通常人们将商务英语的谈判视为唇枪舌战的对抗性运动，或者理解为谈判双方在利益面前势不两立。事实上，商务英语的谈判是不动干戈地创造双赢的机会，是共同努力的过程。
优朗资深商务英语培训外交Mac认为谈判前应尽可能掌握对方的基本情况、经营策略。正所谓知己知彼才能百战不殆。掌握的情况应包括export terms（出口情况），unit price(单价)，terms of payment(付款方式)，credit reference(资信证明)，market acceptance（市场销量），price of the same product(同类商品的价格)等等。
此外还应使用礼貌、正式的语言和措词，树立专业形象。努力创造和谐的交流气氛，善于倾听、分析和判断，要知道如何适当地反击对方。
C：I’d like to get the ball rolling by talking about the price.
M: I’d be happy to answer any questions you may have.
C: Your products are great in every way. But I am a little worried about the price you are asking.
M:You think we will be asking for more?
这里get the ball rolling相当于start the negotiation，这几句话实际上就营造了谈判的气氛，接下来的谈判必然是围绕价格进行的了。
要灵活使用讨价还价的技巧，不要接受首次报价或者还价，要意识到大多数公司的产品和服务中包含高额利润。
应分清主次，进退有度，以大局为重，不要因计较微小的得失而失去大买卖；谈判陷入僵局时，可以暂时搁置重要议题，先就较小议题达成协议来推动谈判的继续进行。
C:That’s not exactly what I had in mind. I’d like 25% discount.
M:That seems to be a little high. I don’t know how we can make profits with those numbers.
C:Well, if we promise future business—volume sales, that will lower the costs for making products, right?
M:Yes, but it’s hard to see how you can order such large orders. We’d like a guarantee of future business not just a promise.
C:We said we wanted 2000 pieces over 6 months period with guarantee.
M:I’d like that to be on paper, which will be a good reason for further discussion.
promise future business实际上就是个favorable term(有利的条件)，通过提出这个条件客户成功地劝说了制造商降价。但是制造商也不是那么好骗的，他要求客户承诺固定的大量的订单，同时还要求paper guarantee(书面保证)，毕竟口头承诺是随意的，有风险的。
把握好坚持和让步的火候，明确自己的交易原则和底线价格，但必要时可以进行适当的concession(让步)，让对方有一定的成就感，顺利签下合同。
C:What exactly do you propose?
M:I propose a reduction of 4%.
C:Let’s both make a further concession—6%.
M:But I’m afraid 5% is our rock bottom price.
C:Good. Then 5% it is.
杭州优朗商务英语培训学校Jacky 认为在制造商提出他的rock bottom price(底价)后，谈判的另一方再次做出了让步，从而conclude a deal(达成了协议)。
M:Here are our price lists. The quotations are all in US dollars net FOB. I’m sure you will find we have the most competitive prices.
C:But I find that these prices are higher than the ones you quoted a few months ago.
M:That’s true. But I’m sure you realize that the costs of raw material have gone up considerably nowadays. Compared with the prices offered by other firms, ours are still favorable.
商谈价格时也应注意几种不同的terms of payment(付款方式)，包括信用证（Letter of Credit, 简称L/C）；汇付，主要包括电汇（Telegraphic Transfer, 简称T/T）、信汇（Mail Transfer, 简称M/T）和票汇（Demand Draft，简称D/D）三种；托收（Collection）,主要包括付款交单（Documents against Payment, 简称D/P）和承兑交单（Documents against Acceptance, 简称D/A）两种。
最后，如果在商务英语的双方的谈判没有达成共识，也不应该表现出急躁或不满；要礼貌地向对方表达谢意；向对方重申自己的立场，微笑着离开。
杭州优朗英语的成人商务英语培训机构的教学主管认为，商务英语除了参加书面的商务英语培训学习班之外，生活中的实际案例会给培训带来更好的英语学习效果。
