国际商务谈判课后翻译句子-肖云南主编
国际商务谈判(英文)chapter6 Counter-offer and its strategy
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6.3.4 Typical hardball tactics used to force the other party to make
(1)Excessively demanding (2)Emotional outburst (3)Tag-team tactic (4)Divide and conquer (5)Involving competition
L/O/G/O
International Business Negotiation
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Chapter6 Counter-offer and its strategy
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Teaching Objectives
After studying this module, you should be able to know:
【20-16-14-10】
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6.3.3 Eight patterns of making a concession in a negotiation
(5)Progressive decrease with a middle range【30-18-10-2】 (6)Progressive decrease with a large range【40-10-7-3】 (7)Decreasing progressively and increasing at the end【13-
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6.3.4 Typical hardball tactics used to force the other party to make
(6)Red face and white face routine(Good guy and bad guy routine)
国际商务谈判 Unit 05 Negotiating Price
Negotiating Price
Introduction
Price is one of the most important tasks in the course of clinching a deal, and sometimes it is the only factor that makes a difference in business negotiation. Price is directly related to the profits both the buyer and seller can obtain, which is the objective of most transactions. In some cases, the success in negotiating on price means the success of business.
Objectives
After completion of this unit，you should be able to： 1. Understand the important role of negotiating price and
setting the basic goal for price negotiation ; 2. Learn to use the language for price negotiation ; 3. Have some knowledge of the commonly used tactics in price
Learning Instruction
You need to know how to protect or maximize the interests of a seller or a buyer by using negotiating skills or negotiating psychology, which is also the most difficult factor. Some commonly used tactics of negotiation on price are included in this unit, which are making counteroffer, making concession, sticking to rock-bottom price, retreating in order to advance and attacking in order to defend etc.
国际商务谈判(英文)Unit 11 Check and amend the LC
Unit 11 Check and amend the L/C
4．Demonstrate with practical tactics how to urge the establishment of an L／C and ask for amendment to the L／C． 5．Master the language for urging the establishment of an L／C and asking for amendments to the T／c.
2020/12/11
Unit 11 Check and amend the L/C
Let’s how you have prepared: Task 3
• Open L/C 开立信用证 • Issue L/C 出具信用证 • Check L/C 审核信用证 • Urge establishment of L/C催开信用证 • Extend L/C 延长信用证 • Amend L/C 修改信用证 • Covering L/C 相关信用证 • validity of L/C 信用证有效期 • Stipulation of _L/C 信用证条款
Let’s conclude
• Relative knowledge Introduction.doc • Special terms Key Words.doc • useful expressions Check and amend the
LC.doc • Skills Negotiation Tips.doc • Assignment: Practice with the Cue Card.doc
1．The first message sent out should be a polite one saying the goods ordered have been ready，but the relevant L／C hasn’t reached you yet，or you have received the relative L／C but find some discrepancies in it and ask for amendments to it．
国际商务谈判(英文)Unit 05 Negotiating Price[精]
![国际商务谈判(英文)Unit 05 Negotiating Price[精]](https://img.taocdn.com/s3/m/90f61b543968011ca2009128.png)
1．Study the characteristics of the goods you handle． 2．Choose the correct method of expressing the quality of the goods． 3．In case of quality tolerance，choose the proper way to state it．
Unit5 Negotiating Price
Dialogue One Vocab.
swatch 样布；样品 sample cutting 样品的小样 plain 平纹织布
Unit5 Negotiating Price
Dialogue Two Vocab.
patterns 花型；花样 Polka dots 波尔卡圆点
3. Date of delivery (quicker and safer transmit can be the reason for buyers to compromise)
4. Who bears the duty to pay freight and insurance．
5. Discount on large quantity purchase
1．Sales by samples (by seller's or buyer's sample) 2．Sales by description (by specifications／grade ／standard)． 3．Sales by brand／trade mark／description／ illustration．
国际商务谈判第二版Effective negotiator
Scenery 2 Setting the agenda
2. Background information
(1) The people Andrew Carter : is Export Sales Manager for Okus IT. He is ready to make his opening presentation. Karen Black: is a Project Manager at Okus IT. She is expecting Francoise to set out the agenda for the meeting. Francoise Quantin: is the current IT Manager at Levin. She is very anxious about protecting the jobs of her IT team. Sean Morrissey: is from Levien’s Chicago office. He wants to establish a clear and strong position for Levien.
Francoise: There’s no need to hurry. Karen? Sean: Andrew, you’ll have another one? Andrew: Please. Milk, three sugars. Francoise : Sit down, please. Andrew: Are you missing the States, Sean? Sean : Yeah, I’m missing the kids and my wife. Andrew and I negotiated a deal in Dallas two years ago. Andrew: Yes, quite a marathon—thirty-six hours, wasn’t it? Sean : Andrew, if a job’s worth doing, it’s worth doing well. Francoise : Perhaps we had better start now. (Over)
国际商务谈判(英)课程商务谈判常用句型
商务谈判常用句型1.Would anyone like something to drink before we begin? 在我们正式开始前，大家喝点什么吧?2.We are ready. 我们准备好了。
3.I know I can count on you. 我知道我可以相信你。
4.Trust me. 请相信我。
5.We are here to solve problems. 我们是来解决问题的。
6.We’ll come out from this meeting as winners. 这次会谈的结果将是一个双赢。
7.I hope this meeting is productive. 我希望这是一次富有成效的会谈。
8.I need more information. 我需要更多的信息。
9.Not in the long run. 从长远来说并不是这样。
(这句话很实用，也可显示你的“高瞻远瞩”。
)10.Let me explain to you why . 让我给你解释一下原因。
(很好的转折，又可磨炼自己的耐心。
)11.That’s the basic problem. 这是最基本的问题。
12、Let’s compromise. 让我们还是各退一步吧。
(嘴里这么说，心里可千万别放松。
追求利润最大化是一种专业精神。
)13、It depends on what you want. 那要视贵方的需要而定。
(没那么正规的场合下说：那要看你到底想要什么。
)14、The longer we wait, the less likely we will come up with anything. 时间拖得越久，我们成功的机会就越少。
15、Are you negotiable? 你还有商量的余地吗?1、We are ready. 我们准备好了。
2、I know I can count on you. 我知道我可以相信你。
国际商务谈判常用句型和表达法W2-1
国际商务谈判常⽤句型和表达法W2-1Stock Phrases for IBN W2-11.Please correct me if I’m wrong. 如果哪⾥错了请纠正我下。
2.We appreciate what you’ve done for us.⾮常感激您为我们所做的⼀切。
3.Our concern is fairness. 我们是从公平⾓度来考虑的。
4.We would like to settle this on the basis not of selfish interest and power, but principle.我们希望从原则性的⾓度来解决这个问题，⽽不是出于私利和谈判优势。
5.Could I ask a few questions to see whether my facts are right? 我可以问你⼏个问题看看我说的是否正确？6.What’s the principle behind your actions? 您为什么那样做？7.Let me see if I understand what you are saying. 让我看看是否明⽩你所说的。
8.Trust is a separate issue. 信任是另⼀回事9.Let me show you where I have difficulty following your reasoning.让我告诉你我不理解的地⽅。
10.It’s been a pleasure dealing with you. 很⾼兴和你做交易。
11.--请问你们主要的出⼝商品是什么？--May i know the main items you export?12.--我们经营家⽤纺织品，如床单、床罩、浴⼱等等--Certainly. We deal in home textiles, such as bedsheets, bedspreads, bath towels and so on.13.-你们经营桌布吗？--Do you handle tablecloths?14.-做的，那属于我们的业务范围。
国际商务谈判(英文版)(doc 10页)
国际商务谈判(英文版)(doc 10页)封面Fashion creative companyname作者：日期：邮箱：2Business Negotiation – Lesson 2 Chapter 1Slide 1One of the most important things to remember in business is to never make enemies. You don’t have to love everyone, but if you dislike someone make sure you don’t show it. Your enemy today may be your boss tomorrow.Slide 2The basic principles of negotiation are:- communication, negotiable issues, common interests, give and take, trust and to be a good listener.Slide 3The most successful negotiation ends with a win-win solution. Both parties must feel as though they have gained something. Both parties must negotiate towards a mutual gain.Slide 4Before negotiations begin, both parties should know the following six details:- why, who with, what, where, when and how they negotiate. Slide 5Negotiation is a process of exchanging information between two sides and both sides try to understand each other’s points of view. Both parties know that they have common and conflicting objectives, so they try to find a way to achieve a common and helpful objective that will be acceptable to them both.Slide 6In summary: common interests must be sought. Negotiation is not a game. In a successful negotiation, everyone wins something.Slide 7Succ ess isn’t winning everything –it’s winning enough. Slide 8In negotiation, both equality and mutual benefit are very important. Both parties are equal in status. They have equal rights and obligations. Remember that in a successful negotiation, each party must gain something or there is no reason for the other party to participate. Both parties should prepare well for the negotiation and be ready to satisfy the other party’s needs on an equal basis.Slide 9Through negotiation, both parties are seeking an arrangement of a business situation. The purpose of this is to seek a win-win situation instead of a win-lose one. It is through sincere cooperation that this result can be made.Slide 10Sincerity is very important for a negotiator’s style. Develop trust between the two parties. Treat others as you want to be treated, this will promote the negotiation and get successful results.Slide 11 Keep it flexible and fluid. Do not be too rigid in what you want to give, and in what you want to take. All negotiations are a process of constant thinking, exchanging information and continuous giving. Before negotiation try and work out what the other party might be thinking, what their needs may be and what their tactics might be.Slide 12 During negotiation, it is very easy for conflicts to happen. It may be that one side wants to take more than what they give. When this happens, either side may break out of the relationship. Thisis a lose-lose situation. It is in both parties interests to find ways to minimize their conflict to achieve a win-win situation.Slide 13 Most business negotiations take place between suppliers and purchasers (sellers and buyers).A supplier cannot exist unless he has a purchaser.Slide 14 Of course in negotiations both parties want to give as little as possible, and to take as much as possible, gaining as much profit as possible in the process. So during negotiations both parties usually give only a little at a time.Slide 15 Both parties must be flexible and make changes during negotiation as required by the situation.Slide 16 Negotiators need to be cooperative and dedicated, to find the best solution possible, insteadof just being concerned with their own needs.Slide 17 In negotiation, both sides must try to reach an agreement that maximizes their own outcome. This may lead either side to be concerned only with their own gain and ignore the needs of the other party. Remember that most business relationships last for a long period of time, so it is beneficial for both parties to gain a win-win situation and continue the business relationship.Slide 18 The three stages of negotiation are:-pre-negotiation, during negotiation andpost-negotiation.Slide 19 The pre-negotiation stage begins from the first contact between the two sides. This is when they show interest in doing business with each other. During this stage the gathering of information will determine the success or failure of the negotiation. The information to be gathered by either party should include:- the market, policies, regulations and financial background.Slide 20 The second stage of negotiation (during negotiation) has five phases through which it must proceed. They are:- exploration (finding out what the other party want), bidding (giving), bargaining, agreeing and making it official (contract).Slide 21 The third stage is post-negotiation. At this stage, all the terms have been agreed upon and the contract is being drawn up, ready to be signed.Business Negotiation – Lesson 4 Chapter 2Slide 1Title page - Today we are working on chapter 2.Slide 2Proper Behaviour in Business Negotiation. People always make assumptions before negotiation and try to guess what the other party are assuming. Assumptions may be true or false, they need to be verified. Listening, talking, inquiring and observing are very important for a successful negotiation.Slide 3Hidden Assumptions. We sometimes place ourselves at a great disadvantage with hidden assumptions about what other people’s motivati ons and actions might be. Don’t assume you know everything about your opponents.Slide 4Listening. Listening carefully to the words spoken by the other party is very important. You must understand what the needs of the other party are. Paying attention to phrasing (the vocabulary they use), their choice of expressions, the mannerisms of speech and the tone of voice they are using. All of these elements give you clues to the needs of what the other party wants.Slide 5The barrier of listening. Some topics are rather difficult and hard to comprehend, do not get distracted, stay focussed. If necessary ask the speaker to repeat something that you have missed or do not fully understand. When you are taking notes, concentrate on the concepts and principles first and then if you have time, write down the facts.Slide 6Active listening. When someone is making a point or presenting an opinion, do not interrupt until they have finished speaking. Then you can ask them to repeat any parts that you didn’t understand.Slide 7Negotiation language. You should only communicate the points needed, to encourage the action your party desires.Your party should be informative, to support only the details necessary to make your offer clear. Keep your sentences simple. Your presentation should be fair and consider both the pros and the cons. Your presentation should be cooperative and friendly, not argumentative or hostile. It should emphasize the positive points, not the negative points.Slide 8Aspects to be aware of. Listeners judge you by how you talk. Your speaking voice is one of the first impressions people have of you. A person may be characterized as friendly if his or her voice sounds warm and well modulated. If someone has a flat monotonous voice they will be judged as dull and boring. Do not talk too fast or you will give the impression that you are nervous and not confident. Slide 9Asking questions. In an appropriate situation you should ask the other party “What do you want from this negotiation? What are your expectations? What would you like to accomplish?” Be quiet after asking a question, encourage others to talk as much as possible so youcan gain more information. When you ask questions, make sure you listen to the answers.Slide 10Answering questions. Always give yourself time to think about the question being asked. Never answer until you clearly understand what is being asked. Do not be embarrassed to ask them to explain the meaning of their question. Before negotiations begin, anticipate what questions may be asked, so that you can plan your answers before the negotiation.Slide 11Observing. Besides listening to the other party in an attempt to learn their desires and needs, you must also closely observe their gestures. Body language and gestures are very important. Our entire bodies, including our head, arms, hands, fingers and even our posture can convey a message. Slide 12Eye contact. A person who looks away a lot while listening to you is showing that they are not happy with with you or what you are saying.Slide 13 The mouth. When you meet or greet someone, you should do so with a warm, genuine smile.Slide 14Hands. What you do with your hands is a very significant form of body language. Your handshake reveals clues to what you really think of someone. A firm handshake gives the impression of confidence and seriousness. The weak handshake has no energy at all and suggests a lack of confidence, interest and warmth. If the other party puts both of his/her hands on the table and he/she leans forward, it means they are confident and ready to get down to business.Slide 15 The nose. Touching the nose or slowly rubbing it usually means someone has doubt in what they are saying and maybe it could indicate that this person is lying.Slide 16 The legs. A person whose legs are crossed, and who is leaning away from you is probably very competitive. If someone has their legs crossed and their arms crossed they will be difficult opponent.If the person has their legs crossed and they are swinging the top leg it means that they are probably bored with your ideas and opinions. If someone likes you or your ideas they will lean forward slightly in a relaxed manner with a slightly curved back.Slide 17 The Feet. A person whose toes are turned towards each other (pigeon toed) or tucked under the chair is very timid or scared.Business Negotiation – Lesson 6 Chapter 4Slide 1 Title Page– Today we will work on chapter 4.Slide 2Preparing for Negotiation. A successful negotiation is determined by its preparation. Thinking beforehand about who you are going to meet, what is going to be discussed, and what will be the best approach is very important. Good preparation has an impact on the opening stages of a negotiation, which sets the tone for the rest of the meetings.Slide 3Scheduling the first meetings. The first impression each side makes will most likely have a major effect on the style, progress and eventual outcome of the negotiations. Scheduling the first round of meetings is an important task for both sides and should be handled in a manner that preserves the professionalism of all the attendees. Arrive to the meeting promptly and be prepared to get right to work.Slide 4Setting the agenda. From a communication point of view, the process of structuring and controlling a negotiation focuses on the importance of setting an agenda and a procedure for the meeting. The agenda includes the order of the issues to negotiate and its main negotiation methods like what to negotiate first, what others to negotiate later and what is the final goal to attain etc. Slide 5Negotiating Agenda. An agenda pay be presented by one side or prepared by both parties, or each side may prepare a general agenda and a detailed agenda. The general agenda is presented to the other side, and the detailed agenda is for your own use. Attention should be given to the various issues to be discussed so that strategies can be developed. The issues might be listed so that the major ones are discussed first. This will prevent wasting time on minor issues and to make sure of leaving sufficient time to discuss the major ones.Slide 6Preparing for negotiation. Do your homework. Successful negotiation results are directly related to its smooth implementation and will bring enormous results.Slide 7Establishing Objectives. The objective is the prerequisite of a negotiation. Under the guidance of clear, specific, impersonal and feasible objectives could the negotiation be in a positive position.Key elements of negotiation objectives are:-Who can contribute to this negotiation, who will be affected by this negotiation, what are the maximum and minimum targets to seek. Minimum targets means the targets or benefits we would never give up, in other words there is no room for bargaining. Maximum targets are the targets or benefits we could think of giving up under critical conditions.Slide 8Key elements of negotiation objectives (cont.) When would we like to conclude the negotiation, where is the best place for the negotiation, why has the other party chosen us to negotiate with, what concessions are we willing to make and what concessions will the other party be likely to make.Making the objective of a negotiation rigid might cause the negotiation to breakdown. An alternative method of formulating objectives might be to keep them fluid so that the expectations can change with the circumstances of the negotiation.Slide 9Issues and positions. Any information upon which there is disagreement can be organised into the negotiation issues. Issues are the things on which one side takes an affirmative position and the other side takes a negative position. Issues should be realistic. It is important that we should try to negotiate problems rather than our demands. Our demands are only a one-solution approach to the problems. There may be other solutions. It is said that your bargaining position should conceal (hide) as well as reveal (show), and as negotiations continue, concessions alternate from each side.Slide 10Meeting places. Should you conduct the negotiation in your office, or should you go to the other party’s home ground? The general rule is that you perform better on your own home ground. A negotiator on home ground is more assertive and more confident. In contrast a negotiator that is a guest on the other party’s home ground may feel subordinate. The fairest for both parties is to meet on neutral territory where no one will have the psychological edge.Slide 11Opening the meeting. Good negotiating atmosphere is better to be formed at the very beginning of the negotiations. Therefore, both parties should seize the occasion of the first meeting when doing self-introduction or being introduced. Try to behave gracefully and speak clearly to make the impression of being kind, natural and honest. Exercises from bookBusiness Negotiation – Lesson 9 Chapter 5Slide 1Title Page – Chapter 5Slide 2The Bargaining Process.The pattern of bidding and bargaining is seen by many people to be the core of the negotiation process. Almost all the negotiations have something to do with bidding and bargaining. The bargaining process is normally very intense. Both sides are trying to move to their own advantage. Or if it is not possible to cut the cake so that both parties get what they want, then they bargain in such a way that the dissatisfaction will be equally shared between them.Slide 3Bidding.The opening bid (price) needs to be ‘the highest’ because:- our first bid influences others in their valuation of our offer, a high bid gives room for manoeuvre during the later bargaining stages, the opening bid has a real influence on the final settlement level. The more we ask, the more we will achieve.Slide 4Bidding (cont.). You must be able to justify your original bid, you should not only seek to gain as much as possible but you also take the other party into consideration. Putting forward a bid that unrealistic and cannot be defended will damage the negotiation process. If we cannot defend our bid when challenged we will lose face and credibility. Slide 5The Highest Realistic Bid. The highest defensible bid is not set in concrete. It is a figure that is relevant to the particular circumstances. If the opposing party is pushing for their advantage, then for our advantage we must push for the highest price. If we have a lot of competition, we musttailor our opening bid to the level at which it at least enables us to be invited to continue negotiations. Slide 6Content of Bid. The content of the bid usually needs to cover a range of issues:- the price, how badly the product is needed, the amount of product needed, product credibility, credit terms (payment of goods), competition in the market. The parts of the opening bid in a commercial negotiation will not only be price, but a combination of :- price, delivery, payment terms, quality specification etc.Slide 7Presentation Tactics. In the bidding presentation of the negotiation process, there are three guidelines to the way in which a bid should be presented:- firmly, clearly and without comment. The bid should be put firmly, seriously and without hesitations. It needs to be understood clearly so that the other party recognises precisely what is being asked. In the process of negotiation, it’s better to have the quotation typed on paper, to ensure the clarity of the bid and to show the other party a sense of seriousness and legitimation.Slide 8Responding Tactics. Both sides at this time are trying to move the negotiation to a more favourable direction to their own side. It’s quite necessary to do some homework, researching the other side before responding to the bid.The competent negotiator should make sure they understand what the other party is bidding, should have an idea how to satisfy the other party and at the same time try and figure out what the other party’s expectations are. The competent negotiator should summarise his/her understanding of the bid as a check on the effectiveness of communication between the two parties.Slide 9Bargaining. In this stage of the negotiation it is very important not to give the other party too much too soon. Bargaining should be to your advantage, however you must also make a fair deal in which both parties are equally satisfied or equally dissatisfied.Slide 10Bargaining Moves. As we start the bargaining process we need to take two steps:- get it clear, assess the situation. It is vital to establish a clear picture of the other party’s requi rements at the beginning. You must have a clear picture of what the other party is bidding already. Your main concern is to understand what bid is being offered. Slide 11Clarification of Opposers Bid. Check every item of the other party’s bid. Inquir e the reason and bases of the bid, ask how important the item is and how much flexibility is in the bid. Pay attention to the other party’s explanation and response. Listen to the other party’s answers without comment and reserve your opinion.Slide 12Clarification of your Bid. Try not to divulge too much information and knowledge, keep things simple. Give only the essentials asked for, do not go into lengthy comments or justifications. Slide 13Assessing the Situation. After understanding what the real expectations are of the other party, you have to assess the situation. Identify any differences between the two parties expectations are. Assess what direction should be taken in order to obtain the best deal.Slide 14Assessment. What will the other party accept, what won’t the other party accept, what will the other party negotiate, bargaining strengths and weaknesses, price, terms and the probable settlement area.Slide 15Assuming. Having assessed the differences between both parties you need to analyse the other party’s real position. Remember assuming is only guessing, you can never be certain that you are right.Slide 16After Assessment. After assessment there are three options available:- to accept the terms offered and asked for by the other party, to reject the terms offered and asked for by the other party or to carry on negotiating.Slide 17Continue Negotiations. In order to continue the negotiation, preparation should be made for the next round. These preparations involve the following steps:- provide a new offer from our party, seek a new offer from the other party, change the shape of the deal. In summary the first stage of bargaining involves understanding what the other party really wants, assessing the situation and thedifferences between both parties, preparing for the next round of negotiations.Slide 18Influencing the Deal. A deal can be influenced by the situation. To influence the situation a party can offer:- a different deal, better conditions and new opportunities.Slide 19Making Concessions. Making concessions is the most popular tactics used in the bargaining process to keep the negotiations on going. Making concessions depends on many factors:- when to concede, what to concede and how to concede. Every concession is closely connected to a party’s own interests.Slide 20Trading Concessions. A party should trade their concessions to their own advantage, doing their best to give the other party plenty of satisfaction even if the concessions are small. To trade concessions to your party’s advantage you should use the following tactics:- listen to the other party very carefully, give the other party detailed specifications, show the other party how they can benefit from the agreement on the terms that are asked. Reserve concessions until they are needed in the negotiation, you may be able to negotiate an agreement without giving too many concessions.Slide 21 Breaking an Impasse. In the bargaining process, the two parties may be rigid with what they want to give and what they want to take. If this occurs the negotiations fall into a dilemma. This kind of situation is called negotiation impasse. The two parties should try to find the cause of it and actively search for ways out of the impasse. Negotiators strive to preserve their face, their status, their credibility, their reputation and their self respect.Slide 22Coping with Conflict. The first principle in coping with these conflicts is to keep it fluid. Start talking discounts, terms of payment, change of specification and quality control.Slide 23 Towards Settlement. When the parties become aware that a settlement is approaching a new mood is established. At the end of the negotiation both parties should work together to summarize, produce a written record of the agreement and identify what actions and responsibilities need to be taken care of and by which party.Business Negotiation – Lesson 11 Chapter 7 Slide 1Title page– lesson 11 Chapter 7Slide 2Negotiation Strategies. Negotiation strategies are established in order to achieve the negotiation objectives. They are acting guidelines and policies of the whole negotiating process and are subject to modification with the progress of the negotiation.Slide 3Choice of Strategies. There are quite a few background considerations which will influence the strategy, these are:- repeatability, strength of both parties, importance of the deal and time scale.Slide 4Repeatability. Repeatability is an important influence on the styles and tactics that should be used. If it is a series of deals with one organisation, then there needs to be goodwill and lasting relationships built with that organisation, a personal relationship is essential. If on the other hand, the negotiation is for a one time only deal with an organisation not likely to be met again, then the situation is strategically different.Slide 5Strength of Both Parties. The second influence on the choice of strategies is each party’s strength. If the party is the only people with whom a deal could be made, then the party are in a strong position. If there are many potential customers or suppliers, then the party are in a relatively weak position. A party is strong if they dominate a market either as buyers or sellers. A party is weak if they are just one of many.Slide 6Importance of the Deal. If the negotiation is a deal worth millions of dollars, then the strategy needs to be different from negotiations that are worth thousands of dollars.Slide 7Time Scale. The time scale for the deal may also influence the strategy. If it is imperative that the deal be concluded quickly, then the negotiation strategy may be different from what it would be if there was little urgency.Slide 8Guidelines for Strategic Decisions. The first of the strategic decisions which must be made is the choice of the other party. If there is a choice, how many parties should be negotiated with?Which parties should be chosen? The choice of the other party with be strongly influenced by the range of commercial interests, the reputation, the reliability, the integrity and the quality etc. of the possible other parties.Slide 9Guidelines for Strategic Decisions. The second of the strategic decisions which must be made is how quick the negotiations should proceed. The most dominate party should choose a quick deal. The weaker party should hold back. If there is no clear pattern of the stronger or weaker party, the strategy should be to hold back.Slide 10Quick Deals. For a quick deal, there needs to be precise targets and very clear views about the extent to which compromises could be made. What style should be used to negotiate? If a quick deal strategy is adopted, the need is to move quickly and the style should be to our advantage. If the strategy is to hold back, then the option is to either be creative oriented or advantage oriented. Each negotiator has their own strengths, and it is desirable that they should negotiate in a style which reflects those strengths.Slide 11Negotiation Strategies. A s trategy is a plan of techniques and tactics used in the actual process of an action, in this case a negotiation. Techniques to plan are:- when to move, where to go and how fast to go. These are all determined by certain conditions. To accomplish the aims in a negotiation, the inexperienced negotiator’s strategy will be limited to a few simple and obvious devices e.g price, terms etc.Slide 12How and Where Strategy. The how and where strategy involves the method of application and the area of application. Often it is advantageous to use two or more strategic approaches in the same negotiation. Some of the main forms of the how and where strategy are:- participation, crossroads, blanketing, salami, agency and shifting levels.Slide 13Participation. Is the form of strategy where we enlist the help of the other party on our behalf. Slide 14Crossroads. With the crossroads strategy either party may introduce several matters into the discussion so that there can be concessions on one hand and gains on the other.Slide 15Blanketing. In blanketing, one technique is to try to cover as large an area as possible to achieve a breakthrough in one or more places.Slide 16Salami. The strategy of salami means a slice at a time. This strategy involves dealing with an issue bit by bit, slice by slice.Slide 17Agency. The agency strategy is when you ask someone else to conduct the negotiation on your behalf.Slide 18Shifting Levels. And finally we come to the final type of strategy which is shifting levels. Shifting levels deals with a strategy or tactic in which involvement in the problem is changed to a higher or lower level.Slide 19Reminder. You will have to use all different types of strategies when negotiating. You will have to adapt to the other party and to the situation.Lesson 13 Chapter 11Slide 1Title Page – different business cultures and negotiations. A business negotiator should have some understanding of different cultures, customs and business conventions of different countries. Slide 2There are two main rules of international business. The first is that the seller is expected to adapt to the buyer. The second is that the visitor is expected to observe the local customs. To observe the local custo ms doesn’t mean to copy the local behavior, just be yourself. But of course, you should include being aware of local sensitivities and generally honoring local customs, habits and traditions.Slide 3One classification of organizational style distinguishes between people who are task-oriented and people who are people-oriented. People who are purely task-oriented are concerned entirely with achieving a business goal. They are not concerned about the affect that their actions have on the people that they will come into contact with. As。
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一：你的立场有磋商的余地吗?Are you negotiable?我肯定还有商量的余地.I’m sure there is some room for negotiation。
在我们开始谈判之前,你要先出个价才行。
Before we have anything to negotiate, you have to make me an offer.4)我们可以把它也列入议程。
We could add it to the agenda。
在我们开始之前，有人想要什么饮料吗？Would anyone like something to drink before we begin？6)看看我还能尽些什么力。
See what we have to do what force。
7）要是我能做到的话，我一定会做If i can do it，then i will definitely do it.8)我知道我可以拜托你。
I know I can count on you.这次会议的结果我们都会是赢家.We'll come out from this meeting as winners。
10)我会尽量使你满意。
I’ll try to make you satisfied。
二：1、我们的新产品市场需求很大。
There's a great demand for our new product。
2、这种产品的前景很是看好。
This product has good prospects.3、我们需要讨论一下基本的交易条件。
We need to talk about the basic terms of the transaction.4、如你方价格公道，质量令人满意,我们将大量定货。
If your prices are reasonable and the quality is satisfactory，we shall place substantial orders with you。
5、双方坚持各自的价格是不明智的，我们可否都作些让步？It’s unwise for both of us to insist on his own price. Can we each make some concession？6、如果你方不肯降价,我方只好放弃这笔交易.If you cannot reduce your price，we’d rather call the whole deal off。
7、如果你方想扩大这个市场的业务，就应该采用更加灵活的付款方式。
If you want to expand your business in this market，you have to take flexible ways in adopting payment terms.8、很遗憾，我们不能接受你方直运的要求。
We regret that we cannot accept your demand for direct shipment.9、同其它竞争产品进行比较,这项产品有许多优点.This product has many advantages compared to other competing products。
10、很高兴我们最终达成了协议。
我们明天再讨论其它事项，怎么样？I’m very glad that we have finally come to an agreement. We’ll go on to other terms and conditions tomorrow。
Is it all right with you？三：1）谈判是一种集体项目。
Negotiation is a team sport。
2）谈判人员的任务是谈判，而专家则为谈判人员提供专业性的意见和信息。
The negotiator’s function is to negotiate，while the functional specialists provide specialist advice or information。
3）谈判负责人应激发谈判小组的热情，在各种情况下都应保持谈判小组的士气。
The team leader is the person who generates enthusiasm in his team to maintain the morale under all conditions.4）在谈判时谈判人员要记住：不论对手多友善, 对手总归是对手.The team members must learn that the opponent and its representatives are adversaries although they may be friendly。
5) 贵方的要求已经超出了我们的接收范围。
I’m afraid you are not in our ballpark。
6）对不起，这样子我觉得这笔生意我们似乎让步太大了。
Excuse me，but it seems to me we’re giving up too much in this case。
7)这对我们的财力负担太大了。
That’s too great a financial burden for us。
8)9折实在超出我的谈判限度。
10％is beyond my negotiating limit.9)如果你们能以书面保证, 我想我们可以再进一步地谈.If you can guarantee that on paper，I think we can discuss this further。
10）你能说得更明确一点吗？Could you explain what you mean by that？四：1.请你看一下我们给你安排的日程。
若有不妥当的地方，请告诉我。
Please take a look at the itinerary we prepared for you，and let me know if there’s anything inappropriate, please let me know。
2。
今晚我们在这里举行晚宴，欢迎我们来自大洋彼岸的朋友.We are holding a banquet here tonight in honor of our friends coming from the other side of the Pacific Ocean。
3。
我相信,通过我们共同的努力，我们的合作一定是圆满的,成功的.I believe that through our joint efforts, our corporation can be satisfactory and successful。
4.咱们开门见山吧。
我这次来的目的是探讨与你方进行易贸贸易的可能性。
Let’s come to the point，the purpose of my current visit here is to explore the possibility of doing barter trade with you。
5。
合同将从5月10 起生效，到时你就不能反悔了。
The contract will come into force from May 10，you can't go back on your words then。
6.我们总是履行我们的诺言。
We always fulfill our promise.7。
由于我们之间的老关系，我们将报盘再保持一星期, 逾期价格可能有新的提高。
Owing to our old relationship, we hold our offer valid for one other week, after which our price would probably be raised.8。
我会尽力而为；也请你多操心.I’ll do my best；and please, try your best too.9.你们的价格太高，令人难以接受。
Your price is too high. It’s hard for us to accept。
10。
我们的产品都是上等货, 当然价格会有所不同.All our products are high—grade commodities，naturally the prices are different.五：1.我完全了解。
I understand perfectly.2。
我们还是折衷一下。
Let’s compromise.3.那是个明智的决定。
That’s a smart decision.4.我认为我必须得到补偿。
I expect to be compensated.5.我们等得愈久,我们得出好结果的机会就愈少。
The longer we wait, the less likely we will come up with anything.6。
我等你的电话。
I’ll be expecting your call.7。
我想就从价钱方面开始谈吧！I'd like to get the ball rolling by talking about prices。
8.我知道你们投入很高的研究经费，但是，我想要的是七五折。
I know your research costs are high, but what I'd like is a 25% discount。
9.我们要的可是继续做生意的保证，而不是随口答应就算数的哦! We'd need a guarantee of future business，not just a promise.10.如果你们能以书面作保证，我想我们可以再详谈下去。
If you can guarantee that on paper，I think we can discuss this further.六：1.我认为大部分的主要内容议题今天都已经讨论过了.I think we have discussed most of the key issues today。
2.今天可以做的事情都已经做到了。
That takes care of business for today.3.我们可以下次再来解决细节问题。
We can work out the detail next time。
4。
我们已经进展了不少。