【正文】 (很高興我們的合作能夠這么愉快，也感謝貴公司的接待，謝謝)第四篇：商務(wù)英語談判Chapter 1 : is the process we use to satisfy our needs when someone else control what we types in Theory and Practice:a)Competitive style: To try to gain all there is to gainb)Acmodative style(通融式談判): To be willing to yield all there is to yieldc)Avoidance style: To try to stay out of negotiationd)Compromising style(妥協(xié)談判): To try to split the difference or find an intermediatepoint according to someone principlee)Collaborative style(合作談判): To try to find maximum possible gain for bothpartiesf)Vengeful style(報復談判): harm the otherg)Selfinflicting style(自損談判): harm oneselfh)Vengeful and selfinflicting style: harm the other and also oneself goal of collaborative negotiation is to manage the dispute so that the oute is more constructive than negotiation is centered around four consideration(PIOC):a)People: separate the people from the problemb)Interests: focus on interests, not positionc)Options(選擇): invent options for mutual gainsd)Criteria(條件): insist on using objective criteria interests are interests of individuals who participate in interests are of collective bodies such as private or stateowned enterprises, institutions and other kinds of entities(實體) study: During the Cold War......against )They followed the “National interests go before organizational interests.” principle第五篇：商務(wù)英語談判Business NegotiationA: The seller Miss su representingKai ya Chocolate Manufacturing B: The buyer representing zhong shang : Good morning, to meet : Good morning, Miss ’s very nice to see you in : How are things going?B: Everything is : So, what’s the topic of today’s meeting?B: Ok, after the last talk, we appreciate you price very let’s talk about the terms of you accept D/P? I hope it will be acceptable to : The terms of payment we usually adopt are sight L/: But I think it would be beneficial to both of us to adopt more flexible payment terms such as D/P : Payment by L/C is our usual practice of doing business with all customers for such ’m sorry we can’t accept D/P : As for regular orders in future, couldn’t you agree to D/P?A: several smooth transactions, we can try D/P : Well, as for shipment, the soon the : Yes, shipment is to be made in April, not allowing partial : can you make it earlier? May be in March, our customer is eager for : All me have a check, oh!There are some steam vessels available to your port, so we can make it in : Good!By the way, when can I expect to sign the S/C?A: , would it be convenient for you to e again tomorrow ’ll get the S/C ready tomorrow for your : That’s you : See you and thanks for ing, .。t know when your payments will e to us?L: I carefully economical just now, This bill will added up to millions of a big amount, we cannot pay you at we suggest how about pay on the installment plan?(剛才我仔細的合算了一下，這么大一筆數(shù)額，我們也不可能一次就付清吧！所以我們提出分期付款的方式，您看則么樣？)W: We also have economical, this is indeed a numerous i don39。t think you 39。ve any difficulties in pushing ：But market prices are changing can I be sure that the market will not fall before it arrival your goods at our port.(市場是瞬息萬變的，我怎么能保證在收到你貨物之前價格不會下跌呢。t worry about everything into consideration, I can show you our prices we offer you are very don39。把各方面都考慮進去，我認為在銷售上不會有很大的困難。)W: When you pare the prices, you much take everything into products of higher quality well your quotations you get from other sources for goods of ordinary : I grant that yours are of better quality, but still we don39。I’m afraid unit prices are higher than last years, but still lower than the quotations you ca