1,教材
教材名称 版本 教材作者
出版社
ISBN
号
备
注
主要
教材
,国际贸易英
语, （ 实用英
语系列丛书 ）
约瑟芬 ·克
林顿
北京大学
出版社 (配
磁带 )
7-301-
04223
-x
参考
教材 1
商务谈判英
语
李莹 世界图书出版公司
7-
5062-
4174-9
参考
教材 2
外贸英语实
务
曹菱 外语教学与研究出
版社
7-
5600-
1831-9
商务谈判 （补充内容）
—— 理论篇
什么是商务谈判？
? 谈判双方为达成一笔生意, 提出交易的
内容和条件, 通过洽谈协商达成一致的
行为和过程 。
? *语言运用得当与否是成败的关键
? e.g,I) I would if I could/ I don’t agree
? II) I can’t agree/ I don’t like it/
? Is there anything else?
什么是商务谈判英语？
? 用英语进行商务谈判，在国际商务活动
中，由于英汉语言之间的不同，尤其同
一词汇内涵外延的些微差别，使我们不
得不认真对付，熟练掌握谈判英语。
谈判前应该有哪些准备？
? Target Country
? Business Partner
? Qualified Negotiators
? Proper Plan
Target Country
? Culture background and economic situations
? Political climate of the country
? Current import and export statistics
? Government policy on international trade
? Information on trade barriers and restrictions
? ----MOFTEC/ foreign trade corporations/ banks/ newspapers/ journal articles
? ----Chinese Embassy/ local banks/ the agent/ local newspaper/ journal articles
Business Partner
? Credit reference
? Background information
? Business range
? Annual sales volume
? Major customers
? Business culture
? ----by writing to the references provided by the counterpart
? ----by employing a consulting firm
Negotiator has an overall
picture of the opponent
Qualified Negotiators
---familiar international trading process/ experienced in dealing with
foreign customers/ quick in making decisions/ well informed of the
transaction they are going to deal with
? Commercial,price,delivery terms
? Technical,specification,program and
methods of work
? Financial,terms of payment,credit insurance,
bonds and financial guarantees
? Legal,contract documents,terms of contract,
insurance,legal interpretation
?? How many members does a team need?
Proper Plan
----good information and assessment
? Define the specific negotiating objective
? State the minimum acceptable level for each of
the major items
? Identify the team leader and other members of
the negotiating team
? Set forth time schedules for implementation
? Establish the time period within which the
negotiations should be concluded
商务谈判的一般步骤有哪些？
? 1,Invitation to Offer
? 2,The Offer
? 3,The Counter-offer
? 4,Acceptance
1,Invitation to Offer
---Inquiry,initiate a potential transaction
? Promotional communication,advertisements
be made through various medias,sales
literature and price list be distributed,trade
fairs be used to exhibit commodities,
? Inquiry,each one is a sale opportunity to
foster a potential long-term relationship,so
show your efficiency and sincerity,
? ----commodity’s name,quality,mode,the
desired quantity and delivery date
1,Invitation to Offer
---Inquiry,initiate a potential transaction
? From a buyer,Please quote the lowest price
of CFR Singapore for 1000 boxes of large size
Maxam Dental Cream at the earliest delivery,
? From a seller,We can supply Flying Pigeon
brand bicycles with shipment in May,Please
fax us if you are interested,
? Please advise…/ please fax advice…
? Interested in… please…
? Please quote…/ please offer…
? We can supply…
2,The Offer
----expression of the wishes of the seller or buyer to sell/ buy particular
goods under stated terms such as quantity,price,time of shipment,term
of payment
? Selling offer
? buying offer/ bid
? Definite offer/ firm offer,a detailed description of
the item,price,currency,packaging,minimum or maximum quantity,
quality,shipping date,mode,terms of payment,a timeframe during
which your offer is available
? Indefinite offer/ non-firm offer
? ----,subject to our final confirmation”,“for reference only”
? *United Nations Convention on Contracts for the International Sale of
Goods
Firm offer
? Dear Mr,Satin,
? We are glad to have received your fax of 10 April,inquiring for Flying
Pigeon brand bicycles,
? In reply,we would like to offer,subjects to your reply reaching us
before the end of this month,the following,
? 20’ Men’s style @US$25 per set …
? Payment term,By L/C at sight to be opened through a bank to be
approved by us,
? Shipment,October/November 1998,provided the covering L/C reaches
us by the end of this month,
? The above prices are understood to be on CIF Cairo basis net,Please
note that we do not allow any commission on our bicycles,but a
discount of 5% may be allowed if the quantity for each specification is
more than 1,000 sets,
? Owing to the durability and competitive prices,our FP bicycles have
won popularity all over the world,We suggest your placing orders
without delay,so that we may guarantee the supply,and you would
not miss the chance,
? We look forward to your prompt reply,
Non-firm offer
? Dear Mr,Satin
? Thank you for your fax of 10 April,inquiring for FP brand
bicycles
? Based on your requirement,we are quoting as follows,
? 20” Men’s style @US$25 per set
? Payment terms,By L/C at sight to be opened through a bank to
be approved by us,
? Shipment,October/ November 1998,provided the covering L/C
reaches us by the end of this month,
? The above prices are understood to be on CIF Cairo basis net,
Please note that we do not allow any commission on our bicycles,
but a discount of 5% may be allowed if the quantity for each
specification is more than 1,000 sets,
? The above quotation is made without engagement and is subject
to our final confirmation,
? We look forward to your early reply,
3,The Counter-offer
----propose a new set of terms for the transaction or make a
conditional acceptance by making some changes in the offer,
? Dear Mr,Jones,
? We are in receipt of your letter dated on May 2,offering us 50 metric
tons of the captioned goods at US$350 per metric ton on the usual
terms,
? In reply,we regret to inform you that our buyers in London find your
price much too high,Information indicates that some parcels of Indian
origin have been sold here at a level about 30% lower than yours,
? We do not deny that the quantity of Chinese Kernels is better,but the
difference in price should not be so big,To step up the trade,we
counteroffer as follows,subject to your reply received by us on or before
30th May,
? 50 metric tons of groundnut kernels FAQ 1998 crop at US$320 per M/T
CIF London,other terms as per your letter of May 2,
? As the market is declining,we recommend your immediate acceptance,
4,Acceptance
? ---send a written acceptance
? ---indicate acceptance of the offer by opening a
letter of credit issued in the counterpart’s favor,
? Sample,a standard form to acknowledge the offer
? This is to acknowledge with thanks your order No,
______ received on _____,
? We expect to ship _______ on ______ from______,
Thanks for the opportunity to be of service to you,
谈判的原则及注意事项
? 1,坚持平等互利的基本原则 (win-win
concept)
? 2,语言文明礼貌, 清晰易懂
? 3,对象不同, 开场白不同 (culture patterns
and negotiation patterns)
? 4,多听少说
? 5,态度坦诚, 不拐弯抹角
杨敏
商务交际与谈判
0402033
Swjjytp-t@dlc.zju.edu.cn
14
商务谈判 (补充内容 )
—— 实用篇
I,Reading Practice
? Directions,Read the dialogue and tell
which parts of the dialogue can be called
“inquiry”,“offer”,“counter offer”,or
“acceptance”,
? A:We have looked at your samples and feel
interested in your products,Can you tell us how
much you want to sell us?
? B:I think you must have noticed that our products
have good quality and our brand name is very
competitive,Our offer is $ 25 each,
? A:We have to point out your price is on the high
side and it’s impossible for us to push any sales at
such a price,
? B:Well,to get the business done,we plan to make
some concessions,But if the quantity is too small,
I’m afraid we can’t move much,What’s the size of
your order?
? A:100 pieces,
? B:You are kidding,Don’t forget you are
buying watches,not motorcycles,
? A:We have some financial difficulties at the
moment,If your price is competitive and the
quality is to the satisfaction of the
customers,substantial orders from us will
follow,
? B:In that case,let’s conclude the
transaction at the price of $23 each,
? A:It’s settled,
?
II,Speaking and Writing
Practice
? 1.Starting an interview
? 2.Asking for information
? 3.Giving information
? 4.Asking for opinion
? 5.Expressing Opinion
? 6.Don’t understand somebody’s words
? 7.Marking suggestions
? 8.Accepting proposals
? 9.Rejecting proposals
? -------To be continued,
1,Starting an interview,
? Let’s get down to business,shall we?
? Shall we begin/ start?
? May I begin by welcoming you to our factory?
? I’d like to express our thanks to your coming,
? Perhaps we’d better get started/ get down to
business,
? Where shall we start our discussion today?
? Right then,I think it’s about time we got started,
? I’ve come here to discuss the point of shipping
today,
2,Asking for information
? Could you tell me a bit about it?
? Would you mind tell me how these goods
should be packed?
? I wonder if you could tell me what you need,
? Excuse me,do you know when to ship the
goods?
? Are there any other points that are
bothering you?
3,Giving information
? As far as I know,the present market is
rather favorable to us,
? Well,in confidence,I can tell you that
we can ship the goods in time,
? I’m afraid I don’t know,
? I’ve no idea,I’m afraid,
? I don’t have that information available
just now,Can I call you back?
4,Asking for opinion
? What are your views on this,John?
? What are your feelings on/about our
price?
? What do you know about that,Jim?
? What’s your opinion on this matter,Mr,
Smith?
? What’s your reaction to this transaction?
5,Expressing Opinion
? I’m sure that the quality is fine,
? I’m convinced that we can effect shipment in
time,
? I think/consider that nobody will buy this sort
of products,
? It seems to me that we all need to think more
about this whole matter,
? I’m inclined to think that the market will be
fine,
6,Don’t understand
somebody’s words
? I beg your pardon?
? Sorry,could you say that again,please?
? I’m afraid I don’t follow you,
? Would you mind repeating it?
? Could you speak a little more slowly?
7,Marking suggestions
? The only solution is that you must replace the
defective products,
? I see no other alternative but to stop
production,
? I recommend/ suggest/ propose that we
should buy a new computer,
? It might be a good idea to extend the Letter
Credit,
? One solution would be to send you our
technician to repair the machine,
8,Accepting proposals
? I’m (completely) in favour of that,
? I’ve absolutely no objections,
? I’m sure that’s the best solution/ idea,
? Sounds fine,
? Good/Great idea,
9,Rejecting proposals
? That’s just not feasible,
? I really can’t accept that,
? I’m afraid that I can’t accept that,
? I would if I could,
? Is there anything else?
Practice
? Directions,Make a dialogue on the following
situation using the key words given below,
? Situation,Jack wants to order 800 metric tons of
apples from China,Mr,Li from China National
Import & Export Corporation makes the offer at
4,000 yuan per ton CIF Boston,Jack makes his
counter-offer at 3,800 yuan per ton CIF Boston,
After a face to face negotiation,they conclude the
business at 3,900 yuan per ton CIF Boston,
? Key words,order,offer,counter offer,reasonable,
quality,lowest quotation,business relation,meet
each other halfway
Sample,
? L,Hello,Jack,Glad to meet you,
? J,Hello,Mr,Li,Glad to meet you,too,
? L,What are you interested in this time?
? J,I want to order 800 metric tons of apples,Could you let us have an
idea of your lowest quotation?
? L,Certainly,It’s 4,000 yuan per metric ton CIF Boston,
? J,To be frank with you,the price you quoted is rather on the high side,
? L,Taking the quality into consideration,you will find our price quite
reasonable,Well,what’s your counter-offer?
? J,I’m afraid I can’t not accept this price,but considering our good
business relationship over the past few years,let’s meet each other
halfway,
? L,In order to conclude the business,I agree with you,
? J,When would you like the goods to be shipped?
? L,Better ship by late September,O.K?
? J,Thank you,Mr,Li,See you tomorrow then,
? L,See you tomorrow,
Attention,
? The deadline of Homework (I),
? Oct,27th
? The deadline of Homework (II),
? Nov,5th
教材名称 版本 教材作者
出版社
ISBN
号
备
注
主要
教材
,国际贸易英
语, （ 实用英
语系列丛书 ）
约瑟芬 ·克
林顿
北京大学
出版社 (配
磁带 )
7-301-
04223
-x
参考
教材 1
商务谈判英
语
李莹 世界图书出版公司
7-
5062-
4174-9
参考
教材 2
外贸英语实
务
曹菱 外语教学与研究出
版社
7-
5600-
1831-9
商务谈判 （补充内容）
—— 理论篇
什么是商务谈判？
? 谈判双方为达成一笔生意, 提出交易的
内容和条件, 通过洽谈协商达成一致的
行为和过程 。
? *语言运用得当与否是成败的关键
? e.g,I) I would if I could/ I don’t agree
? II) I can’t agree/ I don’t like it/
? Is there anything else?
什么是商务谈判英语？
? 用英语进行商务谈判，在国际商务活动
中，由于英汉语言之间的不同，尤其同
一词汇内涵外延的些微差别，使我们不
得不认真对付，熟练掌握谈判英语。
谈判前应该有哪些准备？
? Target Country
? Business Partner
? Qualified Negotiators
? Proper Plan
Target Country
? Culture background and economic situations
? Political climate of the country
? Current import and export statistics
? Government policy on international trade
? Information on trade barriers and restrictions
? ----MOFTEC/ foreign trade corporations/ banks/ newspapers/ journal articles
? ----Chinese Embassy/ local banks/ the agent/ local newspaper/ journal articles
Business Partner
? Credit reference
? Background information
? Business range
? Annual sales volume
? Major customers
? Business culture
? ----by writing to the references provided by the counterpart
? ----by employing a consulting firm
Negotiator has an overall
picture of the opponent
Qualified Negotiators
---familiar international trading process/ experienced in dealing with
foreign customers/ quick in making decisions/ well informed of the
transaction they are going to deal with
? Commercial,price,delivery terms
? Technical,specification,program and
methods of work
? Financial,terms of payment,credit insurance,
bonds and financial guarantees
? Legal,contract documents,terms of contract,
insurance,legal interpretation
?? How many members does a team need?
Proper Plan
----good information and assessment
? Define the specific negotiating objective
? State the minimum acceptable level for each of
the major items
? Identify the team leader and other members of
the negotiating team
? Set forth time schedules for implementation
? Establish the time period within which the
negotiations should be concluded
商务谈判的一般步骤有哪些？
? 1,Invitation to Offer
? 2,The Offer
? 3,The Counter-offer
? 4,Acceptance
1,Invitation to Offer
---Inquiry,initiate a potential transaction
? Promotional communication,advertisements
be made through various medias,sales
literature and price list be distributed,trade
fairs be used to exhibit commodities,
? Inquiry,each one is a sale opportunity to
foster a potential long-term relationship,so
show your efficiency and sincerity,
? ----commodity’s name,quality,mode,the
desired quantity and delivery date
1,Invitation to Offer
---Inquiry,initiate a potential transaction
? From a buyer,Please quote the lowest price
of CFR Singapore for 1000 boxes of large size
Maxam Dental Cream at the earliest delivery,
? From a seller,We can supply Flying Pigeon
brand bicycles with shipment in May,Please
fax us if you are interested,
? Please advise…/ please fax advice…
? Interested in… please…
? Please quote…/ please offer…
? We can supply…
2,The Offer
----expression of the wishes of the seller or buyer to sell/ buy particular
goods under stated terms such as quantity,price,time of shipment,term
of payment
? Selling offer
? buying offer/ bid
? Definite offer/ firm offer,a detailed description of
the item,price,currency,packaging,minimum or maximum quantity,
quality,shipping date,mode,terms of payment,a timeframe during
which your offer is available
? Indefinite offer/ non-firm offer
? ----,subject to our final confirmation”,“for reference only”
? *United Nations Convention on Contracts for the International Sale of
Goods
Firm offer
? Dear Mr,Satin,
? We are glad to have received your fax of 10 April,inquiring for Flying
Pigeon brand bicycles,
? In reply,we would like to offer,subjects to your reply reaching us
before the end of this month,the following,
? 20’ Men’s style @US$25 per set …
? Payment term,By L/C at sight to be opened through a bank to be
approved by us,
? Shipment,October/November 1998,provided the covering L/C reaches
us by the end of this month,
? The above prices are understood to be on CIF Cairo basis net,Please
note that we do not allow any commission on our bicycles,but a
discount of 5% may be allowed if the quantity for each specification is
more than 1,000 sets,
? Owing to the durability and competitive prices,our FP bicycles have
won popularity all over the world,We suggest your placing orders
without delay,so that we may guarantee the supply,and you would
not miss the chance,
? We look forward to your prompt reply,
Non-firm offer
? Dear Mr,Satin
? Thank you for your fax of 10 April,inquiring for FP brand
bicycles
? Based on your requirement,we are quoting as follows,
? 20” Men’s style @US$25 per set
? Payment terms,By L/C at sight to be opened through a bank to
be approved by us,
? Shipment,October/ November 1998,provided the covering L/C
reaches us by the end of this month,
? The above prices are understood to be on CIF Cairo basis net,
Please note that we do not allow any commission on our bicycles,
but a discount of 5% may be allowed if the quantity for each
specification is more than 1,000 sets,
? The above quotation is made without engagement and is subject
to our final confirmation,
? We look forward to your early reply,
3,The Counter-offer
----propose a new set of terms for the transaction or make a
conditional acceptance by making some changes in the offer,
? Dear Mr,Jones,
? We are in receipt of your letter dated on May 2,offering us 50 metric
tons of the captioned goods at US$350 per metric ton on the usual
terms,
? In reply,we regret to inform you that our buyers in London find your
price much too high,Information indicates that some parcels of Indian
origin have been sold here at a level about 30% lower than yours,
? We do not deny that the quantity of Chinese Kernels is better,but the
difference in price should not be so big,To step up the trade,we
counteroffer as follows,subject to your reply received by us on or before
30th May,
? 50 metric tons of groundnut kernels FAQ 1998 crop at US$320 per M/T
CIF London,other terms as per your letter of May 2,
? As the market is declining,we recommend your immediate acceptance,
4,Acceptance
? ---send a written acceptance
? ---indicate acceptance of the offer by opening a
letter of credit issued in the counterpart’s favor,
? Sample,a standard form to acknowledge the offer
? This is to acknowledge with thanks your order No,
______ received on _____,
? We expect to ship _______ on ______ from______,
Thanks for the opportunity to be of service to you,
谈判的原则及注意事项
? 1,坚持平等互利的基本原则 (win-win
concept)
? 2,语言文明礼貌, 清晰易懂
? 3,对象不同, 开场白不同 (culture patterns
and negotiation patterns)
? 4,多听少说
? 5,态度坦诚, 不拐弯抹角
杨敏
商务交际与谈判
0402033
Swjjytp-t@dlc.zju.edu.cn
14
商务谈判 (补充内容 )
—— 实用篇
I,Reading Practice
? Directions,Read the dialogue and tell
which parts of the dialogue can be called
“inquiry”,“offer”,“counter offer”,or
“acceptance”,
? A:We have looked at your samples and feel
interested in your products,Can you tell us how
much you want to sell us?
? B:I think you must have noticed that our products
have good quality and our brand name is very
competitive,Our offer is $ 25 each,
? A:We have to point out your price is on the high
side and it’s impossible for us to push any sales at
such a price,
? B:Well,to get the business done,we plan to make
some concessions,But if the quantity is too small,
I’m afraid we can’t move much,What’s the size of
your order?
? A:100 pieces,
? B:You are kidding,Don’t forget you are
buying watches,not motorcycles,
? A:We have some financial difficulties at the
moment,If your price is competitive and the
quality is to the satisfaction of the
customers,substantial orders from us will
follow,
? B:In that case,let’s conclude the
transaction at the price of $23 each,
? A:It’s settled,
?
II,Speaking and Writing
Practice
? 1.Starting an interview
? 2.Asking for information
? 3.Giving information
? 4.Asking for opinion
? 5.Expressing Opinion
? 6.Don’t understand somebody’s words
? 7.Marking suggestions
? 8.Accepting proposals
? 9.Rejecting proposals
? -------To be continued,
1,Starting an interview,
? Let’s get down to business,shall we?
? Shall we begin/ start?
? May I begin by welcoming you to our factory?
? I’d like to express our thanks to your coming,
? Perhaps we’d better get started/ get down to
business,
? Where shall we start our discussion today?
? Right then,I think it’s about time we got started,
? I’ve come here to discuss the point of shipping
today,
2,Asking for information
? Could you tell me a bit about it?
? Would you mind tell me how these goods
should be packed?
? I wonder if you could tell me what you need,
? Excuse me,do you know when to ship the
goods?
? Are there any other points that are
bothering you?
3,Giving information
? As far as I know,the present market is
rather favorable to us,
? Well,in confidence,I can tell you that
we can ship the goods in time,
? I’m afraid I don’t know,
? I’ve no idea,I’m afraid,
? I don’t have that information available
just now,Can I call you back?
4,Asking for opinion
? What are your views on this,John?
? What are your feelings on/about our
price?
? What do you know about that,Jim?
? What’s your opinion on this matter,Mr,
Smith?
? What’s your reaction to this transaction?
5,Expressing Opinion
? I’m sure that the quality is fine,
? I’m convinced that we can effect shipment in
time,
? I think/consider that nobody will buy this sort
of products,
? It seems to me that we all need to think more
about this whole matter,
? I’m inclined to think that the market will be
fine,
6,Don’t understand
somebody’s words
? I beg your pardon?
? Sorry,could you say that again,please?
? I’m afraid I don’t follow you,
? Would you mind repeating it?
? Could you speak a little more slowly?
7,Marking suggestions
? The only solution is that you must replace the
defective products,
? I see no other alternative but to stop
production,
? I recommend/ suggest/ propose that we
should buy a new computer,
? It might be a good idea to extend the Letter
Credit,
? One solution would be to send you our
technician to repair the machine,
8,Accepting proposals
? I’m (completely) in favour of that,
? I’ve absolutely no objections,
? I’m sure that’s the best solution/ idea,
? Sounds fine,
? Good/Great idea,
9,Rejecting proposals
? That’s just not feasible,
? I really can’t accept that,
? I’m afraid that I can’t accept that,
? I would if I could,
? Is there anything else?
Practice
? Directions,Make a dialogue on the following
situation using the key words given below,
? Situation,Jack wants to order 800 metric tons of
apples from China,Mr,Li from China National
Import & Export Corporation makes the offer at
4,000 yuan per ton CIF Boston,Jack makes his
counter-offer at 3,800 yuan per ton CIF Boston,
After a face to face negotiation,they conclude the
business at 3,900 yuan per ton CIF Boston,
? Key words,order,offer,counter offer,reasonable,
quality,lowest quotation,business relation,meet
each other halfway
Sample,
? L,Hello,Jack,Glad to meet you,
? J,Hello,Mr,Li,Glad to meet you,too,
? L,What are you interested in this time?
? J,I want to order 800 metric tons of apples,Could you let us have an
idea of your lowest quotation?
? L,Certainly,It’s 4,000 yuan per metric ton CIF Boston,
? J,To be frank with you,the price you quoted is rather on the high side,
? L,Taking the quality into consideration,you will find our price quite
reasonable,Well,what’s your counter-offer?
? J,I’m afraid I can’t not accept this price,but considering our good
business relationship over the past few years,let’s meet each other
halfway,
? L,In order to conclude the business,I agree with you,
? J,When would you like the goods to be shipped?
? L,Better ship by late September,O.K?
? J,Thank you,Mr,Li,See you tomorrow then,
? L,See you tomorrow,
Attention,
? The deadline of Homework (I),
? Oct,27th
? The deadline of Homework (II),
? Nov,5th
