商务英语谈判 chapter three
商务英语Chapterthree
回复函的写作原则
如果你能满足买方信中的全部要求， 如果你能满足买方信中的全部要求，尽量回复 If you can meet all the requirements of the buyer ,let him know ASPA.
真正如果只能满足部分的要求，首先告知对方你能做到多少，然后解释你能做 真正如果只能满足部分的要求，首先告知对方你能做到多少， 到的 If you can only meet part of the requirements , tell him first what you can do for him and then explain why you fail to do .
Unit Three Inquiries(询盘) 询盘)
Introduction
Generally speaking, inquiries fall into two categories: a General Inquiry and a Specific Inquiry.
In a General Inquiry (一般询价), the importer 一般询价) may ask only for catalogues, price lists, samples, sample books, or quotations, etc., in order to get a general idea of the business scope of the exporter. In a Specific Inquiry( 具体询价 ), the importer ( 具体询价) points out what products he needs and asks for a quotation or an offer for this item.
商务英语谈判3.1
Notes:
• • • • • • • • • • • • • • • • • • • 1.breeding 教养 2.prescribed 规定的 3.authority 权威 4.beneficial 有利的 5.partnership 合作关系 6.essential 基本的，必要的 7. impression 印象 8.trustworthiness 值得信任 9.corporate 公司的 10.norm 规范 11.acknowledgment 承认 12.indication 迹象 13.customary 习惯的，通常的 14.traditionally 传统上 15.acquaintance 熟人 16.individual 个人 17.potential 潜在的 18.representative 代表 19.prestigious 享有声誉的
What are we going to learn in this chapter?
1. Understand what business etiquette is 2. Find out the basic etiquette in business negotiation 3. Understand different business etiquette in different countries 4. Master the basic words and expression about business etiquette 5. Get some cultural knowledge about business etiquette
Ⅲ.Mini-presentation
Meetings
Meetings can be the most sensitive part in business transaction. So you should make mistakes as few as possible. You must arrive on time for meetings, but expect higher level executives to arrive up to a half hour late. Greet with a handshake and exchange of business cards after you arrive. Be relaxed and attentive in meetings, maintain good eye contact, and restrict use of hand gestures. And remember to sit with proper posture, especially ladies, never lift your leg up to cross your legs at the knee if you are wearing a skirt. More importantly, you’d better dress appropriately. You do not want to dress too much nicer or not nice enough to match the meeting. The general rule of thumb is always dress up one level if you are not sure.
商务英语谈判课本
Chapter Four Content of Negotiation (I) Anyone engaged in foreign trade knows that negotiation is a very important component in international business activities. As far as international investment, import and export of products, machinery and equipment are concerned, negotiation on international business and economy is a consultative process between governments, trade organizations, multinational enterprises or private firms. In short, it is a process between the buyers and the sellers, so negotiation is one of the important steps taken toward completing import and export trade agreements.4.1 Inquiry and ReplyIn international business activities, making inquiry is the initial stage of business negotiation between the buyers and sellers, the purpose of which is to seek a supply of products, service or relative information.Usually, the buyers make inquiries without any engagement to get information about the goods to be ordered. The sellers, however, can also make inquiries to get information about the goods to sold, without any engagement, too.The information wanted by the buyers or the sellers usually includes the following elements:The supply of commodities;The price;The catalogue;The packaging;The delivery date;Terms of payment and other terms concerned.Inquiry can be made orally or in written form.If the written form is adopted, the person who makes inquiries should remember to consider carefully to which the inquiries are to be sent and how many supplies or purchases are to be approached in one and the same region. Failure to take into consideration the relevant situation would lead to adverse effect on future transactions.When writing enquiry letters to your counterpart, there is on need to choose words and phrases carefully to draw th e readers’attention. A request for a price list or catalogue can be made in a single sentence. A request for a quotation of price and other trade terms may need a little longer description, which should be clear and exact. But remember there is no need for long, over-polite phrases and still less humbleness.If it is the first transaction between the parties concerned, the first enquiry letter should begin by telling the receiver how his name and address is known. Then, some generally information about your own business, such as the kind of goods handled, quantities needed or to be sold, usual terms of trade and any information likely to enable the suppliers or the buyers to decide what they can do for you, should begiven.Having received the enquiry letter, the receiver should study it with caution and reply the enquiry letter as soon as possible, telling them whether you could sell or buy.If in oral form, especially when the business relations have been established between the buyers and sellers, the inquiries and replies will be very easy and simple. What should be paid attention to is that both of them may have a friendly and cordial discussion according to what has been mentioned.4.2 Offer and Counter-offerIn many types of business, it has always been the practice for the supplier to make an offer directly to his regular customers and to others who may be interested in his goods, without waiting for an enquiry. But when the supplier has received an enquiry from the buyer and decide to sell the goods, he should make an offer to him.It should be pointed out that offer is different from quotation. Quotation is just an indication of price without contractual obligation, and it is subject to change without previous notice. We have learned that a proposal for concluding a contract addressed to one or more specific persons constitutes an offer if it is sufficiently definite and indicates the intention of the offerer to be bound in case of acceptance. So offer is a definite commitment on the part of the supplier.In business activities, when making an offer, orally or in written form, the following elements are usually included:The name, price, quality and quantity of the goods;The date of delivery and/or time of shipment;The terms of payment;The validity of the offer;Other terms concerned, such as packing, discount, insurance, etc.When a supplier promises to sell the goods at a stated price within a stated period of time, the offer made by him is called a firm offer. In making a firm offer, mention should be made of the time of shipment and the date of delivery, the mode of payment desired and the period for which the offer is valid. In addition, an exact description of the goods should be given. If possible, pattern or sample should be shown or sent.It should be noted that a firm offer, although not legally binding, is capable of acceptance, and once it has been acceptable it cannot be withdrawn and the offerer should perform the obligations stipulated in it.It is known that a reply to an offer which purports to be an acceptance but contains additions, limitations or other modifications is a rejection of the offer and constitutes a counter-offer. So, a counter-offer means a partial rejection of the original offer, and it also means a counter proposal put forward by the buyers or the offeree.In practical business negotiations, the buyers may not agree on theprice, packing, shipment or payment, etc. He may state his own terms instead. Such alterations indicate that business has to be negotiated on a renewed basis. Such being the case, the original offerer or the seller now becomes the offeree and is entitled to accept of refuse. In the latter case, he may make another counter-offer of his own. This process can go on for many a round until the transaction is concluded or called off.Sometimes, the sentence “Accept your offer subject to the following alterations……” may be used in answering an offer. Although the word “accept”is used, in fact, the offer is still rejected, because the offeree does not agree to the whole offer.In making a counter-offer, the party concerned should express regret at inability to accept, explain reasons for non-acceptance and suggest that there may be other opportunities to do business together in the future.4.3 Price and Placing ordersIt is known to all of us that price, which should be carefully considered, is one of the most important factors in the international business activities.Price is the money of other considerations exchanged for the ownership or use of a product or service. The products’price includes fixed cost, variable cost and expected profit. The fixed cost and variable cost of export products, however, means the total figure of production cost, selling cost, delivery cost, taxes and tariffs and some other unknowncosts.In any transactions, the buyer wants to buy cheap and the seller wants to sell dear. In order to get the expected target, the buyer or the seller should know the pricing strategies and other factors which can influence the price.As to the pricing strategies, there are three basic techniques of pricing export products, which can be indicated as follows:Cost-plus pricing;Marginal cost pricing;Break even pricing;Besides what have been mentioned above, the international and external factors which can affect pricing should be noted.International factors include:Marketing objectives;Marketing mix strategies;Costs;External factors include:The market and demand;Competitors’ prices and offers;In international business negotiation, because haggling is a common occurrence, the buyer or the seller should not ignore the following items, which can also affect pricing:Fluctuations of the currency used in the transaction;Terms of payment;Date of delivery;Packaging, etc;Everyone knows that negotiating price is a skill needing nerves of calm.Once given the factors affecting prices, the buyer or the seller is now ready to select a workable price. In any case, the price will have to be somewhere between one that is too low to produce a profit and one that is too high to result in any demand.In business discussion, even when the buyer has an advantage over the seller, because of overproduction, etc., and is accordingly able to dictate terms, such as lowering the price, quickening delivery date and so on, he should consider everything on the “you”attitude and give the reasonable price. Of course, when the seller has an advantage over the buyer, the same attitude should be adopted.Having finished negotiation price between the buyer and the seller, the former may place an order to the latter for goods needed on the price agreed upon between them. Once the order has been accepted by the seller, a purchase contract should be singed. After that, both parties are legally bound to carry out their agreement.When the binding agreement comes into force, the buyer’s obligations are:to accept the goods supplied, provided that they comply with the terms of order;to pay for them according to the terms agreed upon;to check the goods as soon as possible (failure to give prompt notice of faults to the seller will be taken as acceptance of the goods);When the binding agreement comes into force, the seller’s obligations are:to deliver the goods exactly of the kind ordered, and at the agreed time;to guarantee that the goods to be supplied are free from faults, of which the buyer could not be aware at the time of purchase.According to commercial law, if faulty goods are delivered, the buyer can demand either a reduction in price, or replacement of the goods, or cancellation of the order. He may also be able to claim damages.Chapter Five Content of Negotiation (Ⅱ)5.1 Packaging 包装It is known that packing is another important element which should be pay attention to by the buyers and the seller when negotiating any transactions, because neither of them like to have the goods shipped or received in a damaged condition. It is appropriate packing that could prevent or minimize the damage of the goods and could promote the sales. Therefore, in modern days, more and more people have come to realize the importance of packing.When discussing packing, the seller should keep the following in mind: ﹙1﹚T he buyers are under certain conditions entitled to reject the goods if they are not packed in accordance with his instruction or with the provisions agreed upon.﹙2﹚P acking should be designed to suit shipment requirements. In case of anomalies in packing, the master of the ship has authority to refuse to sign a clean B/L.Likewise, the buyer is empowered to refuse the acceptance of a B/L which refers to goods marked and branded not in strict conformity with the contract.﹙3﹚P acking should tally with the regulations in the country of destination, because some countries levy very heavy import duties on particular kinds of packing material.Besides what have been mentioned above, the seller should showsolicitude for the appearance and packaging of packing.The features of the packing should be:●Beautiful and durable;●Easy to handle;●Well suited for long distance shipment;●Proof against damage;●Waterproof /shake-proof;●Standardized.The appearance and packaging of packing should be:●Modern and attractive;●Small and exquisite;●Suitable for window display;●Facilitate marketing;In practical business activities, as far as the benefit of the buyer and the seller concerned, both of them should be familiar with the following items.⒈Packing ParametersThe main parameters that affect packing include the following:1)Value of the GoodsPacking depends on the value of the goods, that is, high value consignment usually needs more expensive than low value merchandise. Therefore, packing for valuable goods must be done professional to avoidany damage caused by transactions.2)Nature of the GoodsGenerally speaking, packing depends upon the nature of a products as well as the mode of transportation. For instance, cargo shipped in bulk requires little or no packing at all; small products are usually packed in standard-sized wooden or cardboard boxes; machinery or some heavy goods may need to be shipped in crates; commodities like sugar and coffee are usually packed in bags; and fragile goods should be done professionally.3) Rulers and RegulationsThis has particular relevance to dangerous cargo whose very nature calls for adequate and safe packing in line with strict regulations applicable both to sea and air transportation. Besides, in some countries, straw, wood and some other material are unacceptable forms of packing owing to the risk of insects being imported.4) Temperature VariationTemperature variation is another important factor which should be considered when packing, because some kinds of cargo that will have to undergo the temperature variation will face the danger of deterioration. 5)Cost of packagingWith the overseas markets becoming ever more competitive, the exporter is compelled to explore new methods of packing. The basic principle ofpackaging is to make packaging as light and compact as possible so as to keep freight cost down.⒉Marking of GoodsWhen packing is finished according to the packing instructions from the buyers, marking should be done on the export packages, which mainly include:●The consignees’own distinctive marks, which should include the name of the port of destination;●Any official marks required by authorities concerned, because some countries require the name of the country, there the goods are produced, the weight and dimensions, to be marked on every package.●Special directions or warning which should be stenciled on the package foe the benefit of the owner and the carrier.5.2 Delivery of GoodsWhen discussion the delivery of the goods, the negotiator should be familiar with the following contents:●Modes of the transportation;●Time of shipment;●Place of shipment and place of destination;●Partial shipment and transference;●Shipping advice;●Shipping documents.1.Modes of TransportationAlthough there are many modes of transportation in international trade, ocean transportation is still the most important mode at present.When the buyer and the seller negotiate the ocean transportation, the following items should be paid attention to: regular shipping liner transportation and charter transportation.(1)Regular shipping transportation: it involves the standard forcalculating premium, the liner’s freight tariff, the basic rate, the surcharge, the time of premium payment and the special discount for freight.(2)Charter transportation: it can be divided into voyage charter, timecharter and empty ship charter. Charter transportation cover charter party, rent or freight and the good shipped.2.Time of ShipmentWhen talking about the time of shipment, we should distinguish “shipment” from “delivery”. Under FOB, CFR, CPT and CIP, the time of shipment corresponds to the time of delivery, bur under DES, DEQ, DDU and DDP, the two are quite different, because FOB, CFR, CIF and so on belong to the constructive delivery, and DES, DEQ and so on belong to the actual delivery.When negotiating the time of shipment, the party concerned should know something about the stipulations of shipment time.(1)“Time shipment”means that an actual time of shipment should begiven, such as “Shipment during April and May”(2)“Shipment in the near future”refers to “prompt shipment”,“immediate shipment”, and “shipment as soon as possible”. Because these terms have different explanations in different countries and lines, the negotiators should refrain from using them so as to avoid misunderstanding.(3)“shipment without fixed time”means that the seller will ship thegoods with a certain time only after the payment of the L/C. under this stipulation, the following phrases are usually used:●Shipment within 30 days after receipt of L/C;●Shipment within 15days after receipt of remittance;●Shipment by first available vessel;●Shipment within 20 days after receipt of L/C, which must reachthe seller not later than 30th April.Besides what have been mentioned above, the parties concerned should pay much attention to the canceling date, the demurrage and the dispatch rate, which are also very important in negotiating shipping contract.3.Place of Shipment and Place of DestinationUnder CIF and CFR terms, the port of shipment and the port of destination should be stipulated in the contract. Under CPT and CIP terms, however, the place of destination and the place of the departure should be stipulated in the contract.But under FAS and FOB terms, the port of shipment should be stipulated in the contract, and FCA term, the place of departure should be stipulated in the contract. Although the terms mentioned above only refer to the port of shipment and the place of the departure, it is better to stipulate the port of destination or the place of destination in the contract respectively.4.Partial Shipment and TransportationBesides the time of shipment, the place of shipment, the place of destination, and the mode of transportation in the delivery clause of the contract, there are partial shipment and transshipment in it.(1)Partial shipment usually has the following three forms:●Not specify lots and quantity---the phrase “partial shipments to beallowed” can be used;●Specify lots but not specify quantity---the phrase “shipmentduring May, Jun and July in three installments” can be used;●Specify lots and quantity---the phrase “shipment during May andJune in two equal lots” can be used.(2)Transshipment should be clearly specified in the contract if it isnecessary, such as “transshipment to be allowed”, “transshipment atHong Kong to be allowed”, etc.(3)When partial shipment and transshipment are needed, they should bewritten down in the contract, such as “shipment on of before May 31st from Shanghai to Wellington, allowing partial shipment and transshipment”5.Shipping AdviceAfter making shipment, the seller is required to advise the buyer its effectuation(usually within 24 hours) no matter the transportation is concluded on FOB, CFR or CIF basis, so that the buyer can take necessary measures to take the goods and take out insurance. The required shipping advice usually includes:(1)the contract number and the L/C number;(2)the name of the commodity;(3)the quantity loaded;(4)the invoice value;(5)the name of the vessel;(6)the port of loading and the port of destination;(7)the date of B/L;(8)the date of departure;(9)The expected time of arrival at the port of destination.6.Shipping DocumentShipping document is a kind of main certificate, by which the sellerproves that he has completed his obligation of delivering goods, and on the other hand, the buyer pays for the shipment. If the shipping documents do not strictly conform with the terms of the L/C, the bank will reject them and refuse to pay, so great care is required on the part of export in preparing the shipping documents.The shipment documents required in shipment usually include:(1)bill of landing (B/L);(2)commercial invoice;(3)insurance policy or insurance certificate;(4)inspection certificate or survey report;(5)weight memo (note) and packing list;When discussing shipping documents, the person concerned should know something about the B/L, especially the Ocean B/L.The bill of landing is a document given by a shipping company, representing both a receipt for the goods shipped and a contract for shipment between the shipping company and the shipper. It is also a document of entitlement to the goods, giving the holder or the assignee the right to possess the goods.The ocean B/L usually includes:●shipped B/L or on board B/L;●clean B/L, unclean B/L;●straight B/L;●order B/L;●direct B/L;●transshipment B/L;●through B/L;●Freight prepaid B/L, etc.In a word, when shipping goods by ocean freight, the negotiators must take into account the following:(1) Arranging the port of shipment and the port of destination. Commonly, the seller chooses the port of shipment whereas the buyer decides the port of destination on the basis of mutual agreement.(2) Settling the time of shipment. To avoid future disputes in international trade, the time of shipment must be settled clearly between the buyer and the seller. When settling the time of shipment, the exporters should take every possibility into consideration, such as the supply of goods, international transportation, and external market quotations. The time of shipment should be made suitable to both the seller and the buyer.5.3 InsuranceWhen negotiation the marine cargo insurance, the parties concerned should be first familiar with the following content:●Perils Insured Against;●Marine Transportation Loss;●Types of Insurance.1. Perils Insured AgainstEach shipment in transit may run into various types of dangers. Generally speaking, the risks covered by insurance can be basically divided into two types---“perils of the sea” and “extraneous risks”.The perils of the sea include not only natural calamities such as storms, floods, earthquakes, lighting, etc. but also fortuitous accidents like fire, collision, explosion, stranding and sinking of the carrying vessels, and so on.The extraneous perils are usually caused by external factors, which can be divided into two---the ordinary and the special. The ordinary perils include the theft,pillage,leakage,shortage, rusting, contamination,and so on. But the special perils refer to war, strikes, import duty, rejection and failure to deliver, and so on.2. Marine Transportation LossGenerally speaking, losses on the high seas fall into two categories: total loss and partial loss.⑴Total losses: Actual total loss & constructive total loss;⑵Partial losses: Generally average & particular average;3. Types of InsuranceThe principle perils which the basic marine policy of the PICC insurance against under its Ocean Marine Cargo Clause are:⑴free from particular average (F.P.A.);⑵with particular average (W.P.A.);⑶all risks.These three perils are usually called “basic risks”, which are granted according to institute cargo clauses.Besides the “basic risks”mentioned above, there is another type of risk---additional risk, which can be divided into two---general risks and special additional risks.Generally speaking, general additional risks include:theft, pillage and non-delivery( T.P.N.D.);Fresh water and/or rain damage;Shortage;Intermixture and contamination;Leakage;Clash and breakage;Taint of odor;Sweat and heating;Hook damage;Breakage of packing;Special additional risks, however, include:war risk;Strikes;On deck;Import duty; Rejection;Failure to deliver; Survey at jetty risk;Fire risk extension clause.。
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。
商务英语谈判3-1
The more preparatory work is done, the more efficient the negotiation will be. The preparatory work for the negotiation consists of: --collecting related information --staffing the negotiation team --developing international business negotiation plans --making relevant physical preparation
3) acquiring knowledge of special import and export regulations concerning pebbles imposed in Japan and China 4) obtaining information of pebble prices on the domestic and international markets Result: 1) (Hong Kong Company learnt from its Japanese branch) --Japanese Company, based near Ginza, a busy street in Tokyo, was a hardware trading company of medium scale with 12 years of history.
Hong Kong Company got three kinds of mainland pebble samples from: Guangzhou: black and grey, as big as a fist, very hard Nanjing: white, some as small as pigeon eggs, some as big as duck eggs, very hard Dalian: grey and brown, coarse, not very hard The reply from Japanese company: Guangzhou pebbles: the best in quality but too big in size Dalian pebbles: the beach pebbles and there were something wrong when mixed with cement
商务英语谈判 unit 3
Common and Tough Interview Questions
Work in pairs. Give your answers to these questions listed on page 31-33.
Requirements
Job applicants hand in their resume to the company. Recruiters should read their resume carefully and interview the applicants. Keep a record of the applicant data for future assessment.
05
05
To introduce the next speaker if
appropriate;
02
To generally welcome all the guests, stating the name of the event and host and thank them for coming;
• What type of people would be suitable for the positions • What the company can offer to attract temporary staff
Part Five
Assignment
Model Job Interview
Part Two
Focus
I’m Qualified for the Job
Work in groups. Discuss the following points and prepare to report to the class.
商务英语Chapter 3参考译文及答案
2．货品：QWB-016锦缎电脑包
价格：宁波离岸价每只8.36美元
由于行情下跌，建议贵公司早日接受。
盼望早日得到答复。
马丁·克朗
Lette
尊敬的马丁先生：
兹收到贵公司3月7日要求让利五个点的邮件，非常感谢。
我们十分遗憾地通知您，由于上涨的人力成本，我们现无法给您这么大的折扣。坦白说，手工艺品市场目前仍然坚挺且有上升的可能性。因为在可预见的未来价格几乎不可能会下滑。
急盼复！
附言：可以有您的MSN号或/和skype号吗？
塞缪尔·陈
尊敬的陈先生：
我公司是加拿大主要的工艺品进口商之一。我在今年四月的第111届广交会上拿到了贵司的目录与您的名片。
现我们对贵公司的锦锻手袋，尤其是货号为QWB-012和QWB-016的产品十分感兴趣。希望您能基于每款五千的数量对上述两个货号报最好离岸价，以及最短的生产周期。
兹复，很遗憾，我处客户认为贵公司价格过高，且与本地现行市场水平不一致。贵公司可能了解，一些印度尼西亚商人正在削价销售。毋庸置疑，市场竞争激烈。
我们不否认贵公司锦缎手袋质量稍好，但差价决不至于高达5%。为促进贸易，谨代表客户还价如下：
1．货品：QWB-012泪珠状晚装锦缎手袋
价格：宁波离岸价每只4.56美元
Chapter 3
Learning Aims
学完本章，学生应能：
1．根据不同的潜在客户分清具体询盘与一般询盘；
2．熟悉询价单、报价单以及价目表；
3．提高还盘处理能力；
4．掌握商务谈判的信件的结构以及相关术语和表达方式；
5．熟悉一些工艺品的名称；
6．学会分析案例，并撰写商务谈判的信函。
Background Information
谈判商务英语
谈判商务英语Chapter 1:Dialogue one ,this dialogue is between jack who is pretty good at playing chess and his friend, a nextdoor neighbour, Mary, a member of the school chess club. Jack promised to play chess with Mary on Monday after school to help her get ready for a competition. if she did the dishes for him on Sunday. Marry did the dishes and now, Jack means to keep his promises.Jack: I'm going to the park to play baseball with the guys.Mary: But you promised to play chess with me this afternoon.Jack: Yeah, but that was before the guys ask me to join the team.Mary: So what?Jack:You know how much I want to be on the team ,and now there is an opening for me.If I don't go to practise today.They'll get someone else and I'll miss my chance.Mary:I don't care about baseball.You know I need to practice for the chess championship and you promised to help with me if I washed the dishes for you last Sunday, and I did.Jack:I know,and I will.Mary:When?Jack:After baseball practice.Mary:And then ,it'll be dinner time,then homework,and then your TVshow is on.You are going to break your promise.Jack:No,I won't.I'm going to skip TV tonight and work on your chess game with you if that's ok with you.Mary:Well,I'd rather do it the way we set up.But if you promiseto give me your best game,it's ok with me.Jack:No problem,I'll play as hard as I can and give you an extra game to say thanks.Let's listen again.Jack:I'm going to the park to play baseball with the guys.Mary:But you promised to play chess with me this afternoon.Jack:Yeah,but that was before the guys ask me to join the team.Mary:So what?Jack:You know how much I want to be on the team and now there is an opening for me.If I don't go to practice today.They'll get someone else and I'll miss my chance.Mary:I don't care about baseball.You know I need to practice for the chess championship and you promised to help with me if I washed the dishes for you last Sunday, and I did.Jack:I know,and I will.Mary:When?Jack:After baseball practice.Mary:And then ,it'll be dinner time,then homework,and then your TVshow is on.You are going to break your promise.Jack:No,I won't.I'm going to skip TV tonight and work on your chess game with you if that's ok with you.Mary:Well,I'd rather do it the way we set up.But if you promiseto give me your best game,it's ok with me.Jack:No problem,I'll play as hard as I can nad give you an extra game to say thanksDialog 2Jack and Mary are now grown up and dating.Their friendship is as strong as ever there's strong bond between them,so their dialog is relaxed and flows pretty freely.It's more like a married coupls than young dating to get to know each other.Mary:Let's have seafood tonight and then go see the new movie at Mall Cinema.Betsy told me it's a beautiful love story and I shouldn't miss it.Jack:Oh,Goodness, please not again.That's what we did last week.Mary:No,we didn'st week we went to see that movie about a man's struggle against mental illness.Jack:Right,it was a chick flick,just like this one,so what's the difference?没错,那是你们女生看的电影,这部也一样.哪里不同?Besides,this is the last week for the third movie in Destroyer series and I want to see that on a big screen.再说,《毁灭者》第三集这礼拜就要下档了，我希望能在大银幕上看这部电影。
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The Role and Qualities of CN
• • • • • • • • • Unify 使… 统一 Keep sth on track 使…正常 Discipline 纪律 Focal point 关注点 Subordinate 下属 Scope 范围 Realm 领域 Ethical 伦理的 Mixture 混合
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My advantage is that I am handsome, but my disadvantage is that the handsomeness is not so obvious.
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• 我的优点是：我很帅;但是我的缺点是：我 帅的不明显。
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Select Team Members
• • • • • • • • • • • Conductive Amid Distinct Bigotry Obscure Bigot Expense Observing Evaluation Bare Dissention 有传导性的 在其中的 不同的，清晰的 顽固 模糊的 顽固的人 费用 观察 评估 空的，光的 纠纷
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Choose Your Team
• • • • • • • • • • Primarily 主要地 Recap 重述要点 Precise 精确 Concise 简洁 Input 输入 Handle 处理 Unified 统一的 Counterpart 对手 Adjustment 调整 Disseminate 公开，宣传
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• To be fully prepared before negotiations, negotiators will have to take into consideration the following aspects: • The negotiation team • Gathering of information • Th外语教学与研究出版社
The Financial System
• The country‟s foreign exchange reserves • 国家的外汇储备 • The currency freely exchangeable within the territory and its restrictions • 货币兑换的条件和规定
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• 5 6 7 8
喜欢乱来 Likes to thrash about. 对自己的能力有自信 Proud of his power. 热血 Quick tempers. 容易动怒 Likes to fight.
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•
9 耐打 10 很能忍 11 很会忍耐 12 难缠 Capable of taking hits. Good perseverance. Good endurance. Highly persistent.
Chapter Three Phases of Business Negotiation
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Review
• Case Study Page 67
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Phases of Negotiation
• The Preparation Phase
• The Opening Phase
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Feasibility Study
• • • • • • • • Political and social background Social and economical analysis Detailed analysis Location and site Main cost Manpower Schedule implementation Financial and economic evaluation
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• The type of Letter of Credit used in the country • 该国可以使用的信用证 • The applicable tax laws • 适用的税法 • Restrictions on remittance of the final payment • 货款尾款的支付规定
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Select Team Members
• • • • • • • • • • Execute 执行 Priority 重点 Junior 年长的 Exactly 准确地 Undermine 损害 Excel 优于，胜出 Circumstance 环境 Set back 退却 Slightest 最少的 Deviation 偏离 偏差
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The Role and Qualities of CN
• • • • • • • • • • Cunning Indispensable Maneuver Delay Corrupt Incompetent Preconceived Mental Fatigue Disposition 狡猾的 不可缺少的 行为 耽搁，延误 腐烂的，变坏的 不能胜任的 预先形成的 思想的 疲惫 性情
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• Regulations on the payment of customs duties • 关税支付规定 • Other fees concerning the contract • 合同其他费用支付说明
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Analyzing Information
• Feasibility Study • A feasibility study provides technical, economic and commercial bases for decision-making. • A satisfactory feasibility study must analyze all the components and implications.
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• Procedures for obtaining payments in foreign currencies • 外币支付货款的程序 • The country‟s record on honoring payment obligations including delays • 该国对货款（包括欠款）的支付记录
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13 喜欢恶作剧 14 好奇心强 15 十分较真 16 喜欢神游 17 小心谨慎
Mischievous. Highly curious. Very finicky. Often lost in thought. Thoroughly cunning.
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• 18 有些自负 19 内心强大 20 有些固执 21 讨厌败仗 22 决胜心很强
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Choose Your Team
• • • • • • • • • Withstand 忍受 Wedges 楔子 Assignment 工作任务 Disrupt 干扰，使破环 Core 核心 Oversee 监督 Horizon 平行线，眼界 Prestige 威望 Peer 同辈
Somewhat vain. Strong willed. Somewhat stubborn. Hates to lose. Strongly defiant.
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• 23 对声音敏感 24 喜欢逃跑 25 非常挑剔 26 轻率 • 27 有点笨的
Alert to sounds. Likes to run. Very finicky. Impetuous somewhat silly.
• The Bargaining Phase
• The Closing Phase • Negotiation Skills
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3.1 The Preparation Phase
• The pre-negotiation stage starts from the first contact between the two sides whose interest in doing business with each other is shown.
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The Role and Qualities of CN
• • • • • • • • Substantial Practitioner Distraction Executives Diminish Asset Cloud Maintain the focus 大量地 从业者，实践者 注意力分散 行政主管 减少，减损 资产 遮住，笼罩 保持焦点
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Select Team Members
• • • • • • • • • • • • • • Cut out 切断 Stringent 严格的 Variety 种类 Ethic 伦理，道德 Specialized 专门的 Gamesmanship 比赛战术 Foresee 预见 Expertise 专门知识 Embody 体现 Cross-section 横断面 Compact 紧凑的，压缩的 Offset 抵消 Assemble 集合 Jigsaw puzzle 七巧板
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• • • • • • •
洁癖 neat/clean freak 控制狂 control freak 健康狂 health freak Reorganization Stress Syndrome 整理狂 慢性再整理压力综合症 邋遢鬼 messy people 吝啬鬼 cheapskate