商务谈判(Business Negotiation)
商务谈判技巧(businessnegotiation)
1
非语言沟通
注意肢体语言和面部表情的影响
Байду номын сангаас
2
跨文化沟通
尊重他人文化差异，避免误解
解决冲突和妥协技巧
1 寻求共同利益
寻找解决方案中的共同点
2 灵活妥协
做出必要的让步，以达成协议
成功谈判的要点
目标明确
设定明确的目标和期望结果
合作态度
以合作为导向，创造双赢机会
问题解决能力
善于找出解决方案，并执行
总结
准备充分
目标设定和信息收集的重要性
灵活应变
根据不同情况选择合适的策 略和技巧
追求双赢
寻找共同利益，达成满意的 协议
商务谈判技巧
商务谈判的定义和重要性
准备阶段
目标设定
明确谈判目标，确定最优结果
信息收集
收集对方信息，了解其需求和利益
谈判策略
1
竞争策略
通过争取优势，争取更多的资源和利益
合作策略
2
积极合作，达成双赢的协议
谈判技巧
倾听和理解对方
有效倾听，理解对方需求和利益
提出有效论证
使用事实和数据支持自己的观点
沟通技巧
商务英语谈判教材
Offer and counter--offer
It is also called negotiating prices About currencies Australian Dollar Canadian Dollar Hong Kong Dollar US Dollar Euro Dollar Swiss Franc German Marks Japanese Yen RMB
Firm offer
Sales volume销量
50% off 25% discount Buy one, get one
We can offer you a quotation based upon the international market.
我们可以按国际市场价格给您报价。
We think your offer is too high, which is difficult for us to accept.
货到付款和凭单付款信用证lettercreditlc国际贸易中常用的一种支付和结算方式即由银行开证行根据买方申请人的要求和指示向卖方受益人开立的一定金额在一定期限内按规定条件付款的凭证
商务英语谈判 Business Negotiation
商务谈判的外延很广，包括贸易谈 判、招标与投标谈判、引资和投资、 工程承包、技术转让等方面的谈判。 中国加入世界贸易组织以来，对外贸 易呈现出一片崭新的面貌，进出口贸 易往来日益增多。贸易谈判作为商务 活动中的一个重要环节，对国内外企 业间的合作、进出口贸易的成败起着 举足轻重的作用。首先我们主要学习 贸易谈判及其口译。
Usually an offer will include the following:
1. name of the goods. 2.quality and specifications. 3. quantity. 4.details of prices. 5. discount. 6. terms of payment. 7. time of shipment. 8. packing
商务谈判的步骤英文流程
商务谈判的步骤英文流程Business Negotiation Steps and ProcessWhen it comes to business negotiations, it is essential to have a clear understanding of the steps and process involved in order to achieve successful outcomes. Negotiating in the business world requires a strategic approach, effective communication, and the ability to reach mutually beneficial agreements. In this document, I will outline the steps and process of business negotiation in detail.Step 1: PreparationThe first step in any successful business negotiationis thorough preparation. This includes researching the other party, understanding their needs and priorities, and identifying your own goals and objectives. It is important to gather all relevant information, such as market trends,industry standards, and potential alternatives. By being well-prepared, you can enter the negotiation with confidence and a clear strategy.Step 2: OpeningOnce you have completed your preparation, the next step is to open the negotiation. This involves setting apositive tone, establishing rapport with the other party, and outlining the agenda for the discussion. It is important to be clear and concise in your communication, and to listen actively to the other party's perspective. By establishing a collaborative and respectful atmosphere from the beginning, you can lay the foundation for a productive negotiation process.Step 3: BargainingThe bargaining phase of the negotiation is where both parties present their positions, make concessions, and seek to find common ground. This is often the most challengingpart of the negotiation process, as it requires flexibility, creativity, and effective communication. It is important to focus on interests rather than positions, and to explore potential trade-offs that can benefit both parties. Bybeing open to compromise and seeking win-win solutions, you can increase the likelihood of reaching a mutuallybeneficial agreement.Step 4: ClosingThe closing phase of the negotiation involvesfinalizing the agreement, clarifying any remaining details, and ensuring that both parties are satisfied with the outcome. It is important to document the terms of the agreement in writing, and to address any potential issuesor concerns before finalizing the deal. By being thorough and clear in your communication, you can avoid misunderstandings and build trust with the other party. Closing the negotiation effectively is crucial for maintaining a positive relationship and setting the stagefor future collaboration.Step 5: Follow-upAfter the negotiation is complete, it is important to follow up with the other party to ensure that the agreement is implemented as planned. This may involve monitoring progress, addressing any issues that arise, and maintaining open communication. By demonstrating your commitment to the agreement and fulfilling your obligations, you can strengthen the relationship with the other party and pave the way for future partnerships.In conclusion, business negotiation is a complex process that requires careful planning, effective communication, and a strategic approach. By following these steps and process, you can increase your chances of achieving successful outcomes and building strong relationships with your business partners. Remember to stay flexible, open-minded, and focused on creating value for both parties. With practice and experience, you can becomea skilled negotiator and achieve your business objectives with confidence and professionalism.。
国际贸易实务chapter 9 Business__ Negotiation
Contents
9.1 Roles of business negotiation and preparation 磋商的重要性及磋商前的准备工作
9.2 Cardinal principles 交易磋商的基本原则
9.3 Procedures 交易磋商的程序
5
9.1 Roles of business negotiation and preparation 磋商的重要性及磋商前的准备工作
7
9.2 Cardinal principles of business negotiation 交易磋商的基本原则
Mutual benefits, Harmonious win-win 互惠互利、和谐共赢是交易磋商的基本原则。
8
Notes 交易磋商应注意事项
1）加强沟通和交流并以诚相待。 2）要善于运用商务谈判的各种技巧。 3）精力集中，正确判断对方的真实意图。
9
9.3 Procedures of business negotiation 交易磋商的程序
Business negotiation is an important part of conducting a deal. It plays a very important role in the conclusion and implementation of a sales contract.
Status enquires are made usually by applying to banks, chambers of commerce, or enquiry agencies for information needed.
信用咨询是一种书面请求，请求交易双方以外的第三方提 供交易对方企业的资信状况（financial position）、信誉 （credit）、声誉（reputation）以及一些交易做法 （business methods）等，这种资信调查通常向银行（可 以通过自己的开户行向其国外代理行或分支机构）、商会 以及一些资信调查机构进行，因为这些部门提供的信息相 对是可靠的。
商务谈判价格对话
商务谈判价格对话商务英语的语言形式、词汇、以及内容等方面与专业知识密切相关，它承载着商务理论和商务实践等方面的信息。
下面店铺整理了商务谈判价格对话，供你阅读参考。
商务谈判价格对话：价格谈判对胡center]Business Negotiation[/center]A: The seller Miss Lin representing Huaxin Trading Co.,Ltd.B: The buyer Mr. Cai representing James Brown&.Sons Co.,Ltd.A: Good morning, Mr. Cai. Glad to meet you.B: Good morning, Miss Lin. It’s very nice to see you in person.Let me introduce my colleagues to you. This is my manager, Mr. Jia.A: How do you do? Mr.Jia.B: How do you do? Miss Lin. Nice to meet you.B: ....And this is Mr. Wang. He is in charge of sales department. This is Miss Huang. She is in charge of business with clents.A: Nice to meet you, Miss Huang, Mr. Wang.B: Nice to meet you, Miss Lin.A: How are things going?B: Everything is nice.A: I hope through your visit we can settle the price for our Chinaware, and conclude the business before long.B: I think so, Miss Lin. We came here to talk to you about our requirements of HX Series Chinaware. Can you show us your price-list and catalogues?A: We’ve specially made out a price-list which cover those items most popular on your market. Here you are.B: Oh, it’s very considerate of you. If you’ll excuse me, I ’ll go over your price-list right now.A: Take your time, Mr. Cai.B: Oh, Mr, Wang. After going over your price-list and catalogues, we are interested in Art No. HX1115 and HX 1128, but we found that your price are too high than those offered by other suppliers. It would be impossible for us to push any sales at such high prices.A: I’m sorry to hear that. You must know that the cost of production has risen a great deal in recent years while our prices of Chinaware basically remain unchanged. T o be frank, our commodities have always come up to our export standard and the packages are excellent designed and printed. So our products are moderately priced.B: I’m afraid I can’t agree with you in this respect. I know that your products are attractive in design, but I wish to point out that your offers are higher than some of the quotations. I’ve received from your competitors in other countries. So, your price is not competitive in this market.A: Mr. Cai. As you may know, our roducts which is of high quality have found a good market in many countries. So you must take quality into consideration, too.B: I agree with what you say, but the price difference should not be so big. If you want to get the order, you’ll have to lower the price. That’s reasonable, isn’t it?A: Well, in order to help you develop business in this line, we may consider making some concessions in your price, but never to that extent.B: If you are prepared to cut down your price by 8%, we might come to terms.A: 8%? I’m afraid you are asking too much. Actually, we have never gave such lower price. For friendship’s sake, we may exceptionally consider reducing the price by 5%. This is the highest reduction we can afford.B: You certainly have a way of talking me into it. But I wonder if when we place a larger order, you’ll farther reduce your prices.I want to order one container of HX1115 and 438 sets of HX1128.A: Mr. Cai, I can assure you that our price is most favourable. We are sorry to say that we can bring our price down a still lower level.B: Ok, I accept. No w let’s talk about the terms of payment. Would you accept D/P? I hope it will be acceptable to you.A: The terms of payment we usually adopt are sight L/C.B: But I think it would be beneficial to both of us to adopt more flexible payment terms such as D/P term.A: Payment by L/C is our usual practice of doing business with all customers for such commodities. I’m sorry we can’t accept D/P terms.B: As for regular orders in future, couldn’t you agree to D/P?A: Sure. After several smooth transactions, we can try D/P terms.B: Well, as for shiopment, the soon the better.A: Yes, shipment is to be made in April, not allowing partial shipment.B: Ok, I see. How about packing the goods?A: We’ll pack HX115 in carton of one set each, HX1128 in cases of one set each, two cases to a carton.B: I suggest the goods packed in cardboard boxes, it’s more attractive than cartons. Do you think so?A: Well, I hope the packing will be attractive,too.B: For transaction concluded on CIF basis, insurance is to be covered by the sellers for 110% of invoice value against WPA.Clash&.Breakage and War Risk.A: This term less these goods should damage in transit. I agree with it.B: I’m gald we have brought this transaction to a successful conclusion and hope this will be the beginning of other business in the future. Let’s confirm these items we concluded at the moment.A: Yes, we concluded as follows: 532 sets of HX1115 at the price of USD 23.50 per set to be packed in cardboard boxes of one set each and to be shipped CIF5 Toronto. 438 sets of HX1128 at the price of USD 14.50 per set to be packed in case of one set each, two cases to a cardboard box and to be shipped CIF5 Toronto.B: All right. By the way, when can I expect to sign the S/C?A: Mr. Cai, would it be convenient for you to come again tomorrow morning. I’ll get the S/C ready tomorrow for your signature.B: That’s fine. See you tomorrow. Goodbye. Miss Lin.A: See you and thanks for coming, Mr. Cai.商务谈判价格对话：报价对话(1)A: We can offer you this in different levels of quality.B: Is there much of a difference in price ?A: Yes ,the economy model is about 30% less.B: We’ll take that one .A:这产品我们有三种不同等级的品质。
商务谈判Business Negotiation
Wood:I see.But if you can ，please work out as soon as possible.
伍德：我明白，但如果可以的话，请尽可能地解决。
Simth:Thanks.We have finally reached a basic agreement on the problems that should be worked out.
史密斯先生：谢谢。对一些需要解决的问题我们终于基本上 达成了共识。
Wood:Both of us parties have made a great effort.
伍德：为此我们双方都做出了很大的努力
Simth:That is ture .It is time for us to sign the contract.
史密斯先生：是的，该是我们签合同的时间了。
Wood:I have been looking forward to this moment. I will fax the counter-signed contract to you later .Each of us has two formal copies of the contract,one in Chinese and one in English.Would you keep these two copies?
史密斯先生：谢谢。对一些需要解决的问题我们终于基本 上达成了共识。
Smith:Yes,that is ok.I understand your position.
史密斯先生：是的，没问题。可以理解。
Wood：That is all right.But our company must test the website each month,of course,this can give you the best level of service.
商务谈判的英语作文模板
商务谈判的英语作文模板Title: A Sample Business Negotiation English Essay。
Introduction:Business negotiation is a crucial skill in today's globalized world, where companies from different cultural backgrounds come together to forge partnerships, agreements, and deals. In this essay, we will explore the essential elements of effective business negotiation through a comprehensive template. Drawing inspiration from popular online resources, we will delve into key strategies, techniques, and considerations for successful negotiations.Body:1. Setting the Stage:Begin by establishing rapport and building trustwith the other party.Clearly define the objectives and desired outcomesof the negotiation.Outline the agenda and ground rules to ensure a structured and productive discussion.2. Understanding Interests and Positions:Encourage open communication to uncover each party's interests, needs, and concerns.Distinguish between positions (what each party wants) and interests (the underlying motivations).Use active listening techniques to demonstrate empathy and understanding.3. Creating Value:Explore potential areas of mutual benefit and collaboration.Brainstorm creative solutions that address both parties' interests.Emphasize the importance of win-win outcomes for long-term partnerships.4. Communication and Persuasion:Use clear and concise language to articulate your points.Support your arguments with data, evidence, and examples.Use persuasive techniques such as storytelling and framing to influence the other party's perspective.5. Managing Conflicts:Acknowledge and address any conflicts or disagreements that arise.Focus on finding common ground and constructive solutions.Utilize conflict resolution strategies such as compromise, collaboration, or mediation.6. Negotiating Tactics:Familiarize yourself with various negotiation tactics, such as anchoring, framing, and concession strategies.Be prepared to adapt your approach based on the dynamics of the negotiation.Maintain flexibility while staying true to your objectives and principles.7. Closing the Deal:Summarize the key points and agreements reachedduring the negotiation.Clarify any remaining questions or concerns.Formalize the agreement through written documentation or contracts.Conclusion:Effective business negotiation requires a combination of preparation, communication, and interpersonal skills. By following a structured approach and applying proven strategies, negotiators can navigate complex discussions and achieve mutually beneficial outcomes. Whether brokering deals, resolving conflicts, or building partnerships, mastering the art of negotiation is essential for success in the competitive world of business.(Note: The above template provides a comprehensive framework for writing a business negotiation essay, drawing inspiration from popular online resources. The essay can befurther elaborated with real-life examples, case studies, and personal insights to enhance its depth and relevance.)。
商务谈判对话英文版
商务谈判对话英文版Business Negotiation DialogueDialogue 1:Company A: Good morning, Mr. Smith. I'm here today to discuss a potential partnership between our companies.Company B: Good morning, Mr. Johnson. Thank you for coming. I'm looking forward to hearing your proposal.Company A: We believe that our companies can benefit greatly from working together. We have extensive experience in developing and marketing innovative products, and we admire your company's strong distribution network.Company B: Thank you. We are always open to exploring new partnerships. What are the specific areas you would like to collaborate on?Company A: We propose a joint marketing campaign for our new product line. We have recently launched a line of eco-friendly household appliances, and we believe your expertise in retail distribution can help us reach a wider audience.Company B: That sounds interesting. Can you provide more details on the marketing campaign?Company A: Certainly. We suggest developing a co-branded advertising campaign, featuring both our companies' logos, to raise awareness of the eco-friendly appliances. Additionally, we can offer special discounts to your customers and provide training for your sales staff.Company B: I see the potential in this collaboration. However, we would need to evaluate the financial feasibility. What are your expectations regarding the costs involved?Company A: We understand the importance of cost considerations. We propose a cost-sharing model where both companies invest in the marketing campaign based on their respective market share. We can provide a detailed cost breakdown for your review.Company B: That seems fair. We will need some time to analyze the proposal and discuss it internally. Can we schedule a follow-up meeting next week to further discuss the financial aspects?Company A: Absolutely. We can also provide additional materials and case studies that showcase the success of our previous collaborations. Let's meet next Wednesday at 2:00 p.m. Does that work for you?Company B: Perfect. I will make sure our team is prepared for the meeting. Thank you for your time today.Company A: Thank you for considering our proposal. We look forward to discussing the details further next week.Dialogue 2:Company A: Good afternoon, Mr. Wang. I'd like to discuss the possibility of a joint venture between our companies.Company B: Good afternoon, Mr. Jones. I'm interested in exploring this opportunity. Please tell me more about your proposition.Company A: We have noticed that your company has a strong presence in the Asian market, and we believe that together we can expand our reach and increase market share.Company B: I appreciate your interest. Could you provide some information about the specific industry or sector you have in mind?Company A: Certainly. We propose collaborating in the renewable energy sector, specifically in the development and production of solar panels. We have advanced technology in this field, and with your established distribution channels, we can effectively penetrate the market.Company B: Solar energy is indeed a promising industry. How do you suggest we structure this joint venture?Company A: We suggest a 50/50 partnership, where both companies invest equally in capital, resources, and expertise. This way, we can share risks and rewards.Company B: That sounds reasonable. Besides financial contributions, what other support can each company provide?Company A: In addition to financial investments, we can contribute our research and development capabilities, as well as our expertise in manufacturing high-quality solar panels. Your company's distribution channels and local market knowledge would be valuable assets to the joint venture.Company B: I see potential synergies in this collaboration. However, we need to carefully assess the costs and potential returns. Can you provide a detailed financial projection?Company A: Of course. We will prepare a comprehensive financial analysis, including investment requirements, projected revenue growth, and estimated return on investment. We can discuss these details in our next meeting.Company B: That would be great. Let's meet again next Monday to review the financial projections and discuss any further questions or concerns.Company A: Excellent. We will be well-prepared and ready to address any additional inquiries. Thank you for your time and consideration.Company B: Thank you for presenting this opportunity. I look forward to our follow-up meeting.In conclusion, business negotiation dialogues play a crucial role in establishing partnerships and reaching agreements. They require effective communication, clear proposal presentations, and a willingness to find common ground. These dialogues provide a framework for companies to explore collaboration opportunities, discuss potential benefits, address concerns, and ultimately work towards mutually beneficial agreements.。
商贸谈判对话英语作文
商贸谈判对话英语作文Title: Business Negotiation Dialogue in English。
Introduction:Business negotiation is an essential aspect of commerce, requiring effective communication, strategic thinking, and interpersonal skills. In this essay, we'll explore a dialogue illustrating a business negotiation scenario in English, showcasing various negotiation techniques and strategies.Dialogue:Setting: A conference room in a multinational corporation. Mr. Smith, representing Company A, and Ms. Chen, representing Company B, are seated across from each other.Mr. Smith: Good morning, Ms. Chen. Thank you formeeting with me today to discuss the proposed partnership between our companies.Ms. Chen: Good morning, Mr. Smith. It's my pleasure. We've reviewed your proposal, and there are a few points we'd like to address.Mr. Smith: Of course, I'm here to address any concerns you may have. Please, go ahead.Ms. Chen: Firstly, regarding the pricing structureyou've proposed, we find it slightly higher than what we anticipated. Can you provide some insights into the pricing breakdown?Mr. Smith: Absolutely. Our pricing reflects the quality and value of our products, but we're open to discussing adjustments to better align with your expectations. Perhaps we could explore volume discounts or long-term contract incentives?Ms. Chen: That sounds reasonable. We value the qualityof your products but need to ensure competitiveness in our market. Let's delve deeper into the specifics of volume discounts and how they could benefit both parties.Mr. Smith: Agreed. Moving on to the proposed timelinefor implementation, we understand the urgency but may need additional resources to meet the accelerated schedule. Would it be possible to stagger the rollout to ensure a smooth transition?Ms. Chen: Staggering the rollout could indeed mitigate risks and allow for better resource allocation on our end. Let's revise the timeline accordingly to accommodate both our needs.Mr. Smith: Excellent. Regarding the terms of the agreement, are there any clauses or provisions that require further clarification or negotiation?Ms. Chen: One area of concern is the exclusivity clause. We operate in a dynamic market and need flexibility to explore other partnerships that may arise. Can we discussadjusting the exclusivity terms to allow for such flexibility?Mr. Smith: Absolutely, we understand the need for flexibility and are open to revising the exclusivity clause to better suit your business needs. Let's work together to draft a mutually beneficial agreement.Conclusion:The negotiation dialogue between Mr. Smith and Ms. Chen demonstrates the importance of flexibility, compromise, and constructive dialogue in reaching mutually beneficial agreements in business. By actively listening to eachother's concerns, exploring alternative solutions, and maintaining a collaborative mindset, both parties can achieve their objectives and lay the groundwork for a successful partnership.Word Count: 396。
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
business negotiation 商务谈判
Business negotiation style— France
Attaching great importance to dress and appearance. Talkative, eloquent and emotional. Prefer to use their own language （坚持在谈判中使用
Cross-cultural Negotiation
Cross-cultural negotiation
Difference Cultural etiquette Ways of thinking Emotions Forms of behavior
Learn & master different business negotiation styles
法语）. Decisions preferred to be made by competent individuals （决策重个人，效率高）. A clear boundary between work time and spare time.
Business negotiation style— Japan
Business negotiation style— South Africa
Most of people engage in business are from wealthy
and influential families, they value etiquette a lot. Prefer to negotiate with opponents which are wellmatched in strength. Conservative, formal. Centralization of power in decision-making (权力集中 型). Emphasis on credibility, keep promises. taboos
第7章 商务谈判中的价格谈判
7.3.2 讨价策略
讨价的含义：
在一方报价之后，另一方根据报价方的解释，对所报价格进行 评论，当评论结果是否定态度时，要求对方重新报价
1）报价起点
“喊价要狠”，只要能找到理由加以辩护就尽 量提高开盘价。卖方报最高价格；买方报最低 价。
实践证明，如果卖主开价较高，则往往在较高 的价格上成交；相反，如果买主还价很低，则 往往在较低的价格上成交。大多数的最终协议 结果往往在这两个价格的中间，或者接近中间 的价格上成交。
案例：撒切尔夫人与共同体各国首脑的谈判
3）报价的方式
两种典型的报价方式在世界上广为应用 ：
(一)西欧式报价方式
卖方首先提出留有较大余地的价格，通过给予 各种优惠，如数量折扣、价格折扣、佣金和支 付条件方面的优惠(延长支付期限、提供优惠 信贷等)，逐步接近买方的条件，达到成交的 目的。
要点是稳住买方，使之就各项条件与卖方进行 磋商，最后的结果往往对卖方比较有利的
7.2 价格解评
价格解评包括价格解释和价格评论。
价格解释是报价之后的必要补充，价格 评论则是讨价之前的必要铺垫。
7.2.1 价格解释
进行合理的价格解释
所谓价格解释是指报价方就其价格构成、报价依 据、计算基础以及方式方法等进行介绍、说明或解答
价格解释的原则与技巧：
▪ 不问不答 ▪ 有问必答 ▪ 避实就虚 ▪ 能言不书
1）还价时机的把握 2）还价的方式 3）还价的方法 4）还价的技巧
7.3.3 还价策略
还价---指谈判一方根据对方的报价，提出自己 的价格条件。
商务英语口译Unit 3 Business Negotiation
Selden had retained her hand, and continued to scrutinize her with a strange sense of foreboding.
赛尔登一直紧握着她的手,用预感到大祸临头的惊恐目光仔 细观察她。
For him to concede that his ability to govern had been impaired would accelerate the assault on his Presidency. 如果他承认他治理国家的能力已受到损害,必将招致对他作为总 统的更多攻击。
courteous [ 'kə:tjəs ] adj. 有礼貌的；谦恭的
三、找到正确的方法
1.合适的地点时间 2.虚张声势的阵法 3.充分的披露信息 4.巧妙地否定对手 5.内外兼美的包装 6.行云流水的沟通 7.灵活的迂回战术
New Words &Expressions
divergent [ dai'və:dʒənt, di- ] adj. 相异的，分歧 的；散开的
If I can reciprocate at any time, please be sure to call on me. 如果将来我能为您做些什么，请直言。
culprit [ 'kʌlprit ] n. 犯人，罪犯；被控犯罪的人
He has only been home once, sir, since the day of the examination of that culprit. 自从那个罪犯受审之后,阁下,他只回过一次家。
Chapter 1 Business Negotiation商务谈判
Chapter 4 Business Etiquette
Chapter 5 Export Procedures Chapter 6 Delivery Terms Chapter 7 Remittance Chapter 8 Collection Chapter 9 Letter of Credit Chapter 10 Bond Chapter 11 Marine Insurance Chapter 12 Business Ethics Chapter 13 Transportation Particulars
• 2.The Forms of Business Negotiation
The Forms of Business Negotiation
The oral form
The written form
Chapter 1 Business Negotiation
3.The Overall Framework of International Business Negotiation
Hale Waihona Puke Chapter 1 Business Negotiation
4.Features of International Business Negotiation
Two principals: First, at the beginning of the negotiation, the negotiations should know well their desired results and not be willfully manipulated by their counterparts. Second, in international business negotiations, price is usual the key point because it directly concerns the economic benefits to both sides.
商务谈判磋商英语对话
商务谈判磋商英语对话2 商务谈判磋商英语对话2A: Good morning. I am glad to meet you again for our business negotiation today。
B: Good morning. Thank you for having me. I am also looking forward to our discussion。
A: Before we start, I want to recap the main points we discussed in our previous meeting. Is that okay?B: Of course, please go ahead。
A: We agreed on the terms of the contract, including the price, delivery schedule, and payment terms. Is that correct?B: Yes, that's right. We also discussed the quality standards andthe after-sales service。
A: Great. I am glad we are on the same page. Now, let's move on to the next topic, which is the distribution channel. We propose to have exclusive distribution rights for your products in our region。
B: We appreciate your interest in becoming our exclusive distributor. However, we already have an existing distributor in your region. We can consider giving you non-exclusive rights instead。
- 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)。
精选ppt
9
第四节 应变策略
一、思想准备 二、基本策略
❖不理会对方的叫嚷； ❖接受意见并迅速行动； ❖反击污蔑不实之词； ❖缓和气氛 ❖及时撤退 ❖深谈细叙以待转机 ❖转变话题 ❖甘作替罪羊 ❖扰后再谈
精选ppt
10
第五节 施加压力与解除压力
一、谈判中的压力
二、大兵压境
十、警惕不道德的竞争战术
精选ppt
20
本章小结
➢ 满足需求与调动对手 ➢ 排除障碍 ➢ 应变措施 ➢ 压力与解除压力 ➢ 实施让步 ➢ 取得进展 ➢ 如何对待竞争者
精选ppt
本章习题
21
此课件下载可自行编辑修改，供参考！ 感谢您的支持，我们努力做得更好！
精选ppt
15
五、倾听也是让步 六、双方同时让步
规律：买主一开始只做小的让步，并放慢让 步的节奏；卖主开始则可以做大一些的让步， 而后再放慢让步的节奏和缩小幅度。
七、让步中的错误 八、卖方的让步 九、买方的让步
案例－－缓退还是急退精选pΒιβλιοθήκη t16第七节 取得进展
一、摸着石头过河 二、适度稳妥的进展 三、休会取得进展
1. 通过提问了解对方的要求 2. 通过聆听了解对方的要求 3. 通过对方的举止了解对方的要求
三、提出自己的要求
1. 提出要求 2. 极端要求：难以答应的要求
四、满足需求
1. 满足对方的安全需求 2. 满足对方的经济利益需求 3. 满足对方的归属需求 4. 满足对方自尊的需求
精选ppt
5
五、冒犯需求
商务谈判
(Business Negotiation)
王景山
精选ppt
1
第五章 较量过程中的谈判策略
本章主要内容：
➢以需求为核心的策略与技巧 ➢以解决困难为线索的策略 ➢以让步原则为主题的策略 ➢以寻求顺利合作为目的的策略 ➢以竞争者为因素的策略
精选ppt
2
第一节 先导案例
❖ 欣赏案例 ❖ 思考的问题
1. 一般情况：出现就立即排除
2. 特定情况：拖延是完全正确的
1) 过早提出价格问题 2) 提前提出问题 3) 琐碎无聊的问题
精选ppt
8
五、先发制人排除障碍
六、排除障碍前应做的事情
1. 开口回答前要认真聆听对方的问题 2. 要对对方的意见表现出兴趣 3. 不要过快做出回答 4. 在回答问题之前复述一下对方的异议
▪ 南方商人对付狼的方法错在哪 里？
▪ 从一屠夫对付狼的办法中可以 学习到什么？
▪ 让步原则是什么？
精选ppt
3
第二节 处理需求与调动行为
安全需要
一、态度、行为与需求
经济利益的需要 归属需要
获得尊重的需要
直接体现出谈判者 的宗旨、意图、心理
案例－－好坏不分，一收付货
精选ppt
4
二、探测对方的需求
最初的立场是极端的 有限的权利 情绪化 很少相应让步 让步是吝啬的 无视“死亡线”
精选ppt
11
三、软硬兼施
“白脸人”：真正具有进攻性和威慑力 “红脸人”：善于逢场作戏，十分理智 四、设计既成事实
五、制造阴差阳错
精选ppt
12
六、走出僵局
•僵局的规律与制造僵局
•事前措施——避免僵局
• 互惠的谈判模式可较好的避免僵局 • 横向谈判也是避免僵局的好办法
六、调动对方的技巧
▪ 采取低姿态 ▪ 大智若愚 ▪ 最后通牒 ▪ 抵制不合理的要求 ▪ 个性针对策略 案例－－最后再咬一口
精选ppt
6
第三节 排除障碍
一、避免争论
二、避开枝节问题
三、既要排除障碍，又要不伤感情
o 不责怪，不申斥 o 让步 o 尊重对方 o 转移目标 o 先唱赞歌
精选ppt
7
四、何时排除障碍
•事后措施——超越僵局
精选ppt
13
七、分而克之 八、驳击威胁 九、出其不意 十、粉碎诡计
1、假事实 2、含混的权力 3、可疑的意图 4、拒绝谈判 5、心理操纵
精选ppt
14
第六节 实施让步
一、让步 二、让步因素的选择
1. 时间的选择 2. 好处的选择 3. 人的选择 4. 成本的选择
三、有效适度的让步 四、显著让步
一、赞扬竞争者和尽量回避 二、迎头痛击 三、承认竞争者但不轻易进攻 四、一比高低 五、以褒代贬 六、利用表扬信 七、对比试验
精选ppt
19
八、掌握竞争者情况 九、几点建议
1、突出自己产品的优势 2、搞清竞争者的促销手段 3、了解竞争者对自己产品的评价 4、知道谁是竞争者 5、揭露竞争者 6、慎重对待对方的朋友 7、与竞争者保持良好关系
1. 在对方陈述其观点的中途，寻找借 口离场
2. 根据当时的情况，见机安排喝些饮 料、安排酒宴或参观游览
3. 要求暂时休会
精选ppt
17
四、打开僵局取得进展
被迫退出
五、以退为进 先让一步
后发制人
六、暗渡陈仓 七、草船借箭
有目的的诱
八、诱敌深入 有步骤的诱
有预料的诱
精选ppt
18
第八节 如何对待竞争者