商务英语谈判试题
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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
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