商务英语谈判模拟实操

1、商务英语谈判模拟实操商务英语谈判模拟实操广东科学技术职业学院外国语学院广东科学技术职业学院外国语学院0606商务英语（商务英语（5 5）班）班李桂萍李桂萍3535号号李如红李如红3939号号李小凤李小凤6060号号罗文斯罗文斯6666号号指导老师：汪先锋指导老师：汪先锋实训项目：商务谈判模拟实训项目：商务谈判模拟 实训时间：实训时间：20082008年年6 6月月3030日日 实训地点：实训地点： 珠海校区珠海校区 实验一实验一 303303 （一）实训目的与要求（一）实训目的与要求1 1、熟悉商务接待语言；、熟悉商务接待语言；2 2、知晓商务礼仪、沟通技巧等；、知晓商务礼仪、沟通技巧等；3

2、3掌握商务英语谈判语言特点、翻译，巩固掌握商务英语谈判语言特点、翻译，巩固 商务英语专业技能；商务英语专业技能；4 4、培养团队合作精神，掌握谈判策略与技巧。、培养团队合作精神，掌握谈判策略与技巧。（二）实训内容（二）实训内容迎来送往、待人接物、酒店入住等实训过程记迎来送往、待人接物、酒店入住等实训过程记录录（三）实训过程记录（三）实训过程记录 1、Searching the information about Guangdong Guangzhou Pearl River and time of New York to Guangzhou. 2、Figuring out which role

3、 suits each of us. 3、Considering the situation about what terms of payment is suitable for two parties. 4、As a business trip, the seller should leave a good impression to the buyer, bring the buyer to go sightseeing and say goodbye at the airport.（四）实训心得体会（四）实训心得体会 After days of discussion, we know

4、what does a business transaction really mean and learn about when doing business, team-work is very important. Although during discussing, we all have different ideas, but at last we make a decision. It is due to our hard working. Patience is a key point when youre writing, because it is very easy f

5、or you to speak out, otherwise, speaking and writing are two different things. You have to put it into a clerical way. 2007-20082007-2008学年第二学期期末学年第二学期期末商务英语谈判商务英语谈判模拟谈判任务书模拟谈判任务书 Part 1： Windy, the interpreter of Guangdong Arts & Crafts Co. Ltd. is meeting Mr. Johnson at Baiyun Airport. (A- Windy,

6、B- Mr. Johnson)A：Excuse me, are you Mr. Johnson from the Unite States?B：Yes, I am.A:I am Windy, the interpreter of Guangdong Arts & Crafts Co. Ltd.B: How do you do, Miss Windy?A: How do you do, Mr. Johnson? Welcome to China.B: Thank you. Its very kind of you to come and meet me at the airport, Miss

7、Windy.A: Its my pleasure. Did you have a good flight? Was it a direct flight from New York to Guangzhou?B: Yes, the flight was very good and the service on board was excellent. It took just 13 hours non-stop from New York. I managed a few hours sleep and now feeling fine. I am sure ,however ,that je

8、t lag will catch up with me tomorrow.A: Is this your first visit to Guangzhou?B: No, the second time.A:I hope you will enjoy your stay here in Guangzhou.B: Thanks. Im sure I will.A: Our car is waiting over there. Lets drive to the hotel. May I help you with your luggage?B: No, thanks. I can manage a

9、ll right. Lets go.On the way to the hotelOn the way to the hotel B: Look, this is a brand-new road. A: Yes. Mr. Johnson, It was just completed and put to use. B: Really？So Im quite lucky. A: Because the 2008 Olympic Games. Guangzhou making every effort to create convenience for this event. This road

10、 is built to shorten the drive from the airport to downtown. B:I see. I have never seen that change last time I came to Guangzhou .Now it has fast development, wherever have great change. A: Yes, I hope you enjoy it.(At the hotel)A: Here we are at the Central Hotel, Mr. Johnson.B: So quick. Its only

11、 30 minutes from the airport .Oh, Its a five-star hotel, isnt it?A: Yes, it is. Just one moment, I will check up whats the room number?B: Ok, thank you.A: Mr. Johnson your room number is 99.I will take you to your room. your room is on the fifteen floor, facing the garden. It has a lovely view.B: Th

12、ank you so much. By the way, if I need something, what can I do?A: If theres anything you need, just ring Reception. And if you want to phone someone outside the hotel, dial 5 first, then dial the number you want.B: Ok, you are so considerate.A: Well, Mr. Johnson, I have draw up an agenda for your v

13、isit. Lets go over it.B: Good, I really want to visit your factory in the morning. Then lets get down to business .It make me exciting.A: Yes, and after business we are going to the Guangdong Guangzhou Pearl River night swims so that you are able to feel the charm of this seaside city.B: Its very ki

14、nd of you to do so. I look forward to it.Part IIPart II：At Mr. Zhangs factoryAt Mr. Zhangs factory The next morning. Mr. Johnson meets Mr. Zhang at Mr. Zhangs factory. Z- Mr. Zhang, J- Mr. Johnson, W- Mr. Zhangs secretary, M- Mr. Johnsons translator Z:早上好，约翰逊先生早上好，约翰逊先生.很高兴见到你很高兴见到你.昨天晚上休息得还好吧昨天晚上休息

15、得还好吧? W: Good morning，Mr. Johnson. Nice to see you ,I trust you had a good rest last night. J: Yes, thank you! If you dont mind, Ill get down to the business. Its about the terms of payment. What would you say to payment by D/P? M:是的是的,谢谢谢谢!如果你不介意的话如果你不介意的话,我们现在就谈正事吧。有关支付我们现在就谈正事吧。有关支付条款的问题，你们觉得付款交单

16、怎么样？条款的问题，你们觉得付款交单怎么样？ Z：恐怕不行。我们的惯例一直是要求即期不可撤消的信用证支：恐怕不行。我们的惯例一直是要求即期不可撤消的信用证支付的。付的。 W: Im afraid that wont do. It has been our customary practice to require irrevocable, sight L/C. J: But I know sometimes you do accept D/P, dont you? Opening an L/C causes us many expenses because it requires a sum

17、of deposit in the bank. M：但我知道你们有时候确实接受付款交单，对吧？开信用证会：但我知道你们有时候确实接受付款交单，对吧？开信用证会造成很多开支，因为它要求付给银行一定金额的押金。造成很多开支，因为它要求付给银行一定金额的押金。Z：是的，我们确实接受付款交单，但只是对某些老客户和小金额的交易而言。：是的，我们确实接受付款交单，但只是对某些老客户和小金额的交易而言。你们可不是这个情况。你们可不是这个情况。W: Yes, we do accept D/P, but only for some regular customers and a small amount inv

18、olved in the deal. This is not the case with you.J:I understand payment by L/C provides guarantee to both the sellers and buyers. Considering the large amount, will a time L/C, say 60 days after sight, be acceptable?M：我知道信用证支付对买卖双方都提供了保障。考虑到这次交易数额巨大，：我知道信用证支付对买卖双方都提供了保障。考虑到这次交易数额巨大，使用远期信用证使用远期信用证比如说

19、比如说60天行不行？天行不行？Z：好吧。考虑到你们过去良好的记录，怀着对未来美好的愿望。我们接受你：好吧。考虑到你们过去良好的记录，怀着对未来美好的愿望。我们接受你方的建议。方的建议。W: OK, Considering your good track record and bearing a good wish for the future, it should be have been all right.J: Thank you for your consideration.M：感谢你们的合作！：感谢你们的合作！Z：我们已经讨论了所有重要的方面了。：我们已经讨论了所有重要的方面了。W:

20、Now, we have covered all the important point.J: Before we draft the contract, lets examine the details. Here we go, as the business is on CIF terms, you should advise us of the shipment when shipment is made, it should be included in the contract.M：在我们起草合同之前，我们先浏览下所有的条款吧。对了，由于这笔交：在我们起草合同之前，我们先浏览下所有的

21、条款吧。对了，由于这笔交易是基于易是基于CIF贸易术语达成的，合同应该加入：我方在装船之后应该向你方发贸易术语达成的，合同应该加入：我方在装船之后应该向你方发出装运通知。出装运通知。Z：是的，非常感谢你的意见。我现在就把这个条款加上。：是的，非常感谢你的意见。我现在就把这个条款加上。W: Sorry and thank you for your information. I will check it right away.J: One more thing, “force majeure” should be taken into consideration, so I suggest th

22、is clause being included too. And of course both Chinese and English should be equally effective.M：再有就是，应该把不可抗力考虑在内，也应该加上中英语双语具有同样的法：再有就是，应该把不可抗力考虑在内，也应该加上中英语双语具有同样的法律效率。律效率。Z：还有吗？：还有吗？W: Anything else?J: No.M：没有了。：没有了。Z：那么，归功于你的合作，我们顺利地达成了这笔交易。：那么，归功于你的合作，我们顺利地达成了这笔交易。W: Well, I certainly owe it to

23、 your cooperation, we have put through this deal smoothly. And now we can sign the contract.J: Yes.M：呵呵。是的。：呵呵。是的。Z：我们今晚会去珠江夜游。在那么辛苦的谈判之后，我想我们也应该轻松一下：我们今晚会去珠江夜游。在那么辛苦的谈判之后，我想我们也应该轻松一下了。了。W: We are going to the Guangdong Guangzhou Pearl River night swims. After hard negotiations, we deserve some rela

24、xation, I think.J: That is a good idea. Where is the place?M：好主意！在哪里啊？：好主意！在哪里啊？Z：离饭店不太远，往南开半个小时就到了。：离饭店不太远，往南开半个小时就到了。W: Its not far from the hotel. About half an hours ride to the south.Part III: SightseeingPart III: Sightseeing After having dinner, they drive to the Guangdong Guangzhou Pearl Rive

25、r night swims J- Mr. Johnson,. W- Mr. Zhangs secretaryW: Here we are, Mr. Johnson.J: Wow, what a beautiful place!W: Pearl River, is flows after a Guangzhou urban district big river, it has generalized and division of the narrow sense. Generalized Pearl River is West River, Beijiang River and the Don

26、gJiang three rivers always called.J: That is interesting! Over there, I can see several paths leading to the scenic spots.W: Yes, there are a lot of places worth visiting here. This is an ideal place for sightseeing and shopping.J: Look at these pavilions, bridges, flowers, and water. They really co

27、mpose a beautiful picture.W: Thats true. Its my pleasure you like it.J: Look at you, they are really fantastic. The names of the scenic spots are very poetic and picturesque. W: In front of the goose is the yellow sand wharf. This wharf uses the insightful glass curtain wall design, is symbolizing t

28、he passenger ship and the person crosses a river in a boat together, unites the enterprising spirit.J:I feel I was in a different world. W: The ship east bank is anchoring the star lake, the day lake the passenger ship place is a wharf, it completes in the 20th century 30s, when Japanese forces inva

29、sion of China serves as the military wharf, in 1977 rebuilt is the mail ship wharf, was ear of Hong Kong and Macao and the mainland coast large-scale passenger transportation key position.J: It seems the place enjoys a long history and a splendid culture.W: Thats true. Mr. Johnson, lets visit the sc

30、enic spots one by one.J:OK. I believe I will be interested in all of them. I am happy Ive come.Part IV:Johnson is in Zhangs office Part IV:Johnson is in Zhangs office again to say Farewellagain to say Farewell Mr. Johnsons business trip is about over. He is going back home by air tomorrow. He comes

31、over to say goodbye to Mr. Zhang who has given him a lot help in his business trip. A: Mr. Zhang B: Mr. Johnson C: Windy Mr. Johnson has been to Mr. Zhangs office and knocked the door A: Nice to meet you again! Mr. Johnson. You have had a very busy schedule these days. havent you? B Yes, I have done a lot of things and visited several places. Id like to thank you for all things you have done for me . A: My pleasure. B: Well, my business trip is about over, and Im go