進(jìn)出口業(yè)務(wù)談判 Chapter 3

廣州番禺職業(yè)技術(shù)學(xué)院Chapter3Pre-negotiation-ReceivingForeignBusinessmen(TheFirstTwoPeriods)Module1.Invitationtoadinner

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Focus

Invitationtoadinner Tableetiquettes Chinesefood Adoptingsoftenedwords Adoptingpassivevoice廣州番禺職業(yè)技術(shù)學(xué)院

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TradeChapter3Pre-negotiation-ReceivingForeignBusinessmenPartOneExperiencenegotiationsituation1.Gettingin

◆Brainstormquestions

1.Haveyoumadeanyblundersattable? 2.WhatarethedifferencesbetweentheChinesefoodandthe Westernfood?

廣州番禺職業(yè)技術(shù)學(xué)院

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Backgroundinformation:

Eachpersonshouldbehimselforherselfandnotto trytoplayaroleorbesomethingorsomeoneheorshe isnot.IfyouareChinese,trytounderstandand appreciatetheWesterner’sperspective,butplease continuetobeaChinese. Thesame,inreverse,goesfortheforeigners.廣州番禺職業(yè)技術(shù)學(xué)院

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Onceatanegotiationtable,aChinesenegotiator triedtoactlikeawesterner,orwhathethoughta westernerwouldactlike,usedwhatheconsideredto beadirect,nononsenseapproachtothematter.Only becausehewasnotbeinghimselfandthereforewason thoroughlyunfamiliarground,hispresentationis couchedinlanguagethatnoself-respectingWesterner woulduse,thusitcausedmisunderstandingand offense.Conversely,Westernerstryingtobecome Chinesearealsooutoftheirelementandcanbeguilty ofequallydamagingperformances.廣州番禺職業(yè)技術(shù)學(xué)院

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TradeChapter3Pre-negotiation-ReceivingForeignBusinessmen2.Experiencenegotiationsituation

◆Activity

1.Dividedtheclassinto5groups,4 studentsineachgroup.Onegroupactas thesellerandtheotheractasthebuyer. 2.Setthegoalofthenegotiationforeachpart

廣州番禺職業(yè)技術(shù)學(xué)院

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3.Thekeywordsshowingtheprocessofthe negotiationiswrittenonpiecesofnotes.Buyer andsellerisrequiredtopickupthenotesin turnswhichisbeneficialtohisstandandmade themtomatchtheirnegotiationgoal. 4.Discusswithteammemberandgetpreparedfor thecomingnegotiationusingallthekeywordsthey pickupfortheirown.(Thestudentsmighttakethe wrongnoteswhichdonotsupporttheirnegotiation.) 5.Imitatethenegotiationusingallthenotes.廣州番禺職業(yè)技術(shù)學(xué)院

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TradeChapter3Pre-negotiation-ReceivingForeignBusinessmen◆Feedbackoftheactivity

Theteachermakescommentforeachparton howtheyreachtheirnegotiationgoal.

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TradeChapter3Pre-negotiation-ReceivingForeignBusinessmenPartTwoLanguageastooling1.Listentothetypeandwritedownthekeywords2.Vocabularystudy–usefulwordsorphrases Bequiteobliging Copewith Requestthepleasureofone’scompany Tobeinchargeof Putconsiderationsfirst Makeblunders Makeyourselfathome

廣州番禺職業(yè)技術(shù)學(xué)院

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PartTwoLanguageastooling

3.Frameworkoflodgingaclaim廣州番禺職業(yè)技術(shù)學(xué)院

SellerBuyerHowtofindyourroominthehotelExtendaninvitationDinnerpartyFirstvisitComfortableandquietDelightedtogoNotdeserveyourkindnessInterestedinChinesecooking EnjoytheircompanyOtherfriendsChapter3Pre-negotiation-ReceivingForeignBusinessmen

Introducingfriends Tablemanner Whichdoyouprefer, brandyorwine? ThisfoodisSichuan Specialty Fillyourglassagain

廣州番禺職業(yè)技術(shù)學(xué)院

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□□□□□

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TradeMeetingnewfriendsChinesearehospitableBrandyistoostrongDishesaredelicious,especially…Bottomsup

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PartThreeNegotiationskillandtechnique- Adoptingsoftenedwords◆Peoplecanusesoftenedwordstoexpressindirectlyand inoffensively.Thisstrategycansoftenthetoneincase ofhurtingtheopponentandturnthestrongintothe moderatetone.

Usualexpressions:

I’mafraid… Wewouldsay… Itseemstome… Wewouldsuggest…

廣州番禺職業(yè)技術(shù)學(xué)院

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TradeChapter3Pre-negotiation-ReceivingForeignBusinessmenPartFourApplication◆Expandedactivityforreallifesituationusingthe negotiationskillandtechniquewelearnedtoday:

Mr.

Wan

,

an

interpreter,

of

the

Textiles

11

22

33

import

&

export

corporation

is

sent

by

his

manager

to

invite

Mr.

Kittson

to

a

dinner

party.

Mr.

Kittson

has

accepted

this

kind

invitation.

Tell

Mr.

Kittson

about

the

dinner

time

and

some

friends

whom

he

likes

to

meet.

Introduce

Mr.

Kittson

to

the

guests

present

and

4

exchange

greetings

before

the

dinner

party.廣州番禺職業(yè)技術(shù)學(xué)院廣州番禺職業(yè)技術(shù)學(xué)院Chapter3Pre-negotiation-ReceivingForeignBusinessmen(TheSecondTwoPeriods)Module2.Arrangingavisit

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TradeChapter3Pre-negotiation-ReceivingForeignBusinessmen2.Experiencenegotiationsituation

◆Activity

1.Dividedtheclassinto5groups,4 studentsineachgroup.Onegroupactas thesellerandtheotheractasthebuyer. 2.Setthegoalofthenegotiationforeachpart..

廣州番禺職業(yè)技術(shù)學(xué)院

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3.Thekeywordsshowingtheprocessofthe negotiationiswrittenonpiecesofnotes.Buyer andsellerisrequiredtopickupthenotesin turnswhichisbeneficialtohisstandandmade themtomatchtheirnegotiationgoal. 4.Discusswithteammemberandgetpreparedforthe comingnegotiationusingallthekeywordsthey pickupfortheirown.(Thestudentsmighttakethe wrongnoteswhichdonotsupporttheirnegotiation.) 5.Imitatethenegotiationusingallthenotes.廣州番禺職業(yè)技術(shù)學(xué)院

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TradeChapter3Pre-negotiation-ReceivingForeignBusinessmen◆Feedbackoftheactivity

Theteachermakescommentforeachparton howtheyreachtheirnegotiationgoal.

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TradeChapter3Pre-negotiation-ReceivingForeignBusinessmenPartTwoLanguageastooling1.Listentothetypeandwritedownthekeywords2.Vocabularystudy–usefulwordsorphrases Afterall Schedule Inlargequantities Insmallquantities Proceedasplanned Makeeverythingrunassmoothassilk

廣州番禺職業(yè)技術(shù)學(xué)院planned

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TradeChapter3Pre-negotiation-ReceivingForeignBusinessmenPartTwoLanguageastooling2.Frameworkofsettlingaclaimonqualitydeterioration

delicaciesanddishesfrom variouspartsofChina Anythingelse Talkwithproceedas廣州番禺職業(yè)技術(shù)學(xué)院

SellerAnythingspecialyouwantTakeyoutoanIndustrialExhibitionsNewproductsondisplayTakechemicalindustryforexample

BuyerVisitsomeplacesMorespecificaboutsomeoftheindustriesSeesomethinglikeafoodmarketbustlingwith

activityTraditionalChineseDonotmindvisitingthatstreetSomehistoricspotsCometoasuccessfulconclusion

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TradeChapter3Pre-negotiation-ReceivingForeignBusinessmenPartThreeNegotiationskillandtechnique◆

Adoptingpassivevoice

Apassivevoiceisoftenvaguebywayoftheomission oftheagent.Thenthereismuchmorepossibilityto guesswhoisresponsiblefort