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第一篇：商务英语谈判剧本
《商务英语谈判》实训场景
甲方（A-BUYER）: 刘云（A-Candy），贺小娟（A-Mariah）
乙方（B-SELLER）: 岳志平（B-Zoe），黄真真(B–Miss.H)
（Introduction）A-Candy: How do you do.B-Zoe: How do you do.A-Candy: On behalf of Luoyang Reisen Electronic Co.Ltd, I’m very glad to see you
here.Since we are not familiar, shall we just go round the table, making
sure we know each other.Mariah, why don’t you start.A-Mariah: OK, nice to meet you.This is our Purchasing Manager, Candy.I’m the
assistant, Mariah.I will be in charge of preparing our negotiation and
arrange the routine work.B-H: Nice to meet you too.This is our Sales Manager, Zoe.I’m the assistant, H.Welcome to our head office.A-Candy/Mariah: Thank you.B-Zoe: Before we start, would you like something to drink? A-Candy: That would be nice, just tea please.Thank you.（At the office, small talk）A-Candy: Well, how is business in your sector? B-Zoe: Not too bad, we have got a lot of work to do for the new budget in this year.And we’ve seen a obvious rise in sale.A-Candy: Un, sounds good.B-H: Is this your first time to America, Candy? A-Candy: No, this is my second time to come here.I am very impressed on this city.B-H: I am very glad to hear that.I hope you have a good time these days.What about
you, Mariah? A-Mariah: This is my first visit.I am so happy to have the opportunity to visit this
beautiful city.I like it very much.B-Zoe: I hope you like this beautiful city.I wish to thank you for coming here.Shall
we start? ALL: Yes!
(The beginning of the negotiation)A-Candy: Here we go.I think everyone has got the agenda.Today, we have a lot to
discuss.We mainly talk about three points: the price, payment method, and
delivery.Would you like to talk about price firstly, He? A-Mariah: Yes, I’d like to, this is our first cooperation.we know you are the leading
company of office furniture in the USA, and have been in this line for
many years.So we are happy and previledged to have this chance to
cooperate with you.However, from your letter of Oct.1st, we know that
your quotation is too high for us to accept.I hope you can give us some
reduction.B-Zoe: I am afraid it is quite hard for us to reduce.The price of our product is
reasonable and our design is unique.B-H: Besides, our products enjoy a good reputation in the world.A-Candy: I know, but I still wish you to make a concession in the price.we can not
accept your offer unless the price is reduced by 5% off? B-Zoe: 5%? I am afraid we can not accept it.However, considering that this is our
first cooperation, maybe we will have further cooperation.How about 1%?
This will be our precedence.A-Mariah: Compared with the real market price, your quotation is still too high.B-H: But this is the maximum reduction we can offer.A-Candy: I know what you mean.But we can not accept 1% reduction.If you don’t
give us more reduction, maybe we will lose the chance to cooperate.B-Zoe: Oh, no, I think we have much room to negotiate.A-Candy: We know you are an international corporation.I think 5% reduction is
acceptable for you.B-H: Thank you for believing.However, our quotation is really quite low in this line.A-Mariah: But this is the first time to use your products.To some extent, we are not
sure whether your products are suitable.So your quotation is not
reasonable for us.A-Candy: Yes.It is difficult for us to accept your reduction of 1%.I hope you can
give a further reduction.B-Zoe: Can I make a suggestion? How about 3% off? But you have to place an order
for 50 sets at least, and you pay us by full payment in a lump sum.B-H: Frankly, this is a favorable price only for old friends.Besides, our workmanship
and design are better than others’.Therefore, this type of furniture will be well
received in your market.A-Candy: But full payment in a lump sum is difficult for us.A-Mariah: Yes, due to the large amount, it will cost much time to raise the funds.How about pay by installments?
A-Candy: We can offer 40% of the commission ahead of time.B-Zoe: All right.Considering this is our first cooperation, I can accept your
suggestion.A-Candy: Fine, thank you.(Discuss about the delivery)A-Candy: OK, the last question is delivery.B-H: I believe we can reach an agreement on delivery.A-Mariah: We’d like you to advance the shipment before November.B-Zoe: I have to say sorry, because our factory is fully committed this month.A-Mariah: Then when is the earliest shipment we can expect? B-H: Let me check.We can deliver the goods in early December.A-Candy: That’s too late.We have to meet the demand of marrying couples, and plan
to put these products before they married.B-Zoe: I understand.Please believe me that we won’t disappoint our customers.Will
you accept partial shipment? The goods can be shipped on September 10th and
October 10th in two equal lots.A-Candy: That sounds a good suggestion.B-H: Anything else? A-Mariah: As for the port of destination, it should be the port of Shanghai
Transshipment.B-Zoe: Fine.（The negotiation is going on）
B-H: The last requirement is that we must receive your L/C 15 days before shipment.A-Candy: No problem.A-Mariah: If you don’t mind I want to know what kind of L/C you require.B-Zoe: we prefer the L/C at sight.Could you pay us by it? A-Candy: All right.If there is no question, let’s go through the terms: You offer us
3% reduction, partial shipment.We pay by installment and offer 40% of
the subscription.Agreed? B-H: Yes, exactly.(Arrangement for business dinner)B-Zoe: I’m very glad that we finally come to an agreement after repeated negotiation.A-Candy: I wish we will have further cooperation in the future.A-Mariah: Congratulations to our success.B-H: Oh, it’s time for dinner.We have made a reservation at Royal Hotel.And we
prepared traditional Chinese food for you.Such as diced chicken in chilli sauce，Dongpo Pork and sweet and sour fish.I bet you will like it.A-Candy/Mariah: Thank you.B-H: This way, please.B-Zoe: Please.
第二篇：商务英语谈判
Chapter 1 :
1.Negotiation is the process we use to satisfy our needs when someone else control what we want.2.Different types in Theory and Practice:
a)Competitive style: To try to gain all there is to gain
b)Accommodative style(通融式谈判): To be willing to yield all there is to yield
c)Avoidance style: To try to stay out of negotiation
d)Compromising style(妥协谈判): To try to split the difference or find an intermediate
point according to someone principle
e)Collaborative style(合作谈判): To try to find maximum possible gain for both
parties
f)Vengeful style(报复谈判): harm the other
g)Self-inflicting style(自损谈判): harm oneself
h)Vengeful and self-inflicting style: harm the other and also oneself
3.The goal of collaborative negotiation is to manage the dispute so that the outcome is more constructive than destructive.4.Principled negotiation is centered around four consideration(PIOC):
a)People: separate the people from the problem
b)Interests: focus on interests, not position
c)Options(选择): invent options for mutual gains
d)Criteria(条件): insist on using objective criteria
5.Personal interests are interests of individuals who participate in negotiation.Organizational interests are of collective bodies such as private or state-owned enterprises, institutions and other kinds of entities(实体)
6.Case study: During the Cold War......against it.2)They followed the “National interests go before organizational interests.” principle
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