国际商务谈判英语（第二版）第08章订单与接受

1、International Business Negotiation EnglishPart Two Business Negotiation Practice 商务谈判实践Stage 1: Preparation (准备）Stage 2: Opening Statements （开局说辞）Stage 3: Bargaining （磋商）Stage 4: Settlement （签约）Opening StatementsBargainingPreparationSettlement8.1 Background knowledge I 背景知识介绍 1. The buyer should ful

2、fill the following obligations after the agreement coming into force:To accept the goods supplied, if they conform to the terms of the orderTo pay for the goods according to the terms agreed uponTo check the goods as soon as possible （failure to give prompt notice of faults to the seller in time wil

3、l be taken as acceptance of the goods.2. The seller should fulfill the following obligation after the agreement coming into force:To deliver the goods exactly of the kind ordered at the stipulated timeTo guarantee that the goods to be supplied are free from faults , of which the buyer could not be a

4、ware at the time of purchaseChapter Eight Order and Acceptance 订单与接受Learning focus : (学习要点)Knowing of background knowledge on order and acceptance了解关于订单与接受的背景知识Understanding the definitions on order and acceptance理解订单与接受的定义Comprehending contents on order and acceptance 深刻理解订单与接受的内容Mastering skills o

5、f using letters and dialogues in business negotiation 掌握用信函及对话进行商务谈判技巧8.1 Background knowledge I 背景知识介绍 3. An order letter requirements should include the following:（1）Express thanks to the seller for his or her quotation and confirm the offer you have received.（2）Express that you are ready to place

6、 an order with the seller.（3）Require an accurate and full description of the goods, such as:The name of the commodityQuality requirements and specifications；QuantityPrice, including unit price and total pricePacking, detailed instruction on packing and shipping marksShipment： Date and method of ship

7、mentTerms of payment（4）The buyers name and the sellers name should be clearly written in the order.（5）An order number must be included.（6）Express your desire for further business.8.1 Background knowledge I 背景知识介绍 4. An acknowledgement letter to an order When a seller receives the order from buyers,

8、he should write a reply letter to acknowledge the order duly ,duly, the content of which should include the following:Express your thanks for the order and make an acknowledgement to the order.Add a favorable comment on the goods ordered.Restates the main content of the order. Assure the buyer to ma

9、ke prompt and careful fulfillment of the order. Draw the buyers attention to your other products likely to be of interest to the buyer.Express desires to do further business.Enclose your sales confirmation in duplicate for counter sign. 5. Purchase Confirmation and Sales Confirmation in stock, 现货存货；

10、 out of stock无现货无存货；execute the order /effect the order履行订单according to ；：按照duly，in time 按时，及时 / stipulate 规定carry out （ execute ）执行实施 / effect shipment 进行装运serve sb. 为服务，（ 注意不可以说： serve for sb.）with keen interest. 极有兴趣，有强烈的兴趣meet ones requirement 满足的要求due to / because of / owing to 由于from other cha

11、nnels通过其他渠道accept your order接受贵方的订单 do ones utmost to do /try ones best to do 尽力做某事8.2 Letters on Negotiation信函谈判 Notes：The AAA Universal Trading Company 108 Tower street ,Vancouver, Canada Tel: 86868688, Fax: 86868877To: Dalian Sunny Electronic Products Import & export Export Co. Ltd. Purchase Orde

12、r No. 8119Date: May 26, 2009Please Supply the following goods:Commodity Specification QuantityArt. No. Unit Price MP3MP4 MP5Q5000Q6000Q70001 0002 0003 000AT No. 1003AU No. 1005AW No. 1007CIF VancouverUS.D 20 US.D 30US.D 50Comments: （1） Shipment is to be effected before July.（2） Insurance is to be ma

13、de by the seller for 150% according to the voice value. Signed: John Brown 8.2 Letters on Negotiation信函谈判Lerrter 8-1 Purchase order sent by the importer 8.2 Letters on Negotiation信函谈判Letter 8-2-1 A reply to the Purchase order sent by the importer， accepting the order Dear Sirs,: We are pleased to co

14、nfirm your order of May 26th , for which we thank you very much.All the goods you need are in stock, and we can execute the order well according to your requirements before July.As you requested, we will fax you the relative Confirmation of Order and inform you of dispatch immediately by E-mail as s

15、oon as we complete the shipment . We hope to receive your further order latterly. Yours faithfully 8.2 Letters on Negotiation信函谈判Letter 8-2-2 A reply to the Purchase order sent by the importer， accepting the order ,but asking for extending the shipment date .Dear Sirs,: Thank you very much for your

16、order of May 26. In reply, we have to regret to say that we cant deliver the goods duly according to the the shipment date stipulated by you in the order, which only leaves （gives ） us only one month time to carry out （execute） your order, while the time necessary to effect shipment actually is at l

17、east one month and a half months.We would like to serve you but it is necessary for you to give us a little more time. So we require you kindly to extend the shipment date to 15th July 15.We are awaiting your early reply with keen interest. Yours faithfullyV 8.3 Dialogue Practice 对话演练 -Call or face

18、to face 电话或面对面 Ask the students to read Dialogue 1 and Dialogue 2then make a presentation .8.2 Letters on Negotiation信函谈判Letter 8-3 A reply to the purchase order sent by the importer , declining the order.Dear Sirs,: Thank you very much for your order of May 26.We regret to say that we cant meet your requirement due to because all the goods you needed are out of stock at present, we cant get the goods for you in only one m