商务谈判对话范文1

大声朗诵文章、积极回答老师提出的问题。朗诵文章必须要求发音准确，这样便有利于培养一口流利、标准的语言。标准的语言是口才的关键，是人与人交流的前提。务必要培养好。与老师互动表达能力也会有所提高。同时也培养了胆量。

加入辩论社。辩论社可以锻炼思维能力、相互沟通能力，增长聪明才智，培养语言表达能力，

学生会宣传部。所谓的宣传部就是负责与各部工作的联系和交流，坚持不懈地进行宣传工作，把学生会内部的各项工作及时地传递给广大师生。宣传部可以让我们交更多的朋友也可以参加各种课外活动，提高我们的社交能力。从而锻炼自己的社会活动能力 、扩宽自己的人脉关系网，.口才也大幅度的得到锻炼，提升。

多参加一些小组讨论、实践活动。在大学的生活中，小组讨论活动(比如小组实践活动)可以帮助我们学习一些课外知识，在实践中我们的口才也会得到锻炼、提高。

多多也老师同学们沟通沟通。可以讨论一些学习方面的事或者生活方面的事情都可以的。

商务谈判对话范文2

商务商务谈判对话

商务商务谈判对话01

20xx年12月4日 上午11时50分24秒 Robert说明Pacer在行销与技术上的基础后，终于取信了Mark， 也为此谈判迈开成功的第一步。在谈判佣金鱼合约期限这类议题之前，Robert想先确定一些条件，包括独家代理权与Botany Bay所能提供的协助。你知道Robert运用了哪些技巧，才不会让Mark以此作条件来威胁Pacer让步？我们看看Robert怎么说：

M： Mr. Liu， what kinds of sales do you think youcould get？

R： Well， to begin with， we'd have to insist on soleagency in Chinese Taiwan. We believe we could spike(激增) sales by 30% to 40% in the first year. Butcertain conditions would have to be met.

M： What kinds of conditions？

R： We'd need your full technical and marketing support.

M： Could you explain what you mean by that？

R： We'd like you to give training to our technical staff； we'd also like you to pay a fee forafter-sales service.

M： It's no problem with the training. As for service support， we usually pay a yearly fee， peggedto(根据)total sales.

R： Sounds OK， if we can come to terms(达成协定) on how much is fair. As for marketingsupport， we would like you to assume 50% of all costs.

M： We'd prefer 40%. Many customers learn about our products through internationalmagazines， trade shows， and so on. We pick up the tab(付款)for that， but you get the salesin Chinese Taiwan.

R： We'll think about it， and talk more tomorrow.

M： Fine. We'd like you to tell us about your marketing plans.

商务商务谈判对话02

an Smith是一位美国的健身用品经销商，此次是RobertLiu第一回与他交手。就在短短几分钟的交谈中，RobertLiu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 talkingabout prices.

R： Shoot.(洗耳恭听)I‘d be happy to answer anyquestions you may have.

D： Your products are very good. But I‘m a littleworried 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 arehigh， 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 withthose numbers.

D： Please， Robert， call me Dan. (pause) Well， if we promise future business――volumesales(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 turnover(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 fortwelve months， with a guarantee？

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

商务谈判对话范文3

商务谈判英语对话：表达技巧

I see what you mean.(我明白您的意思。)

如果表示赞成，可以说：

That's a good idea.(是个好主意。)

或者说：

I agree with you.(我赞成。)

如果是有条件地接受，可以用on the condition that这个句型，例如：

We accept your proposal， on the condition that you order 20，000 units.

(如果您订2万台，我们会接受您的建议。)

在与外商，尤其是欧美国家的商人谈判时，如果有不同意见，最好坦白地提出来而不要拐弯抹角，比如，表示无法赞同对方的意见时，可以说：

I don't think that's a good idea.(我不认为那是个好主意。)

或者

Frankly， we can't agree with your proposal.(坦白地讲，我无法同意您的提案。)

如果是拒绝，可以说：

We're not prepared to accept your proposal at this time.(我们这一次不准备接受你们的建议。)

有时，还要讲明拒绝的理由，如

To be quite honest， we don't believe this product will sell very well in China.(说老实话，我们不相信这种产品在中国会卖得好。)

谈判期间，由于言语沟通问题，出现误解也是在所难免的：可能是对方误解了你，也可能是你误解了对方。在这两种情况出现后，你可以说：

No， I'm afraid you misunderstood me. What I was trying to say was..... (不，恐怕你误解了。我想说的是，.....)

或者说：

Oh， I'm sorry， I misunderstood you. Then I go along with you. (哦，对不起，我误解你了。那样的话，我同意你的观点。)

总之不管你说什么，你最终的目的就是要促成一笔生意。即使不成，也要以善意对待对方，也许你以后还有机会，生意不成人情在，你说对吗？

商务谈判英语对话：价格对话

Our price is reasonable as compared with that in the international market. 我们的价格和国际市场的价格相比还是合理的。

I’m afraid I dont agree with you there. 我不同意您的说法。

Your price is higher than those we got from elsewhere. 你们的价格比我们从别处得到的报价要高。

The Japanese quotation is lower. 日本的报价就比较低。

You should take quality into consideration. 您必须要考虑到质量问题。

It would be very difficult for us to push any sales if we buy it at this price. 如果按这个价格买进，我方实在难以推销。

Your price is 25% higher than that of last year. 你方的价格比去年高出了百分之二十五(25%)。

You may notice that the price for this commodity has gone up since last year. 您知道从去年以来这种商品的价格上涨了。

You know， the price for this commodity has gone up a lot in the last few months. 您知道，几个月来这种商品的价格上涨得很多。

The price for this commodity is US$25 per pound in the international market. 这种商品国际市场的价格是每磅二十五(25)美元。

If your price is favorable， we can book an order right away. 如果对方价格优惠，我们可以马上订货。

We may reconsider our price if your order is big enough. 如果你方订货数量大，价格我们还可以考虑。

All these articles are our best selling lines. 这些产品都是我们的畅销货。

These patterns are relatively popular in the international market. 这些产品的花色是目前国际市场上比较流行的。

It is difficult for us to sell the goods， as your price is so high. 你们的价格那么高，我们很难以这个价格销售。

商务谈判对话范文4

商务谈判对话模拟：英语对话

20xx年11月19日 上午11时57分26秒 行至此处，谈判都还算是在和谐的气氛下进行，双方各自寻求获利的方案。但针对技术转移这一项，Robert所提的保证和要求能否消弭Kevin心中的顾虑，而今此谈判终露曙光呢？以下对话即为您揭晓：

K： If we transferred our technical and research expertise(技术与研究的专业知识)， what would stop you from making th esame product？

R： We'd be willing to sign a commitment. We'll put it in writing (书面保证)that we won't copycat(仿冒)the Sports Cast within five years after ending our contract.

K： Sounds .， if it's for any "similar" product. That would give us better protection. But we'd have to interest on a ten year limit.

R： Fine. We have no intention of becoming your competitor.

K： Great. Then let's settle the details of the transfer agreement.

R： 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？

K： A week to put the team together， three weeks to train your people. If so， when do you estimate starting production？

R： Our first production run(一批的生产)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 kitches that pop up(处理突发的事件).

K： Can do. Everything seems to be set， Robert. I'll bring in a sample contract tomorrow. If you like， we can sign it then.

商务谈判对话模拟：英语情景对话

Robert在前面的谈判最后提出签约十年的要求，Kevin会不会答应呢？如果答案是否决的话，Robert又有何打算？他一心为公司的利益打算，极力争取技术转移地协定，而对方会甘心出让此项比金钱更珍贵的资产吗？请看以下分解：

K： We can't sign any commitment for ten years. But if your production quality is good after the first year， we could extend the contract and increase our yearly purchase.

R： That sounds reasonable. But could you shed some light on(透露)the size of your orders？

K： If we are happy with your quality， we might increase our purchase to 100，000 a year， for a two-year period.

R： 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.

K： Mr. Liu， you've got to give up something to get something.

R： If you're asking us to take such a large gamble(冒险)for just two year's sales， I'm sorry， but you're not in our ballpark(接受的范围).

K： What would it take to keep Pacer interested？

R： A three-year guarantee， not two. And a qualilty inspection(质量检查)tour after one year is fine， but we'd like some of our personnel on the team.

K： Acceptable. Anything else？

R： We'd be making huge capital outlay(资本支出)for the production process， so we'd like to set up a technology transfer agreement， to help us get off the ground(取得初步进步).

商务谈判对话范文5

商务谈判英文对话：二人对话

第一场：

Dora Smith是一位美国的健身用品经销商，此次是Nancy作为公司的采购部主管，第一回与他交手。就在短短几分钟的交谈中，Nancy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：

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！

商务谈判英文对话：开场白对话

(1)

A： I don’t believe we’ve met.

B： No， I don’t think we have.

A： My name is Chen Sung-lim.

B： How do you do？ My name is Fred Smith.

A： 我们以前没有见过吧？

B：我想没有。

A：我叫陈松林。

B：您好，我是弗雷德•史蜜斯。

(2)

A： Here’s my name card.

B： And here’s mine.

A： It’s nice to finally meet you.

B： And I’m glad to meet you， too.

A： 这是我的名片。

B： 这是我的。

A： 很高兴终于与你见面了。

B： 我也很高兴见到你。

(3)

A： Is that the office manager over there？

B： Yes， it is，

A： I haven’t met him yet.

B： I’ll introduce him to you .

A：在那边的那位是经理吧？

B：是啊。

A：我还没见过他。

B：那么，我来介绍你认识。

(4)

A： Do you have a calling card ？

B： Yes ， right here.

A： Here’s one of mine.

B： Thanks.

A：您有名片吗？

B：有的，就在这儿。

A：喏，这是我的。

B：谢谢。

(5)

A： Will you introduce me to the new purchasing agent？

B： Haven’t you met yet？

A： No， we haven’t.

B： I’ll be glad to do it.

A：请替我引介新来负责采购的人好吗？

B：你们还没见面吗？

A：嗯，没有。

B：我乐意为你们介绍。

(6)

A： I’ll call you next week.

B： Do you know my number？

A： No， I don’t.

B： It’s right here on my card.

A：我下个星期会打电话给你。

B：你知道我的号码吗？

A：不知道。

B：就在我的名片上。

(7)

A： Is this Mr. Jones？

B： Yes， that’s right.

A： I’m just calling to introduce myself. My name is Tang.

B： I’m glad to meet you， Mr. Tang.

A：是琼斯先生吗？

B：是的。

A：我打电话是向您作自我介绍，我姓唐。

B：很高兴认识你，唐先生。

(8)

A： I have a letter of introduction here.

B： Your name， please？

A： It’s David Chou.

B： Oh， yes， Mr. Chou. We’ve been looking forward to this.

A：我这儿有一封介绍信。

B：请问贵姓大名？

A：周大卫。

(9)

A： I’ll call you if you give me a name card.

B： I’m sorry， but I don’t have any with me now.

A： Just tell me your number， in that case.

B： It’s 6344-8000.

A：给我一张名片吧，我会打电话给你，。

B：真抱歉，我现在身上没带。

A：这样子，那就告诉我你的电话号码好了。

B：6344-8000。

商务谈判对话范文6

商务谈判基本对话：实例对话

1 I’d like to change this ticket to the first class.

我想把这张票换成头等车。

2 I want a package deal including airfare and hotel.

我需要一个成套服务，包括机票和住宿。

3 I’d like to reserve a sleeper to Chicago.

我要预订去芝加哥的卧铺。

4 I won’t check this baggage.

这件行李我不托运。

5 I’d like to sit in the front of the plane.

我要坐在飞机前部。

6 I missed my train.

我未赶上火车。

7 I haven’t nothing to declare.

我没有要申报的东西。

8 It’s all personal effects.

这些东西都是我私人用的。

9 I’ll pick up ticket at the airport counter.

我会在机场柜台拿机票。

10 I’d like two seats on today’s Northwest Flight 7 to Detroit， please.

我想订两张今天西北航空公司7班次到底特律的机票。

11 We waited for John in the lobby of the airport.

我们在机场的大厅里等约翰。

12 I’d like to buy an excursion pass instead.

我要买一张优待票代替。

13 I’d like a refund on this ticket.

我要退这张票。

14 I’d like to have a seat by the window.

我要一个靠窗的座位。

15 You have to change at Chicago Station.

你必须要在芝加哥站转车。

16 We have only one a day for New York.

到纽约的一天只有一班。

17 Sorry， they are already full.

抱歉，全部满了。

18 I’d like to reserve a seat to New York.

我要预订一个座位去纽约。

19 The flight number is AK708 on September 5th.

班机号码是9月5日AK708。

20 There’s a ten thirty flight in the morning.

早上10点半有班机。

21 I’m looking for my baggage。

我正在找我的行李。

22 I’d like to make a reservation

我想预订。

23 The sooner， the better.

越快越好。

24 I’d like to change my reservation.

我想变更一下我的预订。

25 I’d like to reconfirm my flight from London to Tokyo.

我要再确认一下我从伦敦到东京的班机。

商务谈判基本对话：开局价格谈判对话

's get down to business， shall we？(让我们开始谈生意好吗？)

'd like to tell you what I think about that.(我想告诉你我的一些想法。)

those prices FOB or CIF？(这些价格是船上交货价还是运费及保险费在内价？)

these prices wholesale or retail？(这些价格是批发价还是零售价？)

5. The price is quite reasonable.(这价格相当合理。)

's too high.(价钱太高了。)

， no， this is the lowest price.(噢，不，这是最低价。)

us have your rock-bottom price.(我们给你低价。)

's the price range？(价格范围是多少？)

start at one hundred and fifty yuan and go up to two hundred yuan.(它们以150元起价，至多到200元。)

price is unreasonable.(这价格高得不合理。)

you make it a little cheaper？(你能不能算便宜一点？)

=Can you come down a little？

=Can you reduce the price？

sounds very impressive.(那似乎非常好。)

sounds reasonable.(那似乎非常好。)

'd like to hear your ideas on...(我想听听你关于，.....的看法。)

're offering us this product at 1800 yuan per unit-is that right？(你提供我们的这种产品报价是每台1800元吗，对吗？)

'd appreciate it if you could sell it to us for 1350 yuan per unit.(如果你能以每台1350元的价格卖给我们，我们将不胜感激。)

the qulity into consideration， I think the price is reasonable.(考虑到产品质量，我认为价格是合理的。)

's one problem to be mentioned.(有一个问题要提出来。)

price we quoted is quite good for your country.(我们报的价格相当适合贵国。)

price you quoted is a little stiff for exporting.(你报的价格对于出口而言，有点偏高。)

price is 15% higher than that of last year.(你们的价格比去年的高15%。)

think you misunderstood me on this point.(在这一点上我想你是误会我了。)

're in complete agreement.(我们完全同意。)

can't make a decision at this time.(我无法现在做决定。)

26. It's not possible for us to make any sales at this price.(我们无法以这种价格销售。)

yuan is about as low as we can go.(380元大约是我们能出的最低价格。)

'm afraid I can't agree with you there.(恐怕我不能同意您出的价格。)

price is higher than that of other companies.(你方的价格比其它公司的价格要高。)

30. But considering the high quality， our price is very reasonable.(不过鉴于产品的优良质量，我们的价格是非常合理。)

商务谈判对话范文7

商务谈判对话英语实例：情景对话

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) .， 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 20xx. 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.

商务谈判对话英语实例：实用短句

This is a quality product.

这是一种高质量的产品。

Those overcoats are of good quality and nice colour.

这批大衣质量高、成色好。

Our quartz technique is well known in the world， and we believe our watches are of fine quality.

我们的石英技术世界闻名，相信我们生产的手表具有高质量。

Our price is a little bit higher， but the quality of our products is better.

虽然价格偏高，但我们的产品质量很好。

Your goods are superior in quality compared with those of other manufacturers.

和其他厂商相比，贵方产品质量上乘。

The equipment are of good quality and very useful.

这些器械质量好，用处大。

Our products are very good in quality， and the price is low.

我们的产品质高价低。

We have received the goods you send us， the quality is excellent.

我们已经收到贵处来的货，质量很好。

We are responsible to replace the defective ones.

我们保换质量不合格的产品。

It's really something wrong with the quality of this consignment of bicycles.

这批自行车的质量确实有问题。

I regret this quality problem.

对质量问题我深表遗憾。

We hope that you'll pay more attention to the quality of your goods in the future.

希望贵方将来多注意产品的质量问题。

The workings of these machines are inaccurate.

这批机器运行不准。

Upon arrival， we found the shipment of wool was of poor quality.

货到后，我们发现羊毛的质量较差。

The quality of the fertilizer is inferior to that stipulated in the contract.

化肥质量次于合同中规定的。

The quality of this article cannot qualify for first-class.

这批商品的质量不够一等品。

If you find the quality of our products unsatisfactory， we're prepared to accept return of the rejected material within a week.

如果贵方对产品质量不满意，我们将在一星期内接受退货。

More than 300 watches are not up to standard.

有300多块手表不合质量标准。

bad quality 劣质

low quality 低质量

inferior quality 次质量

to be responsible for 对，..负责

inaccurate 不精确的

poor quality 质量较差

to be inferior to 次于，..

first-class 一等品

unsatisfactory 不满意的

good quality 好质量

fine quality 优质

better quality 较好质量

high quality 高质量

fair quality 尚好的质量

sound quality 完好的质量

best quality 最好的质量

superior quality 优等的质量

choice quality或selected quality 精选的质量

prime quality 或 tip-top quality 第一流的质量

first-class quality 或 first-rate quality 头等的质量

above the average quality 一般水平以上的质量

below the average quality 一般水平以下的质量

商务谈判对话范文8

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。

商务谈判对话范文9

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。

商务谈判对话范文10

一、 较好的心理素质

(一)自信心

自信心是谈判者最重要的心理素质。所谓自信心是指谈判者相信自己企业的实力和优势，相信集体的智慧和力量，相信谈判双方的合作意愿和光明前景[1]。自信心的获得是建立在充分调查研究的基础上，建立在对谈判双方实力的科学分析的基础上，而不是盲目的自信，更不是藐视对方轻视困难，固执自己错误的所谓自信是有害的。

(二)自制力

谈判过程中难免会由于双方利益的冲突而形成紧张、对立、僵持、争执的局面，如果谈判者自制力差，出现过分的情绪波动，就会破坏良好的谈判气氛，造成自己举止失态、表达不当，使谈判不能进行下去，或者草草收场，败下阵来。谈判者具备良好的自制力，在谈判顺利时不会盲目乐观，喜形于色；在遇到困难时也不会灰心丧气，怨天尤人；在遇到不礼貌的言行时，也能够克制自己不发脾气。

(三)懂得尊重和坦诚

在谈判中只有互相尊重，平等相待，才可能保证合作成功。所以谈判者首先要有自尊心，维护己方的尊严和利益，面对强大的对手不妄自菲薄，奴颜献媚，更不会出卖尊严换取交易。但同时谈判者还要尊重对方，尊重

对方的利益，尊重对方的意见，尊重对方的习惯，尊重对方的正当权利。

(四)能够承受压力

谈判是一个较量的过程，双方都将面对各方面的压力，所以要有相当高的心理承受压力的素质。尤其是面对拖延、时间紧张、失败的时候更是如此。能够掌握谈判的主动权，善于逻辑推理，具有较高的专业知识水平

二、健全的思想意识

(一)忠于职守、平等互惠、团队意识

作为谈判人员，必须要有高度的责任心和事业心，自觉遵守组织纪律，维护组织利益；必须严守组织机密，不能自作主张，毫无防范，口无遮拦；要一致对外，积极主动。优秀的谈判人员的理念是：一旦坐到谈判桌前，谈判就要彼此尊重，并在此基础上展开智勇较量。但最终目的不是谁压倒谁，也不是置对方于死地，而是为了沟通和调整，使双方都能满足己方的基本要求，达成一致。双方以这样的高境界的积极行为，力求公平合理的谈判结果。

(二)崇高的事业心、责任感

崇高的事业心和责任感是指谈判者要以极大的热情和全部的精力投人到谈判活动中，以对自己工作高度负责的态度抱定必胜的信念去进行谈判活动[2]。只有这样，才会有勇有谋，百折不挠，达到目标；才能虚怀若谷，大智若愚，取得成功。试问，一个根本不愿意进行谈判，对集体和国家都没有责任心的人，代表集体去进行谈判，他会全力以赴吗？会取得成功吗？不会的。再有，一个抱着个人目的代表集体去谈判的人，他会为集体的需要据理力争吗？他会使集体需要获得最大程度的满足吗？不会的。只有具有崇高事业心和强烈责任感的谈判者，才会以科学严谨、认真负责、求实创新的态度，本着对自己负责、对别人负责、对集体负责的原则，克服一切困难，顺利完成谈判任务。

(三)坚韧不拔的意志

商务谈判不仅是一种智力、技能和实力的比试，更是一场意志、耐性和毅力的较量。有一些重大艰难的谈判，往往不是一轮、两轮就能完成的。对谈判者而言，如果缺乏应有的意志和耐心，是很难在谈判中成功的。意志和耐心不仅是谈判者应具备的心理素质，也是进行谈判的一种方法和技巧。

(一)认识能力

善于思考是一个优秀的谈判人员所应具备的基本素质。谈判的准备阶段和洽谈阶段充满了多种多样、始料未及的问题和假象，谈判者为了达到自己的目的，往往以各种手段掩饰真实意图，其传达的信息真真假假、虚虚实实，优秀的谈判者能够通过观察、思考、判断、分析和综合的过程，从对方的言行和行动迹象中判断真伪，了解对方的真实意图。

(二)运筹、计划能力

谈判的进度如何把握？谈判在什么时候、什么情况下可以由准备阶段进人接触阶段、实质阶段，进而到达协议阶段？在谈判的不同阶段将使用怎样的策略？等等，这些都需要谈判人员发挥其运筹的作用，当然这种运筹和计划离不开对谈判对手背景、需要、可能采取的策略的调查和预测。

(三)语言表达能力

谈判是人类利用语言工具进行交往的一种活动。一个优秀的谈判者，应像语言大师那样精通语言，通过语言的感染力强化谈判的艺术效果。谈判中的语言包括口头语言和书面语言两类。无论是哪类语言，都要求准确无误地表达自己的思想和感情，使对手能够正确领悟你的意思，这点是最基本的要求。其次，还要突出谈判语言的艺术性。谈判中的语言不仅应当准确、严密，而且应生动形象、富有感染力。

(四)应变能力

任何细致的谈判准备都不可能预料到谈判中可能发生的所有情况，千变万化的谈判形势要求谈判人员必须具备沉着、机智、灵活的应变能力，以控制谈判的局势。

(五)创造性思维能力

随着社会的发展和科学的进步，以综合性、动态性、创造性、信息性为特征的人类现代思维方式已经取代了落后的传统思维方式，创造性思维是以创新为惟一目的并能产生创见的思维活动。谈判者运用创造性思维就能提高分析问题和解决问题的能力，提高谈判的效率。

五，健康的身体素质

毛泽东曾经讲过：身体是革命的本钱。谈判的复杂性、艰巨性也要求谈判者必须有一个良好的身体素质。谈判者只有精力充沛、体魄健康才能适应谈判超负荷的工作需要。