第一篇：談判實訓

一、中國香港的絲綢市場長期以來是中國內(nèi)地、日本、韓國、中國臺灣和中國香港幾大制造商的天下。然而中國內(nèi)地生產(chǎn)的絲綢產(chǎn)品由于花色品種和質(zhì)量等問題在香港的市場份額大幅度下降，企業(yè)的生存面臨著極大的挑戰(zhàn)。為改變這一不利狀態(tài)，蘇州絲綢廠決定開發(fā)新產(chǎn)品，拓展新市場，向歐美市場進軍。在經(jīng)過一番周密的市場調(diào)研后，蘇州絲綢廠根據(jù)消費者的喜好、習慣和品位以及新的目標市場的特點和文化背景，開始小批量地生產(chǎn)各種不同花色、不同風格、不同圖案的絲綢產(chǎn)品，力求滿足不同層次、不同背景的人群需要。

蘇州絲綢廠的產(chǎn)品平均成本價的構(gòu)成為：原料坯綢的價格是每碼(1碼=0．9144米)5美元，印染加工費是每碼2．48美元。同類產(chǎn)品在歐洲市場上的最高價格可以賣到每碼30美元，在香港的平均零售價是每碼15美元左右?，F(xiàn)有一家法國企業(yè)預(yù)向該公司購進一批絲綢產(chǎn)品。要求：

分成兩組（第一組和第二組），分別代表蘇州絲綢廠（第一組）和法國企業(yè)（第二組）。

二、“樂天”乳品生產(chǎn)企業(yè)生產(chǎn)多種乳制品，包括袋裝牛奶、盒裝牛奶、酸奶等多種類型、多種包裝的產(chǎn)品，是地方知名企業(yè)?！靶乱患选背惺且患胰珖赃B鎖超市，分店遍布全國?！皹诽臁比槠飞a(chǎn)企業(yè)與“新一佳”超市是長期合作伙伴，是“新一佳”超市的比較穩(wěn)定的乳品供應(yīng)商之一。在新的一年，“新一佳”超市準備與乳品供應(yīng)商就價格、入場、維護、促銷、結(jié)款等問題展開新一輪的討論，重新制定政策?！皹诽臁比槠飞a(chǎn)企業(yè)銷售部與“新一佳”超市采購部將預(yù)約好商談時間，安排面談，對相關(guān)事宜進行商談。要求：

分成兩組（第三組和第四組），分別代表“樂天”乳品生產(chǎn)企業(yè)（第三組）和“新一佳”超市（第四組）。

三、天津某半導體工廠欲改造其生產(chǎn)線，需要采購設(shè)備、備件和技術(shù)。適合該廠的供應(yīng)商在美國、日本各地均可找到2家以上。正在此時，香港某生產(chǎn)商的推銷人員去天津訪問，找到該廠采購人員表示可以為該工廠提供所需設(shè)備和技術(shù)。由于香港客商講中文，又是華人，很快關(guān)系就熟悉了。工廠表達了采購意向，但由于香港的生產(chǎn)商的知名度較低，天津半導體工廠對其產(chǎn)品一直存有疑慮，于是答應(yīng)安排一次談判，對相關(guān)事宜進行商談。要求：

分成兩組（第五組和第六組），分別代表天津半導體工廠（第五組）和香港供應(yīng)商（第六組）。

四、在新學期實驗室建設(shè)中，中州大學實驗中心計劃新購一批電腦，而且對電腦的配置和使用年限等方面都有很高的要求，現(xiàn)我校實驗中心組成采購小組，負責電腦的采購。

新科技公司是一家專門從事品牌電腦經(jīng)營和銷售的公司，已經(jīng)成立十年，有很好的口碑。公司有專門的市場銷售部負責產(chǎn)品的市場調(diào)查和產(chǎn)品銷售，以及與買方的談判工作。市場銷售部小張通過其在中州大學工作的同學小李處得知，我校實驗中心近期欲采購一批電腦。于是小張向該公司市場銷售部經(jīng)理建議向中州大學推銷本公司代理的品牌電腦。

經(jīng)初步接洽，我院有意從新科技公司采購。雙方約定時間就相關(guān)的交易事項進行面談。要求：

分成兩組（第七組和第八組），分別代表中州大學實驗中心（第七組）和新科技公司（第八組）。

? 各組根據(jù)談判背景資料，收集談判信息，并且每組寫一份商務(wù)談判調(diào)研報告，此報告為商務(wù)談判計劃的制訂打下基礎(chǔ)。報告內(nèi)容要求：

1、報告中要包括以下內(nèi)容：宏觀方面的情況、談判對手的情況、競爭者的情況、企業(yè) 自身的情況、市場行情等。

2、關(guān)于背景中的公司，小組可以選擇自己 熟悉或感興趣的公司或者是自己虛擬的公司。

3、字數(shù)不得少于2000字。

第二篇：實訓談判對話

商務(wù)英語談判對話，六人

Buyer: A/B/C from Bring import company Seller: D/E/F from lady shoes Export Company Place: the meeting room of lady Shoes Company Price D: Good morning.Please take your seat.Welcome to our company.ABC: Thank you.A: I’m Lilli.She is XX and she is XXX.E: Nice to meet you, I’m XX, she is XX, and she is XXX.B: Nice to meet your too.We are joined your new product launch meeting, and we are very interested in your product.Some of your products leave me a deep impression.F: that sounds good.Could you tell us which style do you want? The mainly product of our company is lady shoes and clothing, our product has a reliable quality and the price are reasonable.C: the styles we need are NO.1-20 and NO.40-60.D: I see.The styles you need are available.C: I’d like to get the ball rolling by talking about prices.D: I’d be happy to answer any questions you ask.D: we know the quality of your products is very good.But I‘m a little worried about the prices.E: You mean if we will ask for more?

D: That’s not exactly what I had in mind.I know your research costs are high, but what I want is a 25% discount.E: oh, let us see, I think 25% discount is a little difficult for us.It is imposable to make a profit with this price.You know, the competition is tough, and the costs are rising so fast.F: can you tell us how much you need? A: We intend for each product order 1,000,000.B: If you produce at reasonable prices, we will consider increasing the amount ordered D: Well, if you promise to keep Business Corporation, with large quantities, why not, we can consider giving you a lower price;also we hope that we can establish a long-term cooperation between us.F: They start at one hundred and fifty Yuan and go up to two hundred Yuan.E: You know, the price for this commodity has gone up a lot in the last few months.F: Our price is reasonable as compared with the international market.C: as we know, your price is higher than others.A: It would be very difficult for us to push any sales if we buy it at this price.E: You should take quality into consideration.B: Are those prices FOB or CIF? D: Yes.A: That’s too high.F: Oh, no, this is the lowest price.C: We’d appreciate it if you could sell it to us for 150 Yuan per unit.Shipment F: Let’s discuss the shipment today, shall me? A: That’s good idea.Would you tell us how you ship the goods? E: We usually ship the goods by regularly liner.B: For this lot, could you consider prompt shipment? D: No, I’m afraid it’s difficult for us because we can not get the all goods from our manufactures soon.C: When is the deadline of the loading period? D: August, 2012.F: To make it easier for us to get the goods ready for shipment, we hope that partial shipment will be allowed.A: The goods we ordered are seasonal goods, so it will be better to ship them all one time.E: We can’t ship them all at one time, but we’ll try our best to advance the time of shipment.The first part of the goods is to be shipped not later than July, 2012.B: We hope you can make a direct shipment.D: We usually make a direct shipment unless the customers require transshipment.C: Great.We are looking forward your delivery.

第三篇：個人談判實訓心得-

《模擬商務(wù)談判》實訓個人心得

一、實訓時間：

二、實訓目的

1、通過實訓，將理論高度上升到實踐高度，更好的實現(xiàn)將大學期間所學的理論和實踐的結(jié)合，更進一步加深對理論知識的理解，了解和掌握實際操作的方法和要求，為今后學習和實際工作打下良好基礎(chǔ)。

2、培養(yǎng)自己善于觀察、勤于思考的良好的學習習慣以及嚴謹?shù)目茖W態(tài)度和實際動手能力，使理論與實踐得到很好的結(jié)合。

3、通過本次實訓使我能夠親身感受到由一個學生轉(zhuǎn)變到一個職業(yè)人的過程，進一步了解社會，增強對社會主義現(xiàn)代化建設(shè)的責任感、使命感，為離開學校、走向社會、適應(yīng)社會、融入社會作好充分準備。

4、本次實訓對我完成畢業(yè)設(shè)計和實訓報告起到很重要的作用。

5、了解團隊的重要性，更好的融入一個團隊，信任團隊的每一個成員。

三、實訓內(nèi)容

（一）對談判的理解

1、談判的重要性

通過談判，盡量以低價買進，高價賣出，一買一賣之間，利潤就出來了。它是增長利潤最有效也是最快的方法，因為談判爭取到的每一分錢都是凈利潤。比如企業(yè)的某種產(chǎn)品通常售價是一萬元，如果業(yè)務(wù)員談判水平提高了，售價提高到一萬一千元，則提高的一千元都是凈利潤。同樣，企業(yè)在采購時所節(jié)省的每一分錢都是凈利潤！

2、談判的作用

⑴商務(wù)談判是企業(yè)實現(xiàn)經(jīng)濟目標的手段 ⑵商務(wù)談判是企業(yè)獲取市場信息的重要途徑 ⑶商務(wù)談判是企業(yè)開拓市場的重要力量

⑷商務(wù)談判是企業(yè)實現(xiàn)經(jīng)濟目標、取得經(jīng)濟效益的重要途徑 ⑺商務(wù)談判能夠提高管理水平

3、談判的原則

⑴把人與問題分開的原則⑵集中于利益而非立場的原則 ⑶構(gòu)思對彼此有利的方案的原則⑷堅持客觀標準的原則 ⑸談判的原則

（二）小組談判過程

1、談判主題

⑴經(jīng)貿(mào)系系學生會活動贊助 ⑵與寶樂迪建立長期合作關(guān)系

2、談判準備

⑴信息準備：對寶樂迪的背景調(diào)查，對方談判人員調(diào)查，對搜集的信息進息篩選整理。

寶樂迪量販式KTV位于榮盛國際購物廣場3層，距離水專新校區(qū)附近，寶樂迪量販式KTV是青島寶樂迪文化管理有限公司旗下品牌。青島寶樂迪文化管理有限公司簡稱寶樂迪量販式KTV或?qū)殬返?，公司成立?010年。寶樂迪量販式KTV是中國量販式KTV行業(yè)全國大規(guī)模連鎖經(jīng)營的先行者。

⑵人員準備：小組全部成員，我們都系統(tǒng)的學過商務(wù)談判課程，所以思想素質(zhì)、知識結(jié)構(gòu)、談判能力都不錯，能夠勝任談判工作。

主談人： 談判負責人： 陪談人： ⑶談判方案制定

我組成員一起制定幾套談判方案，以充分的準備，應(yīng)對不同的情況。并確定了與寶樂迪談判的時間、地點在6月2號下午3:30在寶樂迪辦公室進行談判。談判方案的目標：

①科學的確定談判方案的目標層次 ②把握合理談判方案的現(xiàn)實標準 ③制定談判的基本策略和內(nèi)容

④科學分析評價談判方案 ⑷模擬演練

在組內(nèi)進行模擬談判，過程中要注意禮儀禮貌特別是溝通的禮儀：舉止得當，接觸的禮儀，談話的禮儀，穿著的禮儀，飲食的禮儀，站立、行走的禮儀，展示水專人的高素質(zhì)，每個人位置，每個人負責的問題，進行訓練，分析各項可能的情況，準備應(yīng)對對策，爭取靈活應(yīng)對各種狀況。

3、談判開局策略

使用坦誠式開局策略：指以開誠布公的方式向談判對手陳述自己的觀點或意愿，盡快打開談判局面。

因主談人與對方認識所以使用坦誠式開局策略，它有利于長期的業(yè)務(wù)合作關(guān)系的雙方，以往的合作雙方比較滿意，雙方彼此又互相比較了解，不用太多的客套，減少了很多外交辭令，節(jié)省了時間，直接坦率地提出自己一方的觀點、要求，反而更能使對方對己方產(chǎn)生信任感。采用這種開局策略時，要綜合考慮多種因素，例如，自己的身份、與對方的關(guān)系、當時的談判形勢等等。坦誠式開局策略有時也可用于談判實力弱的一方談判者。當本方的談判實力明顯不如談判對方，并為雙方所共知時，坦率地表明自己一方的弱點，讓對方加以考慮，更表明己方對談判的真誠、同時也表明對談判的信心和能力。要創(chuàng)造良好的氣氛，通過交換意見了解具體背景情報，分清楚雙方的合作誠意，為后一階段做好準備。

4、談判策略

采用紅臉白臉策略：是指在商務(wù)談判過程中，利用談判者既想與你合作，但又不愿與有惡感的對方人員打交道的心理，以兩個人分別扮演“紅臉”和“白臉”的角色，誘導談判對手妥協(xié)的一種策略。

在紅臉白臉策略是實施過程中，以主副談判人兩個人分別扮演“紅臉”和“白臉”的角色，或一個人同時扮演著兩種角色，使得談判進退更有節(jié)奏，談判效果更好。在紅臉白臉策略的使用過程中，“白臉”扮演的是強硬派，在談判中態(tài)度堅決，寸步不讓，咄咄逼人，幾乎沒有商量的余地。而此策略中的“紅臉”扮演的是溫和派，在談判中態(tài)度溫和，拿“白臉”當武器來壓對方，與“白臉”積極配合，盡力撮合雙方合作，以至于達成于己方有利的協(xié)議?！鞍啄槨币话闶恰胺排凇比宋铮凹t臉”則是收場人物。陪談人注意調(diào)和，進行問題的補充和記錄。

5、談判溝通技巧 我們一起熟悉商務(wù)談判與溝通的技巧：傾聽技巧、提問技巧、陳述技巧答復技巧、說服技巧、開局的技巧、報價的技巧、讓步的技巧、討價還價的技巧、結(jié)局的技巧、攻心的技巧等等。簡述部分技巧： ⑴傾聽技巧：

①要專心致志、集中精力地聽。

②不作實時反應(yīng)，冷靜客觀地分析情況，以防止落入情緒陷阱。③避免采取敵對態(tài)度，不要企圖以辯論或爭論來說服對方。④要進入對方的心理狀態(tài)，就要聽取對方的觀點和意見。⑵提問技巧：

①一般性提問②引導式提問③探詢性提問 ④澄清性提問⑤迂回性提問 ⑶報價技巧

①是否先要價②注意要價的上下限③要價的起點 ④如何對要價進行解釋⑤如何抬高要價 ⑷讓步技巧

①不輕易接受對方第一次的提議②不要太快做出讓步。③動之以情，曉之以理④訴諸價值⑤在讓步時，同時也從對方獲得些什么 ⑥無論談判的結(jié)果如何，一定要讓對方感覺是贏家

6、成交及合同簽訂 成交應(yīng)具備的六個條件

⑴使對方必須完全了解企業(yè)的產(chǎn)品及產(chǎn)品的價值 ⑵使對方信賴自己和自己所代表的公司 ⑶使對方對你的商品有強烈的購買欲望 ⑷準確把握時機、注意成交信號

⑸掌握促成交易的各種因素 ⑹為圓滿結(jié)束作出精心安排 把握進入成交階段的跡象。一項交易將要明確時，雙方會處于一種準備完成時的激奮狀態(tài)，這種激奮狀態(tài)的出現(xiàn)，往往是由于一方發(fā)出成交信號所致。例如，在商務(wù)談判中買方出現(xiàn)下列行為時通常被認為是具有成交欲望的表現(xiàn)：①當買方提出有關(guān)付款方式、簽約時間等方面的問題時；②當買方進一步索取更詳細的資料時；③買方談判人員的面目表情、手勢等表現(xiàn)出成交意圖時。當對方?jīng)]有出現(xiàn)這些成交信號時，一方也可以采取某些策略向?qū)Ψ桨l(fā)出這些信號，促使對方行動起來，從而達成一個承諾，如采取期限策略等。某種意義上講，談判中的價格競爭也是情報競爭，把握對手的精確情報就能在談判中的價格競爭中取勝。

合同簽訂注意

1.首先要確定交易或合作的主要內(nèi)容。

2.以時間發(fā)展為線索，確定雙方交易或合作的過程。3.分析本單位和對方在本次交易中的核心利益。4.分析可能出現(xiàn)的問題與規(guī)范方法。5.制作合同條款提綱。6.制作正式合同文本。合同條款的表述的要求

1．意思準確、無歧義、無矛盾。2．可操作、可執(zhí)行。

3．各方權(quán)利義務(wù)、交易程序清晰明了。4．主次分明、行文簡潔、條理清晰。合同條款條理和布局

有些當事人訂立合同時習慣采用，甲方權(quán)利義務(wù)???乙方權(quán)利義務(wù)??這樣的方式來規(guī)定雙方的權(quán)利義務(wù)關(guān)系。但是，你會發(fā)現(xiàn)甲方的權(quán)利與乙方的義務(wù)多是對應(yīng)的，而有些交易過程是相互交錯的。采用這樣的方法極極易造成混亂。使合同達不到明晰交易過程，明確雙方權(quán)利義務(wù)的目的。在擬訂合同文本時，最多采用的是，以交易環(huán)節(jié)為主線，突出核心條款，加以有關(guān)條款。因?qū)Ψ脚c我們談判時間持續(xù)兩個多小時，KTV顧客在增多，所以對方表示成交，我們與寶樂迪KTV成功的簽訂了合同。

四、實訓中自己的主要工作

1、參與談判前信息收集

2、參與談判方案的制定

3、參加下小組模擬演練

4、小組實際與寶樂迪談判作為陪談人

5、PPT制作

7、PPT演講

6、合同及計劃書撰寫

五、實訓中的收獲及不足

（一）個人體會收獲

在談判前期階段，我們組成員內(nèi)部分工明確、協(xié)同合作；共同搜集情報資料,這包括市場情報、政治法律情報、談判對手的情報等，此所謂“知己知彼，百戰(zhàn)不殆”；在商務(wù)談判方案的制定大家齊動腦筋，在短時間內(nèi)制定談判的主題和目標、選擇談判時間及空間、把握對方的談判目標。只有談判的前期工作做好了，我們才能使談判活動取得預(yù)期的效果，因為談判中只有前期的工作我們可以控制，所以我們都很重視前期的工作并準備得很充分。

完整的商務(wù)談判過程，一般要經(jīng)過摸底、報價、磋商、締結(jié)協(xié)議等幾個階段。談判者應(yīng)掌握每個階段的不同內(nèi)容和要求，靈活有力地運用談判技巧。我看到每個人都很努力，因為時間很緊，很多地方并不完善，但過程很滿足很愉快，增長了經(jīng)驗知識，團隊很和諧，有很多不懂的現(xiàn)在都了解了。

（二）不足

團隊不足：

1、構(gòu)建之初都不熟悉，磨合時間較長，所以效率較慢

2、團隊存在一定的惰性，要一起完成的事會出現(xiàn)偏差

3、PPT制作和模擬談判不完善有很多不足 個人不足：

1、有一次說好團隊一起出去，我沒去并沒有太重視

2、一些時候沒有積極參加組內(nèi)討論

3、有時會有一點私心，沒有為團隊著想

4、知識、經(jīng)驗、心態(tài)還不夠豐富成熟

感謝學校老師，能夠有這次實訓機會，讓我們更加豐富自己的知識，提高自己，讓我們以后飛的更穩(wěn)。

第四篇：外貿(mào)談判實訓指導書

國際經(jīng)濟與貿(mào)易（2009級）外貿(mào)談判實訓

指導書

實訓一

Receiving the Foreign Guest 接待外商

問好

1.Good morning/afternoon/evening./May I help you? /Anything I can do for you? 2.How do you do? /How are you? /Nice to meet you.3.It?s a great honor to meet you./I have been looking forward to meeting you.4.Welcome to China.5.We really wish you'll have a pleasant stay here.6.I hope you?ll have a pleasant stay here.Is this your fist visit to China? 7.Do you have much trouble with jet lag?

機場接客

1.Excuse me;are you Mr.Wilson from the International Trading Corporation? 2.How do I address you?

3.May name is Benjamin liu.I?m from the Fuzhou E-fashion Electronic Company.I?m here to meet you.4.We have a car an over there to take you to you hotel.Did you have a nice trip? 5.Mr.David smith asked me to come here in his place to pick you up.6.Do you need to get back your baggage?

7.Is there anything you would like to do before we go to the hotel?

相互介紹

1.Let me introduce my self.My name is Benjamin Liu, an Int?l salesman in the Marketing Department.2.Hello, I am Benjamin Liu, an Int?l salesman of FUZHOU E-FASHION ELECTRONIC COMPANY.Nice to meet you./pleased to meet you./ It is a pleasure to meet you.3.I would like to introduce Mark Sheller, the Marketing department manager of our company.4.Let me introduce you to Mr.Li, general manager of our company.5.Mr.Smith, this is our General manage, Mr.Zhen, this is our Marketing Director, Mr.Lin.And this is our RD Department Manager, Mr.Wang.6.If I?m not mistaken, you must be Miss Chen from France.7.Do you remember me? Benjamin Liu from Marketing Department of PVC.We met several years ago.8.Is there anyone who has not been introduced yet? 9.It is my pleasure to talk with you.10.Here is my business card./ May I give you my business card?

11.May I have your business card? / Could you give me your business card?

12.I am sorry.I can?t recall your name./ Could you tell me how to pronounce your name again? 小聊

1.Is this your first time to China?

2.Do you travel to China on business often? 3.What kind of Chinese food do you like?

4.What is the most interesting thing you have seen in China? 5.What is surprising to your about China? 6.The weather is really nice.7.What do you like to do in your spare time? 8.What line of business are you in?

9.What do you think about…? /What is your opinion?/What is your point of view? 10.No wonder you're so experienced.11.It was nice to talking with you./ I enjoyed talking with you.12.Good.That's just what we want to hear.確認話意

1.Could you say that again, please? 2.Could you repeat that, please? 3.Could you write that down?

4.Could you speak a little more slowly, please? 5.You mean…is that right? 6.Do you mean..?

7.Excuse me for interrupting you.社交招待

1.Would like a glass of water? / can I get you a cup of Chinese red tea? / How about a Coke? 2.Alright, let me make some.I?ll be right back.3.A cup of coffee would be great.Thanks.4.There are many places where we can eat.How about Cantonese food? 5.I would like to invite you for lunch today.6.Oh, I can?t let you pay.It is my treat, you are my guest.7.May I propose that we break for coffee now? 8.Excuse me.I?ll be right back 9.Excuse me a moment.告別

1.Wish you a very pleasant journey home? Have a good journey!

2.Thank you very much for everything you have done us during your stay in China.3.It is a pity you are leaving so soon.4.I?m looking forward to seeing you again.5.I?ll see you to the airport tomorrow morning.6.Don?t forget to look me up if you are ever in FUZHOU.Have a nice journey!

1.May I make an appointment? I?d like to arrange a meeting to discuss our new order.2.Let?s fix the time and the place of our meeting.3.Can we make it a little later?

4.Do you think you could make it Monday afternoon? That would suit me better.5.Would you please tell me when you are free? 6.I?m afraid I have to cancel my appointment.7.It looks as if I won?t be able to keep the appointment we made.8.Will you change our appoint tomorrow at 10:00 to the day after tomorrow at the came time? 9.Anytime except Monday would be all right.10.OK, I will be here, then.11.We'll leave some evenings free, that is, if it is all right with you.實訓二 Introducing the Products 介紹產(chǎn)品

產(chǎn)品介紹：

1.This model of typewriter is efficient and durable, economical and practical for middle school students.這個型號的打字機對中學生來說，高效、耐用、經(jīng)濟、實惠。

2.The computer we produced is characterized by its high quality, compact size, energy saving and is also easy to learn and easy to operate.我們生產(chǎn)的計算機其特點是質(zhì)量好，體積小，節(jié)能，而且易學好用。

3.They are not only as low-priced as the goods of other markers, but they are distinctly superior in the following respects.它們不但和其它廠家的產(chǎn)品一樣低廉，而且在以下幾個方面有其獨特的優(yōu)越性。

4.You will get a 30% increase in production upon using this machine and also it allows one person to perform the tasks of three people.一旦使用該機器，你們將會增產(chǎn)30%，而且一個人可以頂3個人使用。5.This product will pay its own way in a year.該產(chǎn)品一年就可收回成本。

6.This machine will pay back your investment in six months.該機器半年就可收回投資。

7.The new type of suitcase car designed by our engineers is very ingenious and practical.我方工程師設(shè)計的新款行李車非常精巧、實用。

8.This kind of bicycle can be folded in half and handy to carry around, especially useful during traveling and traffic jams.這種自行車可以折迭，攜帶方便，在旅行中或交通堵塞時特別有用。9.The maximum speed of this kind of variable-speed bicycle is 30 km per hour.這種變速車每小時的最大速度是30km 10.These machines have few breakdowns and are easy to maintain because of their simple mechanical structure.這些機器由于機械的構(gòu)造簡單，所以很少故障，易于保養(yǎng)。

11.Compared with the other brands, this kind of type costs less per mile and wears much longer due to its topnotch rubber.與其它牌子相比，這種輪胎每公司損耗較少，也耐磨一些，因為它是用一種流橡膠做成的。

12.This kind of type is characteristic of nonskid stops on wet roads.這種輪胎的特點是在潮濕的路面上不打滑。

13.This material has a durable and easy to clean surface.這種材料的表面耐用并易一地清洗。

14.This kind of air conditioning system is practical and economical for the needs of your company.這種空調(diào)系統(tǒng)實用、經(jīng)濟、能滿足貴公司的需要。

15.Our products are of superb quality as well as the typical oriental make-up.我方產(chǎn)品，質(zhì)量優(yōu)良，具有典型的東方特色。

16.Our silk garments are made of super pre silk materials and by traditional silks.我們的絲綢服裝是用傳統(tǒng)工藝做成的，采用的是高檔真絲面料。

17.The garments are magnificent and tasteful and have a long enjoyed great fame both at home and abroad.這些服裝華麗、高雅、馳名中外，久享盛譽。

18.As our typewriters are made of light and hard alloy, they are both portable and durable.我們的手提式打字機是用輕質(zhì)硬合金制造的，故攜帶方便，經(jīng)久耐用。

19.The hand bags we quoted are all made of the best leather and of various kinds of styles and colors in order to meet the requirements of all walks of life in your country.我們所提的手提包均用最好的皮革制造，式樣、顏色齊全，以適合貴國各階層人士的需求。

20.Vacuum cleaners of this brand are competitive in the international market and are the best-selling products of their Kind.這種牌子的吸塵器在國際市場上頗具競爭力，是同類產(chǎn)品中最暢銷的。

Words and Phrases 用料上乘 selected materials(high quality materials)優(yōu)質(zhì)原料superior materials 原料精選 choice materials 做工精細 perfect in workmanship(exquisite workmanship)技藝精湛 exquisite craftsmanship(excellent craftsmanship)制作精巧 skillful manufacture 工藝精良 sophisticated technology 最新工藝 latest technology 加工精細 finely processed 設(shè)計精巧 deft design 造型新穎 modern design 造型優(yōu)美 beautiful design 設(shè)計合理 professional design 造型富麗華貴 luxuriant in design 結(jié)構(gòu)合理 rational construction 款式新穎 attractive design 款式齊全 various styles 式樣優(yōu)雅 elegant shape 花色入時 fashionable patterns 任君選擇 for your selection 實訓三

Inquiry and Offer 詢盤與報盤

1.Will you please send us your illustrated/latest catalogue and full details of your prices and terms of payment, together with samples.(能否請你們給我們隨樣品寄上帶有圖片說明的/最新的產(chǎn)品目錄表以及詳細的價目和支付條件？)2.Please send me a description of your electric hedge trimmers.(請惠寄電動修剪機的說明書。)3.We would be pleased if you send us your lowest quotation for the following:

(如能對下列產(chǎn)品報最低價，我方將不勝感激。)4.A client of ours is interested in securing a certain quantity of Chinese Cotton Piece Goods, as specified below, for which you are requested to make an offer.(我們的一位客戶希望獲得一批下列中國棉布，請報盤。)5.We have pleasure in informing you that we are interested in your plastic kitchenware and would like you to make us an offer.(欣告我方對塑料制廚房用具感興趣，如蒙惠賜報盤，不勝感激。)6．We have an inquiry in hand for a large quantity of Bitter Apricot Kernels.(我方手頭現(xiàn)有一份欲購大量苦杏仁的詢價單。)

Words and Phrases 撤銷一項發(fā)盤

to withdraw /cancel an offer 接受一項發(fā)盤

to close with an offer||to entertain an offer||to accept an offer 更改發(fā)盤 to improve an offer 變更報盤 to alter an offer 延長發(fā)盤有效期 to extend an offer 重新報盤 to renew an offer 重復報盤 to repeat an offer 拒絕接受報盤 to decline an offer 此報盤以我方尚未售出為準 an offer subject unsold

實訓四 Counter-Offer and Counter-Counter-Offer 還盤與反還盤

1． As this is an order of substantial size, we cannot safely undertake to complete its manufacture in a month.(由于這是一筆大訂單，我們沒有把握在一個月內(nèi)完成生產(chǎn)。)2． Unfortunately we cannot accept your offer.The prices you quoted are much higher than those of other manufacturers.(很遺憾我們不能接受貴方報盤。貴方報價比其他廠商所報價格高得多。)3． We do not see any advantage in your quotation, and would like to know whether you have any better price to offer.(我們在貴方的報價中看不到任何優(yōu)勢，不知貴方是否可以給我們報一個更好的價格。)4． Our counter-offer is well founded and workable.We can also offer a 10% discount for orders over 10000 pieces.(我們的還盤是很合理的/做得開的。如果你們的訂單超過一萬件，我們可以提供10%的折扣。)

5． Owing to a shortage of stock, we regret that we are unable to accept your repeat order.(由于庫存短缺，很抱歉我方不能考慮接受貴方續(xù)訂單。)6． Owing to heavy bookings, we cannot accept fresh orders at present.(由于大量的訂貨，我們目前不能接受新訂單。)7． We have cut the price to the limit.We regret, therefore, being unable to comply with your request for any further reduction.(由于我方的價格已降到極限，所以很遺憾無法滿足貴方進一步降價的要求。)

8． We are sorry that the difference/gap between our prices and your counter-offer is too wide.The best we can do is 5% off.(很遺憾，我們的價格與貴方還盤之間的差距太大。我們最多只能讓價5%。)

實訓五 Terms of Payment 支付方式

Payment is to be effected(made)before the end of this month.這個月末以前應(yīng)該付款。

It's convenient to make payment in pound sterling.用英鎊付款較方便。

Now, as regards payment, we've agreed to use U.S.Dollar, am I right?

至于付款，我們已同意用美圓，對嗎？

We may have some difficulties making payment in Japanese yen.用日圓付款可能會有困難。

I've never made payment in Renminbi before.我從未用過人民幣付款。

We can't accept payment on deferred terms.我們不能接受延期付款。

What's your reason for the refusal of payment?

你們拒付的理由是什么？

Collection is not paid.托收款未得照付。

We don't think you'll refuse to pay.我們相信你們不會拒付。

Only one refusal of payment is acceptable to the bank.銀行只接受一次拒付。

You ought to pay us the bank interest once payment is wrongly refused.如果拒付錯了，你們應(yīng)該償付我方的銀行利息。

We'll not pay until shipping documents for the goods have reached us.見不到貨物裝船單據(jù)，我們不付款。

We're worrying that a decline in prices might lead to refusal of payment.我們擔心市場價格下跌會引起拒付。

Of course payment might be refused if anything goes wrong with the documents.如果單據(jù)有問題，當然可以提出拒付。

The equipment will be paid in installments with the commodities produced by our factory.設(shè)備以我們工廠生產(chǎn)的產(chǎn)品分期償還。

實訓六 Delivery交貨

1.Now we have settled the terms of payment.Is it possible to effect shipment during September?

我們已經(jīng)談妥了付款條件。是否可能在九月份交貨？ 2.When is the earliest we can expect shipment? 最早什么時候可以交貨呢？

3.The goods must be shipped before October, or we won't be ready for the season.十月份以前, 貨必須裝上船，否則我們便不能應(yīng)季節(jié)備貨。4.Let's discuss the delivery date first.我們先討論交貨日期。5.You offered to deliver within three months after the contract signing.你以前提出合同簽訂之后3個月之內(nèi)交貨。6.We had delivery problems ourselves.我們自己也遇到了交貨問題。

7.I'm not more interested in explanations.I'm more interested in being able to deliver goods on time.我對解釋不感興趣，我感興趣的是能否按時交貨。

8.My team is out there in a very competitive market, fighting for orders.我的人員在競爭非常激烈的市場上，正在為爭取訂貨而拼命。9.Could you deliver the drillers sooner? 你方的鉆機能否早點交貨？

10.I must say we can do very little in this matter.我必須告訴你在這件事上我們無能為力。

11.The interval between contract signing and shipment is too long, I'm afraid.恐怕簽合同與交貨時間相隔太長了。12.I'll telex home for the earliest possible delivery date.我會給國內(nèi)打電報盡可能把交貨日期提前。

實訓七Packing and Shipment 包裝與裝運

1.Chinese chestnuts are packed in gunny bags.(中國板栗用麻袋包裝。)2.Folding chairs are packed four pieces to a carton.(四把折疊椅裝一個紙板箱。)

3.Please pack the vases a dozen to a wooden case and 100 to a FCL container.(請用一打花瓶裝一個木箱，100個木箱裝一個集裝箱。)

4.Each T-shirt is packed in a polybag and 10 dozen to a box.(一個塑料袋包一件T 恤，十打裝一個盒子。)5.Please see to it that the packing is strong enough to withstand rough handling.(請注意包裝要足夠堅固，能承受粗暴裝卸。)6.The export cartons lined with plastic sheets are proof against moisture and damage.(有塑料襯里的出口紙板箱能防潮防損。)7.Please pack the goods according to our instructions.(請按照本方的指示包裝貨物。)8.The surface of each outer package should be marked “Fragile”.(每件貨物外包裝的表面應(yīng)標上“易碎”字樣。)9.For the sake of safety, the cartons must be secured by metal bands.(為安全起見，紙板箱必須用金屬帶加固。)10.Please take the necessary precautions so that the packing can protect the goods from rain or dampness in transit because these clothes are liable to be spoiled by water or moisture.(由于這些服裝容易因水或潮氣受損，請采取必要措施使這批貨在運輸途中其包裝能防止雨水或濕氣侵入。)11.The fragile glassware needs special packing precautions against jolting.(這批易碎的玻璃器皿在包裝方面需采取特別的措施，以應(yīng)付途中的顛簸。)12.The cases of the goods are to be marked with the initials of our company in a diamond as usual.(像以往一樣，裝貨物的箱子上要先刷上一個菱形，菱形里面再刷上本公司名字的縮寫。)13.The packing of this shipment is shockproof and waterproof.Nevertheless we still marked the cartons with caution words like “Fragile”, “Use No Hook” and “Do Not Drop”.(這批貨物的包裝是防震防水的，不過我們?nèi)栽诩埌逑渫馑⑸弦恍┚拘缘奈淖?，例如“易碎品”、“勿用釣鉤”及“小心輕放”等。)14.Can you improve your inner packing? This is our design of the packing for your reference, which would probably help encourage sales.(貴方能否改善一下你們的內(nèi)包裝？這是我們設(shè)計的供貴方參考的包裝樣式，這種樣式可能有助于產(chǎn)品銷售。)15.To repack the goods in your required assortment will entail an additional packing charge of around US$ 2000.(按照貴方要求的樣子來重新包裝這批貨物的話大概需要約2000美元的額外包裝費用。)16.Solid and durable, our cartons proved to be suitable packing for long distance transportation.(我們的紙板箱堅固耐用，經(jīng)證明是適用于長途運輸?shù)摹?17.I?m afraid the cardboard boxes are not strong enough for such a heavy load.(恐怕紙板箱不夠結(jié)實，經(jīng)受不住裝這么重的貨物。)18.By the way, we would like to know if neutral packing is acceptable.(順便問一下，你們接受中性包裝嗎？)19.The outer packing should be strong enough for transportation.As to inner packing, it must be attractive and helpful to the sales.(外包裝應(yīng)當堅實牢固，適于運輸，而內(nèi)包裝必須能吸引人，且有助于銷售。)20.The extra packing charges should be borne by you.(額外的包裝費須由貴方負責。)

實訓八 Inspection and Insurance 商檢與保險 Insurance 保險

貨物在運輸、裝卸、存儲過程中難免會遇到各種風險和遭受各種損失。賣方為了保障貨物一旦遭受損失后能得到經(jīng)濟上的補償，因此，要求對貨物進行保險。賣方與買方（客戶）在商談保險事宜時，究竟由何方對貨物投保，則視買賣雙方采取的價格條件而定，如雙方商定采用FOB（Free on Board）,裝運港船上交貨價或稱離岸價，那么由買方負責投保越過船舷之后的貨物，并支付保險費；如雙方商定采用CIF（Cost, Insurance and Freight），成本加保險費、加運費價或稱到岸價，那么由賣方負責投保貨物，并支付保險費。因此，賣方與買方（客戶）在商談保險時，既要做到心中有數(shù)，又要考慮到客戶的要求，以盡快確定由誰投保，達成交易。

Inspection 商檢

在國際貿(mào)易中，買賣雙方分處兩地，難以當面點清和驗收貨物，同時貨物經(jīng)過長途運輸，也可能發(fā)生殘損短缺等問題。買賣雙方往往因貨物的品質(zhì)、數(shù)量等問題引起正義。有的問題還可能涉及運輸、保險、裝卸等其他部門的責任。因此，在賣方接待買方（客戶）在進行商務(wù)談判時，一個關(guān)系雙方的一個重要議題就是商品檢驗，即由一個有資格的、與雙方當事人無利害關(guān)系的第三者即檢驗機構(gòu)（Inspection Organization），對貨物進行檢驗，餅發(fā)給檢驗證書（Inspection Certificate），其檢驗證書是買賣雙方交接貨物，支付貨款、索賠和理賠的重要依據(jù)之一。所以，賣方只有事先先了解商檢的知識及其重要性，才能在接待客戶并與之就商檢進行協(xié)商時，順利達成共識，從而避免日后產(chǎn)生不必要的糾紛，而答道既能獲利，又能同客戶建立貨保持良好的商業(yè)關(guān)系。

實訓九 Singing Contract簽約 contract 合同，訂立合同

contractor 訂約人，承包人

contractual 合同的，契約的to make a contract 簽訂合同 to place a contract 訂合同

to enter into a contract 訂合同

to sign a contract 簽合同

to draw up a contract 擬訂合同

to draft a contract 起草合同

to get a contract 得到合同

to land a contract 得到（擁有）合同

to countersign a contract 會簽合同

to repeat a contract 重復合同

an executory contract 尚待執(zhí)行的合同

a nice fat contract 一個很有利的合同

originals of the contract 合同正本

copies of the contract 合同副本

a written contract 書面合同

to make some concession 做某些讓步

實訓十Claims and Settlement 索賠與理賠

1.The claim is to be lodged within 45 days after the arrival of the consignment at the destination port.(索賠要在貨達目的港后的45天內(nèi)提出。)

2.The claim must be accompanied by a survey report for seller?s reference.(索賠須附以檢驗報告，以便賣方參考。)3.After looking into the matter, the surveyors find that the damage was caused by rough handling at the dock.(檢驗員在深入調(diào)查后認定，此次貨損是由碼頭方面的粗暴裝卸造成的。)

4.We are entitled to register a claim for at least 30% of the invoice value for inferior quality against the exporter.(我們有權(quán)以產(chǎn)品劣質(zhì)為由向出口商索賠，索賠金額至少是發(fā)票金額的30%。)5.Short weight is what the claim is for.(短重是我們此次索賠的原因。)6.The goods you are claiming damaged were in perfect condition when they left the loading port, as can be evidenced by the B/L in which is printed the word “Clean”.(貴方此次索賠的貨物在離開裝運港時是完好無損的，這點能以提單上打印的“清潔”一詞為證。)

7.The discrepancy between the goods shipped and the original sample is unacceptable since the S/C stipulated the term of “sales by sample”.(運來的貨物與當初的樣品不符，這是不能接受的，因為銷售確認書上規(guī)定了“按樣品交易”的條件。)

8.We have no choice but to file a claim on you, which we hope will receive your prompt attention.(我方只能向貴方提出索賠，希望你們能馬上關(guān)注此事。)9.After inspection the goods shipped are found not in conformity with the sample you sent to us.(對運來的貨物進行檢驗后發(fā)現(xiàn)，它們與貴方以前寄給我們的樣品不符。)10.We insist that you compensate the sum of our losses which were due to your improper packing.(我們堅持認為，由于貴方不當包裝造成的損失，貴方須對我方給予賠償。)11.Your claim is not acceptable because the date, July 31, 2007, when you raised it, has passed the time limit for a claim as stipulated in the contract No.123.(貴方的索賠是不能接受的，因為你們提出索賠是在2007年7月31日，該日期已超過了123號合同規(guī)定的索賠期限。)

12.We hope you can understand that we would not have lodged the claim if we could afford to carry the loss.(我們希望貴方理解，要是我們能負擔得了這一損失的話，是不會向你們提出索賠的。）13.If the claim is not resolved in the near future we will be compelled to resort to a lawsuit.（要是該索賠在短期內(nèi)還得不到解決的話，我們將被迫訴諸法律。）

14.To settle your claim, we agree to make a reduction of 20% of the invoice value, which we think can make up your loss.（作為理賠，我們同意少收相當于發(fā)票金額20%的貨款。我們認為這足以補償你們的損失。）

15.We will proceed to settle the claim by arbitration should you not accept our proposed solution, which is our maximum concession.（我們已做了最大讓步。如果貴方不接受本方的提案，我們將通過仲裁來達成理賠。）

16.We regret that we have to cancel our order because of the inferior quality of your products.We ask you to cover any loss which might be caused as a result of the cancellation of the order.(很抱歉，由于貴方產(chǎn)品質(zhì)量低劣，我們不得不取消訂單，并要求貴方賠償由于取消訂單可能造成的損失。)17.We were very sorry to receive your complaint that the material you received was not of the quality expected.(收到貴方關(guān)于所收原料的質(zhì)量與所期望的質(zhì)量不符的投訴，深表歉意。)

18.The packing inside the case was too loose with the result that there was some shifting of the contents and several cups and plates have been broken.The attached list will give you details.(箱子里的包裝太松，以至里面的貨有點移位，幾個杯子和碟子已破損。隨寄的清單將提供詳細的受損情況。)19.Your shipment of our order No.298 has been found short weight by 1000 kgs., for which we must file a claim amounting to US $800 plus inspection fee.(貴方運來的我們298號訂單項下的貨物經(jīng)檢查短重1000公斤，為此我們必須要提出索賠，索賠額為800美元外加檢驗費。)20.We are most anxious to compensate you for the shortage in weight mentioned in your letter of July 13 by offering you an allowance of 5%.(我們很愿意就貴方在7月13日來函中所提出短重做出補償，給你們讓價5%。)

第五篇：模擬談判實訓心得

模擬談判實訓心得

談判可以說是所有銷售環(huán)節(jié)中必不可少的一部分，談判的好壞關(guān)系到生意的成敗，所以在談判之前做好充分的準備是十分必要的。做好了充分的談判可以使自己處于比較有利的地位，甚至可以把自己從不利的環(huán)境轉(zhuǎn)換成有利的環(huán)境。

在這次談判之前，我們集體討論了一下我們的談判計劃，首先分析我們雙方的公司背景，之后根據(jù)這些背景分析我方和對方的利益所在點和優(yōu)劣勢。這是談判的關(guān)鍵，如果我們能充分運用自己的優(yōu)勢，抓住對方的劣勢，對于我們談判的進行是十分有利的，這樣可以使我們占據(jù)主動地位。在談判計劃中還有一點很重要的就是談判目標的設(shè)立，到底把目標設(shè)定為什么可以使我們獲得較大的利潤，同時可以使對方接受我們的報價。做好這一點的前提就是充分的分析、了解、掌握自己的市場和對方的市場。經(jīng)過我們的磋商我們最終把價格底限制定為5.00美元。

之后，開始正式的面談，在談判計劃書里我們打算采取的是感情交流式開局策略，希望形成較融洽的談判氣氛中。但是通過談判的逐漸進行，我們發(fā)現(xiàn)對方希望達成交易的意愿是很大的，也就是說我們是占有相當大的優(yōu)勢的，所以我們開始改變策略，采取了比較強硬的態(tài)度，對方見我們?nèi)绱?，開始逐漸地加價，從最初的4.6美元加到了5.10美元，這對我方來說是一個比較滿意的結(jié)果。但利益最大化是我們所希望的，因此我們還是沒有松口降價，最終我們以5.18美元的價格達成了交易。分析我們5.18美元背后成交的原因：

首先，我們的產(chǎn)品確實有自己的優(yōu)勢，它是獨一無二的而且質(zhì)量良好、做工精細并且可以使對方獲得較大的收益。

其次，對方對我們的產(chǎn)品十分滿意，希望達成交易的意愿表露的比較明顯，正是這一點使我們抓住了機會。

再次，我們態(tài)度比較強硬，對方為了達成交易，開始不斷加價，運用這種策略有一定的風險，可能會使生意徹底的崩盤。但是基于我們對產(chǎn)品的信心，我們采用了這一方案，并且成功的讓對方加到我們滿意的價格。

通過這次的談判，收獲了很多，主要包括以下幾個方面：

1、談判人員的選擇和分工是十分重要的，在這次談判中，我們成功很關(guān)鍵的一點是我們談判的人員對產(chǎn)品十分熟悉，在談判時充分地展示了我們的產(chǎn)品的優(yōu)勢，再則，我們通過分工合作一步步逼近對方，使對方接受我方的報價。

2、做任何事情之前都必須做好充分的準備，談判也是如此，只有對各方面都進行了比較好的分析，才能使自己占據(jù)主動地位，控制全場。

3、談判就像下棋，下棋之前你必須了解游戲規(guī)則，而且要隨機應(yīng)變，規(guī)則是死的，但人是活的，不必因為我們制定好了談判計劃，就一定要嚴格按照計劃進行，要懂得適當?shù)淖兺ā?/p>

4、突出優(yōu)勢，用用事實說話，正是因為我們在談判前有充分了解我方和對方的市場，使得我們在運用數(shù)據(jù)談判的時候顯得底氣更足，也使得對方信服。同時，在對方出具數(shù)據(jù)的時候我們也能夠比較好的應(yīng)對。

5、在考慮自己利益的同時要考慮到對方的利益，就像我們這次談判中，雖然我們成功使對方把價格提到了5.18美元，但是我們還是給他們留下了很大的利潤空間，這也是他們?yōu)槭裁磿臀覀冞_成交易的一個重要原因。

6、不要表現(xiàn)出急于達成交易的愿望，這樣很容易使對方抓住把柄。在這次談判中正是由于對方的疏忽，使我們很好的利用了這一點，但同時也提醒我們自己，在談判的時候，即使你很希望和對方達成交易，也要把自己的感情隱藏好，才不至于讓自己太被動。

7、價格是談判的關(guān)鍵，但是由于雙方的利益的分歧不僅僅在價格上，所以談判的時候我們可以適當?shù)某鲎屢恍l件，比如，在這次的談判中，我們就允許對方采用T/T的付款方式先支付30%的定金，剩余的70%采用信用證付款方式；在能力范圍內(nèi)盡早的裝船、發(fā)運，適當?shù)淖尣娇梢宰寣Ψ娇吹轿覀兊恼\意。

談判是為了達成交易，使雙方都感到有利可圖，這是談判成功的基礎(chǔ)。談判既是競爭，又是合作，我們應(yīng)該運用良好的談判計劃、談判策略，努力達成雙贏的效果。