2.Selective perception
选择性感知:
When the perceiver singles out certain information that supports a prior belief and filters out information that does not confirm that belief.
3.Intangibles无形因素:
intangible factors are the underlying psychological motivations that may directly or indirectly influence the parties during a negotiation;
4.Interdependent相互依赖:
when the parties depend on each other to achieve their own preferred
outcome they are interdependent;
5.Negotiator’s dilemma
谈判者的困境:
the choice of whether to pursue a claiming value strategy is described as the “negotiator’s dilemma”.
6.initial offer
最初报价:
the first number the buyer will quote to the seller
7.Competitive situation竞争性情形:
when the goals of two or more people are interconnected so that only one can achieve the goal, this is competitive situation, also known as a zero-sumor distributive situation，in which “individuals are so linked together that there is a negative correlation between their goal attainments”;
8.Mutual-gainssituation相互获益情形:
When parties’ goals arelinked so that one person’s goal achievement helps others to achieve theirgoals, it is a mutual-gains situation,also known as a non-sum or integrative situation;
9.BATNA达成谈判协议的最佳选择:
an acronym for best alternative to a negotiated agreement;
10.Thedilemma of honesty诚实困境:
it concerns how much of the truth to tell the other party;
11.Thedilemma of trust信任困境:
it concerns how much should negotiators believe what the other party tells them;
12.Distributive bargaining
分配式谈判:
accepts the fact that there can only be one winner given the situation and pursues a course of action to be that winner;
13.Integrative bargaining
共赢争价:
attempts to find solutions so both parties can do well and achieve their goals;
14.Claimvalue
主张价值:
to do whatever is necessary to claim the reward, gain the lion’s share, or gain the largest piece possible;
15.Createvalue
创造价值:
to find a way for all parties to meet their objectives, either by identifying more resources or finding unique ways to share and coordinate the use of existing resources;
16.Stereotypes心理定势:
is a very common distortion of the perceptual process. It occurs when one individual assigns attributes to anothersolely on the basis of the other’s membership in a particular social or demographic category.
17.Contending争夺战略:
actors pursuing the contending strategy pursue their own outcomes strongly and show little concern for whether the other party obtains his or her desired outcomes;
18.Yielding
屈服战略:
actors pursuing the yielding strategy show little interest orconcern in whether they attain their own outcomes, but they are quite interested in whether the other party attains his or her outcomes;
19.Inaction
不作为战略:
actors pursuing the inaction strategy show little interest in whether they attain their own out-comes, as well as little concern about the other party obtains his or her outcomes;
20.Problem solving解决问题战略:
actors pursuing the problem solving strategy show high concern for attaining their own outcomes and high concern for whether the other
21.target point目标点: the point at which negotiator would like toconclude negotiations
22.resistance point拒绝点:
a negotiator’s bottom line, the mostthe buyer will pay or the smallest amount the seller will settle for
23.a positive bargaining range积极的谈判空间:the buyer’s resistance is above the the seller’s, and the buyer minimally willing to pay morethan the seller is minimally willing to sell for
24.Reciprocity互惠主义:
when you receive sth from another person, you should respond in the future with a favor in return
25.The winner’s curse
赢家的诅咒: the tendency of negotiators, particularly inan auction setting, to settle quickly on an item and then subsequently feel discomfort about a negotiation win that comes too easily.
26.Process-basedinterests基于谈判过程的利益:
related to how the negotiators behave as they negotiate
27.indirect assessment间接估计:
determining what information an individual likely used to set target and resistance point and how he or she interpreted this information
28.selective presentation选择性表述:
negotiators reveal only the facts necessary to support their case
29.Pareto efficient frontier帕累托有效边界：the claiming value line is pushed towards the upper right-hand side to the fullest extent possibleby creating value, and the line is called the Pareto efficient frontier
30.shared goal(共享目标):
the goal that both parties work toward but that benefits each party differently
31.joint goal联合目标:
the goal thatinvolves individuals with different personal goals agreeing to combine them in a collective effort
32.Endowment effect
捐赠效应:
The tendency to overvalue something you ownor believe you possess.
33.Relationship-basedinterests
基于双方关系的利益:
tied to the current or desired future relationship between theparties.
34.Resistance point拒绝点:
a resistance point is the place where you decide that you should absolutely stop the negotiation rather than continue because any settlement beyond this point is not minimally acceptable.
35.Alternatives可替代的选择:
other agreements negotiators couldachieve and still meet their needs.
36.Target point目标点:
one realistically expects to achievea settlement and the asking price, representing the best deal one can hope toachieve.
37.Halo effects晕轮效应:
rather than using a person’s group membership as a basis for classification, however,halo effects occur when people generalize about a variety of attributes basedon the knowledge of one attribute of an individual.
38.Projection投射效应:
When people assign to others the characteristics or feelings that they possess themselves.
39.Mythical fixed-pie beliefs
固定蛋糕观念:
those who believe in the mythical fixed-pie assume there is no possibility for integrative settlements and mutually beneficial trade-offs, and they suppress efforts to search for them.
40.Anchoring and adjustment基准调节:
cognitive biases in anchoring and adjustmentare related to the effect of the standard (or anchor) against which subsequent adjustments are made during negotiation.
41.Issue framing and risk
谈判框架的制定方式与风险:
the way a negotiation is framedcan make negotiators more or less risk averse or risk seeking.
42.Availability of information信用的可用性:
in negotiation, the availabilitybias operates when information that is presented in vivid, colorful, orattention-getting ways becomes easy to recall, and thus also becomes centraland critical in evaluating events and options.
43.The law of small numbers小数法则:in decision theory, the law of small numbersrefers to the tendency of people to draw conclusions from sample sizes. Innegotiation, the law of small numbers applies to the way negotiator learn and extrapolate from their own experience.
44.Self-serving biases感知错误:
The tendency to overestimate the causal roleof personal or internal factors and underestimate the causal role of situationalor external factors, when explaining another person’s behavior.
45.Ultimatum
最后通牒：
an ultimatum is an attempt to induce compliance or force concessions from a presumably recalcitrant opponent.
1A: Are you ready to place your order now ?
B: The order will be mailed to you next week .
A: Is it going to the head office ?
B: No, I think it is going to be mailed to your local branch .
A:你们准备好下订单了吗？
B:下星期就寄给你们。
A:寄到总公司？
B:不，寄到分社。
2A: Thank you very much for the order .
B: We appreciate your fast service .
A: We do the best we can .
B: We’ll be calling you again next month .
A:谢谢你的订货。
B:麻烦你会尽力处理，谢谢。
A:我们会尽力而为。
B:下个月我们会再打电话给你。
3A: We haven’t received your order yet.
B: It was mailed last week .
A: I’ll check the office one more time .
B: And I’ll see if there was any mistake on our end .
A:您的订单我们还没收到。
B:上个礼拜我们还没收到。
A:我再跟公司查一下。
B:我这边也会看看是否有什么差错。
4A: We need to make a change on our last order .
B: What was the order number?
A: It was j-223,just double the second item .
B: Sure ,I’ll be glad to take care of it for you .
A:上回的订单我们需要更改。
B:订单号码多少？
A:j223。第二项的订量要加倍。
B:好的，没问题，乐于为你服务。
5A: I’m here to see the purchasing agent .
B: He’s not in his office at the moment.
A: May I wait ?
B: Yes ,he should return soon .
A:我是来拜访采购经理的。
B:他现在不在办公室里，A:我等他一下没关系吧？
B:请，他应该很快就会回来。
6A: I’m the purchasing agent here .
B: I’d like to give you one of our new catalogs1 .
A: I’ll put it in my files .
B: Thank you very much ,A:我是这里负责采购的B:我们有新目录想给你A:我会将它归档。
B:非常谢谢你。
7A: Do you usually buy in large quantities ?
B: Our standard order is 500cases at a time .
A: We can handle an order that size very easily.
B: We’ll let you know the next time we need to place an order .
A:你们的订购量通常都很大吗？
B:我们的标准订量是一次500箱。
A:这种量我们做起来很容易。
B:下次需要订购时我们会通知你。
8A: If I place an order now ,when would you be able to ship it ?
B: That all depends on the size of the order .
A: It will be about the same as it was last time .
B: We should be able to get that off to you right away.
A:如果现在下单子，什么时候可以出货？
B:这要订购量的多寡。
A:大概和上回的订量一样。
B:这样的话，我们马上就可以出货9A: This is last order we will be placing for a while .
B: Oh? Is there some trouble ?
A: No , we’re just getting a lot of material stock piled .
B: Let me know when you are ready to order again.
A:这是最后一次下订单，我们暂时不再订货了。
B:哦，有什么问题吗？
A:没什么问题，只库存材料太多了。
B:那么需要再订货时，请与我联系。
10A: Do you have anything like this in your stock ?
B: May I see it a moment ?
A: Yes , here you go.
B: Yes ,we can supply this for you .
A:你们库存中有象这样的东西吗？
B:我看一下好吗？
A:喏，就是这个。
B:嗯，这个有。
11A: We want to order some of these .
B: This is a standard size .
A: Can you supply us right away?
B: Yes ,we have plenty on hand right now .
A:我们想订些这种货。
B:这是标准尺寸。
A:能够立刻供货吗？
B:可以，我们目前有不少现货。
12A: This is what we need .
B: I don’t think this is a standard size.
A: It’s not .it is a little oversized.
B: In that case ,we wouldn’t have it in stock .
A:我们要的就是这个。
B:我看这不是标准尺寸吧？
A:不是，它比标准的大了一点。
B:如果是这样，我们库存不会有。
13A: Is this the part that you need ?
B: Yes ,that ’s right .
A: How many do you need ?
B: We’ll take all that you can give us .
A:这是不是你所需要的零件？
B:是的，没错。
A:你需要多少？
B:你们有多少就买多少。
14A: I understand you want to increase your order .
B: Yes ,we have to double it .
A: I’m not sure we have that much on hand .
B: Could you check it for me ,please?
A:我知道你想增加订购量。
B:是的，我们必需加倍。
A:我没把握现在的量有没有那么多。
B:请你查一下好吗？
15A: I checked our supply of that material you asked for .
B: How does it look?
A: We’ve got plenty,B: Good ,I’ll get an order to you right away .
A:我查过了库存中你要的那种材料。
B:怎么样？
A:我们有不少。
B:好极了，我立刻就下订单给你。
16A: I just got an answer about the stock we have on hand .
B: Good news ,I hope .
A: Sure, we can handle your order .
B: Boy ,I’m really glad to hear that .
A:我刚刚接获通知我们现有库存量。
B:希望是好消息。
A:嗯，你的订单没问题。
B:哇，听了真叫人高兴。
17A: How much did you want to increase your order .
B: We need three times as much as we originally ordered.
A: I’ll have to check to see if we can handle that .
B: Please do. We ’re desperate for the material .
A:你的订量要增加多少？
B:原来的三倍。
A:我得查查看我们是否付得了这么多。、B:麻烦你了，我们非常需要这些材料。
18A: We don’t have enough material on hand to take care of this .
B: When will you have more?
A: By the end of next month .
B: I’m not sure we can wait that long .
A:我们现在手边的存量不够你的订单。
B:什么时候你们会再进货呢？
A:下个月底。
B:恐怕等不了那么久了。
19A: We’re going to be placing a large order soon .
B: This is a pretty hot item .
A: We’re really going to need it .
B: In that case ,I’ll have some set aside for you .
A:我们马上就会下一张大订单了。
B:这货十分抢手哩。
A:我们真的一定要定到。
B:既然这么说，我会为你留一些下来。
20A: We’re out of one item on your order .
B: Do you have any suggestions.
A: We can give you a better one at thesame price .
B: Good . go ahead and do that .
A:你我订的货里有一项我们没有了，B:你说怎么办？
A:我们可以给你更好的一种，价钱一样。
B:好啊，就这么办。
21A: Can we substitute the j-123 for the j113?
B: Is the price the same ?
A: Yes ,just the same .
B: That will be alright with us .
A:以J-123来替代J-113，可以吗？
B:价钱一样吗？
A:一样。
B:那就可以。
22A: Our order specified "no substitutions".
B: We were out of the part you needed .
A: We just can’t use this one ,it won’twork .
B: Is see ,we’ll have it picked up ,inthat case .
A:我们订单上特别裁明了“拒收替代品”。
B:你要的那种零件我们没有货了，A:这种的我们就是不能用，行不通的。
B:哦，我明白了，这样子的话，我们就把它挑出来。
23A: We’re having a lot of trouble filling this order .
B: What seems to be the problem.
A: We’re out of a lot of the items.
B: Let’s see what we can substitute .
A:我们这次供货很有问题。
B:什么样的问题呢？
A:有好几项都缺货了。
B:我们来想看看有没有什么可以代替的。
24A: Is there any chance that we can substitute this for you ?
B: I’ll have to check with our engineers.
A: I’ll wait until I hear from you .
B: I’ll get back to you as soon as I can .
A:这个可不可能使用代替品呢？
B:我得请教工程师才行。
A:那么我就等你消息，B:我会尽快给你回音。
25A: I’m afraid the item you substituteddidn’t work .
B: Was it too big ?
A: Yes ,that’s right.
B: I see ,we’ll take another look at your specifications5.
A:你这代替品恐怕不能用。
B:太大了吗？
A:就是啊。
B:哦，我们会再查一直你们的规格说明书。
B:不知道，我问问看。
26A: We may have to back order three itemson this order .
B: That’s not so good .
A: Can we substitute in these things?
B: I don’t know . I’ll check.
A:这次订的货有三个项目必须要晚点才能交货。
B:这样不太好吧。
A:这几项可以用替代品吗？
27A: We need these things right away .
B: We’re out of the red adapters.
A: If you have blue ones , send those .
B: Good ,we can do that right away .
A:这此东西我们马上就要。
B:红色的接头没货了。
A:如果有蓝色的，就送蓝色的来吧。
B:好的，立刻就办。
28A: How’s the order coming along ?
B: We’re going to substitute a better itemfor number .
A: At the same price ?
B: Yes , of course .
A:我们订的货怎样呢？
B:我们将以品质较好的来代替三号产品。
A:价钱一样吗？
B:当然一样。
29A: That about wraps it all up .
B: Yes ,I think so .
A: All we have to do is sign the contract .
B: We can do that at the meeting tomorrow .
A:一切差不多都结束了。
B:是啊。
A:剩下的只要签订个契约就行了。
B:我们明天开会时再签订吧。
30A: Is the contract all right now ?
B: I think we need to discuss the fifthclause .
A: Would you like to do that now ?
B: Now is as good a time as any.
A:契约现在这样可以了吧？
B:我想第5条需要讨论一下。
A:你要现在就讨论吗？
B:就现在好了。
31A: We need to make some changes in this contract .
B: Can we do it right now?
A: No, I need to talk to the home office .
B: Fine .let’s get together again next week.
A:这份契约有几个地方需要修改。
B:现在来修改可以吗？
A:不，我得先跟总公司谈谈。
B:好吧，那就下周再聚会了。
32A: We’ll have to get this contract typed as soon as possible .
B: My secretary can start on it right away .
A: I think all the changes are easy to see .
B: She won’t have any trouble,A:我们得尽快把契约书打出来。
B:我的秘书现在就要可以打。
A:我想所有修改过的地方都很容易看出来吧B:对她不会有什么困难的。
33A: Are you ready to sign ?
B: I sure am.
A: Here’s a pen .
B: Thank you .
A:准备好可以签名了吗？
B:嗯，可以签了A:这里有笔。
B:谢谢。
34A: Where do you want me to sign ?
B: Right here.
A: How’s that?
B: That’s fine .
A:你要我签在哪里？
B:就在这儿。
A:这样子可以吧。
B:可以。
35A: We can’t sign the contract yet .
B: Why not ?
A: There are some changes the still have to be made .
B: Just let us know when you are ready.
A:我们还不能在契约上签字。
B:为什么不能？
A:有些地方还得修订。
B:那么，准备好了就请通知我们。
36A: This clause6 will have to be changed .
B: Just pencil in the changes and we’llretype it .
A: Can you read that .
B: Oh, sure .
A:这一条必须更改。
B:修改的地方请用铅笔，我们会重打。
A:看得清楚吗？
B:哦，没问题。
37A: Who is going to sign the contract foryour side ?
B: The general manager .
A: Shall I make an appointment to see him?
B: Yes .some time next week would be good .
A:谁代表你们这一方签约？
B:我们总经理。
A:我是不是要约个时间跟他见见面？
B:好啊，就下个星期找个时间吧。
38A: I’d like to look this over before Isign it .
B: Of course .take your time .
A: It looks fine to me .
B: Just sign there on the bottom .
A:签约之前我想再看过一遍。
B:当然，你慢慢看吧。
A:看起来好像没什么问题。
B:那么，就请在下面这里签个名。
39A: Here’s my signature .
B: And mine .
A: Let’s go out and celebrate .
B: I think we both need a drink .
A:我签好了。
B:我也是A:我们到外面庆祝一下吧B:我想大家都需要喝一杯。
40A: Here’s your copy of the contract .
B: Good . I ’m glad we’re all done .
A: Yes, it’s nice to be finished .
B: You can say that again.
A:这是你的那一份契约。
B:太好啦，我真高兴一切都成了。
A:是啊，完成了真好。
B:说的是。
报价用语篇
(1)A: We can offer you this in different levels of quality.
B: Is there much of a difference in price ?
A: Yes ,the economy model is about 30% less.
B: We’ll take that one .
A:这产品我们有三种不同等级的品质。
B:价钱也有很大的分别吧？
A:是的，经济型的大约便宜30%。
B:我们就买那种。
(2)A: Is this going to satisfy your requirements ?
B: Actually , it is more than we need .
A: We can give you a little cheaper model .
B: Let me see the specifications for that .
A:这种的合你的要求吗？
B:事实上，已超出我们所需要的。
A:我们可以提供你便宜一点的型式。
B:让我看看它的规格说明书吧。
(3)A: You’re asking too much for this part .
B: we have some cheaper ones .
A: What is the price difference ?
B: The basic model will cost about 10% less .
A:这零件你们要价太高了。
B:我们有便宜一点的。
A:价钱差多少？
B:基本型的便宜约10%左右。
(4)A: How many different models of this do you offer?
B: We have five different ones .
A: Is there much of a price difference .
B: Yes, so we had better look over your specifications.
A:这个你们有多少种不同的型式。
B:五种A:价钱有很大的差别吗？
B:是的，所以我们最好先把您的规格说明细看一遍。
(5)A: The last order didn’t work out too well for us .
B: What was wrong?
A: We were developing too much waste .
B: I suggest you go up to our next higher price level.
A:上回订的货用起来不怎么顺。
B:有什么问题吗？
A:生产出来的废品太多了。
B:我建议您采用我们价格再高一级的货。
(6 )A: Did the material work out well for you ?B: Not really .
A: What was wrong?
B: We felt that the price was too high for the quality .
A:那些材料进行的顺利吗？
B:不怎么好。
A:怎么啦？
B:我们觉得以这样的品质价钱太高了。
(7)A: Has our material been all right ?
B: I’m afraid not .
A: Maybe you should order a little better quality .
B: Yes, we might have to do that .
A:我们的原材料没问题吧？
B:有问题呢。
A:也许您应该买品质好一点的B:是呀，恐怕只有这么做了。
(8 )A: I think you had better come out to the factory .
B: Is there something wrong .
A: Yes ,your last shipment wasn’t up to par .
B: Let ’s go out and have a look at it .
A:我看你最好走一趟工厂，B:出了什么事吗。
A:嗯，你上次送去的货没有达到标准。
B:走，我们去看看。
(9)A: I want you to look at this material .
B: Is this from our last shipment ?
A: Yes ,it is .
B: I can see why you are having some problems with it .
A:我要你看看这材料！
B:这是上次叫的货吗？
A:是啊。
B:我明白为什么你用起来会有问题了。
(10)A: I would suggest that you use this material instead of that .
B: But that costs more .
A: But you will get less waste from this .
B: We’ll try it once .
A:我建议你改用这种替代那种。
B:可是那样成本较高。
A:但可以减少浪费。
B:那么就试一次看看吧。
(11)A: Our manufacturing costs have gone up too much .
B: You might try one of our cheaper components .
A: Let’s take a look at your price list again .
B: Sure . I’ll bring it in next week .
A:我们的制造成本增加太多了。
B:你试试这种较便宜的组件怎样？
A:我再看一次你们的价目表吧。
B:好哇 ，我下个礼拜带过来。
(12)A: This is the best material we have to offer .
B: Actually ,I don’t think we need it to be this good .
A: I can let you have this kind cheaper .
B: Let’s do that .
A:这是本公司所供应的最好的原料。
B:说实在的，我并不认为我们用得着这么好的，A:我可以算你便宜一点。
B:那就这么说定吧。
(13)A: How is the new material working out for you ?
B: Fine .we’re saving a lot of money with it .
A: I’m glad to hear that .
B: It was a good suggestion .thanks .
A:新原料用得如何？
B:不错，节省了不少的钱，A:听你这么说真高兴。
B:你建议得不错，谢谢。
(14)A: How many would you like to order ?
B: Is there a minimum order ?
A: No ,we can ship in lots of any size .
B: We’ll try one case of this .
A:您要订多少？
B:有最低订购量的限制吗？
A:没有，任何数量都可以出货。
B:那么，这种的就试一箱吧。
(15)A: We’re ready to take your order now.
B: We want to try this component as a sample.
A: I can send one for you to try .
B: Yes , please do that .
A:你们现在可以下订单了。
B:这种组件我们想试个样品看看。
A:我们可以寄个给你试用。
B:好，那就麻烦你了。
(16)A: How many would you like to order ?
B: How do they come packaged ?
A: In cases of 100.
B: We’ll take 500.
A:您要订多少？
B：货是怎样装的呢？
A:一箱装100个。
B:我们要500个。
(17)A: We need seven of these .
B: They come in cases of five .
A: Then ,send two cases please .
B: Good . thank you for the order .
A:我们要七个这种的。
B:它们是五个一箱。
A:这样的话，就送两箱吧。
B:好的，谢谢你的订货。
(18)A: We can’t handle an order that small .
B: What is the minimum we would have to order .
A: 300 pieces .
B: I see ,send those ,then .
A:这么少的数量，我们不能接受。
B:那么我们至少得订多少呢。
A:300个B:哦，那就300个吧。
(19)A: We have a problem with your order .
B: What is it ?
A: We can’t split open a case to fill yourorder .
B: I’ll see if we can take the whole case .
A:你订的货有点问题。
B:什么问题。
A:因为我们不能拆箱来凑足你的订量。
B:那我考虑看看是不是可以买整箱。
(20)A: Do you offer any quantity discounts ?
B: No, we don’t.
A: Then give us three cases of this .
A:大量购买有折扣吗？
B:不，没有。
A:那么这种的就买三箱好了。
(21)A: You could save a lot if you would ordera little more .
B: How could we do that ?
A: We offer a discount for large orders .
B: Let me take another look at our requirements .
A:如果你单子下得多一点，可以省不少的钱。
B:怎么说呢？
A:我们对大量订购有打折。
B:那我们看看我们的需要量有多少。
(22)A: Your prices seem a little high .
B: We could make them lower for you .
A: How ?
B: If you order in large lots , we’ll reduce the price .
A:你们的价钱高了一些。
B:我们可以算你便宜一点。
A:怎么做呢？
B:如果你大量订购，我们可以降价。
(23)A: We can offer a 10% discount for orders over 10000 pieces.
B: I’m not sure we can use that many .
A: It would represent quite a savings .
B: Ok, I’ll see what I can do .
A:订购一万个以上，我们可以打九折。
B:我怕我们用不了那么多。
A:这省下的可是一笔不少的钱哩。
B:好吧，我考虑考虑吧。
(24)A: Why are there three prices quoted for this part ?
B: They represent the prices for different quantities.
A: I see .
B: The more you order , the more you will save .
A:这种零件为什么有三种不同的报价？
B:那表示不同的量有不同的价钱。
A:原来如此。
B:订购愈多，省的钱愈多。
(25)A: Is this your standard price ?
B: Yes ,it is .
A: It seems too high to meB: We can negotiate the unit price for large orders .
A:这是你们的基本准价吗？
B:是的A:好像贵了一点。
B:如果大量订购，单价可以再谈。
(26)A: I’m calling about mistake on our last invoice .
B: What was it ?
A: We should have been given the large quantity price .
B: Yes ,that is absolutely right .
A:我打电话来，是因为上回的发票有错。
B:怎么啦。
A:你应该开大宗折扣价才是。
B:啊，对的，是应该这样。
(27)A: Doesn’t the quantity discount apply on this order ?
B: No ,I’m sorry ,but it doesn’t.
A: Why not?
B: Because these items are from different shipments.
A:这次下的单子没有大宗折扣吗？
B:抱歉，没有。
A:为什么没有？
B:因为这几项品目不属同一批货。
(28)A: We can make the price lower if you would order a bit more .
B: How much more ?
A: Just three more cases .
B: I think we can do that .
A:如果你单子下多一点，我们可以减价。
B:还要多下多少？
A:只要再三箱就可以了。
B:那我想没问题。
(29)A: I have the quotations you asked for .
B: Good ,we’ve been looking for them .
A: I’ll leave them for you to look over .
B: I’ll give you a call when we are ready to talk about them .
A:你要的报价已经做好了。
B:好啊 ，我们一直等着看呢。
A:我会留下来给你慢慢的看。
B:等我们准备好可以谈的时候，我会打电话给你。
(30)A: Were you able to quote on all the items we need ?
B: No, not all of them .
A: Oh ?why not ?
B: We aren’t able to supply the third ad fifth items .
A:我们需要的每个项目你都能报价吗。
B:不，没办法全部。
A:哦，为什么？
B:第三及第五项目，我们没有货供应。
(31)A: Here are the quotations that you asked for .
B: How do they compare to last year’s ?
A: The price increases haven’t been too bad at all .
B: That’s good to hear .let’s take a look at your prices .
A:这是你的报的价。
B:与去年的相比怎么样。
A:没有涨太多。
B:那好，我们来看看你的报价吧。
(32)A: I have a question about this quotation you submitted .
B: What is it ?
A: The third item has been omitted .
B: Oh ,yes .we don’t carry that item anymore .
A:你提出的报价我有问题。
B:什么呢？
A:第三项目漏掉了。
B:哦，是的，那一项目我们不再卖了。
(33)A: What is the deadline for submitting the quotation ?
B: We need it in our office by next Monday .
A: I think we’ll able to make that .
B: Good .we can’t extend the deadline .
A:报价截止日是哪一天？
B:下星期一以前要送到我们公司。
A:我想没问题。
B:那好，我们可不能延期的。
(34)A: We’d like a chance to bid on this business.
B: We’ll be taking quotations next month .
A: Will you let us have the specifications ?
B: Sure ,just drop in my office some time and pick them up .
A:我们希望能有机会投标这笔生意。
B:我们将在下个月接受报价。
A:规格说明书可以给我们吗。
B:没问题，什么时候到我办公室来拿都可以。
(35)A: Can you tell me why our bid was not accepted?
B: I think you were a little too high on some of the items .
A: On which ones ?
B: You’re perfectly welcome to inspect the winning bid .
A:请告诉我为什么我们没有得标好吗？
B:我想你们有几个项目的价格高了一点。
A:哪几个品目呢，B:我们很欢迎你来查阅得标者。
(36)A: Was our bid accepted ?
B: No ,I ’m sorry .it wasn’t .
A: Can you tell me why ?
B: Sorry ,but I’m not at liberty to reveal that information.
A:我们得标了吗？
B:抱歉，没有。
A:能告诉我什么原因吗？
B:对不起，我示能随意泄露情报。
(37)A: Congratulations ! your bid has won .
B: I’m glad to hear that .
A: When can you come around to discuss some details with us ?
B: I’ll be there next Monday at noon .
A:恭喜！你得标了。
B:真是好消息，A:什么时候可以过来和我们讨论细节呢？
B:下个星期一中午吧。
(38)A: What is your best price on this item ?
B: $24.95 per hundred piecesA: That will be fine with us .
B: Fine . I’ll start the paperwork for your order right away .
A:此一品目的最低价是多少？
B:一百个美金二十四块九毛五。
A:这价钱还可以。
B:好啊，那我立刻就为你们的订单作准备了。
(39)A: Can we expect the same price as last time ?
B: Oh ,yes ,no problem about that.
A: Good ,we’ll be ordering in just a few days.
A:价钱能够和上次的一样吗？
B:哦，可以。没问题的。
A:很好，两三天内我们就会下订单。
(40)A: This price is quite a bit higher than it was last time .
B: We’re sorry ,but we ’ve had a slight price increase here .
A: Slight ?I wouldn’t call this slight .
B: We’ve had to increase our prices on this item by just 8%.
A:这次的价格比上次要贵了一些。
B:真抱歉，不过我们出只涨了一点点而已。
A:一点点？这叫一点点？！
B:这一种我们不得已也只加了8%而已。
(41)A: We think the price in item number five is too high .
B: That’s about the best we can do on that .
A: We’ll have to talk it over some more .
B: Let’s see if we can work it out to your satisfaction .
A:第五项我们认为价钱太高了。
B:那差不多是我们所能开出的最低价了。
A:这个我们还得再谈一谈。
B:我来看看是否有什么办法能让你满意。
(42)A: I’m sorry ,but we have a problem here .
B: What is it ?
A: We can’t handle these price increase of yours .
B: Let’s talk about it some more .
A:对不起，我们有困难。
B:什么困难。
A:我们没办法接受你们提高价钱。
B:我们再谈吧。
(43)A: Are these new prices acceptable ,then?
B: I’ll have to check with my boss.
A: I’m sure you’ll find that we are very competitive now .
B: I’ll let you know as soon as I get an answer .
A:那么，这些新价格可以接受吧？
B:我得和老板先谈谈。
A:我敢说你们一定会发现，我们现在的价钱是不怕别人竞争的。
B:我一有消息就立刻通知你。
(44)A: I don’t think we’ll be able to pay these price.
B: We may be able to work out a better deal for you .
A: Such as ?
B: We can give you a discount if you order for immediate shipment .
A:这种价钱我们恐怕没办法接受。
B:我们也许可以想出一个对你有利的办法。
A:譬如说什么？
B:如果你的订单是马上出货的话，我们可以打折。
(45)A: We’re not going to be able to get together on price .
B: Why not ?
A: Your bid is much higher than your competitor’s .
B: I’ll check back with by head office for you .
A:在价格上我们的看法似乎无法一致。
B:怎么会呢？
A:你们的价钱比起其他公司高出太多了。
B:这个我回头会跟总公司查核一下。
(46)A: I’ve got good news .
B: What is it ?
A: The head office agreed to the lower price you asked for .
B: Good .now we can go ahead and write up the order .
A:我有好消息告诉你。
B:什么好消息？
A:总公司已同意你要求的较低价格。
B:好极了，现在我们可以准备下单了。
(47)A: What are your discount terms ?
B: We give a 2% discount for cash .
A: Is that all ?
B: Yes ,that is the best we can do .
A:折扣的条件是什么？
B:付现的话折扣2%。
A:只能这样吗？
B:是的，这是我们的最低价了。
(48)A: What are your discount terms ?
B: 2-10-net-30 .
A: Let ’s see ,that means a 2% discount if paid within ten days .
B: Yes , and full payment is due within 30 days.
A:你们的折扣条件如何？
B:2-10-net -30A:哦。那是说如果10天内付款，有2%的折扣。
B:是的，如果在30天骨付款就没有折扣。
(49)A: I’m glad that you could see me today .
B: Yes ,we only have one more item to take care of .
A: That’s right .we have to work out the final price .
B: It’s time to get down to business now . A:真高兴你今天能来。
B:是啊，要谈的只剩下一项而已了。
A:是的，我们得把最后的价格敲定。
B:是进入正题的时候啦。
(50)A: We’re Ready To Place Our Order .
B: Glad to hear that .
A: Can I give it to you now ?
B: I’m all ears .
A:我们准备好下订单了。
B:太好了A:现在就下给你，可以吗？
B:洗耳恭听。
2.Selective perception选择性感知: When the perceiver singles out certain information that supports a prior belief and filters out information that does not confirm that belief.
3.Intangibles无形因素: intangible factors are the underlying psychological motivations that may directly or indirectly influence the parties during a negotiation;
4.Interdependent相互依赖: when the parties depend on each other to achieve their own preferredoutcome they are interdependent;
5.Negotiator’s dilemma
谈判者的困境:
the choice of whether to pursue a claiming value strategy is described as the “negotiator’s dilemma”.
6.initial offer最初报价:the first number the buyer will quote to the seller
7.Competitive situation竞争性情形:
when the goals of two or more people are interconnected so that only one can achieve the goal, this is competitive situation, also known as a zero-sumor distributive situation，in which “individuals are so linked together that there is a negative correlation between their goal attainments”;
8.Mutual-gainssituation相互获益情形:
When parties’ goals arelinked so that one person’s goal achievement helps others to achieve theirgoals, it is a mutual-gains situation,also known as a non-sum or integrative situation;9.BATNA达成谈判协议的最佳选择:an acronym for best alternative to a negotiated agreement;
10.Thedilemma of honesty诚实困境:
it concerns how much of the truth to tell the other party;
11.Thedilemma of trust信任困境: it concerns how much should negotiators believe what the other party tells them;
12.Distributive bargaining分配式谈判:accepts the fact that there can only be one winner given the situation and pursues a course of action to be that winner;
13.Integrative bargaining共赢争价: attempts to find solutions so both parties can do well and achieve their goals;
14.Claimvalue主张价值: to do whatever is necessary to claim the reward, gain the lion’s share, or gain the largest piece possible;
15.Createvalue创造价值: to find a way for all parties to meet their objectives, either by identifying more resources or finding unique ways to share and coordinate the use of existing resources;
16.Stereotypes心理定势: is a very common distortion of the perceptual process. It occurs when one individual assigns attributes to anothersolely on the basis of the other’s membership in a particular social or demographic category.
17.Contending争夺战略: actors pursuing the contending strategy pursue their own outcomes strongly and show little concern for whether the other party obtains his or her desired outcomes;
18.Yielding屈服战略: actors pursuing the yielding strategy show little interest orconcern in whether they attain their own outcomes, but they are quite interested in whether the other party attains his or her outcomes;
19.Inaction不作为战略:
actors pursuing the inaction strategy show little interest in whether they attain their own out-comes, as well as little concern about the other party obtains his or her outcomes;
20.Problem solving解决问题战略:
actors pursuing the problem solving strategy show high concern for attaining their own outcomes and high concern for whether the other;
21.target point目标点: the point at which negotiator would like toconclude negotiations;
22.resistance point拒绝点: a negotiator’s bottom line, the mostthe buyer will pay or the smallest amount the seller will settle for
23.a positive bargaining range积极的谈判空间:the buyer’s resistance is above the the seller’s, and the buyer minimally willing to pay morethan the seller is minimally willing to sell for
24.Reciprocity互惠主义: when you receive sth from another person, you should respond in the future with a favor in return
25.The winner’s curse赢家的诅咒: the tendency of negotiators, particularly inan auction setting, to settle quickly on an item and then subsequently feel discomfort about a negotiation win that comes too easily.
26.Process-basedinterests基于谈判过程的利益:related to how the negotiators behave as they negotiate
27.indirect assessment间接估计:determining what information an individual likely used to set target and resistance point and how he or she interpreted this information
28.selective presentation选择性表述:negotiators reveal only the facts necessary to support their case
29.Pareto efficient frontier帕累托有效边界：the claiming value line is pushed towards the upper right-hand side to the fullest extent possibleby creating value, and the line is called the Pareto efficient frontier
30.shared goal(共享目标):the goal that both parties work toward but that benefits each party differently
31.joint goal联合目标:the goal thatinvolves individuals with different personal goals agreeing to combine them in a collective effort
32.Endowment effect
捐赠效应: The tendency to overvalue something you ownor believe you possess.
33.Relationship-basedinterests
基于双方关系的利益: tied to the current or desired future relationship between theparties.
34.Resistance point拒绝点: a resistance point is the place where you decide that you should absolutely stop the negotiation rather than continue because any settlement beyond this point is not minimally acceptable.
35.Alternatives可替代的选择: other agreements negotiators couldachieve and still meet their needs.
36.Target point目标点: one realistically expects to achievea settlement and the asking price, representing the best deal one can hope toachieve.
37.Halo effects晕轮效应: rather than using a person’s group membership as a basis for classification, however,halo effects occur when people generalize about a variety of attributes basedon the knowledge of one attribute of an individual.
38.Projection投射效应:When people assign to others the characteristics or feelings that they possess themselves.
39.Mythical fixed-pie beliefs固定蛋糕观念: those who believe in the mythical fixed-pie assume there is no possibility for integrative settlements and mutually beneficial trade-offs, and they suppress efforts to search for them.
40.Anchoring and adjustment基准调节:
cognitive biases in anchoring and adjustmentare related to the effect of the standard (or anchor) against which subsequent adjustments are made during negotiation.
41.Issue framing and risk谈判框架的制定方式与风险:
the way a negotiation is framedcan make negotiators more or less risk averse or risk seeking.
42.Availability of information信用的可用性:in negotiation, the availabilitybias operates when information that is presented in vivid, colorful, orattention-getting ways becomes easy to recall, and thus also becomes centraland critical in evaluating events and options.
43.The law of small numbers小数法则:in decision theory, the law of small numbersrefers to the tendency of people to draw conclusions from sample sizes. Innegotiation, the law of small numbers applies to the way negotiator learn and extrapolate from their own experience.
44.Self-serving biases感知错误: The tendency to overestimate the causal roleof personal or internal factors and underestimate the causal role of situationalor external factors, when explaining another person’s behavior.
45.Ultimatum最后通牒：an ultimatum is an attempt to induce compliance or force concessions from a presumably recalcitrant opponent.
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拉布拉sniper
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#惠州商务英语培训费用##惠州商务英语培训费用##惠州商务英语培训费用##惠州商务英语培训费用#
如今的英语教育机构在帮学员确定费用时，不同于过去的一种班型一个费用。
必须先测试基础情况，对学员听说读写的基本情况有细致了解后，依据学员的基础情况、学习目标、个人要求等设置英语课程，来计算费用的。
这样最大的益处就是不仅不浪费钱和时间，让基础情况好的同学重复学习都掌握了的知识；也不用担心基础情况薄弱的同学学习超过自己基础情况的知识，听不明白，从而形成讨厌英语心里，是真正的个性化教学。
#惠州商务英语培训费用#,iBS国际语言学校的商务英语培训是非常不错的，最最实用的国际贸易的商务口语、商务案例、商务写作、商务函电都会学习到，还可以免费旁听课程，搭配中外教的。做到这样对师资和教学效果要求很高啦，建议你也去旁听下。
必备的经典商务谈判用语？
口语表达的核心：体验管理和势能营造。
所谓“体验管理”就是懂得说别人能接受的话，只顾自己说的爽不管听众感受的，通常都是自恋狂。所以我们常常通过一个人说话来推测其情商，是有一定道理的。表达的首要目的是清晰的传达信息，而不是孤独的展示口才。
重要的不是你说了什么，而是听你说话的人接收到了什么信息，这直接决定了你能输出影响力的大小。
我们做商务的人，常常要一对多的给客户展示公司或产品演说，没经验的人常常一上来就说个不停，在有限的时间里，恨不得切开客户的脑袋将自己掌握的信息一股脑的灌进去，最后听众大概率会感觉自己在浪费时间，接收了一堆垃圾。相应对你的公司或产品的兴趣也会大打折扣。
管理听众体验，意味着要说人话，好的登山向导不仅知道登山的路还懂得管理游客的体验，多给出引导语和路标，时不时停下来观察听众反馈，确保信息被接收了，而不是自己一路狂奔到山顶回头一看听众已经不见踪影了。
怎样让听众一直有兴趣听你讲，不掉队？
无论书面还是语言，表达的本质都是把网状的思想变成一个线性的表达流。这里语言不占优势地方在于，文字可以通过树桩的逻辑展开，即使写的很晦涩只要逻辑站得住脚，也不影响它成为经典。
语言就不行，你讲的没意思听众立马就走神了。营造语言势能，其实就是讲故事，故事跟道理最大的区别是，故事里不仅有逻辑，还有角色、矛盾、冲突和成长，立体的故事天然能跟人脑产生共鸣，听众才有动力跟上。
总结一下：
1、优秀的表达，最重要是要确保听众清晰准确接收到你要传达的信息，你说了什么，说了多少不重要。
2、抓住听众注意力，营造语言势能，用故事来包装逻辑和道理，是高效表达的诀窍。
最后，口才不是天生的，亲身经历告诉我，口语表达是可以通过刻意练习来提高的。多听、多想、多说、多总结，你将发现，未来各行各业的红利会越来越向这个领域里最能逼逼的人身上集中，祝大家都成为自己世界的 BB king。
首席搬砖大使
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这个没有统一标准，每家培训班师资，环境，设备，报读时间长段等等，决定着收费。
一、对于大型英语培训机构来说
大型的英语培训机构基本都是连锁品牌，越是连锁机构越注重学员对自己的口碑和评价，所以各方面都会比较正规。大型的英语培训机构价格通常会比较贵，原因主要有以下2点：
1.广告费用
我们经常在街上看到各种“新东方”、“美联”等的大型广告牌，还有走在路上时不时就会接到华尔街、英孚、沪江等广告宣传单，以及电视上的各种广告，这些都是大型英语培训机构用在广告宣传上的经费，正是因为广告的投入，才能提高知名度，成为连锁的培训品牌。而打广告的费用有一部分则是从学员的学费中抽取出来的，所以可想而知你交的高昂学费也是在给他们打广告。
2.基础设施
以新东方为例，我们会发现他们的基础设施特别完善，微波炉、空调、暖气、休息室...应有尽有，这些都是为了招生而做的工作，给学员提供一个良好优越的环境，学习起来也会更轻松，而这些开销也会导致学费上涨，因为这些都能成为高学费的资本。
二、对于小型英语培训机构来说
小型英语培训机构可能比不上那些知名的机构，但是也有其自身的优势，并且整体费用都要比大型英语培训机构低，那么影响它们的价格因素有哪些呢？
1.外教教学
小型机构因为学费较低，无法做过多的广告投入和环境建设，为了招揽生源，他们把主要的精力都放在提高教学效果上面。不少小机构的老师都是外教，并且因为环境的限制，他们主打外教一对一的课程。有些机构的外教一对一价格甚至比知名品牌的小班教学还便宜。他们找的都是有着丰富经验的北美外教，也有些是欧洲、东南亚的外教，但起码都能保证教学质量。
2.售后服务
这个不缺资源，不缺渠道的年代，唯一能拼的就是服务。
必备的经典商务谈判用语？
具体的网络上很多，可以下载也很多
商务谈判用语应遵循的原则有：
1、合作原则
2、平等互利原则
3、依法办事原则
4、双赢原则
5、求同存异原则
6、立场服务利益原则
7、坚持使用客观标准原则
阿宅要坚持呀
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不同机构，不同课，不同师资，费用也是不同的。大家在选择英语培训机构的时候，一定要去多对比和免费试听，毕竟都是别人说的，每个人的情况不一样，每家都有免费试课的，试课了就知道到底水平怎样了。
必备的经典商务谈判用语？
商务英语现在特别受到人们的关注，因为现在很多的公司都是外资公司，在这里面你的商务英语是不能太差的。所以就有很多人开始进行商务英语的学习，无论学习什么都是有自己的心得的。
在国际大趋势的情况之下，商务英语市场是非常好的。商务英语学习主要是适应职场生活的语言要求为目的的，内容有关商务英语的方方面面，我们在接触商务英语的时候，需要了解一些商务英语内容，但对今后我们有关于商务英语的工作会起到一定的帮助。商务英语的学习，不仅仅是对学员英语能力的提高，更多的还是传授一些西方企业的管理能力，甚至是如何和外国人进行打交道，学习好商务英语，这些都是我们要接触的，为我们商务英语学习打下很好的基础。
下面我们就来看下，专业的商务谈判中，各种技巧及原则的英文释义吧！
1.Bargaining讨价还价
competitive, win-lose situations;
2.Selective perception
选择性感知:
When the perceiver singles out certain information that supports a prior belief and filters out information that does not confirm that belief.
3.Intangibles无形因素:
intangible factors are the underlying psychological motivations that may directly or indirectly influence the parties during a negotiation;
4.Interdependent相互依赖:
when the parties depend on each other to achieve their own preferred
outcome they are interdependent;
5.Negotiator’s dilemma
谈判者的困境:
the choice of whether to pursue a claiming value strategy is described as the “negotiator’s dilemma”.
6.initial offer
最初报价:
the first number the buyer will quote to the seller
7.Competitive situation竞争性情形:
when the goals of two or more people are interconnected so that only one can achieve the goal, this is competitive situation, also known as a zero-sumor distributive situation，in which “individuals are so linked together that there is a negative correlation between their goal attainments”;
8.Mutual-gainssituation相互获益情形:
When parties’ goals arelinked so that one person’s goal achievement helps others to achieve theirgoals, it is a mutual-gains situation,also known as a non-sum or integrative situation;
9.BATNA达成谈判协议的最佳选择:
an acronym for best alternative to a negotiated agreement;
10.Thedilemma of honesty诚实困境:
it concerns how much of the truth to tell the other party;
11.Thedilemma of trust信任困境:
it concerns how much should negotiators believe what the other party tells them;
12.Distributive bargaining
分配式谈判:
accepts the fact that there can only be one winner given the situation and pursues a course of action to be that winner;
13.Integrative bargaining
共赢争价:
attempts to find solutions so both parties can do well and achieve their goals;
14.Claimvalue
主张价值:
to do whatever is necessary to claim the reward, gain the lion’s share, or gain the largest piece possible;
15.Createvalue
创造价值:
to find a way for all parties to meet their objectives, either by identifying more resources or finding unique ways to share and coordinate the use of existing resources;
16.Stereotypes心理定势:
is a very common distortion of the perceptual process. It occurs when one individual assigns attributes to anothersolely on the basis of the other’s membership in a particular social or demographic category.
17.Contending争夺战略:
actors pursuing the contending strategy pursue their own outcomes strongly and show little concern for whether the other party obtains his or her desired outcomes;
18.Yielding
屈服战略:
actors pursuing the yielding strategy show little interest orconcern in whether they attain their own outcomes, but they are quite interested in whether the other party attains his or her outcomes;
19.Inaction
不作为战略:
actors pursuing the inaction strategy show little interest in whether they attain their own out-comes, as well as little concern about the other party obtains his or her outcomes;
20.Problem solving解决问题战略:
actors pursuing the problem solving strategy show high concern for attaining their own outcomes and high concern for whether the other
21.target point目标点: the point at which negotiator would like toconclude negotiations
22.resistance point拒绝点:
a negotiator’s bottom line, the mostthe buyer will pay or the smallest amount the seller will settle for
23.a positive bargaining range积极的谈判空间:the buyer’s resistance is above the the seller’s, and the buyer minimally willing to pay morethan the seller is minimally willing to sell for
24.Reciprocity互惠主义:
when you receive sth from another person, you should respond in the future with a favor in return
25.The winner’s curse
赢家的诅咒: the tendency of negotiators, particularly inan auction setting, to settle quickly on an item and then subsequently feel discomfort about a negotiation win that comes too easily.
26.Process-basedinterests基于谈判过程的利益:
related to how the negotiators behave as they negotiate
27.indirect assessment间接估计:
determining what information an individual likely used to set target and resistance point and how he or she interpreted this information
28.selective presentation选择性表述:
negotiators reveal only the facts necessary to support their case
29.Pareto efficient frontier帕累托有效边界：the claiming value line is pushed towards the upper right-hand side to the fullest extent possibleby creating value, and the line is called the Pareto efficient frontier
30.shared goal(共享目标):
the goal that both parties work toward but that benefits each party differently
31.joint goal联合目标:
the goal thatinvolves individuals with different personal goals agreeing to combine them in a collective effort
32.Endowment effect
捐赠效应:
The tendency to overvalue something you ownor believe you possess.
33.Relationship-basedinterests
基于双方关系的利益:
tied to the current or desired future relationship between theparties.
34.Resistance point拒绝点:
a resistance point is the place where you decide that you should absolutely stop the negotiation rather than continue because any settlement beyond this point is not minimally acceptable.
35.Alternatives可替代的选择:
other agreements negotiators couldachieve and still meet their needs.
36.Target point目标点:
one realistically expects to achievea settlement and the asking price, representing the best deal one can hope toachieve.
37.Halo effects晕轮效应:
rather than using a person’s group membership as a basis for classification, however,halo effects occur when people generalize about a variety of attributes basedon the knowledge of one attribute of an individual.
38.Projection投射效应:
When people assign to others the characteristics or feelings that they possess themselves.
39.Mythical fixed-pie beliefs
固定蛋糕观念:
those who believe in the mythical fixed-pie assume there is no possibility for integrative settlements and mutually beneficial trade-offs, and they suppress efforts to search for them.
40.Anchoring and adjustment基准调节:
cognitive biases in anchoring and adjustmentare related to the effect of the standard (or anchor) against which subsequent adjustments are made during negotiation.
41.Issue framing and risk
谈判框架的制定方式与风险:
the way a negotiation is framedcan make negotiators more or less risk averse or risk seeking.
42.Availability of information信用的可用性:
in negotiation, the availabilitybias operates when information that is presented in vivid, colorful, orattention-getting ways becomes easy to recall, and thus also becomes centraland critical in evaluating events and options.
43.The law of small numbers小数法则:in decision theory, the law of small numbersrefers to the tendency of people to draw conclusions from sample sizes. Innegotiation, the law of small numbers applies to the way negotiator learn and extrapolate from their own experience.
44.Self-serving biases感知错误:
The tendency to overestimate the causal roleof personal or internal factors and underestimate the causal role of situationalor external factors, when explaining another person’s behavior.
45.Ultimatum
最后通牒：
an ultimatum is an attempt to induce compliance or force concessions from a presumably recalcitrant opponent.
安安明媚的2019
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不同机构，不同课，不同师资，费用也是不同的。大家在选择英语培训机构的时候，一定要去多对比和免费试听，毕竟都是别人说的，每个人的情况不一样，每家都有免费试课的，试课了就知道到底水平怎样了。
在工作岗位上，只要掌握了英语这门技能，你可以收获到更多的青睐和得到更多优质的就业机会。尤其是商务英语，职场性、专业性和实用性更强，如果你的商务英语很好，无疑是一个极大的优势，可选择的实施项目不仅增加很多，你还可以和全世界的商人做生意，发展前景一片美好，前途一片光明。
必备的经典商务谈判用语？
订单用语篇
1A: Are you ready to place your order now ?
B: The order will be mailed to you next week .
A: Is it going to the head office ?
B: No, I think it is going to be mailed to your local branch .
A:你们准备好下订单了吗？
B:下星期就寄给你们。
A:寄到总公司？
B:不，寄到分社。
2A: Thank you very much for the order .
B: We appreciate your fast service .
A: We do the best we can .
B: We’ll be calling you again next month .
A:谢谢你的订货。
B:麻烦你会尽力处理，谢谢。
A:我们会尽力而为。
B:下个月我们会再打电话给你。
3A: We haven’t received your order yet.
B: It was mailed last week .
A: I’ll check the office one more time .
B: And I’ll see if there was any mistake on our end .
A:您的订单我们还没收到。
B:上个礼拜我们还没收到。
A:我再跟公司查一下。
B:我这边也会看看是否有什么差错。
4A: We need to make a change on our last order .
B: What was the order number?
A: It was j-223,just double the second item .
B: Sure ,I’ll be glad to take care of it for you .
A:上回的订单我们需要更改。
B:订单号码多少？
A:j223。第二项的订量要加倍。
B:好的，没问题，乐于为你服务。
5A: I’m here to see the purchasing agent .
B: He’s not in his office at the moment.
A: May I wait ?
B: Yes ,he should return soon .
A:我是来拜访采购经理的。
B:他现在不在办公室里，A:我等他一下没关系吧？
B:请，他应该很快就会回来。
6A: I’m the purchasing agent here .
B: I’d like to give you one of our new catalogs1 .
A: I’ll put it in my files .
B: Thank you very much ,A:我是这里负责采购的B:我们有新目录想给你A:我会将它归档。
B:非常谢谢你。
7A: Do you usually buy in large quantities ?
B: Our standard order is 500cases at a time .
A: We can handle an order that size very easily.
B: We’ll let you know the next time we need to place an order .
A:你们的订购量通常都很大吗？
B:我们的标准订量是一次500箱。
A:这种量我们做起来很容易。
B:下次需要订购时我们会通知你。
8A: If I place an order now ,when would you be able to ship it ?
B: That all depends on the size of the order .
A: It will be about the same as it was last time .
B: We should be able to get that off to you right away.
A:如果现在下单子，什么时候可以出货？
B:这要订购量的多寡。
A:大概和上回的订量一样。
B:这样的话，我们马上就可以出货9A: This is last order we will be placing for a while .
B: Oh? Is there some trouble ?
A: No , we’re just getting a lot of material stock piled .
B: Let me know when you are ready to order again.
A:这是最后一次下订单，我们暂时不再订货了。
B:哦，有什么问题吗？
A:没什么问题，只库存材料太多了。
B:那么需要再订货时，请与我联系。
10A: Do you have anything like this in your stock ?
B: May I see it a moment ?
A: Yes , here you go.
B: Yes ,we can supply this for you .
A:你们库存中有象这样的东西吗？
B:我看一下好吗？
A:喏，就是这个。
B:嗯，这个有。
11A: We want to order some of these .
B: This is a standard size .
A: Can you supply us right away?
B: Yes ,we have plenty on hand right now .
A:我们想订些这种货。
B:这是标准尺寸。
A:能够立刻供货吗？
B:可以，我们目前有不少现货。
12A: This is what we need .
B: I don’t think this is a standard size.
A: It’s not .it is a little oversized.
B: In that case ,we wouldn’t have it in stock .
A:我们要的就是这个。
B:我看这不是标准尺寸吧？
A:不是，它比标准的大了一点。
B:如果是这样，我们库存不会有。
13A: Is this the part that you need ?
B: Yes ,that ’s right .
A: How many do you need ?
B: We’ll take all that you can give us .
A:这是不是你所需要的零件？
B:是的，没错。
A:你需要多少？
B:你们有多少就买多少。
14A: I understand you want to increase your order .
B: Yes ,we have to double it .
A: I’m not sure we have that much on hand .
B: Could you check it for me ,please?
A:我知道你想增加订购量。
B:是的，我们必需加倍。
A:我没把握现在的量有没有那么多。
B:请你查一下好吗？
15A: I checked our supply of that material you asked for .
B: How does it look?
A: We’ve got plenty,B: Good ,I’ll get an order to you right away .
A:我查过了库存中你要的那种材料。
B:怎么样？
A:我们有不少。
B:好极了，我立刻就下订单给你。
16A: I just got an answer about the stock we have on hand .
B: Good news ,I hope .
A: Sure, we can handle your order .
B: Boy ,I’m really glad to hear that .
A:我刚刚接获通知我们现有库存量。
B:希望是好消息。
A:嗯，你的订单没问题。
B:哇，听了真叫人高兴。
17A: How much did you want to increase your order .
B: We need three times as much as we originally ordered.
A: I’ll have to check to see if we can handle that .
B: Please do. We ’re desperate for the material .
A:你的订量要增加多少？
B:原来的三倍。
A:我得查查看我们是否付得了这么多。、B:麻烦你了，我们非常需要这些材料。
18A: We don’t have enough material on hand to take care of this .
B: When will you have more?
A: By the end of next month .
B: I’m not sure we can wait that long .
A:我们现在手边的存量不够你的订单。
B:什么时候你们会再进货呢？
A:下个月底。
B:恐怕等不了那么久了。
19A: We’re going to be placing a large order soon .
B: This is a pretty hot item .
A: We’re really going to need it .
B: In that case ,I’ll have some set aside for you .
A:我们马上就会下一张大订单了。
B:这货十分抢手哩。
A:我们真的一定要定到。
B:既然这么说，我会为你留一些下来。
20A: We’re out of one item on your order .
B: Do you have any suggestions.
A: We can give you a better one at thesame price .
B: Good . go ahead and do that .
A:你我订的货里有一项我们没有了，B:你说怎么办？
A:我们可以给你更好的一种，价钱一样。
B:好啊，就这么办。
21A: Can we substitute the j-123 for the j113?
B: Is the price the same ?
A: Yes ,just the same .
B: That will be alright with us .
A:以J-123来替代J-113，可以吗？
B:价钱一样吗？
A:一样。
B:那就可以。
22A: Our order specified "no substitutions".
B: We were out of the part you needed .
A: We just can’t use this one ,it won’twork .
B: Is see ,we’ll have it picked up ,inthat case .
A:我们订单上特别裁明了“拒收替代品”。
B:你要的那种零件我们没有货了，A:这种的我们就是不能用，行不通的。
B:哦，我明白了，这样子的话，我们就把它挑出来。
23A: We’re having a lot of trouble filling this order .
B: What seems to be the problem.
A: We’re out of a lot of the items.
B: Let’s see what we can substitute .
A:我们这次供货很有问题。
B:什么样的问题呢？
A:有好几项都缺货了。
B:我们来想看看有没有什么可以代替的。
24A: Is there any chance that we can substitute this for you ?
B: I’ll have to check with our engineers.
A: I’ll wait until I hear from you .
B: I’ll get back to you as soon as I can .
A:这个可不可能使用代替品呢？
B:我得请教工程师才行。
A:那么我就等你消息，B:我会尽快给你回音。
25A: I’m afraid the item you substituteddidn’t work .
B: Was it too big ?
A: Yes ,that’s right.
B: I see ,we’ll take another look at your specifications5.
A:你这代替品恐怕不能用。
B:太大了吗？
A:就是啊。
B:哦，我们会再查一直你们的规格说明书。
B:不知道，我问问看。
26A: We may have to back order three itemson this order .
B: That’s not so good .
A: Can we substitute in these things?
B: I don’t know . I’ll check.
A:这次订的货有三个项目必须要晚点才能交货。
B:这样不太好吧。
A:这几项可以用替代品吗？
27A: We need these things right away .
B: We’re out of the red adapters.
A: If you have blue ones , send those .
B: Good ,we can do that right away .
A:这此东西我们马上就要。
B:红色的接头没货了。
A:如果有蓝色的，就送蓝色的来吧。
B:好的，立刻就办。
28A: How’s the order coming along ?
B: We’re going to substitute a better itemfor number .
A: At the same price ?
B: Yes , of course .
A:我们订的货怎样呢？
B:我们将以品质较好的来代替三号产品。
A:价钱一样吗？
B:当然一样。
29A: That about wraps it all up .
B: Yes ,I think so .
A: All we have to do is sign the contract .
B: We can do that at the meeting tomorrow .
A:一切差不多都结束了。
B:是啊。
A:剩下的只要签订个契约就行了。
B:我们明天开会时再签订吧。
30A: Is the contract all right now ?
B: I think we need to discuss the fifthclause .
A: Would you like to do that now ?
B: Now is as good a time as any.
A:契约现在这样可以了吧？
B:我想第5条需要讨论一下。
A:你要现在就讨论吗？
B:就现在好了。
31A: We need to make some changes in this contract .
B: Can we do it right now?
A: No, I need to talk to the home office .
B: Fine .let’s get together again next week.
A:这份契约有几个地方需要修改。
B:现在来修改可以吗？
A:不，我得先跟总公司谈谈。
B:好吧，那就下周再聚会了。
32A: We’ll have to get this contract typed as soon as possible .
B: My secretary can start on it right away .
A: I think all the changes are easy to see .
B: She won’t have any trouble,A:我们得尽快把契约书打出来。
B:我的秘书现在就要可以打。
A:我想所有修改过的地方都很容易看出来吧B:对她不会有什么困难的。
33A: Are you ready to sign ?
B: I sure am.
A: Here’s a pen .
B: Thank you .
A:准备好可以签名了吗？
B:嗯，可以签了A:这里有笔。
B:谢谢。
34A: Where do you want me to sign ?
B: Right here.
A: How’s that?
B: That’s fine .
A:你要我签在哪里？
B:就在这儿。
A:这样子可以吧。
B:可以。
35A: We can’t sign the contract yet .
B: Why not ?
A: There are some changes the still have to be made .
B: Just let us know when you are ready.
A:我们还不能在契约上签字。
B:为什么不能？
A:有些地方还得修订。
B:那么，准备好了就请通知我们。
36A: This clause6 will have to be changed .
B: Just pencil in the changes and we’llretype it .
A: Can you read that .
B: Oh, sure .
A:这一条必须更改。
B:修改的地方请用铅笔，我们会重打。
A:看得清楚吗？
B:哦，没问题。
37A: Who is going to sign the contract foryour side ?
B: The general manager .
A: Shall I make an appointment to see him?
B: Yes .some time next week would be good .
A:谁代表你们这一方签约？
B:我们总经理。
A:我是不是要约个时间跟他见见面？
B:好啊，就下个星期找个时间吧。
38A: I’d like to look this over before Isign it .
B: Of course .take your time .
A: It looks fine to me .
B: Just sign there on the bottom .
A:签约之前我想再看过一遍。
B:当然，你慢慢看吧。
A:看起来好像没什么问题。
B:那么，就请在下面这里签个名。
39A: Here’s my signature .
B: And mine .
A: Let’s go out and celebrate .
B: I think we both need a drink .
A:我签好了。
B:我也是A:我们到外面庆祝一下吧B:我想大家都需要喝一杯。
40A: Here’s your copy of the contract .
B: Good . I ’m glad we’re all done .
A: Yes, it’s nice to be finished .
B: You can say that again.
A:这是你的那一份契约。
B:太好啦，我真高兴一切都成了。
A:是啊，完成了真好。
B:说的是。
报价用语篇
(1)A: We can offer you this in different levels of quality.
B: Is there much of a difference in price ?
A: Yes ,the economy model is about 30% less.
B: We’ll take that one .
A:这产品我们有三种不同等级的品质。
B:价钱也有很大的分别吧？
A:是的，经济型的大约便宜30%。
B:我们就买那种。
(2)A: Is this going to satisfy your requirements ?
B: Actually , it is more than we need .
A: We can give you a little cheaper model .
B: Let me see the specifications for that .
A:这种的合你的要求吗？
B:事实上，已超出我们所需要的。
A:我们可以提供你便宜一点的型式。
B:让我看看它的规格说明书吧。
(3)A: You’re asking too much for this part .
B: we have some cheaper ones .
A: What is the price difference ?
B: The basic model will cost about 10% less .
A:这零件你们要价太高了。
B:我们有便宜一点的。
A:价钱差多少？
B:基本型的便宜约10%左右。
(4)A: How many different models of this do you offer?
B: We have five different ones .
A: Is there much of a price difference .
B: Yes, so we had better look over your specifications.
A:这个你们有多少种不同的型式。
B:五种A:价钱有很大的差别吗？
B:是的，所以我们最好先把您的规格说明细看一遍。
(5)A: The last order didn’t work out too well for us .
B: What was wrong?
A: We were developing too much waste .
B: I suggest you go up to our next higher price level.
A:上回订的货用起来不怎么顺。
B:有什么问题吗？
A:生产出来的废品太多了。
B:我建议您采用我们价格再高一级的货。
(6 )A: Did the material work out well for you ?B: Not really .
A: What was wrong?
B: We felt that the price was too high for the quality .
A:那些材料进行的顺利吗？
B:不怎么好。
A:怎么啦？
B:我们觉得以这样的品质价钱太高了。
(7)A: Has our material been all right ?
B: I’m afraid not .
A: Maybe you should order a little better quality .
B: Yes, we might have to do that .
A:我们的原材料没问题吧？
B:有问题呢。
A:也许您应该买品质好一点的B:是呀，恐怕只有这么做了。
(8 )A: I think you had better come out to the factory .
B: Is there something wrong .
A: Yes ,your last shipment wasn’t up to par .
B: Let ’s go out and have a look at it .
A:我看你最好走一趟工厂，B:出了什么事吗。
A:嗯，你上次送去的货没有达到标准。
B:走，我们去看看。
(9)A: I want you to look at this material .
B: Is this from our last shipment ?
A: Yes ,it is .
B: I can see why you are having some problems with it .
A:我要你看看这材料！
B:这是上次叫的货吗？
A:是啊。
B:我明白为什么你用起来会有问题了。
(10)A: I would suggest that you use this material instead of that .
B: But that costs more .
A: But you will get less waste from this .
B: We’ll try it once .
A:我建议你改用这种替代那种。
B:可是那样成本较高。
A:但可以减少浪费。
B:那么就试一次看看吧。
(11)A: Our manufacturing costs have gone up too much .
B: You might try one of our cheaper components .
A: Let’s take a look at your price list again .
B: Sure . I’ll bring it in next week .
A:我们的制造成本增加太多了。
B:你试试这种较便宜的组件怎样？
A:我再看一次你们的价目表吧。
B:好哇 ，我下个礼拜带过来。
(12)A: This is the best material we have to offer .
B: Actually ,I don’t think we need it to be this good .
A: I can let you have this kind cheaper .
B: Let’s do that .
A:这是本公司所供应的最好的原料。
B:说实在的，我并不认为我们用得着这么好的，A:我可以算你便宜一点。
B:那就这么说定吧。
(13)A: How is the new material working out for you ?
B: Fine .we’re saving a lot of money with it .
A: I’m glad to hear that .
B: It was a good suggestion .thanks .
A:新原料用得如何？
B:不错，节省了不少的钱，A:听你这么说真高兴。
B:你建议得不错，谢谢。
(14)A: How many would you like to order ?
B: Is there a minimum order ?
A: No ,we can ship in lots of any size .
B: We’ll try one case of this .
A:您要订多少？
B:有最低订购量的限制吗？
A:没有，任何数量都可以出货。
B:那么，这种的就试一箱吧。
(15)A: We’re ready to take your order now.
B: We want to try this component as a sample.
A: I can send one for you to try .
B: Yes , please do that .
A:你们现在可以下订单了。
B:这种组件我们想试个样品看看。
A:我们可以寄个给你试用。
B:好，那就麻烦你了。
(16)A: How many would you like to order ?
B: How do they come packaged ?
A: In cases of 100.
B: We’ll take 500.
A:您要订多少？
B：货是怎样装的呢？
A:一箱装100个。
B:我们要500个。
(17)A: We need seven of these .
B: They come in cases of five .
A: Then ,send two cases please .
B: Good . thank you for the order .
A:我们要七个这种的。
B:它们是五个一箱。
A:这样的话，就送两箱吧。
B:好的，谢谢你的订货。
(18)A: We can’t handle an order that small .
B: What is the minimum we would have to order .
A: 300 pieces .
B: I see ,send those ,then .
A:这么少的数量，我们不能接受。
B:那么我们至少得订多少呢。
A:300个B:哦，那就300个吧。
(19)A: We have a problem with your order .
B: What is it ?
A: We can’t split open a case to fill yourorder .
B: I’ll see if we can take the whole case .
A:你订的货有点问题。
B:什么问题。
A:因为我们不能拆箱来凑足你的订量。
B:那我考虑看看是不是可以买整箱。
(20)A: Do you offer any quantity discounts ?
B: No, we don’t.
A: Then give us three cases of this .
A:大量购买有折扣吗？
B:不，没有。
A:那么这种的就买三箱好了。
(21)A: You could save a lot if you would ordera little more .
B: How could we do that ?
A: We offer a discount for large orders .
B: Let me take another look at our requirements .
A:如果你单子下得多一点，可以省不少的钱。
B:怎么说呢？
A:我们对大量订购有打折。
B:那我们看看我们的需要量有多少。
(22)A: Your prices seem a little high .
B: We could make them lower for you .
A: How ?
B: If you order in large lots , we’ll reduce the price .
A:你们的价钱高了一些。
B:我们可以算你便宜一点。
A:怎么做呢？
B:如果你大量订购，我们可以降价。
(23)A: We can offer a 10% discount for orders over 10000 pieces.
B: I’m not sure we can use that many .
A: It would represent quite a savings .
B: Ok, I’ll see what I can do .
A:订购一万个以上，我们可以打九折。
B:我怕我们用不了那么多。
A:这省下的可是一笔不少的钱哩。
B:好吧，我考虑考虑吧。
(24)A: Why are there three prices quoted for this part ?
B: They represent the prices for different quantities.
A: I see .
B: The more you order , the more you will save .
A:这种零件为什么有三种不同的报价？
B:那表示不同的量有不同的价钱。
A:原来如此。
B:订购愈多，省的钱愈多。
(25)A: Is this your standard price ?
B: Yes ,it is .
A: It seems too high to meB: We can negotiate the unit price for large orders .
A:这是你们的基本准价吗？
B:是的A:好像贵了一点。
B:如果大量订购，单价可以再谈。
(26)A: I’m calling about mistake on our last invoice .
B: What was it ?
A: We should have been given the large quantity price .
B: Yes ,that is absolutely right .
A:我打电话来，是因为上回的发票有错。
B:怎么啦。
A:你应该开大宗折扣价才是。
B:啊，对的，是应该这样。
(27)A: Doesn’t the quantity discount apply on this order ?
B: No ,I’m sorry ,but it doesn’t.
A: Why not?
B: Because these items are from different shipments.
A:这次下的单子没有大宗折扣吗？
B:抱歉，没有。
A:为什么没有？
B:因为这几项品目不属同一批货。
(28)A: We can make the price lower if you would order a bit more .
B: How much more ?
A: Just three more cases .
B: I think we can do that .
A:如果你单子下多一点，我们可以减价。
B:还要多下多少？
A:只要再三箱就可以了。
B:那我想没问题。
(29)A: I have the quotations you asked for .
B: Good ,we’ve been looking for them .
A: I’ll leave them for you to look over .
B: I’ll give you a call when we are ready to talk about them .
A:你要的报价已经做好了。
B:好啊 ，我们一直等着看呢。
A:我会留下来给你慢慢的看。
B:等我们准备好可以谈的时候，我会打电话给你。
(30)A: Were you able to quote on all the items we need ?
B: No, not all of them .
A: Oh ?why not ?
B: We aren’t able to supply the third ad fifth items .
A:我们需要的每个项目你都能报价吗。
B:不，没办法全部。
A:哦，为什么？
B:第三及第五项目，我们没有货供应。
(31)A: Here are the quotations that you asked for .
B: How do they compare to last year’s ?
A: The price increases haven’t been too bad at all .
B: That’s good to hear .let’s take a look at your prices .
A:这是你的报的价。
B:与去年的相比怎么样。
A:没有涨太多。
B:那好，我们来看看你的报价吧。
(32)A: I have a question about this quotation you submitted .
B: What is it ?
A: The third item has been omitted .
B: Oh ,yes .we don’t carry that item anymore .
A:你提出的报价我有问题。
B:什么呢？
A:第三项目漏掉了。
B:哦，是的，那一项目我们不再卖了。
(33)A: What is the deadline for submitting the quotation ?
B: We need it in our office by next Monday .
A: I think we’ll able to make that .
B: Good .we can’t extend the deadline .
A:报价截止日是哪一天？
B:下星期一以前要送到我们公司。
A:我想没问题。
B:那好，我们可不能延期的。
(34)A: We’d like a chance to bid on this business.
B: We’ll be taking quotations next month .
A: Will you let us have the specifications ?
B: Sure ,just drop in my office some time and pick them up .
A:我们希望能有机会投标这笔生意。
B:我们将在下个月接受报价。
A:规格说明书可以给我们吗。
B:没问题，什么时候到我办公室来拿都可以。
(35)A: Can you tell me why our bid was not accepted?
B: I think you were a little too high on some of the items .
A: On which ones ?
B: You’re perfectly welcome to inspect the winning bid .
A:请告诉我为什么我们没有得标好吗？
B:我想你们有几个项目的价格高了一点。
A:哪几个品目呢，B:我们很欢迎你来查阅得标者。
(36)A: Was our bid accepted ?
B: No ,I ’m sorry .it wasn’t .
A: Can you tell me why ?
B: Sorry ,but I’m not at liberty to reveal that information.
A:我们得标了吗？
B:抱歉，没有。
A:能告诉我什么原因吗？
B:对不起，我示能随意泄露情报。
(37)A: Congratulations ! your bid has won .
B: I’m glad to hear that .
A: When can you come around to discuss some details with us ?
B: I’ll be there next Monday at noon .
A:恭喜！你得标了。
B:真是好消息，A:什么时候可以过来和我们讨论细节呢？
B:下个星期一中午吧。
(38)A: What is your best price on this item ?
B: $24.95 per hundred piecesA: That will be fine with us .
B: Fine . I’ll start the paperwork for your order right away .
A:此一品目的最低价是多少？
B:一百个美金二十四块九毛五。
A:这价钱还可以。
B:好啊，那我立刻就为你们的订单作准备了。
(39)A: Can we expect the same price as last time ?
B: Oh ,yes ,no problem about that.
A: Good ,we’ll be ordering in just a few days.
A:价钱能够和上次的一样吗？
B:哦，可以。没问题的。
A:很好，两三天内我们就会下订单。
(40)A: This price is quite a bit higher than it was last time .
B: We’re sorry ,but we ’ve had a slight price increase here .
A: Slight ?I wouldn’t call this slight .
B: We’ve had to increase our prices on this item by just 8%.
A:这次的价格比上次要贵了一些。
B:真抱歉，不过我们出只涨了一点点而已。
A:一点点？这叫一点点？！
B:这一种我们不得已也只加了8%而已。
(41)A: We think the price in item number five is too high .
B: That’s about the best we can do on that .
A: We’ll have to talk it over some more .
B: Let’s see if we can work it out to your satisfaction .
A:第五项我们认为价钱太高了。
B:那差不多是我们所能开出的最低价了。
A:这个我们还得再谈一谈。
B:我来看看是否有什么办法能让你满意。
(42)A: I’m sorry ,but we have a problem here .
B: What is it ?
A: We can’t handle these price increase of yours .
B: Let’s talk about it some more .
A:对不起，我们有困难。
B:什么困难。
A:我们没办法接受你们提高价钱。
B:我们再谈吧。
(43)A: Are these new prices acceptable ,then?
B: I’ll have to check with my boss.
A: I’m sure you’ll find that we are very competitive now .
B: I’ll let you know as soon as I get an answer .
A:那么，这些新价格可以接受吧？
B:我得和老板先谈谈。
A:我敢说你们一定会发现，我们现在的价钱是不怕别人竞争的。
B:我一有消息就立刻通知你。
(44)A: I don’t think we’ll be able to pay these price.
B: We may be able to work out a better deal for you .
A: Such as ?
B: We can give you a discount if you order for immediate shipment .
A:这种价钱我们恐怕没办法接受。
B:我们也许可以想出一个对你有利的办法。
A:譬如说什么？
B:如果你的订单是马上出货的话，我们可以打折。
(45)A: We’re not going to be able to get together on price .
B: Why not ?
A: Your bid is much higher than your competitor’s .
B: I’ll check back with by head office for you .
A:在价格上我们的看法似乎无法一致。
B:怎么会呢？
A:你们的价钱比起其他公司高出太多了。
B:这个我回头会跟总公司查核一下。
(46)A: I’ve got good news .
B: What is it ?
A: The head office agreed to the lower price you asked for .
B: Good .now we can go ahead and write up the order .
A:我有好消息告诉你。
B:什么好消息？
A:总公司已同意你要求的较低价格。
B:好极了，现在我们可以准备下单了。
(47)A: What are your discount terms ?
B: We give a 2% discount for cash .
A: Is that all ?
B: Yes ,that is the best we can do .
A:折扣的条件是什么？
B:付现的话折扣2%。
A:只能这样吗？
B:是的，这是我们的最低价了。
(48)A: What are your discount terms ?
B: 2-10-net-30 .
A: Let ’s see ,that means a 2% discount if paid within ten days .
B: Yes , and full payment is due within 30 days.
A:你们的折扣条件如何？
B:2-10-net -30A:哦。那是说如果10天内付款，有2%的折扣。
B:是的，如果在30天骨付款就没有折扣。
(49)A: I’m glad that you could see me today .
B: Yes ,we only have one more item to take care of .
A: That’s right .we have to work out the final price .
B: It’s time to get down to business now . A:真高兴你今天能来。
B:是啊，要谈的只剩下一项而已了。
A:是的，我们得把最后的价格敲定。
B:是进入正题的时候啦。
(50)A: We’re Ready To Place Our Order .
B: Glad to hear that .
A: Can I give it to you now ?
B: I’m all ears .
A:我们准备好下订单了。
B:太好了A:现在就下给你，可以吗？
B:洗耳恭听。
逗哔会传染
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毋庸置疑，在工作岗位上，只要掌握了英语这门技能，你可以收获到更多的青睐和得到更多优质的就业机会。尤其是商务英语，职场性、专业性和实用性更强，如果你的商务英语很好，无疑是一个极大的优势，可选择的实施项目不仅增加很多，你还可以和全世界的商人做生意，发展前景一片美好，前途一片光明。
建议先从最基础的学起，单词和口语，这两者无法避免，在学习过程中，可以利用联想记忆法去把所学的知识点联系起来，新学的知识想方法跟以前的知识点产生关联，不是硬扯，而是把它们自然的联系起来，产生一个体系。另外，如果机会接触老外，可以勇敢的上去跟他们对话交流，你会发现老外其实很会聊天的，不怕冷场，尽量让自己表达顺畅，保证老外能听得懂。
用适合自己的练习方式，重复学习某个知识点，加强记忆力，稳固知识点，因为人比较容易记忆最近相关的事物和知识。
必备的经典商务谈判用语？
商务谈判的过程是谈判者的语言交流过程。语言在商务谈判中有如桥梁，占有重要的地位，它往往决定了谈判的成败。因而在商务谈判中如何恰如其分地运用语言技巧，谋求谈判的成功是商务谈判必须考虑的主要问题。
商务谈判语言的类别
商务谈判语言各种各样，从不同的角度，可以分出不同的语言类型。
（一）按语言的表达方式分为有声语言和无声语言
有声语言是指通过人的发音器官来表达的语言，一般理解为口头语言。这种语言借助于人的听觉交流思想、传递信息。
无声语言是指通过人的形体、姿势等非发音器官来表达的语言，一般解释为行为语言。这种语言借助于人的视觉传递信息、表示态度。在商务谈判过程中巧妙地运用这两种语言，可以产生珠联壁合、相辅相成的效果。
（二）按语言表达特征分为专业语言、法律语言、外交语言、文学语言、军事语言等
1．专业语言。它是指有关商务谈判业务内容的一些术语，不同的谈判业务，有不同的专业语言。例如，产品购销谈判中有供求市场价格、品质、包装、装运、保险等专业术语；在工程建筑谈判中有造价、工期、开工、竣工、交付使用等专业术语，这些专业语言具有简单明了、针对性强等特征。
2．法律语言。它是指商务谈判业务所涉及的有关法律规定用语，不同的商务谈判业务要运用不同的法律语言。每种法律语言及其术语都有特定的含义，不能随意解释使用。法律语言具有规范性、强制性和通用性等特征。通过法律语言的运用可以明确谈判双方的权利、义务、责任等。
3．外交语言。它是一种弹性较大的语言，其特征是模糊性、缓冲性和幽默性。在商务谈判中，适当运用外交语言既可满足对方自尊的需要，又可以避免失去礼节；既可以说明问题，还能为进退留有余地。但过分使用外交语言，会使对方感到缺乏合作诚意。
4．文学语言。它是一种富有想像的语言，其特点是生动活泼、优雅诙谐、适用面宽。在商务谈判中恰如其分地运用文学语言，既可以生动明快地说明问题，还可以缓解谈判的紧张气氛。
5．军事语言。它是一种带有命令性的语言，具有简洁自信、干脆利落等特征。在商务谈判中，适时运用军事语言可以起到坚定信心、稳住阵脚、加速谈判进程的作用。
正确运用谈判语言技巧的原则
（一）客观性原则
谈判语言的客观性是指在商务谈判中，运用语言技巧表达思想、传递信息时，必须以客观事实为依据，并且运用恰当的语言，向对方提供令人信服的依据。这是一条最基本的原则，是其他一切原则的基础。离开了客观性原则，即使有三寸不烂之舌，或者不论语言技巧有多高，都只能成为无源之水、无本之木。
坚持客观性原则，从供方来讲，主要表现在：介绍本企业情况要真实；介绍商品性能、质量要恰如其分，如可附带出示样品或进行演示，还可以客观介绍一下用户对该商品的评价；报价要恰当可行，既要努力谋取己方利益，又要不损害对方利益；确定支付方式要充分考虑到双方都能接受、双方都较满意的结果。
从需方来说，谈判语言的客观性，主要表现在：介绍自己的购买力不要水分太大；评价对方商品的质量、性能要中肯，不可信口雌黄，任意褒贬；还价要充满诚意，如果提出压价，其理由要有充分根据。
如果谈判双方均能遵循客观性原则，就能给对方真实可信和“以诚相待” 的印象，就可以缩小双方立场的差距，使谈判的可能性增加，并为今后长期合作奠定良好的基础。
（二）针对性原则
谈判语言的针对性是指根据谈判的不同对手、不同目的、不同阶段的不同要求使用不同的语言。简言之，就是谈判语言要有的放矢、对症下药。提高谈判语言的针对性，要求做到：
1．根据不同的谈判对象，采取不同的谈判语言。不同的谈判对象，其身份、性格、态度、年龄、性别等均不同。在谈判时，必须反映这些差异。从谈判语言技巧的角度看，这些差异透视得越细，洽谈效果就越好。
2．根据不同的谈判话题，选择运用不同的语言。
3．根据不同的谈判目的，采用不同的谈判语言。
4．根据不同的谈判阶段，采用不同的谈判语言。
如在谈判开始时，以文学、外交语言为主，有利于联络感情，创造良好的谈判氛围。在谈判进程中，应多用商业法律语言，并适当穿插文学、军事语言。以求柔中带刚，取得良效。谈判后期，应以军事语言为主，附带商业法律语言，以定乾坤。
（三）逻辑性原则
谈判语言的逻辑性，是指商务谈判语言要概念明确、谈判恰当，推理符合逻辑规定，证据确凿、说服有力。
在商务谈判中，逻辑性原则反映在问题的陈述、提问、回答、辩论、说服等各个语言运用方面。陈述问题时，要注意术语概念的同一性，问题或事件及其前因后果的衔接性、全面性、本质性和具体性。提问时要注意察言观色、有的放矢，要注意和谈判议题紧密结合在一起。回答时要切题，一般不要答非所问，说服对方时要使语言、声调、表情等恰如其分地反映人的逻辑思维过程。同时，还要善于利用谈判对手在语言逻辑上的混乱和漏洞，及时驳倒对手，增强自身语言的说服力。
提高谈判语言的逻辑性，要求谈判人员必须具备一定的逻辑知识，包括形式逻辑和辩证逻辑，同时还要求在谈判前准备好丰富的材料，进行科学整理，然后在谈判席上运用逻辑性强和论证严密的语言表述出来，促使谈判工作顺利进行。
（四）规范性原则
谈判语言的规范性，是指谈判过程中的语言表述要文明、清晰、严谨、准确。
第一，谈判语言，必须坚持文明礼貌的原则，必须符合商界的特点和职业道德要求。无论出现何种情况，都不能使用粗鲁的语言、污秽的语言或攻击辱骂的语言。在涉外谈判中，要避免使用意识形态分歧大的语言，如“资产阶级”、“剥削者”、“霸权主义”等等。
第二，谈判所用语言必须清晰易懂。口音应当标准化，不能用地方方言或黑话、俗语之类与人交谈。
第三，谈判语言应当注意抑扬顿挫、轻重缓急，避免吞吞吐吐、词不达意、嗓音微弱、大吼大叫，或感情用事等。
第四，谈判语言应当准确、严谨，特别是在讨价还价等关键时刻，更要注意一言一语的准确性。在谈判过程中，由于一言不慎导致谈判走向歧途，甚至导致谈判失败的事例屡见不鲜。因此，必须认真思索，谨慎发言，用严谨、精练的语言准确地表述自己的观点、意见。
上述语言技巧的几个原则，都是在商务谈判中必须遵守的，其旨意都是为了提高语言技巧的说服力。在商务谈判的实践中，不能将其绝对化，单纯强调一个方面或偏废其他原则，须坚持上述几个原则的有机结合和辩证统一。只有这样，才能达到提高语言说服力的目的。
1.方其.商务谈判——理论、技巧、案例[M] 第七章: 商务谈判语言技巧
黑翼白墨
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1.Bargaining讨价还价
competitive, win-lose situations;
2.Selective perception选择性感知: When the perceiver singles out certain information that supports a prior belief and filters out information that does not confirm that belief.
3.Intangibles无形因素: intangible factors are the underlying psychological motivations that may directly or indirectly influence the parties during a negotiation;
4.Interdependent相互依赖: when the parties depend on each other to achieve their own preferredoutcome they are interdependent;
5.Negotiator’s dilemma
谈判者的困境:
the choice of whether to pursue a claiming value strategy is described as the “negotiator’s dilemma”.
6.initial offer最初报价:the first number the buyer will quote to the seller
7.Competitive situation竞争性情形:
when the goals of two or more people are interconnected so that only one can achieve the goal, this is competitive situation, also known as a zero-sumor distributive situation，in which “individuals are so linked together that there is a negative correlation between their goal attainments”;
8.Mutual-gainssituation相互获益情形:
When parties’ goals arelinked so that one person’s goal achievement helps others to achieve theirgoals, it is a mutual-gains situation,also known as a non-sum or integrative situation;9.BATNA达成谈判协议的最佳选择:an acronym for best alternative to a negotiated agreement;
10.Thedilemma of honesty诚实困境:
it concerns how much of the truth to tell the other party;
11.Thedilemma of trust信任困境: it concerns how much should negotiators believe what the other party tells them;
12.Distributive bargaining分配式谈判:accepts the fact that there can only be one winner given the situation and pursues a course of action to be that winner;
13.Integrative bargaining共赢争价: attempts to find solutions so both parties can do well and achieve their goals;
14.Claimvalue主张价值: to do whatever is necessary to claim the reward, gain the lion’s share, or gain the largest piece possible;
15.Createvalue创造价值: to find a way for all parties to meet their objectives, either by identifying more resources or finding unique ways to share and coordinate the use of existing resources;
16.Stereotypes心理定势: is a very common distortion of the perceptual process. It occurs when one individual assigns attributes to anothersolely on the basis of the other’s membership in a particular social or demographic category.
17.Contending争夺战略: actors pursuing the contending strategy pursue their own outcomes strongly and show little concern for whether the other party obtains his or her desired outcomes;
18.Yielding屈服战略: actors pursuing the yielding strategy show little interest orconcern in whether they attain their own outcomes, but they are quite interested in whether the other party attains his or her outcomes;
19.Inaction不作为战略:
actors pursuing the inaction strategy show little interest in whether they attain their own out-comes, as well as little concern about the other party obtains his or her outcomes;
20.Problem solving解决问题战略:
actors pursuing the problem solving strategy show high concern for attaining their own outcomes and high concern for whether the other;
21.target point目标点: the point at which negotiator would like toconclude negotiations;
22.resistance point拒绝点: a negotiator’s bottom line, the mostthe buyer will pay or the smallest amount the seller will settle for
23.a positive bargaining range积极的谈判空间:the buyer’s resistance is above the the seller’s, and the buyer minimally willing to pay morethan the seller is minimally willing to sell for
24.Reciprocity互惠主义: when you receive sth from another person, you should respond in the future with a favor in return
25.The winner’s curse赢家的诅咒: the tendency of negotiators, particularly inan auction setting, to settle quickly on an item and then subsequently feel discomfort about a negotiation win that comes too easily.
26.Process-basedinterests基于谈判过程的利益:related to how the negotiators behave as they negotiate
27.indirect assessment间接估计:determining what information an individual likely used to set target and resistance point and how he or she interpreted this information
28.selective presentation选择性表述:negotiators reveal only the facts necessary to support their case
29.Pareto efficient frontier帕累托有效边界：the claiming value line is pushed towards the upper right-hand side to the fullest extent possibleby creating value, and the line is called the Pareto efficient frontier
30.shared goal(共享目标):the goal that both parties work toward but that benefits each party differently
31.joint goal联合目标:the goal thatinvolves individuals with different personal goals agreeing to combine them in a collective effort
32.Endowment effect
捐赠效应: The tendency to overvalue something you ownor believe you possess.
33.Relationship-basedinterests
基于双方关系的利益: tied to the current or desired future relationship between theparties.
34.Resistance point拒绝点: a resistance point is the place where you decide that you should absolutely stop the negotiation rather than continue because any settlement beyond this point is not minimally acceptable.
35.Alternatives可替代的选择: other agreements negotiators couldachieve and still meet their needs.
36.Target point目标点: one realistically expects to achievea settlement and the asking price, representing the best deal one can hope toachieve.
37.Halo effects晕轮效应: rather than using a person’s group membership as a basis for classification, however,halo effects occur when people generalize about a variety of attributes basedon the knowledge of one attribute of an individual.
38.Projection投射效应:When people assign to others the characteristics or feelings that they possess themselves.
39.Mythical fixed-pie beliefs固定蛋糕观念: those who believe in the mythical fixed-pie assume there is no possibility for integrative settlements and mutually beneficial trade-offs, and they suppress efforts to search for them.
40.Anchoring and adjustment基准调节:
cognitive biases in anchoring and adjustmentare related to the effect of the standard (or anchor) against which subsequent adjustments are made during negotiation.
41.Issue framing and risk谈判框架的制定方式与风险:
the way a negotiation is framedcan make negotiators more or less risk averse or risk seeking.
42.Availability of information信用的可用性:in negotiation, the availabilitybias operates when information that is presented in vivid, colorful, orattention-getting ways becomes easy to recall, and thus also becomes centraland critical in evaluating events and options.
43.The law of small numbers小数法则:in decision theory, the law of small numbersrefers to the tendency of people to draw conclusions from sample sizes. Innegotiation, the law of small numbers applies to the way negotiator learn and extrapolate from their own experience.
44.Self-serving biases感知错误: The tendency to overestimate the causal roleof personal or internal factors and underestimate the causal role of situationalor external factors, when explaining another person’s behavior.
45.Ultimatum最后通牒：an ultimatum is an attempt to induce compliance or force concessions from a presumably recalcitrant opponent.