外贸谈判中规避得罪客户的说话技巧英文.doc

123 150014001001001004 -530 12 - 3a:b:a:b:b: my associate and i will be interested in visiting your factory. ok?a: sure. ill show you around and explain our products as we go along.a:bb: thatll be most helpful.a: that is our office block. we have all the administrative depart- ments there. down there is the research and development section.a:b:b: how much do you spend on development every year?a: about 3-4% of the gross sales.a:3%4%b:b:whats that building opposite us?a:thats the warehouse. we keep a stock of the faster moving items so that urgent orders can be met quickly from stock.a: bb: if i placed an order now, how long would it be before i got delivery?a: it would largely depend on the size of the order and the items you want.a: .b:a: ,bb:ah, yes, this is the model i was interested in.a: i should be very happy to give you any further information you need on it.a:b: b: yes, what are the specifications?a: we have a wide selection of colors and designs.a: a:if i may refer you to page eight of the brochure youll find all the specifications there.a: 8b:b: now what about service life?a: our tests indicate that this model has a service life of at least 50, 000 hours.,about 10 years. a: 50,000,10.b:b:is that an average figure for this type of equipment?a:oh, no, far from it. thats about 10,000 hours longer than any other made in its price range.a:1 b:b: really?thats impressive.a: b: b: but what happens if something goes wrong when were using it?a: if that were to happen, just contact our nearest agent and theyll send someone round immediately.a: b: b: i see. will you give us an indication of prices?a: unit price is 5000 yuan.a: 5000b:b: could you give me some brochures for that machine? and the price if possible.a:right. here is our sales catalog and literature.a: b: b: thank you. i think we may be able to work togeth er in the future.b:.a: all right. see you tomorrow.a:priceb:cifa:please let us know the quantity required so that we can work out the premium and freight charges.a:b:800500a:all right. here are our f.o.b. price lists. all the prices are subject to our final confirmation. a: !fobb: b: do you offer discounts for plentiful purchases?a: yes, we do indeed. our ususal figure is around 5%, but that depends on the size of the order. a: 5% b:a: .b:b: you know for the products like yours we usually get 2% or 3% discount from european suppliers.a:the quantity you ordered is much smaller than those of others. if you can manage to boost it a bit, well consider giving you a better discount.a: b: b:as far as a trial order is concerned, the quantity is by no means small. and generally speaking, welike to profit from a trial order. i hope youll be able to meet our requirements.awell, as this is the first deal between us, we agree to give you an one-percent discount as a special encouragement.a: b: b: 1%? thats too low a rate. could you see your way to increase it to 2%?a:im afraid we have really made a great concession, and could not go any further.a:b: b: it seems this is the only proposal for me to accept.a: i wish i could cut my price, even as a personal favor for you, but my hands are tied. my money people tell me this is our bottom line.a a: its only because youre such a good customer that im willing to offer you this price.a: b:,b:thank you. i really appreciate that. its just more than im authorized to pay.b:b: i guess the only thing to do now is call a halt to this negotiation and part, friend.a:what do you mean?a: bb: true, everyone raised his/her prices but you seem to be at the high end of the scale.b: b:but, we have a budget we have to stay under, so well have to shop around some more.a:i sure hate to see you go across the street. weve had a good friend relationship for many years. a: bb: these things happen.b:() , contents. .i . .i abstract .ii key words.iiintroduction. .1 1. negotiation.11.1 stages of negotiation.21.1.1 pre-negotiation.21.1.2 face-to-face negotiation.31.1.3 post-negotiation.41.2 seven steps of negotiation.41.3 types of negotiation.52. language in negotiation.62.1the power of language .62.2 the power of body language.72.3 languages role in creating meaning.93. language approach in negotiation .123.1 listening and questioning skill.123.1.1 listening.123.1.2 questioning .133.3 skills of applying indirectness.163.3.1 reasons to apply indirectness.163.3.2 choices of proper words.163.3.3 ways of expressing .173.4 persuasive skill in negotiation .174. how to reach agreement .20conclusion .21 acknowledgement.23references. .241. negotiationnegotiation is a basic human activity. it is a basic means of getting what you want from others, it is a process we undertake in everyday activities to manage our relationship, and a process through which parties move from their initially divergent12345678910111213141516171819202122232425262728293031323334353637383940414344454647484950515253545556575859606162636465666768697071727374757677787980818283848587 hofstede88 translation of english news89 study on translation of long sentences in literature works90 ?91 92 93 94 , 95 96 97 98 a contrastive study on the cultural differences between chinese and western wedding customs99100 101 102 104 105 106 107 108 ?109 on english-chinese translation of automobile brand names110 status quo of c-e translation of public signs in shanghai and strategies for improvement 111 ?112 113 114 115 116 117 118 119 grammatical analysis of academic writing120 121 122 123 124 cultural differences and translation strategies125 126 127 black womens searching for identity in toni morrisons sula128 129 130 131 132 a study of hawthornes criticism on p