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。
