以下是小编整理的英文商务谈判口语范文（共含17篇），欢迎阅读分享，希望对大家有帮助。同时，但愿您也能像本文投稿人“温柔的芒果”一样，积极向本站投稿分享好文章。
1 i’ve come to make sure that your stay in beijing is a pleasant one.
我特地为你们安排使你们在北京的逗留愉快。
2 you’re going out of your way for us, i believe.
我相信这是对我们的特殊照顾了。
3 it’s just the matter of the schedule,that is,if it is convenient for you right now.
如果你们感到方便的话，我想现在讨论一下日程安排的问题。
4 i think we can draw up a tentative plan now.
我认为现在可以先草拟一具临时方案。
5 if he wants to make any changes,minor alternations can be made then.
如果他有什么意见的话，我们还可以对计划稍加修改。
6 is there any way of ensuring we’ll have enough time for our talks?
我们是否能保证有充足的时间来谈判?
7 so our evenings will be quite full then?
那么我们的活动在晚上也安排满了吗?
15 but wouldn’t you like to spend an extra day or two here?
你们不愿意在北京多待一天吗?
16 i’m afraid that won’t be possible,much as we’d like to.
尽管我们很想这样做，但恐怕不行了。
17 we’ve got to report back to the head office.
我们还要回去向总部汇报情况呢。
18 thank you for you cooperation.
谢谢你们的合作。
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19 we’ve arranged our schedule without any trouble.
我们已经很顺利地把活动日程安排好了。
20 here is a copy of itinerary we have worked out for you and your friends.would you please have a look at it?
这是我们为你和你的朋友拟定的活动日程安排。请过目一下，好吗?
21 if you have any questions on the details， feel free to ask.
如果对某些细节有意见的话，请提出来。
22 i can see you have put a lot of time into it.
我相信你在制定这个计划上一定花了不少精力吧。
23 we really wish you’ll have a pleasant stay here.
我们真诚地希望你们在这里过得愉快。
24 i wonder if it is possible to arrange shopping for us.
我想能否在我们访问结束时为我们安排一点时间购物。
25 welcome to our factory.
欢迎到我们工厂来。
26 i’ve been looking forward to visiting your factory.
我一直都盼望着参观贵厂。
27 you’ll know our products better after this visit.
参观后您会对我们的产品有更深的了解。
28 maybe we could start with the designing department.
也许我们可以先参观一下设计部门。
29 then we could look at the production line.
然后我们再去看看生产线。
30 these drawings on the wall are process sheets.
墙上的图表是工艺流程表。
31 they describe how each process goes on to the next.
表述着每道工艺间的衔接情况。
32 we are running on two shifts.
我们实行的工作是两班倒。
33 almost every process is computerized.
几乎每一道工艺都是由电脑控制的。
34 the efficiency is greatly raised,and the intensity of labor is decreased.
工作效率大大地提高了，而劳动强度却降低了。
35 all produets have to go through five checks in the whole process.
所有产品在整个生产过程中得通过五道质量检查关。
36 we believe that the quality is the soul of an enterprise.
我们认为质量是一个企业的灵魂。
37 therefore,we always put quality as the first consideration.
因而，我们总是把质量放在第一位来考虑。
38 quality is even more important than quantity.
质量比数量更为重要。
39 i hope my visit does not cause you too much trouble.
我希望这次来参观没有给你们增添太多的麻烦。
40 do we have to wear the helmets?
我们得戴上防护帽吗?
41 is the production line fully automatic?
生产线是全自动的吗?
42 what kind of quality control do you have?
你们用什么办法来控制质量呢?
43 all products have to pass strict inspection before they go out.
所有产品出厂前必须要经过严格检查。
44 what’s your general impression,may i ask?
不知您对我们厂总的印象如何?
45 i’m impressed by your approach to business.
你们经营业务的方法给我留下了很深的印象。
46 the product gives you an edge over your competitors,i guess.
我认为你们的产品可以使你们胜过竞争对手。
47 no one can match us so far as quality is concerned.
就质量而言，没有任何厂家能和我们相比。
48 i think we may be able to work together in the future.
我想也许将来我们可以合作。
49 we are thinking of expanding into the chinese market.
我们想把生意扩大到中国市场。
50 the purpose of my coming here is to inquire about possibilities of establishing trade relations with your company.
我此行的目的正是想探询与贵公司建立贸易关系的可能性。
51 we would be glad to start business with you.
我们很高兴能与贵公司建立贸易往来。
52 i’d appreciate your kind consideration in the coming negotiation.
洽谈中请你们多加关照。
53 we are happy to be of help.
我们十分乐意帮助。
54 i can assure you of our close cooperation.
我保证通力合作。
55 would it be possible for me to have a closer look at your samples?
可以让我参观一下你们的产品陈列室吗?
56 it will take me several hours if i really look at everything.
如果全部参观的话，那得需要好几个小时。
57 you may be interested in only some of the items.
你也许对某些产品感兴趣。
58 i can just have a glance at the rest.
剩下的部分我粗略地看一下就可以了。
59 they’ve met with great favor home and abroad.
这些产品在国内外很受欢迎。
60 all these articles are best selling lines.
所有这些产品都是我们的畅销货。
61 your desire coincides with ours.
我们双方的愿望都是一致的。
62 no wonder you’re so experienced.
怪不得你这么有经验。
63 textile business has become more and more difficult since the competition grew.
随着竞争的加剧，纺织品贸易越来越难做了。
64 could i have your latest catalogues or something that tells me about your company?
可以给我一些贵公司最近的商品价格目录表或者一些有关说明资料吗?
65 at what time can we work out a deal?
我们什么时候洽谈生意?
66 i hope to conclude some business with you.
我希望能与贵公司建立贸易关系。
67 we also hope to expand our business with you.
我们也希望与贵公司扩大贸易往来。
68 this is our common desire.
这是我们的共同愿望。
69 i think you probably know china has adopted a flexible policy in her foreign trade.
我想你也许已经了解到中国在对外贸易中采取了灵活的政策。
70 i’ve read about it,but i’d like to know more about it.
我已经知道了一点儿，但我还想多了解一些。
商谈价格是买卖之间很重要的一环。商品的价值往往同商品的本质关系密切。当要强调出口商品的品质以使交易达到理想的价格时，我们可以说：This one is very good for 10 US dollars.(这东西绝对值10美元。)或These are slightly higher in price, but their superior quality makes them more valuable than the less expensive ones.(这些货价稍微高了一点，但其优异的品质，使它们比那些便宜的货，更有价值。)
在谈到商品价格便宜时，买方切忌使用cheap这个词，因为在西方人看来，它意味着商品是由廉价劳工(cheap labor)制造出来的廉价商品。应尽量使用reasonable这个形容词。如：The price is quite reasonable.(这价格相当合理。)
讨价还价的结果是双方做出的让步。在最后让步时可说：“The best compromise we can make is …”(我们能做出的最大让步是…)或者”This is the lowest possible price.”(这已是最低价格。)，然后坚定不移，否则，如果让步太过分，就可能造成卖方的损失。
1.Let’s get down to business, shall we?
让我们开始谈生意好吗?
2.I’d like to tell you what I think about that.
我想告诉你我的一些想法。
3.Are those prices FOB or CIF?
这些价格是船上交货价还是运费及保险费在内价?
4.Are these prices wholesale or retail?
这些价格是批发价还是零售价?
5.That’s too high.
价钱太高了。
6.Oh, no, this is the lowest price.
噢，不，这是最低价。
7.Let us have your rock-bottom price.
我们给你低价。
8.What’s the price range?
价格范围是多少?
9.They start at one hundred and fifty yuan and go up to two hundred yuan.
它们以150元起价，至多到200元。
10.The price is quite reasonable.
这价格相当合理。
11.The price is unreasonable.
这价格高得不合理。
12.Can you make it a little cheaper?
=Can you come down a little?
=Can you reduce the price?
你能不能算便宜一点?
13.That sounds very impressive.
那似乎非常好。
14.That sounds reasonable.
那似乎非常好。
15.I’d like to hear your ideas on…
我想听听你关于……的看法。
16.You’re offering us this product at 1800 yuan per unit-is that right?
你提供我们的这种产品报价是每台1800元吗，对吗?
17.We’d appreciate it if you could sell it to us for 1350 yuan per unit.
如果你能以每台1350元的价格卖给我们，我们将不胜感激。
18.Taking the qulity into consideration, I think the price is reasonable.
考虑到产品质量，我认为价格是合理的。
19.There’s one problem to be mentioned.
有一个问题要提出来。
20.The price we quoted is quite good for your country.
我们报的价格相当适合贵国。
21.The price you quoted is a little stiff for exporting.
你报的价格对于出口而言，有点偏高。
22.Your price is 15% higher than that of last year.
你们的价格比去年的高15%。
23.I think you misunderstood me on this point.
在这一点上我想你是误会我了。
24.We’re in complete agreement.
我们完全同意。
25.I can’t make a decision at this time.
我无法现在做决定。
26. It’s not possible for us to make any sales at this price.
我们无法以这种价格销售。
27.380 yuan is about as low as we can go.
380元大约是我们能出的最低价格。
28.I’m afraid I can’t agree with you there.
恐怕我不能同意您出的价格。
29.Your price is higher than that of other companies.
你方的价格比其它公司的价格要高。
30. But considering the high quality, our price is very reasonable.
不过鉴于产品的优良质量，我们的价格是非常合理。
第一场：
Dora Smith是一位美国的健身用品经销商，此次是Nancy作为公司的采购部主管，第一回与他交手。就在短短几分钟的交谈中，Nancy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：
N: I'd like to get the ball rolling by talking about prices.
D: Shoot. I'd be happy to answer any questions you may have.
N: Your products are very good. But I'm a little worried about the prices you're asking.
D: You think we about be asking for more?
N: 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.
D: That seems to be a little high, Mr. Nancy. I don't know how we can make a profit with those numbers.
N: Well, if we promise future business - volume sales - that will slash your costs for making the Washing-machine, right?
D: Yes, but it's hard to see how you can place such large orders. How could you turn over so many? We'd need a guarantee of future business, not just a promise.
N: We said we wanted 1000 pieces over a six-month period. What if we place orders for twelve months, with a guarantee?
D: If you can guarantee that on paper, I think we can discuss this further.
N: Never mind!
(1)
A: I don’t believe we’ve met.
B: No, I don’t think we have.
A: My name is Chen Sung-lim.
B: How do you do? My name is Fred Smith.
A: 我们以前没有见过吧?
B：我想没有。
A：我叫陈松林。
B：您好，我是弗雷德•史蜜斯。
(2)
A: Here’s my name card.
B: And here’s mine.
A: It’s nice to finally meet you.
B: And I’m glad to meet you, too.
A: 这是我的名片。
B: 这是我的。
A: 很高兴终于与你见面了。
B: 我也很高兴见到你。
(3)
A: Is that the office manager over there?
B: Yes, it is,
A: I haven’t met him yet.
B: I’ll introduce him to you .
A:在那边的那位是经理吧?
B:是啊。
A:我还没见过他。
B:那么，我来介绍你认识。
(4)
A: Do you have a calling card ?
B: Yes , right here.
A: Here’s one of mine.
B: Thanks.
A:您有名片吗?
B:有的，就在这儿。
A:喏，这是我的。
B:谢谢。
(5)
A: Will you introduce me to the new purchasing agent?
B: Haven’t you met yet?
A: No, we haven’t.
B: I’ll be glad to do it.
A:请替我引介新来负责采购的人好吗?
B:你们还没见面吗?
A:嗯，没有。
B:我乐意为你们介绍。
(6)
A: I’ll call you next week.
B: Do you know my number?
A: No, I don’t.
B: It’s right here on my card.
A:我下个星期会打电话给你。
B:你知道我的号码吗?
A:不知道。
B:就在我的名片上。
(7)
A: Is this Mr. Jones?
B: Yes, that’s right.
A: I’m just calling to introduce myself. My name is Tang.
B: I’m glad to meet you, Mr. Tang.
A:是琼斯先生吗?
B:是的。
A:我打电话是向您作自我介绍，我姓唐。
B:很高兴认识你，唐先生。
(8)
A: I have a letter of introduction here.
B: Your name, please?
A: It’s David Chou.
B: Oh, yes, Mr. Chou. We’ve been looking forward to this.
A:我这儿有一封介绍信。
B:请问贵姓大名?
A:周大卫。
(9)
A: I’ll call you if you give me a name card.
B: I’m sorry, but I don’t have any with me now.
A: Just tell me your number, in that case.
B: It’s 6344-8000.
A:给我一张名片吧,我会打电话给你.。
B:真抱歉,我现在身上没带。
A:这样子，那就告诉我你的电话号码好了。
B:6344-8000。
商务谈判开场白英文
如何提出自己的想法
1、怎样提出 们的想法
如果想让沟通能够在积极主动的情况下进行，需要双方提出自己的想法。由对方先提出会对自己比较有利，所以通常情况下，如果事情正如你所料，就相应地调整自己的策略。但作为乙方，这时候往往比较着急，或者说一般乙方都愿意先提出自己的想法。通常人们认为如果不得不首先提出想法时，或者决定先提出开场想法，那么就应提出比自己希望高的要求。例如说到价格时，先把价格定得高一些，再通过沟通慢慢下调，这样就会营造一个较大的回旋空间，不至于太被动。在提出想法时，要注意以下几方面的内容：
◆尽量客观。提出想法时，一定要避免提出自己的主观性和非理性的想法。
◆给双方留有余地，不要把对方逼进死胡同。不要自显太聪明，也不要自以为是，因为对方不愿意跟自以为特别精明又斤斤计较的人打交道。
◆提出想法时，选择时机特别重要。如果不得不先提出想法，也要在整个气氛非常融洽的时候提出。
◆注意措辞。简洁地概述你的`想法，然后保持安静，表示你已说完了，允许对方体会你说的话。
2、沟通中要注意的问题
沟通应该做的：
◆仔细倾听对方的谈话
◆在提出的想法中留有充分余地
◆坦然自若地拒绝对方不合理的想法
◆有条件地提供服务
◆试探对方的态度：“如果……你觉得怎么样?”
沟通不应该做的：
◆不要一下作出太多的让步
◆自己的想法不要讲得太极端，以免在不得不退让时下不了台
◆不要说“绝不”
◆不要总用“可以”和“不可以”来回答问题
◆不要让对方看起来很愚蠢
A是中国的卖方，B美国买方;咱们组是A公司成员
Leader(L):shi 主谈Marketing(M)：zhao Lawyer(LA)：ruan Financial(F)：时 Technicist(T)：金
显而易见，我们就是B公司成员：
GM：卢(andy) Marketing Executive：小花 Legal adviser：孙 Financial advisor：王大花 Professional: 康师傅
L: Welcome to China, Mr. Smith We are pleased that you can come to China and make business negotiations with us. And I hope that we can achieve a win-win result.
卢: Thank you for your warm reception. It will be excited if we can get a satisfactory result . OK, we would like to get the ball rolling(开始)by talking about prices.
M: Shoot.(洗耳恭听)I'd be happy to answer any questions you may have. 曌: Your products are very good. But I'm a little worried about the prices you're offering.
M: You think we about be asking for more?
曌: 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.
M: That seems to be a little high, Miss. sweet. I don't know how we can make a profit with those numbers.
曌: 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 products, right?
M: Yes, but it's hard to see how you can place such large orders. We'd need a guarantee of future business, not just a promise.
曌: We said we wanted 1000 pieces over a six-month period. What if we place orders for twelve months with a guarantee?
M: If you can guarantee that on paper, I think we can discuss this further. 卢: what’s about having a rest now? good rest, good spirit!
TEN MINUTES LATER
F: Miss. sweet, we have considered you advice carefully. But even with volume sales, our coats for the products won't go down much.
曌: Just what are you proposing?
F: 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%.
王: That's a big change from 25! 10 is beyond my negotiating limit. Any other ideas?
F: I don't think I can change it right now. Why don't we talk again tomorrow?
王：Sure. I don’t think our capital can allow we to make a deal in this price and this numbers.
NEXT DAY
曌：Mr. Zhao! sorry, we can’t accept the numbers you proposed; but we can try to come up with something else.
M：Yeah, I hope so! and I hope we can make a concession to reach some
middle ground.
曌： 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%.
L：Oh, no. we can't bring those numbers back to my company-they'll turn it down flat(打回票).
曌：Then you'll have to think of something better
M：How about 15% the first six months, and the second six months at 12%, with a guarantee of 3000 units?
曌：That's a lot to sell, with very low profit margins.
L：It's about the best we can do, Miss. sweet (pause) e 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)
卢：(smiles) O.K., 17% the first six months, 14% for the second?! L：Good. Get it.
康：How long is the quality guarantee period?
T：2 years general. And we can guarantee that the quality is better.
康：You know the competition is very serious now ,and we have to offer better service to customs. Could you extended the period ?
T：We can guarantee that our quality is one of the best in the world. We have the advanced research and development ability. Whereas this is our first cooperation, we can extend it to 3 years.
康: that’s good! thank you!
LA：For it is the first time for us to do business. It will be better having a good way to discover the disputes may appear between us.
孙：Sounds good! As the practices, we usually resolve the disputes with our partners visa arbitration.
LA：En, arbitration is also a good choice for us. But we just believe the arbitration of international chamber of commerce.
孙：Ok, international chamber of commerce is good.
曌：We'd like you to execute the first order by the 31st.
M：OK， Let me run through this again: the first shipment for 1000units, to be delivered in 27 days, by 31st June. The second shipment for units, to be delivered by 20 August
卢：Fine , this deal promises big returns(赚大钱)for both sides. Let's hope it's the beginning of a long and prosperous relationship.
L：Yes ,through two days negotiation I argue that we have reached a win-win result and we are very pleased to cooperate with you for a long time.
卢：that’s true! what’s the good time for us to sign the contract.
M: As our arrangement. You would have a visit to the Shaolin Temple, over there you will learn the nature of Chinese-kung fu. Then we can sign the contract tomorrow morning!
卢: wonderful! It’s can not be better more
Phone Agency Company Negotiation Plan
1.Backgrounds Our company ：
Our company was established on April 20, 2000, mainly engaged in mobile voice, data, IP telephony and multimedia services. In addition to providing basic voice services, it also offers mobile phone sales agents, IP phones and other value-added data services, with “Global”, “M-Zone”, “Shen Zhou Xing” and other well-known customer brands. Opponent company ：
Samsung Group is South Korea's largest conglomerate, has sales outlets in many countries and regions, businesses involved in electronics, finance, machinery, and many other fields, in the international market highlights prowess.
2. Theme
Cooperate with each other to obtain, at a reasonable price to buy 5000 mobile phone, customized technical guidance and after-sales service and reasonable time.
3. Team members
Leader：Gao Tiaoqin
Main negotiator：Yan Bin
Assist negotiator：Huang Mengmeng
Legal advisor：Jia Miao
Financial advisor：Gao Tiaoqin
Analysis of opponent negotiating team members
Guo Xvru：good reaction force(Leader, Assist negotiator)
Chen Jiali：calm(Legal advisor)
Zhao Yajing：strong observation ability(Financial advisor)
Zhang Najuan：good at debating(Main negotiator)
4. Negotiation situation analysis
Our advantages ：
1) Good operating performance and great development potential
2)As a buyer, we have the initiative in the choice of cooperation companies.
The opponent’s advantages：
Tough brand strength , multi-service network。
Our disadvantages：
Since the machine is customized contracts, time-consuming, it is difficult to profit in a shorttime.
The opponent’s advantages：
Initial negotiations with us,not familiar with the market.
5. Negotiation goals
1).The highest goal: Opponent company can allow us to take installments, with the lowest price to buy..
2).Acceptable goal：Establish long-term partnership, cooperation and win-win。
3).The lowest goal：Price cannot be higher than the market price
6.Negotiation agenda：
To reach the opponent company on June 25, for a period of two days。
The first day (visit, preliminary negotiations)
9:00-10:00 visit the Samsung mobile phone company
10:00-11:00 visit the major sales outlets
15:00-16:00 sales staff of opponent company introduce mobile phone sales, preliminary negotiations related matters
The next day
9:00-10:00 subject of negotiations we proposed.
10:00-11:30 accept each other hospitality.
14:00-16:00 reach final negotiations.
21:00 left
7.Negotiation strategies
1. Start negotiating strategies
2. By using negotiation, positive language to make a statement, make each other feel good
for one's own, so that negotiations commence negotiations in a friendly and pleasant atmosphere.
3. Interim Strategy and Analysis negotiations
(1) Highlight the advantages of a buyer's market:
(2) When we make the appropriate concessions, remember to request return. .
(3) Using diversionary tactics to deal with opponent’s strategies,our main goal is to achieve low-cost purchase.
(4) Emphasize the success of our agreement to the other benefits of both hard and soft at the same time, if the other party fails implied agreement with us will be a huge loss.
8. Emergency plan
1. How to handle a deadlock during negotiations?
Strategies: First impasse main topic set aside, first discuss some minor issues. When necessary permissions to use the limited number of strategies and tactics to wait and see.
2. If negotiations to find each other really well, but there is still room for bargaining on price. How will we hold?
Response: For the price we must adhere to the bottom line not to give way, first with large quantities of orders made chips hold each other, if the other party is not willing to make concessions on price, we can ask each other to provide better on the other side of the original price, excellent after-sales service to ensure that the interests of the company :
(一) it is a condition of this letter that the name of this bank will not be disclosed in the event of our report being passed on to your clients.
译文：本函有一个条件，即在把我们的报告转交你们的客户时，请勿泄露本行的名称。
这段话是出自银行对某项咨询的回复信函。此类复信一般包括三部分：
1) 陈述实事;
2) 表示意见;
3) 提醒对方所提供的资料是绝密的。上面的句子属于第三部分。
本句中的it是形式主语，其主语是that……从句。
其他表达方式：
1. please note that this information is furnished without any responsibility on our part and should be held strictly confidential.
2. please note that the information is furnished at your request without any responsibility whatsoever on the part of this bank or on any of its officers.
3. may we ask that you treat this information as strictly confidential without responsibility on our part.
(二) should you be prepared to reduce your limit by, say 10%, we might come to terms.
译文：如果你方愿意减价，譬如说减10%，也许能达成交易。
这句话是在讨价还价中常用到的句子。在双方的谈判中，价格是一个很重要的环节，婉转地提出自己的意见可以使自己处于主动地位。
say 10% 是let us say 10%的简化。
be prepared to… 准备做……事，例如：we are not prepared to change the terms.
limit n.限度 (在外贸业务中有时用来指价格，即价格限度) ，例如：your limit is too high to permit business.
come to terms达成交易。类似说法有come to business，close a bargain，close a deal等等。
(1) 买方抱怨价格太高
The price is on the high side.
价格偏高。
The price is too high to be acceptable.
价格太高，不可以接受了。
The price is too high to work on.
价格太高，我们不可行。
The price is far beyond our reach.
价格远远超出我们所能接受的范围。
(2)如果你就代表买方的话，通过抱怨价格高，可以迫使对方主动降低价格。而有事实作为依据的话会更加有说服力。
①把对方价格与其竞争者相比。
Your price is about 15% higher than some other suppliers.
你们的价格比其他的一些供应商还要高出15%。
You are facing the keen competition from other suppliers in the market, whose prices are much lower than yours.
你们目前面临和与许多供应商竞争，他们的报价比你们的要低很多啊。
②把对方目前报价与过去报价相比。
It surprises me a lot that your offer is nearly 10% higher than last consignment.
怎么价格比上一批货高了将近10%啊。
③把对方报价与目前的市场价相比。
Your price is much higher than that of the present market.
你们的报价比目前的市场价格高很多啊。
④以客户为由
Your price is on the high side. We will have difficulties in persuading our clients to accept it.
你们报价太高了，我们很难说服我们的客户接受的。
(3)通过调整自己说话的语气。在语气中向对方传达“价格太高”的意思。
①当对方狮子大开口，报出的价格超出你方公司所能接受的程度太过时，可以选择惊讶、夸张的语气。
Why? Your price has soared! How can I persuade our clients to make purchase decisions?
你们报价一下子涨了这么多，让我怎么去说服我的客户购买啊?
②语气较为强硬。
Why? Your price has soared! It is impossible for us to accept it.
哇，你们的价格在飙升啊，我们是不可能接受这个价格的。
③语气较为婉转。
I see your price has risen a great deal, hasn’t it? We will have difficulties in persuading our clients to accept it, I am afraid.
你们的价格好像上涨了很多，对吧。这样的话，我们很难说服我们的客户以这个价格购买。
有一个妈妈把一个橙子给了邻居的两个孩子。这两个孩子便讨论起来如何分这个橙子。两个人吵来吵去，最终达成了一致意见，由一个孩子负责切橙子，而另一个孩子选橙子。结果，这两个孩子按照商定的办法各自取得了一半橙子，高高兴兴地拿回家去了。
第一个孩子把半个橙子拿到家，把皮剥掉扔进了垃圾桶，把果肉放到果汁机上打果汁喝。另一个孩子回到家把果肉挖掉扔进了垃圾桶，把橙子皮留下来磨碎了，混在面粉里烤蛋糕吃。
从上面的情形，我们可以看出，虽然两个孩子各自拿到了看似公平的一半，然而，他们各自得到的东西却未物尽其用。这说明，他们在事先并未做好沟通，也就是两个孩子并没有申明各自利益所在。没有事先申明价值导致了双方盲目追求形式上和立场上的公平，结果，双方各自的利益并未在谈判中达到最大化。
如果我们试想，两个孩子充分交流各自所需，或许会有多个方案和情况出现。可能的一种情况，就是遵循上述情形，两个孩子想办法将皮和果肉分开，一个拿到果肉去喝汁，另一个拿皮去做烤蛋糕。然而，也可能经过沟通后是另外的情况，恰恰有一个孩子即想要皮做蛋糕，又想喝橙子汁。这时，如何能创造价值就非常重要了。
结果，想要整个橙子的孩子提议可以将其他的问题拿出来一块谈。他说：“如果把这个橙子全给我，你上次欠我的棒棒糖就不用还了”。其实，他的牙齿被蛀得一塌糊涂，父母上星期就不让他吃糖了。
另一个孩子想了一想，很快就答应了。他刚刚从父母那儿要了五块钱，准备买糖还债。这次他可以用这五块钱去打游戏，才不在乎这酸溜溜的橙子汁呢。
两个孩子的谈判思考过程实际上就是不断沟通，创造价值的过程。双方都在寻求对自己最大利益的方案的同时，也满足对方的最大利益的需要。
报价篇
价格决定成交，报价决定价格，如何报价是每个销售人员最为考验能力的工作。
1、报价有三种
①报高价：在业主挂牌价基础上把价格报高;
②报平价：按业主的挂牌价直接报给客户;
③报低价：为吸引客户兴趣，在估计业主大约心理价格后比挂牌价还低的价格报给客户。
2、什么时候报高价
如果我们带看的房屋性价比较高，业主可控性较强，最好是公司独家代理房源，我们可以在原价格基础上报高5万到10万是正常的。报高价也是为了满足客户还价占便宜的心理。
2.1报高价注意事项
很多时候，我们报了个高价，但客户也许并不是只找我们了解该房产真实价格，所以价格报高后，客户如果通过其他途径了解到业主真实价格，就会对我们产生不信任，导致一个可能成交的客户流失，所以我们报高价一定要注意如下几点：
①和业主配合
价格报出去了，带看前一定要和业主沟通好，告诉业主，因为这个客户比较喜欢还价格，所以我们给他报了个比较高的价格，这也是为您着想，希望一会带看的时候，如果客户当面问您价格，您还请配合下我们，最好不要直接告诉客户您的底价，让他们和我们谈，这样我能更好的为您争取利益。
②带看前，给客户打预防针
告诉客户，这价格是业主在我司挂牌的价格，我和业主聊过，他不太喜欢人家当他面还价格，如果一会您看中房子，还请不要直接和业主砍价格，如果您直接砍价，业主可能会觉得您很想买这套房子，从而不肯降价，最好您哪怕真看中了，也不要表露出来，等回来我一定想法帮您把价格谈下来。
③如果同行报出底价或低价，或客户通过网络看到更低价格
告诉我们的客户：中介竞争很激烈，网络的信息大多不可靠，他们通过报低价的方式来吸引客户，然后给客户推荐其他高价的房子，或是为了让客户从他们那购买，而故意把价格报低，而实际上这价格根本不可能买到，当您真的要买的时候，他们就会说是业主跳价了，从而让您放弃购买这套房，转而买其他的房产。所以您不可以轻易相信他们的报价，从而错失一套很好的房子。告诉我们的业主，这客户房子看的很满意，但他可能会通过其他中介来探您的底价，希望您能配合我们，如果有其他中介来问您价格，您按我们给客户报的价格来。不要轻易放价给客户，我们会帮您争取更大的利益的。
2.2适合报高价的客户
①喜好砍价的客户：这类客户比较热衷砍价，不论你报的什么价格，都喜欢砍一刀再说。
②上门客户：这类客户平常比较忙，没有太多时间上网了解价格，所以找不到对比，我们利用信息的不对称，报高价格并劝说其先看房，有利于成交，但要注意这类客户可能当天会多走几家中介，所以针对这类客户要懂的适时放价，当客户看中房子，但对价格太高表示一定要回去商量考虑的时候就要适时放价，告诉他这价格是业主的挂牌价，如果真的会考虑，给我们一个合理的价格，我们会帮他去争取。
③非常信任我们的客户：这类客户通过我们的长期维护，已经建立起信任感了，但大家不要觉得这客户信任我们，我们就不要报高价，信任归信任，价格归价格，在客户佣金没付以前，所有的客户都不会因为和你的关系好就一定在你手上成交。人都是追求利益的，之所以客户愿意信任你就是希望通过你给他争取利益，而房产的利益在于业主的让价及中介的折佣，所以为了不损害我们的利益，这类客户的报价一定要掌控好。既不让客户失去对我们的信任感，也不让我们的利益蒙受损失。
3、什么时候报平价
当我们所带看的房产在市场上已经挂牌了很长时间，基本上所有中介都知道这价格，且业主出售意愿强烈，性价比不是太高的房子，业主有降价空间的，可以报平价，平价就是直接按业主挂牌的价格报给客户，来获取客户对我们的信任感，并且我们已经获知了业主的底价，可控性强的业主。
3.1报平价注意事项
①再三确认业主价格是否有议价空间
平价指的是业主挂牌价格，一般来说，业主的挂牌价格都会有一定的议价空间，有的业主比较精明，不肯轻易透露底价，大多要求带客户来看，看中后再谈，所以我们报平价后，和业主的确认非常重要，这样不会导致万一客户看中，房东不但不肯让价，反而要跳价的情况
②向客户强调挂牌价格是底价，没有议价余地
一定要向客户强调业主所挂牌价格基本是底价，看中后议价空间有限，防止客户看中后又大力砍价，并要和业主做好配合，最好客户一旦问价格，要业主让客户和我们中介方谈。以方便我们逼意向。
③对佣金有保障的客户
对佣金有保障的客户，比如是已经付了意向，已经确认这个客户佣金不会打折，转意向过去的，且所出售房屋的已经有其他中介和该客户推荐过的，客户已经知道这价格的情况下。报平价最主要是做好佣金保障性，不能让客户占了房东的便宜还要占中介的便宜。
3.2什么样的房子和什么情况下适合报平价
①长期卖不出去的房子，业主心态不稳，有一定的议价空间的。
②房屋缺点比较明显，业主价格比市场价略高的。
③业主出售意愿强烈，只要客户看中了，价格可以再商量的。
④中介竞争激烈，性价比很高，但很多客户都知道这价格，并且这类房马上就能成交的。
⑤对我们信任度不高，同时找过多家中介公司了解价格及和每家中介的销售员关系都很好的客户。
⑥购房意愿不太强烈或对价格看的很重，但不太善于砍价的客户。
⑦能做主，并比较直爽型性格，同时对市场行情非常了解，喜欢在网上和到其他中介门店对比比较的客户。
⑧网络接的，并且开始看房时间较长，对中介行业了解及有多个不同中介多次为其找房带看的客户。
⑨佣金已明确，不会折佣，有其他中介已经推荐过的客户。
⑩接到过别的中介推荐，因和我们关系较好，希望由我们去带看或去谈的客户。
4、什么时候报低价
①低价是我们和同行竞争的手段;
②在一个客户有多家中介参与竞争同一套房的情况下使用低价策略;
③在我们网络发布低价接到客户也需使用低价策略;
④在多中介竞争一套房的时候，为了逼客户下意向也可使用低价策略。
4.1报低价注意事项
①和业主沟通好，不让双方当面谈价
和业主做好沟通，不可让业主和客户当面对价，以免双方都得罪，业主会不让我们继续销售该房产，客户也可能不再信任我们，从而双双流失。凡是报低价的，哪怕这价格也许就是业主的真正底价，也不可让业主和买家当场谈及价格问题，事前预防针工作必打。
比如一套100万的房产，我们估计业主98万就可以出手，且很多中介都告诉客户，房东报的是100万的价，我们要争取到这类型的客户和我们看房，采用低价策略，告诉这客户，房东这心理价格应该是98万，上次有客户谈到过这价格，你只要和我们看房，看中了，我去帮你谈到这价格。
②低价报出去，要做好把价格抬上来的策略
低价报出去，如何让客户把价格加上来是重点，否则不能成交也等于白费，一般情况下需要我们做足状况，来给客户造成不加价就谈不成的想法，同时让客户觉得即使加价也是值得的，从而有利于我们成交。
③防止同行来搅局
有时候我们和客户报低价，其他中介知道后会不断的给我们的客户反馈价格不正确，这时候如何让客户相信我们?告诉我们的客户，我们不可能故意给他说个谈不下来的价格，因为这对我们没好处，这价格我们肯定确认过的，并建议我们的客户，和我们看的房子，我们报的价格不要告诉其他中介，以免其他中介会和业主撬边，导致本来能谈成的价格，因为其他中介的搅局，导致谈不成。
5、报价组合
5.1高、平、低组合
我们分别准备了3套房，1套好点的，各方面比较适合客户的做主推房，2套做对比房来看，主推房，我们报了高价，2套对比房其中比主推房略差的我们报个平价，最差的报个低价，那么客户的心理能否感觉到占便宜呢?答案是否的，只是让客户感觉到确实是什么样的房子卖什么样的价格，没能感受到性价比所在。
5.2低、平、高组合
同样三套房，主推房报低价，好点的报平价，最差的报高价。这样的组合，客户觉得占到便宜了，那么好的房子，价格反而是最低的，那么差的房子，价格反而是最高的，有可能促使客户下定，但同样的，加大了我们的谈判难度，导致有折佣的可能。
5.3高、低、平组合
目标房报高，较好些的报低，最差的报平价，客户心理，占不到什么便宜，反而对较好些的房产生兴趣，导致目标房推荐失去兴趣。
5.4高、平、高组合
这样的组合最有利于我们中介谈判的，三套房，主推房我们报高价格，较好的房子报个比较平的价格，最差的房子报个最高的价格，让客户感觉到占便宜了，我们也能从中掌握了价格的头寸，为我们下一步的守价及逼定做好准备。
当然，还有更多的组合方式，要做个有准备的带看，先要从报价开始，大家要根据客户的不同情况和房产的不同情况来研究客户的心理，判断客户的喜好及谈判的风格，从而快速理出适合这客户的组合方式，从而达到成交的目的。
1.首先，如何变得让自己会聊天，这不是说说的事，要把功夫下到实践中去，并且掌握一些关键的技巧，注意平时与人交谈要随和，说话语速要缓，至少能够让他人听清楚自己的表达内容。
2.跟别人聊天时要一心一意不要走神，生活中有很多人给人一种傲慢的印象，主要是因为与他们交流的时候，心思不在聊天上，总是问一句半天才答一句，有的甚至默不作声，这是极不礼貌的一种态度，让人感到非常不舒服。
3.聊天过程中，要听得懂对方的意思表达，深刻去了解一下到底对方要表达的什么意思，例如是要对你倾诉还是要分享还是要你给出建议，对于不同的情况要进行不同的态度回应，千万不要再别人跟你分享快乐的时候，你给人家泼一盆凉水。
4.寻找共同话题，有的人性格不同，有的人出身不同，人与人之间进行交流的时候会出现一些无法谈论到一起的情况，遇到这种情况，要根据寻找两个不同人生中相同的兴趣爱好或者经历来说，否则真的很难将聊天延续下去。
5.聊天不仅是要言语上的沟通还是心理上的共鸣，有的时候当别人向你倾诉自己的事情，你要适时的给予回应，还可以就事论事的发表一下自己的想法，并且两个人在一起沟通的时候还要有眼神的交流，让聊天更畅快。
6.聊天还要讲究技巧性，尤其是进行网上聊天，彼此之间没有眼神肢体的交流，单独靠着文字，如果没有技巧就会把天聊死，尤其是刚开始处对象的两个人，聊天时一定要根据每个人的性格特点，开启不同的聊天模式，切记不可以一味地挖掘一个人的隐私，也不能只肆意的去评论他人。
一、较好的心理素质
(一)自信心
自信心是谈判者最重要的心理素质。所谓自信心是指谈判者相信自己企业的实力和优势，相信集体的智慧和力量，相信谈判双方的合作意愿和光明前景[1]。自信心的获得是建立在充分调查研究的基础上，建立在对谈判双方实力的科学分析的基础上，而不是盲目的自信，更不是藐视对方轻视困难，固执自己错误的所谓自信是有害的。
(二)自制力
谈判过程中难免会由于双方利益的冲突而形成紧张、对立、僵持、争执的局面，如果谈判者自制力差，出现过分的情绪波动，就会破坏良好的谈判气氛，造成自己举止失态、表达不当，使谈判不能进行下去，或者草草收场，败下阵来。谈判者具备良好的自制力，在谈判顺利时不会盲目乐观，喜形于色;在遇到困难时也不会灰心丧气，怨天尤人;在遇到不礼貌的言行时，也能够克制自己不发脾气。
(三)懂得尊重和坦诚
在谈判中只有互相尊重，平等相待，才可能保证合作成功。所以谈判者首先要有自尊心，维护己方的尊严和利益，面对强大的对手不妄自菲薄，奴颜献媚，更不会出卖尊严换取交易。但同时谈判者还要尊重对方，尊重
对方的利益，尊重对方的意见，尊重对方的习惯，尊重对方的正当权利。
(四)能够承受压力
谈判是一个较量的过程，双方都将面对各方面的压力，所以要有相当高的心理承受压力的素质。尤其是面对拖延、时间紧张、失败的时候更是如此。能够掌握谈判的主动权，善于逻辑推理，具有较高的专业知识水平
二、健全的思想意识
(一)忠于职守、平等互惠、团队意识
作为谈判人员，必须要有高度的责任心和事业心，自觉遵守组织纪律，维护组织利益;必须严守组织机密，不能自作主张，毫无防范，口无遮拦;要一致对外，积极主动。优秀的谈判人员的理念是：一旦坐到谈判桌前，谈判就要彼此尊重，并在此基础上展开智勇较量。但最终目的不是谁压倒谁，也不是置对方于死地，而是为了沟通和调整，使双方都能满足己方的基本要求，达成一致。双方以这样的高境界的积极行为，力求公平合理的谈判结果。
(二)崇高的事业心、责任感
崇高的事业心和责任感是指谈判者要以极大的热情和全部的精力投人到谈判活动中，以对自己工作高度负责的态度抱定必胜的信念去进行谈判活动[2]。只有这样，才会有勇有谋，百折不挠，达到目标;才能虚怀若谷，大智若愚，取得成功。试问，一个根本不愿意进行谈判，对集体和国家都没有责任心的人，代表集体去进行谈判，他会全力以赴吗?会取得成功吗?不会的。再有，一个抱着个人目的代表集体去谈判的人，他会为集体的需要据理力争吗?他会使集体需要获得最大程度的满足吗?不会的。只有具有崇高事业心和强烈责任感的谈判者，才会以科学严谨、认真负责、求实创新的态度，本着对自己负责、对别人负责、对集体负责的原则，克服一切困难，顺利完成谈判任务。
(三)坚韧不拔的意志
商务谈判不仅是一种智力、技能和实力的比试，更是一场意志、耐性和毅力的较量。有一些重大艰难的谈判，往往不是一轮、两轮就能完成的。对谈判者而言，如果缺乏应有的意志和耐心，是很难在谈判中成功的。意志和耐心不仅是谈判者应具备的心理素质，也是进行谈判的一种方法和技巧。
(一)认识能力
善于思考是一个优秀的谈判人员所应具备的基本素质。谈判的准备阶段和洽谈阶段充满了多种多样、始料未及的问题和假象，谈判者为了达到自己的目的，往往以各种手段掩饰真实意图，其传达的信息真真假假、虚虚实实，优秀的谈判者能够通过观察、思考、判断、分析和综合的过程，从对方的言行和行动迹象中判断真伪，了解对方的真实意图。
(二)运筹、计划能力
谈判的进度如何把握?谈判在什么时候、什么情况下可以由准备阶段进人接触阶段、实质阶段，进而到达协议阶段?在谈判的不同阶段将使用怎样的策略?等等，这些都需要谈判人员发挥其运筹的作用，当然这种运筹和计划离不开对谈判对手背景、需要、可能采取的策略的调查和预测。
(三)语言表达能力
谈判是人类利用语言工具进行交往的一种活动。一个优秀的谈判者，应像语言大师那样精通语言，通过语言的感染力强化谈判的艺术效果。谈判中的语言包括口头语言和书面语言两类。无论是哪类语言，都要求准确无误地表达自己的思想和感情，使对手能够正确领悟你的意思，这点是最基本的要求。其次，还要突出谈判语言的艺术性。谈判中的语言不仅应当准确、严密，而且应生动形象、富有感染力。
(四)应变能力
任何细致的谈判准备都不可能预料到谈判中可能发生的所有情况，千变万化的谈判形势要求谈判人员必须具备沉着、机智、灵活的应变能力，以控制谈判的局势。
(五)创造性思维能力
随着社会的发展和科学的进步，以综合性、动态性、创造性、信息性为特征的人类现代思维方式已经取代了落后的传统思维方式，创造性思维是以创新为惟一目的并能产生创见的思维活动。谈判者运用创造性思维就能提高分析问题和解决问题的能力，提高谈判的效率。
五.健康的身体素质
毛泽东曾经讲过：身体是革命的本钱。谈判的复杂性、艰巨性也要求谈判者必须有一个良好的身体素质。谈判者只有精力充沛、体魄健康才能适应谈判超负荷的工作需要。
My respected professors：
Good morning! First I wanna say it’s my honor to be here and I’m glad to introduce myself. My name is XXX, XX years old and I come from XX, a very beautiful city famous for the XXX . InJuly I’ll get my bachelor’s degree at XXX university and my major is XX .
Then it comes to my hobbies and interests. In my spare time, I like listening to music and playing badminton. English is also my favorite. All these activities enrich my spare time. During the four years in my university,I have been studying very hard and I was granted the scholarship every semester. Through the four years’ study, I have mastered the basic skills ofXXX. And I have developed interests in this area.
Now please allow me to introduce my characters. Well, I am a Leo，Leo people is sensitive and like to imagine, and my imaginative qualities will help me in the futureresearch.
Besides，I am an energetic , active girl . I like new experiences and experiments. There is a saying: sharpening the axe will not interfere with the cutting of firewood. And I think one must have a good master of professional knowledge that can face the keen competition. That’s why I chose to continue my study.I have been longing for XXX University for years because I think it has the bestPrinting major, just like an army we have most brilliant soldiers and notable leaders. Iadmire the professors very much and I want to further my study under the influence ofthem. Then the students here is dedicated to studyi .Its environment is favorable for students to work hard.XXX University is very beautiful. The campus is widely known as one of the most beautiful universities in China. It is heavily wooded and green, with fragrant flowers everywhere all the year-round. To live in the university is comfortable.XXX University enjoyed a very high academic status with lots of outstanding graduates. Ihope I can get the opportunity to continue the postgraduate courses in this famousuniversity.
That’s all, thank you for your time and attention.
My name is Mao Junpei, 19 years old this year. I'm from Shaanxi's Ankang, which is known for all. Shaanxi is a great province with deep historical and cultural details. Maybe that's why I love history and writing. With the opening of the tunnel in Qinling Mountains City, my hometown health has become an important transportation hub of the city, plays the role of South and North Cheng, as a healthy person, I would like my home and become a media, strengthen the North South cultural exchanges and communication, let more people understand Shaanxi, let more people understand Chinese.
I live in a harmonious and happy family, maybe influenced by my father. I am passionate, generous and loving to make friends, so I also have better social skills. I love novels, as a boy, maybe a lot of people love hanging coagulation, reasoning, and I love youth romantic, I love close to life, close to our story, about growth, about the dream, about love, in my opinion, this is true. I think science fiction is too false, but it doesn't interfere with my thinking. Of course, I prefer to watch historical war movies. Especially the TV series “sword”. Li Yunlong, Zhao Bian, political commissar of the elegant, this is what I tried to learn. For example, the film “wind”. At the end of Gu Xiaomeng's monologue “because the nation has come to the survival of the occasion, we can only save Yu Wanyi regardless of personal danger.” This gives me not only the shock of the mind, but I find my favorite specialty in this light and shadow world.
I love youth, but also love history, I am strong, and very fragile, perhaps this is very contradictory, but in philosophy, it is not to say, the contradiction is the motive force of the development of things. I also longed for my paradox to find its own development stage.
英文口语自我介绍
hello! it's my pleasure to come here and have a chance to introduce myself. i will graduate from beijing unite teacher training university and live in beijing chaoyang district; my major is visual communication design.on college days, i studied some graphic artist design, package design, book design, website design and so on. here is my e-portfolio, please see it. besides, a few e-works in my flash disk. please see it when you are convenient.
thank you very much!
英文口语自我介绍
Hello everyone, my name is Lee. This is really a great honor to have this opportunity, and I believe I can make good performance today. Now I will introduce myself briefly. I am 20 years old，born in Guangdong province, south of China, and I am a senior student at Guangdong **University. My major is English. And I will receive my bachelor degree after my graduation in June. In the past four years, I spent most of my time on study. I passed CET4 and CET6 with a ease and acquired basic theoretical and practical knowledge of Language. Besides, I have attended several Speech competition held in Beijing, which really showed our professional advantages. I have taken a tour to some big factories and companies, through which I got a deep understanding of English for application. Compared to developed countries, unfortunately, although we have made extraordinary progress since 1998, our packaging industry is still underdeveloped, messy and unstable, and the situation of employees in the field is awkward. But I have full confidence in its bright future if only our economy can be kept at the growth pace still. I guess you may be interested in why I choose this job. I would like to tell you that this job is one of my lifelong goals. If I can work here,I will work hard. As to my character, I cannot describe it well, but I know I am optimistic and confident. Sometimes I prefer to stay alone, reading and listening to the music, but I am not lonely, for I like to chat with my classmates about almost everything. My favorite pastime is to play volleyball, to play cards or to surf online. From life at university, I learn how to balance study and entertainment. By the way, I was an actor in our amazing drama club. I have a few glorious memories on stage. That is my pride...★ 商务谈判计划书
★ 商务谈判策划书
★ 商务谈判策划书
★ 商务谈判会议纪要
★ 商务谈判礼仪论文
★ 商务谈判心得简短
