第一篇：《商務(wù)英語談判》教學(xué)大綱

商務(wù)英語談判大綱

課程名稱：商務(wù)英語談判 總學(xué)時數(shù)：36學(xué)時 課程類別：專業(yè)課

先修課程：國際貿(mào)易、外貿(mào)函電、…… 適用專業(yè)：商務(wù)英語專業(yè)

一、課程的性質(zhì)、目的與任務(wù)

《商務(wù)英語談判》 是高校中商務(wù)英語類的精品課程之一。該課程是為了順應(yīng)中國加入WTO后日益增多的國際商務(wù)往來對各種商務(wù)談判人才的急劇需求而精心設(shè)置的，尤其適合國際商務(wù)、國際貿(mào)易、國際金融、國際企業(yè)管理、商務(wù)英語專業(yè)等對于 復(fù)合型人才的培養(yǎng)。

該課程針對國際商務(wù)談判的特點(diǎn)和要求，從實(shí)踐的角度，分析研究國際商務(wù)談判相關(guān)的國際慣例和國際商品交換過程的各種實(shí)際運(yùn)作，以從事國際商務(wù)談判的主要業(yè)務(wù)環(huán)節(jié)為主線，系統(tǒng)介紹各環(huán)節(jié)的操作規(guī)程和國際慣例。本課程科學(xué)地把商務(wù)知識、談判知識、現(xiàn)代溝通的內(nèi)容及形式與英語語言綜合技能融為一體，目的在于幫助更多的學(xué)習(xí)者通過系統(tǒng)的商務(wù)英語談判的學(xué)習(xí)，掌握商務(wù)談判的基本理論知識，借助于靈活多變的談判技巧，熟悉各種談判活動，了解不同商務(wù)活動的人文背景、規(guī)范以及具體操作程序，從而提高商務(wù)談判中分析問題和處理問題的能力，并使得學(xué)習(xí)者在英語應(yīng)用能力的同時掌握商務(wù)英語專業(yè)知識，從而實(shí)現(xiàn)培養(yǎng)復(fù)合型人才的目標(biāo)。

二、課程的教學(xué)基本要求與教學(xué)重點(diǎn)

通過系統(tǒng)的商務(wù)英語談判的學(xué)習(xí)，學(xué)生們能夠掌握商務(wù)談判的基本理論知識，借助于靈活多變的談判技巧，熟悉各種談判活動，了解不同商務(wù)活動的人文背景、規(guī)范以及具體操作程序，從而提高商務(wù)談判中分析問題和處理問題的能力。

三、課程內(nèi)容及學(xué)時分配

1.總學(xué)時安排：

36學(xué)時。2.內(nèi)容與課時分配

Chapter 1 Principles of Business Negotiation 商務(wù)談判的原則（6課時）1.1 合作式談判的原則 1.2 利益分配原則 1.3 信任的原則

1.4 兩分法談判，雙贏談判和復(fù)雜談判的原則

Chapter 2 Modules of Business Negotiation 商務(wù)談判的環(huán)節(jié)（4課時）2.1 詢價與答復(fù) 2.2 報盤與還盤 2.3 接受與簽訂合同

Chapter 3 Phases of Business Negotiation 商務(wù)談判的階段（6 課時）3.1 準(zhǔn)備階段 3.2 開始階段 3.3 討價還價階段 3.4 結(jié)束階段

Chapter 4 Strategies & Tactics of Business Negotiation 商務(wù)談判的策略和技巧4.1 主要的個人風(fēng)格和團(tuán)隊風(fēng)格 4.2 策略與技巧

Chapter 5 Types of Business Negotiation 商務(wù)談判的類型（6 課時）5.1 貨物/服務(wù)銷售談判 5.2 投資談判 5.3 技術(shù)轉(zhuǎn)讓談判

Chapter 6 Etiquette in Business Negotiation 商務(wù)談判的禮節(jié)（4 課時）6.1 迎送禮儀 6.2 會見禮儀 6.3 赴宴和著裝禮儀 6.4 簽約禮儀

Chapter 7 Cross-cultural Negotiation 跨文化商務(wù)談判（4 課時）7.1 語言與交際 7.2 理解文化差異 7.3 不同文化的談判特點(diǎn) 7.4 文化沖突管理 課時）（四、選用教材：余慕鴻等，《商務(wù)英語談判》，外語教學(xué)與研究出版社, 2005 參考書目：1.蔣磊，《國際商務(wù)英語談判與溝通》，高等教育出版社, 2007 2.徐憲光，《商務(wù)溝通》，外語教學(xué)與研究出版社, 2001 3.金英，肖云南，《國際商務(wù)談判》，清華大學(xué)出版社，2003 4.秦川，《商務(wù)英語談判》，中國對外經(jīng)濟(jì)貿(mào)易出版社，2004

五、考核方式：模擬商務(wù)談判

第二篇：商務(wù)英語談判

Business Negotiation

A: The seller Miss 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, Miss su.It’s very nice to see you in person.A: How are things going?

B: Everything is nice.A: So, what’s the topic of today’s meeting?

B: Ok, after the last talk, we appreciate you price very much.Now let’s talk about the terms of payment.Would you accept D/P? I hope it will be acceptable to you.A: The terms of payment we usually adopt are sight L/C.B: But I think it would be beneficial to both of us to adopt more flexible payment terms such as D/P term.A: Payment by L/C is our usual practice of doing business with all customers for such commodities.I’m sorry we can’t accept D/P terms.B: As for regular orders in future, couldn’t you agree to D/P?

A: Sure.After several smooth transactions, we can try D/P terms.B: Well, as for shipment, the soon the better.A: Yes, shipment is to be made in April, not allowing partial shipment.B: can you make it earlier? May be in March, our customer is eager for them.A: All right.Let me have a check, oh!There are some steam vessels available to your port, so we can make it in March.B: Good!By the way, when can I expect to sign the S/C?

A: Mr.Zhou, would it be convenient for you to come again tomorrow morning.I’ll get the S/C ready tomorrow for your signature.B: That’s fine.See you tomorrow.Goodbye.Miss Su.A: See you and thanks for coming, Mr.Zhou.

第三篇：商務(wù)英語談判

Chapter 1 :

1.Negotiation is the process we use to satisfy our needs when someone else control what we want.2.Different types in Theory and Practice:

a)Competitive style: To try to gain all there is to gain

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

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

d)Compromising style(妥協(xié)談判): To try to split the difference or find an intermediate

point according to someone principle

e)Collaborative style(合作談判): To try to find maximum possible gain for both

parties

f)Vengeful style(報復(fù)談判): harm the other

g)Self-inflicting style(自損談判): 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(選擇): invent options for mutual gains

d)Criteria(條件): 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(實(shí)體)

6.Case study: During the Cold War......against it.2)They followed the “National interests go before organizational interests.” principle

第四篇：商務(wù)英語談判劇本

《商務(wù)英語談判》實(shí)訓(xùn)場景

甲方（A-BUYER）: 劉云（A-Candy），賀小娟（A-Mariah）

乙方（B-SELLER）: 岳志平（B-Zoe），黃真真(B–Miss.H)

（Introduction）A-Candy: How do you do.B-Zoe: How do you do.A-Candy: On behalf of Luoyang Reisen Electronic Co.Ltd, I’m very glad to see 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

assistant, 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 assistant, H.Welcome to our head office.A-Candy/Mariah: Thank you.B-Zoe: Before we start, would you like something to drink? A-Candy: That would be nice, just tea please.Thank you.（At the office, small talk）A-Candy: Well, how is business in your sector? B-Zoe: Not too bad, we have got a lot of work to do for the new budget in this year.And we’ve seen a obvious rise in sale.A-Candy: Un, sounds good.B-H: Is this your first time to America, Candy? A-Candy: No, this is my second time to come here.I am very impressed on this city.B-H: I am 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

discuss.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 concession in the price.we can not

accept your offer unless the price is reduced by 5% off? B-Zoe: 5%? I am afraid we can not accept it.However, considering that this is 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 commission ahead of time.B-Zoe: All right.Considering this is our first cooperation, I can accept your

suggestion.A-Candy: Fine, thank you.(Discuss about the delivery)A-Candy: OK, the last question is delivery.B-H: I believe we can reach an agreement on delivery.A-Mariah: We’d like you to advance the shipment before November.B-Zoe: I have to say sorry, because our factory is fully committed this month.A-Mariah: Then when is the earliest shipment we can expect? B-H: Let me check.We can deliver the goods in early December.A-Candy: That’s too late.We have to meet the demand of marrying couples, and 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

Transshipment.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 business 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 success.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.

第五篇：商務(wù)英語教學(xué)大綱

商務(wù)英語

教學(xué)內(nèi)容

Unit 1介紹

一、學(xué)習(xí)目的與要求

1.了解商務(wù)信函的格式和主要部分 2.理解商務(wù)信函寫作的原則

二、內(nèi)容

1.Layout of Envelopes 2.Layout of Letters 3.Formats of Letters 4.Sample Letters 5.Writing Skills 6.Online Practice

Unit 2建立業(yè)務(wù)關(guān)系

一、學(xué)習(xí)目的與要求

1.了解建立貿(mào)易關(guān)系的基本知識 2.掌握相關(guān)表達(dá)方式,讀懂相關(guān)信函 3.能夠撰寫此類信函

二、內(nèi)容

1． General Introduction 2． Sample Letters ① To a Chamber of Commerce ② An Exporter’s Proposal to Start Business ③ An Importer’s Proposal to Start Business ④ A Manufacturer’s Inquiry About Business Prospect ⑤ A Commission Agent’s Offer of Service ⑥ An Importer’s Offer of Sole Agency Service 3.Writing Skills 4.Online Practice

Unit 3 資信查詢

一、學(xué)習(xí)目的與要求 1.了解資信查詢的基本知識 2.掌握資信查詢信件的相關(guān)表達(dá)方式 3.能夠撰寫此類信函

二、內(nèi)容

1.General Introduction 2.Sample Letters

① An Inquiry About a Company

② A Favorable Reply ③ An Unfavorable Reply ④ An Inquiry About Credit and Status ⑤ An Inquiry About Credit Information ⑥ An Inquiry About Financial and Credit Standing 3.Writing Skills 4.Online Practice

Unit 4 詢盤和回復(fù)

一、學(xué)習(xí)目的與要求

1.了解詢價和回復(fù)的基本知識 2.掌握相關(guān)表達(dá)方式,讀懂相關(guān)信函 3.能夠撰寫此類信函

二、內(nèi)容

A.Letters of Inquiry 1.General Introduction 2.Sample Letters ① An Inquiry About Women’s Blouses and Sweaters ② An Inquiry About Toys ③ An Inquiry About Shipment ④ A Further Inquiry 3.Writing Skills 4.Online Practice B.Letters of Reply 1.General Introduction 2.Sample Letters ① A Reply to the Inquiry About Women’s Blouses and Sweaters ② A Reply to the Inquiry About Toys ③ A Reply to Shipment Inquiry ④ A Reply to the Further Inquiry 3.Writing Skills 4.Online Practice

Unit 5 促銷

一、學(xué)習(xí)目的與要求

1.了解促銷信的基本知識 2.掌握相關(guān)表達(dá)方式,讀懂相關(guān)信函 3.能夠撰寫此類信函

二、內(nèi)容

1.General Introduction 2.Sample Letters A.Direct Mail Letters ① To Individual Buyers ② To Companies B.Retail Letters ① To a Company ② To Individual Buyers C.Sales Promotion Letters ① To Companies ② To Individual Buyers 3.Writing Skills 4.Online Practice

Unit 6 發(fā)盤與還盤

一、學(xué)習(xí)目的與要求

1.了解發(fā)盤與還盤的基本知識 2.掌握相關(guān)表達(dá)方式,讀懂相關(guān)信函 3.能夠撰寫此類信函

二、內(nèi)容

A.Offer Letters 1.General Introduction 2.Sample Letters

① A Firm Offer of Women’s Blouses and Sweaters ② A Firm Offer of Animal Toys ③ A Non-firm Offer of Teas ④ A Non-firm Offer of Bedding Products 3.Writing Skills 4.Online Practice B.Counter-offer Letters 1.General Introduction

2.Sample Letters ① Counter-offer on Discount ② Counter-offer on Delivery ③ Requesting Guaranteed Prices ④ Counter-offer on Quantity 3.Writing Skills 4.Online Practice

Unit 7 訂購與確認(rèn)訂購

一、學(xué)習(xí)目的與要求

1.了解訂單與確認(rèn)書的基本知識 2.掌握相關(guān)表達(dá)方式,讀懂相關(guān)信函 3.能夠撰寫此類信函

二、內(nèi)容

A.Order Letters 1.General Introduction 2.Sample Letters ① Ordering Women’s Blouses and Sweaters ② Ordering Toys ③ Ordering Men’s Shirts ④ Ordering Bedding Sets 3.Writing Skills 4.Online Practice B.Confirmation Letters 1.General Introduction 2.Sample Letters ① Confirming an Order ② Confirming an Order ③ Confirming an Order ④ Confirming an Order 3.Writing Skills 4.Online Practice

Unit 8 支付

一、學(xué)習(xí)目的與要求

1.了解支付方式的基本知識 2.掌握相關(guān)表達(dá)方式,讀懂相關(guān)信函 3.能夠撰寫此類信函

二、內(nèi)容

1.General Introduction 2.Sample Letters ① Payment by C/D ② Payment on D/P Terms ③ Payment Against Acceptance ④ Draft at Sight ⑤ Urging Establishment of L/C ⑥ Requesting to Amend L/C 3.Writing Skills 4.Online Practice

Unit 9 包裝

一、學(xué)習(xí)目的與要求

1.了解包裝的基本知識

2.掌握相關(guān)表達(dá)方式,讀懂相關(guān)信函 3.能夠撰寫此類信函

二、內(nèi)容

1.General Introduction 2.Sample Letters ① Packing Requirements ② Packing Requirements ③ Packing Requirements ④ Information About Shipment and Packing ⑤ Packing Requirements 3.Writing Skills 4.Online Practice

Unit 10 裝運(yùn)

一、學(xué)習(xí)目的與要求

1.了解裝運(yùn)的基本知識 2.掌握相關(guān)表達(dá)方式,讀懂相關(guān)信函 3.能夠撰寫此類信函

二、內(nèi)容

1.General Introduction 2.Sample Letters

① Expediting Shipment ② Giving Shipping Instructions ③ Changing Shipping Instructions ④ Notifying Shipment ⑤ Requesting Earlier Delivery ⑥ Denying Request for Earlier Shipment 3.Writing Skills 4.Online Practice

Unit 11海運(yùn)保險

一、學(xué)習(xí)目的與要求

1.了解運(yùn)輸和保險的基本知識 2.掌握相關(guān)表達(dá)方式,讀懂相關(guān)信函 3.能夠撰寫此類信函

二、內(nèi)容

1.General Introduction 2.Sample Letters

① Requesting Insurance ② Giving Information About Insurance ③ Negotiating Insurance Policies ④ Lodging a Claim ⑤ Offering an Insurance Quote ⑥ Accepting the Insurance Rate 3.Writing Skills 4.Online Practice

Unit 12索賠與理賠

一、學(xué)習(xí)目的與要求

1.了解索賠與理賠的基本知識 2.掌握相關(guān)表達(dá)方式,讀懂相關(guān)信函 3.能夠撰寫此類信函

二、內(nèi)容

A.Claim Letters 1.General Introduction 2.Sample Letters

① A Late Delivery ② A Damaged Delivery ③ An Insufficient Delivery ④ Wrong Products 3.Writing Skills 4.Online Practice B.Adjustment Letters 1.General Introduction 2.Sample Letters

① Delayed Shipment ② A Claim for Damage ③ Wrong Quantity ④ Incorrect Items 3.Writing Skills 4.Online Practice