国际商务谈判(文)-全套课件

1、Course DescriptionOf Business Negotiation in EnglishContentsLeading-in ExamplesCourse IntroductionThree QuestionsThree FeaturesThree StepsCourse PlanUse of the BookThe Way of PresentationThe Requirements on Students Leading-in ExamplesPear CaseHouse RentCourse Introduction1. Three Questions1) What i

2、s (business) negotiation?2) What is the purpose of (business) negotiation?3) By what means can we win the negotiation? Or What skills are revolved in a successful negotiation? And What are the proper English expressions being used?The Answers to the First QuestionThe business negotiations are tough

3、talks happening between two parties in contradiction for the purpose of cooperation and making maximum benefit through discussion and concessions2.The three features of negotiation: contradiction co-operation concession1)Two parties in contradiction try to reach an agreement on cooperation through d

4、iscussion and concessions.2) The general purpose is cooperation. The concrete purpose is to obtain maximum benefit and to make the least concession.3)The third question is somewhat complicated since the negotiation for different transactions and items in different situations requires different skill

5、s, and that comes the negotiation. 3. Three Steps to Follow : Different items and situations demand different skills, generally you have to follow three steps:1)devise a target 2) do some preparations3) negotiate for the targetCourse Plan In reference to 学习任务与学习活动一览表.docUse of the Book The Features

6、and Advantages of the BookThe Arrangement of the Contents and TimeThe Way of PresentationTeacher-centered Explanation of language expressions, special terms, negotiation skills and concerned knowledge Student-centered Practice in the situation offered in groups教学设计： Business Negotiation Performances

7、.doc VS CNBEC 口试样题.pdf用头脑风暴的形式 讨论本单元的目标、重点和难点小组讨论常用的专业术语、英语的常用表达方式、谈判技巧和相关知识。以组长或小组代表的形式展示完成情况，介绍课下完成的任务的内容老师评价总结组织谈判模拟（CNBEC考试前主要利用教材中的Performance 部分模拟CNBEC口试；CNBEC考试后，模拟真实的商务谈判）评价打分 教学组织：以小组（从开始固定谈判小组）讨论的形式完成任务书中的一些项目，包括常用的专业术语、英语的常用表达方式、可以找到的谈判技巧和相关知识等任务书完成情况展示谈判模拟 考核方案：考试内容是将以上前五个任务合并为一个大任务，并将其具

8、体化，设计成一笔具体的交易。考核过程从任务发放开始，经历市场调查、网络调查、谈判代表队内部讨论、调查报告撰写等过程， 使学生对谈判任务逐渐加深了解，对任务所涉及的市场状况形成了一定的概念，经过就此项任务进行的谈判技巧辅导后，学生们掌握了此项任务基本情况，有了基本的思路，了解了基本的谈判技巧，从而增加了谈判的信心。随后在两个谈判代表队中用中文进行谈判，当学生练习到一定程度后自然而然地应英文进行谈判，最后进行正式谈判。调查报告计入平时成绩。考核内容和计分方法考查内容分为语言能力、礼仪、应变能力和思维逻辑四个方面。语言能力包括语言的流利程度、准确程度及语音语调。记分方法：总分100%：语音部分:10

9、% 仪表和模拟状况（包括桌签和着装）：10%， 语言输出数量（Involvement）：30%，语言正确率：30%，思维逻辑20%计算。总评成绩=平时成绩:30%+其中成绩:30%+期末成绩:40%考核方式商务谈判口语是一门专门用途口语课程，因此考试形式为团队对抗模拟谈判的口语考试。从一开始明确考核的方式是团队考核，每个成员要发挥作用，否则影响团队分数。在学期初形成固定的谈判代表队， 最后用抽签的方法决定最后的谈判模拟中哪一队和哪一队进行谈判。The Requirements on StudentsPreview the lessons before classAttend the class

10、 on time.Review the learned language expressions, special terms, negotiation skills and concerned knowledge after class.Practice actively in the situation offered in the student-centered class. Unit 1Making an EnquiryIntroduction An enquiry means to enquire about the terms and conditions of a transa

11、ctionIn oral business negotiation，both the sellers and the buyers can make an enquiryAn enquiry is not only one of the most direct ways to get details about a product，but also an important beginning step in a business negotiation The more information you obtain，the more benefits you can get from the

12、 negotiationUnit 1 Making an EnquiryObjectivesKnow the important role in a business negotiation;Know how to make oral enquiries and the tactics of making proper enquiries;Have some knowledge of the information covered in different enquiries;Have a good command of words and expressions related to enq

13、uiry.Unit 1 Making an EnquiryBriefingRelative knowledgeSpecial terms useful expressionsSkillsUnit 1 Making an EnquiryLets how you have prepared: Task 3The name of the commodity 报价单 Price list 产品样品 Catalogue 保险 Delivery date 商品名称 Terms of payment 价目表 Packing 交货日期 Insurance 支付条款 Quotation sheet 包装 Sam

14、ple products 商品目录 Unit 1 Making an EnquiryKey Knowledge FOB: Free On Board 船上交货CIF:Cost, Insurance and Freight 成本、保险费加运费CIP: Carriage and Insurance Paid To 运费、保险费付至Unit 1 Making an EnquiryMore TermsEXW:Ex Works 工厂交货 FCA: Free Carrier 货交承运人FAS: Free Alongside Ship 船边交货CFR: Cost and Freight 成本加运费 CPT:

15、 Carriage Paid To 运费付至Unit 1 Making an EnquiryDAF: Delivered At Frontier 边境交货 DES: Delivered Ex Ship 目的港船上交货DDU:Delivered Duty Unpaid 未完税交货 DDP:Delivered Duty Paid 完税后交货DEQ: Delivered Ex Quay目的港码头交货Unit 1 Making an Enquiry Lets learn some knowledgeWhat should negotiators consider before making enqui

16、ries?1. What kind of information would you like to get? Specific enquiries or general enquiries?2. By what ways could you make enquiries? By letters，fax，e-mail，telephone，through face to-face conversations at a fair or in an office，somewhere else，etcUnit 1 Making an Enquiry3What do you usually ask fo

17、r in the enquiries? Catalogue，sample，price-list，quotation，terms of payment， date of delivery，etc4How do you invite a best possible price in an enquiry? 1) Dont let out your exact quantity when you do not place a large order 2) Do mention your quantity when it is sizeableUnit 1 Making an Enquiry3) Ne

18、ver indicate your price limit at which you are prepared to accept 4) Some hints can help obtain favourable terms5How to set the right tone when making enquiries? Be clear，brief，specific，courteous，polite，and reasonableUnit 1 Making an Enquiry6How can the seller respond to an enquiry? From an old cust

19、omer From a prospective customer Replying to an enquiry should be prompt，definite，and helpfulUnit 1 Making an Enquiry Negotiation tips：1Dont tip your hand2Never lie3 . Be fairUnit 9 InsuranceLets learn some sample dialoguesRefer to the textbookUnit 1 Making an EnquiryLets practicePractice in groupsP

20、ractice with: cue card. docShow what you have practicedStudents commentTeachers commentUnit 1 Making an EnquiryLets concludeRelative knowledge Introduction. docSpecial terms Terms. doc useful expressions Enquiry talks. docSkills negotiation tips .docAssignment: Practice with the cue card.docUnit 1 M

21、aking an EnquiryUnit 2Make an offerIntroduction As soon as the enquiry is completed，a quotation or an offer followsIt usually takes a very short time to make a quotation or an offer，yet making a proper quotation or offer means a lot to the sellers and buyersIn this unit，you are required to understan

22、d the difference between an offer and a quotation as well as the skills and tactics of making an offer or a quotationUnit 2 Make an offerObjectivesKnow the factors that form an offerUnderstand the differences between offer and quotationUnderstand the differences between firm and non-firm offerLearn

23、how to make an offer, a counter-offer and the related tactics.Have a good command of words and expressions related to offers and counter-offers.Unit 2 Make an offerBriefingRelative knowledgeSpecial terms useful expressionsSkillsUnit 2 Make an offerLets see how you have prepared: Task 3Firm offer 发盘人

24、Non-firm offer 法律承诺Original offer 反还盘Offerer 接受Offeree 实盘Counter-offer 受盘人Legal promise 原发盘Acceptance 虚盘Unit 2 Make an offerKey Knowledgeoffer 报盘，报价 firm offer 实盘 non-firm offer 虚盘 to offer for 对.报价 to give an offer 给.报盘 to submit an offer 提交报盘 to accept an offer 接受报盘 to make an offer for 对.报盘（报价） U

25、nit 2 Make an offerMore Termsto entertain an offer 考虑报盘 to extend an offer 延长报盘 to renew an offer恢复报盘to withdraw an offer 撤回报盘 to decline an offer谢绝报盘Unit 2 Make an offeroffering 出售物 offer letter 报价书 offer sheet 出售货物单 offer list/book 报价单 offer price 售价 offering date 报价有效期限 offering period 报价日to make

26、 a bid 递价 to get a bid 得到递价 Unit 2 Make an offer Lets learn some knowledgeWhat is an offer?The factors that form an offerWhat is a quotation?Firm offer vs Nonfirm offerHow to make a proper offer or quotation?Unit 2 Make an offerWhat is an offer?Offer is the expression of the sellers wish to sell par

27、ticular goods under stated terms including quantity, price, time of shipment, terms of payment, etc. An offer is usually made when a seller promises to sell goods at a stated price within a stated period of time. It can develop into a contractual obligation. Once an offer is accepted by a buyer, the

28、 seller cannot revoke it. Sometimes a buyer may make a buying offer, which can be called a bid. Unit 2 Make an offerThe factors that form an offer1. name of commodity 2. specifications 3. quantity 4. price 5. terms of payment 6. time of shipment Unit 2 Make an offerWhat is a quotation? To make a quo

29、tation is to offer a unit priceUnit 2 Make an offerFirm offer vs Nonfirm offer In business negotiation，the sellers can make an offer and the buyers can make a bidAn offer with engagement is called a firm offer，while an offer without engagement is called a nonfirm offerUnit 2 Make an offerHow to make

30、 a proper offer or quotation? Here are some points we should consider in advance1Cost of purchase of goods2Other export charges 3Market situation4. Customers.5Characteristics of the product itself6Proper price terms7Other terms and conditions that may affect the priceUnit 2 Make an offer Negotiation

31、 tips：1. It is not always favorable for you to make an offer first2Usually，the higher the price you offer，the more profit you can get(Monday work) 3Try to make a non-firm offer when the market is unstableEven you are forced to make a firm offer, try to make the validity of your offer as short as pos

32、sibleUnit 2 Make an offerLets learn some sample dialoguesRefer to the textbookUnit 2 Make an offerLets practicePractice in groupsPractice with: cue card. docShow what you have practicedStudents commentTeachers commentUnit 2 Make an offerLets concludeRelative knowledge Introduction. doc Special terms

33、 Terms. docuseful expressions useful expressions for talks. docSkills Negotiation tips.docAssignment: Practice with the cue card.docUnit 2 Make an offerUnit 3Making PurchaseIntroduction Purchase is not one of the stipulations in a contract like payment, delivery and insurance, etc. It refers to the

34、whole process that a buyer purchases products or services from a seller. Usually when the contract is made by the seller, it is called a sales contract, and when made by the buyer, a purchase contract. Making purchase is closely market related. Unit 3 Making Purchase On a buyers market, making a pur

35、chase is just a job of following the rules of the business whereas completing a purchase requisition on a sellers market is a tough job for a purchaser. Usually the purchaser has to tell the seller that his or her company is in urgent need of the goods; if the seller mentions some difficulties in of

36、fering the goods, the purchaser should be flexible on his position by offering a higher price or make some concessions in some aspects and emphasizes the friendship and long-run cooperation.Unit 3 Making PurchaseObjectivesUnderstand the importance of market change in making purchase in international

37、 trade;Learn to evaluate the market situation and make good purchase at good price;Have a good command of special terms and useful expressions used in making purchase;Know how to make a good purchase on an unfavorable marketUnit 3 Making PurchaseBriefingRelative knowledgeSpecial terms useful express

38、ionsSkillsUnit 3 Making PurchaseLets how you have prepared: Task 3guarantee of quality 降低品质sacrifice quality 一般品质difference in quality 品质检验证书quality inspection certificate 上好可销售品质 best quality, prime quality, first-rate quality 品质保证customary quality 品质上的差异 inferior quality 最佳品质fair average quality F

39、.A.Q 良好平均品质good merchantable quality G.M.Q 低劣品质Key Knowledge buyers market 买方市场 sellers market 卖方市场order sheet /order form订单 to close an order决定成交 to fill an order执行订单 Unit 3 Making PurchaseMore Termsto execute and order执行订单 to complete an order完成订货/已交货 to send an order寄送一份订单to ship an order装船 to mo

40、dify an order改变订货 to repeat an order继续订货 to confirm an order确认订货Unit 3 Making Purchaseto cancel an order取消订货 to increase an order增加订货to duplicate an order将定货增加一倍 to reduce an order减少订货 Lets learn some knowledgeMaking and obtaining concessions A concession is change in the position that you have held

41、 in a purchase negotiation. When you make a concession, you are offering the other party something extra. In return, you will hope to get a concession from the other party. There are several important problems with concession.Unit 3 Making Purchase Negotiation tips： Keep it in mind: Bargaining is tr

42、ading, not giving While doing purchasing negotiation，negotiators should carefully think over the following points：1. When should you offer a concession?2. How much should you offer to the other party? 3. What will you get in return? Unit 3 Making PurchaseWhen making concession, youd better :1. Think

43、 about the value of the concession to the other party2. Think about the consequences to you of each concession that you make3.Know exactly when you intend to stop making any more concessions4. Be flexible on your positions; be firm about basic interests.5. Dont give anything away without getting som

44、ething in return.6. Be positive. Make a constructive response to any suggestion from the other party. Lets learn some sample dialoguesRefer to the textbookUnit 3 Making PurchaseLets practicePractice in groupsPractice with: cue card. docShow what you have practicedStudents commentTeachers commentUnit

45、 3 Making PurchaseLets concludeRelative knowledge Introduction. doc Special terms Terms. docuseful expressions useful expression for talks. docSkills Negotiation tips.docAssignment: Practice with the cue card.docUnit 3 Making PurchaseUnit 4SpecificationIntroduction Nowadays，more and more trade dispu

46、tes happen because of many reasonsSome are because of the quality；some are because of the specifications or something differentAnd we can learn that most of the disputes are due to the improper description of the goods specifications in the contractsUnit 4 SpecificationWhat is specification? Specifi

47、cation is detailed descriptions of the goods to be soldThey include the composition，content，purity，strength，size，etcof the goodsUnit 4 SpecificationObjectives Know the definition of specification in business negotiationBe clear about the importance of the specification in contract negotiation.Make g

48、ood use of tactics in specification negotiationHave a good command of English expressions in specification negotiationUnit 4 SpecificationBriefingRelative knowledgeSpecial terms useful expressionsSkillsUnit 4 SpecificationLets how you have prepared: Task 3a full range of sizes 达标design specification

49、 与样品一致inspection quality certificate 规格要求quality tolerance 顶级工艺reach the standard 各种大小尺寸requirements on specification 质量检验证书top craftsmanship 品质公差up to the sample 设计规格Unit 4 SpecificationKey Knowledgebuyers sample 买方样品 sellers sample 卖方样品 original sample 原始样品 counter sample 对等样品shipping/ shipped sam

50、ple 装船样品 type sample 标准样品 sale by brand 凭品牌买卖sale by grade 凭等级买卖 sale by sample 凭样品交易sale by specification 凭规格买卖sale by standard 凭标准买卖Unit 4 SpecificationMore TermsCertificate of Quality 品质证书 Certificate of Weight 重量证书Certificate of Quantity 数量证书 Certificate of Quarantine 检疫证书the examination certifi

51、cate 检验单sale by name of originsale by geographical indication 凭产地或地理标志买卖 sale by description and illustration凭说明书或图样买卖be up to export standard符合出口标准come to the international standard符合国际标准China Commodity Inspection Bureau 中国进出口商品检验局Unit 4 Specification Lets learn some knowledgeCommonly used methods

52、of expressing quality in the international trade：1Sales by samples (by sellers or buyers sample)2Sales by description (by specificationsgradestandard)3Sales by brandtrade markdescriptionillustrationUnit 4 SpecificationMethods of stating quality tolerance：1Flexible area2Maximum and minimum3Allowed de

53、viationsUnit 4 Specification Negotiation tips：Pay attention to the following when negotiating the quality：1Study the characteristics of the goods you handle2Choose the correct method of expressing the quality of the goods3In case of quality tolerance，choose the proper way to state itUnit 4 Specifica

54、tionLets learn some sample dialoguesRefer to the textbookUnit 4 SpecificationLets practicePractice in groupsPractice with: cue card. docShow what you have practicedStudents commentTeachers commentUnit 4 SpecificationLets concludeRelative knowledge Introduction. doc Special terms Terms. docuseful exp

55、ressions useful expression for talks. docSkills Negotiation tips.docAssignment: Practice with the cue card.docUnit 4 SpecificationUnit 5 Negotiating PriceIntroductionPrice is one of the most important tasks in the course of clinching a deal, and sometimes it is the only factor that makes a differenc

56、e in business negotiation. Price is directly related to the profits both the buyer and seller can obtain, which is the objective of most transactions. In some cases, the success in negotiating on price means the success of business. Unit5 Negotiating Price In most cases, price is not an independent

57、factor to talk about. Price can be changed according to other factors in business. When discussing price, careful consideration should be given to:Purpose of the negotiation. (maximization of interests or long-term relationship)Terms of payment(safer and quicker payment can be a reasonable excuse fo

58、r sellers to lower the goods prices to a certain degree) Date of delivery (quicker and safer transmit can be the reason for buyers to compromise) Who bears the duty to pay freight and insuranceDiscount on large quantity purchaseUnit5 Negotiating Price ObjectivesAfter completion of this unit，you shou

59、ld be able to：Understand the important role of negotiating price and setting the basic goal for price negotiation ;Learn to use the language for price negotiation ;Have some knowledge of the commonly used tactics in price negotiation;Know the common factors that affect price setting.Unit5 Negotiatin

60、g Price BriefingRelative knowledgeSpecial terms useful expressionsSkillsUnit5 Negotiating Price Lets see how you have prepared: Task 3readjust price 畅销货unreasonable price 合理的价格sensible price 可接受价格commodity 调整价格 meet each other halfway 不合理的价格acceptable price 货物 best selling lines 各让一步the prevailing p