英语商务谈判(课堂PPT)
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全套课件 国际商务谈判(英文版)
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• COMMENCE ROLE PLAY • FINISH ROLE PLAY • GIVING ASSESSMENTS OF NEGOTIATION SKILL
• COMMENCE ROLE PLAY • FINISH ROLE PLAY • GIVING ASSESSMENTS OF NEGOTIATION SKILL
商务英语谈判chapter One1精品PPT课件
Whenever people exchange ideas with the intention of changing relationships, whenever they confer for agreement, then they are negotiating.
Case One
一个被单独囚禁的囚犯整日无所事事。一天，他忽然闻到一 种万宝路的香烟味道。他很喜欢这种牌子的烟。原来门廊的卫兵 正在吸烟，钩起了他的烟瘾。他用手指轻轻的敲了敲门。卫兵走 过来傲慢的说：“你要干什么？”囚犯答道：“请给我一只烟， 就是你抽得那种万宝路。”卫兵感到很惊异，囚犯还要抽烟，真 是异想天开。他嘲弄的哼了一声，就转身走开了。
Thus, the ancient Roman business person would “deny leisure” until the deal has been settled.
Definitions of Negotiation (Cont.)
Negotiation is the process we use to satisfy our needs when someone else controls what we want.
Is this a successful negotiation for the prisoner?
How did the prisoner achieve his purpose through negotiation?
Features of Negotiation
Negotiation is
will succeed.
Analysis of Case One:
Initially, the need for a cigarette urged the prisoner to negotiate, but the guard has no need from the prisoner, so he refused to negotiate. In order to achieve his purpose, the prisoner created a need for the guard to negotiate with him.
Case One
一个被单独囚禁的囚犯整日无所事事。一天，他忽然闻到一 种万宝路的香烟味道。他很喜欢这种牌子的烟。原来门廊的卫兵 正在吸烟，钩起了他的烟瘾。他用手指轻轻的敲了敲门。卫兵走 过来傲慢的说：“你要干什么？”囚犯答道：“请给我一只烟， 就是你抽得那种万宝路。”卫兵感到很惊异，囚犯还要抽烟，真 是异想天开。他嘲弄的哼了一声，就转身走开了。
Thus, the ancient Roman business person would “deny leisure” until the deal has been settled.
Definitions of Negotiation (Cont.)
Negotiation is the process we use to satisfy our needs when someone else controls what we want.
Is this a successful negotiation for the prisoner?
How did the prisoner achieve his purpose through negotiation?
Features of Negotiation
Negotiation is
will succeed.
Analysis of Case One:
Initially, the need for a cigarette urged the prisoner to negotiate, but the guard has no need from the prisoner, so he refused to negotiate. In order to achieve his purpose, the prisoner created a need for the guard to negotiate with him.
商务英语谈判课件(PPT 35页)
Business Negotiation English
Objectives
1. Introduce the students to the main principles of business negotiation.
2. The students get familiar with the types of negotiation.
*Separate the people from the problem.
Techniques: ---Establish an accurate perception. ---Cultivate appropriate emotions. ---Strive better communication.
Disadvantages :
Pressure an individual to compromise and accommodate in ways not in his interest.
Avoid confrontational strategies, which can be helpful at times.
11.Getting a child to go to bed.
12.Picking a successor for the CEO of a company where you are on the board.
3. Types of negotiation:
1. Competitive style 2. Accommodative style 3. Avoidance style 4. Compromising style 5. Collaborative style 6. Vengeful style 7. Self-inflicting style 8. Vengeful and self-inflicting style
Objectives
1. Introduce the students to the main principles of business negotiation.
2. The students get familiar with the types of negotiation.
*Separate the people from the problem.
Techniques: ---Establish an accurate perception. ---Cultivate appropriate emotions. ---Strive better communication.
Disadvantages :
Pressure an individual to compromise and accommodate in ways not in his interest.
Avoid confrontational strategies, which can be helpful at times.
11.Getting a child to go to bed.
12.Picking a successor for the CEO of a company where you are on the board.
3. Types of negotiation:
1. Competitive style 2. Accommodative style 3. Avoidance style 4. Compromising style 5. Collaborative style 6. Vengeful style 7. Self-inflicting style 8. Vengeful and self-inflicting style
商务英语谈判lecture 2PPT课件
完整版课件
3
ution:
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.
完整版课件
4
Solution:
The interests of the Chinese manufacturer were achieved by the solution—profit per unit remained constant. The interests of the American importer were also met—it sold more units at higher prices, which more than offset the increased manufacturing cost.
完整版课件
7
Role-play in pairs
▪ You are the assistant of George Smith, Purchasing Manager of HRC Corporation.
商务英语谈判教材(PPT 54页)
请告知你有关商品的最低价。
If your prices are favorable, I can place the order right away. 如果你们的价格优惠，我们可以马上订货。
We'd rather have you quote us FOB prices. 我们希望你们报离岸价格。
3. 还盘（counteroffer）在这个环节中经常用的句 子有:
Your price sounds a bit too high. / Your price is much higher than we expected ./ Will you reduce your price by…%? / In order to conclude the transaction, I hope you will
Would you tell us your best prices C.I.F. Humburg for the chairs.
请告诉你方椅子到汉堡到岸价的最低价格。
Offer and counter--offer
An offer is a promise to supply goods on the terms and conditions stated. It can be a firm offer which is a promise to sell goods at the stated price, usually within a stated period of time. It also can be a non—firm offer which is made without engagement and is subject to the seller’s confirmation.
If your prices are favorable, I can place the order right away. 如果你们的价格优惠，我们可以马上订货。
We'd rather have you quote us FOB prices. 我们希望你们报离岸价格。
3. 还盘（counteroffer）在这个环节中经常用的句 子有:
Your price sounds a bit too high. / Your price is much higher than we expected ./ Will you reduce your price by…%? / In order to conclude the transaction, I hope you will
Would you tell us your best prices C.I.F. Humburg for the chairs.
请告诉你方椅子到汉堡到岸价的最低价格。
Offer and counter--offer
An offer is a promise to supply goods on the terms and conditions stated. It can be a firm offer which is a promise to sell goods at the stated price, usually within a stated period of time. It also can be a non—firm offer which is made without engagement and is subject to the seller’s confirmation.
商务谈判英语ppt
research. I’d like to put forward that we need to hire a new
assistant. I’d like to suggest we plan an event for all the
employees. Here are some idea I’d like to share/ discuss/ propose
6
Give a Quotation
Reasonable/ Acceptable/ Fine/ It’s a Deal
That sounds reasonable. /That would work for us. I think we could agree on that if it were 7 percent.
Negotiation Skills in Business
Business English
1
Main points
1) Make A Proposal 2) Give a Quotation 3) Decision Making
2
Make A Proposal
Propose/ Put Forward/ Suggest/ RecomI’mdelnikde to propose some ideas after I finished the
4
Make A Proposal
Reservation Show/ Present Difficulties Out of Questions/ I hMaviensdome reservations about that ideas.
That is likely to present some difficulties for our clients. Frankly, that’s out of the question. We cannot accept this price. I am afraid I can’t give you my backing. As it stands, I can’t support.
assistant. I’d like to suggest we plan an event for all the
employees. Here are some idea I’d like to share/ discuss/ propose
6
Give a Quotation
Reasonable/ Acceptable/ Fine/ It’s a Deal
That sounds reasonable. /That would work for us. I think we could agree on that if it were 7 percent.
Negotiation Skills in Business
Business English
1
Main points
1) Make A Proposal 2) Give a Quotation 3) Decision Making
2
Make A Proposal
Propose/ Put Forward/ Suggest/ RecomI’mdelnikde to propose some ideas after I finished the
4
Make A Proposal
Reservation Show/ Present Difficulties Out of Questions/ I hMaviensdome reservations about that ideas.
That is likely to present some difficulties for our clients. Frankly, that’s out of the question. We cannot accept this price. I am afraid I can’t give you my backing. As it stands, I can’t support.
商务英语谈判课件共12页
谢谢你的阅读
知识就是财富 丰富你的人生
culturally
A Definition of Power
"an actor...has power in a given situation (situational power) to the degree that he can satisfy the purposes (goals, desires, or wants) that he is attempting to fulfill in that situation
What are the sources of power ?
• Informational sources of power • Personal sources of power • Power based on position in an organization • Relationship-based sources of power • Contextual sources of power
The definition of negotiation The negotiation opportunity The selection of negotiators Protocol Communication Time sensitivity Risk propensity Groups versus individuals The nature of agreements Emotionalism
sequences • Use the power of competition to leverage power • Constrain yourself. • Good information is always a source of power. • Do what you can to manage the process
Unit 5 Business Negotiation(课堂PPT)
to make some concessions to make the deal possible.
6
Task 2: Listen to the following dialogue and complete it with the missing information.
New Words and Expressions
get down to sth 开始；着手 terms of payment 付款方式 L/C (letter of credit) 信用证 exchange rate 汇率；兑换率 unstable adj. 不稳的；不牢固的 prompt adj. 及时的；准时的 D/P (document against payment) 付款交单 profit margin 利润率 exchange quota 外汇限额 insufficient adj. 不足的；不够的
Unit 5 Business Negotiation
1
【Learning Objectives】
After finishing this unit, students should • know some useful expressions used in
negotiating. • know some techniques in negotiation. • know how to draft a contract.
a. We can give you a 10% discount. That’s the best we can do. b. Definitely. Usually, we accept payment by irrevocable L/C. c. We really can’t make any profit at this price. But for the sake of our long-term cooperation in the future, I agree with you for that price. d. Sure. I’d like to get the ball rolling by talking about prices. e. I’m afraid not. The price I am offering you is as low as I can go. We can’t set our price below cost.
6
Task 2: Listen to the following dialogue and complete it with the missing information.
New Words and Expressions
get down to sth 开始；着手 terms of payment 付款方式 L/C (letter of credit) 信用证 exchange rate 汇率；兑换率 unstable adj. 不稳的；不牢固的 prompt adj. 及时的；准时的 D/P (document against payment) 付款交单 profit margin 利润率 exchange quota 外汇限额 insufficient adj. 不足的；不够的
Unit 5 Business Negotiation
1
【Learning Objectives】
After finishing this unit, students should • know some useful expressions used in
negotiating. • know some techniques in negotiation. • know how to draft a contract.
a. We can give you a 10% discount. That’s the best we can do. b. Definitely. Usually, we accept payment by irrevocable L/C. c. We really can’t make any profit at this price. But for the sake of our long-term cooperation in the future, I agree with you for that price. d. Sure. I’d like to get the ball rolling by talking about prices. e. I’m afraid not. The price I am offering you is as low as I can go. We can’t set our price below cost.
(优)商务英语谈判PPT资料
• Contextual sources of power How to Conceptualize Culture?
• The negotiator believes he or she needs more power than the other party to increase the probability of securing a desired outcome.
culturally
A Definition of Power
❖ "an actor...has power in a given situation (situational power) to the degree that he can satisfy the purposes (goals, desires, or wants) that he is attempting to fulfill in that situation
Culture as learned behavior
• Relationship-based sources of power Negotiation Power across Cultures
• build momentum through doing deals in sequences • build momentum through doing deals in sequences
• The negotiator believes he or she needs • Make the big party small( build multiple relationships)
Advice about how to negotiation cross-culturally
• The negotiator believes he or she needs more power than the other party to increase the probability of securing a desired outcome.
culturally
A Definition of Power
❖ "an actor...has power in a given situation (situational power) to the degree that he can satisfy the purposes (goals, desires, or wants) that he is attempting to fulfill in that situation
Culture as learned behavior
• Relationship-based sources of power Negotiation Power across Cultures
• build momentum through doing deals in sequences • build momentum through doing deals in sequences
• The negotiator believes he or she needs • Make the big party small( build multiple relationships)
Advice about how to negotiation cross-culturally
商务英语谈判PPT
8.Sense of Humor(幽默感)
A negotiator must be equipped with a highli developed sense of humor in order to weather persistent storms.
9.Patience
It is necessary for a good negotiator to be patient.
Price
Price is one of the most important factors in the international business activities. The products`price includes fixedcost,variable cost and expected profit. There are three basic techniques of pricing export produts:cost-plus;marginal cost pricing;break even pricing.
Makeing inquiries is the initial stagr of business negotiations between the buyers and sellers in international business activities.Its purpose is to seek a supply of products , service or relative information.
Principle of Integrative Negotiation (双赢原则)
Deterrence -based trust (威慑型信任)
商务英语谈判PPT
1.Listening More
A good negotiator is not only need to talk themselves but also need to listen to and understand what the other side is saying.
2.Seeking Win-win Opportunities
10.The Ability to Articulate(表达能力强)
A good negotiator must be a parppractical listener as well as an articulate speaker.
The Strategies of Busuness Negotiation
Offer and Counter-offer
Quotation is just an indication of price without contractual obligation,and it is subject to change without previous notice.But offer is different from quotation.If a proposal for concluding a contract addressed to one or more specific person is sufficiently definite,and indicates the intention of the offerer to be bound in case of acceptance,it constitutes an offer.
Negotiation is a two-way road,which should be brought about by mutual.There are no winners and losers in a successful negotiation.
商务英语谈判 全套课件
13. We just know little about your company. Would you mind telling us your regular bank in order that we could get acquainted with you company?
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.
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.
国际商务谈判(英文) 全套课件-PPT资料238页
总评成绩=平时成绩:30%+其中成绩:30%+期末 成绩:40%
考核方式
商务谈判口语是一门专门用途口语课程，因此考 试形式为团队对抗模拟谈判的口语考试。从一开 始明确考核的方式是团队考核，每个成员要发挥 作用，否则影响团队分数。在学期初形成固定的 谈判代表队， 最后用抽签的方法决定最后的谈 判模拟中哪一队和哪一队进行谈判。
Unit 1 Making an Enquiry
3．What do you usually ask for in the enquiries?
Catalogue，sample，price-list，quotation，terms of payment， date of delivery，etc
4．How do you invite a best possible price in an enquiry?
Teacher-centered
Explanation of language expressions, special terms, negotiation skills and concerned knowledge
Student-centered
Practice in the situation offered in groups
3. Three Steps to Follow :
Different items and situations demand different skills, generally you have to follow three steps:
1)devise a target 2) do some preparations 3) negotiate for the target
考核方式
商务谈判口语是一门专门用途口语课程，因此考 试形式为团队对抗模拟谈判的口语考试。从一开 始明确考核的方式是团队考核，每个成员要发挥 作用，否则影响团队分数。在学期初形成固定的 谈判代表队， 最后用抽签的方法决定最后的谈 判模拟中哪一队和哪一队进行谈判。
Unit 1 Making an Enquiry
3．What do you usually ask for in the enquiries?
Catalogue，sample，price-list，quotation，terms of payment， date of delivery，etc
4．How do you invite a best possible price in an enquiry?
Teacher-centered
Explanation of language expressions, special terms, negotiation skills and concerned knowledge
Student-centered
Practice in the situation offered in groups
3. Three Steps to Follow :
Different items and situations demand different skills, generally you have to follow three steps:
1)devise a target 2) do some preparations 3) negotiate for the target
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5
The definition of quotation
❖Narrowly: it is a way to indicate a particular price at which one party will buy or sell the specific commodity.
❖Broadly: including other terms and conditions for a deal: the name of the commodity, quality, quantity, price, packaging, shipping, insurance, payment terms, inspections, claims索赔, arbitration 仲裁…
11
psychological pricing
❖Units of measurement: RMB-Euro/Dollar ❖3 Dollar--- 20 Yuan exchange rate汇率 ❖换算单位 kilo---pound
10
Differentiation
❖This strategy allows a company to buy or sell the same product at different prices based on their grades, quantity, delivery destination, shipment, methods of payment and other related factors.
买方的价格区域
底价 底价
最低报价
可能成交的区域
谈判区域
卖方的首次出价
买方底价
可能达成 协议的区域
买方的首次出价
卖方底价
8
❖Common ways to establish a quotation price:
❖Assess the market situation at home or abroadБайду номын сангаас the competitors’ price level, set a range of prices to quote;
❖The quoters should consider their own interests and the demand and supply of the relevant commodity in the market.
7
价格谈判与价格谈判区间
买卖双方的价格区域
卖方的价格区域
最高报价
可能成交的区域
quotations ❖4. principles and strategies for making
compromises
2
❖The bargaining phase is the core and most difficult stage in the whole negotiation process.
6
Guidelines for making a quotation
❖The principle of making a quotation in business negotiation is “to sell dear” or “to buy cheap”.
❖The seller should try to present his quotation at the highest price acceptable to the buyer; the buyer should bid for the lowest price bearable to the seller.
1
Bargaining process
❖Key points: ❖1. tactics and strategies for making
quotations; ❖2. indicators for the end of a bargain; ❖3. tactics and skills for making counter-
❖Each side may modify its original objectives, establish a basic framework for the negotiation agreement, adjust its own strategies.
4
❖The negotiators’ ability to use their wisdom, strategies and skills in a correct, effective and flexible way will determine how well they can realize their final goals.
❖Set a bottom line as the last line of defense in the negotiation;
❖Decide the initial level for the quotation. ❖The seller can ask a sky-high price; the
buyer can make a rock-bottom offer.
9
Quoting strategies
❖Be explicit and specific ❖be decisive and resolute ❖offer no explanation ❖use differentiation (区别报价法) ❖use psychological pricing(心理定价法) ❖use midway price changes……
❖All negotiating parties confer about substantive(实质性的) issues and items.
3
❖In the bargaining phase, each negotiating party measures its own strength, intelligence and strategies against those of its counterpart.
The definition of quotation
❖Narrowly: it is a way to indicate a particular price at which one party will buy or sell the specific commodity.
❖Broadly: including other terms and conditions for a deal: the name of the commodity, quality, quantity, price, packaging, shipping, insurance, payment terms, inspections, claims索赔, arbitration 仲裁…
11
psychological pricing
❖Units of measurement: RMB-Euro/Dollar ❖3 Dollar--- 20 Yuan exchange rate汇率 ❖换算单位 kilo---pound
10
Differentiation
❖This strategy allows a company to buy or sell the same product at different prices based on their grades, quantity, delivery destination, shipment, methods of payment and other related factors.
买方的价格区域
底价 底价
最低报价
可能成交的区域
谈判区域
卖方的首次出价
买方底价
可能达成 协议的区域
买方的首次出价
卖方底价
8
❖Common ways to establish a quotation price:
❖Assess the market situation at home or abroadБайду номын сангаас the competitors’ price level, set a range of prices to quote;
❖The quoters should consider their own interests and the demand and supply of the relevant commodity in the market.
7
价格谈判与价格谈判区间
买卖双方的价格区域
卖方的价格区域
最高报价
可能成交的区域
quotations ❖4. principles and strategies for making
compromises
2
❖The bargaining phase is the core and most difficult stage in the whole negotiation process.
6
Guidelines for making a quotation
❖The principle of making a quotation in business negotiation is “to sell dear” or “to buy cheap”.
❖The seller should try to present his quotation at the highest price acceptable to the buyer; the buyer should bid for the lowest price bearable to the seller.
1
Bargaining process
❖Key points: ❖1. tactics and strategies for making
quotations; ❖2. indicators for the end of a bargain; ❖3. tactics and skills for making counter-
❖Each side may modify its original objectives, establish a basic framework for the negotiation agreement, adjust its own strategies.
4
❖The negotiators’ ability to use their wisdom, strategies and skills in a correct, effective and flexible way will determine how well they can realize their final goals.
❖Set a bottom line as the last line of defense in the negotiation;
❖Decide the initial level for the quotation. ❖The seller can ask a sky-high price; the
buyer can make a rock-bottom offer.
9
Quoting strategies
❖Be explicit and specific ❖be decisive and resolute ❖offer no explanation ❖use differentiation (区别报价法) ❖use psychological pricing(心理定价法) ❖use midway price changes……
❖All negotiating parties confer about substantive(实质性的) issues and items.
3
❖In the bargaining phase, each negotiating party measures its own strength, intelligence and strategies against those of its counterpart.