第一篇：商务英语谈判1 价格篇
外贸谈判计划
A：Warmly welcomed the arrival of us representative, on behalf of the company staff sincerely wishes the talks to a successful conclusion.热烈欢迎美方代表的到来，我代表我公司全体员工衷心祝愿这次谈判圆满成功。
B：I’m very grateful to the company for your hospitality and I hope our first cooperation can be successful.很感谢贵公司对我们的热情款待，希望我们的首次合作能够一帆风顺。A：To shenzhen, is everything habits 来中国，一切都还习惯吗
B：Well, the feeling is also good, shenzhen really is very beautiful, everything is good 恩，感觉还好，深圳确实挺美的，一切都很不错
A：Very well, then let's talk about the issues about price now.很好，那么让我们来讨论一下价格方面的问题吧。
B：Our T-shirt uniform prices internationally are $ 2.5 per piece FOB Shenzhen 我们的T-shirt 在国际上的统一售价都是2.5美元每件
A：We can not accept this price, it is much higher than other company。这样的价格我们没法接受，它比其他公司高出太多了。
B：I'm surprised to hear you say so.You know that the cost of production has been skyrocketing in recent years.你这么说我很吃惊.你知道近年来生产成本迅速上涨.A：We know.But you Chinese have an old saying called “high quality with low price.” Does your company's product attract customers by its’ expensive price?
这我也知道，你们中国有句话叫做“物美价廉（可以讲汉语）”。难道贵公司的产品是以昂贵来吸引顾客的吗？
B：We also have a word called “Super value for money”.This price was low enough.我们中国也有句话叫“物超所值（用汉语，但要用英文解释）”。这样的价格实在是足够低了。A：You must reduce the price, otherwise I am afraid we will lose the opportunities for cooperation.你们必须再压低价格，否则恐怕我们将失去这次合作机会。
B：I also regret that you just said you, hope next time you will have a chance.刚刚您所说的让我也感到遗憾，希望下次还会有机会。
ASorry, please wait for a while, our representatives need a brief time to discuss.对不起，先暂停一下，我们的代表需要商量一下。（买方交头接耳一番）
B：We know that your honorable company is trying to attract investment.If you drive the price reasonable, we might consider investing.我们知道贵公司正在吸引投资。如果你们开出的价格再合理一些，我们可能会考虑投资。A：How number T-shirt do you need?
请问你们需要多少T桖呢？
B：we need 100,000 piece of T-shirt least
我们最少需要10万件。
A：If your commitment to investment, we can to lower the price $2.3 per piece 如果你们承诺投资，我们可以将价格降至$2.3 B：（着急）摇头：The price is too high, we will not accept more than $2.0/per
太高了，我们不会接受超过 $2.0/ per的价格。A：If you just 100,000 pieces, the price was absolutely unacceptable to us.However, if you demand to increase to 150,000 pieces, we can accept $2.0/per this price 你们如果只要10万件，这个价格我们是决不能接受的。但是，如果你们的需求量提高要15万件，我们是可以接受 $2.0/per这个价格的
B：Well, if it is $2.0/per, then we can accept,but we hope to offer CIF quotation 好吧，如果是 $2.0/per的话，我们可以接受。但我们希望报盘是CIF报价。A：That’s impossible to offer CIF quotation.But we can assume half of the freight, doing now?我们可以承担一半的运费，这样行了吧？
B：That is ok.Then ,can you deliver goods toToronto before Nov28th? 这样行。那么，你们能在11月28日前把货送到多伦多吗？
A：We guarantee delivery within a month.我们保证在一个月之内交货。
B：Good!We hope we can cooperate even more closely in the future 很好，希望我们以后有更多的机会一起合作
A：Me too.Now that we have reached a preliminary consensus on the drafting of specific contracts.我也是。现在,我们已经达成初步共识起草具体的合同。B：OK.（双方鼓掌）结束
A: Thank you very much for your come.I wish our cooperation will be happy.In the future, our company will research and development more new product project.I Also look forward to have more strategic relationships with your company long-term cooperation in the future.Thanks 非常感谢你们的远道而来，祝我们这次的合作愉快。在未来里，我公司将会研发更多新的产品项目。也期待这以后与贵公司更加长远的合作战略关系。谢谢。
第二篇：商务英语谈判
Business Negotiation
A: The seller Miss su representingKai ya Chocolate Manufacturing Co.Ltd
B: 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 much.Now let’s talk about the terms of payment.Would you accept D/P? I hope it will be acceptable to you.A: The terms of payment we usually adopt are sight L/C.B: But I think it would be beneficial to both of us to adopt more flexible payment terms such as D/P term.A: Payment by L/C is our usual practice of doing business with all customers for such commodities.I’m sorry we can’t accept D/P terms.B: As for regular orders in future, couldn’t you agree to D/P?
A: Sure.After several smooth transactions, we can try D/P terms.B: Well, as for shipment, the soon the better.A: Yes, shipment is to be made in April, not allowing partial shipment.B: 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 tomorrow.Goodbye.Miss Su.A: See you and thanks for coming, Mr.Zhou.
第三篇：商务英语谈判
Chapter 1 :
1.Negotiation is the process we use to satisfy our needs when someone else control what we want.2.Different types in Theory and Practice:
a)Competitive style: To try to gain all there is to gain
b)Accommodative style(通融式谈判): To be willing to yield all there is to yield
c)Avoidance style: To try to stay out of negotiation
d)Compromising style(妥协谈判): To try to split the difference or find an intermediate
point according to someone principle
e)Collaborative style(合作谈判): To try to find maximum possible gain for both
parties
f)Vengeful style(报复谈判): harm the other
g)Self-inflicting style(自损谈判): harm oneself
h)Vengeful and self-inflicting style: harm the other and also oneself
3.The goal of collaborative negotiation is to manage the dispute so that the outcome is more constructive than destructive.4.Principled negotiation is centered around four consideration(PIOC):
a)People: separate the people from the problem
b)Interests: focus on interests, not position
c)Options(选择): invent options for mutual gains
d)Criteria(条件): insist on using objective criteria
5.Personal interests are interests of individuals who participate in negotiation.Organizational interests are of collective bodies such as private or state-owned enterprises, institutions and other kinds of entities(实体)
6.Case study: During the Cold War......against it.2)They followed the “National interests go before organizational interests.” principle
第四篇：商务英语谈判剧本
《商务英语谈判》实训场景
甲方（A-BUYER）: 刘云（A-Candy），贺小娟（A-Mariah）
乙方（B-SELLER）: 岳志平（B-Zoe），黄真真(B–Miss.H)
（Introduction）A-Candy: How do you do.B-Zoe: How do you do.A-Candy: On behalf of Luoyang Reisen Electronic Co.Ltd, I’m very glad to see you
here.Since we are not familiar, shall we just go round the table, making
sure we know each other.Mariah, why don’t you start.A-Mariah: OK, nice to meet you.This is our Purchasing Manager, Candy.I’m the
assistant, Mariah.I will be in charge of preparing our negotiation and
arrange the routine work.B-H: Nice to meet you too.This is our Sales Manager, Zoe.I’m the assistant, H.Welcome to our head office.A-Candy/Mariah: Thank you.B-Zoe: Before we start, would you like something to drink? A-Candy: That would be nice, just tea please.Thank you.（At the office, small talk）A-Candy: Well, how is business in your sector? B-Zoe: Not too bad, we have got a lot of work to do for the new budget in this year.And we’ve seen a obvious rise in sale.A-Candy: Un, sounds good.B-H: Is this your first time to America, Candy? A-Candy: No, this is my second time to come here.I am very impressed on this city.B-H: I am very glad to hear that.I hope you have a good time these days.What about
you, Mariah? A-Mariah: This is my first visit.I am so happy to have the opportunity to visit this
beautiful city.I like it very much.B-Zoe: I hope you like this beautiful city.I wish to thank you for coming here.Shall
we start? ALL: Yes!
(The beginning of the negotiation)A-Candy: Here we go.I think everyone has got the agenda.Today, we have a lot to
discuss.We mainly talk about three points: the price, payment method, and
delivery.Would you like to talk about price firstly, He? A-Mariah: Yes, I’d like to, this is our first cooperation.we know you are the leading
company of office furniture in the USA, and have been in this line for
many years.So we are happy and previledged to have this chance to
cooperate with you.However, from your letter of Oct.1st, we know that
your quotation is too high for us to accept.I hope you can give us some
reduction.B-Zoe: I am afraid it is quite hard for us to reduce.The price of our product is
reasonable and our design is unique.B-H: Besides, our products enjoy a good reputation in the world.A-Candy: I know, but I still wish you to make a concession in the price.we can not
accept your offer unless the price is reduced by 5% off? B-Zoe: 5%? I am afraid we can not accept it.However, considering that this is our
first cooperation, maybe we will have further cooperation.How about 1%?
This will be our precedence.A-Mariah: Compared with the real market price, your quotation is still too high.B-H: But this is the maximum reduction we can offer.A-Candy: I know what you mean.But we can not accept 1% reduction.If you don’t
give us more reduction, maybe we will lose the chance to cooperate.B-Zoe: Oh, no, I think we have much room to negotiate.A-Candy: We know you are an international corporation.I think 5% reduction is
acceptable for you.B-H: Thank you for believing.However, our quotation is really quite low in this line.A-Mariah: But this is the first time to use your products.To some extent, we are not
sure whether your products are suitable.So your quotation is not
reasonable for us.A-Candy: Yes.It is difficult for us to accept your reduction of 1%.I hope you can
give a further reduction.B-Zoe: Can I make a suggestion? How about 3% off? But you have to place an order
for 50 sets at least, and you pay us by full payment in a lump sum.B-H: Frankly, this is a favorable price only for old friends.Besides, our workmanship
and design are better than others’.Therefore, this type of furniture will be well
received in your market.A-Candy: But full payment in a lump sum is difficult for us.A-Mariah: Yes, due to the large amount, it will cost much time to raise the funds.How about pay by installments?
A-Candy: We can offer 40% of the commission ahead of time.B-Zoe: All right.Considering this is our first cooperation, I can accept your
suggestion.A-Candy: Fine, thank you.(Discuss about the delivery)A-Candy: OK, the last question is delivery.B-H: I believe we can reach an agreement on delivery.A-Mariah: We’d like you to advance the shipment before November.B-Zoe: I have to say sorry, because our factory is fully committed this month.A-Mariah: Then when is the earliest shipment we can expect? B-H: Let me check.We can deliver the goods in early December.A-Candy: That’s too late.We have to meet the demand of marrying couples, and plan
to put these products before they married.B-Zoe: I understand.Please believe me that we won’t disappoint our customers.Will
you accept partial shipment? The goods can be shipped on September 10th and
October 10th in two equal lots.A-Candy: That sounds a good suggestion.B-H: Anything else? A-Mariah: As for the port of destination, it should be the port of Shanghai
Transshipment.B-Zoe: Fine.（The negotiation is going on）
B-H: The last requirement is that we must receive your L/C 15 days before shipment.A-Candy: No problem.A-Mariah: If you don’t mind I want to know what kind of L/C you require.B-Zoe: we prefer the L/C at sight.Could you pay us by it? A-Candy: All right.If there is no question, let’s go through the terms: You offer us
3% reduction, partial shipment.We pay by installment and offer 40% of
the subscription.Agreed? B-H: Yes, exactly.(Arrangement for business dinner)B-Zoe: I’m very glad that we finally come to an agreement after repeated negotiation.A-Candy: I wish we will have further cooperation in the future.A-Mariah: Congratulations to our success.B-H: Oh, it’s time for dinner.We have made a reservation at Royal Hotel.And we
prepared traditional Chinese food for you.Such as diced chicken in chilli sauce，Dongpo Pork and sweet and sour fish.I bet you will like it.A-Candy/Mariah: Thank you.B-H: This way, please.B-Zoe: Please.
第五篇：常用商务英语谈判对话开场介绍篇1
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。A：我叫陈松林。B：您好，我是弗雷德•史蜜斯。(2)A: Here’s my name card.B: And here’s mine.A: It’s nice to finally meet you.B: And I’m glad to meet you, too.A: 这是我的名片。B: 这是我的。A: 很高兴终于与你见面了。B: 我也很高兴见到你。(3)A: Is that the office manager over there?B: Yes, it is,A: I haven’t met him yet.B: I’ll introduce him to you.A:在那边的那位是经理吧？B:是啊。A:我还没见过他。B:那么，我来介绍你认识。(4)A: Do you have a calling card ?B: Yes , right here.A: Here’s one of mine.B: Thanks.A:您有名片吗？B:有的，就在这儿。A:喏，这是我的。B:谢谢。(5)A: Will you introduce me to the new purchasing agent?B: Haven’t you met yet?A: No, we haven’t.B: I’ll be glad to do it.A:请替我引介新来负责采购的人好吗？B:你们还没见面吗？A:嗯，没有。B:我乐意为你们介绍。(6)A: I’ll call you next week.B: Do you know my number?A: No, I don’t.B: It’s right here on my card.A:我下个星期会打电话给你。B:你知道我的号码吗？A:不知道。B:就在我的名片上。(7)A: Is this Mr.Jones?B: Yes, that’s right.A: I’m just calling to introduce myself.My name is Tang.B: I’m glad to meet you, Mr.Tang.A:是琼斯先生吗？B:是的。A:我打电话是向您作自我介绍，我姓唐。B:很高兴认识你，唐先生。(8)A: I have a letter of introduction here.B: Your name, please？A: It’s David Chou.B: Oh, yes, Mr.Chou.We’ve been looking forward to this.A:我这儿有一封介绍信。B:请问贵姓大名？A:周大卫。(9)A: I’ll call you if you give me a name card.B: I’m sorry, but I don’t have any with me now.A: Just tell me your number, in that case.B: It’s 6344-8000.A:给我一张名片吧,我会打电话给你.。B:真抱歉,我现在身上没带。A:这样子，那就告诉我你的电话号码好了。B:6344-8000。
商务英语:公司并购相关术语与词汇 编辑:Smart
以下是一些应用并购事宜术语的例句 1.Merger / acquisitionThat company lives by mergers and acquisitions.They just keep growing and growing.合并/收购那家公司靠合并和收购为生。他们在不断扩张。2.TakeoverI think that company is ripe for a takeover.They have great market share but they’re in poor financial condition.接收/接管我觉得是时候接管那家公司了。虽然他们仍占有很高的市场份额，但他们的财务状况简直糟透了。3.Leveraged buyoutThat leveraged buyout was some smart thinking on your part.We diversified our product line and expanded our market share without laying out any cash.融资收购那宗融资收购非常成功。你的主意真不错,通过这次收购，我们不但使生产线得以多元化，而且没花一分钱就扩大了市场份额。4.Crown jewelsIn our lineup of health care products, the Cosmetics division is our crown jewel.拳头部门在我们生产卫生保健产品的一系列部门中，化妆品部是最具竞争力的拳头部门。5.Saturday night specialThat announcement sure blindsided them.It was a Saturday night special and we caught them asleep at the wheel.周末特别收购他们看了我们的公告肯定傻了眼。这真是一次典型的“周末特别收购”，我们乘他们熟 睡时就控制了全局。6.Sleeping BeautyI wonder which Prince Charming will court that Sleeping Beauty.睡美人我在想到底“哪位王子”想要娶“睡美人”（想收购那家前途无量的公司）。7.Shark watcherThey just hired a shark watcher to avoid sudden death.预警员他们刚聘请了一位预防收购的专家以防止在竞争中突然死亡。
在价格的谈判过程中，如何能不动声色的探出双方的价格底线并为自己所用，使自己的公司受
益？下面的小例子希望能给您一些提示。
Dan 和Robert正在谈判折扣，他们是如何摸出双方的底线的呢？请看下面分解：
R: How about 15% the first six months, and the second six months at 12%, with a guarantee of
3000 units?
D: That’s a lot to sell, with very low profit margins.R: It’s about the best we can do, Dan.(pause)We need to hammer something out（敲定）today.If I go back empty-handed, I may be coming backto you soon to ask for a job.(smiles)
D:(smiles)OK, 17% the first six months, 14% for the second.R: Good.Lets iron out（解决）the remaining details.When do you want to take delivery（取
货）?
D: We’d like you to execute the first order by the 31st.R: Let me run through this again: the first shipment for 1500 units, to be delivered in 27 days, by
the 31st.D: Right.We couldn’t handle much larger shipments.R: Fine.But I’d prefer the first shipment to be 1000 units, the next 2000.The 31st is quite soon--
I can’t guarantee 1500.D: I can agree to that.Well, if there’s nothing else, I think we’ve settled everything.R: Dan, this deal promises big returns（赚大钱）for both sides.Let’s hope it’s the beginning of
a long and prosperous relationship
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