国际商务谈判(英文)Unit 02 Make an offer
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国际商务谈判（英文）Unit 02 Make an offer
Unit 2 Make an oe enquiry is completed，a quotation or an offer follows．It usually takes a very short time to make a quotation or an offer，yet making a proper quotation or offer means a lot to the sellers and buyers．In this unit， you are required to understand the difference between an offer and a quotation as well as the skills and tactics of making an offer or a quotation．
Unit 2 Make an offer
Let’s learn some sample dialogues
❖ Refer to the textbook
Unit 2 Make an offer
Let’s practice
❖ Practice in groups ❖ Practice with: cue card. doc ❖ Show what you have practiced ❖ Students’ comment ❖ Teacher’s comment
❖ Firm offer ❖ Non-firm offer ❖ Original offer ❖ Offerer ❖ Offeree ❖ Counter-offer ❖ Legal promise ❖ Acceptance
发盘人 法律承诺 反还盘 接受 实盘 受盘人 原发盘 虚盘
Unit 2 Make an offer
Key Knowledge
❖ offer 报盘，报价 ❖ firm offer 实盘 ❖ non-firm offer 虚盘 ❖ to offer for 对...报价 ❖ to give an offer 给...报盘 ❖ to submit an offer 提交报盘 ❖ to accept an offer 接受报盘 ❖ to make an offer for 对...报盘（报价）
Unit 2 Make an offer
❖ What is a quotation? To make a quotation is to offer a unit price
．
Unit 2 Make an offer
❖ Firm offer vs Non—firm offer
In business negotiation，the sellers can make an offer and the buyers can make a bid．An offer with engagement is called a firm offer，while an offer
the price
Unit 2 Make an offer
Negotiation tips：
1. It is not always favorable for you to make an offer first．
2．Usually，the higher the price you offer，the more profit you can get．(Monday work)
Unit 2 Make an offer
Briefing
❖ Relative knowledge ❖ Special terms ❖ useful expressions ❖ Skills
Unit 2 Make an offer
Let’s see how you have prepared: Task 3
Unit 2 Make an offer
More Terms
❖ to entertain an offer 考虑报盘 ❖ to extend an offer 延长报盘 ❖ to renew an offer恢复报盘 ❖ to withdraw an offer 撤回报盘 ❖ to decline an offer谢绝报盘
Unit 2 Make an offer
What is an offer?
❖ Offer is the expression of the seller’s wish to sell particular goods under stated terms including quantity, price, time of shipment, terms of payment, etc. An offer is usually made when a seller promises to sell goods at a stated price within a stated period of time. It can develop into a contractual obligation. Once an offer is accepted by a buyer, the seller cannot revoke it.
without engagement is called a non—firm offer．
Unit 2 Make an offer
❖ How to make a proper offer or quotation?
Here are some points we should consider in advance． 1．Cost of purchase of goods． 2．Other export charges． 3．Market situation． 4. Customers. 5．Characteristics of the product itself． 6．Proper price terms． 7．Other terms and conditions that may affect
3．Try to make a non-firm offer when the market is unstable．Even you are forced to make a firm offer, try to make the validity of your offer as short as possible．
Unit 2 Make an offer
Unit 2 Make an offer
Let’s learn some knowledge
❖ What is an offer? ❖ The factors that form an offer ❖ What is a quotation? ❖ Firm offer vs Non—firm offer ❖ How to make a proper offer or quotation?
Unit 2 Make an offer
Let’s conclude
❖ Relative knowledge Introduction. doc ❖ Special terms Terms. doc ❖ useful expressions useful expressions for
talks. doc ❖ Skills Negotiation tips.doc ❖ Assignment: Practice with the cue card.doc
❖ Sometimes a buyer may make a buying offer, which can be called a bid.
Unit 2 Make an offer
The factors that form an offer
1. name of commodity 2. specifications 3. quantity 4. price 5. terms of payment 6. time of shipment
❖ offering 出售物 ❖ offer letter 报价书 ❖ offer sheet 出售货物单 ❖ offer list/book 报价单 ❖ offer price 售价 ❖ offering date 报价有效期限 ❖ offering period 报价日 ❖ to make a bid 递价 ❖ to get a bid 得到递价
Unit 2 Make an offer
Objectives
❖Know the factors that form an offer． ❖Understand the differences between offer and quotation． ❖Understand the differences between firm and non-firm offer． ❖Learn how to make an offer, a counter-offer and the related tactics. ❖Have a good command of words and expressions related to offers and counter-offers.
Unit 2 Make an oe enquiry is completed，a quotation or an offer follows．It usually takes a very short time to make a quotation or an offer，yet making a proper quotation or offer means a lot to the sellers and buyers．In this unit， you are required to understand the difference between an offer and a quotation as well as the skills and tactics of making an offer or a quotation．
Unit 2 Make an offer
Let’s learn some sample dialogues
❖ Refer to the textbook
Unit 2 Make an offer
Let’s practice
❖ Practice in groups ❖ Practice with: cue card. doc ❖ Show what you have practiced ❖ Students’ comment ❖ Teacher’s comment
❖ Firm offer ❖ Non-firm offer ❖ Original offer ❖ Offerer ❖ Offeree ❖ Counter-offer ❖ Legal promise ❖ Acceptance
发盘人 法律承诺 反还盘 接受 实盘 受盘人 原发盘 虚盘
Unit 2 Make an offer
Key Knowledge
❖ offer 报盘，报价 ❖ firm offer 实盘 ❖ non-firm offer 虚盘 ❖ to offer for 对...报价 ❖ to give an offer 给...报盘 ❖ to submit an offer 提交报盘 ❖ to accept an offer 接受报盘 ❖ to make an offer for 对...报盘（报价）
Unit 2 Make an offer
❖ What is a quotation? To make a quotation is to offer a unit price
．
Unit 2 Make an offer
❖ Firm offer vs Non—firm offer
In business negotiation，the sellers can make an offer and the buyers can make a bid．An offer with engagement is called a firm offer，while an offer
the price
Unit 2 Make an offer
Negotiation tips：
1. It is not always favorable for you to make an offer first．
2．Usually，the higher the price you offer，the more profit you can get．(Monday work)
Unit 2 Make an offer
Briefing
❖ Relative knowledge ❖ Special terms ❖ useful expressions ❖ Skills
Unit 2 Make an offer
Let’s see how you have prepared: Task 3
Unit 2 Make an offer
More Terms
❖ to entertain an offer 考虑报盘 ❖ to extend an offer 延长报盘 ❖ to renew an offer恢复报盘 ❖ to withdraw an offer 撤回报盘 ❖ to decline an offer谢绝报盘
Unit 2 Make an offer
What is an offer?
❖ Offer is the expression of the seller’s wish to sell particular goods under stated terms including quantity, price, time of shipment, terms of payment, etc. An offer is usually made when a seller promises to sell goods at a stated price within a stated period of time. It can develop into a contractual obligation. Once an offer is accepted by a buyer, the seller cannot revoke it.
without engagement is called a non—firm offer．
Unit 2 Make an offer
❖ How to make a proper offer or quotation?
Here are some points we should consider in advance． 1．Cost of purchase of goods． 2．Other export charges． 3．Market situation． 4. Customers. 5．Characteristics of the product itself． 6．Proper price terms． 7．Other terms and conditions that may affect
3．Try to make a non-firm offer when the market is unstable．Even you are forced to make a firm offer, try to make the validity of your offer as short as possible．
Unit 2 Make an offer
Unit 2 Make an offer
Let’s learn some knowledge
❖ What is an offer? ❖ The factors that form an offer ❖ What is a quotation? ❖ Firm offer vs Non—firm offer ❖ How to make a proper offer or quotation?
Unit 2 Make an offer
Let’s conclude
❖ Relative knowledge Introduction. doc ❖ Special terms Terms. doc ❖ useful expressions useful expressions for
talks. doc ❖ Skills Negotiation tips.doc ❖ Assignment: Practice with the cue card.doc
❖ Sometimes a buyer may make a buying offer, which can be called a bid.
Unit 2 Make an offer
The factors that form an offer
1. name of commodity 2. specifications 3. quantity 4. price 5. terms of payment 6. time of shipment
❖ offering 出售物 ❖ offer letter 报价书 ❖ offer sheet 出售货物单 ❖ offer list/book 报价单 ❖ offer price 售价 ❖ offering date 报价有效期限 ❖ offering period 报价日 ❖ to make a bid 递价 ❖ to get a bid 得到递价
Unit 2 Make an offer
Objectives
❖Know the factors that form an offer． ❖Understand the differences between offer and quotation． ❖Understand the differences between firm and non-firm offer． ❖Learn how to make an offer, a counter-offer and the related tactics. ❖Have a good command of words and expressions related to offers and counter-offers.