商务英语谈判unit 13 Conclusion of Business[精]

商务英语谈判情景对话（5篇）商务英语谈判篇一Business NegotiationA: The seller Miss su representingKai ya Chocolate Manufacturing Co.LtdB: The buyer Mr.zhou representing zhong shang supermarket.A: Good morning, Mr.Zhou.Glad to meet you.B: Good morning, Miss su.It’s very nice to see you in person.A: How are things going?B: Everything is nice.A: So, what’s the topic of today’s meeting?B: Ok, after the last talk, we appreciate you price very let’s talk about the terms of payment.Would you accept D/P? I hope it will be acceptable to you.A: The terms of payment we usually adopt are sight L/C.B: But I think it would be beneficial to both of us to adopt more flexible payment terms such as D/P term.A: Payment by L/C is our usual practice of doing business with all customers for such commodities.I’m sorry we can’t accept D/P terms.B: As for regular orders in future, couldn’t you agree to D/P?A: Sure.After several smooth transactions, we can try D/P terms.B: Well, as for shipment, the soon the better.A: Yes, shipment is to be made in April, not allowing partial shipment.B: can you make it earlier? May be in March, our customer is eager for them.A: All right.Let me have a check, oh!There are some steam vessels available to your port, so we can make it in March.B: Good!By the way, when can I expect to sign the S/C?A: Mr.Zhou, would it be convenient for you to come again tomorrow morning.I’ll get the S/C ready tomorrow for your signature.B: That’s fine.See you Su.A: See you and thanks for coming, Mr.Zhou.常用商务英语谈判对话开场介绍篇二常用商务英语谈判对话:开场介绍篇编辑:Smart(1)A: I don’t believe we’ve met.B: No, I don’t think we have.A: My name is Chen Sung-lim.B: How do you do? My name is Fred Smith.A: 我们以前没有见过吧？B：我想没有。

重点：1)What is Negotiation“Negotiation”means “doing business”or a discussion aimed at reaching an agreement.Four main phases of negotiation:The preparing phase （预备阶段）The debating phase （争论阶段）The proposal phase （建议阶段）The bargaining phase（讨价还价阶段）或者是Pre-NegotiationFace-to-Face Negotiation ( At the Negotiation )Post-NegotiationWhat is business negotiationBusiness Negotiation is a kind of discussion aimed at reaching a business agreement or abusiness contract.Four stages in business negotiationnon-task sounding （开局前的试探）task-related exchange of information （交换与谈判目标有关的信息）persuasion （说服）concessions and agreements （让步与同意）3）Some Issues that Chinese Corporations and Negotiators Need to AddressChinese businessmen tend to have business negotiations in a rather indirect manner, as opposed to the direct manner of American businessmen.The decision-making process of Chinese companies is generally both slow and time-consuming. On the other hand, American companies usually operate with quick decision made by the top management.Different Business Communication Styles between China and the USAManner: Direct Manner / Indirect MannerDecision-Making: Quick, Top-Down / Slow, Tine-ConsumingWork Ethic: Individual Oriented / Social PressureValue Results more than its Process / Community Belonging, Priority to Planning Merits: Efficiency / Encourage CooperationCompetition in Workers / more HumaneDemerits: Frustrating Workers / Lack of Efficiency and Competition4）China’s Foreign Trade PolicyThe principle of China’s foreign trade is “equality, mutual benefit and exchanging what onehas for what one needs”.（平等互利，互通有无）5）An Introduction to the Five Links of International Business NegotiationEnquiry （询盘）Offer （发盘）Counter-Offer （还盘）Acceptance （接受）Conclusion of a Contract（缔结合同）Of course, it is not necessary to have all the five links taken for every transaction. Sometimes, only offer and acceptance will do. It is stipulated in the laws of some countries that only offer andacceptance are the two required factors, failure of which will make no contract.Brief Introduction to Incoterms®2010Incoterms are used in international import/export contract to show the responsibility of the buyers and the sellers. They define who is responsible for “freight”or “carriage”(transportation) , insurance against risks, “duty”(tariff) and “clearance”(import and export documentation).The word “INCOTERMS”is short for International Rules for the Interpretation of Trade Terms, and most frequently used in international sales transactions.The latest version is INCOTERMS ® 2010, which already became effective on Jan. 1st 2011. Previous versions, including INCOTERMS 2000, are now outdatedThe ® sign means a registered trade mark, it became a necessary part of Incoterms ®2010 International Tender or Bid 国际性招投标Concepts Related Tender or Bid onTender 投标(British English)Bid 投标(American English)submit a tender / bid（submission of tender / bid）投标Tenderer or bidder 投标者Winning bidder / successful tenderer 中标者To invite tender / bid 招标Invitation for (to) tender / Bids 招标Tenderee / the bid inviting party 招标人/ 招标方Generally speaking, people often using tendering / bidding to refer to invite tender / bid and tender / bid.Tendering / Bidding 招投标International tendering / international bidding 国际招投标Submission of Tender (投标)Tenders’/ Bidders’behaviors to deliver their bid / tenders forms to the tenderee according to the conditions of the Tender notice within the specified period of time.投标人根据招标公告或招标单规定的条件，在指定的时间内向招标人递盘的行为。

Unit10 Conclusion of business谈判结语10.1 Samples例文Dialogue AA: Mr. Brown, I’m glad we’ve come to terms for the transaction, shall we examine the details before we draft the contract?B: Yes, go ahead.A: We will supply you with 5,000 straw bags at USD 9 per piece CIF Sydney. Shipment by the middle of October. Payment by irrevocable sight L/C. Am I right?B: Yes, and the straw bags should be wrapped individually in a poly bag, 10 dozen to a carton. The packaging must be waterproof as well as strong enough to stand shock and rough handling.A: You needn’t worry about that.B: And insurance should be effected by you with PICC for 110% of the invoice value against All Risks.A: Please open the letter of credit 15 to 30 days before the date of delivery so that we’ll have enough time to make all the necessary arrangements. Another thing, the L/C should be valid until the 15th day after shipment.B: No problem.A: Right. Last, but not least, the inspection is to be carried out by Guangzhou Commodities Inspection Bureau, which is final and binding on both parties.B: Yes, we agreed to that. But remember that you should issue a certificate of quantity and fumigation. If the quantity of the goods does not conform to that stipulated in the contract, we will refuse to accept the goodsA: All right, if there should be any disputes, we wish to have them settled through friendly discussions.B: I share the same idea.A: Well, it seems we have covered everything. We’ll have the contract ready in a couple of days.B: Then, I’ll come in two days to sign.A: Good.A：布朗先生，很高兴我们已达成了交易。

进行商务谈判英语作文Business Negotiation。

Business negotiation is a process of communication between two or more parties with the aim of reaching an agreement. It is an essential part of business operations, as it helps to establish and maintain relationships with suppliers, customers, and partners. Negotiation skills are crucial for business success, as they enable individuals to achieve their objectives while maintaining positive relationships with others.The first step in business negotiation is to set clear objectives. This involves identifying what you want to achieve from the negotiation and what you are willing to give up in exchange. It is important to be realistic about your objectives and to consider the needs and interests of the other party.The second step is to gather information about theother party. This involves researching their business,their products or services, and their negotiation style. It is also important to understand their needs and interests, as this will help you to identify areas of common ground and potential trade-offs.The third step is to prepare for the negotiation. This involves developing a negotiation strategy, which includes deciding on the negotiation style, the opening offer, and the concessions that you are willing to make. It is also important to anticipate the other party's responses and to prepare counterarguments.The fourth step is to conduct the negotiation. This involves opening the negotiation, exchanging proposals and counterproposals, and making concessions. It is important to remain calm and professional throughout the negotiation, and to listen carefully to the other party's concerns and interests.The final step is to reach an agreement. This involves documenting the terms of the agreement and ensuring thatboth parties understand and agree to them. It is also important to follow up on the agreement and to maintain a positive relationship with the other party.In conclusion, business negotiation is an essential skill for success in the business world. By setting clear objectives, gathering information, preparing for the negotiation, conducting the negotiation, and reaching an agreement, individuals can achieve their objectives while maintaining positive relationships with others.。