外贸英语谈判第二章

外贸英语谈判
第二章、业务建交谈判
1 2 3 4 5 6 学习目标 背景知识 方法介绍 案例分析 知识拓展 教学方法设计 实战演练
1、学习目标
通过学习，了解业务建交谈判流程，掌握业务建交谈判常见词汇，熟 悉业务建交谈判常见表达，从而能熟练应对业务建交谈判实务操作。 建立业务关系，实际上就是确定贸易对象。贸易对象选择得合适与否， 决定着贸易的成败，在一般情况下，双方通过各自的介绍或第三者的 介绍，在对对方的资金信用、经营能力和业务范围等重要条件有一定 了解后，然后再进行实质性的业务商讨，从而进行积极地合作，使双
1. This is X X X. He's in charge of Marketing 2. By the courtesy of X X X, we are given to understand the name of your firm. 3. Your firm has been introduced (recommended, passed on) to us by X X X Company. 4．We express our desire to establish business relations with your firm. 5. We are willing to enter into business relations with your firm. 6. We shall be glad to enter into business relations with you. 7. In order to expand our products into X X X, we wish to seek cooperation possibilities with you.
3、方法介绍
3、推介产品
产品推介主要是介绍产品的特点，优势，质量，价格，工艺流程，主要市场，交货期等, 同时应
呈送产品目录及样品等以供对方参考。常用的谈判锦句有：
1. Our new brand bathrobes are made of pure cotton. Owing to the carefully selected materials used and the great attention paid to weaving and printing, they possess a very attractive appearance as well as novel designs. 2. This style is matching with the taste of our market. 3. Our product has been well established in the market, and I can assure that is stands competition well. 4. These products are gaining popularity because of their fine quality, competitive prices, and our honest dealings. 5. Our products are well received in the European market. 6. If our product becomes damaged, just returned it and we will replace it free— —even when the warranty is over.
3、方法介绍
2、介绍公司
为了让对方对公司信息有大致的了解，需要对自己公司的商业规模，经营范围，行 业地位，优势等进行介绍，常用的谈判锦句有：
1. We are one of the largest importers of Electric Goods in this city. 2. We specialize in the export of X X X Products and would like to trade with you in this line. 3. We have set up a credible sales network and we have our regular clients form over 80 counties and regions worldwide. 4. We have been in this line of business for more than twenty years. 5. Our abundant resources and stable policy provide foreigners with the advantages they invest here.
4、案例讲解
Example 1:
Background: Mr. Brown (the buyer), purchasing manager of ABC Company in Australia ， Kathy (the seller) is the representative of Green Textile Import and Export Corporation in China. They want to establish business relations with each other.
要介绍公司的商业规模、经营范围、行业地位、优势等
2、介绍产品
要介绍产品的特点、优势、质量、价格、工艺流程、主 要市场、交货期等。
3、介绍其他内容
如售后服务、广告支持、清仓配合和文化认同等方面。
3、方法介绍
1、介绍谈判人员及表明建交意向
在与客户的初次接洽谈判中，首先要介绍参与谈判的工作人员，然后再说明如何获 取对方的信息，同时需表达与客户建立业务往来的意向，表明出谈判目的，常用的谈判 锦句有：
Mr. Brown (以下称为A) Kathy Peerless (以下称为B)
A: Good morning. My name is Mr. Brown. I’m from Australia. Here is my card. B: Thank you. I’m pleased to meet you, Mr. Brown. My name is Kathy Peerless, the representative of Green Textile Import and Export Corporation. A: Pleased to meet you too, Ms. Peerless. I travel a lot every year on business, but this is my first visit to your country. I must say I have been much impressed by your friendly people. B: Thank you for saying so. Have you seen the exhibition halls? On display are most of our products, such as silk, woolen knitwear, cotton piece goods, and garments. A: Oh, yes. I had a look yesterday. I found some of the exhibits are to be fine in quality and beautiful in design. The exhibition has successfully displayed to me what your corporation handles. I’ve gone over the catalogues and the pamphlets enclosed in your last letter. I’ve got some idea of your exports. I’m interested in your silk blouses.
3、方法介绍
4、表达合作期待 通常在谈判结束时，应表达出与对方合作的期待与期望。常用的锦 句有：
1. I’m sure our business dealings will develop quickly and productivity. 2. Let’s hope the business works out well.
方贸易活动得以顺利地开展。
一般具体的业务建交谈判，通常涉及到三个主要方面，既建交意向表 达、公司介绍和公司产品的推介。
背景知识
在国际贸易业务中，为了进行商务拓展，建立新的业务往来，一般可
以通过如下几个途径进行：主动给客户写邮件、参加国内外商品交易 会、利用网络资源搜寻客户资源、接待贸易代表参观、电话拜访客户、 向特定客户群发宣传达资料以及在电视电台、杂志期刊上登商业广告 等。这里我们着重介绍与外商接洽的直接方式：口头沟通谈判。在与 客户的初次接洽中，应着力介绍如下三方面的内容： 1、介绍公司
4、案例讲解
B: Our silk is known for its good quality. It is one of our traditional exports. Silk blouses are brightly colored and beautifully designed. They’ve met with great favor overseas and are always in great demand. A: Some of them seem to be of the latest style. Now I’ve a feeling that we can do a lot of trade in this line. We wish to establish relations with you. B: Your desire coincides with ours. A: Concerning our financial position, credit standing and trade reputation, you may refer to Bank of Hong Kong, or to our local Chamber of Commerce or inquiry agencies. B: Thank you for your information. As you know, our corporation is a state-operated one. We always trade with foreign countries on the basis of equality and mutual benefit. Establishing business relations between us will be to our mutual benefit. I have no doubt that it will bring about closer ties between us. A: That sounds interesting. I’ll send a fax home. As soon as I receive a definite answer, I’ll make a specific inquiry. B: We’ll then make an offer as soon as possible. I hope a lot of business will be conducted between us.