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1、国际商务谈判英语国际商务谈判英语 商务谈判疯狂英语例句 用英语进行谈判要求绝对的语言和场面控制能力、敏锐的思维、对西方文化和经济的深刻认识和强烈的民族认识和强烈的民族自豪感和自信心。中国需要谈判高手，平等的发展机会要靠中国人自己去创造！下面我们为大家精选出各类谈判中使用最频繁，最有效的句子，我们把它叫做“谈判口语要素”，大量地脱口而出这些口语要素，必将使你在瞬息万变的谈判桌上游刃有余。 1、would anyone like something to drink bdfore we begin? 在我们正式开始前，大家喝点什么吧？ 2、we are ready. 我们准备好了。 3、i kno
2、w i can count on you. 我知道我可以相信你。 4、tust me. 请相信我。 5、we are here to solve problems. 我们是来解决问题的。 这次会谈的结果将是一个双赢。 7、ihope this meeting is productive. 我希望这是一次富有成效的会谈。 8、i need more information. 我需要更多的信自。 9、not in the long run. 从长远来说并不是这样。这句话很实用，也可显示你的“高瞻远瞩”。 10、let me explain to you why . 让我给你一个解释一下原因。很好的
3、转折，又可磨炼自己的耐心。 11、thats the basic problem. 这是最基本的问题。 让我们还是各退一步吧。嘴里这么说，心里可千万别放松。追求利润最大化是一种专业精神。 13、it depends on what you want. 那要视贵方的需要而定。没那么正规的场合下说：那要看你到底想要什么。 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、im sure there is some room for negotiation. 我肯定还有商量的余地。 17、we have another plan. 我们还
4、有一个计划。准备多么充分！胜利一定会属于这样的人！ 18、lets negotiate the price. 让我们来讨论一下价格吧。 19、we could add it to the agenda. 我们可以把它也列入议程。 20、thanks for reminding us. 谢谢你的提醒。 21、our position on the issue is very simple. 我们的意见很简单。 22、we 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
5、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、lets dismiss and return in an hour. 咱们休会，一个钟头后再回来。 27、we need a break. 我们需要暂停一下。 28、may i suggest that we continue tomorrow. 我建议明天再继续，好吗？少提这种建议，中国人一定要学会如何在谈判桌“熬得住“，很多时候不是
6、“技术战”而是“神经战”。 29、we can postpone our meeting until tomorrow. 我们可以把会议延迟到明天。 30、that will eat up a lot of time. 那会耗费很多时间。篇二：国际商务谈判 英文版 期末试卷答案 stakes利益: stakes are the value of benefits that may be gained or lost, and the costs that may be incurred or avoided. power能力: is a social phenomenon ,which end
7、ows people with control negotiation power谈判力: negotiation power is the ability that one negotiator can make use of to control over and affect the other sides decision making and to resolve the dispute and attain the target of negotiation. trust信任: trust means increasing your vulnerability to another
8、 person whose behavior is not under your control in a situation in which the penalty, lose or deprivation you would suffer if the other person abuses or fails to protect your vulnerability is substantially greater than the benefits, reward or satisfaction you would gain if the other person fulfills
9、or protect your vulnerability. culture文化: culture is also defined as an integrated system of learned behavior patterns that are characteristic of the members of any given society. negotiation produce 谈判程序步骤 1. introduction of team member 2. negotiation agenda and its arrangement 3. formal negotiatio
10、n 4. wrapping up negotiation produce structure 谈判程序的结构 1. determine interests and issues 2. design and offer options 3. introduce criteria to evaluate options 4. estimate reservation points 5. explore alternative to agreement 6. reach an agreement structure of business negotiation 贸易谈判的机构 inquiry-of
11、fer-counterofferacceptance target level谈判三种目标 1. desirable target :is what negotiations wish to attain but in reality ralely reach 2. acceptable target :is what negotiation make all efforts to achieve 3. bottom target :is what negotiations will defend and safeguard which all their efforts 信息的直接用途：pr
12、oblem solving 信息的间接用途：strategic planning where to collect information信息的收集渠道 1. international organization 2. governments 3. service organization 4. directories and newsletters 5. online service four cause of unwilling?不愿意做谈判准备的原因？ 1. lack of sensitivity 2. limited cognition 3. lack of familiarty 4.
13、 inactivity and gambling mind four steps 谈判准备的步骤？ 1. target decision 2. collecting information 3. staffing negotiation teams 4. choice of negotiation venues when is the third party desired?什么时候选择第三方加入谈判？ 1. power is relatively lower than other counterpart 3. negotiation goes impasse and no alternati
14、ve available 4. established norms and standards hinder the process when to choose third partys venue(何时选择第三方谈判地点)： 1) first, the two negotiating parties are hostile and antagonistic to each other, or even engaged in a fighting against each other. 2) second, negotiation goes into an impasse and no si
15、gn of rapprochement, impossible to carry on negotiation in neither partys place. 3) third, a dispute is stirred up when both parties strongly demand to host the negotiation. win-win model 双赢模式 1. determine each partys own interest and needs 2. find out the other partys interests and demands 3. discu
16、ss the possibilities of making concession winlose model 输赢模式 1. determine each partys own interests and stance 2. defend ones own interests and stance 3. discuss the possibilities of making concession 1.people: separate the people from problem 2.interests: focus on interests but not positions 3.gain
17、ing: invent options for mutual gain 4.criteria: introduce objective criteria how to tell a criterion is objective 如何客观品评判标准 1. independent of wills and free from sentimental influence 2. valid and realistic 3. at least theoretically accepted by both sides how to standards for successful negotiation判
18、定谈判成功与否的标准 1. satisfy the both valid interests, resolve the conflicts, protect interests 2. highly efficient 3. improve the relationship needs theory 需求理论五种 1. physiological needs 2. safety needs 3. love and belonging needs 4. esteem needs 5. needs to for self-actualization 6. needs to know and unde
19、rstand 7. aesthetic needs law of two level game 双层法规 level 1 international level :relationship of interests and chances of success of negotiation no changesuccess possiblesuccess increasing level 2 domestic level :winsets, the sets gain the necessary majority among the constituents conclusion： the l
20、arger winsets make the more likely an agreement at level 1 the smaller winsets can be a bargaining advantage for a country at level 哪些因素影响谈判力： 1. motivation: a partys power is increasing with decreasing of its motivation or the greater a partys motivation is ,the weaker its relative. 2. dependence:
21、a partys power is diminishing with increasing of its dependence on the other party 3. substitutes: one partys independence increase and thus its power is strengthened when there are more substitutes available for consideration how to stimulate motivation(如何刺激对方的动机)： 1.offering inducements 2.demonstr
22、ating attractiveness 3.getting external third party back 4.placing a time limit how to increase substitutes(如何增加拟方替代)： 1.has alternatives which allow operating without the other party 2.absorb the escalating cost of conflict 3.can continue despite the other partys discouraging effects on its support
23、ers determinants affecting a persons trustful or mistrustful behavior(影响人的信任或不信任行为的决定因素)： 1. unchangeable elements: 1) childhood education; 2) professional or special training effect or trust 信任的效应 结论 trust stimulates intellevtual development and originality, and leads to greater emotional stability
24、 and self-control. trust facilitates accepts and open of expression for establishing sound relationship among negotiating team members as well as between negotiating parties. negotiations based conversely, mistrust provokes rejection and defensireness, damages vollaboration in a group with wish high
25、 level of mistrust, members signal of mistrust and expect mistrust from others, thus produce law level of trust. ac model: 2. collaborating: sharing information understanding; enlict finding a creative solution; cooperation; during 4. avoiding: skipping meetings; avoid people; withholding informatio
26、n; delaying 结论：the more stakes and power, the more assertiveness depends on alignment of interest and relationship; the more mutual interests and the more mutual trust, the more cooperativeness 一次囚徒和多次囚徒的结论 -one-short prisons dilemma game rarely leads to cooperation -iterated prisons dilemma games l
27、ead to cooperation and high trust 两分法分类：reward system; relationship; tangible issues; assumptions; strategy used how to build a coalition(怎样建立谈判联盟)： 1.setting coalition targets： (1) parties who can join;篇三：国际商务谈判(英语) 高等教育自学考试商务英语专业 国际商务谈判自学考试大纲 黑龙江大学应用外语学院 目 录 编写前言 编写说明 一、课程性质和学习目的 1. 2. 3. 4. 5. 1.
28、 2. 3. 4. 5. 6. 7. 1. 2. 3. 4. 5. 6. 7. 8. 9. 10. 11. 12. 13. 14. 15. 16. 17. 18. 本课程的性质 本课程设置的目的 总体课程教学要求 本课程与其它专业课程的关系 学时安排 考纲与教材关系 考核目标 命题原则 学习要求 自学教材 自学方法 社会助学 首席谈判的作用 选择你的团队 控制谈判 准备谈判 面对面谈判 偏见的作用 地点选择 议事日程 关于谈判翻译人员 谈判风格 谈判风格 周密计划 取得成功 应对个人策略 应对小组策略 战术选择 成交 报告结果 实施 二、自学考试大纲有关说明和实施要求 三、课程内容和考核目标
29、19. 对不同国家和地区的战略战术 20. 词汇表 附录：题型举例 编写前言 为了适应社会主义现代化建设事业对培养人才的需要，我国在20世纪XX年代初建立了高等教育自学考试制度，经过20多年的发展，高等教育自学考试已成为我国高等教育基本制度之一。高等教育自学考试是个人自学，社会助学和国家考试相结合的一种新的高等教育形式，是我国高等教育体系的一个组成部分。实行高等教育自学考试制度，是落实宪法规定的“鼓励自学成材”的重要措施，是提高中华民族思想道德和科学文化素质的需要，也是造就和提拔人才的一种途径。应考者通过规定的考试课程并经思想品德鉴定达到毕业要求的，可以获得毕业证书，国家承认学历并按照规定享有
30、与普通高等学校毕业生同等的有关待遇。 从XX年代初期开始，各省、自治区、直辖市先后成立了高等教育自学考试委员会，开展了高等教育自学考试工作，为国家培养造就了大批专门人才。为科学、合理地制定高等教育自学考试标准，提高教育质量，全国高等教育自学考试指导委员会组织各方面专家对高等教育自学考试专业设置进行了调整，统一了专业设置标准，全国考委陆续制定了几十个专业考试计划。在此基础上，各专业委员会按照专业考试计划的要求，从造就和选拔人才的需要出发，编写了相应专业的课程自学考试大纲，进一步规定了课程学习和考试的内容与范围，有利于社会助学，使自学要求明确，考试标准规范化、具体化。 黑龙江省考委根据国务院发布的
31、高等教育自学考试暂行条例，参照教育部拟定的普通高等学校有关课程的教学大纲，结合自学考试的特点，组织制定了国际商务谈判自学考试大纲。 国际商务谈判自学考试大纲是该课程编写教材和自学辅导书的依据，也是个人自学，社会助学和国家考试的依据，希望各位应考者及授课教师应认真贯彻执行。 黑龙江大学应用外语学院 二o一o年十一月 编写说明 中国加入wto 意味着中国将进一步与世界各国的政治、经济、文化各个方面的交流与合作力度的加大。然而，中国经济的发展在许多领域里都面临着人才匮乏的局面，特别是能够适应国际竞争需要的国际管理人才，因此，培养并造就一批优秀的国际化人才，是我们在新一轮国际竞争中赢得主动的关键。 黑
32、龙江大学应用外语学院正是根据人才市场的这一需求，凭借多年开办应用英语专业的经验以及雄厚的应用英语师资力量，特开办了商务英语专业。一方面为国家解决国际性商务人才缺乏尽一份微薄之力；另一方面，也为有志于在国际商务方面有更深要求的人士，提供了一个深造的机会。为此，我们经过课程的精心论证、挑选了有丰富教学和实践经验的教师，认真的选择了有针对性的教材来满足学员的要求 根据国际商务谈判的课程要求，我们编写了本书的考试大纲。本考试大纲依据高等自学考试商务英语专业的考试计划的要求编写而成，注重考核应试者对国际商务谈判中的基本惯例和常识的了解程度。本考试大纲意在使应试者做到：既熟悉国际商务谈判的基本常识，又能掌握与国际商务谈判业务有关的英文表达既巩固了业务知识，又能具备以英语口语为工作语言的能力。 针对以上要求，本考试大纲进一步规定了课程学习和考试的内容与范围，有利于社会助学，使自学要求明确，考试标准规范化、具体化。 本考试大纲的目的在于使学生在学习的过程中，能够思路清晰、重点突出、一目了然。知道哪些知识应该必须掌握；哪些知识应该理解；哪些知识应该作为一般性的了解；同时也有利于学习者学以致用，并能够帮助学员最大限度的发挥自己的潜能达到学习的目的，顺利的通过考试，用所学到的知识解决实际工作中的问题。能够达到这样一个目的，是我们开办商务英语的办学目的，也是广大学员所衷心希望的。
