商务英语谈判Chapter_Four
商务英语谈判情景对话(5篇)
商务英语谈判情景对话（5篇）商务英语谈判篇一Business NegotiationA: The seller Miss su representingKai ya Chocolate Manufacturing Co.LtdB: The buyer Mr.zhou representing zhong shang supermarket.A: Good morning, Mr.Zhou.Glad to meet you.B: Good morning, Miss su.It’s very nice to see you in person.A: How are things going?B: Everything is nice.A: So, what’s the topic of today’s meeting?B: Ok, after the last talk, we appreciate you price very let’s talk about the terms of payment.Would you accept D/P? I hope it will be acceptable to you.A: The terms of payment we usually adopt are sight L/C.B: But I think it would be beneficial to both of us to adopt more flexible payment terms such as D/P term.A: 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.B: As for regular orders in future, couldn’t you agree to D/P?A: Sure.After several smooth transactions, we can try D/P terms.B: Well, as for shipment, the soon the better.A: Yes, shipment is to be made in April, not allowing partial shipment.B: can you make it earlier? May be in March, our customer is eager for them.A: All right.Let me have a check, oh!There are some steam vessels available to your port, so we can make it in March.B: Good!By the way, when can I expect to sign the S/C?A: Mr.Zhou, would it be convenient for you to come again tomorrow morning.I’ll get the S/C ready tomorrow for your signature.B: That’s fine.See you Su.A: See you and thanks for coming, Mr.Zhou.常用商务英语谈判对话开场介绍篇二常用商务英语谈判对话:开场介绍篇编辑:Smart(1)A: I don’t believe we’ve met.B: No, I don’t think we have.A: My name is Chen Sung-lim.B: How do you do? My name is Fred Smith.A: 我们以前没有见过吧？B：我想没有。
商务英语Chapter 4
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Three The Main Contents of Business Negotiation
Notes on the Text
1 .Having an inflexible strategy and limited tactics will almost instantly bring negotiations to an unproductive close. 2. Being able to “think on your feet" will go a long way toward success at the negotiation table. 3. Time zone changes，language problems，and legal wrangling can be major distractions from the goals set forth in the strategy. 4. Many an executive has returned from an overseas negotiation with nothing achieved according to the preplan. 5. Negotiation can be a very stressful affair, and there will be moments when it hardly seems worth the effort.
Chapter Four The Basic Qualities of Business Negotiators
Learning Focus学习要点
1 .Understand the importance of negotiation. 理解谈判的重要性。 2. Comprehend deeply about the qualities of a good negotiator. 深人了解优秀谈判人员需要具备的素质。 3. Know how to develop the qualities in business negotiation. 了解如何培养自己的谈判素质。 4. Know how to be a qualified negotiator. 知道怎样做一名合格的谈判者。 5. Read the text extension freely. 熟读拓展课文。
商务英语阅读 王艳 Chapter 4
2. Why does Japan need to embrace globalization? 3. How can Japanese firms go global?
Paragraph 1-8
1. Why is Japan such an outlier? 2. Why does Japan need to embrace globalization?
ቤተ መጻሕፍቲ ባይዱ
企业重组
外包 核心竞争力 放宽管制 私募股权投资
10. Specialization To restrict someone’s economic activities to some certain fields 专门化
Economic globalization
1. The term “economic globalization” is now being used with increasing frequency in newspapers, magazines, seminars and international conferences. 2. The basic feature is free flow of commodity, capital, technology, service, and information in the global context for optimized allocation.
3.Economic globalization is giving new impetus and providing opportunities to world economic development and meanwhile making the various economies more and more interdependent and interactive.
商务谈判第四章
4. We are not interested unless your price is reduced to a level in line with the market price.
5. Will you make the price a little cheaper? 6. How much do you think you could bring the price down? 7. If you can reduce the price by 5%, we shall be able to order 200 metric tons. 8. Business is possible if you decrease the price to $120 per piece.
Brown (以下称为A) Tina (以下称为B) A: I’ve come to hear about your offer for the garments. B: We have the offer ready for you. Let me see ... here it is. 100 cases garments, at 10 pounds sterling each case, C.I.F European Main Ports, for shipment in June 2009. The offer is valid for five days. A: Why, your price has soared. It’s almost 25% higher than last year’s. It would be impossible for us to push any sales at such a price. B: I’m a little surprised to hear you say that. You know very well that markets for cotton have gone up a great deal in recent months. The price we offer compares favorably with quotations you can get elsewhere.
国际商务谈判,课件,Unit 4
Unit FOUR ClaRIFYING POSITIONS
1. In a negotiation, what are the advantages to be
gained from listening well? What can stop you from
listening?
Unit FOUR ClaRIFYING POSITIONS
International
Unit FOUR ClaRIFYING POSITIONS
Background information
倾听是语言实现正确表达的十分重要的基础和前提。倾听不是指能听见讲话者的 话就行，也不是指单一地静听而无听者的信息反馈。倾听是指听话者以积极的态 度，认真、专注地悉心听取讲话者的陈述。观察讲话者的表达方式及行为举止， 及时而恰当地进行信息反馈，对讲话者作出反应，以促进讲话者进行全面、清晰、 准确的阐述并从中获取有益信息。在倾听的过程中，要注意对方说话的方式和表 情变化。一个合格的谈判者应该是观察人的行家。另外，对于听到的陈，特别是 关键性问题，即使是听懂了，也可通过反问的方式进一步证实。在倾听过程中， 可以通过恰当的方式促进讲话者阐明其看法。
2. How can you ensure that: a. You listen effectively to others? b. Others listen effectively to you? a. Techniques for effective listening include: --Keeping an open mind. --Clarifying what you do not understand-by asking questions if necessary.
实用职场英文口译教程Chapter Four Business Negotiation
让步，妥协 make a concession
向……投诉 appeal to
达成协议 reach an agreement
遵守，信守 abide by
精品文档
B. 句子精炼 Sentence in Focus 1. 您可以给我目录和价格表吗？ Would you please leave your catalogue and price list?
票汇
(D/D）demand draft
电汇
(T/T) telegraphic transfer
预先付款
advance payment
现金结算
cash settlement
自动转账支付 auto-pay
自动转账收款 automatic credit transfer
有效期限
time of validity
精品文档
It is important that you approach the other party directly to make an appointment to negotiate, as this will allow you to set the agenda in advance, and improve the prospects of the other party preparing sufficiently enough to make a decision on the day. Try to be fairly open about your reason for contact or they may lose interest instantly and not follow up the appointment. Save all your comments for the actual appointment——don’t give away anything that will give them a chance to prepare too thoroughly. So, it’s time to negotiate and you’ve prepared well. What else must you have? Two things: confidence and power. Your power will come from your ability to influence.
Chapter Four
Guidelines for strategy
1. The seller should adopt a neutral stance as it may not be necessary to attack or defend. 2. A totally defensive stance is not recommended at all. 3. Once the seller submits his proposal, the buyer is constrained to only the three options: outright acceptance, outright rejection, and qualified rejection. 4. A suitable strategy will emerge only after the questions are given thorough reflection.
Ⅲ Tactics
1. Offensive tactics 2. Defensive tactics
Offensive tactics
＊ Ask questions ＊ Tit for tat (针锋相对) ＊ Feign a blow to the east and attack in the west (声东击西) ＊ Use of commitments (利用借口) ＊ Uncover the counterpart’s interests and “the right answer” (善于发现对方利益和“正确答案”) ＊ Search for contextual irregularities or discrepancies (寻找 文本中违反规则和前后不一致的地方) ＊ Be aggressive (富有挑战性) ＊ Present arguments (有力陈述己方的观点) ＊ The best alternative (最佳选择法) ＊ Promise
商务英语阅读Chapter 4
Text A Product and packages
Text A Product and packages
Maturity Phase
At maturity, the strong growth in sales diminishes. Competition may appear with similar products. The primary objective at this point is to maintain market share and extend the product life cycle as much as possible
Text A Product and packages
complex n. group of connected or similar things 相联或相似的综合事物
e.g. a big industrial complex, ie a site with factories, etc 大型工业联合体（建有工厂等的场地） a sports/leisure complex, ie a set of buildings or facilities for sports/leisure 运动的[娱乐的]综合场所
Text A Product and packages
Text A Product and packages
Growth Phase
The firm seeks to build brand preference and increase market share
•
• •
sales grow and new competitors enter the market additional demand price competition and additional costs and packages
商务英语谈判4
Specimen Letter 2
Dear Sirs, We thank you for your enquiries of 9 January and are pleased to tell you that we manufacture and export different types of textile machinery, in particular, knitting machines. We can supply fabric setting machinery and printing equipment for cotton and polyester（聚酯纤维） materials. We can also supply drying and calendaring（轧光） machines to take care of the finishing to most of the knitted fabrics. Meanwhile, supply us with more information concerning the fabrics to be processed so that we may send you the quotations for the most suitable types of knitting machines we are able to supply.
Quotation
---an indication of price without obligation. Details on prices, discounts and terms of payment. Clear indication of what the prices cover( eg. Freight and insurance, etc) An undertaking as to the date of delivery or time of shipment.
商务英语谈判Chapter_Four
外语教学与研究出版社
当游览车将兴高采烈的员工送走之后，大卡车便缓 缓驶入，资方很快把机器转运到大陆。 四天之后，员工度假回来，工厂已空无一物，员工 已失掉与资方谈判的主要筹码。而资方提出协助专 业及依照劳动法遣散的做法都有理有据，一场僵持 不下的劳工纠纷就这样落下帷幕。
外语教学与研究出版社
Use of commitments
外语教学与研究出版社
Contextual irregularities or discrepancies
It is a method of challenging the validity of a proposal. A contextual irregularity is some factor in the negotiation that arouses suspicion, or appears to be incorrect, given the overall context of the transaction. The term “discrepancy” specifically refers to inconsistencies associated with the prices or numbers that appear in a seller’s proposal. In this way, you can make the other party appear unreasonable.
外语教学与研究出版社
外语教学与研究出版社
Tit for tat (Cont.)
On January 18,1995, the US and China reopened the negotiation. On February 4, the US reduced its sanction to $1.08billion,while china remained the same. The us sanction would be implemented on February 26, on which day China’s retaliation would also go into effect. Finally on the night of the last day of the US sanction deadline, on February 26, the US and China eventually reached an agreement on IPR protection, narrowly averting a trade war.
商务英语写作 chapter 4
the pizza be delivered?
外语教学与研究出版社
Listening exercise
Listen and fill in the form on your own
After the second listening, please discuss the answer with your group members and submit ONE paper to the teacher
外语教学与研究出版社
Writing steps of an Order letter
1. Open with referring to some previous contacts such as catalogs, phone calls or trade fairs.
2. Describe the order 3. Mention payment and delivery 4. Express courtesy
外语教学与研究出版社
外语教学与研究出版社
外语教学与研究出版社
Exercise
外语教学与研究出版社
HYaess.this customer ordered before?
What is his nLaurmgebsepri?cy Wbehefaptidzzida ahned
a 2-liter bottle
To learn ways of submitting an order. To learn useful terms and expressions for orders. To practice writing letters for orders.
Chapter 4 Inquiries and Requests商务英语写作
Chapter 4
Inquiries
2014-12-8
Warm-Up Exercises:
2014-12-8
CIF (Cost, Insurance & Freight) CIF在我国习惯叫做“到岸价”，这种叫法也不 准确。采用CIF这种术语，在其后面应注明目的 港，如CIFQingdao。 CIF条件是指卖方负责租船订舱，按期在装运港 将合同规定的货物装上运往约定目的港的船上， 办理保险手续，并负责支付运费和保险费。至 于有关风险和责任的划分则同FOB条件一致， 即卖方仅负责货物在装运港装上船以前发生的 风险。
2014-பைடு நூலகம்2-8
Generally a detailed inquiry includes many parts:
the name and descriptions of commodity; quality or specifications; quantity; terms of price (FOB, CIF, etc.) terms of payment (by L/C, T/T, etc. ) time of shipment; packaging;
Pair-Discussion
If you want to buy the goods or services from other companies, how do you enquire? What principles do you think you should follow when you write an enquiry?
商务英语谈判课本
Chapter Four Content of Negotiation (I) Anyone engaged in foreign trade knows that negotiation is a very important component in international business activities. As far as international investment, import and export of products, machinery and equipment are concerned, negotiation on international business and economy is a consultative process between governments, trade organizations, multinational enterprises or private firms. In short, it is a process between the buyers and the sellers, so negotiation is one of the important steps taken toward completing import and export trade agreements.4.1 Inquiry and ReplyIn international business activities, making inquiry is the initial stage of business negotiation between the buyers and sellers, the purpose of which is to seek a supply of products, service or relative information.Usually, the buyers make inquiries without any engagement to get information about the goods to be ordered. The sellers, however, can also make inquiries to get information about the goods to sold, without any engagement, too.The information wanted by the buyers or the sellers usually includes the following elements:The supply of commodities;The price;The catalogue;The packaging;The delivery date;Terms of payment and other terms concerned.Inquiry can be made orally or in written form.If the written form is adopted, the person who makes inquiries should remember to consider carefully to which the inquiries are to be sent and how many supplies or purchases are to be approached in one and the same region. Failure to take into consideration the relevant situation would lead to adverse effect on future transactions.When writing enquiry letters to your counterpart, there is on need to choose words and phrases carefully to draw th e readers’attention. A request for a price list or catalogue can be made in a single sentence. A request for a quotation of price and other trade terms may need a little longer description, which should be clear and exact. But remember there is no need for long, over-polite phrases and still less humbleness.If it is the first transaction between the parties concerned, the first enquiry letter should begin by telling the receiver how his name and address is known. Then, some generally information about your own business, such as the kind of goods handled, quantities needed or to be sold, usual terms of trade and any information likely to enable the suppliers or the buyers to decide what they can do for you, should begiven.Having received the enquiry letter, the receiver should study it with caution and reply the enquiry letter as soon as possible, telling them whether you could sell or buy.If in oral form, especially when the business relations have been established between the buyers and sellers, the inquiries and replies will be very easy and simple. What should be paid attention to is that both of them may have a friendly and cordial discussion according to what has been mentioned.4.2 Offer and Counter-offerIn many types of business, it has always been the practice for the supplier to make an offer directly to his regular customers and to others who may be interested in his goods, without waiting for an enquiry. But when the supplier has received an enquiry from the buyer and decide to sell the goods, he should make an offer to him.It should be pointed out that offer is different from quotation. Quotation is just an indication of price without contractual obligation, and it is subject to change without previous notice. We have learned that a proposal for concluding a contract addressed to one or more specific persons constitutes an offer if it is sufficiently definite and indicates the intention of the offerer to be bound in case of acceptance. So offer is a definite commitment on the part of the supplier.In business activities, when making an offer, orally or in written form, the following elements are usually included:The name, price, quality and quantity of the goods;The date of delivery and/or time of shipment;The terms of payment;The validity of the offer;Other terms concerned, such as packing, discount, insurance, etc.When a supplier promises to sell the goods at a stated price within a stated period of time, the offer made by him is called a firm offer. In making a firm offer, mention should be made of the time of shipment and the date of delivery, the mode of payment desired and the period for which the offer is valid. In addition, an exact description of the goods should be given. If possible, pattern or sample should be shown or sent.It should be noted that a firm offer, although not legally binding, is capable of acceptance, and once it has been acceptable it cannot be withdrawn and the offerer should perform the obligations stipulated in it.It is known that a reply to an offer which purports to be an acceptance but contains additions, limitations or other modifications is a rejection of the offer and constitutes a counter-offer. So, a counter-offer means a partial rejection of the original offer, and it also means a counter proposal put forward by the buyers or the offeree.In practical business negotiations, the buyers may not agree on theprice, packing, shipment or payment, etc. He may state his own terms instead. Such alterations indicate that business has to be negotiated on a renewed basis. Such being the case, the original offerer or the seller now becomes the offeree and is entitled to accept of refuse. In the latter case, he may make another counter-offer of his own. This process can go on for many a round until the transaction is concluded or called off.Sometimes, the sentence “Accept your offer subject to the following alterations……” may be used in answering an offer. Although the word “accept”is used, in fact, the offer is still rejected, because the offeree does not agree to the whole offer.In making a counter-offer, the party concerned should express regret at inability to accept, explain reasons for non-acceptance and suggest that there may be other opportunities to do business together in the future.4.3 Price and Placing ordersIt is known to all of us that price, which should be carefully considered, is one of the most important factors in the international business activities.Price is the money of other considerations exchanged for the ownership or use of a product or service. The products’price includes fixed cost, variable cost and expected profit. The fixed cost and variable cost of export products, however, means the total figure of production cost, selling cost, delivery cost, taxes and tariffs and some other unknowncosts.In any transactions, the buyer wants to buy cheap and the seller wants to sell dear. In order to get the expected target, the buyer or the seller should know the pricing strategies and other factors which can influence the price.As to the pricing strategies, there are three basic techniques of pricing export products, which can be indicated as follows:Cost-plus pricing;Marginal cost pricing;Break even pricing;Besides what have been mentioned above, the international and external factors which can affect pricing should be noted.International factors include:Marketing objectives;Marketing mix strategies;Costs;External factors include:The market and demand;Competitors’ prices and offers;In international business negotiation, because haggling is a common occurrence, the buyer or the seller should not ignore the following items, which can also affect pricing:Fluctuations of the currency used in the transaction;Terms of payment;Date of delivery;Packaging, etc;Everyone knows that negotiating price is a skill needing nerves of calm.Once given the factors affecting prices, the buyer or the seller is now ready to select a workable price. In any case, the price will have to be somewhere between one that is too low to produce a profit and one that is too high to result in any demand.In business discussion, even when the buyer has an advantage over the seller, because of overproduction, etc., and is accordingly able to dictate terms, such as lowering the price, quickening delivery date and so on, he should consider everything on the “you”attitude and give the reasonable price. Of course, when the seller has an advantage over the buyer, the same attitude should be adopted.Having finished negotiation price between the buyer and the seller, the former may place an order to the latter for goods needed on the price agreed upon between them. Once the order has been accepted by the seller, a purchase contract should be singed. After that, both parties are legally bound to carry out their agreement.When the binding agreement comes into force, the buyer’s obligations are:to accept the goods supplied, provided that they comply with the terms of order;to pay for them according to the terms agreed upon;to check the goods as soon as possible (failure to give prompt notice of faults to the seller will be taken as acceptance of the goods);When the binding agreement comes into force, the seller’s obligations are:to deliver the goods exactly of the kind ordered, and at the agreed time;to guarantee that the goods to be supplied are free from faults, of which the buyer could not be aware at the time of purchase.According to commercial law, if faulty goods are delivered, the buyer can demand either a reduction in price, or replacement of the goods, or cancellation of the order. He may also be able to claim damages.Chapter Five Content of Negotiation (Ⅱ)5.1 Packaging 包装It is known that packing is another important element which should be pay attention to by the buyers and the seller when negotiating any transactions, because neither of them like to have the goods shipped or received in a damaged condition. It is appropriate packing that could prevent or minimize the damage of the goods and could promote the sales. Therefore, in modern days, more and more people have come to realize the importance of packing.When discussing packing, the seller should keep the following in mind: ﹙1﹚T he buyers are under certain conditions entitled to reject the goods if they are not packed in accordance with his instruction or with the provisions agreed upon.﹙2﹚P acking should be designed to suit shipment requirements. In case of anomalies in packing, the master of the ship has authority to refuse to sign a clean B/L.Likewise, the buyer is empowered to refuse the acceptance of a B/L which refers to goods marked and branded not in strict conformity with the contract.﹙3﹚P acking should tally with the regulations in the country of destination, because some countries levy very heavy import duties on particular kinds of packing material.Besides what have been mentioned above, the seller should showsolicitude for the appearance and packaging of packing.The features of the packing should be:●Beautiful and durable;●Easy to handle;●Well suited for long distance shipment;●Proof against damage;●Waterproof /shake-proof;●Standardized.The appearance and packaging of packing should be:●Modern and attractive;●Small and exquisite;●Suitable for window display;●Facilitate marketing;In practical business activities, as far as the benefit of the buyer and the seller concerned, both of them should be familiar with the following items.⒈Packing ParametersThe main parameters that affect packing include the following:1)Value of the GoodsPacking depends on the value of the goods, that is, high value consignment usually needs more expensive than low value merchandise. Therefore, packing for valuable goods must be done professional to avoidany damage caused by transactions.2)Nature of the GoodsGenerally speaking, packing depends upon the nature of a products as well as the mode of transportation. For instance, cargo shipped in bulk requires little or no packing at all; small products are usually packed in standard-sized wooden or cardboard boxes; machinery or some heavy goods may need to be shipped in crates; commodities like sugar and coffee are usually packed in bags; and fragile goods should be done professionally.3) Rulers and RegulationsThis has particular relevance to dangerous cargo whose very nature calls for adequate and safe packing in line with strict regulations applicable both to sea and air transportation. Besides, in some countries, straw, wood and some other material are unacceptable forms of packing owing to the risk of insects being imported.4) Temperature VariationTemperature variation is another important factor which should be considered when packing, because some kinds of cargo that will have to undergo the temperature variation will face the danger of deterioration. 5)Cost of packagingWith the overseas markets becoming ever more competitive, the exporter is compelled to explore new methods of packing. The basic principle ofpackaging is to make packaging as light and compact as possible so as to keep freight cost down.⒉Marking of GoodsWhen packing is finished according to the packing instructions from the buyers, marking should be done on the export packages, which mainly include:●The consignees’own distinctive marks, which should include the name of the port of destination;●Any official marks required by authorities concerned, because some countries require the name of the country, there the goods are produced, the weight and dimensions, to be marked on every package.●Special directions or warning which should be stenciled on the package foe the benefit of the owner and the carrier.5.2 Delivery of GoodsWhen discussion the delivery of the goods, the negotiator should be familiar with the following contents:●Modes of the transportation;●Time of shipment;●Place of shipment and place of destination;●Partial shipment and transference;●Shipping advice;●Shipping documents.1.Modes of TransportationAlthough there are many modes of transportation in international trade, ocean transportation is still the most important mode at present.When the buyer and the seller negotiate the ocean transportation, the following items should be paid attention to: regular shipping liner transportation and charter transportation.(1)Regular shipping transportation: it involves the standard forcalculating premium, the liner’s freight tariff, the basic rate, the surcharge, the time of premium payment and the special discount for freight.(2)Charter transportation: it can be divided into voyage charter, timecharter and empty ship charter. Charter transportation cover charter party, rent or freight and the good shipped.2.Time of ShipmentWhen talking about the time of shipment, we should distinguish “shipment” from “delivery”. Under FOB, CFR, CPT and CIP, the time of shipment corresponds to the time of delivery, bur under DES, DEQ, DDU and DDP, the two are quite different, because FOB, CFR, CIF and so on belong to the constructive delivery, and DES, DEQ and so on belong to the actual delivery.When negotiating the time of shipment, the party concerned should know something about the stipulations of shipment time.(1)“Time shipment”means that an actual time of shipment should begiven, such as “Shipment during April and May”(2)“Shipment in the near future”refers to “prompt shipment”,“immediate shipment”, and “shipment as soon as possible”. Because these terms have different explanations in different countries and lines, the negotiators should refrain from using them so as to avoid misunderstanding.(3)“shipment without fixed time”means that the seller will ship thegoods with a certain time only after the payment of the L/C. under this stipulation, the following phrases are usually used:●Shipment within 30 days after receipt of L/C;●Shipment within 15days after receipt of remittance;●Shipment by first available vessel;●Shipment within 20 days after receipt of L/C, which must reachthe seller not later than 30th April.Besides what have been mentioned above, the parties concerned should pay much attention to the canceling date, the demurrage and the dispatch rate, which are also very important in negotiating shipping contract.3.Place of Shipment and Place of DestinationUnder CIF and CFR terms, the port of shipment and the port of destination should be stipulated in the contract. Under CPT and CIP terms, however, the place of destination and the place of the departure should be stipulated in the contract.But under FAS and FOB terms, the port of shipment should be stipulated in the contract, and FCA term, the place of departure should be stipulated in the contract. Although the terms mentioned above only refer to the port of shipment and the place of the departure, it is better to stipulate the port of destination or the place of destination in the contract respectively.4.Partial Shipment and TransportationBesides the time of shipment, the place of shipment, the place of destination, and the mode of transportation in the delivery clause of the contract, there are partial shipment and transshipment in it.(1)Partial shipment usually has the following three forms:●Not specify lots and quantity---the phrase “partial shipments to beallowed” can be used;●Specify lots but not specify quantity---the phrase “shipmentduring May, Jun and July in three installments” can be used;●Specify lots and quantity---the phrase “shipment during May andJune in two equal lots” can be used.(2)Transshipment should be clearly specified in the contract if it isnecessary, such as “transshipment to be allowed”, “transshipment atHong Kong to be allowed”, etc.(3)When partial shipment and transshipment are needed, they should bewritten down in the contract, such as “shipment on of before May 31st from Shanghai to Wellington, allowing partial shipment and transshipment”5.Shipping AdviceAfter making shipment, the seller is required to advise the buyer its effectuation(usually within 24 hours) no matter the transportation is concluded on FOB, CFR or CIF basis, so that the buyer can take necessary measures to take the goods and take out insurance. The required shipping advice usually includes:(1)the contract number and the L/C number;(2)the name of the commodity;(3)the quantity loaded;(4)the invoice value;(5)the name of the vessel;(6)the port of loading and the port of destination;(7)the date of B/L;(8)the date of departure;(9)The expected time of arrival at the port of destination.6.Shipping DocumentShipping document is a kind of main certificate, by which the sellerproves that he has completed his obligation of delivering goods, and on the other hand, the buyer pays for the shipment. If the shipping documents do not strictly conform with the terms of the L/C, the bank will reject them and refuse to pay, so great care is required on the part of export in preparing the shipping documents.The shipment documents required in shipment usually include:(1)bill of landing (B/L);(2)commercial invoice;(3)insurance policy or insurance certificate;(4)inspection certificate or survey report;(5)weight memo (note) and packing list;When discussing shipping documents, the person concerned should know something about the B/L, especially the Ocean B/L.The bill of landing is a document given by a shipping company, representing both a receipt for the goods shipped and a contract for shipment between the shipping company and the shipper. It is also a document of entitlement to the goods, giving the holder or the assignee the right to possess the goods.The ocean B/L usually includes:●shipped B/L or on board B/L;●clean B/L, unclean B/L;●straight B/L;●order B/L;●direct B/L;●transshipment B/L;●through B/L;●Freight prepaid B/L, etc.In a word, when shipping goods by ocean freight, the negotiators must take into account the following:(1) Arranging the port of shipment and the port of destination. Commonly, the seller chooses the port of shipment whereas the buyer decides the port of destination on the basis of mutual agreement.(2) Settling the time of shipment. To avoid future disputes in international trade, the time of shipment must be settled clearly between the buyer and the seller. When settling the time of shipment, the exporters should take every possibility into consideration, such as the supply of goods, international transportation, and external market quotations. The time of shipment should be made suitable to both the seller and the buyer.5.3 InsuranceWhen negotiation the marine cargo insurance, the parties concerned should be first familiar with the following content:●Perils Insured Against;●Marine Transportation Loss;●Types of Insurance.1. Perils Insured AgainstEach shipment in transit may run into various types of dangers. Generally speaking, the risks covered by insurance can be basically divided into two types---“perils of the sea” and “extraneous risks”.The perils of the sea include not only natural calamities such as storms, floods, earthquakes, lighting, etc. but also fortuitous accidents like fire, collision, explosion, stranding and sinking of the carrying vessels, and so on.The extraneous perils are usually caused by external factors, which can be divided into two---the ordinary and the special. The ordinary perils include the theft,pillage,leakage,shortage, rusting, contamination,and so on. But the special perils refer to war, strikes, import duty, rejection and failure to deliver, and so on.2. Marine Transportation LossGenerally speaking, losses on the high seas fall into two categories: total loss and partial loss.⑴Total losses: Actual total loss & constructive total loss;⑵Partial losses: Generally average & particular average;3. Types of InsuranceThe principle perils which the basic marine policy of the PICC insurance against under its Ocean Marine Cargo Clause are:⑴free from particular average (F.P.A.);⑵with particular average (W.P.A.);⑶all risks.These three perils are usually called “basic risks”, which are granted according to institute cargo clauses.Besides the “basic risks”mentioned above, there is another type of risk---additional risk, which can be divided into two---general risks and special additional risks.Generally speaking, general additional risks include:theft, pillage and non-delivery( T.P.N.D.);Fresh water and/or rain damage;Shortage;Intermixture and contamination;Leakage;Clash and breakage;Taint of odor;Sweat and heating;Hook damage;Breakage of packing;Special additional risks, however, include:war risk;Strikes;On deck;Import duty; Rejection;Failure to deliver; Survey at jetty risk;Fire risk extension clause.。
商务英语谈判Four
Tactics
The means by which the strategic objective is achieved.
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Tit for tat (Cont.)
On January 18,2019, the US and China reopened the negotiation. On February 4, the US reduced its sanction to $1.08billion,while china remained the same.
Once the seller submits his proposal, the buyer is constrained to three options only.
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Essential questions
Knowledge of the reality is essential for strategy selection.
Use national laws and regulations, standard negotiating procedures of the company, instructions from a superior, previous precedents etc, to persuade the opponent of the truth of the st，atements.
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国际商务谈判英语(第二版)第04章谈判准备
If the world market is beneficial to you，you should firmly maintain the desired objectives to the end.
2. The satisfactory target
If it is not easy to get the best target, you had better achieve your second target /the intermediate /the satisfactory target (lower than the best target.)
system:
3.1 Negotiation and the Need Theory 谈判需求理论
5. Negotiation and self-realization needs Self-realization (“creative” need) , desiring: ① to become his best self ② to realize his capabilities to the fullest The satisfaction of the self-realization needs in
International Business Negotiation English
Chapter Four Preparation for Negotiation 谈判准备
Learning focus : (学习要点)
Knowing of necessary background knowledge concerning negotiation preparation 了解谈判准备中必要的背景知识
商务英语谈判unit 4 Companies and Products
Unit 4 Companies and Products
I. Warm Up
Work in pairs with the following situation
Mr. Green, the chief manager of an Indian firm, is visiting the sample room of Tianjin Garments Imp. & Exp. Corporation. Mr. Zhang, sales manager of the company is showing Mr. Green around and giving a brief introduction of their company and products.
7. 我们工厂收到了大量订单，既有国内的也有国外的。请看我 们的宣传手册。 Our manufacturers have received a crowd of orders from home and abroad. May I show you our brochure?
8. 我们公司始建于1964年，现在国外有二十几个分公司。 Our corporation was established in 196r and has now over twenty branches overseas.
7. I’d appreciate it if you could arrange for me to visit your show room. 如果你能安排我参观你们的样品间，我将非常感激。
8. We are a Sino-US joint venture with a registered capital of USD10 million. 我们是一家中美合资企业，注册资金为1000万美元。
商务英语谈判-4
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4.1 Before You Begin
5. What “dining etiquette” is generally accepted in the western cultures?
The general rule in dining is not to disgust your dining partners.
and leave the table.
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6. What are the rules for the host on making a toast? The host can and should propose the first toast to begin the
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3. What event is suitable for corporate hospitality? Corporate hospitality event generally covers three distinct
sectors: spectator sports, cultural/arts events and participatory activities (including sports and the arts).
本人从事机械领域十余年对机械液压有着较强的故障判断能力
English for Business Negotiation 商务英语谈判
Chapter 4 – Corporate Hospitality
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商务谈判unit 4 clarifying positions
Even: If there is an even distribution or division of something, each person, group, or area involved has an equal amount.
Language focus
Asking questions
They’re spelt out on page thirty-four.
Spell out : specify in detail
Can you give me a ballpark figure?
Ballpark: A ballpark figure or ballpark estimate is an approximate figure or estimate
Match the phrases in the first column with the difinitions
A. fall-back position 1. make a certain amount of progress B. play it by ear 2. start doing something without preparation C. drive a hard bargain 3. cause success or complete failure D. bogged down 4. have options to choose from E. hold one’s ground 5. be a tough negotiator F. cover ground 6. improvised G. jump in at the deep end 7. see what happens H. Have some room to manoeuvre 8. unable to advance I.make or break factor 9. approximate figure J.an ad hoc basis 10. reduce a price K.ballpark figure 11. contigency plan
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Essential questions
Knowledge ห้องสมุดไป่ตู้f the reality is essential for strategy selection. Read the questions and decide what do they entail? Defensive, offensive or neutral strategy?
Chapter Four
Strategies and Tactics of Business Negotiation
Strategies and Tactics
Strategies
The overall plan used to gain advantage over the opponent or achieve some end. The purpose of strategic planning is to spell out what has to be done to produce a favorable final agreement.
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To be aggressive
Aggressive negotiators attack frontally and generally. They use the other party’s belief in their own strength against them.
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Tactics
Offensive Tactics Defensive tactics
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Asking questions
Probing
to gain information before major attack
Specific
to force an admission based on the information gained
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当游览车将兴高采烈的员工送走之后，大卡车便缓 缓驶入，资方很快把机器转运到大陆。 四天之后，员工度假回来，工厂已空无一物，员工 已失掉与资方谈判的主要筹码。而资方提出协助专 业及依照劳动法遣散的做法都有理有据，一场僵持 不下的劳工纠纷就这样落下帷幕。
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Use of commitments
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机器是工厂的命脉，资方唯恐员工做出报复行为， 因此找来一位专家，由他代表资方出面谈判。讨价 还价后，劳方同意给业主一星期考虑。 资方利用这段时间，积极部署，联络货柜车，货运 船期，准备扭转局势。 一个星期以后，双方再度磋商，资方暂且答应劳方 开出的价码，并且为了显示其诚意，将于次日招待 全体员工到我国台湾溪头旅游。
The correct position for the seller is to rest its case and adopt a defensive –offensive posture until such time as the buyer is able to demonstrate the proposal is unreasonable. A neutral posture means that the seller can take action to counter-attack the buyer by moving to the offensive as the need arises. This particular posture forces the buyer into the position of having continuously to prove that the seller is wrong. Once the seller submits his proposal, the buyer is constrained to three options only.
Tactics
The means by which the strategic objective is achieved. Tactics refers to the game plays that may be used to gain specific advantages during the course of the negotiation.
Attacking Yes-or-no questions
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Tit for tat
In Sino-US negotiation on intellectual property right, the US took a very aggressive stance as always. It threatened China GATT entry blockage and economic sanction. The Chinese chief negotiator took a tit for tat strategy. She pointed out the US refused to recognize China’s unprecedented achievement in intellectual property protection, and attempted to frustrate China’s efforts to join the organization employing the IPR issue as a lever. And the day of the US announcement of its sanction list would be the moment of China’s declaration of its retaliation measures.
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Strategies
Offensive strategy
Be used to take the initiative
Defensive strategy
To observe and wait
Neutral strategy
The seller
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Neutral strategy
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Tit for tat (Cont.)
On December 31, 1994, merely one hour after the US revealed its sanction list of $2.8 billion worth of Chinese goods, China announced its retaliation list. It included 100% tariff on US-made electrical game machines, game cards, cassette tapes, laser disks, cigarettes, wine, cosmetics and other range of US goods imported into the Chinese market; suspension of the approval of US companies opening subsidiaries in China.
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Case study
若干年前，我国台湾劳工运动方兴未艾之际，台南 某地一个机械厂打算拆迁工厂投资大陆时遇到很大 的麻烦。员工拒不接受厂里提出的条件，他们态度 强硬的拉起白布条，围厂静坐抗议，并提出两项要 求：一是加薪30%；二是改进员工福利。并扬言 资方如不妥协，大家走着看。造成员工如此坚决对 抗的原因是他们担心厂里将主要资金投向大陆，员 工都会被辞掉。
Use national laws and regulations, standard negotiating procedures of the company, instructions from a superior, previous precedents etc, to persuade the opponent ， of the truth of the statements. When the commitments are of different rank, the higher will normally prevail.
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Discovering interests and “the right answer”
A. Agree that a state of deadlock exists; B. Step out of the role of negotiators; C. Study the problem objectively; D. Seek the right answer; E. Agree on the right answer; F. Return to the role of negotiators and see if the right answer offers acceptable solutions.
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Tit for tat (Cont.)
On January 18,1995, the US and China reopened the negotiation. On February 4, the US reduced its sanction to $1.08billion,while china remained the same. The us sanction would be implemented on February 26, on which day China’s retaliation would also go into effect. Finally on the night of the last day of the US sanction deadline, on February 26, the US and China eventually reached an agreement on IPR protection, narrowly averting a trade war.