第一篇:《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
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:商务英语教学大纲
商務英語
教学内容
Unit 1介绍
一、学习目的与要求
1.了解商务信函的格式和主要部分 2.理解商务信函写作的原则
二、内容
1.Layout of Envelopes 2.Layout of Letters 3.Formats of Letters 4.Sample Letters 5.Writing Skills 6.Online Practice
Unit 2建立业务关系
一、学习目的与要求
1.了解建立贸易关系的基本知识 2.掌握相关表达方式,读懂相关信函 3.能够撰写此类信函
二、内容
1. General Introduction 2. Sample Letters ① To a Chamber of Commerce ② An Exporter’s Proposal to Start Business ③ An Importer’s Proposal to Start Business ④ A Manufacturer’s Inquiry About Business Prospect ⑤ A Commission Agent’s Offer of Service ⑥ An Importer’s Offer of Sole Agency Service 3.Writing Skills 4.Online Practice
Unit 3 资信查询
一、学习目的与要求 1.了解资信查询的基本知识 2.掌握资信查询信件的相关表达方式 3.能够撰写此类信函
二、内容
1.General Introduction 2.Sample Letters
① An Inquiry About a Company
② A Favorable Reply ③ An Unfavorable Reply ④ An Inquiry About Credit and Status ⑤ An Inquiry About Credit Information ⑥ An Inquiry About Financial and Credit Standing 3.Writing Skills 4.Online Practice
Unit 4 询盘和回复
一、学习目的与要求
1.了解询价和回复的基本知识 2.掌握相关表达方式,读懂相关信函 3.能够撰写此类信函
二、内容
A.Letters of Inquiry 1.General Introduction 2.Sample Letters ① An Inquiry About Women’s Blouses and Sweaters ② An Inquiry About Toys ③ An Inquiry About Shipment ④ A Further Inquiry 3.Writing Skills 4.Online Practice B.Letters of Reply 1.General Introduction 2.Sample Letters ① A Reply to the Inquiry About Women’s Blouses and Sweaters ② A Reply to the Inquiry About Toys ③ A Reply to Shipment Inquiry ④ A Reply to the Further Inquiry 3.Writing Skills 4.Online Practice
Unit 5 促销
一、学习目的与要求
1.了解促销信的基本知识 2.掌握相关表达方式,读懂相关信函 3.能够撰写此类信函
二、内容
1.General Introduction 2.Sample Letters A.Direct Mail Letters ① To Individual Buyers ② To Companies B.Retail Letters ① To a Company ② To Individual Buyers C.Sales Promotion Letters ① To Companies ② To Individual Buyers 3.Writing Skills 4.Online Practice
Unit 6 发盘与还盘
一、学习目的与要求
1.了解发盘与还盘的基本知识 2.掌握相关表达方式,读懂相关信函 3.能够撰写此类信函
二、内容
A.Offer Letters 1.General Introduction 2.Sample Letters
① A Firm Offer of Women’s Blouses and Sweaters ② A Firm Offer of Animal Toys ③ A Non-firm Offer of Teas ④ A Non-firm Offer of Bedding Products 3.Writing Skills 4.Online Practice B.Counter-offer Letters 1.General Introduction
2.Sample Letters ① Counter-offer on Discount ② Counter-offer on Delivery ③ Requesting Guaranteed Prices ④ Counter-offer on Quantity 3.Writing Skills 4.Online Practice
Unit 7 订购与确认订购
一、学习目的与要求
1.了解订单与确认书的基本知识 2.掌握相关表达方式,读懂相关信函 3.能够撰写此类信函
二、内容
A.Order Letters 1.General Introduction 2.Sample Letters ① Ordering Women’s Blouses and Sweaters ② Ordering Toys ③ Ordering Men’s Shirts ④ Ordering Bedding Sets 3.Writing Skills 4.Online Practice B.Confirmation Letters 1.General Introduction 2.Sample Letters ① Confirming an Order ② Confirming an Order ③ Confirming an Order ④ Confirming an Order 3.Writing Skills 4.Online Practice
Unit 8 支付
一、学习目的与要求
1.了解支付方式的基本知识 2.掌握相关表达方式,读懂相关信函 3.能够撰写此类信函
二、内容
1.General Introduction 2.Sample Letters ① Payment by C/D ② Payment on D/P Terms ③ Payment Against Acceptance ④ Draft at Sight ⑤ Urging Establishment of L/C ⑥ Requesting to Amend L/C 3.Writing Skills 4.Online Practice
Unit 9 包装
一、学习目的与要求
1.了解包装的基本知识
2.掌握相关表达方式,读懂相关信函 3.能够撰写此类信函
二、内容
1.General Introduction 2.Sample Letters ① Packing Requirements ② Packing Requirements ③ Packing Requirements ④ Information About Shipment and Packing ⑤ Packing Requirements 3.Writing Skills 4.Online Practice
Unit 10 装运
一、学习目的与要求
1.了解装运的基本知识 2.掌握相关表达方式,读懂相关信函 3.能够撰写此类信函
二、内容
1.General Introduction 2.Sample Letters
① Expediting Shipment ② Giving Shipping Instructions ③ Changing Shipping Instructions ④ Notifying Shipment ⑤ Requesting Earlier Delivery ⑥ Denying Request for Earlier Shipment 3.Writing Skills 4.Online Practice
Unit 11海运保险
一、学习目的与要求
1.了解运输和保险的基本知识 2.掌握相关表达方式,读懂相关信函 3.能够撰写此类信函
二、内容
1.General Introduction 2.Sample Letters
① Requesting Insurance ② Giving Information About Insurance ③ Negotiating Insurance Policies ④ Lodging a Claim ⑤ Offering an Insurance Quote ⑥ Accepting the Insurance Rate 3.Writing Skills 4.Online Practice
Unit 12索赔与理赔
一、学习目的与要求
1.了解索赔与理赔的基本知识 2.掌握相关表达方式,读懂相关信函 3.能够撰写此类信函
二、内容
A.Claim Letters 1.General Introduction 2.Sample Letters
① A Late Delivery ② A Damaged Delivery ③ An Insufficient Delivery ④ Wrong Products 3.Writing Skills 4.Online Practice B.Adjustment Letters 1.General Introduction 2.Sample Letters
① Delayed Shipment ② A Claim for Damage ③ Wrong Quantity ④ Incorrect Items 3.Writing Skills 4.Online Practice