商务英语谈判 unit 9
【商务英语课件】Unit 9 Business Negotiation
Jack: I’d love to. The first barrier is to view negotiation as confrontational. Negotiation needn’t be confrontational. In fact effective negotiation is characterized by the parties working together to find a solution, rather than each party trying to win the contest of wills. Keep in mind that the attitude that you take in negotiation will set the tone for the interaction. If you are confrontational, you will have a fight on your hands. Lily: I see. What is the second barrier to successful negotiation? Jack: The second barrier to successful negotiation is trying to win at all costs. If you “win”, there must be a loser, and that can create more difficulty down the road. The best perspective in negotiation is to try to find a solution where both parties “win”. Lily: Yes. It is harmful to view negotiation as a contest. Is there any other barrier to successful negotiation?
国际商务谈判(英文版)chapter9 Skills of Body Language in Business Negotiation[精]
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9.3Application of the body language in negotiation
9.3.1Body language affects negotiation (1)Positive Attitudes (2)Gestures
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9.3.2How to use and understand body language in negotiation
L/O/G/O
International Business Negotiation
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Chapter9 Skills of Body Language in Business Negotiation
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Teaching Objectives
After studying this module, you should be able to know: • 1．Signals of body language in different cultures • 2．How to read and understand body language? • 3．Application of body language in international
(1)How to use body language in negotiation a. Making first contact b. Handshaking c. Gauging reception d. Seeing a change of heart
国际商务英语谈判 Chapter 9-done
II． Multiple Usually, a Transactions single technology can be traded multiple times ，as the
transfer does not involve ownership but only the right to use ．
3) The price of the technology transferred is the licensor’s share of licensee’s profits． 技术转让的价格是授权商所持有的许可商利润的份额。
● master the content of international technology trade negotiaternational technology trade negotiation
Lead-in：Case Study
1. What are major content that they are negotiating about? 2. What do you learn from this story?
（2）When licensing takes place, the owner gives his a patent，trademark or know-how to the legal entity of the permission to perform，in the country and for a limited period of time．
（1）International technology trade (international technology transfer) is the process of sharing of skills, knowledge, technologies, methods of manufacturing, samples of manufacturing and facilities among governments and other institutions （2）International technology trade is a complicated aspect of international business which is an organic part of a firm ’s international strategy, influenced by diverse factors, ranging from firm size, global strategy, cultural and geographical distance .
商务交际英语听说unit9
Unit 9 Company Introduction 21.to introduce a company’s structure重点：1、New words2、phrases3、listening难点：Difficult words Explanation and listeningUnit 9 Company Introduction1. Warm-up2. to introduce a company’s structureRecite new words第一课时Step1 new words1.On behalf of 为了…的利益He spoke on behalf of the plan.他为这项计划辩护。
At the airport he read an address of welcome on behalf of the association. 在机场上他代表该协会致了欢迎词。
I'm writing on behalf of my mother to express her thanks for your gift.我代表我母亲写信, 对你的礼物表示感谢。
2. in charge of 负责The teacher is in charge of the class.这位教师负责这个班。
I'll be in charge of the whole factory next week when the director is away. 下周厂长不在时, 我将负责整个工厂。
The cook is in charge of the kitchen helper.这位厨师负责管理厨工。
Pilfering has stopped entirely since they put Angus in charge of the stores. 自从他们让安格斯掌管商店以来, 小偷小摸就杜绝了。
商务英语听说教程下unit9Disputes and Claim共16页文档
Part A - Task 2 Conversation
1.Listen to the conversation once and answer the following question.
The buyer requests an indemnity from the seller because of
Part B - Task 1 Vocabulary Building
Match the English word or phrase with its Chinese translation.
Part B - Task 2 Conversation
1.Listen to the conversation once and answer the following questions. Why does the buyer file a claim against the seller?
transit. ( F) The seller has not discovered the exact causes of the damage. ( T) The goods were sold on CIF Boston basis. (F)The tin cans were broken through careless handling while be - Task 2 Conversation
Settling a claim We are not liable for the damage. It is a case of force majeure which is beyond our control. It is clearly a case for which the underwriters should take responsibilities. The claim should be referred to the ship owner. We are sorry we can’t entertain your claim. We regret our inability to accommodate your claim. According to the contract, a minor discrepancy in colors is permissible. After making a thorough investigation, we have decided to accept your claim. We will compensate for your loss if we were responsible for it. We hope this unfortunate incident will not affect the relationship between us. The claim is not well supported by facts. The claim is unfounded. We can assure you that such a thing will not happen again in future deliveries. I’m afraid we can’t accept your return because the guarantee has expired.
商务英语阅读(基础篇)Unit 9 Business dealings
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Unit 9 5
Business Dealings
译文
在介绍某人时，你所描述的信息内容应该是中性的， 或带有赞扬之意，例如：“这是史密斯先生，你的电脑不 好用时，你就可以找他----无论文件跑哪儿去了，他都能 够找到。”
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Unit 9 6
Business Dealings
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Unit 9 7
Business Dealings
ambiguous [æm’biɡjuəs] adj. having more than one meaning, so that it is not clear
which is intended 含糊不清的;不明确的;模棱两可的
feel a little nervous 安适，自在
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Unit 9 10
Business Dealings
译文
如果在介绍某人时提供含糊不清的信息，如“比尔就 是我昨天跟你说过的那个人”，会令比尔不自在。他会忍 不住想知道“你说了我些什么呀？”不妨这样说：“比尔 就是我昨天向你提及那个从洛杉矶来参加会议的人。”这 样大家都会感到轻松自在。
• II. Reading Skill
• Recognizing Sentence Patterns(了解句子结
构)
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Unit 9 4
Business Dealings
What Should You Say and Respond in an Introduction?
The information that you provide about the person being introduced should be either neutral or positive. For example, “Mr. Smith is the one to see when your computer won’t co-operate – he can find files no matter where they hide.” 译文
商务英语听说教程下unit9Disputes and Claim-PPT课件
* Listening
Part A - Task 1 Conversation
A:Mr.Smith,I have to make a complaint to you for the delay of the goods. B:I’m sorry to hear that. What’s the matter? A:The goods arrived two weeks later than the time stipulated in the contract .You know what? We lost a wonderful opportunity of sales because of it! B:That’s so unfortunate! How can that be? A:This is just what I want to ask and complain. B:I apologize for the inconvenience that the delay has caused you. But I think the shipping company must be responsible for the delay. A:Anyway,our contract is based on DEQ term, which means that you should bear all the risks regarding the goods until they are placed at the port of destination on time. Therefore, we have to ask you to make us allowance corresponding to our lversation
商务英语基础-Unit-9-Establishing-Business-Relations
Business Reading
2. Where can you obtain all the information possible about the firm you are about to do business with? Answer
3. What is the three Cs of credit? Answer
2. Banks, the Chamber of Commerce, the Chinese Commercial Counselor’s Office in foreign countries or other inquiry agencies.
3. Character, Capacity and Capital
Business Reading
(4)Translation
1. The establishment of business relations is very important in foreign trade.
贸易关系的建立在外贸业务中很重要。
2. Everyone knows that status inquires are important and necessary in trade activities.
Business Reading
(3)Filling Game
relation financial reputation procedure available represented obtain inquiry
商务英语阅读(基础篇)Unit 9 Business dealings
Unit 9 16
Business Dealings
accomplishment [ə'kɔmpliʃmənt] n. something successful or impressive that is achieved
after a lot of effort and hard work: achievement 成就，成绩
Unit 9 Business Dealings
• I. Reading Practice
• Text A What Should You Say and Respond in an Introduction?
• Text B Imports and Exports • Text C No Deal, But Still Friends
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Unit 9 12
Business Dealings
译文
当你介绍别人时，你实际上是给他们设定了一个临时 的身份角色，礼仪上要求随后的谈话至少应暂时围绕这一 定位而继续。例如，比尔会解释他为什么从洛杉矶来开会 。你应确保你给被介绍人的定位恰如其分。如果你在介绍 同事时说:“杰克每个周末都进行滑翔运动，”你并没有突 出他事业上的成就。如果你是在第一次把他介绍给一位未 来客户时说这番话，你就忽略了他的职业技能和资格---除非该客户是滑翔机的生产商。
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Unit 9 8
Business Dealings
Los Angeles 洛杉矶 位于美国西岸加州西南部，是美国的第二大城，仅次于纽约
，美国最大的海港。
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Unit 9 9
Business Dealings
at ease feeling relaxed in a situation in which most people might
国际商务谈判英文 chapter9
9.2 Body language in different cultures 9.2.1 Distance between people conversing 9.2.2Physical appearance and physical contact 9.2.3Eye contact 9.2.4 Facial expression 9.2.5Gestures 9.2.6 Posture
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9. 1.2Types of body language--Facial expressions
(1)Speaking eyes (2)Speaking brows (3)Mouth expressions
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9.1.3Limb languages (1)Movement of upper limbs (2)Movements of lower limbs
business negotiuction of body language in business negotiation
2 Body language in different cultures
3 Application of the body language in negotiation
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9.2 Body language in different cultures 9.2.1 Distance between people conversing 9.2.2Physical appearance and physical contact 9.2.3Eye contact 9.2.4 Facial expression 9.2.5Gestures 9.2.6 Posture
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9.1Introduction of body language in business negotiation
商务英语Unit 9 参考答案
Unit 9 MoneyPart I Business VocabularyDirections: There are 10 incomplete sentences in this part. For each sentence there are four choices marked A, B, C and D. Choose the ONE that best completes the sentence. Then mark the corresponding letter on the Answer Sheet with a single line through the center. This part totals 20 points, two points for each sentence.1 Do you _____C_______ used items, such as clothing?.A give offB give upC give awayD give out2 Yule Catto, the chemicals group, launched a £240m _______C_________ for Holliday Chemical.A offerB quotationC bidD price3 Sales of the Financial Times hit an ______A________ record in November..A all-timeB pre-timeC over-timeD a-time4 The South Sea Bubble had C and it led to an economic depression in the country.A brokenB outbrokenC burstD burst out5 Foreigners joined in the _______D_______ to buy the flowers and money poured into Holland from other countries..A runB snatchC seizureD rush6 In 1673, the boom in the market ended. No one knows why, but people began to sell. Others followed _______A_________.A suitB suiteC upD down7 Many people who had offered their property as ____B_____ for credit went bankrupt.A safetyB securityC warrantyD guarantee8 People who had agreed to buy tulips at ______C_______ prices were unable to pay their debts.A ratedB liftedC inflatedD lowered9 When sellers took legal action to ______D________ their money, the courts were not helpful because they saw such investment as a kind of gambling.A coverB repayC settleD recover10 However, they also expect to make money, usually by taking a _____D______ inthe business or a share of the profits.A riskB creditC investmentD stake11 We have learned your name and address _____B_____ the CommercialCounselor’s Office of our Embassy in your country.A atB fromC inD by12 We would like to take this opportunity to write to you ______ D _____ the hope ofestablishing business relations with you.A atB forC withD in13 We are looking for a manufacturer who could supply us with a wide _____D______ of raincoats for all age groups.A scopeB kindC typeD range14 As we usually place substantial orders, we would like to ______A_______ aquantity discount.A be allowedB allowC allowingD have allowed15 We usually deal with new suppliers ______ C ______ the basis of payment in ourcurrency by 60-day irrevocable letter of credit.A forB atC onD under16 If these conditions ______ D _____ you, please send us your latest catalogue andprice-list.A have interestB are interestedC are interestingD interest17 We are looking forward to hearing ______ C ________ you soon.A aboutB ofC fromD to18 Thank you for your letter of January 5, enquiring _____ D _____ our raincoats.A ofB atC inD for19 We always deal ________ D _______ payment by sight L/C.A withB inC atD on20 We are now enclosing our spring catalogue and price list ____D______ CIFShanghai.A quotedB to quoteC having quotedD quoting Part II Phrase TranslationDirections: Directions: There are 20 Chinese phrases in this part. You are required to translate them into English and write down your translation on the Answer Sheet. This part totals 20 points, one point for each phrase.1 商业做法business practice2 商务要闻business in brief3 城市开发项目urban development project4 收购出价takeover bid5 股市stock market6 拍卖行auction house7 空前记录an all-time record8 销售数据sales figure9 金融灾难financial disaster10 国债national debt11 经济萧条an economic depression12 经济泡沫an economic bubble13 经济不景气an economic recession14 过高价格inflated price15 华尔街the Wall Street16 经济危机an economic crisis17 定价政策pricing policy18 现有顾客existing customer19 目标顾客target customer20 经销方式distribution methodPart III Sentence TranslationDirections: There are 10 sentences in this part. You are required to translate them into Chinese and write down your translation on the Answer Sheet. This part totals 20 points, two points for each sentence.1.Yule Catto, the chemicals group, launched a £240m bid for Holliday Chemical. Yule Catto化工集团出价2亿4千万英镑竞购好乐迪化工。
商务英语口语实训(上册)Unit09 Price
Sample Dialogue
A: Good morning. B: Good morning. It's our pleasure to have you at our
product launch. I hope our products can make this product launch energetic. A: I hope so. This new product sells well in European market. B: I think it will be in great demand in your market. A: What is the price? B: Articles of this description cost on an average two thousand dollars each. A: That is far more costly than I expected.
A: Will you reduce your price by 10%? I think it is a fair price.
B: OK. I’ll respond to your counter-offer by reducing our price by 10%. Fine quality and reasonable price will help push the sales of the products.
Key Word(s)：unacceptable price
Your price is unacceptable, Mr. Smith.史密斯 先生，你方价格实在是难于接受。
If your price is unacceptable, our end-users will turn to other suppliers.假如您的价格让人 难以接受，我们的客户就会转向其他的供给商。
国际商务洽谈口语教程Unit 9 Handling disputes
Sample Arbitration Clause
"All disputes arising out of or in connection with the present contract shall be finally settled under the Rules of Arbitration of the International Chamber of Commerce by one or more arbitrators appointed in accordance with the said Rules in the International Court of Arbitration in Paris."
国际商务洽谈口语教程Unit 9 Handling disputes
Closing the deal
Time to finalize the contract Necessary to know what could
happen during execution of the contract
新加坡国际仲裁中心 Singapore International Arbitration Centre (SIAC)
Sample arbitration clause
All disputes arising from the execution of, or in connection with this contract shall be settled amicably through friendly negotiation. In case no settlement can be reached through negotiation, the case shall then be submitted to the Foreign Ecomonic and Trade Arbitration Commission of the China Council for the Promotion of International Trade. The Arbitral award is final and binding upon both parties
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Part Two
Focus
Product Presentation
Work in groups.
• Choose one of your items to sell to your group members. Introduce the features of your items.
Part Three
• Do you think product development is important for a company? (Why / Why not?)
Speaking Test Part TWO: Mini-presentation
What is important when…? Promoting a product Advertising Sales promotion
• Do you think companies should take competition into consideration when setting prices for products? (Why/ Why not?)
• Do you think price discounting is an effective strategy for companies to increase sales? (Why / Why not?)
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Will you be a salesperson? (Why / Why not?)
Do you think the use of coupons effective in promoting sales?
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(Why / Why not?)
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What do you think are the most common promotion methods?
the cost and quality of promotional gifts
Follow-up questions:
Do you think the Internet advertising will be more important than
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other forms of advertising in the future? (Why / Why not?)
Public Speaking in Business
Giving Sales Pitch
The key to a successful sales pitch -- whether delivered in person, over the phone or in written form -- is to know your potential customer.
• Learn as much as you can about your potential customers.
• Keep your pitch concise. • Organize your pitch around the customer's needs. • Listen closely to what your customer has to say. • Tell true stories to connect with your customers. • Follow up on your sales pitch.
Work in pairs. Analyze one sales pitch you ever experienced before.
Was it successful?
If yes, analyze the characteristics of the sales pitch. If no, what were the reasons? Prepare to report to the class.
Part Four
BEC Focus
Speaking Test Part One: Interlocutor’s Questions: price is the only factor that you consider when you are deciding to buy a product? (Why/ Why not?)
Unit 9 Sales
Part One Situational Practice
Offer
An American company wants to import some air cleaners from China. Mr. White, the representative of the American side, is sent to Shanghai to hold a business talk. You work in a house-hold appliances company, and you are sent to make an offer.
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Why do companies use personal selling?
Part Five
Speaking Test Part TWO: Collaborative Task and Discussion
Promoting a Product Your company has launched a new medicine into market and now decides to increase sales. You have been asked for your views about how to promote the product. Discuss the situation together, and decide: • What are the promotional strategies • What promotional gifts can be offered and what are