第一篇：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BEC 中級口譯課 演示 談判 劇本雙語版范文

中方經理Chen 中方翻譯xiao

美方市場部主任Amy 美方翻譯Lee Robot1 Yvonne Robot2 Jiang

C: 肖主任啊，近期衡陽地區娛樂業競爭激烈，咱們天上人間有幾位花魁都回家生仔啦！

X：我最近看了部電影《機器人女友》，要不我們也來點新鮮的？

C: 我有一個朋友認識一個賣機器人的！

L：Hello Kugo, what can I do for you? X：This is Heaven on earth

L: I will send you some brochures, if you are interested.X：I'll give you my boss.A: hello, this is

X: Can you suggest an alternative﹖

A: So, thank you for coming, everyone.It's really a pleasure to see you all here.Would anyone like something to drink before we begin?

L: 在我們正式開始前,大家喝點什么吧?

In the future, the possibilities are endless, but the legal drinking age is still 21 and everyone plays responsibly.她的聲音很美麗，一定能開拓中國娛樂界市場

Her voice is so sweet, I'm sure she can win a lot of man's heart

她的主要特色是唱歌，她能以三種語言唱歌。Can you sing pop songs? Can she dance?

Her hair and skin are real 你能讓我掐一下么？ Can I have a try?

讓我們來討論一下價格吧。批發價是多少？零售價是多少？ Let’s negotiate the price.What’s the wholesale price? what’s the retail price?

我是老李介紹的，能不能給我打折？ Can you give me a price discount ?

A: How much would you like it to be? We’ll reduce the price if your order is large.你想出什么價？假如你們的訂貨量大，我們可以減價。我們訂的數量取決于你們的價格。

The size of our order depends on your price.There is no profit at this price.I am sure I will sell it to you if there are profit.這個價我們沒利可掙。如果這個價有點掙，我一定賣給你。能不能互作讓步？

Can we meet each other half way?

This is the most popular style and this is named brand，Kugoo.這是現在最流行的款式而且是名牌貨，酷狗的。It is a real,not a fake.這是正宗貨，不是假貨。Take it or leave it.要不要由你。成交。It is a deal.什么時候交貨？

When can you deliver?I’ll ship as quickly as I can.我會盡快給你裝貨。

你們怎么付款？支票可以嗎？美元可以嗎？

What are your terms of payment? Is check,ok? Is U S dollar,ok?

Is the contract all right now? 合同現在這樣可以了吧？

A: Who is going to sign the contract for your side? 誰代表你們這一方簽約？ 總經理。

The general manager.簽約之前我想再看過一遍。

I’d like to look this over before I sign it.A: Of course.Take your time.當然，你慢慢看吧?？雌饋砗孟駴]什么問題。It looks fine to me.Just sign there on the bottom.那么，就請在下面這里簽個名。A: Here’s your copy of the contract.這是你的那一份合同。

太好啦，我真高興一切都完成了。Good.I ’m glad we’re all done.各位先生晚上好，我們天上人間來了新的花魁！

各位先生不好意思，出了點差錯。

第五篇：《商務英語談判》課程簡介

《商務英語談判》課程簡介

課程名稱：商務英語談判

英文名稱：Business English Negotiation

總學時（含授課學時和實驗學時）：36

先修課程：《國際貿易理論與實務》、《外貿函電》、《商務英語寫作》、……。內容簡介：

《商務英語談判》 是一門主要研究國際商務談判具體過程及實務的課程，是一門實踐性很強的綜合性應用課程，是國際商務學科體系中的一門基礎課程，也是商務英語專業的骨干支撐課程。該課程針對國際商務談判的特點和要求，從實踐的角度，分析研究國際商務談判相關的國際慣例和國際商品交換過程的各種實際運作，以從事國際商務談判的主要業務環節為主線，系統介紹各環節的操作規程和國際慣例。本課程科學地把商務知識、談判知識、現代溝通的內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習者通過系統的商務英語談判的學習，掌握商務談判的基本理論知識，借助于靈活多變的談判技巧，熟悉各種談判活動，了解不同商務活動的人文背景、規范以及具體操作程序，從而提高商務談判中分析問題和處理問題的能力，并使得學習者在英語應用能力的同時掌握商務英語專業知識，從而實現培養復合型人才的目標。

適用專業及層次：

高等學校經濟管理類和商務英語專業高年級學生必修專業課。

考核方式：模式商務談判

選用教材：蔣磊，《國際商務英語談判與溝通》，高等教育出版社, 2007

參考書目：1.余慕鴻等，《商務英語談判》，外語教學與研究出版社, 2005

2.徐憲光，《商務溝通》，外語教學與研究出版社, 2001

3.金英，肖云南，《國際商務談判》，清華大學出版社，2003

4.秦川，《商務英語談判》，中國對外經濟貿易出版社，2004