常用商务英语谈判对话精选
河北建材职业技术学院-炮兵指挥学院
常用商务英语谈判对话精选：01背景介绍
0
For Your
Information背景介绍
Chapter 1
Daily
Negotiations
I'm going to the park to play
baseball with the guys.
But you promised to
play chess with me this afternoon.
Yeah, but
that was .....(详细对话参见Disk 1-2)
Negotiations
aren't just for business; they lie at the heart of
all human interaciton. They
make it possible
for society to function. Unless you're a hermit
living in a cave, you
negotiate things every
day from the time you get up, until you go to bed.
At home, people
negotiate the restaurant they
go to, the movie they see, the TV program they
watch, who
showers first, and who goes to the
market. At work, we negotiate who uses the copy
machine first, and who watches the phone
during lunch.
谈判不只是为了做生意，它们根植于所有的人类的沟通活动中，使社会得
以运作。除非你是
一个住在洞穴里的隐士，否则你每天从早上起床到睡觉为止，都得谈判。在家中，人们
会为
了要去哪家餐厅、看哪部电影、哪个电视节目、谁先洗澡、该谁去超市买东西而商量、决议。
在工作上，我们得讨论谁先用复印机、谁该在午餐时间留下来接电话……
Our day is
one continuous negotiation, and it's likely none
of them involve money. We're
so used to
negotiating that we don't even think about it,
it's how we live peacefully
together. We learn
in childhood that things are a value for value
trade off.
我们每天的生活就是不断的商议，而这些商议都和金钱无关。我们太习惯和他人
商议，所以
这样的动机几乎成了我们的反射动作，商议、谈判正是人们得以和平相处的原因。我们在孩<
br>童时期就学到了每件事都是有价值的，都可以当作是谈判筹码。
To get what we
want, we have to trade what we have, and we take
that idea into
adulthood. It's great if things
stay like that your entire life. If all
negotiations were
performed with the honesty
kids use in the playground, there'd be no need for
this book.
But , sometimes they don't. Things
have been kicked up a few notches, and some
negotiators don't play book will tell you
what's going on, and how to handle it.
要得到自己想要
的东西，我们就必须拿自己拥有的东西去交换，而我们也把这种思想模式带
到了成人阶段。如果事情能够
一辈子都是这样该多好。如果谈判时，大家都秉持着孩提时代
玩耍时的诚实态度，这本书就没有存在的必
要。但是有时候，人们并不会诚实相待。事情改
观了，有些谈判人员并不会公平就事论事，而本书将会为
你解析情况，并给你一些应对的方
法。
There are no set
pattern negotiations in English that you follow.
It's determined by the
local customs and the
players involved. I've seen minor points take days
of hard talking ,
and once negotiated a three
hundred thousand dollar contract during a two-hour
lunch.
We spent five minutes on the deal, the
rest on other topics.
英语谈判并没有必须遵守的既定模式，全凭当地的规矩
和相关人员而定。我曾为一些小事情，
费尽唇舌谈判了好几天；但也有一次，只花了两个小时的午餐时间
，但谈成了总值三十万美
金的合约。真正在谈生意只花了5分钟，其他时间都在谈其他的事。
The following are examples of day-to-day
negotiations we perform without thinking. The
first shows Jack and Mary as children at play
working things out. In the second one, Jack
and Mary are a couple planning an evening out.
The third shows Jack and Mary as
coworkers
cooperating to keep things running smoothly.
下
面这几个对话，是我们不自觉中就会进行的日常生活谈判。第一个对话是孩提时代的杰克
和玛莉，他们正
想解决问题。第二个对话中，杰克和玛莉是一对情侣，他们在商量晚上要去
哪里。在第三个对话中，杰克
和玛莉是同事，他们讨论该如何在工作上配合得尽善尽美。
2012年常用商务英语谈判对话精选：02快速、简单的谈判
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Chapter
2
Sometimes It's Fast and Easy 快速、简单的谈判
……
Mike: Hello, come in, I've been waiting for
you.
May: Thank you, I'm not late, am I?
Mike: No,no,no,not at all. It's just that I
've been ……（对话内容详见Disk 1-6）
For Your
Information(背景介绍）
A fair and equitable deal
can be reached quickly, with a minimum of effort
on even the
most complex issues. It depends on
who the major players are, how motivated they feel
and whether lawyers play an active role. If
you think that's a little unfair to attorneys, you
might be right. However, most of the lawyers
I've worked with agree with me, off the
record, of course.
There are businessmen
and women out there who still do things the old-
fashioned way.
Their negotiating style in much
the same as it was when they were kids. They know
the
rules, that to get value, they have to
give value. All they want is a reasonable profit.
When
you run across a company like this, you
should go out of your way to keep them happy.
2012年常用商务英语谈判对话精选：03 公平交易
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Chapter 3
Playing Fair 公平交易
……
Hi,
Bill. It's Masha Black at MPPM Ltd. How are you?
Hello, Marsha, I haven't heard from you in a
long time. I'm great, and you?
……(对话详见Disk
1-10)
For Your Information(背景介绍)
I did my
best for my clients, but I never screwed a
contractor to gain my client an unfair
advantage, and that earned me a reputation for
being fair. It made it easier for me to do
business and get good deals for my clients. I
was more effective with less effort than the
other managers in the office. I got things
done faster and the company's board was able to
handle business more easily, especially when
it came to getting competitive bids.
Thankfully, there were a lot of businessmen
and women out there who were the same way
and
bidding out work was one of the easier parts of my
job. Being fair and easy to deal
with got me
the bids on time with a minimum of effort. Once a
bid was accepted, working
out the details was
friendly and quick.
When I asked for a bid,
the contractor knew I was serious and the work
would be done. I
wasn't just getting data for
a curious board that might not do the work for
another year or
I'm getting at is that no
matter how large the town where you do business
is, not
everyone in the town is in the same
business. The people in your field are competitors
and
they may not share trade secrets but they
do talk and from time to time you get to be the
topic of the day. It's a small town, and
everybody knows everybody else.
Remember
there's no such thing as a free lunch. Everything
has a price and somebody
pays for it. A free
estimate is't free. It's called free because you
don't have to pay for it but
it cost time and
materials for the vendor to prepare. They are part
of game and every
proposal doesn't get
accepted,but if a vendor has a choice of doing one
for someone who
only asks when he's serious or
someone who is only testing the waters for a sale
that's
still months down the road, and the job
will have to be bid for again, who gets priority?
If it's for information only, I tell them so.
Then,the vendor knows how much research he
needs and it will take him or her a tenth of
the time it takes to put a formal bid. After
you're
asked for a bid, stay in contact with
your contacts. If they lose the bid, you should
call
them and tell them the details
about why they lose it, so they know all their
work wasn't for
nothing.
2012年常用商务英语谈判对话精选：04诚实是上策
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Chapter 4
Honesty is the Best Policy 诚实是上策
……
Jack: Donna! How are you? It's good to hear
your voice.
Donna: Thank you, Jack, it's
always a pleasure doing business with you.
Jack: So how are things in the land of the
free and the home of brave?
……(对话详见 Disk 1-14)
For Your Information(背景介绍)
Having a
reputation for honesty is important in doing
business and following the advice
above will
go a long way, but that's not eveything.
I was
offered bribes, but never took them. Without
making an issue out of it, I thanked
them for
the offer, declined and rarely called them again.
I feel if a man needs bribes to
sell his
product, it can't be very good, and I don't want
to defend a poor product purchased
at my
recommendation. After a few months, the offers
stopped. Also, because I was
honest, I got
things from clients and suppliers the other
executives couldn't, or found
difficult.
Having a reputation for honesty helps.
2012年常用商务英语谈判对话精选：05谈判出现裂痕
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Dialog 3
The following dialog is based on the
above,using the same 's a break in
the dialog
where Jane sees the talks are she returns,she
tries walking
the dialog,the section prior to
the break remains r,this time
Jane has to work
with this company,so she can't walk has to find a
way to make
the deal work,so she tries the
stupid dialog below picks up after the break.
下面这个对话,以上面情况为背景，主角都一样。对话之中两人的谈判出现裂痕，珍觉得没
必要再谈下
去，打算一走子之。而在这段对话中，决裂前的部分都大同小异，不同的是，这
次珍一定
跟对方做生意，所以不能说走就走。为了想办法谈成交易，她试着装憨，以下对话
从上面的裂痕开始。
Bob:Well,it's the best I can do.
这是我能给你的最好的价格了。
If you want to sell me your
DVD players,you need to accept my we have a deal?
如果你想要把你们的DVD放影机卖给我们，你就得接受我的提议，可以成交了吗？
Jane:I'm afraid not,Bob.I really don't have
any more room to maneuver.
恐怕不行，鲍伯，我真的没办法再降了。
You're going to have to up the price some
more,a lot more.
你得将价格提高点，甚至要提高很多。
Bob:Jane,I told you,with business the way it
is,the Koreans dumping units in our
market,the
down economy, our decreased market share in the
last three quarters.
珍，我告诉过你，现在业界的状况是，韩国人倾销大量的
DVD放影机到市场上，经济又不
景气，我们的市场点有率已经下跌了三个季度。
We
can't compete if we pay your price.
付你们这个价码，我们就没有竞争力了。
Janb:Bob,you're
breaking my heart,but my hands are also tied.
鲍伯，你真是伤我的心。但是我也没办法啊。
My boss told me not
to sell these units for less than it costs to make
them.
老板有指示，售价不可以比造价低。
I can't go any
lower.
我真的不能降。
I already made two counter
offers to yours and you haven't budged.
我已经改了两次价，而你一点都不配合。
Now I'redemonstrated
I'm willing to work with you,and you can say is
我展现出我们的合作诚意，但你还是那句老话，叫我“接受你的价格”。
Bob:It's
good offer,the best we can do.
这条件很好，是我们所能提供的最好的价格
Jane:Look,this
is getting us nowhere.
我们这样是谈不出结果来的。
We've
been here for more than seven hours and we're no
closer to a deal than when we
started.
已经谈了7个小时，却一点进展都没有。
I suggest we call it a
day,and try again tomorrow.
我看今天就谈到这里吧，明天再继续。
That is if you think we have anything to talk
about tomorrow.
暂到此吧——我们明天还有事情要谈。
Bob:Maybe you're right.
也许你说的对。
Look,this isn't an official offer.
这并不是正式报价。
I'm not authorized to go any
higher,but during the evening I'll check with my
people and
see if we can sweeten our offer a
bit.
我没有权限可以再提高价格，但晚上我会和内部的人谈谈，看看能不能再提出更好的价格。
Like I said,this isn't official but maybe I
can come up a as much as twenty-five
cents
per unit.
就像我说的，这个报价不算正式，也许我可以再多给一点，大概平均提高25分钱。
Janb:Bob,you know I need something more like
two and a half dollars.
鲍伯，你也知道多个二块五才是我要的。
That's still way too low.
那（25分）还是太少。
Bob:I know,but don't forget that wasn't an
offer.
我知道，但别忘了，那不是报价。
I'm not authorized
to offer any more.
我没有权限，可以提供更好的价格。
I'm
just sort of thinking out loud that maybe my
people will allow me to come up that much.
我只是这么想而已，说不定公司的人可以让我提高价格。
Jane:When
you talk to them,I suggest you discuss some larger
numbers, and I'll call
Taiwan.
当你和他们讨论时，我希望你谈大一点的数字。我会打电话回台湾。
2012年常用商务英语谈判对话精选：06善意的谈判
Vocabulary 重要词汇
bargain in good faith善意的谈判
credible可信的,可靠的
puffing夸张不实的
tactic手段,策略
merit值得,好处
opponent对手
flat-footed笨拙的
peel消除
hesitate犹豫
dump倾倒
budge改变意见
trump
card王牌
bleak黯淡的
batch一批(货)
price
hike价格上扬
impact冲击
writing on the wall注定的事
halt停止
These things happen.这种事难免的.
0
quarter一季
demonstrate指示,示范
windfall意外的收获
blink动摇,眨眼
recite背诵,朗诵
2012年常用商务英语谈判对话精选：09准备谈判
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Chapter 9
Preparing for the Negotiation Session准备谈判
...
I'm sorry, Bill, but I can't help you.
US$$6.37 per unit delivered to your factory in
Taiwan is the best I can do.
For Your
Informaiton(背景介绍)
Negotiations requre
preparation. You have to do your homework. Both
sides need to know
all they can about the
other, just to know what to expect. The buyer
needs to know all he
can about the product,
what else is available, the properties it must
possess, the cost of
parts acquired from
subcontractors, and production costs. Basically,
he must know
everthing the manufacturer
knowns. The seller has to know who the buyer will
sell it to,
and the price range it has to meet
to be competitive.
If you're buying
components, check with your production staff for
special packaging,
manufacturing or assembly
changes the source can do cheaper than you. You
should
look for things that would reduce your
production cost more than it would increase
theirs.
Then, compute exactly how much that
would reduce your overhead on a per unit basis,
and the total projected savings for this
purchase.
There are two ways to introduce
these cost cutting steps. You can include them in
the bid
specification. This is clearly the
best way to go in most cases. If you know the
supplier is
difficult and something
unreasonable on price, it may be better to not
include them in the
contract. Don't put them
on the table at the start of negotiations. Use
them as bargaining
chips during the talks. For
example, let's say you've worked out the problems
and it's a
matter of price. You need a certain
price to make the deal work, but your supplier
refused
to come down a something you can
afford. This is where you put the bargaining chips
into
play.
If you know how much
these extras reduce your overhead, factor it into
the price and
increase your offer accordingly.
If you have discussed all this before you left
home, there's
nothing to figure at the table;
you know right where you stand. Of course, you
don't offer
the entire savings at the start,
but let the other side negotiate you to a higher
amount.
They'll feel like they've gained
something and who knows, maybe they'll accept your
first
price. Almost any trade off can be used
as a bargaining chip. A trade off is when one side
offers something valuable to the other side.
There are several frequently used types we'll
cover here, and this isn't a complete list.
2012年常用商务英语谈判对话精选：09准备谈判
0
Chapter 9
Preparing for the Negotiation Session准备谈判
...
I'm sorry, Bill, but I can't help you.
US$$6.37 per unit delivered to your factory in
Taiwan is the best I can do.
For Your
Informaiton(背景介绍)
Negotiations requre
preparation. You have to do your homework. Both
sides need to know
all they can about the
other, just to know what to expect. The buyer
needs to know all he
can about the product,
what else is available, the properties it must
possess, the cost of
parts acquired from
subcontractors, and production costs. Basically,
he must know
everthing the manufacturer
knowns. The seller has to know who the buyer will
sell it to,
and the price range it has to meet
to be competitive.
If you're buying
components, check with your production staff for
special packaging,
manufacturing or assembly
changes the source can do cheaper than you. You
should
look for things that would reduce your
production cost more than it would increase
theirs.
Then, compute exactly how much that
would reduce your overhead on a per unit basis,
and the total projected savings for this
purchase.
There are two ways to introduce
these cost cutting steps. You can include them in
the bid
specification. This is clearly the
best way to go in most cases. If you know the
supplier is
difficult and something
unreasonable on price, it may be better to not
include them in the
contract. Don't put them
on the table at the start of negotiations. Use
them as bargaining
chips during the talks. For
example, let's say you've worked out the problems
and it's a
matter of price. You need a certain
price to make the deal work, but your supplier
refused
to come down a something you can
afford. This is where you put the bargaining chips
into
play.
If you know how much
these extras reduce your overhead, factor it into
the price and
increase your offer accordingly.
If you have discussed all this before you left
home, there's
nothing to figure at the table;
you know right where you stand. Of course, you
don't offer
the entire savings at the start,
but let the other side negotiate you to a higher
amount.
They'll feel like they've gained
something and who knows, maybe they'll accept your
first
price. Almost any trade off can be used
as a bargaining chip. A trade off is when one side
offers something valuable to the other side.
There are several frequently used types we'll
cover here, and this isn't a complete list.
2012年常用商务英语谈判对话精选： 10谈判成员的筛选
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Negotiations Staff Who to Bring 谈判成员的筛选
Dialog 1 Disk 3-10
The first dialog shows
a well-prepared woman, Lilly, at a sales meeting
selling computer
sound cards. She's up against
a team, led by Hank representing the buyer. This
is the first
time these companies are dealing
with each other, so the buyer is going go try to
overwhelm Lilly to get a better deal. Lilly is
alone and all other charaters at the meeting
work for the potential buyer.
第一个对话中，莉莉是一个
准备周全的女性，她参加了电脑声卡的销售会议。她的谈判对象，
是以汉克为首的买方小组。这是两家公
司第一次做生意，因此买方想用一组成员来压制莉莉，
以得到更好的条件。莉莉单独出席这次会议，其他
与会人士都属于买方阵营。
Hank: All right, Lilly, we've
been getting a good product and excellent service
from our
regular supplier. Why should we buy
from you?
Lilly: Our sound cards are just as
good in fact, they're made by the same company
that
makes the unit you're using now. My
service is just as good, maybe better. Give me a
chance, and I'll prove it. I'll give you the
service like....
Hand: Service is the least of
our concerns. Because of the volume we deal in,
we've
always gotten the best service.
Lilly: I can do better. I can get you the same
sound card you're buying now for less than
50%
of your current price if you don't mind using the
manufacturer's brand name.
HanK: We can get
that from our old people as well. We prefer using
the well-known brand
name. Our customers like
it.
Lilly: Okay, I've got two answers for you.
First, I can give you the name brand for two or
three percent less than you're currently
paying.
Second, a recent market study
in the U.S. shows most end users don't care whose
sound
card you use so long as it works.
And these cards work. You know that. I sent
you five units for testing, and if they didn't
perform, I wouldn't be standing here.
Jane: Who did this study you just refered to,
and when?
Lilly: Just a minute, I have it
right now.
Lilly opens an indexed file, pulls
out a group of stapled papers and hands them to
the
person seated next to her.
These are
copies of the study. I have one for everyone. Take
one and pass on the rest
please.
As you
can see, it was done by a well-known professional
market research company.
If you have
questions, I'll do my best to answer them.
But
I recommend you go to the source and call the
people that did the study. Their name
and
contact person is on the last page.
Sam: Look!
We've got a winner right now. Why should we drop
them and go with you?
Lilly: Because I can
deliver you the service. Jimmy Lee at World
Components is a good
man, I know him well, but
he's gotten fat off of customers like you, and he
doesn't work as
hard as he used to.
Sam:
Why do you say that?
Lilly: We're in the same
business, buying from the same source, but my
prices are better.
A customer like you should
get the best price right off the bat. You
shouldn't have to call
him and ask what
happened here.
你们这样好的顾客值得最好的价格，甚至你根本不必打电话询问他市面上的情况。
Why
is my price better than him? He's not really
trying any more. If you give an order
today,
I'll deliver them at the price in my proposal, not
a cent more.
为什么我的条件比较好?因为他已失去冲劲了。如果你们今天向我下单，我
会照提出的价格
送货，绝对不多收一分钱。
2012年常用商务英语谈判对话精选：11
0
Dialog 2 Disk 3-11
This
dialog is a continuation of the first, except now
Lilly answers questions she can't look
up the
answers to.
这个对话是上一个的延续，唯一不同的是，莉莉被问到的问题，她并不打算回答。
Hank:
Well, Lilly, before we even think about making an
order, I have some more
questions for you.
Lilly: Fire away.
Hank: There's no doubt
you did your homework. If anything, you seem to
have done a little
too well.
Lilly: What
do you mean, Hank?
Hank: Where the heck did
you get all this data on us? Why do you know what
we're
paying to another supplier? Do we have a
leak in our company?
Lilly: I'm not prepared
to name my source, but I can assure you it wasn't
from anyone in
your company.
Hank: So you
have a source at World?
Lilly: That is a good
guess, but I'm not going to confirm or deny it.
I'm only going to say the
leak isn't here, in
your company.
Jane: I have a question. Why did
you know about this study when Jimmy didn't?
Lilly: I'm pretty sure Jimmy knew about it.
My guess is his commission is based on gross
sales and he makes more if you stay with
the
name brand.
我猜他的佣金是以大宗买卖为基准，如果你们继续使用这个品牌的话，他应该
可以抽比较多
的佣金。
But that's just a guess, I
really don't know the answer.
Hank: Very well
done, Lilly. Thank you for your time.
We have
some talking to do and we'll give you a call at
the hotel tonight or tommorrow
morning.
Lilly: Okay, I'll stay available if you have
any questions. You have my cell phone
2012年常用商务英语谈判对话精选12：重要词汇
0
Vocabulary 重要词汇
bang 大赚一笔
cram
填塞
believable 可信的
representative代表
intimidation威胁；不安
steamroller强硬手段
indexed编目好的
stapled钉好的
commission佣金
hostile有敌意的
antagonistic敌对的
stand
one's ground坚守立场
delay延迟
eat out of one's
hand言听计从；赞赏崇拜
2012年常用商务英语谈判对话精选：13
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Friendly Helpful Lawyers 友善助人的律师
Dialog
Disk 3-13
There are ways to keep an attorney
under control and things running smoothly. I think
the
best way to demonstrate this is through a
dialog showing a negotiation session with an
attorney. In this dialog, Tom is the head of
sales and responsible for building the team.
Pam is the attorney and they're discussing
what Tom wants from Pam at the meeting.
有一些办法可
以掌握律师的工作，让事情进展得顺利一点。我认为只有从对话中，才可以让
你清楚地了解到和律师谈话
的情况。在这个对话中，汤姆是销售经理，负责带领这个销售团
队。潘是律师，他们正在讨论，在会议中
汤姆需要潘如何协助。
Tom: Hi, Pam. Thanks for coming.
Pam: Hi, Tom. It's good to see you again.
Tom: Have a seat and let's get right to
it.
Pam: Okay, shoot!
Tom: I've never used
you before on a negotiation and we need to set up
the ground rules.
Stop me if you have a
problem.
Pam: All right.
Tom: First of
all, no interruptions.
If you see a problem
and it can't wait, whisper it to me, or hand me a
note.
如果你发现有问题，没办法等，你可以悄悄告诉我或传纸条给我。
Otherwise, wait until we're on break or after
the session.
Pam: I suppose, if that's the way
you want it, but why?
Tom:There shouldn't be
anything complicated airing the negotiations, and
I want to avoid
complications if it's at all
possible.
谈判时，不可以有任何复杂情况出现，所以我想尽可能避免这种事发生。
Pam: Sure, I can live with that. Anything
else?
Tom: Not really, just that all your
comments should come to me before anyone else.
I get the final say on whether it gets into
the meeting.
Pam: If you squash something I
see as important, I'm going to inform your boss in
writing.
如果你把我认为重要的事情剔除，我会书面秉告你的老板。
Tom:
No problem, just be sure to cc me.
Vocabulary
重要词汇
mortal 平凡人
prolonged 长期的
doomed
注定的
law firm 律师事务所
pay through the nose
付了过高的价钱
interruption 打断，打岔
airing 搅乱风声
complication 复杂
comment 评论；意见
squash 压碎
cc 附档给……
2012年常用商务英语谈判对话精选：14
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Chapter 14
Alter the Time Frame改变时间日程
...
Mel:
Your provisions in the scope of work section are
very restrictive. They don't give me
much room
to work.
Bill: That's why they're there. My
client wants to hold ......
....(详细对话见 Disk
3-2)
For Your Information(背景介绍)
A sixth
bargaining chip could be made by altering the
job's time frame. A common
problem with
roofers, asphalt workers or any contractor that
travels to work site is they
make promises to
start by a certain date and do, but then disappear
for anywhere from a
day to two weeks.
Presumably they return to the job they abandoned
to start yours on
time, or perhaps to start
another job on time as per that agreement.
If
you want to avoid it, write penalties into the
contract, it works. In most cases, simply
having those restrictions prevents the problem
so this generally won't be an issue, but it
could be.
http: