商务英语谈判ppt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
国际商务谈判(英文) 全套PPT
考核内容和计分方法
考察内容分为语言能力、礼仪、应变能力和思维 逻辑四个方面。语言能力包括语言的流利程度、 准确程度及语音语调。
记分方法：总分100%：语音局部:10% 仪表和 模拟状况〔包括桌签和着装〕：10%， 语言输 出数量〔Involvement〕：30%，语言正确率： 30%，思维逻辑20%计算。
Course Description
Of Business Negotiation in
English
Contents
Leading-in Examples Course Introduction 1. Three Questions 2. Three Features 3. Three Steps Course Plan Use of the Book The Way of Presentation The Requirements on Students
3. ree 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
What skills are revolved in a successful negotiation? And What are the proper English expressions being used?
The Answers to the First Question
The business negotiations are tough talks happening between two parties in contradiction for the purpose of cooperation and making maximum benefit through discussion and concessions
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
商务英语谈判lecture 2.ppt
。2020年12月10日星期四2020/12/102020/12/102020/12/10
▪ 15、会当凌绝顶，一览众山小。2020年12月2020/12/102020/12/102020/12/1012/10/2020
▪ 16、如果一个人不知道他要驶向哪头，那么任何风都不是顺风。2020/12/102020/12/10December 10, 2020
▪ 9、春去春又回，新桃换旧符。在那桃花盛开的地方，在这醉人芬芳的季节，愿你生活像春天一样阳光，心情像桃花一样美丽，日子像桃子一样甜蜜。 2020/12/102020/12/10Thursday, December 10, 2020
▪ 10、人的志向通常和他们的能力成正比例。2020/12/102020/12/102020/12/1012/10/2020 7:55:00 PM ▪ 11、夫学须志也，才须学也，非学无以广才，非志无以成学。2020/12/102020/12/102020/12/10Dec-2010-Dec-20 ▪ 12、越是无能的人，越喜欢挑剔别人的错儿。2020/12/102020/12/102020/12/10Thursday, December 10, 2020 ▪ 13、志不立，天下无可成之事。2020/12/102020/12/102020/12/102020/12/1012/10/2020
Solution:
But an interest-oriented examination of the dispute leads to the question: How can the higher cost of manufacturing four models be allocated between the American importer and the Chinese manufacturer? In this example, the parties were able to devise a formula that increased the unit cost of different models to reflect the Chinese manufacturer’s increased manufacturing cost.
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.
商务英语谈判PPT
1.Listening More
A good negotiator is not only need to talk themselves but also need to listen to and understand what the other side is saying.
2.Seeking Win-win Opportunities
10.The Ability to Articulate(表达能力强)
A good negotiator must be a parppractical listener as well as an articulate speaker.
The Strategies of Busuness Negotiation
Offer and Counter-offer
Quotation is just an indication of price without contractual obligation,and it is subject to change without previous notice.But offer is different from quotation.If a proposal for concluding a contract addressed to one or more specific person is sufficiently definite,and indicates the intention of the offerer to be bound in case of acceptance,it constitutes an offer.
Negotiation is a two-way road,which should be brought about by mutual.There are no winners and losers in a successful negotiation.
商务英语谈判chapter One1精品PPT课件
Whenever people exchange ideas with the intention of changing relationships, whenever they confer for agreement, then they are negotiating.
Case One
一个被单独囚禁的囚犯整日无所事事。一天，他忽然闻到一 种万宝路的香烟味道。他很喜欢这种牌子的烟。原来门廊的卫兵 正在吸烟，钩起了他的烟瘾。他用手指轻轻的敲了敲门。卫兵走 过来傲慢的说：“你要干什么？”囚犯答道：“请给我一只烟， 就是你抽得那种万宝路。”卫兵感到很惊异，囚犯还要抽烟，真 是异想天开。他嘲弄的哼了一声，就转身走开了。
Thus, the ancient Roman business person would “deny leisure” until the deal has been settled.
Definitions of Negotiation (Cont.)
Negotiation is the process we use to satisfy our needs when someone else controls what we want.
Is this a successful negotiation for the prisoner?
How did the prisoner achieve his purpose through negotiation?
Features of Negotiation
Negotiation is
will succeed.
Analysis of Case One:
Initially, the need for a cigarette urged the prisoner to negotiate, but the guard has no need from the prisoner, so he refused to negotiate. In order to achieve his purpose, the prisoner created a need for the guard to negotiate with him.
Case One
一个被单独囚禁的囚犯整日无所事事。一天，他忽然闻到一 种万宝路的香烟味道。他很喜欢这种牌子的烟。原来门廊的卫兵 正在吸烟，钩起了他的烟瘾。他用手指轻轻的敲了敲门。卫兵走 过来傲慢的说：“你要干什么？”囚犯答道：“请给我一只烟， 就是你抽得那种万宝路。”卫兵感到很惊异，囚犯还要抽烟，真 是异想天开。他嘲弄的哼了一声，就转身走开了。
Thus, the ancient Roman business person would “deny leisure” until the deal has been settled.
Definitions of Negotiation (Cont.)
Negotiation is the process we use to satisfy our needs when someone else controls what we want.
Is this a successful negotiation for the prisoner?
How did the prisoner achieve his purpose through negotiation?
Features of Negotiation
Negotiation is
will succeed.
Analysis of Case One:
Initially, the need for a cigarette urged the prisoner to negotiate, but the guard has no need from the prisoner, so he refused to negotiate. In order to achieve his purpose, the prisoner created a need for the guard to negotiate with him.
国际商务谈判英文版课件
Paying attention to body language, legal expressions, and tone of voice can provide additional information
Non verbal communication
Repeating or summarizing what the other party has said can ensure that you have understanding their points correctly
Cultural factors in international business negotiations
04
Body language
Non verbal cues such as factual expressions, posts, and styles can convey messages that are just as important as what is said verbally
01
Course objectives
This course aims to provide students with the knowledge and skills necessary for effective international business negotiations
Course structure
Mediation
If necessary, a neutral third party can help resolve conflicts by facilitating communication and bridging cultural divisions
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.
商务英语谈判 全套课件
13. We just know little about your company. Would you mind telling us your regular bank in order that we could get acquainted with you company?
Unit 1 Negotiation Preparations
2. We forecast that the market for this kind of product will decline rapidly in the next several years.
3. To conclude, even though our target audience is clearly defined, introducing a new product is always a gamble.
Unit 2 Establishing Business Relations
II.Words and Expressions
distinguished: drink/propose a toast to … : set foot: cherish: enhance: integrity: equality: benefit:
Unit 1 Negotiation Preparations
10. The firm under inquiry enjoys a high reputation in the business circles for their punctuality in meeting obligations.
2. 大家都知道，五年来我们的市场发生了一些重要变化。 Everyone knows that there've been some major changes in our market the last five years.
Unit 1 Negotiation Preparations
2. We forecast that the market for this kind of product will decline rapidly in the next several years.
3. To conclude, even though our target audience is clearly defined, introducing a new product is always a gamble.
Unit 2 Establishing Business Relations
II.Words and Expressions
distinguished: drink/propose a toast to … : set foot: cherish: enhance: integrity: equality: benefit:
Unit 1 Negotiation Preparations
10. The firm under inquiry enjoys a high reputation in the business circles for their punctuality in meeting obligations.
2. 大家都知道，五年来我们的市场发生了一些重要变化。 Everyone knows that there've been some major changes in our market the last five years.
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
商务英语谈判课件
lture?
Culture as learned behavior Culture as shared values Culture as dialectics Culture in context
The Influence of Culture on Negotiation
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
Advice about how to negotiation cross-culturally
Their own biases, strengths and weaknesses
The other negotiator as an individual
The other negotiator’s cultural context
How do you deal with others who have more power?
• Never do all or nothing deals • Make the big party small( build multiple
relationships) • make yourself bigger. • build momentum through doing deals in
Why is power important to negotiators?
Culture as learned behavior Culture as shared values Culture as dialectics Culture in context
The Influence of Culture on Negotiation
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
Advice about how to negotiation cross-culturally
Their own biases, strengths and weaknesses
The other negotiator as an individual
The other negotiator’s cultural context
How do you deal with others who have more power?
• Never do all or nothing deals • Make the big party small( build multiple
relationships) • make yourself bigger. • build momentum through doing deals in
Why is power important to negotiators?
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12
.
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
.
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
.
Greetings- Hand Shaking
Desirable Hand Shaking
Firm and Strong representative of a person making decision
A. Greetings
How do you do? Good Morning How are you? How are you doing? How is everything? How is life you do? Good Morning Quite well, and you? The usual, how about you? So-so and what about you? Not to bad.
together d. Touch palms before wrapping the fingers around the other’s
hand e. Shake no more than three times f. Shake from your elbow not your shoulder g. While shaking, lean forward a bit h. Looking into each other’s eyes with a smile on your face
-Name, -Title, -Job Coverage
11
.
Introduction-Co workers
Give more information in details
This is xx, the manager of our company. He has been loyally severing the company for more than 20 years and made great contribution to its success.
Younger
elder
Gentlemen
ladies
Guest
host
Junior
senior
My country
another country
My company
another company
Fellow executives
customers
9
.
Introduction
Tiles Mr. Miss. Ms Doctor, President, Judge, Sister (religious) President Premier Mayor Governor General
商务礼仪-Face to Face Meeting
Xu Xin
1
.
Outline
Greetings Introduction Business Cards Down to business Bye Bye
2
.
Greeting
Verbal
Non-verbal
3
.
Greetings-Verbal
14
.
Bye
Goodbye. See you. See you later. I’d like to say goodbye to everyone. I am afraid I must be going now. Hope to see
you again. Lucky, keep in touch. I will miss you. It was nice meeting you (Nice to meet you).
7
.
Tips
Who offer first? Ladies, higher rank Watch out Cold hand, clean hand, hands full What if? no response? Draw back and smile
8
.
Introduction
Making proper Introduction