Business Negotiation
商务谈判技巧(businessnegotiation)
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非语言沟通
注意肢体语言和面部表情的影响
Байду номын сангаас
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跨文化沟通
尊重他人文化差异，避免误解
解决冲突和妥协技巧
1 寻求共同利益
寻找解决方案中的共同点
2 灵活妥协
做出必要的让步，以达成协议
成功谈判的要点
目标明确
设定明确的目标和期望结果
合作态度
以合作为导向，创造双赢机会
问题解决能力
善于找出解决方案，并执行
总结
准备充分
目标设定和信息收集的重要性
灵活应变
根据不同情况选择合适的策 略和技巧
追求双赢
寻找共同利益，达成满意的 协议
商务谈判技巧
商务谈判的定义和重要性
准备阶段
目标设定
明确谈判目标，确定最优结果
信息收集
收集对方信息，了解其需求和利益
谈判策略
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竞争策略
通过争取优势，争取更多的资源和利益
合作策略
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积极合作，达成双赢的协议
谈判技巧
倾听和理解对方
有效倾听，理解对方需求和利益
提出有效论证
使用事实和数据支持自己的观点
沟通技巧
Business Negotiation商务英语谈判重点
重点：1)What is Negotiation“Negotiation”means “doing business”or a discussion aimed at reaching an agreement.Four main phases of negotiation:The preparing phase （预备阶段）The debating phase （争论阶段）The proposal phase （建议阶段）The bargaining phase（讨价还价阶段）或者是Pre-NegotiationFace-to-Face Negotiation ( At the Negotiation )Post-NegotiationWhat is business negotiationBusiness Negotiation is a kind of discussion aimed at reaching a business agreement or abusiness contract.Four stages in business negotiationnon-task sounding （开局前的试探）task-related exchange of information （交换与谈判目标有关的信息）persuasion （说服）concessions and agreements （让步与同意）3）Some Issues that Chinese Corporations and Negotiators Need to AddressChinese businessmen tend to have business negotiations in a rather indirect manner, as opposed to the direct manner of American businessmen.The decision-making process of Chinese companies is generally both slow and time-consuming. On the other hand, American companies usually operate with quick decision made by the top management.Different Business Communication Styles between China and the USAManner: Direct Manner / Indirect MannerDecision-Making: Quick, Top-Down / Slow, Tine-ConsumingWork Ethic: Individual Oriented / Social PressureValue Results more than its Process / Community Belonging, Priority to Planning Merits: Efficiency / Encourage CooperationCompetition in Workers / more HumaneDemerits: Frustrating Workers / Lack of Efficiency and Competition4）China’s Foreign Trade PolicyThe principle of China’s foreign trade is “equality, mutual benefit and exchanging what onehas for what one needs”.（平等互利，互通有无）5）An Introduction to the Five Links of International Business NegotiationEnquiry （询盘）Offer （发盘）Counter-Offer （还盘）Acceptance （接受）Conclusion of a Contract（缔结合同）Of course, it is not necessary to have all the five links taken for every transaction. Sometimes, only offer and acceptance will do. It is stipulated in the laws of some countries that only offer andacceptance are the two required factors, failure of which will make no contract.Brief Introduction to Incoterms®2010Incoterms are used in international import/export contract to show the responsibility of the buyers and the sellers. They define who is responsible for “freight”or “carriage”(transportation) , insurance against risks, “duty”(tariff) and “clearance”(import and export documentation).The word “INCOTERMS”is short for International Rules for the Interpretation of Trade Terms, and most frequently used in international sales transactions.The latest version is INCOTERMS ® 2010, which already became effective on Jan. 1st 2011. Previous versions, including INCOTERMS 2000, are now outdatedThe ® sign means a registered trade mark, it became a necessary part of Incoterms ®2010 International Tender or Bid 国际性招投标Concepts Related Tender or Bid onTender 投标(British English)Bid 投标(American English)submit a tender / bid（submission of tender / bid）投标Tenderer or bidder 投标者Winning bidder / successful tenderer 中标者To invite tender / bid 招标Invitation for (to) tender / Bids 招标Tenderee / the bid inviting party 招标人/ 招标方Generally speaking, people often using tendering / bidding to refer to invite tender / bid and tender / bid.Tendering / Bidding 招投标International tendering / international bidding 国际招投标Submission of Tender (投标)Tenders’/ Bidders’behaviors to deliver their bid / tenders forms to the tenderee according to the conditions of the Tender notice within the specified period of time.投标人根据招标公告或招标单规定的条件，在指定的时间内向招标人递盘的行为。
Business Negotiation
Business NegotiationMartin LiApr 18, 2013目录1•商务谈判定义2•商务谈判原则3•商务谈判的作用4•重要性5•特征6•商务谈判三部曲7•谈判能力8•谈判技巧9•招标投标10•商务谈判案例分析商务谈判定义商务谈判（Business Negotiations），是指人们为了协调彼此之间的商务关系，满足各自的商务需求，通过协商对话以争取达成某项商务交易的行为和过程。
商务谈判原则双赢原则平等原则合法原则时效性原则保密性原则最低目标原则商务谈判原则案例分析商务谈判的作用商务谈判是企业实现经济目标的手段；商务谈判是企业获取市场信息的重要途径；商务谈判是企业开拓市场的重要力量重要性企业增加利润一般有三种方法：1、增加营业额2、降低成本3、商务谈判。
商务谈判是增加利润最有效也是最快的办法，因为谈判争取到的每一分钱都是净利润增加营业额，最直接，但也最难，同时广告费用，并购费用，工资也会增长，导致营业额增加，利润不一定同步增长特征❑以经济利益为谈判目的❑以经济利益作为谈判的主要评价指标❑以价值谈判为核心❑商务谈判注重合同条款的严密性与准确性商务谈判三部曲1. 申明价值，阐明真正需求此阶段为谈判的初级阶段，谈判双方彼此应充分沟通各自的利益需要，申明能够满足对方需要的方法与优势所在。
因为你越了解对方的真正实际需求，越能够知道如何才能满足对方的需求；同时对方知道了你的利益所在，才能满足你的需求。
2. 创造价值，寻求最佳方案此阶段为谈判的中级阶段，谈判中双方需要想方设法去寻求最佳的方案，为谈判双方找到最大的利益，这一步骤就是创造价值。
3. 克服障碍，达成最终协议此阶段往往是谈判的攻坚阶段。
谈判的障碍一般来自于两个方面：一个是谈判双方彼此利益存在冲突；另一个是谈判者自身在决策程序上存在障碍。
前一种障碍是需要双方按照公平合理的客观原则来协调利益；后者就需要谈判无障碍的一方主动去帮助另一方顺利决策。
business negotiation 商务英语谈判
Do you think there is something wrong with the contract? • 你认为合同有问题吗？
We'd like you to consider our request once again. • 我们希望贵方再次考虑我们的要求。
We'd like to clear up some points connected with the technical part of the contract. • 我们希望搞清楚有关合同中技术方面的几 个问题。
• 如果您把质量考虑进去的话，您会发现我 方价格是合理的。
We guarantee quality products which can stand fierce competition. • 我们保证提供能经得起激烈竞争的高质量 产品。
I still have some questions concerning our contract. • 就合同方面我还有些问题要问。
不同商品需要不同的包装。
• Different articles require different forms of packing.
包装费用未算在报价中。
• Packing charges are excluded in the quoted prices.
• The end !
我们将按合同条款交货。
• We'll ship our goods in accordance with the terms of the contract.
我们确信合同会顺利执行的。
• We are sure the contract can be carried out smoothly.
国际贸易实务chapter 9 Business__ Negotiation
Contents
9.1 Roles of business negotiation and preparation 磋商的重要性及磋商前的准备工作
9.2 Cardinal principles 交易磋商的基本原则
9.3 Procedures 交易磋商的程序
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9.1 Roles of business negotiation and preparation 磋商的重要性及磋商前的准备工作
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9.2 Cardinal principles of business negotiation 交易磋商的基本原则
Mutual benefits, Harmonious win-win 互惠互利、和谐共赢是交易磋商的基本原则。
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Notes 交易磋商应注意事项
1）加强沟通和交流并以诚相待。 2）要善于运用商务谈判的各种技巧。 3）精力集中，正确判断对方的真实意图。
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9.3 Procedures of business negotiation 交易磋商的程序
Business negotiation is an important part of conducting a deal. It plays a very important role in the conclusion and implementation of a sales contract.
Status enquires are made usually by applying to banks, chambers of commerce, or enquiry agencies for information needed.
信用咨询是一种书面请求，请求交易双方以外的第三方提 供交易对方企业的资信状况（financial position）、信誉 （credit）、声誉（reputation）以及一些交易做法 （business methods）等，这种资信调查通常向银行（可 以通过自己的开户行向其国外代理行或分支机构）、商会 以及一些资信调查机构进行，因为这些部门提供的信息相 对是可靠的。
商务英语论文Business Negotiation
How to make a Successful Business NegotiationGroup A Name: Number:AbstractBusiness negotiations, is coordinating the interests of relationship between the people and meet their own needs and to reach a consensus of an act and processes. Therefore, it must be rational thinking, to the interests of both sides involved to carry out systematic and detailed analysis. Language in business negotiations like Bridges, occupy an important position, it often determines the success or failure of the negotiations. In business negotiations except in the language must pay attention to the civilized terminology, a clear, sentence is smooth and fluent generous general skill. Requirements outside, still should master certain language expression of art. Language expression of art has its elegant, vivid and lively and infectious wait for a characteristic, in business negotiations has played an in important role. According to this law, rules and measures develop a negotiated solution is a business negotiation with the scientific –side. This must be taken seriously and to try to embody. Meanwhile, the business negotiation is a direct communication between people activities in such activities, the negotiators of the quality, ability, experience, mental state and so full of change factors and their spot to play on the negotiation process and results, but also has a great impact. This allows business negotiations have some unpredictable and difficult to grasp characteristics. The same elements of the negotiations, the same environment and conditions, different people to negotiate, the end result is often different. This fact shows that negotiations have been tricky. “Science”will enable the negotiators to do correctly, and the “skills”in order to enable the negotiators to do things better. Thus, in any business negotiations are inseparable from the use of negotiation skills. It is directly related to the economic and social benefits of the acquisition.Key words: Business negotiation; Language art; introduction; culture1.Introduction1.1Brief Introduction to Business NegotiationWith the high development of the economy, people in the modern society may have a chance to go on a business, so the word “Business Negotiation” is not strange to us any more. But for its real meaning, not every one has a clear understanding.In brief, business negotiation is a process that in order to coordinate the relationship between business and meet their needs, people try to find a final settlement of the dispute to reach an agreement and sign the contract through the consultation and the dialogue. There are three essential factors for business negotiation: participant of negotiation, subject of negotiation, environment of negotiation. Participant of negotiation refers to people of both sides involved in the negotiation. It is usually a negotiating team or a group instead of a person. Subject of negotiation is the issues which need to be discussed by both sides on the business negotiation, namely, the problems that both sides have the mutual interest and seek to resolve. Environment of negotiation refers to the objective conditions which are required in holding a business negotiation. What is more, any business negotiation includes three stages: the preparatory stage, the conducting stage and the stage of signing contract. Having perfect behaviour in three stages and winning the success of business negotiation are of great significance for both the enterprise and the negotiators.For the enterprise, business negotiation is an important part of the company’s core competence. In the fierce market competition, the success of business negotiation may directly or indirectly affect the survival of the enterprise.Compared with the enterprise, the business negotiation has more needs to the business negotiators. During the business negotiation, negotiators are usually on behalf of the enterprise to attend the negotiation, and their image represents the image of the enterprise. So the excellent negotiators not only can be successful in the completion of the negotiation, but also can win the reputation for the enterprise.International business negotiation can be understood as a process in which two or more parties belong to different countries or different cultures come together to discuss common and conflicting business interest benefit. The international business negotiation is more complex, because it encompasses unconscious forces of different cultural norms that may operate to undermine effective communication. Thus, in an international business negotiation, in addition to the basic negotiation skills, it isimportant to understand the cultural difference and etiquette, and to modify the negotiation style accordingly.1.2 Brief Introduction of Business EtiquetteThe etiquette, as one traditional moral excellence, has the historical inheritance and the eternal vitality. On the international business negotiation, there involves a lot of etiquette, but in fact it is the communication among the people, therefore we are used to call the business etiquette as an art of the communication among the commercial personnel.International business etiquette is the arts or activities’ rules that meet different cultures in long term process of business negotiation or communication.Business etiquette refers to the suitable etiquette standard used in the business. It is a process that showing the respects to the opposite party by the conventional procedure and method. The core of business etiquette is a code of conduct which has a certain restraint on our conduct of the business activities. Simply speaking, business etiquette is the universal demand to the businessmen of the personnel image and professional quality in the business.2. Cultural impacts on business negotiations2.1 The Definition of CultureFor the purposes of the study of international management, culture is acquired knowledge that people use to interpret experience and generate social behavior. Culture is the coherent, learned, shared view of a group of people about life’s concerns that ranks what is important, furnishes attitudes about what things are appreciate and dictates behavior.Hofstede, a scholar in cultural object, dean believes that culture includes four levels, the most exterior layer of known Symbols, such as clothing, language, buildings, etc., the human eye can easily see. The second layer is the Heroes, in a cultural force, it is largely representative of the hero where the culture of the national character. The third layer is Rituals; etiquette is to treat each culture unique representation of man and nature, such as the Chinese culture, the main location where the meal is very particular about the arrangements. The deepest layer refers to the Values, which is the culture in the most profound, the most difficult part to understand. Cultural differences in every aspect of culture, cross-cultural communication is also required on every aspect of culture.2.2 Impact of Symbols on business negotiations (mainly focus on the impact of different languages).To begin with, the impact of Symbols is manifested on the language communicating process of negotiation. The differences are obvious, though the language behaviors negotiators used are provided with higher fitness. People on earth use more than 3000 languages. Because few of us can be good command of more than one language, problems of communication are bound to occur in international business communication. One reason for such differences is that languages are based on the concepts, experiences, and views and so on. Proper use of the language is a sensitive cultural issue. Americans tend to exchange task-related information in business relatively frank and direct, with clear statements of needs and preferences. Generally, they openly express their disagreements and resort to aggressive persuasive tactics such as threats and warnings. And the French are verbally and non-verbally expressive. They love to argue, often engaging in spirited debate during business meetings. Asians, on the other hand, tend to be far more reticent or implicit and sometimes go to great lengths to save face or not to offend. Saving face and achieving harmony are more important factors in business dealings for the Japanese than achieving higher sales and profits.What’s more, the impact of cultural differences on negotiation also represented on non-verbal communication. Non-verbal signals differ by culture, and the differences can affect communication. For example, people from Americans who visit certain Asian countries are likely to view the fast, short steps taken by the inhabitants as peculiar or subservience or weakness. Similarly, Americans see standing up as the appropriate thing to do on certain occasions, whereas people from other cultures do not. Apart from that, as for our Chinese, an up-and-down movement of the head means yes and a side-to-side movement of the head means no. These movements may mean nothing at all or something quite different to people from other cultures. Some cultures, like our China’s, do not like touching, while people from other cultures that like touching will give you greetings ranging from full embraces and kisses to nose rubbing. If you can understand others from different cultures based on your counterpart’s standards, you can seize the opportunity to access the cultural style of others.2.3 Impact of Heroes on business negotiations（mainly focus on the nation characters）.Here I take two examples respectively from the Americans and Japanese.Americans make decisions based upon the bottom line and on cold, hard facts. They do not play favorites. Economics and performance count, not people. Business isbusiness. When faced with a complex negotiation task, Americans tend to divide the large task into a series of smaller task. Issues such as prices, packing and delivery may be settled one at a time. For them, progress in the negotiation is measured by how many issues have been settled. While in Japan, decision-making is quite different. Many Japanese companies still make decisions by consensus. This is a time-consuming process, another reason to bring patience to the negotiating table. So, quick answers to any question or problem are almost impossible. Besides, foreign businessmen negotiating with a Japanese company should avoid showing any kind of favoritism toward one individual or depending on a single individual. This will alienate the other managers.From the two examples we can draw a conclusion: overlooking cultural differences may lead to the failure of negotiation.2.4 Impact of Values on business negotiationsValues are the standards by which a culture actions and their consequences, they affect perceptions and can have a strong emotional impact upon people.In 1992, a delegation, consist of Chinese business negotiation representatives and other 12 experts in different fields, purchased about 30 million chemical equipment and technology from America. The Americans sent everyone in the delegation a souvenir after the first round of negotiation. The souvenir had a delicate package. However, when opening the gifts, they were shocked. There was a green golf cap in everyone’s box. The original meaning o f the Americans was to play golf after the agreement. They have no idea of what a green cap means to Chinese. The agreement was not reached, not because of their misbehavior but of their lacking in Chinese culture.Thus, we can see that values play an important role in business negotiations. Before negotiations, a negotiator should study the basic convictions that the people have regarding what is right and wrong, good and bad, important and unimportant.2.5 Impact of Rituals on business negotiationsReligions vary from country to country, district to district and folk to folk.In a celebration held during a negotiation in Qatar, the superintendent of a multinational corporation brings brandy to show his willingness of cooperation. As a result, he was driven off by the counterpart, who was a Moslem. It later made the company unwelcome in whole Qatar. Why? The reason is that drinking liquors is forbidden in Muslim doctrine.It should be realized that negotiators with different culture backgrounds havedifferent needs, motivation and beliefs. It is suggested to understand, accept, and respect the other party’s culture.3. Asked ArtNegotiations of the inquiry is figuring out each other's true needs, grasp each other's psychological status, express your opinion and solve problems through negotiations the important means. In daily life, ask is very artistic. For example, there are a cleric asked his father: "I in praying, may I smoke?" The request was flatly rejected. In another clergyman said: "I am in the smoking can pray?" Smoking request permission. Why, in the same conditions, an approved, another rejected? Reason is the question of artistic quality. Granted the reason is "in smoking when resting still remember the prayer, do not forget to worship god"; Have not been granted the reason is "pray heart not single-minded, using smoking to refreshing, for god not benchi ungodly". Actually, this is the question of art, which this aspect can ask, what can't ask, how to ask, what time ask, this in the negotiations are very important. So to achieve effective to ask questions, be about to master the art of questioning and skill.3.1 Clear the content of questionsAsk people should make clear above all to ask yourself what it is. If you wish to each other clearly answer your question, then you also will specific clear. Question normally only a word, therefore, must terms accurately and succinct, lest make people obscure, cause unnecessary misunderstandings. Question wording is also important because questions easily to make each other fallen intopredicament, cause each other's anxiety and worry. Therefore, in the wording on must discreet, cannot have stabbed each other, embarrassment each other's performance. Even if you are negotiations of decision-making characters, key person, also do not show their special status, show aggressive momentum, otherwise, the question will have the opposite effect.3.2 Mode choice questionsChoose briefquestioning way is very important, ask different perspectives, cause each other's reaction is different also, was the answer is different also. In the negotiation process, the other party may because of your questioning and feel pressure and restlessness. This is mainly due to the questioner problem is not clear, or give the other side with oppressive feeling, threat feeling. This is the question of strategic does not have the right. Meanwhile, in question, be careful not to mingled with a vague hint, avoid to put forward questions itself make you into an unfavourable condition.For example: some stores room management, coffee or milk just start waiter will always ask customer: "sir, coffee?" Or is: "sir, drink milk?" Its sales flatly. Later, theboss asks waiter for a change, "sir, ask method drink coffee or milk?" Results the sales ~. Because, the first kind ask method, easy get negative answers, and the latter is to choose the type, in most circumstances, customers can choose a kind of.3.3 Note that the timing of questioningThe questions of the timing is very important also. If you need to objective declarative speech for beginning, while you are using questions type's speech, is not appropriate. Grasp the opportunity is performance for questions, appear a conversation problem, should stay another's full expression again after asking questions. Early late questions will interrupt train of thought, but is not polite, also influence each other answer problem of interest. Master question time, still can control of conversation direction. If you want to be interrupted me from the topic, go back to the original topic, so, you can use ask, if you want others to be noticed you mention the topic, also can use ask, and through continuous questions, take each other guide to you wish conclusion.3.4 Consider the characteristics of the object questioningThe other question is concise, frank upright, Each other picky, goodness, questions will wrangle subtle; Each other shy, questions will be implicative; Each other questions will be tactful; impatience, Each other serious, ask questions to seriously, Each other and lively, can be witty questions.References: 李昆益《商务谈判技巧》2007/10/1张煜《商务谈判》2008/1。
商务谈判Business Negotiation
Wood:I see.But if you can ，please work out as soon as possible.
伍德：我明白，但如果可以的话，请尽可能地解决。
Simth:Thanks.We have finally reached a basic agreement on the problems that should be worked out.
史密斯先生：谢谢。对一些需要解决的问题我们终于基本上 达成了共识。
Wood:Both of us parties have made a great effort.
伍德：为此我们双方都做出了很大的努力
Simth:That is ture .It is time for us to sign the contract.
史密斯先生：是的，该是我们签合同的时间了。
Wood:I have been looking forward to this moment. I will fax the counter-signed contract to you later .Each of us has two formal copies of the contract,one in Chinese and one in English.Would you keep these two copies?
史密斯先生：谢谢。对一些需要解决的问题我们终于基本 上达成了共识。
Smith:Yes,that is ok.I understand your position.
史密斯先生：是的，没问题。可以理解。
Wood：That is all right.But our company must test the website each month,of course,this can give you the best level of service.
商务谈判英语怎么说
商务谈判英语怎么说商务谈判是指不同的经济实体各方为了自身的经济利益和满足对方的需要，通过沟通、协商、妥协、合作、策略等各种方式，把可能的商机确定下来的活动过程。
那么你知道商务谈判用英语怎么说吗?下面和店铺一起来学习一下商务谈判的英语说法吧。
商务谈判的英语说法：business negotiation商务谈判的相关短语：国际商务谈判 International Business Negotiate商务谈判的技巧 The skill of commercial negotiations国际商务谈判能力 International business negotiation商务谈判实训室 Business negotiation training room商务谈判的英语例句：1. Accounting, Business Negotiation, Marketing, English phraseology, vocabulary and other basic courses.会计、商务谈判、市场营销、英语语法、词汇学以及一些其它的基本课程.2. Begin the business negotiation according to the lowest price order.按最低价的顺序进行商务谈判.3. Commercial negotiations with customer leading to signature of Development Contract.开发合同签定前与客户之间进行所需商务谈判.4. The success of international business relationships depends on effective business negotiations.国际商务关系的成功建立取决于有效的商务谈判.5. To be able to interpret for fundamental business negotiation.能进行基本商务谈判口译.6. Prepare sales contract and be in charge of business negotiation independently.准备销售合同并独立负责商务谈判.7. This is a qualified business negotiators, that a must have.这对于一个合格的商务谈判者而言, 也是必须具备的.8. I have an important business negotiation with a company in Shanghai.我与上海一家公司有一个重要的商务谈判.9. English an international language, is an important tool for foreign business negotiation.英语作为国际语言, 是涉外商务谈判的重要工具.10. Business negotiation is actually a kind of economic activity through language.商务谈判实质上是通过语言进行的经济活动.11. The two large companies entered into business negotiations.这两大公司开始了商务谈判.12. Master communication and commercial negotiation.精通沟通和商务谈判.13. Good business negotiation ability and communication ability.良好的商务谈判能力、协调能力及沟通能力.14. What a fantastic wedding toste.第六节商务谈判高手之路.15. Functional skills in commercial negotiating.具备丰富的商务谈判技巧.。
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Steps in business negotiation
1. Claiming value 申明价值 2. Creating value 创造价值 3. Overcoming barrier to agreement 克服障碍 商务谈判以获得经济利益为目的，以 价值谈判为核心，注重合同条款的严 密性和准确性。
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Every six months, we would like to receive from you a detailed report on current market conditions and users’ comments on our products. 我们希望每半年收到一份关于市场情况 的详细报告和消费者对我们产品的评 价。
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Shadowing exercise
Listen to the recording. Repeat promptly after the voice. Put down the words to help understanding, and present it orally.
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Alternative interpreting
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4. counter-counter-offer
Your counter offer is much too low, especially considering the small amount of your order. 你方还盘太低，尤其对于你方的小额订 单来说。 We can’t make any allowance for this lot. 对这批货我方不能再让步了。
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Our offer is reasonable and realistic. It comes in line with the prevailing market. 我们的报价是合理的、现实的，符合 当前市场的价格水平。
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3. counter-offer
If you insist on your price and refuse to make any concession, there will be no much pint in further discussion. 如果你方坚持自己的价格不让步，我们没 必要再谈下去了。 To accept the price you quote would leave us only a small margin of profit on our sales. 接受你方报价将让我方获利甚微。
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significance
It may be difficult for negotiators to find words to express their exact meaning in another language. Therefore a good mastery of the counterpart’s language is very important.
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2. offer
I have here our price sheet on FAS vessel basis. The prices are given without engagement. 这里有我方以按装运港船边交货为准的 价目单，所报均为虚盘（ without engagement. 不负任何责任. ）。
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Cultural factors in business negotiation
1. 价值观差异 面子 VS 利益 2. 时间观念差异 迟到 VS 早到 3. 人际关系差异 集体主义VS个人主义 4. 谈判风格差异 笼统 VS具体 5. 谈判结构的差异 人多VS人少
Interpretation practice
Business Negotiation
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Contents of business negotiation:
inquiry offer counter-offer acceptance Among them, offer and acceptance are the two necessary stages which are required for formation of a sales contract.
6. compromise
I think that we should come to a compromise with each other in order to get the deal done. 我认为我们应该彼此作出让步以达成 交易。 We’d like to reduce the original offer slightly as a compromise. 我方愿将原价稍微降低作为让步。
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II. Agent and Terms of Payment
Common expressions Agency application 1.You can entrust us with the sole agency for your shirts in our country. 你方可以委托我们为你们衬衣在我国的 独家代理。
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The trade terms in business negotiation include:
1. the subject matter of the contract 2. the price of the goods 3. the liabilities of the seller 4. the liabilities of the buyer 5. the methods to prevent the occurrence of disputes and methods to settle any dispute
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中华人民共和国仲裁法 Arbitration Law of the People’s Republic of China 中国国际经济贸易委员会仲裁规则 Arbitration Rules of the China International Economic and Trade Arbitration Commission
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Things to be remembered
The degree of precision in language desired by either side may be complicated by cultural factors.
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To the interpreter
Beside some basic interpretation skills, interpreters must develop a knowledge of business English and trade terminology, but also understand the culture in which they are engaging in negotiations.
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Any amendment of the contract shall come into force only after the written agreement is signed by both of us. 合同的任何修改，在我们双方一致同意 签字后方可生效。
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Listen and work as the interpreter ---inquiry and offer
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7. Discussing the contract
We’d better draw up a rough draft to the contract then talk it over in detail at our next meeting. 我们最好起草一份合同草案，以便在 下次会议中着重讨论合同细节问题。
1. Bargaining 2. Agent and terms of payment 3. Packaging, transportation and insurance 4. Claim and arbitration 5. Technical transfer and bid
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Bargaining for the price
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2. If you sign an agency agreement with us, we will double your turnover. 如果你方和我方签订代理协议，我们 可以使你们的销售额翻番。
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Reply to agency application
Sorry, we have already several representatives of your products in your district. 很抱歉，我们在这个区域已经有几个销 售代表 Your experience in this field makes us believe that you can be a good agent. 你们在这个领域的经验使我相信你可以成 为好的代理商。
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conditions and requirements
To facilitate the extension of sales, you must advertise our products by means of TV and newspaper. 为了促销，你们必须在报纸和电视上 进行产品广告宣传。