商务英语谈判 3-mission 1定稿
商务英语谈判 2-mission 8定稿
BY WANG YANWEN OF XFU
CONTENTS
Starting Test for Negotiators’ Proficiency Assessment，Scoring Criteria，Scoring Chart & Negotiation Proficiency Scale 谈判能力测试计 分标准、计分表及谈判能力量表
PROGRAM ONE A General Introduction to Business Negotiation Mission 1 Procedure of Business Negotiation Mission 2 Forms of Business Negotiation Mission 3 Three Categories of Business Negotiation PROGRAM TWO Negotiation for Contract Terms Mission 1 Team Building for Negotiation Mission 2 Knowing the Enemy and Yourself Mission 3 Making a Negotiation Plan Mission 4 Start of Business Negotiation Mission 5 Quotation, Attack, Defense, Compromise and Draw Mission 6 Conclusion of Negotiation Mission 7 Negotiation Etiquette Mission 8 Adapting to Various Negotiating Styles Mission 9 Evaluation of the Negotiation Results PROGRAM THREE Negotiation for Contract Implementation Mission 1 Changes in the Payment Terms Mission 2 Changes in the Packing Modes Mission 3 Changes of Shipment Clause PROGRAM FOUR Negotiation for After-sales Service Mission 1 Claims Mission 2 Settlement of Claims
商务英语谈判3.1
Notes:
• • • • • • • • • • • • • • • • • • • 1.breeding 教养 2.prescribed 规定的 3.authority 权威 4.beneficial 有利的 5.partnership 合作关系 6.essential 基本的，必要的 7. impression 印象 8.trustworthiness 值得信任 9.corporate 公司的 10.norm 规范 11.acknowledgment 承认 12.indication 迹象 13.customary 习惯的，通常的 14.traditionally 传统上 15.acquaintance 熟人 16.individual 个人 17.potential 潜在的 18.representative 代表 19.prestigious 享有声誉的
What are we going to learn in this chapter?
1. Understand what business etiquette is 2. Find out the basic etiquette in business negotiation 3. Understand different business etiquette in different countries 4. Master the basic words and expression about business etiquette 5. Get some cultural knowledge about business etiquette
Ⅲ.Mini-presentation
Meetings
Meetings can be the most sensitive part in business transaction. So you should make mistakes as few as possible. You must arrive on time for meetings, but expect higher level executives to arrive up to a half hour late. Greet with a handshake and exchange of business cards after you arrive. Be relaxed and attentive in meetings, maintain good eye contact, and restrict use of hand gestures. And remember to sit with proper posture, especially ladies, never lift your leg up to cross your legs at the knee if you are wearing a skirt. More importantly, you’d better dress appropriately. You do not want to dress too much nicer or not nice enough to match the meeting. The general rule of thumb is always dress up one level if you are not sure.
英文版商务谈判
A是中国的卖方，B美国买方;咱们组是A公司成员Leader（L）:shi 主谈Marketing(M)：zhao Lawyer(LA)：ruan Financial(F)：时Technicist(T)：金显而易见，我们就是B公司成员：GM：卢(andy) Marketing Executive：小花Legal adviser：孙Financial advisor：王大花Professional: 康师傅L: Welcome to China, Mr. Smith We are pleased that you can come to China and make business negotiations with us. And I hope that we can achieve a win-win result.卢: Thank you for your warm reception. It will be excited if we can get a satisfactory result . OK, we would like to get the ball rolling（开始）by talking about prices.M: Shoot.（洗耳恭听）I'd be happy to answer any questions you may have. 曌: Your products are very good. But I'm a little worried about the prices you're offering.M: You think we about be asking for more?曌: That's not exactly what I had in mind. I know your research costs are high, but what I'd like is a 25% discount.M: That seems to be a little high, Miss. sweet. I don't know how we can make a profit with those numbers.曌: Well, if we promise future business-volume sales（大笔交易）-that will slash your costs（大量减低成本）for making the products, right?M: Yes, but it's hard to see how you can place such large orders. We'd need a guarantee of future business, not just a promise.曌: We said we wanted 1000 pieces over a six-month period. What if we place orders for twelve months with a guarantee?M: If you can guarantee that on paper, I think we can discuss this further. 卢: what’s about having a rest now? good rest, good spirit!TEN MINUTES LATERF: Miss. sweet, we have considered you advice carefully. But even with volume sales, our coats for the products won't go down much.曌: Just what are you proposing?F: We could take a cut（降低）on the price. But 25% would slash our profit margin（毛利率）.We suggest a compromise――10%.王: That's a big change from 25! 10 is beyond my negotiating limit. Any other ideas?F: I don't think I can change it right now. Why don't we talk again tomorrow?王：Sure. I don’t think our capital can allow we to make a deal in this price and this numbers.NEXT DAY曌：Mr. Zhao! sorry, we can’t accept the numbers you proposed; but we can try to come up with something else.M：Yeah, I hope so! and I hope we can make a concession to reach somemiddle ground.曌：I understand. We propose a structured deal（阶段式和约）. For the first six months, we get a discount of 20%, and the next six months we get 15%.L：Oh, no. we can't bring those numbers back to my company-they'll turn it down flat（打回票）.曌：Then you'll have to think of something betterM：How about 15% the first six months, and the second six months at 12%, with a guarantee of 3000 units?曌：That's a lot to sell, with very low profit margins.L：It's about the best we can do, Miss. sweet (pause) e need to hammer something out （敲定）today. If I go back empty-handed, I may be coming back to you soon to ask for a job. (Smiles)卢：(smiles) O.K., 17% the first six months, 14% for the second?!L：Good. Get it.康：How long is the quality guarantee period?T：2 years general. And we can guarantee that the quality is better.康：You know the competition is very serious now ,and we have to offer better service to customs. Could you extended the period ？T：We can guarantee that our quality is one of the best in the world. We have the advanced research and development ability. Whereas this is our first cooperation, we can extend it to 3 years.康: that’s good! thank you！LA：For it is the first time for us to do business. It will be better having a good way to discover the disputes may appear between us.孙：Sounds good! As the practices, we usually resolve the disputes with our partners visa arbitration.LA：En, arbitration is also a good choice for us. But we just believe the arbitration of international chamber of commerce.孙：Ok, international chamber of commerce is good.曌：We'd like you to execute the first order by the 31st.M：OK，Let me run through this again: the first shipment for 1000units, to be delivered in 27 days, by 31st June. The second shipment for 2000 units, to be delivered by 20 August卢：Fine , this deal promises big returns（赚大钱）for both sides. Let's hope it's the beginning of a long and prosperous relationship.L：Yes ,through two days negotiation I argue that we have reached a win-win result and we are very pleased to cooperate with you for a long time.卢：that’s true! what’s the good time for us to sign the contract.M: As our arrangement. You would have a visit to the Shaolin Temple, over there you will learn the nature of Chinese-kung fu. Then we can sign the contract tomorrow morning!卢: wonderful! It’s can not be better more。
商务英语谈判对话范文三人
商务英语谈判对话范文三人以下是一个商务英语谈判的三人对话范文：人物：1.John Smith，美国一家公司的销售经理2.David Lee，中国一家公司的销售经理3.Emily Chen，翻译员对话内容：John: David，很高兴能在这里与您见面。
我们非常看重这次合作机会。
David: 谢谢您的邀请，John。
我们也很期待能够与贵公司合作。
John: 我们了解到贵公司在市场上有着非常好的口碑和广泛的销售渠道。
我们希望能够借助贵公司的优势，扩大我们在中国市场的销售。
David: 我们也很欣赏贵公司的产品和技术实力。
我们认为通过合作，我们可以共同开拓更广阔的市场。
Emily: 那么，关于合作的具体细节，您有什么想法？John: 我们希望能够在未来的三年内，在中国市场销售我们的产品，并且希望能够在第一年内达到100万美元的销售额。
David: 这个目标非常有挑战性，但是我们相信通过双方的努力，一定可以实现。
我们可以先从签订一份销售代理协议开始，明确双方的权利和义务。
然后，我们可以制定一份具体的销售计划，明确销售目标和时间节点。
Emily: 听起来非常好。
那么在合作过程中，如果出现问题，我们应该如何解决呢？John: 我们可以通过定期的会议和沟通来解决任何问题。
我们可以每月举行一次电话会议，以便及时了解合作进展情况，并解决可能出现的问题。
David: 这是一个很好的建议。
我们也可以通过电子邮件和即时通讯工具进行日常沟通和交流。
此外，我们还可以在必要时安排面对面的会议，以便更好地沟通和解决问题。
Emily: 好的，那么最后关于合作的价格和利润分配，您有什么建议？John: 我们希望代理费能够占销售额的10%，并且希望在合作期限内保持稳定。
至于利润分配，我们可以根据销售额的比例进行分配。
David: 这个条件是可以接受的。
我们将尽力完成贵公司的销售目标，并希望通过合作获得更多的利润。
商务英语谈判教材
Let’s meet each other half way.
那我们各让一步吧。
Usually an offer will include the following:
1. name of the goods. 2.quality and specifications. 3. quantity. 4.details of prices. 5. discount. 6. terms of payment. 7. time of shipment. 8. packing
may include: price、 specifications 、 quality 、 packing 、 delivery time 、 payment terms etc.
贸易谈判口译
1. 询盘(inquiry) 在这个环节中经常用的句子有：
Can I make an inquiry? / Could you give us some ideas about your prices? / Will you please inform us of the prices at which you can offer the goods? / I hope to have your quotation for …?
A counter—offer is made when the prospective buyers find any terms and conditions in the offer unacceptable.
Sometimes buyers may take the initiative to make a bid to sellers. If the bid is not acceptable to the sellers, a counter—bid will be made subsequently.
商务英语谈判书面范本
The negotiation scriptGoods: clothesCompany name: Buyer: ABC trading company Seller: Jiangmen textile industry companyPart one: Before Negotiation ISituation 1: Arranging appointmentRole Taking:In order to confirm the number of people, the flight number and arrival time of the plane, Jayie, the secretary of Jiangmen Textile Industry Company calls the marketing manager of ABC Trading Company.A: Good morning, ABC Trading Company, Lily speaking. How can I help you?B: Good morning, my name is Jayie, the secretary of Jiangmen Textile Industry Company. Could I speak to Albee, the marketing manager of ABC Trading Company please?A: Certainly. Could I ask what it’s about?B: Yes. Next Tuesday your company’s negotiating partners will come to our company, so I want to confirm the number of people, the flight number and arrival time of the plane.A: OK, Jayie. Hold the line please. I’ll put you through.(Transfer the call to Albee)A: Albee, I’ve got Jayie, the secretary of Jiangmen Textile Industry Company on the line. Do you want to speak to her?C: Yeah. I’m waiting for the call.A: Right, I’ll put her through.C: Hello! Jayie, how are you?B: Hello! Albee, I’m fine. Thank you. Next Tuesday your company’s negotiating partners will come to our company, so I’m calling to confirm the number of people, the flight number and arrival time of the plane.C: There are 6 people will come to your company and all of them are women. The flight number is HTC45906 and the plane will be arrived in Guangzhou airport at 2:15 on Tuesday. By the way, we will stay for 3days.B: OK, let me check again .There are 6 people and staying for 3days. The flight number is HTC45906 and the plane will be arrived in Guangzhou airport at 2:15 on Tuesday.C: Yes, That’s all right.B: OK, thank you very much and I’m waiting for your coming next Tuesday.C: Thank you, see you next Tuesday.B: Good bye.S ituation 2: Receiving VisitorsRole Taking:A: Excuse me .Are you Miki?B: Yes. I’m Miki from ABC Trading Company.A: How do you do, Miki. It’s nice to meet you, I’m Emily fromJiangmen Textile Industry Company. I’m the secretary of marketing manager. This is my business card. On behalf of our corporation, I’d like to extend to you our warm welcome.B: How do you do, Emily. Now, let me introduce our team member, this is Smile, Albee, Angela, Leung and Ziazan.A: How do you do? Welcome to China. Our manager has assigned me to come to meet you.B: How is she?A: She’s fine. She sorry she can’t come to meet you in person because of an unexpected urgency, but he will be expecting you at the gate of the hotel you stay.B: Thank you, Emily. Thank you for taking the time to meet us at the airport.A: My pleasure. Buy the way, did you have a good flight?B: Just wonderful. Good food and good services. But the flight was awfully long.A: Oh, I think you must be very tired after the long flight.B: Yes, I’m rather. But we will be all right tomorrow and ready for business.A: Anyhow, I think you’d like to freshen up a bit and tak e a rest to overcome the jet lag .We’d better start for the hotel now.B：Yes, thank you. We are at your disposal.A: This way please. Our car is in the parking lot. I’ll go and bring it around. Would you please wait here for a moment?B: Ok, no problem.Situation 4: Showing AroundRole Taking:A:Good morning ,Miss Zou.Nice to see you. Welcome to Jiangmen textile industry company.B:Good morning ,Miss Ii . Nice to see you ,too.A:Thank you for coming today .You’ll understand our products better if you visit the plant . let’s tour the factory first, shall we ?B:That’s great ,you know , I have been looking forward to visiting your factory .Can you show us the way?A:That’s OK .This way,please.A:Welcome to our factory .Here is a brochure outlining the history and products of our company.B: Thank you .You are thoughful .B:Oh,your factory looks very busy.A:Since it is peak season now ,our factory is working at full capacity.B:what’s the usual percentage of rejects?A:Our rejection rate is less than two percent .B:Oh,may I ask any question about the technique?A:Sorry ,but I’m not familiar with that .I’ll ask our technist to expain it to you as soon as possible.B:Thank you for showing me around your plant and answering my question.Part twoOpening SpeechGood morning, ladies and gentlemen! Thanks for your coming today. Now that we are all here, let's begin the talk, shall we?First, let me introduce our negotiation team to you-（Kelvin Norris, our chief negotiator; Charles Collin and Marry Freely, our negotiation members.）The main objective of today’s negotiation is to discuss about the sales of clothes. There are three items to be discussed in the agenda. Firstly, the price. Secondly, terms of payment. And thirdly is the terms of delivery. It will t ake about one hour. Let's have the negotiation this way if you don'tmind. I expect that we can cooperate happily. Hope negotiations with success!Part three: Negotiation PerformingSituation 1: Description of goods:Role Taking:A: Excuse me, my name is Helen .I'm the researcher of the Jiangmen textile industry company.I’m doing a market research for a new product. Do you mind my asking you some questions?B: No. I don’t mind. Please fell free to ask.A: OK. The questions will be about skirt.B: Ask anyway.A: Which brand do you prefer?B: I don’t care of the brand. But the quality is the most important.A: Which material do you like, cotton or denim or fiber?B: Both ok! But I’ d rather have cotton.A: How long do you prefer?B: Mini or above-knee.A: Do you care about the price?B: Yes. Everyone wants to get more for his money.A: OK. That’s all. Thank you for your cooperation.B: You’re welcomeSituation 2: Price:Role Taking:A:Miss Young,i have studied your offer carefully and we find the price you quoted rather on the high side.B:Well.Miss leung,before we discuss prices.may i draw your attention to the cost of manufacture?Perhaps we could return to the question of prices later?A：Yes,go ahead.B:Here is a fact sheet to explain our costs of manufacture.You will see from the fact sheet year,our offer was based on reasonable profit,not upon wild speculation.A:But i believe we could sell your products well if you would agree to reduce price by 10%.B:I'm afraid not.That's our rock-botton price.We can't make any further concessions,but if you order 1000 units or more, you will receive a 5% discount.A:OK,i see.In view of our long-term business relationship,we can conclude the transaction with you.Situation 3: ShipmentRole Taking:A:Miss Ziazan, let’s have a word about delivery ,ok?B:Good! When can you make a delivery?A: Is this a rush order?B: Yes,is it possible to effect shipment during june?A：I don’t think we canB:Then when is the earliest we can expect shipment?A:By the middle of July .I think that is the best we can do.B:That’s too late, you know .Th e goods must be shipped before July we need it in a hurry.A:I’m afraid we can’t . It will be difficult for us to make this shipping date .B:As you know , July is the selling season for this commodity.If we miss the season , we’ll take a big loss.So I hope you will delivery goods in june.A: I understand your position .We’ll contract the manufactures and see if they can manage to delivery goods before July.B:That’s good . Thank you very much for your cooperation.A:Not at all. Let’s call it a deal.B:All right.Situation 4: Terms of paymentRole Taking:A: Well, we’ve settled the question of price and quantity. Shall we talk about the terms of pa yment? What kind of payment do you demand?H: We only accept payment by Irrevocable L/C payable against shipping documents.A: Could you make an exception and accept D/P?H: I’m afraid not. We insist one a letter of credit.A: Then, when do I have to open the L/C if I want the goods to be delivered in June?H: A month before the time you want the clothes to be delivered.A: Could you possibly effect shipment more promptly?H: The only thing we can do is to deliver the goods 25 days after we received your L/C.A: All right. I’ll open the L/C as soon as possible. I hope that the goods can be dispatched promptly after you get my L/C.H: You can rest assured of that. We’ll booked your order and inquire for the shipping space now.A: That’ll be fine. I appreciate your cooperation.H: I sincerely hope that the volume of trade between us will be even greater in the future.Part fourClosing SpeechThank you very much! I will make a conclusion briefly. Firstly, about the time of shipment, the goods will be shipped in June. Secondly, about the price, you gave us a discount of 10%. Thirdly, we placed 1000 units of the goods. Last but not least, we all agreed to pay by irrevocable L/C at sight against shipping documents.A: I’m so glad that we have reached an agreement on the negotiation. I think everything is ready for our signatures on the contract now.B: All right, since we have settled all the terms and both of us come out as winners. We hope that we will maintain our friendly business relationship in the future.。
商务英语谈判 unit 3
Common and Tough Interview Questions
Work in pairs. Give your answers to these questions listed on page 31-33.
Requirements
Job applicants hand in their resume to the company. Recruiters should read their resume carefully and interview the applicants. Keep a record of the applicant data for future assessment.
05
05
To introduce the next speaker if
appropriate;
02
To generally welcome all the guests, stating the name of the event and host and thank them for coming;
• What type of people would be suitable for the positions • What the company can offer to attract temporary staff
Part Five
Assignment
Model Job Interview
Part Two
Focus
I’m Qualified for the Job
Work in groups. Discuss the following points and prepare to report to the class.
商务英语谈判 3-mission 1定稿
Mission 5 Quotation, Attack, Defense, Compromise and Draw
任务5 谈判局中
Mission 6 Conclusion of Negotiation
任务6 缔约
Mission 7 Negotiation Etiquette
任务7 遵守谈判礼仪
Mission 8 Adapting to Various Negotiating Styles
BUSINESS ENGLISH NEGOTIATION
BY WANG YANWEN OF XFU
CONTENTS
Starting Test for Negotiators’ Proficiency Assessment，Scoring Criteria，Scoring Chart & Negotiation Proficiency Scale 谈判能力测试计
任务8 适应谈判风格
Mission 9 Evaluation of the Negotiation Results
任务9 评价谈判结果
PROGRAM THREE Negotiation for Contract Implementation
项目三 合同执行谈判
Mission 1 Changes in the Payment Terms
任务1 变更支付方式
Mission 2 Changes in the Packing Modes
任务2 变更包装方式
Mission 3 Changes of Shipment Clause
任务3 变更运输条款
PROGRAM FOUR Negotiation for After-sales Service
94--商务英语教程unit3-Negotiation商谈
We Win
Dud Buy!!!!!!
Bargaining Skills
1
Cut down considerably from the asking price.
Never express how much you like the things you want to buy. Try to find and point out as many flaws as possible in the product.试图
市场:通常是一个图——一个价格,交货 期——这是你的理想的位置在任何谈判。
Market
点击添加标题
Negotiation
文本
文本
Market
compromi se
文本
Negoti ation
文本
coercion
bargaining
文本
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sum
Bargaining
• When we buy somethings , bargaining is necessary. • Bargaining is to discussing the conditions of a sale , agreement , etc. , to try to get a lower price.当我们
英语三级作文谈判书模板
英语三级作文谈判书模板英文回答：Negotiation Letter Template。
Introduction。
The purpose of this letter is to formally request a negotiation meeting to discuss the following matters:[Briefly describe the main topics to be discussed]Time and Location。
I would like to propose the following time and location for the negotiation meeting:Date: [Date of meeting]Time: [Time of meeting]Location: [Location of meeting]Attendees。
The following individuals will be representing our organization at the meeting:[List of attendees and their titles]We would be grateful if you could confirm the following:Your availability to attend the meeting on the proposed date and time.The names and titles of the individuals who will be representing your organization.Any specific materials or documents that you wouldlike us to prepare in advance of the meeting.Agenda。
商务谈判技巧英文版（共3篇）（精简版）
商务谈判技巧英文版(共3篇)商务谈判技巧英文版(共3篇)篇一：商务谈判强大英语技巧商务谈判中的英语技巧与外商进行商务谈判时大多用英语进行，所以这个时候我们要注意避免跨国文化交流产生的歧义，交谈时尽量用简单、清楚、明确的英语，不说易引起对方反感的话语，如下列这些词语中就带有不信任色彩，可能会客户不愿积极与我们合作。
“to tell you the truth”，“I’ll be honest ith you…”，“I ill do my best．”“it’s none of my business but…”。
为了避免误会，我们可用释义法确保沟通顺利进行。
如，“e ould accept price if you could modify your specifications．”我们还可以说：“If I understand you correctly, hat you are really saying is that you agree to accept our price if e improve our product as you request．” 最后，为确保沟通顺利的另一个方法是在谈判结束前作一个小结，把到现在为止达成的协议重述一遍并要求对方予以认可。
另外在商务谈判还应注意下列问题：I “会听” 要尽量鼓励对方多说，向对方说：“yes”，“please go on”，并提问题请对方回答，使对方多谈他们的情况。
II 巧提问题用开放式的问题来了解进口商的需求，使进口商自由畅谈。
“can you tell me more about your campany?”“hat do you think of our proposal?” 对外商的回答，把重点和关键问题记下来以备后用。
进口商常常会问：“can not you do better than that?” 对此不要让步，而应反问：“hat is meant by better?”或“better than hat?”使进口商说明他们究竟在哪些方面不满意。
英文商务写作谈判作文
英文商务写作谈判作文英文：Negotiation is an essential skill in the business world, and I have had my fair share of experiences in this area. One memorable negotiation took place when I was trying to close a deal with a potential client from China. The negotiation process was challenging, but it taught me a lot about cross-cultural communication and the importance of understanding the other party's perspective.During the negotiation, I made sure to do my researchon Chinese business customs and etiquette. I learned that building a personal relationship is crucial in Chinese business culture, so I made an effort to establish rapport with the client before diving into the business discussions. This included engaging in small talk and showing genuine interest in the client's background and interests. I also made sure to show respect for the client's position and authority, which is highly valued in Chinese businesssettings.As the negotiation progressed, I encountered some differences in communication styles. For example, theclient seemed more indirect in expressing their concerns and objections, which initially caught me off guard. However, I quickly adapted by reading between the lines and addressing their underlying issues with empathy and understanding. I also had to be patient and allow for pauses in the conversation, as silence is often used as a tool for contemplation in Chinese communication.In the end, the negotiation was successful, and we reached a mutually beneficial agreement. Reflecting on this experience, I realized the importance of flexibility and adaptability in negotiations, especially when dealing with individuals from different cultural backgrounds. It's crucial to be open-minded and willing to adjust your approach to accommodate the other party's communication style and preferences.中文：谈判在商业世界中是一项至关重要的技能，而我在这方面有着丰富的经验。
商务英语谈判 chapter threeppt课件
• Bare
空的，光的
• Dissention 纠纷
外语教学与研究出版社
The Role and Qualities of CN
• Unify
使… 统一
• Keep sth on track 使…正常
• Discipline
纪律
• Focal point
关注点
• Subordinate
下属
• Scope
外语教学与研究出版社
Case Study
• A logistic manager has to fly to a supplier in Atlanta next week for material delivery problems. The Atlanta supplier has always had good faith but this time, unfortunately, no warning has been given about the supply problems.
Somewhat vain. Strong willed. Somewhat stubborn. Hates to lose. Strongly defiant.
外语教学与研究出版社
• 23 24 25 26
对声音敏感 喜欢逃跑 非常挑剔 轻率
• 27 有点笨的
Alert to sounds. Likes to run. Very finicky. Impetuous
• There are two things that I could not do in my life –I could not do this and I could not do that.
《商务英语谈判》课件
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。
商务英语谈判-3
with skill and have small talk with people in the business world Be aware of the cultural differences involved in introductions and greetings Be familiar with the expressions used in making introductions and greeting business friends Learn the skills and key points in introductions and greetings through cases and case analysis
2020/2/21
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7
3.1 Before You Begin
3. Why should people stand up for the introduction?
It’s a well manner to rise for the introduction and handshake.
Teachers are suggested to demonstrate to the whole class, with the help of a student, how improper it is to be seated for the introduction. Please also demonstrate to the class how to rise for the introduction.
国际商务谈判 Chapter 3 Choosing the Negotiation Team
3. 1 Who qualifies as a negotiator？
3.1.1 A negotiator as an individual There are countless reasons that one should seek to empower
The advantages and disadvantages of single
negotiator and team negotiations. The advantages of a single negotiator might be: to prevent the opposer from aiming questions at the weaker members of the team or creating disagreement among team members; to prevent from placing complete responsibility on one person; to prevent the weakening of stated positions through differences of opinion between team members and to avoid making on-the-spot decisions.
Age range, too, may be important and there are
certain age limits within which effective negotiators are most likely to be found. Early stages of a career :competitive attitudes, some elements of idealism, and high concern to gain experience and establish one’s own position with promotion prospects. Late stages of a career :a much higher tolerance for other people’s viewpoints and by increasing commitment to domestic and social goals.
商务英语谈判3-1
Hong Kong Company got three kinds of mainland pebble samples from: Guangzhou: black and grey, as big as a fist, very hard Nanjing: white, some as small as pigeon eggs, some as big as duck eggs, very hard Dalian: grey and brown, coarse, not very hard The reply from Japanese company: Guangzhou pebbles: the best in quality but too big in size Dalian pebbles: the beach pebbles and there were something wrong when mixed with cement
--brand popularity --word-of-mouth in the market D. Capital quantity: --total assets --fixed assets（固定资产） 固定资产） --current assets（流动资产） 流动资产） --cash flow, etc.
E. Operating capability:（营业能力） 营业能力） --status of operating profit and loss
（营业损益） 营业损益）
--contribution ratios （分摊比率）of 分摊比率） major products --the ability to develop new products, etc. F. Bank credit: --names and numbers of contacting banks 贷款） --credit （贷款）it enjoys --whether it has bad accounts in banks, etc.
英语商务谈判范本
Business NegotiationB: Good morning. Ms Chen. It’s very nice to see you in person. I am the representative from Southern Trading. My name is Joyce Lee.A: Good morning, Ms. Lee. Glad to meet you. Welcome to Kara.B: Let me introduce my colleague to you. This is my manager, Ms. Qiu.A: How do you do? Ms. Qiu.C: How do you do? Nice to meet you.A: ....And this is Ms. Li. She is in charge of sales department.D: Nice to meet you, Ms Lee, Ms Qiu.B&C: Nice to meet you, Ms. Li.A: I hope through your visit we can settle the price for our Kara clothes, and conclude the business before long.B: I think so, Ms Chen & Ms Li. We came here to talk to you about our requirements of your Kara Clothes. Can you show us your price-list and catalogues?A: We’ve specia lly made out a price-list which covers those items most popular on your market. Here you are.B: Oh, it’s very considerate of you. If you’ll excuse me, I ’ll go over your price-list right now.A: Take your time, Ms. Lee.B: Oh, Ms. Chen. After going over your price-list and catalogues, we are interested in your Wildfire 1125 and 1128. But we found that your price are too high than those offered by other suppliers. It would be impossible for us to push any sales at such high prices.A: I’m sorry to hear that. You must know that the cost of production has risen a great deal in recent years while our prices of Kara basically remain unchanged. To be frank, our clothes have always come up to our export standard and the packages are excellent designed and printed. So our products are moderately priced.B: I’m afraid I can’t agree with you in this respect. I know that your products are attractive in design, but I wish to point out that your offers are higher than some of the quotations. I’ve received from your competitors in other countries. So, your price is not competitive in this market. A: Oh, Ms Lee. As you may know, our products which are of high quality have found a good market in many countries. So you must take quality into consideration, too.B: I agree with what you say, but the price difference should not be so big. If you want to get the order, you’ll have to lower the price. That’s reasonable, isn’t it?A: Well, in order to help you develop business in this line, we may consider making some concessions in your price, but never to that extent.B: If you are prepared to cut down your price by 8%, we might come to terms.A: 8%? I’m afraid you are asking too much. Actually, we have never gave such lower price. For friendship’s sake, if you increase your order, we may exceptionally consider reducing the price by 5%. This is the highest reduction we can afford.B: You certainly have a way of talking me into it. I want to order 1000 sets of 1125 and 1128. But I wonder if when we place a larger order, you’ll farther reduce your prices.A: Ms Lee, I can assure you that our price is most favorable. We are sorry to say that we can bring our price down a still lower level.B: Ok, I accept. Now let Ms. Qiu talk about the terms of payment, shipment and package, etc.A: OK, about these, our Ms. Li is more professional than me.C: Ms. Li, about the payment, would you accept D/P? I hope it will be acceptable to you.D: The terms of payment we usually adopt are sight L/C.C: But I think it would be beneficial to both of us to adopt more flexible payment terms such as D/P term.D: Payment by L/C is our usual practice of doing business with all customers for such commodities. I’m sorry we can’t accept D/P terms.C: As for regular orders in future, couldn’t y ou agree to D/P?D: Sure. After several smooth transactions, we can try D/P terms.C: Well, as for shipment, the soon the better.D: Yes, shipment is to be made in April, not allowing partial shipment.C: Ok, I see. How about packing the clothes?D: W e’ll pack 1125 in carton of one set each, 1128 in cases of one set each, two cases to a carton. C: I suggest the goods packed in cardboard boxes, it’s more attractive than cartons. Do you think so?D: Well, I hope the packing will be attractive,too.C: For transaction concluded on CIF basis, insurance is to be covered by the sellers for 110% of invoice value against WPA. Clash&.Breakage and War Risk.D: This term less these goods should damage in transit. I agree with it.C: I’m gald we have brought th is transaction to a successful conclusion and hope this will be the beginning of other business in the future. Let’s confirm these items we concluded at the moment. D: Yes, we concluded as follows: 1000 sets of Wildfire 1125 at the price of USD 23.50 per set to be packed in cardboard boxes of one set each and to be shipped CIF5Shenzhen. 1000 sets of 1128 at the price of USD 14.50 per set to be packed in case of one set each, two cases to a cardboard box and to be shipped CIF5 Shenzhen.C: All right. By the way, when can I expect to sign the S/C?D: Ms. Qiu, would it be convenient for you to come again tomorrow morning. I’ll get the S/C ready tomorrow for your signature. And today we have prepared a dinner especially for you and Ms Lee.C: OK. That’s fine. But before dinner, I would like to visit your plant. In fact, I have heard a lot about your plant management achievement.D: Thank you. We are flattered. Before going to the factory, I’d like to show you around the showroom. Recently, we have some new-style shoes.A: Ms Lee, I wonder whether you are interested in it. Shall we go together? Later on, our driver will pick us up to the restaurant.B: Ok. Go together. Thank your for your hospitality. And I hope it’s not upsetting you too much. A: Not at all. Shall we go now?B&C&D: Well. Go.。
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Mission 5 Quotation, Attack, Defense, Compromise and Draw
任务5 谈判局中
Mission 6 Conclusion of Negotiation
任务6 缔约
Mission 7 Negotiation Etiquette
任务7 遵守谈判礼仪
Mission 8 Adapting to Various Negotiating Styles
任务2 商务谈判形式
Mission 3 Three Categories of Business Negotiation
任务3商务谈判类型
PROGRAM TWO Negotiation for Contract Terms
ห้องสมุดไป่ตู้
项目二 合同条款谈判
Mission 1 Team Building for Negotiation
任务1 组建谈判团队
Mission 2 Knowing the Enemy and Yourself
任务2 知己知彼
Mission 3 Making a Negotiation Plan
任务3 制定谈判计划
Mission 4 Start of Business Negotiation
任务4 商务谈判开局
项目四 合同善后谈判
Mission 1 Claims
任务1 索赔谈判
Mission 2 Settlement of Claims
任务2 理赔谈判
PROGRAM THREE
Negotiation for Contract Implementation
合同执行谈判
Including
Mission 1 Changes in the Payment Terms 任务1 变更支付方式 Mission 2 Changes in the Packing Modes 任务2 变更包装方式 Mission 3 Changes of Shipment Clause 任务3 变更运输条款
分标准、计分表及谈判能力量表
PROGRAM ONE A General Introduction to Business Negotiation
项目一商务谈判概览
Mission 1 Procedure of Business Negotiation
任务1 商务谈判流程
Mission 2 Forms of Business Negotiation
BUSINESS ENGLISH NEGOTIATION
BY WANG YANWEN OF XFU
CONTENTS
Starting Test for Negotiators’ Proficiency Assessment，Scoring Criteria，Scoring Chart & Negotiation Proficiency Scale 谈判能力测试计
Pre-class assessment 课前评价
教师对学生的课前任务完成情况加以评价，以评 估学生对知识性学习内容记忆、理解和应用的程 度。方式由教师和学生自定。
Flipped class 翻转课堂
In-class goals 课堂学习目标
After completing the class tasks, students are expected to: -be able to attribute the success of changing payment terms to certain strategies and skills; -be able to apply the useful terms and sentences to making English dialogues about changes of payment terms; -be able to apply the strategies and skills as well as the useful terms and sentences to making a playscsript of a simulative negotiation for changes of payment terms.
任务8 适应谈判风格
Mission 9 Evaluation of the Negotiation Results
任务9 评价谈判结果
PROGRAM THREE Negotiation for Contract Implementation
项目三 合同执行谈判
Mission 1 Changes in the Payment Terms
任务1 变更支付方式
Mission 2 Changes in the Packing Modes
任务2 变更包装方式
Mission 3 Changes of Shipment Clause
任务3 变更运输条款
PROGRAM FOUR Negotiation for After-sales Service
Mission Changes in the Payment Terms
1
变更支付方式
Pre-class arrangements 课前活动
Pre-class goals 课前学习目标
After completing the pre-class tasks below, students are expected to: -know about the commonly used strategies for changes of payment terms; -know about the useful terms and sentences for changes of payment terms; -master when and where to apply the strategies and skills in changes of payment terms; -tell what strategies or skills are used in a certain case.
Pre-class tasks 课前任务
You are suggested to complete the following tasks by aid of the 达人锦囊 and the 过关秘笈 hereof.
-Please name the commonly used strategies in a negotiation for changes of payment terms. -Please list the skills commonly used when changes of payment terms. -Try to remember the useful terms and sentences for changes of payment terms.