国际商务英语谈判对话，两人，谢谢！

PAYMENT TERMS

一）

　　Payment is to be effected（made）before the end of this month

　　这个月末以前应该付款。

　　Its convenient to make payment in pound sterling

　　用英镑付款较方便。

　　Now, as regards payment, weve agreed to use US Dollar, am I right？

　　至于付款，我们已同意用美圆，对吗？

　　We may have some difficulties making payment in Japanese yen

　　用日圆付款可能会有困难。

　　Ive never made payment in Renminbi before

　　我从未用过人民币付款。

　　We cant accept payment on deferred terms

　　我们不能接受延期付款。

　　Whats your reason for the refusal of payment？

　　你们拒付的理由是什么？

　　Collection is not paid

　　托收款未得照付。

　　We dont think youll refuse to pay

　　我们相信你们不会拒付。

　　Only one refusal of payment is acceptable to the bank

　　银行只接受一次拒付。

You ought to pay us the bank interest once payment is wrongly refused

　　如果拒付错了，你们应该偿付我方的银行利息。

　　Well not pay until shipping documents for the goods have reached us

　　见不到货物装船单据，我们不付款。

　　Were worrying that a decline in prices might lead to refusal of payment

　　我们担心市场价格下跌会引起拒付。

　　Of course payment might be refused if anything goes wrong with the documents

　　如果单据有问题，当然可以提出拒付。

　　The equipment will be paid in installments with the commodities produced by our factory

　　设备以我们工厂生产的产品分期偿还。

Now we have settled the terms of payment

　　现在我们已经谈妥了付款条件。

　　Shall we have a talk about terms of payment today？

　　我们今天谈谈付款条件怎么样？

　　What is the mode of payment you wish to employ？

　　您希望用什么方式付款？

　　This is the normal terms of payment in international business

　　这是国际贸易中惯用的付款方式。

　　We cant accept any other terms of payment

　　我们不能接受其他的付款条件。

　　If you cant be more flexible, we wont accept your terms of payment

　　如果你们不能灵活些，我们将不接受此种付款方式。

　　（三）

　　Please protect our draft on presentation

　　请见票即付。

　　Your draft will be honoured on presentation

　　你方的汇票见票即付。

　　The draft was discounted in New York

　　汇票已经在纽约贴现。

　　Our draft No36 was dishonoured

　　我们的第三十六号汇票被拒付了。

　　The draft has not been collected

　　汇票之款尚未收进。

　　Well be unable to meet these draft

　　我们无力兑付这些汇票。

　　We have drawn a clean draft on you for the value of this sample shipment

　　我们已经开出光票向你方索取这批货的价款。

　　We have drawn on you for payment of the invoice amounting to $20,000

　　我们已经按照发票金额20，000美圆向你方开出了汇票。

　　The draft has been handed to the bank on clean collection

　　汇票已经交银行按光票托收。

You can draw on me just as if there were a letter of credit

　　您就当作有信用证一样，向我开汇票托收。

　　We hare sending our draft through Bank of China for documentary collection

　　我们将汇票交中国银行按跟单托收。

　　Well draw on you by our documentary draft at sight on collection basis

　　我们将按托收方式向你方开出即期跟单汇票。

　　Well draw a sight bill in favour of the Export Bank Singapore

　　我们要开立一张以新加坡出口银行为收款人的即期汇票。

　　We have already remitted the amount by cheque

　　我们已经将款以支票汇出。

　　We enclose a cheque for RMB200

　　我们附上人民币200元的支票一张。

　　（四）

　　We regret we cant accept payment cash against document

　　很抱歉，我们不能接受凭单付款办法。

　　Well agree to change the terms of payment from L/C at sight to D/P at sight

　　我们同意将即期信用证付款方式改为即期付款交单。

We accept D/P payment for future dealings

　　以后的交易我们以付款交单方式支付。

　　We can do the business on 60 days D/P basis

　　我们可以按60天付款交单的方式进行交易。

　　We agree to draw at 30 days D/P

　　我们同意开立30天期的付款交单汇票。

　　Well draw D/P against your purchase

　　我们按付款交单方式收你方这批货款。

　　As a special sign of encouragement, well consider accepting payment by D/P at this sales-purchasing stage

　　在此推销阶段，我们将考虑接受付款交单方式以资鼓励。

　　We regret we cant accept Cash against Documents on arrival of goods at destination

　　很抱歉，我们不能同意“货抵目的地付款交单”方式付款。

　　The buyer suggested D/A as the terms of payment, but the seller was unwilling to make any exception

　　买方建议用承兑交单作为付款方式，但卖方不愿例外。

　　We cant agree to draw at 30 days D/A

我们不同意开具30天期的承兑交单汇票。

　　So its better for us to adopt D/P or D/A

　　因此，最好是采用付款交单方式或承兑交单方式。

　　I suppose D/P or D/A should be adopted as the mode of payment this time

　　我建议这次用付款交单或承兑交单方式来付款。

　　It would help me greatly if you would accept D/A or D/P

　　如果您能接受D/P或D/A付款，那可帮了我们大忙。

　　Could you make an exception and accept D/A or D/P？

　　您能否来个例外，接受D/A或D/P付款方式？

　　（五）

　　We insist on a letter of credit

　　我们坚持用信用证方式付款。

　　As I have said, we require payment by L/C

　　我已经说过了，我们要求以信用证付款。

　　

We still intend to use letter of credit as the term of payment

　　我们仍然想用信用证付款方式。

　　We always require L/C for our exports

　　我们出口一向要求以信用证付款。

　　L/C at sight is normal for our exports to France

我们向法国出口一般使用即期信用证付款。

　　We pay by L/C for our imports

　　进口我们也采用信用证汇款。

　　Our terms of payment is confirmed and irrevocable letter of credit

　　我们的付款条件是保兑的不可撤消的信用证。

　　You must be aware that an irrevocable L/C gives the exporter the additional protection of bankers guarantee

　　你必须意识到不可撤消信用证为出口商提供了银行担保。

　　Is the wording of confirmed necessary for the letter of credit？

　　信用证上还用写明“保兑”字样吗？

　　For payment we require 100% value, irrevocable L/C in our favour with partial shipment allowed clause available by draft at sight

　　我们要求用不可撤消的、允许分批装运、金额为全部货款、并以我方为抬头人的信用证，凭即期汇票支付。

　　What do you say to 50% by L/C and the balance by D/P？

　　百分之五十用信用证，其余的用付款交单，您看怎么样？

　　Please notify us of L/C number by telex immediately

　请立即电传通知我方信用证号码。

　　The beneficiary of the L/C is to be China National Corporation, Beijing

　　信用证的受益人为中国工艺品进出口公司北京分公司。

　　Will you please increase the credit to $1000？

　　能不能把信用证金额增至1000美圆？

　　The credit is short opened to the amount of RMB100

　　信用证的金额少开了人民币100元。

　　Your L/C No 48 is short of $29

　　你方第48号信用证少开了29美圆。

　　Many banks in Europe are in a position to open L/C and effect payment in Renminbi

　　欧洲的许多银行能够开立信用证，而且用人民币支付。

　　I open a letter of credit in Renminbi with a bank in USA

　　我在美国的一家银行开立了人民币信用证。

　　The Barclays Bank in London is in a position to open letters of credit in Renminbi against our sales confirmation or contract

伦敦巴克莱银行可以凭我们的销售确认书或合同开立人民币信用证。

　　When do I have to open the letter of credit？

　　顺便问一句，您几时开立信用证呢？

　　When can you arrange for a credit under the new import license？

　　按照新的进口许可证规定，你方什么时候能开出一张信用证？

　　Please open letter of credit in good time

　　请及时开出信用证。

　　Well open the letter of credit at sight

　　我们会按时开证的。

　　I agree to use letter of credit at sight

　　我同意用即期信用证付款。

　　Is the credit at sight or after sight？

　　信用证是即期的还是远期的？

　　Our letter of credit will be opened early March

　　我们在3月初开出信用证。

　　Well open the credit one month before shipment

　　我们在装船前1个月开立信用证。

　　Please open the L/C 20 to 30 days before the date of delivery

　　请在交货前20到30天开出信用证。

这张信用证7月15日到期。

　　The validity of the L/C will be extended to 30th August

　　信用证的有效期将延至8月30日。

　　Will you persuade your customer to arrange for a one-month extension of L/C NoTD204？

　　你们能不能劝说客户将TD204号信用证延期一个月？

　　To do so, you could save bank charges for opening an L/C

　　这样做，你们可以省去开证费用。

　　Its expensive to open an L/C because we need to put a deposit in the bank

　　开证得交押金，因此花费较大。

　We pay too much for such a letter of credit arrangement

　　这种信用证付款方式让我们花费太大了。

　　There will be bank charges in connection with the credit

　　开立信用证还要缴纳银行手续费。

　　A letter of credit would increase the cost of my import

　　信用证会增加我们进口货物的成本。

　　The seller will request to amend the letter of credit

卖方要修改信用证。

　　Please amend L/C No205 as follows

　　请按下述意见修改第205号信用证。

　　Your refusal to amend the L/C is equivalent to cancellation of the order

　　你们拒绝修改信用证就等于取消订单。

in this conversation, rocky simons is the owner of a small company that manufactures recreational speedboatshe is having a telephone conversation with jacques riviera, owner of a seaside resort in another country

　　rocky: good morning, jacques nice talking to you againhow’s the weather in your part of the world

　　jacques: couldn’t be better, rockysunny, 29°, light breeze

　　rocky: stop! i can’t take any moreso, what can i do for you, jacques

　　jacques: i need a couple of your sb2000 speedboats to rent to guests can you give me a price quote

　　rocky: let’s see uh, the list price is $6,500 us you’re a valued customer, so i’ll give you a 10% discount

　　jacques: that’s very reasonable do you have them in stock

　　rocky: sure do! we set up new inventory controls last year, so we don’t have many backlogs any more

　　jacques: that’s good the tourist season is just around the corner, so i need them pretty quick what’s the earliest shipping date you can manage

　　rocky: they can be ready for shipment in 2-3 weeks

　　jacques: perfectwhat’s the total cif price, rocky

　　rocky: hang on the price will be $15,230 us to your usual port do we have a deal

　　jacques: you bet! send me a fax with all the information, and i’ll send you my order right away i’ll pay by irrevocable letter of credit, as usual same terms as always

　　rocky: of course

　　jacques: great! nice doing business with you again, rocky bye for now, and say hello to the family for me

　　rocky: will do, and the same goes for me bye, jacques

中：

　　在这则对话中，rocky simons 是一家制造休闲快艇小公司的业主。

他正和另外一个国家一家海滨度假地的业主jacques riviera在电话里交谈。

　　rocky: 早上好，jacques，很高兴又和你谈话。你们那儿的天气怎么样？

　　jacques: 再好不过了，rocky。晴朗，29度，微风……

　　rocky: 别说了！我受不了了。我能为你做什么吗，

　　jacques: 我需要两只你们生产的sb2000快艇租给游客。你能给我个报价吗？

　　rocky: 让我想想……呃，报价单上是6,500美元。您是我们的一个重要客户，我会给你10%的折扣。

　　jacques:那很合理。你们有现货吗？

　　rocky: 当然有！我们去年建立了新的存货控制系统，所以我们不再有很多的积压订单。

　　jacques:那很好。旅游旺季就要到了，所以我很快就需要它们。您最早的发货日期是什么时候？

　　rocky: 可以在2-3周内准备好装船。

　　jacques: 棒极了。到岸价格是多少，rocky？

　　rocky: 稍等……价

格是15,230美元，到原先的港口。成交吗？

　　jacques: 当然！给我发一份所有相关信息的传真，我会立即下订单。我会按惯例以不可撤销信用单方式付款。按照一惯的条款吗？

　　rocky: 当然。

　　jacques: 好极了！很高兴再次和你做生意，rocky。那再见了，带我问你家人好。

　　rocky: 我会的，也带我问侯你家人。再见，jacques

中：

　　在这则对话中，rocky simons 是一家制造休闲快艇小公司的业主。他正和另外一个国家一家海滨度假地的业主jacques riviera在电话里交谈。

　　rocky: 早上好，jacques，很高兴又和你谈话。你们那儿的天气怎么样？

　　jacques: 再好不过了，rocky。晴朗，29度，微风……

　　rocky: 别说了！我受不了了。我能为你做什么吗，

　　jacques: 我需要两只你们生产的sb2000快艇租给游客。你能给我个报价吗？

　　rocky: 让我想想……呃，报价单上是6,500美元。

您是我们的一个重要客户，我会给你10%的折扣。

　　jacques:那很合理。你们有现货吗？

　　rocky: 当然有！我们去年建立了新的存货控制系统，所以我们不再有很多的积压订单。

　　jacques:那很好。旅游旺季就要到了，所以我很快就需要它们。您最早的发货日期是什么时候？

　　rocky: 可以在2-3周内准备好装船。

　　jacques: 棒极了。到岸价格是多少，rocky？

　　rocky: 稍等……价格是15,230美元，到原先的港口。成交吗？

　　jacques: 当然！给我发一份所有相关信息的传真，我会立即下订单。我会按惯例以不可撤销信用单方式付款。按照一惯的条款吗？

　　rocky: 当然。

　　jacques: 好极了！很高兴再次和你做生意，rocky。那再见了，带我问你家人好。

　　rocky: 我会的，也带我问侯你家人。再见，jacques

常用英文谈判句子

　导语：外贸谈判是能否拿下订单的关键一步，因为你要面对面很外国客户进行沟通。除了语言方面要优秀外，行为举止、产品专业知识、谈判技巧等方面同样重要。以下是我收集整理的常用英文谈判句子，仅供大家参考。

　介绍谈判人员及表明合作意向

　在与客户的初次接洽谈判中，首先要介绍参与谈判的工作人员，然后再说明如何获取对方的信息，同时需表达与客户建立业务往来的意向，表明出谈判目的，常用的谈判句子有：

　1This is XXXX He is in charge of Marketing

　2By the courtesy of XXXX，we are given to understand the name of your firm

　3Your firm has been introduced to us by XXXX Company

　4We express our desire to establish relations with your firm5We are willing to enter into business relations with you

　6We shall be glad to enter into business ralations with you

　7In order to expand our products into XXXX, we wish to seek cooperations possibilities with you

　介绍公司

　为了让对方对公司的信息有大致的了解，需要对自己公司的商业规模、经营范围、行业地位、优势等进行介绍，常用的谈判句子有：

　1We are one of the largest importers of Electric Goods in this city

　2We have been in this line of business for more than ten years

　3We specialize in the export of XXXX Products and would like to trade with you in this line

　4We have set up a cradible sales network and we have our regular clients from over 80 countries and refions woeldwide

　5Our abundant resources and stable policy provide foreigners with the advantage they invest here

　推介产品

　产品推介主要是介绍产品的特点、优势、质量、价格、公益流程、主要市场、交货期等，同时应呈送产品目录及样品等供对方参考，常用的谈判句子有：

　1 Our new brand bathrobes are made of pure cotton Owing to the carefully selected materials used and the great attention paid to weaving and printing, they possess a very attractive appearance as well as novel designs

　2 This style is matching with the tastes of our market

　3 Our product has well established in the market, and I can assure that it stands competitions well

　4 These product are gaining polularity because of their fine quality, competitive price ,and our honest dealings

　5 Our producets are well received in the European market6 If our product becomes damaged , returned it and we will replace it fre even when the warranty is over

　表达合作期待

　通常在谈判结束时，应表达出与对方合作的期待与期望。通常的英语句子有：

　1、Let’s dismiss and return in an hour 咱们休会，一个钟头后再回来。

　2、We need a break 我们需要暂停一下。

　3、May I suggest that we continue tomorrow 我建议明天再继续，好吗

　4、We can postpone our meeting until tomorrow 我们可以把会议延迟到明天。

　5、We are here to solve problems 我们是来解决问题的。

　6、We’ll 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。

　10、Let me explain to you why 让我给你解释一下原因。

　11、That’s the basic problem 这是最基本的问题。

　12、Let’s compromise 让我们还是各退一步吧。

　13、It depends on what you want 那要视贵方的需要而定。

　14、The longer we wait, the less likely we will come up with anything 时间拖得越久，我们成功的机会就越少。

　15、Are you negotiable 你还有商量的余地吗

　16、I’m 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。

　18、Let’s 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 can not 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的进展。

　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、That will eat up a lot of time 那会耗费很多时间。

;

商务英语谈判

　谈判是指除正式场合下的谈判外，一切协商、交涉、商量、磋商等等，都可以看做谈判以下是我为大家整理的商务英语谈判，欢迎阅读，希望大家能够喜欢。

　商务谈判的原则

　何谓商务谈判谈判是人们为了协调彼此之间的关系，满足各自的需要，通过协商争取达到意见一致的行为和过程。

　Negotiation takes place between human beings It is the most common form of social interaction Almost everybody in the world is involved in negotiations in one way or another for a good part of any given day People negotiate over where to go for dinner, which movie to watch or how to split household chores

　Negotiation, in its modern sense, is defined in The Roots of Sound Rational Thinking as follows: the ability to deal with business affairs, to arrange by discussion the settlement of terms, to reach agreements through treaties and compromise, and to travel through challenging territory All of these suggest a purposeful effort to resolve problems through talking and intellectual maneuvering Negotiation includes consultation, bargaining, mediation, arbitration, and sometimes, even litigation

　Competitive style To try to gain all there is to gain

　(竞争式谈判)

　Accommodative style To be willing to yield all there is to yield

　(通融式谈判)

　Avoidance style To try to stay out of negotiation

　(回避式谈判)

　Compromising style To try to split the difference or find (妥协式谈判) an intermediate point according to some principle

　Collaborative style To try to find the maximum possible (合作式谈判) gain for

　both parties----by careful

　exploration of the interests of all parties----and often by enlarging the pie

　Vengeful style To try to harm the other

　(报复式谈判)

　Self-inflicting style To act so as to harm oneself

　(自损式谈判)

　Vengeful and self-inflicting style To try to harm the other and also

　(报复和自损式谈判) oneself

　People who go for the competitive style are known as hard-bargaining negotiators They start off with outrageous

　demands, using threats and other tactics to get what they want One side typically starts out high and the other low After several rounds of offer and counter-offer, the negotiators end up “splitting the difference” In this form, negotiation is viewed as a game where each side tries to get the best deal for themselves Neither side exhibits concern for the other side

　11 Principle of Collaborative Negotiation

　合作式谈判的原则

　Ⅰ Collaborative Negotiation

　Negotiation can also assume the form of collaborative style It involves people with diverse interests working together to achieve mutually satisfying outcomes Collaborative negotiation is known by many names Some popular names include “problem-solving negotiation”, “consensus-building negotiation”, “interest-based negotiation”, “win-win negotiation”, “mutual gains negotiation”, and so on The goal of collaborative negotiation is to manage the dispute so that the outcome is more constructive than

　destructive A destructive outcome results in damages and involves exploitation and coercion A constructive outcome fosters communication, problem-solving, and improved relationships

　● The negotiation parties have both diverse and common interests

　● The common interests are valued and sought

　● The negotiation process can result in both parties gaining something

　● The negotiating arena is controlled by enlightened self-interest

　● Interdependence is recognized and enhanced

　● Limited resources do exist, but they can usually be expanded through cooperation and creativity

　● The goal is a mutually agreeable solution that is fair to all parties and effective for the community/group

　The collaborative negotiation focuses on interests rather positions Integrative solutions are obtained by understanding other’s self-interests, not by jostling for positions

　The collaborative negotiation places value on relationship It requires trust and relies on full disclosure of relevant

　information

　The disadvantages of this approach are:

　● It may pressure an individual to compromise and accommodate in ways not in his best interest

　● It avoids confrontational strategies, which can be helpful at times

　● It increases vulnerability to deception and manipulation by a competitive opponent

　● It makes it hard to establish definite aspiration levels and bottom lines

　● It requires substantial skill and knowledge of the process

　● It requires strong confidence in one’s perceptions regarding the interests and needs of the other side

　Ⅱ Principled Negotiation

　In this form, each side of the negotiating parties attempt to meet the other side’s interest as well as their own By thoroughly understanding their own interest as well as the other’s, both sides are often able to arrive at solutions neither alone could have envisioned or made possible In this type of negotiation, each side recognizes and accepts the legitimate interests of the other side and they are committed to dealing with differences constructively in order to advance their own self-interests This has been called “collaborative principled negotiation”, a concept set forth by Roger Fisher and William Ury in their book Getting to Yes: Negotiating Agreement Without Giving In

　Principled negotiation is particularly oriented to collaborative negotiations However, it can be used in competitive negotiations and in other aspects of conflict management It is a method that is centered around four considerations (PIOC):

　● People: Separate the people from the problem

　● Interests: Focus on interests, not positions (interests always underlie positions)

　● Options: Invent options for mutual gains

　● Insist on using objective criteria

　1 Separate the people from the problem Fisher and Ury pointed out that “negotiators are people first” There are always relational and substantive issues in

　negotiation The relational issue tends to become entangled with the problem and the positional bargaining puts relational and substantive issues in conflict with each other Fisher and Ury suggested that the negotiators separate the relationship from the substance and deal directly with the people problem

　It is a feasible to deal with a substantive problem and maintain a good working relationship between negotiating parties People problems are usually caused by inaccurate perception, inappropriate emotions and poor communication In order to deal with those problems, three techniques are recommended for both parties to follow: A Establish an accurate perception

　● Conflict, very often, is not caused by what happens, but by how people perceive what happens

　● Increase the capability of each party to see the other side’s point of view (for example, by reversing roles)

　● Avoid blaming the other party for your problems

　● Discuss each other’s perceptions of the problem

　● Get the other party to participate in the mutual activities

　● Seek to make negotiation proposals consistent with the other party’s values

　B Cultivate appropriate emotion

　● Your emotion affects that of the other party

　● Recognize and understand emotions of both parties

　● Make emotions explicit and legitimate

　● Allow the other party to let off steam

　● Stay calm with the other party’s emotional outbursts

　C Strive for better communication

　● Negotiation is a process of communicating between parties for the purpose of reaching a joint decision

　● Be an active listener and acknowledge what is being said

　● Speak to be understood

　● Avoid criticism that may hurt the other party’s feelings

　● Speak for a purpose

　2 Focus on interests, not positions

　In such a case, negotiators need to distinguish between interests and positions and focus on interests not positions A position is what you want or must have An interest is why you want what you want Positions can be thought of as a one-dimensional point in a space of infinite possible solutions Positions are symbolic representations of a participant’s underlying motivating interests In negotiation, there are many kinds of interests: multiple interests, shared interests, compatible interests and conflicting interests Indentifying shared and compatible

　interests as “common ground” can be helpful in establishing a found for additional discussions “Easy points of agreement” can be indentified and the principles underlying those easy points of agreement can often be extrapolated to help

　resolve other issues Methods for focusing on interests instead of positions are as follows:

　A Identify the self-interests

　● Explore and recognize the interests of the other party that stand in your way

　● Examine the different interests of different people on the other side

　● Respect your counterparty as human beings and recognize the needs and interests that underlie their positions B Discuss interests with the other party

　● Give your interests a vivid description Be specific

　● Demonstrate your understanding of the other party’s interests and acknowledge them as part of the overall problem

　that you are trying to solve

　● Discuss the problems before proposing a solution

　● Direct the discussion to the present and the future Stay away from the difficulties of the past

　● Be hard on the problem but soft on the people

　3 Invent options for mutual gains

　Here are the steps for overcoming the obstacles and developing multiple solution options: A Separate the act of inventing options from the act of judging them

　● Run a brainstorming session

　☆ Before brainstorming:

　■ Define your propose----what you would like to achieve at meeting

　■ Choose a few participant (between five and eight people)

　■ Change the environment----select a time and place distinguishing the session from regular discussions

　■ Design an informal atmosphere----talking over a drink, meeting at a vacation lodge or any other forms that

　make participants feel relaxed

　■ Choose a facilitator----a facilitator is needed to keep the meeting on track, make sure everyone gets a chance

　to speak, and stimulate discussion by asking questions

　☆ During brainstorming:

　■ Seat the participants side by side facing the problem

　■ Clarify the ground rules, including the no-criticism rule

　■ Brainstorm

　■ Record the idea in full view

　☆ After brainstorm:

　■ Check the most promising ideas----mark those ideas that participants think are the best

　■ Explore improvements for promising ideas----take one promising idea and explore ways to make it better and

　practical

　■ Set up a time to evaluate ideas and make a decision

　● Consider brainstorming with the other side; it can be very valuable

　B Develop as many options as possible before choosing one

　● Adopt the four types of thinking in generating options

　● Look at the problem through the eyes of different experts

　● Develop different versions of agreement

　● Change the scope of a proposed agreement----break the problem into smaller units

　C Search for mutual gains

　● Identify shared interests

　● Dovetail differing interests

　4 Insist on using objective criteria The guidelines for objective criteria are:

　● Independent of wills of all parties

　● Legitimate and practical

　● Acceptable to all parties

　After identifying objective criteria and procedures, it is time to discuss them with the other party There are three basic points to remember: A Frame each issue as a joint search for objective criteria B Reason and be open to reason as to which standards are most appropriate and how they should be applied C Never yield to pressure, only to principle----yield to an argument or presentation that is based on reason and principle,

　not to one based on pressure 12

　利益分配原则 Principle of Interest Distribution

　In negotiations at the domestic level, there are two types of interests involved: personal and organizational; at the international level, there are three: personal, organizational and national

　Organizational Roles Principles and Agents

　13 Principle of Trust in Negotiation

　信任的原则

　Trust is something of great importance in negotiation Professor Richard C Reuben defined it as “a state involving expectations about another’s motives and actions with respect to oneself in situations entailing risk of uncertainty” In the outline of his Negotiation----Law 5810, he states that there are three types of trust in professional relationships:

　● Deterrence-based trust (威慑型信任)

　☆ Calculus-based trust (预计型信任)

　● Knowledge-based trust (了解型信任)

　● Identification-based trust (识别型信任)

　Ⅰ Trust Building in Negotiation

　1 Speak their language 2 Manage your reputation

　3 Make dependence a factor

　4 Make unilateral concessions 5 Name your concessions

　6 Explain your demands

　In their book entitled The Only Negotiating Guide You Will Ever Need, Peter B Stark and Jane Flaherty list fifteen things that a negotiator can do to build trust with his counterpart

　1 Demonstrate your competence 2 Make sure the nonverbal signals you are sending match the words you are saying

　3 Maintain a professional appearance 4 Communicate your good intentions

　5 Do what you say you are going to do 6 Go beyond the conventional relationship

　7 Listen 8 Over-communicate

　9 Discuss the indiscussibles 10 Provide accurate information, without any hidden agenda

　11 Be honest----even when it costs you something 12 Be patient

　13 Uphold fairness

　14 Negotiate for abundance, not scarcity 15 Take calculated risks

　Ⅱ Maximizing Joint Gain

　14 Principle of Distributive, Integrative & Complex Negotiation

　两分法谈判、双赢谈判和复杂谈判的原则

　Ⅰ Distributive Negotiation

　Jennifer E Beer listed a set of distributive bargaining strategies in Culture at work:

　1 Preparation 2 Opening offers

　3 Exchange information and arguments 4 Concessions and decisions

　Ⅱ Integrative Negotiation

　拓展 商务英语谈判技巧语言艺术

　Using effective questioning

　问一些有建设性的问题

　问一些有建设性的问题是成功协商议题的基石。这是给了双方一个机会来表明双方各自在关键议题上的态度，例如目标及期望。多问一些开放式的问题将可以尽早给予彼此阐述观点的机会。

　例如，你可以这样问"What are you hoping to achieve today

　Recovering from offending someone

　克服对方敌对意识

　谈判中往往会遇到对方强烈的敌对意识，这时候你必须设法克服它。通常的方法是接受对方的"排斥"，但将之转化为正面的作用。

　你可以说"If I seemed sharp a few moments ago,be assured that it was only due to my determination to make this work"

　Showing humility

　展现亲和力

　谈判是双方沟通的过程，所以必须避免陷于一连串的"I' m right,you' re wrong"的情形。展现亲和力尊重那些对象，千万不要装做已有所有答案，请把一些议题的控制权让给别人。

　你可以说"That' s more your area of expertise than mine,so I' d like to hear more"

　Recovering from negotiation breakdown

　让谈判"起死回生"

　当对方因愤怒、怨恨或不愿意聆听而使得双方关系濒临决裂的时候，要特别注意具有建设性的对谈。承认错误并且展现诚意是让谈判起死回生的好办法。

　你可以说"What happened last week was unacceptable as it was l we move on"In business,skilled negotiation can be the difference between making a million dollar contract and being fired

;

quarrel with sb about sth= argue with sb about sth因为某件事与某人争吵。

二者都有“辩论，争吵，说理”之意，主要区别如下：

argue指提出理由或证据为自己或自己一方的看法或立场辩护，侧重于说理、论证和企图说服。

quarrel指两人之间不友好的、吵吵嚷嚷地大声争论某事，主要指“吵嘴、吵架”。

英语学习方法

1、英语基础

要想学好高三英语，英语基础是必须学好的，英语基础没有想象中的那么难，不管是单词还是句型、语法。

在高三复习的第一轮复习中，关于复习系会和语言点，一定要注意听，哪怕是一节课掌握几个短语也行，至于课后就自己拿起高中英语书，从单词背起，考英语一定要有词汇基础，否则什么都是白搭。

2、词典不离手

当在学习高三英语的时候，遇到不会的单词就要查，看到相近的单词分不清也得查明白，不要求自己一遍记住，就看一看给自己一个印象，大概一个单词你查五遍的时候就能记住了。

另外，一定要看英文解释！这个是避免完形填空选项中英语翻译发生歧义很有用的方法，希望能够帮助到大家。

1They asked me to have a drink with themI said that it was at least ten years since______ a good drink

Ahad enjoyed Bwas enjoying Cenjoyed Dhad been enjoying

(正解选A，为什么C不行？还有选A的理由是什么？）

I said thatXXX是过去时态，所以后面谈到的更以前的事情就是过去的过去完成的事，所以选A过去完成时。

2The police found that the house ______ and a lot of things______

Ahas broken into;has been stolen Bhad broken into;had been stolen

Chas been broken into;stolen Dhad been broken into;stolen

(正解选D，个人认为题中的两个空都应用被动语态，尤其是第二个，肯定是东西被偷啊，但在此处为什么第二空不用被动了？）

第一个被动不用说了吧 ，你都知道为什么了，第2个因为这里有个短语。

find sth + (形容词)，之前这里用的是POLICE FOUND， FOUND是过去时所以STEEL 所以后面加STOLEN， 这里是完成时态做形容词修饰A LOT OF THINGS所以选D

3-We could have walked to the stationIt was so near

-Yes,taxi______ at all necessary

Awasn't Bhadn't been Cserves Dserved

(正解选A，选A的理由是什么？第二句是不是“打的一点也不方便”的意思？）

第2句的意思是，打的根本没必要。。。AT ALL是否定

因为第一句后面答得是IT WAS SO NEAR所以第2句否定时态也要一样。所以是WASN'T

4-Your phone number againI______ quite catch it

-It's 9568442

Adidn't Bcouldn't Cdon't Dcan't

(正解选A，选B为什么不行？A和B有什么区别？）

这个最简单的， 因为是之前没听清楚（DID NOT CATCH），所以用过去式。你不要想复杂了。这句最简单。

5Helen ______ her keys in the office so she had to wait until her husband ______ home

Ahas left;comes Bleft;had come

Chad left;came Dhad left;would come

(正解选D，我认为选C好像更合理些，麻烦讲下选D的理由。）

HELEN把她的钥匙忘在OFFICE了，后面要的WOULD是对应前面HAD LEFT。 而且时间顺序是她先留钥匙再等丈夫。所以WOULD 是过去将来时态若你第2句选CAME就是过去时态。和意思不一致。

6Nobody noticed the thief slip into the house because the lights happened to ______

Abe put up Bgive in Cbe turned on Dgo out

(正解选D,"put up"和"go out"都有熄灭的意思，具体一些的话，"put up"是不是指熄灭蜡烛？"go out"是不是指关灯？这样说来，可能选"go out"更合适，但是D选项没有用被动，灯应该是被关才对，为什么这里还是可以选D？）

TO 后面应该接的是原型哦。 LIGHTS GO OUT是固定短语。记住就OK了

7News reports say peace talks between the two countries _______ with no agreement reached

Ahave broken down Bhave broken out

Chave broken in Dhave broken up

(正解选A，A选项中的词组意为发生故障、分析、破除、战胜等，而D选项中的意思为使粉碎、弄破、解散、结束、中断、终止等，我觉得D的意思更贴切一些，能告诉我为什么选A吗？还有“News reports say peace talks between the two countries have broken down with no agreement reached”这句话是什么意思？）

固定短语。要记住句子意思是根据新闻报道， 两国和平对话终止，双方未达成协议

商务谈判英文

　与外商进行商务谈判时大多用英语进行，所以这个时候我们要注意避免跨国文化交流产生的歧义，交谈时尽量用简单、清楚、明确的英语，不说易引起对方反感的话语，如下列这些词语中就带有不信任色彩，可能会客户不愿积极与我们合作。 “to tell you the truth”，“I’ll be honest with you…”，“I will do my best”“it’s none of my business but…”。

　为了避免误会，我们可用释义法确保沟通顺利进行。如，“we would accept price if you could modify your specifications”我们还可以说：“If i understand you correctly,what you are really saying is that you agree to accept our price if we improve our product as you request”

　最后，为确保沟通顺利的另一个方法是在谈判结束前作一个小结，把到现在为止达成的协议重述一遍并要求对方予以认可。另外在商务谈判还应注意下列问题：

　1、“会听”

　要尽量鼓励对方多说，向对方说：“yes”，“please go on”，并提问题请对方回答，使对方多谈他们的情况。

　2、巧提问题

　用开放式的问题来了解进口商的需求，使进口商自由畅谈。“can you tell me more about your campany”“what do you think of our proposal”

　对外商的回答，把重点和关键问题记下来以备后用。进口商常常会问：“can not you do better than that”对此不要让步，而应反问：“what is meant by better”或“better than what”使进口商说明他们究竟在哪些方面不满意。进口商：“your competitor is offering better terms”

　3、使用条件问句

　用更具试探性的条件问句进一步了解对方的具体情况，以修改我们的发盘。典型的条件问句有“what…if”，和“if…then”这两个句型。如： “what would you do if we agree to a two-year contract ”If we modif your specifications, would you consider a larger order”

　(1)互作让步。只有当对方接受我方条件时，我方的发盘才成立。

　(2)获取信息。

　(3)寻求共同点。如果对方拒绝，可以另换其它条件，作出新的发盘。

　(4)代替“no”。“would you be willing to meet the extra cost if we meet your additional requirements”如果对方不愿支付额外费用，就拒绝了自己的要求，不会因此而失去对方的合作。

 

　 (一) It is a condition of this letter that the name of this Bank will not be disclosed in the event of our report being passed on to your clients

　译文：本函有一个条件，即在把我们的报告转交你们的客户时，请勿泄露本行的名称。

　这段话是出自银行对某项咨询的回复信函。此类复信一般包括三部分:

　1)陈述实事;

　2)表示意见;

　3)提醒对方所提供的资料是绝密及不负责任的。上面的句子属于第三部分。

　本句中的it是形式主语，其主语是that……从句。

　pass onhand or give sth to sb else to others传递;转交

　ExampleWe will pass on your decision to the buyer

其他表达方式：

　1Please note that this information is furnished without any responsibility on our part and should be held strictly confidential

　2Please note that the information is furnished at your request without any responsibility whatsoever on the part of this Bank or on any of its officers

　3May we ask that you treat this information as strictly confidential without responsibility on our part

　 (二)Should you be prepared to reduce your limit by say 10% we might come to terms

　译文：如果你方愿意减价，譬如说减10%，也许能达成交易。

　这句话是在讨价还价中常用到的句子。在双方的谈判中，价格是一个很重要的环节，婉转地提出自己的意见可以使自己处于主动地位。

　say 10%是let us say 10%的简化。

　be prepared to……准备做……事

　ExampleWe are not prepared to change the terms

　limit n限度(在外贸业务中有时用来指价格，即价格限度)

　Example:Your limit is too high to permit business

　come to terms达成交易。类似说法有come to business close a bargain close a deal等等。

;

商务谈判中的常用英语汇总

　英语是一种西日耳曼语支，最早被中世纪的英国使用，并因其广阔的殖民地而成为世界使用面积最广的语言。下面是我为大家整理的商务谈判中的常用英语，欢迎阅读与收藏。

　1、集思广益，慎重选择。卓越的谈判者会通过营造一个氛围来鼓动大家统一成一个整体，集思广益共同探索有潜力的解决方法。只有符合双方共同利益的选择才可取，而此过程并非是顺利的。

　let's brainstorm to see if we can come up with a solution for both of us 让我们开动脑筋，看看我们是否能找到对我们能否找到对你我都适用的方案。

　if we then it would accomplish your objective , but what about 如果我们……的话，就可以实现你的目标，那如果……会怎么样

　both of us are looking toso we might as well 我们双方都试图。所以我们不妨可以……

　that idea is a good start , but what about adding 这主意是个好开端，但是如果在加上……会怎么样

　2 定位与思考：正确的态度是将谈判伙伴作为同盟者而不是对手。不要陷入对立立场观点的'纠缠中，而是要洞察根本利益。无需担忧彼此的间的部分利益的差异，而是要寻找实现利益的互补的方式。

　what you're interested in is , is that right well, i would like to see because

　你感兴趣的是……对吗 那我愿意看下……，因为……

　that dovetails nicely into my requirements , if wethen both our requirements will be satisfied

　那与我的要求正好吻合， 如果我们……那我们双方的要求就满足了。

　3 综合完善：当形成双方基本上认可的共同利益实现方式时，必须将主旨明确。总之，要把初步的意向优良化，正式化，使双方都能够一目了然。

　A: Okay , let's review our terms once more You are interested in a lower overall budget because your current avilable resources are limited I can only offer a lower price if we limit on-site support We can't afford to give a lower discount if our employees are working overtime and getting paid overtime So I think if you agree to supply your own on-site workers , we should be able to give you the discount you need

　B: Sounds like it should work for both of us !

　A：好的，让我们回顾一下我们的条件。由于我们再回顾一下我们的条件。 由于你最近的可用资源有限，所以你所所感兴趣的是一个较低的总预算。如果在现场支持上降低要求，那我们可以给出一个更低的价格。如果我们的员工加班工作，还要额外支付加班费的话，那我没有办法在便宜了。所以我想如果你们同意提供自己的现场雇员的话，我们可以给出你所要求的折扣。

　B：听上去对我们双方都适用。

　4 总结：通常人们将谈判视为唇枪舌剑的对抗性运动，或者理解为谈判双方在利益面前势不两立。事实上，谈判是不动干戈地创造双赢机会，共同努力的过程。

　拓展：

　玩转商务英语

　第一句：I think the simple way is usually the best

　我认为最简单的方法常常是最好的方法。

　A: I think the simple way is usually the best

　我认为最简单的方法常常是最好的方法。

　B: Yes it’s a little complicated

　是啊，这个有点太复杂了。

　第二句：That sounds like a good idea

　那听起来是个不错的主意。

　A: That sounds like a good idea

　那听起来是个不错的主意。

　B: But we shouldn’t overdo it at the beginning

　但是最开始我们还是不要做得太过。

　知识扩展：

　1方法不一定要复杂，能解决问题就好：

　A simpler solution is to use plan A to test it

　一个比较间苹的解决方法是使用A计划来进行测认。

　Ex-dividend price calculation method is relatively simple

　计算除息价的方法相对比较简单。

　I hope you can think of better, faster, and more genera! ways of forming the tasks

　我希望你们能够想出更好、更快、更加简单的方法来完成这个任务。

　complicated adj复杂的

　dividend n股息

　calculation n计算

　relatively adv相对地

　2一定要不断摸索，寻求更好的工作方法：

　No method is always the best

　没有一个方法永远都是最好的。

　I hope you can seek to find better solutions

　我希望你们可以尝试寻找更好的解决方法。

;