商务英语谈判课件
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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
《英语口语课件：商务英语-商务谈判》
商务谈判中的协议书签署
商务谈判成功后，落实协议内容并确保双方共同签署协议书。
商务谈判中的案例分析
通过实际案例，探讨商务谈判的成功和失败因素，以及相关经验教训。
商务谈判中的成功失败案例分 析
分析商务谈判中的成功案例和失败案例，并总结其原因和教训。
商务谈判中的常见错误和解决 方案
总结商务谈判中常见的错误，如缺乏准备、不善于妥协等，并提供解决方案。
商务谈判中的非语言交流
除了语言，非语言交流也是谈判过程中的重要组成部分。包括肢体语言、面 部表情和声音的使用。
商务谈判中的沟通技巧
1 积极倾听
倾听对方的观点，并给予积 极回应。
2 适度提问
通过提问了解对方的需求和 关注点。
3 明确表达
清晰明确地表达自己的意见和要求。
务谈判中的情感控制
掌控情绪
技巧
掌握有效的谈判技巧，如倾听、提问、 换位思考等，有助于更好地达成协议。
商务谈判的基本技巧
目标明确
在谈判前明确自己的目标，以便制定合适的策 略。
有效沟通
善于表达自己的意见，并倾听对方的观点。
灵活应变
在谈判过程中灵活调整策略，适应变化的局势。
建立信任
与对方建立良好的信任关系，有助于达成更好 的合作协议。
保持冷静、沉着，避免情绪化的 反应。
共情
理解对方的观点，并表现出合作 的态度。
沟通技巧
运用积极的沟通技巧来缓解紧张 气氛。
商务谈判中的压力应对
商务谈判常常伴随着各种压力，包括时间压力、目标压力等。有效应对压力， 保持冷静和明智的决策。
商务谈判中的策略分析
制定有效的谈判策略，包括利用信息、研究对手、预测对手反应等。
商务英语谈判课件
up a project.
8. Getting an extension on your unfinished assignments.
9. Making up, or rebuilding a relationship with someone you love.
10.Deciding on a date for the next meeting with your customer.
---where to go for dinner ---which movie to watch ---how to split household chores, etc ---whether to buy a computer ---who to have the first apple
Practice: Please check off the following situations that represent negotiations.
Definitions:
----the ability to deal with business affairs, ----to arrange by discussion the settlement
of the terms, ----to reach agreements through treaties
and compromise, ----to travel through challenging territory. Consultation,bargaining, mediation,
arbitration, and litigation
2. When do people negotiate?
Types of negotiation:
8. Getting an extension on your unfinished assignments.
9. Making up, or rebuilding a relationship with someone you love.
10.Deciding on a date for the next meeting with your customer.
---where to go for dinner ---which movie to watch ---how to split household chores, etc ---whether to buy a computer ---who to have the first apple
Practice: Please check off the following situations that represent negotiations.
Definitions:
----the ability to deal with business affairs, ----to arrange by discussion the settlement
of the terms, ----to reach agreements through treaties
and compromise, ----to travel through challenging territory. Consultation,bargaining, mediation,
arbitration, and litigation
2. When do people negotiate?
Types of negotiation:
商务英语谈判ppt课件
12
.
Business Card Exchange
-When?
Beginning or the end of a meeting
-Handing to others -Accepting cards
Study, Comments, Clarify, treat with respect
13
.
Down to business
Warm and Enthusiastic glad to meet someone
6
.
Desirable Hand shaking
Shake hands properly
a. Stand about 1.2 meters away from you’re the other person b. Extend your right hand c. Keep the thumb up and four fingers straightly extended
15
.
(将军）
10
.
Introduction-Self Introduction
Shorter, Clearer, More powerful
Example: This is XX from Intel ASAP Sales and marketing. I am covering the direct business (直营) of IBM in Asia area. It is nice to meet you.
4
.
Greetings- Non verbal
Hand shaking Bowing Kissing
5
.
Greetings- Hand Shaking
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.
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)
有关商务谈判的英语版本的PPT
• 3) collectivism, they like discussing • 4)they are more cautions to make discion than other countries. • 5)They are very patient to negotiate .They don’t like refusing the other party ,respecting the face of other party too much.
economy globalization today, as international business communication activities of frequent and close, understand the cultural differences between countries is especially important
International and crosscrosscultural negotiation
Linda
The map of tcultural facts and negotiation from all over the world.
• Reasons : In the world
• 4:Pay attention to efficiency, cherish it • 5:Legal consciousness deeply rooted • 6:Like the balance of the overall make "package deal"
The culture of Arab in negotiation
The culture of Japan in negotiation
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
商务英语谈判lecture 1
Steps for overcoming the obstacles
A. Separating the act of inventing options from the act of judging them. Run a brainstorming session:
Before brainstorming:
商务英语谈判lecture1ppt道客巴巴
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. 3. A detailed study of one negotiation method---principled negotiation. 4.Case Study 5.Simulated negotiations
The assumptions :
The negotiation parties have both diverse and common interests The common interests are valued and sought. The negotiation processes can result in both parties gaining something. The negotiating arena is controlled by enlightened selfinterest. Interdependence is recognized and enhanced. Limited resources do exist, but they can usually be expanded through cooperation and creativity. The goal is a mutually agreeable solution that is fair to all parties and effective for the community / group.
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Types of negotiation:
4. Compromising style: To try to split the difference or find an intermediate point according to some principle.
5. Collaborative style: To try to find the maximum possible gain for both parties----by careful exploration of the interests of all parties-----and often by enlarging the pie.
商务英语谈判课件
路漫漫其悠远
少壮不努力，老大徒悲伤
Objectives
1. Introduce the students to the main principles of business negotiation.
2. The students get familiar with the types of negotiation.
and compromise, ----to travel through challenging territory. Consultation,bargaining, mediation,
arbitration, and litigation
2. When do people negotiate?
when someone else controls what we want. (Robert Maddux) 3. ----Whenever people exchange ideas with the intention of changing relationships, whenever they confer for agreement, then they are negotiating. (Gerard I. Nierenberg)
---where to go for dinner ---which movie to watch ---how to split household chores, etc ---whether to buy a computer ---who to have the first apple
Practice: Please check off the following situations that represent negotiations.
Definitions:
----the ability to deal with business affairs, ----to arrange by discussion the settlement
of the terms, ----to reach agreements through treaties
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
3. A detaiation method---principled negotiation.
4.Case Study 5.Simulated negotiations
Chapter 1
Principles of Business Negotiation: 1. What is negotiation? 2. ----the process we use to satisfy our needs
up a project.
8. Getting an extension on your unfinished assignments.
9. Making up, or rebuilding a relationship with someone you love.
10.Deciding on a date for the next meeting with your customer.
Types of negotiation:
1. Competitive style: To try to gain all there is to gain.
2. Accommodative style: To be willing to yield all there is to yield.
3. Avoidance style: To try to stay out of negotiation.
1. Purchasing a computer at a department store. 2. Deciding with the family where to go for the
weekend. 3. Bidding for a second-handed car. 4. Deciding how the house will be cleaned up. 5. Borrowing a musical instrument from a friend. 6. Selecting a contractor to build a new kitchen. 7. Deciding whether to stay late at work to finish