商务谈判英语ppt课件
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英语商务谈判(课堂PPT)
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
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
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
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.
商务谈判的英语ppt
Give a Quotation
How does sound to you? How about ? How do you feel about…? A Guarantee Purchase of …….
How would you feel about 15 USD per unit? Is 12 cents acceptable to you? We're prepared to guarantee purchase of one million units for the first year. If your annual purchases fall more than 5 percent below target, would you be willing to consider a penalty?
Can’t accept/ No Profit/ Not Possible
I'm afraid that's not possible. The competition is just too tough. I can't accept 8 dollar per set. I think that would show some difficulties since there is no profit for our side at all.
Here are some idea I’d like to share/ discuss/ propose to you.
Make A Proposal
Fully Support/ Excellent Idea/ In Favor of/ Back up
The idea has my fully support. I’m fully in favor of your ideas. Keep updating me the progress. It’s an excellent idea! You have my backing/ I will back you up.
国际商务谈判英文版课件
Paying attention to body language, legal expressions, and tone of voice can provide additional information
Non verbal communication
Repeating or summarizing what the other party has said can ensure that you have understanding their points correctly
Cultural factors in international business negotiations
04
Body language
Non verbal cues such as factual expressions, posts, and styles can convey messages that are just as important as what is said verbally
01
Course objectives
This course aims to provide students with the knowledge and skills necessary for effective international business negotiations
Course structure
Mediation
If necessary, a neutral third party can help resolve conflicts by facilitating communication and bridging cultural divisions
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.
国际商务谈判(英文) 全套课件
2
• Pear Case • House Rent
Leading-in Examples
3
1. Three Questions Course Introduction
1) What is (business) negotiation? 2) What is the purpose of (business) negotiation? 3) By what means can we win the negotiation? Or What skills are revolved in a successful negotiatio
5
2.The three features of negotiation:
• contradiction co-operation concession • 1) Two parties in contradiction try to reach an agreement on c
ooperation through discussion and concessions. • 2) The general purpose is cooperation. The concrete purpose is
n? And What are the proper English expressions being used?
4
The Answers to the First Questio n
• The business negotiations ar e tough talks happening bet ween two parties in contradi ction for the purpose of coo peration and making maxim um benefit through discussi on and concessions
• Pear Case • House Rent
Leading-in Examples
3
1. Three Questions Course Introduction
1) What is (business) negotiation? 2) What is the purpose of (business) negotiation? 3) By what means can we win the negotiation? Or What skills are revolved in a successful negotiatio
5
2.The three features of negotiation:
• contradiction co-operation concession • 1) Two parties in contradiction try to reach an agreement on c
ooperation through discussion and concessions. • 2) The general purpose is cooperation. The concrete purpose is
n? And What are the proper English expressions being used?
4
The Answers to the First Questio n
• The business negotiations ar e tough talks happening bet ween two parties in contradi ction for the purpose of coo peration and making maxim um benefit through discussi on and concessions
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.
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
国际商务谈判 双语ppt课件
Negotiators should be aware that potential differences can be used to reach agreement
It is also possible to create value through shared interests and through scale (task too big for one party to accomplish alone)
The other potential consequence of interdependent relationships is conflict
Value Creation
Synergy: the notion the "the whole is greater than the sum of its parts".
Five Major Strategies for Conflict Management:
4 Problem solving Actors show high concern in obtaining
own outcomes, as well as high concern for the other party obtaining their outcomes 5 Compromising Actors show moderate concern in obtaining own outcomes, as well as moderate concern for the other party obtaining their outcomes
The Dual Concerns Model
The Sandtraps of Negotiation
It is also possible to create value through shared interests and through scale (task too big for one party to accomplish alone)
The other potential consequence of interdependent relationships is conflict
Value Creation
Synergy: the notion the "the whole is greater than the sum of its parts".
Five Major Strategies for Conflict Management:
4 Problem solving Actors show high concern in obtaining
own outcomes, as well as high concern for the other party obtaining their outcomes 5 Compromising Actors show moderate concern in obtaining own outcomes, as well as moderate concern for the other party obtaining their outcomes
The Dual Concerns Model
The Sandtraps of Negotiation
商务英语谈判lecture 2.ppt
▪ 9、春去春又回，新桃换旧符。在那桃花盛开的地方，在这醉人芬芳的季节，愿你生活像春天一样阳光，心情像桃花一样美丽，日子像桃子一样甜蜜。 2020/12/102020/12/10Thursday, December 10, 2020
▪ 10、人的志向通常和他们的能力成正比例。2020/12/102020/12/102020/12/1012/10/2020 7:55:00 PM ▪ 11、夫学须志也，才须学也，非学无以广才，非志无以成学。2020/12/102020/12/102020/12/10Dec-2010-Dec-20 ▪ 12、越是无能的人，越喜欢挑剔别人的错儿。2020/12/102020/12/102020/12/10Thursday, December 10, 2020 ▪ 13、志不立，天下无可成之事。2020/12/102020/12/102020/12/102020/12/1012/10/2020
▪ You are a receptionist at G and B Company. Student A would like to speak to Ms Black, but she is out of office. Take a message and make sure you get the following information:
Solution:
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.
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Here are some idea I’d like to share/ discuss/ propose to you.
Make A Proposal
Fully Support/ Excellent Idea/ In Favor of/ Back up
The idea has my fully support. I’m fully in favor of your ideas. Keep updating me the progress. It’s an excellent idea! You have my backing/ I will back you up.
Give a Quotation
How does sound to you? How about ? How do you feel about…? A Guarantee Purchase of …….
How would you feel about 15 USD per unit? Is 12 cents acceptable to you? We're prepared to guarantee purchase of one million units for the first year. If your annual purchases fall more than 5 percent below target, would you be willing to consider a penalty?
Decision Making
Get the ball rolling/ Running out of time/ ASAP
We really need to get the ball rolling. The exhibition will be on next Friday. We need to move forward ASAP on this project. It’s critical that we act as quickly as possible so that we can expand our market share in Asia region. Time is of the essence. We are running out of time, please be aware the exhibition is in a week.
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.
Make A Proposal
Reservation Show/ Present Difficulties Out of Questions/ Mind
I have some 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.
Can’t accept/ No Profit/ Not Possible
I'm afraid that's not possible. The competition is just too tough. I can't accept 8 dollar per set. I think that would show some difficulties since there is no profit for our side at all.
END Thank you！
此课件下载可自行编辑修改，供参考！ பைடு நூலகம்谢您的支持，我们努力做得更好！
Negotiation Skills in Business
Business English
Main points
1) Make A Proposal 2) Give a Quotation 3) Decision Making
Make A Proposal
Propose/ Put Forward/ Suggest/ Recommend
I’d like to propose some ideas after I finished the 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.
Make A Proposal
Fully Support/ Excellent Idea/ In Favor of/ Back up
The idea has my fully support. I’m fully in favor of your ideas. Keep updating me the progress. It’s an excellent idea! You have my backing/ I will back you up.
Give a Quotation
How does sound to you? How about ? How do you feel about…? A Guarantee Purchase of …….
How would you feel about 15 USD per unit? Is 12 cents acceptable to you? We're prepared to guarantee purchase of one million units for the first year. If your annual purchases fall more than 5 percent below target, would you be willing to consider a penalty?
Decision Making
Get the ball rolling/ Running out of time/ ASAP
We really need to get the ball rolling. The exhibition will be on next Friday. We need to move forward ASAP on this project. It’s critical that we act as quickly as possible so that we can expand our market share in Asia region. Time is of the essence. We are running out of time, please be aware the exhibition is in a week.
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.
Make A Proposal
Reservation Show/ Present Difficulties Out of Questions/ Mind
I have some 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.
Can’t accept/ No Profit/ Not Possible
I'm afraid that's not possible. The competition is just too tough. I can't accept 8 dollar per set. I think that would show some difficulties since there is no profit for our side at all.
END Thank you！
此课件下载可自行编辑修改，供参考！ பைடு நூலகம்谢您的支持，我们努力做得更好！
Negotiation Skills in Business
Business English
Main points
1) Make A Proposal 2) Give a Quotation 3) Decision Making
Make A Proposal
Propose/ Put Forward/ Suggest/ Recommend
I’d like to propose some ideas after I finished the 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.