商务英语谈判相关文件

1、Unit 1 Enquiry and Offer I.General IntroductionAn enquiry is a start in business transactions and it means to ask if the exporter can supply the goods that he is interested in. A great number of business transactions start with enquiry. To the exporter, an enquiry is important because it often estab

2、lishes a new and perhaps very valuable connection. When the exporter receives such an enquiry, he will reply whether or not he can supply the goods. When the exporter sends out information about what he is ready to sell, he gives the exact price, quality and quantity of the goods that he is able to

3、supply. This is an offer. In an offer the exporter always states the exact name and specifications of the commodities, the price, the currency in which payment is to be made, the terms of payment and delivery terms and other necessary information.商务英语谈判口语An offer is a proposal of terms and condition

4、s presented in a potential contract by one party, called the offeror, to another party, called the offeree. In order for the agreement to be binding, the offeree must first accept the offer; otherwise, there is no legal contract. Like an enquiry, an offer that can be made by the seller is customaril

5、y called “selling offer”, in which such wording as “can supply”, “supply” “offer” or “offer firm” is mostly used. In general, it is the seller, the offeror, who offers the sale of certain commodities to the buyer, the offeree.商务英语谈判口语II.Dialogues Dialogue 1 A: Good morning, Miss. Liang. Would you te

6、ll me which items you are keen on? B:All of your products are fantastic. Im especially interested in Art No. 5. How is the supply position? A: All the articles displayed here are available. Generally speaking, we can supply from stock. B: I should say that we think highly of your products. A: Im ver

7、y glad to hear that. We are very confident that our products will find a good market in your country.商务英语谈判口语B: Theres no problem about it. Here is our enquiry note. Please quote us your lowest price, CIF Rotterdam A: Ill look into your requirements first and let you know our firm offer tomorrow. Yo

8、ull surely find our price favorable. B: I hope so. A: How soon do you want your goods to be delivered? B: Early October. A: OK. See you tomorrow then.商务英语谈判口语Dialogue 2 A: Can you show us your catalogue? B: Certainly. Heres a catalogue for some of our popular items. A: Thank you. Were quite interest

9、ed in some of your products. Heres an enquiry sheet weve drawn up. B: Thanks. Well take a closer look at it. A: How about the supply position of your products? B: We have a steady supply for most of them. A: Do you quote FOB or CIF? B: We usually quote on a CIF basis. 商务英语谈判口语A: The market at our en

10、d has become pretty competitive. In order to sell successfully there, your goods will have to be competitive in price as well. B: Youll find our prices very attractive. A: Would you give us an offer for Art. No. 16 CIFC 5 London now? B: Whats the quantity you wish to order? A： Wed like to start with

11、 20,000 pieces. Its an attractive quantity, do you think so? B： When do you want the goods to be delivered? A： Could you make it for May?商务英语谈判口语B： I think we should be able to manage it. OK. So now we can offer you 20,000 pieces. For Art. No.16 at US$80 per piece CIFC 5London for shipment in May. A

12、： Thank you. How long will this offer be open? B： Its valid for three days. A： Ill study your offer with my colleagues and give you a definite reply in three days. B： Ill be waiting for your reply. A: See you then. B:Ok, Bye-bye.商务英语谈判口语Dialogue 3 B: Good morning. A: Good morning. Now, shall we disc

13、uss something more concrete? B: Okay. A: I was wondering if you would give us a response to our fax enquiry. 商务英语谈判口语B: Certainly. We are pleased to offer you 120,000 pieces cotton poplin blouses at US$18.80 each, FOB Shanghai. The blouses will be packed in plastic bags, every 5 dozen to a cardboard

14、 box. They will be delivered in two consignments of 60,000 each, the first lot by August 15 and the second by September 15. The terms of payment will be the same as those in the previous contract, i.e. sight credit. A: Thank you very much for your offer. Well give it serious consideration. As itll t

15、ake us some time to calculate, may I suggest we take a break? Then we can give you an answer this afternoon. B: Fine. Well be waiting for your reply. See you then.商务英语谈判口语III.Key words and phrases D1 1.All the articles displayed here are available. Generally speaking, we can supply from stock. Meani

16、ng: generally speaking, all the articles displayed here can be supplied from stock. 2.to quote sb. a price: meaning to give/offer sb. a price 商务英语谈判口语D 2 3.lowest price: favorable/reasonable/moderate price 4.item: meaning product. similar terms are article, goods and commodity. 5.How long will this

17、offer be open?: how long will this offer be valid/firm/good? 6.Its valid for 3 days.: We shall keep the offer open for 3 days. D3 7.in two consignments: meaning in two lots. Consignment here means the shipment, the goods or the order. In terms of shipment, the seller is asking for a partial shipment

18、. 商务英语谈判口语catalogue sample offeror offeree sample book enquiry quotation offerprice list supply sb. with sth. place an order FOB price supple from stock out of stock be in short supply IV.Technical terms 商务英语谈判口语V.Useful Sentences 1.Would you tell us what quantity you require so that we can work out

19、 the offer? 2.We are thinking of placing an order for 500 tons. 3.Id like to have your lowest quotation CIF San Francisco. 4.All the quotations on the list are subject to our final confirmation. 5.If your price is favorable, we can book an order right away. 6.All these articles are our best selling

20、lines.商务英语谈判口语7.Our products are of the best quality and the lowest price. 8.Im sure these commodities will find a ready market in your area. 9.At your request, we are offering you the following items. This offer will remain open for 3 days. 10.We can supply from stock and will have no trouble in me

21、eting your delivery date.商务英语谈判口语VI.Negotiation skills 1.How soon do you want your goods to be delivered? Note: time of delivery is very important to the seller. Therefore, such information should be included in the process of making an enquiry. 2.price factor: as a negotiator, when you try to persu

22、ade your counterpart to offer you a favorable price, you will have to apply appropriate negotiation skills. In order to convince your counterpart to accept your suggestion, youve got to give good reasons to support your requirement of the lowest price, by, for example, listing a series of factors th

23、at affect the prices. 商务英语谈判口语3.packing factor: the mode of packing is another important term to be discussed to avoid any misunderstanding which may lead to disputes or claims resulting from damage to the goods. 4.payment term: plays a very important role for every transaction, and it must be expre

24、ssly (explicitly) stated when making an offer. 5.We can offer you 20,000 pieces for Art. No. 16 at US$80 per piece CIFC 5% London for shipment in May. 商务英语谈判口语This is a very useful and helpful technical expression commonly used when making an offer, in which name of commodity, total quantity, unit p

25、rice, price terms, terms of payment, time of shipment, validity of offer (if its a firm offer) are included. 6.I was wondering When asking for a favor from someone, it would be impolite to be direct. Instead, functional expressions such as “I was (am) wondering/wonder if ” can express your politenes

26、s.商务英语谈判口语Unit 2 Price BargainingI. General Introduction In business negotiations, price bargaining is of greatest importance. The seller, on the one hand, wants to sell at a high price and a secure terms of payment; the buyer, on the other hand, wants to buy at a low price and an earlier delivery d

27、ate. So the sellers quotation is often much higher than what the buyer has expected. In this case, if the seller and the buyer want to conclude a transaction, they must drive a hard bargain. So great patience is needed and in order to put the business through, both the seller and buyer should have a

28、 perfect understanding of each others position.商务英语谈判口语II. Dialogues Dialogue 1 A: Ms. Liang, weve been involved in the tea business for many years. How is the business going? B: Not bad, really. Weve done pretty well over the years. This time Im prepared to order a much larger quantity. But for an

29、attractive order, Im expecting you to offer me a lower price. Will you give me a lower price if my order is large?商务英语谈判口语A: A lower price? Sorry, but you dont really mean that, do you? You want us to lower our price though the market price is going up? When I gave you the previous quoation, I made

30、it very clear that if theres a change in the market, our quotation will follow. Now you see, the market price has going up in a spiral. We cant match our previous offer, and we certainly cant go lower. B: Then what is the lowest price? A: USD185 per case. We cant make any further concessions.商务英语谈判口

31、语B: Im not used to bargaining. But your price is too high for us to accept. It would be very difficult for us to push any sales if we just take the price. A: if you take quality into consideration, the price we offered is more favorable than the quotations you can get from our competitors. B: Since

32、were likely to place sizable orders, we hope that you will make some special concessions. You know, our order is for a much larger quantity. A: May I ask whats your idea of a much larger quantity? B: Say, 1,500 cases.商务英语谈判口语A: You can hardly call it a large quantity, can you? B: Perhaps not, but st

33、ill it is an order of some size. Im sure you certainly appreciate the painstaking efforts weve made in pushing the sale of your tea in our market. A: Then whats your idea of price? B: The best we can do is USD155 per case. A: Im afraid thats quite impossible. You cant expect us to reduce the price t

34、o that extent just for the purpose of supporting your efforts.商务英语谈判口语B: I think you are well informed about the market. You know that some other Asian countries are selling the same at cheaper prices. So our counter-offer is in line with the world market. A: Price cant be taken separately from qual

35、ity. In terms of quality, I dont think that the goods of other brands can compare with ours. Its the excellent quality that makes it worth the difference in price. You know, better quality means a higher price.商务英语谈判口语B: I agree that yours are of better quality. You know, we wouldnt have turned to y

36、ou for an offer if it werent for the good quality of your products. But your price is still on the high side even if we take quality into consideration. So, I think it unwise for either of us to insist on his own price. How about each making a further concession so that business can be concluded. A:

37、 You want to drive me bankrupt! The largest cut we can offer is 3 percent. B: So you really dont see your way to get it down a bit?商务英语谈判口语A: No, Im sorry. This is our rock-bottom price. If you find it unworkable, Im afraid I have to call the deal off. Just now we made a move. To have this business

38、concluded, youll also have to move, okay? B: It seems there is nothing more I can do but take up your offer. But we accept your price only if you can make an earlier shipment. Bring it forward from October to September. A: No problem. Im glad that weve settled the price.商务英语谈判口语Dialogue 2B: Whats th

39、e agenda for today? A: Id like to get the ball rolling by talking about prices. B: Id be happy to answer any questions you may have. A: Your products are very good. But Im a little worried about the prices youre quoting . B: You think we are asking for more？ A: Thats not exactly what I had in mind.

40、I know your research costs are high, but what Id like is a 25% discount.B: That seems to be a bit too high, Mr. Wang. I dont know how we can make a profit with that. A: Please, Ms. Liang. Well, if we promise future business volume sales that will slash your costs, right？ B: Yes, but its hard to see

41、how you can place such large orders. How could you turn over so many？Wed need a guarantee of future business, not just a promise. A: We said we wanted 1000 pieces over a six-month period. What if we place orders for twelve months, with a guarantee？ B: Even with volume sales, our costs wont go down m

42、uch.商务英语谈判口语A: Just what are you proposing？ B: We could take a cut on the price. But 25% would slash our profit margin. We suggest a compromise 10%. A: Thats a big change from 25%! Cant you go any further? B: Im afraid its the best we can do. A: Ok. In that case, well think it over and give you an a

43、nswer soon.商务英语谈判口语Dialogue 3 A: We understand that youre in the market for vinyl paint. You know we are one of the leading manufacturers in America and shall be pleased to be helpful if you need. B: I wonder if this is the best time. There is much more Vinyl paint on the world market than actually

44、is required at present, so the price of this kind of product is tending downward. Look, here is the quotation in todays newspaper. The price has plummeted over the last two days.商务英语谈判口语B: Thank you for your offer, Mr. Wang. But Im afraid your price is out of line. Higher than current market price.

45、A: Out of line? Id be rather surprised. I admit the present market is very unfavourable to us. But this wont last long. It only occurred in this time period. It cannot represent the trend. B: Maybe we hold different points of view on the trend of the current market price. But to be frank with you, a

46、ll the offers we have received from Europe are below USD 1,100. A: But you must take quality into consideration when you compare prices. Have you compared our quality with theirs? Are they in the same class? Ours is the best worldwide.商务英语谈判口语B: I accept that: the quality is indisputable; but Im sur

47、e that you, as a big supplier, know better the supply position in the world market. Its only in view of our long-standing business relations that we come here to purchase from you. A: O.K., since the international market is low, Id like to adjust our price downward by 50 dollars to USD 1,110 per ton

48、. We hope this revised price will enable you to place an order. A: All right, with a view to long-term interests, I agree to conclude the transaction at the price you suggested. B: I appreciate your efforts and cooperation and hope that this will be the forerunner of other transactions in future. A: So do I.商务英语谈判口语V. Useful Sentences 1.The price of this commodity has g