第一篇：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。

商務英語談判詞匯大全(一)編輯:Smart1、出口方面的詞匯出口信貸 export credit出口津貼 export subsidy商品傾銷 dumping外匯傾銷 exchange dumping優惠關稅 special preferences保稅倉庫 bonded

warehouse貿易順差 favorable balance of trade貿易逆差 unfavorable balance of trade進口配額制 import quotas自由貿易區 free trade zone對外貿易值 value of foreign trade國際貿易值 value of international trade普遍優惠制 generalized system of preferences-GSP最惠國待遇 most-favored nation treatment-MFNT

2、價格條件價格術語 trade term(price term)運費 freight單價 price碼頭費 wharfage總值 total value卸貨費 landing charges金額 amount關稅 customs duty凈價 net price印花稅 stamp duty含傭價 price including commission港口稅 port dues回傭 return commission.裝運港 port of shipment折扣 discount, allowance卸貨港 port of discharge批發價 wholesale price目的港 port of destination零售價 retail price進口許口證 import licence現貨價格 spot price出口許口證 export licence期貨價格 forward price現行價格（時價）current price prevailing price國際市場價格 world(International)Market price離岸價（船上交貨價）FOB-free on board成本加運費價（離岸加運費價）C&F-cost and freight到岸價（成本加運費、保險費價）CIF-cost,insurance and freight

3、交貨條件交貨 delivery輪船 steamship(縮寫S.S)裝運、裝船 shipment租船 charter(the chartered ship)交貨時間 time of

delivery定程租船 voyage charter裝運期限 time of shipment定期租船 time charter托運人（一般指出口商）shipper, consignor收貨人 consignee班輪 regular shipping liner駁船 lighter艙位 shipping space油輪 tanker報關 clearance of goods陸運收據cargo receipt提貨 to take delivery of goods空運提單 airway bill正本提單 original BL選擇港（任意港）optional port選港費 optional charges選港費由買方負擔 optional charges to be borne by the Buyers 或 optional charges for Buyers’ account一月份裝船 shipment during January 或 January shipment一月底裝船 shipment not later than Jan.31st.或shipment on or before Jan.31st.一/二月份裝船 shipment during Jan./Feb.或 Jan./Feb.shipment在......(時間)分兩批裝船 shipment during....in two lots在......(時間)平均分兩批裝船 shipment during....in two equal lots分三個月裝運 in three monthly shipments分三個月，每月平均裝運 in three equal monthly shipments立即裝運 immediate shipments即期裝運 prompt shipments收到信用證后30天內裝運 shipments within 30 days after receipt of L/C允許分批裝船 partial shipment not allowed partial shipment not permitted partial shipment not unacceptable

4、交易磋商、合同簽訂訂單 indent訂貨；訂購 book;booking電復 cable reply實盤 firm offer遞盤 bid;bidding遞實盤 bid firm還盤 counter offer發盤（發價）offer發實盤 offer firm詢盤（詢價）inquiry;enquiry5、交易磋商、合同簽訂訂單 indent訂貨；訂購 book;booking電復 cable reply實盤 firm offer遞盤 bid;bidding遞實盤 bid firm還盤 counter offer發盤（發價）offer發實盤 offer firm詢盤（詢價）inquiry;enquiry

商務英語談判詞匯大全(二)編輯:Smart6、交易磋商、合同簽訂指示性價格 price indication速復 reply immediately參考價 reference price習慣做法 usual practice交易磋商 business negotiation不受約束 without engagement業務洽談 business discussion限**復 subject to reply **限* *復到 subject to reply reaching here **有效期限 time of validity有效至**: valid till **購貨合同

purchase contract銷售合同 sales contract購貨確認書 purchase confirmation銷售確認書 sales confirmation一般交易條件 general terms and conditions以未售出為準 subject to prior sale需經賣方確認 subject to seller’s confirmation需經我方最后確認 subject to our final confirmation

7、貿易方式INT(拍賣auction)寄售 consignment招標 invitation of tender投標 submission of tender一般代理人 agent總代理人 general agent代理協議 agency agreement累計傭金 accumulative commission補償貿易 compensation trade（或抵償貿易）compensating/compensatory trade（又叫：往返貿易）counter trade來料加工 processing on giving materials來料裝配 assembling on provided parts獨家經營/專營權 exclusive right獨家經營/包銷/代理協議 exclusivity agreement獨家代理 sole agency;sole agent;exclusive agency;exclusive agent8、品質條件品質 quality 原樣 original sample規格 specifications 復樣 duplicate sample說明 description 對等樣品 countersample標準 standard type 參考樣品 reference sample商品目錄 catalogue 封樣 sealed sample宣傳小冊 pamphlet 公差 tolerance貨號 article No.花色（搭配）assortment樣品 sample 5% 增減 5% plus or minus代表性樣品 representative sample大路貨（良好平均品質）fair average quality9、商檢仲裁索賠 claim 爭議disputes罰金條款 penalty 仲裁arbitration不可抗力 force Majeure 仲裁庭arbitral tribunal產地證明書certificate of origin品質檢驗證書 inspection certificate of quanlity重量檢驗證書 inspection certificate of weight(quantity)**商品檢驗局 **commodity inspection bureau(*.C.I.B)品質、重量檢驗證書 inspection certificate10、數量條件個數 number 凈重 net weight容積 capacity 毛作凈 gross for net體積 volume 皮重 tare毛重 gross weight溢短裝條款 more or less clause11、外 匯外匯 foreign exchange 法定貶值 devaluation外幣 foreign currency 法定升值 revaluation匯率 rate of exchange 浮動匯率floating rate國際收支 balance of payments 硬通貨 hard currency直接標價 direct quotation 軟通貨 soft currency間接標價 indirect quotation 金平價 gold standard買入匯率 buying rate 通貨膨脹 inflation賣出匯率 selling rate 固定匯率 fixed rate金本位制度 gold standard 黃金輸送點 gold points鑄幣平價 mint par 紙幣制度 paper money system國際貨幣基金 international monetary fund匯率波動的官定上下限 official upper and lower limits of fluctuation

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。

第二篇：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

第三篇：商務英語談判對話

PART I

我們介紹一款MP5，我（王鵬）用W 表示，劉磊用L表示，我是公司的產品介紹者，劉磊是買家。一開始時組長先旁白，旁白大概為我帶著劉參觀了工廠，然后回到了辦公室，然后我們開始對話。

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工廠.這次參觀使我對你們的產品范圍有了一個很好的了解.)

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型機器的速度,您能給我多講講這個嗎？)

W: 那是我們新開發的產品.性能很好.兩個月前剛投放市場.它具備MP4所有功能，而且可以上網，能即時聽音樂，再也不用等待下載了。這一個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?

(它的移動電話技術怎么樣？)

W: 嗯，我正要講到那個。是的，它也有移動電話功能。

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

(藍牙？)

W: Yes.L: Wireless?

(無線網絡？)

W: Yes

L：Infrared?

(紅外？)

W: 是的，當然有。它播能放電影、音樂和存儲文件

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.(能給我一些那種機器配套的小冊子嗎?如有可能.還有價格.)

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設備.而且我們的軟件 系統和售后服務都是一流的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嗎?)

W: 當然.我們有自己的電腦專家和工程師.所以我們不僅可以生產你們所需要的系統.而且還能安裝全部的必要軟件和網絡.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到我們真正的雙贏，相信貴公司來這里之前也對我們公司有了相當的了解，A集團是世界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，所以希望可以達到雙方的長期合作)

W: 既然我們雙方都有這樣的一個目標，那現在就我們合作中的一個項目mp5進行一個詳談

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

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，從貴公司給出的項目合作方法上看出來，貴公司是給出了相當大的優惠，給我們一定程度上減少了庫存量，對于貴公司給我們的這個優惠我們表示相當的感謝，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價單，我覺得這其中還是會有相當大的空間，所以您看能不能在價格上在給我們一些優惠，尤其是在手機的價格上，這個是我們最大的購貨量，所以希望貴公司在這兩個上面可以給我們一個更合理的價格，您看怎么樣？)

W: 恐怕不行。這單價確實比去年高了點。但是仍然低于現在的行價。

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。我能找到比你更低的價格。)

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.(我同意貴公司的產品質量好，但是我方認為我們無法說服我們的顧客買這樣價高的商品)

W: 如果我是你，我并不擔心這個。把各方面都考慮進去，我認為在銷售上不會有很大的困難。

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格不會下跌呢。)

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號之前發貨，我方將能夠決定那時的市場價格是否會下跌)

W: 但是不知道貴公司的貨款何時能打過來？

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?

(剛才我仔細的合算了一下，這么大一筆數額，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，這確實是一筆不小的數目，就是不知道貴公司是怎么一個分期付款的方式

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后的一個星期內，經過我們的檢驗合格以后我們會在3天內進行付款，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合作，我們愿意接受貴公司的意見，接下來就讓我們的秘書去起草相關的文件合同，希望我們的合作愉快，下次見面的時候就是我們簽合同時候了！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)

第四篇：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.

第五篇：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