采购谈判技巧

Activitysheet-BusinessEnglishworkshop–Negotiation(2)PartA:PartA:KeyphrasesI’mprettyimpressedwithyourbusiness.It’sgreattofinallymeetyou.I’veheardalotaboutyou.We’veheardalotofgreatthingsaboutyourcompany.It’sgreattohavethischancetotalk.PartB:PartB:SpeakingSally:Hi!It’sapleasurefinallymeetingyou!Sally:Well,we’vecertainlygotalottotalkabout!Sally:YoumustbeTom.Tom:Sally?Tom:Ohthanks.Actually,BigMediadoeshaveitsownstandardbusinesscards,butIprefercustomizingmine.Tom:Absolutely.Now,beforeIforget,here’smycard…Sally:Wow,that’saprettyimpressivebusinesscard!Tom:Youtoo!I’msogladwehavethischancetotalk!PartC:PartC:ListeningWhatkindofcompanydoesSallyrepresent?A.acarhirecompanyB.ApizzadeliverycompanyC.AmovieproductioncompanyWhatkindofcompanydoesTomworkfor?A.apizzadeliverycompanyB.AmovieproductioncompanyC.AcarhirecompanyWhatisthe‘mutuallybeneficialarrangement’Sallyproposes?Hercompanywillprovidemoviestarswithcarsinordertogetfreeadvertising.Hiscompanywillbuyanumberofcarsandusetheminitsmovies.Hercompanywillprovidecarsatacheaprateinordertogainbrandexposure.PartD:ListeningSally和TomPartD:ListeningSally和Tom使用不同用语开始谈判，并介绍和说明他们各自的态度，按其使用人将用语分组。TomSallyTomSally3.So,shallwegetdowntobusiness?2.However,I’mnotentirelysure…1.Couldyougivemesomemoredetails?3.So,shallwegetdowntobusiness?2.However,I’mnotentirelysure…1.Couldyougivemesomemoredetails?7.Whatarethetop3thingsyouvaluemost?6.WhatifItoldyou…5.AsIunderstandit…4.I’dbeinterested.7.Whatarethetop3thingsyouvaluemost?6.WhatifItoldyou…5.AsIunderstandit…4.I’dbeinterested.11.Letmeaskyou…10.Whatareyouhopingtoachieve?9.Whatwouldbeanidealoutcome…?8.You’dliketotalkaboutapossiblealliance...11.Letmeaskyou…10.Whatareyouhopingtoachieve?9.Whatwouldbeanidealoutcome…?8.You’dliketotalkaboutapossiblealliance...PartE:PartE:Speaking重新排列单词，以组成Sally和Tom说明和介绍谈判态度的用语。1.toparemostthevalueainthings3youwhatrelationshipbusiness2.detailssomecouldmeyougivemore1.toparemostthevalueainthings3youwhatrelationshipbusiness2.detailssomecouldmeyougivemore3.you’dtounderstandlikeit,possibletalkasallianceIaabout4.achievewhatyouhopingtoare5.idealcompanywhatwouldyourforbeoutcomeanPartF:SpeakingWhatwouldbeanidealoutcome?AsIunderstanditWhatifItoldyouI’dbeinterestedWhatareyouhopingtoachieveCouldyougivemesomemoredetailsSally:So,shallwegetdowntobusiness?Tom:_______________________,you’dliketotalkaboutapossiblealliancebetweenourcompanies.___________________?PartF:SpeakingWhatwouldbeanidealoutcome?AsIunderstanditWhatifItoldyouI’dbeinterestedWhatareyouhopingtoachieveCouldyougivemesomemoredetailsSally:So,shallwegetdowntobusiness?Tom:_______________________,you’dliketotalkaboutapossiblealliancebetweenourcompanies.___________________?Sally:Sure.Wefeelthatyourcompany,BigMedia,andourcompany,FastDriveAutoHire,canbenefitfromabrandalliance…Letmeaskyou,whatarethetopthreethingsyouvaluemostinabusinessrelationship?Tom:Well,letmesee,Ithinktrustwouldbenumberone,followedby…reliabilityandasharedbusinessoutlook.Sally:_____________________thatFastDriveAutoHirecanofferthesethreethings,andmore?Tom:_____________________...However,I’mnotentirelysureIseeadistinctlinkbetweenourcompanies.Imean,we’refilm-makers,andyou’reahirecarcompany._____________________?Sally:Well,wefeelwecancometoamutuallybeneficialarrangement.FastDriveAutoHirewouldofferourcarsforyourmoviesandyouwouldgetusbetterexposure.Tom:Okay,sowedohavesomecommonground.Sally:Ibelieveso._________________________foryourcompany?Tom:Well…wouldwebeabletopickanycarswewanted?Sally:Ofcourse.Youcouldchooseanycarsyouwanted,allatadiscountrate.Tom,Ithinkthisisagreatchanceforourcompaniestoformacloselong-termworkingrelationship.Tom:Sure,Icandefinitelyseethebenefits…Whydon’tyoudrawupaproposal?PartG:PartG:KeyphrasesWehavealotofcommonground.Ourneedsinthisareaarecomplementary.Wehaveeverythingtogainbyworkingtogether.Wefeelwecancometoamutuallybeneficialarrangement.Icandefinitelyseethebenefits.Thereisagreatchancetoforgeanevencloserworkingrelationship.我们有很多共同点。我们有很多共同点。我们在这方面的需要是互补的。通过合作，我们都会有收益。我认为我们能够达成互利的协议。我的确能够看到益处。现在是打造更为紧密的合作关系的大好时机。PartH:Speaking请听提案，并为各提案选择你认为最适当的回复。1.A>Wehavealotofcommonground.B>Wehaveeverythingtogainbyworkingtogether.C>Icanseethebenefits.2.A>I’mnotsureIseethebenefits.B>Icandefinitelyseethebenefits.PartH:Speaking请听提案，并为各提案选择你认为最适当的回复。1.A>Wehavealotofcommonground.B>Wehaveeverythingtogainbyworkingtogether.C>Icanseethebenefits.2.A>I’mnotsureIseethebenefits.B>Icandefinitelyseethebenefits.C>Ifeelwecancometoamutuallybeneficialarrangement.3.A>I’mnotsureIseethebenefits.3.A>I’mnotsureIseethebenefits.B>Wehavealotofcommonground.C>Icandefinitelyseethebenefits.4.A>Ourneedsinthisareaarecomplementary.B>Wehaveeverythingtogainbyworkingtogether.C>Icandefinitelyseethebenefits.PartI:WritingPartI:Writing你在一家总部位于亚洲，名为FlyfairAirlines的一流航空公司工作。你想要确保公司保持行业领先地位。请看你可能与其合作的两个候选品牌，并选择其中一个品牌与之洽谈。记录各品牌可能为你们公司带来的优势。字数在50-70之间。CreamiumCreamiumhasbeenabrandleaderintheicecreamindustryforover25years.OftencitedasoneofthemostluxuriousfoodbrandstocomeoutofEurope,ithopestoincreaseitsmarketshareinAsiaoverthenextfiveyears.CreamiumCreamiumhasbeenabrandleaderintheicecreamindustryforover25years.OftencitedasoneofthemostluxuriousfoodbrandstocomeoutofEurope,ithopestoincreaseitsmarketshareinAsiaoverthenextfiveyears.GonutsGonutsisanewlyestablishedcompanyfromtheUS.Sinceenteringthemarket.IthasdominatedtheAmericandonutindustry,beatingallcompetitors.IthopestogainabiggermarketshareontheeastcoastofAmericabeforeexportingitsproductabroad.PartJ:Speaking你决定选择PartJ:Speaking你决定选择Creamium，并拜访其亚洲业务发展部的AdrianaLoto.你不认识她，因此与她建立良好关系很重要。听录音并适当作答。A>ThepleasureisallyoursAdriana.B>It’sapleasuretomeetyouAdriana.C>Yeah,sure.A>Whatever.B>Look,I’minahurry.Let’sgetdowntobusiness.C>Yes,we’veheardalotofgreatthingsaboutyou.A>So,wethinkyourcompanyisprettyaverage.B>Sure,Ihavetosay,we’reallreallyimpressedwithyourbusiness.C>Okay,butI’mlookingforagooddealhere.A>We’relookingforamutuallybeneficialalliancewithabrandlikeyours.B>Moremoney,obviously!C>Wewantagooddealanddon’treallycarethathowmuchweget.A>Ifyoudon’tstartdoingbetter,thennodeal.B>I’mnotsureIseeadirectlinkbetweenourcompanies.C>Inthatcase,wehavealotofcommonground.Activitysheet-BusinessEnglishworkshop–Negotiation(2)PartK:KeyphrasesPartK:KeyphrasesI’mnotcomfortableworkingmorefornoextrapay.Letmesummarizeourposition.I’mafraidwehavetobeveryfirmaboutthispoint.Theboardhasstateditspositionquiteclearly.Idon’twantyoutothinkI’mbeinginflexible.6.CanIjustsummarizeourpositionsasIseethem?6.CanIjustsummarizeourpositionsasIseethem?7.Thereareseveralaspectstothissituation.8.Letmeexplainwhywehavecometothisconclusion.9.Ialsohavetotakeintoaccountmanyotherfactors.PartL:ReadingPartL:Reading快速浏览文章，并将谈判条款和条件配对。$20weight$20weight1st1stofmonthdeliverydate110X48X20cmpaymentdate110X48X20cmpaymentdateoneweekfromplacingorderdimensiononeweekfromplacingorderdimension5%call-outfee5%call-outfee118gdiscount118gdiscountPartL:ListeningPartL:Listeningcm=centimetermicm=centimetermi=milel=litermm=millimeterkgmm=millimeterkg=kilogram%=percent.=point.=pointg=gram Activitysheet-BusinessEnglishworkshop–Negotiation(2)PartM:Listening在谈判中，Richard和Rob使用许多种不同方式提建议和表达意见。PartM:Listening在谈判中，Richard和Rob使用许多种不同方式提建议和表达意见。4.Howistheitemmeasured?A.Themeasurementisinkilograms.B.Wemeasureitinmiles.C.It’smeasuredincentimeters.5.Howmanyunitswereordered?A.Youorderedathousandunits.B.Tenunitshavebeenordered.C.Theorderwasforonehundredunits.1.SayIordered5units,howmuchwoulditcost?A.500EurosB.600dollarsC.5dollars2.Ifpaymentisnotontime,howmuchisthepenalty?A.There’sathirtypercentinterestcharge.B.Thepenaltypaymentis120dollars.C.It’sfivepercentinterestcharge.3.Howmuchwillthedeliverytake?A.Ourdeliverycoststwentydollarspervisit.B.Wedeliveronthefirstdayofeverymonth.C.Thedeliverywillarriveoneweekafteryou’veordered.isreasonableoutofthequestionhowwouldyoufeelaboutsomethinginabitmoreisreasonableoutofthequestionhowwould