negotiation商务英语谈判ppt
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英语商务谈判(课堂PPT)
5
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
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.
商务谈判课件：Chapter 1 negotiation-skills-basics
– No finger pointing – blaming others for problems – Be inclusive not dictorial
PEOPLE …..continued
• Emotions
– People get defensive or attack – Emotions effect decision making & judgment – Venting can clear the air – Do not get involved with negative emotional
Basic Principles of Negotiation
Basic Principles of Negotiation
Four Attributes of a Negotiation
Negotiation is based on human needs
what motivates a person? –a need Material needs - want more materialistic things Security Needs - needs for safety and security Psychological needs - mental needs that motivate
• It involves using the art of ‘persuasion’ to get others to understand and agree with your viewpoint. It works best when an individual has a win-win attitude.
Negotiation Skills
PEOPLE …..continued
• Emotions
– People get defensive or attack – Emotions effect decision making & judgment – Venting can clear the air – Do not get involved with negative emotional
Basic Principles of Negotiation
Basic Principles of Negotiation
Four Attributes of a Negotiation
Negotiation is based on human needs
what motivates a person? –a need Material needs - want more materialistic things Security Needs - needs for safety and security Psychological needs - mental needs that motivate
• It involves using the art of ‘persuasion’ to get others to understand and agree with your viewpoint. It works best when an individual has a win-win attitude.
Negotiation Skills
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.
国际商务谈判英文版PPT-8 . Negotiation Strategies
8.2.6 Strategies linked to goals
• the ability to develop effective negotiation strat egies is improved if a negotiating team already has clear, specific goals – and knows what the goals of the other team are
• Managers who participate in international business n egotiations must be flexible enough to convert probl ems into opportunities
• Managers demonstrate their flexibility in the course o f a negotiation by being willing to re-evaluate and ref ormulate strategies which are turning out to be inapp ropriate
International Business Negotiation
Principles and Practice
8 Negotiation Strategies
Overview
• STRATEGY IN NEGOTIATIONS • STRATEGIC ORIENTATIONS • MAXIMUM GAIN STRATEGIES • NEGOTIATING TACTICS
t of a certain price range or profit level – a supply contract with a potential foreign partner – access to a foreign partner’s technology
• the ability to develop effective negotiation strat egies is improved if a negotiating team already has clear, specific goals – and knows what the goals of the other team are
• Managers who participate in international business n egotiations must be flexible enough to convert probl ems into opportunities
• Managers demonstrate their flexibility in the course o f a negotiation by being willing to re-evaluate and ref ormulate strategies which are turning out to be inapp ropriate
International Business Negotiation
Principles and Practice
8 Negotiation Strategies
Overview
• STRATEGY IN NEGOTIATIONS • STRATEGIC ORIENTATIONS • MAXIMUM GAIN STRATEGIES • NEGOTIATING TACTICS
t of a certain price range or profit level – a supply contract with a potential foreign partner – access to a foreign partner’s technology
Unit 5 Business Negotiation(课堂PPT)
to make some concessions to make the deal possible.
6
Task 2: Listen to the following dialogue and complete it with the missing information.
New Words and Expressions
get down to sth 开始；着手 terms of payment 付款方式 L/C (letter of credit) 信用证 exchange rate 汇率；兑换率 unstable adj. 不稳的；不牢固的 prompt adj. 及时的；准时的 D/P (document against payment) 付款交单 profit margin 利润率 exchange quota 外汇限额 insufficient adj. 不足的；不够的
Unit 5 Business Negotiation
1
【Learning Objectives】
After finishing this unit, students should • know some useful expressions used in
negotiating. • know some techniques in negotiation. • know how to draft a contract.
a. We can give you a 10% discount. That’s the best we can do. b. Definitely. Usually, we accept payment by irrevocable L/C. c. We really can’t make any profit at this price. But for the sake of our long-term cooperation in the future, I agree with you for that price. d. Sure. I’d like to get the ball rolling by talking about prices. e. I’m afraid not. The price I am offering you is as low as I can go. We can’t set our price below cost.
6
Task 2: Listen to the following dialogue and complete it with the missing information.
New Words and Expressions
get down to sth 开始；着手 terms of payment 付款方式 L/C (letter of credit) 信用证 exchange rate 汇率；兑换率 unstable adj. 不稳的；不牢固的 prompt adj. 及时的；准时的 D/P (document against payment) 付款交单 profit margin 利润率 exchange quota 外汇限额 insufficient adj. 不足的；不够的
Unit 5 Business Negotiation
1
【Learning Objectives】
After finishing this unit, students should • know some useful expressions used in
negotiating. • know some techniques in negotiation. • know how to draft a contract.
a. We can give you a 10% discount. That’s the best we can do. b. Definitely. Usually, we accept payment by irrevocable L/C. c. We really can’t make any profit at this price. But for the sake of our long-term cooperation in the future, I agree with you for that price. d. Sure. I’d like to get the ball rolling by talking about prices. e. I’m afraid not. The price I am offering you is as low as I can go. We can’t set our price below cost.
商务谈判英语ppt课件
I’d like to propose some ideas after I finished the research.
I’d like to put forward that we need to hire a new assistant.
I’d like to suggest we plan an event for all the employees.
Here are some idea I’d like to share/ discuss/ propose to you.
3
Make A Proposal
Fully Support/ Excellent Idea/ In Favor of/ Back up
The idea has my fully support. I’m fully in favor of your ideas. Keep updating me the progress. It’s an excellent idea! You have my backing/ I will back you up.
6
Give a Quotation
Reasonable/ Acceptable/ Fine/ It’s a Deal
That sounds reasonable. /That would work for us. I think we could agree on that if it were 7 percent.
Negotiation Skills in Business
Business English
1
Main points
1) Make A Proposal 2) Give a Quotation 3) Decision Making
I’d like to put forward that we need to hire a new assistant.
I’d like to suggest we plan an event for all the employees.
Here are some idea I’d like to share/ discuss/ propose to you.
3
Make A Proposal
Fully Support/ Excellent Idea/ In Favor of/ Back up
The idea has my fully support. I’m fully in favor of your ideas. Keep updating me the progress. It’s an excellent idea! You have my backing/ I will back you up.
6
Give a Quotation
Reasonable/ Acceptable/ Fine/ It’s a Deal
That sounds reasonable. /That would work for us. I think we could agree on that if it were 7 percent.
Negotiation Skills in Business
Business English
1
Main points
1) Make A Proposal 2) Give a Quotation 3) Decision Making
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
negotiation-国际商务英语-大学课件
Assented by the specific offerees addressed in the offer Assented within the validity Assented with a statement or conduct
Assented without additional modifications
2. Late Acceptance
CISG Article 21
(1) A late acceptance is nevertheless effective as an acceptance if without delay the offeror orally so informs the offeree or dispatches a notice to that effect. (2) If a letter or other writing containing a late acceptance shows that it has been sent in such circumstances that if its transmission had been normal it would have reached the offeror in due time, the late acceptance is effective as an acceptance unless, without delay, the offeror orally informs the offeree that he considers his offer as having lapsed or dispatches a notice to that effect.
What’s the time-limits？
Assented without additional modifications
2. Late Acceptance
CISG Article 21
(1) A late acceptance is nevertheless effective as an acceptance if without delay the offeror orally so informs the offeree or dispatches a notice to that effect. (2) If a letter or other writing containing a late acceptance shows that it has been sent in such circumstances that if its transmission had been normal it would have reached the offeror in due time, the late acceptance is effective as an acceptance unless, without delay, the offeror orally informs the offeree that he considers his offer as having lapsed or dispatches a notice to that effect.
What’s the time-limits？
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(english)精品PPT课件
Delays
Surprises
Concessions
But there will also be opportunities, advances and, potentially, big gains
The true sign of success is when both parties can walk away from the table feeling like a winner.
Avoiding the negotiation since there is no concern for outcome or relationship
Avoiding Tactics
Tactics will include:
Not returning phone call Withdrawing senior negotiators Procrastination on key issues Delaying each stage as long as possible
NEGOTIATION TACTICS & SKILLS
Management Development Workshop 2009
In business, you don't get what you deserve, you get what you negotiate.
Chester Karrass 嘉洛斯 Negotiation expeverything we do and say to implement our plan
Relationship
Tactics
Accommodating
Cooperative
Avoiding
Surprises
Concessions
But there will also be opportunities, advances and, potentially, big gains
The true sign of success is when both parties can walk away from the table feeling like a winner.
Avoiding the negotiation since there is no concern for outcome or relationship
Avoiding Tactics
Tactics will include:
Not returning phone call Withdrawing senior negotiators Procrastination on key issues Delaying each stage as long as possible
NEGOTIATION TACTICS & SKILLS
Management Development Workshop 2009
In business, you don't get what you deserve, you get what you negotiate.
Chester Karrass 嘉洛斯 Negotiation expeverything we do and say to implement our plan
Relationship
Tactics
Accommodating
Cooperative
Avoiding
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.
unit 5Negotiation.ppt
Introduction (Para. 1)
Negotiation Negotiation is a dialogue among nations, companies, nonprofit organizations or individuals. It aims at solving disputes and producing agreements through a series of bargaining. It is carried out by negotiators on behalf of different parties and it goes through a series of processes. Negotiation begins by making clear the objectives, roles and communication skills of one’s own party. Such preparations are required in the opening introduction. Taskoriented negotiators get down to business soon after the introduction, while people-oriented negotiators are more aware of developing a nice relationship and creating a friendly atmosphere. Whatever attitude negotiators have, a negotiating
in exchange of bargain negotiator
step by step on behalf of
unit 5-Negotiation精品PPT课件
3
• how to write an outline for a negotiation
Section 1 Getting Things Ready
Language Study
★ bargain: (v.) 谈判，讨价还价 e.g.她与小贩讲价钱。
She bargained with the vendor over the price.
Unit 5 Negotiation
❖ negotiation: (n.)
talk/dialogue (n.) ❖ negotiate: (v.)
negotiate with sb. about sth. ❖ negotiator: (n.) ❖ negotiating: (adj.) ❖ party: (n.) （谈判）一方
1. Introduction 2. Presenting one’s proposition（表明立场） 3. Bargaining 4. Compromising（让步） 5. Making an agreement
Section 2 Things to of bargain negotiator
step by step on behalf of
Section 2 Things to Do
Video watching (Negotiating Price)
Process of Negotiation Negotiation is a dialogue intended to resolve disputes, to produce an agreement upon courses of action, to bargain for individual or collective advantage, or to craft outcomes to satisfy various interests. Negotiation can be divided into five phases:
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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 more, many countries such as United States and Europe and many Asian and African countries all like our Chinese characteristics of goods very much. But the most important ,Our company’s success comes from dedication of technology companies, and appropriate (适当的)personnel management and market position.
the first negociation
陈梦娜 肖芸 王文青 lawyer 张华 徐春霞 lawyer
after-sales CEO service manageme 杨海霞 nt director CEO 金思 CSO
应朝晖 高新 唐云婷 project cso CFO
manager
陈建军 张荭 CFO
Yang：For the form of the combined company, we think CST will still operate independently after the acquisition while retaining（保留） the original CST headquarters in Ningbo. The branches of CST in China, Beijing, Shenzhen, Xiamen and Shanghai, Tokyo and New York's R & D center will be retained while continuing about 2000 retail outlets'（零售网点） providing services to customers in foreign countries.
CEO Yang: If they have not been prepared being acquired, they would not agree that we opened the conference. Chen, what's your opinion? Chen : I think if we took a tough stance(立场),we should be able to win for the original 2 billion .
Lawyer Chen：2.5 billion is a bit high. Much higher than we expected. So be it! We added up to 2.2 billion, how about this? Ying Chaohui：I do not know whether you really interested in buying. Your price is too low. And your first should look at the market, or again to be a market research, we talk about 3 days later.
Zhang Hong: For the company‘s internal management adjustment, we think that LIKE should master the two combined company’s decision-making power. And Wang Wenqing will be appointed as the new company‘s head of overseas subsidiaries（海外子公司）. Wang: I think that your company has a good staffing.
CFO Chen Jianjun: As for prices, we are willing to pay 2 billion dollars.
CFO Tang Yunting:2 billion? This is a bit too low. The market value of our company I think you should have done market research, I do not think that the price of 2.5 billion is over!
Tang: Their quoted price is ok, maybe even the market did not thoroughly investigated(调查) , and if not, then this price is acceptable.
Xiao Yun: I think they did not carefully investigated. But they should really want to buy, they arranged for our company well.
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.
Internal discussion
Zhang Hong: How could they do that ! They are clearly intentional, knowing that we are clearly sincere for the acquisition. However ,they are still deliberately raising the price. Jin si: We just got the results of the survey. According to CST company's market value, i think we have given the highest price of the acquisition of the world market .
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.
Like glasses’ getting such rich harvested fruits in China benefits from its successful brand positioning（品牌 定位）， extensive （广阔的）product line, growing sales and service network of distributors（经销商）， active marketing strategies（营销策 略）, as well as the importance（重视） of the Chinese market and its continued investment.
Zhang hua：However, due to the limited single products, the expansion of new markets is difficult to make a difference. For all the reasons, we make a decision to merge the two companies, named "New Century" international trading company.
negotiation simulation----Merger plan book of LIKE and CST
谈判模拟——like眼镜公司和CST公司合并策划书
Lawyer Zhanghua：From January to October in 2010, the sales performance of Like glasses company surged（激增） 52% in China, and continued the trend of high growth this year. Glasses market growth in China is unstoppable（势不可挡的）in the past five years，and the outstanding performance of Like glasses company's success in China symbolizes（象征）that it will get more sound and sustainable development（健全和持续的发展）.