新職業(yè)英語_經(jīng)貿英語教案_Unit3

1、Unit 3Business Negotiation本單元結合國際經(jīng)貿業(yè)務中的典型工作流程、工作場景概述國際貨物買賣過程中商業(yè)背景調查之后的一個重要環(huán)節(jié)一一“交易磋商”：交易磋商概述：介紹交易磋商過程中典型的四個環(huán)節(jié)，主要涉及四個環(huán)節(jié)的基本含義、內容和在整個過程中的地位與作用(Reading A),為進行實際交易磋商提供理論指導；口頭磋商：根據(jù)業(yè)務需要，向貿易伙伴詢問商品報價、提供報價、磋商分歧和達成協(xié)議(Listening & Speaking),學習實際磋商中的談判技巧；書面報盤與還盤：客戶通過電子郵件向公司相關人員進行報盤，即商品的名稱、價格和樣品等信息，公司對報盤進行還盤，指出需要進一

2、步磋商部分，并提供具體建議(Reading A)起草詢盤和介紹信件：根據(jù)所給的信息，起草一份得體的詢盤和接受信函(Reading B & Writing),熟悉交易磋商信函包括的一般內容和格式。Unit ObjectivesAfter studying this unit, you are able to:Understand the four basic steps in the process of a businessnegotiationKnow the formats of enquiry, offer, counter-offer and acceptanceUse the bar

3、gaining skills in business negotiationDraft and answer enquiry, offer, counter-offer and acceptance1. Warming-upTask 1The following jeans picture is a sample for whole sales advertised in ChinaDaily . Discuss with yourpartner what you will enquire of the seller whenyou plan to import them.A pricelis

4、tSpecificationSamplesShipmentTask 2Discuss with your classmates to find out what stepsmight be taken to reacha deal on importing the jeans above. Then, fill in the following boxesand explain why.Reading an advertisement forAsking for detailed information of theNegotiating about what theySending a qu

5、otation of the jeans andConfirming what they have2. Reading ABackground InformationAs a key part in internationaltrade, business negotiation refers to theprocess in which a seller anda buyer negotiate the terms and conditionson trading specified products,and finally reach an agreement. It can bedone

6、 orally or in writing. Normally, it comes when the company finishesits business background check on its potential business partner. Thegeneralprocedure of business negotiation is enquiry, offer, counter-offer, and acceptance. But it should be noted that in practice not all business negotiations go t

7、hrough the four phases.Task 1Before reading the passage, see how much you know about the business negotiation by answering the following questions.1. Have you ever heard of the general steps in business negotiations Ifso, list them in time order; if not, guess what they are.Suggested AnswersI ve hea

8、rd a little bit about the steps of business negotiations inChinese. And after discussing with Tom, we finally nail down our version of the general steps in business negotiations. The first step is to askgeneral information about a product. I rememberit is called “ enquiry ” ; next is to give a reply

9、 to the so-called“ enquiry ” , which is mainly onthe product s price; the third step is called “ counter - offer ” ; and the last one is to reach an agreement which means one party finally accepts the other s conditions and terms.2. What do we need to pay close attention to in business negotiationsS

10、uggested AnswersWe think all the four steps are very important. For example, if you area buyer and want to make an enquiry about the product you are interested in, you should state clearly the name and specifications of the product in the letter. And if you want to buy a lot, you d better tell the s

11、eller to quote you the best price. For the seller, he should reply the enquiryas soon as possible. When quoting the price, he is strongly recommended to makeit clear that the price might fluctuate, especially in a turbulent market. When receiving the seller s offer or quotation, you might findit imp

12、ossible to accept. Don t reject it rudely or give no reply because he might be your future business partner. Whendrafting a counter-offer, you should give good reasons for the part you disagree with and your new suggestions. As to the last step, “ acceptance ” , you d better restate what you have ag

13、reed on to make sure there is no misunderstanding about it. It is much helpful, especially after several rounds of exchanges between you and the seller.TextGeneral Steps in Business NegotiationsGenerally speaking, business negotiations involve four steps: enquiry, offer, counter-offer and acceptance

14、.一般來說，交易磋商包括四個步驟：詢盤、報盤、還盤和接受。The first step is “ enquiry ” . When reading an advertisement in a newspaper, website or anywhere else, buyers may make requests for the information relating to their interested products like price lists, samples and terms of payment. Such a request is called“ an enquiry

15、 ”.第一步是“詢盤”。買方在報紙、網(wǎng)站或者其他地方看到一則廣告后，可能會向對方索取有關自己感興趣的商品信息，如價格表、樣品、付款條件等。而這種索取信息的請求就被稱為“詢盤”。After sending the enquiry, it comes to“ offer ” . An offer is theexpression of the wish of the seller to sell particular goods under stated terms, including quantity, prices, shipment, terms of payment, etc. It u

16、sually follows an enquiry that is either written or oral.在發(fā)出詢盤后，買方就會收到“報盤”。報盤表達了賣方希望出售某種商品的條件，包括數(shù)量、價格、裝運、付款條件等。它通常出現(xiàn)在口頭的或者書面的詢盤之后。Offers can be classified into two types: firm offers and non-firm offers.A firm off er is usually a seller s promise to sell specified goodsor services at specified price

17、s, and valid for a specified period, with packing, payment, etc. described clearly. Once the firm offer is accepted by the buyer within the validity, the seller is not permitted to revise or withdraw his/her offer and is obliged to enter into a contract with the buyer. In contrast, a non-firm offer

18、is actually an offer without engagement which often contains reservation clauses like“ We make youan offer subject to our f inal confirmation. ”報盤可以分為兩大類：實盤和虛盤。實盤通常是指賣方以指定的價格、有效期、包裝、付款等內容銷售某種商品或服務的承諾。實盤一旦在有效期內被買方接受，賣方就不準修改或者撤回其報盤，并有義務與買方簽署合同。相比之下，虛盤實際上是一個沒有約言的報盤，它經(jīng)常包括諸如這樣的保留條款： “此發(fā)盤須經(jīng)我方最終確認。 ”Next s

19、tep is “ counter - offer ” . When an offer reaches the offeree, he/she mayreject it and end the negotiation if he/she finds it impossible to reach an agreement. But usually he /she will carefully study the offer, and renew the received offer by altering or adding some terms and conditions. In such a

20、 case, the reply to the offer is called “ counter- offer ”.下一步是“還盤”。當報盤送達受盤人，如果發(fā)現(xiàn)不可能達成一致，他/ 她可能會拒絕，從而終止談判。但是通常他/ 她會仔細研究報盤，修改或添加一些條款和條件。在這種情況下，對報盤的回復稱作“還盤”。A counter-offer functions as both a rejection to the original offer and a new offer by the buyer. Consequently, the former offeror nowbecomes an

21、offeree, and the former offeree turns to be an offeror. Normally, such exchanges might go through several rounds before a contract is signed.還盤的作用既是對原始報盤的拒絕，又是買方提出的新報盤。因此，以前的發(fā)盤人現(xiàn)在變成了受盤人，而以前的受盤人變成了發(fā)盤人。通常， 在最終簽署合同之前，這種相互之間的交流可能要經(jīng)歷幾個來回。Last, we ll discuss “ acceptance ” . When an offer arrives, the off

22、eree might agree on all terms contained in the offer unconditionally, and an agreement will be reached between the two parties. In such a case, the reply to an offer is known as “ acceptance ” . Here, it should be noted that the word “ offer ” refers to both the original offer and the counter-offer

23、in several rounds of negotiations.最后，我們將談談“接受”。當報盤到達受盤人后，他可能無條件地接受報盤中的所有條款。這樣，雙方就達成了一致。在這種情況下，對報盤的回復被稱作“接受”。這里需要指出的是， “報盤”這個詞這里既指原始的報盤，也指談判回合中的還盤。involvev. to include or affect someone or somethingHis reform involves the reorganization of several ministries in the government.go throughto experience

24、a particular processYou have to go through several rounds of interviews before such a big company recruits you.agree onto have or express the same opinion about something as someone elseThey agreed on a date for next round of negotiation in this meeting.Useful Expressions:agree to do sth.: 同意做某事agre

25、e with sb.: 同意某人agree on/about sth.:就某事達成一致Task 2Read the passage again and tick off the facts mentioned in the passage. 1. definition of business negotiations 2. people s attitudes toward an enquiry 3. legal consequence of a firm offer 4. differences between a quotation and an offer 5. the possibil

26、ity of rejecting an offer 6. how to make a counter-offer 7. the effects of a counter-offer 8. definite number of offer and counter-offer rounds 9. format of writing an acceptance letterTask 4The reading passage has shownfour general steps in business negotiations.Discuss with your classmates and dec

27、ide which of the above steps is the most difficult and explain the reasons.3. ListeningTask 1Miss Chen of Pioneer Garment Factory, is talking with Mr. Addison, apotential customer from the US. Listen to the conversation and match theMr. AddisonMiss Chenpeople with the correct information.Rocky Mount

28、ain Import & ExportShow the newest models of blousesAsk for the catalog andpricelistScriptMiss Chen: Good morning, sir. Can I help youMr. Addison: Good morning. I d like to know something about your latest blouses. Oh, by the way, I m Tom Addison from Rocky Mountain Import & Export Co. Here s my car

29、d.Miss Chen: Glad to meet you, Mr. Addison. This is my card. I m Chen Hong, sales manager of Pioneer Garment Factory. Have a seat, please!Mr. Addison: Thank you.Miss Chen: I think you might be interested in the embroidered ones which are the newest models. Here are the samples. In fact, it sells wel

30、l in Canada.Mr. Addison: Yes, they look really nice and fashionable.Miss Chen: I m quite sure they ll find a ready market in your country.Mr. Addison: I hope so. But I need to study them further. Could you giveme your catalog and price listMiss Chen: Of course. Here you are.Mr. Addison: I ll contact

31、 you later. Thank you!Miss Chen: Mypleasure! I mlooking forward to your further enquiry. Bye!Mr. Addison: Bye!Task 2Miss Liu is answering a phone from a man whom she met at Chinese Export Commodities Fair. Listen to the conversation and fill in the blanks with what you hear.Liu: Hello! Sunlight Bicy

32、cle Company.Mr. Smith: Hi, could I speak to Liu Heng inSales DepartmentLiu: Oh, glad to receive your call. What can I do for youMr. Smith: Having seen your exhibits at the fair, I d like to tell that we have great interest in your latest model Bike TGBI and Bike TGGI. Liu: Wonderful! Have you got th

33、e price listMr. Smith: Yes, but I mwondering whether you can give a special discount on our initial order.Liu: Well, it depends on the size of your order. I ll give you our policy on discount in the quotation letter.ScriptLiu: Hello! Sunlight Bicycle Company.Mr. Smith: Hi, could I speak to Liu Heng

34、in Sales DepartmentLiu: Speaking!Mr. Smith: This is TomSmith, Purchasing Manager of Chicago Sports Import and Export. Wemet at Chinese Export Commodities Fair about one month ago. Liu: Oh, glad to receive your call. What can I do for youMr. Smith: Having seen your exhibits at the fair, I d like to t

35、ell thatwe have great interest in your latest model Bike TGBI and Bike TGGI.Liu: Wonderful! Have you got the price listMr. Smith: Yes, but I m wondering whether you can give a special discount on our initial order.Liu: Well, it depends on the size of your order. I ll give you our policy on discount

36、in the quotation letter.Mr. Smith: Thank you. I ll call you later when receiving your latest quotation. Bye!Liu: Bye.Task 3Mr. Clark, a purchasing manager of an Australian company, is negotiating with Miss Yang who works for a major supplier of household appliances in China. Listen to the conversati

37、on and answer the following questions.1. How does the report impress Alice at her first sightIn Miss Yang s company.2. What does Miss Yang say to show that she d like to discuss abou t the offerShe said, “ Sure. I appreciate your straightforwardness ” .3. Howmuchhigher is the price of T-2009 Model t

38、han that of other similar products according to Mr. Clark4%.4. How many refrigerators does Mr. Clark s company plan to buy 500.5. Does Mr. Clark accept the newest offer And whyUnlikely. He thinks it s too high and said, “ I m afraid I ll choose other suppliers ”ScriptYang: Hello, Mr. Clark. Welcome

39、to our company!Mr. Clark: Thanks. It s my great honor to be here. Shall we discu ss your offer sent to me two days ago right nowYang: Sure. I appreciate your straightforwardness.Mr. Clark: The refrigerator T-2009 is still expensive compared with thesimilar products from other suppliers. Your price i

40、s about 4% higher.Yang: Really But the T-2009 has taken advantage of the latest technology.I m quite sure it s the most energy -efficient and the least noisy one.It is the newest model for the coming season.Mr. Clark: Of course, it s new. So we risk buying 500 pieces for trial sale, but your price w

41、ill leave little profit for me.Yang: I assure you there will be a great demand in your market, and if you can order more than 1,500 pieces, we ll give you a % discount. Mr. Clark: Only % I m afraid I ll choose other suppliers.Task 4After reading the quotation of Karl & King Electrical Appliance Co.,

42、 Jack Smith is phoning sales womanAnna. Listen to the conversation and decide whether the following statements are true (T) or false (F). 1. Universal Electrical Appliance Import & Export Co. sellselectrical hair dryer. 2. Generally, each set of HD-1500B is $60 on CFR Vancouver basis. 3. The discoun

43、t depends on the quality and time of shipment. 4. Jack wants 400 sets of electrical hair dryer HD-1500B. 5. Jack orders two models of hair dryer from Anna. 6. The offered price of hair straightener JO-074 isstill veryexpensive. 7. Jack wants to have 3% discount altogether. 8. They finally reach an a

44、greement on the price.ScriptAnna: Karl & King Electrical Appliance Co. Can I help youJack: This is Jack Smith, Purchasing Manager of Universal ElectricalAppliance Import & Export Co. I ve just browsed your company s online quotation and I m interested in your electrical hairdryer.Anna: Great! Which

45、modelJack: HD-1500B. Please quote us your lowest price on CIF Vancouver basis.Anna: The price is $60 per set. But it depends on the quantity and the time of shipment.Jack: We would like to have 200 sets in red and blue respectively beforeJuly 30th. So could you give me a discount of 5%Anna: Frankly

46、speaking, your order is not large enough. But if you order our other products, we ll consider giving you a special discount.Jack: Good. We also intend to place an order for 500 sets of hair straightener JO-074.Anna: Our quotation for that model is $30. As you ve ordered both hair straighteners and h

47、airdryers, we can give you a special discount of % altogether.Jack: Only % But we expect more. How about 4%Anna: The two models you want are the latest models and their quality isthe best among similar products on the market. So we can give you 3% at most.Jack: OK, done!Task 5Mr. Zhu, Sales Manger o

48、f a company in Guangdong, is talking with hiscustomer Ellen Rice, an American importer, on the phone. Listen to the conversation and fill in the blanks with what you hear.Mrs. Rice s notebookInterested Products :1Washing machine WSBand WSTSupplier :2Liangxing CorporationQuantity :3500 sets for each

49、modelAgreed Discount :42%Payment530% by T/T in advance and the rest byirrevocable L/C at sightScriptMr. Zhu: Lianxing Corporation. What can I do for youMrs. Rice: Hello, this is Ellen Rice. I sent you an enquiry for a pricelist of your washingmachines a week ago.Mr. Zhu: I rememberthat. I quoted you

50、 our latest price list two days ago.So, which model do you have interest inMrs. Rice: I mimpressed with WSEhnd WSTand planning to place an order of 500 sets for each model. Can you give us a special discount, say, 3% Mr. Zhu: 3% is too high. But it depends on shipment time and the way of payment.Mrs

51、. Rice: We prefer the washing machines will arrive in New York beforeJuly 30th. Asto the payment, we can give 30% by T/T in advance and the rest will be paid by irrevocable L/C at sight.Mr. Zhu: In that case, we can give at most 2% discount. We do this onlyto show we will continue to do business wit

52、h you in the future.Mrs. Rice: 2% is OK. I ll send you an order later by fax.4. SpeakingTask 1Make sentences by choosing relevant information inAie much interested inhave inferest in ane delighted 口訊】youi produceyniir CKhiblK m die shownrmiTask 2fiopy of your price list.Aid would be pleased if you g

53、uld scud us -*門 copy of your cm hiTiehure hv cm nmiloffer a discoum of 3%,li you f P取出e insviaiKe, can effect cbe deJery (before (Lit： f this uiuiiih、vioujd like to iiidei 500 piecesinlerxl th place m la rge nukr u ill Iniy diiotlici LOGO sds.nn( FR hanjin IxrnsPlefLr qmift us unn lit-Atst pitvs*cn，

54、卜R Sydney- basis.oj F(,)B Lirpovl tiasis.Workin pairs. Practice making short conversations with the words provided according to the example below.yoliT 切甲1亡* inlineExample: Mr. Black / beans/$800 per ton / FOB Shanghai / $750 per ton / $775 per ton /$1OA: Mr Black, Im Luixiaus to know aboui yoiir li

55、nu offer lor beans now.B: Wdl, $800 per ton, FOB Shanghai. Shipment will be ready in two months whut】 receiving* your order.A: The price is on the high side. It ll leave little profit far us, $7SO per ton seems more ruasouabk.B； You know(1k price has gone up in recent months. As far as I know,our pr

56、ice is aniuiig lik: best ones when coiisidcnug die lup quality. How 凡bout $775 per ton?A: Your reduction is loo uiodcsl. Il is still iix cry competitive m the market.B： To pull the business through. Ill cut another $10. This is dcfimlely our rcck-bottom priseZ.Mr. Jones/corn” $210pei lou!CIF Sdney / $190 per ton 紀(MJ jwi ion I S3 penon2 Miss Laiih / apples S8 pci kihgmuiC RF Qindac per kilrmin S7 pei kilugiaiu S45 very pair SI 亡vuiv pair .Task 3Work in pairs. Practice making a conversation with the help of the instruction Below.Purchasing Manager of Bluesky Industrial Company?