实用英语专题：商务谈判实用英语.doc

实用英语专题：商务谈判实用英语 一常用句型1. Would anyone like something to drink before we begin?在我们正式开始前，大家喝点什么吧？2. We are ready.我们准备好了。3. I know I can count on you.我知道我可以相信你。4. Trust me.请相信我。5. We are here to solve problems.我们是来解决问题的。6. Well come out from this meeting as winners.这次会谈的结果将是一个双赢。7. I hope this meeting is productive.我希望这是一次富有成效的会谈。8. I need more information.我需要更多的信息。9. Not in the long run.从长远来说并不是这样。（这句话很实用，也可显示你的“高瞻远瞩”。）10. Let me explain to you why.让我给你解释一下原因。（很好的转折，又可磨练自己的耐心。）11. Thats the basic problem.这是最基本的问题。12. Lets compromise.让我们还是各退一步吧。（嘴里这么说，心里可千万别放松。追求利润最大化是一种专业精神。）13. It depends on what you want.那要视贵方的需要而定。（没那么正规的场合下说：那要看你到底想要什么。）14. The longer we wait, the less likely it is we will come up with anything.时间拖得越久，我们成功的机会就越少。15. Is this negotiable?还有商量的余地吗？16. Im sure there is some room for negotiation.我肯定还有商量的余地。17. We have another plan.我们还有一个计划。（准备多么充分！胜利一定会属于这样的人！）18. Lets negotiate the price.让我们来讨论一下价格吧。19. We could add it to the agenda.我们可以把它也列入议程。20. Thanks for reminding us.谢谢你的提醒。21. Our position on the issue is very simple.我们的意见很简单。22. We cannot be sure what you want unless you tell us.希望你能告诉我们，要不然我们无法确定你想要的是什么。23. We have done a lot.我们已经取得了不少进展。24. We can work out the details next time.我们可以下次再来解决细节问题。25. I suggest that we take a break.建议休息一下。26. Lets recess and return in an hour.咱们休会，一个钟头后再继续。27. We need a break.我们需要暂停一下。28. May I suggest that we continue tomorrow?我建议明天再继续，好吗？（少提这种建议，中国人一定要学会如何在谈判桌熬得住，很多时候不是技术战而是神经战。）29. We can postpone our meeting until tomorrow.我们可以把会议延迟到明天。30. That will eat up a lot of time.那会耗费很多时间。30个谈判口语要素脱口而出，你已有了一个很好的开头，希望你一直奔驰在这条高速公路上，在商务了领域取得更大的成就！二商务礼仪英语在商务交际中，有些汉语中非常常用的句子却不知道用英语怎么表达，这给交际造成了很大障碍，下面是一些整理出来的常用句型，相信熟记这些语句也能使您的商务交际变得更加流畅，从而促进商务合作的成功。您看是先谈原则问题呢，还是先谈具体问题？ I wonder if you would like to start with matters of principle or specific issues?让我先谈一个问题。If you agree (With your permission), let me start with one issue在谈那个问题之前我想对您刚才讲的话谈点看法。Before we turn to that issue, I wish to make a few comments/remarks on your presentation.您对此事怎么看呢？I wish to benefit from your views on this matter./ What is your view on this matter?/ How do you see this matter?我提议休会十分钟。I propose a ten-minute break.我想接着刚才的问题讲下去。I will pick up where we left off just now.对不起，我插一句。Sorry for the interruption but当然可以！by all means.怎么都行！Whatever you say.我没有异议。I have no objection.我方对这个问题有异议。We take exception to this question.我们高兴地看到We note with pleasure that 这个日期贵方觉得合适吗？I wonder if this date would be suitable for you?不知你们上午谈的怎样？I wonder how the meeting went this morning?我方很希望贵方能尽早给予肯定的答复。We would greatly appreciate it if you could give us your favorable and prompt commitment as soon as possible.请你们务必在8月1日前提出意向书。You are kindly requested to submit the letter of intent on the date no later than 1st August.纠缠这个问题。Entangle this issue.提倡节约Advocate/uphold thriftiness为了国家的繁荣For the sake of national prosperity经受了时间考验的友谊给我留下了很深的印象。The time-tested friendship leaves me a deep impression.密切注视Keep close watch on促进密切合作Promote intensive cooperation三商务谈判实例实例1：在一个商务宴会上，一家计算机制造商的代表Mark Davidson和一家大型IT企业的采购部经理 Vicki Carmichael在讨论一个商业建议。Mark: Hello, Ms Carmichael. Please sit down. Would you like a cocktail?你好，Carmichael女士。请坐。来杯鸡尾酒吗？Vicki: A dry martini, please. You can call me Vanessa. May I call you Mark?我要一杯干马提尼酒，谢谢。你可以叫我Vanessa。我可以叫你 Mark吗？Mark: Of course. Now, if you dont mind, Vanessa, Id like to discuss some business before dinner. As the executive summary in my proposal shows, I think our new line of graphics workstations are exactly what you need. In fact, theyre less expensive and more powerful than your stated requirements. 当然。Vanessa，如果你不介意的话，我想在宴会开始前和你讨论一下我们的合作事宜。就像我在建议书的大纲中所提到的那样，我们新的一系列制图工作站正是你们所需要的。事实上，它们比你们所要求的更便宜，更先进。Vicki: No problem with that, Mark, but I question your objective of using a new operating system. That means new software and retraining. 这个没有问题，Mark。但我对你在目标一栏中所说的使用一套新的操作系统不太理解。你所说的也就意味着我们需要使用新的软件和进行人员再培训。Mark: Most of your existing software will work on the new system. The new software takes full advantage of our hardware and operating system combination, and will give your users the tools they need to increase productivity. 你们现有的大多数软件都可以在我们的系统上使用。新的软件充分利用了我们的硬件和操作系统组合，可以为你们的用户提供提高工作效率所需的工具。Vicki: I do like your proposed methodology of implementing in three phases. Thats important for easing the impact to our users. Now, based on the assumption that they will need more power again in a few years, I need lots of expansion capability. Our capital expenditures on hardware and software have mushroomed over the last 5 years, and my CEO wants me to rein in our costs. 我非常喜欢你提出的分三个阶段实行的方法。这对于减轻对我们用户的冲击很重要。根据你们的设想，用户在几年后会需要更有效的工具，所以我们需要拥有很大的扩展力。我们的软硬件资本开支在过去的五年中迅速增长，所以我们的CEO要求我们控制我们的开销。Mark: Youll be able to upgrade at relatively low cost to cover all your needs for the foreseeable future. Our hardware is very reliable, and the service contract gives you 24-hour on-location service for a full 3 years. Our growth impact studies show that cash flow expenditures over a 5-year period should be 35% less than other high-end workstations on the market. 用我们的产品，你们可以在将来以低成本进行升级，以满足你们的需求。我们的硬件非常可靠，而且，在三年内我们还提供24小时的上门服务。我们对经济增长影响的研究显示五年内的资金流动支出将是35%，低于市场上其他的高级终端工作站的花费。Vicki: Thats music to my ears, Mark. Looks like we can do business together. Cheers! 听起来很不错，Mark。看来我们可以合作。干杯！实例2：下面是一段典型的商业对话，是我们额外奉送给大家的礼物！请跟着美国专家反复模仿，彻底掌握，成为商业谈判的高手！ International Trading Kim: Welcome to our company. My name is Jeff Kim. Im in charge of the export department. Let me give you my business card. Smith: Ill give you mine too. Kim: How was your flight. Smith: Not bad, but Im little tired. Kim: Heres your schedule. After this meeting, we will visit the factory and have another meeting with the production manager. And youll be having dinner with our director. Smith: Could you arrange a meeting with your boss? Kim: Of course, Ive arranged it at 10 oclock tomorrow morning. Smith: Well, shall we get down to business? Kim: Sure, did you receive the sample we sent last week? Smith: Yes, we finished the evaluation of it. If the price is acceptable we would like to order now. Kim: Im very glad to hear that. Smith: Whats your best price for that item? Kim: The unit price is $12.50. Smith: I think the price is a little high, cant you reduce it? Kim: Im afraid we cant. $12.50 is our rock bottom price. If you purchase more than 10,000 units we can reduce it to $12.00. Smith: Well, Ill accept the price and place an initial order of 10,000 units. Kim: Very good. Its been a pleasure to do business with you, Mr. Smith. Smith: The pleasure is ours. Can you deliver the goods by March 31? Kim: Of course. 【中英文自由转换】 金： 欢迎到我们公司来。我叫金哲夫，负责出口部。这是我的名片。 史密斯：这是我的名片。 金： 你的航行顺利吗？ 史密斯：还行，不过我有点累。 金： 这是你的日程安排。开完会后，我们去参观工厂，再跟生产部经理开个会。晚上你将和我们主任共进晚餐。 史密斯：你能安排我跟你们老板开个会吗？ 金： 当然可以，我会安排在明天早上10点钟。四商务谈判态度表达方式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 inChina.(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？五商务谈判开场1)A: I dont believe weve met.B: No, I dont think we have.A: My name is *.B: How do you do? My name is Fred Smith.A: 我们以前没有见过吧？B：我想没有。A：我叫*。B：您好，我是弗雷德史蜜斯。(2)A: Heres my name card.B: And heres mine.A: Its nice to finally meet you.B: And Im glad to meet you, too.A: 这是我的名片。B: 这是我的。A: 很高兴终于与你见面了。B: 我也很高兴见到你。(3)A: Is that the office manager over there?B: Yes, it is,A: I havent met him yet.B: Ill introduce him to you .A:在那边的那位是经理吧？B:是埃A:我还没见过他。B:那么，我来介绍你认识。(4)A: Do you have a calling card ?B: Yes , right here.A: Heres one of mine.B: Thanks.A:您有名片吗？B:有的，就在这儿。A:喏，这是我的。B:谢谢。(5)A: Will you introduce me to the new purchasing agent?B: Havent you met yet?A: No, we havent.B: Ill be glad to do it.A:请替我引介新来负责采购的人好吗？B:你们还没见面吗？A:嗯，没有。B:我乐意为你们介绍。六与客户沟通英语1. I will send you some brochures，if you are interested. 如果您有兴趣的话，我可以寄给您一些介绍产品的小册子。 2. Can you suggest an alternative 能否告知您其他方便时间？ 3. As an alternative，I wish to propose May 3rd. 另一个方便时间是5月3日。 4. If you are interested，we may consider selecting you as our partner. 如果贵公司感兴趣，我们可以考虑选择你们作为我们的合作伙伴。 5. I see. But arent these prices for your domestic customers 我明白了。但是这些价格是提供给国内顾客的吗？ 6.Yes，we take note of your comment. Prices depend also on volume. How much quantity do you forecast to sell in the first year 好的，我们会注意这一点。价格也会因数量而有所不同，贵公司预计在第一年销售多少数量呢？ 7.Then，let us develop together a marketing plan with yearly forecasts of volume with pricing. 那么，让我们依年度数量预测来共同拟订一个市场销售计划。七销售谈判场景对话Sales and Business TalkA: Im sorry to say that the price you quote is too high. It would be very difficult for us to push any sales if we buy it at this price.B: well, if you take quality into consideration, you wont think our price is too high.A: Lets meet each other half way.- 很遗憾你们报的价格太高，如果按这种价格买进，我方实在难以推销。- 如果你考虑一下质量，你就不会觉得我们的价格太高了。- 那咱们就各让一步吧。A: Im sorry to say that your price has soared. Its almost 20% higher than last years.B: Thats because the price of raw materials has gone up.A: I see. Thank you.- 很遗憾，贵方的价格猛长，比去年几乎高出20%。- 那是因为原材料的价格上涨了。- 我知道了，多谢。A: How many do you intend to order?B: I want to order 900 dozen.A: The most we can offer you at present is 600 dozen.- 这种产品你们想订多少？- 我们想订900打。- 目前我们至多只能提供600打。A: We have inspected the rice, and were surprised to know that the weight is short.B: We sell our goods on loaded weight and not on landed weight.A: I see.- 这些大米我们检验过了，重量不够，我们感到奇怪。- 我们出售商品是以装船重量为准，不是以卸货重量为准。- 我知道了。A: The next thing Id like to bring up for discussion is packing.B: Please state your opinions about packing.A: All right. We wish our opinions on packing will be passed on to your manufacturers.- 下面我想就包装问题讨论一下。- 请陈述你们的意见。- 好，我们希望我们对包装的意见能传达到厂商。A: You know, packing has a close bearing on sales.B: Yes, it also affects the reputation of our products. Buyers always pay great attention to packing.A: We wish the new packing will give our clients satisfaction.- 大家都知道，包装直接关系到产品的销售。- 是的，它也会影响我们产品的信誉，买主总是很注意包装。- 我们希望新包装会使我们的顾客满意。A: How are the shirts packed?B: Theyre packed in cardboard boxes.A: Im afraid the cardboard boxes are not strong enough for ocean transportation.- 衬衫怎样包装？- 它们用纸板箱包装。- 我担心远洋运输用纸板箱不够结实。A: From what Ive heard, youre already well up in shipping work.B: Yes, we arrange shipments to any part of the world.A: Do you do any chartering?- 据我所知，你方对运输工作很在行。- 是的，我们承揽去世界各地的货物运输。- 你们租船吗？A: How do you like the goods dispatched, by railway or by sea?B: By sea, please. Because of the high cost of railway transportation, we prefer sea transportation.A: Thats what we think.- 你方将怎样发运货物，铁路还是海运？- 请海运发货，铁路运输费用太高，我们愿意走海运。- 我们正是这么想的。A: When can you effect shipment? Im terribly worried about late shipment.B: We can effect shipment in December or early next year at the latest.A: Thats fine.- 你们什么时候能交货？我非常担心货物迟交。- 我们最晚在今年十二月或明年初交货。- 那很好。