商务谈判英语PPT
国际商务谈判英文版PPT-3 . Negotiating Power
3.2 WHAT IS NEGOTIATING POWER?
3.2.5 Economic and military power
• Negotiating power was closely related througho ut the negotiations to a country’s economic and military power
• Sources of negotiating power in international bus iness negotiations include capital, technology an d established marketing net works – as well as a company’s innovative capacity and knowledge
3.3.4 Need
• In both international and domestic business negotiations, the relative power of the parti es generally depends on who needs whom the most
3.3 SOURCES OF NEGOTIATING
Tacit knowledge
3.3 SOURCES OF NEGOTIATING
3.3.3 Language
• Language is a potent source of negotia ting power in international business neg otiations
3.3 SOURCES OF NEGOTIATING
3.1 INTRODUCTION
英语商务谈判(课堂PPT)
The definition of quotation
❖Narrowly: it is a way to indicate a particular price at which one party will buy or sell the specific commodity.
❖Broadly: including other terms and conditions for a deal: the name of the commodity, quality, quantity, price, packaging, shipping, insurance, payment terms, inspections, claims索赔, arbitration 仲裁…
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psychological pricing
❖Units of measurement: RMB-Euro/Dollar ❖3 Dollar--- 20 Yuan exchange rate汇率 ❖换算单位 kilo---pound
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Differentiation
❖This strategy allows a company to buy or sell the same product at different prices based on their grades, quantity, delivery destination, shipment, methods of payment and other related factors.
买方的价格区域
底价 底价
最低报价
可能成交的区域
谈判区域
卖方的首次出价
买方底价
可能达成 协议的区域
国际商务谈判(英文) 全套课件-PPT资料238页
考核方式
商务谈判口语是一门专门用途口语课程，因此考 试形式为团队对抗模拟谈判的口语考试。从一开 始明确考核的方式是团队考核，每个成员要发挥 作用，否则影响团队分数。在学期初形成固定的 谈判代表队， 最后用抽签的方法决定最后的谈 判模拟中哪一队和哪一队进行谈判。
Unit 1 Making an Enquiry
3．What do you usually ask for in the enquiries?
Catalogue，sample，price-list，quotation，terms of payment， date of delivery，etc
4．How do you invite a best possible price in an enquiry?
Teacher-centered
Explanation of language expressions, special terms, negotiation skills and concerned knowledge
Student-centered
Practice in the situation offered in groups
3. Three Steps to Follow :
Different items and situations demand different skills, generally you have to follow three steps:
1)devise a target 2) do some preparations 3) negotiate for the target
国际商务谈判英文版PPT-4 . Negotiation Process
4.2 CONCEPT AND DEFINITIONS
4.2.2 Internal and external dynamics
• Changes in negotiating position are often broug ht about by external factors
• Negotiating positions – the stands taken by eac h party on the various issues to be negotiated – can be influenced by both internal and exte rnal factors.
• In two-party negotiations, tradeoffs are between issues that are of high value to one party and lo w value to the other
• Some managers prefer to deal with issue bundle s during an international business negotiation
ct methods to gain information since direct questioning is thoug ht to be rude and insulting
4.3 ELEMENTS OF NEGOTIATION PROCESS
4.3.2 Information
4.3 ELEMENTS OF NEGOTIATION PROCESS
• Communication technologies can be powerful t ools in conducting international business, savin g time and money
国际商务谈判英文版第6版ppt (3)[19页]
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Copyright © 2015 Pearson Education, Inc.
2-5
Self-Assessment: What Do I Want?
Identifying what you want may sound straightforward, but three major problems often arise:
• Underaspiring negotiator (the Winner’s Curse)
• Overaspiring or positional negotiator • The grass-is-greener negotiator
Copyright © 2015 Pearson Education, Inc.
2-8
Self-Assessment: Setting Up The Negotiation
When determining your reservation point, be aware and knowledgeable of the following:
2-1
Part One The Essentials of Negotiation
— Chapter 2 — Preparation:
What to Do Before Negotiation
Copyright © 2015 Pearson Education, Inc.
2-2
The Fixed-Pie Perception
• Be aware of focal points. • Beware of sunk costs. • Do not confuse your target point with your
商务英语谈判PPT
1.Listening More
A good negotiator is not only need to talk themselves but also need to listen to and understand what the other side is saying.
2.Seeking Win-win Opportunities
10.The Ability to Articulate(表达能力强)
A good negotiator must be a parppractical listener as well as an articulate speaker.
The Strategies of Busuness Negotiation
Offer and Counter-offer
Quotation is just an indication of price without contractual obligation,and it is subject to change without previous notice.But offer is different from quotation.If a proposal for concluding a contract addressed to one or more specific person is sufficiently definite,and indicates the intention of the offerer to be bound in case of acceptance,it constitutes an offer.
Negotiation is a two-way road,which should be brought about by mutual.There are no winners and losers in a successful negotiation.
商务谈判英语课件
学习交流PPT
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Give a Quotation
How does sound to you? How about ? How do you feel about…? A Guarantee Purchase of …….
How would you feel about 15 USD per unit? Is 12 cents acceptable to you? We're prepared to guarantee purchase of one million units for the first year. If your annual purchases fall more than 5 percent below target, would you be willing to consider a penalty?
学习交流PPT
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END Thank you！
学习交流PPT
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学习交流PPT
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I’d like to propose some ideas after I finished the research.
I’d like to put forward that we need to hire a new assistant.
I’d like to suggest we plan an event for all the employees.
Here are some idea I’d like to share/ discuss/ propose to you.
学习交流PPT
3
Make A Proposal
国际商务谈判英文PPT (10)
Contents
1 Improving Negotiation Skills 2 Strategic Considerations 3 Developing Your Negotiation strategies
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10.1 Improving Negotiation Skills • “Strategy” is considered as comprising the
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10.3.3 The Compromising Strategy (1)Bit-by-Bit (2)Conditional Proposals (3)“Log-Rolling” (4)“Splitting the Baby” (5)Tit-for-Tat
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10.3.4 The Collaborative Strategy (1)Flexibility (2)Focus on Process (3)Identify with Others in Similar Circumstances
10.2.1 The repeatability of a negotiation 10.2.2 The strengths of negotiating parties 10.2.3 The importance of a deal 10.2.4 The time scale 10.2.5The negotiation resources
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10.3.5 The Avoidance Strategy (1)Negotiate Money Issues First (2)Negotiate Non-Money Issues First (3)Refuse to Combine Negotiation of Related
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谈判英语必备30句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、tust me. 请相信我。
5、we are here to solve problems. 我们是来解决问题的。
7、ihope 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 . 让我给你一个解释一下原因。
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。
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。
15、are you negotiable? 你还有商量的余地吗？16、i’m sure there is some room for negotiation. 我肯定还有商量的余地。
17、we have another plan. 我们还有一个计划。
准备多么充分！胜利一定会属于这样的人！18、let’s negotiate the price. 让我们来讨论一下价格吧。
19、we could add it to the agenda. 我们可以把它也列入议程。
20、thanks for reminding us. 谢谢你的提醒。
21、our position on the issue is very simple. 我们的意见很简单。
22、we can not be sure what you want unless you tell us. 希望你能告诉我们，要不然我们无法确定你想要的是什么。
23、we have done a lot. 我们已经取得了不少的进展。
24、we can work out the details next time. 我们可以下次再来解决细节问题。
25、i suggest that we take a break. 建议休息一下。
26、let’s dismiss and return in an hour. 咱们休会，一个钟头后再回来。
27、we need a break. 我们需要暂停一下。
28、may i suggest that we continue tomorrow. 我建议明天再继续，好吗？少提这种建议，中国人一定要学会如何在谈判桌“熬得住“，很多时候不是“技术战”而是“神经战”。
29、we can postpone our meeting until tomorrow. 我们可以把会议延迟到明天。
30、that will eat up a lot of time. 那会耗费很多时间。
商务英语email高手如何询盘1. 文体介绍在对外贸易中，询盘，也叫询价（inquiry或enquiry）是买方或买方对于所要购买或出售的商品向另一方作出的询问。
询盘是交易的起点，可以分为：普通询盘（a general inquiry）:索取普通资料，诸如：目录（a catalogue）、价目表或报价单（a price-list or quotation sheets）、样品（a sample）、图片（illustrated photo prints）等。
2。
实用范例subject: enquirydear sir,we are interested in buying large quantities of steel screws in all sizes. we would be obliged if you would give us a quotation per kilogram c&f liverpool, england. it would also be appreciated if you could forward samples and your price-list to us.we look forward to hearing from you by return e-mail.sincerely,xxx主题：询盘亲爱的先生：本公司有意大量购买各型号钢螺钉，欲知每公斤运抵英国利物浦的成本价运费价格。
如蒙惠赐上述报价单，不胜感激。
如能惠寄样本和价格表，亦必感激不尽。
本公司素来从其他公司购买此类货物，闻悉贵公司货物质优价廉，故欲与贵公司建立合作关系。
盼复。
你真诚的xxx3.典型句型(1) could you give us some idea about your price?请介绍贵方的价格好吗?(2) do you offer fob or cif?你们报船上交货价还是到岸价？(3) how long does your offer remain valid/firm/open?你们的报价多长时间有效?(4)will you let us know what your terms of payment are?能否告知贵方付款条件？（5）please make us an offer within this month since we have made an inquiry for your products.我们已对你们的产品进行询价，请在本月内给予报盘。
（6）please send us your best offer by internet stating payment terms and time of shipment.请用互联网向我们报最优价，说明支付条件和装运期。
（7）full information as to prices, quality, quantity available and other relative particulars would be appreciated.请详告价格、质量、可供数量及其它有关情况。
商务英语合同写作用得上的21个句子there is an arbitration clause in the contract. (or insurance clause, inspection clause, shipping clause...) 这是合同中的一项仲裁条款。
（或：保险条款，检验条款，装运条款等）we sincerely hope that both quality and quantity are in conformity with the contract stipulations. 我们真诚希望质量、数量都与合同规定相吻合。
the contract states that the supplier will be charged a penalty if there is a delay in delivery. 合同规定如果供货商延误交货期，将被罚款。
once the contract is approved by the chinese government, it is legally binding upon both parties. 合同一经中国政府批准，对双方就有了法律约束力。
we always carry out the terms of our contract to the letter and stand by what we say. 我们坚持重合同，守信用。
you have no grounds for backing out of the contract. 你们没有正当理由背弃合同。
in case one party fails to carry out the contract, the other party is entitled to cancel the contract. 如果一方不执行合同，另一方有权撤消该合同。
are you worrying about the non-execution of the contract and non-payment on our part? 你是否担心我们不履行合同或者拒不付款？you cannot cancel the contract without first securing our agreement. 如果没有事先征得我们同意，你们不能取消合同。
we signed a contract for medicines. 我们签订了一份药品合同。
i know we (the seller) should draw up a contract and the buyer has to sign it. 我们知道我们（卖方）应该拟出一份合同，买方必须签署合同。
we both want to sign a contract, and we have to make some concessions to do it. 我们都想签合同，因此双方都要做些让步。
our current contract is about to expire, and we’ll need to discuss a new one. 我们现有合同快要期满了，需要再谈一个新合同。
we ought to clear up problems arising from the old contract. 我们应该清理一下老合同中出现的问题。
do you always make out a contract for every deal? 每笔交易都需要订一份合同吗？ these are two originals of the contract we prepared. 这是我们准备好的两份合同正本。
we enclose our sales contract no.45 in duplicate. 附上我们第45号销售合同一式两份。
may i refer you to the contract stipulation about packing (or shipping....)? 请您看看合同中有关包装（装运）的规定。
与合同写作有关的18个精彩句子we’ll have the contract ready for signature. 我们应准备好合同待签字。