商务英语谈判1-阶段复习课程

商务英语谈判第一篇：商务英语谈判Chapter 1 :1.Negotiation is the process we use to satisfy our needs when someone else control what we want.2.Different types in Theory and Practice:a)Competitive style: To try to gain all there is to gainb)Accommodative style(通融式谈判): To be willing to yield all there is to yieldc)Avoidance style: To try to stay out of negotiationd)Compromising style(妥协谈判): To try to split the difference or find an intermediatepoint according to someone principlee)Collaborative style(合作谈判): To try to find maximum possible gain for bothpartiesf)Vengeful style(报复谈判): harm the otherg)Self-inflicting style(自损谈判): harm oneselfh)Vengeful and self-inflicting style: harm the other and also oneself3.The goal of collaborative negotiation is to manage the dispute so that the outcome is more constructive than destructive.4.Principled negotiation is centered around four consideration(PIOC):a)People: separate the people from the problemb)Interests: focus on interests, not positionc)Options(选择): invent options for mutual gainsd)Criteria(条件): insist on using objective criteria5.Personal interests are interests of individuals whoparticipate in anizational interests are of collective bodies such as private or state-owned enterprises, institutions and other kinds of entities(实体)6.Case study: During the Cold War......against it.2)They followed the “National interests go before organizational interests.” principle第二篇：商务英语谈判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 much.Now 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 somesteam 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 tomorrow.Goodbye.Miss Su.A: See you and thanks for coming, Mr.Zhou.第三篇：商务英语谈判剧本《商务英语谈判》实训场景甲方（A-BUYER）: 刘云（A-Candy），贺小娟（A-Mariah）乙方（B-SELLER）: 岳志平（B-Zoe），黄真真(B–Miss.H)（Introduction）A-Candy: How do you do.B-Zoe: How do you do.A-Candy: On behalf of Luoyang Reisen Electronic Co.Ltd, I’m very glad to see youhere.Since we are not familiar, shall we just go round the table, makingsure we know each other.Mariah, why don’t you start.A-Mariah: OK, nice to meet you.This is our Purchasing Manager, Candy.I’m theassistant, Mariah.I will be in charge of preparing our negotiation andarrange the routine work.B-H: Nice to meet you too.This is our Sales Manager, Zoe.I’m the assistant, H.Welcome to our head office.A-Candy/Mariah: Thank you.B-Zoe: Before we start, would you like something to drink? A-Candy: That would be nice, just tea please.Thank you.（At the office, small talk）A-Candy: Well, how is business in your sector? B-Zoe: Not too bad, we have got a lot of work to do for the new budget in this year.And we’ve seen a obvious rise in sale.A-Candy: Un, sounds good.B-H: Is this your first time to America, Candy? A-Candy: No, this is my second time to come here.I am very impressed on this city.B-H: I am veryglad to hear that.I hope you have a good time these days.What aboutyou, Mariah? A-Mariah: This is my first visit.I am so happy to have the opportunity to visit thisbeautiful city.I like it very much.B-Zoe: I hope you like this beautiful city.I wish to thank you for coming here.Shall we start? ALL: Yes!(The beginning of the negotiation)A-Candy: Here we go.I think everyone has got the agenda.T oday, we have a lot to discuss.We mainly talk about three points: the price, payment method, anddelivery.Would you like to talk about price firstly, He? A-Mariah: Yes, I’d like to, this is our first cooperation.we know you are the leadingcompany of office furniture in the USA, and have been in this line formany years.So we are happy and previledged to have this chance tocooperate with you.However, from your letter of Oct.1st, we know thatyour quotation is too high for us to accept.I hope you can give us somereduction.B-Zoe: I am afraid it is quite hard for us to reduce.The price of our product isreasonable and our design is unique.B-H: Besides, our products enjoy a good reputation in the world.A-Candy: I know, but I still wish you to make a concession in the price.we can not accept your offer unless the price is reduced by 5% off? B-Zoe: 5%? I am afraid we can not accept it.However, considering that this is ourfirst cooperation, maybe we will have further cooperation.How about 1%?This will be our precedence.A-Mariah: Compared with the real market price, your quotation is still too high.B-H: But this is the maximum reduction we can offer.A-Candy: I know what you mean.But we can not accept 1% reduction.If you don’t give us more reduction, maybe we will lose the chance to cooperate.B-Zoe: Oh, no, I think we have much room to negotiate.A-Candy: We know you are an international corporation.I think 5% reduction isacceptable for you.B-H: Thank you for believing.However, our quotation is really quite low in this line.A-Mariah: But this is the first time to use your products.T o some extent, we are not sure whether your products are suitable.So your quotation is notreasonable for us.A-Candy: Yes.It is difficult for us to accept your reduction of 1%.I hope you cangive a further reduction.B-Zoe: Can I make a suggestion? How about 3% off? But you have to place an orderfor 50 sets at least, and you pay us by full payment in a lump sum.B-H: Frankly, this is a favorable price only for old friends.Besides, our workmanshipand de sign are better than others’.Therefore, this type of furniture will be wellreceived in your market.A-Candy: But full payment in a lump sum is difficult for us.A-Mariah: Yes, due to the large amount, it will cost much time to raise the funds.How about pay by installments?A-Candy: We can offer 40% of the commission ahead of time.B-Zoe: All right.Considering this is our first cooperation, Ican accept yoursuggestion.A-Candy: Fine, thank you.(Discuss about the delivery)A-Candy: OK, the last question is delivery.B-H: I believe we can reach an agreement on delivery.A-Mariah: We’d like you to advance the shipment before November.B-Zoe: I have to say sorry, because our factory is fully committed this month.A-Mariah: Then when is the earliest shipment we can expect? B-H: Let me check.We can deliver the goods in early December.A-Candy: That’s too late.We have to meet the demand of marrying couples, and planto put these products before they married.B-Zoe: I understand.Please believe me that we won’t disappoint our customers.Willyou accept partial shipment? The goods can be shipped on September 10th andOctober 10th in two equal lots.A-Candy: That sounds a good suggestion.B-H: Anything else? A-Mariah: As for the port of destination, it should be the port of ShanghaiTransshipment.B-Zoe: Fine.（The negotiation is going on）B-H: The last requirement is that we must receive your L/C 15 days before shipment.A-Candy: No problem.A-Mariah: If you don’t mind I want to know what kind of L/C you require.B-Zoe: we prefer the L/C at sight.Could you pay us by it? A-Candy: All right.If there is no question, let’s go through the terms: You offer us3% reduction, partial shipment.We pay by installment and offer 40% ofthe subscription.Agreed? B-H: Yes, exactly.(Arrangement for business dinner)B-Zoe: I’m very glad that we finally come to an agreement after repeated negotiation.A-Candy: I wish we willhave further cooperation in the future.A-Mariah: Congratulations to our success.B-H: Oh, it’s time for dinner.We have made a reservation at Royal Hotel.And weprepared traditional Chinese food for you.Such as diced chicken in chilli sauce，Dongpo Pork and sweet and sour fish.I bet you will like it.A-Candy/Mariah: Thank you.B-H: This way, please.B-Zoe: Please.第四篇：《商务英语谈判》教学大纲商务英语谈判大纲课程名称：商务英语谈判总学时数：36学时课程类别：专业课先修课程：国际贸易、外贸函电、…… 适用专业：商务英语专业一、课程的性质、目的与任务《商务英语谈判》是高校中商务英语类的精品课程之一。

商务英语谈判课程教案第一章：商务英语谈判概述1.1 课程介绍1.2 商务英语谈判的定义与重要性1.3 商务英语谈判的基本原则与流程1.4 商务英语谈判的策略与技巧第二章：商务英语谈判的语言技巧2.1 商务英语谈判中听说读写的能力要求2.2 商务英语谈判中的词汇与表达方式2.3 商务英语谈判中的语法与句型结构2.4 商务英语谈判中的听力理解与口语应答技巧第三章：商务英语谈判的交际策略3.1 商务英语谈判中的礼貌与尊重3.2 商务英语谈判中的非语言沟通技巧3.3 商务英语谈判中的角色扮演与模拟练习3.4 商务英语谈判中的跨文化交际问题与应对策略第四章：商务英语谈判的实战技巧4.1 商务英语谈判的前期准备与信息收集4.2 商务英语谈判中的价格谈判策略4.3 商务英语谈判中的合同条款与法律问题4.4 商务英语谈判中的签约与跟进技巧第五章：商务英语谈判案例分析与实践5.1 商务英语谈判成功案例分析5.2 商务英语谈判失败案例分析5.3 模拟商务英语谈判实践5.4 商务英语谈判实践中的问题与解决方案第六章：商务英语谈判中的沟通与协调6.1 商务英语谈判中的有效沟通技巧6.2 商务英语谈判中的协调与调解方法6.3 商务英语谈判中的冲突管理与解决策略6.4 商务英语谈判中的沟通案例分析与实践第七章：商务英语谈判中的说服与影响7.1 商务英语谈判中的说服技巧与策略7.2 商务英语谈判中的影响力构建与运用7.3 商务英语谈判中的心理战术与应对方法7.4 商务英语谈判中的说服案例分析与实践第八章：商务英语谈判中的合作与联盟8.1 商务英语谈判中的合作机会识别与评估8.2 商务英语谈判中的联盟建立与维护策略8.3 商务英语谈判中的合作伙伴选择与谈判要点8.4 商务英语谈判中的合作案例分析与实践第九章：商务英语谈判中的风险管理9.1 商务英语谈判中的风险识别与评估9.2 商务英语谈判中的风险防范与应对策略9.3 商务英语谈判中的合同管理与违约处理9.4 商务英语谈判中的风险案例分析与实践第十章：商务英语谈判的综合能力提升10.1 商务英语谈判中的自我管理与自我提升10.2 商务英语谈判中的团队管理与协作能力提升10.3 商务英语谈判中的谈判策略创新与思维拓展10.4 商务英语谈判中的综合能力提升案例分析与实践重点和难点解析一、商务英语谈判概述重点：商务英语谈判的定义与重要性、基本原则与流程难点：商务英语谈判的策略与技巧的理解与应用二、商务英语谈判的语言技巧重点：听说读写的能力要求、词汇与表达方式难点：语法与句型结构在实际谈判中的应用三、商务英语谈判的交际策略重点：礼貌与尊重、非语言沟通技巧难点：跨文化交际问题与应对策略的灵活运用四、商务英语谈判的实战技巧重点：前期准备与信息收集、价格谈判策略难点：合同条款与法律问题的理解与运用五、商务英语谈判案例分析与实践重点：成功与失败案例的分析难点：模拟商务英语谈判实践的指导与问题解决六、商务英语谈判中的沟通与协调重点：有效沟通技巧、协调与调解方法难点：冲突管理与解决策略的实际操作七、商务英语谈判中的说服与影响重点：说服技巧与策略、影响力构建与运用难点：心理战术与应对方法的运用八、商务英语谈判中的合作与联盟重点：合作机会识别与评估、联盟建立与维护策略难点：合作伙伴选择与谈判要点的决策九、商务英语谈判中的风险管理重点：风险识别与评估、风险防范与应对策略难点：合同管理与违约处理的实施十、商务英语谈判的综合能力提升重点：自我管理与自我提升、团队管理与协作能力提升难点：谈判策略创新与思维拓展的应用全文总结和概括：本教案针对商务英语谈判的各个方面进行了深入的讲解和练习，从谈判概述到实战技巧，再到案例分析与实践，涵盖了谈判过程中的各个环节。

Phases of Business Negotiation商务谈判的阶段Business negotiations are conducted in the following four phases:the preparation phase（准备阶段）；the opening phase（开始阶段）：1.proposal:exploration(试探), bidding（报价）;2. reflectingthe bargaining phase（讨价还价阶段）: bidding & bargainthe closing phase（结束阶段）：settling（成交）and ratifying（批准）笼统一点分就是：Pre-negotiation (前期准备阶段)Face-to face negotiation (面对面谈判阶段) : the opening phase（开始阶段）：1.proposal:exploration(试探), bidding（报价）;2. reflectingthe bargaining phase（讨价还价阶段）：bidding & bargainthe closing phase（结束阶段）：settling（成交）, ratifying（批准）Post-negotiation (谈判后期阶段)：summary of the negotiation (谈判总结)评估谈判过程评估对手评估谈判对手评估谈判结果For word meaning and business value might differ. If there is some negative feedback, it might cause another round face-to-face negotiation. Therefore, the terms agreed on should be read to each after the concessions are exchanged. The discussions should be held by means of minutes of the meeting. Or something unpleasant or unexpected might happen in the later on course of implementation of the contract unless both sides paid enough attention to every detail. It’s best to confirm that both sides understand everything they have agreed on before they leave the table.Modules of Business Negotiation商务谈判的环节Enquiry & Reply (询价与答复)Offer & Counter-offer (报盘与还盘)Acceptance & Conclusion of a Contract (接受与签订合同).Note:For word meaning and business value might differ. If there is some negative feedback, it might cause another round face-to-face negotiation. Therefore, the terms agreed on should be read to each after the concessions are exchanged. The discussions should be held by means of minutes of the meeting. Or something unpleasant or unexpected might happen in the later on course of implementation of the contract unless both sides paid enough attention to every detail. It’s best to confirm that both sides understand everything they have agreed on before they leave the table.The Preparation Phase准备阶段The pre-negotiation stage starts from the first contact between the two sides whose interest in doing business with each other is shown. From this stage on, both sides begin to understand each other’s needs, declare values and evaluate the benefits of entering the process of this negotiation. This stage is usually more important than the formal negotiations in the international business relationship. Social and informal relationships between negotiators, trust and confidence in each other are of great help. Both sides also start to form their strategy for face-to-face negotiation as well as try to foresee and take precautions against possible events. To be fully prepared before negotiations, negotiators will have to take into consideration the following aspects:the negotiation team, gathering of information, and the negotiation brief.谈判的准备阶段从双方有意合作的第一次接触时就开始了。