商务英语谈判试题
美国人的饮食习惯-聘任合同
篇一：商务英语谈判考题
湖北三峡*************学院
2011年春季学期《商务英语谈判》试卷
适用班级__________________________
考试班级_______________ 姓名_____________
学号________________
1. case study
you
represent a shoe manufacturer. your latest product
is the so-called “self-heating”
boots. the
boots themselves control the temperature inside
automatically through
friction and rubbing of
your feet against the inner side shanghai,＄58 a
pair. now
an american businessman wants to
place an order for your shoes, but the price he
counter-offers is only＄48 a pair. now you are
negotiating.
questions:
a. what should you
learn before you begin to bargain with the
american buyer’s team?
b. do you really
believe ＄48 a pair is his minimum level? why?
第1页（共3页）
2. case study
the
subcontractor’s negotiators dutifully listed the
issues. when we reached point
forty-one we
simply said, “can we start with number one?” then
we went straight
into negotiation.
note
carefully the dynamics of the situation. the
subcontractor’s staff have just
broken
guideline three and were now negotiating forty-one
points that they are never
seen, planned and
prepared for before. what’s more, twenty-seven of
those points
ere figments of our imagination.
we simply made them up. we used them to create
room
to maneuver and to control the agenda.
the subcontractor won twenty-seven points and
we won on ly fourteen.
第2页（共3页）they had
clearly beaten us.
question:
how did the
negotiator maneuver and control the agenda?
第3页（共3页）篇二：商务英语谈判用语特点
学 年 论 文
题 目
学 生
指导教师
年 级 2006
专 业
系 别
学 院
商务英语谈判用语特点 级 英语教育 英语系 西语学院
term
paper
english department
harbin normal
uniersity
title: the feature of language used
in business negotiation
student:
tutor:
grade: grade 2006
major: english
education
department: english department
college: faculty of western languages and
literatures
the feature of language used
in business negotiation
abstract: this paper
aims at summarizing the features of language used
in business
negotiation. after a brief
introduction to the functions and classifications
of
languages, the paper respectively presents
the features of improper language and
effective language used in business
negotiation. since negotiation is quite a
practical activity, this paper sets forth a
lot of vivid example added to the
theoretical
demonstration.
key words: business negotiation
; language features
ⅰ. introduction
1.
language implication in business negotiation
the language used in business negotiation is
to detect, hint, induce and even threaten
the
counterparts as reactions to their words,
countenance, manners, body language
and
attitudes. it is the manifest of the negotiators’
ability of thinking and
intelligence in logic
way and that of convey of judgment, inference and
demonstration
to their counterparts or fellow
negotiators
2. language function in business
negotiation
the language used in business
negotiation functions a lot. a proper way of
speaking
involves clear statement, sufficient
demonstration and sensible consideration and
it can improve the chance to persuade the
opponent, reach mutual understanding,
coordinate the objectives and interests of
both parts and secure the success of
negotiation.
time
space
there
are large differences in spatial preferences
according to gender, age,
generation,
socioeconomic class, and context. these
differences vary by group, but
should be
considered in any exploration of space as a
variable in negotiations.
body language
body language can be telling as it can help one
determine the exact meaning of what
the other
side is saying and also can help you get your own
message across. likes
and dislikes, tensions,
and assessing an argument are shown by numerous
signs such
as blushing, contraction of facial
muscles, giggling, strained laughter or simply
silence. wherever a party negotiates, the
negotiator must watch and observe the other
party. people, when seated, lean forward if
they like what you are saying or are
interested in listening. they sit back with
crossed arms if they do not like the
message.
nervousness can manifest itself through nonverbal
behavior, and blinking
can be related to
feeling of guilt or fear.
iv. four dimensions
of culture
individualism-collectivism
in
individualistic cultures the focus of one’s
behavior can be unashamedly
self-
centered. the individual can make objections,
state his feelings and be openly
篇三：商务英语谈判实例
商務英語談判實例
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:
id like to get the ball rolling（开始）by talking
about prices.
r: shoot.（洗耳恭听）id be happy to
answer any questions you may have.
d: your
products are very good. but im a little worried
about the prices youre asking.
r: you think we
about be asking for more?(laughs)
d:
(chuckles莞尔) thats not exactly what i had in mind.
i know your research costs
are high, but what
id like is a 25% discount.
r: that seems to be
a little high, mr. smith. i dont 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 its hard to see how
you can place such large orders. how could you
turn
over（销磬）so many? (pause) wed 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.
商务谈判实例(二) (12月6日)
r
obert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 wont go down much.
d: just what are you proposing?
d: thats a
big change from 25! 10 is beyond my negotiating
limit. (pause) any other
ideas? r: i dont
think i can change it right now. why dont we talk
again tomorrow?
next day
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 cant
bring those numbers back to my office――theyll turn
it down flat
（打回票）.
d: then youll have to
think of something better, robert.
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
锦囊里又掏出什幺妙计了呢？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:
thats a lot to sell, with very low profit margins.
d: (smiles) o.k., 17% the first six
months, 14% for the second?!
r: good. lets
iron out（解决）the remaining details. when do you
want to take delivery
（取货）? d: wed 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 couldnt handle much larger
shipments.
r: fine. but id prefer the first
shipment to be 1000 units, the next 2000. the 31st
is quite soon ---- i cant guarantee 1500.
d: i can agree to that. well, if theres
nothing else, i think weve settled everything.
r: dan, this deal promises big returns（赚大钱）for
both sides. lets hope its the
beginning of a
long and prosperous relationship.
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. wed like to weigh the pros
and
cons（衡量得失）with you.
k: i hope so. and what
might be the basic questions you have?
k: no,
we dont, mr. liu. this is just oem.
r: i see.
then, the most important thing is the size of your
orders. well have to
invest a great deal of
money in the new production process.
r: at
u.s. $$1000 a piece, well make an average return of
just 4%. thats too great
a financial burden
for us.
k: ill check the number later, but
what do you propose?
human potential:
supplier 1: rebecca chairwoman
supplier 2:
taylor secretary
supplier 3: molly hr
supplier 4: lydia project manager
baylor
and sons:
customer 1: vienna chairwoman
customer 2: shirley secretary
customer 3:
daisy personal manager
customer 4: cynthia
market manager
(daisy, lydia, vienna, taylor,
molly, rebecca)
daisy：sorry to have kept you
waiting .you must be lydia, and i’m daisy .we’ve
spoken
on the phone .let me introduce for you,
this is vienna , and shirley, and cynthia.
lydia: morning, nice to meet you.
taylor:
no, thank you.
vienna: (drink the coffee)how
was your flight?
lydia: about one hour and a
half.
molly: that sounds„you nearly have no
time to have a breakfast.
lydia: er„a little,
on the flight.
vienna: terrible, i can’t stand
those food on flight.
rebecca: neither do i.
(laughing)
daisy: okay, ladies
.we’ve got a full agenda, so perhaps we had better
start now.
(vienna, rebecca, shirley, lydia,
cynthia)
lydia: it should take about five
minutes. please feel free to ask any questions,
while
i’m talking.
lydia: of course, could
we begin?
(almost everyone nod their heads.)
(lydia, molly, cynthia, daisy, rebecca)
vienna: if „i mean, if in level b, who will
deal with the training course and the
final
examination?
molly: that must use our own
professional in human resource. we have a rounded
system.
cynthia: sorry, i’d like to know how
long during the training courses, you see ,
it’s really an urgent project. and what we
need is different between every part.
molly:
lydia: fine. then i „
daisy: wait a
minute, please. i’m sorry to interrupt, i’d like
to know, won’ t
this be a first for you
„servicing contract overseas?
lydia: yes,
that’s right. but we do have similar clients in „
so, we don’t anticipate
any problems on that.
rebecca: what’s more, you need to establish a
design department with a manager and
four
designers. it’s easy to find more excellent
designer in italy, supervisors as
well. that’s
won’t be difficult.
lydia: or, you’d like to
talk more with our clients in„?
daisy: no, we
had already followed up your references. please go
on.
lydia: then can i go on and talk a little
bit about pricing?
daisy: fine, please go on.
(taylor, molly, vienna, shirley, cynthia)
lydia: if you look at page 10: the recruitment
fees will be given by rate of entrants’
annual
salary.
shirley：so we can’t be certain about
how much the recruitment fees?
lydia: it
depends which level of support you opt for.
shirley: can you explain that?
taylor: let
me explain more details. as you see, there are two
levels. level a is
paid by 5% of entrants’
annual salary. we will give professional training
and you
don’t pay anything extra.
shirley:
sure, and what about level b ?
taylor: level b
is paid by 4% of entrants’ annual salary, besides,
you should pay
another 200’000 dollars for
these massive training.
daisy: okay. what’s
the different between these two levels’ training?
molly: the same course, but level b has an
final examination, in order to make entrant
more agree with your standard.
vienna:
that’s interesting. can we go over the approval
process?
(rebecca, shirley, molly, vienna,
cynthia, taylor, daisy)
rebecca：so we’ll draw
up a schedule of projects, which we both feel need
to be carried
out over the following
month. these could be introducing
recruitment,training and„
shirley: sorry to
interrupt. but maybe we should rethink the
question of, molly, how
long can your
colleagues finish training courses and how they
finish training course.
molly: yes, that needs
to be clarified.
shirley: what if we put
something in the contract?
vienna: that be a
start, i worried about„is that whether the
entrants you provide
for us , can really reach
our standard . what you said sounds a bit too
risky. what’
s more, if your team will think
about that, ‘it’s just a single training course’,
how can you guarantee the quality of the
training courses?
rebecca: that won’t happen
absolutely , i promise. the entrants are as
excellent
as we can provide.
cynthia: we
all know that, taylor. but who’s going to
supervise all this? and as
you know, we need
different categories of people. as a result,
there must be
different training for different
people.
taylor: we have talked about taking on
one of your team to in charge of the whole
training. it won’t be too expensive if we do
that. and if that be possible, every
examination will send to all of you.
daisy: after all, that is the lack of
experience . i’m afraid your prices are a bit
high in level b. please don’t get me wrong. we
all know there can be a lot of room
for
manoeuvre with these contracts.
taylor: i
think i see what you’re getting at, daisy. can i
suggest a break? we should
talk this though a
bit more.
daisy: good idea, please use the
room next door and have some coffee.
(molly,
lydia, rebecca, vienna)
molly: we’ve discussed
this problem of supervision and training, and we
‘d like
to make a proposal.
vienna: great,
let’s hear it.
molly: firstly, we do
understand your concerns about the pricing system.
level a may
be not provide satisfying enough
entrants, and level b is too expensive. so, we
propose
a level of support between level a and
level b. that means, we can make recruitment
fair and select the number more than you need,
and then give them training courses„
that will
at a fixed price.
vienna: that sounds fine.
we’ll pay by rate of their annual salary, and
agree a annual
rate for essential support and
training work.
daisy: at risky