外贸英语函电教程 第二版 课件Unit 3 Counter-offers；Unit 4 Negotiating Payment Terms

Counter-offersUnit3Objectives1Tohelpyoulearnsomecommonly-usedpricenegotiationtechniques.2Tohelpyoulearntounderstandcounter-offers.3Tohelpyoulearntowriteappropriaterepliestocounter-offers.Activity1

Negotiatingprices1.Formtwobiggroups:thebuyerandtheseller.Negotiatethepricesofacommoditytheteacheroffers.Thenreflectonthestrategiesusedbythebuyerandthesellerduringtheprocessofpricenegotiation.Activity1

Negotiatingprices2.ReadtheconversationbetweenSusieHuang,asalesmanager,andhercustomer,DannySmith.Theyarenegotiatingprices.Fillintheblankswiththerightinformationfromtheboxandthenanswerthequestions.TheNegotiatingprocessa.Itisverycompetitiveinyourmarketb.thebest-sellinginyourmarketc.Thisisourfinalofferd.freeofchargee.

beforeshipmentf.30daysaftershipmentg.Iwilltalkwithmybossh.pricefor1,000piecesforthistrialorderi.PleasecheckyouremailandconfirmthePItodayj.Ifyoucanincreasethequantityto2,000pieces,Icanofferyou10.35Whichofourproductsareyouparticularlyinterestedin,Mr.Smith?ImightbeinterestedinModelY.Itdependsonyourprice.SusieHuangDannySmithMayIknowhowmanypiecesyouwouldliketoorder?What’syour(1)

?SusieHuangDannySmithFor1,000pieces,let’ssayUSD10.5FOBShenzhen.SusieHuanghTheNegotiatingprocessa.Itisverycompetitiveinyourmarketb.thebest-sellinginyourmarketc.Thisisourfinalofferd.freeofchargee.

beforeshipmentf.30daysaftershipmentg.Iwilltalkwithmybossh.pricefor1,000piecesforthistrialorderi.PleasecheckyouremailandconfirmthePItodayj.Ifyoucanincreasethequantityto2,000pieces,Icanofferyou10.35That’sincredible!Yourpriceistoohigh.DannySmithMr.Smith,please.Thisisactuallyourbestoffer.(2)

.Joking.MycompetitorboughtfromamiddleagentinChina,justUSD10.2.SusieHuangCouldyoupleaseshowmetheirproduct?SusieHuangDannySmithaIdon’thavetime!Wehavejusttwomonthsbeforethepromotionseason.DannySmithTheNegotiatingprocessa.Itisverycompetitiveinyourmarketb.thebest-sellinginyourmarketc.Thisisourfinalofferd.freeofchargee.

beforeshipmentf.30daysaftershipmentg.Iwilltalkwithmybossh.pricefor1,000piecesforthistrialorderi.PleasecheckyouremailandconfirmthePItodayj.Ifyoucanincreasethequantityto2,000pieces,Icanofferyou10.35OK.Mr.Smith,Ireallywanttohelpyoutoexpandyourmarket.Trustme,thisModelYisofsuperiorqualityandis(3)

.Ineedtotestthemarket.Nobodyknowsifconsumerswilllikethismodel.I’mtakingabiggamble.Ifyougiveme10.2andtheproductiswell-receivedbythemarket,wecanestablishayearlyprogram.Wehave250storesintheUS.SusieHuangDannySmithI’mreallysorry.Thereisnomarginforusforthispriceat1,000pieces.(4)

.Youareplayinggames.SusieHuangDannySmithbjTheNegotiatingprocessa.Itisverycompetitiveinyourmarketb.thebest-sellinginyourmarketc.Thisisourfinalofferd.freeofchargee.

beforeshipmentf.30daysaftershipmentg.Iwilltalkwithmybossh.pricefor1,000piecesforthistrialorderi.PleasecheckyouremailandconfirmthePItodayj.Ifyoucanincreasethequantityto2,000pieces,Icanofferyou10.35Iamsorry,butpleaseunderstand.Thecostsarethere.Besides,theoriginalpackagingisplainwhitebox.Wecanofferyougiftbox,(5)

.Well,inthatcase.10.3for2,000pieces.Giftboxpackaging.SusieHuangDannySmithWereallyvalueyouasourVIPcustomer.OK.Confirmed.PaymentistobemadebyTT(6)

.Itisthetrialorder.Wehavetotestthemarket.Paymenthastobe(7)

.SusieHuangDannySmithdefTheNegotiatingprocessa.Itisverycompetitiveinyourmarketb.thebest-sellinginyourmarketc.Thisisourfinalofferd.freeofchargee.

beforeshipmentf.30daysaftershipmentg.Iwilltalkwithmybossh.pricefor1,000piecesforthistrialorderi.PleasecheckyouremailandconfirmthePItodayj.Ifyoucanincreasethequantityto2,000pieces,Icanofferyou10.35That’sverydifficultforustoaccept.Thefactorywon’tstartmassproductionwithoutdeposit.Well.10%depositandthebalancetobepaid30daysaftershipment.(8)

.Takeitorleaveit.SusieHuangDannySmithLet’stakeabreak.(9)

.Wouldyoulikesomecoffee?SusieHuangcgOK.Thankyou.DannySmithTheNegotiatingprocessa.Itisverycompetitiveinyourmarketb.thebest-sellinginyourmarketc.Thisisourfinalofferd.freeofchargee.

beforeshipmentf.30daysaftershipmentg.Iwilltalkwithmybossh.pricefor1,000piecesforthistrialorderi.PleasecheckyouremailandconfirmthePItodayj.Ifyoucanincreasethequantityto2,000pieces,Icanofferyou10.35Thankyou.Pleaserestassuredthattheproductwillbewell-receivedinyourmarket.OK.Lookingforwardtoit.SusieHuangDannySmithOK.I’llconfirmsoon.DannySmithMr.Smith.Thepaymenttermscanbeconfirmed.Wehavereallymadeanexceptionforyou.(10)

.Oncewereceivethedeposit,wewillarrangemassproductionatonce.SusieHuangiQuestions(11)Whatfactorsdotheytalkaboutwhilenegotiatingtheprice?(12)What’sthefinalagreementbetweenSusieHuangandDannySmith?Theyhavetalkedaboutthequantity,thequality,thepackagingandthetermsofpaymentwhilenegotiatingtheprice.Theyhavereachedanagreementthatanorderof2,000pieceswillbeplacedattheunitpriceofUSD10.3FOBShenzhenwithgiftboxpackagingand10%depositwillbepaidbeforemassproductionandthebalancewillbepaid30daysaftershipment.Activity2Counter-offers1.Readthefivecounter-offersbetweenMike,theimporter,andCrystal,theexporter.Putthemintotherightorderaccordingtotheprocessofnegotiation.ToSubjectDearCrystal,Wehavestudiedyourcounter-offercarefully.Weunderstandthatthequalityofyourheadsetisslightlybetter.However,thepricelevelisstilltoohighforthismarket.Ifyouarepreparedtograntusadiscountof5%foraquantityof12,000,wewouldagreetoyouroffer.Pleasenotethatsomepricecutwilljustifyitselfbyanincreaseinbusiness.Wehopetohearfromyousoon.Bestregards,MikeHeadsetscrystal@aToSubjectDearCrystal,ThankyouforyourofferofJune12thfor10,000piecesofsmartstereoheadset(LS-ET-010).Weregrettosaythat,comparedwiththeoffersfromothersources,yourpriceistoohigh,whichisdifficultforustoaccept.Asfaraswehaveknown,thecompetitioninthismarkethasbeenverysharpandfivemostpopularbrandsherewillbecompelledtoreducetheirretailpricesbyatleast5%.Wesuggestthatyouadjustyourpricetosuitourmarket.

Bestregards,MikeHeadsetscrystal@bToSubjectDearCrystal,ThankyouforyourreplyofJune19th.Weacceptyourterms,i.e.4%discountfor12,000anddeliverywithin30days.PleasesendusthePIforconfirmation.Pleaseinformmewhenthesamplescanbesent.Ourclientsarepushingus.Regards,MikeHeadsetscrystal@cToSubjectDearMike,Thankyoufortheinformationthatfivemostpopularbrandsinyourmarketwillbecompelledtocuttheirretailpricesbyatleast5%andwearesorrytolearnthatourpriceistoohighforyoutoworkon.Weacceptwhatyousay,butweareoftheopinionthatthequalityoftheothercompanies’productsdoesnotmeasureuptothatofours.Attachedpleasefindthecustomers’reviewsaboutourproductquality.WevalueyouasourVIPcustomerandthebestwecandoistoreduceourpreviousquotationby2%for10,000pieces.However,ifyoucanHeadsetsmike@spcompany.audToSubjectincreasethequantityupto15,000pieces,wearewillingtoofferyoua5%discount.Wetrustthatthiswillmeetwithyourapproval.Welookforwardtoyourreply.Bestregards,CrystalHeadsetsmike@spcompany.audToSubjectHeadsetsmike@spcompany.aueDearMike,ThankyouforyourreplyofJune18th.Weregretthatwecannotmeetyourterms.Wemustpointoutthatthefallingmarkethereleavesuslittleornomarginofprofit.Atpresentthebestdiscountofferedforaquantityof12,000is4%.Pleasenotethatthepricesfortherawmaterialshaverisengreatlyrecently.However,foryourorderwehavekeptourpricesdown.Hopeyoucanunderstandourstatus.Ourcurrentsituationleavesuslittleroomtobargain.

ToSubjectHeadsetsmike@spcompany.aueTheorderofthefiveemails:bdaecTofacilitatethetransaction,wecanarrangedeliverywithin30days.Thisisthebestwecando.Wehopeyouwillreconsidertheoffer.Pleaseunderstandmystatus.Waitingforyourniceresponse.Regards,Crystal2.Re-readtheorderedcounter-offersaboveandfillouttheanalysisformbelow.Counter-offersTermsaccepted?ReasonsNewtermsoffered(ifany)bYesNoComparedwiththeoffersfromothersources,yourpriceistoohigh.Thefivemostpopularbrandsherewillbecompelledtoreducetheirretailpricesbyatleast5%.Wesuggestyouadjustyourprice

tosuitour

market.WorkinpairsCounter-offersTermsaccepted?ReasonsNewtermsoffered(ifany)dYesNoThequalityoftheothercompanies’productsdoesnotmeasureuptothatofourproducts.Thebestwecandoistoreduceourpreviousquotationby2%for10,000pieces.However,ifyoucanincreasethequantityupto15,000pieces,wearewillingtoofferyoua5%discount.aYesNoThepricelevelisstilltoohighforthismarket.Ifyouarepreparedtograntusadiscountof5%foraquantityof12,000,wewouldagreetoyouroffer.Counter-offersTermsaccepted?ReasonsNewtermsoffered(ifany)eYesNoThefallingmarkethereleavesuslittleornomarginofprofit.Thepricesfortherawmaterialshaverisengreatlyrecently.Atpresentthebestdiscountofferedforaquantityof12,000is4%.Wecanarrangedeliverywithin30days.N/AcYesNoPleasesendusthePIforconfirmation.Pleaseinformmewhenthesamplecanbesent.3.Re-readtheorderedfivecounter-offersandfindouttheexpressionsorsentencesusedforthefollowingfunctionswhenwritingacounter-offer.FunctionsExpressionsused(1)Beginningthecounter-offer(2)Statingthattheofferedtermsareunacceptable●Thankyouforyourreply/letter/offerof….●Wehavestudiedyourcounter-offercarefully.●Weunderstandthat…However,…●Weregrettosaythat…●Weregretthat...●Wearedisappointedtohearthat...●Weacceptwhatyousay,butweareoftheopinionthat…FunctionsExpressionsused(3)Offeringnewterms(4)Persuadingtheotherpartytoacceptthenewterms(5)Endingthecounter-offer●Ifyou….,wewould…●Ifyou….,wearewillingto…●Thebestwecandoisto…●Tofacilitatethetransaction,wecan…●Thefallingmarketleavesuslittleornomarginofprofit.●Hopeyoucanunderstandourstatus.●Pleasenotethatsomepricecutwilljustifyitselfbyanincreaseinbusiness.●Thisisthebestwecando.●Thebestwecandoisto…●Wehopetohearfromyousoon.●Welookforwardtohearingfromyou.●Waitingforyourniceresponse.4.Thefollowingisthecommonstructureofacounter-offer.Belowthestructureformarestatementsfrequentlyusedincounter-offers.Decidewhichstatementscanbeusedineachpartofcounter-offers.A.BeginningB.Statingthatthetermsareunacceptable+reasonsC.Offeringnewterms/askingformoreinformationD.PersuadingtheotherpartytoacceptthetermsE.EndingWecouldn’tmeetyourtargetofUSD5.00.1USD4.50leavesusnomarginofprofit.Ourpricesarebasedondifferentpackagingmethod/MOQandquitecompetitive.2Tobefrankwithyou,wehavenomargintocutthepriceagain.3ThepriceIofferedyouisquitecompetitive.4Wouldyoupleasekindlytellmethequantity?5Afterdiscussingwithmyboss,Icounter-offeryouasfollows:1,000piecesatthepriceofUSD12.50each.TheothertermsaspertheofferofSept.10th.6Thankyouforyourproposal/feedback/reply.78Weunderstandthatourpriceisabithigher.However,qualitycountsformuchmoreinyourmarket.Youmaybeinterestedinournewmodelwithsimilarfunctionsbutatalowerprice.Pleasestudyourofferasattached.9Thebestwecandoistoeffectdeliverywithinoneweekatthisprice.10Ifyoucanincreasethequantityupto10,000sets,wearewillingtocutthepricetoUSD15perset.11Pleasenotethatthepriceofrawmaterialshasrisensharplyrecently.13Weregrettohearthatourpriceistoohighforyoutoworkon.14Lookingforwardtotheorderconfirmationsoon.15Hopetoreceiveyourfeedback.16Thecostisthere.Hopeyoucanunderstand.17Weunderstandthatyouwanttotestthemarket,andwearewillingtoreduceourmargintohelpyouforthistrialorder.18Pleaseunderstandmystatus.19Thisisthebestwecando.Wehopeyouwillreconsidertheoffer.20Itrustthatthispriceisworkableforyou.124.Decidewhichstatementscanbeusedineachpartofcounter-offers.A.BeginningStatements:B.Statingthatthetermsareunacceptable+reasonsStatements:C.Offeringnewterms/askingformoreinformationStatements:D.PersuadingtheotherpartytoacceptthetermsStatements:E.EndingStatements:71231456910113481213171819201516Activity3NegotiatingatastationerytradefairPrepareforgroupworkYouareatastationerytradefair.Formgroupsoffour,withonepairactingasthebuyersandtheotherpairthesellers.Readyourrolecardsbelow.Completeyourcardwithnecessaryinformation.Thesellers’rolecardDesignyourcompany’sbusinesscardincludingyourcompanynameandcontactinformation.Prepareatleastthreebusinesscards.1Decidewhatkindofstationeryyouaregoingtosell.2Findoneboothintheclassroomanddisplayyourproducts.3Receivethepotentialbuyersvisitingyourboothandexchangeyourbusinesscards.4Negotiatewiththemaboutthetransactionterms.5Keeparecordofthevisitorsyouhavereceivedintheseller’scard.6Seller’sCard(Visitor’sinformationandagreedterms)TermsNameCompanyPhoneNo.EmailAdd.CommodityofInterestUnitPriceQuantityDiscountPaymenttermsDeliverythe1stvisitorthe2ndvisitorthe3rdvisitorThebuyers’rolecardDesignyourcompany’sbusinesscardincludingyourcompanynameandcontactinformation.Prepareatleastthreebusinesscards.1Visitatleastthreeboothsatthetradefair.Exchangeyourbusinesscards.2Showyourinterestincertainproducts.3Negotiatewiththesellersabouttheterms.4Keeparecordofyouragreedtermsinthebuyer’scard.5Buyer’sCard(Seller’sinformationandagreedterms)ContactpersonCompanynameCommodityUnitPriceMOQDiscountPaymenttermsDeliveryTermsthe1stbooth/sellerthe2ndbooth/sellerthe3rdbooth/sellerActivity4Writingareplytoacounter-offer1.Readthefollowingcounter-offerfromacustomerandwriteareply.ToSubjectDearCatherine,Thankyouforyouroffer.Qualityanddesignsatisfactory;Termsofpaymentandtimeofshipmentacceptable;Priceof$50perpairtoohigh.$45suggested;OthertermsasperyourofferofSept.10th.Shouldthecounter-offerbeacceptable,pleasesendyourPIforoursignature.Regards,RebeccaRe:counter-offerforladies’boot—WMB-Acatherine@aToSubjectYourreplyDearRebecca,Thanksforyourcounter-offer.Wehavetodrawyourattentiontothefactthatthisstyleofourladies’bootsissellingfastinthemarket.Thepricestandsfirmanddemandalwaysexceedssupply.Inviewofyourinitialorder,wemakeaspecialexceptionandreduceourpriceto$48,othertermsasperouroriginaloffer.Pleaseunderstandthatthisisourrock-bottomprice.AttachedisourPINo.123.Ifitisacceptable,pleasecounter-signandreturnonecopyforourfile.Lookforwardtoyourearlyacceptance.Regards,CatherineRe:Yourcounter-offerforladies’boots—WMB-ARebecca@Prepareforgroupwork(optionalactivity)2.WorkwiththegroupmembersinActivity3.Onepairwillbethesellersandtheotherpairthebuyers.UsethecompanyandbackgroundinformationyoudesignedinActivity3.(1)Writeaninquirytotheseller.(2)Givetheinquirysheettothesellersinyourgroupandwaitfortheiroffer.(3)Writeacounter-offer.(4)Carryoncounter-offeringforseveraltimesuntilyoureachanagreementordropthenegotiation.Thebuyers’pairsPrepareforgroupwork(optionalactivity)2.WorkwiththegroupmembersinActivity3.Onepairwillbethesellersandtheotherpairthebuyers.UsethecompanyandbackgroundinformationyoudesignedinActivity3.(1)Makeyourofferaccordingtotheinquiryfromthebuyer.(2)Readthebuyers’counter-offerandwriteyourreply.(3)Carryoncounter-offeringforseveraltimesuntilyoureachanagreementordropthenegotiation.ThesellersLanguagePractice1.TranslatethefollowingsentencesintoEnglish.很遗憾地告知您1Weregrettotellyouthat...利润空间很小或者为零2Theprofitmarginislittleornil.太高了以至于无法接受3Toohightobeacceptable/toohighforustoworkon/forustoaccept同……相比4Comparedwith/incomparisonwith急剧上涨10为了促成交易5Tofacilitatethetransaction我们的价格非常合理/实际6Ourpriceisveryreasonable/realistic鉴于我们长期的贸易关系7Consideringourlong-termbusinessrelations将价格降低8%8Reduce/cutthepriceby8%满足你方的需求9Tomeet/satisfyyourneeds/yourrequirementRisesharply2.TranslatethefollowingsentencesintoEnglish.为了促成交易，我方还盘如下，每打手提包50美元，纽约到岸价1Tofacilitatethetransaction,wecounter-offerasfollows,US$50perdozenCIFNewYork.希望您可以接受我们的还盘2Wehopethatyouwillfindourcounter-offeracceptable.我们已经报出了最优惠的价格3Wehavequotedthemostfavorableprice.鉴于我们的产品质量，这个价格非常公道了4Inviewof/Consideringthequalityofourproducts,ourpriceisquiterealistic/reasonable.鉴于我们长期的贸易关系，我们愿意将价格降低5%5Consideringourlong-termbusinessrelations,wewouldliketolowerthepriceby5%.我们的利润空间太小，已经没有降价的空间6Asthereisnomarginofprofit,thereisnoroomforustoreducetheprice.Or:Duetothesmallprofitmargin,thereisnoroomforabargain.原材料的价格近期上涨迅猛7Thepriceforrawmaterialshasrisensharplyrecently.油价近期飞速上涨，我们不可能把价格降到您期望的水平——15%8Theoilpricehasrisensharply,recentlysothereisnopossibilityforustocutthepricetotheextentyouexpected,i.e.15%.考虑到双方的友好贸易关系，我们愿意特别满足你方的要求，将价格降至每件25美元旧金山成本加运费9Theoilpricehasrisensharply,recentlysothereisnopossibilityforustocutthepricetotheextentyouexpected,i.e.15%.我们认为如果你方把订货量增加到3000件，我们就给你5%的折扣10Weareoftheopinionthatifyoucouldincreaseyourorderto3,000pieces,wewouldallowa5%discount.Emailsandexperiencefromprofessionalsininternationaltrade1.Readtheemailsbelowandidentifythebargainingtechniquesusedbythesellers.!TheBargainingTechniquesa.Theexporteremphasizesthecost&expressessincerity.b.Theexporterpushesthecustomertoconfirmtheorder.c.Theexporterasksthecustomertooffermoreinformation.d.Theexporterrecommendschangingthepackagingmaterialsorpackagingmethod.e.Theexporteroffersadiscountonquantityincrease.f.Theexporterrecommendsnewproductstothecustomer.g.Theexporteroffersdiscountforthetrialorder.ToSubjectDearRebecca,I’msosorrythatwecouldn’tmeetyourtargetofUSD5.00/pcwithcolorbox.AsImentionedinthepreviousmail,ourpricewasbasedondifferentpackagingmethods.Anyway,wecouldreduceourmargintostartourbusiness.OurfinalpriceisUSD5.20withcolorboxes,andUSD5.00withpolybags.Ifyouwouldliketopromotethisitem,wesuggestthepolybaginstead.OthercustomersmainlyusethissimplepackagingforAmericanmarket.Pleasehelptocheckwithyourbuyerandadvisethecomments.Bestregards,LeahGuoRe:counter-offerforladies’boot—WMB-Arebecca@spatrad.auEmail1Techniquesused:

dToSubjectDearRebecca,Thankyouforyourreply.ThepriceIofferedyouisquitecompetitiveasperMOQ.Foranorderexceeding10,000pieces,wegiveyouan8%discount.Couldyoupleasekindlytellmeyourpotentialquantity?Wewouldliketoupdateyouthenewofferimmediately.WeunderstandthatyouareabigsupplierofphonecasesinMexico.YoumaybeinterestedinourLEDselfiephonecases&diamondprintingphonecases.Pleasestudyourofferasattached.Hopetoreceiveyourquickresponse.Bestregards,LeahGuoRe:counter-offerforphonecasesrebecca@Email2Techniquesused:

cfToSubjectRe:counter-offerforphonecasesrebecca@Email3Techniquesused:

DearRebecca,Tobefrankwithyou,wehavenomargintoreducethepriceagain.Althoughthepriceisveryimportant,thequalitycountsformuchmoreinthelongrun.Ihavediscussedwithourtopmanagementanddecidedtoofferyouasfollows:1.USD5.20/pc,withcolorwindowbox,basedon20,000pcs2.USD5.00/pc,withsimplepolybag,basedon20,000pcs3.5%willbeprovidedasaspecialdiscount,whenquantityupto30,000pcsWeunderstandthatyouhavetotestyourlocalmarket,sowe’repleasedtodoatrialorderforyouwithsmallquantityinourfirstbusiness.Howabout3,000–5,000pcswithnopriceincrease?Weawaityourdecision.Bestregards,LeahGuodegToSubjectRe:counter-offerforphonecasesrebecca@Email4Techniquesused:

DearRebecca,Thankyouforyourkindproposal.ThepriceIofferedyouisalreadythelowest.Currentlyitwillkeepthesame:USD5.20/pc,withcolorbox.Regardingyourproposal,canIknowwhenyouwishtoconfirmandstarttheinitialorder?What’sthequantityforyourfirstorder?Wewouldliketocatchtheseasonandmakesureoftheshipmentforyou.Lookingforwardtotheorderconfirmationsoon.Bestregards,LeahGuobcToSubjectRe:counter-offerforphonecasesrebecca@Email5Techniquesused:

DearRebecca,Thankyouforyourkindfeedback.RegardingthemodelIintroducedtoyou,isitsuitableforyourmarket?Weappreciatethatifyoucouldfeedbackusmoreinformation.Theofferforthecurrentperiodisgood,butcanyouletmeknowwhatyourquantityforinitialorderis?AndcanIknowyourideasaboutthetargetpriceplease?Wehopewecanworkoutasuitablewaytomeetyourdemandandstartourcooperation.Lookingforwardtoyourpositivereplysoon.Bestregards,LeahGuocToSubjectRe:counter-offerforphonecasesrebecca@Email6Techniquesused:

DearRebecca,USD5.20/pc,withcolorbox.Hopeyoucanunderstand,asthecostisthere.Youreallycancalculatepartbypart.Tosupportyouandforourlong-termcooperation,wewon’tmakemarginaboutthisorderforpurpose.Weonlyhopewecanhelpeachother.Pleasekindlyconfirm.Bestregards,LeahGuoab扫码看视频！2.Experiencefromaprofessionalininternationaltradefield.meanfairlywell,meanswell,meansextremelywellCongratulations!Youhavefinishedlearningthisunit!Beforemovingontothenextunit,spendafewminutesthinkingaboutyourobjectivesandlearningexperiences.Tickwhatyoucandointhetablebelow.ThingsthatIcando1.Icanunderstandcustomer’scounter-offers.2.Icannegotiatewithcustomersonpricesusingtherightstrategies.3.Icanwriteappropriaterepliestocounter-offers.NegotiatingPaymentTermsUnit4Objectives1Tohelpyoulearntoanalyzetheadvantagesanddisadvantagesofdifferentpaymenttermsforimportersandexporters.2Tohelpyoulearntowriteemailsnegotiatingpaymentterms.Activity1Understandingdifferentpaymentterms1.Formgroupsof4to5.Readthefollowingflowchartsofdifferentpaymentterms.Preparetoactoutoneofthem.Youmayusegestures,posters,andmotionswhileperforming.Getreadytoanswerquestionsfrombothyourteacherandfellowstudentsafteryourperformance.Prepareforgroupwork汇款人电汇业务程序图(TelegraphicTransfer,T/T)收款人汇出行汇入行买卖合同规定以电/信汇付款1.电/信汇申请书交款、付费2.电/信汇委托通知6.收回垫款或付诡借记通知收据4.汇款通知3.付款5.收款人(进口人)委托人(出口人)付款交单(documentagainstpayment,D/P)代收行托收行合同规定付款交单方式3.按委托书指示向买方提示汇票和单据付款后代收行交单5.2.寄交托收指示书、汇票、货运单据6.办理转账并通知款已收妥审单无误后付款4.1.装货，填写托收委托书，开立汇票，跟单交付交款7.付款人(进口人委托人(出口人)承兑交单(documentagainstacceptance,D/A)代收行托收行合同规定承兑交单方式3.按委托书指示向买方提示汇票和单据，进口人承兑汇票，银行交单交款6.到期日付款4.2.寄交托收指示书、汇票、货运单据5.办理转账并通知款已收妥1.装货，填写托收委托书，开立汇票，跟单交付航运公司卖方买方通知行开证行1.订立合同单据7.3.开立信用证9.单据信用证业务图解10.付款依汇票支付8.开证通知4.付款12.申请信用证2.单据13.海运提单6.发运货物5.货物到达通知11.放货15.海运提单14.2.Compareandcontrastthebenefitsandrisksofeachpaymenttermforboththeimporterandtheexporter.Thenfillouttheformon

P63.1Workingroupsof4(homegroup).Nameeachmemberwithanumberfrom1to4.23Expertgroups:findyourcorrespondingcardP61-62.Readtheinstructiononyourcard,finishthetask,andthengobacktoyourhomegroup.4Homegroups:completetheformbelowthefourrolecardsandgetreadytoshareyourresultswiththeclass.Rearrangeyourhomegroupstoformexpertgroups:No.1studentsgettogethertoformexpertgroup1;No.2studentsgettogethertoformexpertgroup2;No.3studentsgettogethertoformexpertgroup3;No.4studentsgettogethertoformexpertgroup4.(Therewillbe4expertgroups.)RoleCard1forExpertGroup1Readthefollowingstatements.FilloutColumn2(Part1.paymentanddeliverysequence)

intheformonP63withtheappropriatestatements.Thestatementscanbeusedmorethanonce.Statementsa.Paymentfirst,deliveryafterwardsb.Deliveryfirst,paymentafterwardsc.PaymentagainstshippingdocumentsRoleCard2forExpertGroup2Readthefollowingstatements.FilloutColumn3(Part2.forexporters)intheformonP63withtheappropriatestatements.Thestatementscanbeusedmorethanonce.(1)Expensesa.

Theexpensesarelow.b.Theexpenses