商务英语谈判

第一篇：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.

第四篇：《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

第五篇：商务英语谈判对话

PART I

我们介绍一款MP5，我（王鹏）用W 表示，刘磊用L表示，我是公司的产品介绍者，刘磊是买家。一开始时组长先旁白，旁白大概为我带着刘参观了工厂，然后回到了办公室，然后我们开始对话。

L：It was very kind of you to give me a tour of the place.It gave me a good idea of your product range.(谢谢你们陪同我看了整个工厂.这次参观使我对你们的产品范围有了一个很好的了解.)

W: 带我们的客户来参观工厂是我们的荣幸.不知道你总体印象如何?

It's a pleasure to show our factory to our customers.What's your general impression, may I ask?

L: Very impressive, indeed, especially the speed of your NW Model.Would you tell me more details.(很好.尤其是你们的NW型机器的速度,您能给我多讲讲这个吗？)

W: 那是我们新开发的产品.性能很好.两个月前刚投放市场.它具备MP4所有功能，而且可以上网，能即时听音乐，再也不用等待下载了。这一个东西就可以满足你所有的多媒体方面的需要。

That's our latest development.A product with high performance.We put it on the market just two months ago.All the features of the standard MP4s, but it also has Internet capabilities and can access music.Instantaneously, There is no need to wait on downloading anymore.It has all of your multimedia needs in one convenient device.L: What about mobile phone technology?

(它的移动电话技术怎么样？)

W: 嗯，我正要讲到那个。是的，它也有移动电话功能。

Well, I was just getting to that.Yes, it also has a mobile phone built in.L: Blue tooth?

(蓝牙？)

W: Yes.L: Wireless?

(无线网络？)

W: Yes

L：Infrared?

(红外？)

W: 是的，当然有。它播能放电影、音乐和存储文件

Oh yes, of course.It can play movies, music and store files.L: Could you give me some brochures for that machine? And the price if possible.(能给我一些那种机器配套的小册子吗?如有可能.还有价格.)

W: 这是我们的销售目录和说明书.我们不仅可以按照你们的要求来生产设备.而且我们的软件 系统和售后服务都是一流的Right.Here is our sales catalog and literature.Because not only do we custom build the equipment to your requirements but our software and after-sales service is first class.L: Really? You can custom build to our needs?

(真的吗?你们能按我们的需要生产吗?)

W: 当然.我们有自己的电脑专家和工程师.所以我们不仅可以生产你们所需要的系统.而且还能安装全部的必要软件和网络.Certainly.We have our own computer specialists and engineers that can not only build your required systems, but also install all the necessary software and networks.L:That sounds great.Give me some time to think about whether order this Mp5.I would email to you after three days.W: ok.I am looking forward to you replay.Thanks.PART II

After a week, Business Negotiations

W: 今天我们能坐在这里，说明我们双方都是很有诚意的合作的，所以我希望我们的这次合作能够愉快并且能够达到我们真正的双赢，相信贵公司来这里之前也对我们公司有了相当的了解，A集团是世界MP5w第一品牌。

Today we can gather here, which shows that we are eager to cooperate with each other, so I hope we can make a good cooperation happily and can achieve the win-win.We believe that your company has fully understood our company-------A Group is the first MP5 brand.L: Yes, We also we are very sincere to seek cooperation as a result of the achievements of your company.Meanwhile, we also believe that your company knows about our company’s sales, so I hope we can achieve long-term cooperation(是，我们也是看到贵公司有这样的成绩才会很有诚意的来寻求合作，而且我们也相信贵公司也了解我们公司销售，所以希望可以达到双方的长期合作)

W: 既然我们双方都有这样的一个目标，那现在就我们合作中的一个项目mp5进行一个详谈

Since we both have a same goal, now let’s have a full discussion about mp5.L: ok, Let's begin.W: 这个是我们这次合作项目详细介绍，贵公司要求按季度进货而且进货数目根据季度也有不同，最高期就是夏季的进货，而且数目巨大，所以我们给出了这样的一个项目合作方法，就是根据贵方的销售进行供货。

Here are the details: you are required to stock goods every season.However, the numbers of the goods are different as the season changes.The number of the goods sold in summer is the largest in all, so we made such A project cooperation plan according to your sales.L: we also see your company's delivery conditions, from which we know that your company try to reduce inventory.We are grateful for the considerable discount that you have made.But, will you supply 10 percent more?

(贵公司给出的供货条件我们也看了，从贵公司给出的项目合作方法上看出来，贵公司是给出了相当大的优惠，给我们一定程度上减少了库存量，对于贵公司给我们的这个优惠我们表示相当的感谢，只是可不可以在夏季销售上在增加一成)

W: 既然贵公司要求加货，我们当然表示感谢，不知道贵公司在其他方面有什么要求没有？

We are glad to hear you want to have more;do you have any more requirement in other aspect?

L: After seen your quotation, I think this one will still have considerable space.Canyou give us more discounts on the price, especially on the price of the mobile phones? This is our largest purchase quantity;how about giving us more reasonable prices on these two?

(我们看了贵公司的报价单，我觉得这其中还是会有相当大的空间，所以您看能不能在价格上在给我们一些优惠，尤其是在手机的价格上，这个是我们最大的购货量，所以希望贵公司在这两个上面可以给我们一个更合理的价格，您看怎么样？)

W: 恐怕不行。这单价确实比去年高了点。但是仍然低于现在的行价。

I’m afraid not.This unit prices are higher than last years, but still lower than the quotations you can get elsewhere.L：I am afraid I cannot agree with you there.I can show you other quotations that are lower than yours.(我恐怕不同意你的观点。我能找到比你更低的价格。)

W: When you compare the prices, you much take everything into consideration.Our products of higher quality well your quotations you get from other sources for goods of ordinary quality.L: I grant that yours are of better quality, but still we don't think we can succeed in persuading our customer to buy such high prices.(我同意贵公司的产品质量好，但是我方认为我们无法说服我们的顾客买这样价高的商品)

W: 如果我是你，我并不担心这个。把各方面都考虑进去，我认为在销售上不会有很大的困难。

If I were you, I wouldn't worry about that.Taking everything into consideration, I can show you our prices we offer you are very favorable.I don't think you've any difficulties in pushing sales.L：But market prices are changing frequently.How can I be sure that the market will not fall before it arrival your goods at our port.(市场是瞬息万变的，我怎么能保证在收到你货物之前价格不会下跌呢。)

W: No, I don't think you can.It's up to you to decide.L：If you can promise delivery before July 26th,I will be able to decide it looks as if the market will go down until then.(如果贵方能在7月26号之前发货，我方将能够决定那时的市场价格是否会下跌)

W: 但是不知道贵公司的货款何时能打过来？

Ok, I promise you.But I don't know when your payments will come to us?

L: I carefully economical just now, This bill will added up to millions of money.Such a big amount, we cannot pay you at once.So we suggest how about pay on the installment plan?

(刚才我仔细的合算了一下，这么大一笔数额，我们也不可能一次就付清吧！所以我们提出分期付款的方式，您看则么样？)

W: We also have economical, this is indeed a numerous amount.But i don't know how you will pay on the installment plan.我们也核算过了，这确实是一笔不小的数目，就是不知道贵公司是怎么一个分期付款的方式

L: We put forward the installment in your company is the first one week after the arrival of the goods, after our inspection s we will make payment in three days , as for the rest of the tail section at the end of the year we will pay you at the end of the year , what is your opinion？

(我们提出的分期付款方式是在贵公司第一次货物到达后的一个星期内，经过我们的检验合格以后我们会在3天内进行付款，至于其他的尾款我们将在年底付清，不知道贵公司是什么意见)

W: 好！为了我们将来的继续合作，我们愿意接受贵公司的意见，接下来就让我们的秘书去起草相关的文件合同，希望我们的合作愉快，下次见面的时候就是我们签合同时候了！谢谢贵公司的到来

Good!For our further cooperation, we are willing to accept your suggestion.Next let us secretary to draft the relevant contract, and I really hope that our cooperation to be happy, Next time we meet will be the time when sign the contract.Thank you for your

coming.L: I am pleased that our cooperation could be so happy, thank you for your hospitality。

(很高兴我们的合作能够这么愉快，也感谢贵公司的接待，谢谢)