Dialogue of Business Negotiation
BusinessNegotiation商务沟通技巧和方法
5. You may notice that the price for this commodity has gone up since last year.
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Key sentences
6. The price for this commodity is US$25 per pound in the international market.
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Homework Get ready for the practical business negotiation based on the following situation: Buyer: Miracle Journey Sports Club Seller: LiNing Company Ltd. The buyer wants to buy another 100 pairs of roller-skates and 500 T-shirts from the seller and this is the second time for them to do business in the same year.
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Tips for bargaining Know your bottom price. Don’t make large concession. Be quick-minded. Show your own advantages. Aim at the long-term relationship. Make the others look good. Keep a slow and deliberate rule. Quit while you’re ahead. Keep uncertain.
英语口译(2)-商务谈判对话参考文本
DIALOGUE 1A: 您好，欢迎参观我们的商品。
B: 您好，我来自美国一家进口公司。
我觉得你们展出的东西不错，特别是这种童鞋。
你能具体介绍一下吗？A: 好的。
我们厂生产的这种童鞋时尚大方，很符合现在市场的品味。
所有的鞋子出厂前都经过了6道质量检测，不但质量上乘，而且设计新颖，因此很受海外市场的欢迎，订货量一直很大。
B: 听起来是不错，各种颜色和尺寸应该都齐的吧？A: 当然了，这是肯定的。
B: 那么价格怎么样呢？如果价格合理的话，我们可能会大量进货。
A: 我们都知道，现在市场物价有不断上涨的趋势，因此我们的产品也随时有可能提价。
这是我们专门针对美国市场罗列的价目表，上面是目前市场上最畅销的童鞋的价格。
而这是我们近期的产品目录和价格。
您可以对照进行参考。
B: 噢，你们想得很周到。
那如果您不介意的话，我想先看看这两份价目单，再来跟您进一步洽谈。
A: 当然没问题。
希望能跟您再次见面。
DIALOGUE 2 （高口第三版P76，第四版P74）A: 欢迎光临上海进出口商品交易会。
我叫陈明。
我是上海机械公司的销售部经理。
B: Hi, Mr. Chen. My name is Sean Hudson. I’m from Seattle, U.S.A. I’m in charge of the supply department of the Pacific Trading Company Ltd. A: 很高兴见到您，哈德逊先生。
请坐，我想向您介绍一下我公司及产品。
B: Thank you. I have read your brochure and am very impressed by your scope of business, especially the variety of machine tools you manufacture. I believe my customers will like you new products.A: 您对我们产品感兴趣，我很高兴。
BusinessNegotiation商务沟通技巧和方法
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Key sentences
• 6. The price for this commodity is US$25 per pound in the international market.
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Conclusion:
Dialogue Useful words and expressions Main procedures of business negotiation Tips for business negotiation Moral education:Money is not everything.
Why don’t you ask me?
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Main procedures
• Introducing the team members • Introducing the company in brief • Negotiating about the price, terms of payment, packing,
Mr.Mao wants to buy 100 computers from ABC company and now he is negotiating the price with the sales manager M r. W a n g .
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Just say it.
• Ask the Ss to share their bargaing experience and discuss the tips for bargaining under a favourable situation.
Business Negotiation
Business NegotiationMartin LiApr 18, 2013目录1•商务谈判定义2•商务谈判原则3•商务谈判的作用4•重要性5•特征6•商务谈判三部曲7•谈判能力8•谈判技巧9•招标投标10•商务谈判案例分析商务谈判定义商务谈判（Business Negotiations），是指人们为了协调彼此之间的商务关系，满足各自的商务需求，通过协商对话以争取达成某项商务交易的行为和过程。
商务谈判原则双赢原则平等原则合法原则时效性原则保密性原则最低目标原则商务谈判原则案例分析商务谈判的作用商务谈判是企业实现经济目标的手段；商务谈判是企业获取市场信息的重要途径；商务谈判是企业开拓市场的重要力量重要性企业增加利润一般有三种方法：1、增加营业额2、降低成本3、商务谈判。
商务谈判是增加利润最有效也是最快的办法，因为谈判争取到的每一分钱都是净利润增加营业额，最直接，但也最难，同时广告费用，并购费用，工资也会增长，导致营业额增加，利润不一定同步增长特征❑以经济利益为谈判目的❑以经济利益作为谈判的主要评价指标❑以价值谈判为核心❑商务谈判注重合同条款的严密性与准确性商务谈判三部曲1. 申明价值，阐明真正需求此阶段为谈判的初级阶段，谈判双方彼此应充分沟通各自的利益需要，申明能够满足对方需要的方法与优势所在。
因为你越了解对方的真正实际需求，越能够知道如何才能满足对方的需求；同时对方知道了你的利益所在，才能满足你的需求。
2. 创造价值，寻求最佳方案此阶段为谈判的中级阶段，谈判中双方需要想方设法去寻求最佳的方案，为谈判双方找到最大的利益，这一步骤就是创造价值。
3. 克服障碍，达成最终协议此阶段往往是谈判的攻坚阶段。
谈判的障碍一般来自于两个方面：一个是谈判双方彼此利益存在冲突；另一个是谈判者自身在决策程序上存在障碍。
前一种障碍是需要双方按照公平合理的客观原则来协调利益；后者就需要谈判无障碍的一方主动去帮助另一方顺利决策。
商务谈判情景英语对话
商务谈判情景英语对话掌握一些必备的商务英语口语对话，会对我们的在商务谈判上有很大的帮助。
下面小编整理了商务谈判情景英语对话，供你阅读参考。
商务谈判情景英语对话：产品谈判对话A: I'm sorry to say that the price you quote is too high. It would be very difficult for us to push any sales if we buy it at this price.B: well, if you take quality into consideration, you won't think our price is too highA: Let’s meet each other half way.- 很遗憾你们报的价格太高，如果按这种价格买进，我方实在难以推销。
- 如果你考虑一下质量，你就不会觉得我们的价格太高了。
- 那咱们就各让一步吧。
A: I'm sorry to say that your price has soared. It's almost 20% higher than last year's.B: That's because the price of raw materials has gone up.A: I see. Thank you.- 很遗憾，贵方的价格猛长，比去年几乎高出20%。
- 那是因为原材料的价格上涨了。
- 我知道了，多谢。
A: How many do you intend to order?B: I want to order 900 dozen.A: The most we can offer you at present is 600 dozen.- 这种产品你们想订多少?- 我们想订900打。
- 目前我们至多只能提供600打。
商务谈判英语完整对话
商务谈判英语完整对话商务英语的语言形式、词汇、以及内容等方面与专业知识密切相关，它承载着商务理论和商务实践等方面的信息。
下面店铺整理了商务谈判英语完整对话，供你阅读参考。
商务谈判英语完整对话：实用短句This is a quality product.这是一种高质量的产品。
Those overcoats are of good quality and nice colour.这批大衣质量高、成色好。
Our quartz technique is well known in the world, and we believe our watches are of fine quality.我们的石英技术世界闻名，相信我们生产的手表具有高质量。
Our price is a little bit higher, but the quality of our products is better.虽然价格偏高，但我们的产品质量很好。
Your goods are superior in quality compared with those of other manufacturers.和其他厂商相比，贵方产品质量上乘。
The equipment are of good quality and very useful.这些器械质量好，用处大。
Our products are very good in quality, and the price is low.我们的产品质高价低。
We have received the goods you send us, the quality is excellent.我们已经收到贵处来的货，质量很好。
We are responsible to replace the defective ones.我们保换质量不合格的产品。
It's really something wrong with the quality of this consignment of bicycles.这批自行车的质量确实有问题。
BusinessNegotiation商务谈判词汇
BusinessNegotiation商务谈判词汇Business Negotiation商务谈判词汇询价 make an inquiry报价 quotation报/发盘 offer底盘 floor offer实/虚盘 firm/non-firm offer开/收盘 opening/closing price现/期货价 spot/forward price还盘 counter-offer回佣 return commission到岸价 C.I.F.（即Cost, Insurance and Freight)到岸加佣金价 C.I.F.C.（即Cost, Insurance, Freight and Commission)现货 spot goods库存有限 limited stock批发价 wholesale price零售价 retail price净利润 net profit定金 down payment分期付款 payment by installment现金结算 cash settlement信用证结算 payment by letter of credit(L/C)股东 shareholder; stockholder我方 on our part双赢战略 win-win strategy中止合同 terminate the contract提出索赔 lodge a claim要求赔偿损失 claim for a compensation of the loss/damage贸易索赔 business claim补偿贸易 compenstion trade第二部分词语扩展商品交易会 Commodities Fair经营范围 line/scope of business独家经销代理 exclusive selling agency市场准入 market access机床 machine tools汽车零部件 auto parts电子商务 e-commerce; e-business第三部分例句请给我一个有效期为90天的.C.I.F.报价，目的港为洛杉矶，报价含5%的佣金，，I'd like to hear your quotation on a C.I.F.Los Angeles basis valid for 90 days, with an inclusion of 5% angent's commission in your quotation.。
商务英语谈判对话范文
商务英语谈判对话范文Good morning, Mr. Smith. I’m glad we could meet today to discuss the details of our potential partnership.Good morning, Mr. Wang. I appreciate the opportunity to sit down and talk about how we can work together.To start off, I’d like to discuss the terms of the contract. We propose a 50-50 partnership, with both parties sharing the costs and profits equally. What are your thoughts on this?I understand your proposal, Mr. Smith. However, considering the resources and expertise that my company brings to the table, I believe a 60-40 split would be more reasonable, with my company taking the larger share.I see where you’re coming from, Mr. Wang. Let’s consider a compromise. How about we agree on a 55-45 split, with your company taking the larger share, but with the understanding that we will have equal decision-making power in the partnership?That sounds acceptable to me, Mr. Smith. Now, let’s move on to the timeline for this partnership. We would like to see a quick turnaround on the implementation of our joint project. Can your company commit to a timeline that aligns with our expectations?We understand the importance of a timely implementation, Mr. Wang. We will do our best to meet your timeline, but we also need to ensure that the quality of the project is not compromised. How about we work together to establish a realistic timeline that meets both of our needs?I appreciate your flexibility, Mr. Smith. I believe we can come to an agreement on the timeline that satisfies both parties.Great. Now, let’s talk about the scope of work and the specific responsibilities of each party. We propose that your company takes the lead on the technical aspects of the project, while we focus on the marketing and sales efforts. How does that sound to you?I think that division of responsibilities makes sense, Mr. Smith. We are confident in our technical capabilities and believe that your expertise in marketing and sales will complement our strengths.I’m glad to hear that, Mr. Wang. I believe that o ur combined efforts will lead to a successful partnership. Is there anything else you would like to discuss before we finalize the details of our agreement?I think we have covered everything, Mr. Smith. I am satisfied with the terms we have discussed and look forward to working together.Excellent. I will have my team draw up a formal agreement based on our discussions today. Once we have the document ready, we can schedule another meeting to review and sign the contract.That sounds like a plan, Mr. Smith. I appreciate your time and effort in working through the details with me today.Thank you, Mr. Wang. I am confident that our partnership will be mutually beneficial and look forward to the opportunities that lie ahead.In conclusion, the negotiation process was conducted in a professional and respectful manner, with both parties expressing their needs and concerns openly. By finding common ground andworking towards a compromise, the two companies were able to reach an agreement that satisfied both parties. This serves as a great example of successful business negotiation, where collaboration and flexibility were key in achieving a mutually beneficial outcome.。
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Business Negotiation
Z: Zeng E: He
Z:Mr. He, long time no see. How is it going?
E: Hello, Mrs. Zeng, long time no see. I’m fine. And you?
E: I’m fine too. Thanks for your care, because Mrs. Smith is still on the business trip. I have to present a lot of stuff.
Z: Yeah, does this mean that today’s meeting just between us?
E: Sure, Mrs. Zeng. I have seen your latest price list. I must point out that the prices are much higher than before.
Z: Mr. He, as you know, recently labour cost has increased, appreciation of RMB etc. So, I have no choice but to raise price.
E: I know the present market is very tough, considering our long-run relationship. Could you knock down the price and give us some discount?
Z: This is our rock-bottom price. We can’t make any further reduction.
E: We have been doing business for a long time. After all, we prepare to place substantial order, say, 15% discount.
Z: Mr. He, are you joking? That would be drive us out of business, the best we can do is 5%.
E: Mrs. Zeng, please pay attention, the high price also force us out of the game, as a result, we’ll have to turn to other suppliers.
Z: Yeah, it will get us nowhere if you keep haggling over this issue, let’s me et half way, how about 10% discount?
E: Unh, let me see, it’s ok, that’s excellent.
Z: Mr. He, our company could give you 10% discount, the margins are razor thin, I have some additions, your company must pay 20% deposit, moreover, payment should be in dollars.
E: We can accept these conditions, but I ask that the shipment be made in one single lot and shipped before July.
Z: Although the time is a little tough, you are a customer, we’ll try our best to meet your requirement.
E: It’s ok. You do have a way of talking me into it.
Z: Thank you, Mr. He. I’m glad we’ve settled the question.。