商务英语negotiating price课件

NEGOTIATINGPRICE

UnitContentsofOralBusinessEnglish(I)DetailedItems1LookingforaJob(I)JobAdvertisementsCoverletter&ResumeJobInterview2ComingtoaNewCompany(I)ReportingforworkTalkingaboutRulesofCompanyTalkingaboutOrganizationalStructureTalkingaboutResponsibilitiesofJobPositionsTouringtheOfficeBuilding3OfficeRoutines(I)TelephoneCommunicatuionBusinessMeetingBooking4Price(II)NegotiatingthePrice5ModesofPayment(II)6SalesPromotion(II)7Shipment&Packaging(II)8SigningaContract(II)9CustomerService(II)............

Unit4

NEGOTIATING

PRICE

Unit4PriceNegotiation

LearningObjectivesLearningaboutBusinessNegotiationLearningabout

TermsinpricenegotiationUnderstandingproceduresinpricenegotiationLearningtotalkaboutpriceadjustments,discounts,andconcessions

BusinessNegotiationⅠDefinitionofBusinessNegotiation

Businessnegotiation,isdefinedasnegotiationdealingwithbusinessaffairs.Itarrangesthesettlementoftermsandconditionsoftrade（贸易条件和条款）bydiscussions.Itmayfinallyleadtoagreementthroughnegotiationsandcompromise.Itincludesconsultation（磋商）,bargaining（讨价还价）,mediation（调解）,arbitration（仲裁）andsometimes,evenlitigation（诉讼）.

Ⅰ商务谈判的定义

从现代意义上讲，商务谈判可以被定义为处理商务事物的谈判，以讨论协商方式来确定贸易中的各项条件和条款，并最终达成一致。它其中包括磋商、讨价还价、调解、仲裁，有时甚至诉讼。ⅡFunctionofBusinessNegotiation

Businessnegotiationistreatedasanintegralpartofthetotalinternationalbusinessactivity.Businessnegotiationisatooltoachievethegeneralcommercialinterestsofthepartiesinvolved.ⅢTheCharacteristicsofBusiness

Negotiation3.

Negotiationisaverytryingprocesswith

confrontation（对抗）andconcession（让步）.2.There’snosuchthingas“takeitorleaveit”ininternationalbusiness.Everythingisnegotiable.Italldependsontheexpertiseofthenegotiators.Negotiationisattheheartofeverytransactionand,forthemostpart,itcomesdowntotheinteractionbetweentwosideswithacommongoal—profits.ⅤTheMainContentsof

BusinessNegotiation

＊price(价格)

＊quality(质量)＊termsofpayment(付款条件)＊packingandshipping(包装和装运)＊insurance(保险)＊agency(代理)＊complaints,disputesandclaims

(投诉、争议、索赔)＊arbitration(仲裁)＊processingandassemblingtrade

(加工与装配贸易)＊compensationtrade(贸易补偿)＊technologyimportation(技术引进) Procedures

ofPriceNegotiation

♦Enquiry/Inquiry（询盘）

♦Offer（报盘）

♦Counter-offer（还盘）

♦Acceptance（接受）

♦Order（订货）Enquiry/Inquiry

2typesofenquiry1.generalenquiry

(generalinformation)

acatalogue

apricelist/quotationsheets

asample2.specificenquirynameofthecommoditythespecifications(规格）thequantityunitpriceFOBorCIF（单价）

packaging(包装）shipment(装运）theterms&methodsofpayment

（付款条款和方式）PriceTerms---FOB&CIFFOB:FREEONBOARD

离岸价装运港船上交货是指卖方必须在合同规定的装运期内在指定装运港将货物交至买方指定的船上，并负担货物越过船舷为止的一切费用和货物灭失或损坏的风险。

CIF:COST,

INSURANCEANDFREIGHT

到岸价成本加保险费、运费是指卖方必须在合同规定的装运期内在装运港将货物交至运往指定目的港的船上，负担货物越过船舷为止的一切费用和货物灭失或损坏的风险，并负责办理货运保险，支付保险费，以及负责租船或订舱，支付从装运港到目的港的运费。PriceTerms---FOB&CIF

(I)A:Thepriceofthisproductis$950perset.B:DoyouquoteCIForFOB?A:OurpriceisonCIFbasis.

(II)A:What’sthebasisofyouroffer,CIForFOB?Youknow,I’d

liketohaveyourlowestquotationCIFShanghai(上海到岸价）.B:Waitaminute.Iwillhaveitworkedoutverysoon…..

ThepriceforCOMPAQ1200is$900persetCIFShanghai.A:Oursizeoforderis1000sets.ThedateofdeliveryisJuly.

Bytheway,Howlongdoesyourcurrentofferremianvalid?B:Ourofferisfirmofferandremainsopenfor3days.Hereis

the

quotationsheet….

TermsofPayment

3categories:Remittance汇付Collection托收Letterofcredit信用证Remittance:Mailtransfer:

M/T信汇Telegraphictransfer:

T/T电汇Demanddraft:

D/D票汇Letterofcredit：sightL/C

即期信用证timeorusanceL/C远期信用证revocableandirrevocableL/C

可/不可撤销信用证unconfirmedandconfirmedL/C不保兑/保兑信用证transferableandnon-transferableL/C可转让/不可转让信用证documentaryandcleanL/C

跟单/光票信用证revolvingL/C

循环信用证Offer&CounterofferAn

offer

eitherorallyorinwrittenformshouldinclude:*thename,price,qualityandquantityofthegoods;*thedateofdeliveryand/ortimeofshipment;*thetermsofpayment;*thevalidityoftheoffer;*othertermsconcerned,suchaspackaging,discount,insurance,etc.

Counter-OfferAcounter-offer

meansapartialrejection

oftheoriginaloffer,anditisoften

acounterproposalputforwardbythebuyerortheofferee.Thesentence“acceptyouroffersubjecttothefollowingalterations…”（接受你方报盘，但须做以下修改）canbeusedinansweringanoffer.Inmakingacounter-offer,thepartyconcernedshould

expressregretatinabilitytoaccept,andexplainthereasonsfornon-acceptance.NegotiatingthePrice

Phases

Phase1:

(15minutes)

Toreadusefulexpressionsand3conversationsaboutnegotiatingpricestomakeitreadyforvideowatching

Phase2:(10minutes)Towatchthevideoofnegotiatingpricesandgetfamiliarwiththeexpressionsyouhavelearnt

Phase3:(60minutes)

Role-play(2)ConversationPractices(Chinese---6)

ConversationPractice(6-1)

ConversationPractice1A:今天下午过得如何？B:还好。今早我已详细看过你给我的目录了。我想讨论一下你们计算机扬声器(computerspeaker)的价格。A:好的。这是我们的价目表。

B:我看看。你们680型的标价是10美金。大量订购的话有折扣吗？A:当然有。100或以上的订单我们有百分之五的折扣。

B:如果我下六百订单，你们可以给我什么样的折扣？A:六百的话，给你百分之十的折扣。

ConversationPractice(6-1)

ConversationPractice1(Sample)A:Howareyouthisafternoon?

B:Justfine.Ilookedoverthecatalogueyougavemethismorning,andI’dliketodiscussaboutthepricesonyourcomputerspeakers.A:Verygood.Hereisourpricelist.

B:Letmesee…Iseethatyourlistedpricefor680modelis$10.Doyouofferquantitydiscounts?A:Wesuredo.Wegavea5%discountforordersofahundredormore.B:WhatkindofdiscountcouldyougivemeifIweretoplaceanorderfor6hundredunits?A:Onanorderof6hundred,wecangiveyouadiscountof10percent.

ConversationPractice(6-2)

ConversationPractice2A:你有没有收到我们上星期寄给你的样品？B:收到了，我们已经进行了评估。如果价钱合适，我们现在就想订货。

这种货你们最低价是多少？A:单价12.50美元。

B:我觉得这个价贵了点，你能不能减一点？A:恐怕不行，12.50美元是我们的底价。如果你订货超过10，000件，

我们可以减到12.00美元。B:行，我接受这个价格，第一批订货10,000件。你们能在31日前发货吗？A:当然可以。ConversationPractice(6-2)

ConversationPractice2(sample)A:Didyoureceivethesamplewesentlastweek?B:Yes.We’vefinishedtheevaluationofit.Ifthepriceisacceptable,wewouldliketoordernow.What’syourbestpriceforthatitem?

A:Theunitpriceis$12.50.

B:Ithinkthepriceisalittlehigh.Can’tyoureduceit?A:I’mafraidnot.$12.50isourbottomprice.Wecouldreduceitto

$12.00ifyourpurchaseisover10,000units.

B:Verygood.Weacceptthepriceandplacetheinitialorderof

10,000units.Canyoudeliverthegoodsby31st?

A:Ofcourse.ConversationPractice(6-3)

ConversationPractice3

A:Steven,您认为价格怎么样？B:我们能出到的最低价格每箱$120.A:恐怕不行。我们不可能减到那个程度。B:我认为你们非常了解现在的市场，一些西班牙公司，同样的商品，他

们出更低的价格。A:价格不能与质量分开而论。你会发现，我们的产品与对手的相比，质

量更好的多。B:那倒是真的，你们的质量更好。但即使考虑到你们的产品质量，你们

的价格仍旧偏高。我们各让一步怎么样？A:那我得想一想，30分钟之后给你回复.B:不着急。

ConversationPractice(6-3)

ConversationPractice3A:Steven,what’syourideaofprice?（你认为价格怎么样？）B:Thebestwecandois$120percase.A:I’mafraidthat’simpossible.Youcan’texpectustoreduceittothat

extent.B:Ithinkyouarewell-informedabouttheprevailingmarket.SomeSpanish

firmsareofferingthesameatmuchlowerprices（给出更低价格）.A:Pricescan’tbetakenseparatelyfromquality.Acomparisonofthequalityofourproductswith

thatofrivalgoodswillshowyouthatoursisfarsuperior.B:Itistrueyoursareofbetterquality.Butyourpriceisstillonthehighside（你们的价格偏高）evenifwetakethequalityintoconsideration.Howabout

meetingeachotherhalfway?（我们各让一步怎么样？）A:Well,I’llhavetothinkaboutitandgiveyouareply30minutesfromnow.B:Takeyourtime,please.ConversationPractice(6-4)

ConversationPractice4A:我们已经讨论过你们提出的要价。我们认为你方的价格太高，我方

难以接受。B:不过我认为我们的报价是现实的、合理的。A:你说的“合理的”是什么意思？B:就是说，我方不会漫天要价，我们是与当前市场价格的普遍水平相一

致的。A:我不同意。如果没法进一步商谈，你方坚持不做让步的话，我们干脆

放弃这笔交易好了。B:对不起，你方还价多少？A:在互利的基础上，每件70美元怎么样？B:恐怕你方还价太低。差距太大。A:那么我们双方都退一步做出让步这样我们才可以完成这笔交易。ConversationPractice(6-4)

ConversationPractice4A:Well,we’vediscussedtheofferyouquoted.Andwefoundyouroffer

wastoohigh.It’s

difficultforustoacceptit.B:ButIthinkourofferisreasonableandrealistic.A:Whatdoyoumeanby“reasonable”?B:Thatis,wenevermakeourpriceonwildspeculation,itcomesinline

withthe

prevailingmarket.A:Ican’tagreewithyou.Ifthereisnoroomforfurtherdiscussionandyou

refuseto

makeanyconcession(做出让步）,wemightaswellcallthedeal

off.（放弃这笔交易）B:Sorry.Justwait,what’syourcounter-offer?A:Onthebasisofourmutualbenefit,howabout$70perset?B:I’mafraidyourcounterbid（还价）istoolow,andthegap（价格差距）

istoowide.A:Howaboutmeetingeachotherhalf-wayandmakingaconcessionso

thatwecanmakethe

businessconcluded（完成交易）?ConversationPractice(6-5)

Conversationpractice5A:早上好，先生。我的任务就是给您介绍我们的笔记本电脑。B:恐怕我现在没空。A:也许您不会介意抽出几分钟时间允许我介绍一下我们的产品。B:请讲。A:首先，它外形优雅、美丽，相当轻便。因此无论您走到哪里携带方便。

而且它设计简单、时尚，易于操作。让我给您看演示一下。B:是的，它真的很好很方便。保修服务怎么样？A:它全保五年，您可以对我们完善的保修服务放心。B:多少钱呢？A:正常价7，000元每台，如果您喜欢，我可以给您打个折。B:6,500元怎么样？A:好，成交。ConversationPractice(6-5)

ConversationPractice5A:Morning,Sir.MymissionhereistointroduceyouournotebookPCs.B:Iamnotfreeatthemoment,I’mafraid.A:Maybeyoudon’tmindsparingmejustafewminutestointroducesome

informationofourproduct.B:Well,goahead.A:First,ithaselegantandbeautifulappearanceandit’sexcellentforits

handiness(轻便).Soitisveryeasytotakewithyouwhereveryougo.

Moreover,ithasasimple,moderndesign,making

ituser-friendly(易操作

的）.Letmeshowyou.B:Yeah.It’sreallyveryniceandconvenient.Howaboutthemaintenance

service（保修服务）?A:Itisfullyguaranteed（全保）for5yearsandyoucancountonusfor

completemaintenance

service.B:Howmuchdoesitcost?A:Thenormalpriceis7,000yuan,andIcangiveyouadiscount（打个折）

ifyoureallylikeit.B:Howabout6,500yuan？A:

OK.（Deal）done（成交）.ConversationPractice(6-6)

ConversationPractice6A:欢迎到我们公司，Johnson先生。B:我很高兴又来到上海。A:请到我的办公室吧。我相信你们已经研究过我们的围巾提案了。B:是的。我们对你们的羊毛围巾感兴趣。我想了解一下价格。能不能给我看一

下价格表？A:给您。B:恐怕你们的价格太高。A:根本不高。我们的手工羊毛围巾不仅品质好而且价格合理。B:据我所知，韩国产品也是颜色鲜艳设计优美，但他们的价格平均会比你们的低。A:是的，您说的没错，但是您错过了重要的一点，我们的手工围巾是传统的，

享誉世界市场，而他们的机器加工。B:但你要承认你们的价格比你们的竞争者高出至少5个百分点。如果你们想得到

订单，就得降低价格。A:您能不能告诉我您大概要订多少呢？我们可以相应调整我们的价格。B:如果在开出的价格上打九折，我打算订20,000打。A:恐怕九折不行，给你个九四折吧。B:那还合理。ConversationPractice(6-6)

ConversationPractice6A:Welcometoourcompany,Mr.Johnson.B:I’mpleasedtocometoShanghaiagain.A:Cometomyoffice,please.Ibelievedyou’vestudiedourproposalforscarves,

haven’t

you?B:Yes.Weareinterestedinyourwoolscarves,andI’dliketoknowtheprice.Wouldyoupleaseshowmeyourpricelist(价格表）?A:Hereyouare.B:I’mafraidyourpriceistoohigh.A:No,notatall.Ourhand-madescarvesarenotonlyofhighqualitybutalsoofreasonableprice.B:AsfarasIknow,theKoreanarticles(物品）alsobrightlycoloredandbeautifullydesigned,buttheirpriceislowerthanyoursonaverage（平均）.A:Yes,youarequiteright,butyouhavemissedtheveryimportantpointthatourhand-madescarvesaretraditionalandknowntotheworldmarketwhiletheirsarewovenbymachines.ConversationPractice(6-6)

ConversationPractice6B:Butyo