商务英语听说教程下Unit 4 Trade Negotiation

1、商务英语听说教程 下,主讲人,Contents Unit 1 Customer Service Unit 2 Promotion Unit 3 Trade Fair Unit 4 Trade Negotiation Unit 5 Quality,Quantity and Packaging Unit 6 Payment Unit 7 Transportation Unit 8 Insurance Unit 9 Disputes and Claim Unit 10 Trade Forms,Pre-listening Listening Part A Part B Further Practice

2、 Activities,Unit 4 Trade Negotiation,Pre-listening,Look at the following pictures and figure out the important terms and conditions which should be discussed and agreed upon during trade negotiations,Possible answers:Name of commodity, quality, quantity, packaging, price and payment,shipment,insuran

3、ce,inspection,disputes and claim,etc,Listening,Part A - Task 1 Conversation,A:Can I have your CIF prices, Mr.Black? B:Heres our CIF .Please have a careful look. A:Are the prices on the list ? B:Yes.All the prices on the list are . A:How long does your offer ?I need some time to get my supervisors on

4、 board with this plan. B:I understand. Our offer,quotation sheet,firm offers,subject to our final confirmation,remain valid,remains open for 4 days,1.Listen to the conversation once and answer the following questions,2.Listen to the conversation again and match the expressions 1) to 5)with the respo

5、nses A to E,Part A - Task 2 Conversation,1)I hope you could offer us your most favorable terms. 2)If your order is a sizable one, we could reconsider our prices. 3)Is it possible to make delivery in April? 4)It is very difficult for them to get the goods ready in April. 5)Can you get round the manuf

6、acturers for an early delivery? A. Good. We plan to order thousands. B. All right. Well get in touch with them and tell you the result tomorrow. C. Im sure youll find our prices most competitive. D. Im afraid not. Our factories have heavy backlogs on their hands. E. But we are in urgent need of the

7、products, otherwise well miss the selling season,C,A,D,E,B,Part A - Task 2 Conversation,Useful Sentences or Expressions Below are useful sentences or expressions which can be used during trade negotiations. Offers Here is a detailed list of our offer. The offer will remain open for 6 days. Since you

8、r offer is quite reasonable, I can accept it here and now. Now I can give you our firm offer. How long does your offer remain valid? If your price is acceptable, Ill place an order right away. I hope you will make us your best offer CIF New York. Counter-offers We cant grant the reduction you ask fo

9、r. It is impossible for us to further lower our price. There are limits to price reduction. Your counter-offer is not in line with the present market level. If you stand firm, we can hardly come to terms. If you hang on to the original offer, business is impossible. Unless you can reduce the price,

10、chances for business are remote. We see no prospects of business at the quoted price,Part A - Task 2 Conversation,Acceptance Taking the quality into consideration, we accept your offer. We have faxed our confirmation of your order and you are requested to open the L/C as soon as possible. The price

11、you quoted being found workable, we have faxed you our acceptance. Although the quotations are somewhat higher, we will accept the order on the same terms as before with the view of encouraging business. We have accepted your order of June 10th for 300 typewriters. We look forward to your acknowledg

12、ement of our order. Signing contracts Therere a few points we have to discuss again before we sign the contract. We both have to make some concessions in order to sign a contract. Do you think there is anything wrong with the contract? Well sign two originals, each in Chinese and English language. B

13、oth are equally effective. This contract will come into force as soon as it is signed by two parties. Were pleased to have transacted our first act of business with your firm,Part A - Task 3 Follow-up,Make a conversation with your partner, following the pattern of Task 2 conversation. You may use th

14、e sentences or expressions above,Setting: Meeting room at Mr.Fangs company Participants: A:Mr.Fang,sales manager of Guangdong Textiles Import and Export Company. B:Mrs.Anderson,purchasing manager of a foreign company. Event: Mrs.Anderson would like to place an order with Mr.Fang but is not satisfied

15、 with the packaging of the goods. Mr.Fang needs to ask the producer to improve the packaging,Part B - Task 1 Vocabulary Building,Match the English words or phrases with their Chinese translations,Part B - Task 2 Conversation,1.Listen to the conversation once and tick all the reasons for the buyer to

16、 ask for a price reduction,2. Listen again and decide whether the following statements are true or false. Write T for True and F for False,) The prices offered by the seller are on FOB basis. ( ) The prices are quoted in the list with engagement. ( ) The seller refuses to make any concessions about

17、the prices. ( )The size of the buyers order is greatly up to the prices. ( ) The buyer thinks that the prices are higher merely by 2 or 3 percent. ( )The market situation for chemical fertilizers is going to change soon,T,F,F,F,F,T,Part B - Task 3 Conversation,1.Listen to the conversation once, then

18、 match the following words or phrases with their definitions, and make a sentence of your own using each word or phrase,2.Listen again and number the following events mentioned to show the order in which they occur,Part B - Task 3 Conversation,a. The seller might be able to give a 5% price reduction

19、. b. The seller agrees to reduce the price by 8% if the buyer guarantees to double the order. c. The buyer asks for a price reduction from the seller. d. The buyer bargains for an 8% reduction. e. The buyer intends to double the purchasing quantity. f. The seller could decrease the price by 3% at th

20、e most,c f e a d b,Further Practice Activities,Task 1 Reading,Read the following passage and then answer the questions below. a. In what forms can trade negotiations be conducted? Business negotiations can be conducted in two forms: in words and in writing. b. What steps are generally followed durin

21、g trade negotiation before a contract is concluded? Four main steps are generally followed before a contract is concluded: enquiry, offer, counter offer and acceptance. c. Why are contracts in written form important? The importance of a written contract in a sales transaction cannot be underestimate

22、d. Often it is the only document between the seller and the buyer that evidences their respective rights and obligations. It serves as the basis for the performance of the contract and also the settlement of disputes,Task 2 Role-play,Work in pairs. One student acts as the seller and the other as the

23、 buyer. Conduct trade negotiations following appropriate steps using the information given below. The seller: makes a firm offer of 500 MT Soybeans at USD 420/MT CIF London, packed in single-layer polybags, shipment in July. The buyer: bargains with the seller over the unit price, asks for double-la

24、yer polybags, and requests the seller to supply 1000 MT and bring the shipment forward to June. Unit 5 Quality, Quantity and Packaging,Negotiation of a Sales Contract,After the market research has been conducted, the trader then may initiate to negotiate on relevant terms and conditions for the form

25、ation of a contract for the export or import business. Business negotiations can be conducted in two forms: in words (i.e. face-to-face negotiation or negotiation through telephone) and in writing (iebusiness correspondence which includes letters, faxes, e-mails, telexes, etc.).Whatever is chosen fo

26、r the negotiation of a contract, four main steps are generally followed before a contract is concluded: enquiry, offer, counter-offer and acceptance. An enquiry asks for the possibility of selling a certain commodity in the importing country or buying a certain commodity from the exporting country.

27、An offer can be an answer to the enquiry or can be initiated by either the seller or the buyer without enquiry being made first. An offer has the binding force upon the offerer within the validity and can be refused by the offeree; in this case, the refusal is called the counter-offer and serves as offer of a new round. If an offer or counter-offer is accepted by the offeree, an agreement is reached between the seller and the buyer and a contract is concluded at the same time when an acceptance becomes effective,Negotiation of a Sales Contract,A trade contract is an agreement which i