商务英语谈判-4
《商务谈判英语》电子教案 Unit4
Unit 4 The Content of Negotiation1
Inquiries can be made in either oral or written form. If the written form is adopted, whoever makes inquiries should consider carefully to which regions the inquiries are to be sent and how many suppliers or purchasers are to be approached in one and the same region. Having received the inquiry letter, the receiver should study it with caution and reply the inquiry letter as soon as possible, telling them whether you could sell or buy. If in oral form, the inquiries and replies will be very easy and simple, especially when the business relationships have been established between the buyers and the sellers
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Unit 4 The Content of Negotiation1
Offer and counter offer
Offers and counter offers are the middle two steps of business negotiation. According to The United Nations Convention on Contracts for the International Sale of Goods（CISG) ,an offer is a proposal for concluding a contract addressed to one or more specific persons if it is sufficiently definite and indicates the intention of the offer or to be bound in case of acceptance
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。
商务英语初次见面谈判英文对话
商务英语初次见面谈判英文对话1. 介绍与打招呼A: Good morning. Nice to meet you.B: Good morning. Nice to meet you too.2. 自我介绍A: My name is John Smith, I’m the sales manager of ABC Company.B: I’m Lily Chen, the purchasing manager of XYZ Company.3. 介绍公司和业务A: Ourpany specializes in the production of high-quality electronics.B: We are a leading manufacturer in the textile industry.4. 聊聊和建立关系A: How was your trip?B: It was good, thank you. I’m glad to be here.A: Would you like a cup of coffee before we start?B: Yes, that would be great.5. 谈论商务目的A: We are here to discuss the possibility of a long-term business partnership.B: That’s exactly why we are here as well.6. 谈论产品和服务A: We offer a wide range of products withpetitive prices and excellent after-sales service.B: We are looking for reliable suppliers with high-quality products and good customer support.7. 谈判条件和要求A: We are willing to discuss the terms and conditions of the partnership.B: We have some specific requirements regarding the quality and delivery time.8. 提出建议和反馈A: We can offer customized solutions to meet your needs.B: It’s important for us to have a stable supply ch本人n andpetitive pricing.9. 结束谈话A: It was great meeting you. We will be in touch soon.B: Thank you for your time. We look forward to further discussions.以上是一段商务英语初次见面谈判的英文对话示例，希望对您有所帮助。
商务英语谈判 unit 4
• What is corporate culture according to Speaker B? • How important is corporate culture to employees in a company?
That's Our Company Culture
Work in groups. Share your views on the following questions.
Part Three
Public Speaking in Business
Dealing with Nervousness
Dealing with
Nervousness
Acquire Speaking Experience
01
04
Use the Power of Visualization
Prepare, prepare, prepare
Unit 4 Corporate Culture
Part One
Situational Practice
Dining with Guests
You are treating two business guests in a
Chinese food restaurant. You ask them what
Should companies always employ people with relevant work experience? (Why/ Why not?)
Is it important for companies to provide onsite perks such as break rooms, gyms, etc. for their employees? (Why/ Why not?)
商务英语情景对话-订购货物并进行砍价谈判
以下是一段商务英语情景对话，内容涉及订购货物并进行砍价谈判：John: Hello, Ms. Li. It's John from the United States. We ordered 1000 sets of your products last month and the quality was good. However, the price was a bit high. We would like to discuss the price with you.李女士：您好，约翰先生。
我是李女士，上个月你们订购了1000套我们的产品，质量还不错。
但是价格有点高，我们想和您商量一下价格。
John: Yes, Ms. Li. The price is indeed a bit high for us. We would like to order the same products at a lower price this time.约翰：是的，李女士。
对我们来说价格确实有点高。
我们希望这次能以更低的价格订购相同的产品。
Li: Well, Mr. John, the price has already been fixed after we negotiated with you last time. We can't reduce the price any more.李：嗯，约翰先生，上次和您商量后价格已经定下来了，我们不能再降价了。
John: Then, can you give us some discount? We plan to order more products from you in the future.约翰：那么，你能给我们一些折扣吗？我们计划将来向你们订购更多的产品。
Li: Mr. John, as I said, we can't reduce the price any more. But if you order more products, we can offer you some discounts on the original price.李：约翰先生，正如我所说，我们不能再降低价格了。
商务英语谈判案例
商务英语谈判案例分析Jay is a bissiness who works on gymnasium equipment，and it was the first meeting between yoyo and him. In just a few minutes of the conversation, yoyo felt that this big fellow with a straightforward appearance kept a mind of a cunning rabbit .Known that the guy was skilled in this way ,he took great care in the negotiation.In the first round ,their covercition was as follows:D: shall we start? R=Y oyoR: yes. I’d be glad to answer any questions you may have.D: Y our product leaves me a deep impression. But I'm a little worried about the prices.R: Don’t worry. Before we quote the price, plz tell us the exact quantity you want.D: I’m not sure still. I know your research costs are high, but I prefer 20% discount.R: No, no.no.you must be kidding. That’s a big cut, and it will make us no profit.D: if we promise future business that will reduce your costs for products, right?R: Y es, but it's hard to see how you can place such large orders. (Pause) We need a guarantee of future business, not just a promise.D: We said we wanted 500 pieces over a 3-month period. What if we place orders for 6 months, with a guarantee?R: If you can guarantee that on paper, I think we can discuss this further. But even with volume sales, our coats won't go down much.D: so, what are your propose?R: We could give you a cut. But not 20%,we can grant 10% at most, that’s the best we can do.D: That's a big change from 20! 10 is beyond my deadline. (pause) Any other ideas?R: I don't think I can make a decision right now. Why don't we talk again tomorrow?D: Sure. I must talk to my office anyway.I hope we can find some common ground on this.NEXT DAYD: yoyo, sorry to tell you that we cannot accept your quotation; let’s came up with some thing else.R: I hope so, jay. My aim is to negotiate hard on this oeder――but I'm trying very hard to reach some middle ground.D: I understand. We suggest a structured deal. For the first 3 months, we get a discount of 15%, and the next 3 months we get 12%.R: Dan, I can't bring those numbers back to my office――they'll reject it directly.D: Then you'll have to think of something better, yoyo.R: How about 12% the first 3 months, and the second 3 months at 10%, with a guarantee of 1500 units?D: That's a large numbers to sell, withsuch low profit.R: It's about the best we can do, jay. (pause) We need to figure something out today. If I go back empty-handed, I may be coming back to you soon to ask for a job. (smiles) D: (smiles) O.K., 12% the first six months, 10% for the second?!R: so,that’s the deal. D:yes,nice cooperation!（握手）In the whole process of the negotiatin ,Robert had always been taking advantages. He was cleat that in the Asia part ,his company was the best choice of opponents,and hold a hard attitude all the way in the negotiation.In the first ,it was Dan who came up with the topic of price and gave out more informations about price negotiating by which time he lost the initiative. While Robert did more better , in the first round ,when Dan came up with the idea of big deals he insisted on the point that he need a guarantee of future business instead of a promise. In this way ,Dan put forward a Concrete plan and agree to make a guarantee to win Robert’s agree to consult about the price.Later in the second round ,they had a fierce discuss on the final price .With a problem of cost ,Robert gave out a price which is too far away from Dan’s expectation and finally they agree to have one day off for consideration.By this time,Robert had got the idea of the boss that to be hard, this day off was time for Dan’s consideration. This action was intelligent and polite.Then the next day, indeed as expected,Dan reduced request again. Two different discount rates in two pierods. This time,their discuss didn’t comt to an agreement again time. Then ,Robert made a humous , If I go back empty-handed, I may be coming back to you soon to ask for a job. And finally achieved his purpose.Soon ,Robert turned to the Freight scale and asked for longer time to stock up which was nother big success. Besides what surprised us was the other result that Make it ten years, increase the unit price, and provide technology transfer.In the end , the negotiation was a total success that brount both Short-term interest and long-term cooperation program. Mr Robert succesfully used many skills in negotiation and won the victory of the game.A:为出口公司B:为国外进口公司场景一：价格谈判A和B开门走进办公室……A: please take your seat,---B:Thank you.A:After anttending our new product launch meeting,you must have a detail idea about our products,---.Now please let me know what kinds of flowers you are interested.(A递给B 一个产品目录册，B迅速地翻阅并作出标记)B:Y es,your flowers are pretty beautiful and leave me a deep impression.(A接过B递回的册子，翻阅)B:And I’d like to get the ball rolling by talking about the price.what prices will you offer for these I’ve marked?A:---,before we quote price please tellme how many flowers you are going to buy.B:for No.10 we’d like to phurchase 1500 units,No.20,1000 units and 1000 units for No.30.A:The usual price for No10 is 25 USD,for No20,35,and No30,50USD.they are all on the trade term of CIF Sydney.B:I think it’s unacceptable for us,you know the market has shrinked a lot during the economic ressesion period. A:we understand it,but you know these flowers are good for value.And they are newly cultivated after we tried a lot for genetic transplant.I believe you know the cost we spent.B:yes, I know that,---,it’s because of that ,I hope we can cooperate to open the market.If the price is reasonable, the large volume sales will be easy to reach,and that can remedy your large cost,right?A: (考虑片刻)Considering it’s the first time we do business and long-term cooperation in future, we can cut 1 USD for the price which we usual don’t do . B:1 USD? It makes no difference.we need more.and to be frank,we want the price to be 20,25 and 40 USD for each kind.A:No,no,no,I think you are kidding….---,that’s a big cut ,and it will make us have no returns.B:(表情严肃，犹豫片刻)Then how about 22,30 and 45 USD.A:That’s still leave us a little of margin,but increase 500 hundreds units for each kind,we can make it.B:That’s hard for us,you know it is a large size,and we can’t keep them for a long time.A:The season of large demand for flowers is coming,we guarantee the delivery within 1 month, that can be helpful for your quick sale. B:The delivery should be within 1 month, otherwise I cannot place the order. Now let’s reach some middle ground,you allow a 20% discount,I increase the order quantity by 500 hundreds units at that new price.A:20% discount? The policy regulates the maxium discount is within 15% in our company. And if you want to get the discount,the units you ordered have to overpass 2000 for each item.B:2000 units?we can’t take that many.Though you can’t offer us 15% discount,10% is ok.I hope you can accept it.---A:---,we can grant 8% at most,that’s the best we can do.A nd I ensure we have allow the prelivige for you.(A’s cellphone rings)A:Sorry,---,please allow me to spare a few minutes for answering the phone. B:please help yourself.(A走出办公室，B掏出手机打电话)B:hello,is that ---,this is --- calling from---C:Hi,---,this is ---,How is the business going?B:It’s tough.we are discussing price.Have you seen the brochures I sent.For No10,20 and 30,they offer us unit price of 20,25 and 40 USD on trade term of CIF Sydney with quantity of 2000,1500 and 1500 for each kind,and they also allow a 8% discount,but I want to win more.What’s your idea?C:I have checked that.they have a good reputation and quanlity products,and the price condition is also competetive,if you can’t go further,accept thatl.B:Ok,I get it.byeA接完电话回来A:Sorry,I’ve be delayed. It’s an important call from my gerenal mangage. Let’s continue.(拿着册子看了下)I ensure we have offered you our best price. AndI really hope we can begin our business relationship from this transaction.B:Y ou are a good negotiator,and I accept that.A:Great,that’s a deal.After a lon g negotiation,you must be tired.N ow let’s go to have a rest and drink some coffee.场景二：包装、支付方式、保险等条款A:---,we have decided the price, now let’s get down to some detail requirements of the products you order.First, we’d like to know how you would like the flowers are packed.B:For No.10 ,each bunch of flower should be packed in a clear transparent plastic bag ,each bag to a paper box, 100 boxes to a carton.we require the plastic bags should be in 7 different colors,and the quality of each bag should be grade AAA with degree of transparency of 100%.A:Grade AAA is large spend for us,we can’t meet your standard.The most we can do is to use gradeA.If you insist,we have to take 15 cents extra charge for each bag.B:If you can guarantee the quality and make sure each bunch of flower to reach customers without defections,I can agree that.A:Please don’t worry,---,we can guarantee.B:For No20 and No30,each pot of flower to a wooden box,each box should be moisture-conditioned.6 articles of No.20 and 6 aritcles of No30 to a wooden case.A:It will be a waste of wood,if you use box and case at the same time.we can use wood blocks to separate the flowerpots.B:No,I can’t agree.If having no case packing, the flowers are inconvenient to convey and easy to be broken.So please do as I say. A:Ok.And what’s the requirement for shiping marks?B:We need cartons and wooden boxes painting our company name for short,loading port and number.And of course,some indication marks,such as fragile,keeping upright should be put on. A:Anything more?B:I think no more. That’s all.A:I get it. For package,it’s setttled. Then let’s discuss something about payment. As you know for the first time we deal with business we usually accept letter of credit.B:Letter of credit is very complex and inconvenient, I hope you can change it to remittance. That will be more flexible.A:No, we can’t accept that. Though you are right, remittance is flexible, for us,it has more risk. It’s the policy in our company that we have to accept L/C when we are in business for the first time.B:But I’m afraid that if there’s many times of remedy for L/C,it will waste a lot of time, and we can’t get the flowers on the best occasion to sell. Then how about D/P?A:Sorry,---. We have to obey the regulation.B:But who will take the loss when you delay our time to sell the flowers?A:Perhaps. Then I have to go against the policy. 70% of the sales money should be paid by L/C, the balance by D/P. We can’t go further.B:Ok. What bank will be suitable for your negotiation?A:Bank of China quanzhou branch.B:Sorry, we have no business with bank of China,we usually choose HSBC for negotiation bank in China.A:That will be inconvenient for us. To draw the money, we have to go to xiamen.B:We will allow HSBC to transit its transaction to BOC. Is that ok?A:Alright.切换场景A给B端一杯咖啡…..B: Y ou have mentioned your price is based on CIF Sydney, but now we find that Sydney port not suitable for us to take the delivery. We’d like to change it to Melpomene[mel’pɔmini:].A:I’m afraid that there’s no direct voyage to Melpomene. If so, we have to deliver the flowers in transshipment. B:Transshipment is not allowed,neither is partial shipment. Perhaps you arrange it by charter.A:No,---,it’s a big c ost. We can’t do that. If you can undertake part of the charter fees, we can manage that.B:Is Perth ok?A:Perth is a good choice. Do you have any other requirement?B:We also need the insurance to be effected for 130% of the invoice value covering all risks as per ICC.A:130% and all risks? That will increase our spend. We usually commence 110% of invoice value.B:No, we need that. It’s usual our practice and none of trade companies have ever refused it.A:Let’s put the markup to 15%, reaching a middle ground, alright?B:At least 20%.A:Ok, 20%. And talk about document instructions?B:Full set of documents of ocean bill of lading in 3 orinigals and 5 copies, insurance policy, certificate original, and certificate of inspection, all certificate should mark credit number. A:Get it. Any more?B:It seems all are included.A:Let me check. Price, package, payment, insurance, documents. Y es ,all are well negotiated. Pleasehave a look.---B: (仔细看了下)All have been in the list. A:(起身，伸出手，同---握手)Thank you,---.I hope this is a very excellent begin of our business.。
商务英语情景对话---价格谈判篇
对话一：Tolerance makes space/One Step Back for Boundless Sky退一步海阔天空小明:It's difficult for us to push the sale（加否定词表示‘无法销售’）of your digital cameras nowadays.小红:What seems to be the problem? 小明:Price.Frankly, your price is on the high side. （charge top dollar要价最高/cost an arm and a leg 很贵，相当贵）小红:As you may have noticed,the price skyrockets in raw materials,so we're forced to adjust our prices accordingly. 小明:I'm sorry to say we have to close business at that price. Aren't we old friends?We've had a very good business relationship over the past years,I suggest you make an appropriate reduction. 小红:Well,in view of our good cooperation over the past years. let's meet each other half way（我们来个折中），I'll make a reduction by3%.对话二：Smith: What do you have there,Ms.Yang?Yang: Some of our new products.Would you like to have a look at the paterns? Smith:Yes,please.Yang: Here they are,MRS.Smith.Smith: I like this printed poplin.How much is it a yard?Yang:45 pence per yard. Cif London.Smith:Your price is higher than i can accept. Could you come down a little? Yang:What would you suggest?Smith:Could you make it 40pence per yard,CIF London?Yang:I'm afraid we can't.This is the best price we can quote.Smith: Let's leave that for the time being.Yang:Are you interested in our pongee?Smith:Yes.Please show me the latest products.Yang: Here it is.Smith:The quality is very good.But nowadays nylon is pushing this material out.Yang: I donot think so. We are sold a lot this month.Smith:Well, anyway, I'll book a trial order. The price?Yang: Same as we offered last time.Smith:What about the quantity?Yang:200 pieces for September shipment.Smith: All right.I'll take the lot.Yang: How about printed poplin,then?Smith: There's stall a gap of 5 pence.Will you give me a trade discount? Yang: Sorry. Can we meet each other half way?Smith: What do you mean?Yang: Let's close the deal at 43 pence per yard,CIF London.Smith: You drive a hard bargain,(意思是拼命讨价还价），but I'll accept this time.Yang:We will provide good service and quality.Smith: That will be deeply appreciated.Yang: Shall I make out the contract for you to sign tomorrow?Smith: Fine对话三：Jane:All right.Shall we get down to the price now? Joe:No problem.Our unit price for the hand-made straw mattress is 10$ per one. Jane:I think the price is a little bit higher; can you give me a discount? Joe:You know our product has a steady demand in market and the quality is excellent, the price is reasonable. If you place more than 1000 pieces, we’ll give you 3% discount. Jane:Well since this is the first transaction between us, we’d lik e to place a trial order of 1000 pieces to promote our relationships. Joe:Good.对话四：安妮:I've come to hear about your offer for bristles. 哈里:We have the offer ready for you. Let me see... here it is. 100 cases（箱）Houston Bristles, 57 mm, at 10 pounds sterling per kilogram, C.I.F(CIF是COST，INSURANCE，ANDFREIGHT，成本加保险加运费，后跟目的地) European Main Ports, for shipment in June 2001（2001.06交货）. The offer(报盘) is valid （有效）for five days. （注：按CIF术语成交，虽然由卖方安排货物运输和办理货运保险，但卖方并不承担保证把货送到约定目的港的义务，因为CIF是属于装运交货的术语，而不是目的港交货的术语，也就是说CIF不是“到岸价” 。
商务英语谈判 unit 4
Part Five
Assignment
Case Study
Some corporate cultures are demonstrated in terms of their slogans or brands of their company. Here are some slogans and brands of companies. Try to match the culture slogan to the name of the brand and think about more slogans representing cultures of the companies.
Should companies always employ people with relevant work experience? (Why/ Why not?)
Is it important for companies to provide onsite perks such as break rooms, gyms, etc. for their employees? (Why/ Why not?)
they would like to have and order the food.
Recommend some local specialties and describe
what they are.
Part Two
Focus
Talking about Corporate Culture
Work in groups. Discuss the following points and prepare to report to the class.
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4.1 Before You Begin
3. What event is suitable for corporate hospitality? Corporate hospitality event generally covers three distinct
English for Business Negotiation 商务英语谈判
Chapter 4 – Corporate Hospitality
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PART ONE PRE-NEGOTIATION
CHAPTER 6 Product
Description
CHAPTER 5 Company Description
the lunch table? 9. Can you give some examples to show the
taboos in corporate gift-giving in some cultures? 10. If you were to buy corporate gifts for your clients, what essentials should you consider?
hospitality”? 3. What event is suitable for corporate
hospitality? 4. What events are suitable for corporate
hospitality in your own city? 5. What “dining etiquette” is generally
Objectives
Identify achievable objectives for corporate hospitality and the critical factors in making corporate hospitality a success
Manage basics to formal dining Be familiar with the useful expressions in
Please learn this section before you begin learning this Chapter.
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4.1 Before You Begin
1. What is “corporate hospitality”? 2. What is the purpose of “corporate
Answers for reference
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4.1 Before You Begin
1. What is “corporate hospitality”? Corporate hospitality might be described as
those activities that are utilized at an organization’s expense to enable that organization to benefit from the entertainment of its customers, distributors, suppliers, journalists, investors, employees and other people who can help them in their business endeavors.
CHAPTER 1 Business Manners
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CHAPTER 4 Corporate Hospitality
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CБайду номын сангаасAPTER 2 Telephone
Calls
CHAPTER 3 Introductions and Greetings
2
CHAPTER 4 Corporate Hospitality
making and accepting invitations Learn the skills and key points in entertaining
business friends through cases and case analysis
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4.4 Words and Expressions
accepted in the western cultures?
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4.1 Before You Begin
6. What are the rules for the host on making a toast?
7. Why is business lunch popular in the west? 8. When is the timing for bringing up business at
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4.1 Before You Begin
2. What is the purpose of “corporate hospitality”? Some organizations aim at attracting new
customers while others offering rewards to existing customers. Some companies need to hold sales seminars, conferences, or product launches. Sometimes they have visitors from afar. It is recognized that reasonable and proper entertainment of selected customers, suppliers, prospective employees and business associates, is, at times, in the best interest of the corporation.