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1、【精品文档】如有侵权，请联系网站删除，仅供学习与交流商务谈判词汇与表达.精品文档.Step 1 商务谈判第一步前期准备1. 电话约定会面Useful Words and Expressions schedule n. 时间表on behalf of 代表take a message 留口信appointment n. 约会convenient adj. 方便的available adj. 可得到的，可利用的，有空的cancel vt. 撤销agency n. 代理confirm vt. 确认disturb vt. 打扰come up 出现， 发生urgent adj. 紧急的，紧迫的arran
2、ge v. 安排，排列，协商inform v. 通知，告诉，获悉，告知inconvenience n. 麻烦，不方便之处Sentence PatternsWho is speaking please？This is Bill Brown speaking.May I speak to Mr. Lee please?Is Mr. Smith available, please?I am afraid hes not in right now. May I take your message?Hold the line, please.I want to make an appointmentnn
3、 with Mr. Brown.I was wondering if you would like to arrange an appointment with Mr. Smith for me.I just call to confirm out appointment at 9:00 a.m. on July 1st.On behalf of our president I invite you to visit China at the time convenient to you.I was wondering what time would be the most convenien
4、t for me visit you.I have a very tight schedule tomorrow.Let me check my schedule. Please hold on.What time will be fine for you then?May I take down your phone number, please?Ill have him return your call.2.自我介绍Useful Words and Expressionsallow vt. 允许accompany vt. 陪同opportunity n. 机会，机遇in person 亲自
5、business card 名片exhaust vt. 耗尽， 使筋疲力尽garment n. 服装uneventful adj. 平安无事的business scope 经营范围legal adj. 法律的，合法的assistant n. 助理colleague n. 同事assign vt. 分派，指定refresh v. 精力恢复， 试振作corporation n. 有限公司wholesaler n. 大规模的批发商Sentence PatternsHow do you do? My name is Chen Dong.Allow me to introduce myself.May
6、I introduce our team?Nice/ Glad/ happy/ Pleased to see/ meet you.Glad to have the opportunity of meeting you.Its a pleasure to meet you.Im Zhao Yan with Beijing Textiles Import&Export Corporation. This is my business card.I work for Shanghai Garments Import&Export Corporation. Heres my card.At the b
7、ack of the card is our business scope for your reference.Were one of the largest computer business scopes in Australia.On behalf of ABC company. I welcome you to Shenzhen and hope that youll have a pleasant stay here.Our company has assigned me to accompany you during your stay here.How is your flig
8、ht?Youll get refreshed after a cup of coffee/ a shower.Hes sorry he cant come to meet you in person.3. 客气寒暄Useful Words and Expressionshobby n. 爱好meaningful adj. 有意义的 significantfavorite adj. 最喜爱的patience n. 耐心willpower n. 意志stamina n. 毅力lack v. 缺少marvelous adj. 了不起superb adj. 极好的appreciate vt. 感谢co
9、mpliment n. 赞美accustom vt. 习惯undergo vt. 经历pedestrian n. 步行者temper v. 锻炼，调节communication n. 传达，信息，交通，通讯Sentence PatternsDo you like this city?Have you ever been to China?What do you think of Shanghai?Are you accustomed (used) to the weather here?What do you thind of the weather here?Whats your impre
10、ssion of our city?Whats your hobby/pastime?Do you often watch movies?Your knowledge of Chinese is really surprising.I can not get over how good your Chinese is.I appreciate your compliment.I couldnt agree more.Thats marvelous!Its indeed amazing.Im glad to hear that.Step 2 开局 1. 有业务往来的客户谈判Useful Word
11、s and Expression produce adj. 有结果的，有收获的 organize vt. 组织 bottom line 要点，关键，底线 refreshment n. 点心 issue n. 出版，发行，问题 address vt. 向致辞，向提出 agenda n. 议题 arts and crafts 工艺品 flexibly adv. 灵活的 sales volume 销售量 exclusive(sole)agency 独家代理 business scope 业务范围 joint adj. 共同的，联合的 effort n. 努力，尽力 stable adj. 稳定的 t
12、rade relations 贸易关系 in view of 鉴于， 考虑到 joint venture 合资企业 Export Commodities Fair 出口商品交易会Sentence PatternsWould anyone like something to drink before we begin?Perhaps we should begin by having refreshments and coffee.I hope this meeting will be productive.Yes, we need to be organized in order to kee
13、p it short.I think we should allow everyone an opportunity to speak.Yes, I agree, but we should set up a time limited for their presentation.Well come out from this meeting as winners.Perhaps we could talk about the subject of our meeting. Should we talk about the reason why Im here?I think we shoul
14、d get down to the bottom line right away.We should get to the basic issues immediately.The root of the problem needs to be addressed right now.Has everyone received the agenda for the meeting?Lets get down to business. Lets get started.As we are familiar with each other, lets come straight to the po
15、int.There is no doubt that youve made great progress in your arts and crafts and you do business more actively and more flexibly.I think you will benefit from the expanding market if you have close cooperation with us in the future.Im very glad we have had very pleasant cooperation in the past years
16、. Though our joint efforts, your products have enjoyed fast sales.Weve never had any difficulties with our Chinese partners, and wed like to make as many new contactsas we can.We have been working on expanding our scope of cooperation with your company.2. 新客户谈判Useful Words and Expressionspreliminary
17、 adj. 初步的proposal n. 建议，计划subject n. 主题negotiation n. 谈判account n. 解释，说明brochure n. 小册子outline vt. 概述，略述shift n. 倒班coincide vi. 一致，巧合cotton fabrics 棉织品specialize in 专门经营steadily adv. 稳定地available adj. 可利用的，可提供的price list 价格单conform to 符合，与一致strike a deal 成交principle n. 原则equality n. 平等adopt vt. 采取，采
18、用installment n. 分期付款flexible adj. 灵活的process n. 加工advanced adj. 先进的scientific adj. 科学的build up(establish)business relations 建立贸易关系give a brief account of(make a presentation on) 介绍，简述consideration 体谅，考虑textile adj. 纺织的joint venture 合资catalogue n. 目录presentation n. 介绍，陈述Sentence PatternsThank you for
19、 coming into this meeting.Please read the preliminary proposal before the meeting.Perhaps we could talk about the subject of our meeting.Shall we talk about the reason why Im here?Its kind of you to come all this way.This is my first visit to China. Id appreciate you consideration in the coming nego
20、tiation.Has everyone received the agenda for the meeting?Lets hope for good cooperation.May I give a brief account of our companys activities?I believe that you have a brochure outlining our company and your products. Heres our companys most recent annual report.I see your sales volumes have been gr
21、owing quite steadily over ten years.I think Ive got a general picture about (a rough idea of) your company. Thank you very much for your account.You have won great success on textile industry, I hear.We have built up business relations with more than 30Countries in the world and our products have be
22、come theBest selling lines in international markets. We are one of the largest importers of textiles in Dalian.We are a Sino-US joint venture with registered capitalOf RMB 5,000,00.Our parent company is in Shanghai, but we haveRegional offices in Beijing, Guangzhou, Shenzhen,DalianAnd Harbin.We make
23、 it a point to honor the contract and keep to our promise.Our company has abundant capital and rich resources.Id like to know something about the new policy in your foreign trade.In order to give you a general idea of the various kinds of our products now available for export, Id like to give you ou
24、r latest catalogues and price lists.Our foreign trade policy has always been based on equality and mutual benefit and exchange of needed goods. We still insist on this principle, but we have adopted much more flexible policy in our foreign trade work.Step31与商品买卖有关的谈判产品描述常用应急词汇 Useful Words and Expre
25、ssionsquick seller 畅销品excellent/superior quality 质量上乘wide varieties 品种繁多easy and simple to handle 操作简便skillful manufacture 制作精巧durable in use 经久耐用stable reputation 质量可靠modern design 制造新颖professional design 专业设计reliable reputation 信誉可靠win prize 获奖contest n. 奖项，比赛to have a long standing reputation 久负盛
26、名to enjoy high reputation at home and abroad 誉满中外to win warm praise from customers 深受顾客欢迎latest illustrated catalogue 最新的，附有插图的目录实战应急句型 Sentence Patterns This item sells well all over the world.Our products have won prizes at international and domestic contests and have been sold well in more than 8
27、0 countries and regions.Our products win warm praise from customers.It has a long standing reputation and enjoys high reputation at home and abroad.It is skillfully manufactured and finely processed; besides, It is famous for its elegant shape and superior quality.Let me tell you about our products
28、special features. Theyre made of leather. Each of them weighs just 3 kilos. They come in a wide range of colours. Our products are a hundred per cent natural.1 上午谈判中关于产品描述的表达方式有：制作精巧 skillful manufacture工艺精良 sophisticated technology造型优美 beautiful design专业设计 professional design结构合理 rational construct
29、ion款式诱人 attractive design款式齐全 various styles花色入时 fashionable patterns 任君选择 for your selection色彩艳丽 beautiful in colors 质量上乘 superior quality 质量稳定 stable quality质量可靠 reliable quality品质优良 excellent quality(high quality)性能可靠 dependable performance操作简易 easy and simple to handle使用方便 easy to use 经久耐用 durab
30、le in use 以质优而闻名 well-know for its fine quality常用应急词汇Useful Words and Expressionsmargin n. 差额，赚头 beyond our reach 超过闻名的底限concession n. 让步at wide intervals 间隔时间太长make a reduction 降价make headway 有进展cut down 减少，降低wild speculation 漫天要价subject to 以。为条件，以。为准unit price 单价rock bottom price 低价counter-offer 还
31、盘，还价a commission of%; % commission 百分之几佣金to make a (n) offer/quotation for 对。报盘（报价）a(n) competitive/acceptable price 有竞争力/可接受的价格accept/entertain/submit an offer 接受/考虑/提交/报盘CIF(Cost, Insurance and Freight) 成本，保险加运费价CRR（Cost and Freight） 成本加运费价FOB(Free on Board) 船上交货价实战应急句型Sentence PatternsWe will not
32、 be beaten on price.Let me make you a special offer.The above price includes your commission of 2%.We cant accept offer unless the price is reduced by 5%.This offer is based on an expanding market and is competitive.All prices in the price lists are subject to our confirmation.Ill respond to your co
33、unter-offer by reducing our price by three dollars.Our offer is reasonable and realistic. It comes in line with the prevailing marker.If you insist on your price and refuse to make any concession, there will be not much point in further discussion.常用应急 Useful Words and Expressions intact adj. 完整的，未损
34、伤的be in bad order 破损，（包装）不合格breakage-proof 防破损shake-proof 防震leakage-proof 防漏water-proof 防水sound-proof 隔音fragile adj. 易碎hand off 不可触摸packing mark 包装唛头packing capacity 包袋件数wrap/pack 包装，装（箱）poly bag 熟料袋carton n. 纸箱foam n. 泡沫withstand vt. 经得起，耐得住rough handling 野蛮搬运during transit 运输途中in addition 此外outer/
35、inner packing 外（内）包装initial n. 首字母缩写triangle n. 三角形origin of the goods 货物的原产地port of destination 目的港stencil vt. 用模板印刷conspicuously adv. 清楚地precaution n. 预防，预防措施KEEP DRY 保持干燥（指示性标志，需大写）HANDLE WITH CARE 小心轻放（指示性标志，需大写）实战应急句型Sentence PatternsThe packing must be strong enough to withstand rough handling
36、.Wed like to hear what you say concerning the matter of packing.We have no objection to the stipulations about the packing and shipping mark.Weve informed the manufacturer to have them packed as per your instruction.The goods must be wrapped in a poly bag and packed in a standard export carton lined
37、 with foam capable of withstanding rough handling during transit.In view of precaution , please mark “KEEP DRY” and “HANDLE WITH CARE” on each package.THIS SIDE UP 此面相上KEEP UPRIGHT 保持直立 KEEP FLAT(STOW LEVEL) 注意平放 KEEP AWAY FROM HEAT 切勿受热KEEP DRY 保持干燥USE NO HOOKS 切勿用钩DO NOT DROP 切勿下扔OPEN THIS END 此断开启DO NOT STOW ON DECK 禁放甲板上LIFT HERE 在此起吊NO SMOKING 严禁烟火GLASS-WITH CARE 玻璃制品-小心轻放ACID-WITH CARE