国际商务谈判（英文） 全套课件

Course Description,Of Business Negotiation in English,Contents,Leading-in ExamplesCourse IntroductionThree QuestionsThree FeaturesThree StepsCourse PlanUse of the BookThe Way of PresentationThe Requirements on Students,Leading-in Examples,Pear CaseHouse Rent,Course Introduction,1. Three Questions1) What is (business) negotiation?2) What is the purpose of (business) negotiation?3) By what means can we win the negotiation? Or What skills are revolved in a successful negotiation? And What are the proper English expressions being used?,The Answers to the First Question,The business negotiations are tough talks happening between two parties in contradiction for the purpose of cooperation and making maximum benefit through discussion and concessions,2.The three features of negotiation:,contradiction co-operation concession1)Two parties in contradiction try to reach an agreement on cooperation through discussion and concessions.2) The general purpose is cooperation. The concrete purpose is to obtain maximum benefit and to make the least concession.3)The third question is somewhat complicated since the negotiation for different transactions and items in different situations requires different skills, and that comes the negotiation.,3. Three Steps to Follow :,Different items and situations demand different skills, generally you have to follow three steps:1)devise a target 2) do some preparations3) negotiate for the target,Course Plan,In reference to 学习任务与学习活动一览表.doc,Use of the Book,The Features and Advantages of the BookThe Arrangement of the Contents and Time,The Way of Presentation,Teacher-centered Explanation of language expressions, special terms, negotiation skills and concerned knowledge Student-centered Practice in the situation offered in groups,教学设计： Business Negotiation Performances.doc VS CNBEC 口试样题.pdf,用头脑风暴的形式 讨论本单元的目标、重点和难点小组讨论常用的专业术语、英语的常用表达方式、谈判技巧和相关知识。以组长或小组代表的形式展示完成情况，介绍课下完成的任务的内容老师评价总结组织谈判模拟（CNBEC考试前主要利用教材中的Performance 部分模拟CNBEC口试；CNBEC考试后，模拟真实的商务谈判）评价打分,教学组织：,以小组（从开始固定谈判小组）讨论的形式完成任务书中的一些项目，包括常用的专业术语、英语的常用表达方式、可以找到的谈判技巧和相关知识等任务书完成情况展示谈判模拟,考核方案：,考试内容是将以上前五个任务合并为一个大任务，并将其具体化，设计成一笔具体的交易。考核过程从任务发放开始，经历市场调查、网络调查、谈判代表队内部讨论、调查报告撰写等过程， 使学生对谈判任务逐渐加深了解，对任务所涉及的市场状况形成了一定的概念，经过就此项任务进行的谈判技巧辅导后，学生们掌握了此项任务基本情况，有了基本的思路，了解了基本的谈判技巧，从而增加了谈判的信心。随后在两个谈判代表队中用中文进行谈判，当学生练习到一定程度后自然而然地应英文进行谈判，最后进行正式谈判。调查报告计入平时成绩。,考核内容和计分方法,考查内容分为语言能力、礼仪、应变能力和思维逻辑四个方面。语言能力包括语言的流利程度、准确程度及语音语调。记分方法：总分100%：语音部分:10% 仪表和模拟状况（包括桌签和着装）：10%， 语言输出数量（Involvement）：30%，语言正确率：30%，思维逻辑20%计算。总评成绩=平时成绩:30%+其中成绩:30%+期末成绩:40%,考核方式,商务谈判口语是一门专门用途口语课程，因此考试形式为团队对抗模拟谈判的口语考试。从一开始明确考核的方式是团队考核，每个成员要发挥作用，否则影响团队分数。在学期初形成固定的谈判代表队， 最后用抽签的方法决定最后的谈判模拟中哪一队和哪一队进行谈判。,The Requirements on Students,Preview the lessons before classAttend the class on time.Review the learned language expressions, special terms, negotiation skills and concerned knowledge after class.Practice actively in the situation offered in the student-centered class.,Unit 1,Making an Enquiry,Introduction An enquiry means to enquire about the terms and conditions of a transactionIn oral business negotiation，both the sellers and the buyers can make an enquiryAn enquiry is not only one of the most direct ways to get details about a product，but also an important beginning step in a business negotiation The more information you obtain，the more benefits you can get from the negotiation,Unit 1 Making an Enquiry,Objectives,Know the important role in a business negotiation;Know how to make oral enquiries and the tactics of making proper enquiries;Have some knowledge of the information covered in different enquiries;Have a good command of words and expressions related to enquiry.,Unit 1 Making an Enquiry,Briefing,Relative knowledgeSpecial terms useful expressionsSkills,Unit 1 Making an Enquiry,Lets how you have prepared: Task 3,The name of the commodity 报价单 Price list 产品样品 Catalogue 保险 Delivery date 商品名称 Terms of payment 价目表 Packing 交货日期 Insurance 支付条款 Quotation sheet 包装 Sample products 商品目录,Unit 1 Making an Enquiry,Key Knowledge,FOB: Free On Board 船上交货CIF:Cost, Insurance and Freight 成本、保险费加运费CIP: Carriage and Insurance Paid To 运费、保险费付至,Unit 1 Making an Enquiry,More Terms,EXW:Ex Works 工厂交货 FCA: Free Carrier 货交承运人FAS: Free Alongside Ship 船边交货CFR: Cost and Freight 成本加运费 CPT: Carriage Paid To 运费付至,Unit 1 Making an Enquiry,DAF: Delivered At Frontier 边境交货 DES: Delivered Ex Ship 目的港船上交货DDU:Delivered Duty Unpaid 未完税交货 DDP:Delivered Duty Paid 完税后交货DEQ: Delivered Ex Quay目的港码头交货,Unit 1 Making an Enquiry,Lets learn some knowledgeWhat should negotiators consider before making enquiries?1. What kind of information would you like to get? Specific enquiries or general enquiries?2. By what ways could you make enquiries? By letters，fax，e-mail，telephone，through face to-face conversations at a fair or in an office，somewhere else，etc,Unit 1 Making an Enquiry,3What do you usually ask for in the enquiries? Catalogue，sample，price-list，quotation，terms of payment， date of delivery，etc4How do you invite a best possible price in an enquiry? 1) Dont let out your exact quantity when you do not place a large order 2) Do mention your quantity when it is sizeable,Unit 1 Making an Enquiry,3) Never indicate your price limit at which you are prepared to accept 4) Some hints can help obtain favourable terms5How to set the right tone when making enquiries? Be clear，brief，specific，courteous，polite，and reasonable,Unit 1 Making an Enquiry,6How can the seller respond to an enquiry? From an old customer From a prospective customer Replying to an enquiry should be prompt，definite，and helpful,Unit 1 Making an Enquiry,Negotiation tips：1Dont tip your hand2Never lie3 . Be fair,Unit 9 Insurance,Lets learn some sample dialogues,Refer to the textbook,Unit 1 Making an Enquiry,Lets practice,Practice in groupsPractice with: cue card. docShow what you have practicedStudents commentTeachers comment,Unit 1 Making an Enquiry,Lets conclude,Relative knowledge Introduction. docSpecial terms Terms. doc useful expressions Enquiry talks. docSkills negotiation tips .docAssignment: Practice with the cue card.doc,Unit 1 Making an Enquiry,Unit 2,Make an offer,Introduction As soon as the enquiry is completed，a quotation or an offer followsIt usually takes a very short time to make a quotation or an offer，yet making a proper quotation or offer means a lot to the sellers and buyersIn this unit，you are required to understand the difference between an offer and a quotation as well as the skills and tactics of making an offer or a quotation,Unit 2 Make an offer,Objectives,Know the factors that form an offerUnderstand the differences between offer and quotationUnderstand the differences between firm and non-firm offerLearn how to make an offer, a counter-offer and the related tactics.Have a good command of words and expressions related to offers and counter-offers.,Unit 2 Make an offer,Briefing,Relative knowledgeSpecial terms useful expressionsSkills,Unit 2 Make an offer,Lets see how you have prepared: Task 3,Firm offer 发盘人Non-firm offer 法律承诺Original offer 反还盘Offerer 接受Offeree 实盘Counter-offer 受盘人Legal promise 原发盘Acceptance 虚盘,Unit 2 Make an offer,Key Knowledge,offer 报盘，报价 firm offer 实盘 non-firm offer 虚盘 to offer for 对.报价 to give an offer 给.报盘 to submit an offer 提交报盘 to accept an offer 接受报盘 to make an offer for 对.报盘（报价）,Unit 2 Make an offer,More Terms,to entertain an offer 考虑报盘 to extend an offer 延长报盘 to renew an offer恢复报盘to withdraw an offer 撤回报盘 to decline an offer谢绝报盘,Unit 2 Make an offer,offering 出售物 offer letter 报价书 offer sheet 出售货物单 offer list/book 报价单 offer price 售价 offering date 报价有效期限 offering period 报价日to make a bid 递价 to get a bid 得到递价,Unit 2 Make an offer,Lets learn some knowledgeWhat is an offer?The factors that form an offerWhat is a quotation?Firm offer vs Nonfirm offerHow to make a proper offer or quotation?,Unit 2 Make an offer,What is an offer?Offer is the expression of the sellers wish to sell particular goods under stated terms including quantity, price, time of shipment, terms of payment, etc. An offer is usually made when a seller promises to sell goods at a stated price within a stated period of time. It can develop into a contractual obligation. Once an offer is accepted by a buyer, the seller cannot revoke it. Sometimes a buyer may make a buying offer, which can be called a bid.,Unit 2 Make an offer,The factors that form an offer1. name of commodity 2. specifications 3. quantity 4. price 5. terms of payment 6. time of shipment,Unit 2 Make an offer,What is a quotation? To make a quotation is to offer a unit price,Unit 2 Make an offer,Firm offer vs Nonfirm offer In business negotiation，the sellers can make an offer and the buyers can make a bidAn offer with engagement is called a firm offer，while an offer without engagement is called a nonfirm offer,Unit 2 Make an offer,How to make a proper offer or quotation? Here are some points we should consider in advance1Cost of purchase of goods2Other export charges 3Market situation4. Customers.5Characteristics of the product itself6Proper price terms7Other terms and conditions that may affect the price,Unit 2 Make an offer,Negotiation tips：1. It is not always favorable for you to make an offer first2Usually，the higher the price you offer，the more profit you can get(Monday work) 3Try to make a non-firm offer when the market is unstableEven you are forced to make a firm offer, try to make the validity of your offer as short as possible,Unit 2 Make an offer,Lets learn some sample dialogues,Refer to the textbook,Unit 2 Make an offer,Lets practice,Practice in groupsPractice with: cue card. docShow what you have practicedStudents commentTeachers comment,Unit 2 Make an offer,Lets conclude,Relative knowledge Introduction. doc Special terms Terms. docuseful expressions useful expressions for talks. docSkills Negotiation tips.docAssignment: Practice with the cue card.doc,Unit 2 Make an offer,Unit 3,Making Purchase,Introduction Purchase is not one of the stipulations in a contract like payment, delivery and insurance, etc. It refers to the whole process that a buyer purchases products or services from a seller. Usually when the contract is made by the seller, it is called a sales contract, and when made by the buyer, a purchase contract. Making purchase is closely market related.,Unit 3 Making Purchase,On a buyers market, making a purchase is just a job of following the rules of the business whereas completing a purchase requisition on a sellers market is a tough job for a purchaser. Usually the purchaser has to tell the seller that his or her company is in urgent need of the goods; if the seller mentions some difficulties in offering the goods, the purchaser should be flexible on his position by offering a higher price or make some concessions in some aspects and emphasizes the friendship and long-run cooperation.,Unit 3 Making Purchase,Objectives,Understand the importance of market change in making purchase in international trade;Learn to evaluate the market situation and make good purchase at good price;Have a good command of special terms and useful expressions used in making purchase;Know how to make a good purchase on an unfavorable market,Unit 3 Making Purchase,Briefing,Relative knowledgeSpecial terms useful expressionsSkills,Unit 3 Making Purchase,Lets how you have prepared: Task 3,guarantee of quality 降低品质sacrifice quality 一般品质difference in quality 品质检验证书quality inspection certificate 上好可销售品质 best quality, prime quality, first-rate quality 品质保证customary quality 品质上的差异 inferior quality 最佳品质fair average quality F.A.Q 良好平均品质good merchantable quality G.M.Q 低劣品质,Key Knowledge,buyers market 买方市场 sellers market 卖方市场order sheet /order form订单 to close an order决定成交 to fill an order执行订单,Unit 3 Making Purchase,More Terms,to execute and order执行订单 to complete an order完成订货/已交货 to send an order寄送一份订单to ship an order装船 to modify an order改变订货 to repeat an order继续订货 to confirm an order确认订货,Unit 3 Making Purchase,to cancel an order取消订货 to increase an order增加订货to duplicate an order将定货增加一倍 to reduce an order减少订货,Lets learn some knowledgeMaking and obtaining concessions A concession is change in the position that you have held in a purchase negotiation. When you make a concession, you are offering the other party something extra. In return, you will hope to get a concession from the other party. There are several important problems with concession.,Unit 3 Making Purchase,Negotiation tips： Keep it in mind: Bargaining is trading, not giving While doing purchasing negotiation，negotiators should carefully think over the following points：1. When should you offer a concession?2. How much should you offer to the other party? 3. What will you get in return?,Unit 3 Making Purchase,When making concession, youd better :1. Think about the value of the concession to the other party2. Think about the consequences to you of each concession that you make3.Know exactly when you intend to stop making any more concessions4. Be flexible on your positions; be firm about basic interests.5. Dont give anything away without getting something in return.6. Be positive. Make a constructive response to any suggestion from the other party.,Lets learn some sample dialogues,Refer to the textbook,Unit 3 Making Purchase,Lets practice,Practice in groupsPractice with: cue card. docShow what you have practicedStudents commentTeachers comment,Unit 3 Making Purchase,Lets conclude,Relative knowledge Introduction. doc Special terms Terms. docuseful expressions useful expression for talks. docSkills Negotiation tips.docAssignment: Practice with the cue card.doc,Unit 3 Making Purchase,Unit 4,Specification,Introduction Nowadays，more and more trade disputes happen because of many reasonsSome are because of the quality；some are because of the specifications or something differentAnd we can learn that most of the disputes are due to the improper description of the goods specifications in the contracts,Unit 4 Specification,What is specification? Specification is detailed descriptions of the goods to be soldThey include the composition，content，purity，strength，size，etcof the goods,Unit 4 Specification,Objectives,Know the definition of specification in business negotiationBe clear about the importance of the specification in contract negotiation.Make good use of tactics in specification negotiationHave a good command of English expressions in specification negotiation,Unit 4 Specification,Briefing,Relative knowledgeSpecial terms useful expressionsSkills,Unit 4 Specification,Lets how you have prepared: Task 3,a full range of sizes 达标design specification 与样品一致inspection quality certificate 规格要求quality tolerance 顶级工艺reach the standard 各种大小尺寸requirements on specification 质量检验证书top craftsmanship 品质公差up to the sample 设计规格,Unit 4 Specification,Key Knowledge,buyers sample 买方样品 sellers sample 卖方样品 original sample 原始样品 counter sample 对等样品shipping/ shipped sample 装船样品 type sample 标准样品 sale by brand 凭品牌买卖sale by grade 凭等级买卖 sale by sample 凭样品交易sale by specification 凭规格买卖sale by standard 凭标准买卖,Unit 4 Specification,More Terms,Certificate of Quality 品质证书 Certificate of Weight 重量证书Certificate of Quantity 数量证书 Certificate of Quarantine 检疫证书the examination certificate 检验单sale by name of originsale by geographical indication 凭产地或地理标志买卖 sale by description and illustration凭说明书或图样买卖be up to export standard符合出口标准come to the international standard符合国际标准China Commodity Inspection Bureau 中国进出口商品检验局,Unit 4 Specification,Lets learn some knowledgeCommonly used methods of expressing quality in the international trade：1Sales by samples (by sellers or buyers sample)2Sales by description (by specificationsgradestandard)3Sales by brandtrade markdescriptionillustration,Unit 4 Specification,Methods of stating quality tolerance：1Flexible area2Maximum and minimum3Allo