A: ----Shall we talk about terms of payment today?
B: What is the payment terms you wish to adopt?
A: ----I suppose D/P or D/A should be adopted as the payment terms this time.
B: We regret we can’t accept this term of payment. Our term of paym ent is confirmed and irrevocable letter of credit. This is the normal terms of payment in international business.
A: ----could you make an exception and accept D/A or D/P?
It would help us greatly if you would accept it.
B: we can’t accept. We insis t on payment by L/C/
A: ----In order to conclude the business, I hope you’ll meet me half way. what about 50% by L/C and the balance by D/P?
B: I’m sorry. I can’t be of any help in this respect; L/C is the only term of payment we can accept. We hope that you will not think us unaccommodating.
A: Ok. Is the credit at sight or after sight?
B: At sight.
A: Could you accommodate us with a Usance L/C, say 30 days or 60 days after sight? If you cannot be more flexible, we won’t accept your terms of payment.
B: All right. In view of the fact that this is our first transaction, we accept 30 days L/C this time, but only for this transaction, and will not set a precedent.
A: Ok, thank you for your kindness.
B: By the way, your L/C shall reach us in early May, otherwise we cannot catch the shipment.
A: No problem.
B: We will draw a clean draft on you for the value of this shipment and hope you can honor the draft duly.
A: we’ll not pay until shipping documents for the goods have reached us and time is due. Payment might be refused of anything goes wrong with the documents.
B: We will take care.
S: what about the export packing?
L: Well they are packed in carton, 30 pieces to one carton, gross weight around 25 kilos a carton. S: Cartons?
L: Yes, corrugated cardboard boxes.
S: Could you use wooden cases instead?
L: Why use wooden cases?
S: I’m afraid the cardboard boxes are not strong enough for such a long voyage.
L: No need to worry about that. Cartons are quite seaworthy. They are extensively used in our shipments to continental ports. There is never any complaint from our clients.
S: If you could guarantee compensation in case the insurance company refuses to honor a claim for faulty packing. We would be quite willing to accept cartons.
L: I’m sorry, but we can’t take on any responsibility that is beyond our powers.
S: I can understand your position. Perhaps I’m asking too much. Well, I will take cartons. One more thing, would you mark our initials MIC in a diamond on the outer packing. With the port of destination and our order number under it?
L: Yes, we can do that.
S: By the way, as the goods will be shipped a long distance, all the cartons should be lined with plastic sheets, absolutely waterproof.
L: No problem. I can assure you that all the packing is waterproof. And as the cartons are made of cardboard, they will be handled with care.
S: All right, thanks for your cooperation.
L: My pleasure.
A: Mr. Wang, we’ve confirmed the quantity, payment terms, packing and delivery time of the order. Can we talk about the price?
B：Yes, please go ahead.
A：Considering our long-sustained cooperation, What kind of discount can you offer?
B：Actually, we have offered you the best price. It leaves us only very little profit.
A：But, some other companies offered lower prices than yours.
B：As you may know, we use top-quality raw material, and also have very strict Q.C. and
high-level workmanship. We are sure that you won’t find a price that can beat ours for this kind of quality.
A：Both the appearance and quality of their products look the same as what you have.
B：You had better check the material they use and also their workmanship and quality control. Besides, we have several production lines that can ensure you against delay in shipment.
A：Delivery on time is indeed important. I’d like to know what kind of services you can offer as the item is electric appliance？
B：May I know your ideal services?
A：How long is your guarantee time?
B：One year. We also offer you 1.5% spare parts free of charge .
Ａ：sounds good
Ｂ：You can enjoy the best quality products and excellent services if you deal with us.
Ａ：I will contact you after discussing with my general manager.
Ｂ：Thank you for your visiting. Hope to do business with you.
Sentence 1
We’ve covered insurance with People’s Insurance Company of China on the 100 metric tons of wools for 110%of the invoice value against All Risks at the rate of 3%.
Sentence 2
They are packed in wooden boxes, 500 grams net each to a cardboard pack, 40 cardboard packs in one wooden box of 20 kilos net
Sentence 3
We have lodged a claim on the goods against the insurance company for US $2，300 for short Weight.
Sentence 4
4.1 Please make shipments in three equal monthly lots, each containing 1,000 tons.
4.2 Shipment is to be made by the first available vessel in April with partial shipment and
transshipment via Hong Kong allowed.
最新文件---------------- 仅供参考--------------------已改成-----------word文本 --------------------- 方便更改 中考补全对话必背句型 一、购物 1．What can I do for you? 需要我帮忙吗？ Would you like me to help you ? 需要我帮忙吗？ Can/May I help you? 你买什么？ 2．I'd like to buy/ I want to buy/ I'm looking for 我想买…… 3．What size/ color do you want? 你要哪个型号/颜色的？ I’m sorry. We have sold out the coats in your size/color. 4．Do you like this one? 你喜欢这个吗？ What/How about this one? 你喜欢这个吗？ Which one would you like best? 你最喜欢哪一个？ What do you think of this one?/ How do you like this one? 你认为这件怎么样？ 5．It's nice. 它看上去很漂亮 I'm afraid it's much too expensive. 我想这个太贵了。 6．Anything else? Do you have any other kind/size/color?
Have you got anything cheaper? 还有别的吗？ 7．Can I try it on? Yes, please. 我能试穿一下吗？可以。 Can I try them on? Yes, please. 我能试穿一下吗？可以。 8．Is that all? 没有什么再买的了吧？ 9．How much / many do you want? 你想买多少？ 10．How much is it / are they? 这个(些)多少钱？ How much does it/ do they cost? 多少钱？11． 11. I’ll take it. 我买了。 I'll have it. 我买了。 12．Here is the money. 给你钱。 二、看病 I. 医生看病，检查身体： 1. What’s the matter? /What’s wrong? / What’s the trouble? 怎么了？ How do you feel? / How are you feeling now? 你感觉怎么样？ I have a cold / I have a headache. / I have a fever. 我感冒了/头痛/发烧。 2. When did it start? 什么时候开始的？ About 8:00 this morning. 3. How long have you been like this? 你像这样多长时间了？ Since last night. / For 2 hours. 4. Have you taken your temperature\Have you taken your medicine? 你量过体温/服药了没？
归纳总结功能相同的句型： 打电话：May I speak to Mr. Li? I'd like to speak to Mr. Li, please. Speaking./This is Mr. Li speaking. (对，我是。) Who's calling, please?/ Who's speaking, please? /Who is that, please? Is Sue James in？ I'm sorry, he's not in right now. 感谢类：Thanks！ Thank you！ Thanks a lot！ Thank you very much! Thank you very，very much! 答谢类：That’s all right . That’s OK. Not at all. You are welcome. It’s a pleasure. 道歉类：Sorry. I am sorry… I am sorry for… 应答类：That’s all right. It doesn’t matter. That’s nothing. 建议类：You had better … Shall we do…? What about doing…? How about doing…? Why not do…? Let’s do sth …OK ? Would you like some …? 同意类：OK. Sure. Certainly. All right. Yes, please. Yes, I think so. I agree with you. 不同意类：I am afraid not. Sorry, I don’t think so. I really can’t agree with you. 祝愿祝贺类: Good luck to you! Best wishes! Have a good (nice) time! Congratulations to you!
（1）Dan Smith 是一位美国的健身用品经销商，此次是Robert Liu 第一回与他交手。 就在短短几分钟的交谈中，Robert Liu 既感到这位大汉粗犷的外表，藏有狡兔的心思――他肯定是沙场老将，自己绝不可掉以轻心。双方第一回过招如下： D: I‘d like to get the ball rolling（开始）by talking about prices. R: Shoot.（洗耳恭听）I‘d be happy to answer any questions you may have. D: Your products are very good. But I‘m a little worried about the prices you‘re asking. R: You think we about be asking for more?(laughs) D: (chuckles 莞尔) That‘s not exactly what I had in mind. I know your re search 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 m ake a profit with those numbers. D: Please, Robert, call me Dan. (pause) Well, if we promise future business――volume sales（大笔交易）――that will slash your costs（大量减低成本）for making the Exec-U-ciser, right? R: Yes, but it‘s hard to see how you can place such large orders. How c ould you turn over（销磬）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.
即学即用的商务谈判情景英语对话（一） A: So, thank you for coming, everyone. It's really a pleasure to see you all here. First of all, may i suggest you take a look at the agenda i sent you? Would you like to make any comment on that? B: Yes, i wonder if we can begin with shipment question first. We really need to come to an agreement on that before anything else. A: That's true, but it's also a very difficult issue. That's the reason why i put it last. I thought it might be a good idea for us to start with the points we have in common. We'll move on to the shipment issue after that. B: All right. That sounds reasonable. A: Well, before we go any future, I would like to say strongly how i feel that it's in both our interest to reach an agreement today. The market is becoming even more competitive and our combined strength will give us some big advantages, not least in terms of the dealer network. Now, i think Richard would like to say a few words about that. 1. make comments on sth 对某事进行评论 Example: Would you make comments on our women's garments in current design?您对我们流行女装款式有何评论 Oh look very nice! 哦，看起来很漂亮 2. have sth. in common: 有共同点 Example: The two firms have very little common in selling strategies. 这两家公司在销售策略上没有什么共同点。
补全对话十大话题必背句型 一．购物： 1.Can I help you -Yes ,please. 2 . I want to buy a shirt for my son. \I would like a pair of trousers. \I'm looking for some flowers for my mom． color do you want \What sizes do you want \How many do you want 4. What / How this one/ Is this one all right / This one is OK think it’s too large. Are there any smaller ones / Do you have smaller ones / I want a small one 6 What does it cost/ How much is it\ are they 7.It’s too you have any cheaper ones 8. Can I try it on \ May I try it on -Of course.\ Sure , you can. is made of\from ---It is made of silk. is it made ----It is made in China. ’ll take it\them. kind of flowers would you like –I’d like some roses. you . –You ‘re welcome. 二．问路： 1. Thank you all the same./Thank you. 2．Excuse me, where is the nearest hospital, please 或How can I get to the nearest hospital 或Which is the way to the nearest hospital, please
中考补全对话 归纳总结功能相同的句型： 打电话：我们中文中如果是接电话会说：我是某某人，请讲，所以对应的英语翻译是：i am --.speaking,please。但是英语却不是这样的，正确的英语是：This is --speaking。 May I speak to Mr. Li? I'd like to speak to Mr. Li, please. 对，我就是。Speaking.或者This is Mr. Li speaking. (对，我是。) 您是哪位? Who's calling, please?或者Who's speaking, please? 或者Who is this, please? This is Tom speaking．我是Tom。 其他 Is Sue James in？休·詹姆斯在吗？ I'm sorry, he's not in right now. (对不起，他出去了。) He's not in. 或者He's out now. 感谢类：Thanks！ Thank you！ Thanks a lot！ Thank you very much! Thank you very，very much! 答谢类：That’s all right . 没关系. That’s OK. 没关系. Not at all. 不用谢. You are welcome.不必谢. It’s a pleasure. 道歉类：Sorry. I am sorry… I am sorry for… 应答类：That’s all right. It doesn’t matter. That’s nothing. 建议类：You had better … Shall we do… ? What about doing… ? How about doing… ? Why not do… ? Let’s do sth … OK ? Would you like some … ? 同意类：OK. Sure. Certainly.
Jason: Nice to meet you, my name is Jason Brown, the human resource manager of Pangda Company, this is our general manager Jason. Jerry: Nice to meet you, Mr. Brown, I am Jerry White the deputy of Qihang training company and this is my assistant Neil. Jason: Glad to see you Neil. Now that we are all here, let's begin the talk, shall we？Jerry: That is OK, Mr. Brown. Since we have receive your request, we have made a proposal on the training project, can we show it to you right now? Jason: Y es, please. Neil: Well, we have prepared a variety of training projects and we plan complete it in 100 days. The cost of this project will depend on the types of training, the manage training will cost 600 ponds per day and the sale training will cost 500 ponds per day. If you don't have any questions, we would like start this agreement at any time you like. Jason: We truly consider your company will do a good work and have no question on the training project, But I'm a little worried about the prices you're asking. Jerry: Y ou think we about be asking for more? Jason: That's not exactly what I had in mind. We think the price is a little high, as a matter of fact, our company will send dozens of people in this training. We want you can reduce the price with number up. Jerry: I am sorry, we can not agree it. As the training prepared, we will begin the class no matter how many people attend it. It really makes no difference. Jason: Y es, we know this problem; however, with so many people trained dozens of days, it is really a volume sale. We need a discount is reasonable. Jerry: OK, we can understand you, in that case, we'd like give you a 5 percent discount if you can attend 80 days' training; if more than 100 days, we can give you another 5 percent discount. Jason: Thank you for your understanding, but as a large company, many things may happen in some days, it is really difficult for us to ensure 80 days no more than 100 days. We will appreciate it very much if you can reduce 100 ponds per day.
补全对话十大话题必背句型 一.购物： 1?Can I help you ? -Yes ,please. 2 . I want to buy a shirt for my son. \l would like a pair of trousers ? \l'm looking for some flowers for my mom. 3.What color do you want ?\What sizes do you want ?\How many do you want ? 4.What / How this one?/ Is this one all right? / This one is OK? 5」think it's too large. Are there any smaller ones? / Do you have smaller ones? / I want a small one 6 What does it cost?/ How much is it\ are they? 7」t's too expensive』。you have any cheaper ones? 8.Can I try it on ?\ May I try it on ? -Of courseA Sure , you can. 9.—What is made of\from? ■一It is made of silk. 10.…Where is it made ?-…It is made in China. 11.IUI take it\them. 12.What kind of flowers would you like ?like some roses. 13.Thank you ? -You 're welcome. 二.问路： 1.Thank you all the same./Thank you. 2.Excuse me, where is the nearest hospital, please?
中考英语补全对话复习 题及答案 文件编码（008-TTIG-UTITD-GKBTT-PUUTI-WYTUI-8256）
中考英语补全对话复习策略 补全对话题是近年来各地中考考查的热点，该试题通过设置语言环境，以书面形式考查考生英语口头交际能力和逻辑思维能力。它具有较强的综合性和灵活性。 一、答题技巧： （一）要明确答题步骤。一般分三个步骤：认真审题，明确语境；浏览对话，上下对照；沉着做答，重读复核。通过浏览快速通读全文，了解补话试题的大致内容及情景，并针对该试题所设情景，在头脑中快速筛选使用什么语句，把自己想象成对话中的一个角色，切身体验如何进行对话交际。在答题时，一定要联系全文，并做到填完复查。 （二）交际用语要牢记。如打电话、问路、购物、看病、邀请、约会、就餐、谈论喜好、意愿、安慰等常用句式。要需要熟悉中西差异，掌握两个不同民族的交际习惯，特别是在和生活有关的口语运用中，比如在电话用语中，用“This is…”表达“我是…”，而不是“I am…”。要加强学生语言基本功训练和语法操练。 （三）慧眼能够找问题。近年的对话命题都是以问答形式展开的，而且以考查问句居多，所以在平时学习中一定要注意各种时态一般疑问句的基本句型，多进行同义句和划线提问题的训练。通常在补全对话命题中可以根据答语来确定疑问句的种类，如以yes, no作答的肯定是一般疑问句和反意疑问句；以时间、地点或方式等细节信息作答的多为特殊疑问句。 （四）把握上下合逻辑话。任何一篇完整的对话通常包括三个阶段：提出话题、展开话题和结束话题。解题时应充分利用所给的词句信息，切身体会事态、语段发展变化，以掌握对话，使所写句子与上下文呼应，争取做到天衣无缝。要充分利用所给的提示或上下文甚至文章中的标点信息，认真分析上下文是做好补全对话题目的
（准备好礼物、签约合同、双方谈判者的名牌，两国国旗） 1、进场、落座（握手欢迎，面带微笑） A1.B1总，您好！欢迎欢迎欢迎（随行人员：您好，您好，您好……） 2、寒暄 A1.B1总你们今天辛苦了。昨天晚上休息得怎么样，还习惯吗？对我们的安排还满意吗？ B1.贵公司给我们安排的酒店非常舒适。 A1.饭菜还和您胃口吗？ B1.哈哈哈，中国饮食文化博大精深，昨天我们真是大饱口福呀~ A1.我们公司呢特意给您准备了一份中国小礼物（起立，双手递上），希望您能够喜欢（此处应该有礼物，加亮!!） B1.（起立，双手接过）A1总，您真是太客气了，礼物我非常喜欢。 3、切入主题，介绍谈判代表 A1.再次欢迎各位谈判代表来中国进行业务洽谈，希望我们这次能够合作愉快。B1总，那我们现在可以开始了吗？ B1.好的，可以开始了。 A1.首先呢，我想请我的助理来介绍下我方的代表。 A2.（起立）现在呢，由我来介绍下我方的代表。这是我方总经理A1（A1起立，你们好）； 这是我方市场部经理A3,这是我方采购部部长A4,这是我方技术总监A5,还有这是我方法律顾问A6。我是总经理助理A2，你们好！（坐下） B1.现在呢由我方秘书来介绍一下我方的人员。 B2.这是我们的执行总监B1（B1起立，大家好），这是我们的销售部经理B3，这是我方财务总监B4，这是我方技术总监B5,还有这是我方法律顾问B6。我是助理B2。（坐下） 4、双方进行第一轮磋商（旁白A2） B1.在前期的谈判中，我们对你方提出的合同价格并不是十分满意，为了尽快促成合作，我方在“十一”之际与贵方谈判，希望这次双方能达成一致的意见。 A1.我方对贵方所表现的诚意再次表示感谢。经过慎重的考虑，决定在原来的报价基础上再提高10万美元，也就是225万美元。您看怎么样？ B4. 贵方报价实在太低，恕我们对这次报价很难认同。我方建议合同报价为240万美元。 下面由我公司的销售部经理B3给出最新的市场调查情况。 B3. 好的，下面由我来说一下。我公司一直致力于开发高端的技术产品，研发的技术产品在美国、欧洲以致世界市场上都得到很好的反响。根据市场部分析，近年来我公司在中国市
初中英语补全对话答题技巧 答题理念：问什么答什么，答什么问什么。 1本题分析:五个句子,分值10分,这是一道“实惠”题，比起作文六十个单词15分简直太划算了，可是就这样的题好多学生难以拿分，甚至放弃，实在可惜。并且有上下句的提示和语言环境，如果能够把握此题，是很好拿分的。只要句子符合上下文环境，语法正确，即可拿分。 2 必有问句：这是本题的最大特点，原因很简单。两个人说话，各说各的，互不相问，对话是很难进行下去的。一般会有2-4个问句，个别篇甚至五句全是问句。这个特点对于写出正确的句子极其有用。 3 问答相随：就是“问什么答什么，答什么问什么”，在答句中找出问句的依据，在问句中找出答句的内容或方向。比如：A：--------------?B：There are three people in my family.那么根据下句答语，上句问题应该是问家有多少人的-How many people are there in your family? 4 紧接话茬：没有问答的句子好似比问答句难了一些，实则不然，因为这样的句子更有灵活性，发挥的空间更大，标准答案往往有十几个，甚至更多。只要符合语境，语法正确即可得分。 5 积累话题：中招的补全对话的话题是有范围的，河南省的复习提要上都有明确的范围，只要学生对这些对话熟悉，看到一篇对话，就能够快速找到对应的话题，然后写出最标准的句子。 6能套则套:如果能找出现成的句子，就不要去自己造句子。标准的句子是最容易得分的，造出的句子一是可能有语法错误，而是可能生硬致使老师判错，不给分。 7可用短句：有些句子是在想不出怎么写的，或者没有把握把完整的句子写对，就可以用一些省略句表达，一般是不会扣分的，比如：Why? What? How many? How much? 等句子。 8迎合试题：有些同学知道句子该怎么写，可是没有选择最常用的句子而导致失分。大部分题目的意思是非常明确的，它就是要求你写出某个句子，这是就要迎合试题，准确得分。
一、人物介绍： 大家好，我方是此次空调设备的采购团，我是财务总监，负责此次谈判中的财务问题。今天，我方出席本次谈判的有我方主谈：李翠，此次谈判全权代表；法律顾问：李婧，负责谈判及合同的法律问题。我们的团队是非常优秀的团队，相信我们一定可以取得此次谈判的成功！场景一：开局寒暄 A：欢迎你们来到我们公司，路上辛苦了。 B：不辛苦不辛苦，你们公司很漂亮啊。 A：还可以吧，江西是一个美丽的城市，这里风景独特、气候宜人，还希望您多在我市歇息几日，同时也好让我校略尽地主之谊。 B：早就听说了你们江西的庐山，那有时间一定要去领略一番。 A:好说好说。不知道你们这次来打算留几天啊，我们尽快给您安排一下旅游行程怎样？ B：感谢贵公司的一片好意，但由于我们公务还比较繁忙，就不宜多打扰了。 A：理解理解……那我们就尽快办完正事吧。 场景二：中期谈判 甲：我方政府预计将购买100台空调，以方便办公使用。经政府批准，我们便与贵公司取得联系，以便我校对贵公司的产品有更加详细的了解。 乙：谢谢贵校的赏识，那我就现介绍一下我公司的产品情况吧。我公司属于国内大型的家电企业，以生产和销售“海尔”品牌为主的空调产品。这是该几款产品的详细资料。 （递资料） 甲：（翻阅产品资料）贵公司的产品确实不错，不知贵公司产品是否能达到我方的配置要求？乙：我公司产品都是按照国家标准生产，并且通过国家产品质量检查，产品品质是绝对保证的。但不知贵校所说的配置有什么特殊要求？ 甲：贵公司可以参考一下这份分析资料。（递资料） 乙：（翻阅资料）我公司在生产时也综合考虑了这类因素，所以在产品配置上是绝对符合标准的，还请贵校不用担心。而且我们会按照该要求加强产品配置生产的。 甲：我们通过私下探讨，看中了贵公司XX型号空调，产品感觉很不错。 乙：当然这款可是今年的热销产品，许多商家都已经脱销了，货源可能很紧张。不过，最近我们新到了一批YY型号的空调，比xx型号各方面的功能更优越。你们可以看看.（递给对方一张宣传单） 甲：这个……，我们再仔细看看，倒是挺吸引人的，似乎不错啊 东西倒是挺好，不知道价格怎么样啊？ 乙：官方报价是4000。 甲：等等！价钱这么高？比我们选定那款高1000呢，是不是太贵了，好像不太合适。 乙：我们这可是原装的，质量有保证的！ 甲：我们还是要之前这款吧。 乙：既然如此，我们也不强求，只是个建议嘛！ 场景三：最后磋商 甲：在我们收集的资料中，贵公司报价偏高。我们这里有一份同系列产品的报价表。希望贵公司参考一下，提出一个令我方容易接受的价格。（递报表） 乙：（翻阅资料）我方报价是考虑了多方面因素的综合报价，比如贵方的一些特殊的配置，这些配置在生产上需要增大一定的生产投入。 甲：但在报价表中，别家报价比贵公司低1%左右，产品的配置也符合我们的要求。而且现在我方只是先试购一部分，如果效果很好，我方将大量购置。还望贵公司给出合理报价。乙：考虑到贵方的实际需要和我们的长期合作，我方同意降价1%。
课程编号： 《商务谈判与沟通》课程教学大纲 40学时3学分 开课单位：XX学院 课程编号：教学时数：40学时学时分配：4节/每周学分：3分 适用于本专科工商管理、市场营销、国际贸易、商务管理、电子商务等专业 一、课程概况 《商务谈判与沟通》课程是经济管理类专业的一门实用性较强的专业课。谈判活动是一种普遍的人类行为，是人际间一种特殊的双向沟通的交往方式，也是学生在将来社会经济生活中必须经常要面对的实践活动。本课程的任务：以实际商务工作对商务谈判人员的素质与能力为导向，以学生商务谈判素质技能和人际沟通技巧的培养为目的，以理论够用为原则安排教学，使学生树立正确的商务谈判意识，熟悉商务谈判的流程，掌握商务谈判沟通的技能。 本课程是经管商务类专业最基础的课程，要求学生具有一定的人文素质修养和商务基础知识。 二、教学基本要求 学完本课程，要求学生了解商务谈判人员所具备的基本素质和修养，理解商务谈判的过程和谈判前后所应准备的知识，掌握成功商务谈判的方法和人际沟通技巧，为自身职业发展打下良好的基础。 课程教学中必须使用多媒体教学，教学中要理论联系实际，采用多种教学方法，重视案例教学，提高学生解决综合问题的能力。 三、课程的教学内容 （一）课堂讲授的教学内容 内容标注★为本章重点，标注※为本章难点。 1、商务谈判概念与原则
谈判活动的普遍意义；谈判的概念及特征；商务谈判的价值评价标准★※；商务谈判的基本原则与类型★※；软式谈判法、硬式谈判法、原则型谈判法★；商务谈判的主要类型；商务谈判的一般程序。 2、商务谈判组织与管理 商务谈判人员的素质要求；商务谈判班子的构成；谈判能力的测试※；对谈判行为的管理与控制。 3、商务谈判的筹划与准备 谈判信息收集的主要内容；谈判信息收集的方法途径★；商务谈判信息的处理；谈判的可行性研究与方案制订；谈判环境的分析★；谈判对手的分析★※；谈判者的自我评估；成本效益分析；商务谈判方案及执行计划；谈判的物质条件准备；谈判地点的选择；谈判场景的布置；模拟谈判的假设条件拟定※；模拟谈判的方法；模拟谈判的总结。 4、商务谈判策略 开局阶段的谈判策略★※；报价阶段的谈判策略★※；磋商阶段的谈判策略★※；谈判僵局处理的策略★※；结束阶段的谈判策略。 5、商务谈判的沟通技巧 谈判过程中的陈述、提问、应答技巧★；有效倾听的技巧；谈判过程中的人体语言沟通；商务电话沟通技巧；网络沟通技巧。 6、推销谈判的沟通技巧 推销的内涵和特征；推销洽谈方法和技巧；处理顾客异议的方法和技巧；约见顾客的技巧；成交信号与成交技巧 7、国际商务谈判 国际谈判与国内谈判的共性特征与差异性比较略★；美国、日本、俄罗斯、英国、德国、法国等中国主要贸易伙伴的谈判风格。 8、商务谈判礼仪 礼仪的含义及作用；服饰、会面、名片、举止、交谈、接待、签字、馈赠等方面的商务礼仪要求。
补全对话必背句型 购物： 1.Can I help you ? -Yes ,please. 2.What color do you want ?\What sizes do you want ? 3. How many/much do you want ? 4.How much is it/are they？? 5. Can I try it on ?\ May I try it on（试穿）? -Of course.\ Sure , you can. 6.I’ll take it. 7.What kind of noodles would you like ?–I’d like beef noodles. 8.Thank you . –You ‘re welcome. 问路： 1.Excuse me? – Yes? 2.Can you tell me how to get to …?\Could you please tell me how to… 3.Where is …\(Where is the nearest hospital?)\… 4.How far is it ? 5.How long does it take? 6.How can I get to … 7.Go straight \Go down . Turn right\left 8.Can I ride a bike there ? 天气： 1.What’s the weather like? 2.How’s the weather ? 3.What will the weather be like tomorrow? 4.It’s sunny\rainy\cloudy\windy\snowy… 5.Which season(季节) do you like best? 6.I like Spring \Summer\Autumn\Winter. 假期，周末活动： 过去时 1.How was your weekend?\ How was your school trip\ How was your day off? 2.What about your vacation?你的假期怎么样？ 3.What did you do on weekends\ on school trip? ------I went to Hongkong. 4.Did you buy anything/ any souvenirs?----Yes, I did./ No, I didn’t. 5.Who did you go with? 6.How long did you stay there? 将来的假期计划 7.What are you going to do next weekend？
中考英语补全对话常用句型全归纳并附真题及答案 Revised final draft November 26, 2020
补全对话 归纳总结功能相同的句型： 打电话：我们中文中如果是接电话会说：我是某某人，请讲，所以对应的英语翻译是：I am -- .speaking,please。但是英语却不是这样的，正确的英语是：This is --speaking。 May I speak to Mr. Li I'd like to speak to Mr. Li, please. 对，我就是。 Speaking.或者This is Mr. Li speaking. (对，我是。) 您是哪位 Who's calling, please或者 Who's speaking, please 或者Who is this, please? This is Tom speaking．我是Tom。 其他 Is Sue James in休·詹姆斯在吗？ I'm sorry, he's not in right now. (对不起，他出去了。) He's not in. 或者He's out now. 感谢类： Thanks！ Thank you！ Thanks a lot！ Thank you very much! Thank you very，very much! 答谢类：That’s all right . 没关系. That’s OK. 没关系. Not at all. 不用谢. You are welcome.不必谢. It’s a pleasure. 道歉类： Sorry. I am sorry… I am sorry for… 应答类：That’s all right. It doesn’t matter. That’s nothing. 建议类：You had better … Shall we do… What about doing… How about doing… Why not do… Let’s do sth … OK Would you like some … 同意类： OK. Sure. Certainly. All right. Yes, please. Yes, I think so. I agree with you. 不同意类： I am afraid not. Sorry, I don’t think so. I re ally can’t agree with you. 祝愿祝贺类 Good Luck to you! Best wishes! Have a good (nice) time! Congratulations to you! Happy Teachers’ Day! Happy birthday to you! Happy New Year! Merry Christmas! 3. 熟记“问” 字句型 问天气：What’s the weather like today? How is the weather today? 问时间：What’s the time? What time is it? 问职业：What’s your father? What’s your father’s job? What does your father do? 问价格：What’s the price of the book? How much is the book? How much does the book cost? How much should I pay for the book? 问年龄： How old are you? What’s your age 问地址： What do you live? What’s your address? 问姓名：What’s your name? Could I have your name, please? Do you mind my knowing your name? Do you mind if I know your name? Can you tell me your name? 问词意： What do you mean by saying the word? What’s the meaning of the word? What does the word mean? 问单位： Where do you work? What company are you working for?问爱好： Which do you like best? Which do you prefer?
商务谈判模拟场景对话稿 卖方/（买方）总经理：大家早上好，首先由我代表永辉超市股份有限公司对深圳景田食品饮料有限公司的到来致以真诚的问候。我是总经理张翠平，下面由我介绍我方的谈判成员。财务总监 XX 先生，市场调研员XX 先生，销售总监XXX 女士 主谈：希望本次谈判能够圆满成功，双方能够维持长期友好的合作关系。 买方：正题：我方已对贵公司的产品进行了了解，表示对贵公司的产品很满意，（我方一致同意并邀请贵公司来这里会晤与商谈。） 买方：（我方非常乐意以贵方公司就我们合作的事宜进行洽谈，希望今天的洽谈有个愉快的结果） 买方：贵方提出产品合作中的条款我方可以接受，但是由于我方公司正着力拓展北京、安徽区域，力争发展成为全国性生鲜超市龙头企业，跻身中国连锁企业前列我方需要购买（多少箱水），数量多，所以我方本次报价为（多少元每箱）。 卖方：贵方的报价经过我方仔细的考虑与讨论，一致认为贵方的报价过低，以长期合作的角度来看希望贵方再考虑一下给出一个我方可以接受的报价。 买方：总经理：那么贵公司预想的报价是多少呢？
卖方：（............................. ） 买方：我方是经过仔细的市场调查之后得出这个合理的价格，但贵方公司的报价较高不知贵方是否能给出一个合理的理由呢。 卖方：总经理（详细讲解）：下面请贵公司看下资料（景田矿泉水的优势） （总经理将资料分发给对方）讲解………所以提出这个价格已经是很合理了 买方：其实我们也是基于贵公司的（优势：例如：先进技术和贵公司在市场上的声誉等），在众多公司中选择与贵公司合作，而且通过近几次的接触和了解，我们也被对方的诚意所打动，我方以十二分的诚意与贵方商谈，我们衷心希望我们能在最终价格上达成共识。 卖方：我方十分感谢贵方特意为此合作抽出宝贵的时间，我方也能体会到贵方对本次合作的重视，我方也是带着十分尊重贵公司的提议进行谈判的。 买方：关于我方提出的（每箱多少元）报价请贵方好好的考虑一下降低贵方的利润空间，在价格上做出进一步的让步，我方接受贵方的邀 请来（地点）进行谈判可见我们对此次合作的重视。 卖方：我方能体会到贵方的心情，也确实很感谢贵方的付出，但是价格的让步似乎有些太大了，这样一来我方不知如何获利，这样吧，为了体现我们的诚意，将价格降至XXX 万元（价格仍低于对方的报价）。