国际商务谈判(英文)chapter5 Offer of international business negotiation[精]
合集下载
商务英语谈判-5
2020/2/21
.
7
5.1 Before You Begin
2. Why is it important for potential buyers to visit the suppliers’ factory?
For the potential buyers, a tour of the factory will help greatly in the examination of the sellers’ production facilities and capacity, quality standard, management, even the company’s social responsibilities and employee satisfaction in order to see if all of these meet the requirements of importation to their country.
2020/2/21
.
10
5.1 Before You Begin
7. What is “professional company image” and what can be done to make a company look professional?
A professional company image is how the company, its staff and its buildings and offices look and how the company and its staff behave. To make a company look professional, the area around the building should be kept neat and clean. The parking area should be clean, neat and safe. Then name of the company should be written or painted clearly on a sign outside the buildings so that all clients and customers can easily find the company.
商务谈判实训(双语) Unit 5 strategies and tactics for Business Negotiations
next
Unit 5 Strategies and Tactics for Business Negotiations
Part One 案例学习 Part Two 理论拓展 Part Three 要点小结 Part Four 综合实训
Pre-Negotiation Strategy Check List 谈判前的策略审核清单
Task 1 Strategies Considerations 策略思考
next
Unit 5 Strategies and Tactics for Business Negotiations
Part One 案例学习 Part Two 理论拓展 Part Three 要点小结 Part Four 综合实训
案例思考
1. Why do you think this negotiation can be concluded so fast? 2. Do you think this is dealing for one-time or long-term cooperation？ What are the differences to deal with? 3. During this negotiation, which party do you think is in a relatively strong position？ Why? 4. Do you think “time” is important in this case？ Why?
prev. next
Unit 5 Strategies and Tactics for Business Negotiations
Introduction
Task 1 Strategies Considerations
Unit 5 Strategies and Tactics for Business Negotiations
Part One 案例学习 Part Two 理论拓展 Part Three 要点小结 Part Four 综合实训
Pre-Negotiation Strategy Check List 谈判前的策略审核清单
Task 1 Strategies Considerations 策略思考
next
Unit 5 Strategies and Tactics for Business Negotiations
Part One 案例学习 Part Two 理论拓展 Part Three 要点小结 Part Four 综合实训
案例思考
1. Why do you think this negotiation can be concluded so fast? 2. Do you think this is dealing for one-time or long-term cooperation？ What are the differences to deal with? 3. During this negotiation, which party do you think is in a relatively strong position？ Why? 4. Do you think “time” is important in this case？ Why?
prev. next
Unit 5 Strategies and Tactics for Business Negotiations
Introduction
Task 1 Strategies Considerations
国际商务谈判(英文)Unit 05 Negotiating Price
Unit5 Negotiating Price
Objectives
After completion of this unit，you should be able to：
1. Understand the important role of negotiating price and setting the basic goal for price negotiation ;
❖ Refer to the textbook
Unit5 Negotiating Price
Let’s practice
❖ Practice in groups ❖ Practice with: cue card. doc ❖ Show what you have practiced ❖ Students’ comment ❖ Teacher’s comment
Unit5 Negotiating Price
Dialogue One Vocab.
❖ swatch 样布；样品 ❖ sample cutting 样品的小样 ❖ plain 平纹织布
Unit5 Negotiating Price
Dialogue Two Vocab.
❖ patterns 花型；花样 ❖ Polka dots 波尔卡圆点
3. Think of the reasons why some items in supermarkets are labeled with a price which ends with 9;
4. Why certain products are on sale; 5. Why some prices are lowered or raised etc.
国际商务谈判Chapter5TheBargainingProcess
As a matter of fact, it’s not necessarily that to bid first will either on the upper hand or in the passive position. It is always possible for those who bid first or after to gain or lose. What really counts is the role that played by either side’s economic force, negotiating capacity, knowledge scale, negotiating tactics and some comprehehe bid of course usually needs to cover a range of issues. The price is one of them.
The components of the opening bid in a commercial negotiation will not simply be price, but a combination of price, delivery, payment terms, quality specification and many other items.
Negotiating to our advantage, the guideline is to start with the highest defensible bid. (for buyers, the corresponding phrase is of course “lowest defensible offer”.)
国际商务谈判Chapter5-6
Chapter5-6 Successful negotiation strategies
1. Questions in focus
• What are the famous six steps for the process of almost all negotiations?
• How to set your strategies?
(1) Collaborating
The collaborator’s approach to conflict is to manage it by maintaining interpersonal relationships and ensuring that both parties to the conflict achieve their personal goals.
International Business Negotiation
What is the aim of this course?
1. Acquiring knowledge of the basic principles of negotiation，the common and costly negotiating mistakes, and how to avoid them.
(3) Exchange factual data in advance of negotiations
(4) Consider what facts and arguments the other party is likely to use in support of their claim
(5) Consider the possible existence of a hidden agenda
国际商务英语-Inquiry, Quotation and Counter-offer
• Shipment: 2 months after receiving the order.
• Payment: By confirmed, irrevocable letter of credit in our favor by draft at sight to reach us one month before shipment and remain valid for negotiation in China till the 15th day after shipment. Your early order will be appreciated.
Japan and America.
• On request, a detailed offer with separate prices for the know-how, the training of your technical personnel and as well terms of payment, etc. will be available. This offer is non-firm, without engagement, and
• Sincerely yours,
国际商务英语
Ⅲ. Non-firm Offer
• Dear Sirs,
• Re: Non-firm Offer for Know-how Transferring
• In reply to your letter of August 8, we are pleased to know that you are taking great interest in our Preliminary Proposal on the transfer of our know-how for manufacturing cables with an indication price of US
• Payment: By confirmed, irrevocable letter of credit in our favor by draft at sight to reach us one month before shipment and remain valid for negotiation in China till the 15th day after shipment. Your early order will be appreciated.
Japan and America.
• On request, a detailed offer with separate prices for the know-how, the training of your technical personnel and as well terms of payment, etc. will be available. This offer is non-firm, without engagement, and
• Sincerely yours,
国际商务英语
Ⅲ. Non-firm Offer
• Dear Sirs,
• Re: Non-firm Offer for Know-how Transferring
• In reply to your letter of August 8, we are pleased to know that you are taking great interest in our Preliminary Proposal on the transfer of our know-how for manufacturing cables with an indication price of US
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
国际商务谈判 第五章
• Tactic #2 - That‘s Not Good Enough. Summary: Saying that the last offer is unsatisfactory to get a counterpart to make a better offer.
Henry Kissinger:“ Are you sure this is your best work?”
Too low and they will eat you alive
• Power of Positive Thinking ---you have a better chance to succeed if you think you will do well.
• Pressures and Limitations Affect Expectations. ---negotiators are more aware of the pressures and limitations affecting them than they are of the pressures and limitations affecting the counterpart.
• Tactic #7 - The Puppy Dog Summary: Offering a "trial" of a product or service to get the counterpart emotionally committed to the deal. • Counter: These Boots Are Made for Walking. Or remove from the picture and let a third party negotiate for him.
- 1、下载文档前请自行甄别文档内容的完整性，平台不提供额外的编辑、内容补充、找答案等附加服务。
- 2、"仅部分预览"的文档,不可在线预览部分如存在完整性等问题,可反馈申请退款(可完整预览的文档不适用该条件!)。
- 3、如文档侵犯您的权益，请联系客服反馈,我们会尽快为您处理(人工客服工作时间：9:00-18:30)。
11
• 5.3.3 Should you make the first offer? • Yes, if you wish to take the initiative and
set the tone of the discussions. In numerous studies sellers making a first offer have been found to achieve higher negotiated prices than buyers making first offers. Making the first offer anchored the negotiation in the favour of the sellers.
8
• 5.2.3 Forms of offer • (1)Oral offer • (2)Written offer • (3)Combination oral and written offer
9
5.3Strategies for making offers
• 5.3.1Getting your first offer ready • For every negotiation you plan to enter, your
18
Thanks!
19
5
• 5.2.2 The basic conditions of an offer • (1)The offer shallபைடு நூலகம்be made to one or more
specific persons • (2) Contents of the offer shall be
sufficiently definite • (3) Time of validity or duration of offer
Near the conclusion of the Information Exchange, the focus changes from the other side back to our own sides. Negotiators stop asking the other party what it wants and begin to state what they must obtain or what they are willing to give the other side. At this point they enter the Distributive Stage.
initial offer should stand on its own merit within the prevailing context surrounding the discussions. Entering the negotiations under false pretences or unfounded premises can prove costly or result in deadlocks. Make your first offer competitive in the eyes of the other party and be ready to defend it with valid arguments.
16
• 5.3.7 A defence against first offers
• When a negotiator does not have the opportunity to make the first offer, their protection against anchoring lies in making an aggressive counter - offer firmly based on the other party's BATNA, real base and aspiration base. The best way to present such an offer is in a way that creates a positive climate and blunts the other party's first offer. The key to protection lies in a negotiator knowing his / her aspiration base and the limitations of the other party.
10
• 5.3.2 Don't be afraid to be aggressive How extreme should your first offer be? A research suggests that first offers should be quite aggressive but not absurdly so. Many negotiators fear that an aggressive first offer will scare or annoy the other side and perhaps even cause him to walk away in disgust. However, research shows that this fear is typically exaggerated. In fact, most negotiators make first offers that are not aggressive enough.
12
• No, if you are not familiar with the market in which you are trying to do business. Making an offer without adequate information or a clear understanding of what the other side wants places you in a risky position. For example, having your first offer accepted means that you have underestimated the market.
L/O/G/O
International Business Negotiation
1
Chapter5 Offer of international business negotiation
2
Teaching Objectives
After studying this module, you should be able to know:
17
• 5.3.7 What should you do if your first offer is rejected?
• React positively. A rejection should be regarded as the beginning of the negotiations, not the time to make concessions or take a defensive attitude.
• 1.What are inquiry and offer； • 2. Forms and basic contents of offers • 3. Strategies for making offers • 4.Who should make the first offer and defence
13
• 5.3.4 Should you open high?
• Yes, if you can justify the level of your offer. At this early phase of the discussions, any objections to your high offer should be dealt with through questions, not by making concessions. Your best approach to objections is to find out which part of your proposal is acceptable and which elements are considered objectionable. Only by acquiring this additional knowledge will you be in a position to justify your initial offer or eventually make a counterproposal.
14
• 5.3.5 Should you make a low offer?
• Yes, in special situations. Skilled negotiators may make a low initial offer, near the bottom line — not so much to get the business, but to be invited to the negotiations. In some industries and markets, your product is sold at a going price and at predetermined conditions, leaving you with little choice in setting your opening offer. When facing strong competition, your offer should be more or less in line with theirs.
15
• 5.3.6 How a first offer should be constructed • Although it is clear that first offers should be strong,
• 5.3.3 Should you make the first offer? • Yes, if you wish to take the initiative and
set the tone of the discussions. In numerous studies sellers making a first offer have been found to achieve higher negotiated prices than buyers making first offers. Making the first offer anchored the negotiation in the favour of the sellers.
8
• 5.2.3 Forms of offer • (1)Oral offer • (2)Written offer • (3)Combination oral and written offer
9
5.3Strategies for making offers
• 5.3.1Getting your first offer ready • For every negotiation you plan to enter, your
18
Thanks!
19
5
• 5.2.2 The basic conditions of an offer • (1)The offer shallபைடு நூலகம்be made to one or more
specific persons • (2) Contents of the offer shall be
sufficiently definite • (3) Time of validity or duration of offer
Near the conclusion of the Information Exchange, the focus changes from the other side back to our own sides. Negotiators stop asking the other party what it wants and begin to state what they must obtain or what they are willing to give the other side. At this point they enter the Distributive Stage.
initial offer should stand on its own merit within the prevailing context surrounding the discussions. Entering the negotiations under false pretences or unfounded premises can prove costly or result in deadlocks. Make your first offer competitive in the eyes of the other party and be ready to defend it with valid arguments.
16
• 5.3.7 A defence against first offers
• When a negotiator does not have the opportunity to make the first offer, their protection against anchoring lies in making an aggressive counter - offer firmly based on the other party's BATNA, real base and aspiration base. The best way to present such an offer is in a way that creates a positive climate and blunts the other party's first offer. The key to protection lies in a negotiator knowing his / her aspiration base and the limitations of the other party.
10
• 5.3.2 Don't be afraid to be aggressive How extreme should your first offer be? A research suggests that first offers should be quite aggressive but not absurdly so. Many negotiators fear that an aggressive first offer will scare or annoy the other side and perhaps even cause him to walk away in disgust. However, research shows that this fear is typically exaggerated. In fact, most negotiators make first offers that are not aggressive enough.
12
• No, if you are not familiar with the market in which you are trying to do business. Making an offer without adequate information or a clear understanding of what the other side wants places you in a risky position. For example, having your first offer accepted means that you have underestimated the market.
L/O/G/O
International Business Negotiation
1
Chapter5 Offer of international business negotiation
2
Teaching Objectives
After studying this module, you should be able to know:
17
• 5.3.7 What should you do if your first offer is rejected?
• React positively. A rejection should be regarded as the beginning of the negotiations, not the time to make concessions or take a defensive attitude.
• 1.What are inquiry and offer； • 2. Forms and basic contents of offers • 3. Strategies for making offers • 4.Who should make the first offer and defence
13
• 5.3.4 Should you open high?
• Yes, if you can justify the level of your offer. At this early phase of the discussions, any objections to your high offer should be dealt with through questions, not by making concessions. Your best approach to objections is to find out which part of your proposal is acceptable and which elements are considered objectionable. Only by acquiring this additional knowledge will you be in a position to justify your initial offer or eventually make a counterproposal.
14
• 5.3.5 Should you make a low offer?
• Yes, in special situations. Skilled negotiators may make a low initial offer, near the bottom line — not so much to get the business, but to be invited to the negotiations. In some industries and markets, your product is sold at a going price and at predetermined conditions, leaving you with little choice in setting your opening offer. When facing strong competition, your offer should be more or less in line with theirs.
15
• 5.3.6 How a first offer should be constructed • Although it is clear that first offers should be strong,