摘要：
商务英语谈判范文在商务合作之中，和外国的客户用英语进行对话是很自然的事情。下面是我给大家整理了 商务英语 对话，供大家参阅! 商务英语对话：国际贸易... 商务英语谈判范文
在商务合作之中，和外国的客户用英语进行对话是很自然的事情。下面是我给大家整理了 商务英语 对话，供大家参阅! 商务英语对话：国际贸易 Betty：Hello. Sales Department. This is Betty Fields speaking. 贝蒂：喂，业务部，我是贝蒂_菲尔兹。 Ralph：Hello, Ms Fields. This is Ralph Peterson at World Computers. 拉夫：嗨，菲尔兹女士。我是世界计算机的瑞夫_皮特森。 Betty：Yes, how may I help you? 贝蒂：好的，我能为你效劳吗? Ralph：I'm interested in a couple of items in your new catalog, and I would like to know the prices. 拉夫：我对你们新目录里的几项产品感兴趣，我想知道它们的定价。 Betty：Great. We're offering a special promotional price on a few of the items. Which items did you have in mind? 贝蒂：好的。我们针对几项产品提供特价。你对哪些产品有兴趣? Ralph：We're particularly interested in your new RS-five sound card shown on page five of your catalog. I would also like more details about the model RS-four card on page seven. 拉夫：我们特别中意你们目录第五页里的新型RS-5 的声卡。我还想知道更多关于第七页里RS-4 型声卡的细节。 Betty：OK. The price on the RS-five is forty-five U.S. dollars for quantities up to five hundred units. Then we offer quantity discounts for larger orders. 贝蒂：好的。数量有达到五百片的话，RS-5 的价格是四十五美元。大量定购的话我们还有折扣。 Ralph：And the price on the RS-four? 拉夫：那RS-4 的价格呢? Betty：The RS-four is one of our promotional items this month. For orders received by the end of the month, the price is thirty-three dollars each. That price is good on any size order. 贝蒂：RS-4 是我们本月的促销产品之一，本月底前接到订单的话，单价是三十三美元。不管定单数量多少都是这个价格。 Ralph：That price sounds good. Could you send me more details about the RS-four, including the specifications? 拉夫：这个价格听起来不错。你可以寄给我更详细的RS-4 型的资料和 说明书 吗? Betty：Certainly. I can fax or E-mail that information to you this afternoon. 贝蒂：当然。我可以在今天下午把资料传真或寄电子邮件给你。 Ralph：Terrific. I'll get back to you after I've reviewed the details. Thank you. Good-bye. 拉夫：太好了。我看完详细资料后会打电话给你。谢谢你，再见。 商务英语对话：下定单 Leslie：How are you this afternoon? 莱司利：今天下午过得如何? Paul：Just fine. I looked over the catalog you gave me this morning, and I'd like to discuss prices on your computer speakers. 保罗：还好。今天早上我已经详细看过你给我的目录了。我想讨论有关你们计算机扬声器的价格。 Leslie：Very good. Here is our price list. 莱司利：好的。这是我们的价目表。 Paul：Let me see . . . I see that your listed price for the K-two-one model is ten U.S. dollars. Do you offer quantity discounts? 保罗：我看看……。你们K-2-1 型的标价是美金十块钱。你们有提供大量订购的折扣吗? Leslie：We sure do. We give a five percent discount for orders of a hundred or more. 莱司利：当然有。100 或以上的订单我们有百分之五的折扣。 Paul：What kind of discount could you give me if I were to place an order for six hundred units? 保罗：如果我下六百组的订单，你们可以给我什么样的折扣? Leslie：On an order of six hundred, we can give you a discount of ten percent. 莱司利：订单是六百组的话，我们可以给你百分之十的折扣。 Paul：What about lead time? 保罗：交货时间呢? Leslie：We could ship your order within ten days of receiving your payment. 莱司利：在收到货款的十天内，我们就可以把货送出去。 Paul：So, you require payment in advance of shipment? 保罗：所以，你们在送货前要先收货款? Leslie：Yes. You could wire transfer the payment into our bank account or open a letter of credit in our favor. 莱司利：是的。你可以汇款到我们的银行帐户，或是开一个以我们公司为抬头的信用状。 Paul：I'd like to go ahead and place an order for six hundred units. 保罗：那我想就先下六百组的订单。 Leslie：Great! I'll just fill out the purchase order and have you sign it. 莱司利：太棒了!我马上写订购单并请你签名。 商务英语对话：国际贸易 保险 Helen：I'm calling to discuss the level of insurance coverage you've requested for your order. 海伦：我打电话来是想讨论你所要求的订单保险额的级别。 Henry：I believe that we have requested an amount twenty-five percent above the invoice value? 亨利：我想我们要求的是高于发票价值百分之二十五的保险金额。 Helen：Yes, that's right. We have no problem in complying with your request, but we think that the amount is a bit excessive. 海伦：是的，没错。我们可以答应这个要求，但是我们觉得金额有点太高。 Henry：We've had a lot of trouble in the past with damaged goods. 亨利：我们过去有太多货物毁损的困扰。 Helen：I can understand your concern. However, the normal coverage for goods of this type is to insure them for the total invoice amount plus ten percent. 海伦：我能了解你的考虑。然而，一般这类产品的保险额度是发票总额再加百分之十。 Henry：We would feel more comfortable with the additional protection. 亨利：有额外的保障会让我们觉得安全些。 Helen：Unfortunately, if you want to increase the coverage, we will have to charge you extra for the additional cost. 海伦：很遗憾，如果你们想增加保险额的话，我们就得向你们收取额外的费用。 Henry：But the insurance was supposed to be included in the quotation. 亨利：但是保险应该包含在报价里了。 Helen：Yes, but we quoted you normal coverage at regular rates. 海伦：是的，但是我们向你们报的价是一般比例下的正常保险额。 Henry：I see. 亨利：我了解。 Helen：We can, however, arrange the extra coverage. But I suggest you contact your insurance agent there and compare rates. 海伦：不过超出的保险额我们可以再商量。但是我建议你和你们那边的保险代理商联络并比较一下价格。 Henry：You're right. It might be cheaper on this end. 亨利：你说得没错，在这边可能会比较便宜。 Helen：Fax me whatever rates you find there and I'll compare them with what we can offer. 海伦：不论你那里找到的是那一种价格都传真给我，我会和我们可以提供的价格来做比较。
商务英语谈判范文
商务英语谈判范文(一)
Business Negotiation
A: The seller Miss su representing Kai ya Chocolate Manufacturing Co.Ltd
B: The buyer Mr. zhou representing zhong shang supermarket.
A: Good morning, Mr. Zhou. Glad to meet you.
B: Good morning, Miss su. It’s very nice to see you in person.
A: How are things going?
B: Everything is nice.
A: So, what’s the topic of today’s meeting?
B: Ok, after the last talk, we appreciate you price very much. Now let’s talk about the terms of payment. Would you accept D/P? I hope it will be acceptable to you.
A: The terms of payment we usually adopt are sight L/C.
B: But I think it would be beneficial to both of us to adopt more flexible payment terms such as D/P term.
A: Payment by L/C is our usual practice of doing business with all customers for such commodities. I’m sorry we can’t accept D/P terms.
B: As for regular orders in future, couldn’t you agree to D/P?
A: Sure. After several smooth transactions, we can try D/P terms.
B: Well, as for shipment, the soon the better.
A: Yes, shipment is to be made in April, not allowing partial shipment.
B: can you make it earlier? May be in March, our customer is eager for them.
A: All right. Let me have a check, oh! There are some steam vessels available to your port, so we can make it in March.
B: Good! By the way, when can I expect to sign the S/C?
A: Mr. Zhou, would it be convenient for you to come again tomorrow morning. I’ll get the S/C ready tomorrow for your signature.
B: That’s fine. See you tomorrow. Goodbye. Miss Su.
A: See you and thanks for coming, Mr. Zhou.
商务英语谈判范文(二)
Dan Smith是一位美国的健身用品经销商，此次是Robert Liu第一回与他交手。就在短短几分钟的交谈中，Robert Liu既感到这位大汉粗犷的`外表，藏有狡兔的心思――他肯定是沙场老将，自己绝不可掉以轻心。双方第一回过招如下：
D: I'd like to get the ball rolling(开始)by talking about prices.
R: Shoot.(洗耳恭听)I'd be happy to answer any questions you may have.
D: Your products are very good. But I'm a little worried about the prices you're asking.
R: You think we about be asking for more?(laughs)
D: (chuckles莞尔) 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.
R: That seems to be a little high, Mr. Smith. I don't know how we can make a profit with those numbers.
D: Please, Robert, call me Dan. (pause) Well, if we promise future business――volume sales(大笔交易)――that will slash your costs(大量减低成本)for making the Exec-U-ciser, right?
R: Yes, but it's hard to see how you can place such large orders. How could you turn over(销磬)so many? (pause) We'd need a guarantee of future business, not just a promise.
D: We said we wanted 1000 pieces over a six-month period. What if we place orders for twelve months, with a guarantee?
R: If you can guarantee that on paper, I think we can discuss this further.
Robert回公司呈报Dan的提案后，老板很满意对方的采购计划;但在折扣方面则希望Robert能继续维持强硬的态度，尽量探出对方的底线。就在这七上七八的价格翘翘板上，双方是否能找到彼此地平衡点呢?请看下面分解:
R: Even with volume sales, our coats for the Exec-U-Ciser won't go down much.
D: Just what are you proposing?
R: We could take a cut(降低)on the price. But 25% would slash our profit margin(毛利率).We suggest a compromise――10%.
D: That's a big change from 25! 10 is beyond my negotiating limit. (pause) Any other ideas?
R: 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(共同信念)on this.
NEXT DAY
D: Robert, I've been instructed to reject the numbers you proposed; but we can try to come up with some thing else.
R: I hope so, Dan. My instructions are to negotiate hard on this deal――but I'm try very hard to reach some middle ground(互相妥协).
D: I understand. We propose a structured deal(阶段式和约). For the first six months, we get a discount of 20%, and the next six months we get 15%.
R: Dan, 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, Robert.
Dan上回提议前半年给他们二成折扣，后半年再降为一成半，经Robert推翻后，Dan再三表示让步有限。您知道Robert在这折扣缝隙中游走，如何才能摸出双方都同意的数字呢?他从锦囊里又掏出什么妙计了呢?请看下面分解：
R: 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.
R: It's about the best we can do, Dan. (pause) We need to hammer something out (敲定)today. If I go back empty-handed, I may be coming back to you soon to ask for a job. (smiles)
D: (smiles) O.K., 17% the first six months, 14% for the second?!
R: Good. Let's iron out(解决)the remaining details. When do you want to take delivery(取货)?
D: We'd like you to execute the first order by the 31st.
R: 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.
R: 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.
R: Dan, this deal promises big returns(赚大钱)for both sides. Let's hope it's the beginning of a long and prosperous relationship.
国际商务谈判与商务英语谈判
经贸英语专业指的就是商务英语专业。商务英语专业（经贸英语专业）和国际商务专业有3点不同：
一、两者的培养目标不同：
1、商务英语专业的培养目标：商务英语专业方向主要培养具有扎实的英语语言基础和较系统的国际商务管理理论知识，具有较强的实践技能，能在外贸、外事、文化、新闻出版、教育、科研、旅游等部门从事翻译、管理、教学、研究工作的英语高级专门人才。
2、国际商务专业的培养目标：国际商务专业旨在培养具有开阔的视野，扎实的国际商务理论、实务和国际商法基础，能较熟练地应用国际法规、外语开展商务活动的复合型、应用型人才。
二、两者的概述不同：
1、商务英语专业的概述：商务英语课程不只是简单地对学员的英文水平、能力的提高，它更多地是向学员传授一种西方的企业管理理念、工作心理，甚至是如何和外国人打交道，如何和他们合作、工作的方式方法，以及他们的生活习惯等，从某种程度上说是包含在文化概念里的。
2、国际商务专业的概述：国际商务学是一门研究为满足个人及组织需求而进行的跨国界交易的科学。
三、两者的主干课程不同：
1、商务英语专业的主干课程：主要学习基础英语、高级英语、英语听力、英语口语、英语写作、翻译理论与实践、英美文学史及选读、西方经济学、国际贸易、国际商务、市场营销等课程。学生毕业后授予文学学士学位。
2、国际商务专业的主干课程：专业英语、管理学理论、微观经济学、宏观经济学、会计学、国际经济学、财政管理、国际营销学、国际金融、国际贸易法、货币银行学、国际营销学、中国对外贸易等必修课程，以及西方经济史；
国际商务英语、国际金融实务、国际贸易实务、发展经济学、国际商务谈判、国际商务礼仪、外贸管理法、国际税法、跨国公司、人力资源管理、国际经济合作、国际投资法、电子商务、中国对外贸易、WTO专题、证券市场概论；
财税法、国际贸易法、国际金融法、国际信贷与结算、欧洲联盟法、国际技术转让、商业伦理、心理学、社会学、海商法、审计学与审计法、公共关系学、合同法、公司法、组织行为学等选修课程。
参考资料来源：百度百科-国际商务专业
参考资料来源：百度百科-国际商务（研究国际贸易的学科）
参考资料来源：百度百科-商务英语（商务英语课程）
参考资料来源：百度百科-商务英语专业（大学专业）
在国际商务谈判中，对时间观差异应有所准备。谈判时限的控制也很重要。不同 文化 具有不同的时间观念。在商务谈判对话中也要拿捏好时间。下面我整理了商务谈判对话英文版，供你阅读参考。 商务谈判对话英文版：实用对话 A: Good morning, Miss. Glad to meet you.早上好，很高兴见到你。 B: Good morning, Mr.. gald to have the opportunity of visting your company and I hope to conclude some business with you。很兴奋能有机会. 拜访 贵公司，希望能与你们做成交易。 A:I think so ，and I don’t believe we’ve met.我们以前没有见过吧? B: No, I don’t think we have. 我想没有。 A: My name is Li Sung-lin 我叫李松林。 B: My name is Cheery Smith. 您好，我是切莉史蜜斯 A: Here’s my name card. 这是我的名片。 B: And here’s mine. 这是我的。 A: I'm our sales representative, how do you do,what can I do for you.我是我们公司的销售代表，你是做什么的，有什么可以为你服务的吗? B： Our company will buy in a batch of compters, as the procurement manager secretary，I want to get to know your product.我们公司要购进一批电脑，作为采购经理的秘书，我想了解一下你们的产品。 A：Our company engaged in import and export trade for 5 years, has many professional and qualified partners. Company in good standing, developed many long-term partners, look forward to working with you.我公司从事进出口贸易5年来，已经拥有很多专业的，资质良好的合作商。公司信誉良好，发展了很多长期合作伙伴，期待与你们的合作。 B:I want to know more about your company's products, I hope you can provide me with this. Believe that through the cooperation with your company, we will expand market share in China, China's consumer demand is very strong。我想了解下贵公司的产品，希望您能为我详细的介绍。相信通过与贵公司的合作，我们会扩大在中国的市场占有率，中国的消费需求很强劲 A: I should be very happy to give you any further information you need on it./我很乐意提供您所需要的关于它的进一步的信息。 A: we have imported a latest development， I wonder if you would like to have a look? 我们进口了一种新产品我想知道您是否可以看看货? B：of couse. Ah, yes, this is the model I was interested in./啊，是的，这就是我所感兴趣的那种样式。 B: Yes, what are the specifications?/好的，都有哪些规格呢? A: we have a wide selection of colors and designs. If I may refer you to page eight of the brochure you'll find all the specifications there./ 我们有很多式样和颜色可供选择。如果您看一下手册的第8页，就会在那儿找到所有的规格。 B: Ah, look what I care about is the quality of the goods. Now what about service life?/ 我关心的是货物的质量。哦，好的。关于使用寿命呢? A: Our tests indicate that this model has a service life of at least 50, 000 hours.,about 10 years.我们的实验表明这种样式至少可以使用50,000小时,大约10年. B: Is that an average figure for this type of equipment?/这是这种设备的平均数据吗? A: Oh, no, far from it. That's about 10,000 hours longer than any other made in its price range./不是的，相差还很远。这种比在它的价格范围内的任何其他样式都要高出1万小时左右。 B: Really?That's impressive. 真的?这一点给我印象颇深。 A: of product is the best seller and it is really competitive in the word market. .我们的产品最畅销。我们的产品在国际市场上很有竞争力。 B:but what happens if something goes wrong when we're using it?/不过如果这种设备在我们使用的时候发生故障，该怎么办呢? A: If that were to happen, just contact our nearest agent and they'll send someone round immediately./一旦发生那样的情况，同我们最近的办事处联系，他们会马上派人过去的。 B: I see. will you give us an indication of prices? 我明白了。你可以给我报一个指示性的价格吗? A: unit price is 5000yuan.单价5000元 B: Do you offer discounts for plentiful purchases?大量购买，你们提供折扣吗? A:Yes, we do indeed. Our ususal figure is around 5%, but that depends on the size of the order./是的，我们确实这样做。通常的数目是5%左右，但那还要根据订货的多少来定。 B: Oh,I think Your prices are much too high for us to accept. 。can you cut down the price for me?我认为你的价格太高，我们不能接受。你们可以降低价格吗? A:sorry, It would be very difficult to come down with the price. I can assure you our price is very favourable对不起，我们很难再降价了。.我可以保证我们的价格是优惠的。 B: I can't allow the price。It is a little high. we will buy a lot.我不能同意你们的价格,有点高。我们要买很多。 A: well,the discount is 7%.This is the lowest possible price.折扣百分之七，这是最低价了。 B: it can be considered. Now what about the payment? Could you accept D/P or D/A?可以考虑，您可以接受付款交单或承兑交单吗? A：I'm afraid not，usually we only accept payment by irrevocable letter of credit payable against shipping documents.恐怕不行，通常我们只接受不可撤销的信用证，凭装运单据付款。 B ：You know for this a large amount，an L/C is cost lost also ties up our you accept D/P or D/A，I would really appreciate it.您知道这么大的金额的信用证，费用很大，同时积压我们的资金。如果您能接受付款交单或承兑交单的话，我们会很感激的。 A：I am very sorry,but we require L/C for all of our clients. 李：对此我非常抱歉，我们对所有客户都是用信用证来付款。 B：Well，，opening an L/C doesn’t make any difference to you，but makes much to us.噢，李先生，开信用证对您来说没有影响，但对我们影响很大。 . A：Actually it does，it gives us the protection of the bank. 李：事实上对我们也有影响的，它能给我们银行的保护。 B：If you can send goods in this month，I'll agree to payment by L/C.如果您在这个月前发货的话，我将同意开立信用证。 A：All right 好吧 B：And,I'd like to know your usual way of packing 并且我想了解一下你们的常规包装 方法 。 A：Of course we use canons. we also usually use nylon straps to reinforce them.当然是纸箱了。我们通常还用尼龙带加固。 B：the packing must be strong enough to withstand rough handling.我同意，包装必须十分坚固，以承受粗鲁的搬运。 A：Breakage never happened to our deliveries.我们的货物从未发生过破损现象If broken,we'll pay the cost.假如破损我们赔偿。 B：How do you usually move your goods? 你们习惯使用哪种方式运输? A:we use ship, and if use ship ,we can assume transportation cost.轮船，并且用轮船，我们承担运费。 A：that is great,太好了 B： are pleased to place an order for 100 computers. Let’s sign the contract!,the quality must be instrict conformity with that of sample. Once a contract is signed,it has legal effect.好的，我们订100台电脑。让我们来签合同吧，质量必须与样品一样。合同一旦签署即具有法律效力。 A: of 's our principle in business to honor the contract and keep our promise."重合同，守信用"是我们经营的原则。 I'm glad that our negotiation has come to a successful conclusion.我很兴奋我们的谈判获得圆满成功。 商务谈判对话英文版：情景对话 Dialogue 1: A: So, thank you for coming, everyone. It's really a pleasure to see you all here. First of all, may i suggest you take a look at the agenda i sent you? Would you like to make any comment on that? B: Yes, i wonder if we can begin with shipment question first. We really need to come to an agreement on that before anything else. A: That's true, but it's also a very difficult issue. That's the reason why i put it last. I thought it might be a good idea for us to start with the points we have in common. We'll move on to the shipment issue after that. B: All right. That sounds reasonable. A: Well, before we go any future, I would like to say strongly how i feel that it's in both our interest to reach an agreement today. The market is becoming even more competitive and our combied strength will give us some big advantages, not least in terms of the dealer network. Now, i think Richard would like to say a few words about that. 点睛注释： 1. make comments on sth 对某事进行评论 Example: Would you make comments on our women's garments in current design?您对我们流行女装款式有何评论 Oh look very nice! 哦，看起来很漂亮 2. have sth. in common: 有共同点 Example: The two firms have very little common in selling strategies. 这两家公司在销售策略上没有什么共同点。 3. in the interest of: 符合......的利益 Example: The stable and healthy business relations are in the interest of our sides. 稳定健康的贸易关系符合双方的利益。 Dialogue 2 A: Hello, Mr Wang, nice to see you again. How are you? B: Fine, thank you ,and you? A: I'm fine, we just moved in our new house. Everything is in a great mess. It's a nightmare. But i'll appreciate not having to spend so much time commuting to my work every day. B: Yes, it took me nearly one hour to get here today. Bus service in this area is not so good. A: Well, will you like a cup of coffee? B: Thank you, that would be nice. A: Milk or sugar? B: Black will do, thank you. A: So, how's business in your section? B: Not too bad. We have a lot of work to do as far as our contract George is concerned this time. A: Then i think you can say a few words about that first. 点睛注释 1. in a mess: 乱成一团 Example: Since 9 O' clock , Mr. Gill has been sorting out the shipping documents which are in a mess in the files. 从九点以来,吉尔小姐一直在整理文件夹里乱成一团的海运单据. 2. commute: 乘通勤车上班 Example: I commute to work from Shenyang to Fushun on weekdays.周一到周五我从沈阳到抚顺乘通勤车上班. bus commuter 乘通勤汽车上班的人 train commuter 乘通勤火车上班的人 3. as far as sb./sth. be concerned: 就什么而言; 至于 Example: As far as i am concerned, i agree with Jack on this point.就我而言, 我同意杰克的观点. 、As far as color is concerned, Tom prefers black. 就颜色而言, 汤姆更喜欢黑色. Dialogue 3 A: Will you have a cup of coffee, Mr. Wang? B: No. Don't bother, please. A: Of course, i don't know Smith at all, but you've got to be on your guard against George. I told you about our negotiating with him in New York three years ago, didn't I? B: I am sure you did. Can we focus on the final packing today, Mr. Brown? We mustn't get stuck in the price. They are going to knock us down. We have got some room to maneuver. A: That's right, George is the head of Marketing Department. B: What we must keep in mind is that we can make a concession if they push us on staff cut. A: Oh we don't need to worry about that, Mr. Wang. We will just play it by ear. 点睛注释 1. be on one's guard against sb./sth. 小心，防范 Example: We must be on our guard against pickpockets on a bus.在公交车上我们要小心扒手。 2. focus on sth. 集中精力于......之上 Example: We should focus our attention on the demands at the overseas market.我们应该集中注意一下海外市场的需求 3. knock sb. down 打倒，使屈服 Example: They are attempting to knock us down in terms of price.他们试图让我们在价格方面让步。 4. keep/bear sth. in mind 记住，牢记(英国都用remember) Example: Please keep in mind that you'll arrive punctually for the meeting tomorrow.请记住明天开会要准时。 Bear in mind that you can always rely on me.要记住你永远可以依靠我。商务谈判对话英文版相关 文章 ： 1. 商务谈判英语情景对话 2. 商务谈判开场介绍英语对话 3. 常用商务英语谈判对话-开场介绍篇 4. 商务商务谈判对话 5. 销售商务谈判会话 6. 模拟商务谈判对话剧本 7. 有关价格商务英语口语和情景对话
复制粘贴过来的东西想必你也不是看得很明白，我本身就是学商务英语专业的，所在院校就是一所外经贸院校。商务英语和经贸英语本质上差别不大，只不过是各院校设置专业名称略有不同而已。总的来说，这三个专业所学课程、就业方向都有相似、相通的地方。都是往商务、贸易方向发展，主要是外贸。既然是做外贸，那么就少不了用英语沟通、谈判、磋商。用一句话概括就是用英语和外国人做生意。课程学习:主要有两个大方向的学习，分别是商贸（贸易术语、单证、报关、报检等）和英语（商务英语听说、口笔译、函电等）。 商务英语专业是商贸和英语两个方面都会学一点，一般会偏向于对英语知识技能的学习。如果你的英语不错，选这个专业比较能发挥自己的英语特长。国际商务专业侧重于对商贸知识技能的学习。如果你的英语不是这么好，可以专攻国贸这块，但是对贸易英语还是要有个较好的掌握。毕竟上大学，分专业，首先强调对自己专业的学习与运用，而不是四六级那种综合英语。 就业方向：侧重于哪方面的学习，就业方向也会相对的侧重于那方面。但是基本上都差不多，无论你选哪个专业，都可以选考这类专业证，如报关员、报检员、跟单员、单证员、外贸业务员等。都是会考到国贸和英语知识的。最后可以说的就是同一个专业，各院校设置的课程会略有不同，可能会根据自己院校的特点学习第二外语或者与其他专业（物流、营销)进行小小的结合，但是总体上的学习大方向是不变的。以上就是这些专业的区别。PS:选专业时我建议去浏览该院校网站上对此专业的课程设置，不要过多的理会就业形势、冷门热门的。如果你想学某些课程，那么从另一个侧面也体现出你想从事的职业方向是什么；如果你本身就对某些课程兴趣不大，又想到日后该专业好找工作的话，那么在校几年，你对自己专业的学习肯定不深，毕业后同样找不到合适的对口职业啊。说了这么多，希望能对你有所帮助！（本人原创，请勿转载，谢谢！）
其实三者区别不大，但是都存在着很大联系。
区别：
1、学习知识侧重点不同：经贸英语涉及了很多经济贸易的英语知识，着重于英语，但对英语的重视低于商务英语。商务英语注重商务中英语的交流、理解， 也会涉及贸易基本知识。
2、培养目标不同：商务英语专业的培养目标是英语高级专门商务人才；国际商务专业的培养目标是复合型、应用型商务人才。经贸英语培养具有坚实的英语基础，综合技能的高等技术应用性专门人才。
3、就业方向不同：商务英语毕业生一般可在各企事业单位从事外经、外贸、旅游、外事等口译、笔译工作以及管理、文秘、经济贸易、公共英语教学等工作。经贸英语一般在私企或者外企作为文秘或者行政办公居多。国际商务主流两个就业方向，一是外销，二是报关报检。
扩展资料：
商务英语、国际商务、经贸英语主干课程、
1、商务英语专业的主干课程：主要学习基础英语、高级英语、英语听力、英语口语、英语写作、翻译理论与实践、英美文学史及选读、西方经济学、国际贸易、国际商务、市场营销等课程。学生毕业后授予文学学士学位。
2、国际商务专业的主干课程：专业英语、管理学理论、微观经济学、宏观经济学、会计学、国际经济学、财政管理、国际营销学、国际金融、国际贸易法、货币银行学、国际营销学、中国对外贸易等必修课程，以及西方经济史。
3、经贸英语：国际商务英语、国际金融实务、国际贸易实务、发展经济学、国际商务谈判、国际商务礼仪、外贸管理法、国际税法、跨国公司、人力资源管理、国际经济合作、国际投资法、电子商务、中国对外贸易、WTO专题、证券市场概论；
参考资料：百度百科-商务英语（大学专业）
商务英语商务谈判
在商务谈判中要做到：
第一，善于倾听，做到少说多听。
第二，灵活应变，做到灵活性与原则性相结合。
第三，语义清楚，做到形式委婉、内容明确。
在商务英语中常用的谈判技巧：
一，试探摸底法
首先要摸清对方的意图、底牌或大概底线在谈判中才能有的放矢，古语有云：知彼知己百战百胜。
二，价值引导法
试探摸底之后，可以通过一些共同的利益点或共同的价值观逐渐引导谈判向好的方面发展。
三，细节处理法
在具体细节上，必须非常熟悉业务，比如一些数据或报价必须准备好并且非常详细，让对方都不得不惊叹你的信息收集能力，在接下来的谈判中才能掌握主动。
商务英语谈判的注意事项:
第一，软硬兼并。在谈判中，谈判双方的态度十分重要。既不可以过于强硬，也不可以过于软弱。
第二，以退为进。商场如战场，有时看似让步的条件实则是为了获得最大的利益。
第三，多说肯定的语言。在谈判中一定会有和自己意见不一致的时候，此时谈判者先肯定对方的观点，之后阐述本方观点。
第四，低调陈述。谈判人员可以间接说出自己的优势之处，它是通过故意的轻描淡写来强调事实，低调陈述被看作是一种委婉语气的表达方法。温婉语气可以做到大事化小，小事化了，在给对方留有余地的基础上给自己提供机会。
商务谈判英文
在国际商务谈判中，对时间观差异应有所准备。谈判时限的控制也很重要。不同 文化 具有不同的时间观念。在商务谈判对话中也要拿捏好时间。下面我整理了商务谈判对话英文版，供你阅读参考。商务谈判对话英文版：实用对话 A: Good morning, Miss. Glad to meet you.早上好，很高兴见到你。 B: Good morning, Mr . gald to have the opportunity of visting your company and I hope to conclude some business with you。很兴奋能有机会. 拜访 贵公司，希望能与你们做成交易。 A:I think so ，and I don’t believe we’ve met.我们以前没有见过吧? B: No, I don’t think we have. 我想没有。 A: My name is Li Sung-lin 我叫李松林。 B: My name is Cheery Smith. 您好，我是切莉史蜜斯 A: Here’s my name card. 这是我的名片。 B: And here’s mine. 这是我的。 A: I'm our sales representative, how do you do,what can I do for you.我是我们公司的销售代表，你是做什么的，有什么可以为你服务的吗? B： Our company will buy in a batch of compters, as the procurement manager secretary，I want to get to know your product.我们公司要购进一批电脑，作为采购经理的秘书，我想了解一下你们的产品。 A：Our company engaged in import and export trade for 5 years, has many professional and qualified partners. Company in good standing, developed many long-term partners, look forward to working with you.我公司从事进出口贸易5年来，已经拥有很多专业的，资质良好的合作商。公司信誉良好，发展了很多长期合作伙伴，期待与你们的合作。 B:I want to know more about your company's products, I hope you can provide me with this. Believe that through the cooperation with your company, we will expand market share in China, China's consumer demand is very strong。我想了解下贵公司的产品，希望您能为我详细的介绍。相信通过与贵公司的合作，我们会扩大在中国的市场占有率，中国的消费需求很强劲 A: I should be very happy to give you any further information you need on it./我很乐意提供您所需要的关于它的进一步的信息。 A: we have imported a latest development， I wonder if you would like to have a look? 我们进口了一种新产品我想知道您是否可以看看货? B：of couse. Ah, yes, this is the model I was interested in./啊，是的，这就是我所感兴趣的那种样式。 B: Yes, what are the specifications?/好的，都有哪些规格呢? A: we have a wide selection of colors and designs. If I may refer you to page eight of the brochure you'll find all the specifications there./ 我们有很多式样和颜色可供选择。如果您看一下手册的第8页，就会在那儿找到所有的规格。 B: Ah, look nice.And what I care about is the quality of the goods. Now what about service life?/ 我关心的是货物的质量。哦，好的。关于使用寿命呢? A: Our tests indicate that this model has a service life of at least 50, 000 hours.,about 10 years.我们的实验表明这种样式至少可以使用50,000小时,大约10年. B: Is that an average figure for this type of equipment?/这是这种设备的平均数据吗? A: Oh, no, far from it. That's about 10,000 hours longer than any other made in its price range./不是的，相差还很远。这种比在它的价格范围内的任何其他样式都要高出1万小时左右。 B: Really?That's impressive. 真的?这一点给我印象颇深。 A: of couse.our product is the best seller and it is really competitive in the word market. .我们的产品最畅销。我们的产品在国际市场上很有竞争力。 B:but what happens if something goes wrong when we're using it?/不过如果这种设备在我们使用的时候发生故障，该怎么办呢? A: If that were to happen, just contact our nearest agent and they'll send someone round immediately./一旦发生那样的情况，同我们最近的办事处联系，他们会马上派人过去的。 B: I see. will you give us an indication of prices? 我明白了。你可以给我报一个指示性的价格吗? A: unit price is 5000yuan.单价5000元 B: Do you offer discounts for plentiful purchases?大量购买，你们提供折扣吗? A:Yes, we do indeed. Our ususal figure is around 5%, but that depends on the size of the order./是的，我们确实这样做。通常的数目是5%左右，但那还要根据订货的多少来定。 B: Oh,I think Your prices are much too high for us to accept. 。can you cut down the price for me?我认为你的价格太高，我们不能接受。你们可以降低价格吗? A:sorry, It would be very difficult to come down with the price. I can assure you our price is very favourable对不起，我们很难再降价了。.我可以保证我们的价格是优惠的。 B: I can't allow the price。It is a little high. we will buy a lot.我不能同意你们的价格,有点高。我们要买很多。 A: well,the discount is 7%.This is the lowest possible price.折扣百分之七，这是最低价了。 B: it can be considered. Now what about the payment? Could you accept D/P or D/A?可以考虑，您可以接受付款交单或承兑交单吗? A：I'm afraid not，usually we only accept payment by irrevocable letter of credit payable against shipping documents.恐怕不行，通常我们只接受不可撤销的信用证，凭装运单据付款。 B ：You know for this a large amount，an L/C is cost lost also ties up our money.If you accept D/P or D/A，I would really appreciate it.您知道这么大的金额的信用证，费用很大，同时积压我们的资金。如果您能接受付款交单或承兑交单的话，我们会很感激的。 A：I am very sorry,but we require L/C for all of our clients. 李：对此我非常抱歉，我们对所有客户都是用信用证来付款。 B：Well，Mr.Lee，opening an L/C doesn’t make any difference to you，but makes much to us.噢，李先生，开信用证对您来说没有影响，但对我们影响很大。 . A：Actually it does，it gives us the protection of the bank. 李：事实上对我们也有影响的，它能给我们银行的保护。 B：If you can send goods in this month，I'll agree to payment by L/C.如果您在这个月前发货的话，我将同意开立信用证。 A：All right 好吧 B：And,I'd like to know your usual way of packing 并且我想了解一下你们的常规包装 方法 。 A：Of course we use canons. we also usually use nylon straps to reinforce them.当然是纸箱了。我们通常还用尼龙带加固。 B：the packing must be strong enough to withstand rough handling.我同意，包装必须十分坚固，以承受粗鲁的搬运。 A：Breakage never happened to our deliveries.我们的货物从未发生过破损现象If broken,we'll pay the cost.假如破损我们赔偿。 B：How do you usually move your goods? 你们习惯使用哪种方式运输? A:we use ship, and if use ship ,we can assume transportation cost.轮船，并且用轮船，我们承担运费。 A：that is great,太好了 B：Ok.We are pleased to place an order for 100 computers. Let’s sign the contract!,the quality must be instrict conformity with that of sample. Once a contract is signed,it has legal effect.好的，我们订100台电脑。让我们来签合同吧，质量必须与样品一样。合同一旦签署即具有法律效力。 A: of couse.It's our principle in business to honor the contract and keep our promise."重合同，守信用"是我们经营的原则。 I'm glad that our negotiation has come to a successful conclusion.我很兴奋我们的谈判获得圆满成功。 商务谈判对话英文版：情景对话 Dialogue 1: A: So, thank you for coming, everyone. It's really a pleasure to see you all here. First of all, may i suggest you take a look at the agenda i sent you? Would you like to make any comment on that? B: Yes, i wonder if we can begin with shipment question first. We really need to come to an agreement on that before anything else. A: That's true, but it's also a very difficult issue. That's the reason why i put it last. I thought it might be a good idea for us to start with the points we have in common. We'll move on to the shipment issue after that. B: All right. That sounds reasonable. A: Well, before we go any future, I would like to say strongly how i feel that it's in both our interest to reach an agreement today. The market is becoming even more competitive and our combied strength will give us some big advantages, not least in terms of the dealer network. Now, i think Richard would like to say a few words about that. 点睛注释： 1. make comments on sth 对某事进行评论 Example: Would you make comments on our women's garments in current design?您对我们流行女装款式有何评论 Oh look very nice! 哦，看起来很漂亮 2. have sth. in common: 有共同点 Example: The two firms have very little common in selling strategies. 这两家公司在销售策略上没有什么共同点。 3. in the interest of: 符合......的利益 Example: The stable and healthy business relations are in the interest of our sides. 稳定健康的贸易关系符合双方的利益。 Dialogue 2 A: Hello, Mr Wang, nice to see you again. How are you? B: Fine, thank you ,and you? A: I'm fine, we just moved in our new house. Everything is in a great mess. It's a nightmare. But i'll appreciate not having to spend so much time commuting to my work every day. B: Yes, it took me nearly one hour to get here today. Bus service in this area is not so good. A: Well, will you like a cup of coffee? B: Thank you, that would be nice. A: Milk or sugar? B: Black will do, thank you. A: So, how's business in your section? B: Not too bad. We have a lot of work to do as far as our contract George is concerned this time. A: Then i think you can say a few words about that first. 点睛注释 1. in a mess: 乱成一团 Example: Since 9 O' clock , Mr. Gill has been sorting out the shipping documents which are in a mess in the files. 从九点以来,吉尔小姐一直在整理文件夹里乱成一团的海运单据. 2. commute: 乘通勤车上班 Example: I commute to work from Shenyang to Fushun on weekdays.周一到周五我从沈阳到抚顺乘通勤车上班. bus commuter 乘通勤汽车上班的人 train commuter 乘通勤火车上班的人 3. as far as sb./sth. be concerned: 就什么而言; 至于 Example: As far as i am concerned, i agree with Jack on this point.就我而言, 我同意杰克的观点. 、As far as color is concerned, Tom prefers black. 就颜色而言, 汤姆更喜欢黑色. Dialogue 3 A: Will you have a cup of coffee, Mr. Wang? B: No. Don't bother, please. A: Of course, i don't know Smith at all, but you've got to be on your guard against George. I told you about our negotiating with him in New York three years ago, didn't I? B: I am sure you did. Can we focus on the final packing today, Mr. Brown? We mustn't get stuck in the price. They are going to knock us down. We have got some room to maneuver. A: That's right, George is the head of Marketing Department. B: What we must keep in mind is that we can make a concession if they push us on staff cut. A: Oh we don't need to worry about that, Mr. Wang. We will just play it by ear. 点睛注释 1. be on one's guard against sb./sth. 小心，防范 Example: We must be on our guard against pickpockets on a bus.在公交车上我们要小心扒手。 2. focus on sth. 集中精力于......之上 Example: We should focus our attention on the demands at the overseas market.我们应该集中注意一下海外市场的需求 3. knock sb. down 打倒，使屈服 Example: They are attempting to knock us down in terms of price.他们试图让我们在价格方面让步。 4. keep/bear sth. in mind 记住，牢记(英国都用remember) Example: Please keep in mind that you'll arrive punctually for the meeting tomorrow.请记住明天开会要准时。 Bear in mind that you can always rely on me.要记住你永远可以依靠我。商务谈判对话英文版相关 文章 ： 1. 商务谈判英语情景对话 2. 商务谈判开场介绍英语对话 3. 常用商务英语谈判对话-开场介绍篇 4. 商务商务谈判对话 5. 销售商务谈判会话 6. 模拟商务谈判对话剧本 7. 有关价格商务英语口语和情景对话
商务谈判英文
与外商进行商务谈判时大多用英语进行，所以这个时候我们要注意避免跨国文化交流产生的歧义，交谈时尽量用简单、清楚、明确的英语，不说易引起对方反感的话语，如下列这些词语中就带有不信任色彩，可能会客户不愿积极与我们合作。 “to tell you the truth”，“I’ll be honest with you…”，“I will do my best.”“it’s none of my business but…”。
为了避免误会，我们可用释义法确保沟通顺利进行。如，“we would accept price if you could modify your specifications.”我们还可以说：“If i understand you correctly,what you are really saying is that you agree to accept our price if we improve our product as you request.”
最后，为确保沟通顺利的另一个方法是在谈判结束前作一个小结，把到现在为止达成的协议重述一遍并要求对方予以认可。另外在商务谈判还应注意下列问题：
1、“会听”
要尽量鼓励对方多说，向对方说：“yes”，“please go on”，并提问题请对方回答，使对方多谈他们的情况。
2、巧提问题
用开放式的问题来了解进口商的需求，使进口商自由畅谈。“can you tell me more about your campany?”“what do you think of our proposal?”
对外商的回答，把重点和关键问题记下来以备后用。进口商常常会问：“can not you do better than that?”对此不要让步，而应反问：“what is meant by better?”或“better than what?”使进口商说明他们究竟在哪些方面不满意。进口商：“your competitor is offering better terms.”
3、使用条件问句
用更具试探性的.条件问句进一步了解对方的具体情况，以修改我们的发盘。典型的条件问句有“what…if”，和“if…then”这两个句型。如： “what would you do if we agree to a two-year contract ?”If we modif your specifications, would you consider a larger order?”
(1)互作让步。只有当对方接受我方条件时，我方的发盘才成立。
(2)获取信息。
(3)寻求共同点。如果对方拒绝，可以另换其它条件，作出新的发盘。
(4)代替“no”。“would you be willing to meet the extra cost if we meet your additional requirements?”如果对方不愿支付额外费用，就拒绝了自己的要求，不会因此而失去对方的合作。
(一) It is a condition of this letter that the name of this Bank will not be disclosed in the event of our report being passed on to your clients.
译文：本函有一个条件，即在把我们的报告转交你们的客户时，请勿泄露本行的名称。
这段话是出自银行对某项咨询的回复信函。此类复信一般包括三部分:
1)陈述实事;
2)表示意见;
3)提醒对方所提供的资料是绝密及不负责任的。上面的句子属于第三部分。
本句中的it是形式主语，其主语是that……从句。
pass on?hand or give sth to sb else to others?传递;转交
Example?We will pass on your decision to the buyer.
其他表达方式：
1.Please note that this information is furnished without any responsibility on our part and should be held strictly confidential.
2.Please note that the information is furnished at your request without any responsibility whatsoever on the part of this Bank or on any of its officers.
3.May we ask that you treat this information as strictly confidential without responsibility on our part.
(二)Should you be prepared to reduce your limit by say 10% we might come to terms.
译文：如果你方愿意减价，譬如说减10%，也许能达成交易。
这句话是在讨价还价中常用到的句子。在双方的谈判中，价格是一个很重要的环节，婉转地提出自己的意见可以使自己处于主动地位。
say 10%是let us say 10%的简化。
be prepared to……准备做……事
Example?We are not prepared to change the terms.
limit n.限度(在外贸业务中有时用来指价格，即价格限度)
Example:Your limit is too high to permit business.
come to terms达成交易。类似说法有come to business close a bargain close a deal等等。
商务英语谈判
在商务谈判中要做到：
第一，善于倾听，做到少说多听。
第二，灵活应变，做到灵活性与原则性相结合。
第三，语义清楚，做到形式委婉、内容明确。
在商务英语中常用的谈判技巧：
一，试探摸底法
首先要摸清对方的意图、底牌或大概底线在谈判中才能有的放矢，古语有云：知彼知己百战百胜。
二，价值引导法
试探摸底之后，可以通过一些共同的利益点或共同的价值观逐渐引导谈判向好的方面发展。
三，细节处理法
在具体细节上，必须非常熟悉业务，比如一些数据或报价必须准备好并且非常详细，让对方都不得不惊叹你的信息收集能力，在接下来的谈判中才能掌握主动。
商务英语谈判的注意事项:
第一，软硬兼并。在谈判中，谈判双方的态度十分重要。既不可以过于强硬，也不可以过于软弱。
第二，以退为进。商场如战场，有时看似让步的条件实则是为了获得最大的利益。
第三，多说肯定的语言。在谈判中一定会有和自己意见不一致的时候，此时谈判者先肯定对方的观点，之后阐述本方观点。
第四，低调陈述。谈判人员可以间接说出自己的优势之处，它是通过故意的轻描淡写来强调事实，低调陈述被看作是一种委婉语气的表达方法。温婉语气可以做到大事化小，小事化了，在给对方留有余地的基础上给自己提供机会。
随着全球经济一体化的迅猛发展，跨国商务在经济活动中的地位日益突出，因而商务英语逐渐受到重视。商务英语谈判策略有哪些?下面我整理了商务英语谈判策略，供你阅读参考。
商务英语谈判策略一、礼貌得体策略
在不同的文化中，礼貌因素的考虑是一个普遍现象。人们在交际中一般都希望对方遵守礼貌原则，说话时应多给别人一点方便，同时反过来获得对方对自己的好感。在商务英语谈判中，语言表达要做到不卑不亢，得体脱俗，既要尊重国际贸易习惯，又要维护本国或本公司利益。
礼貌得体指的是减少表达有损于他人的观点，尽量少让别人吃亏，尽量多使别人受益。在交际活动中，人们希望自己的形象和个性得到保持，希望自己的言论、思想和行动得到肯定和赞赏。礼貌在维护和谐的人际关系中起着积极的作用。但得体的语言受社会因素制约，语言的礼貌程度也同样受到社会因素的制约。礼貌得体强调说话要看对象，要注意言行的时间和场合，也要注意言行的表达和效果，要恰到好处。太随便的言语就会冒犯他人，过于有礼则让人感到虚伪。在跨国商务英语谈判中，得体地使用语言必须考虑到社会因素。在这一场合是礼貌的语言，换在另一场合就未必是。其礼貌程度或显太高，或显太低，很容易使对方产生歧义。例如，直截了当地对一位德国商人说话很可能是成功的，但如果对一位日本商人那样则可能是失败的，因为直率的语气对日本人来说十分不得体。
在跨国商务英语谈判中，要得体地使用语言，要尽量避免以下几种情况：
(1)过度谦卑的口气。如：We are extremely and sincerely sorry for the error and ask that you accept our humble and sincere apology for the undue inconvenience suffered by you. 在商务谈判中，一定的谦恭是必要的，但过于有礼则让人感到虚伪或使对方反感。
(2)贬低的口气。如：All wise office managers around the country order Gold Fishthe most efficient of all office typewriters. 这种贬低人的口气不但不会说服对方购买你的产品，反而会伤害对方。
(3)责备的口气。如：Your letter is not clear at all; I cant understand it. 这种生硬的、指责人的口气应避免。可以改为：If I understand your letter clearly,
(4)自以为是的口气。如：You would of course rather continue to do business with us because 这种强加于人的口吻，对方是很难接受的。
参加谈判的人员若能恰到好处地运用规范化的习惯用语，既能表达意思又能体现谈判者的风度和礼貌。如：We have had talks and both have fully expressed our opinions. 这句话意味着双方就某些问题未能取得明确的结果，双方有一定的保留。谈判活动中使用的礼貌用语涉及问候语、致谢语、致歉语、邀约语等，还涉及如何进行谈判的交涉用语、讨价还价用语等。
若是初次见面就可以这样说How do you do, Mr. Hope. Im Wang YanIm with the ABC Company. Welcome to China.(您好，霍普先生。我叫王燕，在ABC公司某职。欢迎到中国来。
商务英语谈判策略二、委婉暗含策略
汉语中常有换取强调的说法来对事物的性质、状况或人的行为、性格、品貌等进行委婉地赞扬或批评。如：她说不上什么美丽漂亮，却长得茁壮有力。这里用说不上什么美丽漂亮来代替不好看，从而避免措辞太直，语气过重。在商务英语谈判中，这种委婉表达方式更在大量使用，以使陈述的观点、提出的要求或建议等，无论是肯定还是否定，同意还是反对，赞扬还是批评，较少主观武断，更具有商量的余地。如：I agree with most of what you said(我同意你的大部分看法). 言外之意是There are something in what you said that I cannot agree with(我不同意你的某些看法). 考虑到对方的情感特点和接受程度，使用缓和和委婉的语言可以缩短双方情感上的距离，建立融洽和睦的关系，进而做出理智的决策，使谈判在合作的气氛中顺利进行，达到理想的效果。在商务谈判中，委婉的语言往往用于处理尴尬的场合，如你想拒绝对方的建议，可以委婉地说：Can I give you an answer later(我稍候再给您答复，好吗)?
商务英语谈判策略三、幽默语用策略
幽默以它的机智、诙谐、风趣、含蓄给人以智慧的启迪和美的享受。在商务谈判中，幽默也是一种制胜的武器。幽默的语言可以帮助谈判者解除困境，使紧张的气氛变得轻松，使对立冲突的场面变为和谐的谈判过程，使对方不失体面地理解、接受你的劝说，使反驳含蓄深刻，使话语更耐人寻味。可以说，幽默的语用功能在于创造良好的谈判气氛，传递感情，使谈判人员在心理上得到了享受，可以提高谈判效率，使错综复杂的谈判活动在愉快的气氛中顺利进行。如：
Joseph: There is a particular clause in our contracts which Id like to discuss with you(我们的合同中有个特别条款，我想和你谈谈).
Wang: The arbitration clause(仲裁条款).
Joseph: Yes, as a matter of fact, I know it by heart now. It says: In case of dispute, it shall be first settled through friendly negotiation, and if negotiation fails, it shall be submitted for arbitration.Now, Im pleased to say weve never had any occasion to invoke this particular clause(对，其实我都能背下来了遇有争议，首先应通过友好协商解决，如果协商不成，则应提交仲裁。.我很高兴地说我们从来没有机会使用这一条款。)
Wang: And I hope you never will(They laugh)(我希望你永远也没有机会[双方大笑]).
在此例子中，一句我希望你永远也没有机会的话语冲淡了有关仲裁问题的严肃气氛。
语言的模糊性是指语言中词语表达的中心意思明确，而词语所反映的对象的界限的不确定的特征。语言的模糊性并不会妨碍交际。在交际中的笼统与含糊虽然与语言的模糊性有一定的联系，但却不能混为一谈。与之相反，模糊语具有许多积极的语言功能，概括起来就是：(1) 模糊语可以提高语言的表达效率，它能用较少的代价传送足够的信息，并能对复杂事物做出高效率的判断和处理;(2)模糊语可以增强语言表达的灵活性(在言语交际中为了避免把话说得太死、太绝，说话人往往运用模糊语来增强语言的灵活性，给言语交际双方留下一个缓冲的余地);(3)模糊语可以使言语表达得更委婉、含蓄、有礼貌(在交际中，往往针对一些不便说的话题，使用模糊语可以起到掩饰或回避的作用);(4)模糊语可以使语言表达得更生动、形象(模糊的语言给人以丰富的想象，过分精确的语言往往使语言变得贫乏生硬)。在商务英语谈判中，难免会出现唇枪舌剑激烈争辩的局面，甚至僵局，这时运用模糊语用策略可使输出的信息模糊化，从而避免过于确定，让谈判者进退自如，避免谈判陷入僵局，留下必要的回旋余地。
试比较以下两组句子的言语表达效果：
(1)Among them two kinds of the products have been exported to Thailand and Malaysia.
(2)Among them some of the products have been exported to the international market.
上例第(1)句中的二、泰国、马来西亚均为确切、具体的词语，而第二句中的有些、国际市场为模糊、不确定的词语，两者比较起来显然第二句提供的信息量要比第一句的大一些，因而推销的效果也会大一些。
当谈判遇到一些与对方意见相左，但又不便直说的情形时，常常需要故意模糊言语表达，以便不把话说得太死，留下必要的缓冲余地。比如：
I am afraid that the proposal you put forward just now isnt up too much. (我认为你刚才提出的那个方案并不怎么样。)
The price is a little bit higher, could you cut down a little?(价格高了一点儿，贵方能否再降一点儿?)
上述句子里的isnt up too much和a little bit都是模糊性词语，没有明确的界限，可以由人们灵活地理解。
