查看完整版本: 展会谈判交流英语句型

展会谈判交流英语句型

A: I'm 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 won't think our price is too high. A: Let's 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。
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K4g|:S A: I'm sorry to say that your price has soared. It's almost 20% higher than last year's. B: That's 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"s \)}g GD7f 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。 2S K+vQ-Q8^"DU;M
A: We have inspected the rice, and we're 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 I'd 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。 "iBP0zlZ9T
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。 4M5hzvSL._`:\
A: How are the shirts packed? B: They're packed in cardboard boxes. A: I'm 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。 })D[*d_m(Z
A: From what I've heard, you're 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？ 7]E_ o%xRM$\/w2u;~
A: How do you like the goods dispatched, by railway or by sea? B: By sea, please. Because of the high cost of railway transportation, we prefer sea transportation. A: That's what we think. - 你方将怎样发运货物，铁路还是海运？ - 请海运发货，铁路运输费用太高，我们愿意走海运。 - 我们正是这么想的。
qL8m8P%r+I?1]$aZD A: When can you effect shipment? I'm terribly worried about late shipment. B: We can effect shipment in December or early next year at the latest. A: That's 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。

  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。）
TA(\T4V4\/[6N 如果表示赞成，可以说： That's a good idea. （是个好主意。）或者说： I agree with you. （我赞成。）
A&_j#g6VI:I,V+{ 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。）
/nJh$FqH2Gg`-W/I 在与外商，尤其是欧美国家的商人谈判时，如果有不同意见，最好坦白地提出来而不要拐弯抹角，比如，表示无法赞同对方的意见时，可以说： I don't think that's a good idea. （我不认为那是个好主意。） 或者 Frankly, we can't agree with your proposal. （坦白地讲，我无法同意您的提案。） 0|`.OG#q5XQD,e{s0M]
如果是拒绝，可以说： We're not prepared to accept your proposal at this time. （我们这一次不准备接受你们的建议。）
6i7ZT-Q{D?f4ul 有时，还要讲明拒绝的理由，如 To be quite honest, we don't believe this product will sell very well in China. （说老实话，我们不相信这种产品在中国会卖得好。）
VDEbt2[%e*\ aS 谈判期间，由於言语沟通问题，出现误解也是在所难免的：可能是对方误解了你，也可能是你误解了对方。在这两种情况出现後，你可以说： No, I'm afraid you misunderstood me. What I was trying to say was...  （不，恐怕你误解了。我想说的是……） 或者说： Oh, I'm sorry, I misunderstood you. Then I go along with you.  （哦，对不起，我误解你了。那样的话，我同意你的观点。）
&CT0UH"L/w8j T 总之不管你说什么，你最终的目的就是要促成一笔生意。即使不成，也要以善意对待对方，也许你以后还有机会，生意不成人情在，你说对吗？(nwb$}w

介绍篇: 　　1) 　　A: I don‘t believe we‘ve met. 　　B: No, I don‘t think we have. 　　A: My name is Chen Sung-lim. 　　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：我叫陈松林。 　　B：您好，我是弗雷德·史蜜斯。 　　2) 　　A: Here‘s my name card. 　　B: And here‘s mine. 　　A: It‘s nice to finally meet you. 　　B: And I‘m 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 haven‘t met him yet. 　　B: I‘ll introduce him to you . 　　A:在那边的那位是经理吧？ 　　B:是啊。 　　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: Here‘s 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: Haven‘t you met yet? 　　A: No, we haven‘t. 　　B: I‘ll 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。 　　6) 　　A: I‘ll call you next week. 　　B: Do you know my number? 　　A: No, I don‘t. 　　B: It‘s right here on my card. 　　A:我下个星期会打电话给你。 　　B:你知道我的号码吗？ 　　A:不知道。 　　B:就在我的名片上。 　　7) 　　A: Have we been introduced? 　　B: No, I don‘t think we have been. 　　A: My name is Wong. 　　B: And I‘m Jack Smith. 　　A:对不起，我们彼此介绍过了吗？ 　　B:不，我想没有。 　　A:我姓王。 　　B:我叫杰克·史密斯。 　　8) 　　A: Is this Mr. Jones? 　　B: Yes, that‘s right. 　　A: I‘m just calling to introduce myself. My name is Tang. 　　B: I‘m glad to meet you, Mr. Tang. 　　A:是琼斯先生吗？ 　　B:是的。 　　A:我打电话是向您作自我介绍，我姓唐。 　　B:很高兴认识你，唐先生。 　　9) 　　A: I have a letter of introduction here. 　　B: Your name, please？ 　　A: It‘s David Chou. 　　B: Oh, yes, Mr. Chou. We‘ve been looking forward to this. 　　A:我这儿有一封介绍信。 　　B:请问贵姓大名？ 　　A:周大卫。 　　B:啊，周先生，我们一直在等着您来。 　　10) 　　A: I‘ll call you if you give me a name card. 　　B: I‘m sorry, but I don‘t have any with me now. 　　A: Just tell me your number, in that case. 　　B: It‘s 322-5879. 　　A:给我一张名片吧,我会打电话给你.。 　　B:真抱歉,我现在身上没带。 　　A:这样子，那就告诉我你的电话号码好了。 　　B:322-5879。 　

约会篇: 　　11) 　　A: Do you have some time tomorrow? 　　B: Yes, I do. 　　A: How about having lunch with me? 　　B: Good idea. 　　A:明天有空吧? 　　B:有啊。 　　A:一起吃顿中饭怎样？ 　　B:好主意。12) 　　A: If you‘re free, how about lunch? 　　B: When did you have in mind? 　　A: I was thinking about Thursday? 　　B: That will be fine with me. 　　A:有空的话一起吃顿中饭如何？ 　　B:你想什么时候呢？ 　　A:我看星期四怎样？ 　　B:没问题。 　　13) 　　A: I‘m calling to see if you would like to have lunch tomorrow. 　　B: I‘m sorry, but this week isn‘t very convenient for me. 　　A: Perhaps we van make it later. 　　B: That would be better. 　　A:我打电话给你，是想知道明天一起吃顿中饭怎样？ 　　B:对不起，这个星期我都不方便。 　　A:那么，也许改天吧。 　　B:好啊。 　　14) 　　A: I‘m calling to confirm our luncheon appointment. 　　B: It‘s tomorrow at twelve o‘clock, right? 　　A: Yes, that‘s right. 　　B: I‘ll be there. 　　A:我打电话来，是想确定一下我们约好吃饭的事。 　　B:是明天12点吧？ 　　A:是的，没错。 　　B:我会去的。15) 　　A: I‘m sorry, but I have to cancel out luncheon appointment. 　　B: I‘m sorry to hear that. 　　A: I have pressing business to attend to . 　　B: No problem. we‘ll make it later in the month . 　　A:真抱歉，不过我不得不取消我们午餐的约会。 　　B:真遗憾。 　　A:我有紧急的事情要处理。 　　B:没关系，这个月改天再说吧。 　　16) 　　A: I need to change the time we meet for lunch. 　　B: What time would be good for you? 　　A: I‘ll be about half an hour late. 　　B: Good, I‘ll see you there at 12:30. 　　A:我需要更改我们见面吃午饭的时间。 　　B:什么时间你合适呢？ 　　A:我大概要慢半个小时。 　　B:好的，十二点我会在那儿与你碰面。 　　17) 　　A: I‘ll get the check. 　　B: No, let me pay this time. 　 　　A: No, I insist. 　　B: Well, thank you very much. 　　A:我来付帐。 　　B:不，这次由我付。 　　A:不，还是我来。 　　B:好吧，那就谢谢你啦? 　　18) 　　A: This lunch is on me today, 　　B: I think you got it last time. 　　A: It‘s my pleasure. 　　B: That‘s very nice of you. 　　A:今天这顿饭算我请客。 　　B:我记得上回也是你请的。 　　A:我请得心里高兴。 　　B:既然这样，那就多谢了。 　　19) 　　A: Shall we split the check. 　　B: Why don‘t you let me pick it up. 　　A: Oh, that‘s not necessary. 　　B: I know it‘s not necessary. I want to do it. 　　A:大家分摊吧？ 　　B:就让我来付帐好了。 　　A:啊，不必这样。 　　B:我知道不必这样，可是我愿付? 　　20) 　　A: I really enjoyed the lunch. 　　B: Yes, let‘s do it again real soon. 　　A: I‘ll be back in town next month. 　　B: Good, I‘ll invite you out when you‘re here. 　　A:这顿饭我吃得好高兴。 　　B:是啊，让我们不久再一起用餐吧。 　　A:我下个月会再回这里来。 　　B:好极了，等你来的时候，请再接受我的招待。

　参观篇: 　　21) 　　A: Would you like to go through our factory some time? 　　B: That‘s a good idea. 　　A: I can set up a tour next week. 　　B: Just let me know which day. 　　A:什么时候来看看我们的工厂吧？ 　　B:好啊。 　　A:我可以安排在下个礼拜参观。 　　B:决定好哪一天就告诉我。 　　22) 　　A: thank for coming today. 　　B: I‘ll wanted to see your factory for a long time. 　　A: we can start any time you‘re ready. 　　B: I‘m all set. 　　A:谢谢您今天的莅临。 　　B:好久就想来看看你们的工厂了。 　　A:只要你准备好了，我们随时可以开始。 　　B:我都准备好了。 　　23) 　　A: The tour should last about an hour and a half . 　　B: I‘m really looking forward to this. 　　A: We can start over here. 　　B: I‘ll just follow you. 　　A:这次参观大概需要一个半小时。 　　B:我期待这次参观已久了。 　　A:我们可以从这里开始。 　　B:我跟着你就是。 　　24) 　　A: Please stop me if you have any question. 　　B: I well. 　　A: Duck your head as you go through the door there. 　　B: Thank you. 　　A:有任何问题，请随时叫我停下来。 　　B:好的 　　A:经过那儿的门时，请将头放低。 　　B:谢谢。 　　25) 　　A: You‘ll have to wear this hard hat for the tour. 　　B: This one seems a little small for me. 　　A: Here, try this one. 　　B: That‘s better. 　　A:参观时必需戴上这安全帽。 　　B:这顶我戴好像小了一点。 　　A:喏，试试这一顶。 　　B:好多了。 　　26) 　　A: That‘s the end of the tour. 　　B: It was a great help to me. 　　A: Just let me know if you want to bring anyone else. 　　B: I‘d like to have my boss go through the plant some day. 　　A:参观就此结束了。 　　B:真是获益良多 　　A:如果你要带别人来，请随时通知我。 　　B:我真想叫我老板哪天也过来看看。 　　27) 　　A: I‘d like to see your showroom. 　　B: Do you know where it is? 　　A: No, I don‘t. 　　B: I‘ll have the office send you a map. 　　A:我想参观你们的展示中心， 　　B:你知道地方吗？ 　　A:不知道 　　B:我会叫公司里的人送张地图给你。 　　28) 　　A: I‘m hoping to get to your showroom. 　　B: When might you go? 　　A: I was thinking about next Tuesday. 　　B: I‘ll meet you there, shall we say about eleven o‘clock. 　　A:我打算到你们的展示中心看看， 　　B:什么时候想去呢？ 　　A:我想下个礼拜二。 　　B:我会在那儿等你，你看十一点左右如何。 　　29) 　　a: Welcome to our showroom. 　　B: Thank you, I‘m glad to be here. 　　A: Is there anything I can show you. 　　B: I think I‘d like to just look around . 　　A:欢迎参观我们的展示室， 　　B:谢谢，我很高兴到这里来。 　　A:有什么要我拿给你们看的吗？ 　　B:哦，我只是看看而已。 　　30) 　　A: Where can we see your complete line? 　　B: We have a showroom in this city. 　　A: I‘d like to see it. 　　B: Drop by anytime. 　　A:什么地方可以看到你们全部产品的样品？ 　　B:我们在本市设有一个展示中心。 　　A:我想看看。 　　B:随时欢迎参观者。 　

一、~~~ the + ~ est + 名词 + (that) + 主词 + have ever + seen (known/heard/had/read, etc) ~~~ the most + 形容词 + 名词 + (that) + 主词 + have ever + seen (known/heard/had/read, etc) 例句：Helen is the most beautiful girl that I have ever seen. 海伦是我所看过最美丽的女孩。 Mr. Chang is the kindest teacher that I have ever had. 张老师是我曾经遇到最仁慈的教师。 二、Nothing is + ~~~ er than to + V Nothing is + more + 形容词 + than to + V 例句：Nothing is more important than to receive education. 没有比接受教育更重要的事。 三、~~~ cannot emphasize the importance of ~~~ too much.（再怎么强调...的重要性也不为过。）例句：We cannot emphasize the importance of protecting our eyes too much. 我们再怎么强调保护眼睛的重要性也不为过。 四、There is no denying that + S + V ...（不可否认的...） 例句：There is no denying that the qualities of our living have gone from bad to worse. 不可否认的，我们的生活品质已经每况愈下。 五、It is universally acknowledged that + 句子~~ （全世界都知道...） 例句：It is universally acknowledged that trees are indispensable to us. 全世界都知道树木对我们是不可或缺的。 六、There is no doubt that + 句子~~ （毫无疑问的...） 例句：There is no doubt that our educational system leaves something to be desired. 毫无疑问的我们的教育制度令人不满意。 七、An advantage of ~~~ is that + 句子 （...的优点是...）例句：An advantage of using the solar energy is that it won‘t create (produce) any pollution. 使用太阳能的优点是它不会制造任何污染。 八、The reason why + 句子 ~~~ is that + 句子 （...的原因是...）例句：The reason why we have to grow trees is that they can provide us with fresh air. The reason why we have to grow trees is that they can supply fresh air for us. 我们必须种树的原因是它们能供应我们新鲜的空气。 九、So + 形容词 + be + 主词 + that + 句子 （如此...以致于...） 例句：So precious is time that we can‘t afford to waste it. 时间是如此珍贵，我们经不起浪费它。 十、Adj + as + Subject（主词）+ be, S + V~~~ （虽然...） 例句：Rich as our country is, the qualities of our living are by no means satisfactory. {by no means = in no way = on no account 一点也不} 虽然我们的国家富有，我们的生活品质绝对令人不满意。 十一、The + ~er + S + V, ~~~ the + ~er + S + V ~~~ The + more + Adj + S + V, ~~~ the + more + Adj + S + V ~~~（愈...愈...） 例句：The harder you work, the more progress you make. 你愈努力，你愈进步。The more books we read, the more learned we become. 我们书读愈多，我们愈有学问。 十二、By +Ving, ~~ can ~~ （借着...，..能够..） 例句：By taking exercise, we can always stay healthy. 借着做运动，我们能够始终保持健康。

十三、~~~ enable + Object（受词）+ to + V （..使..能够..） 例句：Listening to music enable us to feel relaxed. 听音乐使我们能够感觉轻松。 十四、On no account can we + V ~~~ （我们绝对不能...） 例句：On no account can we ignore the value of knowledge. 我们绝对不能忽略知识的价值。 十五、It is time + S + 过去式 （该是...的时候了） 例句：It is time the authorities concerned took proper steps to solve the traffic problems. 该是有关当局采取适当的措施来解决交通问题的时候了。 十六、Those who ~~~ （...的人...） 例句：Those who violate traffic regulations should be punished. 违反交通规定的人应该受处罚。 十七、There is no one but ~~~ （没有人不...） 例句：There is no one but longs to go to college. 没有人不渴望上大学。 十八、的be + forced/compelled/obliged + to + V （不得不...）例句：Since the examination is around the corner, I am compelled to give up doing sports. 既然考试迫在眉睫，我不得不放弃做运动。 十九、It is conceivable that + 句子 （可想而知的）It is obvious that + 句子 （明显的） It is apparent that + 句子 （显然的） 例句：It is conceivable that knowledge plays an important role in our life. 可想而知，知识在我们的一生中扮演一个重要的角色。 二十、That is the reason why ~~~ （那就是...的原因） 例句：Summer is sultry. That is the reason why I don‘t like it. 夏天很燠热。那就是我不喜欢它的原因。 二十一、For the past + 时间，S + 现在完成式...（过去...年来，...一直...） 例句：For the past two years, I have been busy preparing for the examination. 过去两年来，我一直忙着准备考试。 二十二、Since + S + 过去式，S + 现在完成式。 例句：Since he went to senior high school, he has worked very hard. 自从他上高中，他一直很用功。 二十三、It pays to + V ~~~ （...是值得的。） 例句：It pays to help others. 帮助别人是值得的。 二十四、be based on （以...为基础） 例句：The progress of thee society is based on harmony. 社会的进步是以和谐为基础的。
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X9ri/G1J6M!W    二十五、Spare no effort to + V （不遗余力的） We should spare no effort to beautify our environment. 我们应该不遗余力的美化我们的环境。 二十六、bring home to + 人 + 事 （让...明白...事） 例句：We should bring home to people the value of working hard. 我们应该让人们明白努力的价值。二十七、be closely related to ~~ （与...息息相关）例句：Taking exercise is closely related to health. 做运动与健康息息相关。 二十八、Get into the habit of + Ving = make it a rule to + V （养成...的习惯）We should get into the habit of keeping good hours. 我们应该养成早睡早起的习惯。 二十九、Due to/Owing to/Thanks to + N/Ving, ~~~ （因为...） 例句：Thanks to his encouragement, I finally realized my dream. 因为他的鼓励，我终于实现我的梦想。 三十、What a + Adj + N + S + V!= How + Adj + a + N + V!（多么...！） 例句：What an important thing it is to keep our promise! How important a thing it is to keep our promise! 遵守诺言是多么重要的事！ 三十一、Leave much to be desired （令人不满意） 例句：The condition of our traffic leaves much to be desired. 我们的交通状况令人不满意。 三十二、Have a great influence on ~~~ （对...有很大的影响） 例句：Smoking has a great influence on our health. 抽烟对我们的健康有很大的影响。 三十三、do good to （对...有益），do harm to （对...有害） 例句：Reading does good to our mind.读书对心灵有益。 Overwork does harm to health.工作过度对健康有害。 三十四、Pose a great threat to ~~ （对...造成一大威胁） 例句：Pollution poses a great threat to our existence. 污染对我们的生存造成一大威胁。 三十五、do one‘s utmost to + V = do one‘s best （尽全力去...） 例句：We should do our utmost to achieve our goal in life. 我们应尽全力去达成我们的人生目标。

外贸谈判现场英语交流Ct2|-]Dj h/d*_
[现场一]DanSmith是一位美国的健身用品经销商，此次是RobertLiu第一回与他交手。就在短短几分钟的交谈中，RobertLiu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:　I''d　like　to　get　the　ball　rolling（开始）by　talking　about　prices.R:　Shoot.（洗耳恭听）I''d　be　happy　to　answer　any　questions　you　may　have.D:　Your　products　are　very　good.　But　I''m　a　little　worried　about　the　prices　you''re　asking.R:　You　think　we　about　be　asking　for　more?(laughs)D:　(chuckles莞尔)　That''s　not　exactly　what　I　had　in　mind.　I　know　your　research　costs　are　high,　but　what　I''d　like　is　a　25%　discount.R:　That　seems　to　be　a　little　high,　Mr.　Smith.　I　don''t　know　how　we　can　make　a　profit　with　those　numbers. D:　Please,　Robert,　call　me　Dan.　(pause)　Well,　if　we　promise　future　business――volume　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　it''s　hard　to　see　how　you　can　place　such　large　orders.　How　could　you　turn　over（销磬）so　many?　(pause)　We''d　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.[现场二]Robert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　won''t　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　compromise――10%. D:　That''s　a　big　change　from　25!　10　is　beyond　my　negotiating　limit.　(pause)　Any　other　ideas? R:　I　don''t　think　I　can　change　it　right　now.　Why　don''t　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　DAY D:　Robert,　I''ve　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　deal――but　I''m　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　can''t　bring　those　numbers　back　to　my　office――they''ll　turn　it　down　flat（打回票）. D:　Then　you''ll　have　to　think　of　something　better,　Robert.[现场三]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:　That''s　a　lot　to　sell,　with　very　low　profit　margins. R:　It''s　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.　Let''s　iron　out（解决）the　remaining　details.　When　do　you　want　to　take　delivery（取货）? D:　We''d　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　couldn''t　handle　much　larger　shipments.　R:　Fine.　But　I''d　prefer　the　first　shipment　to　be　1000　units,　the　next　2000.　The　31st　is　quite　soon　----　I　can''t　guarantee　1500.D:　I　can　agree　to　that.　Well,　if　there''s　nothing　else,　I　think　we''ve　settled　everything. R:　Dan,　this　deal　promises　big　returns（赚大钱）for　both　sides.　Let''s　hope　it''s　the　beginning　of　a　long　and　prosperous　relationship. [现场四]今天Robert的办公室出现了一个生面孔――Kevin　Hughes，此人代表美国一家运动产品公司，专程来台湾寻找加工。接洽的加工产品市运动型“磁质石膏护垫”，受伤的运动员包上这种产品上场比赛，即可保护受伤部位，且不妨碍活动。现在，我们就来看看两人的会议现况：R:　We　found　your　proposal　quite　interesting,　Mr.　Hughes.　We''d　like　to　weigh　the　pros　and　cons（衡量得失）with　you. K:　Mr.　Robert　Liu,　we''ve　looked　all　over　Asia　for　a　manufacturer;　your　company　is　one　of　the　most　suitable. R:　If　we　can　settle　a　number　of　basic　questions,　I''m　confident　in　saying　that　we　are　the　most　suitable　for　your　needs. K:　I　hope　so.　And　what　might　be　the　basic　questions　you　have? R:　First,　do　you　intend　to　take　a　position　in（投资于……）our　company? K:　No,　we　don''t,　Mr.　Liu.　This　is　just　OEM. R:　I　see.　Then,　the　most　important　thing　is　the　size　of　your　orders.　We''ll　have　to　invest　a　great　deal　of　money　in　the　new　production　process. K:　If　you　can　guarantee　continuing　quality,　we　can　sign　a　commitment　for　75,000　pieces　a　year,　for　five　years.R:　At　U.S.　$1000　a　piece,　we''ll　make　an　average　return　of　just　4%.　That''s　too　great　a　financial　burden　for　us. K:　I''ll　check　the　number　later,　but　what　do　you　propose? R:　Here''s　how　you　can　demonstrate　commitment　to　this　deal.　Make　it　ten　years,　increase　the　unit　price,　and　provide　technology　transfer.
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5x*Cvke Q 　Robert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　won’t　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　compromise――10%. 　　D:　That’s　a　big　change　from　25!　10　is　beyond　my　negotiating　limit.　(pause)　Any　other　ideas? 　　R:　I　don’t　think　I　can　change　it　right　now.　Why　don’t　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　DAY 　　D:　Robert,　I’ve　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　deal――but　I’m　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　can’t　bring　those　numbers　back　to　my　office――they’ll　turn　it　down　flat(打回票). 　　D:　Then　you’ll　have　to　think　of　something　better,　Robert.
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  [现场5]Robert在前面的谈判最后提出签约十年的要求，Kevin会不会答应呢？如果答案是否决的话，Robert又有何打算？他一心为公司的利益打算，极力争取技术转移地协定，而对方会甘心出让此项比金钱更珍贵的资产吗？请看以下分解：K:　We　can''t　sign　any　commitment　for　ten　years.　But　if　your　production　quality　is　good　after　the　first　year,　we　could　extend　the　contract　and　increase　our　yearly　purchase. R:　That　sounds　reasonable.　But　could　you　shed　some　light　on（透露）the　size　of　your　orders? K:　If　we　are　happy　with　your　quality,　we　might　increase　our　purchase　to　100,000　a　year,　for　a　two-year　period.R:　Excuse　me,　Mr.　Hughes,　but　it　seems　to　me　we''re　giving　up　too　much　in　this　case.　We''d　be　giving　up　the　five-year　guarantee　for　increased　yearly　sales. K:　Mr.　Liu,　you''ve　got　to　give　up　something　to　get　something.R:　If　you''re　asking　us　to　take　such　a　large　gamble（冒险）for　just　two　year''s　sales,　I''m　sorry,　but　you''re　not　in　our　ballpark（接受的范围）. K:　What　would　it　take　to　keep　Pacer　interested? R:　A　three-year　guarantee,　not　two.　And　a　qualilty　inspection（质量检查）tour　after　one　year　is　fine,　but　we''d　like　some　of　our　personnel　on　the　team. K:　Acceptable.　Anything　else? R:　We''d　be　making　huge　capital　outlay（资本支出）for　the　production　process,　so　we''d　like　to　set　up　a　technology　transfer　agreement,　to　help　us　get　off　the　ground（取得初步进步）. [现场6]行至此处，谈判都还算是在和谐的气氛下进行，双方各自寻求获利的方案。但针对技术转移这一项，Robert所提的保证和要求能否消弭Kevin心中的顾虑，而今此谈判终露曙光呢？以下对话即为您揭晓：K:　If　we　transferred　our　technical　and　research　expertise（技术与研究的专业知识）,　what　would　stop　you　from　making　th　esame　product? R:　We''d　be　willing　to　sign　a　commitment.　We''ll　put　it　in　writing　（书面保证）that　we　won''t　copycat（仿冒）the　Sports　Cast　within　five　years　after　ending　our　contract. K:　Sounds　O.K.,　if　it''s　for　any　\\"similar\\"　product.　That　would　give　us　better　protection.　But　we''d　have　to　interest　on　a　ten　year　limit.R:　Fine.　We　have　no　intention　of　becoming　your　competitor. K:　Great.　Then　let''s　settle　the　details　of　the　transfer　agreement. R:　We''ll　need　you　to　send　over　some　key　personnel　to　help　us　purchase　the　equipment　and　train　our　technical　people.　How　long　do　you　anticipate　that　will　take? K:　A　week　to　put　the　team　together,　three　weeks　to　train　your　people.　If　so,　when　do　you　estimate　starting　production? R:　Our　first　production　run（一批的生产）should　be　one　week　after　our　team　finishes　its　training.　But　I''d　like　your　team　to　stay　a　full　week　after　that,　to　handle　any　kitches　that　pop　up（处理突发的事件）.K:　Can　do.　Everything　seems　to　be　set,　Robert.　I''ll　bring　in　a　sample　contract　tomorrow.　If　you　like,　we　can　sign　it　then. [现场7]这个是另一谈判案例. 如果眼睛受的了的话,可以接着看看.Botany　Bay是家生产高科技医疗用品的公司。其产品“病例磁盘”可储存个人病例；资料取用方便，真是达到“一盘在手，妙用无穷”的目的。此产品可广泛使用于医院、养老院、学校等。因此Pacer有意争取该产品软硬件设备的代理权。以下就是Robert与Botany　Bay的代表，Mark　Davis，首度会面的情形： M:　Mr.　Liu,　total　sales　onthe　Medic-Disk　were　U.S.$　100,000　last　year,　through　our　agent　in　Hong　Kong. R:　Our　research　shows　most　of　your　sales,　are　made　in　the　Taipei　area.　Your　agent　has　only　been　able　to　target　the　Taipei　market（把……作为目标市场）. M:　True,　but　we　are　happy　with　the　sales.　It''s　a　new　product.　How　could　you　do　better? R:　We''re　already　well-established　in　the　medical　products　business.　The　Medic-Disk　would　be　a　good　addition　to　our　product　range. M:　Can　you　tell　me　what　your　sales　have　been　like　in　past　years? R:　In　the　past　three　years,　our　unit　sales　have　gone　up　by　350　percent;　profits　have　gone　up　almost　400　percent. M:　What　kind　of　distribution　capabilities（分销能力）do　you　have? R:　We　have　salespeople　in　four　major　areas　around　the　island,　selling　directly　to　customers. M:　What　about　your　sales? R:　In　terms　of　unit　sales,　55　percent　are　still　from　the　Taipei　area.　The　rest　comes　from　the　Kaohsiung,　Taichung,　and　Tainan　areas.　That''s　a　great　deal　of　untapped　market　potential（未开发的市场潜力）,　Mr.　Davis [现场8]Robert说明Pacer在行销与技术上的基础后，终于取信了Mark,　也为此谈判迈开成功的第一步。在谈判佣金鱼合约期限这类议题之前，Robert想先确定一些条件，包括独家代理权与Botany　Bay所能提供的协助。你知道Robert运用了哪些技巧，才不会让Mark以此作条件来威胁Pacer让步？我们看看Robert怎么说： M:　Mr.　Liu,　what　kinds　of　sales　do　you　think　you　could　get? R:　Well,　to　begin　with,　we''d　have　to　insist　on　sole　agency　in　Taiwan.　We　believe　we　could　spike（激增）　sales　by　30%　to　40%　in　the　first　year.　But　certain　conditions　would　have　to　be　met. M:　What　kinds　of　conditions? R:　We''d　need　your　full　technical　and　marketing　support. M:　Could　you　explain　what　you　mean　by　that? R:　We''d　like　you　to　give　training　to　our　technical　staff;　we''d　also　like　you　to　pay　a　fee　for　after-sales　service. M:　It''s　no　problem　with　the　training.　As　for　service　support,　we　usually　pay　a　yearly　fee,　pegged　to（根据）total　sales. R:　Sounds　OK,　if　we　can　come　to　terms（达成协定）　on　how　much　is　fair.　As　for　marketing　support,　we　would　like　you　to　assume　50%　of　all　costs. M:　We''d　prefer　40%.　Many　customers　learn　about　our　products　through　international　magazines,　trade　shows,　and　so　on.　We　pick　up　the　tab（付款）for　that,　but　you　get　the　sales　in　Taiwan. R:　We''ll　think　about　it,　and　talk　more　tomorrow. M:　Fine.　We''d　like　you　to　tell　us　about　your　marketing　plans.

谈判中的英语技巧
K0uR&Z}TS5_v d I. “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。II. 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.”III. 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?”及“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。

     What about the price? 　　对价格有何看法？ 　　What do you think of the payment terms? 　　对支付条件有何看法？ Our prices compare most favorably with quotations you can get from other manufacturers. You’ll see that from our price sheet. The prices are subject to our confirmation, naturally.　　我们的价格比其他制造商开价优惠得多。这一点你可以从我们的价格单看到，所有价格当然要经我方确认后方有效。 　　We offer you our best prices, at which we have done a lot business with other customers.　　我们向你们报最优惠价，按此价我们已与其他客户做了大批生意。 　　Will you please tell us the specifications, quantity and packing you want, so that we can work out the offer ASAP. 　　请告诉我们贵方对规格、数量及包装的要求，以便我方尽快制定出报价。 　　This is the pricelist, but it serves as a guide line only. Is there anything you are particularly interested in. 　　这是价格表，但只供参考。是否有你特别感兴趣的商品？ 　　Do you have specific request for packing? Here are the samples of packing available now, you may have a look. 　　你们对包装有什么特别要求吗？这是我们目前用的包装样品，你可以看下。 　　I wonder if you have found that our specifications meet your requirements. I’m sure the prices we submitted are competitive.　　不知道您认为我们的规格是否符合你的要求？我敢肯定我们的价格是非常有竞争力的 　　Heavy enquiries witness the quality of our products. 大量询盘证明我们的产品质量过硬。 　　We regret that the goods you inquire about are not available. 很遗憾，你们所询货物目前无货。 　　My offer was based on reasonable profit, not on wild speculations.　　我的报价以合理利润为依据，不是漫天要价。 　　Moreover, we’ve kept the price close to the costs of production.　　再说，这已经把价格压到生产费用的边缘了。 　　Could you tell me which kind of payment terms you’ll choose? 　　能否告知你们将采用那种付款方式？ 　　Would you accept delivery spread over a period of time?　　 不知你们能不能接受在一段时间内分批交货？ 　　How do you feel like the quality of our products? 　　你觉得我们产品的质量怎么样？ 　　What about having a look at sample first? 先看一看产品吧？ 　　What about placing a trial order? 何不先试订货？ 　　The quality of ours is as good as that of many other suppliers, while our prices are not high as theirs. By the way, which items are you interested in?　　我们的产品质量与其他生产商一样的好，而我们的价格却不象他们的那样高。哎，你对哪个产品感兴趣？ 　　You can rest assured. 你可以放心。 　　We are always improving our design and patterns to confirm to the world market.　　我们一直在提高我们产品的设计水平，以满足世界市场的要求。 　　This new product is to the taste of European market. 这种新产品欧洲很受欢迎。 　　I think it will also find a good market in your market.我认为它会在你国市场上畅销。 　　Fine quality as well as low price will help push the sales of your products.　　优良的质量和较低的价格有助于推产品。 　　While we appreciate your cooperation, we regret to say that we can’t reduce our price any further.　　虽然我们感谢贵方的合作，但是很抱慊，我们不能再减价了。 　　Reliability is our strong point. 可靠性正是我们产品的优点。 　　We are satisfied with the quality of your samples, so the business depends entirely on your price. 　　我们对样品的质量很满意，因此交易的成败就取决于你们的价格了。 　　To a certain extent，our price depends on how large your order is.　　在某种程度上，我们的价格就得看你们的定单有多大。 　　This product is now in great demand and we have on hand many enquiries from other countries.　　这种产品现在需求量很大，我们手头上来自其他国家的很多询盘。 　　Thank you for your inquiry. Would you tell us what quantity you require so that we can work out the offer?　　 谢谢你询价。为了便于我方提出报价，能否请你谈谈你方需求数量？ 　　Here are our FOB price. All the prices in the lists are subject to our final confirmation. 　　这是我们的FOB价格单。单上所有价格以我方最后确认为准。 　　In general, our prices are given on a FOB basis.　　 通常我们的报价都是FOB价。   

好东西怎能不支持!

好东西~顶顶~~

Gees, it is best gift for us/V)I,f-K@
b
million thanks to youX.OB-fm;M0uJA
.1[em01]

太丰富了`

jo8i:`^nP 我喜欢，我下个礼拜就准备上岗了，还从来没有干过呢，非常感谢能给我提供这么好的一个学习平台

我都拷下来打印出来了，呵呵，谢谢LZ

very good! thanks!

very good, tks!

thanks, its really very helpful!

[em02]  看过1遍,眼睛都花了,谢谢!