商务英语谈判Chapter 1

ChapteroneIntroductionandOverviewofInternationalBusinessNegotiationLecturedby韩雪梅Tel-mail:han-xuemei@163.com

BuyingCarrotsDoyouhavecarrotshere?

Yes!Plentyof!Doyouwantsome?Howmuchisit?Fouryuanfor1kilo.That’stoomuch!Threefor1kilo?Threeyuanandeight.Deal.I’lltake5kilos!

BuyingCarrots

Customer:Doyouhavecarrotshere?Seller:Yes!Plentyof!Doyouwantsome?Customer:Howmuchisit?Seller:Fouryuanfor1kilo.Customer:That’stoomuch!Threefor1kilo?Seller:Threeyuanandeight.Customer:Deal.I’lltake5kilos!Inquiry询盘Reply回复询盘Inquiry询盘

Offer报盘Counteroffer还盘Countercounteroffer反还盘

Acceptance接受WhatisnegotiationNegotiationisabargainingsituationinwhichtwoormorepartieshaveacommoninteresttocooperate,butatthesametimehaveconflictinginterestsoverexactlyhowtoshare.Acase:Annownsahousewhichshewantstosellat$100,000,whilePeterwantstobuythehouseat$80,000.Commoninterest:AnnwantstosellahousewhilePeterwantstobuyConflictinginterest:Ann’spriceis100,000whilePeter’spriceis$80,000WhatwillbethepossiblepriceatwhichbothAnnandPetermayagree?$80,000$100,000Itisusuallydifficultandcostlytoreachanagreement.Formsofbusinessnegotiation:Inoralform:Face-to-faceconversation,onthephoneInwrittenform:e-mails,faxes,letters,etc.Vocabulary2.purchasev.tobuy4.bargainv.totalkabouttheconditionsofsale,agreement,pensation1.negotiationisattheheartofeverytransaction.Thereisnobusinesswithoutnegotiation2.thedetailsofthecontractmustbenegotiatedtothesatisfactionofbothparties.averytryingprocesswithconfrontationandconcessionCharacteristicsofbusinessnegotiation3.bothpartiesshareopeninformation.Tosayandtolisten4.bothpartiestrytounderstandeachother’spointofview.Tounderstand5.bothpartiestrytofindawaytoachievecommonandcomplementaryobjectivesacceptabletothemboth.Bothpartiesshouldgetsomething6.Everythingisnegotiable.Italldependsontheexpertiseofthenegotiators.Ternationalbusinessnegotiationissometimesknownasthezero-sumgame.Zero-sumgamemeansoneside’sgainsaredirectlytheotherside’slosses.Thebasicprinciplesofbusinessnegotiation1.equalityprincipleInasuccessfulnegotiation,eachpartymustgainsomething.Ifonepartygainsnothingortakesmuchlessthanisgiven,hewillretreatreluctanttocontinueInthisway,therewillbenobenefitfortheotherparty.Thebasicprinciplesofbusinessnegotiation2.sincerecooperationPurposeofbusinessnegotiation:Tosolveeachothers’problemtogetherandtogetabettersolutionTobecooperativeBothpartiesaremakingconcessionstocooperateinordertoseekawin-winsituationinsteadofawin-loseone.TobesincereNottotelllies,keepyourwordsandtobetrustworthyThebasicprinciplesofbusinessnegotiation3.keepitflexibleandfluidEachnegotiationisspecialDifferentnegotiationopponentDifferentnegotiationatmosphereDifferentnegotiationconditionTherefore,negotiatorsshouldSeekdifferentroutestoachievetheobjectivesUsedifferentkindsofnegotiationstrategiesandtactics有一个妈妈把一个橙子给了邻居的两个孩子。这两个孩子便讨论起来如何分这个橙子。两人吵来吵去，最终达成了一致的意见，由一个孩子负责切橙子，另外一个孩子选橙子。结果这两个孩子按照商定的办法各自去了一半橙子。第一个孩子把半个橙子拿到家，把皮剥掉扔进了垃圾桶，把果肉放进果汁机里打果汁喝。另一个孩子把果肉丢进了垃圾桶，把橙子皮留下来磨碎了，混在面粉了烤蛋糕吃。

Doyouhaveabettersolution?FeaturesofInternationalBusinessNegotiationsInternationalbusinessnegotiationsarefundamentallydifferentfromdomesticones,andrequireadifferentsetofskillsandknowledge.1.Differentlaws,policiesandpoliticalauthorities2.differentcurrencies3.participationofgovernmentalauthoritiesFeaturesofInternationalBusinessNernationalventuresarevulnerabletosuddenanddrasticchangesintheircircumstancesWarorrevolution,changesingovernment,currencydevaluation5.differentideologies6.differentculturesLanguage,customs,perceptionsetc.ThemaincontentofnegotiationoninternationalbusinessS:Thetagpriceoftheseroller-skatesis$50.00apair,butI’llmakeit$45.00foryou.Whatdoyouthink?B:That’smuchmorethanIwaspreparedtopay.S:Howabout$43.00?B:Iofferyou$30.00apair.S:That’stoolittle.Well,I’llcomedownto40.B:Allright.TomeetyouhalfwayIgoupto35,butnotapennymore.Isthatacceptable?S:Ok,it’sagreed.B:Thatleadsustothequestionofdiscounts.S:I’mcertainlyhappytotalkaboutdiscounts.Butcanyouindicatetomethequalityyou’dliketoorder?B:Fairenough.Whatdiscountwouldyouofferonanorderofsayonethousandpairs?S:Foranorderofthatsize,Mr.B,Icangiveyouadiscountof10%.B:Tenpercent!S:Justletmefinish.Yes,10%,butwithaguaranteeofdeliverywithintwomonths.B:Deliverymustbewithintwomonths,orI’mnotinterested,IwantthegoodstoarrivewellbeforetheChristmasseasonbegins.Let’sbeclearaboutonething.IhopeyourealizeImusthavealargerdiscountthanwhatyou’veoffered.S:Well,ifyoucommittobuy2000pairsthenIcouldconsideralargerdiscount.B:Howmuchlarger?S:Ifyouorder2000pairsIcanofferyoua20%discount.B:Tenpercent,twentypercent.I’mgettingtiredofthis.Youareplayinggames.I’mlookingforamuchlargerdiscount.I’morderinginlargerquantitiesandIoperatesmallmargins,yousee?S:Ifyouwantabigdiscountthenyoumusttaketheorderalargerone.ThemaincontentofnegotiationoninternationalbusinessThecommoncontentofnegotiationsininternationalbusinessactivitiesPriceQualityTermsofpaymentPackagingandshippingInsuranceAgencyComplaints,disputesandclaimsArbitrationProcessingandassemblingtradeCompensationtradeTechnologyimportationJointventure1.Wehopetodiscussbusinesswithyouatyourearliestconvenience.1.我们希望尽早与贵方洽谈生意。2.welearnthroughtheCommercialCounselor'sOfficeofourEmbassyinyourcountrythatyouareinthemarketforthechemicalsofourfactory.2.从我方驻贵国的大使馆商务参赞处了解到你方在觅购我工厂生产的化学物品。3.ThroughthecourtesyoftheTokyoChamberofCommerce,welearnthatyouareoneoftheleadingexportersofsilkgarments.3.承蒙东京商会的介绍，我们了解到贵方是丝绸服装的主要出口商之一。4.weareastate-operatedcorporation,dealingexclusivelyintheimportandexportofmetalsandminerals.4.我们是一家国营公司，专营金属和矿石的进出口。5.Ourproductshavelongenjoyedagreatfamebothathomeandabroadandweareinthebeliefthattheywillhavegreatpotentialityofthemarketinyourcountry.5.我们的产品长期在国内外享有盛誉，我们相信在贵国也会大受欢迎。6.ifanyoftheitemslistedinthecataloguemeetsyourinterest,pleaseletushaveyourspecificenquiry,andourquotationwillbeforwardedwithoutdelay.6.如您对产品目录中的任何商品感兴趣，请下具体询盘，我方将会及时发送报价。7.incaseyouneedmoreinformationaboutourbusinessstatus,weshallbeonlytoogladtoansweryourinquiriesatanytime.7.如果你方需要更多了解我们的业务状况，我方非常乐意随时回复贵方询盘。8.welookforwardtoyourearlyreplyandtrustthatthroughourmutualcooperationweshallbeabletoconcludethistransactionwithyouinthenearfuture.8.早复为盼，相信在我们的共同努力下，很快就会达成这笔交易。NegotiationproceduresInpracticalnegotiationsofinternationalbusinessandeconomy,threestepsareadopted:preparationfornegotiationprocessofnegotiationsigningabusinesscontractStep1.preparationfornegotiationtoestablishthetargetfornegotiationtogetasmuchinformationaspossibleTcessofnegotiationStep3.signingabusinesscontractThecontractsrelatedtotheimportandexportmainlyinvolve:CommercialcontractSalesandpurchasecontractSalesagencyagreementContractforprocessingwithsuppliedmaterialsandcontractforassemblingLicensecontractforinternationalbusinessJoint-venturecontractContractAcompletecontractusuallyincludethefollowingparts:(1)Title契约名称(2)Preamble约首(3)Body正文(4)Witnessclause结尾BusinessContract(1)Title(2)PreambleDateofsigningSigningpartiesApplicablelawPlaceofsigningReci