商务谈判key to exercises U1 to U4 Microsoft Word 文档
商务谈判常用的英语口语对话
商务谈判常用的英语口语对话In business negotiations, effective communication is key to reaching a successful outcome. Using the right English expressions can help you express your ideas clearly and build a strong rapport with your counterpart. Below are some common English dialogues that are frequently used in business negotiations:1. Opening the negotiation:- Good morning, Mr. Smith. I'm glad we could meet today to discuss the terms of our partnership.- Hello, everyone. Thank you for taking the time to meet with us. Let's get started.2. Stating your objectives:- Our goal is to reach a mutually beneficial agreement that satisfies both parties.- We are looking for a long-term partnership that is based on trust and cooperation.3. Making an offer:- We are prepared to offer you a 10% discount on bulk orders.- In exchange for your commitment, we can provide you with exclusive access to our new product line.4. Negotiating terms:- Can we discuss the possibility of extending the payment deadline by an additional 30 days?- We are willing to compromise on the price if you can guarantee a minimum order quantity.5. Responding to offers:- Your proposal is very attractive. However, we would like to negotiate the delivery schedule.- We appreciate your offer and will consider it carefully before making a decision.6. Seeking clarification:- Could you provide more details on the warranty terms for this product?- I'm not clear on the pricing structure. Could you break it down for me?7. Closing the deal:- It seems like we have reached a consensus on the terms. Shall we draw up a contract?- I believe we have addressed all the issues. Let's finalize the agreement and move forward.Remember, effective communication in business negotiations requires active listening, clear expression, and a willingness to compromise. By using these common English dialogues, you can improve your negotiation skills and achieve successful outcomes in your business dealings.。
《商务谈判英语》电子教案 Unit4
Unit 4 The Content of Negotiation1
Inquiries can be made in either oral or written form. If the written form is adopted, whoever makes inquiries should consider carefully to which regions the inquiries are to be sent and how many suppliers or purchasers are to be approached in one and the same region. Having received the inquiry letter, the receiver should study it with caution and reply the inquiry letter as soon as possible, telling them whether you could sell or buy. If in oral form, the inquiries and replies will be very easy and simple, especially when the business relationships have been established between the buyers and the sellers
上一页 下一页 返回
Unit 4 The Content of Negotiation1
Offer and counter offer
Offers and counter offers are the middle two steps of business negotiation. According to The United Nations Convention on Contracts for the International Sale of Goods（CISG) ,an offer is a proposal for concluding a contract addressed to one or more specific persons if it is sufficiently definite and indicates the intention of the offer or to be bound in case of acceptance
商务谈判对话英文版
商务谈判对话英文版The meeting een Miss Lin from XXX Co。
Ltd and Miss Cai from James Brown & Sons began with a polite exchange of greetings。
Miss Cai introduced her colleagues。
including her manager。
sales department head。
and client XXX that they had come to discuss their XXX to see the price-list and XXX made price-list that covered the most popular items on their market.Miss Cai。
as you may already know。
our high-quality products have been well-received in many countries。
Therefore。
quality should be an XXX.I agree with your point。
but the price difference should not be too significant。
If you wish to secure the order。
you will need to lower the price。
Is that reasonable?Well。
in order to assist you in developing your business。
we may XXX on the price。
However。
we cannot lower it to such a large extent.If you are prepared to ce your prices by 8%。
商务谈判打印最终版
Ⅰ. T / F 10% UNIT 1-7T 1. Preparation for negotiations can never be too complete.T 2. Information can be treated as a kind of invisible asset with which negotiators can create more value.F 3. Interest refers to what one wants, while position means why one wants to have it.F 4. It is right for a seller to give an extremely high offer so that he can make more profits.T 5. The purpose of prioritizing one's goals is to know the order of trade-offs when it is time to compromise.F 6. The zone among one's ideal target, realistic target and minimum target is called zone of possible agreement.F 7. Win-Win concept simply means that each party gets an equal share out of the negotiation.F 8. To discuss a hard issue, it is better to put it at the top of the agenda.T 9. It is advantageous to hold a negotiation on one's own turf.F 10. After making a negotiation plan, the next step is to carry it out no matter under what condition.T 11. The size of the group depends on the type of negotiation.T 12. The team should focus on identifying experts.F 13. The leader should have the senior position in the country.T 14. The leader should choose the team member.F 15. The leader shares responsibility for the negotiation with all team member.F 16. Team members should be exclusively male or female.T 17. Team members must share a unified goal.F 18. The good cop makes the opposition uncomfortable.F 19. Hardiness should always disagree with the opposition.F 20. The sweeper should sit next to the leader.F 21. Maslow’s need theory can be achieved from higher to lower order.T 22.It’s Gerard I. Nierenberg who, based on Maslow’s need theory, pointed out the needs and satisfaction…..F 23. Sometimes individuals’ interests can be out of line with that of a company, and that of the state.T 24. Principled negotiation is regarded as a higher level of strategies and tactics which can be applied to any kind of negotiation.T 25. Although positional bargaining is widely used, agreement reached through this manner is inefficient, a waste of time, and unwise.F 26. If any party wants to realize its substantive interest, it has to trade off its relationahip interests.F 27. During a negotiation, if one party says much attention to the price of the goods, the payment terms, its interests falls into process category.F 28. Whenever any disputes arise, the person responsible for it first should be signed out, and then criticized by the two sides. T 29. Different interests can also help to reach an agreement to mutual benefits.T 30. To produce more alternatives, it ias better to seprate the process of inventing new choices from assessing them.F 31. Time is always a strength on the side of the seller.T 32. Never act as though you have to have something while bargaining.T 33. It is not okay to pretend to be an expert.F 34. Sellers tend to give better deals in shorter negotiations.F 35. Product endorsements usually lead to decreased sales.T 36. What if tactics are non-threatening because they are hypothetical.T 37. Asking for help may make you look weak and gullible.T 38. Negative hesitancy should only be used when the two parties are close to agreement.F 39. Laughing simply lightens the mood in a bargainning session.T 40. Flinching makes the other party feel uncomfortable.F 41. Closing negotiations are the last chance to reopen previously settled clauses.F 42. Closing negotiations are the chance to introduce new offers.T 43. Closing negotiations permit accepting open offers.F 44. There are no risks in speeding up closing negotiation.F 45. There are no risks in delaying closing negotiation.F 46. Closing negotiations are the signal that the seller can start production.F 47. If there is a miscalculation during closing negotiations, it does not matter because the other side will be ready to continue negotiations.F 48. No concessions should be made during closing negotiations.F 49. Never ask whether closing the contract is possible now.T 50. Intuition is an essential quality needed during closing negotiations.F 51. Price negotiations will be successful if they always satisfy short-term profit objectives of both parties.F. 52. Price negotiations will always take place under conditions where both parties are of equal negotiating strength.T 53. Price negotiations can hide other objectives.F 54. Price negotiation strategies are only about pricing.T 55.Price negotiation team leaders must be prepared to allow the other side to make mistakes which are obviously not in their self-interest.F 56. Price negotiations should never consider gut feel.T 57. Price negotiation teams do not need strategic direction from senior management.F 58. Price negotiation teams pursuing the achievement of long-term objectives are in a stronger position than team pursuing short-term objectives.F 59. Price negotiations are an end to themselves and not a means to an end.T 60. Price negotiations should always be precise about the prices of goods, services or any other undertaking to be exchanged. T 61. Negotiations on joint ventures should always lead to a formal agreement.T 62. Negotiations on joint ventures can take many forms.T 63. Negotiations on joint ventures are all about partnerships.T 64. Negotiations on joint ventures should cover forms of capital contribution.T 65. Negotiations on joint ventures are always about dividing profits from operations.F 66. Negotiations on joint ventures require a tough uncompromising approach.T 67. Negotiations on joint ventures need to consider personnel policies.F 68. Negotiations on joint ventures are about going concern operations and need no exit strategy agreements.F 69. Negotiations on joint ventures are all about transfer of foreign investment capital in the form of foreign cash.T 70. Negotiations on joint ventures need to be specific on details.Ⅱ. Choices 10% 5题上课常提到的1. Negotiations are about two people, each of whom possesses something that the other wants, meeting to discuss an exchange so that both get what they want.2. A strategy is an overall policy designed to achieve a number of specific objectives,while tactics refer to detailed methods used to carry out a strategy.3. Size of the negotiation team : Smaller is better, suggested membership: about 5 ,Two Heads are better than One . small team : good cop/ bad coplarge team : Leader, good guy, bad guy, hardliner, sweeper4.Need Theory : five needsA need theory was put forward by Maslow in the 1950s.Based on it, Gerard I. Nierenberg then pointed out needs and satisfaction of the opponent’s needs serve as the basis of a negotiation.types of need theory：Distributive Negotiation (win-lose negotiation)Integrated Negotiation (win-win negotiation)5. Levels of Interests : Personal，Organizational，NationalThe interests of the individual, the organization and the state are in convergence.利益趋于一致6. 出价方式：target point: the point at which a negotiator would like to conclude negotiationsresistance point: the point beyond which a negotiator will not go and would rather break off negotiations. asking price:未超过resistance price: the initial price by the negotiator7. For a seller, resistance point is the smallest amount he/she will settle for. P63For a buyer, resistance point is the most he/she will payThe resistance point should be kept secret to the other party.8. Types of interests(1) Substantive interests: related to the interest with money(2) Process interests: related to the way a dispute is settled.(3) Relationship interests: One or both parties value their relationship with each other and donot want to take actions that will damage it.★9. The higher levels of negotiation strategies and tactics---Principled Negotiations P71 These ideas lay emphasis on four components: Focus on interestNot positionsSeparate the people from the problemMutual gains and using objective criteria ★10. Strategies : Offensive Tactics (Be used to take the initiative)Defensive Tactics（To observe and wait）Concession （Slight change in position）UNIT411. Three Critical Elements in Negotiation:Information (The one with the most information about the wants, needs, and desires of the other will have the advantage)Time (Never reveal a deadline)Power (A person always has power and willingness to use them will affect the outcome of the deal)12. Power of Demand : Never show something must be had;Never negotiate without options/alternatives;Be able to walk away ( For buyer)Power of Authority：Authority in the statement of experts;Authority in written documentsPower of Investment：Ratio between the size of an investment an the willingness to compromise( Time is a good investment, but no deal, it’s a waste) Power of Reward/Punishment ：Reward/Punishment from a deal allow the other party greatpower ( both are efficient)Power of Association：More identity, stronger bargaining position ( important people)13. Two styles of negotiation tactics : UNIT4Offensive –take the initiative in trying to redirect the discussion in one’s favorDefensive– take to defense in an adversary situationOffensive Tactics: what-if scenarios / the throw-in/help me / I don’t know / use leadingquestions/ issue a veiled threat / divide and conquer / ultimate Defensive Tactics : become emotional (the best way is to remain calm)/remain silent(the best way is to go get a drink of water)/laugh(the best way is to keep calm, it makes further concessions more difficult to achieve)/walk out(if the seller will not accept the final price, walk out in the free market)/learn to flinch(body language, a visible reaction)Concessions: make tiny concession/ always get something in return/ look for elegant ones/ agonize where appropriate/ use your settlement range as maneuvering room/make the concession and move on14. Factors which affect negotiations to close a contract. unit5Factors to recognize when the negotiations have reached the closing stages.Some tactics by which closing can take place15.Verbal indications that closing is possible can take the form of :We seem to have reached an agreement…./ That seems to be that, then…We are satisfied, how about you? / Is there anything else that needs to be discussed?Sometimes non-verbal indications will mislead the other party.16. Tactics used in closing the deal for seller:Deadline strategy / Favorable terms attraction / Action strategy / Asking for detail strategy17 The key to closing is to ask, ask again and ask again.The last decision in any deal rests with a person and that person is as susceptible to pressures as any other. If no closing seems to be on hand, then it is advisable to keep on asking until a decision is made one way or the other.18. Closing negotiations is the last chance to make agreement and make changes.Once closed, the contract is in force and obligations accrue. unit519. Factors to be considered when negotiation( Factors which affect negotiations) unit6The political state/ The legal system/ Business convention/ Social customs/ Financial state/ Infrastructure and logistics system/ Climate factor/ Religious belief20. Which is the most important factor? Price consideration★price 是谈判中最重要的，position 比interest more importantPricing: Is the factor which establishes most of the company’s revenueMaybe establish product imageDetermines whether or not agreement is reaches on a saleDetermines possible future relationship & future sales with the buyerThe price of the seller’s willing to sell would normally not be below the costs of manufacturing the goods.Price range cane be narrowed or broadened depending on whether or not ancillary costs are included.( such as delivery of the goods)21. Sequence for Opening Negotiations: unit6 P117Two kinds of approaches:General enquiry (catalogues, price lists, quotations, and availability of goods)Specific enquiry (unit price ,payment terms, shipment time ,and insurance terms) 22. Tender call (the large project)招标have a deadline, all bids must be delivered at a precise place and time.Tender bid投标is an extensive description of what the supplier will sell(How the supplier will execute the contract, what qualification the supplier has to complete, the contract and a price)★23.Higher degree of trust is required in joint venture. 考trustworthy24.joint venture business including:Technology transfer、Technology licensing、Distribution and value added sales25.formsofjoint venture（Forms of Investment Cooperation）合资企业4个形式：1)Representative Office(办事处):优点provide a permanent base,缺点most employees from China2)Equity Joint Ventures: (股份式合资企业）：Capital Contributions资本投入(优点是many forms of investment, 如cash，technology)Management and operations（优点管理者由双方同意聘请，酒店管理方式属于此类）3)Cooperative Joint Ventures (协作式合营企业，no legal person,缺点it’s difficult to make the last decision)4)Alternative investment structures (另类投资，如工作多年，公司给你股权，优点tax free）26. Sequence for opening negotiations:1)Consideration for decision2)Examination for feasibility ：In-house research（内部研究5个）Possible locationsGovernment regulationsGovernment incentives & tax regulationsLabor conditionsAvailability of partners and foreign capitalvisiting foreign location3)Senior managers decision (在谈判中有主导权)27.strategies for attracting foreign investment:investment incentives UNIT728. What to Be Negotiated / major issues of foreign investment proposal/ remove possible obstacle:1)Share capital;2)Management of the company;3)Personnel strategies(Nationalities of employment.Personnel policies: salaries, benefits, promotion, training an employee rights.(Personnel costs should be identified and included in the negotiations.);4)Exit strategies.29.Production is the key to survival, technology is the key to production.Ⅲ. Discussion 50% 5题unit1-61. Indicate how you would prepare before a negotiation if you want to import some machines for your company from the United States. UNIT 1 P35(1) Information on Related Environmental Factors. For example, exchange rate.(2) Knowing the opponent. Such as features of its product, price levels and preferred payment terms.(3 ) Knowing competitors. For example, sales force.(4) Knowing oneself. Such as quality, production capacity and sales states.2 . List five kinds of negotiation strategies and state the features. UNIT 1 P35Avoidance, Competition, Accommodation, Compromise, and Collaboration•Avoidance is non-negotiation.•Competition is also known as distributive or win-lose strategy.•Accommodation is “I lose, you win” policy.•Compromise is a combination of competition and accommodation, two distributive strategies.•Collaboration is also called integrative, or win-win strategy.3.List the Negotiating team member. UNIT2 P551) Team leader 主谈人-with the most expertise& experience2) Good guy 红脸-sympathize with the other party3) Bad guy 白脸-make the negotiation difficult for the other party4) Hardliner 顽固派-use stall tactics to delay progress5) Sweeper 总结陈词者-tie together viewpoints into a logical wholeseating location: Bad guy Good guy Leader Hardliner Sweeper4.What are the higher levels of negotiation strategies and tactics ? UNIT3 P74Principled negotiations represent a higher level of negotiation strategy and tactics.These ideas lay emphasis on four components: Focus on interestNot positionsSeparate the people from the problemMutual gains and using objective criteria5.What are the theories of negotiation? UNIT3 P74A need theory was put forward by Maslow in the 1950s.Based on it, Gerard I. Nierenberg then pointed out needs and satisfaction of the opponent’s needs serve as the basis of a negotiation.6.Give one example to show what is position and interest. UNIT3 P74Position : A company will buy a set of production line from another company.Interest : A company wants to increase productivity is the interest of the company.7.Wha are the signs to indicate that closing is not yet possible? UNIT5 P106verbal indications non-verbal indications8.Identify the factors which establish the pricing of a product that a company might sell. costs of production, terms of delivery, market prices, profit considerations.（delivery terms, non-performance cost, inspections, warranties etc.）9.Discuss under what considerations a company might be prepared to reduce its price or the buyer accept higher prices.competitiveness, market penetration, and a desire to complete a successful negotiation.Buyer’s Accept ance of a Higher Price ：Sole supplier of specified goodsSpecified qualityPrevious supplier with recognition10.Identify the means to persuade a foreign company to accept the prices at which your company is prepared to negotiate a contract.quality of product / favorable financing terms / favorable terms of deliverypromise of future contracts / warranty inspection / long-term relationship.Ⅳ. Case study 30% 3小题1-7UNIT 1 Sino- Japanese negotiations P351.What factor played an important role in concluding the deal at the figure given by the Chinese side ?Preparation played an important role in concluding the deal at the figure given by the Chinese side.Before the negotiation, the Chinese side devoted much energy to preparation including doing market research, gathering information. During the negotiation, they still kept a close look at the changing market, therefore they had a card up their sleeve from the beginning to the end of the negotiations that laid a foundation for further discussions, during which, a series of tactics were wisely used.2.What tactics did the Japanese side use in the first round of negotiation?The Japanese side used a tactic of ballondessai 试探by making an offer at 10 million Japanese yen.Their purposes are two fold: if the Chinese side did not know the international market, they can take it as a basis,a starting point for their bargaining, then they can surely make large profits. If the Chinese side won't accept it,they can justify themselves.3. Why did the Japanese side turn to introduction of their products?By talking about performance, and high quality of their products, they wanted to justify their first offer in a round about way.4. What tactics did the Chinese side use in responding to their introduction of the product ? Ask while knowing the answer.They meant to show that the Chinese side know quite clearly about the market, that the Japanese are not the only supplier, and that the Chinese side has the right to make a choice.5. How do you look at the result of the negotiation to both parties?To both parties the result of the negotiation is a win-win negotiation. The success of this negotiation reflects both cooperation and competition between the two sides.The Chinese side reached the goal of importing quality equipment with limited foreign exchange only after two rounds of talks. The Japanese side apparently sold goods at a price lower than the price of sales sold to other countries. But their profits were not reduced because of the short transportation distance, and their costs of transportation and risks were reduced.They adjusted their objective in good time, and chose to conclude the deal rather than leave this opportunity to rivals.UNIT 3 Driving a bargain1.Why did both the German and the Chinese sides emphasize their own advantages? Because each of them adopted the tactic of forestalling their opponent by a show of strength.The German side wanted to use its experience to influence the Chinese side psychologically, hoping that the Chinese side would defer to them. The Chinese side pushed the advantages of a host country in order to gain an equal position from which to negotiate with the opponent.2.Why did the Chinese side oppose the name of the joint venture given by the German side?Because the name firstly suggested denied the equal entity position of the two parties, instead Chike became a subsidiary of Baier.3. On the whole, in what spirit or with what principle did the negotiations come to a successful agreement to mutual benefits?The principles used are seeking common points while reserving differences and friendly negotiations.4.What are the experiences reflected through the negotiations?First, the two parties prepared well, reflected by their understanding of a feasibility study, and by forming a capable negotiation team. During the opening stages, they dealt well with the degree of competition and cooperation, conducting the negotiations on an equal footing. During the bargaining stages, both parties competed and compromised, finding satisfactory solutions whenever they came across issues related with each other's interests. Finally at the closing stage, they did well in drafting the contract, preventing further disputes from arising.UNIT4 A last minute decision P92If the negotiator arrives to make one final offer when your flight us due to board, what would you do?If the deal sounds interesting you should suggest that you continue to negotiate. Do not give into his threat or ultimatum. His tactic is designed to make you panic and not think carefully about your decision. If he refuses to give you more time to examine the details of the offer you should get on the plane and leave. He would not present the offer in such a way unless it gave him a big benefit to do so.UNIT4 Is that your best offer P93A great way to practice our negotiation skills is to simply get in the habit of asking salespeople, “Is That Your Best Offer?”We would be amazed how many times they will lower their price or throw in an extra benefit in response to this simple question.UNIT 5 Air Canada P1071. Should this have been under negotiation in the closing stages of reaching an agreement?The key phrase in the case study which informs the students that the negotiations were in the closing stages presented is: “to walk away if unions did not agree to more concessions”.2. What should Air Canada have done?The requirement that the unions make more concessions suggests that unions have to agree to take some action, but the unions are not part of the negotiations. Any concessions that the unions have to make are a matter for negotiation between the unions and Air Canada. Labor Unions in most western countries including Canada, have contractual agreements with companies under which they will provide labor. There is no obligation on the part of the Unions to change those signed agreements, although faced with possible liquidation of the company, the unions might have been more accommodating. It is possible, but the case does not show that the unions had already made concessions but were not prepared to go any further. Given this situation, there was little Air Canada could do at this point.3. What are the strengths and weaknesses of the negotiating parties ?Air Canada's negotiating position was weak because failure of these talks meant either the company would have to close, or the company would have to find another investor. A new investor might offer to invest in the company under conditions less favourable than Trinity Time. Again, students should be encouraged to search the internet to find out what happened. Air Canada did find a new investor.Air Canada's position was further weakened because they were faced with negotiations on two sides. On the one side, they wanted the investment from Trinity Time, but the conditions Trinity Time require meant that Air Canada also had to get agreement from its labor unions, and the labor unions were not agreeable to further concessions.Trinity Time's position was strong. Their only weakness was that they might, in the end, not be able to invest.The case, as shown, does not give details of the investment proposal, so we do not know whether or not Trinity Time had more lucrative investment opportunities open.UNIT6 Unreasonable discount P133 或考其他形式The foreign buyer asks you for an unreasonable discount, what should you response?1.do calculation once more and let them know the real value.2.keep silent3.give them the real market price。
商务英语谈判unit 9 Terms of Payment 2
5. The bank has just advised us that our Draft No.2 was declined (rejected, refused). 银行已通知我方我方第2号汇票遭到拒付。
2. We’d like you to accept D/P for this transaction and future ones. 对于此笔交易和今后的交易，我们希望你方能接受付款交单支付 方式。
Unit 9 Terms of Payment (2)
3. Your proposal for payment by time draft for Order No.1 is acceptable to us. 1号订单采用远期汇票付款的建议我方是可以接受的。
Unit 9 Terms of Payment (2)
6. Under the installment plan, 20% of the contract value is to be paid with orders. 按分期付款支付，通常于订货时支付合同总价的20%
10.We have opened an L/C in your favor through the Bank of China for an amount of ￡17,000 to cover the full CIF value of our order No 754.
国际商务谈判课后答案
Key to Exercises from Chapter 1 to chapter 15Introduction to NegotiationsCase one: The price of the rugNegotiation is the means by which people deal with their differences. Whether those differences involve the purchase of a rug, a contract dispute, the terms of a sale, or a peace accord between warring nations, resolutions are typically sought through negotiations. To negotiate is to seek mutual agreement through dialogue. Since almost everything is negotiable, there are so many negotiations taking place anywhere and anytime. Although you may not be involved in high-level international negotiations, most of you will have to negotiate with colleagues, bosses, customers, and suppliers at some stage in your career. In the above case, the couple negotiate with the seller about the price of the rug. Negotiating effectively promises some of the biggest prizes of all communication skills. The wife wants the particular rug no matter what the price is. In such a situation, the husband becomes totally subverted（坏事的）since he wants to lower the price. The same scenario can occur frequently in our life. To avoid this, every couple should have a frank discussion about their differences prior to entering into negotiations. At a minimum, it will give you a positive feeling about the process. Most important, you can reduce or eliminate the surprise that may emerge as you negotiate.Case two: H uman resource managerWe can understand that negotiation is a means by which people involved solve their differing aims and objectives in a nonviolent and humanly acceptable manner. In this case, the boss has authority, but he did not force Li Tian to stay on the job. The boss manipulated the situation in a soft way: instead of demonstrating his authority by denying his request—an authoritarian approach that he knew would alienate Li Tian—he set up a situation that would give him the desired results without dictating the outcome. The boss was creative in the approach. They struck a deal which was acceptable to both sides: If Li Tian could find a replacement to do his job, the boss would make the switch. At last the boss' strategy worked.Chapter 1 Preparation for Negotiation ExercisesI. Identify the following statements as TRUE or FALSE.1.T2. T3. F4. F5. T2.6. F7. F8. F9. T 10. F.II. Discussion1. Students should identify:(1). Information on Related Environmental Factors(2) Knowing the Opponent(3 ) Knowing competitors(4) Knowing oneself2.For example (students will find their own examples, but should identify:A toy, cost 50 yuanideal target 90 yuanbottom line: 60 yuanacceptable price between 60 yuan to 90 yuan3.Students should identify:•Avoidance, Competition, Accommodation , Compromise, and Collaboration •Avoidance is non-negotiation.•Competition is also known as distributive or win-lose strategy.•Accommodation is “I lose you win” policy.•Compromise is a combination of competition and accommodation, two distributive strategies.•Collaboration is also called integrative, or win-win strategy.•III. Role PlayWithin this case, the position of Chinese side is producing 3 types of furniture, its underlying interest is to keep the cost down. While the American company's position is 5 types, its interest is to make more profits. This problem can be solved from the interest angle so that win-win results can be achieved. Conversely, if it is solved from the positional angle, one party has to make concessions, so that the result is only in one party's favor.They can make a plan stating that the per unit price of furniture remains unchanged, the increased cost of making the extra 2 models of furniture can be spread on to the new products, shown through its higher prices, and finally pass onto the final consumers. Since Chinese furniture enjoysa ready market there, the American company can make more profits by selling more goods, andthe Chinese side's interest is also protected, thus achieving a win-win result.IV. Case studies:Case one: Sino- Japanese negotiations1.What factor played an important role in concluding the deal at the figure given by theChinese side ?2.Preparation played an important role in concluding the deal at the figure given by the Chinese side.Before the negotiation, the Chinese side devoted much energy to preparation including doing market research, gathering information. During the negotiation, they still kept a close look at the changing market, therefore they had a card up their sleeve from the beginning to the end of the negotiations that laid a foundation for further discussions, during which, a series of tactics were wisely used.1.What tactics did the Japanese side use in the first round of negotiation?2.The Japanese side used a tactic of ballon d'essai by making an offer at 10 million Japanese yen.Their purposes are two fold: if the Chinese side did not know the international market, they can take it as a basis, a starting point for their bargaining, then they can surely make large profits. If the Chinese side won't accept it, they can justify themselves.3. Why did the Japanese side turn to introduction of their products?By talking about performance, and high quality of their products, they wanted to justify their first offer in a round about way.4. What tactics did the Chinese side use in responding to their introduction of the product ?Ask while knowing the answer.They meant to show that the Chinese side know quite clearly about the market, that the Japanese are not the only supplier, and that the Chinese side has the right to make a choice.5. How do you look at the result of the negotiation to both parties?To both parties the result of the negotiation is a win-win negotiation. The success of this negotiation reflects both cooperation and competition between the two sides. The Chinese side reached the goal of importing quality equipment with limited foreign exchange only after two rounds of talks. The Japanese side apparently sold goods at a price lower than the price of sales sold to other countries. But their profits were not reduced because of the short transportationdistance, and their costs of transportation and risks were reduced. They adjusted their objective in good time, and chose to conclude the deal rather than leave this opportunity to rivals.Case two: Negotiating a better package when you start workYou need to do your research before entering the negotiation so that you're supported by accurate, current information. This means familiarizing yourself with the company itself, as well as the range of salary and benefit options that are being offered. You may be able to tinker with the combination of benefits, if not the salary itself. Don't assume you'll be offered more than your former salary, especially if you're competing with someone who is equally qualified but willing to work for less. If the salary offered is less than you had hoped for, you can discuss the benefits package and make provision for an early salary review.Case three: preparing a negotiation briefTo make a negotiation brief, you can do as follows:The negotiating objective: You should define the negotiating objective in terms of the major issues to be discussed.Acceptable terms: You should state the minimum acceptable level for each of the major items. Since you are the seller, your brief may state the minimum acceptable level about the following major issues:●Price: It is usually the key point because it directly concerns the economic benefits on both sides. The brief should state maximum reduction in profit.●Terms of payment: The buyer’s terms of payment can be accepted subject to commercial overheads（管理费用，经常费用）remaining unchanged.●Delivery: Shorter delivery can be accepted on the condition that risk contingency is secured.Time period: You'd better state the time period in which the negotiation should be conducted. The negotiating team should be given as much time as possible to complete the negotiations in order to avoid undue time pressure. In some circumstances, time limits can be imposed.Negotiators: You should identify the team leader and other members of the negotiating team, such as the names and job titles of the team members.Communicating system: You should set up the lines of communication and the reporting system. It should state who is responsible for reporting to management and how.The following is a negotiation brief in Chinese for your reference:关于引进福特汽车公司矿用汽车的谈判方案2000年前我公司曾经使用福特汽车公司的矿用汽车，经试用性能良好，为适应我矿山技术改造的需要，打算通过谈判再次引进福特汽车公司矿用汽车及有关部件的生产技术。
商务英语谈判unit 15 Agency[精]
![商务英语谈判unit 15 Agency[精]](https://img.taocdn.com/s3/m/d79d192afe4733687e21aaed.png)
Unit 11 Agency
II. Words and Expressions
commit:
承诺
step up:
(逐渐)增加
confirmation:
确认
on-carrier:
亦称second carrier, 二程船
multi-model combined transport: 多式联运
Unit 11 Agency
IV. Keys to Exercises
1. Translate the following sentences into Chinese
1. We'd like to sign a sole agency agreement with you on your garments for a period of three years. 我们想和你方签订一项为期三年的服装独家代理协议。
Unit 11 Agency
5. If you wish to work for other firms as well, you must obtain our permission first.
6. Your application for sole agency is now under our careful consideration. If possible, we should like to know about your plan to push the sale of our products.
5. According to our records, the total amount of your orders last two years was moderate, which does not warrant an agency appointment. 然而根据我们的记录,你们前两年的订货量不大,就证明你方不 足以成为我方的代理。
商务英语谈判 全套课件
Unit 1 Negotiation Preparations
2. We forecast that the market for this kind of product will decline rapidly in the next several years.
3. To conclude, even though our target audience is clearly defined, introducing a new product is always a gamble.
Unit 2 Establishing Business Relations
II.Words and Expressions
distinguished: drink/propose a toast to … : set foot: cherish: enhance: integrity: equality: benefit:
Unit 1 Negotiation Preparations
10. The firm under inquiry enjoys a high reputation in the business circles for their punctuality in meeting obligations.
2. 大家都知道，五年来我们的市场发生了一些重要变化。 Everyone knows that there've been some major changes in our market the last five years.
Chapter1BusinessNegotiation商务谈判
Chapter 1 Business Negotiation
1.Some Basic Concepts of Negotiation
(1)The Concept of Negotiation A negotiation is a process of communication between parties
• 2.The Forms of Business Negotiation
Chapter 1 Business Negotiation
3.The Overall Framework of International Business Negotiation
Background Atmosphere Factors
1)the best target; 2)the intermediate target; 3)the acceptable target.
Chapter 1 Business Negotiation
• 5.Basic Rules of International Business Negotiation
• 1.Some Basic Conceots of Negotiation • 2.The Forms of Business Negotiation • 3.The Overall Framework of International Business
Negotiation • 4.Features of International Business Negotiation • 5.Basic Rules of International Business Negotiation • 6.The General Producer of International Negotiation • munication Skills for Negotiations • 8.Types of Negotiation Styles • 9.The Business Contract
商务谈判Case2
Case 4Selling in JapanMr. James Taylor was very active in sports while attending secondary school and college. In tennis, golf, baseball, and swimming he proved to be competitive and excellent. This was due largely to his recognition of the fact that practice was the key to excellence.It was practice and his choice of study –-engineering--that led to his business success. However, practice always involved one other person besides the player, and Jim wondered if he could save the manpower necessary for the “one other person.” How could that “extra” person be eliminated while allowing the golfer, tennis player, pitcher, or baseball player still to receive practice?His first successful solution to that problem was a device for the golfer who purchased a “bucket of balls” to practice his or her swing. Taylor perfected the “Automatic T Setter”. All the golfer had to do was pour a bucket of balls into a receptacle and step on a lever. A single ball rolled out, which was positioned on a tee or flat surface. Eliminated were the tasks of bending over, selecting a ball, positioning it, and straightening up..“ Stop and Sock” courses immediately purchased the item. From here Jim Taylor went on to automatic pitchers: units that automatically sent “grounders” to baseball infielders and another that propelled high flies to outfielders. Still another, “ the Tennis Pro” automatically dispensed every possible tennis shot (including serves) to the person who wanted to improve his or her tennis game. All of these “Automatic Players” were carefully programmed by Taylor so that they would release balls on a variety of trajectories and at a number of speeds. Choices could also be made by users from “Starter” to “ Professional” levels of dif ficulty.Taylor Sporting Machines not only manufactured these devices for professional teams, country clubs and college athletic departments, they also produced a highly lucrative line for youngsters’ backyard and beginners’ use.In 1985 Bob Bradbury, Mr. Taylor’s business consultant, suggested that it was high time that Taylor Sporting Machines went overseas. “The Japanese are sure buyers,” said Bradbury.” They love sports, are highly competitive, and appreciate good equipment. Although there are some similar units over there now, none works with professional accuracy, nor do they have the quality of your items.”Bradbury secured the cooperation of Hiro Takayaki, an American-born Japanese auto parts businessman. Mr. Takayaki arranged several excellent contacts in Japan through his representatives and friends.Letters were exchanged at length between Mr. Takayaki and several prospects. He also called on them on his own trips to Japan in an effort to laythe groundwork for Taylor.After several months, sample sports equipment was shipped to Japan, and James Taylor’s son, Mark, followed with a blank order book he hoped to fill in two weeks’ time.Actually, Mark spent three weeks there and returned with two orders, both so small that the profit margin mad e didn’t pay the shipping expense for the equipment, much less Mark’s travel expenses.“I don’t understand this,” said Mr. Takayaki to both the Taylors and Bob Bradbury after Mark’s return. “Tell me what happened. Did the equipment not satisfy requirements? Was the cost too high? Were the delivery schedules unsatisfactory?”“Not one of those,” said Mark heatedly. “I just couldn’t get them to sign on the dotted line! For three days Mr Schimizu of Japan Sport Equipment showed me flower gardens in and around Tokyo. I really began to wonder why he was in business if he liked flowers so much. Then we had several dinners with his staff, but no one talked equipment. Finally, on the fifth day, a few came to Tokyo University where I had the equipment set up, but they were the shop people, I think, not the decision makers. And each time we met they gave me a calculator, a tiny radio, a dozen golf balls… but no order.“ Well, I went through the same run-around with four other sporting goods firms or sporting goods representatives in the next two weeks. I saw enough gardens, museums. art galleries and shrines in Kyoto, Kobe, and Tokyo to hold me the rest of my life. And as for gifts, I brought home a suitcase full of calculators, radios, and miscellaneous gadg ets.”“ What did you give your hosts in return?” said Mr. Takayaki.“Nothing!”Mark Taylor almost shouted. “ I wanted order, not gifts. I could give them terrific products at great prices, but they were more interested in showing me bonsai trees!”“What do we do now, Me. Takayaki?” asked Bob Bradbury.“ I’m afraid Taylor Sporting Machines has lost the ballgame,” was the reply. “Mark was simply too impatient, and millions of dollars in orders were not secured. Of that I’m certain.”Questions for Discussion1.What are the differences between the American business style and theJapanese business style?2.What errors in cultural communication and awareness do you see that Markhas made?3.What do you think could be done to straighten out the situation with theJapanese firms involved?。
商务谈判英语作文
商务谈判英语作文In the realm of international trade, the ability to negotiate effectively in English is a crucial skill. Negotiations are not just about reaching an agreement; they are about building relationships, understanding cultural nuances, and creating win-win situations. Here's a look at the key elements of a successful business negotiation in English.Preparation is KeyBefore entering any negotiation, it's vital to prepare thoroughly. This includes understanding the other party's needs, researching their company, and setting your own objectives. Use phrases like:- "We've done our homework on your company and are excited about the potential collaboration."- "Our aim is to find a mutually beneficial agreement that aligns with both our companies' goals."Setting the ToneThe tone you set at the beginning of a negotiation can influence its outcome. Be polite, professional, and open to dialogue. Use language that conveys respect and willingness to listen, such as:- "We value your perspective and are eager to hear yourthoughts on this matter."- "We are open to creative solutions that can benefit both parties."Active ListeningListening is as important as speaking in a negotiation. Show that you are attentive by nodding, maintaining eye contact, and using affirmative responses like:- "I see."- "That's an interesting point."Effective CommunicationClear and concise communication is essential. Avoid jargon and be direct with your intentions. Use phrases that are easy to understand and leave no room for misinterpretation, such as:- "Our bottom line is that we need a 10% reduction in the initial quote."- "We are looking for a long-term partnership, not just aone-off deal."Managing ConflictConflicts are inevitable in negotiations. The way you manage them can make or break the deal. Use diplomatic language to address disagreements:- "We understand your position, but we have some concernsthat we'd like to discuss."- "Let's take a moment to consider the points of contention and find a middle ground."Closing the DealWhen you're close to an agreement, it's time to close the deal. Be confident but not overbearing. Use assertive language that shows your readiness to finalize the negotiation:- "Based on our discussions, we are ready to move forward with the terms we've agreed upon."- "We believe this is a fair and equitable agreement for both parties, and we're excited to start this partnership."Follow-upAfter the negotiation, follow up promptly to confirm the details and express your gratitude. A good follow-up might include:- "Thank you for your time today. We will send over a summary of our agreement for your review."- "We look forward to a successful collaboration and are committed to making this partnership a priority."In conclusion, mastering business negotiation in English involves a combination of preparation, clear communication, active listening, conflict resolution, and effective closingtechniques. By employing these strategies, you can navigate the complex landscape of international business negotiations with confidence and success.。
商务谈判英语对话范文
商务谈判英语对话范文Alice: Good morning, Mr. Smith. Thank you for coming toour meeting today.Mr. Smith: Good morning, Alice. It's a pleasure to be here. I'm looking forward to discussing our potential partnership.Alice: Likewise, Mr. Smith. Let's get started. Our company has been impressed with the quality of your products and we believe there is a great opportunity for collaboration.Mr. Smith: I appreciate your kind words. We are always looking to expand our market reach and your company's reputation aligns well with our brand.Alice: That's great to hear. We have prepared a proposal for a joint venture. Could you please take a look at it andlet us know your initial thoughts?Mr. Smith: Of course. [Pauses to review the proposal]This looks promising. However, I have some concerns about the profit-sharing model. Could we discuss this in more detail?Alice: Absolutely. We are open to negotiation on that point. Our initial proposal was to split the profits 50/50,but we understand that the final agreement should be mutually beneficial.Mr. Smith: I'm glad to hear that. We would prefer a 60/40 split in our favor, given the investment we would be makingin this venture.Alice: I see. Let's consider that. In return, we could offer additional marketing support to ensure the success ofthe joint venture.Mr. Smith: That sounds like a fair trade-off. We couldalso provide training for your staff to ensure they are fully equipped to handle our products.Alice: Excellent. I think we're making good progress here. Shall we discuss the timeline for the implementation of this joint venture?Mr. Smith: Yes, let's. We would like to see this venture up and running within the next six months.Alice: That's quite aggressive, but I believe it's achievable. We'll need to coordinate closely to ensure all aspects are covered.Mr. Smith: Agreed. I propose we set up a task force from both our teams to work on the detailed execution plan.Alice: That's a great idea. We'll set up the task force and schedule the first meeting for next week.Mr. Smith: Excellent. I'm looking forward to a successfulpartnership, Alice.Alice: So are we, Mr. Smith. Thank you for your time today. We'll be in touch with the details of the next meeting.Mr. Smith: Thank you, Alice. Have a great day.Alice: You too, Mr. Smith. Goodbye.Mr. Smith: Goodbye.。
The Keys to Successful Business Negotiation-商务英语
中国某某某某学校学生毕业设计(论文)题目： The Keys to SuccessfulBusiness Negotiation姓名： 00000000班级、学号： 0000000000系 (部) ：经济管理系专业：商务英语指导教师： 000000000开题时间： 2009-4-10完成时间： 2009-10-292009年10 月29日目录课题The Keys to Successful Business Negotiation 一、课题(论文)提纲二、内容摘要三、参考文献The Keys to Successful Business Negotiation0000000Abstract:This paper mainly discusses of how to win in the business negotiation which elaborated on four areas. These four areas are preparation for business negotiation,using body language in negotiations,seven great tactics in negotiation, avoiding common negotiating mistakes.Keywords:business negotiation; skills; preparation; body language;tactics; avoiding mistake0. Introduction:Nowadays, to handle skills of business negotiation well is becoming more and more important with the emergency of economicglobalization and China’s entry into WTO. Winning negotiationnot only means make profit for the company you work for, but also you can obtaina feeling success.1. Preparation for business negotiationConsider these ten tips for preparing for negotiation and improve your odds for a win-win resolution.1.1 Know what you really want.Many people enter negotiation only to find they did not have a clear desired outcome defined in their own mind. Write down your desired outcome as concisely as possible and usethis outcome as the center point of your preparation.1.2 Know your opposition.Learn as much as possible about who you are negotiating with, what they want, their strengths and weaknesses, and their likes and dislikes.1.3 Consider the impact of timing and method of negotiation.Whenever possible, negotiate face to face. It is easier to say NO over the telephone and in writing. Initiate the negotiation process so that you have the advantage of preparation and timing.1.4 Prepare your presentation... point by point.Outline your presentation carefully. Place emphasis on benefits to the other party.1.5 Anticipate reactions, objections and responses.If possible, brainstorm with others who have had similar negotiations to get a jump on what to expect.1.6 Structure your presentation to ensure agreement on one or two points at the beginning of the negotiation.For example, "I think we can agree right away that we havea problem and that we both/all want to resolve it."1.7 Determine paybacks and consequences for each partyin the negotiation.A clear understanding of paybacks and consequences makes it easier to determine when and how to make concessions and when and how to stick to your requirements and requests.1.8 Prepare options rather than ultimatums.An ultimatum should be used only as a last resort when you are sure you can back it up and the other party knows you can back it up. Even then, in virtually every negotiation there are options and alternatives that reduce defensiveness and lead to positive resolution for all parties.1.9 Get comfortable with silence.Many negotiators feel compelled to jump in with arguments and comments each time there is a pause in the interaction. Practice holding back on comments and responses. Silence can be a very powerful negotiation tool.1.10 Close all negotiations by clearly outlining agreement.When agreement or conclusions have been reached and you are ready to end your negotiation, review the agreement that has been reached. Then, end your negotiation on a positive note... commending those involved and emphasizing the progress made.2. Using Body Language in NegotiationsInsights into non-verbal behavior will add to your negotiating strength. You learn to interpret what the other side is saying in addition to their words. At the same time you can become more aware of what your body language is saying to your opponent.2.1 Knowing where to standThe most important observation you can make about a room full of people is the personal space each person commands. Human nature dictates that people considered more powerful are typically awarded greater personal space by the other people in the room. Control over the dominant chair (usually the head of the table) may be the most obvious sign of power.2.2 Making first contactBegin every meeting with great body language. Let your enthusiasm and energy show. Meet the other person's eyes and give a good, firm handshake. One pump accompanied by eye contact is plenty. One or two more may express great enthusiasm; any more than that can make the person uncomfortable. As someone's accepts your ideas, you may notice the following indicators•Cocking the head•Squinting the eyes slightly•Taking off or playing with eyeglasses•Pinching the bridge of the nose•Leaning forward, uncrossing legs, and scooting to the edge of the chair•Increasing eye contact•Putting hands to chest•Touching the forehead or chin•Touching you (if the movement is to reassure, and not to interrupt)Just as you can gauge increasing acceptance to your ideas, you can also notice signs of increasing resistance to your ideas. Here are some gestures of resistance:•Clutching the back of the neck•Fidgeting nervously•Reducing eye contact•Placing hands behind one's back•Placing a hand over one's mouth•Locking ankles•Gripping one's arm or wrist•Crossing arms in front of chest•Squinting eyes dramatically•Making fishlike gestures•Twisting the feet so that they point to the door2.3Ferreting out boredomLooking out the window, holding the head up with one hand, doodling in a way that seems to absorb the doodler's complete attention, drumming fingers on the table all indicate that the listener is no longer paying attention.What should you do if you notice that the other party in your negotiation is showing signs of boredom? Don't start speaking louder or faster, as you may be tempted to do.Instead, say, "Wait. I'm sensing that I'm losing you. What's happening?" And then listen. You may find out what's really keeping this person or group from accepting your idea.2.4 Wearing your confidence on your sleeveLack of self-confidence can result in nervousness. If your body language reveals that you are nervous, your counterpart may deem that you are not secure enough to maintain a strong position in the negotiation.2.5 Don't believe everything you seeNo matter how much you know about body language, don't grow overconfident when applying your knowledge to aspecific person —especially someone you don't know well. Each individual has unique body language. Although silence usually indicates that a person is calm, some people clam up when they're angry.2.6 Examples of Body StancesIn these examples of body language, you will note that none of these people indicate a receptive negotiator: These are typical examples of what you will see during a negotiation.Defensive and SuperiorHis locked ankles indicate he is holdingback. His thumb out of pockets showsfeelings of superiority. His leaning backshows an air of defiance.DefensiveHe is in locked pose. His hand and arm arelinked behind his back. He shows that he isfrustrated by holding his arms in thisposition. He is not open to negotiating.DefensiveCrossed arms shows he is defensive.Standing up straight with back arched andchest out shows defiance. One leg forwardshows he is aggressive (confident).DefensiveHis arms are crossed over his upper chestwith his hands clinched. This shows that he isholding back something (anger). Both hislegs are together holding his negotiatingposition.On the other hand, based on their body positioning, you can see that these people are ready to negotiate.ReadyHis hands are on his hips in the British stylewith elbows pointed back indicates areadiness to negotiate.OpennessHe shows confidence with his hands. Theyare slightly open holding the cigar and thewalking stick behind him. He is standing upstraight but is in a forward position showinga willingness to negotiate. This person iseasy to negotiate with.AuthorityHis hands are clasped behind his back whichindicates authority. Understand this positionwhen negotiating.Mixed SignalThis is a mixed signal. One hand is on his hip(ready). The other hand in his pocket(hiding).3. Seven Great Tactics in Negotiation3.1 Higher AuthorityIdentificationYou are negotiating with someone who is a representative for a company, and everything he says begins with “I’d love to, but…”because he is responsible to a higher authority. All substantive changes have to be approved by his boss. He can express sympathy and a desire to offer more, but all the hard decisions can be blamed on the boss.NoteThis ploy is, in fact, the way most large corporations and sales men negotiate. While they do have more authority than they generally let on, most of the time, it is a true state of affairs. They do have to get unusual changes approved and they do have to explain their deals to their boss. Also, this technique can have positive repercussions: It can remove emotions from the negotiations, and let both partied focus on the problems at hand.SolutionWhen this tactic makes you uncomfortable the solution is simple. Demand to negotiate with someone who has authority. Explain to your negotiating partner that he may not be able to relate to exactly what your needs are, and that you need to talk to someone in charge. A willingness to go up theladder to face authority generally earns you points during the negotiation.3.2 “Take It or Leave It”IdentificationThis is simple, basic hardball. Someone gives you and offer and says that there can be no changes –that either you accept this deal, or further negotiations are pointless.NoteA dangerous ploy. If you use this yourself, you may come up empty-handed. If you make a statement like this and the other side rejects it, and you don't walk away, you have lost your credibility. When you lose credibility, the other side can dictate terms to you without fear of reprisal, knowing that you will never walk away fro the deal.SolutionThere are two solutions that make sense. The fist is to explore the possibility that they mean something other than what they’ve said. The second response is what you should always be willing to do in these cases –take them at their world.3.3 The Proliferating TipIdentificationYou’ve got a deal basically agreed upon. The other side comes back and asks for something small, an insignificant thing that it would be silly to stop the deal over. Then they asked for another. And another. These are the tips you pay to get the deal done.NoteThe tips you pay in this situation are more annoying than substantive. But over the long term, they can really eat away at you level of gratification. Please note that this tip doesn’t mean anything large or deal-breaking thrust on you at the end of a negotiation. A tip is a small thing, something no one would balk over.SolutionHave a tip list of your own ready. Every time they ask for one thing, offer to give it to them if they give you something on your list in return, Over time, They’ll get tired of pestering you for tips –particularly if these tips are costing them more than they are getting.3.4 The StalerIdentificationYou make a request for a change in the terms of deal. Then negotiator for the other side says she has no problemwith this, but she has to check with her boss. A day passes. Two days pass. You call back and the other party says there’s no problem’it just takes time to get changes approved. Eventually, because it takes so long to get any change approved, you stop asking for anything more.NoteMaking concessions but stalling them seems arduous and onerous, but it’s a time-honored technique of negotiating. Although it doesn’t destroy goodwill, it can make you less eager to negotiate with that person again. It also involves very little conflict.SolutionWhenever you make a request the other side agrees to, make sure you set a time that the change will be approved by. Like all terms, that time is negotiable. Pointing out a missed deadline to the other party allows you to bring to light their stalling tactics. Also, you can defuse the stalling tactic by not getting frustrated and simply continuing to address problems as they arise.3.5 The BeggarIdentificationA negotiation keeps turning to the subject of the other party’s problems. You hear how he is really having trouble at his company, and how badly he needs your business. He promises that the next time you negotiate, he’ll gibe you a break if you give him one now.NotePromises are easy. Performance is difficult. This kind of negotiating tactic takes the deal away from the professional arena. This tactic loses more often than it wins.SolutionTell the other side that unless they want to negotiate two deals at once, including the future one where they make major concessions, you are not interested. It may seem hard-hearted, but negotiating is a professional skill. Negotiators have to behave professionally, period.3.6 “Or Else”IdentificationWhen the other side says “or else,”you’re under the pressure of a threat. You know it. They know it. But what are you going to do about it?NoteThreats only work when the person making them:1. Doesn’t care about the relationship.2. Can back them up.3. Is prepared to back them up.SolutionIt is often more effective to address the other side’s tone than to focus on the substance of what they say. A simple “we can work this out without threats,”usually makes the other side state exactly what they want. If they can and will back up their threats, you might have to decide that the deal does not satisfy your needs and consider the negotiation closed a the point.3.7 The Non-NegotiatorsIdentificationThe other party refuses to negotiate and discuss terms with you. They submit a proposal with a price and terms and then ask you to accept or reject on the whole.NoteA refusal to negotiate is usually a refusal to negotiate price. This is an opportunity for you. Since they are rigid on price, you can ask for concessions on other terms. Asking for clarification as to why they won’t negotiate will usually let you know where there is some room for discussion If they continueto not negotiate, you may consider choosing another company and telling they original one that had they been more willing to negotiate, they may have gotten your business.SolutionApproach them in a positive and inquisitive way. Tell them you’d love to make a deal, but you have some questions. Don’t try to negotiate right away. They will take the time to educate you. When they commit some time and energy to your education, they suddenly have more at stake in the discussion. Then, when you have more information and some creative alternatives to approach them with, they’ll be more willing to bargain. Sometimes hw you do something is just as important as what you do.4.Avoiding Common Negotiating Mistakes4.1 Starting to negotiate prematurelyStarting to negotiate before you're ready may be the worst mistake you can make. Avoiding this mistake is particularly difficult when the person pressing you to negotiate is your own client. This person pays your bills. Saying, "I need more time before we start this negotiation," is difficult.No matter whom you are negotiating with, don't start talking until you are ready. If the other side calls, tell the truth: you don't feel fully prepared.4.2 Negotiating with the wrong personAlways verify that you are negotiating with the right person right at the beginning. Even when you know the person on the other side, you may want to start by confirming that this person has the authority to close. In a company setting, negotiating with an executive a level too high can be worse than negotiating with someone too low on the organizational chart. Top executives may lack the detailed knowledge to deal with all the particulars of your negotiation.4.3 Locking on a positionWhen you lock on a position, you insist on a given solution and are closed to any other suggestions. You think the solution must be the one you are putting on the table, or the agreement just won't work. This is called positional negotiating. When you lock on a position, you destroy the negotiating process. Additionally, you look ridiculous. It is rarely true that the only solution is the one you bring to the table at the beginning of the discussions.A tougher challenge is when the other side locks on a position. When that happens, say something like, "I wonder if we both have the same information." Then start talking about the background of the negotiations. You exchange subject matter. The idea is to bring the other party up to speed. To do this, you must do the following things:•Abandon your ego.•Abandon your frontal assault.•Abandon all efforts to persuade.4.4 Feeling powerlessWhen you feel powerless in a negotiating session, you are almost always lacking in preparation. Train yourself to hear such feelings and take a break. Regroup mentally. Come up with solutions. You can even say, "You know, you got me. I'm going to have to give this some more study." If the negotiation is with your boss and you aren't sure of the answer, say, "I'm not ready to have this conversation yet, but I can get back to you this afternoon."4.5 Worrying about losing control of the negotiationThe big mistake with this is the very notion that it is a mistake. Negotiation is not about control. It is about working together to find the best solution to the problem at hand. It isabout give and take between people. It is about building relationships.If you have a concern about losing control of negotiations, ask yourself why control is such an important issue. If you fear that losing control will allow the other party to bamboozle you, rethink dealing with this person. Maybe you should be talking to someone else entirely.4.6 Wandering away from the goals you setPeople too often start a negotiation with a set of limits and goals and then, as the negotiation progresses, ignore them. Without really thinking about it, they modify their goals downward and their limits upward. These people are the most likely to suffer from buyer's remorse —that feeling of regret after you commit to a deal.The best way to avoid losing sight of your limits and goals is to write them down. Changing your limits and goals as a result of acquiring more data is fine, as long as you're conscious that you're doing it.4.7 Worrying too much about the other guyWin-win doesn't mean worrying about whether the people you negotiate with always get everything they want. Unfortunately, many unassertive people use the acceptance ofthe win-win mantra to justify not looking out for themselves. You must set your own limits and goals and then fight for them to the last. The other party should (and usually does) do the same thing.4.8 Thinking of just the right thing to say —the next dayNo one has all the right things to say at just the right time all the time —except in the movies. But life isn't a movie, it's unrehearsed and ad-libbed. The better prepared you are, the more likely you are to come up with the right thing to say at just the right time. But even the best prepared will think of something better to say after thoughtful consideration. The only mistake here is believing that you've made a mistake. Stop being so hard on yourself.4.9 Blaming yourself for another's mistakesWhen things go awry, most people blame themselves —even if the problem isn't their fault. Resist that temptation. If you are inclined to blame yourself for the woes of the world, think about why that is so.4.10 Not focusing on closingThis is kiss in' cousin to worrying too much about the other guy. From the first time you hear about the possibility of a particular negotiation, you should be thinking about theclose. Each aspect of closure is driven by the preparation for the negotiation, the goals and limits you set, and the negotiation process itself. Focus on closing during every step.Every moment a negotiation drags on is one when something could have a negative impact on the negotiations. Don't read this to mean that you should rush the close or close before you are ready to. Just keep the close in mind at all times. You are in a negotiation to achieve certain goals. When those goals are in reach, go for it.Conclusion:These four areas are very important and useful in the business negotiation.Moreover ,there are many other business negotiation stastics.And there are also many details in actually negotiations should be pay attention to.Bibliography:[1]王时成.策略性商务谈判技巧[M].北京:北京大学版社,2008;[2]袁其刚.国际商务谈判[M]．山东：山东人民出版社，2003;[3]刘园．国际商务谈判考试指南[M]．上海译文出版社，2002。
商务谈判keytoexercisesU1toU4MicrosoftWord文档
商务谈判keytoexercisesU1toU4MicrosoftWord文档key to the exercises: Unit 1 to Unit 4Unit 16. Put the following into English P.261) Are you negotiable?2)I'm sure there is some room for negotiation.3)Before we have anything to negotiate, you have to make me an offer.4)We could add it to the agenda.5)Would anyone like something to drink before we begin?6) See what I can do.7) I would if I could.8) I know I can count on you.9) We'll come out from this meeting as winners.10) I'll try to make you happy.7. True or false P. 271) T2) T3) T4) F (Everything is negotiable.)5) F (bargaining stage)6) F ( Do not often. Sometimes they will follow the sequence n one aspect of thedeal and then start all over again on a second aspect.)7) T8) F (May not. Because either side may be wiling to say what it thinks or take aposition and stick to it )9) T10) TGap-filling Exercise P. 281 . debtors2 . slow payers3 . delays4 . overdue amount5 . overcharging6 . proof of delivery7 . damaged in transit8 . outstanding9 . invoicing10 . post-dated11 . creditor12 . reminders13 . debt collection agency14. factoringUnit 24. Translate the following into English P.51(1) There’s a great deman d for our new product.(2) This product has good prospects.(3) We need to talk about the basic terms of the transaction.(4) If your prices are reasonable and the quality is satisfactory, we shall placesubstantial orders with you.(5) It’s unwise for bot h of us to insist on his own price. Can we ea ch make someconcession?(6) If you cannot reduce your price, we’d rather call the whole deal off.(7) If you want to expand your business in this market, youhave to take flexibleways in adopting payment terms.(8) We regret that we cannot accept your demand for direct shipment.(9) This product has many advantages compared to other competing products.(10) I’m very glad that we have finally come to an agreement. We’ll go on to otherterms and conditions tomorrow. Is it all right with you?5. True or false. P. 51-52(1) F(2) T(3) F(4) T(5) F(6) T(7) F(8) F(9) F(10) TUnit 36. Translate the following into English1) 谈判是一种集体项目。
商务英语谈判unit 4 Companies and Products
Unit 4 Companies and Products
I. Warm Up
Work in pairs with the following situation
Mr. Green, the chief manager of an Indian firm, is visiting the sample room of Tianjin Garments Imp. & Exp. Corporation. Mr. Zhang, sales manager of the company is showing Mr. Green around and giving a brief introduction of their company and products.
7. 我们工厂收到了大量订单，既有国内的也有国外的。请看我 们的宣传手册。 Our manufacturers have received a crowd of orders from home and abroad. May I show you our brochure?
8. 我们公司始建于1964年，现在国外有二十几个分公司。 Our corporation was established in 196r and has now over twenty branches overseas.
7. I’d appreciate it if you could arrange for me to visit your show room. 如果你能安排我参观你们的样品间，我将非常感激。
8. We are a Sino-US joint venture with a registered capital of USD10 million. 我们是一家中美合资企业，注册资金为1000万美元。
商务洽谈key expression
A1How to talk about your job and companyWhat do you do?And what exactly do you do?∙I'm responsible for sales in Italy.∙I'm in charge of information technology.∙I'm the production manager for Spain.∙I work as a retail sales manager.And where are you based?∙I'm based in Barcelona.Who do you work for?I work for Telcomsa.∙I'm self-employed. / I have my own business. What do they do?They make telephone equipment.They provide technical services.How many people work for them?How many employees are there?∙About 8,000.∙Oh, about 2,800 worldwide.How long have you been with EDBM?How long have you been working on the project?∙I just started three months ago.∙Two months now.∙For about two weeks.A2Talking about the weatherWhat do you think about this weather?∙I just wish it were a little warmer.Look at that sky. It looks like rain.It sure does.Do you think it'll snow?They say there's a pretty good chance.A3ThankingThanks for your help.I really appreciate your stepping in.∙You're welcome.∙No big deal. I was glad I could help.∙Sure.∙My pleasure.∙Not at all.∙Don't mention it.A4Canceling plansI'm really sorry, but I can't make dinner tonight.Listen. I can't make it tonight, after all. Something's come up.Listen. I hate to do this, but I have to cancel tonight. I was really looking forward to it.I'm sorry, but I won't be able to join you.∙That's too bad. Some other time then.∙Say no more.∙I'm sorry to hear that. Let's get together next time you're in town.B1Asking to be connectedI'd like to speak to a guest, Vera Carlinho.Is Mr. Raveson in the office?∙One moment. I'll transfer you.∙Please hold on. I'll connect you.∙Just a moment.B2Setting a day and time to meetHow's the 12th?What about 10:30?How about late afternoon?Would that work for you?That's perfect.The 12th would work for me.That'd work fine.Sounds great.That works for me.Sure. You said the 11th? Let me check my schedule.I'm free at 10:00.I'm out the morning of the 11th, but the afternoon is fine.I'm afraid not. I'm tied up all day.The afternoon won't work for me.I don't think we can wait until then.So we'll see each other on the 12th at 10:30.So I'll look forward to seeing you at 9:30 on September 21st. OK. See you on the 21st.Great. See you then.B3Making hotel reservationsI need to book a hotel.I'd like to make hotel reservations.Will that be a single room or a double?Would you prefer a single or a double?For one person or two?I'll put in for non-smoking, but that will depend on availability. Give me a minute and I'll see what's available.For what dates?When will you be checking in?∙I'll be arriving on the 8th.∙I'll be coming in Sunday evening.When will you be leaving?And checking out when?∙I'll be leaving on the morning of the 9th.∙I'll be staying through the 17th.∙I'll be checking out on the 23rd.B4Getting and confirming walking directionsWhat do I do when I get out of the subway?How do I get there on foot?Go out the Spear Street exit.You should be on Spear Street.∙Spear Street?∙Go out the Spear Street exit?Turn right on Spear Street.∙Could you repeat that?Go two blocks to Howard Street.∙Is that Howard Street?You'll cross Mission Street.∙How do you spell that?Turn left and go half-way up the block.Turn left and walk one block north.∙Did you say turn right or left?You'll be at Broadway and 23rd.You should be at the intersection of Park and Tremont Streets.C1Calling on people to speak and acknowledging what someone has said Let's just go around the room.What are you folks in IT working on?Why don't we start with Dan?Let's hear from training and development.What's happening with the marketing piece?What about the pilot project, Hiroshi?What's the status of that project?We're working on our last revisions.We're a little behind schedule.We're waiting to hear from the Seattle office.We're on target for meeting our deadlines.OK. Keep me posted.Keep up the good work.Great. I'll look forward to seeing it.Let's move on to Julie.C2Talking about schedules (end-dates)We're on a tight schedule.We have a very aggressive schedule.Our schedule is pretty tight.When were they supposed to be finished?When are you going to be finished?When is the work going to be finished?What's the deadline?The printed piece has to be in hand by the 11th.It's due to finish by the middle of January.They were supposed to finish by February 1st.All the work has to be done by mid-February.It should be ready for you in a week.C3Talking about resultsGoodWe've gotten some excellent results in the Midwest. Sales are well above target--50% above target.We're getting some excellent results in Latin America. Artemis is doing very well.We're way above target.I'm very pleased with our performance.Sales have increased 12% over last year.AverageWe're just on target.We've met our goals, but just barely.We've done a bit better than last year.PoorThe Northeast is not what we'd hoped for.We're apparently way below target.We haven't been so successful with Hedon aftershave.They're both well below target.Sales were very disappointing.We didn't meet expectations.C4Describing flat trendsOur ginseng tea sales have remained stable.Even if sales have plateaued, the ginseng teas are doing well. Viewership has remained constant over the period.We expect them to stay at a similar level.Sales leveled off and we don't expect any change in the near future.。
商务英语谈判unit 7 Commodity Inspection
15. The reinspection fee shall be borne by the buyers.
Unit 7 Commodity Inspection
对于双方都具约束力
discrepancy
异议
lodge a claim with sb.
向…提出索赔
Unit 7 Commodity Inspection
Veterinary Inspection Certificate 兽医检疫证书
radioactive contamination
放射性污染
4. If we find any discrepancy which falls within your responsibility, China Entry-Exit Inspection and Quarantine Bureau will issue a certificate which will be effective evidence for us to claim payment from you.
3. We have heard about reputation of both China Entry-Exit Inspection and Quarantine Bureau and your products and never doubt about it.
Unit 7 Commodity Inspection
商务英语谈判unit 7 Commodity Inspection
Unit 7 Commodity Inspection
商务谈判Task 5 Breaking a talk
任务五中途休息、中断、插曲Role 1.Suppose you are Mr. Chen. You are going to suggest a break. Try to complete the following dialogue with some of the drills and expressions in part II and III. The Chinese in the brackets are for your reference only.Mr. Smith :I’m glad that we have reached an agreement on the price of the products. Now let’s move on to the next issue, which is how to improve sales performance.Mr. Chen:(Sorry to interrupt you, but would you please first let us know your idea of sales volume of last year?)Mr. Smith:Last year, our sales volume was on the low side. But one year would be too early to judge. We need two years to develop the market. Anything less doesn’t interest us.Mr. Chen:(We won’t draw a conclusion if you insist on talking about this one problem.)Mr. Smith: Where do we go from here?Mr. Chen:(We’ve gone over quite a lot. Shall we take a break?)Mr. Smith: OK. Since we are all tired, why don’t we take a day off?Mr. Chen:(That’s right. We’ve been working very hard. We deserve a little relaxation.)Mr. Smith: Let’s stop here for today and then finish up tomorrow afternoon.Role 2.After taking a break from negotiation, both Mr. Chenand Mr. Smith look well — rested and confident. They are ready for another round of talk. They even keep talking during the lunch time. Now, suppose you are Mr. Smith. Try to complete the following dialogue according to the contexts.Mr. Chen: Good morning.Mr. Smith: (Good morning.)Mr. Chen: I hope you enjoyed a short recess from our hard work.Mr. Smith:(I am full of energy now. Shall we continue our talk? )Mr. Chen: I feel also refreshed and anxious to return to the bargaining table.Mr. Smith: (Shall we begin now?)Mr. Chen: Of course. Go ahead.Mr. Smith: Now, I like to turn back to(how to improve sales performance), the possible solutions.…(around lunch time)Mr. Chen: It’s almost noon. Are you hungry? Why don’t we go to lunch together?Mr. Smith:(I’d like to discuss a few details with you at the table. How about talking further over lunch )?Mr. Chen: OK, I agree with your opinion. We can keep talking over lunch.。
商务谈判(中英结合)
妻子想盖一栋带烟囱和凸窗的两层小楼，丈夫想盖的却是现 代农场式的建筑，要有小书房和大书库。
在协商过程中，双方都问了大量的问题，比如，“你想要什 么样的客厅？”“你是否坚定自己的计划？”通着回答这样 的问题，双方越来越坚定自己的计划。
二人都各自请建筑师先绘制草图再提出详尽方案，这下双方 就更加各抒己见了。双方一直极力推崇自己的设计，千方百 计批评对方的设计。结果，双方感情受到伤害，沟通出现困 难。双方都不想在做让步，因为这只会使对方得寸进尺。
例如： 123个国家无法就123种方案进行建设性讨论，当然也不可能轻易做到 相互让步。 他们需要某种方式来简化决策过程，而独立调解程序可以达到这个目 的。
由“哈佛大学谈判项目”研究出来的这种“原则谈判” 方法是根据事情本身的是非曲直寻求解决方案，而不是一 场各执己找到 视频。
不久，建筑师拿出一份反映夫妻二人利益和需求的清 单，并请双方依次对清单提出建议和改进意见。 让双方作出让步很困难，但对建筑师的方案提出批评则 很容易。 于是，经过几次对方案进行的建议与修改，方案已趋成型， 夫妻二人之对各自认为最重要的地方提出了意见，并未在细 枝末节上挑刺。
最后，当建筑师觉得再也没什么可修改时，他说：“这是我 拿出的最好的方案了，我已尽最大努力来调和你们各自的利 益。许多问题的解决，我才用了标准的建筑和工程解决办法、 先例以及我能提供的最可靠的专业判断。看，就是这份设计 图，我建议你们接受。”
夫妻倆现在只面对一个决定“接受”还是“不接受”。
一旦作出决定，他们清楚自己将得到什么。
一方表示同意，也会是另一方欣然接受。
独立调解程序不仅避免了在立场上讨价还价，还大大 简化了制定选择方案和共同作出决定的程序。
Moreover
独立调解程序作为一种机制，在限制决定数量、减少每个决定的不 确定性以及防止谈判各方固守自己立场方面十分见效。
- 1、下载文档前请自行甄别文档内容的完整性，平台不提供额外的编辑、内容补充、找答案等附加服务。
- 2、"仅部分预览"的文档,不可在线预览部分如存在完整性等问题,可反馈申请退款(可完整预览的文档不适用该条件!)。
- 3、如文档侵犯您的权益，请联系客服反馈,我们会尽快为您处理(人工客服工作时间：9:00-18:30)。
key to the exercises: Unit 1 to Unit 4Unit 16. Put the following into English P.261) Are you negotiable?2)I'm sure there is some room for negotiation.3)Before we have anything to negotiate, you have to make me an offer.4)We could add it to the agenda.5)Would anyone like something to drink before we begin?6) See what I can do.7) I would if I could.8) I know I can count on you.9) We'll come out from this meeting as winners.10) I'll try to make you happy.7. True or false P. 271) T2) T3) T4) F (Everything is negotiable.)5) F (bargaining stage)6) F ( Do not often. Sometimes they will follow the sequence n one aspect of thedeal and then start all over again on a second aspect.)7) T8) F (May not. Because either side may be wiling to say what it thinks or take aposition and stick to it )9) T10) TGap-filling Exercise P. 281 . debtors2 . slow payers3 . delays4 . overdue amount5 . overcharging6 . proof of delivery7 . damaged in transit8 . outstanding9 . invoicing10 . post-dated11 . creditor12 . reminders13 . debt collection agency14. factoringUnit 24. Translate the following into English P.51(1) There’s a great demand for our new product.(2) This product has good prospects.(3) We need to talk about the basic terms of the transaction.(4) If your prices are reasonable and the quality is satisfactory, we shall placesubstantial orders with you.(5) It’s unwise for both of us to insist on his own price. Can we ea ch make someconcession?(6) If you cannot reduce your price, we’d rather call the whole deal off.(7) If you want to expand your business in this market, you have to take flexibleways in adopting payment terms.(8) We regret that we cannot accept your demand for direct shipment.(9) This product has many advantages compared to other competing products.(10) I’m very glad that we have finally come to an agreement. We’ll go on to otherterms and conditions tomorrow. Is it all right with you?5. True or false. P. 51-52⏹(1) F⏹(2) T⏹(3) F⏹(4) T⏹(5) F⏹(6) T⏹(7) F⏹(8) F⏹(9) F⏹(10) TUnit 36. Translate the following into English⏹1) 谈判是一种集体项目。
⏹1）Negotiation is a team sport.⏹2) 谈判人员的任务是谈判，而专家则为谈判人员提供专业性的意见和信息。
⏹2）The negotiator’s function is to negotiate, while the functional specialistsprovide specialist advice or information.⏹3) 谈判负责人应激发谈判小组的热情，在各种情况下都应保持谈判小组的士气。
⏹3) The team leader is the person who generates enthusiasm in his team tomaintains the morale under all conditions.⏹4) 在谈判时谈判人员要记住：不论对手多友善，对手总归是对手。
⏹4) The team members must learn that the opponent and its representatives areadversaries although they may be friendly.⏹5) 贵方的要求已经超出了我们的接收范围。
⏹5）I’m afraid you are not in our ballpark.⏹6）对不起，这样子我觉得这笔生意我们似乎让步太大了。
⏹6) Excuse me, but it seems to me we’re giving up too much in this case.⏹7）这对我们的财力负担太大了。
⏹7）That’s too great a financial burden for us.⏹8）9折实在超出我的谈判限度。
⏹8) 10% is beyond my negotiating limit.⏹9）如果你们能以书面保证，我想我们可以再进一步地谈。
⏹9）If you can guarantee that on paper, I think we can discuss this further.⏹10）你能说得更明确一点吗？⏹10）Could you explain what you mean by that？7. True or false⏹1). F⏹2). T⏹3). T⏹4). F (maximize)⏹5). T⏹6). F (can’t)⏹7). F (both sides)⏹8). T⏹9). T⏹10). F (There is no need to )Gap-filling Exercise⏹ 1. agent⏹ 2. principal⏹ 3. rate⏹ 4. commission⏹ 5. expenses⏹ 6. retainer⏹7 . territory⏹8 . sole⏹9. exclusive⏹10. entitled⏹11. duration⏹12. valid⏹13. termination⏹14. Party⏹15. consignments⏹16. statement⏹17. reimbursedUnit 46. Put the following into English●1）Please take a look at the itinerary we prepared for you, and let me know ifthere’s anything inappropriate, please let me know.●2）We are holding a banquet here tonight in honor of our friends coming fromthe other side of the Pacific Ocean.●3）I believe that through our joint efforts, our corporation can be satisfactoryand successful.●4）Let’s come to the point, the purpose of my current visit here is to explorethe possibility of doing barter trade with you.●5）The contract will come into force from May 10, you can’t go back on yourwords then.●6）We always fulfill our promise.●7）Owing to our old relationship, we hold our offer valid for one other week,after which our price would probably be raised.●8）I'll do my best; and please, try your best too.●9）Your price is too high. It’s hard for us to accept.●10）All our products are high-grade commodities; naturally the prices aredifferent.7. True or false●1) T●2) F●3) F●4) T●5) T●6) F (unwise)●7) T●8) T●9) F (fluid)●10) T●11) F（round table）●12) FGap-filling Exercise● 1 . increase● 2 . pass …on● 3 . tough● 4 . incentive● 5 . granting a discount● 6 . early settlement discount ●7 . bulk purchase discount ●8 . loyalty rebate●9 . Cheque●10 . credit●11 . work out●12 . per unit●13 . sliding scale●14 . variable●15 . volume。