谈判技巧英文.doc

, 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 divergent1 2embambaabcd d a3 4professionalabcd c c5 66.661abcd c c2bba 3 1001abcpptd d d285%15% 1001 2 1001 751 2abcd b a3 4 1001a0.3b0.5c0.7d0.9 c c2 1001 2a1.0b2.0c3.0d4.0 d d751a4.0b3.0c2.0d1.0 d d2 3abcd a a4 1001-abcd c c2 3 4 1001 2 3abcd d d1001 2abcd b b1001apntrbptnrcpnrtdrtnp a a1001abcd d d1001abcd b b2 3 751 2 3ab()bulk stock selling and negotiation skillscourse outlinecontent looks good. given the nature of our business, across products, would be useful if you can also add a brief module covering the following:? preparation for visits C i.e. how can we add value to a buyer duringeach meeting C for example: by being upto date on recent market activity and price trends; being updated and sharing statistics and developments from key origins & markets. i have attached a presentation we used for some of our sales staff, may be useful for all sales teams, you can modify as required and possibly take a brief session yourself, if appropriate at this programme.? gathering information and intelligence from customersC the information that we would typically look at could include:o estimates on s&do market outlook C price / demand / supplyo product markets C in the case of cotton this would be the yarno feedback from local markets / procurement activity of the buyer &industryo govt. policy related feedback? preparation of visit reports & capturing and updating the team on key discussionpoints, particularly on meetings with large / significant buyers.since our business is knowledge based & not just about selling, it may be useful to enlarge the scope along the above lines.you pay the freight first, then we could give you a discount by return you the same amount during your official purchase order from us. 1 ) via dialogue 1a: is there any way you can cut us a better deal on your wholesale price for this order?b: we did the best that we could to give you a low price. did you get our latest estimate?a: based on the estimate you gave us, by the time we figure in transportation and other expenses, our profit is shot. with the offer youve given us, were making next to nothing. cant you do any better?b: ive already given you a discount of 20% off of what we normally charge if i go any lower, well have loss on the project. i really want to work with you on this, but weve already gone as low as we could go.a: to be honest our budgeted cost cant exceed more than $150 dollars per unit. thats our bottom line. if you can meet that price, you will get a deal. otherwiseb: ill say that ill go over the numbers again with our financial team and see what i can do. i cant give you any guarantees, but ill try.dialogue 2a: youve got the email with all the specifications for the project from us, well be accepting bids until noon on tuesday, if you have any questions in the meantime, please let me knowb: do you have any price range? is there any way you can give me an idea of what direction to go, or how