商務(wù)談判的理論篇英文版

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教材

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參考教材1商務(wù)談判英語

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參考教材2外貿(mào)英語實(shí)務(wù)

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商務(wù)談判——理論篇

什么是商務(wù)談判？

談判雙方為達(dá)成一筆生意，提出交易的內(nèi)容和條件，通過洽談協(xié)商達(dá)成一致的行為和過程。*語言運(yùn)用得當(dāng)與否是成敗的關(guān)鍵e.g.I)IwouldifIcould/Idon’tagreeII)Ican’tagree/Idon’tlikeit/Isthereanythingelse?談判前應(yīng)該有哪些準(zhǔn)備？

TargetCountryBusinessPartnerQualifiedNegotiatorsProperPlanTargetCountryCulturebackgroundandeconomicsituationsPoliticalclimateofthecountryCurrentimportandexportstatisticsGovernmentpolicyoninternationaltradeInformationontradebarriersandrestrictions----MOFTEC(對外貿(mào)易經(jīng)濟(jì)合作部)/foreigntradecorporations/banks/newspapers/journalarticles----ChineseEmbassy/localbanks/theagent/localnewspaper/journalarticlesBusinessPartnerCreditreferenceBackgroundinformationBusinessrangeAnnualsalesvolumeMajorcustomersBusinessculture----bywritingtothereferencesprovidedbythecounterpart----byemployingaconsultingfirm

NegotiatorhasanoverallpictureoftheopponentQualifiedNegotiators

---familiarinternationaltradingprocess/experiencedindealingwithforeigncustomers/quickinmakingdecisions/wellinformedofthetransactiontheyaregoingtodealwithCommercial:price,deliverytermsTechnical:specification,programandmethodsofworkFinancial:termsofpayment,creditinsurance,bondsandfinancialguaranteesLegal:contractdocuments,termsofcontract,insurance,legalinterpretationHowmanymembersdoesateamneed?ProperPlan

----goodinformationandassessment

DefinethespecificnegotiatingobjectiveStatetheminimumacceptablelevelforeachofthemajoritemsIdentifytheteamleaderandothermembersofthenegotiatingteamSetforthtimeschedulesforimplementationEstablishthetimeperiodwithinwhichthenegotiationsshouldbeconcluded商務(wù)談判的一般步驟有哪些？

1.InvitationtoOffer2.TheOffer3.TheCounter-offer4.AcceptanceInvitationtoOffer

---Inquiry:initiateapotentialtransactionPromotionalcommunication:advertisementsbemadethroughvariousmedias,salesliteratureandpricelistbedistributed,tradefairsbeusedtoexhibitcommodities.Inquiry:eachoneisasaleopportunitytofosterapotentiallong-termrelationship,soshowyourefficiencyandsincerity.----commodity’sname,quality,mode,thedesiredquantityanddeliverydateInvitationtoOffer---Inquiry:initiateapotentialtransactionFromabuyer:PleasequotethelowestpriceofCFRSingaporefor1000boxesoflargesizeMaxamDentalCreamattheearliestdelivery.Fromaseller:WecansupplyFlyingPigeonbrandbicycleswithshipmentinMay.Pleasefaxusifyouareinterested.Pleaseadvise……/pleasefaxadvice……Interestedin…please…Pleasequote……/pleaseoffer…Wecansupply…2.TheOffer----expressionofthewishesofthesellerorbuyertosell/buyparticulargoodsunderstatedtermssuchasquantity,price,timeofshipment,termofpaymentSellingoffer賣賣方發(fā)發(fā)盤buyingoffer/bid買買方發(fā)發(fā)盤Definiteoffer/firmoffer實(shí)實(shí)盤:adetaileddescriptionoftheitem,price,currency,packaging,minimumormaximumquantity,quality,shippingdate,mode,termsofpayment,atimeframeduringwhichyourofferisavailableIndefiniteoffer/non-firmoffer----““subjecttoourfinalconfirmation”,““forreferenceonly”FirmofferDearMr.Satin,Wearegladtohavereceivedyourfaxof10April,inquiringforFlyingPigeonbrandbicycles.Inreply,wewouldliketooffer,subjectstoyourreplyreachingusbeforetheendofthismonth,thefollowing:20’’Men’sstyle@US$25perset……Paymentterm:ByL/Catsighttobeopenedthroughabanktobeapprovedbyus.Shipment:October/November1998,providedthecoveringL/Creachesusbytheendofthismonth.TheabovepricesareunderstoodtobeonCIFCairobasisnet.Pleasenotethatwedonotallowanycommissiononourbicycles,butadiscountof5%maybeallowedifthequantityforeachspecificationismorethan1,000sets.Owingtothedurabilityandcompetitiveprices,ourFPbicycleshavewonpopularityallovertheworld.Wesuggestyourplacingorderswithoutdelay,sothatwemayguaranteethesupply,andyouwouldnotmissthechance.Welookforwardtoyourpromptreply.Non-firmofferDearMr.SatinThankyouforyourfaxof10April,inquiringforFPbrandbicyclesBasedonyourrequirement,wearequotingasfollows:20””Men’sstyle@US$25persetPaymentterms:ByL/Catsighttobeopenedthroughabanktobeapprovedbyus.Shipment:October/November1998,providedthecoveringL/Creachesusbytheendofthismonth.TheabovepricesareunderstoodtobeonCIFCairobasisnet.Pleasenotethatwedonotallowanycommissiononourbicycles,butadiscountof5%maybeallowedifthequantityforeachspecificationismorethan1,000sets.Theabovequotationismadewithoutengagementandissubjecttoourfinalconfirmation.Welookforwardtoyourearlyreply.3.TheCounter-offer----proposeanewsetoftermsforthetransactionormakeaconditionalacceptancebymakingsomechangesintheoffer.DearMr.Jones,WeareinreceiptofyourletterdatedonMay2,offeringus50metrictonsofthecaptionedgoodsatUS$350permetrictonontheusualterms.Inreply,weregrettoinformyouthatourbuyersinLondonfindyourpricemuchtoohigh.InformationindicatesthatsomeparcelsofIndianoriginhavebeensoldhereatalevelabout30%lowerthanyours.WedonotdenythatthequantityofChineseKernelsisbetter,butthedifferenceinpriceshouldnotbesobig.Tostepupthetrade,wecounterofferasfollows,subjecttoyourreplyreceivedbyusonorbefore30thMay.50metrictonsofgroundnutkernelsFAQ1998cropatUS$320perM/TCIFLondon,othertermsasperyourletterofMay2.Asthemarketisdeclining,werecommendyourimmediateacceptance.4.Acceptance---sendawrittenacceptance---indicateacceptanceoftheofferbyopeningaletterofcreditissuedinthecounterpart’sfavor.Sample:astandardformtoacknowledgetheofferThisistoacknowledgewiththanksyourorderNo.______receivedon_____.Weexpecttoship_______on______from______.Thanksfortheopportunitytobeofservicetoyou.談判的原則則及注意事事項(xiàng)1.堅持平等互互利的基本本原則(win-winconcept)2.語言文明禮禮貌，清晰晰易懂3.對象不同，，開場白不不同(culturepatternsandnegotiationpatterns)4.多聽少說5.態(tài)度坦誠，，不拐彎抹抹角商務(wù)談判(補(bǔ)充內(nèi)容容)——實(shí)用篇篇I.ReadingPracticeDirections:Readthedialogueandtellwhichpartsofthedialoguecanbecalled““inquiry”,““offer”,““counteroffer”,or““acceptance””:A:Wehavelookedatyoursamplesandfeelinterestedinyourproducts.Canyoutellushowmuchyouwanttosellus?B:Ithinkyoumusthavenoticedthatourproductshavegoodqualityandourbrandnameisverycompetitive.Ourofferis$25each.A:Wehavetopointoutyourpriceisonthehighsideandit’’simpossibleforustopushanysalesatsuchaprice.B:Well,togetthebusinessdone,weplantomakesomeconcessions.Butifthequantityistoosmall,I’mafraidwecan’tmovemuch.What’sthesizeofyourorder?A:100pieces.B:Youarekidding.Don’tforgetyouarebuyingwatches,notmotorcycles.A:Wehavesomefinancialdifficultiesatthemoment.Ifyourpriceiscompetitiveandthequalityistothesatisfactionofthecustomers,substantialordersfromuswillfollow.B:Inthatcase,let’sconcludethetransactionatthepriceof$23each.A:It’ssettled.II.SpeakingandWritingPractice1.Startinganinterview2.Askingforinformation3.Givinginformation4.Askingforopinion5.ExpressingOpinion6.Don’tunderstandsomebody’’swords7.Markingsuggestions8.Acceptingproposals9.Rejectingproposals-------Tobecontinued.1.Startinganinterview:Let’sgetdowntobusiness,shallwe?Shallwebegin/start?MayIbeginbywelcomingyoutoourfactory?I’dliketoexpressourthankstoyourcoming.Perhapswe’’dbettergetstarted/getdowntobusiness.Whereshallwestartourdiscussiontoday?Rightthen,Ithinkit’sabouttimewegotstarted.I’vecomeheretodiscussthepointofshippingtoday.2.AskingforinformationCouldyoutellmeabitaboutit?Wouldyoumindtellmehowthesegoodsshouldbepacked?Iwonderifyoucouldtellmewhatyouneed.Excuseme,doyouknowwhentoshipthegoods?Arethereanyotherpointsthatarebotheringyou?3.GivinginformationAsfarasIknow,thepresentmarketisratherfavorabletous.Well,inconfidence,Icantellyouthatwecanshipthegoodsintime.I’’mafraidIdon’’tknow.I’’venoidea,I’’mafraid.Idon’’thavethatinformationavailablejustnow.CanIcallyouback?4.AskingforopinionWhatareyourviewsonthis,John?Whatareyourfeelingson/aboutourprice?Whatdoyouknowaboutthat,Jim?What’syouropiniononthismatter,Mr.Smith?What’syourreactiontothistransaction?5.ExpressingOpinionI’msurethatthequalityisfine.I’mconvincedthatwecaneffectshipmentintime.Ithink/considerthatnobodywillbuythissortofproducts.Itseemstomethatweallneedtothinkmoreaboutthiswholematter.I’minclinedtothinkthatthemarketwillbefine.6.Don’’tunderstandsomebody’swordsIbegyourpardon?Sorry,couldyousaythatagain,please?I’mafraidIdon’tfollowyou.Wouldyoumindrepeatingit?Couldyouspeakalittlemoreslowly?7.MarkingsuggestionsTheonlysolutionisthatyoumustreplacethedefectiveproducts.Iseenootheralternativebuttostopproduction.Irecommend/suggest/proposethatweshouldbuyanewcomputer.ItmightbeagoodideatoextendtheLetterCredit.Onesolutionwouldbetosendyouourtechniciantorepairthemachine.8.AcceptingproposalsI’m(completely)infavourofthat.I’veabsolutelynoobjections.I’msurethat’sthebestsolution/idea.Soundsfine.Good/Greatidea.9.RejectingproposalsThat’sjustnotfeasible.Ireallycan’’tacceptthat.I’mafraidthatIcan’’tacceptthat.IwouldifIcould.Isthereanythingelse?PracticeDirections:Makeadialogueonthefollowingsituationusingthekeywordsgivenbelow:Situation:Jackwantstoorder800metrictonsofapplesfromChina.Mr.LifromChinaNationalImport&ExportCorporationmakestheofferat4,000yuanpertonCIFBoston.Jackmakeshiscounter-offerat3,800yuanpertonCIFBoston.Afterafacetofacenegotiation,theyconcludethebusinessat3,900yuanpertonCIFBoston.Keywords:order,offer,counteroffer,reasonable,quality,lowestquotation,businessrelation,meeteachotherhalfwaySample:L:Hello,Jack.Gladtomeetyou.J:Hello,Mr.Li.Gladtomeetyou,too.L:Whatareyouinterestedinthistime?J:Iwanttoorder800metrictonsofapples.Couldyouletushaveanideaofyourlowestquotation?L:Certainly.It’s4,000yuanpermetrictonCIFBoston.J:Tobefrankwithyou,thepriceyouquotedisratheronthehighside.L:Takingthequalityintoconsideration,youwillfindourpricequitereasonable.Well,what’syourcounter-offer?J:I’mafraidIcan’tnotacceptthisprice,butconsideringourgoodbusinessrelationshipoverthepastfewyears,let’smeeteachotherhalfway.L:Inordertoconcludethebusiness,Iagreewithyou.J:Whenwouldyoulikethegoodstobeshipped?L:BettershipbylateSeptember.O.K?J:Thankyou,Mr.Li.Seeyoutomorrowthen.L:Seeyoutomorrow.Attention:ThedeadlineofHomework(I):Oct.27thThedeadlineofHomework(II):Nov.5th9、靜靜夜夜四四無無鄰鄰，，荒荒居居舊舊業(yè)業(yè)貧貧。。。。12月月-2212月月-22Thursday,December22,202210、雨中黃黃葉樹，，燈下白白頭人。。。12:52:4612:52:4612:5212/22/202212:52:46PM11、以我獨(dú)獨(dú)沈久，，愧君相相見頻。。。12月-2212:52:4612:52Dec-2222-Dec-2212、故人江江海別，，幾度隔隔山川。。。12:52:4612:52:4612:52Thursday,December22,202213、乍見翻疑夢夢，相悲各問問年。。12月-2212月-2212:52:4612:52:46December22,202214、他鄉(xiāng)生白發(fā)發(fā)，舊國見青青山。。22十二月月202212:52:47下午午12:52:4712月-2215、比不不了得得就不不比，，得不不到的的就不不要。。。。十二月2212:52下下午12月-2212:52December22,202216、行動出成果果，工作出財財富。。2022/12/2212:52:4712:52:4722December202217、做前前，能能夠環(huán)環(huán)視四四周；；做時時，你你只能能或者者最好好沿著著以腳腳為起起點(diǎn)的的射線線向前前。。。12:52:47下下午午12:52下下午12:52:4712月月-229、沒有有失敗敗，只只有暫暫時停停止成成功?。?。12月月-2212月月-22Thursday,December22,202210、很多事情情努力了未未必有結(jié)果果，但是不不努力卻什什么改變也也沒有。。。12:52:4712:52:4712:5212/22/202212:52:47PM11、成成功功就就是是日日復(fù)復(fù)一一日日那那一一點(diǎn)點(diǎn)點(diǎn)點(diǎn)小小小小努努力力的的積積累累。。。。12月月-2212:52:4712:52Dec-2222-Dec-2212、世世間間成成事事，，不不求求其其絕絕對對圓圓滿滿，，留留一一份份不不足足，，可可得得無無限限完完美美。。。。12:52:4712:52:4712:52Thursday,December22,202213、不知香積積寺，數(shù)里里入云峰。。。12月-2212月-2212:52:471