商务英语谈判chapter 2 (1)PPT教学课件
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商务英语课件Chapter 2 inqiuries and offers(1)
to the point; say what needs to be said and then stop. For instance, you may want a catalogue or pricelist, a sample, a quotation and so on. Then you just say that much and no more.
Notes
• 1.quotation=quotes and offer • (1) n. • make an offer • make a quotation for sth at the price
• e.g. • ①Please make us your lowest quotation CIF
• 2.Offers • Non-firm offers are usually indicated by
means of sending catalogues, pricelists, proforma invoices and quotations; though quotations with certain qualifying words sometimes play the function of firm offers.
Chapter Two Inquiries and Offers
• Introduction:
• Briefly speaking,when a businessman intends to import, he makes inquiries; when he prepares to export, he sends offers. Inquiries and offers can be sent by letters, or transmitted by faxes.
Notes
• 1.quotation=quotes and offer • (1) n. • make an offer • make a quotation for sth at the price
• e.g. • ①Please make us your lowest quotation CIF
• 2.Offers • Non-firm offers are usually indicated by
means of sending catalogues, pricelists, proforma invoices and quotations; though quotations with certain qualifying words sometimes play the function of firm offers.
Chapter Two Inquiries and Offers
• Introduction:
• Briefly speaking,when a businessman intends to import, he makes inquiries; when he prepares to export, he sends offers. Inquiries and offers can be sent by letters, or transmitted by faxes.
国际商务英语Chapter 2-1
quasi-pubic 半公有公司
quasi a combining form meaning ―resembling,‖ ―having some, but not all of the features of,‖ used in the formation of compound words: quasi-definition; quasi-monopoly; quasi-official; quasi-scientific. 1. He was a quasi actor. 他有点象演员。 2. In some people's view, TV series is a kind of quasiart. 在某些人看来，电视连续剧是一种准艺术。
1. proprietorship — 所有权 2. stockholder — 股东，持股人 3. partnership — 合伙企业 4. entity — 实体 5. bankruptcy — 破产 6. joint-stock company — 合股公司 7. dividend —红利，股息 8. bylaw — 附则，细则 9. treasurer — 司库，财务长 10. comptroller —主计长，总会计师
tort: n. 侵权行为 a wrongful act, not including a breach of contract or trust, that results in injury to another's person, property, reputation, or the like, and for which the injured party is entitled to compensation.
Business Communication(new)商务英语学习课件
R: Naomi Singh and ANdrea Koss… Right, no problem. 3)_When will they be arriving_ ?
L: 4) Next Sunday afternoon,and will stay for two weeks.
R: Sunday afternoon, 5) will be September5, and leaving on September19.
Bidding farewells
Ａ：Making Reservations
Communication Knowledge
The first stage of an entire reception job is to arrange accommodations for the visitors.
右边一组由马太、达太和西门组成。三个人听了这骇人听 闻的消息后，自发地谈论起什么来，三人的手都伸向画面 的中心。
中右一组是多马、老雅各、腓力。多马伸出一个指头，好 象在问老师：“有一个人要出卖你？”和他并坐的老雅各 张开两手，作惊奇的表示：“这是多么可怕呀！”年轻的 腓力则用双手掩着胸部，似乎说：“难道在怀疑我对老师 有背叛行为吗？”
What to introduce? What is the priority? How to respond?
What to introduce?
names, positions, sth more
What is the priority?
lesser authority higher one
for my guests in my name.
R: OK. May I have your name please?
L: 4) Next Sunday afternoon,and will stay for two weeks.
R: Sunday afternoon, 5) will be September5, and leaving on September19.
Bidding farewells
Ａ：Making Reservations
Communication Knowledge
The first stage of an entire reception job is to arrange accommodations for the visitors.
右边一组由马太、达太和西门组成。三个人听了这骇人听 闻的消息后，自发地谈论起什么来，三人的手都伸向画面 的中心。
中右一组是多马、老雅各、腓力。多马伸出一个指头，好 象在问老师：“有一个人要出卖你？”和他并坐的老雅各 张开两手，作惊奇的表示：“这是多么可怕呀！”年轻的 腓力则用双手掩着胸部，似乎说：“难道在怀疑我对老师 有背叛行为吗？”
What to introduce? What is the priority? How to respond?
What to introduce?
names, positions, sth more
What is the priority?
lesser authority higher one
for my guests in my name.
R: OK. May I have your name please?
Unit-2-Establishing-Business-Relations-1ppt课件
• 5. approach v. 与……接洽
e.g. We have been approached by several buyers for the supply of walnuts.
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Notes to Letter One
பைடு நூலகம்
6. state-operated corporation 国营公司 7. handle v. 经营
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Notes to Letter One
11. covering 包括……的 , 涉及……的 , 有关……的
e.g. Please let us have your pricelist covering your typewriter
12. sth. be of interest to sb. 使感兴趣 , 有兴趣
2
Exporter’s Self-Introduction
3
Sum-up
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2
Introduction
Just as a factory requires a complete set of
machinery to proceed with production, so does a
over radio, on TV and so on.
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5
Having obtained the desired names and addresses of the firms from any of the above-listed sources, he/she may start sending letters or circulars in the current-wildly used form as email or fax to the parties concerned. Such letter can be called a “first-contact” letter. As the saying goes: Wellbeginning is half done. Thus to write correctly and properly is of vital importance.
e.g. We have been approached by several buyers for the supply of walnuts.
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Notes to Letter One
பைடு நூலகம்
6. state-operated corporation 国营公司 7. handle v. 经营
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Notes to Letter One
11. covering 包括……的 , 涉及……的 , 有关……的
e.g. Please let us have your pricelist covering your typewriter
12. sth. be of interest to sb. 使感兴趣 , 有兴趣
2
Exporter’s Self-Introduction
3
Sum-up
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2
Introduction
Just as a factory requires a complete set of
machinery to proceed with production, so does a
over radio, on TV and so on.
精选2021版课件
5
Having obtained the desired names and addresses of the firms from any of the above-listed sources, he/she may start sending letters or circulars in the current-wildly used form as email or fax to the parties concerned. Such letter can be called a “first-contact” letter. As the saying goes: Wellbeginning is half done. Thus to write correctly and properly is of vital importance.
商务英语谈判2ppt课件
1) If you are in their shoes, do you think the Department of defense did the right thing?
2) What principle did the Department of Defense follow?
.
B. Principle of Trust in Negotiation
.
Personal Interests
-----interests of individuals who participate in negotiation.
Organizational Interests:
---interests of collective bodies such as private or state-owned enterprises, institutions and other kinds of entities.
to convey ideas.
.
Trust building in negotiation
2. Manage your reputation * Reputation spreads. * Make your reputation a tool in negotiation by providing references from mutually trusted third parties that speak for your character and competence or by offering other forms of evidence of past success such as media or trade reports.
2) What principle did the Department of Defense follow?
.
B. Principle of Trust in Negotiation
.
Personal Interests
-----interests of individuals who participate in negotiation.
Organizational Interests:
---interests of collective bodies such as private or state-owned enterprises, institutions and other kinds of entities.
to convey ideas.
.
Trust building in negotiation
2. Manage your reputation * Reputation spreads. * Make your reputation a tool in negotiation by providing references from mutually trusted third parties that speak for your character and competence or by offering other forms of evidence of past success such as media or trade reports.
商务英语谈判课件(PPT 35页)
Business Negotiation English
Objectives
1. Introduce the students to the main principles of business negotiation.
2. The students get familiar with the types of negotiation.
*Separate the people from the problem.
Techniques: ---Establish an accurate perception. ---Cultivate appropriate emotions. ---Strive better communication.
Disadvantages :
Pressure an individual to compromise and accommodate in ways not in his interest.
Avoid confrontational strategies, which can be helpful at times.
11.Getting a child to go to bed.
12.Picking a successor for the CEO of a company where you are on the board.
3. Types of negotiation:
1. Competitive style 2. Accommodative style 3. Avoidance style 4. Compromising style 5. Collaborative style 6. Vengeful style 7. Self-inflicting style 8. Vengeful and self-inflicting style
Objectives
1. Introduce the students to the main principles of business negotiation.
2. The students get familiar with the types of negotiation.
*Separate the people from the problem.
Techniques: ---Establish an accurate perception. ---Cultivate appropriate emotions. ---Strive better communication.
Disadvantages :
Pressure an individual to compromise and accommodate in ways not in his interest.
Avoid confrontational strategies, which can be helpful at times.
11.Getting a child to go to bed.
12.Picking a successor for the CEO of a company where you are on the board.
3. Types of negotiation:
1. Competitive style 2. Accommodative style 3. Avoidance style 4. Compromising style 5. Collaborative style 6. Vengeful style 7. Self-inflicting style 8. Vengeful and self-inflicting style
商务英语谈判lecture 2 ppt课件
商务英语谈判lecture 2
The position of the Chinese company was that it would produce only two models, while the underlying interest was to keep manufacturing costs down. The position of the American importer was that it wanted four models, while its underlying interest was to increase its profits by selling more bicycles. As long as the negotiators focused on these positions, the dispute could be resolved only through concessions by one or both sides.
商务英语谈判lecture 2
商务英语谈判lecture 2
In one negotiation in the early 1980s, a Chinese manufacturer was locked in a dispute with an American importer over how many models of the bicycles his company would produce. The American importer wanted four different models to give its customers greater selection. The Chinese company wanted to produce only two models, to keep manufacturing costs down.
商务英语谈判课件.ppt
sequences • Use the power of competition to leverage power • Constrain yourself. • Good information is always a source of power. • Do what you can to manage the process
Why is power important to negotiators?
• The negotiator believes he or she currently has less power than the other party. • The negotiator believes he or she needs more power than the other party to increase the probability of securing a deof power ?
• Informational sources of power • Personal sources of power • Power based on position in an organization • Relationship-based sources of power • Contextual sources of power
❖ The definition of negotiation ❖ The negotiation opportunity ❖ The selection of negotiators ❖ Protocol ❖ Communication ❖ Time sensitivity ❖ Risk propensity ❖ Groups versus individuals ❖ The nature of agreements ❖ Emotionalism
Why is power important to negotiators?
• The negotiator believes he or she currently has less power than the other party. • The negotiator believes he or she needs more power than the other party to increase the probability of securing a deof power ?
• Informational sources of power • Personal sources of power • Power based on position in an organization • Relationship-based sources of power • Contextual sources of power
❖ The definition of negotiation ❖ The negotiation opportunity ❖ The selection of negotiators ❖ Protocol ❖ Communication ❖ Time sensitivity ❖ Risk propensity ❖ Groups versus individuals ❖ The nature of agreements ❖ Emotionalism
商务英语谈判ppt课件
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精选编辑ppt
Business Card Exchange
-When?
Beginning or the end of a meeting
-Handing to others -Accepting cards
Study, Comments, Clarify, treat with respect
Shorter, Clearer, More powerful
Example: This is XX from Intel ASAP Sales and marketing. I am covering the direct business (直营) of IBM in Asia area. It is nice to meet you.
together d. Touch palms before wrapping the fingers around the other’s
hand e. Shake no more than three times f. Shake from your elbow not your shoulder g. While shaking, lean forward a bit h. Looking into each other’s eyes with a smile on your face
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精选编辑ppt
Tips
Who offer first? Ladies, higher rank Watch out Cold hand, clean hand, hands full What if? no response? Draw back and smile
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Introduction
商务英语谈判lecture2范文.ppt
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▪ Student A:
▪ You want to speak to Ms.Black of G and B Company. Ms.Black isn't in the office, so you leave the following information:
▪ your name;
▪ cellphone number:1370-000-000;
Business Negotiation English
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Case Study
In one negotiation in the early 1980s, a Chinese manufacturer was locked in a dispute with an American importer over how many models of the bicycles his company would produce. The American importer wanted four different models to give its customers greater selection. The Chinese company wanted to produce only two models, to keep manufacturing costs down.
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Case Study
The position of the Chinese company was that it would produce only two models, while the underlying interest was to keep manufacturing costs down. The position of the American importer was that it wanted four models, while its underlying interest was to increase its profits by selling more bicycles. As long as the negotiators focused on these positions, the dispute could be resolved only through concessions by one or both sides.
商务英语谈判和会话培训课程(PPT 40页)
商务英语谈判和会话
Business Negotiation & Dialogues
课程目标
通过本课程的学习，能运用商务知识和基 本谈判技巧，担任商务活动中的谈判工作。
能力目标：
①能够为商务谈判做前期准备，如商务调查、 安排会晤、接待客户并能在交易会等场景 介绍公司、产品等。
②能够就具体交易进行谈判，如价格、数量、 包装、支付、保险、运输及合同一般条款。
③能就交易履行中出现的问题进行谈判，如 索赔或理赔。
知识目标：
• ①掌握商务英语谈判技巧。 • ②掌握相关的术语、词汇和套语。 • ③了解中英文化差异。 • ④了解并掌握相关礼仪。 • ⑤了解中国主要商务机构、世界主要银行
及世界主要运输公司名称。
其它目标：
• ①沟通与团队协作能力。 • ②自主学习能力。 • ③创新能力。 • ④处理实际事务能力。 • ⑤诚实守信理念。 • ⑥自我管理的能力。
•
10月20日--22日为换展期。
• 第二期:2011年10月23日－27日，展出餐厨用具,日用陶瓷,工艺陶瓷, 家居装饰品,玻璃工艺品,家具,编织及藤铁工艺品,园林产品,铁石制品 （户外）,家居用品,个人护理用具,浴室用品,钟表眼镜,玩具,礼品及赠 品,节日用品等展区。
•
4月28日--4月30日为换展期。
• Conform to • Comply with • Accord to • In conformity with • In compliance with • In accordance with
• 史密斯：我希望我们今后能合作成功。 Work together
• 王先生：我也希望如此。 • 史密斯：能给我介绍一些你们的新产品吗？
Business Negotiation & Dialogues
课程目标
通过本课程的学习，能运用商务知识和基 本谈判技巧，担任商务活动中的谈判工作。
能力目标：
①能够为商务谈判做前期准备，如商务调查、 安排会晤、接待客户并能在交易会等场景 介绍公司、产品等。
②能够就具体交易进行谈判，如价格、数量、 包装、支付、保险、运输及合同一般条款。
③能就交易履行中出现的问题进行谈判，如 索赔或理赔。
知识目标：
• ①掌握商务英语谈判技巧。 • ②掌握相关的术语、词汇和套语。 • ③了解中英文化差异。 • ④了解并掌握相关礼仪。 • ⑤了解中国主要商务机构、世界主要银行
及世界主要运输公司名称。
其它目标：
• ①沟通与团队协作能力。 • ②自主学习能力。 • ③创新能力。 • ④处理实际事务能力。 • ⑤诚实守信理念。 • ⑥自我管理的能力。
•
10月20日--22日为换展期。
• 第二期:2011年10月23日－27日，展出餐厨用具,日用陶瓷,工艺陶瓷, 家居装饰品,玻璃工艺品,家具,编织及藤铁工艺品,园林产品,铁石制品 （户外）,家居用品,个人护理用具,浴室用品,钟表眼镜,玩具,礼品及赠 品,节日用品等展区。
•
4月28日--4月30日为换展期。
• Conform to • Comply with • Accord to • In conformity with • In compliance with • In accordance with
• 史密斯：我希望我们今后能合作成功。 Work together
• 王先生：我也希望如此。 • 史密斯：能给我介绍一些你们的新产品吗？
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• Third, organize effective sentences and paragraphs.
– The suggested average sentence length should be about 17 or 20 words.
– One sentence has only one main idea.
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2. Correctness • Correctness——the writer should not be distracted by
mistakes in grammar, punctuation or spelling. All of the information in the message is accurate. For example: – Our competitors were more successful than ours. – The two first items are not available. – We are interested in same. – It is one of the machines that were delivered last week. – We had quite a successful meeting. – He not only built houses, but also flats. – While studying the report, the telephone rang.
1. Clarity • Clarity——to make the information clear so
that the reader can understand what you are trying to convey. • First, take notes to list all the details! • Second, choose precise, concrete and familiar words instead of complex words, abbreviations, technical terms and business jargon.
For example:
– The L/C must reach us for arranging shipment not later than 8 October.
– The L/C must reach us not later than 8 October for arranging shipment.
– Some visual aids can be applied: headings, tabulations, itemizations, graphs, pie charts, underlining, italics, indentations, colored capitals, etc.
(A) In the event that you speak to Mr. Wood in regard to production, ask him to give consideration to the delivery schedule. If you speak to Mr. Wood about production, ask him to consider the delivery schedule.
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（3）Use Words to Replace Phrases or Clauses Enclosed herewith ----->enclosed at this time ----->now due to the fact that----->because a draft in the amount of $100 ----->a draft for $100
公司
徽标
Principles of Business Negotiation
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Contents
• Principles of Business Communication • Principles of Business Negotiation
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Principles of Business Communication
excessive adjectives and prepositions
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For example: （1）Shorten Wordy Expressions
We wish to acknowledge receipt of your letter... We appreciate your letter... Enclosed herewith please find two copies of... We enclose two copies of... We have begun to export our machines to countries abroad. We have begun to export our machines. （2）Avoid Padded Expression It should be noted that this is the best we can do. For your information we enclose a catalogue. Please be advised that we have received your invoice.
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3. Conciseness • Conciseness——means saying things in the fewest
possible words. – Delete irrelevant words and loose sentences – Omit information the receiver already knows – Avoid long introductions, unnecessary explanations,