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英语商务谈判
商务谈判中的英语技巧
243 2-15
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。
外贸英语《商务谈判中惯用的8个单词》
274 2-15
关于商业经营中的诚信原则，中国自古就有“货真价实，童叟无欺”的八字经典，有趣的是，在英文中也有一个八字真言：no tricks，从字面看来，与中文的意义非常相近。不过“no
tricks”并不仅仅代表字面的意思，每一个字母还有更深一层的含义——谈判中的八种力。
谈判能力在每种谈判种都起到重要作用，无论是商务谈判、外交谈判，还是劳务谈判，在买卖谈判中，双方谈判能力的强弱差异决定了谈判结果的差别。
对于谈判中的每一方来说，谈判能力都来源于八个方面，就是 no tricks 每个字母所代表的八个单词——need, options,
time, relationships,investment, credibility, knowledge, skills.
no tricks中的“n”代表需求（need）。对于买卖双方来说，谁的需求更强烈一些？如果买方的需要较多，卖方就拥有相对较强的谈判力，你越希望卖出你的产品，买方就拥有较强的谈判力。
no tricks中的“o”代表选择（options）。如果谈判不能最后达成协议，那么双方会有什么选择？如果你可选择的机会越多，对方认为你的产品或服务是唯一的或者没有太多选择余地，你就拥有较强的谈判资本。
t代表时间（time）。是指谈判中可能出现的有时间限制的紧急事件，如果买方受时间的压力，自然会增强卖方的的谈判力。
no tricks中的“r”代表关系（relationship）。如果与顾客之间建立强有力的关系，在同潜在顾客谈判时就会拥有关系力。但是，也许有的顾客觉得卖方只是为了推销，因而不愿建立深入的关系，这样。在谈判过程中将会比较吃力。
i代表投资（investment）。在谈判过程中投入了多少时间和精力？为此投入越多、对达成协议承诺越多的一方往往拥有较少的谈判力。
c代表可信性（credibility）。如果潜在顾客对产品可信性也是谈判力的一种，如果推销人员知道你曾经使用过某种产品，而他的产品具有价格和质量等方面的优势时，无疑会增强卖方的可信性，但这一点并不能决定最后是否能成交。
k代表知识（knowledge）。知识就是力量。如果你充分了解顾客的问题和需求，并预测到你的产品能如何满足顾客的需求，你的知识无疑增强了对顾客的谈判力。反之，如果顾客对产品拥有更多的知识和经验，顾客就有较强的谈判力。
s代表的是技能（skill）。这可能是增强谈判力最重要的内容了，不过，谈判技巧是综合的学问，需要广博的知识、雄辩的口才、灵敏的思维……
总之，在商业谈判中，应该善于利用“no tricks”中的每中力，再加上no tricks。转贴于：外销员站_
商务谈判实例
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商务谈判实例(五) (12月18日)
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）.
商务谈判实例(四) (12月8日)
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.
商务谈判实例(三) (12月7日)
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.
商务谈判实例(二) (12月6日)
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.
商务谈判实例(一)(12月5日)
Dan Smith是一位美国的健身用品经销商，此次是Robert Liu第一回与他交手。就在短短几分钟的交谈中，Robert
Liu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.
商务谈判常用英语
219 2-15
在广交会上，中国人想如何造句，用什么时态，而外国人在挖空心思压低价格。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 know 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。
6、We’ll come out from this meeting as winners.
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。很好的转折，又可磨炼自己的耐心。
11、That’s the basic problem.
这是最基本的问题。
12、Let’s compromise.
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。
14、The longer we wait ,the less likely we will come up with anything.
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、I’m sure there is some room for negotiation.
我肯定还有商量的余地。
17、We have another plan.
我们还有一个计划。准备多么充分！胜利一定会属于这样的人！
18、Let’s 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 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、Let’s 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？
注意：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“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。
30个“谈判口语要素”脱口而出，你已有了一个很好的开头，这将帮助你取得全面突破！
与外商进行商务谈判时英语使用技巧
266 2-15
与外商进行商务谈判时大多用英语进行，所以这个时候我们要注意避免跨国文化交流产生的歧义，交谈时尽量用简单、清楚、明确的英语，不说易引起对方反感的话语，如下列这些词语中就带有不信任色彩，可能会客户不愿积极与我们合作。
“to tell you the truth”，“I’ll be honest with you…”，“I will do
my best．”“it’s none of my business but…”。
为了避免误会，我们可用释义法确保沟通顺利进行。如，“we would accept price if you could modify
your specifications．”我们还可以说：“If i understand you correctly,what
you are really saying is that you agree to accept our price if we
improve our product as you request．”
最后，为确保沟通顺利的另一个方法是在谈判结束前作一个小结，把到现在为止达成的协议重述一遍并要求对方予以认可。另外在商务谈判还应注意下列问题：
1、“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。
2、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.”
3、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 ?”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。
与外商进行商务谈判时大多用英语进行，所以这个时候我们要注意避免跨国文化交流产生的歧义，交谈时尽量用简单、清楚、明确的英语，不说易引起对方反感的话语，如下列这些词语中就带有不信任色彩，可能会客户不愿积极与我们合作。
“to tell you the truth”，“I’ll be honest with you…”，“I will do
my best．”“it’s none of my business but…”。
为了避免误会，我们可用释义法确保沟通顺利进行。如，“we would accept price if you could modify
your specifications．”我们还可以说：“If i understand you correctly,what
you are really saying is that you agree to accept our price if we
improve our product as you request．”
最后，为确保沟通顺利的另一个方法是在谈判结束前作一个小结，把到现在为止达成的协议重述一遍并要求对方予以认可。另外在商务谈判还应注意下列问题：
1、“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。
2、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.”
3、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 ?”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。
最常用商务谈判英语30句
296 2-15
在广交会上，中国人想如何造句，用什么时态，而外国人在挖空心思压低价格。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 know 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。
6、We’ll come out from this meeting as winners.
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。很好的转折，又可磨炼自己的耐心。
11、That’s the basic problem.
这是最基本的问题。
12、Let’s compromise.
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。
14、The longer we wait ,the less likely we will come up with anything.
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、I’m sure there is some room for negotiation.
我肯定还有商量的余地。
17、We have another plan.
我们还有一个计划。准备多么充分！胜利一定会属于这样的人！
18、Let’s 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 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、Let’s 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“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。
30个“谈判口语要素”脱口而出，你已有了一个很好的开头，希望你一直奔驰在这条高速公路上，“疯狂英语快速突破法”，将帮助你取得全面突破！
常用的一些商务谈判英语
243 2-15
参观篇
(1)
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。
(2)
A: thanks 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。
(3)
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。
(4)
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。
(5)
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。
(6)
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。
(7)
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。
(8)
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。
(9)
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。
(10)
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。
(11)
A: Is this your first visit to our showroom.
B: Yes ,it is .
A: Can I show you around.
B: That would be nice of you .
A:您是第一次到我们展示室来的吧。
B:是的。
A:我来带你四处看看好吗？
B:那太好了！
(12)
A: Be sure to call me if you need anything .
B: Where are your smaller computers?
A: Over there, near the back.
B: Thanks . I see them now .
A:如有什么需要，请叫我
B:你们的小型电脑在那里？
A:就在那边，靠后头的地方。
B:谢了，我现在看到了。
(13)
A: This is our latest product .
B: When is it going to be on the market?
A: It will be out next month .
B: Could I have this sample free of charge?
A:这是我们的最新产品。
B:什么时候上市啊
A:下个月即可推出。
B:这样品可以免费送我吗？
(14)
A: I’d like to take these catalogs with me .
B: Sure . go right ahead .
A: And I want these price lists as well.
B: Please take whatever you like .
A:这些目录我想带走。
B:好啊，请便。
A:还有这些价目表我也要。
B:请随意拿取吧。
(15)
A: How is the product selling ?
B: It’s selling well .
A: What are the selling points of your product ?B: Compared with
competing products , ours is smaller and lighter.
A:这产品卖得怎么样？
B:卖得很好啊！
A:你们的销售重点是什么呢？
B:比起其它竞争产品，我们的比较轻巧。
(16)
A: I ’m not sure how this works.
B: Would you like me to demonstrate it for you?
A: Can you ?
B: Sure .no problem at all.
A:我不懂这是如何操作的。
B:要不要我来为你示范一下？
A:可以吗？
B:当然，没问题。
(17)
A: Anything particular you’re interested in ?
B: I’m very much interested in your personal computers.
A: Well, this is our latest catalog.
B: We’ll order after we see the sample.
A:有什么你特别感兴趣的吗？
B:我对你们的个人电脑深感兴趣。
A:嗯，这是我们的最新的目录。
B:我们要看过样品才会下订单。
(18)
A: We’re having a special showing next week in our showroom.
B: What do you mean by special?
A: It will be by special invitation only.
B: Please make sure I get an invitation.
A:下周我们的展示室将有一个特别的展示会，
B:怎么特别呢。
A:我们只邀请特别的客户
B:请记住寄张请帖给我哦。
(19)
A: We hope you enjoyed the visit to the showroom.
B: Yes ,it helped me out a lot.
A: Would you be kind enough to sign our visitors’ book ?
B: I’d be happy to .
A:希望你还喜欢我们的展示室
B:嗯，收获不少，
A:请在来宾簿上签名好吗？
B:很乐意。
(20)
A: We have this item in three price levels .
B: We need the best possible quality.
A: That means the A-24.
B: I see ,that’s what we will order.
A:此一品目，我们分三种等级的价格。
B:我们要尽可能最好的品质。
A:那就是A-24了。
B:哦，我们要订的就是那种。
定单篇
(1)
A: Are you ready to place your order now ?
B: The order will be mailed to you next week .
A: Is it going to the head office ?
B: No, I think it is going to be mailed to your local branch .
A:你们准备好下订单了吗？
B:下星期就寄给你们。
A:寄到总公司？
B:不，寄到分社。
(2)
A: Thank you very much for the order .
B: We appreciate your fast service .
A: We do the best we can .
B: We’ll be calling you again next month .
A:谢谢你的订货。
B:麻烦你会尽力处理，谢谢。
A:我们会尽力而为。
B:下个月我们会再打电话给你。
(3)
A: We haven’t received your order yet.
B: It was mailed last week .
A: I’ll check the office one more time .
B: And I’ll see if there was any mistake on our end .
A:您的订单我们还没收到。
B:上个礼拜我们还没收到。
A:我再跟公司查一下。
B:我这边也会看看是否有什么差错。
(4)
A: We need to make a change on our last order .
B: What was the order number?
A: It was j-223,just double the second item .
B: Sure ,I’ll be glad to take care of it for you .
A:上回的订单我们需要更改。
B:订单号码多少？
A:j223。第二项的订量要加倍。
B:好的，没问题，乐于为你服务。
(5)
A: I’m here to see the purchasing agent .
B: He’s not in his office at the moment.
A: May I wait ?
B: Yes ,he should return soon .
A:我是来拜访采购经理的。
B:他现在不在办公室里，
A:我等他一下没关系吧？
B:请，他应该很快就会回来。
(6)
A: I’m the purchasing agent here .
B: I’d like to give you one of our new catalogs .
A: I’ll put it in my files .
B: Thank you very much ,
A:我是这里负责采购的
B:我们有新目录想给你
A:我会将它归档。
B:非常谢谢你。
(7)
A: Do you usually buy in large quantities ?
B: Our standard order is 500cases at a time .
A: We can handle an order that size very easily.
B: We’ll let you know the next time we need to place an order
.
A:你们的订购量通常都很大吗？
B:我们的标准订量是一次500箱。
A:这种量我们做起来很容易。
B:下次需要订购时我们会通知你。
商务谈判使用最频繁的英语
328 2-15
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？
How do you feel like the quality of our products?
你觉得咱们商品的质量怎么样？
What about having a look at sample first? 先看—看商品吧？
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?
咱们的商品质量与其他生产商—样的好，而咱们的价格却不象这些人的那样高。哎，你对哪个商品感兴趣？
You can rest assured. 你可以放心。
We are always improving our design and patterns to confirm to
the world market.
咱们—直在提高咱们商品的设计水平，以满足世界市场的要求。
This new product is to the taste of European market. 这种新商品欧洲很受欢迎。
I think it will also find a good market in your market.咱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.
优良的质量与较低的价格有助于推商品。
While we appreciate your cooperation, we regret to say that we
can’t reduce our price any further.
虽然咱们感谢贵方的合作，但是很抱慊，咱们不能再减价了。
Reliability is our strong point. 可靠性正是咱们商品的优点。
We are satisfied with the quality of your samples, so the business
depends entirely on your price.
咱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，咱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.
这种商品现在需求量很大，咱们手头上来自其他国家的许多询盘。
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。为了便于咱方提出报价，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.
这是咱们的FOB价格单。单上所有价格以咱方最后确认为准。
In general, our prices are given on a FOB basis.
通常咱们的报价都是FOB价
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.
咱们的价格比其他制造商开价优惠得多。这—点你可以从咱们的价格单看到，所有价格当然要经咱方确认后方有效。
We offer you our best prices, at which we have done a lot business
with other customers.
咱们向你们报最优惠价，按此价咱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.
请告诉咱们贵方对规格、数量及包装的要求，以便咱方尽快制定出报价。
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？这是咱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.
不知道您认为咱们的规格是否符合你的要求？咱敢肯定咱们的价格是非常有竞争力的
Heavy enquiries witness the quality of our products. 大量询盘证明咱们的商品质量过硬。
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.
咱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.
再讲，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—段时间内分批交货
常用商务谈判用语
303 2-15
常用商务谈判用语
1. I very like it
I like it very much.
2. 这个价格对我挺合适的。
The price is very suitable for me.
The price is right.
Ｎｏｔｅ：suitable(合适的、相配的)最常见的用法是以否定的形式出现在告示或通知上，如：下列节目儿童不宜。The following
programme is not suitable for children在这组句子中用后面的说法会更合适。
3. 你是做什么工作的呢？What’s your job?
Are you working at the moment?
Ｎｏｔｅ：what’s your job这种说法难道也有毛病吗？是的。因为如果您的谈话对象刚刚失业，如此直接的问法会让对方有失面子，所以您要问：目前您是在上班吗？Are
you working at the moment?接下来您才问：目前您在哪儿工作呢？Where are you working
these days?或者您从事哪个行业呢？What line of work are you in?顺带说一下，回答这类问题时不妨说得具体一点，不要只是说经理或者秘书
4. 用英语怎么说？How to say?
How do you say this in English?
Ｎｏｔｅ：How to say是在中国最为泛滥成灾的中国式英语之一，这决不是地道的英语说法。同样的句子有：请问这个词如何拼写？How
do you
spell that please?请问这个单词怎么读？How do you pronounce this word?
5. 明天我有事情要做。I have something to do tomorrow?
Sorry but I am tied up all day tomorrow.
用I have something to do来表示您很忙，这也完全是中国式的说法。因为每时每刻我们都有事情要做，躺在那里睡大觉也是事情。所以您可以说我很忙，脱不开身：I’m
tied up.还有其他的说法：I’m I can’t make it at that time. I’d love to, but
I can’t, I have to stay at home.
6. 我没有英文名。I haven’t English name.
I don’t have an English name.
Ｎｏｔｅ：许多人讲英语犯这样的错误，从语法角度来分析，可能是语法功底欠缺，因为have在这里是实义动词，而并不是在现在完成时里面那个没有意义的助动词。所以，这句话由肯定句变成否定句要加助动词。
明白道理是一回事，习惯是另一回事，请您再说几话：我没有钱；I don’t have any money.我没有兄弟姐妹；I
don’t have any brothers or sisters.我没有车。I don’t have a car.
7. 我想我不行。I think I can’t.
I don’t think I can.
Ｎｏｔｅ：这一组然是个习惯问题，在语法上称为否定前置，这就是汉语里面说“我想我不会”的时候，英语里面总是说“我不认为我会”。以后您在说类似的英语句子的时候，只要您留心，也会习惯英语的说法的，
8. 我的舞也跳得不好。I don’t dance well too.
I am not a very good dancer either.
Ｎｏｔｅ：当我们说不擅长做什么事情的时候，英语里面通常用not good at something，英语的思维甚至直接踊跃到：我不是一个好的舞者。
9. 现在几点钟了？What time is it now?
What time is it, please?
Ｎｏｔｅ：What time is it now这是一个直接从汉语翻译过的句子，讲英语的时候没有必要说now,因为您不可能问what
time was it
yesterday, 或者what time is it tommorow?所以符合英语习惯的说法是：请问现在几点了？还有一种说法是：How
are we doing for time?这句话在有时间限制的时候特别合适
10. 我的英语很糟糕。My English is poor.
I am not 100% fluent, but at least I am improving.
Ｎｏｔｅ：有人开玩笑说，全中国人最擅长的一句英文是：My English is poor.实话说，我从来没有遇到一个美国人对我说：My
Chinese is
poor. 无论他们的汉语是好是坏，他们会说: I am still having a few problem, but I getting
better.
当您告诉外国人，您的英语很poor，so what(那又怎么样呢)，是要让别人当场施舍给我们一些英语呢，还是说我的英语不好，咱们不谈了吧。
另外一个更大的弊端是，一边不停的学英语，一边不停地说自己的英语很poor,这正像有个人一边给车胎充气，又一边在车胎上扎孔放气。
我坚信，先不谈别的，如果您现在就苦下功夫，把这本薄薄的《英语５４３２１》吃通吃透，您的英语水平立即就会迅速的提高。所以您再也不用说：我的英语很poor.
您可以实事求事地说，我的英语还不算十分流利，但至少我在进步。
11. 你愿意参加我们的晚会吗？Would you like to join our party on Friday?
Would you like to come to our party on Friday night?
Ｎｏｔｅ：join往往是指参加俱乐部或者协会，如：join a health club; join the Communist
Party.事实上，常常与party搭配的动词的come 或者go。如go a wild party，或者come to a Christmas
Party。
12. 我没有经验。I have no experience.
I don’t know much about that.
Ｎｏｔｅ：I have no experience这句话听起来古里古怪，因为您只需要说：那方面我懂得不多，或者这方面我不在行，就行了。I
am not
really an expert in this area.
13. 我没有男朋友。I have no boyfriend.
I don’t have a boyfriend.
14. 他的身体很健康。His body is healthy.
He is in good health. You can also say: He’s healthy.
15. 价钱很昂贵/便宜。The price is too expensive/cheap.
The price is too high/ rather low.
16. 我们下了车。We got off the car.
We got out of the car.
17. 车速快了。The speed of the car is fast.
The car is speeding. Or “The car is going too fast.”
18. 这个春节你回家吗？
Will you be going back home for the Spring Festival?
是的，我回去。Of course! （这一句是错的）
当然。Sure. / Certainly.（这种说法是正确的）
以英语为母语的人使用of course的频率要比中国的学生低得多，只有在回答一些众所周知的问题时才说of course。因为of
course后面隐含的一句话是“当然我知道啦！难道我是一个傻瓜吗？”因此，of course带有挑衅的意味。在交谈时，用sure或certainly效果会好得多。同时，of
course not也具挑衅的意味。正常情况下语气温和的说法是certainly not.
19. 我觉得右手很疼。I feel very painful in my right hand.
My right hand is very painful. Or “ My right hand hurts(aches).”
20. 他看到她很惊讶。He looked at her and felt surprised.
He looked at her in surprise.
21. 我读过你的小说但是没料到你这么年轻。I have read your novels but I didn't think
you could be so young.
After having read your novel, I expected that you would be older.
22. 她脸红了，让我看穿了她的心思。
Her red face made me see through her mind.
Correct: Her red face told me what she was thinking.
23. 看到这幅画让我想到了我的童年时代。
The sight of these pictures made me remember my own childhood.
Correct: Seeing these pictures reminded me of my own childhood.
24. 别理她。Don't pay attention to her.
Leave her alone.
25. 我在大学里学到了许多知识。
I get a lot of knowledge in the university.
I learned a lot in university.
26. 黄山正在读书。
Samuel is reading a book.
Samuel is reading.
27. exciting / excited。
28. 我遇到了很多困难。
I am having many difficulties.
I am having a few problems / lots of problems.
29. 请快点走，否则我们会迟到的。
Please hurry to walk or we'll be late.
Please hurry up or we'll be late.
30. 她由嫉妒转向失望。
She was so jealous that she became desperate.
Jealousy drove her to despair.
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。
(31)
A: Is this your first visit to our showroom.
B: Yes ,it is .
A: Can I show you around.
B: That would be nice of you .
A:您是第一次到我们展示室来的吧。
B:是的。
A:我来带你四处看看好吗？
B:那太好了！
(32)
A: Be sure to call me if you need anything .
B: Where are your smaller computers?
A: Over there, near the back.
B: Thanks . I see them now .
A:如有什么需要，请叫我
B:你们的小型电脑在那里？
A:就在那边，靠后头的地方。
B:谢了，我现在看到了。
(33)
A: This is our latest product .
B: When is it going to be on the market?
A: It will be out next month .
B: Could I have this sample free of charge?
A:这是我们的最新产品。
B:什么时候上市啊
A:下个月即可推出。
B:这样品可以免费送我吗？
(34)
A: I’d like to take these catalogs with me .
B: Sure . go right ahead .
A: And I want these price lists as well.
B: Please take whatever you like .
A:这些目录我想带走。
B:好啊，请便。
A:还有这些价目表我也要。
B:请随意拿取吧。
(35)
A: How is the product selling ?
B: It’s selling well .
A: What are the selling points of your product ?B: Compared with
competing products , ours is smaller and lighter.
A:这产品卖得怎么样？
B:卖得很好啊！
A:你们的销售重点是什么呢？
B:比起其它竞争产品，我们的比较轻巧。
(36)
A: I ’m not sure how this works.
B: Would you like me to demonstrate it for you?
A: Can you ?
B: Sure .no problem at all.
A:我不懂这是如何操作的。
B:要不要我来为你示范一下？
A:可以吗？
B:当然，没问题。
(37)
A: Anything particular you’re interested in ?
B: I’m very much interested in your personal computers.
A: Well, this is our latest catalog.
B: We’ll order after we see the sample.
A:有什么你特别感兴趣的吗？
B:我对你们的个人电脑深感兴趣。
A:嗯，这是我们的最新的目录。
B:我们要看过样品才会下订单。
(38)
A: We’re having a special showing next week in our showroom.
B: What do you mean by special?
A: It will be by special invitation only.
B: Please make sure I get an invitation.
A:下周我们的展示室将有一个特别的展示会，
B:怎么特别呢。
A:我们只邀请特别的客户
B:请记住寄张请帖给我哦。
(39)
A: We hope you enjoyed the visit to the showroom.
B: Yes ,it helped me out a lot.
A: Would you be kind enough to sign our visitors’ book ?
B: I’d be happy to .
A:希望你还喜欢我们的展示室
B:嗯，收获不少，
A:请在来宾簿上签名好吗？
B:很乐意。
(40)
A: We have this item in three price levels .
B: We need the best possible quality.
A: That means the A-24.
B: I see ,that’s what we will order.
A:此一品目，我们分三种等级的价格。
B:我们要尽可能最好的品质。
A:那就是A-24了。
B:哦，我们要订的就是那种。 定单篇
(91)
A: Are you ready to place your order now ?
B: The order will be mailed to you next week .
A: Is it going to the head office ?
B: No, I think it is going to be mailed to your local branch .
A:你们准备好下订单了吗？
B:下星期就寄给你们。
A:寄到总公司？
B:不，寄到分社。
(92)
A: Thank you very much for the order .
B: We appreciate your fast service .
A: We do the best we can .
B: We’ll be calling you again next month .
A:谢谢你的订货。
B:麻烦你会尽力处理，谢谢。
A:我们会尽力而为。
B:下个月我们会再打电话给你。
(93)
A: We haven’t received your order yet.
B: It was mailed last week .
A: I’ll check the office one more time .
B: And I’ll see if there was any mistake on our end .
A:您的订单我们还没收到。
B:上个礼拜我们还没收到。
A:我再跟公司查一下。
B:我这边也会看看是否有什么差错。
(94)
A: We need to make a change on our last order .
B: What was the order number?
A: It was j-223,just double the second item .
B: Sure ,I’ll be glad to take care of it for you .
A:上回的订单我们需要更改。
B:订单号码多少？
A:j223。第二项的订量要加倍。
B:好的，没问题，乐于为你服务。
(95)
A: I’m here to see the purchasing agent .
B: He’s not in his office at the moment.
A: May I wait ?
B: Yes ,he should return soon .
A:我是来拜访采购经理的。
B:他现在不在办公室里，
A:我等他一下没关系吧？
B:请，他应该很快就会回来。
(96)
A: I’m the purchasing agent here .
B: I’d like to give you one of our new catalogs .
A: I’ll put it in my files .
B: Thank you very much ,
A:我是这里负责采购的
B:我们有新目录想给你
A:我会将它归档。
B:非常谢谢你。
(97)
A: Do you usually buy in large quantities ?
B: Our standard order is 500cases at a time .
A: We can handle an order that size very easily.
B: We’ll let you know the next time we need to place an order .
A:你们的订购量通常都很大吗？
B:我们的标准订量是一次500箱。
A:这种量我们做起来很容易。
B:下次需要订购时我们会通知你。
(98)
A: If I place an order now ,when would you be able to ship it ?
B: That all depends on the size of the order .
A: It will be about the same as it was last time .
B: We should be able to get that off to you right away.
A:如果现在下单子，什么时候可以出货？
B:这要订购量的多寡。
A:大概和上回的订量一样。
B:这样的话，我们马上就可以出货
(99)
A: This is last order we will be placing for a while .
B: Oh? Is there some trouble ?
A: No , we’re just getting a lot of material stock piled .
B: Let me know when you are ready to order again.
A:这是最后一次下订单，我们暂时不再订货了。
B:哦，有什么问题吗？
A:没什么问题，只库存材料太多了。
B:那么需要再订货时，请与我联系。
(100)
A: Do you have anything like this in your stock ?
B: May I see it a moment ?
A: Yes , here you go.
B: Yes ,we can supply this for you .
A:你们库存中有象这样的东西吗？
B:我看一下好吗？
A:喏，就是这个。
B:嗯，这个有。
(101)
A: We want to order some of these .
B: This is a standard size .
A: Can you supply us right away?
B: Yes ,we have plenty on hand right now .
A:我们想订些这种货。
B:这是标准尺寸。
A:能够立刻供货吗？
B:可以，我们目前有不少现货。
(102)
A: This is what we need .
B: I don’t think this is a standard size.
A: It’s not .it is a little oversized.
B: In that case ,we wouldn’t have it in stock .
A:我们要的就是这个。
B:我看这不是标准尺寸吧？
A:不是，它比标准的大了一点。
B:如果是这样，我们库存不会有。
(103)
A: Is this the part that you need ?
B: Yes ,that ’s right .
A: How many do you need ?
B: We’ll take all that you can give us .
A:这是不是你所需要的零件？
B:是的，没错。
A:你需要多少？
B:你们有多少就买多少。
(104)
A: I understand you want to increase your order .
B: Yes ,we have to double it .
A: I’m not sure we have that much on hand .
B: Could you check it for me ,please?
A:我知道你想增加订购量。
B:是的，我们必需加倍。
A:我没把握现在的量有没有那么多。
B:请你查一下好吗？
(105)
A: I checked our supply of that material you asked for .
B: How does it look?
A: We’ve got plenty,
B: Good ,I’ll get an order to you right away .
A:我查过了库存中你要的那种材料。
B:怎么样？
A:我们有不少。
B:好极了，我立刻就下订单给你。
(106)
A: I just got an answer about the stock we have on hand .
B: Good news ,I hope .
A: Sure, we can handle your order .
B: Boy ,I’m really glad to hear that .
A:我刚刚接获通知我们现有库存量。
B:希望是好消息。
A:嗯，你的订单没问题。
B:哇，听了真叫人高兴。
(107)
A: How much did you want to increase your order .
B: We need three times as much as we originally ordered.
A: I’ll have to check to see if we can handle that .
B: Please do. We ’re desperate for the material .
A:你的订量要增加多少？
B:原来的三倍。
A:我得查查看我们是否付得了这么多。、
B:麻烦你了，我们非常需要这些材料。
(108)
A: We don’t have enough material on hand to take care of this .
B: When will you have more?
A: By the end of next month .
B: I’m not sure we can wait that long .
A:我们现在手边的存量不够你的订单。
B:什么时候你们会再进货呢？
A:下个月底。
B:恐怕等不了那么久了。
(109)
A: We’re going to be placing a large order soon .
B: This is a pretty hot item .
A: We’re really going to need it .
B: In that case ,I’ll have some set aside for you .
A:我们马上就会下一张大订单了。
B:这货十分抢手哩。
A:我们真的一定要定到。
B:既然这么说，我会为你留一些下来。
(110)
A: We’re out of one item on your order .
B: Do you have any suggestions.
A: We can give you a better one at thesame price .
B: Good . go ahead and do that .
A:你我订的货里有一项我们没有了，
B:你说怎么办？
A:我们可以给你更好的一种，价钱一样。
B:好啊，就这么办。
(111)
A: Can we substitute the j-123 for the j
113?
B: Is the price the same ?
A: Yes ,just the same .
B: That will be alright with us .
A:以J-123来替代J-113，可以吗？
B:价钱一样吗？
A:一样。
B:那就可以。
(112)
A: Our order specified "no substitutions".
B: We were out of the part you needed .
A: We just can’t use this one ,it won’t
work .
B: Is see ,we’ll have it picked up ,in
that case .
A:我们订单上特别裁明了“拒收替代品”。
B:你要的那种零件我们没有货了，
A:这种的我们就是不能用，行不通的。
B:哦，我明白了，这样子的话，我们就把它挑出来。
(113)
A: We’re having a lot of trouble filling this order .
B: What seems to be the problem.
A: We’re out of a lot of the items.
B: Let’s see what we can substitute .
A:我们这次供货很有问题。
B:什么样的问题呢？
A:有好几项都缺货了。
B:我们来想看看有没有什么可以代替的。
(114)
A: Is there any chance that we can substitute this for you ?
B: I’ll have to check with our engineers.
A: I’ll wait until I hear from you .
B: I’ll get back to you as soon as I can .
A:这个可不可能使用代替品呢？
B:我得请教工程师才行。
A:那么我就等你消息，
B:我会尽快给你回音。
(115)
A: I’m afraid the item you substituted
didn’t work .
B: Was it too big ?
A: Yes ,that’s right.
B: I see ,we’ll take another look at your specifications.
A:你这代替品恐怕不能用。
B:太大了吗？
A:就是啊。
B:哦，我们会再查一直你们的规格说明书。
B:不知道，我问问看。
(116)
A: We may have to back order three items
on this order .
B: That’s not so good .
A: Can we substitute in these things?
B: I don’t know . I’ll check.
A:这次订的货有三个项目必须要晚点才能交货。
B:这样不太好吧。
A:这几项可以用替代品吗？
(117)
A: We need these things right away .
B: We’re out of the red adapters.
A: If you have blue ones , send those .
B: Good ,we can do that right away .
A:这此东西我们马上就要。
B:红色的接头没货了。
A:如果有蓝色的，就送蓝色的来吧。
B:好的，立刻就办。
(118)
A: How’s the order coming along ?
B: We’re going to substitute a better item
for number 3 .
A: At the same price ?
B: Yes , of course .
A:我们订的货怎样呢？
B:我们将以品质较好的来代替三号产品。
A:价钱一样吗？
B:当然一样。
(119)
A: That about wraps it all up .
B: Yes ,I think so .
A: All we have to do is sign the contract .
B: We can do that at the meeting tomorrow .
A:一切差不多都结束了。
B:是啊。
A:剩下的只要签订个契约就行了。
B:我们明天开会时再签订吧。
(120)
A: Is the contract all right now ?
B: I think we need to discuss the fifth
clause .
A: Would you like to do that now ?
B: Now is as good a time as any.
A:契约现在这样可以了吧？
B:我想第5条需要讨论一下。
A:你要现在就讨论吗？
B:就现在好了。
(121)
A: We need to make some changes in this contract .
B: Can we do it right now?
A: No, I need to talk to the home office .
B: Fine .let’s get together again next week.
A:这份契约有几个地方需要修改。
B:现在来修改可以吗？
A:不，我得先跟总公司谈谈。
B:好吧，那就下周再聚会了。
(122)
A: We’ll have to get this contract typed as soon as possible .
B: My secretary can start on it right away .
A: I think all the changes are easy to see .
B: She won’t have any trouble,
A:我们得尽快把契约书打出来。
B:我的秘书现在就要可以打。
A:我想所有修改过的地方都很容易看出来吧
B:对她不会有什么困难的。
(123)
A: Are you ready to sign ?
B: I sure am.
A: Here’s a pen .
B: Thank you .
A:准备好可以签名了吗？
B:嗯，可以签了
A:这里有笔。
B:谢谢。
(124)
A: Where do you want me to sign ?
B: Right here.
A: How’s that?
B: That’s fine .
A:你要我签在哪里？
B:就在这儿。
A:这样子可以吧。
B:可以。
(125)
A: We can’t sign the contract yet .
B: Why not ?
A: There are some changes the still have to be made .
B: Just let us know when you are ready.
A:我们还不能在契约上签字。
B:为什么不能？
A:有些地方还得修订。
B:那么，准备好了就请通知我们。
(126)
A: This clause will have to be changed .
B: Just pencil in the changes and we’ll
retype it .
A: Can you read that .
B: Oh, sure .
A:这一条必须更改。
B:修改的地方请用铅笔，我们会重打。
A:看得清楚吗？
B:哦，没问题。
(127)
A: Who is going to sign the contract for
your side ?
B: The general manager .
A: Shall I make an appointment to see him?
B: Yes .some time next week would be good .
A:谁代表你们这一方签约？
B:我们总经理。
A:我是不是要约个时间跟他见见面？
B:好啊，就下个星期找个时间吧。
(128)
A: I’d like to look this over before I
sign it .
B: Of course .take your time .
A: It looks fine to me .
B: Just sign there on the bottom .
A:签约之前我想再看过一遍。
B:当然，你慢慢看吧。
A:看起来好像没什么问题。
B:那么，就请在下面这里签个名。
(129)
A: Here’s my signature .
B: And mine .
A: Let’s go out and celebrate .
B: I think we both need a drink .
A:我签好了。
B:我也是
A:我们到外面庆祝一下吧
B:我想大家都需要喝一杯。
(130)
A: Here’s your copy of the contract .
B: Good . I ’m glad we’re all done .
A: Yes, it’s nice to be finished .
B: You can say that again.
A:这是你的那一份契约。
B:太好啦，我真高兴一切都成了。
A:是啊，完成了真好。
B:说的是。
商务谈判中如何用英语回避明确地答复
289 2-15
I'm afraid I can't give you a definite reply now. 恐怕我现在无法给你一个明确的答复。
I can't make a decision right now. 我现在无法作出决定。
I just need some time to think it over. 我需要时间考虑考虑。
We are still a little unsure about the prospect, though. 不过，我们对于前景还是有点不能确定。
There are certain points that I'll have to consider very carefully.
有些问题我得慎重考虑。
That may well be so. I'm not sure. 很可能是这样的。我不敢确定。
It all depends. 这得看情况而定。
价格谈判表达种种
361 2-15
贸易谈判里价格通常都是谈判的重点。讨价还价是一种语言表达的艺术，更是心理上的战斗。在这片不见硝烟的战场上，怎样用文雅的“武器”来给自己这一方争取有利的价格？下面是一些价格谈判的英文表达，争取让您达到举一反三的效果哦！
Our price is reasonable compared with others in the international
market.
我们的价格和国际市场的价格相比还是合理的。
I'm afraid I don't agree with you there.
我不同意您的说法。
Your price is higher than those we got from elsewhere.
你们的价格比我们从别处得到的报价要高。
The Japanese quote is lower.
日本的报价就比较低。
You should take quality into consideration.
您必须要考虑到质量问题。
It would be very difficult for us to push any sales if we buy it
at this price.
如果按这个价格买进，我方实在难以推销。
It is difficult for us to sell the goods, as your price is so high.
你们的价格那么高，我们很难以这个价格销售。
Your price is 25% higher than that of last year.
你方的价格比去年高出了百分之二十五。
You may notice that the price for this commodity has gone up since
last year.
您知道自从去年开始这种商品的价格就上涨了。
You know, the price for this commodity has gone up a lot in the
last few months.
您知道，过去几个月这种商品的价格上涨得很多。
The price for this commodity is US$25 per pound in the international
market.
这种商品国际市场的价格是每磅二十五美元。
If your price is favorable, we can book an order right away.
如果你方价格优惠，我们可以马上订货。
We may reconsider our price if your order is big enough.
如果你方订货数量大，价格我们还可以考虑。
All these articles are our best selling lines.
这些产品都是我们的畅销货。
These patterns are relatively popular in the international market.
这些产品的花色目前在国际市场上比较流行。
商务谈判对话
1940 2-15
Dan Smith是一位美国的健身用品经销商，来向Robert Liu的公司采购货品。这是他们第一次交手。在短短几分钟的交谈中，双方都感到对方是久经沙场的老将。谈判就在拉锯中开始了。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 should be asking for more? (laughs)
D: (chuckles) 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. 商务谈判：价格拉锯战
[ 09-13 08:34 ]
Robert回公司呈报了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。就在这七上八下的价格翘翘板上，双方是否能找到彼此的平衡点呢？请看他们的过招经过：
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 trying 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（断然拒绝）.
D: Then you'll have to think of something better, Robert. 商务谈判：协定和约
[ 09-14 09:29 ]
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.
商务谈判：介绍销售能力
[ 09-15 09:14 ]
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。这种产品可广泛应用于医院、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 on the Medic-Disk were US$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. 商务谈判：先决条件
[ 09-18 09:08 ]
Robert说明公司在行销与技术上的基础后，终于取信了Mark，也为谈判迈开成功的第一步。在谈判佣金与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Robert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. 商务谈判：期限佣金
[ 09-19 09:27 ]
Botany Bay已允诺负担四成的行销费用，也同意每年给付维修费用。接下来，Robert打算就佣金与合约期限等关键性问题与Mark进行磋商。已经通过前三垒的Robert，此刻会安全奔向本垒，还是遭到被封杀的命运呢？请看：
M: We're interested in an agreement with Pacer, if we can agree
on the major issues.
R: That's great! How about hashing them out (详谈) now? We feel the
trial period should be for a minimum of two years.
M: If total sales are good after the first year, we can talk about
a long-term agreement.
R: We'd like to agree, but one year would be too early to judge.
We'd need two years to develop the market (开发市场). Anything less
doesn't interest us.
M: O.K. But any new agreement will depend on yearly sales. We'll
use a 45% increase as base.
R: As I said, we project that we can increase sales by 30% to 40%
the first year. 45% over two years is possible, but we'd want a
15% commission rate (佣金).
M: 15% on this products a little high. If we agree to a 35% sales
increase, could you come down to 12%?
R: I can't give you the thumbs up (同意) right now, but I think it
will be alright.
M: Good. As a final point, we must get a guarantee that you will
not sell for our competitor while you are our agent.
R: I see that would create a conflict of interest (利益冲突). We are
not interested in doing business with anyone but Botany Bay.
商业合作谈判实例
523 2-15
在一个商务宴会上，一家计算机制造商的代表Mark Davidson和一家大型IT企业的采购部经理 Vicki Carmichael在讨论一个商业建议。
Mark: Hello, Ms Carmichael. Please sit down. Would you like a cocktail?
你好，Carmichael女士。请坐。来杯鸡尾酒吗？
Vicki: A dry martini, please. You can call me Vanessa. May I call
you Mark?
我要一杯干马提尼酒，谢谢。你可以叫我Vanessa。我可以叫你 Mark吗？
Mark: Of course. Now, if you don't mind, Vanessa, I'd like to discuss
some business before dinner. As the executive summary in my proposal
shows, I think our new line of graphics workstations are exactly
what you need. In fact, they're less expensive and more powerful
than your stated requirements.
当然。Vanessa，如果你不介意的话，我想在宴会开始前和你讨论一下我们的合作事宜。就像我在建议书的大纲中所提到的那样，我们新的一系列制图工作站正是你们所需要的。事实上，它们比你们所要求的更便宜，更先进。
Vicki: No problem with that, Mark, but I question your objective
of using a new operating system. That means new software and retraining.
这个没有问题，Mark。但我对你在目标一栏中所说的使用一套新的操作系统不太理解。你所说的也就意味着我们需要使用新的软件和进行人员再培训。
Mark: Most of your existing software will work on the new system.
The new software takes full advantage of our hardware and operating
system combination, and will give your users the tools they need
to increase productivity.
你们现有的大多数软件都可以在我们的系统上使用。新的软件充分利用了我们的硬件和操作系统组合，可以为你们的用户提供提高工作效率所需的工具。
Vicki: I do like your proposed methodology of implementing in three
phases. That's important for easing the impact to our users. Now,
based on the assumption that they will need more power again in
a few years, I need lots of expansion capability. Our capital expenditures
on hardware and software have mushroomed over the last 5 years,
and my CEO wants me to rein in our costs.
我非常喜欢你提出的分三个阶段实行的方法。这对于减轻对我们用户的冲击很重要。根据你们的设想，用户在几年后会需要更有效的工具，所以我们需要拥有很大的扩展力。我们的软硬件资本开支在过去的五年中迅速增长，所以我们的CEO要求我们控制我们的开销。
Mark: You'll be able to upgrade at relatively low cost to cover
all your needs for the foreseeable future. Our hardware is very
reliable, and the service contract gives you 24-hour on-location
service for a full 3 years. Our growth impact studies show that
cash flow expenditures over a 5-year period should be 35% less than
other high-end workstations on the market.
用我们的产品，你们可以在将来以低成本进行升级，以满足你们的需求。我们的硬件非常可靠，而且，在三年内我们还提供24小时的上门服务。我们对经济增长影响的研究显示五年内的资金流动支出将是35%，低于市场上其他的高级终端工作站的花费。
Vicki: That's music to my ears, Mark. Looks like we can do business
together. Cheers!
听起来很不错，Mark。看来我们可以合作。干杯！
商务英语谈判论文必须的词汇
820 2-15
商务英语谈判论文必须的词汇如下：
1、出口方面的词汇
出口信贷 export credit
出口津贴 export subsidy
热点推荐：
经典爱情的26个字母 外贸英语：常用的货运单证
商务英语函电的20个常用句型 常见检验证书表述
商品倾销 dumping
外汇倾销 exchange dumping
优惠关税 special preferences
保税仓库 bonded warehouse
贸易顺差 favorable balance of trade
贸易逆差 unfavorable balance of trade
进口配额制 import quotas
自由贸易区 free trade zone
对外贸易值 value of foreign trade
国际贸易值 value of international trade
普遍优惠制 generalized system of preferences-GSP
最惠国待遇 most-favored nation treatment-MFNT
2、价格条件
价格术语trade term (price term)
运费freight
单价 price
码头费wharfage
总值 total value
卸货费landing charges
金额 amount
关税customs duty
净价 net price
印花税stamp duty
含佣篡price including commission
港口税port dues
回佣return commission .
装运港port of shipment
折扣discount, allowance
卸货港port of discharge
批发价 wholesale price
目的港port of destination
零售价 retail price
进口许口证import licence
现货价格spot price
出口许口证export licence
期货价格forward price
现行价格（时价）current price prevailing price
国际市场价格 world (International)Market price
离岸价（船上交货价）FOB-free on board
成本加运费价（离岸加运费价） C&F-cost and freight
到岸价（成本加运费、保险费价）CIF-cost,insurance and freight 3、交货条件
交货delivery
轮船steamship(缩写S.S)
装运、装船shipment
租船charter (the chartered ship)
交货时间 time of delivery
定程租船voyage charter
装运期限time of shipment
定期租船time charter
托运人（一般指出口商）shipper, consignor
收货人consignee
班轮regular shipping liner
驳船lighter
舱位shipping space
油轮tanker
报关clearance of goods
陆运收据cargo receipt
提货to take delivery of goods
空运提单airway bill
正本提单original B\\\\L
选择港（任意港）optional port
选港费optional charges
选港费由买方负担 optional charges to be borne by the Buyers 或 optional
charges for Buyers’ account
一月份装船 shipment during January 或 January shipment
一月底装船 shipment not later than Jan.31st.或shipment on or before
Jan.31st.
一/二月份装船 shipment during Jan./Feb.或 Jan./Feb. shipment
在......(时间)分两批装船 shipment during....in two lots
在......(时间)平均分两批装船 shipment during....in two equal lots
分三个月装运 in three monthly shipments
分三个月，每月平均装运 in three equal monthly shipments
立即装运 immediate shipments
即期装运 prompt shipments
收到信用证后30天内装运 shipments within 30 days after receipt of L/C
允许分批装船 partial shipment not allowed partial shipment not permitted
partial shipment not unacceptable 转 4、交易磋商、合同签订
订单 indent
订货；订购 book; booking
电复 cable reply
实盘 firm offer
递盘 bid; bidding
递实盘 bid firm
还盘 counter offer
发盘（发价） offer
发实盘 offer firm
询盘（询价） inquiry;enquiry
5、交易磋商、合同签订
订单 indent
订货；订购 book; booking
电复 cable reply
实盘 firm offer
递盘 bid; bidding
递实盘 bid firm
还盘 counter offer
发盘（发价） offer
发实盘 offer firm
询盘（询价） inquiry;enquiry
6、交易磋商、合同签订
指示性价格 price indication
速复 reply immediately
参考价 reference price
习惯做法 usual practice
交易磋商 business negotiation
不受约束 without engagement
业务洽谈 business discussion
限**复 subject to reply **
限* *复到 subject to reply reaching here **
有效期限 time of validity
有效至**: valid till **
购货合同 purchase contract
销售合同 sales contract
购货确认书 purchase confirmation
销售确认书 sales confirmation
一般交易条件 general terms and conditions
以未售出为准 subject to prior sale
需经卖方确认 subject to seller’s confirmation
需经我方最后确认 subject to our final confirmation 转
第一部 分基本词汇
询价makeaninquiry
报价quotation
报/发盘offer
底盘flooroffer
实/虚盘firm/non-firmoffer
开/收盘opening/closingprice
现/期货价spot/forwardprice
还盘counter-offer
回佣returncommission
到岸价C.I.F.（即Cost,InsuranceandFreight)
到岸加佣金价C.I.F.C.（即Cost,Insurance,FreightandCommission)
现货spotgoods
库存有限limitedstock
批发价wholesaleprice
零售价retailprice
净利润netprofit
定金downpayment
分期付款paymentbyinstallment
现金结算cashsettlement
信用证结算paymentbyletterofcredit(L/C)
股东shareholder;stockholder
我方onourpart
双赢战略win-winstrategy
中止合同terminatethecontract
提出索赔lodgeaclaim
要求赔偿损失claimforacompensationoftheloss/damage
贸易索赔businessclaim
补偿贸易compenstiontrade
第二部分词语扩展
商品交易会CommoditiesFair
经营范围line/scopeofbusiness
独家经销代理exclusivesellingagency
市场准入marketaccess
机床machinetools
汽车零部件autoparts
电子商务e-commerce;e-business
商务英语谈判的文化差异
949 2-15
商业全球化的步伐一天天加快，在这样的一个环境里，具有不同母语，代表不同文化群体的个人直接或间接地彼此交流。但在这些交流中，英语仍为最主要的商务交流语言，首先，以英语为母语的人口超过三个亿，以英语作为官方语言或官方语之一的国家的人口超过十五亿。英语在二十世纪是主导性的国际语言。而在二十一世纪，它仍将是主要的商务和科技用语，具有不同母语和文化背景的人，虽然使用英语交流，并不因能讲英语而消失，所以在商务英语谈判中，应注意合作对手的文化，是谈判与合作成败的一个关键所在。
西方人在与中国、日本等东亚的儒家文明圈的商人建立商务关系时，就非常注意研究东方人的文化，并用“高背景文化”这一述语来描述儒家文化。他们认为中国人的主要特点首先是谈话的不明确性，如中国人很不情愿在谈判中说“不”，担心“不”会对关系造成伤害。由于这种不明确和间接的交流风格，所以要先建立信任关系，增进内部的理解；其次是东亚的谈判才趋于一致和模仿，如果西方的商人在东亚采取了建立关系的某种姿态，那么对方也采取类似的姿态回应；这种关系的力量随着时间的推移而得到提升，达成满意的谈判结果的可能性就增大；再次，是时间观念，中国人的时间观念比西方长远得多，他们为长期关系奠定基础，一旦赢得信任，中国人会投桃报李。
迄今为止，背景不同的人给文化下了很多定义，但一般意义上，文化指知识、信仰、艺术、法律、论理、风俗、习惯等综合，这种综合给生活在特定环境中所决定的人的价值观念和心理素质。它具有约束力，影响着具有同样文化背景的人的行为。因而，理解文化对国际商务及谈判是重要的。文化的差异影响到谈判过程的各个方面，小到说话的艺术，大到决策过程，对其缺乏认识和了解，会使谈判复杂化，甚至会阻碍谈判。例如，美国人吃完手抓的食品后把手放在嘴里吮吸，中国人很不习惯；而中国人吃饭时，若不分餐美国人则难以下咽。
西方人，尤其是美国人与中国人，有较大的文化差异。依照谈判程序及其主要差异表现可分述如下：
寒暄方面，美国文化强调“人事分离”，感兴趣的是实质性问题。因此他们谈话涉及不相干的事情及了解对手的时间很少，短短的寒暄后即交流与工作相关的信息。美国人在谈判桌上也会谈及一些与生意无关话题，如天气、家庭、体育、政治等，但这样做更多的是出于友好和礼貌而已。另外，美国人幽默感强，只要有可能，就开玩笑，有时间不分场合。美国是个发达的资本主义国家，生活节奏比较快，特别珍惜时间，注重效率。时间上，早到或迟到都是不礼貌的。
交谈方面，强调“专时专用”时间表不是那么“宽松”，注重直率和讲实话。他们非常注重“基本方针”，既使对方提出的构想不错，可一旦不符合其“基本方针”，也会否决。再者是喜欢反驳，公开表示其反对意见。这可能是源于其法律制度以直接对立关系为基础使然，所以不易妥协。这种方式容易给人一种按自我意愿办事，以自我为中心的感觉，缺乏对人的宽容与理解，有时甚至给人以傲慢自大和粗鲁无理的感觉。这些是主要是因为美国人自信心强，感觉良好。原因在于，一是英语几乎是国际商务谈判的主要语言，对他们没有交流的障碍；二是美国为经济大国，美元又是主要的国际结算货币；三是因为美国是政治上的强国，所有这些，使美国人对自己的国家有自豪感和优越感，这种感觉也会在商务活动和谈判中显露出来。
在思维的方式上，美国人往往把复杂的谈判分解为一个个较小的问题，大任务由一系列小的任务堆积而成，比如提出价格、包装、交货等等问题，再依次解决。对他们来说，最后的协议就是这些小协议之和。他们较讲究实际，注重利益；但也不漫天要价。而形成鲜明对照的是中国式的思维，认为谈判是一种通盘考虑的方法，容易从综合性见解入手，所以中国是“先谈原则，后谈细节”，他们则是“先谈细节，避免谈论原则”。
在结论方面，美国人希望在谈判结束时，做出明确的结论，即交换契约书，他们认为一旦交换了契约书，一场谈判已经结束。美国文化强调客观平等，因此，往往依赖严密的合同来保障权力和规定义务，所以有关协议会显得细致而冗长。签订仪式也不铺张浪费，甚至通过邮寄签订，在合同签订后也较少后续交流，如信件、礼物、互访等。形成鲜明对比的是中国的模式，往往安排有仪式和庆宴，包含有丰富的文化和寓意。
中国作为历史悠久的古国之一，有很强烈的文化自豪感。但这种自豪感也衍生出负面的东西，如“面子”要让中国人做出让步，不要让他们丢失面子，甚至可以说，在“利益”和“面子”之间，中国人会不犹豫地选择“面子”。而美国文化则崇尚自我奋斗和个人主义，他们对表面的和仪式性的东西看得较淡，对实质的问题看重，毫无疑问，在语言的交流上，他们更喜欢坦率的对手。
中国的论理观念较重。“熟人”和“关系”有其特殊的内涵和意义，一旦关系得到确立，双方成了熟人或朋友，优惠和慷慨相助的局面就出现了，信任和包容的程度也就提高了，所以中国人有较多的口头约定。美国人却不是这样，他们不大注意培养双方的感情，而且力图把生意和友情分开。对问题的处理，惯用的是法律手段，律师出面解决问题是常见的，显得生硬而不灵活，我们应清醒地认识这一点。但一旦签署了合同，他们非常注重合同的法律性，合同的履行率较高。
中国的集体观念较强，强调的是集体的责任，所以谈判的模式基本上是集体出场，但拍板定案的是决定性的一人，甚至决定人根本未出场。这被文化学家称为“高距离权利文化”,在出现较复杂棘手的问题时，谈判人就难以决定；而西方这被文化学家称为“低距离权利文化”，表面上看是一两个人出场，谈判人相应的权限已经赋予，或是智囊用辅助其决策，因而在谈判中，谈判人个人的责任较重，也较高、较灵活。
在西方发达国家中，越来越多的人直接或间接地跨进谈判领域，英美国家的商务谈判人员达5%以上，而是谈判学正成为培养现代政治、经济、管理等人才的重要课程。卡洛斯的《谈判游戏规则》被誉为西方谈判理论的集大成者。他把谈判分为四大部分，了解其内容，对我们与西方人尤其是美国人谈判，大有益处。第一，始终强调触及实质问题时，人与问题一定要分开处理；第二，主张谈判的重点放在利益上，而不是会场上，因此要把握谈判时各方利益，尽量克服立场争执；第三，在决定如何实施方案以前，先构思各种可能选择，创造性地避免各方利益冲突，为谈判者提供解决问题的机会；第四，以客观标准而不是主观标准来判断、解决问题，逐步达成协议；客观标准应有较高的权威性，而不易受到阻碍。以上四点，除了决策性指导和技术性建议之外，也表现了美国文化的特点。
还要谈到语言问题，语言是谈判力量的一大源泉。绝大多数美国人只会讲英语。几乎在各种谈判中，无论大小，重要或是不重要，语言——包括口头语言和书面语言，都将成为是否达到谈判目的的决定因素。一般人在相同文化背景下讲话的内容尚有误差，可以想象，当一个人讲第二种语言时，误差肯定会更大，这是因为语言决定着文化，不同的语言有其独特的建构信息的方式。操双语者要在语言之间转换，在转换过程中，他们要调整自己的观念和思维过程，以适应所使用的语言。
所以跨文化谈判总面临着语言障碍，为了确保沟通的顺利进行，一般商务英语谈判要求使用翻译，一个好的翻译不但熟练运用两种语言，还应具备相应的专业技术知识。英语显然还成为全球性的沟通语言。国际商务工作者，尤其是翻译，应当具有较高的英语功底，同时对英语国家的文化，应有深厚的了解。
最后，在谈判前应设计一个谈判团队，需要有专业的技能、沟通的能力以及协作的能力，一般由商务谈判人员、技术谈判人员、财务谈判人员和法律谈判人员组成，负责确定谈判的地点、时间和议事日程，评估谈判对手和形势，确定谈判过程中需要核实的事实，选择最佳的方案和让步策略，知己知彼，知利知弊，双赢共存，才能各得其益。
商务英语谈判中外贸价格术语
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运费freight
单价 price
码头费wharfage
总值 total value
卸货费landing charges
金额 amount
关税customs duty
净价 net price
印花税stamp duty
含佣价price including commission
港口税portdues
回佣return commission
装运港portof shipment
折扣discount,allowance
卸货港port of discharge
批发价 wholesale price
目的港portof destination
零售价 retail price
进口许可证import licence
现货价格spot price
出口许可证export licence
期货价格forward price
现行价格（时价）current price
国际市场价格 world (International)Marketprice
离岸价（船上交货价）FOB-free on board
成本加运费价（离岸加运费价） C&F-cost and freight
到岸价（成本加运费、保险费价）CIF-cost,insurance and freight
Our price is reasonable as compared with that in the international
market.
我们的价格和国际市场的价格相比还是合理的。
I'm afraid I dont agree with you there.
我不同意您的说法。
Your price is higher than those we got from elsewhere.
你们的价格比我们从别处得到的报价要高。
The Japanese quotation is lower.
日本的报价就比较低。 中国石材网-外贸助手-stonebuy.com
You should take quality into consideration.
您必须要考虑到质量问题。?
It would be very difficult for us to push any sales if we buy
it at this price.
如果按这个价格买进，我方实在难以推销。
Your price is 25% higher than that of last year.
你方的价格比去年高出了百分之二十五（25%）。
You may notice that the price for this commodity has gone up since
last year.
您知道从去年以来这种商品的价格上涨了。
You know, the price for this commodity has gone up a lot in the
last few months.
您知道，几个月来这种商品的价格上涨得很多。
The price for this commodity is US$25 per pound in the international
market.
这种商品国际市场的价格是每磅二十五（25）美元。?
If your price is favorable, we can book an order right away.
如果对方价格优惠，我们可以马上订货。
We may reconsider our price if your order is big enough.
如果你方订货数量大，价格我们还可以考虑。
All these articles are our best selling lines.
这些产品都是我们的畅销货。中国石材网-外贸助手-stonebuy.com
These patterns are relatively popular in the international market.
这些产品的花色是目前国际市场上比较流行的。
It is difficult for us to sell the goods, as your price is so
high.
你们的价格那么高，我们很难以这个价格销售。
商务英语谈判需要练就五大基本功夫
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商务英语谈判的基本功可以总结为：沉默、耐心、敏感、好奇、表现。
1、保持沉默
在紧张的谈判中，没有什么比长久的沉默更令人难以忍受。但是也没有什么比这更重要。另外我还提醒自己，无论气氛多么尴尬，也不要主动去打破沉默。
2、耐心等待
时间的流逝往往能够使局面发生变化，这一点总是使人感到惊异。正因为如此，我常常在等待，等待别人冷静下来，等待问题自身得到解决，等待不理想的生意自然淘汰，等待灵感的来临…一个充满活力的经理总是习惯于果断地采取行动，但是很多时候，等待却是人们所能采取的最富建设性的措施。每当我怀疑这一点时，我就提醒自己有多少次成功来自关键时刻的耐心，而因缺乏耐心又导致了多少失败。
3、适度敏感
莱夫隆公司的创始、已经去世的查尔斯·莱夫逊，多少年来一直是美国商业界人士茶余饭后的话题。数年前，广告代理爱德华·麦克卡贝正在努力争取莱夫隆的生意。他第一次去莱夫隆总公司去见莱夫逊，看到这位化妆品巨头富丽堂皇的办公室显得华而不实，并且给人一种压迫感。
麦克卡贝回忆道：“当莱夫隆走进这个房间时，我准备着听他来一通滔滔不绝的开场白”。可是莱夫隆说的第一句话却是：“你觉得这间办公室很难看，是吧？”麦克卡贝完全没有料到谈话会这样开始，不过总算咕咕哝哝地讲了几句什么我对室内装修有点有同看法之类的话。“我知道你觉得难看”，莱夫隆坚持道：“没关系，不过我要找一种人，他们能够理解，很多人会认为这间房子布置得很漂亮。”
4、随时观察
在办公室以外的场合随时了解别人。这是邀请“对手”或潜在客户出外就餐，打高尔夫、打网球等等活动的好处之一，人们在这些场合神经通常不再绷得那么紧，使得你更容易了解他们的想法。
5、亲自露面
没有什么比这更使人愉快，更能反映出你对别人的态度。这就象亲临医院看望生病的朋友，与仅仅寄去一张瓶问卡之间是有区别的。
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