商务英语谈判课件
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商务英语谈判chapter 2 (1)PPT教学课件
2020/12/12
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• Third, organize effective sentences and paragraphs.
– The suggested average sentence length should be about 17 or 20 words.
– One sentence has only one main idea.
2020/12/12
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2. Correctness • Correctness——the writer should not be distracted by
mistakes in grammar, punctuation or spelling. All of the information in the message is accurate. For example: – Our competitors were more successful than ours. – The two first items are not available. – We are interested in same. – It is one of the machines that were delivered last week. – We had quite a successful meeting. – He not only built houses, but also flats. – While studying the report, the telephone rang.
1. Clarity • Clarity——to make the information clear so
英语商务谈判(课堂PPT)
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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…
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psychological pricing
❖Units of measurement: RMB-Euro/Dollar ❖3 Dollar--- 20 Yuan exchange rate汇率 ❖换算单位 kilo---pound
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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
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
商务英语谈判Chapter 3 (2)21页PPT
➢ Task : Imagine you are going to receive a visitor on behalf of your company at the airport/station. Please prioritize the things you should do. A. Help the visitor with accommodation B. Book a reservation in a hotel C. Receive visitors at the airport D. Discuss itinerary with the visitor Answer: B→C→A→D
商务英语谈判Chapter 3 (2)
1、战鼓一响，法律无声。——英国 2、任何法律的根本；不，不成文法本 身就是 讲道理 ……法 律，也 ----即 明示道 理。— —爱·科 克
3、法律是最保险的头盔。——爱·科 克 4、一个国家如果纲纪不正，其国风一 定颓败 。—— 塞内加 5、法律不能使人人平等，但是在法律 面前人 人是平 等的。 ——波 洛克
Content of Negotiation • Price • Quality • Terms of Payment • Packing & Shipping • Insurance • Agency • Complaints, Disputes & Claims • Arbitration • Processing & Assembling Trade • Compensation Trade • Technology Importation • Joint Venture
3.3 Procedure of the Negotiation
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
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
商务英语negotiating price完整PPT课件
a catalogue
a price list / quotation sheets
a sample
2. specific enquiry
• name of the commodity • the specifications (规格）
• the quantity • unit price FOB or CIF （单价） • packaging (包装） • shipment (装运）
(投诉、争议、索赔) ＊ arbitration (仲裁) ＊ processing and assembling trade
(加工与装配贸易) ＊ compensation trade (贸易补偿) ＊ technology importation (技术引进)
可编辑ppt
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Procedures of Price Negotiation
• The sentence “accept your offer subject to the following alterations…”（接受你方报盘，但须做以 下修改）can be used in answering an offer.
• In making a counter-offer, the party concerned should express regret at inability to accept, and explain the reasons for non-acceptance .
2. There’s no such thing as “take it or leave it” in international business. Everything is negotiable. It all depends on the expertise of the negotiators.
《英语口语课件：商务英语-商务谈判》
商务谈判中的协议书签署
商务谈判成功后，落实协议内容并确保双方共同签署协议书。
商务谈判中的案例分析
通过实际案例，探讨商务谈判的成功和失败因素，以及相关经验教训。
商务谈判中的成功失败案例分 析
分析商务谈判中的成功案例和失败案例，并总结其原因和教训。
商务谈判中的常见错误和解决 方案
总结商务谈判中常见的错误，如缺乏准备、不善于妥协等，并提供解决方案。
商务谈判中的非语言交流
除了语言，非语言交流也是谈判过程中的重要组成部分。包括肢体语言、面 部表情和声音的使用。
商务谈判中的沟通技巧
1 积极倾听
倾听对方的观点，并给予积 极回应。
2 适度提问
通过提问了解对方的需求和 关注点。
3 明确表达
清晰明确地表达自己的意见和要求。
务谈判中的情感控制
掌控情绪
技巧
掌握有效的谈判技巧，如倾听、提问、 换位思考等，有助于更好地达成协议。
商务谈判的基本技巧
目标明确
在谈判前明确自己的目标，以便制定合适的策 略。
有效沟通
善于表达自己的意见，并倾听对方的观点。
灵活应变
在谈判过程中灵活调整策略，适应变化的局势。
建立信任
与对方建立良好的信任关系，有助于达成更好 的合作协议。
保持冷静、沉着，避免情绪化的 反应。
共情
理解对方的观点，并表现出合作 的态度。
沟通技巧
运用积极的沟通技巧来缓解紧张 气氛。
商务谈判中的压力应对
商务谈判常常伴随着各种压力，包括时间压力、目标压力等。有效应对压力， 保持冷静和明智的决策。
商务谈判中的策略分析
制定有效的谈判策略，包括利用信息、研究对手、预测对手反应等。
商务英语谈判ppt课件
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.
Business Card Exchange
-When?
Beginning or the end of a meeting
-Handing to others -Accepting cards
Study, Comments, Clarify, treat with respect
13
.
Down to business
Warm and Enthusiastic glad to meet someone
6
.
Desirable Hand shaking
Shake hands properly
a. Stand about 1.2 meters away from you’re the other person b. Extend your right hand c. Keep the thumb up and four fingers straightly extended
15
.
(将军）
10
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Introduction-Self Introduction
Shorter, Clearer, More powerful
Example: This is XX from Intel ASAP Sales and marketing. I am covering the direct business (直营) of IBM in Asia area. It is nice to meet you.
4
.
Greetings- Non verbal
Hand shaking Bowing Kissing
5
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Greetings- Hand Shaking
全套课件 国际商务谈判(英文版)
wwwthemegallerycomwhatchinesebusinesspeoplesaytheylearntfromourprofessionalnegotiationtrainingcourse?achievehealthyandgenuinerelationships?maximizeourpositionandrewards?achieveprofessionalstandardsasnegotiators?respectforonesselfandothers?clearcommunications?astrategicoverviewofthenegotiation?keepfocusedandstayassertive?haveanidentifiedbottomlinewwwthemegallerycomwhatchinesebusinesspeoplesaytheylearntfromourprofessionalnegotiationtrainingcourse?teammemberscooperatewell?ateamleaderwhoreallyleads?negotiationisabattleofwitssoweneedlogicalanalysisandlogicalrefutations?knowwhenitisnecessaryortimelytotakeabreak?delaythestartofbargaining?selfcontrolstayingcalmavoidingangerimpulsivenessandshyness?theseanswersshowthattheyhadsuccessfullygraspedthekeyprinciplesandbenefits
• COMMENCE ROLE PLAY • FINISH ROLE PLAY • GIVING ASSESSMENTS OF NEGOTIATION SKILL
• COMMENCE ROLE PLAY • FINISH ROLE PLAY • GIVING ASSESSMENTS OF NEGOTIATION SKILL
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)
商务英语谈判和会话培训课程(PPT 40页)
商务英语谈判和会话
Business Negotiation & Dialogues
课程目标
通过本课程的学习，能运用商务知识和基 本谈判技巧，担任商务活动中的谈判工作。
能力目标：
①能够为商务谈判做前期准备，如商务调查、 安排会晤、接待客户并能在交易会等场景 介绍公司、产品等。
②能够就具体交易进行谈判，如价格、数量、 包装、支付、保险、运输及合同一般条款。
③能就交易履行中出现的问题进行谈判，如 索赔或理赔。
知识目标：
• ①掌握商务英语谈判技巧。 • ②掌握相关的术语、词汇和套语。 • ③了解中英文化差异。 • ④了解并掌握相关礼仪。 • ⑤了解中国主要商务机构、世界主要银行
及世界主要运输公司名称。
其它目标：
• ①沟通与团队协作能力。 • ②自主学习能力。 • ③创新能力。 • ④处理实际事务能力。 • ⑤诚实守信理念。 • ⑥自我管理的能力。
•
10月20日--22日为换展期。
• 第二期:2011年10月23日－27日，展出餐厨用具,日用陶瓷,工艺陶瓷, 家居装饰品,玻璃工艺品,家具,编织及藤铁工艺品,园林产品,铁石制品 （户外）,家居用品,个人护理用具,浴室用品,钟表眼镜,玩具,礼品及赠 品,节日用品等展区。
•
4月28日--4月30日为换展期。
• Conform to • Comply with • Accord to • In conformity with • In compliance with • In accordance with
• 史密斯：我希望我们今后能合作成功。 Work together
• 王先生：我也希望如此。 • 史密斯：能给我介绍一些你们的新产品吗？
Business Negotiation & Dialogues
课程目标
通过本课程的学习，能运用商务知识和基 本谈判技巧，担任商务活动中的谈判工作。
能力目标：
①能够为商务谈判做前期准备，如商务调查、 安排会晤、接待客户并能在交易会等场景 介绍公司、产品等。
②能够就具体交易进行谈判，如价格、数量、 包装、支付、保险、运输及合同一般条款。
③能就交易履行中出现的问题进行谈判，如 索赔或理赔。
知识目标：
• ①掌握商务英语谈判技巧。 • ②掌握相关的术语、词汇和套语。 • ③了解中英文化差异。 • ④了解并掌握相关礼仪。 • ⑤了解中国主要商务机构、世界主要银行
及世界主要运输公司名称。
其它目标：
• ①沟通与团队协作能力。 • ②自主学习能力。 • ③创新能力。 • ④处理实际事务能力。 • ⑤诚实守信理念。 • ⑥自我管理的能力。
•
10月20日--22日为换展期。
• 第二期:2011年10月23日－27日，展出餐厨用具,日用陶瓷,工艺陶瓷, 家居装饰品,玻璃工艺品,家具,编织及藤铁工艺品,园林产品,铁石制品 （户外）,家居用品,个人护理用具,浴室用品,钟表眼镜,玩具,礼品及赠 品,节日用品等展区。
•
4月28日--4月30日为换展期。
• Conform to • Comply with • Accord to • In conformity with • In compliance with • In accordance with
• 史密斯：我希望我们今后能合作成功。 Work together
• 王先生：我也希望如此。 • 史密斯：能给我介绍一些你们的新产品吗？
商务英语谈判课件(PPT 35页)
Business Negotiation English
Objectives
1. Introduce the students to the main principles of business negotiation.
2. The students get familiar with the types of negotiation.
*Separate the people from the problem.
Techniques: ---Establish an accurate perception. ---Cultivate appropriate emotions. ---Strive better communication.
Disadvantages :
Pressure an individual to compromise and accommodate in ways not in his interest.
Avoid confrontational strategies, which can be helpful at times.
11.Getting a child to go to bed.
12.Picking a successor for the CEO of a company where you are on the board.
3. Types of negotiation:
1. Competitive style 2. Accommodative style 3. Avoidance style 4. Compromising style 5. Collaborative style 6. Vengeful style 7. Self-inflicting style 8. Vengeful and self-inflicting style
Objectives
1. Introduce the students to the main principles of business negotiation.
2. The students get familiar with the types of negotiation.
*Separate the people from the problem.
Techniques: ---Establish an accurate perception. ---Cultivate appropriate emotions. ---Strive better communication.
Disadvantages :
Pressure an individual to compromise and accommodate in ways not in his interest.
Avoid confrontational strategies, which can be helpful at times.
11.Getting a child to go to bed.
12.Picking a successor for the CEO of a company where you are on the board.
3. Types of negotiation:
1. Competitive style 2. Accommodative style 3. Avoidance style 4. Compromising style 5. Collaborative style 6. Vengeful style 7. Self-inflicting style 8. Vengeful and self-inflicting style
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.
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.
negotiation商务英语谈判ppt
Gao xin: Our company as their glasses silk
cloth, which is a huge market, they should not do not know. We can talk about it with them next time.
Ying：Yes, next time we can done by 2.2 billion.
Wang: OK. Tang, our lowest price?
Tang：Minimum of 1.8 billion, which is the lowest price!
Second negotiation begans
design director
Yang Haixia：Hello! I am the CEO Yang Haixia. First to introduce, this is our company's CFO Chen Jianjun, CSO jinsi, design director Xu Chunxia, management director Zhang hong, lawyer Zhanghua. Wang Wenqing：Hello！I am the CEO Wang Wenqing. This is our CFO Tang Yunting, sales manager Ying Chaohui, project manager Gao Xin, and our after-sales service manager Xiao Yun and the company's lawyers Chen Mengna.
Lawyer Chen Mengna：Because the Chinese characteristics of goods sold well in the international. The company of CST has a good performance in the international market. This year the goods of CST grew 12% in global sales, and established a continuing good relationship（建立了持续良好的合作关系） with many other foreign countries.
商务谈判的理论篇(英文版)PPT(共36页)
1. Invitation to Offer
---Inquiry: initiate a potential transaction
From a buyer: Please quote the lowest price of CFR Singapore for 1000 boxes of large size Maxam Dental Cream at the earliest delivery.
From a seller: We can supply Flying Pigeon brand bicycles with shipment in May. Please fax us if you are interested.
Please advise…/ please fax advice… Interested in… please… Please quote…/ please offer… We can supply…
In reply, we would like to offer, subjects to your reply reaching us before the end of this month, the following:
20’ Men’s style @US$25 per set …
Payment term: By L/C at sight to be opened through a bank to be approved by us.
Shipment: October/November 1998, provided the covering L/C reaches us by the end of this month.
The above prices are understood to be on CIF Cairo basis net. Please note that we do not allow any commission on our bicycles, but a discount of 5% may be allowed if the quantity for each specification is more than 1,000 sets.
商务英语谈判课件共12页
谢谢你的阅读
知识就是财富 丰富你的人生
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
What are the sources of power ?
• Informational sources of power • Personal sources of power • Power based on position in an organization • Relationship-based sources of power • Contextual sources of power
The definition of negotiation The negotiation opportunity The selection of negotiators Protocol Communication Time sensitivity Risk propensity Groups versus individuals The nature of agreements Emotionalism
sequences • Use the power of competition to leverage power • Constrain yourself. • Good information is always a source of power. • Do what you can to manage the process
(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
• 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
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up a project.
8. Getting an extension on your unfinished assignments.
9. Making up, or rebuilding a relationship with someone you love.
10.Deciding on a date for the next meeting with your customer.
---where to go for dinner ---which movie to watch ---how to split household chores, etc ---whether to buy a computer ---who to have the first apple
Practice: Please check off the following situations that represent negotiations.
Definitions:
----the ability to deal with business affairs, ----to arrange by discussion the settlement
of the terms, ----to reach agreements through treaties
and compromise, ----to travel through challenging territory. Consultation,bargaining, mediation,
arbitration, and litigation
2. When do people negotiate?
Types of negotiation:
1. Competitive style: To try to gain all there is to gain.
2. Accommodative style: To be willing to yield all there is to yield.
3. Avoidance style: To try to stay out of negotiation.
Types of negotiation:
4. Compromising style: To try to split the difference or find an intermediate point according to some principle.
5. Collaborative style: To try to find the maximum possible gain for both parties----by careful exploration of the interests of all parties-----and often by enlarging the pie.
11.Getting a child to go to bed.
12.Picking a successor for the CEO of a company where you are on the board.
3. Types of negotiation:
1. Competitive style 2. Accommodative style 3. Avoidance style 4. Compromising style 5. Collaborative style 6. Vengeful style 7. Self-inflicting style 8. Vengeful and self-inflicting style
3. A detailed study of one negotiation method---principled negotiation.
4.Case Study 5.Simulated negotiations
Chapter 1
Principles of Business Negotiation: 1. What is negotiation? 2. ----the process we use to satisfy our needs
1. Purchasing a computer at a department store.
2. Deciding with the family where to go for the weekend.
3. Bidding for a second-handed car. 4. Deciding how the house will be cleaned up. 5. Borrowing a musical instrument from a friend. 6. Selecting a contractor to build a new kitchen. 7. Deciding whether to stay late at work to finish
when someone else controls what we want. (Robert Maddux) 3. ----Whenever people exchange ideas with the intention of changing relationships, whenever they confer for agreement, then they are negotiating. (Gerard I. Nierenberg)
Business Negotiation English
Objectives
1. Introduce the students to the main principles பைடு நூலகம்f business negotiation.
2. The students get familiar with the types of negotiation.
8. Getting an extension on your unfinished assignments.
9. Making up, or rebuilding a relationship with someone you love.
10.Deciding on a date for the next meeting with your customer.
---where to go for dinner ---which movie to watch ---how to split household chores, etc ---whether to buy a computer ---who to have the first apple
Practice: Please check off the following situations that represent negotiations.
Definitions:
----the ability to deal with business affairs, ----to arrange by discussion the settlement
of the terms, ----to reach agreements through treaties
and compromise, ----to travel through challenging territory. Consultation,bargaining, mediation,
arbitration, and litigation
2. When do people negotiate?
Types of negotiation:
1. Competitive style: To try to gain all there is to gain.
2. Accommodative style: To be willing to yield all there is to yield.
3. Avoidance style: To try to stay out of negotiation.
Types of negotiation:
4. Compromising style: To try to split the difference or find an intermediate point according to some principle.
5. Collaborative style: To try to find the maximum possible gain for both parties----by careful exploration of the interests of all parties-----and often by enlarging the pie.
11.Getting a child to go to bed.
12.Picking a successor for the CEO of a company where you are on the board.
3. Types of negotiation:
1. Competitive style 2. Accommodative style 3. Avoidance style 4. Compromising style 5. Collaborative style 6. Vengeful style 7. Self-inflicting style 8. Vengeful and self-inflicting style
3. A detailed study of one negotiation method---principled negotiation.
4.Case Study 5.Simulated negotiations
Chapter 1
Principles of Business Negotiation: 1. What is negotiation? 2. ----the process we use to satisfy our needs
1. Purchasing a computer at a department store.
2. Deciding with the family where to go for the weekend.
3. Bidding for a second-handed car. 4. Deciding how the house will be cleaned up. 5. Borrowing a musical instrument from a friend. 6. Selecting a contractor to build a new kitchen. 7. Deciding whether to stay late at work to finish
when someone else controls what we want. (Robert Maddux) 3. ----Whenever people exchange ideas with the intention of changing relationships, whenever they confer for agreement, then they are negotiating. (Gerard I. Nierenberg)
Business Negotiation English
Objectives
1. Introduce the students to the main principles பைடு நூலகம்f business negotiation.
2. The students get familiar with the types of negotiation.