商務(wù)英語談判Chapter 1

ChapteroneIntroductionandOverviewofInternationalBusinessNegotiationLecturedby韓雪梅Tel-mail:han-xuemei@163.com

BuyingCarrotsDoyouhavecarrotshere?

Yes!Plentyof!Doyouwantsome?Howmuchisit?Fouryuanfor1kilo.That’stoomuch!Threefor1kilo?Threeyuanandeight.Deal.I’lltake5kilos!

BuyingCarrots

Customer:Doyouhavecarrotshere?Seller:Yes!Plentyof!Doyouwantsome?Customer:Howmuchisit?Seller:Fouryuanfor1kilo.Customer:That’stoomuch!Threefor1kilo?Seller:Threeyuanandeight.Customer:Deal.I’lltake5kilos!Inquiry詢盤Reply回復(fù)詢盤Inquiry詢盤

Offer報(bào)盤Counteroffer還盤Countercounteroffer反還盤

Acceptance接受WhatisnegotiationNegotiationisabargainingsituationinwhichtwoormorepartieshaveacommoninteresttocooperate,butatthesametimehaveconflictinginterestsoverexactlyhowtoshare.Acase:Annownsahousewhichshewantstosellat$100,000,whilePeterwantstobuythehouseat$80,000.Commoninterest:AnnwantstosellahousewhilePeterwantstobuyConflictinginterest:Ann’spriceis100,000whilePeter’spriceis$80,000WhatwillbethepossiblepriceatwhichbothAnnandPetermayagree?$80,000$100,000Itisusuallydifficultandcostlytoreachanagreement.Formsofbusinessnegotiation:Inoralform:Face-to-faceconversation,onthephoneInwrittenform:e-mails,faxes,letters,etc.Vocabulary2.purchasev.tobuy4.bargainv.totalkabouttheconditionsofsale,agreement,pensation1.negotiationisattheheartofeverytransaction.Thereisnobusinesswithoutnegotiation2.thedetailsofthecontractmustbenegotiatedtothesatisfactionofbothparties.averytryingprocesswithconfrontationandconcessionCharacteristicsofbusinessnegotiation3.bothpartiesshareopeninformation.Tosayandtolisten4.bothpartiestrytounderstandeachother’spointofview.Tounderstand5.bothpartiestrytofindawaytoachievecommonandcomplementaryobjectivesacceptabletothemboth.Bothpartiesshouldgetsomething6.Everythingisnegotiable.Italldependsontheexpertiseofthenegotiators.Ternationalbusinessnegotiationissometimesknownasthezero-sumgame.Zero-sumgamemeansoneside’sgainsaredirectlytheotherside’slosses.Thebasicprinciplesofbusinessnegotiation1.equalityprincipleInasuccessfulnegotiation,eachpartymustgainsomething.Ifonepartygainsnothingortakesmuchlessthanisgiven,hewillretreatreluctanttocontinueInthisway,therewillbenobenefitfortheotherparty.Thebasicprinciplesofbusinessnegotiation2.sincerecooperationPurposeofbusinessnegotiation:Tosolveeachothers’problemtogetherandtogetabettersolutionTobecooperativeBothpartiesaremakingconcessionstocooperateinordertoseekawin-winsituationinsteadofawin-loseone.TobesincereNottotelllies,keepyourwordsandtobetrustworthyThebasicprinciplesofbusinessnegotiation3.keepitflexibleandfluidEachnegotiationisspecialDifferentnegotiationopponentDifferentnegotiationatmosphereDifferentnegotiationconditionTherefore,negotiatorsshouldSeekdifferentroutestoachievetheobjectivesUsedifferentkindsofnegotiationstrategiesandtactics有一個(gè)媽媽把一個(gè)橙子給了鄰居的兩個(gè)孩子。這兩個(gè)孩子便討論起來如何分這個(gè)橙子。兩人吵來吵去，最終達(dá)成了一致的意見，由一個(gè)孩子負(fù)責(zé)切橙子，另外一個(gè)孩子選橙子。結(jié)果這兩個(gè)孩子按照商定的辦法各自去了一半橙子。第一個(gè)孩子把半個(gè)橙子拿到家，把皮剝掉扔進(jìn)了垃圾桶，把果肉放進(jìn)果汁機(jī)里打果汁喝。另一個(gè)孩子把果肉丟進(jìn)了垃圾桶，把橙子皮留下來磨碎了，混在面粉了烤蛋糕吃。

Doyouhaveabettersolution?FeaturesofInternationalBusinessNegotiationsInternationalbusinessnegotiationsarefundamentallydifferentfromdomesticones,andrequireadifferentsetofskillsandknowledge.1.Differentlaws,policiesandpoliticalauthorities2.differentcurrencies3.participationofgovernmentalauthoritiesFeaturesofInternationalBusinessNernationalventuresarevulnerabletosuddenanddrasticchangesintheircircumstancesWarorrevolution,changesingovernment,currencydevaluation5.differentideologies6.differentculturesLanguage,customs,perceptionsetc.ThemaincontentofnegotiationoninternationalbusinessS:Thetagpriceoftheseroller-skatesis$50.00apair,butI’llmakeit$45.00foryou.Whatdoyouthink?B:That’smuchmorethanIwaspreparedtopay.S:Howabout$43.00?B:Iofferyou$30.00apair.S:That’stoolittle.Well,I’llcomedownto40.B:Allright.TomeetyouhalfwayIgoupto35,butnotapennymore.Isthatacceptable?S:Ok,it’sagreed.B:Thatleadsustothequestionofdiscounts.S:I’mcertainlyhappytotalkaboutdiscounts.Butcanyouindicatetomethequalityyou’dliketoorder?B:Fairenough.Whatdiscountwouldyouofferonanorderofsayonethousandpairs?S:Foranorderofthatsize,Mr.B,Icangiveyouadiscountof10%.B:Tenpercent!S:Justletmefinish.Yes,10%,butwithaguaranteeofdeliverywithintwomonths.B:Deliverymustbewithintwomonths,orI’mnotinterested,IwantthegoodstoarrivewellbeforetheChristmasseasonbegins.Let’sbeclearaboutonething.IhopeyourealizeImusthavealargerdiscountthanwhatyou’veoffered.S:Well,ifyoucommittobuy2000pairsthenIcouldconsideralargerdiscount.B:Howmuchlarger?S:Ifyouorder2000pairsIcanofferyoua20%discount.B:Tenpercent,twentypercent.I’mgettingtiredofthis.Youareplayinggames.I’mlookingforamuchlargerdiscount.I’morderinginlargerquantitiesandIoperatesmallmargins,yousee?S:Ifyouwantabigdiscountthenyoumusttaketheorderalargerone.ThemaincontentofnegotiationoninternationalbusinessThecommoncontentofnegotiationsininternationalbusinessactivitiesPriceQualityTermsofpaymentPackagingandshippingInsuranceAgencyComplaints,disputesandclaimsArbitrationProcessingandassemblingtradeCompensationtradeTechnologyimportationJointventure1.Wehopetodiscussbusinesswithyouatyourearliestconvenience.1.我們希望盡早與貴方洽談生意。2.welearnthroughtheCommercialCounselor'sOfficeofourEmbassyinyourcountrythatyouareinthemarketforthechemicalsofourfactory.2.從我方駐貴國的大使館商務(wù)參贊處了解到你方在覓購我工廠生產(chǎn)的化學(xué)物品。3.ThroughthecourtesyoftheTokyoChamberofCommerce,welearnthatyouareoneoftheleadingexportersofsilkgarments.3.承蒙東京商會(huì)的介紹，我們了解到貴方是絲綢服裝的主要出口商之一。4.weareastate-operatedcorporation,dealingexclusivelyintheimportandexportofmetalsandminerals.4.我們是一家國營公司，專營金屬和礦石的進(jìn)出口。5.Ourproductshavelongenjoyedagreatfamebothathomeandabroadandweareinthebeliefthattheywillhavegreatpotentialityofthemarketinyourcountry.5.我們的產(chǎn)品長(zhǎng)期在國內(nèi)外享有盛譽(yù)，我們相信在貴國也會(huì)大受歡迎。6.ifanyoftheitemslistedinthecataloguemeetsyourinterest,pleaseletushaveyourspecificenquiry,andourquotationwillbeforwardedwithoutdelay.6.如您對(duì)產(chǎn)品目錄中的任何商品感興趣，請(qǐng)下具體詢盤，我方將會(huì)及時(shí)發(fā)送報(bào)價(jià)。7.incaseyouneedmoreinformationaboutourbusinessstatus,weshallbeonlytoogladtoansweryourinquiriesatanytime.7.如果你方需要更多了解我們的業(yè)務(wù)狀況，我方非常樂意隨時(shí)回復(fù)貴方詢盤。8.welookforwardtoyourearlyreplyandtrustthatthroughourmutualcooperationweshallbeabletoconcludethistransactionwithyouinthenearfuture.8.早復(fù)為盼，相信在我們的共同努力下，很快就會(huì)達(dá)成這筆交易。NegotiationproceduresInpracticalnegotiationsofinternationalbusinessandeconomy,threestepsareadopted:preparationfornegotiationprocessofnegotiationsigningabusinesscontractStep1.preparationfornegotiationtoestablishthetargetfornegotiationtogetasmuchinformationaspossibleTcessofnegotiationStep3.signingabusinesscontractThecontractsrelatedtotheimportandexportmainlyinvolve:CommercialcontractSalesandpurchasecontractSalesagencyagreementContractforprocessingwithsuppliedmaterialsandcontractforassemblingLicensecontractforinternationalbusinessJoint-venturecontractContractAcompletecontractusuallyincludethefollowingparts:(1)Title契約名稱(2)Preamble約首(3)Body正文(4)Witnessclause結(jié)尾BusinessContract(1)Title(2)PreambleDateofsigningSigningpartiesApplicablelawPlaceofsigningReci