谈判presentation
谈判经历英语演讲稿范文
Good morning/afternoon. Today, I would like to share with you an unforgettable negotiation experience that I had. Negotiation is an essential skill in our daily lives, whether it is in business, politics, or personal relationships. It requires not only good communicationskills but also strategic thinking and emotional intelligence. In this speech, I will recount the story of my negotiation experience andreflect on the lessons I have learned.It all started when I was working for a multinational company. Our team was assigned to negotiate a contract with a local supplier for the procurement of raw materials. The supplier was a well-established company with a strong market presence, and we were eager to secure a favorable deal. The negotiation process was complex and challenging, as both parties had different interests and objectives.The first lesson I learned was the importance of preparation. Before the negotiation, I thoroughly researched the supplier's background,financial situation, and business strategies. I also analyzed our own needs, budget constraints, and potential alternatives. This allowed me to enter the negotiation with a clear understanding of both parties' positions and to develop a well-thought-out negotiation strategy.During the negotiation, effective communication was key. I made sure to listen actively to the supplier's concerns and to articulate our own interests clearly. We engaged in a series of discussions, presenting our arguments, proposing solutions, and addressing each other's objections. It was a challenging process, as we often found ourselves at odds on certain issues. However, through effective communication and mutual respect, we were able to find common ground and reach a mutually beneficial agreement.Another critical factor in the negotiation was emotional intelligence. I was aware that emotions could run high during the discussions, and I made a conscious effort to remain calm and composed. When tensions escalated, I took a moment to pause and reflect, allowing the situation to cool down before continuing the negotiation. This helped to maintain a positive atmosphere and to prevent any unnecessary conflicts.Throughout the negotiation process, I also learned the importance of flexibility. We were initially firm on certain demands, but as the discussion progressed, we realized that some of our initial positions were not feasible. By being open to compromise and adjusting our expectations, we were able to find a middle ground that satisfied both parties.In the end, we successfully negotiated a contract that met our needs while ensuring that the supplier remained profitable. This experience taught me several valuable lessons:1. Preparation is crucial for a successful negotiation. It allows you to understand the other party's interests and to develop a well-thought-out strategy.2. Effective communication is essential for building trust and reachinga mutually beneficial agreement.3. Emotional intelligence plays a vital role in managing tensions and maintaining a positive atmosphere during the negotiation.4. Flexibility is key to finding common ground and reaching a compromise.In conclusion, my negotiation experience was a challenging but rewarding one. It taught me the importance of preparation, communication, emotional intelligence, and flexibility. These lessons have been invaluable in my professional and personal life, and I am grateful for the opportunity to share them with you today.Thank you for your attention.。
谈判报告总结ppt
谈判报告总结PPT1. 引言在谈判过程中，我们代表公司与另一方进行了深入的讨论和交流。
本报告旨在总结谈判的过程、结果以及我们在谈判中所采取的策略和技巧。
2. 谈判目标我们在此次谈判中的目标是达成一项互利共赢的协议，确保双方在合作中获得最大的利益。
我们的主要目标包括：•实现双方共同利益的最大化•确保协议符合法律、合规与道德要求•建立良好的长期合作关系•确保协议能够稳定地实施和执行3. 谈判过程3.1 准备阶段在谈判之前，我们进行了充分的准备工作。
包括收集相关信息、确定我方的底线和谈判策略，并对可能出现的问题进行了充分的预案制定。
3.2 开场白在开始谈判时，我们优先进行了开场白。
开场白是我们与对方进行初步交流的机会，可以用来建立良好的人际关系、明确谈判目标和引导谈判方向。
3.3 信息交换与共享在谈判过程中，双方进行了充分的信息交换与共享。
通过展示和解释我方的产品或服务优势，我们对对方进行了深入的介绍，同时也了解了对方的需求和期望。
3.4 磋商与讨论在充分了解各自需求和利益的基础上，双方进行了磋商和讨论。
我们对双方的诉求进行了分析和权衡，并尝试找到双方都能接受的解决方案。
3.5 协议达成经过艰苦的谈判和讨论，我们最终达成了一项协议。
协议内容涵盖了双方的主要关切和需求，并且具备可操作性和可实施性。
3.6 协议签署经过双方的认可，我们进行了最终的协议签署。
签署协议标志着谈判的正式结束，并正式建立了合作关系。
4. 谈判策略与技巧在谈判过程中，我们采用了一些有效的策略和技巧，以达到我们的谈判目标。
以下是我们采用的一些主要策略和技巧：4.1 制定底线在谈判前我们明确了我方的底线，确保不会超出底线的范围进行让步。
同时，我们也了解了对方的底线，以此为依据进行讨价还价。
4.2 注意沟通和倾听在谈判过程中，我们注重与对方的沟通和倾听。
确保双方充分表达自己的诉求和想法，并尽可能满足对方的需求。
4.3 善于使用妥协在讨论和磋商阶段，我们善于使用妥协。
商务英语谈判lecture 2.ppt
。2020年12月10日星期四2020/12/102020/12/102020/12/10
▪ 15、会当凌绝顶，一览众山小。2020年12月2020/12/102020/12/102020/12/1012/10/2020
▪ 16、如果一个人不知道他要驶向哪头，那么任何风都不是顺风。2020/12/102020/12/10December 10, 2020
▪ 9、春去春又回，新桃换旧符。在那桃花盛开的地方，在这醉人芬芳的季节，愿你生活像春天一样阳光，心情像桃花一样美丽，日子像桃子一样甜蜜。 2020/12/102020/12/10Thursday, December 10, 2020
▪ 10、人的志向通常和他们的能力成正比例。2020/12/102020/12/102020/12/1012/10/2020 7:55:00 PM ▪ 11、夫学须志也，才须学也，非学无以广才，非志无以成学。2020/12/102020/12/102020/12/10Dec-2010-Dec-20 ▪ 12、越是无能的人，越喜欢挑剔别人的错儿。2020/12/102020/12/102020/12/10Thursday, December 10, 2020 ▪ 13、志不立，天下无可成之事。2020/12/102020/12/102020/12/102020/12/1012/10/2020
Solution:
But an interest-oriented examination of the dispute leads to the question: How can the higher cost of manufacturing four models be allocated between the American importer and the Chinese manufacturer? In this example, the parties were able to devise a formula that increased the unit cost of different models to reflect the Chinese manufacturer’s increased manufacturing cost.
谈判主持人英语发言稿范文
谈判主持人英语发言稿范文Ladies and gentlemen,Good morning/afternoon/evening. Welcome to this negotiation session. My name is [Your Name] and I will be your moderator today. I am immensely honored to be in this position and I am confident that together, we can navigate through the intricacies of this negotiation to achieve a mutually beneficial solution.Before we proceed, let us remember the importance of maintaining a respectful and open dialogue. The purpose of today's negotiation is not to prove who is right or wrong, but rather to find common ground and reach an agreement that satisfies all parties involved.Firstly, I would like to briefly outline the agenda for today's discussion. We will start by identifying and clarifying the key issues at stake. This will be followed by a thorough exploration of each party's interests, concerns, and proposed solutions. Furthermore, I encourage all participants to actively listen and engage in constructive dialogue, as effective communication is essential for a successful negotiation.In order to maintain a fair and transparent process, I kindly request that all participants adhere to the established ground rules. Please limit interruptions and allow each speaker to express their thoughts without interruption. Let us focus on substance rather than personal attacks, and remain open to alternative viewpoints.As the moderator, my role is to ensure that the negotiation proceeds in an organized and productive manner. I will facilitatediscussions, manage time allocation, and moderate any disputes that may arise during the negotiation process. By abiding by the established rules, we can collectively create an environment conducive to collaboration and compromise.Finally, I would like to remind all participants of the ultimate goal of this negotiation, which is to reach a mutually acceptable agreement. This requires a willingness to make concessions and a commitment to finding a solution that benefits all parties involved.Once again, I express my gratitude for being entrusted with the responsibility of moderating this negotiation. I am confident that our collective efforts will lead us to a satisfactory outcome. Let us begin our discussions with a spirit of respect, cooperation, and a genuine desire to find common ground.Thank you.。
口语presentation主题
主题：探讨口语presentation的重要性及技巧1. 介绍口语presentation的概念口语presentation是指通过口头表达的方式向他人传达信息、观点或想法。
在各种场合，例如会议、学术讲座、商业谈判等，口语presentation都扮演着至关重要的角色。
一个成功的口语presentation不仅可以有效地传达信息，还能够展示个人的能力和魅力，因此掌握好口语presentation的技巧至关重要。
2. 探讨口语presentation的重要性口语presentation在现代社会中扮演着重要的角色。
口语presentation可以帮助人们更好地表达自己的观点和想法。
在学术研究、商业谈判等场合，通过口语presentation可以让听众更清晰地理解演讲者的意图。
口语presentation也是一种展示个人能力和魅力的方式。
一个清晰自信、表达流畅的演讲者往往会给人留下良好的印象，从而获得更多的信任和支持。
掌握好口语presentation的技巧对个人的发展具有重要意义。
3. 探讨口语presentation的技巧（1）准备充分在进行口语presentation之前，必须充分准备。
包括对主题的深入了解、整理清楚的内容结构、合适的语言表达等。
只有做好充分的准备工作，才能在演讲过程中表现自如、流畅。
（2）表达清晰在口语presentation时，清晰的表达是至关重要的。
需要避免使用过多的行话术语和长句，尽量以简洁明了的语言表达自己的观点和想法。
要注意语速和语气的控制，使听众能够准确理解自己的意图。
（3）保持自信自信是一名成功演讲者必备的素质。
在口语presentation时，要保持自信，尽量展现出自己的魅力和实力。
通过自信的表现，可以使听众更加信任和支持自己。
（4）与听众互动与听众进行有效的互动是口语presentation的关键。
可以通过提问、讨论等方式与听众进行互动，使演讲更具有参与性和吸引力。
商务谈判的英语ppt
Give a Quotation
How does sound to you? How about ? How do you feel about…? A Guarantee Purchase of …….
How would you feel about 15 USD per unit? Is 12 cents acceptable to you? We're prepared to guarantee purchase of one million units for the first year. If your annual purchases fall more than 5 percent below target, would you be willing to consider a penalty?
Can’t accept/ No Profit/ Not Possible
I'm afraid that's not possible. The competition is just too tough. I can't accept 8 dollar per set. I think that would show some difficulties since there is no profit for our side at all.
Here are some idea I’d like to share/ discuss/ propose to you.
Make A Proposal
Fully Support/ Excellent Idea/ In Favor of/ Back up
The idea has my fully support. I’m fully in favor of your ideas. Keep updating me the progress. It’s an excellent idea! You have my backing/ I will back you up.
外贸英语谈判PPT课件
①让步的实施步骤：第一步：确定谈判的整体利益。第二步：确定让步的方式。 第三步：选择让步的时机。第四步：衡量让步的结果
②让步前的选择 ⑴时间的选择 ⑵利益对象的选择 ⑶成本的选择 ⑷人的选择 ⑸环境的选择
③让步的方式通常可分为8种：最后一次到位 、均衡 、递增 、递减 、有限让步 、快速让步 、退中有进 、一次性 。
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4、案例讲解
❖ Example 1:
Background: Brown (the buyer) purchasing manager of ABC Company in America，Tina (the seller), manager of Sales & Marketing Department of Clothing Stuff Company in China. They are negotiating the price of the order.
you order 100 sets or more. ▪ 4. If you order a large quantity, I think a discount would be possible.
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9
3、方法介绍
❖ （4）、表示很难再减价 ▪ 1. The price is quite reasonable, and it’s the lowest one we can quote. ▪ 2. Ten percent wouldn’t be worthwhile (不划算) for my company. ▪ 3. Our prices are highly competitive when you consider quality ▪ 4. Our price is net without commission. ▪ 5. I’m awfully sorry. This is our floor price. If you find it unworkable, we may as well call the deal off. ▪ 6. I’m afraid that there is no room to negotiate the price. ▪ 7. I’ll have to consult my home office before I can give you a definite answer on the price terms.
英文谈判演讲稿
英文谈判演讲稿Ladies and gentlemen, good morning. It is my great pleasure to have the opportunity to speak to you today on the topic of English negotiation.Negotiation is an essential skill in both personal and professional life. Whether you are discussing a business deal, resolving a conflict, or simply trying to reach a mutual agreement, the ability to negotiate effectively in English is crucial. In today's globalized world, English has become the international language of business, and being able to negotiate in English can open up countless opportunities for success.First and foremost, effective negotiation in English requires clear and concise communication. It is important to express your ideas and intentions in a way that is easily understood by all parties involved. Using simple and direct language can help to avoid misunderstandings and ensure that everyone is on the same page. Additionally, active listening is a key component of successful negotiation. By carefully listening to the other party's concerns and perspectives, you can gain valuable insights that will help you to find common ground and reach a mutually beneficial agreement.In addition to communication skills, cultural awareness is also vital in English negotiation. Different cultures have different communication styles, customs, and expectations when it comes to negotiation. Being aware of these cultural differences and adapting your approach accordingly can help to build trust and rapport with the other party. It is important to show respect for their cultural norms and to be mindful of any potential cultural barriers that may arise during the negotiation process.Furthermore, preparation is key to successful negotiation in English. Before entering into any negotiation, it is important to thoroughly research the other party and the subject matter at hand. This includes understanding their needs, interests, and objectives, as well as having a clear understanding of your own goals and priorities. By being well-prepared, you can enter the negotiation with confidence and a clear strategy for achieving a positive outcome.Lastly, flexibility and creativity are essential qualities for successful negotiation in English. It is important to be open-minded and willing to explore alternative solutions that may not have been initially considered. By thinking outside the box and being open to compromise, you can often find innovative ways to meet the needs of all parties involved.In conclusion, effective negotiation in English is a valuable skill that can open doors to countless opportunities for success in both personal and professional life. By mastering the art of clear and concise communication, cultural awareness, preparation, and flexibility, you can become a skilled negotiator in the English language. Thank you for your attention, and I wish you all the best in your future negotiations.。
商务英语presentation
商务英语presentationChapter6 closing the negotiation谈判的终局阶段Introduction:After the preparation, bidding and bargaining comes the closing period of negotiation. To reach an agreement the parties have to experience the two phases of making the deal and formally signing the contract. Through the bargaining process, both parties are gradually agreeing on some points and they are trying to make the deal from their own perspective. Once the agreement is settled, the contracts have to be written out and the economic contract should be signed in a formal way. This chapter discusses some points of closing the negotiation, introduces some tactics towards agreement, gives some tips on contract signing and negotiation summary. In this chapter you’ll learn:Who makes the decision to close;When it is time to close;Tactics towards agreement;Tips on contract signing;Summary of the negotiation.6.1 closing the deal 结束谈判6.1.1 who makes the decision 谁来作决定The difference between a successful and an unsuccessful negotiator is the ability to close a deal when it has reached its maximum level of distributing “enough”among all participants. The deal is best closed when the agenda has been exhausted.Buyers usually have the say as to when a deal will be closed, but they can be encouraged to do so by savvy sellers. This is why every sales force in the world has its “closing specialist”whose job is to convince the buyer that “enough”has been had and it’s time to transact the deal. International negotiations differ only in the fact that the buyer/investor is usually much better informed than a standard customer. Both buyer and seller have an equal chance to close the deal, and the more proactive the decision maker is, the greater chance of controlling the process he’ll have.6.1.2 when is it time to close 什么时候结束To determine if it’s time for closure, here are some questions to ask either directly or indirectly:1)Have all points of the agenda been discussed?2)Have the technical aspects of the deal been reviewed?3)Have the local and international laws applicable to thedeal been researched?4)Are all active parties to the deal logistically capable ofperforming their functions?5)Is the time line set for the deal realistic?6)Do all parties recognize the short and long-termconsequences of the deal?7)Are all parties in agreement as to the language and termsof the deal?8)Do all the parties to the deal trust each other?9)Do all potential signatories have the requisite authority toact on their company’s behalf?Sometimes the appropriate response to an offer laid on the negotiating table is “no”. Declining a deal, and doing so in the proper manner, is sometimes the Silver Medal of international business, not ideal, but respectable. Declining the deal must be done with the greatest diplomacy because this potential for future dealings is very important. You may have no intentions of ever dealing with these particular counterparts in the future, but maintaining your reputation within the international business community for levelheaded dealings is important.6.2 tactics towards agreement 达成协议的策略6.2.1 recessing 休会By recessing we mean taking a short break during which each party moves out of the negotiation forum to reconsider the progress of the negotiation, and to reconsider its own position; or breaking off until a later session. Recessing is such an important device that the method of using it deserves to be examined. When do we use it? How do we arrange it? How do we restart?At what rime should we use our recess?1.At the end of a phase in the negotiations. That is:●when exploration is completed, before the start of thebidding;●after bids have been tables, before getting down tobargaining and●If possible at the time when shape of settlementbecomes clear.2.Before issue identification. It is strongly advocated toopen negotiations in a manner designed to breed co-operation to mutual advantage. But this strategy needs to be checked before becoming too deeply embroiled. If in doubt, take a recess.3.When nearing an impasse. As long as we aim towardsagreements, such a recess can be used to look for meanstogether to tackle the problem that is facing the parties in their negotiation.Under these conditions, great advantages can be gained from using the recess not for the parties to separate but for the parties to mix. Sub-groups of technical people, commercial people and financial people from either side are aiming to obtain some constructive move for the negotiations as a whole.4、team maintenance needs. When the members of the partyneed to review their effectiveness as a team.5. Breaking a trough. When concentration has lapsed andneeds regenerating.What is the recommended procedure to get a recess?1.State the need for a recess. “I think it would help ourjoint progress if we took a short recess now.”2.Summarize and look forward. “we’re seeking to findways to agree on the price/discount issues, and I suggest that we both look to see if we can see new ways to cope with the issue.”3.Agree on the duration of the recess. “…Would fifteenminutes be agreeable?”4.Avoid fresh issues. If others want to insert anythingfurther, ask them to wait until after the recess.During the recess, the main items for consideration by a party will be obvious discussions about how to handle the next stage, calculations on matters that have been discussed, reviews of the team’s performance, or fresh plans for the rest of the negotiation.After the recess, the meeting is re-opened with a miniature version of the steps that are taken to open a negotiation.1.A few moments of ice-breaking, as we again attune ourwavelengths.2.re-state the progress made on agreed plan3.Confirm rest of agreed plan or suggest/agree changes toit.4.Re-opening statements, defining positions and interests asthey are now perceived and paving the way to further creative development.Recessing is potentially a very influential device. Disciplined use can make it a device that helps us towards profitable co-operation.6.2.3 setting deadlines规定最后期限Defining the time by which a negotiation meeting must havefinished (“I am booked on the 11; 40plane”); or the deadline for a series of negotiations (“I’m instructed to offer this to ABC Company if we cannot agree before 14 March”). These are seen as threats; they can cause resentment and counter-aggression.However, if the deadline is agreed upon by the two parties (not simply imposed by one of them)then the atmosphere becomes more collaborative. Contrast the first quotation above and the following:“It would be a great help to me if we were able to conclude this meeting in time to catch the11:40 plane. Would it be all right with you if we aim to move at that speed?”There are positive implications for setting a deadline for the negotiations. The setting of a deadline helps to concentrate the mind, the energy, the effort, and the speed of achievement.There is, however, a negative influence if either party feels a deadline has been imposed too early.6.2.3 full disclosure / the straightforward statement 摊牌Literally, this means complete readiness to give to the other party all one’s information. In practice, there will always ne some elements people are unwilling to disclose and some other elements they are unable to disclose. We therefore have to interpret”full disclosure” as meaning the disclosure of 90 per cent of what we perceive.There are some negotiators whose character is strongly inclined towards openness and frankness. This pattern of behavior can be highly productive, inducing the other party to respond and to cooperate. “Full disclosure” then becomes an advantage, providing that it is used in conjunction with all the skills of negotiation towards agreement. It is, of course, a fatal disadvantage when “full disclosure” is offered to others whose sole interest lies in their own advantage. The straightforward statement that one cannot offer the full price asked, or cannot afford to wait the full delivery time, if true, is constructive. It is an element of full disclosure and it enables the parties together to concentrate on the problem and to search for solutions.The same tactic, “all I’ve got is 60 per cent…” can of course be differently used by one party to get independent advantage.6.2.4 Lubrication/ The Golf Club 联络感情Lubrication is an art. It may be more or less subtle. It is not necessarily the same as bribery. There are plenty of different ways of offering inducements to negotiators. In form and extent, the pattern varies from one region to another and it needs local expertise to manage the process. In some cultures lubrication is an essential ingredient from negotiating towards agreement. It is an ingredient the skilled negotiator must provide for, even when he himself is not the right person to handle it.The Golf Club is a tactic to be used at times when the teams are reaching stalemate and progress is interrupted. The tactic is for the team leaders to agree to meet informally in some environment that encourages mutual trust and openness.For many people that atmosphere of mutual trust and respect is found in the Golf Club. For Englishmen, it is found in the Gentlemen’s Club. For Finns, it is in the sauna. For Japanese, it is found in the bathhouse.This tactic has positive advantages in refreshing the cooperative spirit between the parties, in enabling them torecognize issues in common, and in providing time and opportunity for new initiatives to develop.One disadvantage is that the team leaders are seen to be operating independently of their respective teams. But if used sparingly, it is a productive tactic.6.2.5 the study group 各个击破When the negotiations between teams get bogged down, it is then helpful to set up a sub-group. For example, when matters are reaching an impasse over delivery, then the production people from the suppliers can form a sub-group with one or two members of the purchasers to find means of resolving the delivery problem to their mutual advantage.At the same time the main parties are freed to concentrate on other aspects of the negotiations or to give time to their other duties.6.3 tips on contract signing 签约过程应注意的问题When both sides have reached an agreement on the main items, it should have a written form of a contract or an agreement.A contract is a written agreement between the two tradingsides in order to itemize the right and obligations of both parties. Once signed, it has legal force. Therefore we should pay close attention to the signing of contract, discuss every item quite seriously and in a very detailed way. The following are some tips on signing a contract.6.3.1 the draft of the contract 合同文本的起草After the two sides reach an agreement on the main items of the trading comes the drafting of the contract period. There is the problem of who will take the task of making the draft. Generally speaking, the side that makes the draft will be in a positive position of the whole deal, so the focus should be more on the side who makes the draft. If one side cannot control making draft, they should at least be involved with the other side for this process.6.3.2 examination of the qualification of the contract signer and its trading items, scope and process 对签约人资格及交易条款、范围和过程的审查A disqualified contract signer is surely a problem to the negotiation. It means the contract be signed is invalid. Therefore a thorough examination should be done to the contract signer. Find out whether the other side is eligible to do this deal, see his business licence, know his businessoperating range and check his capabilities of undertaking business activities.The trading items, scope and its process should also answer for the law. To ensure the validity of the contract it must go through legitimate format and perfect procedures. All the contracts that need specific procedures or the approval of a governing body must be reported for approval and the corresponding procedures need to be carried out for the contract to get signed.6.3.3 Contract articles must be rigid and through合同的条款必须严密、详细For the sake of effective implementation of the contract, it is a must to give thorough stipulation of the main articles concerning the trading process or damages are very likely to occur. The main articles are items about the product quality, quantity, time and place of delivery, method of delivery, time limit of delivery and the liabilities against the contract or agreement.In real practice there are many such cases of the damages caused by ambiguous contract articles. For example, arestaurant signed a contract with a vegetable company. The contract includes only a few words, specifically, “Chinese cabbages of 20000kilograms”. Finally at the time of delivery, it turned out that half of the cabbages rotted during transportation. In this case, the buyer has to suffer all the damages because there is not a single word mentioned concerning the quality of goods in the contract.6.3.4 the contract signing ceremony 合同的缔约或签字仪式For some important negotiation, especially international business negotiation, the location of the contract signing is important. The reason is that the signing site of the contract can normally decide which country’s laws are adopted to settle the disputes. According to international convention, the courthouse or arbitration organization could make the adjudication or arbitration based on the law of the country where the contract is signed should any dispute arise.。
谈判英语演讲稿范文
Ladies and Gentlemen,Good morning/afternoon. It is my great pleasure to stand before you today to discuss a topic that is both universal and essential in our professional and personal lives: negotiation. In a world where collaboration is key and competition is fierce, the ability to negotiate effectively can be the difference between mere survival and true success.Understanding the BasicsFirstly, let's clarify what negotiation truly is. It is not merely a game of wills or a contest of power. Negotiation is a structured dialogue between two or more parties with differing interests, aiming to reach an agreement that satisfies all parties involved. It is about finding common ground, understanding the other side's perspective, and creatively solving problems.The Language of NegotiationThe language we use in negotiations is crucial. It sets the tone and can either build or break trust. Here are some key linguistic strategies:1. Active Listening: When your counterpart speaks, listen actively. Show that you are engaged by nodding, maintaining eye contact, and paraphrasing their points. This not only helps you understand their position but also demonstrates respect.2. Clear Communication: Be concise and direct. Avoid ambiguous language that can lead to misunderstandings. When expressing your own views, use "I" statements to make it about your perspective rather than attacking the other party.3. Empathy: Show empathy towards the other party's concerns. Understanding their needs and fears can open up new avenues for compromise.4. Non-Verbal Cues: Pay attention to body language. A firm handshake, eye contact, and a confident posture can enhance your credibility. Conversely, avoiding eye contact or fidgeting can be perceived as nervousness or lack of confidence.Strategies for SuccessNow that we understand the language, let's delve into some practical strategies for successful negotiation:1. Preparation: Do your homework. Know your counterpart's background, interests, and potential areas of compromise. Being well-prepared gives you a solid foundation for the negotiation.2. Flexibility: Be willing to adapt your position. Sticking rigidly to your initial demands can lead to stalemate. Being open to new ideas can often lead to more creative and beneficial solutions.3. Building Rapport: Establish a positive relationship with your counterpart. A friendly rapport can make negotiations more enjoyable and less adversarial.4. Power Dynamics: Be aware of power dynamics in the negotiation. While it's important to assert your position, it's equally crucial to avoid being overbearing or aggressive.5. Closing the Deal: Once a mutually acceptable agreement is reached, be sure to document the terms clearly. This not only ensures clarity but also serves as a reference for future interactions.ConclusionNegotiation is an art form that requires practice, patience, and a keen understanding of human behavior. By mastering the language andstrategies of negotiation, we can turn conflicts into opportunities, build lasting relationships, and achieve our goals more effectively.In closing, I urge each of you to embrace the art of negotiation as a tool for personal and professional growth. Let us use our words and actions to build bridges rather than walls, and together, we can create a world where collaboration and mutual respect are the norms rather than the exceptions.Thank you for your attention, and I look forward to your thoughts and questions.[The end]。
Negotiation Presentation
Eight Pillars of Negotiational Wisdom
by Steven Cohen
1. 2. Be Conscious of the difference between positions and interests. If you can figure out why you want something - and why others want their outcome - then you are looking at interests. Be Creative. Using brainstorming techniques, listening to outlandish proposals and opening up to unanticipated possibilities expands agreement opportunities. If you respond with new ideas and do the unexpected, you can open doors to far greater gains than when you behave predictably. Creativity can make everyone look good. Be fair. If people feel a process is fair, they are more likely to make real commitments and less likely to walk away planning ways to wriggle out of the agreement Be prepared to commit. You shouldn't make a commitment unless you can fulfill it. Your commitment isn't worth much unless the parties to the negotiation are Drop-Dead Decision-Makers. Moreover, commitment is not likely to result unless all parties feel the process has been fair. Be an active listener. Focus on what others say, both on their words & their underlying meaning. Be conscious of the importance of the relationship. Most of your negotiation is with repeaters, (family, friends, employers, team mates, etc...). Be aware of BATNAs. BATNA stands for the Best Alternative To a Negotiated Agreement. Your BATNA is the situation you want to improve by negotiating with a given party or set of parties. But BATNA is not your bottom line. It is a measure of the relative value of negotiating a particular issue with a particular party -- or whether you can fall back on better alternatives. Be Prepared. In order to negotiate effectively, efficiently, and wisely, it is crucial to prepare. Your job is not to outline a perfect, total solution; that would be a positional approach. Preparation means studying the interests and BATNAs of every possible party. It means understanding the short and the long term consequences you use and the substantive results you pursue. Doing your homework can save a lot of time.
negotiation商务英语谈判ppt
Gao xin: Our company as their glasses silk
cloth, which is a huge market, they should not do not know. We can talk about it with them next time.
Ying：Yes, next time we can done by 2.2 billion.
Wang: OK. Tang, our lowest price?
Tang：Minimum of 1.8 billion, which is the lowest price!
Second negotiation begans
design director
Yang Haixia：Hello! I am the CEO Yang Haixia. First to introduce, this is our company's CFO Chen Jianjun, CSO jinsi, design director Xu Chunxia, management director Zhang hong, lawyer Zhanghua. Wang Wenqing：Hello！I am the CEO Wang Wenqing. This is our CFO Tang Yunting, sales manager Ying Chaohui, project manager Gao Xin, and our after-sales service manager Xiao Yun and the company's lawyers Chen Mengna.
Lawyer Chen Mengna：Because the Chinese characteristics of goods sold well in the international. The company of CST has a good performance in the international market. This year the goods of CST grew 12% in global sales, and established a continuing good relationship（建立了持续良好的合作关系） with many other foreign countries.
销售技巧专业术语
销售技巧专业术语销售是商业中至关重要的环节，而熟悉销售技巧和专业术语对于销售人员来说尤为重要。
在这篇文章中，我们将介绍一些常用的销售技巧专业术语，帮助您更好地理解和应用它们。
1. 开场白（Opening Statement）开场白是销售人员与潜在客户接触时的第一个口头表达。
一个好的开场白能够引起客户的注意并与其建立起联系。
开场白应当简洁明了，清楚表达出销售人员的目的和价值。
2. 陈述（Presentation）陈述是销售人员向客户介绍产品或服务的过程。
在陈述中，销售人员需要准确地描述产品或服务的特点和优势，并向客户展示其对客户的益处和解决问题的能力。
3. 提问（Questioning）提问是销售人员与客户进行有效沟通和了解的重要手段。
通过提问，销售人员可以获取客户的需求和关注点，进而为客户提供个性化的解决方案。
4. 建议（Proposal）建议是销售人员根据客户的需求和情况，向其提出适当的推荐和方案。
建议要基于销售人员对产品或服务的深入了解，并考虑到客户的实际需求和预算。
5. 谈判（Negotiation）谈判是销售人员与客户就价格、交货时间、服务条款等进行协商的过程。
在谈判中，销售人员需要灵活运用各种策略和技巧，以达成双方满意的交易结果。
6. 试用（Trial）试用是销售人员向潜在客户提供产品或服务的一段时间，以便客户亲身体验其优势和价值。
试用期间，销售人员应积极与客户保持联系，解答疑问，并及时获取客户的反馈。
7. 签订合同（Contract Signing）签订合同是销售人员与客户达成最终交易的重要环节。
合同应当明确规定产品或服务的详细内容、价格、付款方式、交货时间等重要条款，并由双方共同签字确认。
8. 跟进（Follow-up）跟进是销售人员在交易完成后与客户保持良好关系并提供支持和服务的过程。
通过跟进，销售人员可以进一步了解客户的满意度，并为客户提供后续的销售机会。
9. 客户关系管理（Customer Relationship Management，CRM）客户关系管理是一种综合性的战略和工具，用于管理和维护企业与客户之间的关系。
参展谈判英语情景对话
参展谈判英语情景对话Scene: An exhibition hall. A company representative (CR) is negotiating with a potential customer (PC).PC: Good morning. I'm interested in your products.CR: Thank you for your interest. My name is [name]. May I know your name, please?PC: I'm [name]. Nice to meet you.CR: The pleasure is all mine. So, what specificproducts are you interested in?PC: I'm particularly interested in your latest line of machinery. Can you tell me more about it?CR: Certainly. Our new line of machinery is designed to meet the latest industry standards and is highly efficient and reliable. It can help you increase your productivityand reduce your costs.PC: That sounds impressive. How much does it cost?CR: The price depends on the specific model and configuration you need. However, we offer competitive pricing and are willing to negotiate.PC: I see. Can I get a discount if I order a large quantity?CR: Yes, we do offer quantity discounts. The more you order, the greater the discount.PC: That's great. What about the warranty?CR: We offer a comprehensive warranty on all our products. The length of the warranty varies depending on the product.PC: I need a warranty of at least one year.CR: No problem. Our standard warranty is one year, but we can offer an extended warranty if you need it.PC: Excellent. I'm also interested in your maintenance services. Can you tell me more about them?CR: Our maintenance services are designed to keep your equipment running at peak performance. We offer regular inspections, preventive maintenance, and emergency repairs.PC: How much do your maintenance services cost?CR: The cost of our maintenance services varies depending on the size and complexity of your equipment. However, we offer flexible pricing options to meet your budget.PC: I'm satisfied with the information you've provided. I'd like to place an order.CR: Thank you for your business. We appreciate your trust in our products and services.PC: I'm confident that we'll have a long and mutually beneficial partnership.CR: We look forward to working with you. Please feel free to contact us if you have any further questions or need additional support.PC: Thank you. I will.(The customer and the company representative shake hands and exchange business cards.)。
表达场景的英语单词
表达场景的英语单词随着全球化的发展，英语已成为国际通用语言之一。
在不同场合下，我们需要使用不同的单词来表达自己的意思。
以下是一些常用的表达场景的英语单词。
1. 商务场合：Meeting - 会议Presentation - 演示Negotiation - 谈判Agreement - 协议Contract - 合同Client - 客户Partner - 合作伙伴Deal - 交易Proposal - 提议Invoice - 发票2. 社交场合：Party - 派对Gathering - 聚会Celebration - 庆祝活动Reunion - 团员重聚Wedding - 婚礼Anniversary - 周年纪念日Concert - 音乐会Exhibition - 展览会 Theater - 剧院Movie - 电影3. 学术场合：Lecture - 讲座Seminar - 研讨会Conference - 会议 Symposium - 座谈会 Thesis - 论文Research - 研究Experiment - 实验 Publication - 发表 4. 日常生活场合： Shopping - 购物Dining - 就餐Travel - 旅行Sports - 运动Exercise - 锻炼Hobby - 爱好Gardening - 园艺Pet - 宠物Volunteer - 志愿者5. 紧急场合：Emergency - 紧急情况Accident - 事故Fire - 火灾Robbery - 抢劫Injury - 受伤Hospital - 医院Police - 警方Ambulance - 救护车Rescue - 援救以上是一些常用的表达场景的英语单词，希望对大家有所帮助。
商务谈判陈述范文
商务谈判陈述范文尊敬的各位贵宾各位领导，各位代表，大家好！我代表XX公司，感到非常荣幸能有机会与各位共同参与这次商务谈判会议。
首先，我要对各位在百忙之中抽出时间参加我们的谈判会表示由衷的感谢。
我要向各位介绍我们公司的背景情况。
我们是一家领先的高科技公司，专门从事研发、生产和销售电子产品。
我们的产品远销国内外市场，并且取得了良好的市场口碑。
我们非常注重产品创新和质量控制，秉承“以质量求生存，以信誉求发展”的经营理念，深受客户的信赖和好评。
我们今天与各位进行商务谈判的目的是探讨合作机会，共同开发新兴市场。
我们相信，在加强合作、互利共赢的基础上，我们能够共同开创美好的未来。
首先，我想与各位商讨的是市场合作的事宜。
我们的市场调研数据显示，贵公司在新兴市场的市场份额很高，具有强大的销售渠道和资源，这对我们的产品来说是非常宝贵的。
我们希望能够与贵公司建立长期稳定的合作关系，通过共享资源和技术优势，实现互利共赢。
其次，我们愿意提供给贵公司一系列的支持措施，包括产品定制、售后服务、物流配送等方面。
我们有专业的技术团队和售后服务团队，可以按照贵公司的需求进行产品定制，并提供全方位的售后支持。
我们还可以协助贵公司建立完善的物流配送网络，确保产品的及时到达。
最后，我想与各位商议的是价格问题。
我们希望能够以合理的价格提供产品给贵公司，同时也希望贵公司能够给予我们一定的价格优势，以促进我们的合作关系的发展。
通过这次商务谈判，我希望各位能够对我们公司有一个更深入的了解，并且认可我们的合作价值。
我们希望能够与各位达成合作协议，实现共同的商业目标。
最后，我要再次向各位表示诚挚的感谢。
我们期待未来与贵公司的合作，共同创造更加美好的明天。
谢谢大家！谢谢！。
商务谈判报告
商务谈判报告尊敬的各位领导和各位贵宾：大家好！今天，我很荣幸向各位汇报我们参与的一次商务谈判。
这次商务谈判是针对合作推出新产品进行的，包括合作伙伴的选择、产品的研发和市场推广等问题。
首先，我想跟大家介绍一下我们的谈判背景。
我们希望推出一款新的智能手机产品，并希望寻找合适的合作伙伴来共同研发和推广。
为了达成这个目标，我们与多家潜在合作伙伴进行了面对面的商务谈判。
谈判过程中，我们首先明确了合作伙伴的要求和条件。
我们希望找到一家技术实力雄厚、市场拓展能力强的合作伙伴，能够与我们共同研发创新、高质量的产品，并能够提供相应的市场推广和销售支持。
同时，我们也对合作伙伴的信誉度和商务合作历史进行了调查和评估，以确保合作的可靠性和长期性。
在谈判过程中，我们与各家合作伙伴进行了充分的沟通和交流。
我们分享了我们的产品计划和市场分析报告，并让合作伙伴了解了我们的合作愿景和利益。
同时，我们也倾听了合作伙伴的意见和建议，并在谈判中做出了一些必要的调整和改进。
最终，经过慎重考虑和综合评估，我们选择了一家拥有丰富经验和良好声誉的合作伙伴。
该合作伙伴在技术和市场方面都具备强大的实力，并且愿意与我们共同承担风险和责任。
我们相信，通过与该合作伙伴的合作，我们能够共同研发出一款符合市场需求、具有竞争力的新产品，并通过合作伙伴的渠道优势实现产品的广泛推广和销售。
谈判过程中，我们也遇到了一些困难和挑战。
在谈判中，双方的利益和诉求并不总是完全一致，这需要我们进行妥协和折衷。
另外，我们也需要处理好与其他合作伙伴的关系，以避免出现潜在的竞争和矛盾。
在面对这些困难和挑战时，我们采取了积极主动的态度，通过沟通和合作找到了解决问题的办法，并最终取得了满意的结果。
最后，我想强调的是，商务谈判是一项需要耐心和智慧的工作。
我们需要充分了解市场需求和合作伙伴的利益，同时也要坚持自己的原则和目标。
在谈判过程中，我们要保持诚信和信任，注重合作和共赢，以达到我们共同的目标。
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Analysis
Positions taken during Negotiation
• ler offered a overhigh price in the first place. • When he found out counter-party's resistance line is $500,000, he lower his request to $500,000 • ---a competitive stance. • Because ler knew that the counter party would not terminate this negotiation easily.
Analysis
• If ABC Insurance didn't reach an agreement with Mr. Miller • ---he would sue ABC Insurance to the court on behalf of Ms. Anderson. • According to the policy holder Mr. Sorensen • ---he would like to solve it out of the court.
Conclusion
Negotiators need to: • Set a clear target and resistance points • Understand and work to improve their BATNA • Start with good opening offer • Make appropriate concessions • Manage the commitment process
Ms.Anderson---$325,000
ABC Insurance---$500,000
Analysis
Fundamental stategies
Discovering the other party’s resistance point. ---Ms. Anderson's first attorney Mr. Miller found out the defendant didn’t accept anything over the half million limit of the insurance policy.
Strategy and Tactics of Distributive Bargaining
Catalogue
1
Case Analysis Conclusion
2
3
Case
Case
• • • •
Plaintiff: Ms. Anderson (a young woman) Lawyer: Mr. Miller Defendant: Sorensen Chevrolet Insurance company: ABC Insurance
Case
$1,633,000
$500,000 1968 won a judgement
$500,000 1973.12 overturn $400,000 $50,000 $350,000 1975.1 risk reverse $325,000 Change counsel $250,000 $300,000 1974.2 $200,000 $25,000
Analysis
• At first, ABC Insurance went to court and won a summary judgment. • Then, Mr. Miller appealed the court’s decision not to hear the case. • In December of 1973, the Court reversed the decision which turned the game around. Mr. Miller tried to influence the other party by appealing to the court and the court make decision against ABC Insurance.
Analysis
Distributive Negotiation
• A confict goal---Ms. Anderson wanted more compensation ---ABC company could only make a $500,000 faulty repair policy for the defendant.
Analysis • Starting poinC Insurance---$25,000
• Target point
Ms. Anderson---$500,000 ABC Insurance---$350,000
• Resistance point
Analysis
Analysis
Closing the Deal
• Finally, Ms. Anderson was becoming risk averse to the whole negotiation process • ---she changed her counsel and offered a $300,000 as her final offer. • ABC company accepted it.
Analysis
• Mr. Miller controlled the information sent to the other party ---he appealed to the court so that the summary judgement was overturned. ---he was replaced by another new attorney and he kept this information until ABC Insurance sued the Ms. Anderson into court.
Analysis
Tactical Tasks
• Ms.Anderson's attorney ler firstly assessed the other party's target, resistance point, and costs of terminating ---use direct assessment to know about other party's resistance point is $500,000, and their first price is $25,000.