第一篇：《商務(wù)英語(yǔ)談判》課程簡(jiǎn)介

《商務(wù)英語(yǔ)談判》課程簡(jiǎn)介

課程名稱：商務(wù)英語(yǔ)談判

英文名稱：Business English Negotiation

總學(xué)時(shí)（含授課學(xué)時(shí)和實(shí)驗(yàn)學(xué)時(shí)）：36

先修課程：《國(guó)際貿(mào)易理論與實(shí)務(wù)》、《外貿(mào)函電》、《商務(wù)英語(yǔ)寫作》、……。內(nèi)容簡(jiǎn)介：

《商務(wù)英語(yǔ)談判》 是一門主要研究國(guó)際商務(wù)談判具體過(guò)程及實(shí)務(wù)的課程，是一門實(shí)踐性很強(qiáng)的綜合性應(yīng)用課程，是國(guó)際商務(wù)學(xué)科體系中的一門基礎(chǔ)課程，也是商務(wù)英語(yǔ)專業(yè)的骨干支撐課程。該課程針對(duì)國(guó)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(guó)際商務(wù)談判相關(guān)的國(guó)際慣例和國(guó)際商品交換過(guò)程的各種實(shí)際運(yùn)作，以從事國(guó)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(guó)際慣例。本課程科學(xué)地把商務(wù)知識(shí)、談判知識(shí)、現(xiàn)代溝通的內(nèi)容及形式與英語(yǔ)語(yǔ)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(guò)系統(tǒng)的商務(wù)英語(yǔ)談判的學(xué)習(xí)，掌握商務(wù)談判的基本理論知識(shí)，借助于靈活多變的談判技巧，熟悉各種談判活動(dòng)，了解不同商務(wù)活動(dòng)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(wèn)題和處理問(wèn)題的能力，并使得學(xué)習(xí)者在英語(yǔ)應(yīng)用能力的同時(shí)掌握商務(wù)英語(yǔ)專業(yè)知識(shí)，從而實(shí)現(xiàn)培養(yǎng)復(fù)合型人才的目標(biāo)。

適用專業(yè)及層次：

高等學(xué)校經(jīng)濟(jì)管理類和商務(wù)英語(yǔ)專業(yè)高年級(jí)學(xué)生必修專業(yè)課。

考核方式：模式商務(wù)談判

選用教材：蔣磊，《國(guó)際商務(wù)英語(yǔ)談判與溝通》，高等教育出版社, 2007

參考書目：1.余慕鴻等，《商務(wù)英語(yǔ)談判》，外語(yǔ)教學(xué)與研究出版社, 2005

2.徐憲光，《商務(wù)溝通》，外語(yǔ)教學(xué)與研究出版社, 2001

3.金英，肖云南，《國(guó)際商務(wù)談判》，清華大學(xué)出版社，2003

4.秦川，《商務(wù)英語(yǔ)談判》，中國(guó)對(duì)外經(jīng)濟(jì)貿(mào)易出版社，2004

第二篇：商務(wù)英語(yǔ)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(bào)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

第三篇：商務(wù)英語(yǔ)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.

第四篇：《劍橋商務(wù)英語(yǔ)》課程簡(jiǎn)介

《劍橋商務(wù)英語(yǔ)（中級(jí)）》課程簡(jiǎn)介

劍橋商務(wù)英語(yǔ)（中級(jí)）是一門以語(yǔ)言技能為主，商務(wù)技能為輔的融實(shí)踐性、交際性為一體的語(yǔ)言課程。它以大量而真實(shí)的語(yǔ)言素材為載體，涵蓋了劍橋商務(wù)英語(yǔ)考試（BEC）的方方面面，包括市場(chǎng)營(yíng)銷、人力資源管理、企業(yè)管理、組織結(jié)構(gòu)、證券投資、服務(wù)貿(mào)易、廣告宣傳、跨國(guó)經(jīng)營(yíng)、金融保險(xiǎn)、電子商務(wù)、信息技術(shù)、辦公文秘、酒店餐飲、全球化品牌等廣泛的國(guó)際商務(wù)知識(shí)。它突出講授了在特定的商務(wù)環(huán)境中如何運(yùn)用英語(yǔ)來(lái)說(shuō)明事物、處理文書、解決問(wèn)題。

本課程的教學(xué)目的在于通過(guò)該課程系統(tǒng)的講授商務(wù)知識(shí)和語(yǔ)言知識(shí)，提高學(xué)生熟練運(yùn)用語(yǔ)言進(jìn)行交際的能力，加深對(duì)商務(wù)知識(shí)的理解，加強(qiáng)商務(wù)談判、商務(wù)協(xié)作等交際能力的培養(yǎng)，能夠利用所學(xué)英語(yǔ)語(yǔ)言及商務(wù)知識(shí)較規(guī)范化地說(shuō)明各項(xiàng)商務(wù)事件，解決商務(wù)活動(dòng)中的常見(jiàn)問(wèn)題。

第五篇：商務(wù)英語(yǔ)談判劇本

《商務(wù)英語(yǔ)談判》實(shí)訓(xùn)場(chǎng)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.