Unit 8 Negotiation

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国际商务谈判(第三版)教学课件第8章

In order to smooth the negotiation process, both sides need to make cultural preparations ahead of time, including understanding the culture of the opposite side, asking questions and sufficient communications.
2）What is your opinion on Iceberg Model of Culture? Please give an example.
The Iceberg Model of Culture shows us that only some superficial phenomena are presented to the public, while more in-depth values are buried under, which is harder for people to notice and pay enough attention to. An example is that during an international business negotiation, an American company representatives found that the Chinese company representatives were always nodding no matter what the American team said. They believed that the Chinese team were impolite because they seemed to pretend that they agreed with the American team at all points, while later they threw out some sharp challenges to the American team. In fact, Chinese team nodded with smile to show their traditional Chinese values of respect, kindness and patience in the situation of other people speaking. But business is business, challenges with sharp words then followed still.

国际商务谈判,课件,Unit 8

Unit EIGHT CONCLUSION AND AGREEMENT
6. Watch Version 2 again. Francoise is businesslike and polite in making her apologies for leaving so quickly. Pick out these moments: --- she summarizes --- she agrees action --- she apologizes for leaving quickly
Unit EIGHT CONCLUSION AND AGREEMENT
7. What steps do you go through to close a negotiation effectively? Use the three headings below to help you draw up a detailed checklist for closing a negotiation.
She should have summarized, identified future actions, clarified any outstanding points, and closed on a positive note.
Unit EIGHT CONCLUSION AND AGREEMENT
Unit EIGHT CONCLUSION AND AGREEMENT
She summarizes: So, we have agreed an initial oneyear contract… She agrees action: We will meet again here to interview… She apologizes for leaving quickly: I’m afraid I have to go now. I’m sorry I have to leave so abruptly.

秘书英语unit 8

Background knowledge
The signing ceremony is always held in order to make the two parties observe the contract. Before the ceremony, a good signing hall needs to be prepared. It must be quiet and there should be the carpet (地毯) on the floor. The signing documents must be written in official languages and put on the table beforehand. The national flags will also be there when referring to an international business. The seats must be arranged carefully. All the participants should dress formally during the ceremony and they always drink a cup of champagne (香槟酒) to celebrate their successful co-operation after signing the document.
Listening & Speaking 2
A. Extensive Listening Miss Wang and Mr. Smith are discussing the contract between the two sides. Listen to the Listening & Speaking 2 and decide whether the following statements are T (true) or F (false). ( )1. There are two contract originals that should be signed. ( )2. The time for payment is on Oct.1,2007. ( )3. The treatment of Group Danone technicians will only include their salary. ( )4. Both Xin Niu Dairy Group and Group Danone are satisfied with the negotiation.

商务英语negotiation

商务英语negotiation一、引言商务英语是在商业活动中使用的英语，它包括商业交流、商务谈判、商务信函、商业演讲等方面的内容。

而商务谈判是商务英语的重要组成部分，它在商业交易中起着举足轻重的作用。

本文将探讨商务英语谈判的一般原则、技巧和注意事项。

二、商务英语谈判的一般原则1. 诚信原则谈判双方应该本着诚实、守信的原则进行谈判，不以欺骗、误导对方为手段。

2. 合作原则在谈判过程中，双方应该本着合作、共赢的原则进行谈判，而不是采取零和博弈的态度。

3. 相互尊重原则在谈判中，双方应该相互尊重，不应该对对方进行人身攻击或侮辱。

4. 互惠原则在商务英语谈判中，双方应该本着互惠互利的原则进行谈判，而不是单方面追求自己的利益。

5. 灵活原则在商务英语谈判中，双方应该本着灵活应变的原则进行谈判，根据实际情况做出相应调整。

6. 求同存异原则在谈判中，双方应该注重求同存异，找到双方共同的利益点，同时尊重对方的差异。

三、商务英语谈判的技巧1. 语言表达技巧在商务英语谈判中，双方应该注意语言的表达技巧，用词准确、表达清晰，避免产生歧义。

2. 逻辑思维技巧在商务英语谈判中，双方应该善于运用逻辑思维，寻找问题的根源，找出解决问题的方法。

3. 沟通技巧在商务英语谈判中，双方应该善于沟通，倾听对方的意见，及时反馈自己的想法，避免双方产生误解。

4. 调控情绪技巧在商务英语谈判中，双方应该注意调控情绪，避免因情绪强烈而导致谈判破裂。

5. 听取建议技巧在商务英语谈判中，双方应该善于听取对方的建议，做出有效回应，寻找双方都能接受的方案。

6. 技术谈判技巧在商务英语谈判中，双方应该善于运用技术手段，比如数据分析、市场调研等，为谈判提供有力支持。

四、商务英语谈判的注意事项1. 准备充分在进入商务英语谈判前，双方都应该对谈判的内容、目标作出充分准备，以应对各种可能的情况。

2. 注意谈判场地商务英语谈判应该选择一个合适的场地，保证谈判的顺利进行。

unit8 Script

unit8 ScriptPart AThe Art of Contract Negotiation Technique -- A TalkIn the art of negotiation, whether it is business or personal it requires planning and execution. Unlike toddlers, who negotiate by crying and rolling around on the floor, adults need to employ a different skill set to get their point across. The following are some tips for successful negotiation.Before the meeting one should be well rested and well fed, also visit the restroom before entering the meeting room, as you don't want a nature call to have you leave the room or adjourn the meeting early.W ear comfortable, yet appropriate clothing. A tight collar and tie or a skirt that is being hitched or hiked will cause you to fidget and detract from your image.Focus on issues, not personalities -- Focusing on your goal and treating everyone as an equal will help matters become resolved in your favor. By treating all fairly you will avoid worrying about feelings, which can be an obstacle in your success.Speak in supportive statements -- Attach credibility to your statements by speaking in facts, not feelings. Avoid sentences beginning with "I think" "I feel" or "in my opinion". When statingfacts, be prepared to quote your sources and elaborate questions meant to deflate your position. Being armed with facts stands up better than trying to justify feelings.Listen (with more than your ears) -- Listen for audible content but also watch the body language. Are your opponents sitting with an open body posture or are their arms tightly folded across their chest? Are they scratching their nose often in disbelief? Are they looking down or are they engaging you with their eyes to establish who is boss?Find points of agreement to build on -- Pick up points that you agree upon and incorporate them into your presentation.Take minutes -- Have someone tape or take minutes so that all that has been said is recorded. Reiterate what your responsibility will be and that you will execute your part right away. If in a business meeting you can end by saying "I will have this in a memo to distribute this afternoon” or "I will make the necessary phone calls to get this rolling right away". If contracts are involved,() have them ready on the spot or as soon as possible to get a signature to what has been agreed. Although most contracts have a cooling off period of three days or so, getting a written commitment to your settlement brings you that much closer to your goal.End on a positive note -- Shake hands and smile. A smileshows friendliness and confidence that you are a great person to do business with, even if everyone in the room wasn't altogether pleased with the outcome. Conversely, if you did not get all you wanted, don't appear a bad sport. Focus on your wins and play down the losses. Take honest notes to yourself on your tactics and see how you can improve for next time.Page66Part BThe Art of Getting What Y ou W ant -- A LectureDon't Believe Everything Y ou See and HearPart of a good salesperson's skill is to learn to read people and situations very quickly. Buyers are good negotiators, and thus they are good actors. Y ou may be the only person who has what she needs, but everything she does and says, from body language to the words she uses will be designed to lead you to believe that unless she gets an extra 10% off, she's going with the competition. Be skeptical. Be suspicious. Test, probe, and see what happens.2. Don't Offer Y our Bottom Line Early in the NegotiationHow many times have you been asked to "give me your best price"? And have you ever given your best price only to discover that the buyer still wanted more? If you could drop your price by 10%, start out with 0%, or 2%, or 4%, leave yourself room tonegotiate some more. Who knows -- you may get it for a 2% reduction. Y ou might have to go all the way to 10%, butoften you won't.3. Get Something in Return for Y our Added V alueWhat if you discover that the buyer wants to be able to track his expenditures for your products or services in a way that is far more detailed and complex than is standard for your industry? Often the salesperson's overwhelming temptation is to jump in a say, "Oh, we can do that. That's no problem." Before you do, however, think about your options. Y ou could throw it in as part of the package and try to build good will. Or you could take a deep breath and try something like, "That's a difficult problem that will require some effort on our part, but it's doable." In the second case, you've told the buyer you definitely could do it, but you have not yet agreed to do it. Y ou may not be able to get him to pay extra for it, but you may be able to use it as a bargaining chip in resisting price concessions. Which way you choose to go will depend on who your customer is and on the situation. However, you do have options.4. Sell and Negotiate SimultaneouslyThink of selling and negotiating as two sides of the same coin. Sometimes one side is face up, and sometimes the other side, but they are always both there. This is particularly true in yourearliest contacts with the buyer. The face the buyer sees is that of a salesperson demonstrating(page67)features and benefits. The hidden facts is that of a negotiator probing and seeking out information that may be invaluable issues like price, terms, quality, delivery, etc.5. Be PatientFinally, and most important, be patient. Sales is a high energy, fast moving business. If I'm negotiating with you and I know that you're impatient, I will hold out just a little longer, no matter how desperate I am to make a deal with you. So be patient. Take the time that you need, don't rush to give in, don't show your anxiety, stay cool and don't panic. Negotiation is a process and a game. Use the process and play the game. Y ou'll be astonished at the difference that it makes!Part CNegotiation Across Cultures -- A TalkNegotiation is always a delicate business, requiring determination and diplomacy in equal measure. A cross-cultural negotiation is a particular challenge. Here are some tips that can help you put together a deal with a foreign partner.Decision-making styles of the two parties may be different. American managers usually make decisions by themselves, while Japanese managers tend to make decisions by consensus, a practicethat can add time to the negotiation process. Americans place a high value on flexilbility, whereas once a Japanese manager has reached a decision, he believes it is shameful to change it. Understanding these underlying attitudes helps you see what your potential partner's priorities are, and you can then adapt your strategy accordingly.Find anything that will allow your foreign colleague to share something with you. This can help you get past "people" problems -- ego wars, saving face, and so on -- which is a good tactic because these problems can crop up where you may least expect them.Now the real work can begin. Y ou'll need to choose which of two classic negotiating styles you'll adopt: contentious or problem solving. The contentious negotiator, a tough, demanding guy who makes few compromises, can be a great success given the right conditions. He either wins or loses, but never comes to a conditional agreement. The problem-solving negotiator takes a broader view, attempting to get as much as she can without handing out a deal breaker.She establishes common ground wherever she can find it and approaches negotiations on a step-by-step basis.Let's assume that you have passed successfully through the initial stages of the negotiation and that you have agreed upon common ground with your prospective partner. The game of tactics now broadens. It is at this stage that your awareness of negotiatingbehavior typical to your potential partner's culture can be put to use.Italian negotiators, for example, will often try to push through this stage quite quickly, repeatedly insisting on their terms to tire out their opponents. Knowing this, a foreign negotiator may find a good tactic is to display no great hurry to deal -- change the subject, digress,etc.（page68）Most Europeans won't break off discussions unless they are deeply offended, but Asian negotiators are often happy to drop the project if they are uncomfortable with some aspect of the negotiations .If this happens, try to backtrack and fix the problem.But in focousing on your potential partner’s culture, don’t lose sight of him as an individual. It’s always best to learn as much as you can about his personality and communication style. This is frequently successful because a new, mutually agreed-upon culture is being created just for this effort.。

国际商务谈判英文版PPT-8 . Negotiation Strategies

8.2.6 Strategies linked to goals
• the ability to develop effective negotiation strat egies is improved if a negotiating team already has clear, specific goals – and knows what the goals of the other team are
• Managers who participate in international business n egotiations must be flexible enough to convert probl ems into opportunities
• Managers demonstrate their flexibility in the course o f a negotiation by being willing to re-evaluate and ref ormulate strategies which are turning out to be inapp ropriate
International Business Negotiation
Principles and Practice
8 Negotiation Strategies
Overview
• STRATEGY IN NEGOTIATIONS • STRATEGIC ORIENTATIONS • MAXIMUM GAIN STRATEGIES • NEGOTIATING TACTICS
t of a certain price range or profit level – a supply contract with a potential foreign partner – access to a foreign partner’s technology

商务谈判课件：Chapter 8 Communications in Negotiations

Setting Environment
Social or business setting Exchange information that is appropriate
18
Overcoming Barriers to Communication
Create a effective message
So people like to work with you
13
Barriers to Communication
Barrier to communication is:
Anything that interferes with the communication process and makes it less effective
Written: Newspaper, reports, email, text, letters,
Rich Communications
Make use of various channels to communicate the message F2F, letter, phone call
Analyze the message environment: Consider –
Physical location when message is delivered: Location & Climate
Temperature, lighting in the room, decorations, seating, noise
Emotional condition
Develop positive communications
Make others feel happy, secure, positive

综合商务英语二册Unit 8Negotiation

Do you have the experience of bargaining? Do you know that bargaining is a basic type of negotiation in which the buyer and seller discuss over the price of a good or service? Share your bargaining experience with your classmates.
1. Asearch for truth and justice. 2. A friendlydiscussion at the corner of Starbucks. 3. A quest for the perfect solution to a business problem. Make nmo istake : Negotiation is a game. The goal in negotiation is to win —— to get the best deal you can.
Which country does each business etiquette belong to?
1. Punctuality is of prime importance.
Switzerland
2. Business proposal should be detailed, precise, and completely
Objectives
When the learners finish learning this unit, they should be able to
• conduct simple business negotiation • write a reply to a letter of complain综合商务英语教程第二册 Uit 8 Negotiation

国际商务谈判英文 chapter8

6
8.2 Skills of talking 8．2．1 Negotiation language
7
8.2 Skills of talking
8.2.1 Negotiation language
Your presentation should be executed in all attractive manner that is pleasing，not offensive．It should be fair and consider the pros and cons，not suspicious．It should be cooperative and friendly，not argumentative or hostile．It should emphasize the positive，not the negative, stress the familiar，not the unknown，and be democratic，not dictatorial．Your presentation should be understated，not exaggerated．
• 4．Tips for good listening
3
Contents
1
Closing the deal
2
bargaining tactics
3 Summary of the negotiation
4 Tips on contract signing
4
8.1 Summary：Communicating across cultures
• International business negotiations have often failed as a result of poor communications. Exporters need to communicate clearly with importers if they are to succeed in the international marketplace.By building listening skills, knowing how to phrase questions, and using other specific communications techniques, negotiators should be in a position to conduct their international business discussions more successfully.

商务谈判unit_8conclusion_and_agreement

Departing
Confirm arrangement for next meeting Chairperson thanks participants for coming Part on a positive note
viewing

VCD context
Andrew is keen to get home, having achieved some sort of agreement. Karen feels there are still some issues which need discussion. Francoise has a dinner engagement and having achieved most of their objectives, wants to end the meetings quickly. Sean feels Levien have got a good deal. Here are just loose ends to be tied up by Karen and Francoise at a later date.
A timely display of a positive attitude to “end the talk”; Variety of ways to permeate the other party Using the method that the negotiation has succeeded Negotiating the details Taking some actions to show sincerity Offering a special privilege
Unit 8 conclusion and agreement

国际商务谈判 Chapter 8 International Sales Negotiation.ppt

• In this chapter you will learn: • the contents of international sales
negotiation • the process of international sales and
purchases negotiation • strategies and applications
seller for his trouble and explain the reason for rejection.
8.1.6 Offer and counter offer
• An offer is different from a quotation. The latter is just an indication of price without contractual obligation, while the former is a definite commitment on the part of a supplier. A firm offer is 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. Therefore, once it is accepted by a buyer, the seller cannot revoke it.
8.1.1Quality
• In international trade, buyers and sellers usually live far from each other and this creates a problem. It is impossible for the buyers to examine the quality of the imported goods. Thus there needs to be some means for the sellers to inform the buyers of the quality.

unit8Business Negotiations-Part One

Task Three: Establishing positions
Inviting interruptions F: We would like to know what you think. Please feel free to ask any questions. ask any questions S: Please feel free to (1) _______________ while I’m talking. Considering what they already know F: I suppose that you’ve had a chance to read our proposal. S: I think you have (2) _________________. read our proposal Emphasizing key points F: We don’t want to go over the same ground. We would like to focus quickly on the three areas, and then hear your response. S: We don’t want to (3) repeat ourselves We will focus quickly on the three ______________. your response areas, and then hear (4) _____________. Proposing F: We propose that one permanent manager and one support engineer should be put on site. S: (5) _______________ to do is put one permanent manager on site and one What we propose support engineer as well.

商务英语谈判 unit 8

Part Five
Assignment
Designing an Advertisement
Work in groups of 5-6. Dream up a great new product that you’d like to advertise and choose an effective advertising medium. Consider the following aspects:
software, etc. to improve your presentation.
05
Listen to each group’s presentation. The whole class will vote for the most innovative product and the most creative ad.
• What product do you want to sell, which isn’t yet generally available?
• What is the advertising medium to be used? • Why do you choose this advertising
• How many types of advertisement do you know? What are they? Raise examples.
• What are the advantages and disadvantages of each type?
Choosing Media
Work in groups. Discuss the following points and prepare to report to the class.

unit 8(价格商定)

previous quotation

LOGO
4)
We can not reduce the price to your level even to 折中处理折中处理。
meet you half way
5)
We write the letter asking for 降价降价。

LOGO
Part Four
I Basic Training 1. Complete the following sentences by turning the Chinese into English: 1) We do not不否认你方说的不否认你方说的，but the price you offered is not 不否认你方说的 realistic.
price reduction
6)
Your quotation is 大约高出大约高出10% than the European goods.
approximately 10% higher
7)
We 提醒你方注意提醒你方注意that the season is coming.
invite your attention to the fact
Contents
Basic dge Concerned Letter-writing Guide Other Commonly Used Expressions and Sentences Sample Letters Practical Training
Part One Part Two Part Three Part Four Part Five

LOGO
Part Two Some useful Expressions:

unit 8商务合同翻译

4商务合同常见法律词汇翻译
法律合同用副词的翻译商务合同属于法律性公文，通常使用一套惯用的古体英文副词，起到结构严谨、逻辑严密、言简意赅的作用。例如： hereafter, 从此以后； thereafter, 从那以后； thereon /thereupon,在其上 thereunder 在其下； hereto 对于这个； hereinabove, 在上文； hereinafter 在下文 thereinbefore, 在上文中； thereinafter 在下文中。
5商务合同的双介词翻译
双介词/双连词的翻译
（2）英译起止时间时,常用双介词来限定准确的时间例：自9月20日起,甲方已无权接受任何定单或收据。译文： Party A shall be unauthorized to accept any orders or to collect any account on and after September 20. 例:我公司的条件是,3个月内,即不得晚于5月1日,支付现金。译文：Our terms are cash within three months, i.e. on or before May 1.
3.商务合同用词翻译
3.1 合同用词的翻译
合同英语的用词极其考究，翻译通常需要注意以下几个方面：（1）情态动词may, shall, may not, must 的翻译 may 旨在约定当事人的权利（可以做什么），shall 约定当事人的义务（应当做什么），must 用于强制性义务（必须做什么），may not 用于禁止合同句式的翻译例（3）支付：不可撤销即期信用证转船前30天开到卖方。译文：Payment: By the irrevocable L/ C at sight reach the sellers 30 days before the time of shipment. 例（4）：如果买方向卖方提出索赔（包括换货），并出具了相应的检验证明，卖方将支付全部费用。译文： The Buyer shall make a claim against Seller (including the replacement ) by the further inspection certificate ）and all the expenses incurred there from are borne by the seller.

商务英语谈判 unit 8

• What are the contents of their year-long advertising campaign?
• Why doesn’t Speaker A consider trade publications?
Part Three
Public Speaking in Business
Prepare to deliver your speech in your class.
Part Four
BEC Focus
Speaking Test Part One: Interlocutor’s Questions:
Business Topics:
Ø What do you think are the most commonly used advertising media? Ø Do you think television advertising is the most effective form of advertising? (Why / Why not?) Ø Do you think the Internet is a good place for marketing a company’s products? (Why/ Why not?) Ø Will you choose a newspaper to advertise a product? (Why / Why not?)
Because training is free, the biggest challenge for your audience is the demanding time commitment. To get a graduating certificate from the program, they have to attend training sessions eight hours a day, five days a week, for three consecutive months.