NEGOTIATION谈判场景实训指导

》谈判》谈判INTERNATIONALBUSINESSNEGOTIATION场景实训指导适用专业：国际经济与贸易；总学时：10学时一、实训目的国际商务谈判课程是一门培养学生具备可以进行国际商务谈判的能力和谈判技巧的实务课程。要达到这一能力要求，除了要求学生掌握国际商务谈判的基本专业知识之外，还需要培养学生灵活运用相关知识与技巧开展商务谈判的能力。本课程谈判场景实训的目的，就在于使学生能够通过对各种主题的商务谈判场景的观看与讨论，快速将国际商务谈判的知识与技巧融会贯通，从而提高学生的综合业务水平与英语水平。二、实训要求本实训通过观看国际商务谈判场景的视频，进行交互式教学，教师现场向学生提出相关问题，要求学生根据现场视频内容回答问题，并组织学生就相关内容进行讨论，再由教师现场讲解并参与学生的讨论，从而使学生能够熟练掌握国际商务谈判的各种程序及相关技巧最终达到提高学生的专业知识水平与英语听、说、读、写能力的实训目标。三、实训项目及学时项目实训内容要求学时1Whyarewehere?PreparingthegroundSettingtheagenda要掌握成功的商务谈判应具备的准备条件及基本步骤、过程22Wherearewegoing?Wheredowestart?要掌握成功的商务谈判如何巧妙的开局与结束，以及如何巧妙地引导谈判对手，最终达成有利于己方的结论。13KeepingtothepointYourviewscount要求学会如何有效地与谈判对手进行沟通并说服对方的谈判技巧。14MakingandrespondingtoproposalsWhat'stheidea?Makingdecisions要求能够及时注意谈判对手的言行举止，紧扣谈判主题，并善于捕捉谈判成功的信号以做出正确的决策。25EstablishingpositionsClarifyingpositions要求理解良好的谈判氛围在谈判中的重要性，并掌握与谈判对手建立良好的合作关系的要点与技巧。16Managingconflict要求掌握商务谈判中巧妙地化解冲突与僵局的技巧。17Bargaining要求掌握商务谈判中价格谈判1的策略与有效的讨价还价的技巧。8ConclusionandagreementWhat'snext?要求掌握达成有利的谈判结果需注意的事项及相关技巧。1四、实训内容实训项目1：Topic1Whyarewehere?Topic2PreparingthegroundTopic3Settingtheagenda要求通过观看商务谈判场景，要求掌握成功的国际商务谈判应具备的准备条件及基本步骤过程。2.本实训相关知识Checklist—whatmakesagoodnegotiation?PreparationHavetheparticipantsbeeninformedof:date,place,time,agenda,objectives,specificpreparation,documentation,specificroles?ProcedureHastheprocedure(formalchairing,informalbrainstorming,etc.)beenagreed?Hastheagendabeenagreedandunderstood?Arethetimelimitsclear(duration,finishtime,dateandtimeofnextmeeting?)RolesAretherolesclearlyunderstood?Chairperson-detailedminutesorjustasummary?Minute-taker—detailedminutesorjustasummary?Participants-generaland/orspecificcontributions?CommunicationDoalltheparticipantsgetachancetocontribute?Isthereacleardirectiontothemeeting?Isthereapositiveatmosphere?Isthereaclearoutcometothemeeting?3.学生讨论的问题：Whydoesthechairmanfailtoorganizethenegotiationsuccessfully?(2)What'sthekeyfactorofasuccessfulbusinessnegotiation?(3)What'stheprocedureofthebusinessnegotiation?(4)Canyoufindthekeyclueinthesesceneries?实训项目2：Topic1Wherearewegoing?Topic2Wheredowestart?1.实训要求要掌握成功的商务谈判如何巧妙的开局与结束，以及如何巧妙地引导谈判对手，最终达成有利于己方的结论。Meetingspractice—Writeamemorandum Memorandum TOC\o"1-5"\h\zFrom (A)To (B) (C) (D)Subject:marketdropproblemsolutionIamlookingforwardtoourfirstmeetingthisFridayat10:00.Ihaveputtogetheraprovisionalagendaforthemeetingsothatyouwhattoexpect.Agenda:Objectives:solvethemarketdropSolutions:Majorroles:(Andrew,Alison)Iwouldexpectthisfirstmeetingtolastaroundtwohours.Pleaseletmeknowifyouwillbearrivingintimeforlunch.3.学生讨论的问题：Whydoesthechairmanfailtoorganizethenegotiationsuccessfully?Howcanyousuccessfullyopenandclosethebusinessnegotiation?What'stheskillofthegoodopeningofbusinessnegotiation?Canyoufindthekeyclueinthesesceneries?实训项目3：Topic1KeepingtothepointTopic2Yourviewscount1.实训要求要求学会如何有效地与谈判对手进行沟通并说服对方的谈判技巧。Languagefocus-Interrupting,commentingandresumingInterruptingExcuseme,mayIinterrupt? Justamoment...CanIsaysomethinghere? Bella,sorry,…(Usingsomeone'snameisagoodwaytogettheirattention.)CommentingYes,that'sinteresting.that'sagoodpoint.EmphasizingI'dliketopointout.Letmeemphasize.CanIjustdrawyourattentionto.?FinishingwhatyouwanttosayJustletmefinish.I'llcometothatinamoment.Ihaven'tfinishedwhatIwassaying.No,waitamoment.MayIjustfinish?Iseewhatyoumean.ConsideringalternativesHaveyouconsidered…?Whatabout…?There'sanotherwayoflookingatthis....isworthconsidering.ReferringYousaid..Youknowwhatyousaidabout..Somebodymentioned..3.学生讨论的问题：Whydothesetwopeoplefailtoaccepttheirnegotiatingcounterpartytoaccepttheirproposal?What'sthekeyfactorofasuccessfulpersuasion?Howcanyoutrytobekeepingtothekeypointinbusinessnegotiation?Canyoufindthekeyclueinthesesceneries?实训项目4：Topic1MakingandrespondingtoproposalsTopic2What'stheidea?Topic3Makingdecisions1.实训要求要求能够及时注意谈判对手的言行举止，紧扣谈判主题，并善于捕捉谈判成功的信号以做出正确的决策。Languagefocus-QuestioningandclarifyingWhatsortof.?Canyoutellme.?I'dbeinterestedtoknow.(Thesearecalledopenquestionsbecausewedon'tknowwhattheanswerwillbe.)ClosedquestionsDoyouplanto.?Isthere.?Didyou.?Areyougoingto.?(ThesequestionsareseekingaYes/Noanswer.)LeadingquestionsShouldn'twe.?Thereisn't.,isthere?We're.,aren'twe?(Thesequestionsforceananswerinacertaindirection.)ProbingquestionsWhatexactlydoyoumeanby.?I'mnotsureIreallyunderstand.Couldyougointomoredetailabout.?(Thesequestionsareseekingfurtherinformation.)ReflectivequestionsSoyou'reworriedabout…?IfIunderstandyou,(Thesequestionssupporttheanswerer.Theyshowthatyouhavebeenlisteningandappreciatethepointwhichisbeingmade.)3.学生讨论的问题：(1)Whydothesepeoplefailtoseizethesignofthesuccessofthebusinessnegotiation?What'sthekeyfactoroftryingtokeepclosetothekeypointsinnegotiation?Canyouclearlynoteyourcounterparty'sexpressioninbusinessnegotiation?(4)Canyoufindthekeyclueinthesesceneries?实训项目5：Topic1EstablishingpositionsTopic2Clarifyingpositions1.实训要求要求理解良好的谈判氛围在谈判中的重要性，并掌握与谈判对手建立良好的合作关系的要点与技巧。Languagefocus-Interrupting,commentingandresumingInterruptingExcuseme,mayIinterrupt?Justamoment...CanIsaysomethinghere?Bella,sorry,(Usingsomeone'snameisagoodwaytogettheirattention.)CommentingYes,that'sinteresting.that'sagoodpoint.Iseewhatyoumean.EmphasizingI'dliketopointout.Letmeemphasize.CanIjustdrawyourattentionto.?FinishingwhatyouwanttosayJustletmefinish.I'llcometothatinamoment.Ihaven'tfinishedwhatIwassaying.No,waitamoment.MayIjustfinish?3.学生讨论的问题：(1)Whydoesthesesnegotiatorsfailtoreachtheirgoalsuccessfully?(2)What'sthekeyfactorofaharmoniousatmosphereinbusinessnegotiation?(3)Howdoyoutrytoestablishthegoodpositioninthebusinessnegotiation?(4)Canyoufindthekeyclueinthesesceneries?六)实训项目6：TopicManagingconflict1.实训要求要求掌握商务谈判中巧妙地化解冲突与僵局的技巧。Languagefocus-DowntoningyourlanguageModifiersPerhaps/maybePerhapsweshouldconsiderreducing…Maybeyoucouldcutdown…Perhapsyouhavemorestaffthanyoucanreallyafford.Maybeweshouldrethinkthequestionsof…Abit/just/alittleIfyoucouldjustofferus,Thatsoundsabittoorisky.Ithinkthosefiguresarealittleoptimistic.Weneedalittlebitmoretime/money.Useofwould/could/mayPerhapswecouldallthinkabout…Wouldn'tweallagreethat…?Theremaybeoneortwo…UseofnegativesformodifyingItwon'tbetooexpensiveif(itwillbecheaper)Cuttingherewillnotbetoocritical.(itwillbefine)Itwon'ttakesolongif(itwillbequicker)UseofI'mafraidI'mafraidyourpricesareabithigh.I'mafraidwecan'tofferanymorethanthat.3.学生讨论的问题：Whydoesthenegotiatorfailtosolvetheconflictinnegotiationsuccessfully?What'sthekeyfactorofasuccessfulresolvingmethodsinbusinessnegotiation?Whatkindsofwayscanyouusetoeffectivelymanagetheconflictinnegotiation?Canyoufindthekeyclueinthesesceneries?七)实训项目7：TopicBargaining1.实训要求要求掌握商务谈判中价格谈判的策略与有效的讨价还价的技巧。Languagefocus-ExertingpressureandmakingconditionsExertingpressureIfyoucan't…,we'llhavetolookelsewhere.I'mafraidwe'llhavetocallitadayunless...MakingconcessionsWecouldofferyou...Wemightconsider...Whatwouldyousayifweofferedyou.?Wemightbeableto.AttachingconditionsButwecouldwant.aslongas.ononecondition.providedthat.GrammarpointStandardconditionalsentence(threatening/assertingpressure)Wewillhavetocancelifyoudon'tofferussomethingbetter.Wewon'tbedoingbusinesswithyouunlesswegetasubstantialdiscountStandardhypotheticalconditionalsentenceWewouldofferyouonepercentifyouguaranteedpaymentwithinthirtydays.Wecouldn'tguaranteepaymentunlessyoupromisedafirmdiscount.3.学生讨论的问题：(1)Whydoesthepersonfailtoreachhisnegotiatinggoalsuccessfully?What'sthekeyfactorofasuccessfulbargaininginbusinessnegotiation?Whatshouldwenoticewhenwemakethebargaininnegotiation?(4)Canyoufindthekeyclueinthesesceneries?(八)实训项目8：Topic1ConclusionandagreementTopic2What'snext?1.实训要求要求掌握达成有利的谈判结果需注意的事项及相关技巧。Languagefocus-ConcludingandclosingClosingsignal(Moreformal)Thatbringsustotheendof.Ithinkwehavecoveredeverything.(Lessformal)Ithinkwecancallitaday.Ithinkthatcoversit.Let'sstopthere.ProgressmadeWe'vetakenamajorstepforward.We'vemadeexcellent/good/someprogress.We'vetakenastepintherightdirection.Wedidn'tgetasfaraswehoped,but.SummarizingLet'sgooverthemainpointsagain.CanIjustrunoverthemainpoints?We'veagreedthefollowing…Outstandingissuesare…There'sstillthequestionof...toresolve.SubjectsOnthe.front,weagreed.Asfaras.isconcerned,weagreed.CheckingandconfirmingIsthatanaccuratesummary?Doesthatreflectwhatwesaid?Isthereanythingyouwanttoadd?Follow-updocumentationWouldyoulikethatinwriting?We'llputtogetherawrittenproposal.We'llletyouhaveadetailedsummary.Canyoudraftthatbeforethenextmeeting?NextmeetingIsuggestwemeeton/at.Shallwesayfouro'clock?ClosingI'msurewewouldallagreethatwehavehadasuccessfulmeeting.Itremainsformetothankyouforcomingand.3.学生讨论的问题：(1)Whydoesthechairmanfailtoclosethenegotiationsuccessfully?What'sthekeyfactorofasuccessfulendingofbusinessnegotiation?Whatshouldwenotewhenweclosethebusinessnegotiation?(4)Canyoufindthekeyclueinthesesceneries?五、参考资料：OxfordBusinessEnglishVideo:EffectiveNegotiating,OxfordUniversityPressOxfordBusinessEnglishVideo:SuccessfulMeeting,OxfordUniversityPress》模拟》模拟INTERNATIONALBUSINESSNEGOTIATION谈判实训指导适用专业：国际经济与贸易；总学时：6学时一、实训目的国际商务谈判课程是一门培养学生具备可以进行国际商务谈判的能力和谈判技巧的实务课程。要达到这一能力要求，除了要求学生掌握国际商务谈判的基本专业知识之外，还需要培养学生灵活运用相关知识与技巧开展商务谈判的能力。本课程模拟谈判实训的目的，就在于使学生能够通过对各种主题的商务谈判进行模拟训练，加深学生对国际商务谈判专业知识与谈判技巧的理解与掌握，从而提高学生的专业水平与英语水平，并提高学生灵活应用学以致用的综合素质。二、实训要求本实训通过组织学生对不同主题的谈判项目进行模拟谈判，旨在检验学生对国际商务谈判专业知识与谈判技巧的掌握程度，更重要的是锻炼学生进行国际商务谈判的实践能力，从而达到熟练掌握商务谈判业务知识、轻松进行商务谈判实践、以及提高学生综合英语水平的目的。三、 实训内容（一）实训项目1：Topic1NegotiatingCorporatePossibilitiesTopic2NegotiatingTradingTermsandConditions1.实训要求通过模拟谈判的开展，要求掌握达成有利的谈判结果需注意的事项及相关技巧。2.模拟谈判背景信息Topic1NegotiatingCorporatePossibilitiesA:Youragencyhastheexperienceweneed.Andwehavethebest-qualityproduct.B:Yes.Weagreeyourcompanyhasagoodproduct.Butwe'dhavetogetcertainguaranteesbeforewepromisetodobusinesswithyou.A:Whatarethoseconditions?B:Firstofall,we'dhavetoinsistonsoleagencyinChina. Second,we'dwanta18%commission.Third,we'dneedathree-yearcontract.A:You'reaskingforalot.Ifweagree,willyoupay65%ofmarketingcosts?B:That'stoohigh.Wewouldpreferthatyouacceptfinancialresponsibilitiesfor50percentofallcosts.A:ThatismorethanwhatIexpected.I'llhavetotalkwithourpresidentandcallyoulaterthisweek.Topic2NegotiatingTradingTermsandConditionsA:Now,let'sgetdowntobusiness.B:OK.Haveyoureadmycatalogues?A:Yes.Butfirstofall,Iwanttomakesureyourmachinesareofthenewestdesignandthebestquality.B:Icanassureyouofthat.A:Weareinterestedinyourmachine.However,we'vereceivedoffersforsimilarmachinesfromothersources.So,ourbusinessdependsverymuchonyourprices.B:Ifyoutakeallfactorsintoconsideration,you'llfindourpricesmorereasonablethanthequotationsyoumaygetelsewhere.A:I'mnotsosureofthat.Beforewediscusstheprice,I'dliketoaskaquestion.Haveyougotanyfavorabletermsandconditions?B:Yes.First,wewillguaranteethatthemachinestobesuppliedareinaccordancewithyourrequirementsandspecifications.A:That'sfine.Whataboutthenext?B:Well.Secondly,wewillsendengineersandtechniciansatourwonexpensetoassisttheinstallation,testrunandeffectrepairstothemachines.A:ThisisalsoquiteOK.Butasfortheguaranteeperiod,Ithink,itshouldbeatleast12monthscountingfromthedateoftheBillofLading.B:Noproblem.Andwe'llbeartheexpensesongettingyourtechnicianstrainedonthenecessarytechnicalproblems.A:Allright.Now,let'scometothediscussionofprice.（二）实训项目2：Topic1BeginningtheNegotiationTopic2TheInitialContact1.实训要求要学会交换让步、平衡利益；利用承诺与威胁等恩威并用的手段，结合说服的手段达到双方都能接受的解决方案。Topic1BeginningtheNegotiationA:Perhapsweshouldstartbyexaminingtheobstacles.B:AsfarasIamconcerned,weshouldbeabletoreachanagreementtoday.A:That'sgoodtohear.B:Ithinkalltheproperdecisionmakersarehere.A:Ibelieveyouareright,solet'sgetstarted.B:Doeseveryoneknoweveryoneelse?A:Let'sgoaroundthetableandintroduceourselves.Topic2TheInitialContactA:I'dliketogettheballrollingbytalkingaboutprices.B:Shoot.I'dbehappytoansweranyquestionsyoumayhave.A:Yourproductsareverygood.ButI'malittleworriedaboutthepricesyou'reasking.B:Youthinkweshouldbeaskingformore?A:That'snotexactlywhatIhadinmind.Iknowyourresearchcostsarehigh,butwhatI'dlikeisa25%discount.B:Thatseemstobealittlehigh,Mr.Smith.Idon'tknowhowwecanmakeaprofitwiththosenumbers.A:Well,ifwepromisefuturebusiness---volumesales---thatwillslashyourcostsformakingthecomputer,right?B:Yes,butit'shardtoseehowyoucanplacesuchlargeorders.Howcouldyouturnoversomany?We'dneedaguaranteeoffuturebusiness,notjustapromise.A:Wesaidwewanted1000piecesoverasix-monthperiod.Whatifweplaceorderfortwelvemonths,withaguarantee?B:Ifyoucanguaranteethatonpaper,Ithinkwecandiscussthisfurther.（三）实训项目3：Topic1NegotiatingDiscountTopic2OnTermsandConditionsoftheContract1.实训要求要求学会如何有效地与谈判对手进行沟通并说服对方的谈判技巧。Topic1NegotiatingDiscountA:Mr.Li,Ihaveconsideredtheofferyoumadeyesterday.Imustpointoutthatyourpriceismuchhigherthanotherquotationswe'vereceived.B:Well,itmayappearalittlehigherbutthequalityofourproductsismuchbetterthanthatofothersuppliers'.Youmusttakethisintoconsideration.A:Iagreewithyouonthispoint.Otherwise,wewouldsimplystopdoingbusinesswithyou.ThistimeIintendtoplacealargeorderbutbusinessisalmostimpossibleunlessyougivemeadiscount.B:Ifso,we'llcertainlygiveyouadiscount.Buthowlargeistheorderyouintendtoplacewithus?B:90000setswithadiscountrateof20%.A:I'mafraidIcouldnotagreewithyouforsuchabigdiscount.Inthisway,itwon'tleaveusanything.Ourmaximumis10%.B:Oh,MissLi,youseewithsuchalargeorderonhand,youneedn'tworryanymore.Youdon'thavetotakeinneworders.Thinkitover.Weareoldfriends.A:Consideringthelong-standingbusinessrelationshipbetweenus,weshallgrantyouaspecialdiscountof10%.Asyouknow,wedobusinessonthebasisofequalityandmutualbenefit.B:Yes.Ialsohopewedobusinessonabasisofmutualbenefit.But10%discountisnotenoughforsuchabigorder.A:Onlyforveryspecialcustomersdoweallowthemarateof10%discount.Besides,thepriceofthisproductistendingtogoup.Thereisaheavydemandforit.B:Yes.Iknowthepresenttendency.Anyhow,let'smeeteachotherhalf-way,howabout15%?A:Youarearealbusinessman!Allright,Iagreetogiveyou15%discountprovidedyouorder100000sets.B:OK,Iaccept.Topic2OnTermsandConditionsoftheContractA:Well,Mr.Black.Nowthatthepriceisdecidedon,wecangooverothertermsandconditionsofthetransactiontoseeifweagreeonalltheparticulars.B:OK.MissLi.Let'sgooveritfromtheverybeginning:Thewholesetofequipment,specificationsareshowninthetechnicaldata,atUS&600000FOBLosAngeles.Ourtransactionisclosedatthisprice,isn'tit?A:Yes.Inoneshipment,tobemoreexact.B:Oh.Yousee,I'veforgottenthis.A:Whenisthetimeofshipment?B:DuringMarchandApril.OK?A:OK.WhataboutPacking?B:Tobepackedinwoodencases,ofcourse.A:Youhadbetterhaveitclearlystated.Tobepackedinnewstrongwoodencasessuitableforlongdistanceoceantransportationandwellprotectedagainstdampness,moisture,shock,rustandroughhandling.Thesellersshallbeliableforanydamagetothecommoditybecauseofimproperpacking.B:We'llseetoitthatallthemachinesareproperlypackedandprotected.Don'tworryaboutthat.Well,next,payment.A:IsitpossiblebyCollection?B:No,MissLi.ByL/C.That'sourusualpractice.A:WhatkindofL/C,then?B:IrrevocableL/Cpayableagainstthepresentationofthedraftdrawnontheopeningbanktogetherwiththeshippingdocuments.YoushouldopenthisL/C15-20dayspriortothedateofdeliveryandthisL/Cshallbevaliduntilthe15thdayaftertheshipment.A:Thatcanbedone.Noproblem.Then,anyquestionabouttheinspectionandclaims?B:Nonewhatsoever.Beforemakingdelivery,wealwaysmakeapreciseandcomprehensiveinspectionofthegoodsandseeeverythingisallright.Youmaybeassuredthatthequalityandperformanceofourmachinescanstandeverypossibletest.A:That'sOK.Butafterthearrivalofthegoodsatourport,wealwaysapplytotheChinacommodityInspectionBureauforapreliminaryinspectioninrespectsofthequality,specificationsandquantityforthegoods.IfanydiscrepanciesarefoundbytheBureau,we'llhavetherighttofileaclaim.B:Ofcourse.Andwehopedisputesbesettledamicably.A:Wehopeso,too.Butincasethereisanydisputeunsettled,itshouldbereferredto,wesuppose,theForeignTradeArbitrationCommissionoftheChinaCouncilforthePromotionofInternationalTrade.Doyouagree?B:Sure,butIamcertaintherewillbenooccasionforarbitrationatall.A:Now,allthesepointshavebeenagreedupon.Thedealhascomeoffnicely.B:It'sbeenapleasuredoingbusinesswithyou.Wehopethatmorebusinesswillbedoneinfuture.A:Surely,therewillbemoretocome.（四）实训项目4：Topic1OnArbitrationTopic2JointVenture1.实训要求要掌握跨文化谈判的策略、心理战术、讨价还价技巧、打破僵局、化解危机、推动谈判实现共赢。Topic1OnArbitrationA:Everythinghasbeentalkedoverandagreedupon.Shallwesignthecontractrightnow?B:Justamomentplease.Thistransactionisratherdifferentfromusual.Besidesthelargequantity,themedicalinstrumentswehaveorderedareveryvaluable.Incasedisputesarise,weshouldincludeanarbitrationclauseinthecontractA:Well,weareoldfriends.Ifdisputesarise,Ibelieve,theycanbesettledthroughanamicablenegotiation.B:Thatsoundsfine.Buttheprovisionofarbitrationisreallyofverygreatimportanceandamatterofseriousconcerntobothofus.It'sgenerallythelastresort.A:OK,wehavenoobjections.Butwherearewetoholdarbitration?B:IsitagreeabletoyoutoadoptourusualpracticethatarbitrationisconductedinChina?A:We'dbetternotregulatethelocationforarbitrationandthearbitralorganizationnow.Wemaydiscusssettinguptemporaryarbitrationbodywhenneeded.Asfortheplaceofarbitration,maybeinathirdcountryinordertoseekafairandequitablesolutiontotheproblems.B:Itsoundsreasonable.Theclauseshouldbelikethis:“Anydisputesarisingfromtheexecutionofthiscontractshallbesettledinafriendlyway.Ifnosettlementcanbereachedthroughconsultationandconciliation,thedisputesshallbesubmittedforarbitrationbyamutuallynominatedarbitrator.Thearbitrator'sdecisiononthedisputesisfinalandbinding.”A:Fine.Onlyonethingisnotmentioned.Howisthecostofthearbitrationtobedivided?B:Generallyspeaking,allthefeesforarbitrationshallbebornebythelosingparty.A:It'sacceptable.Topic2JointVentureA:Weintendtohaveabeveragejointventureofmoderatescale,right?B:Yes.ThetotalamountofinvestmentwouldbeUS$7million.Foraprojectproducingbeverages,thisfigureislargeenoughtoprovidetheconstructionfundsandcirculationcapital.A:Then,howmuchwouldtheregisteredcapitalbe?B:ItwouldbeUS$3.5million.Ourstate'srelevantregulationsstipulatethatforaprojectwithatotalinvestmentofbetweenUS$3-10million,theregisteredcapitalshouldatleastaccountfor50%.A:Isee.HowisthetotalinvestmentgenerallyproportionedbetweenaChineseenterpriseandaforeignone?B:Thepracticeisratherflexible.Buttheinvestmentbyaforeignenterpriseshouldnotbelessthan25%.A:Isee.Wearepreparedtocontribute45%.Thatincludescashaswellasmachineryandequipment.B:Good.We'llprovidethefactorybuilding,premises,somemachineryandequipment.Therighttousethesiteisalsoapartofourinvestment.A:Howlongwillthejointventurebe?B:Wecantemporarilyfixthetermfor10yearsfirst.Solongaswecanruntheplantwell,theperiodcanbeprolongedlater.A:Astotheconsiderationforthetechnologyweprovide,aminimumgenerallyacceptedis5%ofthenetsalespriceofalllicenseditemsmadeandsoldduringthetermoftheagreement,inadditiontoaninitialdownpaymentofUS$100000.B:I'mafraidboththeloyaltyrateandtheinitialdownpaymentamountaretoohigh.Iamsureyoucanappreciatethatthecompanywillhaveatoughtimeintheinitialstagesofoperation.Howcouldtheventurebearsuchaheavyadditionalload?A:Theinitialdownpaymentcannotbereduced,butwemayconsiderloweringtheloyaltyratealittlebit.B:Wesuggesttheratecomesdownto4%ofthenetsalesprice.A:Thiscanbeaccepted.B:Animportantmatterweshouldmentionisthatthetechnologyyouprovideshouldbethenewestandduringthedurationofthejointventureyoushouldcontinueofferingusyourimprovedtechnologicalexpertise.A:Youasktoomuch,Mr.Li.Wespendhundredsofthousandsofdollarsonscientificresearcheveryyear.Youaskustoofferyoucontinuouslyourimprovedtechnology,thenyouneedtopaymoreforthat.B:AninitialdownpaymentofUS$100000plus4%ofroyaltyrateisalreadyquitealargesum.Youmustbeveryclearaboutthat.Inaddition,technologyshouldalwaysbeimproved,otherwiseourproductscannotcompetewithothers.Andyourshareis45%oftheregisteredcapitalofthejointventure.Thatmeansnearlyhalfoftheprofitwillgotoyou.SoIbelieveyoucertainlywantthisjointventuretobeasuccessfulone.A:Itisreallyacomplexissue.Weagreethatifthenewtechnologyisessentialtocompetitiveness,wewillsharethetechnologywithyou.B:Thankyouforyourcooperation.A:Howlongdoweneedtoregisterthejointventure?B:We'llprepareallthenecessarydocumentsandpresentthemtotheresponsibleauthority.Itgenerallytakesnomorethan3monthstohavetheapproval.A:That'sgood.实训项目5：Topic1Bargaining(1)Topic2Bargaining(2)1.实训要求通过模拟谈判的开展，要求掌握商务谈判中价格谈判的策略与有效的讨价还价的技巧Topic1Bargaining(1)A:Weseemtohavereachedastalemate.We'renotgoingtoprogressunlessyoucanmakeusabetteroffer.B:Wemightbeabletooffersomethingbetter,butononecondition.A:What'sthat?B:Youwouldhavetoguaranteeusafixedordereverymonthforayear.A:Wemightbeabletodothat,aslongaswefeelyouaretherightsupplierforus.B:OK.Ifyoucouldgiveusthisguarantee,wewouldbepreparedtoreduceourpricesbyfifteenpercent.Topic2Bargaining(2)A:WearequiteinterestedinyournylonT-shirt.ButI'mafraidyourpricesaremuchtoohigh.B:Notintheleast.Ishouldsaytheyarereasonableandquiteinlinewiththemarket.A:It'sjustforthemarketreasonIsuggestyoumakeareductioninprice.Otherwisewecouldhardlygoonwithourdiscussion.B:Areductioninprice?I'mafraiditisoutofthequestion.A:Well,wehavemadeamarketsurveyrecently.MoreandmorepeoplearetiredofwearingT-shirtsmadeofsyntheticfabrics.Theyaremoreinterestedincottonwear.B:That'strue,butasthepricesarealreadyratherlow,wecan'treducemuch.A:Howmuchthen?B:Wecanreducethembyfivepercent.A:Fivepercent?WhenIsayyourpricesaremuchtoohigh,Idon'tmeantheyarehighermerelyby5or6percent.B:Howmuchdoyoumeanthen?Canyougivemearoughidea?A:Ifyouaskme,Iwouldsayyoushouldholdareductionofabout12percent.B:Youmustbekidding.Howisitpossibletoexpectustomakeareductiontosuchanextent?A:Iwon'tletyousellataloss.Ifyourpricesarereasonable,Imightplacealargeorder.B:Forfriendship'ssake,wecanconsidercuttingdownanother5percentwhichisalmostcostprices.Theycouldn'tbelower.Andthatdependsonhowmanyyouwishtoorderfromus.A:Whatabout5000dozens?B:Ifyoucanorder8000dozensI'llmaketheconcessionby10percent.A:OK.Wehavecometoanagreementonpriceatlonglast.（六）实训项目6：Topic1CanWeMeetEachOtherHalfWay?Topic2AsuccessfulSalesNegotiation1.实训要求要掌握如何有效的化解僵局，最终达成谈判目的。Topic1CanWeMeetEachOtherHalfWay?A:It'sreallyapitythatwedidn'tcometoanyagreemen