商务英语谈判.doc

商务谈判常用语在双方谈判的过程中，一定要注意倾听对方的发言，如果对对方的观点表示了解，可以说： I see what you mean. （我明白您的意思。） 如果表示赞成，可以说： Thats a good idea. （是个好主意。） 或者说： I agree with you. （我赞成。）如果是有条件地接受，可以用on the condition that这个句型，例如： We accept your proposal, on the condition that you order 20,000 units. （如果您订2万台，我们会接受您的建议。 ）在与外商，尤其是欧美国家的商人谈判时，如果有不同意见，最好坦白地提出来而不要拐弯抹角，比如，表示无法赞同对方的意见时，可以说： I dont think thats a good idea. （我不认为那是个好主意。） 或者 Frankly, we cant agree with your proposal. （坦白地讲，我无法同意您的提案。）如果是拒绝，可以说： Were not prepared to accept your proposal at this time. （我们这一次不准备接受你们的建议。）有时，还要讲明拒绝的理由，如 To be quite honest, we dont believe this product will sell very well in China. （说老实话，我们不相信这种产品在中国会卖得好。）谈判期间，由於言语沟通问题，出现误解也是在所难免的：可能是对方误解了你，也可能是你误解了对方。在这两种情况出现後，你可以说： No, Im afraid you misunderstood me. What I was trying to say was （不，恐怕你误解了。我想说的是） 或者说： Oh, Im sorry, I misunderstood you. Then I go along with you. （哦，对不起，我误解你了。那样的话，我同意你的观点。 ）总之不管你说什么，你最终的目的就是要促成一笔生意。即使不成，也要以善意对待对方，也许你以后还有机会，生意不成人情在，你说对吗？价格谈判常用句型商谈价格是买卖之间很重要的一环。商品的价值往往同商品的本质关系密切。当要强调出口商品的品质以使交易达到理想的价格时，我们可以说：This one is very good for 10 US dollars.（这东西绝对值10美元。）或These are slightly higher in price, but their superior quality makes them more valuable than the less expensive ones.（这些货价稍微高了一点，但其优异的品质，使它们比那些便宜的货，更有价值。） 在谈到商品价格便宜时，买方切忌使用cheap这个词，因为在西方人看来，它意味着商品是由廉价劳工（cheap labor）制造出来的廉价商品。应尽量使用reasonable这个形容词。如：The price is quite reasonable.（这价格相当合理。）讨价还价的结果是双方做出的让步。在最后让步时可说：The best compromise we can make is （我们能做出的最大让步是）或者This is the lowest possible price.（这已是最低价格。），然后坚定不移，否则，如果让步太过分，就可能造成卖方的损失。1.Lets get down to business, shall we?让我们开始谈生意好吗？2.Id like to tell you what I think about that.我想告诉你我的一些想法。3.Are those prices FOB or CIF?这些价格是船上交货价还是运费及保险费在内价？4.Are these prices wholesale or retail?这些价格是批发价还是零售价？5.Thats too high.价钱太高了。6.Oh, no, this is the lowest price.噢，不，这是最低价。7.Let us have your rock-bottom price.我们给你低价。8.Whats the price range?价格范围是多少？9.They start at one hundred and fifty yuan and go up to two hundred yuan.它们以150元起价，至多到200元。10.The price is quite reasonable.这价格相当合理。11.The price is unreasonable.这价格高得不合理。12.Can you make it a little cheaper?=Can you come down a little?=Can you reduce the price?你能不能算便宜一点？13.That sounds very impressive.那似乎非常好。14.That sounds reasonable.那似乎非常好。15.Id like to hear your ideas on我想听听你关于的看法。16.Youre offering us this product at 1800 yuan per unit-is that right?你提供我们的这种产品报价是每台1800元吗，对吗？17.Wed appreciate it if you could sell it to us for 1350 yuan per unit.如果你能以每台1350元的价格卖给我们，我们将不胜感激。18.Taking the qulity into consideration, I think the price is reasonable.考虑到产品质量，我认为价格是合理的。19.Theres one problem to be mentioned.有一个问题要提出来。20.The price we quoted is quite good for your country.我们报的价格相当适合贵国。21.The price you quoted is a little stiff for exporting.你报的价格对于出口而言，有点偏高。22.Your price is 15% higher than that of last year.你们的价格比去年的高15。23.I think you misunderstood me on this point.在这一点上我想你是误会我了。24.Were in complete agreement.我们完全同意。25.I cant make a decision at this time.我无法现在做决定。26. Its not possible for us to make any sales at this price.我们无法以这种价格销售。27.380 yuan is about as low as we can go.380元大约是我们能出的最低价格。28.Im afraid I cant agree with you there.恐怕我不能同意您出的价格。29.Your price is higher than that of other companies.你方的价格比其它公司的价格要高。30. But considering the high quality, our price is very reasonable.不过鉴于产品的优良质量，我们的价格是非常合理价格谈判常用英语商谈价格是买卖之间很重要的一环。商品的价值往往同商品的本质关系密切。当要强调出口商品的品质以使交易达到理想的价格时，我们可以说：This one is very good for 10 US dollars.（这东西绝对值10美元。）或These are slightly higher in price, but their superior quality makes them more valuable than the less expensive ones.（这些货价稍微高了一点，但其优异的品质，使它们比那些便宜的货，更有价值。）在谈到商品价格便宜时，买方切忌使用cheap这个词，因为在西方人看来，它意味着商品是由廉价劳工（cheap labor）制造出来的廉价商品。应尽量使用reasonable这个形容词。如：The price is quite reasonable.（这价格相当合理。）讨价还价的结果是双方做出的让步。在最后让步时可说：“The best compromise we can make is ”（我们能做出的最大让步是）或者”This is the lowest possible price.”（这已是最低价格。），然后坚定不移，否则，如果让步太过分，就可能造成卖方的损失。1.Lets get down to business, shall we?让我们开始谈生意好吗？2.Id like to tell you what I think about that.我想告诉你我的一些想法。3.Are those prices FOB or CIF?这些价格是船上交货价还是运费及保险费在内价？4.Are these prices wholesale or retail?这些价格是批发价还是零售价？5.Thats too high.价钱太高了。6.Oh, no, this is the lowest price.噢，不，这是最低价。7.Let us have your rock-bottom price.我们给你低价。8.Whats the price range?价格范围是多少？9.They start at one hundred and fifty yuan and go up to two hundred yuan.他们以150元起价，至多到200元。10.The price is quite reasonable.这价格相当合理。11.The price is unreasonable.这价格高得不合理。12.Can you make it a little cheaper?=Can you come down a little?=Can you reduce the price?你能不能算便宜一点？13.That sounds very impressive.那似乎非常好。14.That sounds reasonable.那似乎非常好。15.Id like to hear your ideas on我想听听你关于的看法。16.Youre offering us this product at 1800 yuan per unit-is that right?你提供我们的这种产品报价是每台1800元吗，对吗？17.Wed appreciate it if you could sell it to us for 1350 yuan per unit.如果你能以每台1350元的价格卖给我们，我们将不胜感激。18.Taking the qulity into consideration, I think the price is reasonable.考虑到产品质量，我认为价格是合理的。19.Theres one problem to be mentioned.有一个问题要提出来。20.The price we quoted is quite good for your country.我们报的价格相当适合贵国。21.The price you quoted is a little stiff for exporting.你报的价格对于出口而言，有点偏高。22.Your price is 15% higher than that of last year.你们的价格比去年的高15。23.I think you misunderstood me on this point.在这一点上我想你是误会我了。24.Were in complete agreement.我们完全同意。25.I cant make a decision at this time.我无法现在做决定。26. Its not possible for us to make any sales at this price.我们无法以这种价格销售。27.380 yuan is about as low as we can go.380元大约是我们能出的最低价格。28.Im afraid I cant agree with you there.恐怕我不能同意您出的价格。29.Your price is higher than that of other companies.你方的价格比其它公司的价格要高。30. But considering the high quality, our price is very reasonable.不过鉴于产品的优良质量，我们的价格是非常合理。经典商务谈判英语实例（一）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 businessvolume 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 business, 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 discuss this further经典商务谈判英语实例（二）obert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?R: We could take a cut（降低）on the price. But 25% would slash our profit margin（毛利率）。We suggest a compromise10%.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?D: Sure. I must talk to my office anyway. I hope we can find some common ground（共同信念）on this. NEXT DAYD: Robert, Ive been instructed to reject the numbers you proposed; but we can try to come up with some thing else.R: I hope so, Dan. My instructions are to negotiate hard on this dealbut Im try very hard to reach some middle ground（互相妥协）。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 officetheyll turn it down flat（打回票）。D: Then youll have to think of something better, Robert.经典商务谈判英语实例（三）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么妙计了呢？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.R: Its 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 back to you soon to ask for a job. （smiles）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.商务谈判必备词汇INT （拍卖auction）寄售consignment招标invitation of tender投标submission 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 commission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processing on giving materials来料装配assembling 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品质 quality规格 specifications原样 original sample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） assortment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个数 number净重 net weight容积 capacity毛作净 gross for net体积 volume皮重 tare毛重 gross weight溢短装条款 more or less clause