英语商务谈判ppt课件
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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
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.
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
国际商务谈判英文版PPT-4 . Negotiation Process
4.2 CONCEPT AND DEFINITIONS
4.2.2 Internal and external dynamics
• Changes in negotiating position are often broug ht about by external factors
• Negotiating positions – the stands taken by eac h party on the various issues to be negotiated – can be influenced by both internal and exte rnal factors.
• In two-party negotiations, tradeoffs are between issues that are of high value to one party and lo w value to the other
• Some managers prefer to deal with issue bundle s during an international business negotiation
ct methods to gain information since direct questioning is thoug ht to be rude and insulting
4.3 ELEMENTS OF NEGOTIATION PROCESS
4.3.2 Information
4.3 ELEMENTS OF NEGOTIATION PROCESS
• Communication technologies can be powerful t ools in conducting international business, savin g time and money
国际商务谈判英文版PPT-11 . Dispute resolution
• Firms which are locked in serious post-contra ctual disputes often resort to formal dispute-res olution remedies, that is, litigation, arbitration, mediation
11.3.1 Post-contractual disputes
• Common reasons for post-contractual disputes to occur have been identified by researchers, includin g
– disputes about costs and prices – conflicting objectives of the partners – lack of contract or commercial management expertise – lack of transparency between supplier and client – mismatch of expectations between the client and the
• Concept and definitions • Types of conflict in negotiations • Importance of speed • Self-help actions • Impact of emotion • Role of third parties • Cultural factors • Intergroup dialogue
• Intergroup dialogue proceeds through a sequence of distinct stages:
11.3.1 Post-contractual disputes
• Common reasons for post-contractual disputes to occur have been identified by researchers, includin g
– disputes about costs and prices – conflicting objectives of the partners – lack of contract or commercial management expertise – lack of transparency between supplier and client – mismatch of expectations between the client and the
• Concept and definitions • Types of conflict in negotiations • Importance of speed • Self-help actions • Impact of emotion • Role of third parties • Cultural factors • Intergroup dialogue
• Intergroup dialogue proceeds through a sequence of distinct stages:
全套课件 国际商务谈判(英文版)
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• COMMENCE ROLE PLAY • FINISH ROLE PLAY • GIVING ASSESSMENTS OF NEGOTIATION SKILL
• COMMENCE ROLE PLAY • FINISH ROLE PLAY • GIVING ASSESSMENTS OF NEGOTIATION SKILL
国际商务谈判英文版课件
Paying attention to body language, legal expressions, and tone of voice can provide additional information
Non verbal communication
Repeating or summarizing what the other party has said can ensure that you have understanding their points correctly
Cultural factors in international business negotiations
04
Body language
Non verbal cues such as factual expressions, posts, and styles can convey messages that are just as important as what is said verbally
01
Course objectives
This course aims to provide students with the knowledge and skills necessary for effective international business negotiations
Course structure
Mediation
If necessary, a neutral third party can help resolve conflicts by facilitating communication and bridging cultural divisions
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
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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
买方的首次出价
卖方底价
.
❖Common ways to establish a quotation price:
❖Assess the market situation at home or abroad, the competitors’ price level, set a range of prices to quote;
.
Bargaining process
❖Key pgies for making
quotations; ❖2. indicators for the end of a bargain; ❖3. tactics and skills for making counter-
quotations ❖4. principles and strategies for making
compromises
.
❖The bargaining phase is the core and most difficult stage in the whole negotiation process.
❖Set a bottom line as the last line of defense in the negotiation;
❖Decide the initial level for the quotation. ❖The seller can ask a sky-high price; the
❖The quoters should consider their own interests and the demand and supply of the relevant commodity in the market.
.
价格谈判与价格谈判区间
买卖双方的价格区域
卖方的价格区域
最高报价
可能成交的区域
.
psychological pricing
❖Units of measurement: RMB-Euro/Dollar ❖3 Dollar--- 20 Yuan exchange rate汇率 ❖换算单位 kilo---pound
.
Guidelines for making a quotation
❖The principle of making a quotation in business negotiation is “to sell dear” or “to buy cheap”.
❖The seller should try to present his quotation at the highest price acceptable to the buyer; the buyer should bid for the lowest price bearable to the seller.
.
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.
❖Each side may modify its original objectives, establish a basic framework for the negotiation agreement, adjust its own strategies.
.
❖The negotiators’ ability to use their wisdom, strategies and skills in a correct, effective and flexible way will determine how well they can realize their final goals.
buyer can make a rock-bottom offer.
.
Quoting strategies
❖Be explicit and specific ❖be decisive and resolute ❖offer no explanation ❖use differentiation (区别报价法) ❖use psychological pricing(心理定价法) ❖use midway price changes……
.
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…
❖All negotiating parties confer about substantive(实质性的) issues and items.
.
❖In the bargaining phase, each negotiating party measures its own strength, intelligence and strategies against those of its counterpart.