新职业英语 经贸英语教案 Unit3

Unit 3

Business Negotiation

本单元结合国际经贸业务中的典型工作流程、工作场景概述国际货物买卖过程中商业背景调查之后的一个重要环节——“交易磋商”：

● 交易磋商概述：介绍交易磋商过程中典型的四个环节，主要涉及四个环节的基本含义、内容和在整个过程中的地位与作用(Reading A)，为进行实际交易磋商提供理论指导；

● 口头磋商：根据业务需要，向贸易伙伴询问商品报价、提供报价、磋商分歧和达成协议(Listening & Speaking)，学习实际磋商中的谈判技巧；

● 书面报盘与还盘：客户通过电子邮件向公司相关人员进行报盘，即商品的名称、价格和样品等信息，公司对报盘进行还盘，指出需要进一步磋商部分，并提供具体建议(Reading A)

● 起草询盘和介绍信件：根据所给的信息，起草一份得体的询盘和接受信函(Reading B & Writing), 熟悉交易磋商信函包括的一般内容和格式。

Unit Objectives

After studying this unit, you are able to:

● Understand the four basic steps in the process of a business negotiation ● Know the formats of enquiry, offer, counter-offer and acceptance ● Use the bargaining skills in business negotiation

● Draft and answer enquiry, offer, counter-offer and acceptance

1. Warming-up

Task 1

The following jeans picture is a sample for whole sales advertised in China Daily . Discuss with your partner what you will enquire of the seller when you plan to import them.

Task 2

Discuss with your classmates to find out what steps might be taken to reach a deal on

importing the jeans above. Then, fill in the following boxes and explain why.

2.Reading A

Background Information

As a key part

in international trade, business negotiation refers to the process in which a seller and a buyer negotiate the terms and conditions on trading specified products, and finally reach an agreement. It can be done orally or in writing. Normally, it comes when the company finishes its business background check on its potential business partner. The general

procedure of business negotiation is enquiry, offer, counter-offer, and acceptance. But it should be noted that in practice not all business negotiations go through the four phases.

Task 1

Before reading the passage, see how much you know about the business negotiation by answering the following questions.

1. Have you ever heard of the general steps in business negotiations? If so, list them in time order; if not, guess what they are.

Suggested Answers

I’ve heard a little bit about the steps of business negotiations in Chi nese. And after discussing with Tom, we finally nail down our version of the general steps in business negotiations. The first step is to ask general information about a product. I remember it is called “enquiry”; next is to give a reply to the so-called “enquiry”, which is mainly on the product’s price; the third step is called “counter-offer”; and the last one is to reach an agreement which means one party finally accepts the other’s conditions and terms.

2. What do we need to pay close attention to in business negotiations? Suggested Answers

We think all the four steps are very important. For example, if you are a buyer and want to make an enquiry about the product you are interested in, you should state clearly the name and specifications of the product in the letter. And if you want to buy a lot, you’d better tell the seller to quote you the best price. For the seller, he should reply the enquiry as soon as possible. When quoting the price, he is strongly recommended to make it clear that the price might fluctuate, especially in a turbulent market. When receiving the seller’s offer or quotation, you might find it impossible to