商务英语谈判ppt Project 8

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国际商务谈判(第三版)教学课件第8章

In order to smooth the negotiation process, both sides need to make cultural preparations ahead of time, including understanding the culture of the opposite side, asking questions and sufficient communications.
2）What is your opinion on Iceberg Model of Culture? Please give an example.
The Iceberg Model of Culture shows us that only some superficial phenomena are presented to the public, while more in-depth values are buried under, which is harder for people to notice and pay enough attention to. An example is that during an international business negotiation, an American company representatives found that the Chinese company representatives were always nodding no matter what the American team said. They believed that the Chinese team were impolite because they seemed to pretend that they agreed with the American team at all points, while later they threw out some sharp challenges to the American team. In fact, Chinese team nodded with smile to show their traditional Chinese values of respect, kindness and patience in the situation of other people speaking. But business is business, challenges with sharp words then followed still.

国际商务谈判,课件,Unit 8

Unit EIGHT CONCLUSION AND AGREEMENT
6. Watch Version 2 again. Francoise is businesslike and polite in making her apologies for leaving so quickly. Pick out these moments: --- she summarizes --- she agrees action --- she apologizes for leaving quickly
Unit EIGHT CONCLUSION AND AGREEMENT
7. What steps do you go through to close a negotiation effectively? Use the three headings below to help you draw up a detailed checklist for closing a negotiation.
She should have summarized, identified future actions, clarified any outstanding points, and closed on a positive note.
Unit EIGHT CONCLUSION AND AGREEMENT
Unit EIGHT CONCLUSION AND AGREEMENT
She summarizes: So, we have agreed an initial oneyear contract… She agrees action: We will meet again here to interview… She apologizes for leaving quickly: I’m afraid I have to go now. I’m sorry I have to leave so abruptly.

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

商务英语听说PPT 参考答案Unit 8 Packing and Shipment

Unit 8 Packing and ShipmentStarting-upMatch the following packing materials with their relevant names. FEBGI DCAHJList the terms and conditions included in the shipment clause.1. time of delivery2. port of loading3. port of destination4. transshipment5. partial shipment6. mode of transportationInitial ListeningT T a a s s k k111. reinforce with metal straps2. be lined with plastic sheet3.be packed in water-proof cartons4. stencil shipping marks5.withstand rough handling6.no later than October 157.make transshipment via Singapore 8.ship the goods in two lots9.make partial shipments 10.take delivery of the goodsT T a a s s k k221.We’ll pack them 10 dozen to one carton, gross weight around 25 kilos a carton.2.I’m afraid the cardboard boxes are not strong enough for such a heavy load.3.We would prefer a packing with an appealing and striking appearance.4.We have used the corrugated cardboard boxes as the outer packing of lightweight articles formany years.5.We hope you will make a direct shipment as transshipment adds to the costs as well as to therisk of pilferage and damage.6.Could you advance the time of delivery to June? Our clients are in urgent need of the goods.7.The first lot of 5000 dozen will shipped by the end of September and the balance will beshipped by the end of October.8.You should advise us by fax or e-mail of the ship’s name and the sailing date.T T a a s s k k331.W: What about the outer packing? It’s also important.M: We usually use a special corrugated cardboard box with stenciled shipping marks as outer packingQ: What will the man pack the goods?A. He will use an ordinary box to pack the goods.B. The goods will be packed in boxes with no marks.C. The goods will be packed in the corrugated cartons with shipping marks.D. He will pack the goods in the cartons with no marks.2.M: That’s ok. But the most import for me is the time.W: You needn’t worry about the time of shipment. We assure you that shipment will be made no later than September 10.Q: What does the woman mean?A. She will assure him of shipment after September 10.B. The shipment will be made on or before September 10.C. She will deliver the goods on or about September 10.D. The shipment will be made prior to September.3.W: The earliest time we can effect shipment is by the end of October.M: The end of October? I’m afraid that’ll be too late. You know, this is a seasonal product. If we can’t put the goods on the market in time, good quality and competitive price would mean nothing.Q: What does the man mean?A. The goods must be shipped on time.B. He isn’t satisfied with the shipment time offered by the woman.C. The woman must assure him of make delivery at the end of October.D. He would like the woman to offer good quality, competitive price and acceptable deliverytime.4.M: They will be packaged 10 dozen to one carton, gross weight around 25 kilos a carton.W: Carton? Wouldn’t it be safer to use wooden cases? I’m concerned about the possible jolting, squeezing and collision that may take place when these cartons are moved about.Q: What does the man mean?A. The man agrees with the woman.B. The man thinks that the wooden cases are not safe in transit.C. The man thinks that cartons are better against jolting, squeezing and collision.D. The man suggests that the goods be packed in wooden cases.5.W: Currently, different types of multimodal transport operations involving differentcombinations are used, for example: sea/air, air/road, rail/road/inland waterways,mini-bridge, land bridge, piggyback and sea train, etc.M: That’s really interesting. So when we talk about the shipment of the deal, we will choosea most suitable mode.Q: What does the man mean?A. He decides to choose multimodal transport.B. He doesn’t like to use other transportation mode.C. He will ask the woman for a mode to deliver the goods.D. He has decided the transportation mode.Intensive ListeningD D i i a a l l o o g g u u e e11..1. Listen to the dialogue and decide whether the following statementsare true or false. Write “T” for true and “F” for false.1.Mr. Smith usually packs the 12 pieces in one carton. ( F )2.Mr. Wang will provide the buyer with the samples of carton for his selection. ( F )3.Mr. Wang can meet Mr. Smith’s request for the carton lined with water proof material.( T )4.Mr. Smith agrees to increase the cost because he wants promotion packaging. ( T )5.Mr. Smith asks Mr. Wang to ship the goods on time. ( F )2.Listen to the dialogue again and complete sentences according tothe contents in the dialogue.1.We usually require polythene wrappers as inner packing and carton as outer packing.2.As for the outer packing, we usually use a special corrugated carton with stenciled shippingmarks as outer packing.3.You will find the structure of shipping marks and shipping documents we require in it.4.I need eye-catching bags for the special festival.5.But the cost goes up again. The unit price is increased by about 20 cents.3.Take notes for negotiation on packing.The packing materials to be used polythene wrappers and cartonThe request for shipping marks as per mannualThe special request for outer packing be lined with water proof materialThe special request for the promotion packaging eye-catching bagsThe cost of promotion packaging 20 centsTape Script:Dialogue 1Wang: I’d like to know how you will manage the packing for Ladies’ hoodies.Smith: We usually require polythene wrappers as inner packing and carton as outer packing. That is, we pack each piece in a polythene wrapper, and two dozen with assorted size and color to one carton. Besides, we also prefer to use a hanger to one piece. Would you pleaseprovide some sample of hangers for our selection?Wang: No problems. I will collect some samples and send to you for your information after I go back to my office. As for the outer packing, we usually use a special corrugated cartonwith stenciled shipping marks as outer packing. What requirements do you have forshipping marks on the cartons?Smith: Oh, that’s easy. I will give you our company’s manual showing the shipping instructions.You will find the structure of shipping marks and shipping documents we require in it. Wang: Then the problem of packaging is settled.Smith: Oh, sorry, I forgot one thing. Each carton should be lined with water proof material, which serves as the protective outer packing.Wang: I got it. And do we need to reinforce them with nylon straps?Smith: That’s better. The last thing, the Christmas is coming, so we need the paper handbag for each item. I need eye-catching bags for the special festival. Please also send us somesamplesWang: Ah yes. Eye-catching packaging will surely help promote sales. I know some customers even collect the packaging bags as hobby. Moreover, it can also appeal to them to buy the products.Smith: Yes, you are right.Wang: But the cost goes up again. The unit price is increased by about 20 cents. Is that ok for you? Smith: I can accept that if your samples are satisfactory to us.Wang: Ok, now let’s move on to the next topic, shipment.D D i i a a l l o o g g u u e e22..Listen to the dialogue and choose the best answer to each of the following questions.1-5 ABBBCTape Script:Dialogue 2Wang: When is the delivery date?Smith: November 10th. We really need to have a strict timetable. It’s essential for us to have it before the 20th, otherwise we will miss the sales season.Wang: Oh, Mr. Smith, the lead time of our goods is 60 days. But now it has been the middle of September. On the other hand, all of the good factories are fully committed at this time. In fact, many of our clients are placing orders for delivery in the last quarter of the year. Smith: This may be so, but I sincerely hope that you will give our request your special consideration. Our customs formalities are rather complicated. It will take us at least a couple of weeks. Thus after shipment it will be altogether four or five weeks before the goods can reach our retailers. As such, the goods must arrive by the middle of November to facilitate our distributing them.Wang: You really give a hard time. The fact remains that our factory has a heavy backlog on the hands.Smith: But can’t you find some way to get around your factory to rearrange the schedule and make my order your top priority? I can easily imagine the inconvenience that this request may cause you. There is no harm in trying. You see, a timely delivery means a lot u us. Wang: May I suggest that delivery be on or about November 20? If so, we can try our best to ship the goods on time. That’s the best we can do.Smith: En, in that case, I will have to take things as they are. But that is the deadline, otherwise I have to cancel the order.Wang: All right. Anyway, we assure you that delivery will be completed on time on condition that your L/C reaches us at least one month before the time of delivery.Smith: That sounds acceptable to me. I’ll take you at your word. Oh, it’s too late. Other terms have to be left until tomorrow.Wang: Ok, shall we have a dinner together? I’ll treat you.Smith: Ok, I’m so glad to.。

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

国际商务谈判英文版PPT-8 . Negotiation Strategies

8.2.6 Strategies linked to goals
• the ability to develop effective negotiation strat egies is improved if a negotiating team already has clear, specific goals – and knows what the goals of the other team are
• Managers who participate in international business n egotiations must be flexible enough to convert probl ems into opportunities
• Managers demonstrate their flexibility in the course o f a negotiation by being willing to re-evaluate and ref ormulate strategies which are turning out to be inapp ropriate
International Business Negotiation
Principles and Practice
8 Negotiation Strategies
Overview
• STRATEGY IN NEGOTIATIONS • STRATEGIC ORIENTATIONS • MAXIMUM GAIN STRATEGIES • NEGOTIATING TACTICS
t of a certain price range or profit level – a supply contract with a potential foreign partner – access to a foreign partner’s technology

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

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.

【新】商务谈判计划书ppt 英文版

一种督导和促进行为，方法是通过企业的业务人员定期的拜访来达成。在拜访时需要对售网点的产品进行销售登记，统计销售及库存的信息，以便及时补货。在理货时要帮助持产品的摆放、陈列及活化，
目的是让产品能够顺利地达成销售。
、路线拜访：指在理货行为中，企业业务人员的拜访要按照一定的路线排列，以节省时便全面地照顾到所有的销售网点的一种行为。企业分，分别进行拜访。
三、终端促销控制B
、导购：导购是企业在销售终端设立销售人员对自己的产品进行推介，同时帮助消费者需要合理选择适合产品和一种行为。一般情
4.3 2.4
4.4 2.5
3.5 1.8
4.5 2.8
类别 1
类别 2
类别 3
类别 4
01
02 03
04
01
04
02
05
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01 02

《商务英语谈判》课件

3 提议和反驳的技巧
掌握有效的提议和反驳技巧，以实现自己的谈判目标。
谈判案例分析
1
成功的谈判案例
分析一些成功的商务谈判案例，探讨其
失败的谈判案例
2
背后的关键因素和策略。
研究一些谈判失败的案例，探寻失败的
原因，以免犯同样的错误。
3
成功和失败的原因
对成功和失败的商务谈判案例进行分析，研究造成不同结果的原因。
《商务英语谈判》PPT课件
在本课件中，我们将学习商务英语谈判的重要性和特点，探讨准备阶段的步骤，研究谈判技巧和案例分析，以及提高谈判效果的方法。
背景介绍
商务谈判在商业领域扮演着重要的角色，本节将介绍商务英语谈判的特点以及其在商业谈判中的重要性。
准备阶段
初步调研
在谈判开始之前，进行充分的初步调研，了解对方和其业务，为谈判做好准备。
提高谈判效果的方法
有效的沟通技巧
学习如何与对方建立良好的沟通，以实现更有效的谈判结果。
良好的人际关系建立
了解如何在商务谈判中建立良好的人际关系，以增加合作的机会。
软实力的应用
掌握利用软实力的方法，如影响力和说服力，以在谈判中取得更好的结果。
谈判目标的设定
明确自己的谈判目标，并制定清晰的目标和策略，以实现自己的利益。
谈判策略的制定
根据对方的需求和目标，制定适合的谈判策略，以达成双方的共赢。
谈判技巧
1 听和问的技巧
学习有效的倾听和提问技巧，以更好地理解和掌握息，以增强自己在谈判中的优势。

商务英语综合教程(下册)Unit 8 International Stock Exchange of UK-PPT精选文档

Introduction
Stock exchange is a most important part of the capital market, because, if such an institution did not exist, it would be much more difficult for firms to raise money by selling shares and for governments to borrow by selling securities.
Text
Hale Waihona Puke Unit 8 International Stock Exchange of UK
4 One of the most impressive images of the Exchange is that of the market floor, where brokers met to do business with the market makers (previously known as jobbers) in the various securities. This has now changed with the introduction of new technology. The market floor is now a SEAQ (Stock Exchange Automated Quotations System) television screen located in the broker's office----anywhere in the United Kingdom or overseas, but connected to the Exchange's computers in London. The same market price information which used to be found only

(优)商务英语谈判PPT资料

• Contextual sources of power How to Conceptualize Culture?
• The negotiator believes he or she needs more power than the other party to increase the probability of securing a desired outcome.
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
Culture as learned behavior
• Relationship-based sources of power Negotiation Power across Cultures
• build momentum through doing deals in sequences • build momentum through doing deals in sequences
• The negotiator believes he or she needs • Make the big party small( build multiple relationships)
Advice about how to negotiation cross-culturally

商务英语谈判 unit 8

• What are the contents of their year-long advertising campaign?
• Why doesn’t Speaker A consider trade publications?
Part Three
Public Speaking in Business
Prepare to deliver your speech in your class.
Part Four
BEC Focus
Speaking Test Part One: Interlocutor’s Questions:
Business Topics:
Ø What do you think are the most commonly used advertising media? Ø Do you think television advertising is the most effective form of advertising? (Why / Why not?) Ø Do you think the Internet is a good place for marketing a company’s products? (Why/ Why not?) Ø Will you choose a newspaper to advertise a product? (Why / Why not?)
Because training is free, the biggest challenge for your audience is the demanding time commitment. To get a graduating certificate from the program, they have to attend training sessions eight hours a day, five days a week, for three consecutive months.

商务谈判英语pptPPT 课件

END Thank you！
常听见这样的感叹：要是当初2018年中国大学毕业生薪酬排行榜通过对 280多万以及多届毕业生调研后，计算出了各高校毕业生的薪酬状况。虽然我们都知道名校毕业生的收入会普遍比较高，但这份榜单告诉我们，清华北大毕业生的月薪，平均近万，而普通院校的只有两三千。
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?
I’d like to propose some ideas after I finished the research.
I’d like to put forward that we need to ike to suggest we plan an event for all the employees.
Negotiation Skills in Business
Business English
Main points