商务英语谈判范文

2022-08-03 来源：其他范文收藏下载本文

推荐第1篇：商务英语谈判

Busine Negotiation

A: The seller Mi su representingKai ya Chocolate Manufacturing Co.Ltd

B: The buyer Mr.zhou representing zhong shang supermarket.

A: Good morning, Mr.Zhou.Glad to meet you.

B: Good morning, Mi 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 busine 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 veels 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.Mi Su.

A: See you and thanks for coming, Mr.Zhou.

推荐第2篇：商务英语谈判

Chapter 1 :

1.Negotiation is the proce 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 gain

b) Accommodative style(通融式谈判): To be willing to yield all there is to yield

c) Avoidance style: To try to stay out of negotiation

d) Compromising style(妥协谈判): To try to split the difference or find an intermediate

point according to someone principle

e) Collaborative style(合作谈判): To try to find maximum poible gain for both

parties

f) Vengeful style(报复谈判): harm the other

g) Self-inflicting style(自损谈判): harm oneself

h) Vengeful and self-inflicting style: harm the other and also oneself

3.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 problem

b) Interests: focus on interests, not position

c) Options(选择): invent options for mutual gains

d) Criteria(条件): insist on using objective criteria

5.Personal interests are interests of individuals who participate in negotiation.Organizational 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

推荐第3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。该课程是为了顺应中国加入WTO后日益增多的国际商务往来对各种商务谈判人才的急剧需求而精心设置的，尤其适合国际商务、国际贸易、国际金融、国际企业管理、商务英语专业等对于复合型人才的培养。

该课程针对国际商务谈判的特点和要求，从实践的角度，分析研究国际商务谈判相关的国际惯例和国际商品交换过程的各种实际运作，以从事国际商务谈判的主要业务环节为主线，系统介绍各环节的操作规程和国际惯例。本课程科学地把商务知识、谈判知识、现代沟通的内容及形式与英语语言综合技能融为一体，目的在于帮助更多的学习者通过系统的商务英语谈判的学习，掌握商务谈判的基本理论知识，借助于灵活多变的谈判技巧，熟悉各种谈判活动，了解不同商务活动的人文背景、规范以及具体操作程序，从而提高商务谈判中分析问题和处理问题的能力，并使得学习者在英语应用能力的同时掌握商务英语专业知识，从而实现培养复合型人才的目标。

二、课程的教学基本要求与教学重点

通过系统的商务英语谈判的学习，学生们能够掌握商务谈判的基本理论知识，借助于灵活多变的谈判技巧，熟悉各种谈判活动，了解不同商务活动的人文背景、规范以及具体操作程序，从而提高商务谈判中分析问题和处理问题的能力。

三、课程内容及学时分配

1.总学时安排：

36学时。 2.内容与课时分配

Chapter 1 Principles of Busine Negotiation 商务谈判的原则（6课时） 1.1 合作式谈判的原则

1 1.2 利益分配原则 1.3 信任的原则

1.4 两分法谈判，双赢谈判和复杂谈判的原则

Chapter 2 Modules of Busine Negotiation 商务谈判的环节（4课时） 2.1 询价与答复 2.2 报盘与还盘 2.3 接受与签订合同

Chapter 3 Phases of Busine Negotiation 商务谈判的阶段（6 课时） 3.1 准备阶段 3.2 开始阶段 3.3 讨价还价阶段 3.4 结束阶段

Chapter 4 Strategies & Tactics of Busine Negotiation 商务谈判的策略和技巧4.1 主要的个人风格和团队风格 4.2 策略与技巧

Chapter 5 Types of Busine Negotiation 商务谈判的类型（6 课时） 5.1 货物/服务销售谈判 5.2 投资谈判 5.3 技术转让谈判

Chapter 6 Etiquette in Busine Negotiation 商务谈判的礼节（4 课时） 6.1 迎送礼仪 6.2 会见礼仪 6.3 赴宴和着装礼仪 6.4 签约礼仪

Chapter 7 Cro-cultural Negotiation 跨文化商务谈判（4 课时） 7.1 语言与交际 7.2 理解文化差异 7.3 不同文化的谈判特点 7.4 文化冲突管理

6 课时）（

四、选用教材：余慕鸿等，《商务英语谈判》，外语教学与研究出版社, 2005 参考书目：1.蒋磊，《国际商务英语谈判与沟通》，高等教育出版社, 2007 2.徐宪光，《商务沟通》，外语教学与研究出版社, 2001 3.金英，肖云南，《国际商务谈判》，清华大学出版社，2003 4.秦川，《商务英语谈判》，中国对外经济贸易出版社，2004

五、考核方式：模拟商务谈判

推荐第4篇：商务英语谈判试题

篇1：商务英语谈判考题湖北三峡*************学院

2011年春季学期《商务英语谈判》试卷适用班级__________________________ 考试班级_______________ 姓名_____________ 学号________________ 1.case study you represent a shoe manufacturer.your latest product is the so-called “self-heating” boots.the boots themselves control the temperature inside automatically through friction and rubbing of your feet against the inner side shanghai,＄58 a pair.now an american busineman wants to place an order for your shoes, but the price he counter-offers is only＄48 a pair.now you are negotiating.questions: a.what should you learn before you begin to bargain with the american buyer’s team? b.do you really believe ＄48 a pair is his minimum level? why? 第1页（共3页） 2.case study the subcontractor’s negotiators dutifully listed the iues.when we reached point forty-one we simply said, “can we start with number one?” then we went straight into negotiation.note carefully the dynamics of the situation.the subcontractor’s staff have just broken guideline three and were now negotiating forty-one points that they are never seen, planned and prepared for before.what’s more, twenty-seven of those points ere figments of our imagination.we simply made them up.we used them to create room to maneuver and to control the agenda.the subcontractor won twenty-seven points and we won on ly fourteen.第2页（共3页）they had clearly beaten us.question: how did the negotiator maneuver and control the agenda? 第3页（共3页）篇2：商务英语谈判用语特点

学年论文题目学生指导教师年级 2006 专业系别学院

商务英语谈判用语特点级英语教育英语系西语学院 term paper english department harbin normal uniersity title: the feature of language used in busine negotiation student: tutor: grade: grade 2006 major: english education department: english department college: faculty of western languages and literatures the feature of language used in busine negotiation abstract: this paper aims at summarizing the features of language used in busine negotiation.after a brief introduction to the functions and claifications of languages, the paper respectively presents the features of improper language and effective language used in busine negotiation.since negotiation is quite a practical activity, this paper sets forth a lot of vivid example added to the theoretical demonstration.key words: busine negotiation ; language features ⅰ.introduction 1.language implication in busine negotiation the language used in busine negotiation is to detect, hint, induce and even threaten the counterparts as reactions to their words, countenance, manners, body language and attitudes.it is the manifest of the negotiators’ ability of thinking and intelligence in logic way and that of convey of judgment, inference and demonstration to their counterparts or fellow negotiators 2.language function in busine negotiation the language used in busine negotiation functions a lot.a proper way of speaking involves clear statement, sufficient demonstration and sensible consideration and it can improve the chance to persuade the opponent, reach mutual understanding, coordinate the objectives and interests of both parts and secure the succe of negotiation.time space there are large differences in spatial preferences according to gender, age, generation, socioeconomic cla, and context.these differences vary by group, but should be considered in any exploration of space as a variable in negotiations.body language body language can be telling as it can help one determine the exact meaning of what the other side is saying and also can help you get your own meage acro.likes and dislikes, tensions, and aeing an argument are shown by numerous signs such as blushing, contraction of facial muscles, giggling, strained laughter or simply silence.wherever a party negotiates, the negotiator must watch and observe the other party.people, when seated, lean forward if they like what you are saying or are interested in listening.they sit back with croed arms if they do not like the meage.nervousne can manifest itself through nonverbal behavior, and blinking can be related to feeling of guilt or fear. iv.four dimensions of culture individualism-collectivism in individualistic cultures the focus of one’s behavior can be unashamedly self-centered.the individual can make objections, state his feelings and be openly篇3：商务英语谈判实例商務英語談判實例

商务谈判实例(一)(12月5日) 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: id like to get the ball rolling（开始）by talking about prices.r: shoot.（洗耳恭听）id be happy to answer any questions you may have.d: your products are very good.but im a little worried about the prices youre asking.r: you think we about be asking for more?(laughs) d: (chuckles莞尔) thats not exactly what i had in mind.i know your research costs are high, but what id like is a 25% discount.r: that seems to be a little high, mr.smith.i dont know how we can make a profit with those numbers.d: please, robert, call me dan.(pause) well, if we promise future busine――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 its hard to see how you can place such large orders.how could you turn over（销磬）so many? (pause) wed need a guarantee of future busine, 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 discu this further. 商务谈判实例(二) (12月6日) robert回公司呈报dan的提案后，老板很满意对方的采购计划;但在折扣方面则希望robert能继续维持强硬的态度，尽量探出对方的底线。就在这七上七八的价格翘翘板上，双方是否能找到彼此地平衡点呢？请看下面分解: r: even with volume sales, our coats for the exec-u-ciser wont go down much.d: just what are you proposing? d: thats a big change from 25! 10 is beyond my negotiating limit.(pause) any other ideas? r: i dont think i can change it right now.why dont we talk again tomorrow? next day d: i understand.we propose a structured deal（阶段式和约）.for the first six months, we get a discount of 20%, and the next six months we get 15%.r: dan, i cant bring those numbers back to my office――theyll turn it down flat（打回票）.d: then youll have to think of something better, robert. 商务谈判实例(三) (12月7日) dan上回提议前半年给他们二成折扣，后半年再降为一成半，经robert推翻后，dan再三表示让步有限。您知道robert在这折扣缝隙中游走，如何才能摸出双方都同意的数字呢？他从锦囊里又掏出什幺妙计了呢？请看下面分解：

r: how about 15% the first six months, and the second six months at 12%, with a guarantee of 3000 units? d: thats a lot to sell, with very low profit margins.d: (smiles) o.k., 17% the first six months, 14% for the second?! r: good.lets iron out（解决）the remaining details.when do you want to take delivery（取货）? d: wed like you to execute the first order by the 31st.r: let me run through this again: the first shipment for 1500 units, to be delivered in 27 days, by the 31st.d: right.we couldnt handle much larger shipments.r: fine.but id prefer the first shipment to be 1000 units, the next 2000.the 31st is quite soon ---- i cant guarantee 1500.d: i can agree to that.well, if theres nothing else, i think weve settled everything.r: dan, this deal promises big returns（赚大钱）for both sides.lets hope its the beginning of a long and prosperous relationship. 商务谈判实例(四) (12月8日) 今天robert的办公室出现了一个生面孔――kevin hughes，此人代表美国一家运动产品公司，专程来台湾寻找加工。接洽的加工产品市运动型“磁质石膏护垫”，受伤的运动员包上这种产品上场比赛，即可保护受伤部位，且不妨碍活动。现在，我们就来看看两人的会议现况： r: we found your proposal quite interesting, mr.hughes.wed like to weigh the pros and cons（衡量得失）with you.k: i hope so.and what might be the basic questions you have? k: no, we dont, mr.liu.this is just oem.r: i see.then, the most important thing is the size of your orders.well have to invest a great deal of money in the new production proce.r: at u.s.$1000 a piece, well make an average return of just 4%.thats too great a financial burden for us.k: ill check the number later, but what do you propose? human potential: supplier 1: rebecca chairwoman supplier 2: taylor secretary supplier 3: molly hr supplier 4: lydia project manager baylor and sons: customer 1: vienna chairwoman customer 2: shirley secretary customer 3: daisy personal manager customer 4: cynthia market manager (daisy, lydia, vienna, taylor, molly, rebecca) daisy：sorry to have kept you waiting .you must be lydia, and i’m daisy .we’ve spoken on the phone .let me introduce for you, this is vienna , and shirley, and cynthia.lydia: morning, nice to meet you.taylor: no, thank you.vienna: (drink the coffee)how was your flight? lydia: about one hour and a half.molly: that sounds„you nearly have no time to have a breakfast.lydia: er„a little, on the flight.vienna: terrible, i can’t stand those food on flight.rebecca: neither do i.(laughing) daisy: okay, ladies .we’ve got a full agenda, so perhaps we had better start now. (vienna, rebecca, shirley, lydia, cynthia) lydia: it should take about five minutes.please feel free to ask any questions, while i’m talking.lydia: of course, could we begin? (almost everyone nod their heads.) (lydia, molly, cynthia, daisy, rebecca) vienna: if „i mean, if in level b, who will deal with the training course and the final examination? molly: that must use our own profeional in human resource.we have a rounded system.cynthia: sorry, i’d like to know how long during the training courses, you see , it’s really an urgent project.and what we need is different between every part.molly: lydia: fine.then i „

daisy: wait a minute, please.i’m sorry to interrupt, i’d like to know, won’ t this be a first for you „servicing contract overseas? lydia: yes, that’s right.but we do have similar clients in „ so, we don’t anticipate any problems on that.rebecca: what’s more, you need to establish a design department with a manager and four designers.it’s easy to find more excellent designer in italy, supervisors as well.that’s won’t be difficult.lydia: or, you’d like to talk more with our clients in„? daisy: no, we had already followed up your references.please go on.lydia: then can i go on and talk a little bit about pricing? daisy: fine, please go on. (taylor, molly, vienna, shirley, cynthia) lydia: if you look at page 10: the recruitment fees will be given by rate of entrants’ annual salary.shirley：so we can’t be certain about how much the recruitment fees? lydia: it depends which level of support you opt for.shirley: can you explain that? taylor: let me explain more details.as you see, there are two levels.level a is paid by 5% of entrants’ annual salary.we will give profeional training and you don’t pay anything extra.shirley: sure, and what about level b ? taylor: level b is paid by 4% of entrants’ annual salary, besides, you should pay another 200’000 dollars for these maive training.daisy: okay.what’s the different between these two levels’ training? molly: the same course, but level b has an final examination, in order to make entrant more agree with your standard.vienna: that’s interesting.can we go over the approval proce? (rebecca, shirley, molly, vienna, cynthia, taylor, daisy) rebecca：so we’ll draw up a schedule of projects, which we both feel need to be carried out over the following month.these could be introducing recruitment,training and„ shirley: sorry to interrupt.but maybe we should rethink the question of, molly, how long can your colleagues finish training courses and how they finish training course.molly: yes, that needs to be clarified.shirley: what if we put something in the contract? vienna: that be a start, i worried about„is that whether the entrants you provide for us , can really reach our standard .what you said sounds a bit too risky.what’s more, if your team will think about that, ‘it’s just a single training course’, how can you guarantee the quality of the training courses? rebecca: that won’t happen absolutely , i promise.the entrants are as excellent as we can provide.cynthia: we all know that, taylor.but who’s going to supervise all this? and as you know, we need different categories of people.as a result, there must be different training for different people.taylor: we have talked about taking on one of your team to in charge of the whole training.it won’t be too expensive if we do that.and if that be poible, every examination will send to all of you.daisy: after all, that is the lack of experience .i’m afraid your prices are a bit high in level b.please don’t get me wrong.we all know there can be a lot of room for manoeuvre with these contracts.taylor: i think i see what you’re getting at, daisy.can i suggest a break? we should talk this though a bit more.daisy: good idea, please use the room next door and have some coffee. (molly, lydia, rebecca, vienna) molly: we’ve discued this problem of supervision and training, and we ‘d like to make a proposal.vienna: great, let’s hear it.molly: firstly, we do understand your concerns about the pricing system.level a may be not provide satisfying enough entrants, and level b is too expensive.so, we propose a level of support between level a and level b.that means, we can make recruitment fair and select the number more than you need, and then give them training courses„that will at a fixed price.vienna: that sounds fine.we’ll pay by rate of their annual salary, and agree a annual rate for eential support and training work.daisy: at risky

推荐第5篇：商务英语对话谈判

商务英语对话谈判：商讨价格英语对话

Peter:I'd like to get the ball rolling by talking about prices.

我们从谈价格开始吧.

Smith:Shoot.I'd be happy to answer any questions you may have.

洗耳恭听.我很乐意回答你的任何问题.

Peter:Your products are very good.But I'm a little worried about the prices you're asking.

贵司产品非常不错,但我有点担心你的价格.

Smith:You think we will be asking for more?

你认为我们会要更多吗?

Peter:That's not exactly what I had in mind.I know your research costs are high, but what I'd like is a 25% discount.

那并不是我想的.我知道你们的研究成本是很高,但我希望能得到七五折.

Smith:That seems to be a little high.I don't know how we can make a profit with those numbers.

太高了.这样的折扣我们没有利润了.

Peter:We said we want 10000pcs over a three-month period.What if we plan orders for a year, with a guarantee?

我们接下来的三个月需要采购10000个,如果我们保证一年的订单怎么样?

Smith:If you can guarantee that on paper,I think we can discuss this further.

如果你能将你的保证写下来的话,我想可以考虑.

英语知识点：

1.I'd like to get the ball rolling by talking about prices.

"get the ball rolling"就是"开始做某事"的意思,"to make something start happening".也可以说是"set/start the ball rolling",意思不变.

I'll start the ball rolling by introducing the first speaker.我来介绍一下第一位讲演者作为开始.

I'd like to get/start the ball rolling by doing sth是一句谈话,谈判时很好的开场白.

2.Shoot:(让某人把话说出来)说吧,请讲.比较的非正式.

You want to tell me something? OK, shoot! 你有话要告诉我?那好,说吧!

3.That's not exactly what I had in mind.

Have(got) sth in mind:打算做某事,有心做某事

What do you have in mind for dinner tonight? 你晚上想吃什么?

How long have you had this in mind? 你想这件事多久了?

大家要注意了,have sth in mind单纯地指想或者计划某事,不带感情色彩,而 have sth on sb's mind意思就大不一样了.

Don't bother your father tonight─he's got a lot on his mind.今晚就别打扰你父亲了--他的烦心事儿已经够多了.

4.What if we plan orders for a year, with a guarantee?

Order: 订货;订购;订单

推荐第6篇：商务英语谈判对话

PART I

我们介绍一款MP5，我（王鹏）用W 表示，刘磊用L表示，我是公司的产品介绍者，刘磊是买家。一开始时组长先旁白，旁白大概为我带着刘参观了工厂，然后回到了办公室，然后我们开始对话。

L：It was very kind of you to give me a tour of the place.It gave me a good idea of your product range.

(谢谢你们陪同我看了整个工厂.这次参观使我对你们的产品范围有了一个很好的了解.)

W: 带我们的客户来参观工厂是我们的荣幸.不知道你总体印象如何?

It\'s a pleasure to show our factory to our customers.What\'s your general impreion, may I ask?

L: Very impreive, indeed, especially the speed of your NW Model.Would you tell me more details.

(很好.尤其是你们的NW型机器的速度,您能给我多讲讲这个吗？)

W: 那是我们新开发的产品.性能很好.两个月前刚投放市场.它具备MP4所有功能，而且可以上网，能即时听音乐，再也不用等待下载了。这一个东西就可以满足你所有的多媒体方面的需要。

That\'s our latest development.A product with high performance.We put it on the market just two months ago.All the features of the standard MP4s, but it also has Internet capabilities and can acce music.Instantaneously, There is no need to wait on downloading anymore.It has all of your multimedia needs in one convenient device.L: What about mobile phone technology?

(它的移动电话技术怎么样？)

W: 嗯，我正要讲到那个。是的，它也有移动电话功能。

Well, I was just getting to that.Yes, it also has a mobile phone built in.

L: Blue tooth?

(蓝牙？)

W: Yes.

L: Wirele?

(无线网络？)

W: Yes

L：Infrared?

(红外？)

W: 是的，当然有。它播能放电影、音乐和存储文件

Oh yes, of course.It can play movies, music and store files.

L: Could you give me some brochures for that machine? And the price if poible.(能给我一些那种机器配套的小册子吗?如有可能.还有价格.)

W: 这是我们的销售目录和说明书.我们不仅可以按照你们的要求来生产设备.而且我们的软件系统和售后服务都是一流的

Right.Here is our sales catalog and literature.Because not only do we custom build the equipment to your requirements but our software and after-sales service is first cla.

L: Really? You can custom build to our needs?

(真的吗?你们能按我们的需要生产吗?)

W: 当然.我们有自己的电脑专家和工程师.所以我们不仅可以生产你们所需要的系统.而且还能安装全部的必要软件和网络.

Certainly.We have our own computer specialists and engineers that can not only build your required systems, but also install all the neceary software and networks.

L:That sounds great.Give me some time to think about whether order this Mp5.I would email to you after three days.

W: ok.I am looking forward to you replay.Thanks.

PART II

After a week, Busine Negotiations

W: 今天我们能坐在这里，说明我们双方都是很有诚意的合作的，所以我希望我们的这次合作能够愉快并且能够达到我们真正的双赢，相信贵公司来这里之前也对我们公司有了相当的了解，A集团是世界MP5w第一品牌。

Today we can gather here, which shows that we are eager to cooperate with each other, so I hope we can make a good cooperation happily and can achieve the win-win.We believe that your company has fully understood our company-------A Group is the first MP5 brand.

L: Yes, We also we are very sincere to seek cooperation as a result of the achievements of your company.Meanwhile, we also believe that your company knows about our company’s sales, so I hope we can achieve long-term cooperation (是，我们也是看到贵公司有这样的成绩才会很有诚意的来寻求合作，而且我们也相信贵公司也了解我们公司销售，所以希望可以达到双方的长期合作)

W: 既然我们双方都有这样的一个目标，那现在就我们合作中的一个项目mp5进行一个详谈

Since we both have a same goal, now let’s have a full discuion about mp5.

L: ok, Let\'s begin.

W: 这个是我们这次合作项目详细介绍，贵公司要求按季度进货而且进货数目根据季度也有不同，最高期就是夏季的进货，而且数目巨大，所以我们给出了这样的一个项目合作方法，就是根据贵方的销售进行供货。

Here are the details: you are required to stock goods every season.However, the numbers of the goods are different as the season changes.The number of the goods sold in summer is the largest in all, so we made such A project cooperation plan according to your sales.

L: we also see your company\'s delivery conditions, from which we know that your company try to reduce inventory.We are grateful for the considerable discount that you have made.But, will you supply 10 percent more?

(贵公司给出的供货条件我们也看了，从贵公司给出的项目合作方法上看出来，贵公司是给出了相当大的优惠，给我们一定程度上减少了库存量，对于贵公司给我们的这个优惠我们表示相当的感谢，只是可不可以在夏季销售上在增加一成)

W: 既然贵公司要求加货，我们当然表示感谢，不知道贵公司在其他方面有什么要求没有？

We are glad to hear you want to have more; do you have any more requirement in other aspect?

L: After seen your quotation, I think this one will still have considerable space.Canyou give us more discounts on the price, especially on the price of the mobile phones? This is our largest purchase quantity; how about giving us more reasonable prices on these two?

(我们看了贵公司的报价单，我觉得这其中还是会有相当大的空间，所以您看能不能在价格上在给我们一些优惠，尤其是在手机的价格上，这个是我们最大的购货量，所以希望贵公司在这两个上面可以给我们一个更合理的价格，您看怎么样？)

W: 恐怕不行。这单价确实比去年高了点。但是仍然低于现在的行价。

I’m afraid not.This unit prices are higher than last years, but still lower than the quotations you can get elsewhere.

L：I am afraid I cannot agree with you there.I can show you other quotations that are lower than yours.

(我恐怕不同意你的观点。我能找到比你更低的价格。)

W: When you compare the prices, you much take everything into consideration.Our products of higher quality well your quotations you get from other sources for goods of ordinary quality.

L: I grant that yours are of better quality, but still we don\'t think we can succeed in persuading our customer to buy such high prices.

(我同意贵公司的产品质量好，但是我方认为我们无法说服我们的顾客买这样价高的商品)

W: 如果我是你，我并不担心这个。把各方面都考虑进去，我认为在销售上不会有很大的困难。

If I were you, I wouldn\'t worry about that.Taking everything into consideration, I can show you our prices we offer you are very favorable.I don\'t think you\'ve any difficulties in pushing sales.

L：But market prices are changing frequently.How can I be sure that the market will not fall before it arrival your goods at our port.

(市场是瞬息万变的，我怎么能保证在收到你货物之前价格不会下跌呢。)

W: No, I don\'t think you can.It\'s up to you to decide.

L：If you can promise delivery before July 26th,I will be able to decide it looks as if the market will go down until then.

(如果贵方能在7月26号之前发货，我方将能够决定那时的市场价格是否会下跌)

W: 但是不知道贵公司的货款何时能打过来？

Ok, I promise you.But I don\'t know when your payments will come to us?

L: I carefully economical just now, This bill will added up to millions of money.Such a big amount, we cannot pay you at once.So we suggest how about pay on the installment plan?

(刚才我仔细的合算了一下，这么大一笔数额，我们也不可能一次就付清吧！所以我们提出分期付款的方式，您看则么样？)

W: We also have economical, this is indeed a numerous amount.But i don\'t know how you will pay on the installment plan.

我们也核算过了，这确实是一笔不小的数目，就是不知道贵公司是怎么一个分期付款的方式

L: We put forward the installment in your company is the first one week after the arrival of the goods, after our inspection s we will make payment in three days , as for the rest of the tail section at the end of the year we will pay you at the end of the year , what is your opinion？

(我们提出的分期付款方式是在贵公司第一次货物到达后的一个星期内，经过我们的检验合格以后我们会在3天内进行付款，至于其他的尾款我们将在年底付清，不知道贵公司是什么意见)

W: 好！为了我们将来的继续合作，我们愿意接受贵公司的意见，接下来就让我们的秘书去起草相关的文件合同，希望我们的合作愉快，下次见面的时候就是我们签合同时候了！谢谢贵公司的到来

Good! For our further cooperation, we are willing to accept your suggestion.Next let us secretary to draft the relevant contract, and I really hope that our cooperation to be happy, Next time we meet will be the time when sign the contract.Thank you for your

coming .

L: I am pleased that our cooperation could be so happy, thank you for your hospitality。

(很高兴我们的合作能够这么愉快，也感谢贵公司的接待，谢谢)

推荐第7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–Mi.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 you

here.Since we are not familiar, shall we just go round the table, making

sure 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 the

aistant, Mariah.I will be in charge of preparing our negotiation and

arrange the routine work.B-H: Nice to meet you too.This is our Sales Manager, Zoe.I’m the aistant, 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 busine 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 impreed on this city.B-H: I am very glad to hear that.I hope you have a good time these days.What about

you, Mariah? A-Mariah: This is my first visit.I am so happy to have the opportunity to visit this

beautiful 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.Today, we have a lot to

discu.We mainly talk about three points: the price, payment method, and

delivery.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 leading

company of office furniture in the USA, and have been in this line for

many years.So we are happy and previledged to have this chance to

cooperate with you.However, from your letter of Oct.1st, we know that

your quotation is too high for us to accept.I hope you can give us some

reduction.B-Zoe: I am afraid it is quite hard for us to reduce.The price of our product is

reasonable 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 conceion in the price .we can not

accept your offer unle the price is reduced by 5% off? B-Zoe: 5%? I am afraid we can not accept it.However, considering that this is our

first 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 is

acceptable 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.To some extent, we are not

sure whether your products are suitable.So your quotation is not

reasonable for us.A-Candy: Yes.It is difficult for us to accept your reduction of 1%.I hope you can

give a further reduction.B-Zoe: Can I make a suggestion? How about 3% off? But you have to place an order

for 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 workmanship

and design are better than others’.Therefore, this type of furniture will be well

received 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 commiion ahead of time.B-Zoe: All right.Considering this is our first cooperation, I can accept your

suggestion.A-Candy: Fine, thank you.

(Discu 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 plan

to put these products before they married.B-Zoe: I understand.Please believe me that we won’t disappoint our customers.Will

you accept partial shipment? The goods can be shipped on September 10th and

October 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 Shanghai

Tranhipment.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 us

3% reduction, partial shipment.We pay by installment and offer 40% of

the subscription.Agreed? B-H: Yes, exactly.

(Arrangement for busine dinner) B-Zoe: I’m very glad that we finally come to an agreement after repeated negotiation. A-Candy: I wish we will have further cooperation in the future.A-Mariah: Congratulations to our succe.B-H: Oh, it’s time for dinner.We have made a reservation at Royal Hotel.And we

prepared 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.

推荐第8篇：《商务英语谈判》课程简介

《商务英语谈判》课程简介

课程名称：商务英语谈判

英文名称：Busine English Negotiation

总学时（含授课学时和实验学时）：36

先修课程：《国际贸易理论与实务》、《外贸函电》、《商务英语写作》、…… 。内容简介：

《商务英语谈判》是一门主要研究国际商务谈判具体过程及实务的课程，是一门实践性很强的综合性应用课程，是国际商务学科体系中的一门基础课程，也是商务英语专业的骨干支撑课程。该课程针对国际商务谈判的特点和要求，从实践的角度，分析研究国际商务谈判相关的国际惯例和国际商品交换过程的各种实际运作，以从事国际商务谈判的主要业务环节为主线，系统介绍各环节的操作规程和国际惯例。本课程科学地把商务知识、谈判知识、现代沟通的内容及形式与英语语言综合技能融为一体，目的在于帮助更多的学习者通过系统的商务英语谈判的学习，掌握商务谈判的基本理论知识，借助于灵活多变的谈判技巧，熟悉各种谈判活动，了解不同商务活动的人文背景、规范以及具体操作程序，从而提高商务谈判中分析问题和处理问题的能力，并使得学习者在英语应用能力的同时掌握商务英语专业知识，从而实现培养复合型人才的目标。

适用专业及层次：

高等学校经济管理类和商务英语专业高年级学生必修专业课。

考核方式：模式商务谈判

选用教材：蒋磊，《国际商务英语谈判与沟通》，高等教育出版社, 2007

参考书目：1.余慕鸿等，《商务英语谈判》，外语教学与研究出版社, 2005

2.徐宪光，《商务沟通》，外语教学与研究出版社, 2001

3.金英，肖云南，《国际商务谈判》，清华大学出版社，2003

4.秦川，《商务英语谈判》，中国对外经济贸易出版社，2004

推荐第9篇：商务英语谈判产品的介绍

商务谈判之产品描述和公司介绍术语制作精巧 skillful manufacture 工艺精良 sophisticated technology 最新工艺 latest technology

加工精细 finely proceed 设计精巧 deft design 造型新颖 modern design 造型优美 beautiful design 设计合理 profeional design 造型富丽华贵 luxuriant in design 结构合理 rational construction 款式新颖 attractive design 款式齐全 various styles 式样优雅 elegant shape 花色入时 fashionable patterns 任君选择 for your selection 五彩缤纷 colorful 色彩艳丽 beautiful in colors 色泽光润 color brilliancy 色泽素雅 delicate colors 瑰丽多彩 pretty and colorful 洁白透明 pure white and translucence 洁白纯正 pure whitene 品质优良 excellent quality 质量上乘 superior quality 质量稳定 stable quality 质量可靠 reliable quality

品种繁多 wide varieties

规格齐全 complete in specifications 保质保量 quality and quantity aured 性能可靠 dependable performance 操作简便 easy and simple to handle 使用方便 easy to use 经久耐用 durable in use 以质优而闻名 well-known for its fine quality

数量之首 The king of quantity

质量最佳 The queen of quality

信誉可靠 reliable reputation

闻名世界 world－wide renowm

久负盛名 to have a long standing reputation

誉满中外 to enjoy high reputation at home and abroad

历史悠久 to have a long history

畅销全球 selling well all over the world

深受欢迎 to win warm praise from customers

协定 agreement

议定书 protocol

贸易协定 trade agreement

贸易与支付协定 trade and payment agreement

政府间贸易协定 inter－governmental trade agreement

民间贸易协定 non－governmental trade agreement

双边协定 bilateral agreement

多边协定 multilateral agreement

支付协定 payment agreement

口头协定 verbal agreement

书面协定 written agreement

君子协定 gentlemen’s agreement

销售合同 sales contract

格式合同 model contract

意向协议书 agreement of intent

意向书 letter of intent

空白格式 blank form

授权书 power of attorney

换文 exchange of letter

备忘录 memorandum

合同条款 contract terms

免责条款 escape clause

原文 original text

译文 version

措辞 wording

正本 original

副本 copy

附录 attachment

附件 appendix

会签 to counter－sign

违反合同 breach of contract

修改合同 amendment of contract

撤销合同 cancellation of contract

合同的续订 renewal of contract

合同的解释 interpretation of contact

合同到期 expiration of contract

起草合同 to draft a contract

做出合同 to work out a contract

谈妥合同 to fix up a contract

签订合同 to sign a contract

缔结合同 to conclude a contract

草签合同 to initial a contract

废除合同 to annul a contract

执行合同 to perform a contract

严格遵守合同条款 to keep strictly to the terms of the contract

一式二份 in duplicate

一式三份 in triplicate

一式四份 in quadruplicate 商业英语术语场景

commerce， trade， trading 贸易

inland trade， home trade， domestic trade， internal trade， interior trade 国内贸易 international trade 国际贸易

foreign trade， external trade 对外贸易，外贸

terms of trade 贸易条件

free－trade area 自由贸易区

import， importation 进口

importer 进口商

export， exportation 出口

exporter 出口商

commercial channels 商业渠道

customs 海关

customs duty 关税

quota 配额，限额

item 项目，细目

commercial transaction 买卖，交易

manufacturer 制造商，制造厂

middleman 中间商，经纪人

dealer 经销商

wholesaler 批发商

retailer 零售商

tradesman 零售商

merchant 商人（英）批发商（美）零售商

conceionaire， licensed dealer 受让人，特许权获得者

consumer 消费者，考试大用户

client， customer 顾客，客户

buyer 买主，买方

stocks 存货，库存量

purchase 购买，进货

sale 销售

bulk sale 整批销售，趸售

wholesale 批发

retail trade 零售业

cash sale 现货

hire－purchase 分期付款购买（美作：installment plan） competition 竞争

competitor 竞争者

competitive 竞争的

unfair competition 不合理竞争

dumping profit margin 倾销差价，倾销幅度

trademark 商标

registered trademark 注册商标

registered office， head office 总公司，总店，总部

推荐第10篇：商务英语谈判1 价格篇

外贸谈判计划

A：Warmly welcomed the arrival of us representative, on behalf of the company staff sincerely wishes the talks to a succeful conclusion.热烈欢迎美方代表的到来，我代表我公司全体员工衷心祝愿这次谈判圆满成功。

B：I’m very grateful to the company for your hospitality and I hope our first cooperation can be succeful.很感谢贵公司对我们的热情款待，希望我们的首次合作能够一帆风顺。 A：To shenzhen, is everything habits 来中国，一切都还习惯吗

B：Well, the feeling is also good, shenzhen really is very beautiful, everything is good 恩，感觉还好，深圳确实挺美的，一切都很不错

A：Very well, then let\'s talk about the iues about price now.很好，那么让我们来讨论一下价格方面的问题吧。

B：Our T-shirt uniform prices internationally are $ 2.5 per piece FOB Shenzhen 我们的T-shirt 在国际上的统一售价都是2.5美元每件

A：We can not accept this price, it is much higher than other company 。这样的价格我们没法接受，它比其他公司高出太多了。

B：I\'m surprised to hear you say so.You know that the cost of production has been skyrocketing in recent years.

你这么说我很吃惊.你知道近年来生产成本迅速上涨.

A：We know.But you Chinese have an old saying called \"high quality with low price.\" Does your company\'s product attract customers by its’ expensive price?

这我也知道，你们中国有句话叫做“物美价廉（可以讲汉语）”。难道贵公司的产品是以昂贵来吸引顾客的吗？

B：We also have a word called \"Super value for money\".This price was low enough.我们中国也有句话叫“物超所值（用汉语，但要用英文解释）”。这样的价格实在是足够低了。 A：You must reduce the price, otherwise I am afraid we will lose the opportunities for cooperation.你们必须再压低价格，否则恐怕我们将失去这次合作机会。

B：I also regret that you just said you, hope next time you will have a chance.刚刚您所说的让我也感到遗憾，希望下次还会有机会。

ASorry, please wait for a while, our representatives need a brief time to discu.对不起，先暂停一下，我们的代表需要商量一下。（买方交头接耳一番）

B：We know that your honorable company is trying to attract investment.If you drive the price reasonable, we might consider investing.我们知道贵公司正在吸引投资。如果你们开出的价格再合理一些，我们可能会考虑投资。 A：How number T-shirt do you need?

请问你们需要多少T桖呢？

B：we need 100,000 piece of T-shirt least

我们最少需要10万件。

A：If your commitment to investment, we can to lower the price $2.3 per piece 如果你们承诺投资，我们可以将价格降至$2.3 B：（着急）摇头：The price is too high, we will not accept more than $2.0/per

太高了，我们不会接受超过 $2.0/ per的价格。 A：If you just 100,000 pieces, the price was absolutely unacceptable to us.However, if you demand to increase to 150,000 pieces, we can accept $2.0/per this price 你们如果只要10万件，这个价格我们是决不能接受的。但是，如果你们的需求量提高要15万件，我们是可以接受 $2.0/per这个价格的

B：Well, if it is $2.0/per, then we can accept,but we hope to offer CIF quotation 好吧，如果是 $2.0/per的话，我们可以接受。但我们希望报盘是CIF报价。 A：That’s impoible to offer CIF quotation .But we can aume half of the freight, doing now?我们可以承担一半的运费，这样行了吧？

B：That is ok.Then ,can you deliver goods toToronto before Nov28th? 这样行。那么，你们能在11月28日前把货送到多伦多吗？

A：We guarantee delivery within a month.我们保证在一个月之内交货。

B：Good! We hope we can cooperate even more closely in the future 很好，希望我们以后有更多的机会一起合作

A：Me too.Now that we have reached a preliminary consensus on the drafting of specific contracts.我也是。现在,我们已经达成初步共识起草具体的合同。 B：OK.（双方鼓掌）结束

A: Thank you very much for your come .I wish our cooperation will be happy.In the future, our company will research and development more new product project.I Also look forward to have more strategic relationships with your company long-term cooperation in the future .Thanks 非常感谢你们的远道而来，祝我们这次的合作愉快。在未来里，我公司将会研发更多新的产品项目。也期待这以后与贵公司更加长远的合作战略关系。谢谢。

第11篇：商务英语谈判策划书新（材料）

商务谈判策划书

小组成员：指导老师：

课

程：商务英语谈判实训日

期：

时间：

地点：美

主方：

客方：

一、谈判双方公司背景：

1、主方公司分析：本公司长期与美国各大林场和森工企业保持着密切的合作关系。现以与多家北美森林资源开发公司达成战略交流合作，组建一个稳定的货源保障系统，从而保证了我们优质的产品质量和充足的产品资源。供应各类进口美国白橡木、红橡木、赤杨木、水曲柳、樱桃木等各类北美进口板材。并在国外长期派驻专业采购人员，从原木的采购，锯材的加工，烘干，装箱，船运物流到仓储配送，做到专业化、一体化；在每一个环节上精益求精、力求完美。

展望未来，我们将努力创造行业标准，坚持引进优质产品，不断创新服务水平，倾力打造北美板材行业的航空母舰。北美森工集团以诚信为纽带，以共赢为目标，以博大的胸襟愿与各界有识之士共同打造绿色、环保的财富人生。

2、客方公司分析：洛阳瑞森电子有限公司位于十三朝古都—洛阳，其探索于流行的前沿,紧握时尚的脉搏,立足于大众的需求,凭借洛阳得天独厚的综合优势,以多年流行产品的行业经验,致力于各类新、奇、特、流行产品的开发、合作生产与推广! 我公司销售的光电混装连接器，光纤光缆连接器等系列产品,款式新、品种多、质量好、价格低,一经推出便在全国市场引起了强烈反响,并受到各地经销商的一致好评! 我们以产品环保化，‘产品健康化’为已任,本着低价高质,薄利多销,让利于经销商的原则,光灿全线产品,告别暴利、承受压力,公司全面通过ISO9001质量体系认证，建立了与国际接轨的质量管理体系，在设计、生产、安装和服务过程中严格实施标准化管理和控制。公司还通过了军工产品质量体系认证。

二、谈判团队人员组成

主方：销售经理 Carol

销售助理（甲） Gloria

销售助理（乙） Nancy

客方：采购经理 Mi Sun

采购助理 Mi Yang

三、谈判主题及内容：

关于中国洛阳瑞森电子有限公司欲购买我方公司办公室专用家具的谈判计划：

1、经销的各种办公室专用家具，不同种类的价格、数量，主要是价格的折扣情况；

2、货物的结算时间及方式；

3、定金的支付，违约的赔偿问题；

4、促销措施及奖励。

四、谈判目标

1、最理想目标：按照本公司所给出的报价，将产品成功卖给瑞森电子有限公司，并与其

建立起长期的合作关系；

2、可接受目标：如果对方购买的产品数量大，我们将以5%的折扣将产品卖给对方；

3、最低目标（底线）：对于对方的讨价还价，我们所的能给出的折扣不大于9%。否则，

将中断合作关系。

五、谈判形势分析：

㈠我方优势分析：我们所供应的木种和规格齐全，有红橡木、白橡木、鹅掌楸、水曲柳、赤杨木、硬枫、软枫、樱桃、黑胡桃、白榆、红榆、枫香木、珍珠木、赤桦、太平洋软枫、太平洋白枫等十几个阔叶木品种。厚度规格涵盖2.5公分至5.0公分(3/

4、4/

4、5/

4、6/

4、7/

4、8/4),自然宽、自然长,也有等宽材；等级有特级(Fas)、普一级(#1Com)、普二级(#2Com)等。

㈡我方劣势分析：

1、国内同类产品竞争激烈

2、我公司报价略高于部分同行企业

㈢我方人员分析

销售经理：洞察力强，看问题比较冷静，擅长沟通谈判艺术，本次谈判的主要对手和关键人物。

销售助理（甲）：综合能力强，性格外向，处事冷静，公关能力强。

销售助理（乙）：办事认真负责，有较强的逻辑分析能力，具备较高的管理财务素质。

㈣客方优势分析：公司激情进取、不断超越，着力打造独具个性、充满活力、富有价值、深受客户欢迎的持续稳定发展的全球化标准化卓越性企业。㈤客方劣势分析：

1、国内外品牌竞争激烈。纽曼、苹果、蓝魔、海尔、飞利浦等知名国内品牌都在与之竞争。中国作为一个拥有 13 亿人口的大国，最终消费者和潜在的消费者具有强大的吸引力，国内外知名名牌纷纷依托自己产品的优势抢住中国市场，有望在中国市场占有自己的一席之位。

2、作为国内知名企业，产品的售后服务体系与其他国外知名企业差距大，有待加强，产品

维修一般都要到特许或指定维修点。

㈥客方人员分析

采购经理：办事果断干练，言辞犀利，雷厉风行，典型的女强人风格，遇事不冷静。

采购助理：统筹全局能力强，思维严密，亲和力强，头脑灵活，是一位合格的将才。

六、谈判的方法及策略：

（1）谈判方法：把横向谈判和原则型谈判相结合。在谈判过程中，在确定谈判所设计的主要问题后，把拟谈判的议题全部横向展开，多项议题同时讨论。在立场上可以软硬兼施。（2）谈判策略：

a) 突出优势。对对方立场、观点都有初步的认知后，再将自己在此次谈判事项中所占有的优、劣势及对方的优、劣势，进行严密周详的列举，尤其要将己方优势，不管大小新旧，应全盘列出，以作为谈判人员的谈判筹码。而己方劣势，当然也要注意，以免仓促迎敌，被对方攻得体无完肤。

b) 模拟演习。就是将各种可能发生的状况，预先模拟，以免实际遭遇时人慌马乱，难以主控战局。在了解优、劣后，就要假想各种可能发生的状况，预作策划行动方案。小至谈判座位的摆放都要详加模拟。

c) 底线界清。通常，谈判时，双方都带攻击性，磨刀霍霍，跃跃欲试。双方只想到可以“获得多少” ，却常常忽略要“付出多少” ，忽略了谈判过程中己方要让步多少，方可皆大欢喜。所以，在谈判前，务必要把己方的底线界清：可让什么?要让多少?如何让?何时让?为何要让?先行理清，心中有效。否则，若对方咄咄逼人，己方束手无策任由对方宰割，那就失去了谈判的本意。

d) 了解对手。孙子兵法的“知己知彼，百战不殆”众所皆知。谈判前，了解对方的可能策略及谈判对手的个性特质，对谈判的圆满完成将有莫大助益。如果谈判对手喜欢打球，不妨在会谈前寒暄，着意提及，将对方的戒备敌意先行缓和，若有时间，更可邀约一起运动，以培养宽松的谈判气氛。须知在这时球场就是另一张谈判桌，有助谈判达成。

e) 随机应变。战场状况，瞬息万变，谈判桌上需随机应变。虽说诸葛亮神机妙算，但人算不如天算，总有考虑欠周、失算之处。谈判时，出现对手突有神来一笔，超出己方假设状况，己方人员一定要会随机应变，见招拆招。实在无法招架，手忙脚乱时，先施缓兵之计，再图谋对策，以免当机立“断”——断了自己的后路。

f) 埋下契机。双方若不能达成相当程度的圆满结果，谈判面临破裂之际，也无需逞一时口舌之快，伤了双方和气。双方若是撕破脸，以后要达成再谈判的境界，虽非不可能，但也要颇费周章，好事多磨了。买卖不成仁义在，双方好聚好散，好为下回谈判圆满，埋下契机。

七、谈判的风险及效果预测：

谈判风险：

1、对方可能会在谈判中凭其优势地位不肯在价格上让步，我方必须发挥自身优势和经销商的身份迫使其做出让步。

2、谈判中对手可能会对我方采取各种手段和策略，让我方陷入困境，对此我方必须保持头脑清醒，发挥好耐心的优势，冷静而灵活地调整谈判策略

谈判效果预测：双方以合理的条件取得谈判的成功，实现双赢，双方能够友好的结束谈判，获得成功，实现长期友好合作。

八、制定应急策略

双方是第一次进行商务谈判，彼此不太了解。为了使谈判顺利进行，有必要制定应急方案：

1、若对方对于我方提出的报价不满，可适当给予折扣（不大于9%）；

2、若对方对于我方给出的折扣不满，继续要求降价，我方将不再做出任何让步

3、若对方给出的价格过低，我们将中断与瑞森电子有限公司的合作。

九、谈判议程

（1）双方进场

（2）介绍本次会议安排及与会人员

（3）正式进入谈判

A：介绍本次谈判的商品型号，数量等情况。

B：递交并讨论代理销售协议。 C：协商一致货物的结算时间及方式。

D：协商一致定金的支付，违约的赔偿办法及法律责任。

（4）达成协议

（5）签订协议

（6）预付定金

（7）握手祝贺谈判成功，拍照留念。

（8）设宴招待，谈判圆满完成。

第12篇：常用商务英语谈判对话开场介绍篇1

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。A：我叫陈松林。B：您好，我是弗雷德•史蜜斯。 (2)A: Here’s my name card.B: And here’s mine.A: It’s nice to finally meet you.B: And I’m glad to meet you, too.A: 这是我的名片。B: 这是我的。A: 很高兴终于与你见面了。B: 我也很高兴见到你。 (3)A: Is that the office manager over there?B: Yes, it is,A: I haven’t met him yet.B: I’ll introduce him to you .A:在那边的那位是经理吧？B:是啊。A:我还没见过他。B:那么，我来介绍你认识。 (4)A: Do you have a calling card ?B: Yes , right here.A: Here’s one of mine.B: Thanks.A:您有名片吗？B:有的，就在这儿。A:喏，这是我的。B:谢谢。 (5)A: Will you introduce me to the new purchasing agent?B: Haven’t you met yet?A: No, we haven’t.B: I’ll be glad to do it.A:请替我引介新来负责采购的人好吗？B:你们还没见面吗？A:嗯，没有。B:我乐意为你们介绍。 (6)A: I’ll call you next week.B: Do you know my number?A: No, I don’t.B: It’s right here on my card.A:我下个星期会打电话给你。B:你知道我的号码吗？A:不知道。B:就在我的名片上。 (7)A: Is this Mr.Jones?B: Yes, that’s right.A: I’m just calling to introduce myself.My name is Tang.B: I’m glad to meet you, Mr.Tang.A:是琼斯先生吗？B:是的。A:我打电话是向您作自我介绍，我姓唐。B:很高兴认识你，唐先生。 (8)A: I have a letter of introduction here.B: Your name, please？A: It’s David Chou.B: Oh, yes, Mr.Chou.We’ve been looking forward to this.A:我这儿有一封介绍信。B:请问贵姓大名？A:周大卫。 (9)A: I’ll call you if you give me a name card.B: I’m sorry, but I don’t have any with me now.A: Just tell me your number, in that case.B: It’s 6344-8000.A:给我一张名片吧,我会打电话给你.。B:真抱歉,我现在身上没带。A:这样子，那就告诉我你的电话号码好了。B:6344-8000。

商务英语谈判词汇大全(一) 编辑:Smart

1、出口方面的词汇出口信贷 export credit出口津贴 export subsidy商品倾销 dumping外汇倾销 exchange dumping优惠关税 special preferences保税仓库 bonded

warehouse贸易顺差 favorable balance of trade贸易逆差 unfavorable balance of trade进口配额制 import quotas自由贸易区 free trade zone对外贸易值 value of foreign trade国际贸易值 value of international trade普遍优惠制 generalized system of preferences-GSP最惠国待遇 most-favored nation treatment-MFNT

2、价格条件价格术语 trade term (price term)运费 freight单价 price码头费 wharfage总值 total value卸货费 landing charges金额 amount关税 customs duty净价 net price印花税 stamp duty含佣价 price including commiion港口税 port dues回佣 return commiion .装运港 port of shipment折扣 discount, allowance卸货港 port of discharge批发价 wholesale price目的港 port of destination零售价 retail price进口许口证 import licence现货价格 spot price出口许口证 export licence期货价格 forward price现行价格（时价）current price prevailing price国际市场价格 world (International)Market price离岸价（船上交货价）FOB-free on board成本加运费价（离岸加运费价） C&F-cost and freight到岸价（成本加运费、保险费价）CIF-cost,insurance and freight

3、交货条件交货 delivery轮船 steamship(缩写S.S)装运、装船 shipment租船 charter (the chartered ship)交货时间 time of

delivery定程租船 voyage charter装运期限 time of shipment定期租船 time charter托运人（一般指出口商）shipper, consignor收货人 consignee班轮 regular shipping liner驳船 lighter舱位 shipping space油轮 tanker报关 clearance of goods陆运收据cargo receipt提货 to take delivery of goods空运提单 airway bill正本提单 original B\\\\L选择港（任意港）optional port选港费 optional charges选港费由买方负担 optional charges to be borne by the Buyers 或 optional charges for Buyers’ account一月份装船 shipment during January 或 January shipment一月底装船 shipment not later than Jan.31st.或shipment on or before Jan.31st.一/二月份装船 shipment during Jan./Feb.或 Jan./Feb.shipment在......(时间)分两批装船 shipment during....in two lots在......(时间)平均分两批装船 shipment during....in two equal lots分三个月装运 in three monthly shipments分三个月，每月平均装运 in three equal monthly shipments立即装运 immediate shipments即期装运 prompt shipments收到信用证后30天内装运 shipments within 30 days after receipt of L/C允许分批装船 partial shipment not allowed partial shipment not permitted partial shipment not unacceptable

4、交易磋商、合同签订订单 indent订货；订购 book; booking电复 cable reply实盘 firm offer递盘 bid; bidding递实盘 bid firm还盘 counter offer发盘（发价） offer发实盘 offer firm询盘（询价） inquiry;enquiry

5、交易磋商、合同签订订单 indent订货；订购 book; booking电复 cable reply实盘 firm offer递盘 bid; bidding递实盘 bid firm还盘 counter offer发盘（发价） offer发实盘 offer firm询盘（询价） inquiry;enquiry

商务英语谈判词汇大全(二) 编辑:Smart

6、交易磋商、合同签订指示性价格 price indication速复 reply immediately参考价 reference price习惯做法 usual practice交易磋商 busine negotiation不受约束 without engagement业务洽谈 busine discuion限**复 subject to reply **限* *复到 subject to reply reaching here **有效期限 time of validity有效至**: valid till **购货合同

purchase contract销售合同 sales contract购货确认书 purchase confirmation销售确认书 sales confirmation一般交易条件 general terms and conditions以未售出为准 subject to prior sale需经卖方确认 subject to seller’s confirmation需经我方最后确认 subject to our final confirmation

7、贸易方式INT (拍卖auction)寄售 consignment招标 invitation of tender投标 submiion of tender一般代理人 agent总代理人 general agent代理协议 agency agreement累计佣金 accumulative commiion补偿贸易 compensation trade （或抵偿贸易）compensating/compensatory trade （又叫：往返贸易） counter trade来料加工 proceing on giving materials来料装配 aembling on provided parts独家经营/专营权 exclusive right独家经营/包销/代理协议 exclusivity agreement独家代理 sole agency; sole agent; exclusive agency; exclusive agent

8、品质条件品质 quality 原样 original sample规格 specifications 复样 duplicate sample说明 description 对等样品 countersample标准 standard type 参考样品 reference sample商品目录 catalogue 封样 sealed sample宣传小册 pamphlet 公差 tolerance货号 article No.花色（搭配） aortment样品 sample 5% 增减 5% plus or minus代表性样品 representative sample大路货（良好平均品质）fair average quality

9、商检仲裁索赔 claim 争议disputes罚金条款 penalty 仲裁arbitration不可抗力 force Majeure 仲裁庭arbitral tribunal产地证明书certificate of origin品质检验证书 inspection certificate of quanlity重量检验证书 inspection certificate of weight (quantity)**商品检验局 **commodity inspection bureau (*.C.I.B)品质、重量检验证书 inspection certificate

10、数量条件个数 number 净重 net weight容积 capacity 毛作净 gro for net体积 volume 皮重 tare毛重 gro weight溢短装条款 more or le clause

11、外汇外汇 foreign exchange 法定贬值 devaluation外币 foreign currency 法定升值 revaluation汇率 rate of exchange 浮动汇率floating rate国际收支 balance of payments 硬通货 hard currency直接标价 direct quotation 软通货 soft currency间接标价 indirect quotation 金平价 gold standard买入汇率 buying rate 通货膨胀 inflation卖出汇率 selling rate 固定汇率 fixed rate金本位制度 gold standard 黄金输送点 gold points铸币平价 mint par 纸币制度 paper money system国际货币基金 international monetary fund汇率波动的官定上下限 official upper and lower limits of fluctuation

商务英语:公司并购相关术语与词汇编辑:Smart

night specialThat announcement sure blindsided them.It was a Saturday night special and we caught them asleep at the wheel.周末特别收购他们看了我们的公告肯定傻了眼。这真是一次典型的“周末特别收购”，我们乘他们熟睡时就控制了全局。 6.Sleeping BeautyI wonder which Prince Charming will court that Sleeping Beauty.睡美人我在想到底“哪位王子”想要娶“睡美人”（想收购那家前途无量的公司）。 7.Shark watcherThey just hired a shark watcher to avoid sudden death.预警员他们刚聘请了一位预防收购的专家以防止在竞争中突然死亡。

第13篇：常用商务英语谈判对话开场介绍篇1

常用商务英语谈判对话:开场介绍篇编辑:Smart

商务英语:公司并购相关术语与词汇编辑:Smart

以下是一些应用并购事宜术语的例句 1.Merger / acquisitionThat company lives by mergers and acquisitions.They just keep growing and growing.合并/收购那家公司靠合并和收购为生。他们在不断扩张。 2.TakeoverI think that company is ripe for a takeover.They have great market share but they’re in poor financial condition.接收/接管我觉得是时候接管那家公司了。虽然他们仍占有很高的市场份额，但他们的财务状况简直糟透了。 3.Leveraged buyoutThat leveraged buyout was some smart thinking on your part.We diversified our product line and expanded our market share without laying out any cash.融资收购那宗融资收购非常成功。你的主意真不错,通过这次收购，我们不但使生产线得以多元化，而且没花一分钱就扩大了市场份额。 4.Crown jewelsIn our lineup of health care products, the Cosmetics division is our crown jewel.拳头部门在我们生产卫生保健产品的一系列部门中，化妆品部是最具竞争力的拳头部门。 5.Saturday night specialThat announcement sure blindsided them.It was a Saturday night special and we caught them asleep at the wheel.周末特别收购他们看了我们的公告肯定傻了眼。这真是一次典型的“周末特别收购”，我们乘他们熟睡时就控制了全局。 6.Sleeping BeautyI wonder which Prince Charming will court that Sleeping Beauty.睡美人我在想到底“哪位王子”想要娶“睡美人”（想收购那家前途无量的公司）。 7.Shark watcherThey just hired a shark watcher to avoid sudden death.预警员他们刚聘请了一位预防收购的专家以防止在竞争中突然死亡。

在价格的谈判过程中，如何能不动声色的探出双方的价格底线并为自己所用，使自己的公司受

益？下面的小例子希望能给您一些提示。

Dan 和Robert正在谈判折扣，他们是如何摸出双方的底线的呢？请看下面分解：

R: How about 15% the first six months, and the second six months at 12%, with a guarantee of

3000 units?

D: That’s a lot to sell, with very low profit margins.

R: It’s about the best we can do, Dan.(pause) We need to hammer something out （敲定）today.

If I go back empty-handed, I may be coming backto you soon to ask for a job.(smiles)

D: (smiles) OK, 17% the first six months, 14% for the second.

R: Good.Lets iron out（解决）the remaining details.When do you want to take delivery（取

货）?

D: We’d like you to execute the first order by the 31st.

R: Let me run through this again: the first shipment for 1500 units, to be delivered in 27 days, by

the 31st.

D: Right.We couldn’t handle much larger shipments.

R: Fine.But I’d prefer the first shipment to be 1000 units, the next 2000.The 31st is quite soon --

I can’t guarantee 1500.

D: I can agree to that.Well, if there’s nothing else, I think we’ve settled everything.

R: Dan, this deal promises big returns（赚大钱）for both sides.Let’s hope it’s the beginning of

a long and prosperous relationship

第14篇：模糊语言在商务英语谈判中的语用功能

英语专业全英原创毕业论文，是近期写作，公布的题目可以用于免费参考

最新英语专业全英原创毕业论文，都是近期写作

1 A Study of English Claroom Scene Setting in Junior High School 2 浅析信息时代的汉语新词语英译策略 3 Roberta’s Role in An American Tragedy 4 从社会语言学角度分析美国黑人英语 5 从摩尔•弗兰德斯看世纪英国女性地位 6 从《野性的呼唤》看杰克・伦敦的人生观 7 中英文化的差异对英汉互译的影响

8 米字旗下的荣耀与忐忑——论维多利亚时代英国人的社会价值观 9 试析新课程标准下词汇教学策略的改变

10 A Study on Strategies of Effective Teaching in the Junior Middle School EFL Claroom 11 两个反叛的女人——姚木兰和斯佳丽之对比分析 12 论中英情感隐喻的异同点 13 从植物词看英汉文化差异

14 非语言交际在跨文化商务交际中的功能及运用

15 解析凯特肖班的《觉醒》中的哥特因素：浅析维多利亚时期妇女文学的觉醒 16 从鹿鼎记和唐吉诃德的主要人物的较对比来比中西方侠文化

17 The Joy Luck Club :Chinese Mothers’American Dreams Lost and Regained 18 论疯女人形象对小说简爱所作贡献

19 On Mark Twain\'s Contributions to Realism 20 在异化社会里身份的迷失与精神上的顿悟－－对索尔贝娄《晃来晃去的人》中主人公的剖析

21 英式英语和美式英语词汇对比研究 22 论中介语对二语习得的影响

23 论新闻英语中隐喻的运用及其翻译技巧 24 论自然主义在《野性的呼唤》中的体现 25 从女性主义视角看幽默翻译 26 论修辞在广告语中的运用和翻译 27 克林顿总统就职演说之体裁分析

28 通过《喧哗与骚动》中三兄弟各自对于凯蒂的叙述分析三人各自性格特征 29 比较分析《长干行》不同译文中的音韵美和意象美 30 论英语俚语的汉译—以奈达的功能对等理论为指导 31 论《红字》中体现的清教思想 32 从关联理论看中国电影名称的翻译 33 中美幼儿教育对比研究

34 浅析《鲁宾逊漂流记》中的宗教意识

35 从空间语言的角度分析中美隐私观念的差异 36 中餐菜名的英译与饮食文化传播 37 目的论在广告翻译实践中的应用

38 中美新闻价值观的差异在灾难性新闻报道中的体现 39 NBA和CBA的文化差异分析

40 字母拼读法在小学英语语音教学中的应用 41 H.G.威尔斯科幻小说中的科学措辞研究英语专业全英原创毕业论文，是近期写作，公布的题目可以用于免费参考

42 从象征主义视角看《阿拉比》和《一个干净明亮的地方》 43 从女性主义角度解读惠特曼的《草叶集》

44 从合作原则的违反谈黑色幽默在《第二十二条军规》中的实现 45 英汉语中恐惧隐喻的认知分析

46 探究《警察与赞美诗中》的批判现实主义 47 商业意识对美国电影片名翻译的影响 48 凯瑟琳与苔丝悲剧命运的比较 49 林肯话语中幽默特征的分析

50 读者在文学文本多元解读中扮演的角色

51 《警察与赞美诗》与《二十年后》中的警察形象比较分析

52 A Comparative Study of “Two Roses” in Wuthering Heights－－Catherine Earnshaw and Catherine Linton 53 浅谈中西体态语的差异

54 逆世的美丽——分析《飘》中主要人物表现的自我意识 55 评爱伦坡哥特小说中的恐怖美

56 论双性同体思想在《查泰莱夫人的情人》中的体现 57 法律英语词汇特点及其翻译

58 On Differences between Western and Chinese Advertising Copies 59 从文化视角下看中美家庭教育的差异 60 试析《宠儿》中的象征手法 61 中国特色英语词汇翻译及运用

62 跨文化交际中恭维语的语用失误及其文化透视

63 A Study of Angel Clare’s Multiple Personalities in Te of the D’Urbervilles 64 论中西饮食文化的差异

65 The Gothic Elements in Edgar Allan Poe’s Works 66 《野性的呼唤》的社会达尔文主义 67 对狄金森诗歌中四个主题的分析

68 The Application of Cooperative Learning in High School English Teaching 69 《麦克白》的独白

70 A Study of the Differences between Chinese and American Busine Etiquette 71 浅析短篇小说《我不再爱你》的荒诞性 72 商务英语的词汇特征及翻译策略 73 旅游翻译中的跨文化语用失误

74 研究网络语言的特点，影响以及其规范性 75 论教师的非语言行为在课堂教学中的作用 76 初中英语口语教学的课堂活动设计 77

78 《圣经》的修辞分析

79 A Magic World: A Study of Magic Agents in Harry Potter 80 公示语汉英翻译中的语用失误浅析及对策 81 从《透明的东西》探讨纳博科夫的时间意识 82 《野草在歌唱》中野草的象征寓意解读 83 论《呼啸山庄》中希斯克利夫的矛盾情感 84 风筝在《追风筝的人》中的象征意义分析英语专业全英原创毕业论文，是近期写作，公布的题目可以用于免费参考

85 论商标名称的翻译对品牌形象的影响

86 中外青年婚姻观念差异——从《柳堡的故事》和《傲慢与偏见》中进行对比 87 On the Strategies of Translation of Political Terms with Chinese Characteristics 88 《傲慢与偏见》中人物对白之语用学分析

89 Research on the Expreion of the Speaker’s Intention in English and Chinese Conversation 90 中英动物习语的文化内涵及其差异 91 论翻译的艺术

92 比较中美民事诉讼文化的价值取向

93 从功能对等理论角度看校训的汉英翻译原则 94 英语广告的修辞及其翻译

95 跨文化营销策略研究－－以宝洁为例（开题报告+论） 96 法律英语中的情态动词shall的翻译 97 浅谈公示语英译

98 论D.H.劳伦斯诗歌中的救赎意识 99 女性社会价值的深情呼唤—小说《到灯塔去》中拉姆齐夫人和莉丽人物形象的对比研究 100 《美国悲剧》中的对比手法运用研究 101 中医术语翻译方法研究

102 英汉植物词文化内涵的比较研究 103 以学生为中心的英语词汇教学的研究

104 An analysis of American Racism and Black Traditional Culture in The Bluest Eye 105 初中英语词汇的学习

106 论双性同体理论下的《达洛卫夫人》

107 不同的阅读任务对高中生英语词汇附带习得的影响 108 美国俚语的文化特征及社会功能 109 意象图式研究

110 浅析《飘》中的女性意识

111 英语专业学生英语口语学习动机调查研究

112 用合作原则和礼貌原则分析网络聊天室会话的含义 113 中美文化中面子理论的对比分析

114 《红字》中珠儿与《雷雨》中周萍之比较 115 东西方文化中团队意识的差别

116 从顺应理论的角度对广告翻译的分析

117 放弃完美选择缺失－－-对比分析王熙凤和郝思嘉 118 小学英语单词情趣教学初探

119 通过《推销员之死》探究现代人生存困境问题 120 欧•亨利短篇小说中的美式幽默风格的翻译 121 浅谈简•奥斯丁《劝导》的反讽艺术 122 论国际商务非礼貌言语行为 123 爱伦坡《泄密的心》的恐怖效果

124 肯克西《飞越疯人院》的女性主义批评 125 简析比喻在《围城》中的运用 126 浅谈英语俚语

127 图式理论在英语阅读教学中的应用研究 128 交际法在中学英语词汇教学的应用英语专业全英原创毕业论文，是近期写作，公布的题目可以用于免费参考

129 论委婉语与国际商务谈判

130 双重文化下的文化选择——解析电影《刮痧》中中国移民的文化身份危机 131 浅析《老人与海》中桑提亚哥的性格 132 On Carl’s Personality in Titanic

133 唐诗意象英译中的文化障碍和策略 134 唐诗宋词中颜色意象的研究及其翻译 135 英汉基本颜色词的文化内涵对比研究 136 尼斯湖和西湖—中西方旅游性格差异研究

137 An Analysis of The Bible’s Influence on British and American Literature 138 双重人格——《化身博士》的启示

139 从女性视角看男权主义下的婚姻秩序——以《苔丝》为例 140 《儿子与情人》与《雷雨》中母子关系的对比 141 撒旦和孙悟空的形象和文化内涵对比 142 浅谈英文原版电影与高中英语教学

143 从《金色笔记》看多丽丝莱辛的女性意识

144 Comparison of models of Human Resource Management between East and West 145 科技英语语篇中被动语态语篇功能的分析 146 浅析英文爱情诗的特点与翻译方法 147 浅析“苹果”广告中的文化因素 148 商务合同英语的语言特征

149 从《徳伯家的苔丝》看哈代的贞操观和道德观

150 A Popular Form of Subtitles Translation by Fansub Group on the Internet 151 《双城记》中表现的仁爱精神解析

152 永恒的精神追求—《天使，望故乡》的精神主题分析 153 论《科利奥兰纳斯》的政治悲剧

154 海明威心中的完美女性――论《永别了，武器》中的凯瑟琳形象 155 高中英语写作前口语活动设计与实施建议 156 从概念隐喻看寓言的语篇连贯

157 On the Disposal of Cultural Differences in the Translation 158 以学生为中心的英语词汇教学的研究

159 The Analysis of Teacher Images in English Films And Their Impacts on Young Teachers 160 从《卖花女》看萧伯纳的费边主义思想 161 论企业对员工过度压力的管理

162 Translation of Gududeqiu from the Perspective of Qian Zhongshu’s Realm of Sublimation 163 中美服饰的文化差异分析

164 简析《雾都孤儿》中善与恶在人物塑造上的体现 165 论英汉数字习语的差异及翻译

166 对《傲慢与偏见》中的婚姻观重新解读 167 交际教学法在中学英语课堂中的应用

168 Study on Chinese and Western Menu Translation in View of Dietary Cultural Diversity 169 家庭教育对保罗的影响：品读《儿子与情人》 170 《哈克贝利•芬恩历险记》中对自由的追寻 171 文学再创作的范例—《简•爱》的汉译本 172 从概念隐喻看寓言的语篇连贯英语专业全英原创毕业论文，是近期写作，公布的题目可以用于免费参考

173 英语教学中的文化意识

174 《西游记》和《哈利波特》的对比 175 从迪斯尼动画《木兰》看中美文化差异 176 On Trademark Translation of Automobiles 177 A Study of Cultural Influence upon Internet Language 178 迪斯尼动画《木兰》中的中美文化融合分析 179 从英汉颜色词的内涵看其翻译 180 人性，社会结构与格列佛游记 181 论《弗兰肯斯坦》的叙事技巧

182 埃德娜的觉醒——对《觉醒》的心理女性主义分析 183 英语动物习语的研究及翻译

184 Contrastive Analysis of Context between Chinese and English Languages Reflected through Translation 185 Application of Cooperative Learning in English Reading Cla of Senior High School 186 从宴客角度探究中西方文化理念的差异 187 论《简爱》中的疯女人

188 从语境视角浅析《生活大爆炸》中反语的幽默属性 189

190 论英语电影在英语学习中的作用 191 文化差异对商务谈判的影响及策略 192 英汉数词的文化对比及其翻译 193 命案现场——阿加莎死亡观简析 194 试析诗歌翻译中文化意象的处理 195 中美文化视阈中的商务谈判风格

196 “庸人”自扰——《普鲁弗洛克情歌》主题探究 197 对英文广告中模糊语言美学功能的理论探究 198 英汉颜色词文化内涵的异同分析

199 模糊语言在商务英语谈判中的语用功能 200 浅议《女勇士》中的个人英雄主义

第15篇：商务英语BEC 中级口译课演示谈判剧本双语版

中方经理Chen 中方翻译xiao

美方市场部主任Amy 美方翻译Lee Robot1 Yvonne Robot2 Jiang

C: 肖主任啊，近期衡阳地区娱乐业竞争激烈，咱们天上人间有几位花魁都回家生仔啦！

X：我最近看了部电影《机器人女友》，要不我们也来点新鲜的？

C: 我有一个朋友认识一个卖机器人的！

L：Hello Kugo, what can I do for you? X：This is Heaven on earth

L: I will send you some brochures, if you are interested.X：I\'ll give you my bo.A: hello, this is

X: Can you suggest an alternative﹖

A: So, thank you for coming, everyone.It\'s really a pleasure to see you all here.Would anyone like something to drink before we begin?

L: 在我们正式开始前,大家喝点什么吧?

In the future, the poibilities are endle, but the legal drinking age is still 21 and everyone plays responsibly.她的声音很美丽，一定能开拓中国娱乐界市场

Her voice is so sweet, I\'m sure she can win a lot of man\'s heart

她的主要特色是唱歌，她能以三种语言唱歌。 Can you sing pop songs? Can she dance?

Her hair and skin are real 你能让我掐一下么？ Can I have a try?

让我们来讨论一下价格吧。批发价是多少？零售价是多少？ Let’s negotiate the price.What’s the wholesale price? what’s the retail price?

我是老李介绍的，能不能给我打折？ Can you give me a price discount ?

A: How much would you like it to be? We’ll reduce the price if your order is large.你想出什么价？假如你们的订货量大，我们可以减价。我们订的数量取决于你们的价格。

The size of our order depends on your price.

There is no profit at this price.I am sure I will sell it to you if there are profit.

这个价我们没利可挣。如果这个价有点挣，我一定卖给你。能不能互作让步？

Can we meet each other half way?

This is the most popular style and this is named brand， Kugoo.

这是现在最流行的款式而且是名牌货，酷狗的。 It is a real,not a fake.

这是正宗货，不是假货。 Take it or leave it.要不要由你。成交。 It is a deal.

什么时候交货？

When can you deliver?I’ll ship as quickly as I can.我会尽快给你装货。

你们怎么付款？支票可以吗？美元可以吗？

What are your terms of payment? Is check,ok? Is U S dollar,ok?

Is the contract all right now? 合同现在这样可以了吧？

A: Who is going to sign the contract for your side? 谁代表你们这一方签约？总经理。

The general manager.

签约之前我想再看过一遍。

I’d like to look this over before I sign it.A: Of course.Take your time.当然，你慢慢看吧。看起来好像没什么问题。 It looks fine to me.

Just sign there on the bottom.

那么，就请在下面这里签个名。 A: Here’s your copy of the contract.这是你的那一份合同。

太好啦，我真高兴一切都完成了。 Good.I ’m glad we’re all done.

各位先生晚上好，我们天上人间来了新的花魁！

各位先生不好意思，出了点差错。

第16篇：商务英语

问候 Greetings

打招呼

How are you doing ? 最近怎么样

I’m OK.我很好

What’s new?近况如何？

What’s up? 忙什么呢？

询问近况

How are things going? 最近怎么样？

Everything is pretty much the same as usual.老样子

How is everything? 最近好吗

I’m keeping very busy.作介绍 Introduction

自我介绍

I’mEmil Song and I’m Mr Tan’s secretary.我是艾米丽.宋，谭先生的秘书。

Pleasedto meet you!很高兴认识您！

介绍他人

I’d like to introduce Jane Hunter.我想要介绍一下 Jane Hunter。

Nice to meet you! 很高兴认识您！

Let me introduce Mr Wang, who is our new finance director.

道别 Saying Goodbye

道别

I think it’s about time we made a move.我想我们该动身了。

赠言

See you later! 回见！

Take care.Bye! 多保重，再见！

Keep in touch.保持联络。

Send my regards to your family.代我向您全家问好。

找路 Finding the Way

问路

Excuse me.Can you tell me how to get to the Global Trade Center?打扰一下，您能告诉世贸中心怎么走吗？

Can you tell me the way to Linden Street?您能告诉我去林登街怎么走吗？

Go straight along this street and turn left at the fist turn.顺着这条街往前走，到第一个路口左转。 Drive straight on until you come to a croroads.你一直往前开到十字路口。

询问联系方式 Contact Details

Do you know Carl’s new addre？你知道卡尔的新地址吗？

问E-mail

Would you mind give me Denise’s E-mail addre?你可以把丹尼斯的电子邮箱地址给我吗问电话

Do you have Erica’s phone number?你有埃里卡的电话号码吗

说明时间和日期Time and Date

说明时间

What time is it?现在几点了？

Quarter to three now.3点差15分

说明日期

What day is it?今天星期几？

What’s the date?今天几号？

It’s the April 26th.4月26号。

告知消息 Information

好消息

I’ve got some great news to tell you.我有好消息要告诉你。

Gue what? I finally got my driver’s license.你猜怎么着，我终于拿到驾照了。

坏消息

I have some unfortunate news.我有个不幸的消息。

I’m afraid I have some bad news.恐怕我有不好的消息。

打电话 Telephone

说明找谁

I’d like to speak to Mr Smith, please.我想要找史密斯先生

接通

I’ll put you through.我帮您接通

人不在

I’m sorry, Mr Clark is not available just now.抱歉，克拉克先生现在不在。

留言

Can I take a meage?我能留言吗？

I’ll get back to you as soon as poible.我会马上给你回电话。

邀请 Invitation

发出邀请

Would you like to come to a party on Saturday?周六你想参加聚会吗？

We are throwing a party on Sunday night, Can you come?我们周日晚上开晚上举办晚会，你能来吗？

接受邀请

I’d like to come very much, what time dose it start?我很想去，几点开始？

委婉拒绝

Thinks for the invite, but we won’t be able to make it.感谢您的邀请，但是我们去不了。

约会Appointment

提出约会

I’d like to make an appointment with Mr Morris,please.我想约见莫里斯先生

时间、地点

How about next Friday evening, at 4 o’clock?下周五下午丝带怎么样？

Shall we say 10 o’clock at my office? 可以10点到我的办公室吗？

10：30 would suit me better, if that’s Ok with you.如果10点半你没问题的话，对我来说就更好了。

谈论天气Weather

询问天气

What’s the weather like? 天气怎么样？

天气情况

The weather forecast says that it’s going to be fine for the next few days.天气预报说未来几天天气会很好。

It was very hot and humid.这里的天气又热又潮。

It has keep pouring rain for days and it’sfreezing! 大部分时间都在下雨，天气很冷。

就餐 Restaurant

点菜

What’s your specialty? 你们的招牌菜是什么？

We won’t have anything else, thank you.别的就不要了，谢谢。

Could we have the bill, please? 我们结账。

喝咖啡 Coffee

I’d like a white coffee, thanks.

I’ll have a chocolate muffin and a large black coffee.我要巧克力松饼和一大杯黑咖啡。

续杯

Would you like another one? 你想再来一杯吗？

购物 Shopping

购买

What would you like today? 你今天想买什么？

I’d like four of those cakes, please.我想要四块这样的蛋糕。

付款

How much do I owe you? 我要付你多少钱？

在银行 Bank

开账户

I’d like to open a new account.我想要开个新账户。

Now enter your PIN。现在输入您的密码。

转定期

I’d like to transfer 1,000 dollar from my current account to my savings account.我想把1000美元从活期账户转到定期存款账户上。

提款机

Is there an ATM near here? 这儿附近有自动取款机吗？

在邮局 Post Office

邮寄物品

I’d like to send it as a registered parcel.我想寄一个挂号包裹。

How much will it cost to send this by airmail? 用空邮寄要多少钱？

It ‘sa little overweight, you have to pay extra.有点超重了，你的付超重费。

汇钱

I’d like to wire some money.我想电汇一些钱。

在医院 Hospital

医生的话

What’s the matter with you? 你哪里不舒服？

Are you allergic to penicillin? 你对盘尼西林过敏吗？

I’ve given you a seven-day course of treatment and these pills will soon cure the infection.我给你开了一个七天疗程的药，这些药会很快治好你的病的。

病人的话

I’ve got a temperature.我发烧了。

My chest hurt and I’ve got a sore throat and I have a bad cough.我胸口痛，嗓子也痛，咳嗽也很厉害。

节日祝福Holiday Greetings

新年祝福

All the best for 2010.祝2010一切顺利。

Happy new year! 新年快乐！

I wish you health and happine in the coming year! 祝您新的一年身体健康，生活愉快。

圣诞祝福

Merry Christmas! 圣诞快乐！

祝愿 Good Wishes

祝快乐

To your health! 祝您健康！

Bottoms up! /Cheers! 干杯！

祝工作顺利

Good luck! 祝你好运！

All the best ! 祝你一切顺利！

I wish you well with your new job.我祝你在新的工作岗位上一切顺利。

Congratulationson your promotion.祝贺你升职!

If anyone deserves a good job, it’s you.如果有谁配得到一份好工作，那就是你。

感谢 Gratitude

致谢和回应

Thank you very much indeed, that’s really kind of you.真是太感谢了，你想的太周到了。 It was my pleasure.不用客气。

Thank you for your hospitality.谢谢你的热情款待。

You’re welcome！不用客气

It was very generous of you.你真是太慷慨了。

Don’t mention it.这没什么。

第17篇：商务英语

1请报CIF悉尼最低价，包括我方2%的折扣并告知最早的装运期。

Please quote us your lowest price, CIF Sydney, inclusive of our 2% discount, stating the earliest date of shipment

8.我们都退让一步吧！50%信用证，其余的用付款交单，你看怎么样？

Let’s meet each other halfway.What do you think of 50% by L/C and the balance by D/P?

5）我方羊毛衫有着无比优越的品质和色彩。在这一点上没有人能赶上我们。

Our woolen sweaters have no rival /equal in quality and color.No other supplier can touch us in this point.

3.请确保货物由十月十五日左右启航的“和平轮”装运。

Please see to it that the goods are shipped per PEACE sailing on or about October 15th.

4）请采取必要的预防措施使包装能保护货物在运输途中不受潮湿和雨淋损害。

Please take neceary precautions that the packing can protect the goods from dampne or rain in transit.

6) 我方欲购买洗衣机，请报你方最优惠的价格

As we are in the market for the washing machine, we should be pleased if you would send us your best quotations.

10)请就钢板向我方报CIF西雅图最低价包括5%的佣金

Please quote us your rock-bottom price for steel plate CIF Seattle inclusive of 5%commiion.

2)请注意由于外汇汇率浮动较大，价格会随时起变化，不预作通知。

Please be informed that, on account of the fluctuations of foreign exchange, the quotation is subject to change without previous notice

9.如果没有客户的特别指示，我们一般给货物投保平安险。

It’s our usual practice to cover the goods against F.P.A.in the absence of definite instructions from our clients.

10.你方同我方建立业务关系的愿望与我方是一致的

Your desire to establish busine relations concides with ours

FOBCIF

L\\C Letter Of CreditB\\L Bill Of Lading

PON.W

G.WS.S

T\\TETA

D\\ACFR

D\\P样品

中性包装商业发票

佣金收货人

销售高峰分销商

清洁提单报价单

虚盘发货人保险费

名片最终用户

不可撤销信用证

第18篇：商务英语

商务英语迎接客人

Excuse me ,are you Mr.Peter from England?劳驾，请问你是英国的皮特先生吗？

Yes ,I am.是的，我是。

I am pleased to meet you ,Mr.Peter.皮特先生，很高兴认识你。

It\'s certainly a pleasure to meet you .认识你真是我的荣幸。

Did everything go all right?一切都顺利吧？

I am lv chenglin.I come here to welcome you.我是吕承霖，我是来迎接你的。

I am happy to have this chance to meet with you .很高兴能有机会认识你。

Are you looking for anything in particular?你有特别需要什么吗

Let me give you this information to look over.让我给你写资料参考。

Let me describe to you more detail.让我来向你做跟详细的讲述。

How do you think about it?你认为怎么样？

Just a moment ,please.请稍后。

Would you please lead me to look around your factory?你能带我参观一下你的公司吗 All right ,let\'s get down to busine.好，我们来谈正事。

Maybe we can compromise on this.也许我们还可以协商下。

So you really don\'t see your way to get it down a bit?你真的不能再降低一点了吗？

No, I\'m sorry .this is our rock-bottom price.很抱歉，这是我们的最低价格。

And it is in fact more advantageous than others.而且比其他人的价格优惠的多。

It\'s a deal.成交了。

Then it\'s settled.就这样定了。

Can we meet halfway on this?我们是否能各让一半。

Thanks for your understanding and cooperation.谢谢你的理解和合作。

Then ,when shall we sign the contract?那么，我们什么时候签合同。

Let\'s congratulate ourselves that this transaction has been made.让我们祝贺这次的交易圆满成功。

I am for that.我赞成。

You‘re quite right。你说得对。

Is it poible for you to go into in in more details?/could you put that into more specific terms?/could you please explain it more precisely for us?你能说的详细一点吗？

第19篇：商务英语

Brief Introduction 建立业务关系，实际上就是确定贸易对象。贸易对象选择得合适与否，决定着贸易的成败。在一般情况下，双方通过各自的介绍或第三者的介绍，先摸清对方的资金信用、经营能力和业务范围等重要条件，然后再进行实质性的业务商讨。贸易双方只有在相互了解、彼此信赖的基础上，才能进行积极地合作，并使双方贸易活动得以顺利地开展。 Basic Expreions 1.We’ve come to know your name and addre from the Commercial Counselor’s Office of the Chinese Embay in London.我们从中国驻伦敦大使馆的商务参赞处得知你们的名字和地址。

2.By the courtesy of Mr.Black, we are given to understand the name and addre of your firm.承蒙布莱克先生的介绍，我们得知贵公司的名称和地址。 3.We are willing to enter into busine relations with your firm.我们愿意与贵公司建立业务关系。

4.Your firm has been introduced (recommended, paed on) to us by Maple Company. 枫叶公司向我方介绍了贵公司。

5.Our mutual understanding and cooperation will certainly result in important busine.我们之间的相互了解与合作必将促成今后重要的生意。

6.We expre our desire to establish busine relations with your firm.我们愿和贵公司建立业务关系。

7.We shall be glad to enter into busine relations with you.我们很乐意同贵公司建立业务关系。

8.We now avail ourselves of this opportunity to write to you with a view to entering into busine relations with you.现在我们借此机会致函贵公司，希望和贵公司建立业务关系。

9.We are now writing you for the purpose of establishing busine relations with you.我们特此致函是想与贵方建立业务关系。

10.Your desire to establish busine relations coincides with ours.你方想同我方建立业务关系的愿望与我方是一致的。 ad agent 广告代理商

ad craft 广告业者

ad referendum contract 草约

ad solicitor 广告掮客

ad valorem duty 从价关税 advice for collection 托收委托书

advice note (发货)通知单

advice of arrival 到货通知 advice of authority to pay 授权付款通知书

advice of bill accepted 承兑票据通知书 advice of bill collected 票据收款通知书

advice of bill paid 票据付款通知书

advice of drawing 汇票通知书

advice of settlement 结算通知书

advice sheet 外汇交易报告书 advising funds 信用资金

advid 自荐录像带

advisory board 咨询委员会

advisory service 咨询服务部

aero (车辆等)流线型的 affidavit of means 偿债能力证明书

affidavit of service 送达证明书 affiliated company 附属公司;分公司

affiliated interests 联营股权 affiliation 联营公司;附属机构

affinity (group) card 团体组织卡 affirmation of contract 批准合同

aforementioned 上述;前面提及的

after cost 后续成本

after delivery 交货后

after (-sales) service 售后服务

after sight bill 见票后付款汇票

after-care service 售后服务

after-market 次级市场

after-sales warranty 售后保单

after-tax income 税后收入

against all risks 保全险

agency 代理行;经销处;公众服务机构;代理公司

agency agreement 代理协议书

agency bills 代理票据

agency commiion 代理佣金 agency contract 代理合同

agency endorsement 代理背书

agency funds 代管基金

agency receipt 待收款收据

agency recruitment 通过职业介绍所招聘

agency-client relationship 主顾关系agent service 代理业务

agents lien 代理人留置权 aggregate balance sheet 合并资产负债表

aggregate liability 债务总额

aggregate loes 累计损失

aggregated rebates 总回扣

aggrieved party 受损害的一方

agio 贴水

agiotage 套利差额;股票投机

agreed par value 约定平价

agreed rate 协定运费率

agreed returns 约定退费 agreement of reimbursement 偿付协议

agreement on buying option 优先购买权协议 aggreive police-style interview technique

咄咄逼人的警察审犯人式的面谈方式 aggreive reporting 乐观高估的财务报告

agribusine 农业综合企业

agricultural science of park 农业科技园区 agro-industrial complex 农工联合企业

agro-industry 农用工业 aid account 经援帐户

air-borne trade 空运贸易

air-conditioned container 空调集装箱 air freight operator 空运公司

airline 航空公司

airline busine 航空业

airlines 航空公司(多用于航空公司名称中)

air miles 里程奖 air-miles awards 里程奖

air quality and emiion standards 空气质量和排放标准 air time 通话时间

air (transportation) waybill 空运单 airways 航空公司

alcometer 酒精检测仪

all-expenses-paid trip 免费旅行

all round price 各种费用在内价 all sorts of goods in stock 货色齐备

all squared 结清 all told 全部容

allocated quota 分配配额

allocation 分配;拨款

allocation of risks 风险分担 allocation of shares 股金分配 allotment 配股

allotment money 认购资金

alternative 非主流的

aluminium can 易拉罐

amalgamate 合并

amaing knowledge 积累的知识

amend 修正

amendment 修正件

amenities 生活福利设施;舒适条件;宜人之处 American Expre 美国运通信用卡

American plan 美式酒店服务;美式收费制 amicable allowance 友好让价 amortization 摊销;分期偿还

amount brought forward 上期结转金额 amount ceded 分出金额

amount cover charge 保险费金额 amount differ 金额不符 amount in figures 小写金额 amount in force 有效金额 amount in words 大写金额 amount insured 保险金额

amount of the credit 赊帐金额;信用证金额 amount of instrument 票据金额 amount of overpaid 多付款项

amount of undercharged 少算款项 amount under-collected 少收款项 amusement shares 娱乐股票 analysis 分析 analyst (经济)分析员 angel 投资天使

angel investor 天使投资者

annex 附录;附加

announcement of tender 招标通告 annoyance 令人讨厌的事或人 annual general meeting 年度股东大会 annual growth rate 年增长率 annual income 年收入 annual premium 年度保险金 annual production 年产量 annual profit 年收益;年利润 annual report 年报

annual return 年利润;(纳税)年度申报表 annual statement 年度决算书 annualization 年工时制 annuities 年金债券

answering machine 录音电话 answerphone 留言机;电话录音机

antecedent money 押金

antedate 倒填日期

anticipated acceptance 预期承兑

anticipated buying 预期定价

anticipatory L/C 预支信用证

anticipatory pricing 预期定价

anti-dumping duties 反倾销

anti-dumping law

反倾销法

anti-fraud technique 反垄断

anti-subsidy duty 反贴补

anti-takeover tactics 反接管手法

antitrust 反托拉斯

any other busine 任何其他议题

a/o(account of) 入帐内

AOB(any other busine) 其他事项

A/P(authority to purchase) 委托购买证

a.p.(Additional Premium) 附加保险费

a/p(account paid) 帐目已付

aperitif 开胃酒

apparent rate 表面费率

appeal 吸引力

appendix 附录

applicant 申请人;投保人

applicant for a discount 贴现人

applicant for the credit

信用证申请人

application for insurance 投报单

application money 认购新股款权

application form 申请表appreciate (v) appreciation(n) 增值

apprentice 学徒

apprenticeship 学徒工期;学徒制

approach 手段;方法;(想亲近的)尝试

approach to dialogue 谈话方式

approximate 大约的

approximation近似值

aptitude 才能;天分;天资

arrears 欠款

arrival notice 到货通知

articles (在法律事务所)培训期;律师实习

area manager 分区经理

A share A股股票

Asian crises of the late 1990s 90年代末的亚洲金融危机

ASAP(as soon as poible) 尽快

as is 按现状出售,概不保证

asking price 索要价;要价

asleep at the switch 玩忽职守;坐失良机

as of 自„„起

as per 按照;依据

aspirational group 带领性消费群体;领导性消费群体

as seen 看货买卖,现场交易

aembly 装配

aembly line 装配线

aembly plant 装配厂

aembly point 组装点;安全点

aement (法律)评估;估价

aet资产

aign 分派

aignment 分配的任务(职责) aistant 助手;助理

aistant personnel officer 人事助理

aociate 合伙人;同事

aociation 协会;学会

aume 承担

at short notice 提前很短时间通知

attach 附上

attendance 出勤率

attest 证明某事真实可信

attitude research 倾向调研,民意调查 attorney 法律事务代理人;律师

attribute 品质;特性

attrition 人员自然损耗;人员自然削减

audio-typist 录音打字员

authentic公正的

authorize 授权

aet 资产

auction 拍卖

auctioneer 拍卖师;拍卖商

audit 审计

auditor 审计员

authentic text 正本

authorize 批准;核定;认可 authorized dealer 特约经销商;授权经销商

authorized share capital 法定股本

auto hire company 汽车出租公司

auto insurance 汽车保险

autobiography 个性化定制 automatic feed 自动进纸功能;自动送纸功能automatic redialling (电话,传真号码)自动重拨

automatic right 理所当然应该享有的权利 automatic teller machine 自动出纳机 automotive 汽车制造的 autonomous company 具有自主经营权的公司 availability 可销售能力 available 可获得的 average life平均寿命 average propensity to consume(APC)平均消费倾向

average propensity to import平均输入倾向 average propensity to save(APS)平均储蓄倾向 average rate平均汇率;平均价 average total cost(ATC)平均总成本 average variable costs(AVC)平均可变成本 aviation 航空制造业

aviation insurance 航空保险 aviation liability insurance 航空责任保险

aviation personal accident insurance 航空人身意外保险 avoid 撤销;避免 avoid creditors 躲债 avoid obsolescence 防止过时 avoidance 避免;免除;撤销

avoidance clause 宣告无效的条款 avoidance of contract 撤销合同 avoidance of tax 逃税

avoidance without declaration 未经声明的废止 await 等候,期待 await of bid 决标 award 裁决 awards dinner 颁发宴会 award-winning 成功的,优等的,一流的 awarene 意识,认识程度 away from the market 限价;不按市价 awkward 尴尬的;为难的;不按市价 axe 大幅削减;裁员

第20篇：商务英语

一、短语翻译

regular hours 正常工作时间flexible hours 弹性工作时间

hot-desking 办公桌轮用making contacts 建立人脉关系an impreive job title 一个显要的职衔a pension 养老金

a good salary 可观的收入plan for disast有备无患

work experience 工作经验project manager 项目经理

working environment 工作氛围brainstorming rooms 头脑风暴室sales and marketing 销售和市场营销部globaiservices 环球服务部

developing markets 市场开发部career goal 职业目标

reward and recognition scheme嘉奖制度set your limits规定限

get organised安排有序parental leave 父母假，育儿假，照顾新生儿女假put pen to paper签订协议two become one 合二为一

find the perfect partner 理想搭档don’t feel guilty 勿感内疚

Be prepared to communicate and share credit and blame.要能够相互沟通，功过与共.

trade fair event 商品交易会Training and staff development培训和员工发展 Flexible working hours 弹性工作时间Opportunities to travel 旅游机会

Opportunities for promotion升职提拔的机会Days off 几天短假

Company car 公司配给的汽车Incumbent progamme岗位培训课程 Grow and maintain customer relationship发展和维持客户关系

Research and development and manufacturing研发和生产

solo trader独立法人，独立经销店partnership合伙经营

franchise连锁店特许经营start a busine 创办企业

askfor permiion 获得准许complain about a mistake 投诉一个错误 confirm something is OK 确认某事request information 索要信息

offer information 提供信息cancel arrangements 取消安排 request help 求助change a booking 改变预定

empioyment news 就业新闻give notice 预先通知

take voluntary redundancy 自愿接受裁退

make redundant 裁员employment iue 就业问题

good communication 良好沟通potential problem 潜在的问题

reasonable period 合理期限reasonable grounds 合理的理由

verbal warning 口头警告written warning 书面警告

disciplinary procedure 纪律程序unglamorous image乏味的形象

door-to-door work and cold calling挨家挨户的推销和进行不期而至的拜访

commercial director 销售总监email confirmation form 电子邮件确认表 build trust建立信任askclever questions 问恰当的问题

knowyour stuff了解你的产品beprepared to fail做好失败的准备 scheduling and technical provision to clients

exceptional interpersonal skill 超强人际交往力open your mind敞开心扉

sales executive 销售总监sales and advertising team 销售和总监能力 sales argument 销售赔款commercial targets 商业目标

marketing representative 营销代表finance manager 财会经理

benefits and incentives 福利和奖励freelance自由职业

二、句子翻译

1、To you, networking might mean attending a conference or trade fair event or meet new clients or partners.对人们而言，建立关系网络也许不仅仅意味着通过参加会议或商品交易会等活动认识新客户或合作伙伴.

2、I\'d got to a reasonably senior level and I wanted to help other people to maximise their potential.我身处高管职位，希望能够帮助其他女性充分发挥她们的潜能

3、I saw your advert for the post of client services executive in yesterday’s newspaper and I would like to apply for the position.我昨天在报纸上看见你们客服服务主管职位的招牌广告，我想申请这个职位。

4、Following recent feedback on working hours,the head of human resources will give a presentation on Thursday 2 July at 4.30pm in the conference room.

5、I’m coming to the event next week called Lanuching your busine online.下周我将参加“创办网上公司”的活动。

6、We\'ve reviewed your sales figures and they\'re not really up to the level we need.我们查看了你的销售数据达不到我们所期待的水平。

7、No one at his old factory was available to comment on how they would be replacing the six workers.就如何接管这六个员工的工作，厂方尚未作出任何评论。

8、The aim of this report is to ae whether Ms chuhova was unfairly dismied and if the correct procedure was followed by her line manager.这报告的目的是评估察哈娃女士是否被不合理解聘以及她的部门经理是否遵循；额正确的程序。

9、Working type up their every thought and send off emails with tremendous inaccuracy or complete pointlene .。员工们把每个想法打好字，要么错误百出，要么完全不考虑礼节。

10、Now I speak to customers every day in the buzz of a target-driven environment.it’s fantastic.现在我每天和顾客交谈，目标明确，充满激情。真是妙不可言。

11、Don’t misunderstand the customers.不要误解顾客的意思

12、Don’t overload people with details.

13、Salespeople are not necearilyborn.销售人员不是天生的

三、数字翻译

16,000,000,000

——sixteen billion turnover

978,000,000

—— nine hundred and seventy-eight million finnal income

160——one hundred and sixty countries

55,000——fifty five thousand employees

½ —— half of 55,000 in the USA

4 —— four division

6 —— six percent of revenue dedicated to research and development

5,000,000,000 —— five million dollars revenue in Europe

2,000,000,000 ——two billion dollars rest of world revenue

1906 ——nineteen oh six company founded

112,000,000,000 —— one hundred and twelve billion total market

五、作文

Work inpairs.Choose one of the way of working below and prepare a mini-presentation on the topic for the rest of the cla.A: WHAT IS IMPORTANT WHEN„?

Job-sharing

● Find someone you like.

● Organise and plan how you share the work.

●

Finding someone you like is the most important when you start a job-share.As job sharing is a way for two people to both fill one job,finding someone you like is very important for the succe of the scheme.You may find one from your current workplace, or you may find one outside through all kinds of contacts.

Organising and planing how you share the work is also important.If it’s shared reponsibility, there is no division of duties but two people have to split the hours clearly to ensure that the work flows continuously.If it’s divided responsibility, each partner has to be clear about his own case—load or project to focus on during his working hours.If it’s unrelated responsibility, the partners have to learn what their separate tasks are in the same department, and each has to do his own share well.

Communication is another important factor to consider when you arrange the job-share,especially for shared responsibility.Partners have to communicate well so that jobs are done smoothly.Using email, voicemail meages, daily logs and notes are some techniques that help facilitate communication.

B:WHAT IS IMPORTANT WHEN„?

Working from home

● Set up an office space in the house.

●Plan your working hours and your breaks.

●

Seting up an office space in the house is important whenworking from home.This will give you a feel of being in the office and concentrate more on work.In this way, it will easy for you to differentiate between wrok time and private time and you will not be easily distracted.

it’s also important to plan your working hours and your breaks.Make it like in the office and set a timetable.But do not overwork yourself to make up for not being in the office every day.Make sure you have a break after you work for a few hours.

In addiction, to make working from home really succeful, you should make sure colleagues and clients can reach you as though you are in the office.This may help a lot to guarantee the efficiency.

Part Two of the Speaking Test

(1)What is important when setting up your own busine?

Prompts:

A good idea.Consider the market demand and target at potential customers.

Knowing your customers.Keep a file of them.

Adequate starting capital is also important.

(2) What is important when your busine is a partnership?

Prompts:

Good relationship with the other person.Mutual trust and full co-operation can bring out creativity.

Both are willing to share responsibilities.

Timely communication and decision making .

(1) When setting up your own busine, I think a good idea is very important.You should consider the market demand and target at potential customers.Under the guidance of the idea, you may cater for the urgent need of the customers, or solve the problems of the customers that other companies haven’t thought of.A good idea from the very beginning can avoid failure of a new company.

Besides I think knowing your customers is also important..You ‘d better keep a file of your customers with names, age, profeion and hobbies etc.Based on their personal information, you may gue the potential needs of the customers and inform them of your product lists at first time poible needs.Knowing your customers helps you to provide them with the information they need.

Apart from the two points, I think adequate starting capital is also important.Only when you have enough money, can you provide varieties of products with good quality; or you can provide good service which is important to attract customers to your

(2)When your busine is a partnership, relationship with the other person is very important.A good relationship with mutual trust and full co-operation brings out the potentials, experience and creativity to the full degree.With good relationship, it is easy for you to communicate with each other and deal with any new iues in time.

Besides, it is also important that both are willing to share responsibilities.This will have direct impact on the succe and failure of the busine.With shared responsibilities, you can achieve your common objectives better and be strongly united against troubles and risks.

On top of that, timely communication and decision-making will also help to improve the running of a busine with partnership.

六、作文memo

1、you are a manager at Lar Bonner.After a meeting with staff, the company has agreed to extend parental leave for fathers from two weeks to three weeks.Write a memo to all staff.●refer to the previous meeting

●say when the news system will begin(25th September)

●remind staff that their manager need one month’s notice.

To: All staff

From: Tom

Date: 25th July

Subject: Parental leave

Further to our previous meeting, I am pleased to confirm that parental leave for fathers has been extended to three weeks.The new system will come into operation as from 25th September.May I remind you that your managers will require one month’s notice.

2、Say what has happened and why

Anounce the repreaentative’s visit

Say when and where his presentation will take place

Write 40-50 words only.Remember to include a To, From, Date and Subject line.To: All staff

From: Tom

Date: 1st October

Subject: resentation of new insurance policy

To offer staff a better health insurance scheme,

We are now working with a new insurance company.Please note therefore that a representative from this company will present the new staff policy on 9th October at 2pm in the conference room.All staff are welcome to attend.

WRITINGAn email

1、You are a sminar organiser.You want to check details for an event next week with your two aistants.Write an email to your staff.Write 40-50 words.

Say which rooms you have booked for the event.

Ask them to confirm the schedule with secutity.

Explain that one participant will be late.

From: XXX

Subject: Confirmation of seminar details

Date:XXX

To: Aistant seminar organiser

Please note that I have booked Room 101 and 102 for the seminar next week.I’d be grateful if you would now confirm this booking and the finalschedule for the event with security.Also note that Mr singh will be one hour late on the Monday morning.

2、Dear [name]

Would you please send me details of the next health and safetytraining event? I’m aware that it is due in the near future.

Regards

[name]

2.Dear [name]

Thanks for reminding me.The training event takes place on the 3rd September from 9-5 in the conference rooms.Please inform all department managers and forward the attached documents which are to be read before the event.

Thanks

[name]

3.Dear Department Managers,

Would you all please note that the next health and safety training event takes place on the 3rd September from 9-5 in the conference rooms.As you know this is a legal requirement.Please also find attached documents which you should be familiar with before the event.

Thanks for your cooperation.

[name]

4.Dear [name]

Thanks for informing the managers.Unfortunately, the training event has been postponed.The reason is the trainer is unavailable.He has suggested the 23rd September, so can you let all managers know?

Sorry for the Inconvenience.

[name]

5.Dear Department Managers,

Following my previous email, I am writing to inform you of a change in date to the health and safety training event.Due to the unavailability of the trainer on the 3rd September, the event will now take place on the 23rd.All other details remain the same.

Apologies for any inconvenience caused.

[name]

《商务英语谈判范文.doc》