商務英語始終面對的年商是工作方面商務談判、介紹與招待、語實商討價格等等，戰題在考試中也會有實戰題，案例看看小編為你準備的年商商務英語實戰吧，希望能幫到你考出優異的語實成績。商務英語實戰：商務談判4人組

第一場： ( D: Dora N: Nancy )

Dora Smith是戰題一位美國的健身用品經銷商，此次是案例Nancy作為公司的采購部主管，第一回與他交手。年商就在短短幾分鐘的語實交談中，Nancy既感到這位大漢粗獷的戰題外表，藏有狡兔的案例心思——他肯定是沙場老將，自己絕不可掉以輕心。年商雙方第一回過招如下：

N: I d like to get the ball rolling by talking about prices.

D: Shoot. I d be happy to answer any questions you may have.

N: Your products are very good. But I m a little worried about the prices you re asking.

D: You think we about be asking for more?語實

N: That s not exactly what I had in mind. I know your research costs are high, but what I d like is a 25% discount.

D: That seems to be a little high, Mr. Nancy. I don t know how we can make a profit with those numbers.

N: Well, if we promise future business - volume sales - that will slash your costs for making the Washing-machine, right?

D: Yes, but it s hard to see how you can place such large orders. How could you turn over so many? We d need a guarantee of future business, not just a promise.

N: We said we wanted 1000 pieces over a six-month period. What if we place orders for twelve months, with a guarantee?

D: If you can guarantee that on paper, I think we can discuss this further.

N: Never mind!

第二場： ( D: Dora Smith S: Simon )

Nancy回公司呈報Dora Smith的提案后，老板Simon很滿意對方的戰題采購計劃;但在折扣方面他則希望能繼續維持強硬的態度，于是決定親自出馬，探出對方的底線。就在這七上八下的價格翹翹板上，雙方是否能找到彼此地平衡點呢?請看下面分解：

S: Hi, Mrs. Dora Smith, Welcome to China! I am Simon Zhou, sales manager. It is a pleasure to see you here .How do you do?

D: How do you do, Mr. Simon! Long hearing of you!

S: A pleasure, even with volume sales, our coats for the Washing-machine won t go down much.

D: Just what are you proposing?

S: We could take a cut on the price. But 25% would slash our profit margin. We suggest a compromise -10%.

D: That s a big change from 25! 10 are beyond my negotiating limit. Any other

Ideas?

S: I don t think I can change it right now. Why don t we talk again tomorrow?

D: Sure. I must talk to my office anyway. I hope we can find some common ground on this.

第二天

D: Mr. Tom, I ve been instructed to reject the numbers you proposed; but we can try to come up with some thing else.

S: We hope so, Mrs. Dora. My instructions are to negotiate hard on this deal - but I ll try very hard to reach some middle ground.

D: 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%.

S: Mrs. Dora，I can t bring those numbers back to my office -- they ll turn it down flat (打回票).

D: Then you ll have to think of something better, Mr. Tom.

第三場： (T: Tom Brown S: Simon Zhou)

Dora Smith上回提議前半年給他們二成折扣，后半年再降為一成半，經Mr. Tom推翻后，Dora Smith再三表示讓步有限。最后雙方的主管Simon Zhou和Tom Brown雙雙出席最后的談判，最終談判是否成功，請看：

S: How do you do, Mr. Brown!

T: How do you do, Mr. Simon!

S: How about 15% the first six months, and the second six months at 12%, with a guarantee of 3000 units?

T: That s a lot to sell, with very low profit margins.

S: It s about the best we can do, Tom Brown. We need to hammer something out today. If we go back empty-handed, we may be coming back to you soon to ask for a job.

T: OK .17% the first six months, 14% for the second?

S: Good. Let s iron out the remaining details. When do you want to take delivery?

T: We d like you to execute the first order by the 31st.

S: Let me run through this again: the first shipment for 1500 units, to be delivered in 27 days, by the 31st.

T: Right. We couldn t handle much larger shipments.

S: 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.

T: I can agree to that. Well, if there s nothing else, I think we ve settled everything.

S: Tom Brown, this deal promises big returns for both sides. Let s hope it s the beginning of a long and prosperous relationship.

T: OK, Let’s call it today.

S: Good Corporation.

第一場：

Dora Smith是一位美國的健身用品經銷商，此次是Nancy作為公司的采購部主管，第一回與他交手。就在短短幾分鐘的交談中，Nancy既感到這位大漢粗獷的外表，藏有狡兔的心思——他肯定是沙場老將，自己絕不可掉以輕心。雙方第一回過招如下：

N: I d like to get the ball rolling by talking about prices.

D: Shoot. I d be happy to answer any questions you may have.

N: Your products are very good. But I m a little worried about the prices you re asking.

D: You think we about be asking for more?

N: That s not exactly what I had in mind. I know your research costs are high, but what I d like is a 25% discount.

D: That seems to be a little high, Mr. Nancy. I don t know how we can make a profit with those numbers.

N: Well, if we promise future business - volume sales - that will slash your costs for making the Washing-machine, right?

D: Yes, but it s hard to see how you can place such large orders. How could you turn over so many? We d need a guarantee of future business, not just a promise.

N: We said we wanted 1000 pieces over a six-month period. What if we place orders for twelve months, with a guarantee?

D: If you can guarantee that on paper, I think we can discuss this further.

N: Never mind!

第二場：

Dora Smith上回提議前半年給他們二成折扣，后半年再降為一成半，經再三表示讓步有限。最后雙方的Nancy Wang和Dora Smith雙雙出席最后的談判，最終談判是否成功，請看：

N: How do you do, Mr. Smith!

D: How do you do, Mr. Wang!

N: How about 15% the first six months, and the second six months at 12%, with a guarantee of 3000 units?

D: That s a lot to sell, with very low profit margins.

N: It s about the best we can do, Dora Smith. We need to hammer something out today. If we go back empty-handed, we may be coming back to you soon to ask for a job.

D: OK .17% the first six months, 14% for the second?

N: Good. Let s iron out the remaining details. When do you want to take delivery?

D: We d like you to execute the first order by the 31st.

N: Let me run through this again: the first shipment for 1500 units, to be delivered in 27 days, by the 31st.

D: Right. We couldn t handle much larger shipments.

N: 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.

D: I can agree to that. Well, if there s nothing else, I think we ve settled everything.

N: Dora Smith, this deal promises big returns for both sides. Let s hope it s the beginning of a long and prosperous relationship.

D: OK, Let’s call it today.

N: Good Corporation.

Nine Secrets of Practice (9個實戰秘笈)

1、生意場上常見幾乎認識新的貿易伙伴;主動介紹自己是自信的表現，也許新的商機就在眼前。

May I introduce myself? My name is Allan Pope from APE Oil Company.

讓我來介紹一下自己，我叫阿倫-波普，來自APE石油公司。

2、初次見面，互表尊重與禮貌

How do you do ? Pleased to meet you . It’s a plesure to meet you.

3、英美人十分重視“介紹”。通過介紹人們才能擴展交際范圍。被介紹的人物必記住對方姓名，這是尊重對方的一種表現。如果對方名字是在太長，太難記，不妨請教他們如何拼法。

How do you spell your name, please?

請問，您的名字如何拼寫?

4、在正式場合作自我介紹時，為了表示鄭重，通常都是連名帶姓，將自己的全名(full name )

直接說出來。如：

My name is John Major .我叫約翰-梅杰。

5、多個朋友多條路，廣結善緣通四海，如果你想主動認識客戶的工作伙伴時，不妨大方地請客戶為你引見。

I would like to meet Mr. Freeman, the sales manager of Universal Utensils.

我想認識一下環球器皿公司的銷售部經理理弗里曼先生。

6、當被介紹給他人時，握手與微笑是最好的見面禮。

You would better know how to shake hands properly. That’s one of the best chances to show your confidence.Remember: don’t shake hands like a desd fish.

7、拉近與陌生人的距離，增強彼此的親切感。

I’ve heard of you .

我聽說過您。

Mr Black has mentioned your name before.

布萊克先生曾提及過您。

I’ve been to San Francisco several times, and I’m quite impressed with the Golden Gate Bridge.

我去過舊金山好幾次，對金門大橋印象很深刻。

8、在大多數英語國家里男子通常只在第一次被正式介紹是握手，或者如果他們是朋友，或者他們有段時間沒見面了可能會握手。男子通常彼此不接吻，女士在第一次介紹時通常只握手，但如果某女士與另一位女士或男士成了朋友，他們可能仔打招呼時擁抱一下或在臉頰上吻一下。

9、確立共同感興趣的話題有助于將對話繼續。

Are you interested in gardening?

您對園藝感興趣嗎?

That’s a coincidence. My husband also likes to go fishing.

多巧啊，我先生也喜歡釣魚

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