是30km 10.These machines have few breakdowns and are easy to maintain because of their simple mechanical structure.这些机器由于机械的构造简单，所以很少故障，易于保养。

11.Compared with the other brands, this kind of type costs less per mile and wears much longer due to its topnotch rubber.与其它牌子相比，这种轮胎每公司损耗较少，也耐磨一些，因为它是用一种流橡胶做成的。

12.This kind of type is characteristic of nonskid stops on wet roads.这种轮胎的特点是在潮湿的路面上不打滑。

13.This material has a durable and easy to clean surface.这种材料的表面耐用并易一地清洗。

14.This kind of air conditioning system is practical and economical for the needs of your company.这种空调系统实用、经济、能满足贵公司的需要。

15.Our products are of superb quality as well as the typical oriental make-up.我方产品，质量优良，具有典型的东方特色。

16.Our silk garments are made of super pre silk materials and by traditional silks.我们的丝绸服装是用传统工艺做成的，采用的是高档真丝面料。

17.The garments are magnificent and tasteful and have a long enjoyed great fame both at home and abroad.这些服装华丽、高雅、驰名中外，久享盛誉。

18.As our typewriters are made of light and hard alloy, they are both portable and durable.我们的手提式打字机是用轻质硬合金制造的，故携带方便，经久耐用。

19.The hand bags we quoted are all made of the best leather and of various kinds of styles and colors in order to meet the requirements of all walks of life in your country.我们所提的手提包均用最好的皮革制造，式样、颜色齐全，以适合贵国各阶层人士的需求。

20.Vacuum cleaners of this brand are competitive in the international market and are the best-selling products of their Kind.这种牌子的吸尘器在国际市场上颇具竞争力，是同类产品中最畅销的。

Words and Phrases 用料上乘 selected materials(high quality materials)优质原料superior materials 原料精选 choice materials 做工精细 perfect in workmanship(exquisite workmanship)技艺精湛 exquisite craftsmanship(excellent craftsmanship)制作精巧 skillful manufacture 工艺精良 sophisticated technology 最新工艺 latest technology 加工精细 finely processed 设计精巧 deft design 造型新颖 modern design 造型优美 beautiful design 设计合理 professional design 造型富丽华贵 luxuriant in design 结构合理 rational construction 款式新颖 attractive design 款式齐全 various styles 式样优雅 elegant shape 花色入时 fashionable patterns 任君选择 for your selection 实训三

Inquiry and Offer 询盘与报盘

1.Will you please send us your illustrated/latest catalogue and full details of your prices and terms of payment, together with samples.(能否请你们给我们随样品寄上带有图片说明的/最新的产品目录表以及详细的价目和支付条件？)2.Please send me a description of your electric hedge trimmers.(请惠寄电动修剪机的说明书。)3.We would be pleased if you send us your lowest quotation for the following:

(如能对下列产品报最低价，我方将不胜感激。)4.A client of ours is interested in securing a certain quantity of Chinese Cotton Piece Goods, as specified below, for which you are requested to make an offer.(我们的一位客户希望获得一批下列中国棉布，请报盘。)5.We have pleasure in informing you that we are interested in your plastic kitchenware and would like you to make us an offer.(欣告我方对塑料制厨房用具感兴趣，如蒙惠赐报盘，不胜感激。)6．We have an inquiry in hand for a large quantity of Bitter Apricot Kernels.(我方手头现有一份欲购大量苦杏仁的询价单。)

Words and Phrases 撤销一项发盘

to withdraw /cancel an offer 接受一项发盘

to close with an offer||to entertain an offer||to accept an offer 更改发盘 to improve an offer 变更报盘 to alter an offer 延长发盘有效期 to extend an offer 重新报盘 to renew an offer 重复报盘 to repeat an offer 拒绝接受报盘 to decline an offer 此报盘以我方尚未售出为准 an offer subject unsold

实训四 Counter-Offer and Counter-Counter-Offer 还盘与反还盘

1． As this is an order of substantial size, we cannot safely undertake to complete its manufacture in a month.(由于这是一笔大订单，我们没有把握在一个月内完成生产。)2． Unfortunately we cannot accept your offer.The prices you quoted are much higher than those of other manufacturers.(很遗憾我们不能接受贵方报盘。贵方报价比其他厂商所报价格高得多。)3． We do not see any advantage in your quotation, and would like to know whether you have any better price to offer.(我们在贵方的报价中看不到任何优势，不知贵方是否可以给我们报一个更好的价格。)4． Our counter-offer is well founded and workable.We can also offer a 10% discount for orders over 10000 pieces.(我们的还盘是很合理的/做得开的。如果你们的订单超过一万件，我们可以提供10%的折扣。)

5． Owing to a shortage of stock, we regret that we are unable to accept your repeat order.(由于库存短缺，很抱歉我方不能考虑接受贵方续订单。)6． Owing to heavy bookings, we cannot accept fresh orders at present.(由于大量的订货，我们目前不能接受新订单。)7． We have cut the price to the limit.We regret, therefore, being unable to comply with your request for any further reduction.(由于我方的价格已降到极限，所以很遗憾无法满足贵方进一步降价的要求。)

8． We are sorry that the difference/gap between our prices and your counter-offer is too wide.The best we can do is 5% off.(很遗憾，我们的价格与贵方还盘之间的差距太大。我们最多只能让价5%。)

实训五 Terms of Payment 支付方式

Payment is to be effected(made)before the end of this month.这个月末以前应该付款。

It's convenient to make payment in pound sterling.用英镑付款较方便。

Now, as regards payment, we've agreed to use U.S.Dollar, am I right?

至于付款，我们已同意用美圆，对吗？

We may have some difficulties making payment in Japanese yen.用日圆付款可能会有困难。

I've never made payment in Renminbi before.我从未用过人民币付款。

We can't accept payment on deferred terms.我们不能接受延期付款。

What's your reason for the refusal of payment?

你们拒付的理由是什么？

Collection is not paid.托收款未得照付。

We don't think you'll refuse to pay.我们相信你们不会拒付。

Only one refusal of payment is acceptable to the bank.银行只接受一次拒付。

You ought to pay us the bank interest once payment is wrongly refused.如果拒付错了，你们应该偿付我方的银行利息。

We'll not pay until shipping documents for the goods have reached us.见不到货物装船单据，我们不付款。

We're worrying that a decline in prices might lead to refusal of payment.我们担心市场价格下跌会引起拒付。

Of course payment might be refused if anything goes wrong with the documents.如果单据有问题，当然可以提出拒付。

The equipment will be paid in installments with the commodities produced by our factory.设备以我们工厂生产的产品分期偿还。

实训六 Delivery交货

1.Now we have settled the terms of payment.Is it possible to effect shipment during September?

我们已经谈妥了付款条件。是否可能在九月份交货？ 2.When is the earliest we can expect shipment? 最早什么时候可以交货呢？

3.The goods must be shipped before October, or we won't be ready for the season.十月份以前, 货必须装上船，否则我们便不能应季节备货。4.Let's discuss the delivery date first.我们先讨论交货日期。5.You offered to deliver within three months after the contract signing.你以前提出合同签订之后3个月之内交货。6.We had delivery problems ourselves.我们自己也遇到了交货问题。

7.I'm not more interested in explanations.I'm more interested in being able to deliver goods on time.我对解释不感兴趣，我感兴趣的是能否按时交货。

8.My team is out there in a very competitive market, fighting for orders.我的人员在竞争非常激烈的市场上，正在为争取订货而拼命。9.Could you deliver the drillers sooner? 你方的钻机能否早点交货？

10.I must say we can do very little in this matter.我必须告诉你在这件事上我们无能为力。

11.The interval between contract signing and shipment is too long, I'm afraid.恐怕签合同与交货时间相隔太长了。12.I'll telex home for the earliest possible delivery date.我会给国内打电报尽可能把交货日期提前。

实训七Packing and Shipment 包装与装运

1.Chinese chestnuts are packed in gunny bags.(中国板栗用麻袋包装。)2.Folding chairs are packed four pieces to a carton.(四把折叠椅装一个纸板箱。)

3.Please pack the vases a dozen to a wooden case and 100 to a FCL container.(请用一打花瓶装一个木箱，100个木箱装一个集装箱。)

4.Each T-shirt is packed in a polybag and 10 dozen to a box.(一个塑料袋包一件T 恤，十打装一个盒子。)5.Please see to it that the packing is strong enough to withstand rough handling.(请注意包装要足够坚固，能承受粗暴装卸。)6.The export cartons lined with plastic sheets are proof against moisture and damage.(有塑料衬里的出口纸板箱能防潮防损。)7.Please pack the goods according to our instructions.(请按照本方的指示包装货物。)8.The surface of each outer package should be marked “Fragile”.(每件货物外包装的表面应标上“易碎”字样。)9.For the sake of safety, the cartons must be secured by metal bands.(为安全起见，纸板箱必须用金属带加固。)10.Please take the necessary precautions so that the packing can protect the goods from rain or dampness in transit because these clothes are liable to be spoiled by water or moisture.(由于这些服装容易因水或潮气受损，请采取必要措施使这批货在运输途中其包装能防止雨水或湿气侵入。)11.The fragile glassware needs special packing precautions against jolting.(这批易碎的玻璃器皿在包装方面需采取特别的措施，以应付途中的颠簸。)12.The cases of the goods are to be marked with the initials of our company in a diamond as usual.(像以往一样，装货物的箱子上要先刷上一个菱形，菱形里面再刷上本公司名字的缩写。)13.The packing of this shipment is shockproof and waterproof.Nevertheless we still marked the cartons with caution words like “Fragile”, “Use No Hook” and “Do Not Drop”.(这批货物的包装是防震防水的，不过我们仍在纸板箱外刷上一些警示性的文字，例如“易碎品”、“勿用钓钩”及“小心轻放”等。)14.Can you improve your inner packing? This is our design of the packing for your reference, which would probably help encourage sales.(贵方能否改善一下你们的内包装？这是我们设计的供贵方参考的包装样式，这种样式可能有助于产品销售。)15.To repack the goods in your required assortment will entail an additional packing charge of around US$ 2000.(按照贵方要求的样子来重新包装这批货物的话大概需要约2000美元的额外包装费用。)16.Solid and durable, our cartons proved to be suitable packing for long distance transportation.(我们的纸板箱坚固耐用，经证明是适用于长途运输的。)17.I‟m afraid the cardboard boxes are not strong enough for such a heavy load.(恐怕纸板箱不够结实，经受不住装这么重的货物。)18.By the way, we would like to know if neutral packing is acceptable.(顺便问一下，你们接受中性包装吗？)19.The outer packing should be strong enough for transportation.As to inner packing, it must be attractive and helpful to the sales.(外包装应当坚实牢固，适于运输，而内包装必须能吸引人，且有助于销售。)20.The extra packing charges should be borne by you.(额外的包装费须由贵方负责。)

实训八 Inspection and Insurance 商检与保险 Insurance 保险

货物在运输、装卸、存储过程中难免会遇到各种风险和遭受各种损失。卖方为了保障货物一旦遭受损失后能得到经济上的补偿，因此，要求对货物进行保险。卖方与买方（客户）在商谈保险事宜时，究竟由何方对货物投保，则视买卖双方采取的价格条件而定，如双方商定采用FOB（Free on Board）,装运港船上交货价或称离岸价，那么由买方负责投保越过船舷之后的货物，并支付保险费；如双方商定采用CIF（Cost, Insurance and Freight），成本加保险费、加运费价或称到岸价，那么由卖方负责投保货物，并支付保险费。因此，卖方与买方（客户）在商谈保险时，既要做到心中有数，又要考虑到客户的要求，以尽快确定由谁投保，达成交易。

Inspection 商检

在国际贸易中，买卖双方分处两地，难以当面点清和验收货物，同时货物经过长途运输，也可能发生残损短缺等问题。买卖双方往往因货物的品质、数量等问题引起正义。有的问题还可能涉及运输、保险、装卸等其他部门的责任。因此，在卖方接待买方（客户）在进行商务谈判时，一个关系双方的一个重要议题就是商品检验，即由一个有资格的、与双方当事人无利害关系的第三者即检验机构（Inspection Organization），对货物进行检验，饼发给检验证书（Inspection Certificate），其检验证书是买卖双方交接货物，支付货款、索赔和理赔的重要依据之一。所以，卖方只有事先先了解商检的知识及其重要性，才能在接待客户并与之就商检进行协商时，顺利达成共识，从而避免日后产生不必要的纠纷，而答道既能获利，又能同客户建立货保持良好的商业关系。

实训九 Singing Contract签约 contract 合同，订立合同

contractor 订约人，承包人

contractual 合同的，契约的to make a contract 签订合同 to place a contract 订合同

to enter into a contract 订合同

to sign a contract 签合同

to draw up a contract 拟订合同

to draft a contract 起草合同

to get a contract 得到合同

to land a contract 得到（拥有）合同

to countersign a contract 会签合同

to repeat a contract 重复合同

an executory contract 尚待执行的合同

a nice fat contract 一个很有利的合同

originals of the contract 合同正本

copies of the contract 合同副本

a written contract 书面合同

to make some concession 做某些让步

实训十Claims and Settlement 索赔与理赔

1.The claim is to be lodged within 45 days after the arrival of the consignment at the destination port.(索赔要在货达目的港后的45天内提出。)

2.The claim must be accompanied by a survey report for seller‟s reference.(索赔须附以检验报告，以便卖方参考。)3.After looking into the matter, the surveyors find that the damage was caused by rough handling at the dock.(检验员在深入调查后认定，此次货损是由码头方面的粗暴装卸造成的。)

4.We are entitled to register a claim for at least 30% of the invoice value for inferior quality against the exporter.(我们有权以产品劣质为由向出口商索赔，索赔金额至少是发票金额的30%。)5.Short weight is what the claim is for.(短重是我们此次索赔的原因。)6.The goods you are claiming damaged were in perfect condition when they left the loading port, as can be evidenced by the B/L in which is printed the word “Clean”.(贵方此次索赔的货物在离开装运港时是完好无损的，这点能以提单上打印的“清洁”一词为证。)

7.The discrepancy between the goods shipped and the original sample is unacceptable since the S/C stipulated the term of “sales by sample”.(运来的货物与当初的样品不符，这是不能接受的，因为销售确认书上规定了“按样品交易”的条件。)

8.We have no choice but to file a claim on you, which we hope will receive your prompt attention.(我方只能向贵方提出索赔，希望你们能马上关注此事。)9.After inspection the goods shipped are found not in conformity with the sample you sent to us.(对运来的货物进行检验后发现，它们与贵方以前寄给我们的样品不符。)10.We insist that you compensate the sum of our losses which were due to your improper packing.(我们坚持认为，由于贵方不当包装造成的损失，贵方须对我方给予赔偿。)11.Your claim is not acceptable because the date, July 31, 2007, when you raised it, has passed the time limit for a claim as stipulated in the contract No.123.(贵方的索赔是不能接受的，因为你们提出索赔是在2007年7月31日，该日期已超过了123号合同规定的索赔期限。)

12.We hope you can understand that we would not have lodged the claim if we could afford to carry the loss.(我们希望贵方理解，要是我们能负担得了这一损失的话，是不会向你们提出索赔的。）13.If the claim is not resolved in the near future we will be compelled to resort to a lawsuit.（要是该索赔在短期内还得不到解决的话，我们将被迫诉诸法律。）

14.To settle your claim, we agree to make a reduction of 20% of the invoice value, which we think can make up your loss.（作为理赔，我们同意少收相当于发票金额20%的货款。我们认为这足以补偿你们的损失。）

15.We will proceed to settle the claim by arbitration should you not accept our proposed solution, which is our maximum concession.（我们已做了最大让步。如果贵方不接受本方的提案，我们将通过仲裁来达成理赔。）

16.We regret that we have to cancel our order because of the inferior quality of your products.We ask you to cover any loss which might be caused as a result of the cancellation of the order.(很抱歉，由于贵方产品质量低劣，我们不得不取消订单，并要求贵方赔偿由于取消订单可能造成的损失。)17.We were very sorry to receive your complaint that the material you received was not of the quality expected.(收到贵方关于所收原料的质量与所期望的质量不符的投诉，深表歉意。)

18.The packing inside the case was too loose with the result that there was some shifting of the contents and several cups and plates have been broken.The attached list will give you details.(箱子里的包装太松，以至里面的货有点移位，几个杯子和碟子已破损。随寄的清单将提供详细的受损情况。)19.Your shipment of our order No.298 has been found short weight by 1000 kgs., for which we must file a claim amounting to US $800 plus inspection fee.(贵方运来的我们298号订单项下的货物经检查短重1000公斤，为此我们必须要提出索赔，索赔额为800美元外加检验费。)20.We are most anxious to compensate you for the shortage in weight mentioned in your letter of July 13 by offering you an allowance of 5%.(我们很愿意就贵方在7月13日来函中所提出短重做出补偿，给你们让价5%。)

第五篇：模拟谈判实训心得

模拟谈判实训心得

谈判可以说是所有销售环节中必不可少的一部分，谈判的好坏关系到生意的成败，所以在谈判之前做好充分的准备是十分必要的。做好了充分的谈判可以使自己处于比较有利的地位，甚至可以把自己从不利的环境转换成有利的环境。

在这次谈判之前，我们集体讨论了一下我们的谈判计划，首先分析我们双方的公司背景，之后根据这些背景分析我方和对方的利益所在点和优劣势。这是谈判的关键，如果我们能充分运用自己的优势，抓住对方的劣势，对于我们谈判的进行是十分有利的，这样可以使我们占据主动地位。在谈判计划中还有一点很重要的就是谈判目标的设立，到底把目标设定为什么可以使我们获得较大的利润，同时可以使对方接受我们的报价。做好这一点的前提就是充分的分析、了解、掌握自己的市场和对方的市场。经过我们的磋商我们最终把价格底限制定为5.00美元。

之后，开始正式的面谈，在谈判计划书里我们打算采取的是感情交流式开局策略，希望形成较融洽的谈判气氛中。但是通过谈判的逐渐进行，我们发现对方希望达成交易的意愿是很大的，也就是说我们是占有相当大的优势的，所以我们开始改变策略，采取了比较强硬的态度，对方见我们如此，开始逐渐地加价，从最初的4.6美元加到了5.10美元，这对我方来说是一个比较满意的结果。但利益最大化是我们所希望的，因此我们还是没有松口降价，最终我们以5.18美元的价格达成了交易。分析我们5.18美元背后成交的原因：

首先，我们的产品确实有自己的优势，它是独一无二的而且质量良好、做工精细并且可以使对方获得较大的收益。

其次，对方对我们的产品十分满意，希望达成交易的意愿表露的比较明显，正是这一点使我们抓住了机会。

再次，我们态度比较强硬，对方为了达成交易，开始不断加价，运用这种策略有一定的风险，可能会使生意彻底的崩盘。但是基于我们对产品的信心，我们采用了这一方案，并且成功的让对方加到我们满意的价格。

通过这次的谈判，收获了很多，主要包括以下几个方面：

1、谈判人员的选择和分工是十分重要的，在这次谈判中，我们成功很关键的一点是我们谈判的人员对产品十分熟悉，在谈判时充分地展示了我们的产品的优势，再则，我们通过分工合作一步步逼近对方，使对方接受我方的报价。

2、做任何事情之前都必须做好充分的准备，谈判也是如此，只有对各方面都进行了比较好的分析，才能使自己占据主动地位，控制全场。

3、谈判就像下棋，下棋之前你必须了解游戏规则，而且要随机应变，规则是死的，但人是活的，不必因为我们制定好了谈判计划，就一定要严格按照计划进行，要懂得适当的变通。

4、突出优势，用用事实说话，正是因为我们在谈判前有充分了解我方和对方的市场，使得我们在运用数据谈判的时候显得底气更足，也使得对方信服。同时，在对方出具数据的时候我们也能够比较好的应对。

5、在考虑自己利益的同时要考虑到对方的利益，就像我们这次谈判中，虽然我们成功使对方把价格提到了5.18美元，但是我们还是给他们留下了很大的利润空间，这也是他们为什么会和我们达成交易的一个重要原因。

6、不要表现出急于达成交易的愿望，这样很容易使对方抓住把柄。在这次谈判中正是由于对方的疏忽，使我们很好的利用了这一点，但同时也提醒我们自己，在谈判的时候，即使你很希望和对方达成交易，也要把自己的感情隐藏好，才不至于让自己太被动。

7、价格是谈判的关键，但是由于双方的利益的分歧不仅仅在价格上，所以谈判的时候我们可以适当的出让一些条件，比如，在这次的谈判中，我们就允许对方采用T/T的付款方式先支付30%的定金，剩余的70%采用信用证付款方式；在能力范围内尽早的装船、发运，适当的让步可以让对方看到我们的诚意。

谈判是为了达成交易，使双方都感到有利可图，这是谈判成功的基础。谈判既是竞争，又是合作，我们应该运用良好的谈判计划、谈判策略，努力达成双赢的效果。