商务英语谈判 3-mission 1定稿
商务英语谈判 2-mission 8定稿
BY WANG YANWEN OF XFU
CONTENTS
Starting Test for Negotiators’ Proficiency Assessment，Scoring Criteria，Scoring Chart & Negotiation Proficiency Scale 谈判能力测试计 分标准、计分表及谈判能力量表
PROGRAM ONE A General Introduction to Business Negotiation Mission 1 Procedure of Business Negotiation Mission 2 Forms of Business Negotiation Mission 3 Three Categories of Business Negotiation PROGRAM TWO Negotiation for Contract Terms Mission 1 Team Building for Negotiation Mission 2 Knowing the Enemy and Yourself Mission 3 Making a Negotiation Plan Mission 4 Start of Business Negotiation Mission 5 Quotation, Attack, Defense, Compromise and Draw Mission 6 Conclusion of Negotiation Mission 7 Negotiation Etiquette Mission 8 Adapting to Various Negotiating Styles Mission 9 Evaluation of the Negotiation Results PROGRAM THREE Negotiation for Contract Implementation Mission 1 Changes in the Payment Terms Mission 2 Changes in the Packing Modes Mission 3 Changes of Shipment Clause PROGRAM FOUR Negotiation for After-sales Service Mission 1 Claims Mission 2 Settlement of Claims
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.
英文版商务谈判
A是中国的卖方，B美国买方;咱们组是A公司成员Leader（L）:shi 主谈Marketing(M)：zhao Lawyer(LA)：ruan Financial(F)：时Technicist(T)：金显而易见，我们就是B公司成员：GM：卢(andy) Marketing Executive：小花Legal adviser：孙Financial advisor：王大花Professional: 康师傅L: Welcome to China, Mr. Smith We are pleased that you can come to China and make business negotiations with us. And I hope that we can achieve a win-win result.卢: Thank you for your warm reception. It will be excited if we can get a satisfactory result . OK, we would like to get the ball rolling（开始）by talking about prices.M: Shoot.（洗耳恭听）I'd be happy to answer any questions you may have. 曌: Your products are very good. But I'm a little worried about the prices you're offering.M: You think we about be asking for more?曌: That's not exactly what I had in mind. I know your research costs are high, but what I'd like is a 25% discount.M: That seems to be a little high, Miss. sweet. I don't know how we can make a profit with those numbers.曌: Well, if we promise future business-volume sales（大笔交易）-that will slash your costs（大量减低成本）for making the products, right?M: Yes, but it's hard to see how you can place such large orders. We'd need a guarantee of future business, not just a promise.曌: We said we wanted 1000 pieces over a six-month period. What if we place orders for twelve months with a guarantee?M: If you can guarantee that on paper, I think we can discuss this further. 卢: what’s about having a rest now? good rest, good spirit!TEN MINUTES LATERF: Miss. sweet, we have considered you advice carefully. But even with volume sales, our coats for the products won't go down much.曌: Just what are you proposing?F: We could take a cut（降低）on the price. But 25% would slash our profit margin（毛利率）.We suggest a compromise――10%.王: That's a big change from 25! 10 is beyond my negotiating limit. Any other ideas?F: I don't think I can change it right now. Why don't we talk again tomorrow?王：Sure. I don’t think our capital can allow we to make a deal in this price and this numbers.NEXT DAY曌：Mr. Zhao! sorry, we can’t accept the numbers you proposed; but we can try to come up with something else.M：Yeah, I hope so! and I hope we can make a concession to reach somemiddle ground.曌：I understand. We propose a structured deal（阶段式和约）. For the first six months, we get a discount of 20%, and the next six months we get 15%.L：Oh, no. we can't bring those numbers back to my company-they'll turn it down flat（打回票）.曌：Then you'll have to think of something betterM：How about 15% the first six months, and the second six months at 12%, with a guarantee of 3000 units?曌：That's a lot to sell, with very low profit margins.L：It's about the best we can do, Miss. sweet (pause) e need to hammer something out （敲定）today. If I go back empty-handed, I may be coming back to you soon to ask for a job. (Smiles)卢：(smiles) O.K., 17% the first six months, 14% for the second?!L：Good. Get it.康：How long is the quality guarantee period?T：2 years general. And we can guarantee that the quality is better.康：You know the competition is very serious now ,and we have to offer better service to customs. Could you extended the period ？T：We can guarantee that our quality is one of the best in the world. We have the advanced research and development ability. Whereas this is our first cooperation, we can extend it to 3 years.康: that’s good! thank you！LA：For it is the first time for us to do business. It will be better having a good way to discover the disputes may appear between us.孙：Sounds good! As the practices, we usually resolve the disputes with our partners visa arbitration.LA：En, arbitration is also a good choice for us. But we just believe the arbitration of international chamber of commerce.孙：Ok, international chamber of commerce is good.曌：We'd like you to execute the first order by the 31st.M：OK，Let me run through this again: the first shipment for 1000units, to be delivered in 27 days, by 31st June. The second shipment for 2000 units, to be delivered by 20 August卢：Fine , this deal promises big returns（赚大钱）for both sides. Let's hope it's the beginning of a long and prosperous relationship.L：Yes ,through two days negotiation I argue that we have reached a win-win result and we are very pleased to cooperate with you for a long time.卢：that’s true! what’s the good time for us to sign the contract.M: As our arrangement. You would have a visit to the Shaolin Temple, over there you will learn the nature of Chinese-kung fu. Then we can sign the contract tomorrow morning!卢: wonderful! It’s can not be better more。
商务英语谈判对话范文三人
商务英语谈判对话范文三人以下是一个商务英语谈判的三人对话范文：人物：1.John Smith，美国一家公司的销售经理2.David Lee，中国一家公司的销售经理3.Emily Chen，翻译员对话内容：John: David，很高兴能在这里与您见面。
我们非常看重这次合作机会。
David: 谢谢您的邀请，John。
我们也很期待能够与贵公司合作。
John: 我们了解到贵公司在市场上有着非常好的口碑和广泛的销售渠道。
我们希望能够借助贵公司的优势，扩大我们在中国市场的销售。
David: 我们也很欣赏贵公司的产品和技术实力。
我们认为通过合作，我们可以共同开拓更广阔的市场。
Emily: 那么，关于合作的具体细节，您有什么想法？John: 我们希望能够在未来的三年内，在中国市场销售我们的产品，并且希望能够在第一年内达到100万美元的销售额。
David: 这个目标非常有挑战性，但是我们相信通过双方的努力，一定可以实现。
我们可以先从签订一份销售代理协议开始，明确双方的权利和义务。
然后，我们可以制定一份具体的销售计划，明确销售目标和时间节点。
Emily: 听起来非常好。
那么在合作过程中，如果出现问题，我们应该如何解决呢？John: 我们可以通过定期的会议和沟通来解决任何问题。
我们可以每月举行一次电话会议，以便及时了解合作进展情况，并解决可能出现的问题。
David: 这是一个很好的建议。
我们也可以通过电子邮件和即时通讯工具进行日常沟通和交流。
此外，我们还可以在必要时安排面对面的会议，以便更好地沟通和解决问题。
Emily: 好的，那么最后关于合作的价格和利润分配，您有什么建议？John: 我们希望代理费能够占销售额的10%，并且希望在合作期限内保持稳定。
至于利润分配，我们可以根据销售额的比例进行分配。
David: 这个条件是可以接受的。
我们将尽力完成贵公司的销售目标，并希望通过合作获得更多的利润。
商务英语谈判教材
Let’s meet each other half way.
那我们各让一步吧。
Usually an offer will include the following:
1. name of the goods. 2.quality and specifications. 3. quantity. 4.details of prices. 5. discount. 6. terms of payment. 7. time of shipment. 8. packing
may include: price、 specifications 、 quality 、 packing 、 delivery time 、 payment terms etc.
贸易谈判口译
1. 询盘(inquiry) 在这个环节中经常用的句子有：
Can I make an inquiry? / Could you give us some ideas about your prices? / Will you please inform us of the prices at which you can offer the goods? / I hope to have your quotation for …?
A counter—offer is made when the prospective buyers find any terms and conditions in the offer unacceptable.
Sometimes buyers may take the initiative to make a bid to sellers. If the bid is not acceptable to the sellers, a counter—bid will be made subsequently.
商务英语谈判书面范本
The negotiation scriptGoods: clothesCompany name: Buyer: ABC trading company Seller: Jiangmen textile industry companyPart one: Before Negotiation ISituation 1: Arranging appointmentRole Taking:In order to confirm the number of people, the flight number and arrival time of the plane, Jayie, the secretary of Jiangmen Textile Industry Company calls the marketing manager of ABC Trading Company.A: Good morning, ABC Trading Company, Lily speaking. How can I help you?B: Good morning, my name is Jayie, the secretary of Jiangmen Textile Industry Company. Could I speak to Albee, the marketing manager of ABC Trading Company please?A: Certainly. Could I ask what it’s about?B: Yes. Next Tuesday your company’s negotiating partners will come to our company, so I want to confirm the number of people, the flight number and arrival time of the plane.A: OK, Jayie. Hold the line please. I’ll put you through.(Transfer the call to Albee)A: Albee, I’ve got Jayie, the secretary of Jiangmen Textile Industry Company on the line. Do you want to speak to her?C: Yeah. I’m waiting for the call.A: Right, I’ll put her through.C: Hello! Jayie, how are you?B: Hello! Albee, I’m fine. Thank you. Next Tuesday your company’s negotiating partners will come to our company, so I’m calling to confirm the number of people, the flight number and arrival time of the plane.C: There are 6 people will come to your company and all of them are women. The flight number is HTC45906 and the plane will be arrived in Guangzhou airport at 2:15 on Tuesday. By the way, we will stay for 3days.B: OK, let me check again .There are 6 people and staying for 3days. The flight number is HTC45906 and the plane will be arrived in Guangzhou airport at 2:15 on Tuesday.C: Yes, That’s all right.B: OK, thank you very much and I’m waiting for your coming next Tuesday.C: Thank you, see you next Tuesday.B: Good bye.S ituation 2: Receiving VisitorsRole Taking:A: Excuse me .Are you Miki?B: Yes. I’m Miki from ABC Trading Company.A: How do you do, Miki. It’s nice to meet you, I’m Emily fromJiangmen Textile Industry Company. I’m the secretary of marketing manager. This is my business card. On behalf of our corporation, I’d like to extend to you our warm welcome.B: How do you do, Emily. Now, let me introduce our team member, this is Smile, Albee, Angela, Leung and Ziazan.A: How do you do? Welcome to China. Our manager has assigned me to come to meet you.B: How is she?A: She’s fine. She sorry she can’t come to meet you in person because of an unexpected urgency, but he will be expecting you at the gate of the hotel you stay.B: Thank you, Emily. Thank you for taking the time to meet us at the airport.A: My pleasure. Buy the way, did you have a good flight?B: Just wonderful. Good food and good services. But the flight was awfully long.A: Oh, I think you must be very tired after the long flight.B: Yes, I’m rather. But we will be all right tomorrow and ready for business.A: Anyhow, I think you’d like to freshen up a bit and tak e a rest to overcome the jet lag .We’d better start for the hotel now.B：Yes, thank you. We are at your disposal.A: This way please. Our car is in the parking lot. I’ll go and bring it around. Would you please wait here for a moment?B: Ok, no problem.Situation 4: Showing AroundRole Taking:A:Good morning ,Miss Zou.Nice to see you. Welcome to Jiangmen textile industry company.B:Good morning ,Miss Ii . Nice to see you ,too.A:Thank you for coming today .You’ll understand our products better if you visit the plant . let’s tour the factory first, shall we ?B:That’s great ,you know , I have been looking forward to visiting your factory .Can you show us the way?A:That’s OK .This way,please.A:Welcome to our factory .Here is a brochure outlining the history and products of our company.B: Thank you .You are thoughful .B:Oh,your factory looks very busy.A:Since it is peak season now ,our factory is working at full capacity.B:what’s the usual percentage of rejects?A:Our rejection rate is less than two percent .B:Oh,may I ask any question about the technique?A:Sorry ,but I’m not familiar with that .I’ll ask our technist to expain it to you as soon as possible.B:Thank you for showing me around your plant and answering my question.Part twoOpening SpeechGood morning, ladies and gentlemen! Thanks for your coming today. Now that we are all here, let's begin the talk, shall we?First, let me introduce our negotiation team to you-（Kelvin Norris, our chief negotiator; Charles Collin and Marry Freely, our negotiation members.）The main objective of today’s negotiation is to discuss about the sales of clothes. There are three items to be discussed in the agenda. Firstly, the price. Secondly, terms of payment. And thirdly is the terms of delivery. It will t ake about one hour. Let's have the negotiation this way if you don'tmind. I expect that we can cooperate happily. Hope negotiations with success!Part three: Negotiation PerformingSituation 1: Description of goods:Role Taking:A: Excuse me, my name is Helen .I'm the researcher of the Jiangmen textile industry company.I’m doing a market research for a new product. Do you mind my asking you some questions?B: No. I don’t mind. Please fell free to ask.A: OK. The questions will be about skirt.B: Ask anyway.A: Which brand do you prefer?B: I don’t care of the brand. But the quality is the most important.A: Which material do you like, cotton or denim or fiber?B: Both ok! But I’ d rather have cotton.A: How long do you prefer?B: Mini or above-knee.A: Do you care about the price?B: Yes. Everyone wants to get more for his money.A: OK. That’s all. Thank you for your cooperation.B: You’re welcomeSituation 2: Price:Role Taking:A:Miss Young,i have studied your offer carefully and we find the price you quoted rather on the high side.B:Well.Miss leung,before we discuss prices.may i draw your attention to the cost of manufacture?Perhaps we could return to the question of prices later?A：Yes,go ahead.B:Here is a fact sheet to explain our costs of manufacture.You will see from the fact sheet year,our offer was based on reasonable profit,not upon wild speculation.A:But i believe we could sell your products well if you would agree to reduce price by 10%.B:I'm afraid not.That's our rock-botton price.We can't make any further concessions,but if you order 1000 units or more, you will receive a 5% discount.A:OK,i see.In view of our long-term business relationship,we can conclude the transaction with you.Situation 3: ShipmentRole Taking:A:Miss Ziazan, let’s have a word about delivery ,ok?B:Good! When can you make a delivery?A: Is this a rush order?B: Yes,is it possible to effect shipment during june?A：I don’t think we canB:Then when is the earliest we can expect shipment?A:By the middle of July .I think that is the best we can do.B:That’s too late, you know .Th e goods must be shipped before July we need it in a hurry.A:I’m afraid we can’t . It will be difficult for us to make this shipping date .B:As you know , July is the selling season for this commodity.If we miss the season , we’ll take a big loss.So I hope you will delivery goods in june.A: I understand your position .We’ll contract the manufactures and see if they can manage to delivery goods before July.B:That’s good . Thank you very much for your cooperation.A:Not at all. Let’s call it a deal.B:All right.Situation 4: Terms of paymentRole Taking:A: Well, we’ve settled the question of price and quantity. Shall we talk about the terms of pa yment? What kind of payment do you demand?H: We only accept payment by Irrevocable L/C payable against shipping documents.A: Could you make an exception and accept D/P?H: I’m afraid not. We insist one a letter of credit.A: Then, when do I have to open the L/C if I want the goods to be delivered in June?H: A month before the time you want the clothes to be delivered.A: Could you possibly effect shipment more promptly?H: The only thing we can do is to deliver the goods 25 days after we received your L/C.A: All right. I’ll open the L/C as soon as possible. I hope that the goods can be dispatched promptly after you get my L/C.H: You can rest assured of that. We’ll booked your order and inquire for the shipping space now.A: That’ll be fine. I appreciate your cooperation.H: I sincerely hope that the volume of trade between us will be even greater in the future.Part fourClosing SpeechThank you very much! I will make a conclusion briefly. Firstly, about the time of shipment, the goods will be shipped in June. Secondly, about the price, you gave us a discount of 10%. Thirdly, we placed 1000 units of the goods. Last but not least, we all agreed to pay by irrevocable L/C at sight against shipping documents.A: I’m so glad that we have reached an agreement on the negotiation. I think everything is ready for our signatures on the contract now.B: All right, since we have settled all the terms and both of us come out as winners. We hope that we will maintain our friendly business relationship in the future.。
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.
商务英语谈判 3-mission 1定稿
Mission 5 Quotation, Attack, Defense, Compromise and Draw
任务5 谈判局中
Mission 6 Conclusion of Negotiation
任务6 缔约
Mission 7 Negotiation Etiquette
任务7 遵守谈判礼仪
Mission 8 Adapting to Various Negotiating Styles
BUSINESS ENGLISH NEGOTIATION
BY WANG YANWEN OF XFU
CONTENTS
Starting Test for Negotiators’ Proficiency Assessment，Scoring Criteria，Scoring Chart & Negotiation Proficiency Scale 谈判能力测试计
任务8 适应谈判风格
Mission 9 Evaluation of the Negotiation Results
任务9 评价谈判结果
PROGRAM THREE Negotiation for Contract Implementation
项目三 合同执行谈判
Mission 1 Changes in the Payment Terms
任务1 变更支付方式
Mission 2 Changes in the Packing Modes
任务2 变更包装方式
Mission 3 Changes of Shipment Clause
任务3 变更运输条款
PROGRAM FOUR Negotiation for After-sales Service
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Mission 5 Quotation, Attack, Defense, Compromise and Draw
任务5 谈判局中
Mission 6 Conclusion of Negotiation
任务6 缔约
Mission 7 Negotiation Etiquette
任务7 遵守谈判礼仪
Mission 8 Adapting to Various Negotiating Styles
任务2 商务谈判形式
Mission 3 Three Categories of Business Negotiation
任务3商务谈判类型
PROGRAM TWO Negotiation for Contract Terms
ห้องสมุดไป่ตู้
项目二 合同条款谈判
Mission 1 Team Building for Negotiation
任务1 组建谈判团队
Mission 2 Knowing the Enemy and Yourself
任务2 知己知彼
Mission 3 Making a Negotiation Plan
任务3 制定谈判计划
Mission 4 Start of Business Negotiation
任务4 商务谈判开局
项目四 合同善后谈判
Mission 1 Claims
任务1 索赔谈判
Mission 2 Settlement of Claims
任务2 理赔谈判
PROGRAM THREE
Negotiation for Contract Implementation
合同执行谈判
Including
Mission 1 Changes in the Payment Terms 任务1 变更支付方式 Mission 2 Changes in the Packing Modes 任务2 变更包装方式 Mission 3 Changes of Shipment Clause 任务3 变更运输条款
分标准、计分表及谈判能力量表
PROGRAM ONE A General Introduction to Business Negotiation
项目一商务谈判概览
Mission 1 Procedure of Business Negotiation
任务1 商务谈判流程
Mission 2 Forms of Business Negotiation
BUSINESS ENGLISH NEGOTIATION
BY WANG YANWEN OF XFU
CONTENTS
Starting Test for Negotiators’ Proficiency Assessment，Scoring Criteria，Scoring Chart & Negotiation Proficiency Scale 谈判能力测试计
Pre-class assessment 课前评价
教师对学生的课前任务完成情况加以评价，以评 估学生对知识性学习内容记忆、理解和应用的程 度。方式由教师和学生自定。
Flipped class 翻转课堂
In-class goals 课堂学习目标
After completing the class tasks, students are expected to: -be able to attribute the success of changing payment terms to certain strategies and skills; -be able to apply the useful terms and sentences to making English dialogues about changes of payment terms; -be able to apply the strategies and skills as well as the useful terms and sentences to making a playscsript of a simulative negotiation for changes of payment terms.
任务8 适应谈判风格
Mission 9 Evaluation of the Negotiation Results
任务9 评价谈判结果
PROGRAM THREE Negotiation for Contract Implementation
项目三 合同执行谈判
Mission 1 Changes in the Payment Terms
任务1 变更支付方式
Mission 2 Changes in the Packing Modes
任务2 变更包装方式
Mission 3 Changes of Shipment Clause
任务3 变更运输条款
PROGRAM FOUR Negotiation for After-sales Service
Mission Changes in the Payment Terms
1
变更支付方式
Pre-class arrangements 课前活动
Pre-class goals 课前学习目标
After completing the pre-class tasks below, students are expected to: -know about the commonly used strategies for changes of payment terms; -know about the useful terms and sentences for changes of payment terms; -master when and where to apply the strategies and skills in changes of payment terms; -tell what strategies or skills are used in a certain case.
Pre-class tasks 课前任务
You are suggested to complete the following tasks by aid of the 达人锦囊 and the 过关秘笈 hereof.
-Please name the commonly used strategies in a negotiation for changes of payment terms. -Please list the skills commonly used when changes of payment terms. -Try to remember the useful terms and sentences for changes of payment terms.