商务英语谈判试题（含5篇）

第一篇：商务英语谈判试题

篇一：商务英语谈判考题 湖北三峡*************学院

2011年春季学期《商务英语谈判》试卷 适用班级__________________________ 考试班级_______________ 姓名_____________ 学号________________ 1.case study you represent a shoe manufacturer.your latest product is the so-called “self-heating” boots.the boots themselves control the temperature inside automatically through friction and rubbing of your feet against the inner side shanghai,＄58 a pair.now an american businessman wants to place an order for your shoes, but the price he counter-offers is only＄48 a pair.now you are negotiating.questions: a.what should you learn before you begin to bargain with the american buyer’s team? b.do you really believe ＄48 a pair is his minimum level? why? 第1页（共3页）2.case study the subcontractor’s negotiators dutifully listed the issues.when we reached point forty-one we simply said, “can we start with number one?” then we went straight into negotiation.note carefully the dynamics of the situation.the subcontractor’s staff have just broken guideline three and were now negotiating forty-one points that they are never seen, planned and prepared for before.what’s more, twenty-seven of those points ere figments of our imagination.we simply made them up.we used them to create room to maneuver and to control the agenda.the subcontractor won twenty-seven points and we won on ly fourteen.第2页（共3页）they had clearly beaten us.question: how did the negotiator maneuver and control the agenda? 第3页（共3页）篇二：商务英语谈判用语特点

学 年 论 文 题 目 学 生 指导教师 年 级 2006 专 业 系 别 学 院

商务英语谈判用语特点 级 英语教育 英语系 西语学院 term paper english department harbin normal uniersity title: the feature of language used in business negotiation student: tutor: grade: grade 2006 major: english education department: english department college: faculty of western languages and literatures the feature of language used in business negotiation abstract: this paper aims at summarizing the features of language used in business negotiation.after a brief introduction to the functions and classifications of languages, the paper respectively presents the features of improper language and effective language used in business negotiation.since negotiation is quite a practical activity, this paper sets forth a lot of vivid example added to the theoretical demonstration.key words: business negotiation;language features ⅰ.introduction 1.language implication in business negotiation the language used in business negotiation is to detect, hint, induce and even threaten the counterparts as reactions to their words, countenance, manners, body language and attitudes.it is the manifest of the negotiators’ ability of thinking and intelligence in logic way and that of convey of judgment, inference and demonstration to their counterparts or fellow negotiators 2.language function in business negotiation the language used in business negotiation functions a lot.a proper way of speaking involves clear statement, sufficient demonstration and sensible consideration and it can improve the chance to persuade the opponent, reach mutual understanding, coordinate the objectives and interests of both parts and secure the success of negotiation.time space there are large differences in spatial preferences according to gender, age, generation, socioeconomic class, and context.these differences vary by group, but should be considered in any exploration of space as a variable in negotiations.body language body language can be telling as it can help one determine the exact meaning of what the other side is saying and also can help you get your own message across.likes and dislikes, tensions, and assessing an argument are shown by numerous signs such as blushing, contraction of facial muscles, giggling, strained laughter or simply silence.wherever a party negotiates, the negotiator must watch and observe the other party.people, when seated, lean forward if they like what you are saying or are interested in listening.they sit back with crossed arms if they do not like the message.nervousness can manifest itself through nonverbal behavior, and blinking can be related to feeling of guilt or fear.iv.four dimensions of culture individualism-collectivism in individualistic cultures the focus of one’s behavior can be unashamedly self-centered.the individual can make objections, state his feelings and be openly篇三：商务英语谈判实例 商務英語談判實例

商务谈判实例(一)(12月5日)dan smith是一位美国的健身用品经销商，此次是robert liu第一回与他交手。就在短短几分钟的交谈中，robert liu既感到这位大汉粗犷的外表，藏有狡兔的心思――他肯定是沙场老将，自己绝不可掉以轻心。双方第一回过招如下：

d: id like to get the ball rolling（开始）by talking about prices.r: shoot.（洗耳恭听）id be happy to answer any questions you may have.d: your products are very good.but im a little worried about the prices youre asking.r: you think we about be asking for more?(laughs)d:(chuckles莞尔)thats not exactly what i had in mind.i know your research costs are high, but what id like is a 25% discount.r: that seems to be a little high, mr.smith.i dont know how we can make a profit with those numbers.d: please, robert, call me dan.(pause)well, if we promise future business――volume sales（大笔交易）――that will slash your costs（大量减低成本）for making the exec-u-ciser, right? r: yes, but its hard to see how you can place such large orders.how could you turn over（销磬）so many?(pause)wed need a guarantee of future business, not just a promise.d: we said we wanted 1000 pieces over a six-month period.what if we place orders for twelve months, with a guarantee? r: if you can guarantee that on paper, i think we can discuss this further.商务谈判实例(二)(12月6日)robert回公司呈报dan的提案后，老板很满意对方的采购计划;但在折扣方面则希望robert能继续维持强硬的态度，尽量探出对方的底线。就在这七上七八的价格翘翘板上，双方是否能找到彼此地平衡点呢？请看下面分解: r: even with volume sales, our coats for the exec-u-ciser wont go down much.d: just what are you proposing? d: thats a big change from 25!10 is beyond my negotiating limit.(pause)any other ideas? r: i dont think i can change it right now.why dont we talk again tomorrow? next day d: i understand.we propose a structured deal（阶段式和约）.for the first six months, we get a discount of 20%, and the next six months we get 15%.r: dan, i cant bring those numbers back to my office――theyll turn it down flat（打回票）.d: then youll have to think of something better, robert.商务谈判实例(三)(12月7日)dan上回提议前半年给他们二成折扣，后半年再降为一成半，经robert推翻后，dan再三表示让步有限。您知道robert在这折扣缝隙中游走，如何才能摸出双方都同意的数字呢？他从锦囊里又掏出什幺妙计了呢？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: thats a lot to sell, with very low profit margins.d:(smiles)o.k., 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: wed 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 couldnt handle much larger shipments.r: fine.but id prefer the first shipment to be 1000 units, the next 2000.the 31st is quite soon----i cant guarantee 1500.d: i can agree to that.well, if theres nothing else, i think weve settled everything.r: dan, this deal promises big returns（赚大钱）for both sides.lets hope its the beginning of a long and prosperous relationship.商务谈判实例(四)(12月8日)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.wed like to weigh the pros and cons（衡量得失）with you.k: i hope so.and what might be the basic questions you have? k: no, we dont, mr.liu.this is just oem.r: i see.then, the most important thing is the size of your orders.well have to invest a great deal of money in the new production process.r: at u.s.$1000 a piece, well make an average return of just 4%.thats too great a financial burden for us.k: ill check the number later, but what do you propose? human potential: supplier 1: rebecca chairwoman supplier 2: taylor secretary supplier 3: molly hr supplier 4: lydia project manager baylor and sons: customer 1: vienna chairwoman customer 2: shirley secretary customer 3: daisy personal manager customer 4: cynthia market manager(daisy, lydia, vienna, taylor, molly, rebecca)daisy：sorry to have kept you waiting.you must be lydia, and i’m daisy.we’ve spoken on the phone.let me introduce for you, this is vienna , and shirley, and cynthia.lydia: morning, nice to meet you.taylor: no, thank you.vienna:(drink the coffee)how was your flight? lydia: about one hour and a half.molly: that sounds„you nearly have no time to have a breakfast.lydia: er„a little, on the flight.vienna: terrible, i can’t stand those food on flight.rebecca: neither do i.(laughing)daisy: okay, ladies.we’ve got a full agenda, so perhaps we had better start now.(vienna, rebecca, shirley, lydia, cynthia)lydia: it should take about five minutes.please feel free to ask any questions, while i’m talking.lydia: of course, could we begin?(almost everyone nod their heads.)(lydia, molly, cynthia, daisy, rebecca)vienna: if „i mean, if in level b, who will deal with the training course and the final examination? molly: that must use our own professional in human resource.we have a rounded system.cynthia: sorry, i’d like to know how long during the training courses, you see , it’s really an urgent project.and what we need is different between every part.molly: lydia: fine.then i „

daisy: wait a minute, please.i’m sorry to interrupt, i’d like to know, won’ t this be a first for you „servicing contract overseas? lydia: yes, that’s right.but we do have similar clients in „ so, we don’t anticipate any problems on that.rebecca: what’s more, you need to establish a design department with a manager and four designers.it’s easy to find more excellent designer in italy, supervisors as well.that’s won’t be difficult.lydia: or, you’d like to talk more with our clients in„? daisy: no, we had already followed up your references.please go on.lydia: then can i go on and talk a little bit about pricing? daisy: fine, please go on.(taylor, molly, vienna, shirley, cynthia)lydia: if you look at page 10: the recruitment fees will be given by rate of entrants’ annual salary.shirley：so we can’t be certain about how much the recruitment fees? lydia: it depends which level of support you opt for.shirley: can you explain that? taylor: let me explain more details.as you see, there are two levels.level a is paid by 5% of entrants’ annual salary.we will give professional training and you don’t pay anything extra.shirley: sure, and what about level b ? taylor: level b is paid by 4% of entrants’ annual salary, besides, you should pay another 200’000 dollars for these massive training.daisy: okay.what’s the different between these two levels’ training? molly: the same course, but level b has an final examination, in order to make entrant more agree with your standard.vienna: that’s interesting.can we go over the approval process?(rebecca, shirley, molly, vienna, cynthia, taylor, daisy)rebecca：so we’ll draw up a schedule of projects, which we both feel need to be carried out over the following month.these could be introducing recruitment,training and„ shirley: sorry to interrupt.but maybe we should rethink the question of, molly, how long can your colleagues finish training courses and how they finish training course.molly: yes, that needs to be clarified.shirley: what if we put something in the contract? vienna: that be a start, i worried about„is that whether the entrants you provide for us , can really reach our standard.what you said sounds a bit too risky.what’s more, if your team will think about that, ‘it’s just a single training course’, how can you guarantee the quality of the training courses? rebecca: that won’t happen absolutely , i promise.the entrants are as excellent as we can provide.cynthia: we all know that, taylor.but who’s going to supervise all this? and as you know, we need different categories of people.as a result, there must be different training for different people.taylor: we have talked about taking on one of your team to in charge of the whole training.it won’t be too expensive if we do that.and if that be possible, every examination will send to all of you.daisy: after all, that is the lack of experience.i’m afraid your prices are a bit high in level b.please don’t get me wrong.we all know there can be a lot of room for manoeuvre with these contracts.taylor: i think i see what you’re getting at, daisy.can i suggest a break? we should talk this though a bit more.daisy: good idea, please use the room next door and have some coffee.(molly, lydia, rebecca, vienna)molly: we’ve discussed this problem of supervision and training, and we ‘d like to make a proposal.vienna: great, let’s hear it.molly: firstly, we do understand your concerns about the pricing system.level a may be not provide satisfying enough entrants, and level b is too expensive.so, we propose a level of support between level a and level b.that means, we can make recruitment fair and select the number more than you need, and then give them training courses„that will at a fixed price.vienna: that sounds fine.we’ll pay by rate of their annual salary, and agree a annual rate for essential support and training work.daisy: at risky

第二篇：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

第三篇：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：《商务英语谈判》教学大纲

商务英语谈判大纲

课程名称：商务英语谈判 总学时数：36学时 课程类别：专业课

先修课程：国际贸易、外贸函电、…… 适用专业：商务英语专业

一、课程的性质、目的与任务

《商务英语谈判》 是高校中商务英语类的精品课程之一。该课程是为了顺应中国加入WTO后日益增多的国际商务往来对各种商务谈判人才的急剧需求而精心设置的，尤其适合国际商务、国际贸易、国际金融、国际企业管理、商务英语专业等对于 复合型人才的培养。

该课程针对国际商务谈判的特点和要求，从实践的角度，分析研究国际商务谈判相关的国际惯例和国际商品交换过程的各种实际运作，以从事国际商务谈判的主要业务环节为主线，系统介绍各环节的操作规程和国际惯例。本课程科学地把商务知识、谈判知识、现代沟通的内容及形式与英语语言综合技能融为一体，目的在于帮助更多的学习者通过系统的商务英语谈判的学习，掌握商务谈判的基本理论知识，借助于灵活多变的谈判技巧，熟悉各种谈判活动，了解不同商务活动的人文背景、规范以及具体操作程序，从而提高商务谈判中分析问题和处理问题的能力，并使得学习者在英语应用能力的同时掌握商务英语专业知识，从而实现培养复合型人才的目标。

二、课程的教学基本要求与教学重点

通过系统的商务英语谈判的学习，学生们能够掌握商务谈判的基本理论知识，借助于灵活多变的谈判技巧，熟悉各种谈判活动，了解不同商务活动的人文背景、规范以及具体操作程序，从而提高商务谈判中分析问题和处理问题的能力。

三、课程内容及学时分配

1.总学时安排：

36学时。2.内容与课时分配

Chapter 1 Principles of Business Negotiation 商务谈判的原则（6课时）1.1 合作式谈判的原则 1.2 利益分配原则 1.3 信任的原则

1.4 两分法谈判，双赢谈判和复杂谈判的原则

Chapter 2 Modules of Business Negotiation 商务谈判的环节（4课时）2.1 询价与答复 2.2 报盘与还盘 2.3 接受与签订合同

Chapter 3 Phases of Business Negotiation 商务谈判的阶段（6 课时）3.1 准备阶段 3.2 开始阶段 3.3 讨价还价阶段 3.4 结束阶段

Chapter 4 Strategies & Tactics of Business Negotiation 商务谈判的策略和技巧4.1 主要的个人风格和团队风格 4.2 策略与技巧

Chapter 5 Types of Business Negotiation 商务谈判的类型（6 课时）5.1 货物/服务销售谈判 5.2 投资谈判 5.3 技术转让谈判

Chapter 6 Etiquette in Business Negotiation 商务谈判的礼节（4 课时）6.1 迎送礼仪 6.2 会见礼仪 6.3 赴宴和着装礼仪 6.4 签约礼仪

Chapter 7 Cross-cultural Negotiation 跨文化商务谈判（4 课时）7.1 语言与交际 7.2 理解文化差异 7.3 不同文化的谈判特点 7.4 文化冲突管理 课时）（四、选用教材：余慕鸿等，《商务英语谈判》，外语教学与研究出版社, 2005 参考书目：1.蒋磊，《国际商务英语谈判与沟通》，高等教育出版社, 2007 2.徐宪光，《商务沟通》，外语教学与研究出版社, 2001 3.金英，肖云南，《国际商务谈判》，清华大学出版社，2003 4.秦川，《商务英语谈判》，中国对外经济贸易出版社，2004

五、考核方式：模拟商务谈判