國際商務談判英語（第二版）第07章報盤與還盤

1、International Business Negotiation EnglishPart Two Business Negotiation Practice 商務談判實踐Stage 1: Preparation (準備）Stage 2: Opening Statements （開局說辭）Stage 3: Bargaining （磋商）Stage 4: Settlement （簽約）Opening StatementsBargainingPreparationSettlementChapter Seven Offer and Counter-offer 報盤與還盤Learning focus

2、 : (學習要點)Knowing of background knowledge on offer and counter-offer了解關于報盤和還盤的背景知識Understanding the definitions on offer and counter-offer 理解報盤和還盤的定義Comprehending the definitions on offer and counter-offer 深刻理解報盤和還盤的內容Mastering skills of using letters and dialogues in business negotiation 掌握用信函及對話進行商

3、務談判技巧7.1 Background knowledge I 背景知識介紹 1. Offer：An offer is made when a seller promises to sell goods at a stated price and within a stated period of time. The party who sends the offer is called the offerer；while another party who receives the offer is called the offeree. 2. Categories of offer （1）

4、 Firm offer: The following expressions of validity are concerned with a firm offer:We offer （v） firm as follows，subject to your reply reaching us by five p.m , our time, Friday , October 8.We offer （v） firm as follows，the validity is for 10 days /till October 10.This offer is firm （good /open / vali

5、d）for 10 days /till October 10 We make （ submit/forward /send） you an firm offer, subject to your reply reaching us by October 10. We make （ submit/forward /send） you an firm offer, the validity is for 10 days /till five p.m , our time, Friday , October 8.7.1 Background knowledge I 背景知識介紹 2. Categor

6、ies of offer （2）Non-firm offer：If an offer is without a validity and sometimes unclear, incomplete and with reservation, it is called non-firm offer. Under this situation, it is not binding the offeror , who has the right to cancel or withdraw it at any time. The expressions concerned with a non-fir

7、m offer are as follows:We make （ submit /forward /send） you the following offer：subject to our final confirmation subject to the goods being unsoldsubject to prior salewithout engagement7.1 Background knowledge I 背景知識介紹 3.Forms and contents of offer In business activities, like an enquiry, an offer

8、can also be made orally or in written form no matter it is a firm offer or a non-firm offer , the contents of which should usually include the following:The name, price, quality and quantity of the goodsThe date of the delivery and or the time of shipmentThe terms of paymentThe validity of the offer

9、 Other term concerned, such as packing, discount, commission, insurance, etc.7.1 Background knowledge I 背景知識介紹 4. Counter-offer :5. The Structure of a letter concerning counter-offer When making a counteroffer in written form , the following should be included in a counteroffer:Acknowledge receiving

10、 the offer, repeating some concerned main points briefly of the letter. Express the regret at the buyers inability to accept the offer /counter-offer , explaining the reasons for non- acceptance.Make a counter-offer / counter counter-offer, forwarding correct suggestions or amendments to the former

11、offer or counter-offer.Hope the counter-offer will be accepted and express wishes of mutually beneficial cooperationsubject to 根據(jù)in our favour 以我方為受益人 be acceptable to sb 對 是可以接受的take pleasure in making you the following firm offer be pleased to make you the following firm offer茲向你方報實盤如下By confirmed

12、 irrevocable L/C payable by draft at sight保兌的、不可撤銷的即期信用證with keen interest 極有興趣 Re: 事由the captioned goods 標題貨物Appreciate 欣賞；理解；感激。your prices appear to be on the high side你方價格似乎偏高out of line with 與不符；in line with 與相符the prevailing market level. 現(xiàn)行的市場價格水平Leave sb with sth 給某人留下the principal / main /

13、major 主要的the medium price range. 中等價位范圍10. We suggest that you make us a 10 reduction that would help to introduce your goods to our customers? 7.2 Letters on Negotiation信函談判 Notes：7.2 Letters on Negotiation信函談判Letter 7- 1 A firm offer written by the exporter to the enquiry “l(fā)etter 6-1” written by t

14、he importer.Dear sirs:Thank you for your inquiry of May 16 , 2 in which you enquired about the details of our products, newly developed NumanMP4, M6000 Now we take pleasure （ we are pleased to make ） in making you the following firm offer，subject to your reply reaching us by the end of this month.（實

15、盤的標志句）Commodity: MP4Specification: M6000Quantity: 200 dozens Price : at US$ 55 each CIF Vancouver Color: black , white , blue , grey Shipment: Within two months after receiving your L/CPayment: By confirmed irrevocable L/C payable by draft at sight in our favour for the full invoice value.With regar

16、d to the discount, we allow clients 5 for quantity not less than 200 dozens. We trust the above terms and conditions will be acceptable to you and await with keen interest your order. 7.2 Letters on Negotiation信函談判Letter7-2 A non-firm offer written by the exporter to the enquiry “l(fā)etter 6-1” written

17、 by the importer. Dear sirs:Thank you for your inquiry of May 16, in which you enquired about the details of our products, newly developed NumanMP4, M6000 Now we take pleasure （we are pleased to make ） in making you the following offer， subject to our final confirmation （虛盤的標志句）Commodity: MP4Specifi

18、cation: M6000Quantity: 200 dozens Price : at US$ 55 each CIF Vancouver Color: black , white , blue , grey Shipment: Within two months after receiving your L/CPayment: By confirmed irrevocable L/C payable by draft at sight in our favour for the full invoice value.With regard to the discount, we allow

19、 clients 5 for quantity not less than 200 dozens. We trust the above goods will be acceptable to you and await with keen interest your order.7.2 Letters on Negotiation信函談判Letter7-3 A counter offer written by a importer to the offer “l(fā)etter 7-1” written by the exporter. Dear Sirs: Re: Newly developed

20、 NumanMP4, M6000.Thank you for your letter of May 17 , in which you made us a firm offer about the details of your products, newly developed NumanMP4, M6000. We appreciate the good quality of your goods, but unfortunately your prices appear to be on the high side and out of line with the prevailing

21、market level. To accept the prices you quote would leave us only a small profit on our sales since this is an area in which the principal （main/major）demand is for articles in the medium price range. So we suggest that you make us a 10 reduction that would help to introduce your goods to our custome

22、rs.Meanwhile, information indicates that some parcels of Japanese Make have been sold here at a much lower price.（比較法）It is in view of our long-standing business relations that we make you such a counter-offer. As the market is declining , we hope you will consider our counter-offer most favorably（激

23、將法）and fax us your acceptance as soon as possible. We are anticipating your early reply.V 7.3 Dialogue Practice 對話演練 -Call or face to face 電話或面對面 Ask the students to read Dialogue 1 and Dialogue 2then make a presentation .7.4 Cases and Situational Dialogues案例與情景會話Group Activities : 小組活動1.Ask the stu

24、dents to choose Case 1 or case2 to discuss and finish the reply letter writing .2. Ask the students to choose situational dialogue 1 or dialogue 2 to discuss and finish the dialogue presentation .Mrs.Mr.Welcome Chapter7 counter-offer Practice 還盤 實訓Task 1:Letter writing 任務一：信函寫作Task2:Spoken English任務

25、二： 口語演練Business NegotiationDefinitionNegotiationis adialogue between two or more people or parties. It intended to reach?., resolve?., produce ?., bargain?., Negotiation is intended to aim atcompromise. Negotiation occurs in business, non-profit organizations, government branches, legal proceedings

26、among nations and in personal situations such as marriage, divorce, parenting, and everyday life. Professional negotiators are often specialized, such as business negotiators union negotiators, leverage buyout(杠桿收購) negotiators, peace negotiators, hostage negotiatorsDifferent negotiation behaviorsJa

27、pan. the least aggressive (or most polite). more positive promises, recommendations, and commitments. polite conversational style - infrequent use ofnoandyouand facial gazing, as well as more frequent silent periods.China (Northern). ask questions information-exchange tactics. similar to the Japanes

28、e, particularly the use ofnoandyouand silent periods.France the most aggressive threats and warnings use interruptions, facial gazing, andnoandyouvery frequently English-Speaking Canada the lowest aggressive persuasive tactics (threats, warnings, and punishments) use noticeably more interruptions an

29、d NOs than negotiators from either of Canadas major trading partners, the United States and Japan.United Kingdom. The behaviors of the British negotiators were remarkably similar to those of the Americans in all respects. Have a strong sense of the right way to negotiate and the wrong;Protocol is of

30、 great importance ;the British negotiation style: extremely cold and arrogant.Pre-NegotiationNegotiatingComing to an AgreementPre-NegotiationSet out your objectivesKnow your extremesKnow what your opposition is trying to achieveConsider what is valuable to your business, not the costsApproach the ot

31、her party directly to make an appointmentSet the agenda in advance if necessaryNegotiatingBe powerful to influenceGive a reward or an incentiveKeep the negotiation in your controlAim highly to gain the best deal for yourselfRemain flexible throughout the negotiationKnow your subject matters well and

32、 communicate this well to the other partyConfidence & PowerComing to an AgreementBoth parties signaturesDont say anything about the terms agreedConfirm the agreement by sending an Order Form or Fax, etc. Business Etiquette Wear a SuitconservativeprofessionalWhat to Wear ? Shirts As a rule, the simpl

33、er the better, no bright colors, French cuffs or monograms. Ties To play it safe choose a traditional silk tie, no loud colors or patterns. To men:Socks Usually black, dark gray, dark brown, or dark blue.Shoes Make sure your shoes are polished and shined and that your heels are in tack. Jewelry and

34、Cologne Less is better. Avoid wearing a lot of cologne and jewelry. Do not wear more than one ring, remove earrings and multiple chains.Dress Blouses A cotton or silk blouse in a neutral color with a simple collar is fine. Your blouse should fit comfortably, and not appear to be tight, wrinkled or d

35、istracting due to loud colors. Scarves A classic 34- inch square silk scarf . Less is better, less color and less patterns. Keep it simple.To Women:Shoes Choose a color that compliments your suit and handbag black, brown. Be sure to have your shoes polished and shined and that your heels are in tact

36、. Stockings Do not wear contrasting colors. Avoid opaque and printed stockings.Jewelry and Perfume Avoid wearing earrings. Remove all non-traditional jewelry. Putting it into PracticeKeep any Bad Habits in CheckListen as Well as SpeakLessening the Degree of Formality Over Time Ending the Conversatio

37、nPlay it Safe Business Conversation etiquetteBasic social conversation rules: Keep it short; keep the conversation moving. Limit responses to 60 seconds or less. Avoid opinion and emotion-evoking topics such as money, politics & religion. Do not interrupt. Do not finish other peoples statements. If

38、someone does or says something rude, ignore it. Do not complain. Do not criticize others. Say nothing evil about common acquaintances, former bosses or coworkers.Address a new acquaintance by his or her title and last name until you are invited specifically to use a first name. PerformanceMr. ZhuMr.

39、 SunThanks for Your Watching !I. Revision （復習）1.Enquiry , offer ， counter-offer 詢盤， 報盤， 還盤2.Layout of a letter on counter-offer 還盤信函的結構 General enquiry 一般還盤Specific enquiry 具體還盤Enquiry詢盤Offer 報盤Counter-offer還盤Firm-offer 實盤Non-firm offer 虛盤Decline 拒絕Concession 讓步 Tips for Making a counter Offer 還盤信寫信

40、技巧 Thank the offeror for his offer 感謝對方報盤Express regret not to be able to accept 遺憾不能接受 Explain the reasons for non-acceptance 不接受的原因Put forward your counter-offer 提出還盤目標urge the partner to accept it 敦促對方接受RegretsThanksReasonsYour counter-offerurging還盤信函的結構 Focus 實訓目標Writing a letter on counter-offe

41、r 根據(jù)報盤信寫還盤信counter offer in spoken English 口語還盤II. Practice 實踐Step 2Step 3Step 42Useful sentence patterns-Thanks 感謝2Thank you for your letter dated April 2, in which you made us a firm offer about the details of your products.We have received your letter of May 8th making us an offer about Red Wine

42、,for which we thank you very much. 1Step 2Step 3Step 42Useful sentence patterns- Regrets 遺憾2We appreciate the good quality of your goods , but It is regretful that your price cant match the market level.We have received your letter of May 8th making us an offer about Red Wine ,for which we have to r

43、egret to say that your price is on high side . 1Step 2Step 3Step 42Useful sentence patterns- Reasons原因2for the prices for the same quality have further dropped by 10% in the market. ( reasons)Accepting your price will leave us only small profit .1Step 2Step 3Step 42Useful sentence patterns-Reasons原因

44、2For the prices for the same quality have further dropped by 10% in the market. Accepting your price will leave us only small profit .1Step 2Step 3Step 42Useful sentence patterns-Counter-offer還盤 2 We think it is for your interest to give us a reduction of 20%to maintain the low selling price and cha

45、nge the shipment to 20 daysWe hope to change the shipment date “Within one month after receiving your L/C” to 15 days after receiving your L/C” , for the goods are needed here badly .1Step 2Step 3Step 42Useful sentence patterns- Ending 2 We think it is for your interest to give us a reduction of 20%

46、to maintain the low selling price and change the shipment to 20 daysWe hope to change the shipment date “Within one month after receiving your L/C” to 15 days after receiving your L/C” , for the goods are needed here badly .1Kindle :US $100 Mini-pad : US $ 250Mini-pad will spoil your three generatio

47、ns , while kindle will make you wealthy all life . Mini毀三代， kindle 富一生I-phone4S-16G US$350 I-phone5S US$350 Ordinary young people xiaomi-3(小米3)： US$ 250The patriotic petritk youth 愛國青年長相思在“全球化”之前一直在波爾多安營扎寨。長相思的種植面積穩(wěn)步增長，如今法國有20000公頃，全世界則有45000公頃。葡萄酒研究最新發(fā)現(xiàn)了它的香味釋放機理。如今由這一品種釀造的葡萄酒在香氣（黑茶子葉、柚子、黃楊木、柑橘、水仙）的

48、強度，口感和鮮活感上非常平衡，使之成為許多原產(chǎn)地監(jiān)控命名白葡萄酒或地區(qū)餐酒中的“暢銷品”。Sauvignon sovinj Blanc wine長相思葡萄酒US$100小米3Kindle / mini-pad I-phone5SI-phone 4S單反毀三代，kindle富一生 Useful sentence patterns for counter Offer Thanks: Thank you for your letter dated April 2, in which you made us a firm offer about the details of your products

49、 Regrets: We appreciate the good quality of your goods , but It is regretful that your price cant match the market level， Reasons :For the prices for the same quality have further dropped by 10% in the market. Counter-offer: We think it is for your interest to give us a reduction of 20%to maintain t

50、he low selling price and change the shipment to 20 daysEnding :We look forward to you prompt acceptance.Dear sirs:Thank you for your inquiry of 16 May, 2009 , in which you enquired about the details of our products newly developed NumanMP4, M6000 .Now we are pleased to make you the following firm of

51、fer，subject to your reply reaching us by the end of this month.（實盤的標志句） Commodity: I-phone Specification: I-phone4S-16G, I-phone5S Color: black , white Price : at US$350, 650 each CIF Dalian Quantity: 200 dozens for each specification Shipment: Within one month after receiving your L/C Payment: By confirmed irrevocable L/C at sight in our favor for the full invoice value. .How to write a letter on counter-offer 如何寫還盤信 Reduce the price by 15% to 20% 價格要求降低15-20%2. change the shipment date to 10days or 20 days 裝運期要求改為10-20天Dear sirs: Thank you for your