商务英语谈判语料
跪求商务英语谈判语料或者语料库推荐，现在做的研究语料太少了，需要进一步收集。
以实景模拟商务英语谈判为语料,对商务英语谈判中的拒绝策略进行了实证定量分析。研究发现,商务英语谈判中,谈判员在拒绝对方时经常使用间接拒绝语用策略,对威胁对方面子的拒绝言语行为都会加以修饰,尽量使自己的拒绝行为显得间接、含蓄,维护谈判双方的积极面子和消极面子,进而达到维护双方友好协商氛围的目的。
Dan: I'd like to get the ball rolling by talking about prices.
Robert: Shoot. I'd be happy to answer any questions you may have.
Dan: Your products are very good. But I'm a little worried about the prices you're asking.
Robert: You think we should be asking for more?
Dan: 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.
Robert: That seems to be a little high, Mr. Smith. I don't know how we can make a profit with those numbers.
Dan: Please,
Robert, call me
Dan. Well, if we promise future business -- volume sales that will slash your costs for making the Exec-U-Ciser, right?
Robert: 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.
Dan: We said we wanted 1000 pieces over a six month period. What if we place orders for twelve months, with a guarantee?
Robert: If you can guarantee that on paper, I think we can discuss this further.
D: 我想价钱面始谈吧
R: 洗耳恭听我乐意答复任何问题
D: 贵公司产品色;价码让我觉点困难
R: 觉我应该价钱高点啰
D: 我意思我知道投入高发费用我想要七五折
R: Smith先折扣似乎点价格我公司能利润赚
D: Robert请叫我Dan吧若我答应继续合作且笔意使幅降低‘健乐’制造本
R: 嗯我看您能笔订单?!贵公司何销售货呢我要保证随口答应算数哦
D: 我本说半内订货1000件现我保证内都跟订货如何
R: 能书面保证我想我再谈
Robert: Even with volume sales, our costs for the Exec-U-Ciser won't go down much.
Dan: Just what are you proposing?
Robert: We could take a cut on the price. But 25% would slash our profit margin. We suggest a compromise - 10%.
Dan: That's a big change from 25! 10 is beyond my negotiating limit. Any other ideas?
Robert: I don't think I can change it right now. Why don't we talk again tomorrow?
Dan: Sure. I must talk to my office anyway. I hope we can find some common ground on this. (next day)
Robert, I've been instructed to reject the numbers you proposed; but we can try to come up with something else. Robert: I hope so, Dan. My instructions are to negotiate hard on this deal - but I'm trying very hard to reach some middle ground.
Dan: I understand. We propose a structured deal. For the first six months, we get a discount of 20%, and the next six months we get 15%.
Robert: Dan, I can't bring those numbers back to my office - they'll turn it down flat.
Dan: Then you'll have to think of something better, Robert.
R: 即使量销售我‘健乐’产本仍降低太
D: 建议…
R: 敝公司降价七五折度削低我毛利我建议双各让步-九折
D: 跟七五折差太九折实超我谈判限度其案
R: 我现没办决定吧我何明再谈
D: 反我公司面讨论希望我能够达共同协议
R: ()Robert奉指示我否决所提折扣我找其行办
D: 希望Dan面指示我要强硬谈笔意--我直想达折衷案
R: 我解我提议阶段式协议前半先给我八折半则打八五折
D: 我没办向公司报告数字--定打票R: 想更啰
Robert: How about 15% for the first six months, and for the second six months at 12%, with a guarantee of 3000 units?
Dan: hat's a lot to sell, with very low profit margins.
Robert: It's about the best we can do, Dan. We need to hammer something out today. If I go back empty-handed, I might be coming back to you soon to ask for a job.
Dan: OK, 17% the first six months, 14% for the second?!
Robert: Good. Let's iron out the remaining details. When do you want to take delivery?
Dan: We'd like you to execute the first order by the 31st.
Robert: Let me run through this again: the first shipment for 1500 units, to be delivered in 27 days, by the 31st.
Dan: Right. We couldn't handle much larger shipments.
Robert: Fine. But I'd prefer the first shipment to be 1000 units, the next 2000. The 31st is quite soon - I can't guarantee 1500.
Dan: I can agree to that. Well, if there's nothing else, I think we've settled everything.
Robert: Dan, this deal promises big returns for both sides. Let's hope it's the beginning of a long and prosperous relationship.
R: 前六月八五折六月改八八折保证订货3000件意何
D: 我要卖货太毛利太低
R: Dan我没办再让步今说我要事情搞定我空手概快找要份工作啰
D: 吧前六月八三折六月八六折?!
R: 行我解决剩细节问题您想要候取货
D: 我希望贵公司能31号前履行第笔订单
R: 我约定再说遍第批货1500件要27内31号前运
D: 再货我没办处理R: 我希望第批货运1000件批2000件31号快我能保证能做1500件D: 我同意没其问题我想事情都解决
R: Dan笔意保证能让双都赚钱希望我远合作始今
Robert办公室现面孔--kevin Hughes代表美家运产品公司专程前寻找代工
Robert: We found your proposal quite interesting, Mr. Hughes. We would like to weigh the pros and cons with you.
Kevin: Mr. Liu, we've looked all over Asia for a manufacturer; your company is one of the most suitable.
Robert: If we can settle a number of basic questions, I'm confident in saying that we are the most suitable for your needs.
Kevin: I hope so. And what might be the basic questions you may have?
Robert: First, do you intend to take a position in our company?
Kevin: No, we don't, Mr. Liu. This is just OEM.
Robert: I see. Then, the most important thing is the size of your orders. We'll have to invest a great deal of money in the new production process.
Kevin: If you can guarantee continuing quality, we can sign a commitment for 75,000 pieces a year, for five years.
Robert: At U.S. $1000 a piece, we'll make an average return of just 4%. That's too great a financial burden for us.
Kevin: I'll check the numbers later, but what do you propose?
Robert: Here's how you can demonstrate commitment to this deal. Make it ten years, increase the unit price, and provide technology transfer.
R: Hughes先本公司贵公司提案兴趣我想与您仔细衡量案
K: 刘先我亚洲各寻找制造商贵公司合适者
R: 我能解决几基本问题我敢说我条件适合贵公司
K: 希望想解哪些基本问题呢
R: 首先贵公司否意投资本公司
K: 刘先案纯粹代工
R: 我懂重要问题贵公司订单量我新产投笔资金
K: 要贵公司能保证稳定品质我签订期五每75,000件合约
R: 若每件1000美元我平均收益百四我财力负担太
K: 我查说数字何提议
R: 我想贵公司表示合作案诚意:合约期十提高单价并且提供技术转移 Robert单元提签约十要求Kevin答应呢答案否决Robert何打算公司利益打算极力争取技术转移协议甘让项比金钱更珍贵
Kevin: We can't sign any contract for ten years. But if your production quality is good after the first year, we could extend the contract and increase our yearly purchases.
Robert: That sounds reasonable. But could you shed some light on the size of your orders?
Kevin: If we are happy with your production quality, we might increase our purchases to 100,000 a year, for the first two years.
Robert: Excuse me, Mr. Hughes, but it seems to me we're giving up too much in this case. We'd be giving up the five year guarantee for increased yearly sales.
Kevin: Mr. Liu, you've got to give up something to get something.
Robert: You're asking us to take such a large gamble for just two year's sales, I'm sorry, but you're not in our ballpark.
Kevin: What would it take to keep Pacer interested?
Robert: A three year guarantee, not two. And a quality inspection tour after one year is fine, but we'd like some of our personnel on the team.
Kevin: Acceptable. Anything else?
Robert: We'd be making a huge capital outlay for the production process, so we'd like to set up a technology transfer agreement, to help us get off the ground.
K: 我签10合约第贵公司产品品质确实优良我再延合约期限并逐增加购买量
R: 听起蛮合理您能否透露贵公司订单量
K: 我满意贵公司品质能采购量提高每十万件且期两R: 起Hughes先我觉我似乎让步太逐增加定货量我放弃原连续五采购保证K: 刘先所必所失呀
R: 贵公司要我二意冒险抱歉我接受K: 要何才能让笔意兴趣呢
R: 要三保证两另外派品质检验团希望员要包含本公司
K: 其条件
R: 我设立新产线投笔资金所希望能与贵公司签订技术转移合约帮助我起步轨道行至处谈判都算谐气氛进行
各自寻求利案针技术转移项Robert所提保证与要求能否消除Kevin顾虑令谈判终露曙光呢即您揭晓:
Kevin: If we transferred our technical and research expertise, what would stop you from making the same product?
Robert: We'd be willing to sign a commitment. We'll put it in writing that we won't copycat the SportsCast within five years after ending our contract.
Kevin: Sounds OK, if it's for any "similar" product. But we'd have to insist on a ten-year limit.
Robert: Fine. We have no intention of becoming your competitor.
Kevin: Great. Then let's settle the details of the transfer agreement.
Robert: We'll need you to send over some key personnel to help us purchase the equipment and train our technical people. How long do you anticipate that will take?
Kevin: A week to put the team together, three weeks to train your people. If so, when do you estimate starting production?
Robert: Our first production run should be one week after our team finishes its training. But I'd like your team to stay a full week after that, to handle any hitches that pop up.
Kevin: Can do. Everything seems to be set, Robert. I'll bring in a sample contract tomorrow. If you like, we can sign it then.
K: 我转移技术与研发给何能防止贵公司产相同产品
R: 我愿意签约保证与贵公司代工合约期满五内决仿冒贵公司运型‘磁质石膏护垫’
K: 若说产‘类似’产品比较办我坚持要十期限R: 没问题我并想贵公司竞争手K: 我确定关技术转移细节问题
R: 我需要贵公司派些主要员帮我选购设备并训练技术员预计要花少间
K: 立组需要星期另外三星期间训练贵公司员预计候能始产
R: 首轮产行应该组训练结束星期内始我希望贵公司组能再停留星期便处理任何突发状况
K: 行似乎所问题都解决Robert我明带份合约草案愿意我场签约