第一篇：商務英語談判1 價格篇

外貿談判計劃

A：Warmly welcomed the arrival of us representative, on behalf of the company staff sincerely wishes the talks to a successful conclusion.熱烈歡迎美方代表的到來，我代表我公司全體員工衷心祝愿這次談判圓滿成功。

B：I’m very grateful to the company for your hospitality and I hope our first cooperation can be successful.很感謝貴公司對我們的熱情款待，希望我們的首次合作能夠一帆風順。A：To shenzhen, is everything habits 來中國，一切都還習慣嗎

B：Well, the feeling is also good, shenzhen really is very beautiful, everything is good 恩，感覺還好，深圳確實挺美的，一切都很不錯

A：Very well, then let's talk about the issues about price now.很好，那么讓我們來討論一下價格方面的問題吧。

B：Our T-shirt uniform prices internationally are $ 2.5 per piece FOB Shenzhen 我們的T-shirt 在國際上的統一售價都是2.5美元每件

A：We can not accept this price, it is much higher than other company。這樣的價格我們沒法接受，它比其他公司高出太多了。

B：I'm surprised to hear you say so.You know that the cost of production has been skyrocketing in recent years.你這么說我很吃驚.你知道近年來生產成本迅速上漲.A：We know.But you Chinese have an old saying called “high quality with low price.” Does your company's product attract customers by its’ expensive price?

這我也知道，你們中國有句話叫做“物美價廉（可以講漢語）”。難道貴公司的產品是以昂貴來吸引顧客的嗎？

B：We also have a word called “Super value for money”.This price was low enough.我們中國也有句話叫“物超所值（用漢語，但要用英文解釋）”。這樣的價格實在是足夠低了。A：You must reduce the price, otherwise I am afraid we will lose the opportunities for cooperation.你們必須再壓低價格，否則恐怕我們將失去這次合作機會。

B：I also regret that you just said you, hope next time you will have a chance.剛剛您所說的讓我也感到遺憾，希望下次還會有機會。

ASorry, please wait for a while, our representatives need a brief time to discuss.對不起，先暫停一下，我們的代表需要商量一下。（買方交頭接耳一番）

B：We know that your honorable company is trying to attract investment.If you drive the price reasonable, we might consider investing.我們知道貴公司正在吸引投資。如果你們開出的價格再合理一些，我們可能會考慮投資。A：How number T-shirt do you need?

請問你們需要多少T桖呢？

B：we need 100,000 piece of T-shirt least

我們最少需要10萬件。

A：If your commitment to investment, we can to lower the price $2.3 per piece 如果你們承諾投資，我們可以將價格降至$2.3 B：（著急）搖頭：The price is too high, we will not accept more than $2.0/per

太高了，我們不會接受超過 $2.0/ per的價格。A：If you just 100,000 pieces, the price was absolutely unacceptable to us.However, if you demand to increase to 150,000 pieces, we can accept $2.0/per this price 你們如果只要10萬件，這個價格我們是決不能接受的。但是，如果你們的需求量提高要15萬件，我們是可以接受 $2.0/per這個價格的

B：Well, if it is $2.0/per, then we can accept,but we hope to offer CIF quotation 好吧，如果是 $2.0/per的話，我們可以接受。但我們希望報盤是CIF報價。A：That’s impossible to offer CIF quotation.But we can assume half of the freight, doing now?我們可以承擔一半的運費，這樣行了吧？

B：That is ok.Then ,can you deliver goods toToronto before Nov28th? 這樣行。那么，你們能在11月28日前把貨送到多倫多嗎？

A：We guarantee delivery within a month.我們保證在一個月之內交貨。

B：Good!We hope we can cooperate even more closely in the future 很好，希望我們以后有更多的機會一起合作

A：Me too.Now that we have reached a preliminary consensus on the drafting of specific contracts.我也是。現在,我們已經達成初步共識起草具體的合同。B：OK.（雙方鼓掌）結束

A: Thank you very much for your come.I wish our cooperation will be happy.In the future, our company will research and development more new product project.I Also look forward to have more strategic relationships with your company long-term cooperation in the future.Thanks 非常感謝你們的遠道而來，祝我們這次的合作愉快。在未來里，我公司將會研發更多新的產品項目。也期待這以后與貴公司更加長遠的合作戰略關系。謝謝。

第二篇：商務英語談判

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：商務英語談判

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(通融式談判): To be willing to yield all there is to yield

c)Avoidance style: To try to stay out of negotiation

d)Compromising style(妥協談判): To try to split the difference or find an intermediate

point according to someone principle

e)Collaborative style(合作談判): To try to find maximum possible gain for both

parties

f)Vengeful style(報復談判): harm the other

g)Self-inflicting style(自損談判): 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(選擇): invent options for mutual gains

d)Criteria(條件): 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(實體)

6.Case study: During the Cold War......against it.2)They followed the “National interests go before organizational interests.” principle

第四篇：商務英語談判劇本

《商務英語談判》實訓場景

甲方（A-BUYER）: 劉云（A-Candy），賀小娟（A-Mariah）

乙方（B-SELLER）: 岳志平（B-Zoe），黃真真(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：常用商務英語談判對話開場介紹篇1

常用商務英語談判對話:開場介紹篇 編輯:Smart

(1)A: I don’t believe we’ve met.B: No, I don’t think we have.A: My name is Chen Sung-lim.B: How do you do? My name is Fred Smith.A: 我們以前沒有見過吧？B：我想沒有。A：我叫陳松林。B：您好，我是弗雷德?史蜜斯。(2)A: Here’s my name card.B: And here’s mine.A: It’s nice to finally meet you.B: And I’m glad to meet you, too.A: 這是我的名片。B: 這是我的。A: 很高興終于與你見面了。B: 我也很高興見到你。(3)A: Is that the office manager over there?B: Yes, it is,A: I haven’t met him yet.B: I’ll introduce him to you.A:在那邊的那位是經理吧？B:是啊。A:我還沒見過他。B:那么，我來介紹你認識。(4)A: Do you have a calling card ?B: Yes , right here.A: Here’s one of mine.B: Thanks.A:您有名片嗎？B:有的，就在這兒。A:喏，這是我的。B:謝謝。(5)A: Will you introduce me to the new purchasing agent?B: Haven’t you met yet?A: No, we haven’t.B: I’ll be glad to do it.A:請替我引介新來負責采購的人好嗎？B:你們還沒見面嗎？A:嗯，沒有。B:我樂意為你們介紹。(6)A: I’ll call you next week.B: Do you know my number?A: No, I don’t.B: It’s right here on my card.A:我下個星期會打電話給你。B:你知道我的號碼嗎？A:不知道。B:就在我的名片上。(7)A: Is this Mr.Jones?B: Yes, that’s right.A: I’m just calling to introduce myself.My name is Tang.B: I’m glad to meet you, Mr.Tang.A:是瓊斯先生嗎？B:是的。A:我打電話是向您作自我介紹，我姓唐。B:很高興認識你，唐先生。(8)A: I have a letter of introduction here.B: Your name, please？A: It’s David Chou.B: Oh, yes, Mr.Chou.We’ve been looking forward to this.A:我這兒有一封介紹信。B:請問貴姓大名？A:周大衛。(9)A: I’ll call you if you give me a name card.B: I’m sorry, but I don’t have any with me now.A: Just tell me your number, in that case.B: It’s 6344-8000.A:給我一張名片吧,我會打電話給你.。B:真抱歉,我現在身上沒帶。A:這樣子，那就告訴我你的電話號碼好了。B:6344-8000。

商務英語:公司并購相關術語與詞匯 編輯:Smart

以下是一些應用并購事宜術語的例句 1.Merger / acquisitionThat company lives by mergers and acquisitions.They just keep growing and growing.合并/收購那家公司靠合并和收購為生。他們在不斷擴張。2.TakeoverI think that company is ripe for a takeover.They have great market share but they’re in poor financial condition.接收/接管我覺得是時候接管那家公司了。雖然他們仍占有很高的市場份額，但他們的財務狀況簡直糟透了。3.Leveraged buyoutThat leveraged buyout was some smart thinking on your part.We diversified our product line and expanded our market share without laying out any cash.融資收購那宗融資收購非常成功。你的主意真不錯,通過這次收購，我們不但使生產線得以多元化，而且沒花一分錢就擴大了市場份額。4.Crown jewelsIn our lineup of health care products, the Cosmetics division is our crown jewel.拳頭部門在我們生產衛生保健產品的一系列部門中，化妝品部是最具競爭力的拳頭部門。5.Saturday night specialThat announcement sure blindsided them.It was a Saturday night special and we caught them asleep at the wheel.周末特別收購他們看了我們的公告肯定傻了眼。這真是一次典型的“周末特別收購”，我們乘他們熟 睡時就控制了全局。6.Sleeping BeautyI wonder which Prince Charming will court that Sleeping Beauty.睡美人我在想到底“哪位王子”想要娶“睡美人”（想收購那家前途無量的公司）。7.Shark watcherThey just hired a shark watcher to avoid sudden death.預警員他們剛聘請了一位預防收購的專家以防止在競爭中突然死亡。

在價格的談判過程中，如何能不動聲色的探出雙方的價格底線并為自己所用，使自己的公司受

益？下面的小例子希望能給您一些提示。

Dan 和Robert正在談判折扣，他們是如何摸出雙方的底線的呢？請看下面分解：

R: How about 15% the first six months, and the second six months at 12%, with a guarantee of

3000 units?

D: That’s a lot to sell, with very low profit margins.R: It’s about the best we can do, Dan.(pause)We need to hammer something out（敲定）today.If I go back empty-handed, I may be coming backto you soon to ask for a job.(smiles)

D:(smiles)OK, 17% the first six months, 14% for the second.R: Good.Lets iron out（解決）the remaining details.When do you want to take delivery（取

貨）?

D: We’d 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 couldn’t handle much larger shipments.R: Fine.But I’d prefer the first shipment to be 1000 units, the next 2000.The 31st is quite soon--

I can’t guarantee 1500.D: I can agree to that.Well, if there’s nothing else, I think we’ve settled everything.R: Dan, this deal promises big returns（賺大錢）for both sides.Let’s hope it’s the beginning of

a long and prosperous relationship