Business Negotiation商务英语谈判重点

重点：

1)What is Negotiation

“Negotiation”means “doing business”or a discussion aimed at reaching an agreement.

Four main phases of negotiation:

The preparing phase （预备阶段）

The debating phase （争论阶段）

The proposal phase （建议阶段）

The bargaining phase（讨价还价阶段）

或者是Pre-Negotiation

Face-to-Face Negotiation ( At the Negotiation )

Post-Negotiation

What is business negotiation

Business Negotiation is a kind of discussion aimed at reaching a business agreement or a

business contract.

Four stages in business negotiation

non-task sounding （开局前的试探）

task-related exchange of information （交换与谈判目标有关的信息）

persuasion （说服）

concessions and agreements （让步与同意）

3）Some Issues that Chinese Corporations and Negotiators Need to Address

Chinese businessmen tend to have business negotiations in a rather indirect manner, as opposed to the direct manner of American businessmen.

The decision-making process of Chinese companies is generally both slow and time-consuming. On the other hand, American companies usually operate with quick decision made by the top management.

Different Business Communication Styles between China and the USA

Manner: Direct Manner / Indirect Manner

Decision-Making: Quick, Top-Down / Slow, Tine-Consuming

Work Ethic: Individual Oriented / Social Pressure

Value Results more than its Process / Community Belonging, Priority to Planning Merits: Efficiency / Encourage Cooperation

Competition in Workers / more Humane

Demerits: Frustrating Workers / Lack of Efficiency and Competition

4）China’s Foreign Trade Policy

The principle of China’s foreign trade is “equality, mutual benefit and exchanging what one

has for what one needs”.（平等互利，互通有无）

5）An Introduction to the Five Links of International Business Negotiation

Enquiry （询盘）

Offer （发盘）

Counter-Offer （还盘）

Acceptance （接受）

Conclusion of a Contract（缔结合同）

Of course, it is not necessary to have all the five links taken for every transaction. Sometimes, only offer and acceptance will do. It is stipulated in the laws of some countries that only offer and

acceptance are the two required factors, failure of which will make no contract.

Brief Introduction to Incoterms®2010

Incoterms are used in international import/export contract to show the responsibility of the buyers and the sellers. They define who is responsible for “freight”or “carriage”(transportation) , insurance against risks, “duty”(tariff) and “clearance”(import and export documentation).

The word “INCOTERMS”is short for International Rules for the Interpretation of Trade Terms, and most frequently used in international sales transactions.

The latest version is INCOTERMS ® 2010, which already became effective on Jan. 1st 2011. Previous versions, including INCOTERMS 2000, are now outdated

The ® sign means a registered trade mark, it became a necessary part of Incoterms ®2010 International Tender or Bid 国际性招投标

Concepts Related Tender or Bid on

Tender 投标(British English)

Bid 投标(American English)

submit a tender / bid（submission of tender / bid）投标

Tenderer or bidder 投标者

Winning bidder / successful tenderer 中标者

To invite tender / bid 招标

Invitation for (to) tender / Bids 招标

Tenderee / the bid inviting party 招标人/ 招标方

Generally speaking, people often using tendering / bidding to refer to invite tender / bid and tender / bid.

Tendering / Bidding 招投标

International tendering / international bidding 国际招投标

Submission of Tender (投标)

Tenders’/ Bidders’behaviors to deliver their bid / tenders forms to the tenderee according to the conditions of the Tender notice within the specified period of time.

投标人根据招标公告或招标单规定的条件，在指定的时间内向招标人递盘的行为。Legally, the tender / bid is an offer, which is equivalent to the offer in international trade negotiation.

在法律上投标属于要约，相当于国际贸易谈判中的发盘。

General Procedures of Bidding 招标基本程序

Preparation of Bidding Documents

编制招标文件或标书

Publicizing the Invitation for Bids

发布招标邀请书

Preparation of Bids

编制投标书

Submission of Bids

递送投标书

Opening and Evaluation of Bids

开标与评标

Award