第一篇：商务英语谈判策划书 新
商 务 谈 判 策 划 书
小组成员： 指导老师：
课
程：商务英语谈判实训 日
期：
时间：
地点：美
主方：
客方：
一、谈判双方公司背景：
1、主方公司分析：本公司长期与美国各大林场和森工企业保持着密切的合作关系。现以与多家北美森林资源开发公司达成战略交流合作，组建一个稳定的货源保障系统，从而保证了我们优质的产品质量和充足的产品资源。供应各类进口美国白橡木、红橡木、赤杨木、水曲柳、樱桃木等各类北美进口板材。并在国外长期派驻专业采购人员，从原木的采购，锯材的加工，烘干，装箱，船运物流到仓储配送，做到专业化、一体化；在每一个环节上精益求精、力求完美。
展望未来，我们将努力创造行业标准，坚持引进优质产品，不断创新服务水平，倾力打造北美板材行业的航空母舰。北美森工集团以诚信为纽带，以共赢为目标，以博大的胸襟愿与各界有识之士共同打造绿色、环保的财富人生。
2、客方公司分析：洛阳瑞森电子有限公司位于十三朝古都—洛阳，其探索于流行的前沿,紧握时尚的脉搏,立足于大众的需求,凭借洛阳得天独厚的综合优势,以多年流行产品的行业经验,致力于各类新、奇、特、流行产品的开发、合作生产与推广!我公司销售的光电混装连接器，光纤光缆连接器等系列产品,款式新、品种多、质量好、价格低,一经推出便在全国市场引起了强烈反响,并受到各地经销商的一致好评!我们以产品环保化，‘产品健康化’为已任,本着低价高质,薄利多销,让利于经销商的原则,光灿全线产品,告别暴利、承受压力,公司全面通过ISO9001质量体系认证，建立了与国际接轨的质量管理体系，在设计、生产、安装和服务过程中严格实施标准化管理和控制。公司还通过了军工产品质量体系认证。
二、谈判团队人员组成
主方：销售经理 Carol
销售助理（甲）Gloria
销售助理（乙）Nancy
客方：采购经理 Miss Sun
采购助理 Miss Yang
三、谈判主题及内容：
关于中国洛阳瑞森电子有限公司欲购买我方公司办公室专用家具的谈判计划：
1、经销的各种办公室专用家具，不同种类的价格、数量，主要是价格的折扣情况；
2、货物的结算时间及方式；
3、定金的支付，违约的赔偿问题；
4、促销措施及奖励。
四、谈判目标
1、最理想目标：按照本公司所给出的报价，将产品成功卖给瑞森电子有限公司，并与其
建立起长期的合作关系；
2、可接受目标：如果对方购买的产品数量大，我们将以5%的折扣将产品卖给对方；
3、最低目标（底线）： 对于对方的讨价还价，我们所的能给出的折扣不大于9%。否则，将中断合作关系。
五、谈判形势分析：
㈠ 我方优势分析：我们所供应的木种和规格齐全，有红橡木、白橡木、鹅掌楸、水曲柳、赤杨木、硬枫、软枫、樱桃、黑胡桃、白榆、红榆、枫香木、珍珠木、赤桦、太平洋软枫、太平洋白枫等十几个阔叶木品种。厚度规格涵盖2.5公分至5.0公分(3/
4、4/
4、5/
4、6/
4、7/
4、8/4),自然宽、自然长,也有等宽材；等级有特级(Fas)、普一级(#1Com)、普二级(#2Com)等。
㈡ 我方劣势分析：
1、国内同类产品竞争激烈
2、我公司报价略高于部分同行企业
㈢ 我方人员分析
销售经理：洞察力强，看问题比较冷静，擅长沟通谈判艺术，本次谈判的主要对手和关键人物。
销售助理（甲）：综合能力强，性格外向，处事冷静，公关能力强。
销售助理（乙）：办事认真负责，有较强的逻辑分析能力，具备较高的管理财务素质。
㈣ 客方优势分析：公司激情进取、不断超越，着力打造独具个性、充满活力、富有价值、深受客户欢迎的持续稳定发展的全球化标准化卓越性企业。㈤ 客方劣势分析：
1、国内外品牌竞争激烈。纽曼、苹果、蓝魔、海尔、飞利浦等知名国内品牌都在与之竞争。中国作为一个拥有 13 亿人口的大国，最终消费者和潜在的消费者具有强大的吸引力，国内外知名名牌纷纷依托自己产品的优势抢住中国市场，有望在中国市场占有自 己的一席之位。
2、作为国内知名企业，产品的售后服务体系与其他国外知名企业差距大，有待加强，产品
维修一般都要到特许或指定维修点。
㈥ 客方人员分析
采购经理：办事果断干练，言辞犀利，雷厉风行，典型的女强人风格，遇事不冷静。
采购助理：统筹全局能力强，思维严密，亲和力强，头脑灵活，是一位合格的将才。
六、谈判的方法及策略：
（1）谈判方法：把横向谈判和原则型谈判相结合。在谈判过程中，在确定谈判所设计的主要问题后，把拟谈判的议题全部横向展开，多项议题同时讨论。在立场上可以软硬兼施。（2）谈判策略：
a)突出优势。对对方立场、观点都有初步的认知后，再将自己在此次谈判事项中所占有的优、劣势及对方的优、劣势，进行严密周详的列举，尤其要将己方优势，不管大小新旧，应全盘列出，以作为谈判人员的谈判筹码。而己方劣势，当然也要注意，以免仓促迎敌，被对 方攻得体无完肤。
b)模拟演习。就是将各种可能发生的状况，预先模拟，以免实际遭遇时人慌马乱，难以主控战局。在了解优、劣后，就要假想各种可能发生的状况，预作策划行动方案。小至谈判座位的摆放都要详加模拟。
c)底线界清。通常，谈判时，双方都带攻击性，磨刀霍霍，跃跃欲试。双方只想到可以“获得多少”，却常常忽略要“付出多少”，忽略了谈判过程中己方要让步多少，方可皆大欢喜。所以，在谈判前，务必要把己方的底线界清：可让什么?要让多少?如何让?何时让?为何要让?先行理清，心中有效。否则，若对方咄咄逼人，己方束手无策任由对方宰割，那就失去了谈判的本意。
d)了解对手。孙子兵法的“知己知彼，百战不殆”众所皆知。谈判前，了解对方的可能策略及谈判对手的个性特质，对谈判的圆满完成将有莫大助益。如果谈判对手喜欢打球，不妨在会谈前寒暄，着意提及，将对方的戒备敌意先行缓和，若有时间，更可邀约一起运动，以 培养宽松的谈判气氛。须知在这时球场就是另一张谈判桌，有助谈判 达成。
e)随机应变。战场状况，瞬息万变，谈判桌上需随机应变。虽说诸葛亮神机妙算，但人算不如天算，总有考虑欠周、失算之处。谈判时，出现对手突有神来一笔，超出己方假设状况，己方人员一定要会随机应变，见招拆招。实在无法招架，手忙脚乱时，先施缓兵之计，再图谋对策，以免当机立“断”——断了自己的后路。
f)埋下契机。双方若不能达成相当程度的圆满结果，谈判面临破裂之际，也无需逞一时口舌之快，伤了双方和气。双方若是撕破脸，以后要达成再谈判的境界，虽非不可能，但也要颇费周章，好事多磨了。买卖不成仁义在，双方好聚好散，好为下回谈判圆满，埋下契机。
七、谈判的风险及效果预测：
谈判风险：
1、对方可能会在谈判中凭其优势地位不肯在价格上让步，我方必须发挥自身优势和经销商的身份迫使其做出让步。
2、谈判中对手可能会对我方采取各种手段和策略，让我方陷入困境，对此我方必须保持头脑清醒，发挥好耐心的优势，冷静而灵活地调整谈判策略
谈判效果预测：双方以合理的条件取得谈判的成功，实现双赢，双方能够友好的结束谈判，获得成功，实现长期友好合作。
八、制定应急策略
双方是第一次进行商务谈判，彼此不太了解。为了使谈判顺利进行，有必要制定应急方案：
1、若对方对于我方提出的报价不满，可适当给予折扣（不大于9%）；
2、若对方对于我方给出的折扣不满，继续要求降价，我方将不再做出任何让步
3、若对方给出的价格过低，我们将中断与瑞森电子有限公司的合作。
九、谈判议程
（1）双方进场
（2）介绍本次会议安排及与会人员
（3）正式进入谈判
A：介绍本次谈判的商品型号，数量等情况。
B：递交并讨论代理销售协议。C：协商一致货物的结算时间及方式。
D：协商一致定金的支付，违约的赔偿办法及法律责任。
（4）达成协议
（5）签订协议
（6）预付定金
（7）握手祝贺谈判成功，拍照留念。
（8）设宴招待，谈判圆满完成。
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
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