商务英语谈判剧本

第一篇：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BEC 中级口译课 演示 谈判 剧本双语版范文

中方经理Chen 中方翻译xiao

美方市场部主任Amy 美方翻译Lee Robot1 Yvonne Robot2 Jiang

C: 肖主任啊，近期衡阳地区娱乐业竞争激烈，咱们天上人间有几位花魁都回家生仔啦！

X：我最近看了部电影《机器人女友》，要不我们也来点新鲜的？

C: 我有一个朋友认识一个卖机器人的！

L：Hello Kugo, what can I do for you? X：This is Heaven on earth

L: I will send you some brochures, if you are interested.X：I'll give you my boss.A: hello, this is

X: Can you suggest an alternative﹖

A: So, thank you for coming, everyone.It's really a pleasure to see you all here.Would anyone like something to drink before we begin?

L: 在我们正式开始前,大家喝点什么吧?

In the future, the possibilities are endless, but the legal drinking age is still 21 and everyone plays responsibly.她的声音很美丽，一定能开拓中国娱乐界市场

Her voice is so sweet, I'm sure she can win a lot of man's heart

她的主要特色是唱歌，她能以三种语言唱歌。Can you sing pop songs? Can she dance?

Her hair and skin are real 你能让我掐一下么？ Can I have a try?

让我们来讨论一下价格吧。批发价是多少？零售价是多少？ Let’s negotiate the price.What’s the wholesale price? what’s the retail price?

我是老李介绍的，能不能给我打折？ Can you give me a price discount ?

A: How much would you like it to be? We’ll reduce the price if your order is large.你想出什么价？假如你们的订货量大，我们可以减价。我们订的数量取决于你们的价格。

The size of our order depends on your price.There is no profit at this price.I am sure I will sell it to you if there are profit.这个价我们没利可挣。如果这个价有点挣，我一定卖给你。能不能互作让步？

Can we meet each other half way?

This is the most popular style and this is named brand，Kugoo.这是现在最流行的款式而且是名牌货，酷狗的。It is a real,not a fake.这是正宗货，不是假货。Take it or leave it.要不要由你。成交。It is a deal.什么时候交货？

When can you deliver?I’ll ship as quickly as I can.我会尽快给你装货。

你们怎么付款？支票可以吗？美元可以吗？

What are your terms of payment? Is check,ok? Is U S dollar,ok?

Is the contract all right now? 合同现在这样可以了吧？

A: Who is going to sign the contract for your side? 谁代表你们这一方签约？ 总经理。

The general manager.签约之前我想再看过一遍。

I’d like to look this over before I sign it.A: Of course.Take your time.当然，你慢慢看吧。看起来好像没什么问题。It looks fine to me.Just sign there on the bottom.那么，就请在下面这里签个名。A: Here’s your copy of the contract.这是你的那一份合同。

太好啦，我真高兴一切都完成了。Good.I ’m glad we’re all done.各位先生晚上好，我们天上人间来了新的花魁！

各位先生不好意思，出了点差错。

第五篇：《商务英语谈判》课程简介

《商务英语谈判》课程简介

课程名称：商务英语谈判

英文名称：Business English Negotiation

总学时（含授课学时和实验学时）：36

先修课程：《国际贸易理论与实务》、《外贸函电》、《商务英语写作》、……。内容简介：

《商务英语谈判》 是一门主要研究国际商务谈判具体过程及实务的课程，是一门实践性很强的综合性应用课程，是国际商务学科体系中的一门基础课程，也是商务英语专业的骨干支撑课程。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。

适用专业及层次：

高等学校经济管理类和商务英语专业高年级学生必修专业课。

考核方式：模式商务谈判

选用教材：蒋磊，《国际商务英语谈判与沟通》，高等教育出版社, 2007

参考书目：1.余慕鸿等，《商务英语谈判》，外语教学与研究出版社, 2005

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