第一篇：商務(wù)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(xié)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(bào)復(fù)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(shí)體)

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

第二篇：商務(wù)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(wù)英語談判劇本

《商務(wù)英語談判》實(shí)訓(xùn)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.

第四篇：《商務(wù)英語談判》課程簡介

《商務(wù)英語談判》課程簡介

課程名稱：商務(wù)英語談判

英文名稱：Business English Negotiation

總學(xué)時(shí)（含授課學(xué)時(shí)和實(shí)驗(yàn)學(xué)時(shí)）：36

先修課程：《國際貿(mào)易理論與實(shí)務(wù)》、《外貿(mào)函電》、《商務(wù)英語寫作》、……。內(nèi)容簡介：

《商務(wù)英語談判》 是一門主要研究國際商務(wù)談判具體過程及實(shí)務(wù)的課程，是一門實(shí)踐性很強(qiáng)的綜合性應(yīng)用課程，是國際商務(wù)學(xué)科體系中的一門基礎(chǔ)課程，也是商務(wù)英語專業(yè)的骨干支撐課程。該課程針對(duì)國際商務(wù)談判的特點(diǎn)和要求，從實(shí)踐的角度，分析研究國際商務(wù)談判相關(guān)的國際慣例和國際商品交換過程的各種實(shí)際運(yùn)作，以從事國際商務(wù)談判的主要業(yè)務(wù)環(huán)節(jié)為主線，系統(tǒng)介紹各環(huán)節(jié)的操作規(guī)程和國際慣例。本課程科學(xué)地把商務(wù)知識(shí)、談判知識(shí)、現(xiàn)代溝通的內(nèi)容及形式與英語語言綜合技能融為一體，目的在于幫助更多的學(xué)習(xí)者通過系統(tǒng)的商務(wù)英語談判的學(xué)習(xí)，掌握商務(wù)談判的基本理論知識(shí)，借助于靈活多變的談判技巧，熟悉各種談判活動(dòng)，了解不同商務(wù)活動(dòng)的人文背景、規(guī)范以及具體操作程序，從而提高商務(wù)談判中分析問題和處理問題的能力，并使得學(xué)習(xí)者在英語應(yīng)用能力的同時(shí)掌握商務(wù)英語專業(yè)知識(shí)，從而實(shí)現(xiàn)培養(yǎng)復(fù)合型人才的目標(biāo)。

適用專業(yè)及層次：

高等學(xué)校經(jīng)濟(jì)管理類和商務(wù)英語專業(yè)高年級(jí)學(xué)生必修專業(yè)課。

考核方式：模式商務(wù)談判

選用教材：蔣磊，《國際商務(wù)英語談判與溝通》，高等教育出版社, 2007

參考書目：1.余慕鴻等，《商務(wù)英語談判》，外語教學(xué)與研究出版社, 2005

2.徐憲光，《商務(wù)溝通》，外語教學(xué)與研究出版社, 2001

3.金英，肖云南，《國際商務(wù)談判》，清華大學(xué)出版社，2003

4.秦川，《商務(wù)英語談判》，中國對(duì)外經(jīng)濟(jì)貿(mào)易出版社，2004

第五篇：商務(wù)英語談判對(duì)話

PART I

我們介紹一款MP5，我（王鵬）用W 表示，劉磊用L表示，我是公司的產(chǎn)品介紹者，劉磊是買家。一開始時(shí)組長先旁白，旁白大概為我?guī)е鴦⒂^了工廠，然后回到了辦公室，然后我們開始對(duì)話。

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.(謝謝你們陪同我看了整個(gè)工廠.這次參觀使我對(duì)你們的產(chǎn)品范圍有了一個(gè)很好的了解.)

W: 帶我們的客戶來參觀工廠是我們的榮幸.不知道你總體印象如何?

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.尤其是你們的NW型機(jī)器的速度,您能給我多講講這個(gè)嗎？)

W: 那是我們新開發(fā)的產(chǎn)品.性能很好.兩個(gè)月前剛投放市場.它具備MP4所有功能，而且可以上網(wǎng)，能即時(shí)聽音樂，再也不用等待下載了。這一個(gè)東西就可以滿足你所有的多媒體方面的需要。

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?

(它的移動(dòng)電話技術(shù)怎么樣？)

W: 嗯，我正要講到那個(gè)。是的，它也有移動(dòng)電話功能。

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

(藍(lán)牙？)

W: Yes.L: Wireless?

(無線網(wǎng)絡(luò)？)

W: Yes

L：Infrared?

(紅外？)

W: 是的，當(dāng)然有。它播能放電影、音樂和存儲(chǔ)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.(能給我一些那種機(jī)器配套的小冊(cè)子嗎?如有可能.還有價(jià)格.)

W: 這是我們的銷售目錄和說明書.我們不僅可以按照你們的要求來生產(chǎn)設(shè)備.而且我們的軟件 系統(tǒng)和售后服務(wù)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?

(真的嗎?你們能按我們的需要生產(chǎn)嗎?)

W: 當(dāng)然.我們有自己的電腦專家和工程師.所以我們不僅可以生產(chǎn)你們所需要的系統(tǒng).而且還能安裝全部的必要軟件和網(wǎng)絡(luò).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: 今天我們能坐在這里，說明我們雙方都是很有誠意的合作的，所以我希望我們的這次合作能夠愉快并且能夠達(dá)到我們真正的雙贏，相信貴公司來這里之前也對(duì)我們公司有了相當(dāng)?shù)牧私猓珹集團(tuán)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，我們也是看到貴公司有這樣的成績才會(huì)很有誠意的來尋求合作，而且我們也相信貴公司也了解我們公司銷售，所以希望可以達(dá)到雙方的長期合作)

W: 既然我們雙方都有這樣的一個(gè)目標(biāo)，那現(xiàn)在就我們合作中的一個(gè)項(xiàng)目mp5進(jìn)行一個(gè)詳談

Since we both have a same goal, now let’s have a full discussion about mp5.L: ok, Let's begin.W: 這個(gè)是我們這次合作項(xiàng)目詳細(xì)介紹，貴公司要求按季度進(jìn)貨而且進(jìn)貨數(shù)目根據(jù)季度也有不同，最高期就是夏季的進(jìn)貨，而且數(shù)目巨大，所以我們給出了這樣的一個(gè)項(xiàng)目合作方法，就是根據(jù)貴方的銷售進(jìn)行供貨。

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?

(貴公司給出的供貨條件我們也看了，從貴公司給出的項(xiàng)目合作方法上看出來，貴公司是給出了相當(dāng)大的優(yōu)惠，給我們一定程度上減少了庫存量，對(duì)于貴公司給我們的這個(gè)優(yōu)惠我們表示相當(dāng)?shù)母兄x，只是可不可以在夏季銷售上在增加一成)

W: 既然貴公司要求加貨，我們當(dāng)然表示感謝，不知道貴公司在其他方面有什么要求沒有？

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?

(我們看了貴公司的報(bào)價(jià)單，我覺得這其中還是會(huì)有相當(dāng)大的空間，所以您看能不能在價(jià)格上在給我們一些優(yōu)惠，尤其是在手機(jī)的價(jià)格上，這個(gè)是我們最大的購貨量，所以希望貴公司在這兩個(gè)上面可以給我們一個(gè)更合理的價(jià)格，您看怎么樣？)

W: 恐怕不行。這單價(jià)確實(shí)比去年高了點(diǎn)。但是仍然低于現(xiàn)在的行價(jià)。

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.(我恐怕不同意你的觀點(diǎn)。我能找到比你更低的價(jià)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.(我同意貴公司的產(chǎn)品質(zhì)量好，但是我方認(rèn)為我們無法說服我們的顧客買這樣價(jià)高的商品)

W: 如果我是你，我并不擔(dān)心這個(gè)。把各方面都考慮進(jìn)去，我認(rèn)為在銷售上不會(huì)有很大的困難。

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.(市場是瞬息萬變的，我怎么能保證在收到你貨物之前價(jià)格不會(huì)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.(如果貴方能在7月26號(hào)之前發(fā)貨，我方將能夠決定那時(shí)的市場價(jià)格是否會(huì)下跌)

W: 但是不知道貴公司的貨款何時(shí)能打過來？

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?

(剛才我仔細(xì)的合算了一下，這么大一筆數(shù)額，我們也不可能一次就付清吧！所以我們提出分期付款的方式，您看則么樣？)

W: We also have economical, this is indeed a numerous amount.But i don't know how you will pay on the installment plan.我們也核算過了，這確實(shí)是一筆不小的數(shù)目，就是不知道貴公司是怎么一個(gè)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？

(我們提出的分期付款方式是在貴公司第一次貨物到達(dá)后的一個(gè)星期內(nèi)，經(jīng)過我們的檢驗(yàn)合格以后我們會(huì)在3天內(nèi)進(jìn)行付款，至于其他的尾款我們將在年底付清，不知道貴公司是什么意見)

W: 好！為了我們將來的繼續(xù)合作，我們?cè)敢饨邮苜F公司的意見，接下來就讓我們的秘書去起草相關(guān)的文件合同，希望我們的合作愉快，下次見面的時(shí)候就是我們簽合同時(shí)候了！謝謝貴公司的到來

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。

(很高興我們的合作能夠這么愉快，也感謝貴公司的接待，謝謝)