2026年外贸英语谈判能力专项试题

2026年外贸英语谈判能力专项试题一、单选题（共10题，每题2分，合计20分）（针对中国与欧盟农产品贸易谈判场景）1.DuringatradenegotiationbetweenChinaandtheEUregardingfreshfruitimports,theEUrepresentativementionsstricterphytosanitarystandards.Whichphrasebestconveys"Weneedmoretimetomeettheserequirements"whilemaintainingprofessionalism?A)"Wecannotacceptyourdemands."B)"Wearewillingtocomplyimmediately."C)"Werequireadditionaltimetoadjustourqualitycontrolprocedures."D)"YourstandardsaretoohighforChineseproducts."2.IftheChinesedelegationproposesa10%pricereductionforagriculturalmachineryexportstoGermany,whichresponseindicatesflexibilitybutavoidsadirectconcession?A)"Werejectyourofferoutright."B)"Wecanconsidera5%discountifyouincreaseyourordervolume."C)"Thecurrentpriceisnon-negotiable."D)"Wewilldiscussthiswithourheadquartersbutcannotcommitnow."3.AJapanesecompanyasksfora15%discountonsolarpanels,buttheChinesesupplier’sprofitmarginisalreadylow.Whichstatementbestmanagesexpectations?A)"Wecannotmeetyourpricerequest."B)"Ifyousigna3-yearcontract,wecanoffera5%discount."C)"Yourrequestisunreasonable."D)"Wewillcheckwithoursupplierbutcannotguaranteeanything."4.WhentheEUsuggestslabelingrequirementsforChinesetextiles,whichphrasereflectsacollaborativeapproach?A)"Theseregulationsviolateourtraderights."B)"Wecancomplyifyouprovidetechnicalsupport."C)"Labelingisnotaproblemforus."D)"WewillappealthisdecisiontotheWTO."5.AU.S.buyerclaimsashipmentofelectronicswasdamagedduringtransit.Whichresponseaddressestheissueprofessionallywhileminimizingliability?A)"Thedamagewascausedbyyourimproperhandling."B)"Wehavefullinsurancecoverageforsuchcases."C)"Wewillinvestigate,butresponsibilitydependsontheIncoterms."D)"Wedonotacceptresponsibilityforshippingissues."6.DuringanegotiationwithaSouthKoreanpartner,theotherpartysays,"Yourpaymenttermsaretoostrict."Whichreplybalancesfirmnessandnegotiation?A)"Ourtermsarestandardintheindustry."B)"Wecanoffer30-daytermsifyouincreaseyourdeposit."C)"Wecannotchangeourpaymentpolicy."D)"Wewilldiscussthiswithourbank."7.ABraziliandistributorrequestsalowerminimumorderquantity(MOQ).Whichresponsealignswithcostconsiderations?A)"WecannotreducetheMOQunderanycircumstances."B)"Ifyoucommitto10,000unitsnextyear,wecanlowertheMOQ."C)"Yourrequestisimpossibletofulfill."D)"Wewillreviewthisinternallybutcannotpromiseanything."8.IfaFrenchcompanysuggestsdelayingacontractrenewal,whichphrasesignalsconcernwithouthostility?A)"Wewillnotrenewifyoudelay."B)"Weneedtodiscussthelong-termimplications."C)"Renewalisnon-negotiable."D)"Wewillconsideryourproposalbutcannotfinalizeyet."9.AMalaysianclientobjectstoa5%commissionforagents.Whichresponsejustifiestheratewhileremainingopentodiscussion?A)"Thecommissionisstandardintheindustry."B)"Wecanreduceitifyouhandlelogisticsyourself."C)"Wecannotaffordlowercommissions."D)"Wewillevaluateyourproposal."10.WhenaGermanbuyerasksaboutproductcustomization,whichreplyhighlightsfeasibilitywithoutoverpromising?A)"Wecannotcustomizeproducts."B)"Wecanmodifyproductsifyoupayextra."C)"Customizationisnotpartofourservice."D)"Wewillassessyourrequestandgetbacktoyou."二、多选题（共5题，每题3分，合计15分）（针对中国与东盟跨境电商谈判场景）1.ASingaporeancompanyrequestsfasterdeliverytimesfore-commerceorders.Whichofthefollowingareviablesolutionstodiscuss?A)"Wecanuseairfreightinsteadofseafreight."B)"Weneedtoincreaseourwarehousecapacity."C)"Youcanadjustyourorderquantitiestomatchourproductioncycles."D)"Wewillnegotiatewithshippingcompaniesforbetterrates."2.DuringadisputeoverqualityclaimsforhandmadeceramicssoldtoThailand,whichpointsshouldtheChinesesupplierraise?A)"Thaicustomershavehighexpectationsforcraftsmanship."B)"Thedefectswerecausedbycustomshandling."C)"Weprovidea100%money-backguarantee."D)"Wefollowinternationalqualitystandards."3.APhilippineretailersuggestsatieredpricingstructurebasedonordervolume.Whichargumentscouldsupportthesupplier’scounteroffer?A)"Bulkordersincreaseourproductionefficiency."B)"Ourcostswillriseifwelowerpricessignificantly."C)"Competitorsalreadyofferdiscountsforlargeorders."D)"Wecanprovidevolume-basedbonusesaftersixmonths."4.IfanIndonesiancustomercomplainsaboutslowresponsetimesfortechnicalsupport,whichsolutionscouldbeproposed?A)"Wewillhiremoresupportstaff."B)"YoucanaccessanonlineFAQdatabase."C)"Wewilloffer24/7assistanceforpremiumclients."D)"Thedelayisduetolocalholidays."5.AVietnamesebuyerrequestspackagingmodificationsforeco-friendlyproducts.Whichoptionsshouldthesupplierconsider?A)"Wecanuserecyclablematerials."B)"Custompackagingincreasesproductioncosts."C)"Localregulationsrequirespecificpackaging."D)"Wewillreduceplasticusageby50%nextyear."三、情景写作（共3题，合计65分）（要求：根据以下场景，撰写谈判邮件或函件，语言专业、逻辑清晰，字数控制在200-300字/题）1.中国玩具出口商与德国零售商谈判（10分）场景：德国零售商要求降低玩具订单价格，并缩短交货期。供应商利润空间有限，需协商解决方案。要求：写一封邮件，说明立场，同时提出替代方案（如增加订单量或分批交付）。2.中国电子企业与美国分销商商讨市场推广合作（20分）场景：美国分销商希望企业承担更多广告费用，并要求延长付款期限。企业需平衡成本与合作关系，提出合理建议。要求：撰写商务函，解释当前政策，同时提议合作广告分摊模式或信用额度调整。3.中国服装制造商与中东客户谈判（35分）场景：中东客户要求在现有合同中增加定制图案，但需确保生产成本不超预算。制造商需评估可行性，提出详细方案。要求：写一封正式邮件，说明设计修改的可行性，包括成本核算、时间安排及质量保证。答案与解析一、单选题答案1.C|2.B