商务谈判与国际贸易会话

1、沈阳大学科技工程学院教 案2012 2013 学年 第 一 学期 课程名称： 商务英语谈判与国际贸易会话 教师所在院、系： 经济学院 学生所在专业、班级： 09国贸1、2 教师姓名： 陈虹 教师职称： 副教授 “商务英语谈判与国际贸易会话”课程综述（正文用5号宋体字，标题用四号黑体字）本课程的主要内容： 理论部分： 主要讲授国内外的经典的谈判理论，从谈判动因、谈判结构、谈判组内部利益、谈判力、谈判双方的信任、谈判者心理、国际谈判文化模式在谈判中的应用、谈判类型等方面、运用模型和实例对影响谈判全过程的主要因素进行比较全面的分析。 案例部分： 结合理论部分的讲解，提供了相应的案例分析，所提供的案例

2、大多是世界著名谈判案例和研究成果，具有典型性和普遍指导意义。 模拟谈判： 目的是加深学生对语言、谈判知识、谈判语句的学习和吸收，一方面突出了谈判口语课程的商务谈判技能，另一面强化了口语交际能力，让学生在牢固掌握商务知识的基础上，能够流利地使用英语解决商务谈判中的实际问题。本课程与其他课程的关系：本课程的学习可以为本学期或下学期的相关的课程起到承上启下的铺垫的作用，比如国际结算、国际贸易理论与实务、报关学、货币银行学、市场营销学、进出口业务、制单业务等科目。本课程总学时(学分)数：64本课程的考核方式： 口语本课程的教材： 国际商务谈判与国际贸易会话本课程的主要参考书： 商务英语谈判口语与国际贸

3、易会话暨南大学出版社授课章节名称Lesson 1第 1 次课（2学时）教学目的与要求Understanding and practicing教学重点Speaking教学难点Practicing and understangding思考题与作业Role play教学内容、设计与时间安排：Business Negotiation(30min.)1.Reading the article and role play(20min.)2.Notes(10min.)1:We increased sales of our main brand by 13 percent.我们主要品牌产品的销售增加了13%t

4、hey will try to establish a personal relationship with you，a friendly relationship他们会努力与你建立一种友好的个人关系Tip for Negotiation(30min.)1.Reading the article and role play(20min.)2.Notes(10min.)They need to know you as a person before they do business with you .They need to trust you.他们在与你做生意前要了解你这个人，他们需要信任你

5、。Take senior people with you 带上你的资深人士Your Price Is Really High (30min.)1.Reading the article and role play(20min.)2.Notes(10min.)Take an extreme position yourself.你自己可采取极端方式I guess the honest answer is that I always have a clear expectation of what I expect to achieve.我认为诚实的回答是：我对预想要达到的目标有一个清晰的预期教学手

6、段：讲授， 板书案例研究与分析授课章节名称Lesson 2第 1 次课（2学时）教学目的与要求Understanding and practicing教学重点Speaking教学难点Practicing and understangding思考题与作业Role play教学内容、设计与时间安排：Can we meet each other half way ?(30min.)1.Reading the article and role play(20min.)2.Notes(10min.)Let me illustrate that for you.让我为你说明白这一点A major leis

7、ure company.大休闲公司And I guess our “like”was ,we would like to win the business there and then,in the negotiation on that day.我认为我们所喜欢的是，我们想要赢的这次生意，接着在那天就进行了谈判。YOU have come long way to meet me (30min.)1.Reading the article and role play(20min.)2.Notes(10min.)I certainly expect to deliver the objectiv

8、e that we went in to achieve.我当然期望促进我们为之努力目标获得成功Even a social occasion 甚至一个社会特殊场合This is our counter-offer(30min.)1.Reading the article and role play(20min.)2.Notes(10min.)printed poplin印花府绸Prevailing market prices现行市场价格Rock-bottom price最低价Brightly colored and beautifully designed色彩靓丽、设计精美I really d

9、、ont see how we can go above $290.我真的不知道报价高于290美元，我们如何能达成交易呢教学手段：讲授， 板书案例研究与分析授课章节名称Lesson 3第 1 次课（2学时）教学目的与要求Understanding and practicing教学重点Speaking教学难点Practicing and understangding思考题与作业Role play教学内容、设计与时间安排：You will drive us bankrupt if you raise the price any further.(30min.)1.Reading the artic

10、le and role play(20min.)2.Notes(10min.)Beyond my capability超出了我的能力范围lets leave that for the time being.我们暂时先不讨论这一问题Nylon is pushing this material out.尼龙正逐渐取代这种材料Ill take the lot .我全部买下Will you give me a trade discount ?你能给我一个商业折扣吗I am afraid that there Is no room for any reduction in price(30min.)1.

11、Reading the article and role play(20min.)2.Notes(10min.)Close the deal 达成交易You drive a hard bargain你想达成对自己很有利的协议a stationery importer 文具进口商Yongjiu brand Chinese fountain pen 中国永久牌自来水笔Light industrial products 轻工业产品Talking on the price of electric fans (30min.)1.Reading the article and role play(20mi

12、n.)2.Notes(10min.)Break the ice打破僵局With one more ,we could strike a deal .再降1%，我们就能敲定这笔交易Split the difference折中解决教学手段：讲授， 板书案例研究与分析授课章节名称Lesson 4第 1 次课（2学时）教学目的与要求Understanding and practicing教学重点Speaking教学难点Practicing and understangding思考题与作业Role play教学内容、设计与时间安排：We have never done business on such

13、terms (30min.)1.Reading the article and role play(20min.)2.Notes(10min.)adjustment调整Renewed更新的Reduction减少you price is on the high side.你方价格偏高In line with与一致Counteroffer还盘Sincere真诚的We insist on this customary practice(30min.)1.Reading the article and role play(20min.)2.Notes(10min.)to reach an agreem

14、ent on price 就价格问题达成协议Our bathrobe is worth much more than your counter-offer我们的睡衣价值要比贵方换盘价钱高的多We agree to use payment by D/P at sight(30min.)1.Reading the article and role play(20min.)2.Notes(10min.)Let me cut my offer by 40 cents and make it $6.5我将我方的报盘价降价40美分，使价格定在6.5美元We still cant afford to pay

15、 at that price.以那样的价格，我们仍然付不起款教学手段：讲授， 板书案例研究与分析授课章节名称Lesson 5第 1 次课（2学时）教学目的与要求Understanding and practicing教学重点Speaking教学难点Practicing and understangding思考题与作业Role play教学内容、设计与时间安排：Impossible to make any further concession(30min.)1.Reading the article and role play(20min.)2.Notes(10min.)no room for

16、reduction in price没有降价的余地The gap is too wide to bridge价格差距太大而不能弥合Prevailing market price level现行市场价格水平There may be some truth in what you say(30min.)1.Reading the article and role play(20min.)2.Notes(10min.)To have this business concluded要使这笔生意达成协议In the long run从长远考虑Bring about带来The terms are rathe

17、r harsh on US(30min.)1.Reading the article and role play(20min.)2.Notes(10min.)confirm the types of the fans you offer.确认贵方提供的电扇型号Ceiling fans 吊扇Floor-stangding fans 落地扇Ill fix them in our siiting rooms.我将把他们安装在客厅Each has its own advantage各有各的优点We cannot see that it is silent我们不能看见它是否无噪音教学手段：讲授， 板书案

18、例研究与分析授课章节名称Lesson 6第 1 次课（2学时）教学目的与要求Understanding and practicing教学重点Speaking教学难点Practicing and understangding思考题与作业Role play教学内容、设计与时间安排：What is your usual practice in giving commission (30min.)1.Reading the article and role play(20min.)2.Notes(10min.)weve strucka deal at last我们最终敲定了这笔交易We shall o

19、pen a letter of credit in your favor,to be settled in US dollars.我们将以贵方为受益人开立信用证，以美元结算30 days before shipment 装运前30天But this L/C must be a confirmed and irrevocable one该信用证必须是保兑的、不可撤销的Quality and design not suitable (30min.)1.Reading the article and role play(20min.)2.Notes(10min.)Against the presen

20、tation of documents凭单据即付Thats under your terms of sales.那是在你的销售条款中注明了的Goods guaranteed to be up to export standards(30min.)1.Reading the article and role play(20min.)2.Notes(10min.)discuss the mode of payment 洽谈付款方式We only accept confirmed irrevocable Letter of Credit payable by draft at sight.我们只接受

21、保兑的，不可撤销的信用证，凭即期汇票付款Could you agree to accept D/A?你们能同意接受承兑交单吗？教学手段：讲授， 板书案例研究与分析授课章节名称Lesson 7第 1 次课（2学时）教学目的与要求Understanding and practicing教学重点Speaking教学难点Practicing and understangding思考题与作业Role play教学内容、设计与时间安排：Poultry not up to our standards(30min.)1.Reading the article and role play(20min.)2.No

22、tes(10min.)when should we set the expiry date ?到期日期应该确定在什么时候？D/A is impossible at the present.目前，承兑交单方式支付是不可能的I hope you do business more flexiably and leave us some leeway in future terms of payment我希望你们做生意更灵活些，在将来的付款方式中给我们留些余地The content not up to your own standard(30min.)1.Reading the article and

23、 role play(20min.)2.Notes(10min.)we only accept payment by irrevocable L/C payable against shipping documents我们只接受凭装运文件用不可撤销信用证付款条件Its adopted universally in the international trade在国际贸易中普遍采用这种付款方式We cant make an exception我们不能给你们例外To make sure that the packing is seaworthy(30min.)1.Reading the artic

24、le and role play(20min.)2.Notes(10min.)Sell especially well销售特别火热Chinas silks enjoy a good reputation in oversea markets中国丝绸在海外市场校友盛誉Yes,but only under very unusual circumstances.是的，但只是在非常特殊的情况下教学手段：讲授， 板书案例研究与分析授课章节名称Lesson 8第 1 次课（2学时）教学目的与要求Understanding and practicing教学重点Speaking教学难点Practicing a

25、nd understangding思考题与作业Role play教学内容、设计与时间安排：Keep making improvements in packing (30min.)1.Reading the article and role play(20min.)2.Notes(10min.)In this line在这个行业中Work out制定出Make an exception破例A trial period of one year一年的试销期Different articles require different packing(30min.)1.Reading the article

26、 and role play(20min.)2.Notes(10min.)raise of commission佣金的提高We have gone too far off the point 我们已经离题太远Any increase would have to be put onto the price任何增加都将不得不分摊到价格中去Great demand on shipping lately(30min.)1.Reading the article and role play(20min.)2.Notes(10min.)raise of commission佣金的提高We have gon

27、e too far off the point 我们已经离题太远Any increase would have to be put onto the price任何增加都将不得不分摊到价格中去教学手段：讲授， 板书案例研究与分析授课章节名称Lesson 9第 1 次课（2学时）教学目的与要求Understanding and practicing教学重点Speaking教学难点Practicing and understangding思考题与作业Role play教学内容、设计与时间安排：To advance early shipment to early April30min.)1.Read

28、ing the article and role play(20min.)2.Notes(10min.)It is expensive to carry on propaganda ,to advertise the goods in order to promote the sales.为了促销而对商品进行广告宣传，花费是昂贵的。A 0.5% commission is to be added for each additional quantity of 1000 cases.订购数量每增加1000箱，佣金将会增加0.5%It is worthwhile for us to develop

29、 business in this line .Another possibility to ensure a prompt delivery30min.)1.Reading the article and role play(20min.)2.Notes(10min.)They need to know you as a person before they do business with you .They need to trust you.他们在与你做生意前要了解你这个人，他们需要信任你。A tough negotiation (30min.)1.Reading the articl

30、e and role play(20min.)2.Notes(10min.)Take an extreme position yourself.你自己可采取极端方式I guess the honest answer is that I always have a clear expectation of what I expect to achieve.我认为诚实的回答是：我对预想要达到的目标有一个清晰的预期教学手段：讲授， 板书案例研究与分析授课章节名称Lesson 10第 1 次课（2学时）教学目的与要求Understanding and practicing教学重点Speaking教学难

31、点Practicing and understangding思考题与作业Role play教学内容、设计与时间安排：A tough negotiation(30min.)1.Reading the article and role play(20min.)2.Notes(10min.)Would anyone like something to drink before we begin? 在我们正式开始前，大家喝点什么吧？ We are ready. 我们准备好了。 I know I can count on you. 我知道我可以相信你。 We are here to solve prob

32、lems. 我们是来解决问题的。 Well come out from this meeting as winners. 这次会谈的结果将是一个双赢。To approach suitable companies to form consortium(30min.)1.Reading the article and role play(20min.)2.Notes(10min.)I certainly expect to deliver the objective that we went in to achieve.我当然期望促进我们为之努力目标获得成功Even a social occasi

33、on 甚至一个社会特殊场合To persuade a company to join the consortium(30min.)1.Reading the article and role play(20min.)2.Notes(10min.)Ihope this meeting is productive. 我希望这是一次富有成效的会谈。 Not in the long run. 从长远来说并不是这样。这句话很实用，也可显示你的“高瞻远瞩”。 教学手段：讲授， 板书案例研究与分析授课章节名称Lesson 11第 1 次课（2学时）教学目的与要求Understanding and pract

34、icing教学重点Speaking教学难点Practicing and understangding思考题与作业Role play教学内容、设计与时间安排：We shall do everything to help the project(30min.)1Reading the article and role play(20min.)2Notes(10min.)Thats the basic problem. 这是最基本的问题。 Lets compromise. 让我们还是各退一步吧。嘴里这么说，心里可千万别放松。追求利润最大化是一种专业精神。It depends on what you

35、want. 那要视贵方的需要而定。没那么正规的场合下说：那要看你到底想要什么。We want these firms with us all the way(30min.)1.Reading the article and role play(20min.)2.Notes(10min.)The longer we wait ,the less likely we will come up with anything. 时间拖得越久，我们成功的机会就越少。 Are you negotiable? 你还有商量的余地吗？ Im sure there is some room for negotiat

36、ion. 我肯定还有商量的余地。We have another plan. 我们还有一个计划。准备多么充分！胜利一定会属于这样的人！ Talking on the price of electric fans (30min.)1.Reading the article and role play(20min.)2.Notes(10min.)Lets negotiate the price. 让我们来讨论一下价格吧。 We could add it to the agenda. 我们可以把它也列入议程。 Thanks for reminding us. 谢谢你的提醒。 教学手段：讲授， 板书案例

37、研究与分析授课章节名称Lesson 12第 1 次课（2学时）教学目的与要求Understanding and practicing教学重点Speaking教学难点Practicing and understangding思考题与作业Role play教学内容、设计与时间安排：All the plateau needs is solar panels(30min.)1.Reading the article and role play(20min.)2.Notes(10min.)Our position on the issue is very simple. 我们的意见很简单。 We can

38、 not be sure what you want unless you tell us. 希望你能告诉我们，要不然我们无法确定你想要的是什么。 We have done a lot. 我们已经取得了不少的进展。 We can work out the details next time. 我们可以下次再来解决细节问题。 Our end users made a protest(30min.)1.Reading the article and role play(20min.)2.Notes(10min.)I suggest that we take a break. 建议休息一下。 Let

39、s dismiss and return in an hour. 咱们休会，一个钟头后再回来。 The case is too serious to be overlooked(30min.)1.Reading the article and role play(20min.)2.Notes(10min.)Brightly colored and beautifully designed色彩靓丽、设计精美I really d、ont see how we can go above $290.我真的不知道报价高于290美元，我们如何能达成交易呢教学手段：讲授， 板书案例研究与分析授课章节名称Le

40、sson 13第 1 次课（2学时）教学目的与要求Understanding and practicing教学重点Speaking教学难点Practicing and understangding思考题与作业Role play教学内容、设计与时间安排：We should try to iron out our differences(30min.)1.Reading the article and role play(20min.)2.Notes(10min.)Could you give us some idea about your price?请介绍贵方的价格好吗?Do you offe

41、r FOB or CIF?你们报船上交货价还是到岸价？How long does your offer remain valid/firm/open?你们的报价多长时间有效?Will you let us know what your terms of payment are?能否告知贵方付款条件？What if we change to “All Risks”(30min.)1.Reading the article and role play(20min.)2.Notes(10min.)Please make us an offer within this month since we have made an inquiry for your products.我们已对你们的产品进行询价，请在本月内给予报盘。We refuse to indemuify you for the losses (30min.)1.Reading the article and role play(20min.)