实用外经贸谈判英语教程(第二版)PPT (14)
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编外经贸英语函电与谈判课件U2
Written Style: Business English correspondence is commonly written in a formal writing style that follows standard English grammar and punctation rules
04
Managing leverage: identify and use your leverage points to gain an advantage
The Process and Steps of Business Negotiation
Preparation
Gather information: Research the other party, their interests, and any relevant industry information
02
Fundamentals of Business Negotiation
Strategies and Techniques for Business Negotiation
01
Strategies for Successful Negotiation
Long term relationship strategy: foplication of Business English Response in Business Negotiations
The role of economic and trade English coherence
in business negotiations
Communication medium
• Practical operation and simulated negotiation
商务英语谈判2ppt课件
1) If you are in their shoes, do you think the Department of defense did the right thing?
2) What principle did the Department of Defense follow?
.
B. Principle of Trust in Negotiation
.
Personal Interests
-----interests of individuals who participate in negotiation.
Organizational Interests:
---interests of collective bodies such as private or state-owned enterprises, institutions and other kinds of entities.
to convey ideas.
.
Trust building in negotiation
2. Manage your reputation * Reputation spreads. * Make your reputation a tool in negotiation by providing references from mutually trusted third parties that speak for your character and competence or by offering other forms of evidence of past success such as media or trade reports.
2) What principle did the Department of Defense follow?
.
B. Principle of Trust in Negotiation
.
Personal Interests
-----interests of individuals who participate in negotiation.
Organizational Interests:
---interests of collective bodies such as private or state-owned enterprises, institutions and other kinds of entities.
to convey ideas.
.
Trust building in negotiation
2. Manage your reputation * Reputation spreads. * Make your reputation a tool in negotiation by providing references from mutually trusted third parties that speak for your character and competence or by offering other forms of evidence of past success such as media or trade reports.
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)
Unit 14 Negotiation经贸英语文章选读ppt(董晓波主编)
4. counter-offer n. 还价；还盘；反要约 offer & counter-offer 报盘和还盘; 报盘与还盘
5. imperfection [ ,impə‘fekʃən ] n. 不完美；瑕疵；缺点
market imperfection 市场的不完善; 市场不完全性 structural imperfection 结构不完整性; 结构缺陷; 结构非完美性 e.g. Love can tolerate imperfection. 爱可以容忍不完美。 6. frustrating [ frʌ‘streitiŋ ] adj. 令人沮丧的 e.g. Good luck to them, but it is very frustrating. We never took our chances - we could not put them away. 祝他们好运，但是这让人非常失望的是，我们没能抓信我 们的机会，我们不能打入进球。 7. bargain [ ‘bɑ:ɡin ] vi. 讨价还价；成交； vt. 讨价还价；拿…做交易 e.g. We refuse to bargain over the price. 我们拒绝在价格上讨价还价。
Fundamental Reason
• Fundamental reason: scarce resources Why did Israel negotiate with Egypt? Why does foreign company negotiate over investment or cooperation contract with local Chinese companies? Why do people trade? Why do employees negotiate over salary with the boss? • Conflict occurs when two or more people compete over limited resources. – What is conflict? – What are the features of conflict?
5. imperfection [ ,impə‘fekʃən ] n. 不完美；瑕疵；缺点
market imperfection 市场的不完善; 市场不完全性 structural imperfection 结构不完整性; 结构缺陷; 结构非完美性 e.g. Love can tolerate imperfection. 爱可以容忍不完美。 6. frustrating [ frʌ‘streitiŋ ] adj. 令人沮丧的 e.g. Good luck to them, but it is very frustrating. We never took our chances - we could not put them away. 祝他们好运，但是这让人非常失望的是，我们没能抓信我 们的机会，我们不能打入进球。 7. bargain [ ‘bɑ:ɡin ] vi. 讨价还价；成交； vt. 讨价还价；拿…做交易 e.g. We refuse to bargain over the price. 我们拒绝在价格上讨价还价。
Fundamental Reason
• Fundamental reason: scarce resources Why did Israel negotiate with Egypt? Why does foreign company negotiate over investment or cooperation contract with local Chinese companies? Why do people trade? Why do employees negotiate over salary with the boss? • Conflict occurs when two or more people compete over limited resources. – What is conflict? – What are the features of conflict?
Unit 14Complaints and Claims《外贸英语函电》PPT课件
We are sorry to learn from your fax of 30 May that you find our
printed shirting supplied to your order of 10 May not up to the
samplห้องสมุดไป่ตู้.
From what you say it seems possible that some mistake has been
Yours faithfully，
packing list as well as the invoice.The agent must investigate what
has happened.The goods may still be at the port of loading.But the
buyer cannot wait for the agent s report.He usually insists on
pieces of 50 yards supplied to our order No.AD-190 of May 10.We
have ourselves examined some of the printed shirting complained
about and there is little doubt that some of them are shrinkable and
you say it would seem that some of the materials escaped the
examination we normally give to all materials in our inspection
printed shirting supplied to your order of 10 May not up to the
samplห้องสมุดไป่ตู้.
From what you say it seems possible that some mistake has been
Yours faithfully，
packing list as well as the invoice.The agent must investigate what
has happened.The goods may still be at the port of loading.But the
buyer cannot wait for the agent s report.He usually insists on
pieces of 50 yards supplied to our order No.AD-190 of May 10.We
have ourselves examined some of the printed shirting complained
about and there is little doubt that some of them are shrinkable and
you say it would seem that some of the materials escaped the
examination we normally give to all materials in our inspection
外贸英语函电 Chapter 14 ppt
Chapter 14
Lead Learning - in Objectives
Background Knowledge
Notes to Sample Letters
Sentence Bank
The following rules should be noted when dealing with a complaint or a claim:
Chapter 14
Lead Learning - in Objectives
Background Knowledge
Notes to Sample Letters
Sentence Bank
Notes to Letter 1 complain vt./vi 抱怨，责难，当及物动词用时，后面多接用
that从句；而作不及物动词时，常接用of 或about。
Chapter 14
Lead Learning - in Objectives
Background Knowledge
Notes to Sample Letters
Sentence Bank
In most cases, the buyer and the seller can reach a compromise, through friendly discussions, to settle the claim lodged by the buyer. But there are some cases when they may have to refer the dispute to arbitration, to get it settled
Chapter 14
Lead Learning - in Objectives
编外经贸英语函电与谈判课件U
Case 1: Acme
Case 2: Global
Corporation secures a Resources Inc.
lucrative contract with expands its market
Courtesy and Etiquette
Maintain a professional tone throughout the letter. Avoid using colloquial language or slang.
Organize the letter in a logical and coherent manner to ensure that the reader can easily follow the content.
Adhere to proper courtesy and etiquette in your correspondence to maintain a positive business relationship.
The Language Characteristics of Business English
Maintaining relationship
Continuing to communicate and maintain contact with the other party to build long-term cooperation and trust.
04
Analysis of Business English Correspondence and Negotiation
Opening strategy
Establishing a positive atmosphere in the negotiation, clarifying the negotiation objectives, and showing a sincere attitude.
新编外经贸英语函电与谈判课件Unit02市公开课金奖市赛课一等奖课件
stating payment terms and time of shipment. 请用互联网向我们报最优价，阐明付款方式和装运期。 （7）Full information as to prices, quality, quantity
available and other relative particulars would be appreciated. 请详告价格、质量、可供数量及其它相关情况。
虚盘不要求报盘有效日期，并且附有保 留条件，
如：
The offer is subject to our final confirmation/prior sale.
该报盘以我方最后确认为准/是否事先售出为准。
实盘（firm offers）则要求有效日期，
并且卖盘一旦被接受，报盘人就不能撤
回。
第10页
We E-mail you this morning offering you 300 metric tons of polished rice at $2400 per metric ton, CIF Singapore, for shipment during August/September . This offer is firm, subject to the receipt of your reply before 16 July .
Unit Two
Inquiries and Offers
第1页
Contents
Inquiry Offer Special Term Practice
第2页
2.1 Inquiries
在对外贸易中，询盘，也叫询价 （inquiry或enquiry）是买方或买方对于 所要购买商品向另一方作出问询。询盘 是交易起点，能够分为：
available and other relative particulars would be appreciated. 请详告价格、质量、可供数量及其它相关情况。
虚盘不要求报盘有效日期，并且附有保 留条件，
如：
The offer is subject to our final confirmation/prior sale.
该报盘以我方最后确认为准/是否事先售出为准。
实盘（firm offers）则要求有效日期，
并且卖盘一旦被接受，报盘人就不能撤
回。
第10页
We E-mail you this morning offering you 300 metric tons of polished rice at $2400 per metric ton, CIF Singapore, for shipment during August/September . This offer is firm, subject to the receipt of your reply before 16 July .
Unit Two
Inquiries and Offers
第1页
Contents
Inquiry Offer Special Term Practice
第2页
2.1 Inquiries
在对外贸易中，询盘，也叫询价 （inquiry或enquiry）是买方或买方对于 所要购买商品向另一方作出问询。询盘 是交易起点，能够分为：
实用外贸英语函电教程第二版pdf
实用外贸英语函电教程第二版pdfPractical Foreign Trade English Letter Tutorial 2nd Edition PDFIntroduction:The Practical Foreign Trade English Letter Tutorial is a comprehensive guide for individuals and businesses engaged in international trade. This second edition provides updated information and examples to help improve your communication skills in English. Whether you are writing emails, formal letters, or negotiating deals, this guide will help you navigate the nuances of foreign trade communication.Chapter 1: Basic Business EnglishIn this chapter, you will learn the basic vocabulary and grammar structures commonly used in business communication. From greetings and introductions to sales pitches and negotiations, this chapter covers the essential language skills you need to succeed in foreign trade.Chapter 2: Writing EmailsEmail is a common form of communication in international trade. In this chapter, you will learn how to write professional andeffective emails, including how to format your messages, use appropriate language, and follow up on responses. Examples and templates are provided to help you craft your own emails.Chapter 3: Formal LettersFormal letters play a crucial role in foreign trade, especially when dealing with contracts, agreements, and legal matters. This chapter covers the structure and language of formal letters, including how to address the recipient, state your purpose clearly, and close the letter politely.Chapter 4: NegotiationsNegotiating deals in foreign trade requires a unique set of skills. In this chapter, you will learn how to navigate the negotiation process, including how to make offers, counteroffers, and concessions. Strategies for overcoming language barriers and cultural differences are also discussed.Chapter 5: Case StudiesTo put your skills into practice, this chapter includes several case studies that simulate real-world scenarios in foreign trade. You will have the opportunity to read and analyze communication exchanges, identify common mistakes, and suggest improvements for more effective communication.Conclusion:The Practical Foreign Trade English Letter Tutorial is an invaluable resource for anyone involved in international trade. By improving your communication skills in English, you can enhance your business relationships, close deals more effectively, and expand your global reach. Download the second edition PDF today and take your foreign trade communication to the next level.。
经贸英语(第二版)电子教案Unit 14
solution between two parties without outside intervention.
A: What advantages does it have?
B
B: It is a faster and less expensive method. And if the dispute is solved in this way, friendly business
relations can be maintained between the buyer and the seller.
A: I see. Then what’s the similarity and difference between conciliation and arbitration?
4 The Arbitration Commission
Unit 14 Arbitration
Words & Expressions
obligation n. 责任；义务
in accordance with 与……一致
consultation n. 商议；协商
conciliation n. 调解
arbitration n. 仲裁
business transaction(1) accuses the other of not having fulfilled its obligation
B in accordance with the (2)_p_r_o_v_is_i_o_n_ of the contract.
There are several ways of (3) settling an international trade dispute. In
外贸英语谈判PPT课件
▪ 2、让步的实施步骤与方式
①让步的实施步骤：第一步：确定谈判的整体利益。第二步：确定让步的方式。 第三步：选择让步的时机。第四步：衡量让步的结果
②让步前的选择 ⑴时间的选择 ⑵利益对象的选择 ⑶成本的选择 ⑷人的选择 ⑸环境的选择
③让步的方式通常可分为8种：最后一次到位 、均衡 、递增 、递减 、有限让步 、快速让步 、退中有进 、一次性 。
.
10
4、案例讲解
❖ Example 1:
Background: Brown (the buyer) purchasing manager of ABC Company in America，Tina (the seller), manager of Sales & Marketing Department of Clothing Stuff Company in China. They are negotiating the price of the order.
you order 100 sets or more. ▪ 4. If you order a large quantity, I think a discount would be possible.
.
9
3、方法介绍
❖ （4）、表示很难再减价 ▪ 1. The price is quite reasonable, and it’s the lowest one we can quote. ▪ 2. Ten percent wouldn’t be worthwhile (不划算) for my company. ▪ 3. Our prices are highly competitive when you consider quality ▪ 4. Our price is net without commission. ▪ 5. I’m awfully sorry. This is our floor price. If you find it unworkable, we may as well call the deal off. ▪ 6. I’m afraid that there is no room to negotiate the price. ▪ 7. I’ll have to consult my home office before I can give you a definite answer on the price terms.
①让步的实施步骤：第一步：确定谈判的整体利益。第二步：确定让步的方式。 第三步：选择让步的时机。第四步：衡量让步的结果
②让步前的选择 ⑴时间的选择 ⑵利益对象的选择 ⑶成本的选择 ⑷人的选择 ⑸环境的选择
③让步的方式通常可分为8种：最后一次到位 、均衡 、递增 、递减 、有限让步 、快速让步 、退中有进 、一次性 。
.
10
4、案例讲解
❖ Example 1:
Background: Brown (the buyer) purchasing manager of ABC Company in America，Tina (the seller), manager of Sales & Marketing Department of Clothing Stuff Company in China. They are negotiating the price of the order.
you order 100 sets or more. ▪ 4. If you order a large quantity, I think a discount would be possible.
.
9
3、方法介绍
❖ （4）、表示很难再减价 ▪ 1. The price is quite reasonable, and it’s the lowest one we can quote. ▪ 2. Ten percent wouldn’t be worthwhile (不划算) for my company. ▪ 3. Our prices are highly competitive when you consider quality ▪ 4. Our price is net without commission. ▪ 5. I’m awfully sorry. This is our floor price. If you find it unworkable, we may as well call the deal off. ▪ 6. I’m afraid that there is no room to negotiate the price. ▪ 7. I’ll have to consult my home office before I can give you a definite answer on the price terms.
经贸英语Unit 14
经贸英语
Text A: Understanding the Text
第十四单元 加工贸易材料进口报关手续 中国政府大力支持合资企业、合作企业及外商独 资企业在中国从事加工贸易，比如生产制成品并出口 到其他国家。这样，中国能够提高就业率、赚取外汇 、引进外资企业的先进技术而广泛受益。 加工贸易有如下特点：加工进口原料，出口制成 品，赚取外汇，从而完成一个贸易循环。加工贸易进 口报关手续和要求规定如下： 1．审批加工贸易合同 根据中国外经贸部规定，外商投资企业如果申请加 工贸易合同备案，须提交如下文件：
经贸英语
Text A: Understanding the Text
5.1. 申报：这是报关的关键步骤，企业应注意以下 各点： a. 海关根据经办人填写并提交的进出口报关单生成 相应的编号和日期。 b. 进出口所需提交的基本文件：发票，提单或装箱 单。 c. 如果海关认为有必要，海关要核查准备文件：购 货合同，原产地证，委托企业的工商执照及其他相关 文件。 5.2. 查验
经贸英语
Text A: Understanding the Text
海关核发的联络名单和外资企业的申请文件后，银行 根据合同备案确定的原料数量开立保证金台帐，签发 银行保证金合同通知单，并将所有的文件材料交给外 资企业。 4.核发加工贸易登记手册 监管海关接到开户行保证金台帐登记通知单并审核 所有文件的完整性和有效性，核发加工贸易进口原料 登记手册，外资企业凭以执行出口合同，该登记手册 还列明是按100%征税、按比例征税还是免征税。 5. 海关申报和进口原料放行
Unit 14
经贸英语
Content
Warm –up Text A Business English Translation Extended Knowledge
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• 41. distributor n. 发行人 • 42. repaid v. repay的过去式和过去分词 偿还，报答 • 43. profitable a. 有利可图的 • 44. lose out 输掉，亏了，失败 • 45. backlog n. 积压的工作，积压未交的货物 • 46. indicate v. 指出，预示，需要 • 47. fruitful a. 多产的, 富有成效的
Байду номын сангаас
• 11. ensure v. 保证，担保 v. 确保，保证 • 12. remittance n. 汇款, 汇寄之款, 汇款额 • 13. reliable a. 可靠的, 可信赖的 • 14. prior to 在前，居先 • 15. ample a. 充足的，丰富的 • 16. clause n. 子句，条款 • 17. set forth 陈述，阐明，宣布，提出，陈列，展览，显
示，出发，动身
• 18. in…conformity with 依照，和……一致，符合 • 19. discrepancy n. 相差, 差异, 矛盾 • 20. amendment n. 改善，改正
• 21. expiry n. 满期，呼气，终了，终结 • 22. extension n. a. 延长，扩充，范围 外延的，客观
当可观的
• 30. deposit n. 存款，押金，保证金，
• 31. tie up 冻结，极压 • 32. bend v. 弯曲，专心于，屈服 • 33.consult v. 商议，考虑 • 34. monetary a 货币的, 金钱的 • 35. convention n. 大会，协定，惯例 • 36. duration n. 持续时间，为期 • 37. designated a. 指定的, 派定的 • 38. draft n. v. 草稿，草案；草拟，起草 • 39. inspection n. 检查，检验，商检 • 40. covering n. 遮盖物
现实的
• 23. risky a. 危险的 • 24. remit v. 宽恕，赦免，推迟，汇出，传送 • 25. breach n. v. 违背，破裂；突破 • 26. invoice n. 发票 • 27. in one’s favor 以……为收益人，以……为抬头人 • 28. consignment n. 交货, 发货, 所托付的货物 • 29. considerable a. 相当大(或多)的，值得考虑的，相
Lesson 14 Payment and Delivery
付款与交货
New Words and Expressions
• 1. transaction n. 买卖，交易 • 2. collection n. 托收 • 3. remittance n. 汇付 • 4. discrepancy n. 差异，分歧 • 5. amendment n. 修补 • 6. consignment n. (托收) 货物 • 7. irrevocable a. 不可撤销的 • 8. delivery n. 交货 • 9. transship v. 转船 • 10. render v. 归还，放弃
• 每一次交易时的付款方式由买卖双方在订货时商定。通常 有三种常用支付方式：信用证、托收和汇付。
• The most generally adopted method of payment is L/C, which is reliable and safe. As a usual practice, the L/C is to be established and to reach the seller one month prior to the date of shipment so as to leave ample time for the seller to make preparations for shipment.
• 最常用的方式是用信用证支付。这样既可靠又安全。按惯 例，信用证须在装运日期前一个月开立并到达卖方。
• Every L/C, as well as the date of shipment, has its expiry date. Quite often, the date of shipment and the expiry date of the L/C should be made at least two weeks apart.
1. Introduction
• The method of payment for each transaction is to be agreed upon between the two trading parties at the time of placing an order. Generally, there are three commonly used methods: L/C (the letter of credit), collection and remittance.
• 每一份信用证和装运日期，都有到期期限。通常情况下， 装船期和信用证的有效期至少应相隔两个星期以上。
• Payment is sometimes made by collection through banks under the terms of Documents against Payment (D/P) or Documents against Acceptance (D/A). There are D/P at sight and D/P after sight. D/A is always after sight.
• 另一种支付方式是通过银行以付款交单或承兑交单的方式 托收。付款交单有即期、远期两种。承兑交单总是远期的。
• In international trade, as far as the seller's benefit is concerned, L/C is better than D/P. D/P at sight is better than D/P after sight, whereas D/P is better than D/A.