整理商务谈判词汇与表达.docx
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整理商务谈判词汇与表达.docx
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整理商务谈判词汇与表达
Step1商务谈判第一步———前期准备
1.电话约定会面
UsefulWordsandExpressions
schedulen.时间表
onbehalfof代表
takeamessage留口信
appointmentn.约会
convenientadj.方便的
availableadj.可得到的,可利用的,有空的
cancelvt.撤销
agencyn.代理
confirmvt.确认
disturbvt.打扰
comeup出现,发生
urgentadj.紧急的,紧迫的
arrangev.安排,排列,协商
informv.通知,告诉,获悉,告知
inconveniencen.麻烦,不方便之处
SentencePatterns
Whoisspeakingplease?
ThisisBillBrownspeaking.
MayIspeaktoMr.Leeplease?
IsMr.Smithavailable,please?
Iamafraidhe’snotinrightnow.MayItakeyourmessage?
Holdtheline,please.
IwanttomakeanappointmentnnwithMr.Brown.
IwaswonderingifyouwouldliketoarrangeanappointmentwithMr.Smithforme.
Ijustcalltoconfirmoutappointmentat9:
00a.m.onJuly1st.
OnbehalfofourpresidentIinviteyoutovisitChinaatthetimeconvenienttoyou.
Iwaswonderingwhattimewouldbethemostconvenientformevisityou.
Ihaveaverytightscheduletomorrow.
Letmecheckmyschedule.Pleaseholdon.
Whattimewillbefineforyouthen?
MayItakedownyourphonenumber,please?
I’llhavehimreturnyourcall.
2.自我介绍
UsefulWordsandExpressions
allowvt.允许
accompanyvt.陪同
opportunityn.机会,机遇
inperson亲自
businesscard名片
exhaustvt.耗尽,使筋疲力尽
garmentn.服装
uneventfuladj.平安无事的
businessscope经营范围
legaladj.法律的,合法的
assistantn.助理
colleaguen.同事
assignvt.分派,指定
refreshv.精力恢复,试振作
corporationn.有限公司
wholesalern.大规模的批发商
SentencePatterns
Howdoyoudo?
MynameisChenDong.
Allowmetointroducemyself.
MayIintroduceourteam?
Nice/Glad/happy/Pleasedtosee/meetyou.
Gladtohavetheopportunityofmeetingyou.
It’sapleasuretomeetyou.
I’mZhaoYanwithBeijingTextilesImport&ExportCorporation.Thisismybusinesscard.
IworkforShanghaiGarmentsImport&ExportCorporation.Here’smycard.
Atthebackofthecardisourbusinessscopeforyourreference.
We’reoneofthelargestcomputerbusinessscopesinAustralia.
OnbehalfofABCcompany.IwelcomeyoutoShenzhenandhopethatyou’llhaveapleasantstayhere.
Ourcompanyhasassignedmetoaccompanyyouduringyourstayhere.
Howisyourflight?
You’llgetrefreshedafteracupofcoffee/ashower.
He’ssorryhecan’tcometomeetyouinperson.
3.客气寒暄
UsefulWordsandExpressions
hobbyn.爱好
meaningfuladj.有意义的significant
favoriteadj.最喜爱的
patiencen.耐心
willpowern.意志
staminan.毅力
lackv.缺少
marvelousadj.了不起
superbadj.极好的
appreciatevt.感谢
complimentn.赞美
accustomvt.习惯
undergovt.经历
pedestriann.步行者
temperv.锻炼,调节
communicationn.传达,信息,交通,通讯
SentencePatterns
Doyoulikethiscity?
HaveyoueverbeentoChina?
WhatdoyouthinkofShanghai?
Areyouaccustomed(used)totheweatherhere?
Whatdoyouthindoftheweatherhere?
What’syourimpressionofourcity?
What’syourhobby/pastime?
Doyouoftenwatchmovies?
YourknowledgeofChineseisreallysurprising.
IcannotgetoverhowgoodyourChineseis.
Iappreciateyourcompliment.
Icouldn’tagreemore.
That’smarvelous!
It’sindeedamazing.
I’mgladtohearthat.
Step2开局
1.有业务往来的客户谈判
UsefulWordsandExpression
produceadj.有结果的,有收获的
organizevt.组织
bottomline要点,关键,底线
refreshmentn.点心
issuen.出版,发行,问题
addressvt.向……致辞,向……提出
agendan.议题
artsandcrafts工艺品
flexiblyadv.灵活的
salesvolume销售量
exclusive(sole)agency独家代理
businessscope业务范围
jointadj.共同的,联合的
effortn.努力,尽力
stableadj.稳定的
traderelations贸易关系
inviewof鉴于,考虑到
jointventure合资企业
ExportCommoditiesFair出口商品交易会
SentencePatterns
Wouldanyonelikesomethingtodrinkbeforewebegin?
Perhapsweshouldbeginbyhavingrefreshmentsandcoffee.
Ihopethismeetingwillbeproductive.
Yes,weneedtobeorganizedinordertokeepitshort.
Ithinkweshouldalloweveryoneanopportunitytospeak.
Yes,Iagree,butweshouldsetupatimelimitedfortheirpresentation.
We’llcomeoutfromthismeetingaswinners.
Perhapswecouldtalkaboutthesubjectofourmeeting.
ShouldwetalkaboutthereasonwhyI’mhere?
Ithinkweshouldgetdowntothebottomlinerightaway.
Weshouldgettothebasicissuesimmediately.
Therootoftheproblemneedstobeaddressedrightnow.
Haseveryonereceivedtheagendaforthemeeting?
Let’sgetdowntobusiness.
Let’sgetstarted.
Aswearefamiliarwitheachother,let’scomestraighttothepoint.
Thereisnodoubtthatyou’vemadegreatprogressinyourartsandcraftsandyoudobusinessmoreactivelyandmoreflexibly.
Ithinkyouwillbenefitfromtheexpandingmarketifyouhaveclosecooperationwithusinthefuture.
I’mverygladwehavehadverypleasantcooperationinthepastyears.Thoughourjointefforts,yourproductshaveenjoyedfastsales.
We’veneverhadanydifficultieswithourChinesepartners,andwe’dliketomakeasmanynewcontactsaswecan.
Wehavebeenworkingonexpandingourscopeofcooperationwithyourcompany.
2.新客户谈判
UsefulWordsandExpressions
preliminaryadj.初步的
proposaln.建议,计划
subjectn.主题
negotiationn.谈判
accountn.解释,说明
brochuren.小册子
outlinevt.概述,略述
shiftn.倒班
coincidevi.一致,巧合
cottonfabrics棉织品
specializein专门经营
steadilyadv.稳定地
availableadj.可利用的,可提供的
pricelist价格单
conformto符合,与……一致
strikeadeal成交
principlen.原则
equalityn.平等
adoptvt.采取,采用
installmentn.分期付款
flexibleadj.灵活的
processn.加工
advancedadj.先进的
scientificadj.科学的
buildup(establish)businessrelations建立贸易关系
giveabriefaccountof(makeapresentationon)
介绍,简述
consideration体谅,考虑
textileadj.纺织的
jointventure合资
cataloguen.目录
presentationn.介绍,陈述
SentencePatterns
Thankyouforcomingintothismeeting.
Pleasereadthepreliminaryproposalbeforethemeeting.
Perhapswecouldtalkaboutthesubjectofourmeeting.
ShallwetalkaboutthereasonwhyI’mhere?
It’skindofyoutocomeallthisway.
ThisismyfirstvisittoChina.I’dappreciateyouconsiderationinthecomingnegotiation.
Haseveryonereceivedtheagendaforthemeeting?
Let’shopeforgoodcooperation.
MayIgiveabriefaccountofourcompany’sactivities?
Ibelievethatyouhaveabrochureoutliningourcompanyandyourproducts.Here’sourcompany’smostrecentannualreport.
Iseeyoursalesvolumeshavebeengrowingquitesteadilyovertenyears.
IthinkI’vegotageneralpictureabout(aroughideaof)yourcompany.Thankyouverymuchforyouraccount.
Youhavewongreatsuccessontextileindustry,Ihear.
Wehavebuiltupbusinessrelationswithmorethan30CountriesintheworldandourproductshavebecometheBestsellinglinesininternationalmarkets.
WeareoneofthelargestimportersoftextilesinDalian.
WeareaSino-USjointventurewithregisteredcapitalOfRMB5,000,00.
OurparentcompanyisinShanghai,butwehaveRegionalofficesinBeijing,Guangzhou,Shenzhen,DalianAndHarbin.
Wemakeitapointtohonorthecontractandkeeptoourpromise.
Ourcompanyhasabundantcapitalandrichresources.
I’dliketoknowsomethingaboutthenewpolicyinyourforeigntrade.
Inordertogiveyouageneralideaofthevariouskindsofourproductsnowavailableforexport,I’dliketogiveyouourlatestcataloguesandpricelists.
Ourforeigntradepolicyhasalwaysbeenbasedonequalityandmutualbenefitandexchangeofneededgoods.Westillinsistonthisprinciple,butwehaveadoptedmuchmoreflexiblepolicyinourforeigntradework.
Step3
1与商品买卖有关的谈判
产品描述
常用应急词汇UsefulWordsandExpressions
quickseller畅销品
excellent/superiorquality质量上乘
widevarieties品种繁多
easyandsimpletohandle操作简便
skillfulmanufacture制作精巧
durableinuse经久耐用
stablereputation质量可靠
moderndesign制造新颖
professionaldesign专业设计
reliablereputation信誉可靠
winprize获奖
contestn.奖项,比赛
tohavealongstandingreputation久负盛名
toenjoyhighreputationathomeandabroad誉满中外
towinwarmpraisefromcustomers深受顾客欢迎
latestillustratedcatalogue最新的,附有插图的目录
实战应急句型SentencePatterns
Thisitemsellswellallovertheworld.
Ourproductshavewonprizesatinternationalanddomesticcontestsandhavebeensoldwellinmorethan80countriesandregions.
Ourproductswinwarmpraisefromcustomers.
Ithasalongstandingreputationandenjoyshighreputationathomeandabroad.
Itisskillfullymanufacturedandfinelyprocessed;besides,Itisfamousforitselegantshapeandsuperiorquality.
Letmetellyouaboutourproducts’specialfeatures.They’remadeofleather.Eachofthemweighsjust3kilos.Theycomeinawiderangeofcolours.
Ourproductsareahundredpercentnatural.
1.上午谈判中关于产品描述的表达方式有:
制作精巧skillfulmanufacture
工艺精良sophisticatedtechnology
造型优美beautifuldesign
专业设计professionaldesign
结构合理rationalconstruction
款式诱人attractivedesign
款式齐全variousstyles
花色入时fashionablepatterns
任君选择foryourselection
色彩艳丽beautifulincolors
质量上乘superiorquality
质量稳定stablequality
质量可靠reliablequality
品质优良excellentquality(highquality)
性能可靠dependableperformance
操作简易easyandsimpletohandle
使用方便easytouse
经久耐用durableinuse
以质优而闻名well-knowforitsfinequality
常用应急词汇UsefulWordsandExpressions
marginn.差额,赚头
beyondourreach超过闻名的底限
concessionn.让步
atwideintervals间隔时间太长
makeareduction降价
makeheadway有进展
cutdown减少,降低
wildspeculation漫天要价
subjectto以。
。
。
为条件,以。
。
。
为准
unitprice单价
rockbottomprice低价
counter-offer还盘,还价
acommissionof…%;…%commission百分之几佣金
tomakea(n)offer/quotationfor对。
。
。
报盘(报价)
a(n)competitive/acceptableprice有竞争力/可接受的价格
accept/entertain/submitanoffer接受/考虑/提交/报盘
CIF(Cost,InsuranceandFreight)成本,保险加运费价
CRR(CostandFreight)成本加运费价
FOB(FreeonBoard)船上交货价
实战应急句型SentencePatterns
Wewillnotbebeatenonprice.
Letmemakeyouaspecialoffer.
Theabovepriceincludesyourcommissionof2%.
Wecan’taccep
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