当面交易实训磋商教案

当面交易实训磋商教案 交易磋商实训教案11.实训要求熟练掌握当面交易磋商和函电磋商的步骤、英文表达方法和基本磋商技巧与策略。 2.实训内容 （1）针对给定的背景材料，进行分组磋商； (2)针对外商不同内容交易磋商拟写相应的交易磋商函； (3)交易磋商函的格式与操作要求。 3、实训重点建立业务联系、询价、报价与还价的表达方法及技巧。 4、实训资料第一部分当面交易磋商（5次课）第一次课.At theGuangzhou FairMr.Smith andMr.Paul,businessmen from Saudi Arabia,are visiting the Chinese Export Commodities Fair in Guangzhou for the firsttime.They havent doneany business with Chinabefore.They arehere to make businesscontacts andfamiliarize himselfwith the Fair.Requirements:Two teamsplay representativesfrom thetwo sides,each withtwo of your classmates.You shouldestablish asincere andfriendly atmospherefor therefurther cooperation.A Visitto aSample RoomMr.Smith wants to seesome samplesbefore negotiation.Miss Chen,the sales2manager of the sellers panyshows himinto the showroom.They have a brieftalk about the cannedgoods on display.Requirements:Two teamsplay representativesfrom thetwo sides,each withtwo of your classmates.You maydiscuss somethingabout the products you are interested in,and someother mattersconcerning your cooperation.例At theGuangzhou FairMr.Smith,a businessmanfromSaudi Arabia,is visitingthe ChineseExport CommoditiesFair inGuangzhou for the firsttime.He hasnt doneany business with Chinabefore.He ishere to make businesscontacts andfamiliarize himselfwith theFair.S:Good morning,my nameis AlfredSmith.Im fromSaudi Arabia.Z:Good morning.My nameis ChenHua.S:Pleased to meet you,Miss Chen.Here ismy businesscard.Z:Pleased to meet you,too.Wont yousit down,Mr.Smith?S:Thank you.Z:Have youever beento theChineseExportCommoditiesFairinGuangzhoubefore?S:No.This ismy firstvisit to theFair.Everything isnew tome.Z:The Fairis a big gathering.Tens ofthousands offoreign businessmenfrom more3than150countries andregions arehere totrade withChina.S:I amexcited to be apart of this.Z:There areexhibition hallsin theFair,where newproducts areondisplay.S:Yes,when Ientered themain hall,I sawmany beautifultextiles andlight industrialproducts onshow.They werevery attractive.Z:Thats justone of them.There aremany more.S:Thats fine.Ive heardso much about yourachievements thatI wantedto e and seethem withmy owneyes.But mymain purposein inghere isto establishbusiness relationswith you.Z:Ill be glad to do whatI canfor you.S:Thank you.Im surea mutuallybeneficial tradecan bedeveloped betweenus.I amwith aconfirming house.We havewide connectionswith manyfactories in my countryand have been importingraw materialsfrom abroadfor them.Now Im thinkingof gettingsome from China.Z:We will begladto cooperatewith you.Have youanything inmind atthe moment?S:I would like tobuy a large quantityof barytes（重晶石）if your price ispetitive.Z:We caneasily supplyyou withthat.S:Thank you.My firmhas ahigh standinginmycountry.My bankis ConakryBank,Saudi Arabia.You mayrefer toit formy status.Now Id like to havesome informationabout your business terms.Do you offer C&F orCIF?Z:Whatever youlike?S:In thatcase,CIF.Z:No problem.The peoples InsuranceCompany ofChina is a state-owned pany4and has agencies throughthe world.S:Good.And howabout shipping?Is regularshipping forSaudiArabiaavailable?Z:Oh,yes.The ChinaNational CharteringCorporation will take care of that.With shipment allowed,that shouldnt bea problem.S:Do yousell shippingweight orlanding weight?Z:Shipping weight.Prior toevery shipmentthe cargois inspectedand weightedby theChina Importand ExportCommodities InspectionBureau,which willissue certificatesof qualityand weight.These certificates are to be takenas final.S:I see.Now whatare your terms of payment?Z:Payment isto bemade by irrevocable letter of creditpayable againstsight draftaompanied bya fullset ofshipping documents.S:Would youconsider D/P?Z:We dousually dothat.S:Can youoffer firmfor tendays whenI askyou foroffers?Z:Thats prettylong.We usuallyoffer firmfor3or4days.I cant promiseanything nowbut well doour besttomeet your requirements.S:Thank you.A Visitto aSample RoomMr.Smith wantsto seesome samplesbefore negotiation.Miss Chen,the salesmanager,of SouthCereals,Oils andFoodstuffs Import&Export Corporationshows himinto theshowroom.They have a brieftalk about the cannedgoods ondisplay.C:Here is our sample.5S:You certainlyhave alarge collectionof samplefoods here.C:Yes.We areexporting awide rangeof foodproducts tomany countries.And demandis gettinggreater andgreater.S:So it is.Though we havent donebusinesswith you,as youknow your exports offoods to our countryhave considerablyincreased duringthe lastfew years.It appearsthat Chinesefoods are very attractive.C:You saidit.The quality of oursis asgood asthat ofmany other suppliers.By theway,which itemsare youinterested in?S:Canned goodsare ofspecial interesttome,particularly thecanned fruitand meat.As your canned fruitis amongthe mostpopular onesin our market,Im going to place an orderin aday ortwo.C:Good.How aboutourcanned meat?S:I think it willalso finda goodmarket in our country.Will youshow mesome samples?C:Yes.This way,please.Our cannedmeat isin variousweights.The largestone weighsthree anda halfpounds ,and thesmallest isseven ounces.S:The smallsizes aremore saleablein our market thanthe largeones.Ive broughtwith mea sampleof cannedmeat that is onlysix ounces.The smallestsize of yours iseven biggerthan thatof mine.I wonderif yourcannedmeattastes better.C:You arewele to have atry.Here itis.Ours isof primequality.S:Oh,its delicious.Mm.Im not sure about the pesticideresidues in your foods,though.I am sure you must havegiven muchthought to the matter.But youknow,our governmentalrestrictions have been increasing,so we are notallowed to import6any pollutedgoods.C:You canrest assured.Our foodsare guaranteedto conformto theWHO standards.S:Good.Id like to ordermeat ofthis kindin seven-ounce tinsif the price ispetitive.C:What aboutother cannedgoods,such ascanned mushroomsand vegetables?S:They arenot assaleable ascanned fruit,I suppose.C:Mm,no,I reallydont thinkthat isso.They arealso amongour majorexports and have founda favorablereception inmany othercountries.S:Then,may I have a look atthe samplesfirst?C:Certainly.Here youare.S:Ah,very niceindeed.But I am notsure whetherthey areto thetaste of our people.What would you sayto mytaking somesamples homebefore Imake adecision?C:Thats allright.S:Well,Ihavean appointmentat4:00,so I must leave.Shall wetalk the details overtomorrow morning?C:OK.See you tomorrow.S:Goodbye.第二次课An Enquiryabout SomeProducts Aftervisitingthesample roomandhavea brieftalk,two sidesnow havea negotiation.The buyersenquires aboutsome of theproducts they are interested in.7Requirements:Two teamsplay representativesfrom thetwo sides,each withtwo of your classmates.Make theenquiries andsettle theproblems inthat.例An Enquiryabout SomeTextiles ProductsS:Im gladtohavethe opportunityof visitingyour corporation.Just beforeI leftOslo,I learnedfrom anewspaper thatChinas foreigntrade hasdeveloped remarkablyand kindsof exportgoods have increased.Im prepared to placeyour textilegoods in our market.Y:Thank you.I thinkyou withstanda chanceof marketingour textilegoods profitablythere.As amatter offact,our exportsof textileslast yearreached arecord high,and we are tryinghard tofurther improvethe qualityand designto suitthe internationalmarket.I believeyou haveseen theexhibits in theshowroom.May I know whatparticular itemsyouareinterested in?S:Im interestedin ArticlesNo.16and No.27.For themoment,I wish to orderthree hundredthousand yardsof Article No.27for promptshipment.Y:Im afraidit wont beavailable untilJune.If youareinurgent needof the goods,Id liketo remendArticleNo.30.It is very similarand evensuperior toNo.27.S:It hasnt beenintroduced intoourmarketyet,has it?Y:No,it hasnt.But itmay bea goodchance for you to get ahead starton yourpetition.I suggestyou placea trial order first.They sayits theearly birdthat8catches theworm.S:Its allvery wellto saythat,but its quitenew toour buyingpublic andwearenotsureof itsquality.Have yougot anysample cuttingshere?Y:Yes,here youare.S:Mmm.the quality is notbad.Please give meareference price.Y:Its$15per yardCIF Oslo.S:Is thereany missionincluded?Y:No.As arule,we dontallow any mission.But ifthe order is largeenough,well considerit.S:As thisis a trialorder,I hopeyoull give me specialconsideration.Y:Well,Ill bendthe rule.As anencouragement of business,well allowyou2%mission.Thatsthetop rate.S:Thank you.Meanwhile,will youplease sendby aira half-yard samplecutting tomy homeoffice?Y:Yes,well dothat rightaway.S:Ill senda faxhome and see whethera trialorderispossible.Y:Could you give usan early reply?You knowlots oforders arepouring in,especially atthis time of theyear,we cannothold thestock verylong.S:I see.I dont thinkitllbelong beforeyou haveour reply.See youtomorrow morning.Y:See you.第三次课9Making aFirm OfferThe sellersshould quotethe buyers on thoseproducts the buyers interested.Requirements:Two teamsplay representativesfrom thetwo sides,each withtwo of your classmates.Make firmoffers.例Making aFirm OfferMr.Lamb,an Americanbusinessman,wantstoimport sometoys fromChina.He needsthe goodsin October,because there is agreat demandfor toysbefore Christmas.Miss Hong,the salesmanager fromServe ToyManufacturing Companyis makinga firmoffer tohim.H:You needbattery-operated toys,musical toys,and childrens vehicles,is that right?L:Yes,thats right.Chinese toyshave soldwell in ourmarket.The mainreason isthat the prices arelower.H:Thats true.The pricesofourtoys aremuch lower,and the qualityis also good.L:You saidit.H:The quantityyou require for each kind oftoy is5,000pieces in your inquirysheet,correct?L:Thats right.But can you alsoadd5,000pieces moreto eachthe musicaltoys andchildrens vehicles?10H:I dont thinkitsaproblem to add5,000pieces moreto eachkind.We canmeetyourrequirements.L:Thanks a lot.Then,canyougive mean approximatetimeofdelivery?H:What aboutin December?L:Oh,no.Im afraidit will be toolate.I needthe goodsin October,because there isagreat demandfor toysbefore Christmas.H:Then,Ill managetodothat.Do you have anyspecific request for packing?L:Toys arepresented asa gift,so itshould betastefully packed.I wouldlike eachtoy toarrive in a plasticbag and then packed inacardboard boxwith beautifuldesigns inbright colors.H:Here arethe samples of packingavailable now.Please havealook.L:Perfect.What do you usuallyrequirefor the payment terms?H:We usuallyrequire irrevocable letter of credit atsight.Here isour offerwith specialprice foreachkindof toys,CIF NewYork.L:Is thisa firmoffer?H:Yes.The validityis3days.It remainsopen until5:30p.m.this Friday.L:Fine,thank you.第四次课Lets MeetEach OtherHalf WayThe buyersand thesellers maynot etoadeal for the firstoffer.So pleasebargain anddiscuss for the bestprice bothcan aept.Requirements:11Two teamsplay representativesfrom thetwo sides,each withtwo of your classmates.Make counteroffers.例Lets MeetEach OtherHalf WayMr.Brute,a textileimporter fromLondon,is metin theshowroom byMiss Zhao.Looking atthe samples,Mr.Brute negotiatesbusinesswith Miss Zhao.B:What do you havethere,Miss Zhao?Z:Some ofour newproducts.Would youliketohavealook atthe patterns?B:Yes,please.Z:Here they are,Mr.Brute.B:I likethis printed poplin.How muchis ita yard?Z:50pence peryard,CIF London.B:Your price is too high for us toaept.Z:What wouldyou suggest?B:Could youmake it40pence peryard,CIF London?Z:Im afraidwe cant.This is the bestprice we can quote.B:Lets leavethat for the timebeing.Z:Are youinterestedin our pongee（茧绸）?B:Yes.Please showme thelatest product.Z:Here itis.B:The qualityisverygood,but nowadaysnylon ispushing thismaterial out.12Z:I dont thinkso.Weve soldalotthis month.B:Well,anyway,Ill bookatrialorder.The price?Z:Same aswe offeredlast time.B:What aboutthe quantity?Z:5,000yards forSeptember shipment.B:All right.Ill take the lot.Z:How aboutprinted poplin,then?B:Imustpoint outthat your price ofprintedpoplinis muchhigher thanmarket price.There would be littlelikelihood ofconcluding business on the basis of your quotation.Z:My offerwas basedon costand reasonableprofit,not onwild speculations.You knowour productsare superiorin quality.Better qualitymeans ahigher price.You must take thisinto consideration.B:I agreewith youon thispoint.But we dont thinkwe cansueed inpersuading our clients tobuy atsuch highprice.Im afraidIll have to cancelthe dealif youdontrduce yourprice.Z:Well,in orderto getthe business,I amwilling tomake someconcession.What kindof reductiondo you haveinyour mindthen?I thinka discount of15%wouldbereasonable15%,that outof thequestion,you cannot expectus tomake suchalargereduction.We wont make any profitat thatprice.How aboutmeeting each other halfway?What exactlydoyoupropose?I proposea reductionof7&,and thatisourrock solidprice.But thegap is too wideto befilled.Will yougivemea tradediscount?What doyou mean?13Let usclose thedeal at45pence peryard,CIF London.You drivea hardbargain,but I will aeptthis time.On DiscountW:Lets getdown tobusiness,shall we?S:Yes,That wouldbe fine.To beginwith,wouldyougivemean indicationofyourprice forblack tea?W:Certainly.Here areour CIFprice lists.All the prices aresubject toour finalconfirmation.S:Oh,the pricesyouofferare aboveprevious prices.W:As youknow the costs ofproduction havegone upconsiderably.And ourprices stillpare favorably with those offered byothersuppliers.S:I see your point,but yourselling offer is muchhigher thanwhat weexpected.Wedliketo placesome detailsunder negotiation.W:We understandthat ourselling offerwas simplyto openthe negotiations.Can yougive usthedetailsofyour counter-offer?S:Well,inourbuying offer,we wouldliketo ask15%discount offyour pricesff weplacealarge order,say5,000cases.W:I appreciateyourcounter-offer butfind ittoo low.Since youare oldcustomers,I shallgive youa specialdiscountof10%.As youknow,we do businesson thebasisof equalityand mutualbenefit.S:Yes,I alsohope wedobusinesson mutuallybeneficial basis.But10%discount isnot enoughfor suchabigorder.14W:Well,forthe,sake ofencouraging ourfuture businessand friendship,I agreeto grantyou7%discount asa specialaommodation.Will thissatisfy you?S:Thats toolowarate pared with thosewe getfrom elsewhere.Can youseeyourway toput itup abit?W:Mr.Smith,Im afraidyou shouldnot takea yardwhen youare givenan inch.There isreally noroom forbargaining.The finaland firmofferisE35CIF Rotterdamless7%discount.It remainsvalid forthree days.S:Well,it cant behelped,I think.Ill letyouhaveour replyas soon as possible.Your PriceIs TooHigh forUs toAept Priceis oneof themost sensitivefactors in the negotiationofbusiness.The followingisa talk betweenMr.Stevenson andMiss Linaboutthe price of walnuts.Mr.Stevenson wantstoimportsome walnutsfromChina.He findsthe pricequoted byMiss Linonthe high side.He triesto persuadeMiss Linto reducethe price.S:Miss Lin,Im anxious to knowabout youroffer.L:Well,wevebeenholding itforyou,Mr.Stevenson.Here itis:500tons ofwalnuts,at150per ton,CIF Liverpool.Shipment willbe effectedin July.S:Thatstoohigh!It willbe difficultforustomakeany sales.L:Mr.Stevenson.You knowthepriceofwalnutshas goneup sincelast year.Ours paresfavorablywithwhat youmight getelsewhere.S:Im afraidI cant agreewith youthere.India hasjust einto themarket with a lowerprice.L:15Ah,but everybodyinthewalnuts tradeknows thatChinas walnutsareoftop quality.Considering thequality,I shouldsay thepriceisreasonable.S:No doubtyours isof ahigh quality,but still,there iskeen petitioninthemarket.I understandsome countriesare loweringtheir prices.L.So farour moditieshave stoodthe petitionwell.The veryfact thatother clientskeep onbuying speaksfor itself.Few otherwalnuts canpare with ours eitherfor flavoror color.S.But Ibelieve well havea hardtime convincingourclientsofyourprice.L.To befrank withyou,if itwerentforour goodrelations,we wouldnt considermaking youa farmoffer atthis price.S:All right.In orderto obtainyourbusiness,I aept.L.Iam glad that weve settledtheprice.S:Now let us talk aboutthequantity.You saidyou couldoffer meonly500tons,which I think isnot enough.Last year,we bought800tons,and ImsureI can do betterthis year.I hopeyou canoffer meat least1,000tons.L:Because ofrapid growthof bothour domesticand foreignmarkets,our productionhasnt beenable togo forwardat anequal pacewith thedemand.500tons isthe bestI canoffer youat present.S:I see.But if I donttakecare of the supplyof mymarket,my customerswill naturallyturn somewhereelse fortheir needs.L.Sorry,I dont thinkwecanoffer youmore than500tons thisyear.As amatter offact,we have made aspecial effortto geteven these500cases foryou.S:All right.Welltakethese500cases thistime.But Ido hopeyou cansupply morenext time.16L:Well seeif wecandobetter nextyear.第五次课Payment byInstallments Mr.Frazer,a businessmanfrom aHolland engineeringcorporation,is having atalkwithMiss Huang,the salesmanager ofGreat WallTechnology ImportCorporation aboutpayment termsfor aplete plantof achemical factory.At endof thetalk,theyve reachedthe agreementof paymentby installmentsfor aplete plant.F:Weve talkedover theprice.Although itsonthehighside aspared withthoseofrival goods,thequalityofyourproducts willmake upfor it.Now weve eto the terms of payment.H:Yes,thats whatI wasgoingtosay.May Ihear yourproposition abouttheterms of payment?F:We wouldlike paymentprior todelivery,since thisis yourfirst order.H:I see.I waswondering ifwe couldmake paymentafter delivery.As youknow,the goodsarevery expensive.F:I knowtheyareveryexpensive,but whydoes thatmean youshould pay after delivery?H:Itsalarge order,so ffwe givean advance payment,we willhave moneytrouble.F:Lets doit thisway.We willaept paymentby installments.What doyou thinkof that?H:Good.17F:But,the numberof installmentpayments,the amountof eachpayment,and themode ofpayment willall have tobecarefully discussed.H:You saidit.F:What kindof installmentpayment doyouhaveinyourmind?H:In myopinion,the paymentcan bedivided intothree installments,thatis,50%of thetotal valueof the plant willbe paidupon delivery,40%after finalaeptance,and10%after theexpiration ofthe guaranteeperiod.F:MissHuang.Since youhavebee