商务英语谈判-chapter-2-modules-of-business-negotiation课件

ChapterTwo

ModulesofBusinessNegotiationModulesofBusinessNegotiationInquiryOfferCounter-offerAcceptanceandconclusionofacontractENQUIRY:askinformationaboutproducts,prices,discounts,meansofpaymentrequired,delivery,salestermsREPLY:givetheinformationrequestedORDER:orderthegoods+givedetailsaboutthegoods(descriptionandquantity),priceandmeansofpayment,instructionsabouttransport,packing,insurance,documents,deliverytimeCONFIRMATIONOFORDER:confirmtheorderanddispatchthegoodsaccordingtoinstructionsPAYMENT:thebuyerpaysforthegoodsorderedBeverlyhillsManyvisitorscometoHollywoodexpectingtofindagleamingcityfilledwithmoviestars,poshrestaurants,grandmansionsandexpensiveshoppingareas.Theyare,ofcourse,verydisappointed;theactualsuburbofHollywoodisfarfromglamorous.Thereal"Hollywood"isastateofmind,notaplace;it'snotsomuchacityasitisshorthandforthegeneralmovieandentertainmentindustry.

Butifthatfabled,glitteringHollywoodofthetourist'simaginationexistsanywhere,itexistsinBeverlyHills.ItisinBeverlyHills,notHollywood,wheremanystarsactuallylive,dineandshop.ENQUIRY&REPLYEnquirycanbeoftwotypes:generalenquiryandspecificenquiry.Ingeneralenquiry,thebuyerasksfor:Generalinformationheneeds,suchas:acatalogue,apricelistaquotaitonsheets,asampleanillustration,aphotoENQUIRY&REPLYInspecificenquiry,thebuyerasksfor:Pointstotheproductshewants,suchas:thenameofthecommodity,thespecifications,thequalitytheunitpriceFOBorCIF,thetimeofshippment,thetermsofpayment.quotationAresponsetoenquiry,quotationmaybegiven.Aquotationusuallyincludes:1.Anexpressionofthanksfortheenquiry2.Detailsofprices,discounts,andtermsofpayment3.Astatementofclearindicationofwhatthepricescover(e.g.freight,insurance,etc.)4.Anundertakingastodateofdeliveryortimeofpayment5.Theperiodforwhichthequotationisvalid6.AnexpressionofhopethatthequotationwillbeacceptedGuidelinesforMakingEnquiriesProfessionally1.Beforeyouenquireaboutproductsthatinterestyou,pleasebespecificon:Theestimatedquantityyou’regoingtoorderThetermsofpricingyouwant(CIForFOB)Thedestinationair/seaportforCIForC&FquotationsthatismostconvenientforyourbusinessEuropeanMainPorts(EMP)

欧洲主要口岸-Genoa热那亚(意大利港口城市）Marseilles马赛（法国港口城市）Antwerp安特卫普（比利时港口城市）Rotterdam鹿特丹（荷兰港口城市）London伦敦Hamburg汉堡Copenhagen哥本哈根GuidelinesforMakingEnquiriesProfessionally2.Ifitisafirstenquiry,theenquireshouldalsosaysomethingabouthowthesupplier’snameisobtainedandsomedetailsofhisownbusiness,soitisclearheisaclientwhoshouldbetakenseriously.GuidelinesforMakingEnquiriesProfessionally3.Theenquirershouldbereasonableintheinformationrequestedandclearoneachrequirement,includingprices,discounts,termsofpayment,andthelengthoftimerequiredfordelivery,sohecanexpectanequallyclearanswerinreply.GuidelinesforMakingEnquiriesProfessionally4.Mostlettersofenquiryareshortandsimple,somuchsothatmanyfirmshaveadoptedthepracticeofsendingprintedenquiryforms,therebyeliminatingtheneedforaletter.GuidelinesforMakingEnquiriesProfessionally5.Enquiriesshouldbeaddressedtothecompanyinsteadofanindividualtoreceivequickattention.GuidelinesforMakingReplyingEnquiryProfessionally1.Makesurethatyourquotationiscorrectandexact.2.Whenyoureplytothebuyers,youshouldfocusonwhatyoucando.3.Setupproductcataloguelist.4.Forafirmthatiskentoincreasesales,thereplymustnowfulfillthefunctionofasalesman.5.Thesecrettoconvertinganenquiryintoarealorderistomakethebuyerreplyassoonaspossible.ExamplesIcanintroducetheproductyourcompetitoraskedfor.Icanmakesomespecialsamplesforyouifyoureply.Icanintroducethe1,500kindsofproductstoyouifyoureply.Ifyouwantsamples,pleasereply.NegotiationSkills–Waysofsaying“No”1.I’llseewhatIcando.2.I’llletyouknow.3.Maybe.4.I’llask.5.I’llfindout.6.Youcouldcallheadofficeandask,theyhavemoreauthoritythanI.WaystosayNOPoliterefusal:Idon’tthinkitisagoodidea.Givereason:Ican'tdothatbecause….Silence.Walkaway“I’vegotameetingtoattend.”IgnorethepersonAvoidthesituationFindothers’support“Idon’tthinkmybosswillagree.”Talkaboutyourownfeelings“Iunderstandwhatyouwant,butyouneedtounderstandmine.”RefusalSkillssTOPSayno.Tellwhynot.Offerotherideas.Promptlyleaveorchangetopic.Donotnegotiateunrealisticdemands1.Itpreventsyouhavingtoconcedesubstantialgroundunnecessarily.2.Itavoidsraisingfalsehopes,whichwouldmakeitdifficultforustosatisfylater.3.Itstampsyourpersonalauthorityandprofessionalismonthesituation.Activity-LearningtoSayNoEffectivelyWithyourpartner,makeupashortconversation.OneofyouistryingtopressuretheotherintodoingsomethingthatHEORSHEdoesnotwanttodo.OfferandCounter-offerInbrief,anofferisanexpressiontoenterintoacontract.Itisdifferentfromaninvitationforoffer,whichmayincludequotations,auctionannouncement,prospectus,commercialadvertisementsandtendernotices.TenderNoticeFirmOfferAfirmofferisapromisetosellgoodsatastatedprice,usuallywithinastatedperiodoftime.Itmustbeclear,definite,completeandfinal.Itusuallyincludes:thename,price,qualityandquantityofthegoods;Thedateofdeliveryand/orthetimeofshipmentThetermsofpaymentThevalidityoftheofferOtherthingsconcerned,suchaspacking,discount,insurance,etc.Onceafirmofferisunconditionallyacceptedbytheoffer-eewithinitsvalidity（有效性）,itcannotberevoked(撤销，取消）oramended（修订）andisbinding（具有约束力）onbothparties.SoftOfferAsoftofferisanofferwithoutengagement.Ithasnobindingforceupontheoffer-or(报盘人）.Itismadewithreservationbearingsuchwordingas:Theofferissubjecttoourfinalconfirmation.Thepricesaresubjecttochangewithoutnotice.Asatisfactoryofferwillinclude:1.nameofcommodities,quality,quantityandspecifications2.unitpriceandtypeofcurrency3.termsofpaymentanddiscounts4.indicationofwhatthepricecovers5.packingconditionsanddateofdelivery6.thetermofvalidityoftheofferThreecircumstancesofineffectiveoffer1.rejectionnoticefromtheoffer-ee2.lawfulrevocation(具有法律性的撤销)3.expirationoftheofferGuidelinesforMakingOffers&Counter-offersProfessionally1.Besureyouunderstandtheiroffersandcounter-offers,andseekclarificationifneeded.2.Letyouropponentmakethefirstofferandremembereachcounter-offerisanentirelynewoffer.GuidelinesforMakingOffers&Counter-offersProfessionally3.Setabaselinefigureandexplainthebasisforanyofferorcounter-offer.Avoidlow-ballingandhigh-balling.Avoidpolarization（极端化）fromunwiseultimatumsandinsertan“unless”intoyourultimatums(最后结论）.GuidelinesforMakingOffers&Counter-offersProfessionally4.Thereshouldbedifferentpricesforcustomersfromdifferentcountriesordifferentspecializations.DifferencebetweenquotationsandfirmoffersQuotationcanbewithdrawnbythesellerwithoutpreviousnotice.Afirmoffer,althoughnotacontractualobligation,cannotbewithdrawnbythesellerwithinitsvalidity.Itisthebuyer’soptiontoacceptorrejectorcounter-offerduringthevalidityperiod.Ifthebuyeracceptsanoffer,thenitisacontractualobligation.Sonoreputablesellerwouldriskhisreputationbywithdrawinghisofferbeforethestatedoragreedtime.BreakingDeadlocksChangingissuesTryingtofindagreementsinprincipleCaucusingAdjourningbutnotendingthenegotiatingsessionBringinginotherpartiesDevelopingnewinformationMovingtoamoreinformalsettingAcceptance&ConclusionofaContractAcceptanceAnacceptanceistheunconditionalagreementtoanoffer.Itisanunreservedexpressionoftheoffer-ee’swillingnesstobeboundbythetermsoftheoffer,whichmaybeexpressedeitherbywordsoracts.ComponentsofFormalWrittenContractsTitle(合同名称）Preamble（前文）

1)

Dateofsigning

（订约日期）

2）Signingparties

（订约当事人）

3）Placeofsigning（订约地点）

4）Recitalsof

WHEREASclause（订约缘由)ComponentsofFormalWrittenContracts(Cont’d)