Negotiation report
银行英语口语Negotiation词汇
银行英语口语Negotiation词汇银行口语－Negotiation押汇C: Excuse me, do you provide any trade service here?你们有提供贸易押汇效劳吗？T: Yes, we do. Can I help you, sir?有的，先生。
我能为你效劳吗？C: Yes, I'd like to know how about the services you provide to customers in which credit facilities are not required?我想知道你们提供应客户无须信贷安排的效劳有那些工程？T: Certainly, sir. The services will include export financing; outward bills collection transferable letters of credit, letters of credit advising and confirmation, inward bills collection, trade information and insurance.那当然可以，先生。
效劳范围包括出口贷款，出口单托收，信用证转让，信用证通知及确认，进口单托收，贸易资料及保险效劳。
C: How can I benefit from your export services?那么在出口押汇文件的处理上，我所享有的效劳有？T: Our staff works until 6:00pm each weekday night so that your export documents can be promptly processed. This will greatly help your cash flow. In addition, we can dispatch documents to your counterparty's bank for earlier payment. In turn, will save your transit interest.我们的职员每日能为您效劳到下午6点，确保各出口押汇文件可及时办妥，使你的现金周转更加灵活。
谈判结果英语作文
谈判结果英语作文Negotiation is an essential skill in both personal and professional life. It involves the process of reaching an agreement between two or more parties who have different needs and interests. Here's an essay on the outcome of a negotiation:The Art of Negotiation: A Successful OutcomeIn the world of commerce and diplomacy, negotiation is a delicate dance of words and intentions. It is a process where parties with differing interests strive to reach a mutual agreement that satisfies all involved. The outcome of a negotiation can be a testament to the skill and strategy of the negotiators.The scenario began with two companies, each with a unique product that could complement the other's offerings. Company A had a cutting-edge technology that could enhance the functionality of Company B's devices. However, they had different visions for the partnership and divergent financial expectations.The negotiation process started with a clear understanding of each party's needs and objectives. Company A wanted a significant share in the profits, while Company B was moreinterested in a long-term partnership that could lead to future collaborations.The first step was to establish a rapport and build trust between the parties. This was crucial to ensure that both sides felt comfortable discussing their concerns openly. The negotiators from both companies were professional and courteous, setting a positive tone for the discussions.Next, the parties engaged in a thorough exchange of information. Each side presented their case, highlighting the benefits that a partnership would bring to the other. They discussed the potential market, the financial implications, and the strategic advantages of the collaboration.The negotiation reached a critical point when the parties had to address their differences. This is where the skill of the negotiators truly shone. They employed various tactics such as bracketing, where they presented a range of acceptable outcomes, and the use of silence to encourage the other party to reveal more information.The turning point came when both parties recognized the value of collaboration over confrontation. They began to explore creative solutions that could bridge their differences. This included a revenue-sharing model that was fair to both companies, and a phased approach to the partnership that allowed for flexibility and adaptation.After several rounds of discussions, the parties finally reached an agreement that was satisfactory to all. The dealincluded a joint marketing campaign, a revenue-sharingformula based on performance, and a commitment to future technological developments.The successful outcome of the negotiation was a result of several factors: clear communication, a willingness to compromise, and a focus on the mutual benefits of the partnership. It was a reminder that negotiation is not just about winning; it's about finding a solution that works for everyone involved.In conclusion, the art of negotiation is a powerful tool for resolving conflicts and achieving common goals. It requires patience, understanding, and a strategic approach. The successful negotiation between Company A and Company B is a prime example of how parties can overcome their differences and reach an agreement that benefits all stakeholders.This essay provides a detailed account of a negotiation process, highlighting the steps taken to reach a successful outcome. It emphasizes the importance of communication, compromise, and mutual benefit in achieving a positive result.。
第9讲：谈判博弈实验
Roger Fisher
4
William Ury
Egyptian-Israeli peace negotiations
• Peace negotiations between Egypt and Israel • Sinai was occupied by the Israeli from 1967 to 1978 • The solution was reached by considering both interests • Israel = No tanks on the border • Egypt = Sovereignty was in the focus
Fisher, Ury & Patton (1991, p. 9)
Distrust others.
8
9
The Basic Principles
Fisher, Ury & Pபைடு நூலகம்tton (1991)
Separate the people from the problem
• Negotiators are people first • Every negotiator has two kinds of interests
Hard
Participants are adversaries. The goal is victory. Demand concessions as acondition of the relationship. Dig in to your position. Make threats. Mislead as to your bottom line. Apply pressure
- Change the game, negotiate only on the merits!
谈判会议简报英文作文
谈判会议简报英文作文Negotiation Meeting Briefing。
英文：Hello everyone,。
Today's negotiation meeting was quite successful. We were able to reach an agreement on most of the key issues. However, there were a few sticking points that we still need to work out.One of the main issues was the price. The other party was initially asking for a much higher price than we were willing to pay. However, after some back and forth, we were able to come to a compromise that both parties were happy with.Another issue was the timeline. We had originally proposed a shorter timeline, but the other party neededmore time to complete their end of the deal. We were able to negotiate a longer timeline that still met our needs.Overall, I think we made good progress today. We were able to find common ground and work towards a mutually beneficial agreement.中文：大家好，。
Negotiation国际商务谈判
Negotiation国际商务谈判《国际商务谈判》课程报告Negotiation is a process in which two or more parties resolve a dispute or come to a mutual agreement. It is aimed to resolve points of difference, to gain advantage for an individual or collective, or to craft outcomes to satisfy various interests. It is often conducted by putting forward a position and making concessions to achieve an agreement. The degree to which the negotiating parties trust each other to implement the negotiated solution is a major factor in determining whether negotiations are successful. Negotiation occurs in organizations, including businesses, non-profits, and within and between governments as well as in sales and legal proceedings, and in personal situations such as marriage, divorce, parenting, etc.Negotiation in business require a good legal education and a good financial education so that the parties can understand each other, make sound decisions, and understand the potential consequences of those decisions.The art of negotiating illustrates the important points of negotiating. At peroration stage, it’s important to know the party and familiar with the product or service that you’re negotiating with so that to establish a negotiation goal. As for the strategy of negotiating, the first offer needs to be aggressive and be presented by writing. You need to know the negotiation position that in great demand and low supply or much supply and lowerdemand and do not disclose the budget or other limitations in the negotiation position in order to establish a solidfoundation early by demonstrating your knowledge and expertise on the topic in the negotiation process. However, understanding the other side's priorities is just as important as understanding your own and be prepared to give up the little things in exchange for the big things you don't want to concede. That’s to say, some point collaboration and compromise are needed to reach a win-win solution.In my opinion, there are 5 tactics for successful business negotiations.1.Listen and understand the other party’s issues and point ofview. Basically, in any conversation or discussion or negotiation, listening is just as important, or even more important, than talking. You should listen to understand instead of listening to respond. The key to gathering information effectively is the process of active listening. Try to understand what the important points of the other side, identify where they may be flexible, and what limitations they may have. You've got to take all of your assumptions and test them.2.Be prepared. The preparation of negotiating require thefollowing points:1)Check whether you're in a negotiating situation.(Advantages and disadvantages.)2)Clarify your aims. (Achieve the objectives you and yourconstituents have set, getting a good deal and improving your relationship with the other side etc.)3)Gather information. (Gather information about the otherparty, the company, the person you are negotiating with and the similar deals have been completed etc.)4)Prepare the setting. [Who? who is to take part and dowhat?; Where? (i.e. our place or theirs?); When? (i.e. what is the time scale?); Why? (i.e. what are we negotiating about?); and How? (i.e. how are we to present our case?).]5)Prepare Yourself Mentally. (Don't put yourself above orbelow them; stay relaxed and unhurried; don't reveal your feelings at any point etc.)3.Understand the deal dynamics. Less negotiation can be dealtat once, thus, there may be some changes during several negotiations. It is essential to understand the deal dynamics , for example, who wants the deal more, who has the leverage in the negotiation, what alternatives does the other side have and so on.4.Avoid the bad strategy of “negotiating by continuallyconceding.” Imagine that you have a potential client who will greatly benefit from your business. This client has unreasonable demands that will create more losses than wins for you, however you accept these demands in hopes of getting close to a beneficial deal. If you continue to give in, the client will learn that they can continue with unreasonable demands, and that you will always accept. Instead of giving in to these requests, make sure that the situation will lead to future benefits for you.5.Never accept the first offer. Most buyers will leave room intheir first offer to go up by at least 5%-15% in price, depending on the situation. One of the most common negotiation techniques: Don’t ever accept the first offer, or risk “showing your cards” and perhaps unknowingly giving away some of the bargaining zone. Some experts provided experimental and real-world examples of negotiation evidence that the people who made first offers did better in economicterms than those who did not. Therefore, there isflexibility and possible to bargain after rejecting the first offer.Negotiation is a fundamental element in the social life of organizations and negotiation skills can be of great benefit in resolving any differences that arise between you and others. Take accepting a new job as an example, the employer's first compensation offer is often not a company's best offer, and the employee can negotiate different terms such as higher pay, more vacation time, better retirement benefits, and so on. In the deal-based economy of today’s world, there is a growing need for companies to collaborate with each other. As a consequence of the varying needs, wants, aims, opinions, and beliefs of the parties brought together, conflicts and disagreements are inevitable. Thus, negotiation plays an important role in business world. The benefits of negotiation can be showed that help build relationships because the aim is to foster goodwill despite difference in interests, help in avoiding future conflicts and problem by leaving both parties equally satisfied with no barriers to communication for the future etc.。
国际工程管理海外项目常用英文英语词汇单词
工程管理常用英文词汇英语国别海外工程项目现场积累词汇，本人经历过中亚俄语国别项目，英语国别项目，手机下载百度翻译或者谷歌翻译，遇上需要表达的词汇就会去查，经过不断搜集，不断练习，发现其实，想说一口流利的俄语英语，其实用不了那么多词汇，常用的就那几百个，都是反复的用。
而且国外项目只要言能达意就善莫大焉，无需拐弯抹角，为难了自己老外也听不懂。
我们平时学的英语是哑巴英语，即使掌握几千词汇也很难脱口，但是，当你身处外语国别，身处语言环境，而且身边没有翻译，你需要给工人交代工艺，给工程师解释流程。
词汇就会记的非常快，基本用一两次就掌握了。
加上最先学会的肢体语言，基本学会个二三百词汇，你就能脱口而出，言能达意！在此贡献出自己日常积累的词汇，希望对你有用，少走弯路。
孤独的海外工程人，愿你砥砺前行，风雨共勉！1.检验报告Inspection report2.（项目）完工报告close-out report3. 报价；投标bid;quotation;proposal;tender;offer4.询价文件评审委员会inquiry review committee [IRC]5.报价策略会议bid strategy meeting6.报价经理proposal manager7. 报价书；标书；建议书proposal；quotation; bid; tender; offer8. 图细标书评审；报价评审bid evaluation9.标书评选表;报价评选表bid tabulation form;tabulation of bids10.谈判negotiation11. 厂商协调会议；协调会议vendor coordinationmeeting[ VCM];coordination meeting12. 订货合约；定约成交commitment13. 订货电传；订货通知（书）telex order；notification of commitment14.订单（即定单）采买订单;订货合同purchase order[PO]15. 签订合同；合同签约contract award16. 询价；招标Inquiry;invitation to bid17.资格预审pre-qualification18. 合格投标商表；合格供货商表qualified bidders list;qualified19. 询价书；招标文件Inquiry（package）;request for quotation （package）[RFQ]request for proposal [RFP]；invitation to bid[TB]20. 请购文件；请购单requisition（package）；requisition documents21. 采购规格书；采购说明书purchasing specification [PS]22. 投标者须知；报价须知Instructions to bidders[TB]23.变更change24. 用户变更；合同变更client change；contract change25.待定的用户变更pending client change26.认可的用户变更approved client change27. 用户变更（通知）单；合同变更（通知）单client change notice[CCN]；contract change order[CCO]28. 项目变更；内部变更project change；internal change29. 项目变更（通知）单；内部变更（通知）单project change notice[ PCN]；internal change order[ICO]30. 变更申请单；偏差通知单change request；deviation notice[DN]31.质量quality32.质量方针quality policy33.质量管理quality management34.质量策划quality planning35.质量控制quality control[QC]36.质量保证quality assurance[OA]37.质量体系quality system38.质量改进quality improvement39.质量手册quality manual40.质量计划quality plan41.图纸drawing42.工艺流程图process flow diagram[PFD]43.工艺控制图process control diagram[PCD]44.管道仪表流程图piping and instrument diagram[PID]或[P&ID]45.装置布置图plot plan46.管道平面设计图piping planning（drawing)47.管道平面布置图piping layout drawing48.管段图;管道空视图isometric drawing[ISO]49.“批准用于详细工程设计（版）”图纸drawings issued" Approved for Design "[LAFD]50.“批准用于施工（版）”图纸drawings issued”Approved for Construction"[AFC]51.供货厂商先期确认图（纸）advanced certified finaldrawings[ACF];advanced certified vendors' drawings;preliminary vendor drawings [PD]52.供货厂商最终确认图（纸）certified final drawings[CF];certifiedvendor drawings[CD]53. 图表diagram;chart54.直方图histogram55.横道图bar chart;gantt chart56.进度趋势展示图schedule trend display chart57.费用趋势展示图cost trend display chart58. 项目；工程项目project59.项目实施project execution60.项目实施阶段project phase61. 项目初始阶段initial phase of project execution62.施工阶段construction phase63.开车阶段start-up phase64.项目建设周期project durations65.项目管理project management66.项目控制project control67.专责项目组task force68.项目经理project manager[PM]69.项目设计经理project engineering manager[PEMI70.项目采购经理project procurement manager [PPM]71. 项目施工经理project construction manager [PCM]72.项目工艺经理project process manager73. 项目控制经理project controls manager74.项目进度计划工程师project scheduling engineer;project scheduler75.项目估算师project estimator76.项目费用控制工程师project cost control engineer;project cost engineers77.项目材料控制工程师project material control engineer78.项目财务经理project financial manager79.项目质量经理project quality manager80.项目开车经理project start-up manager81.项目安全工程师project safety engineer82.项目秘书project secretary83.项目控制手段project controlling;tools for project control84. 控制基准执行效果测量基准；实物进度基准control baseline performance measurement baseline;progress base line85. 偏差；差异deviation;variance86. 执行效果；效绩；性能performance1．专利patents2．专利权patent right3．产权技术proprietary technology4．专利技术licensed technology5．专有技术技术诀窍know how6．许可证license7．专利商；许可方licensor8．受许可方；受让方licensee9．（技术）转让费；提成费royalty10．专有技术费know- how fee11．专业discipline12．工艺（专业）process design；process engineering 13．系统（专业）systems engineering14．设备（专业）equipment engineering15．布置（专业）plant，layout engineering16．管道设计（专业）piping design17．仪表（专业）Instruments engineering18．管道机械（专业）piping mechanical engineering 19．电气（专业）electrical engineering20．建筑（专业）architectural engineering21．土建（专业）civil engineering22．试车commIssioning23．开车start-up24．料试车start-up;test run;initial operations formance guarantee test s25．性能考核；生产考核test run26．用户验收；装置验收client acceptance；plant acceptance27．支付条件；付款条件terms of payment；conditions of payment ；terms and conditionsof payment29．预付款advance payment；down payment30．按实物进度付款progress payment31．按日程进度付款schedule payment32．保留金retention money33．最终付款final payment34．代码；编码code；number35．组码group code36．标准分类记帐码；记帐码standard classification of account numbers[SCAN]；account codes;code of accounts37．可变码variable code optional variable code38．通用型活动码generic activity type（numbers）[GAT]39．未可预见费contingency40．发表issue；release41．汇票bill of exchange；draft42．议付汇票bill of negotiation43．业主owner44．用户；客户client45．设计：工程设计design，engineering46．设计阶段engineering phase47．工艺设计阶段process design phase48．基础工程设计阶段basic engineering phase49．分析设计阶段analytical engineering phase50．平面设计阶段planning engineering phase51．详细工程设计阶段detailed engineering phase;final design phase;production engineering phase53．会议meeting54．开工会议kick-off meeting55．报价开工会议proposal kick-off meeting56．用户开工会议client kick-off meeting57．项目开工会议project kick-off meeting58．设计开工会议engineering kick-off meeting59．施工动员会议construction mobilization meeting60．审核会review meeting61．合同承包contract62．合同生效日期effective date of the contract63．合同终止termination of contract64．合同失效frustration of contract65．总价合同lump-sum contract[LS]66．（固定）单价合同（fixed）unit price contract67．偿付合同；成本加酬金合同（cost））reimbursible contract; cost-plus （fee）contract[CP]68．成本加固定酬金合同cost plus fixed feecontract[ CPFF]69．偿付合同；成本加酬金合同（cost）reimbursible contract;cost-plus （fee）contract[ CP]70．成本加固定酬金合同cost plus fixed fee contract[CPFF]71．成本加浮动酬金合同cost plus fluctuating fee contract;cost plus sliding scale fee contract（target）cost plus fee contract,with the bonus or penalty72．目标成本加奖罚合同；限定最高价偿付合同；限定最高成本加酬金合同reimbursible guaranteed maximum price contract[RGMP];guarante e maximum cost plus fee contract73．承包商contractor74．分包商subcontractor75．合营企业joint venture[JV]76．运输traffic；transport77．报关单bill of entry78．报告report79．（项目）进展月报（job）monthly progress report80．费用和进展月报monthly cost& progress report81．设计进展月报engineering monthly progress report82．项目费用汇总报告project cost summary report83．项目实施费用状态报告project operation cost status report84．变进度报告schedule report85．控制索引control index86．执行效果报告performance report87．劳动生产率报告productivity report...88．异常报告exception report89．材料异常报告material exception report[MER];equipment& materials excepti on report90．采购状态报告procurement status report91．材料状态报告material status report92．请购单和订单状态报告purchase order and requisition status report93．供货厂商图纸状态报告vendor drawing status report;vendor data schedulin status repo rt1．交付；交货delivery2．交货日期delivery date；date of delivery3．交货到现场delivery to jobsite4．交货周期lead time5．交货单delivery note6．提货单delivery order7．提货单bill of lading8．离岸价free on board[FOB]9．铁路交货（价）；敞车上交货（价）free on rail[FOR]；free on truck[FOT] 10．成本加运费（价）cost and freight[CFR]或[CIF]11．到岸价cost insurance and freight;costinsurance freight[CIF]12．船边交货（价）free alongside ship[FAS]13．货交承运人（价）free carrier[FCA]14．工厂交货（价）ex works[EXW]15．估算；费用估算estimate；cost estimate16．估算方法类别types of estimate17．详细估算（法）detailed estimate；defined estimate18．设备详细估算（法）；确切估算（法）equipment estimate；defined equipment estimate definitive estimate19．设备估算（法）equipment estimate20．分析估算（法）analysis estimate21．报价估算proposal estimate22．控制估算control estimate23．初期控制估算interim control estimate；initial control estimate[ICE]24．批准的控制估算initial approved cost[IAC]25．核定估算check estimate...26．首次核定估算first check estimate[FCE]27．二次核定估算production check estimate[PCE]28．人工时估算man- hour estimate29．证书；证明书certificate30．产地证明书certificate of origin31．机械竣工证书mechanical completion certificate32．用户验收证书；合同项目验收证书client acceptance certificate（of plant）33．材料；直接材料material，direct34．设备equipment35．散装材料bulk materials；commodities36．材料分类material class37．材料统计material take-off[MTO]38．材料表；材料清单·bill of materials[BOM]39．材料管理material management40．材料控制materia| control41．进度进度表；进度计划schedule42．进展；进度；实物进度progress；physical progress43．编织进度表scheduling；time scheduling44．（项目）初期工作进度计划starter schedule；early work schedule 45．项目主进度计划project master schedule；master project schedule 46．详细进度计划；详细进度表detailed schedule47．网络（图）；网络（进度）计划network（diagram）48．里程碑网络图milestone network49．详细网络图detailed network50．关键线路法critical path method[CPM]51．关键工序；关键活动critical activity52．工序；活动activity53．浮动时间工序时差“float”54．里程碑milestone55．进度控制schedule control;progress control...56．进度曲线；S曲线progress curve；“s”curve57．资源负荷曲线resource loading curve；Bell curve58．进度提前ahead of schedule59．进度拖延schedule delay60．违约default61．违约通知（书）default notice62．（违约）罚款条款penalty clause63．违约罚金liquidated damages64．运费freight[Frt]；carriage65．运费付讫freight paid；carriage free；carriage paid66．运费待收；货到收运费freight collect；freight to be collected；reight payable at destination67．运费预付freight prepaid；advance（d）freight68．货到付运费；运费未付freight forward；carriage forward69．运费担保函freight indemnity70．运费单freight note71．运输商；承运商forwarding agent72．采购procurement73．采买purchasing74．催交expediting75．检验inspection76．工艺包process package77．工艺设计process design78．工艺发表process release79．工艺预发表process release80．工作范围；项目任务范围scope of work；project scope81．工作包work package82．工作项Work item83．任务单项line item84．分解结构breakdown structure85．工作分解结构work breakdown structure[WBS]86．组织分解结构organizational breakdownstructure [ObS]87．项目大项工作分解结构project summary work breakdown structure [PSWBS]88．承包商标准工作分解结构；工程公司标准工作分解结构contractors standard work breakdown structure [CSWBS]89．责任分工矩阵responsibility assignment matrix [RAM]90．风险risk91．风险分析risk analysis92．风险备忘录risk memorandum93．公司本部home office94．公司本部服务home office service95．公用工程utility96．计划plan97．项目计划project plan98．（项目）设计计划（project）engineering plan 99．（项目）采购计划（project）procurement plan 100．（项目）施工计划（project）construction plan 101．（项目）开车计划（project）start-up plan1. 趋势分析；趋势预测trending；trend project2. 偏差预测值projected deviations3. 预测projection；forecasting4. 纠正措施corrective action；corrective measures5. 项目综合控制integrated project control6. 嬴得值原理earned value concept[EVO]7. 计划工作量的预算费用budgeted cost for work scheduled[ BCWS]8. 已完工作量的预算费用budgeted cost forwork performed[BCWP]9. 已完工作量的实耗费用actual cost for workperformed[ACWP]10. 费用差异cost variance[CV]11. 进度差异schedule variance[SV]12. 费用指数cost index[CI]13. 进度指数schedule index[SI]14. 费用执行效果指数cost performance index[CP]15. 进度执行效果指数schedule performance index[SPl]16. 竣工差异at completion variance[ACV]17. 竣工预算费用budgeted cost at completion[BAC]18. 竣工预测费用estimated cost at completion[EAC]19. 费用；成本cost20. 建设总费用total installed cost[TIC]21. 材料费用；直接材料费用material cost；direct material cost22. 设备费用；设备购买费用equipment cost；purchased cost of equipment23. 散装材料费用；散装材料购买费用bulk materials cost；purchased cost of bulk materials；commodities cost24. （直接）材料相关费用（运费和保险费等）cost of material related-freight，Insurance，etc25. 施工费用construction cost26. 施工人工费用；施工劳力费用labor cost；erection labor cost：construction labor cost27. 设备安装人工费用labor cost associate with equipment28. 散装材料施工人工费用labor cost associated with bulk materials29. 人工时估算定额；施工人工时估算定额；标准工时定额standard manhours；standard labor manhours；standard construction manhours；standard hours30. 劳动生产率；劳动生产率系数labor productivity；productivity factor；productivity ratio31. 修正的人工时估算值adjusted manhours32. 人工时单价manhour rate33. 施工监督费用；施工监督和管理费用cost of construction supervision；cost of construction management and supervision field administration and direct supervision cost[FADS]34. 施工间接费用cost of construction indirect35. 分包合同费用；现场施工分包合同费用subcontract cost；field subcontract36. 公司本部（服务）费用home office cost；cost of home office services37. 公司管理费overhead；home office overhead38. 非工资费用non-payroll；home office expenses39. 试车费用commIssIonIng activities cost40. 投料试车费用start- up cost41. 其他费用other costs42. 利润；预期利润profit；expected profit43. 服务酬金service gains44. 内部费用转换internal transfer45. 认可的预计费用anticipated approved cost46. 费用控制；成本控制cost control47. 预算（值）；项目控制预算budget;project control budget48. 预算节余（值）；费用节余（值）underrun；costunderrun49. 预算超支（值）；费用超支（值）overrun；cost overrun50. 施工construction51. 施工工种construction craft52. 试车准备precommissioning53. 机械竣工mechanical completion[MC]54. 界区battery limit[BL]55. 工艺界区process battery limit;inside battery limit[ISBL]56. 界外设施区；辅助设施界区offsite battery limit[OSBL]57. 工艺装置process section;process unit58. 界外设施；辅助设施；通用设施offsite section;offsite unit;offsite facilities;general facilities59. 保证；担保guarantee;warranty60. 性能保证performance guarantee61. 绝对保证absolute guarantees62. 违约罚款保证penaltiable guarantees63. 工作质量保证workmanship guarantees64. 机械保证；机械担保mechanical guarantees；mechanical warranties65. 保函；担保（书）bond66. 投标保函bid bond67. 履约保函；履约担保（书）；为履约出具的银行保证书performance bond；performancebank guarantee68. 预付款保函；为预付款出具的银行保证书advance payment bond;bank guarantee for advance payment69. 保证书；保险公司出具的保函surety bond70. 银行保证书；信用保证书bank guarantee；letter of guarantee [L/G]71. 安慰信letter of comfort72. 保密协议secrecy agreement73. 保险Insurance；assurance74. 保险单insurance policy75. 保险证书insurance certificate76. 保险费Insurance premium77. 保税货物bonded goods78. 保税仓库bonded warehouse79. 信用证letter of credit[L/C]80. 不可撤消信用证irrevocable [L/C]81. 可撤消信用证revocable L/C]82. 即期信用证sight credit；sight[ L/C]83. 远期信用证term credit；term[ L/C]84. 保兑信用证confirmed [L/C]85. 可转让信用证transferrable [L/C]86. 备用信用证stand-by[L/C]87. 信用证提款drawing on [L/Cs]88. 信贷credit89. 卖方信贷suppliers credit！[S/C]90. 买方信贷buyers credit [B/C]91. 信货额度line of credit92. 项目融资；工程项目筹资project finance93. 贷款loan94. 即期贷款demand loan95. 索赔claim；claim indemnity96. 培训training97. 税；税金tax98. 所得税Income taxes99. 合法避税tax avoidance100. 关税duties101. 程序procedure102. 项目协调程序project coordination procedure103. 项目实施程序project execution procedure104. 项目设计程序project engineering procedure105. 项目采购程序project procurement procedure106. 项目检验程序project inspection procedure107. 项目控制程序project control procedure108. 项目试车程序；项目开车程序project commissioning procedure 109. 变更控制程序change control procedure110. 预算变更程序budget change procedure111. 项目开车程序；项目测试运转程序project start-up procedure; projecttest run procedure112. 化学清洗程序chemical cleaning procedure113. 性能考核程序；生产考核程序performance test run procedure;performance quaranteetest procedu test procedure 114. 装置验收程序plant acceptance procedure115. 数据data116. 条件数据;设计条件supporting data117. 返回的条件数据;返回的设计条件resultant feedback of data 118. 意向书letter of intent。
商务谈判REPORT
International Business Negotiation——全球公司VS高科技公司Contents1、Meeting Record---------------------------42、Preparation------------------------------53、Procedure--------------------------------7 （1）Introducing team-----------------------7 （2）Agenda---------------------------------8 （3）Formal negotiation--------------------10 （4）Wrapping-up---------------------------17 3、Conclusion------------------------------191、Meeting Record时间地点 缺席与否会议内容4月17日主楼六楼 教师休息室否小组成员共同选出《全球公司与高科技公司》一文作为模拟谈判的内容。
组长将小组成为分为全球与高科技两个组。
会议决定每组提出5个谈判点供选择，最后筛选出两个作为具体谈判点。
4月22日主楼教室 310否根据老师的要求，列出谈判大纲以及整体框架结构。
全球与高科技两组分别提出自己的5个谈判点，最后经投票选出将价格与专利权销售费用作为我们的主要谈判点。
组长分配任务，全球公司小组负责价格方面，高科技公司小组负责专利权销售费用方面的谈判内容设计。
4月26日主楼五楼 教师休息室否各组成员对自己的对话内容进行展示，投票选出其中两位成员的剧本为主要参考依据，全球与高科技公司各出一名代表进行演示，其他成员在听的过程中给出自己的建议，最终定稿，内容由记录员整理。
4月28日主楼教室 209否根据记录员整理好的内容，小组成员进行反复的修改、审核，最终确定谈判的具体内容。
谈判结果 英语作文
谈判结果英语作文Negotiation Results。
Negotiation is a process of communication and compromise between two or more parties to reach an agreement or resolve a conflict. It is an essential skill in both personal and professional life. The result of a negotiation can have a significant impact on the parties involved, and it is important to approach the process with a clear understanding of the desired outcome.Recently, I had the opportunity to participate in a negotiation that resulted in a mutually beneficial agreement. The negotiation took place between my company and a potential business partner. Our goal was to reach an agreement on a joint venture that would benefit both parties and contribute to the growth of our respective businesses.The negotiation process was challenging, as bothparties had different priorities and objectives. However, through open and honest communication, we were able to identify common ground and work towards a solution that would meet the needs of both parties. It was a lengthy process that required patience, flexibility, and a willingness to compromise.After several rounds of negotiation, we were able to reach an agreement that was satisfactory to both parties. The key elements of the agreement included a revenue-sharing model, a clear division of responsibilities, and a timeline for implementation. Both parties were pleased with the outcome, as it provided an opportunity for growth and expansion while minimizing risks and maximizing potential rewards.The negotiation results were significant for my company, as it opened up new opportunities for growth and expansion. The agreement provided access to new markets and resources, as well as the potential for increased revenue and profitability. It was a testament to the power of effective negotiation and the ability to find a win-win solution thatbenefits all parties involved.In conclusion, the result of the negotiation was a testament to the power of effective communication, collaboration, and compromise. It demonstrated the importance of approaching the negotiation process with a clear understanding of the desired outcome and a willingness to work towards a solution that benefits all parties involved. The negotiation results were a significant milestone for my company and a reminder of the value of effective negotiation in achieving business objectives.。
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Table of Contents1.BRIEF INRODUCTION OG THE CASE (2)2.BACKGROUND OF THE PARTENER (2)3. PREPARATION (3)4. THE PROCEDURE OF THE NEGOTIATION (4)4.1 main content of negotiation (4)4.2 Purpose (4)4.3 Structure and sequence of the negotiation (5)5.CONCLUSION (8)Brief introduction of the caseThe case is a business between Lexing Website and Eton Forest Kindergarten. It is a deal on the advertisement. We are divided into A1, A2, A3, A4, A5 and B1, B2, B3, B4, B5, B6. One main spokesman and 4 or 5 negotiators each party.Firstly, the main spokesman will make a brief introduction to its own company and the negotiators of each party. Then, the negotiators of the both parties will begin the negotiation concentrating on the technology, payment, price and copyright in turn.Finally, the main spokesman will make a conclusion about the negotiation and claim that the agreements are reached after a fierce negotiation. Moreover, he will express the wish to establish long-term cooperation relationship as well.Background of the partenerLexiang website focuses on sharing high-quality Chinese courses for free. The courses will be from domestic colleges, high schools, and even primary schools covering almost every subject student’s learning right now. The famous uni & academic celebrities will be our highlights to attract customers. Customers can also vote for the teaching and make comment on it; on the discussion column, customers can discuss whatthey get from the website study and make some suggestion about how to enhance our website. Take the great influence of networking into consideration, they offer our customers share free service, customers can share the teaching video to their website freely; customers can download the video, too. They have a VIP system; and grant the VIP the rights of download, make comment and so on.PreparationThere are 11 students in our group. Therefore, 5 students from Party A and 6 from Party B. Namely, Party A (Eton Forest Kindergarten) and Party B (Lexiang Website). Each party has a main spokesman to make a preliminary statement and the conclusion as well. The other 4 or 5 students will be the negotiators. The negotiators of the both parties will begin the negotiation concentrating on the technology, payment, price and copyright in turn. We are divided into A1, A2, A3, A4, A5 and B1, B2, B3, B4, B5, B6. A1 and B1 will be the spokesman. Others will negotiate the terms one by one. A1 and A2 are the CEO, they will make the decision.A2 and B2 are consultant. They are responsible for laws. A3 and B3 are CFO, they are responsible for the finance. A4 and B4 are assistant, they will collect the information take notes of the negotiation. A5 and B5, B6 are technicians, they are responsible for the matter about technology or facilities installation.The procedure of the negotiations1, main content of negotiation：build a business relationship with Lexiang website, put the following three advertisemengts on their website.A，Banner advertisement,B, Flash of 15 sC, special column2,target：Eton (Eton College) is Britain's most famous noble middle school; Our Eaton Forest Kindergarten is established on this basis.In order to improve the popularity of our kindergarten and expand enrollment amount, we decide to advertise on the Internet.We have three primary purposes:A, Propagandize our Eton Forest Kindergarten and improve the popularity.As we all know, advertisement is one of the best ways of propaganda and the Internet has become a very important part of our daily life. So we decide to advertise on the Internet.B, Expand enrollment amount.Due to the situation in our country, we need to let more parents to know the information of our kindergarten. Then let them trust us andsend their kids to our kindergarten.C, Let more children get the best education.In the process of kid’s growth, education is t the most important part. Our Eaton Forest Kindergarten can promise that we must give the kids the best education.3, Structure and sequence of the negotiationA, the openingIt is time for the initial presentation in accordance with the terms of the negotiation plan. At the beginning of the negotiation, negotiators say hello to each other, and getting to know each other and identifying the issues involved. after that, the review is followed. The negotiators then modify their negotiating plan as necessary to take account of any factors disclosed in the opening of which we had not previously been aware.At this phase, we are reading signals from what the other says and does, making continued judgments about the other’s character, and framing its own behavior in response.The objective at the stage of the negotiation may be described exploration without commitment. We negotiators want to ensure that the whole of the area to be covered by the negotiation is exposed, together with the opponent’s views on each point. But at the same time we do not want to be drawn into making too firm a commitment of his position onany individual issue, and try to avoid any agreement or concessions. but we agreed on the agenda and the pacing of the negotiation.B, The review of the openingWe each other are presenting the initial proposal at the end of the opening phase, we negotiators know which parts of his offer that the opponent is likely/unlikely to accept. We can deduce the strength of the opponent’s opposition on any issue and predict form of the optimum bargain on each issue the opponent is likely to accept.At the conclusion of the review stage, we each other have achieved to define the negotiating area, establish his points of resistance (those related to price, warranty costs and consequential liability) and make an estimate of those he believes likely to be adopted by the other party. We also arrive at a close approximation of the time period for the negotiation ,and update his previous of the probable form of the final bargain.C, the follow upThe stage covers a broad period of bargaining in which concessions are made and advantages are gained, so that the gap between the two sides is narrowed to a point.It is in this stage of the negotiations that each side starts significantly to adjusts its demand and attitude to the observed behavior of the other. The process of adjustments by the two sides within theframework of the variables leads to considering the preference of one demand to another.Statistics: (1) 45min’s lesson:500yuan/quarterWe are a quarterly update.The price of the advertisement:1500yuan/monthFor a quarter:1500yuan*3months=4500yuan/quarterAfter accounting:4000yuan/quarterAdd the ad’price and the update’price is :4000yuan/quarter+500yuan/quarter=4500yuan/quarter(2) Advertising on the home page linkLexiang company admitted to give us one minute more and the price is 150yuan/day.After bargain,the total amount is:12000yuan/quarter(3) Buffer video advertisementThe lexiang company promised us 1/5 Click-through Rate.The total amount is 15000/quarter(4)Special edition10000yuan/yearSum up:4 500yuan/quarter*4+12 000yuan/quarter*4+15000yuan/qua-rter+10 000yuan/year=136 000yuan/year ConclusionBefore the session which the final bargain will be reached, it is important to have the final review. The purpose is to identify all the outstanding points, decide on the bargain achievable and the final concession limit, and determine the tactics used decide on the arrangements for recording the bargain.The final negotiation we talked with a senior official from the opponent’s management. At last, we drawn the final conclusion.。