商务英语谈判对话
A为仪器设备公司代表，B为买方。
询价，报价，还价, 签合同
B: after attending your new product lunch meeting, I am very interested in your product, can I make a inquiry for your equipment and instrument A：here is our latest catalogue and price list, you can choose any one of it B: I would like to buy optical instrument, and all the prices are on the FOB price, could you quote us CIF Chongqing.
A ：that can easily be done ,I’ll work It out for you. Here your are.
B :1 million $,your price is unworkable ,there is no chance of doing busi ness between us if you don’t adjust your price.
A :actually ,this price leave us little profit ,and our product have the best quality and powerful function, if you consider these advantage of our product, you will be see our price is highly competitive.
B :I can’t deny these advantage ,unless you can make some sort of concession, otherwise I think we have to call it a day.
A:what do you have in mind ?
B:could you consider reducing your price to 3%?
A: our maximum is only 1%,we can’t go any further. I afraid.
B:well, we accept the price .but on condition ：delivery must be made within 30 days ,ok?
A: sounds good, if you don’t h ave any question, We`ve brought the draft of our contract. Please have a look.
B:How long will the contract last?
A:This contract is valid for 3 year.
B : I`m very satisfied with it.
A：Is there any other question?
B: No, nothing more.
A: that`s true. It is time for us to sign the contract.
B :I`ve been looking forward to this moment
A: Now, please countersign it.
B: Done. Congratulations.
A；Thank you very much，I hope our continuing cooperation and further extension of our trade relations.
后面两个环节无法在一个对话里，所以提出索赔和解决问题再做一个对话。一个月后出现了事故，我找你提出索赔，一起解决问题。（A：叶晓亮； B：王晓雨）
A： Good afternoon， Mr. wang. Sorry to keep you waiting. B： It doesn' t matter，Mr ye. I know you are always very busy. A： Is there anything urgent？
B： Well， I've just received a notice from my office，the goods have arrived at the port of Chongqing, But,to our surprise，they are not in proper condition.
A： really？ What's the trouble then？
B：itwere badly damaged.
A：well, I’m sorry to hear the news,
B: and the result of official survey report is your improper packing.
A: All right. we agree to settle your claims. And we will try our best to make up for you loss.
B:what measures do you take next.
A： well, we generally have two ways.in the first way, we will pay for all the loss to your company. In the second way, if you don’t mind the date of the delivery ,we will deliver your goods again and give some compensation.
B: ok, we will accept the second one.so please ship goods as soon as possible.
商务英语谈判案例分析[1]1
商务英语谈判课后作业 ——案例分析
商务英语谈判案例分析 Example: Dan smith was a bissiness who works on gymnasium equipment，and it was the first meeting between Robert Liu and him.In just a few minutes of the conversation, Robert Liu felt that this big fellow with a straightforward appearance kept a mind of a cunning rabbit .Known that the guy was skilled in this way ,he took great care in the negotiation. In the first round ,their covercition was as follows: D: I'd like to get the ball rolling by talking about prices. R: Shoot.,I'd be happy to answer any questions you may have. D: Y our products are very good. But I'm a little worried about the prices you're asking. R: Y ou think we about be asking for more?(laughs) D: (chuckles) That's not exactly what I had in mind. I know your research costs are high, but what I'd like is a 25% discount. R: That seems to be a little high, Mr. Smith. I don't know how we can make a profit with those numbers. D: Please, Robert, call me Dan. (pause) Well, if we promise future business――volume sales――that will slash your costs for making the Exec-U-ciser, right? R: Y es, but it's hard to see how you can place such large orders. How could you turn over so many? (pause) We'd need a guarantee of future business, not just a promise. D: We said we wanted 1000 pieces over a six-month period. What if we place orders for twelve months, with a guarantee? R: If you can guarantee that on paper, I think we can discuss this further.But even with volume sales, our coats for the Exec-U-Ciser won't go down much. D: Just what are you proposing? R: We could take a cut on the price. But 25% would slash our profit margin .We suggest a compromise――10%. D: That's a big change from 25! 10 is beyond my negotiating limit. (pause) Any other ideas? R: I don't think I can change it right now. Why don't we talk again tomorrow? D: Sure. I must talk to my office anyway. I hope we can find some common ground on this. NEXT DAY D: Robert, I've been instructed to reject the numbers you proposed; but we can try to come up with some thing else.
商务英语口语情景对话大全完整版
商务英语口语情景对话 大全 集团标准化办公室：[VV986T-J682P28-JP266L8-68PNN]
英语面试自我介绍 A类： B: May I come in我可以进来吗 A: Yes, please.请进。 B: How are you doing, Sir My name is xxxx. I am coming to your company for an interview as requested.你好，先生。我叫xxx，我是应邀来贵公司面试的。 A: Fine, thank you for coming. Please take a seat. I am xxxx, the assistant manager.好的，谢谢你过来。请坐，我叫xxxx，是经理助理。 B: Nice to see you, .非常高兴见到你，吴先生。 A: Nice to meet you, too. Tell me about yourself and your past experience.我也很高兴见到你。说说你自己和你过去的经历吧。 B: I have worked as a secretary for six years. I get along well with peers, clients, administrators and bosses. I thrive on challengeand work well in high-stress environments. 我已经做执行秘书6年了。开始是为一家贸易公司工作.现在是一家信托公司。我和同事、客户、行政管理员以及老板相处得非常好。我能应付挑战，而且在高压力环境中也能工作很出色。 A: So why did you choose our company B: As far as I know, your company is one of several leading international consultant corporations which came to China after China entered WTO. I think working here would give me the best chance to use what I’ve learned. A: Sometimes we are very busy and need to work overtime. How do you feel about that 有时候我们工作很忙。需要加班。你觉得如何 B: That's all right. But could you tell me how often and how many hours I should work overtime 没关系。你能告诉我加班的频率和时间长度吗 A: It just depends. If we have important visiting delegations, you have to stay with us. It's not unusual. 这得看情况。如果我们有重要的访问代表团。你必须留在我们身边。这种情况很正常。 A: What are your salary expectations 你期望多少薪水 B: I really need more information about the job before we start to discuss salary. Maybe you could tell me what is budgeted for the position. 在讨论薪水前.我需要更多了解这份工作.或者你可以告诉我这个职位的预算报酬是多少. A: 3000, with raises after the half yearing to your competence. 起薪是每月3000元。半年后会根据你的表现增加薪水。 B: Well, I think it's acceptable and I really like the job. 我觉得可以接受。我真的喜欢这份工作。我什么时候能得知结果呢 A: Do you have any other questions 我们会在7月初通知你我们的最终决定。你还有别的问题吗
商务英语谈判对话模拟(自编)
Dialogue 2:Negotiation on Commission and Agency Situation: Miss Huang, a Chinese handicraft sales company and Mr、White, a sales manager of a handicraft company in Abuja, Nigeria are talking about the commission of agency、 Huang: 怀特先生,很高兴见到您。最近怎么样？ White: Glad to meet you too、What can I do for you?(我也很高兴见到您。能为您做些什么不？) Huang: 根据我们的协议,这个月就就是试销期的最后一个月了。我想就是时候讨论中国北方独家代理权的问题了。 White: Yes、Your sales performance in the trial period is good and the plan of advertising and promotion have been well practiced、Your company is qualified for the sole agency in north of China、(就是的。在试销期内,您们的销售业绩很好,广告与宣传计划也有效地落实了。您们公司可以做我们公司在北方的独家代理了。) Huang: 太好了。能得到您的认可我们很高兴。我们谈谈代理合同的细节吧？White: Yes, of course、As we have talked befote, the territory to be covered is the north of China、How about the commission fee?(好的,当然。就像我们先前谈过的,代理区域就是中国北方。您收取多少佣金？) Huang: 在试销期内,佣金就是4%。我认为可以提高到7%。 White: The rate of commission is too high、The commission fee we provide to other agencies is 5%、If they know we give you a 7% commission, it will be embrassing、(佣金太高了,我们给其她代理商的佣金就是5%。如果她们知道了,就很尴尬了。) Hunag: 我认为我们公司的销售策略与宣传策略都就是很好的,这一点可以从我们的销售业绩中瞧出来。而且,与其她代理商相比,我们的木雕销量就是最多的。White:There is some truth in what you said, but we can only give you 6% commission、(您说的有些道理,但就是我们只能给您6%的佣金。) Huang:超过定额每多销5000件,多给我们0、5%的佣金,这样可以不？ White: Ok、For every 5000 pieces sold in excess of the quote, you will get 0、5% commission 、(好吧,每超过定额5000件,我们就多给0、5%的佣金。) Huang:Good、Thank you for your consideration、(太好了,谢谢您的关照。) White: 我们会起草合同,如果没有问题,下午签字吧？ Huang:Fine、We look forward to happy and successful cooperation between us、(好的。希望我们今后合作愉快。) Dialogue3 Negotiation on Packing and Shipment Situation: Miss Huang, a Chinese handicraft sales company and Mr、White, a sales manager of a handicraft company in Abuja, Nigeria are talking about the Packing and
商务英语谈判价格包装等谈判案例
A:为出口公司B:为国外进口公司 场景一：价格谈判 A和B开门走进办公室…… A: please take your seat,--- B:Thank you. A:After anttending our new product launch meeting,you must have a detail idea about our products,---.Now please let me know what kinds of flowers you are interested. (A递给B 一个产品目录册，B迅速地翻阅并作出标记) B:Yes,your flowers are pretty beautiful and leave me a deep impression. (A接过B递回的册子，翻阅) B:And I’d like to get the ball rolling by talking about the price.what prices will you offer for these I’ve marked? A:---,before we quote price please tell me how many flowers you are going to buy. B:for No.10 we’d like to phurchase 1500 units,No.20,1000 units and 1000 units for No.30. A:The usual price for No10 is 25 USD,for No20,35,and No30,50USD.they are all on the trade term of CIF Sydney. B:I t hink it’s unacceptable for us,you know the market has shrinked a lot during the economic ressesion period. A:we understand it,but you know these flowers are good for value.And they are newly cultivated after we tried a lot for genetic transplant.I believe you know the cost we spent. B:yes, I know that,---,it’s because of that ,I hope we can cooperate to open the market.If the price is reasonable, the large volume sales will be easy to reach,and that can remedy your large cost,right? A: (考虑片刻)Considering it’s the first time we do business and long-term cooperation in future, we can cut 1 USD for the price which we usual don’t do . B:1 USD? It makes no difference.we need more.and to be frank,we want the price to be 20,25 and 40 USD for each kind. A:No,no,no,I think you are kidding….---,that’s a big cut ,and it will make us have no returns. B:(表情严肃，犹豫片刻)Then how about 22,30 and 45 USD. A:That’s still leave us a little of margin,but increase 500 hundreds units for each kind,we can make it. B:That’s hard for us,yo u know it is a large size,and we can’t keep them for a long time. A:The season of large demand for flowers is coming,we guarantee the delivery within 1 month, that can be helpful for your quick sale. B:The delivery should be within 1 month, otherwise I cannot place the order. Now let’s reach some middle ground,you allow a 20% discount,I increase the order quantity by 500 hundreds units at that new price. A:20% discount? The policy regulates the maxium discount is within 15% in our company. And if you want to get the discount,the units you ordered have to overpass 2000 for each item. B:2000 units?we can’t take that many.Though you can’t offer us 15% discount,10% is ok.I hope you can accept it.--- A:---,we can grant 8% at most,that’s the best we can do.A nd
(整理)商务英语谈判对话900句.
英语谈判对话900句，商务洽谈英语对话，签订外贸合同英语对话 --- Such data is confidential. 这样的资料为机密资料。 --- I am not sure such data does exist. 我不确定是否有这样的资料存在。 --- It would depend on what is on the list. 这要看列表内容。 --- We need them urgently. 我们急需这些资料。 --- All right. I will send the information on a piecemeal basis as we acquire it. 好。我们收齐之后会立即寄给你。 --- I'd like to introduce you to our company. Is there anything in particular you'd lik e to know? 我将向你介绍我们的公司，你有什么特别想知道的吗？ --- I'd like to know some information about the current investment environment in y our country? 我想了解一下贵国的投资环境。 --- I'd like to know something about your foreign trade policy. 我非常想了解有关贵国对外贸易的政策。 --- It is said that a new policy is being put into practice in your foreign trade. 据说你们正在实施一种新的对外贸易政策。 --- Our foreign trade policy has always been based on equality and mutual benefit and exchange of needed goods. 我们的对外贸易政策一向是以平等互利、互通有无为基础的。 --- We have adopted much more flexible methods in our dealings.
最新商务英语谈判对话模拟(自编)汇编
Dialogue 2：Negotiation on Commission and Agency Situation: Miss Huang, a Chinese handicraft sales company and Mr. White, a sales manager of a handicraft company in Abuja, Nigeria are talking about the commission of agency. Huang: 怀特先生，很高兴见到你。最近怎么样？ White: Glad to meet you too. What can I do for you?（我也很高兴见到你。能为你做些什么吗？） Huang: 根据我们的协议，这个月就是试销期的最后一个月了。我想是时候讨论中国北方独家代理权的问题了。 White: Yes. Your sales performance in the trial period is good and the plan of advertising and promotion have been well practiced. Your company is qualified for the sole agency in north of China.（是的。在试销期内，你们的销售业绩很好，广告和宣传计划也有效地落实了。你们公司可以做我们公司在北方的独家代理了。）Huang: 太好了。能得到你的认可我们很高兴。我们谈谈代理合同的细节吧？White: Yes, of course. As we have talked befote, the territory to be covered is the north of China. How about the commission fee?（好的，当然。就像我们先前谈过的，代理区域是中国北方。你收取多少佣金？） Huang: 在试销期内，佣金是4%。我认为可以提高到7%。 White: The rate of commission is too high. The commission fee we provide to other agencies is 5%. If they know we give you a 7% commission, it will be embrassing.（佣金太高了，我们给其他代理商的佣金是5%。如果他们知道了，就很尴尬了。）Hunag: 我认为我们公司的销售策略和宣传策略都是很好的，这一点可以从我们的销售业绩中看出来。而且，和其他代理商相比，我们的木雕销量是最多的。White：There is some truth in what you said, but we can only give you 6% commission. (你说的有些道理，但是我们只能给你6%的佣金。) Huang：超过定额每多销5000件，多给我们0.5%的佣金，这样可以吗？White: Ok. For every 5000 pieces sold in excess of the quote, you will get 0.5% commission . (好吧，每超过定额5000件，我们就多给0.5%的佣金。) Huang：Good. Thank you for your consideration.(太好了，谢谢你的关照。) White: 我们会起草合同，如果没有问题，下午签字吧？ Huang：Fine. We look forward to happy and successful cooperation between us.(好的。希望我们今后合作愉快。)
商务英语情景对话100主题-真正完整版
商务英语情景对话100主题-真正完整版
Day today Office日常事务 1 Faxes传真 2 Telephone Calls电话 3 Making Telephone Appointments电话预约 4 Memos备忘录 5 Business Correspondence商业信函 6 Placing an Order下订单 Office Talk办公室谈话 7 Coworkers同事 8 Bosses老板 9 Brainstorming集体讨论 10 Commuting乘公交车上下班 11 The Working Lunch工作午餐 Business Trip商务旅行 12 International Business Travel国际商务旅行 13 Dressing for Business商务着装 14 Hotel Situations旅馆情景 15 Negotiating the Subway乘地铁 Client Reception接待客户 16 Receiving Clients接待客户 17 Entertaining Clients招待客户
18 Accommodating Foreign Clients接待国外客户 19 Factory Tours参观工厂 Business Communization商务交流 20 Personal Introductions个人介绍 21 Small Talks聊天 22 Delivering Bad News传达坏消息 23 Polite Questions礼貌提问 24 Farewells道别 Negotiation谈判 25 Clarifying the Stakes说明利害关系 26 Making Concessions做出让步 27 Discussing the Bottom Line讨论底线 28 Accepting and Confirming接受和确认 29 Hard Bargainers VS Soft Bargainers强硬的对手和温和的对手 Company Organization公司结构 30 CEO执行总裁 31 Stockholders股东 32 Board of Directors董事会 33 Managerial Staff管理人员 34 Labor Staff普通员工 Meetings and Interviews会议和面谈
最新商务英语谈判对话900句
商务英语谈判对话 900句
英语谈判对话900句，商务洽谈英语对话，签订外贸合同英语对话 --- Such data is confidential. 这样的资料为机密资料。 --- I am not sure such data does exist. 我不确定是否有这样的资料存在。 --- It would depend on what is on the list. 这要看列表内容。 --- We need them urgently. 我们急需这些资料。 --- All right. I will send the information on a piecemeal basis as we acquire it. 好。我们收齐之后会立即寄给你。 --- I'd like to introduce you to our company. Is there anything in particular you' d like to know?
我将向你介绍我们的公司，你有什么特别想知道的吗？ --- I'd like to know some information about the current investment environment in your country? 我想了解一下贵国的投资环境。 --- I'd like to know something about your foreign trade policy. 我非常想了解有关贵国对外贸易的政策。 --- It is said that a new policy is being put into practice in your foreign trade. 据说你们正在实施一种新的对外贸易政策。 --- Our foreign trade policy has always been based on equality and mutual be nefit and exchange of needed goods. 我们的对外贸易政策一向是以平等互利、互通有无为基础的。 --- We have adopted much more flexible methods in our dealings. 我们在具体操作方法上灵活多了。 --- We have mainly adopted some usual international practices. 我们主要采取了一些国际上的惯例做法。
商务英语谈判复习题第一套.doc
《商务英语谈判》复习题（第一套） I. Translate the following sentences into Chinese. （10X2.5 分=25 分） 1? Our products are well known for their fine quality. 2.How would you pack the goods we are going to order? 3.We are in a position to offer tea from stock. 4.The offer is subject to our final confirmation . 5.If you make a further reduction of 3%, your price will be more competitive. 6.We shall make shipment within the time the contract stipulates. 7.What kind of terms of payment should you usually adopt? 8.Our commodity has always come to the international standard. 9.The packing must be strong enough to withstand rough handling. 10.What coverage will you take out for our goods? IL Translate the following sentences into English. （10X2.5 分=25 分） 1. 如果有任何纠纷，我们希望通过友好协商来解决。 2 ?请尽快开立有关信用证。 3. 开箱时我们就发现货物少了10台。 4. 包装直接关系到产品的销售。 5. 与新客户做生意我们通常要求用信用证支付，这是我们的惯例。 6. 货物将在收到信用证30内发运。 7. 如果用即期信用证付款的话，我们可以减价2%o &我们很高兴接受你方报盘。 9. 我们已经同意了所有的条款. 10. 额外的保费由你方承担。 III. Role-play （50%）
商务英语谈判对话
商务英语谈判经典句 1 If you take quality into consideration, you will find our price reasonable. 如果您把质量考虑进去的话，您会发现我方价格是合理的。 2 We guarantee quality products which can stand fierce competition. 我们保证提供能经得起激烈竞争的高质量产品。 3 I still have some questions concerning our contract. 就合同方面我还有些问题要问。 4 We are always willing to cooperate with you and if necessary make some concessions. 我们总是愿意合作的，如果需要还可以做些让步。 5 If you have any comment about these clauses, do not hesitate to make. 对这些条款有何意见，请尽管提，不必客气。 6 Do you think there is something wrong with the contract? 你认为合同有问题吗？ 7 We'd like you to consider our request once again. 我们希望贵方再次考虑我们的要求。 8 We'd like to clear up some points connected with the technical part of the contract. 我们希望搞清楚有关合同中技术方面的几个问题。 9 The negotiations on the rights and obligations of the parties under contract turned out to be very successful. 就合同保方的权利和义务方面的谈判非常成功。 10 We can't agree with the alterations and amendments to the contract. 我们无法同意对合同工的变动和修改。 11 We hope that the next negotiation will be the last one before signing the contract. 我们希望下一交谈判将是签订合同前的最后一轮谈判。 12 We don't have any different opinions about the contractual obligations of both parties. 就合同双方要承担的义务方面，我们没有什幺意见。 13 That's international practice. We can't break it.
商务英语模拟谈判大赛 对话
商务英语模拟谈判 卖方Sales Administrator销售主管A Project Manager项目经理B 买方Vending Manager售买经理C Merchandising Manager采购经理D Wholesale Buyer 批发采购员E 保险manager of the People’s Insurance Company of China PICC的经理F （江来） S代表卖方b代表买方 旁白：Miss A is the Sales Administrator(销售主管) of Japanese CASIO corporation ; Miss B is the Project Manager(项目经理) of Japanese CASIO corporation ; Miss C is the Vending Manager(售买经理) of Chinese Agcy agency ; Miss D is the Merchandising Manager （采购经理) of Chinese Agcy agency；Miss E is Wholesale Buyer(批发采购员) of Chinese Agcy agency. B:We warmly welcome you .Do you had a very restful night ? S: Actually, we feel quite rested. I would like to thank you for your kind invitation to visit your beautiful country. B: We’ve been looking forward to your visit. We are waiting for your reply about the suggestion of the CASIO’s (卡西欧) sole agency in China. S: T o tell you the truth,your proposal surprised us. As you know our annual turnover is more than one million. so it is difficult for us to believe you can play the role of the CASIO’s (卡西欧) sole agency in China. B: As we know , In China your main markets are big cities such as, Shanghai, Beijing, Guangzhou and so on. About 60% turnover were sold in these big cities last year. We have extensive channel-0f-distribution, specifically covering these big cities. So As a selling agent we can take good care of your export business. S: Yes, I think so. but your sales are not more than 400,000. how can you explain it for us. B:I understand you are selling the same products to some other Chinese importers. this tends to complicate my business. as you know, I am experienced in the business of slippers and enjoy a good business relationship with all the leading whole- salers and retailers in that line. I have a mind to expand this business in the years to come.
商务英语谈判技巧
Business Negotiation Skills in English (商务英语谈判技巧) Phases of Negotiation According to Robert Maddux, author of Successful Negotiation, negotiation is the process we use to satisfy our needs when someone else controls what we want、In business negotiations, the two parties endeavor to obtain their business goals through bargaining with their counterparts、Business negotiations are conducted in the following four phases: the preparation phase, opening phase, bargaining phase and closing phase、 Preparation phase 1.Choosing your team The negotiation team should include members in the following areas: ?mercial: responsible for the negotiation on price, delivery terms, and mercial policy of risk taking、 ?Technical: responsible for specifications, programs, and methods of work、 ?Financial: terms of payment, credit insurance and financial guarantees、 ?Legal: contract documents, terms and conditions of contract, insurance and legal interpretation、 ?Interpreter: familiar with the foreign language needed as well as the negotiationrelated knowledge, and having certain munication skills、 The most important role in the team is the chief negotiator (CN), who is supposed to possess the following qualities: sociability, shrewdness, adaptability, patience, endurance、Other than that, extensive knowledge, clear oral expression as well as strong leadership are also important for a CN、 2、Gathering and analyzing information Valuable information covers the areas in political, legal as well as business system, market research, financial policies, infrastructure and logistics、The knowledge on the counterpart is also necessary、With the information at hand, it is time do a feasibility study to adjust our goals to be achieved、 3、The negotiation plan The plan defines the negotiating objectives, sets the minimum acceptable level for each term, and states the time control, initial strategy, the tactics and others including the location, personnel and facilities needed、A welldesigned plan allows more flexibility in different situations and guides the negotiators through the negotiation process without getting off track、 The opening phase It is mon that the seller submits proposals、Then the buyer confronts with three options: outright acceptance, outright rejection, and qualified rejection, the last of which is usually the most choice、Once the positions and objectives of both parties are revealed, the negotiators begin to reflect both on the loss they will suffer if they would concede and on the loss they will receive if they would refuse to concede、 The bargaining phase At this stage, concessions are made and advantages are gained, thus an agreement is to be achieved、Necessarily the team should make a reappraisal of the other party’s concession factor、