英语口语 商务谈判PPT
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英语商务谈判(课堂PPT)
5
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…
11
psychological pricing
❖Units of measurement: RMB-Euro/Dollar ❖3 Dollar--- 20 Yuan exchange rate汇率 ❖换算单位 kilo---pound
10
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
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…
11
psychological pricing
❖Units of measurement: RMB-Euro/Dollar ❖3 Dollar--- 20 Yuan exchange rate汇率 ❖换算单位 kilo---pound
10
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
《商务英语谈判Fou》课件
《商务英语谈判Fou》 PPT课件
商务英语谈判Fou PPT课件 课程介绍
谈判心理学
1
情绪管理
了解情绪在谈判中的作用，并学会有
沟通技巧
2
效管理和应对各种情绪。
掌握有效的沟通技巧，包括倾听、表
达和解决冲突的能力。
3
影响力
了解如何利用影响力来达成更有利的 谈判结果。
谈判技巧
1 筹划
2 提问
制定明确的谈判目标和计划，准备充分以 增加谈判成功的机会。
团队合作
通过团队合作案例分析，了解 如何在合作中取得良好的谈判 结果。
跨国谈判
研究国际谈判案例，掌握跨文 化谈判的关键要素和技巧。
总结
通过本课程，您将学习到商务英语谈判的关键要素、心理学和技巧。了解如 何成功应对不同文化背景下的谈判，并通过实际案例进行分析和思考。祝您 在商务谈判中取得更大的成功！
灵活性
适应变化和不确定性的能力，灵活应对各种 情况。
创造价值
寻求双赢的解决方案，创造更多的价值和机 会。
面对不同文化背景的谈判
了解文化差异 尊重差异 适应变化
掌握不同文化背景下的商务礼仪和谈判方式。 尊重对方的文化价值观，避免冲突和误解。 灵活应对不同文化带来的挑战和变化。
谈判案例分析
生意买卖
探索实际案例中的谈判技巧和求和 底线，并获取更多信息。
3 妥协
4 反驳
学会妥协和寻找双赢的解决方案，以达成 共同的利益。
有效地反驳对方的论点，并提供有力的证 据和支持。
成功谈判的要素
准备
深入了解对方，收集相关信息，并进行充分 的谈判准备。
关系建立
通过建立信任和合作关系，增强双方的合作 意愿。
商务英语谈判Fou PPT课件 课程介绍
谈判心理学
1
情绪管理
了解情绪在谈判中的作用，并学会有
沟通技巧
2
效管理和应对各种情绪。
掌握有效的沟通技巧，包括倾听、表
达和解决冲突的能力。
3
影响力
了解如何利用影响力来达成更有利的 谈判结果。
谈判技巧
1 筹划
2 提问
制定明确的谈判目标和计划，准备充分以 增加谈判成功的机会。
团队合作
通过团队合作案例分析，了解 如何在合作中取得良好的谈判 结果。
跨国谈判
研究国际谈判案例，掌握跨文 化谈判的关键要素和技巧。
总结
通过本课程，您将学习到商务英语谈判的关键要素、心理学和技巧。了解如 何成功应对不同文化背景下的谈判，并通过实际案例进行分析和思考。祝您 在商务谈判中取得更大的成功！
灵活性
适应变化和不确定性的能力，灵活应对各种 情况。
创造价值
寻求双赢的解决方案，创造更多的价值和机 会。
面对不同文化背景的谈判
了解文化差异 尊重差异 适应变化
掌握不同文化背景下的商务礼仪和谈判方式。 尊重对方的文化价值观，避免冲突和误解。 灵活应对不同文化带来的挑战和变化。
谈判案例分析
生意买卖
探索实际案例中的谈判技巧和求和 底线，并获取更多信息。
3 妥协
4 反驳
学会妥协和寻找双赢的解决方案，以达成 共同的利益。
有效地反驳对方的论点，并提供有力的证 据和支持。
成功谈判的要素
准备
深入了解对方，收集相关信息，并进行充分 的谈判准备。
关系建立
通过建立信任和合作关系，增强双方的合作 意愿。
国际商务谈判(英文) 全套课件-PPT资料238页
总评成绩=平时成绩:30%+其中成绩:30%+期末 成绩:40%
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
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
商务谈判英语课件
学习交流PPT
5
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
8
END Thank you！
学习交流PPT
9
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学习交流PPT
10
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
商务谈判英语ppt课件
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.
3
Make A Proposal
Fully Support/ Excellent Idea/ In Favor of/ Back up
The idea has my fully support. I’m fully in favor of your ideas. Keep updating me the progress. It’s an excellent idea! You have my backing/ I will back you up.
6
Give a Quotation
Reasonable/ Acceptable/ Fine/ It’s a Deal
That sounds reasonable. /That would work for us. I think we could agree on that if it were 7 percent.
Negotiation Skills in Business
Business English
1
Main points
1) Make A Proposal 2) Give a Quotation 3) Decision Making
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.
3
Make A Proposal
Fully Support/ Excellent Idea/ In Favor of/ Back up
The idea has my fully support. I’m fully in favor of your ideas. Keep updating me the progress. It’s an excellent idea! You have my backing/ I will back you up.
6
Give a Quotation
Reasonable/ Acceptable/ Fine/ It’s a Deal
That sounds reasonable. /That would work for us. I think we could agree on that if it were 7 percent.
Negotiation Skills in Business
Business English
1
Main points
1) Make A Proposal 2) Give a Quotation 3) Decision Making
商务口语谈判
4) Sale by standard 货物标准是货物规格的标准化。以货物 标准作为交货品质依据而进行的买卖， 称为“凭标准买卖”。标准随着生产 技术的发展而不断修改和变动，采用 时应注明标准的版本年份。
e.g. 利福平 英国药典1993年版
• 对于有些农副土特水产品，由于其品质变 化较大，难以确定统一标准，故采用“良 好平均品质”和“上好可销品质”来表示。
样品对双方均无约束力。
Negotiation Skills
谈判技巧
Prepare a Statement of Interests
• At the beginning of the negotiation,you and other party will outline your interests. It is useful,especially if you are using a foreign language,to prepare your statement of interests before the negotiation.You need to feel confident about what you are going to say.
达标 与样品一致
规格要求 顶级工艺 各种大小尺寸 质量检验证书 品质公差 设计规格
Methods Expressing Quality of Commodity
The intrinsic attributes (e.g. the chemical composition, mechanical performance, biological features, and the like) and the outer form or shape of the goods ( e.g. the modeling, structure, color, and luster of the goods.)
国际商务谈判 双语ppt课件
Negotiators should be aware that potential differences can be used to reach agreement
It is also possible to create value through shared interests and through scale (task too big for one party to accomplish alone)
The other potential consequence of interdependent relationships is conflict
Value Creation
Synergy: the notion the "the whole is greater than the sum of its parts".
Five Major Strategies for Conflict Management:
4 Problem solving Actors show high concern in obtaining
own outcomes, as well as high concern for the other party obtaining their outcomes 5 Compromising Actors show moderate concern in obtaining own outcomes, as well as moderate concern for the other party obtaining their outcomes
The Dual Concerns Model
The Sandtraps of Negotiation
It is also possible to create value through shared interests and through scale (task too big for one party to accomplish alone)
The other potential consequence of interdependent relationships is conflict
Value Creation
Synergy: the notion the "the whole is greater than the sum of its parts".
Five Major Strategies for Conflict Management:
4 Problem solving Actors show high concern in obtaining
own outcomes, as well as high concern for the other party obtaining their outcomes 5 Compromising Actors show moderate concern in obtaining own outcomes, as well as moderate concern for the other party obtaining their outcomes
The Dual Concerns Model
The Sandtraps of Negotiation
商务英语谈判教材(PPT 54页)
请告知你有关商品的最低价。
If your prices are favorable, I can place the order right away. 如果你们的价格优惠，我们可以马上订货。
We'd rather have you quote us FOB prices. 我们希望你们报离岸价格。
3. 还盘（counteroffer）在这个环节中经常用的句 子有:
Your price sounds a bit too high. / Your price is much higher than we expected ./ Will you reduce your price by…%? / In order to conclude the transaction, I hope you will
Would you tell us your best prices C.I.F. Humburg for the chairs.
请告诉你方椅子到汉堡到岸价的最低价格。
Offer and counter--offer
An offer is a promise to supply goods on the terms and conditions stated. It can be a firm offer which is a promise to sell goods at the stated price, usually within a stated period of time. It also can be a non—firm offer which is made without engagement and is subject to the seller’s confirmation.
If your prices are favorable, I can place the order right away. 如果你们的价格优惠，我们可以马上订货。
We'd rather have you quote us FOB prices. 我们希望你们报离岸价格。
3. 还盘（counteroffer）在这个环节中经常用的句 子有:
Your price sounds a bit too high. / Your price is much higher than we expected ./ Will you reduce your price by…%? / In order to conclude the transaction, I hope you will
Would you tell us your best prices C.I.F. Humburg for the chairs.
请告诉你方椅子到汉堡到岸价的最低价格。
Offer and counter--offer
An offer is a promise to supply goods on the terms and conditions stated. It can be a firm offer which is a promise to sell goods at the stated price, usually within a stated period of time. It also can be a non—firm offer which is made without engagement and is subject to the seller’s confirmation.
国际商务谈判(英文) 全套课件
2
• Pear Case • House Rent
Leading-in Examples
3
1. Three Questions Course Introduction
1) What is (business) negotiation? 2) What is the purpose of (business) negotiation? 3) By what means can we win the negotiation? Or What skills are revolved in a successful negotiatio
5
2.The three features of negotiation:
• contradiction co-operation concession • 1) Two parties in contradiction try to reach an agreement on c
ooperation through discussion and concessions. • 2) The general purpose is cooperation. The concrete purpose is
n? And What are the proper English expressions being used?
4
The Answers to the First Questio n
• The business negotiations ar e tough talks happening bet ween two parties in contradi ction for the purpose of coo peration and making maxim um benefit through discussi on and concessions
• Pear Case • House Rent
Leading-in Examples
3
1. Three Questions Course Introduction
1) What is (business) negotiation? 2) What is the purpose of (business) negotiation? 3) By what means can we win the negotiation? Or What skills are revolved in a successful negotiatio
5
2.The three features of negotiation:
• contradiction co-operation concession • 1) Two parties in contradiction try to reach an agreement on c
ooperation through discussion and concessions. • 2) The general purpose is cooperation. The concrete purpose is
n? And What are the proper English expressions being used?
4
The Answers to the First Questio n
• The business negotiations ar e tough talks happening bet ween two parties in contradi ction for the purpose of coo peration and making maxim um benefit through discussi on and concessions
negotiation商务英语谈判ppt
Gao xin: Our company as their glasses silk
cloth, which is a huge market, they should not do not know. We can talk about it with them next time.
Ying：Yes, next time we can done by 2.2 billion.
Wang: OK. Tang, our lowest price?
Tang：Minimum of 1.8 billion, which is the lowest price!
Second negotiation begans
design director
Yang Haixia：Hello! I am the CEO Yang Haixia. First to introduce, this is our company's CFO Chen Jianjun, CSO jinsi, design director Xu Chunxia, management director Zhang hong, lawyer Zhanghua. Wang Wenqing：Hello！I am the CEO Wang Wenqing. This is our CFO Tang Yunting, sales manager Ying Chaohui, project manager Gao Xin, and our after-sales service manager Xiao Yun and the company's lawyers Chen Mengna.
Lawyer Chen Mengna：Because the Chinese characteristics of goods sold well in the international. The company of CST has a good performance in the international market. This year the goods of CST grew 12% in global sales, and established a continuing good relationship（建立了持续良好的合作关系） with many other foreign countries.
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• I'll respond to your counteroffer by reducing our price by three dollars. • 我同意你们的还价，减价3元。 • We always pay attention to improving our quality. • 我们一直用心于提高质量上。 • We are experienced in marketing products similar to yours and quite familiar with customers’ need. • 我们在销售类似你们的产品方面很有经验，很熟悉顾客的 需求。 • what would happen to the price if we doubled the order • 如果订货量加倍的话，价钱怎么算？ • The freight rates and the insurance premium are not included in the price. • 这个价格还不包含运费和保险费。
Lesson 3 Business Negotiation
By CC 2012.5.22
VOCABULARY
• • • • • • • • Counter offer Catalog price list Discount lead time Payment letter of credit purchase • • • • • • • • 还价，还盘 目录 价目表 折扣 交货时间 付款 信用状 购买
Read dialogue 1 in pairs
Vocabulary
• • • • • • Order negotiation Quote soar raw material loaded weight landed weight • • • • • • 订单谈判 报价 猛涨 原材料 装船重量 卸货重量
Read dialogue 2 in pairs
Vocabulary
• • • • • • • • packing Manufacturer Reputation client cardboard box ocean transportation Dispatch shipment • • • • • • • • 包装 制造商 名誉 客户 纸板箱 海运 发货，派送 装船
Read dialogue 3&4 in pairs
Sentences
• Can you give me a price list with specifications？ • 能否给我一份有规格说明的价目单呢？ • We can offer you a quotation based upon the international market. • 我们可以按国际市场价格给您报价。 • My offer was based on reasonable profit, not on wild speculations. • 我的报价以合理利润为依据，不是漫天要价。 • This offer is based on an expanding market and is competitive. • 此报盘着眼于扩大销路而且很有竞争性。 • We prefer to withhold quotation for a time. • 我们宁愿暂停报盘
ROLE PLAY A B
5 minutes
Topics
• • • • • • • • Shoes company 制鞋公司 Textile apparel company 纺织服装公司 Battery company 电池公司 Upholstery company 室内装潢用品公司
Name Products Price Counter offer Raw material Discount Amount Specification Time Packing Requirement And s