新职业英语经贸英语Unit3讲述

1、Warming-upReading AListening4123Reading B5Writing6Project7Vocabulary and StructureUnit 3 Business Negotiation108SpeakingUnit 3 Business NegotiationTask 1 The following jeans picture is a sample for whole sales advertised in China Daily. Discuss with your partner what you will enquire of the seller w

2、hen you plan to import them.A price listSpecificationSamples Shipment Quantity Terms of paymentUnit 3 Business NegotiationTask 2 Discuss with your classmates to find out what steps might be taken to reach a deal on importing the jeans above. Then, fill in the following boxes and explain why.Reading

3、an advertisement for jeansSending a quotation of the jeans and samplesConfirming what they have agreedAsking for detailed information of the jeansNegotiating about what they differ inReading ATextTask 1Task 2Task 3Task 4Background InformationUnit 3 Business NegotiationReading ABackground Information

4、 As a key part in international trade, business negotiation refers to the process in which a seller and a buyer negotiate the terms and conditions on trading specified products, and finally reach an agreement. It can be done orally or in writing. Normally, it comes when the company finishes its busi

5、ness background check on its potential business partner. The generalprocedure of business negotiation is enquiry, offer, counter-offer, and acceptance. But it should be noted that in practice not all business negotiations go through the four phases.Unit 3 Business NegotiationBackReading AUnit 3 Busi

6、ness NegotiationTask 1 Before reading the passage, see how much you know about the business negotiation by answering the following questions.1. Have you ever heard of the general steps in business negotiations? If so, list them in time order; if not, guess what they are.Suggested Answers2. What do w

7、e need to pay close attention to in business negotiations?Suggested AnswersBackSuggested Answers Ive heard a little bit about the steps of business negotiations in Chinese. And after discussing with Tom, we finally nail down our version of the general steps in business negotiations. The first step i

8、s to ask general information about a product. I remember it is called “enquiry”; next is to give a reply to the so-called “enquiry”, which is mainly on the products price; the third step is called “counter-offer”; and the last one is to reach an agreement which means one party finally accepts the ot

9、hers conditions and terms.BackSuggested Answers We think all the four steps are very important. For example, if you are a buyer and want to make an enquiry about the product you are interested in, you should state clearly the name and specifications of the product in the letter. And if you want to b

10、uy a lot, youd better tell the seller to quote you the best price. For the seller, he should reply the enquiry as soon as possible. When quoting the price, he is strongly recommended to make it clear that the price might fluctuate, especially in a turbulent market. When receiving the sellers offer o

11、r quotation, you might find it impossible to accept. Dont reject it rudely or give no reply because he might be your future business partner. When drafting a counter-offer, you should give good reasons for the part you disagree with and your new suggestions. As to the last step, “acceptance”, youd b

12、etter restate what you have agreed on to make sure there is no misunderstanding about it. It is much helpful, especially after several rounds of exchanges between you and the seller.BackGeneral Steps in Business Negotiations Generally speaking, business negotiations involve four steps: enquiry, offe

13、r, counter-offer and acceptance. The first step is “enquiry”. When reading an advertisement in a newspaper, website or anywhere else, buyers may make requests for the information relating to their interested products like price lists, samples and terms of payment. Such a request is called “an enquir

14、y”. After sending the enquiry, it comes to “offer”. An offer is the expression of the wish of the seller to sell particular goods under stated terms, including quantity, prices, shipment, terms of payment, etc. It usually follows an enquiry that is either written or oral. Unit 3 Business Negotiation

15、Reading A 一般来说，交易磋商包括四个步骤：询盘、报盘、还盘和一般来说，交易磋商包括四个步骤：询盘、报盘、还盘和接受。接受。 第一步是第一步是“询盘询盘”。买方在报纸、网站或者其他地方看到。买方在报纸、网站或者其他地方看到一则广告后，可能会向对方索取有关自己感兴趣的商品信息，一则广告后，可能会向对方索取有关自己感兴趣的商品信息，如价格表、样品、付款条件等。而这种索取信息的请求就被称如价格表、样品、付款条件等。而这种索取信息的请求就被称为为“询盘询盘”。 在发出询盘后，买方就会收到在发出询盘后，买方就会收到“报盘报盘”。报盘表达了卖方。报盘表达了卖方希望出售某种商品的条件，包括数量、价格

16、、装运、付款条件希望出售某种商品的条件，包括数量、价格、装运、付款条件等。它通常出现在口头的或者书面的询盘之后。等。它通常出现在口头的或者书面的询盘之后。Unit 3 Business NegotiationReading AOffers can be classified into two types: firm offers and non-firm offers. A firm offer is usually a sellers promise to sell specified goods or services at specified prices, and valid for

17、a specified period, with packing, payment, etc. described clearly. Once the firm offer is accepted by the buyer within the validity, the seller is not permitted to revise or withdraw his/her offer and is obliged to enter into a contract with the buyer. In contrast, a non-firm offer is actually an of

18、fer without engagement which often contains reservation clauses like “ We make you an offer subject to our final confirmation.” Next step is “counter-offer”. When an offer reaches the offeree, he/she may reject it and end the negotiation if he/she finds it impossible to reach an agreement. But usual

19、ly he /she will carefully study the offer, and renew the received offer by altering or adding some terms and conditions. In such a case, the reply to the offer is called “counter-offer”.Unit 3 Business NegotiationReading A 报盘可以分为两大类：实盘和虚盘。实盘通常是指卖方以报盘可以分为两大类：实盘和虚盘。实盘通常是指卖方以指定的价格、有效期、包装、付款等内容销售某种商品或服务

20、指定的价格、有效期、包装、付款等内容销售某种商品或服务的承诺。实盘一旦在有效期内被买方接受，卖方就不准修改或的承诺。实盘一旦在有效期内被买方接受，卖方就不准修改或者撤回其报盘，并有义务与买方签署合同。相比之下，虚盘实者撤回其报盘，并有义务与买方签署合同。相比之下，虚盘实际上是一个没有约言的报盘，它经常包括诸如这样的保留条款：际上是一个没有约言的报盘，它经常包括诸如这样的保留条款：“此发盘须经我方最终确认。此发盘须经我方最终确认。” 下一步是下一步是“还盘还盘”。当报盘送达受盘人，如果发现不可能。当报盘送达受盘人，如果发现不可能达成一致，他达成一致，他/ /她可能会拒绝，从而终止谈判。但是通常他

21、她可能会拒绝，从而终止谈判。但是通常他/ /她她会仔细研究报盘，修改或添加一些条款和条件。在这种情况下，会仔细研究报盘，修改或添加一些条款和条件。在这种情况下，对报盘的回复称作对报盘的回复称作“还盘还盘”。Unit 3 Business NegotiationReading AA counter-offer functions as both a rejection to the original offer and a new offer by the buyer. Consequently, the former offeror now becomes an offeree, and th

22、e former offeree turns to be an offeror. Normally, such exchanges might go through several rounds before a contract is signed. Last, well discuss “acceptance”. When an offer arrives, the offeree might agree on all terms contained in the offer unconditionally, and an agreement will be reached between

23、 the two parties. In such a case, the reply to an offer is known as “acceptance”. Here, it should be noted that the word “offer” refers to both the original offer and the counter-offer in several rounds of negotiations.Unit 3 Business NegotiationReading A 还盘的作用既是对原始报盘的拒绝，又是买方提出的新报还盘的作用既是对原始报盘的拒绝，又是买

24、方提出的新报盘。因此，以前的发盘人现在变成了受盘人，而以前的受盘人盘。因此，以前的发盘人现在变成了受盘人，而以前的受盘人变成了发盘人。通常，在最终签署合同之前，这种相互之间的变成了发盘人。通常，在最终签署合同之前，这种相互之间的交流可能要经历几个来回。交流可能要经历几个来回。 最后，我们将谈谈最后，我们将谈谈“接受接受”。当报盘到达受盘人后，他可。当报盘到达受盘人后，他可能无条件地接受报盘中的所有条款。这样，双方就达成了一致。能无条件地接受报盘中的所有条款。这样，双方就达成了一致。在这种情况下，对报盘的回复被称作在这种情况下，对报盘的回复被称作“接受接受”。这里需要指出。这里需要指出的是，的是

25、，“报盘报盘”这个词这里既指原始的报盘，也指谈判回合中这个词这里既指原始的报盘，也指谈判回合中的还盘。的还盘。Unit 3 Business NegotiationReading AinvolveinvolveHis reform involves the reorganization of several ministries in the government.v. to include or affect someone or somethingUnit 3 Business NegotiationReading Ago throughgo throughYou have to go t

26、hrough several rounds of interviews before such a big company recruits you. to experience a particular processUnit 3 Business NegotiationReading Aagree onagree onThey agreed on a date for next round of negotiation in this meeting. to have or express the same opinion about something as someone elseUn

27、it 3 Business NegotiationReading AUseful Expressions:agree to do sth.:同意做某事同意做某事agree with sb.:同意某人同意某人agree on/about sth.:就某事达成一致就某事达成一致Reading AUnit 3 Business NegotiationTask 2 Read the passage, and match each step with the corresponding aspect.enquiryoffercounter-offeracceptanceprovide prices an

28、d shipment of the productsrequest for pricelists, samples and terms of paymentpoint out terms of payment and conditions that are unacceptedreach an agreement between the two partiesBackReading AUnit 3 Business NegotiationTask 3 Read the passage again and tick off the facts mentioned in the passage.

29、1. definition of business negotiations 2. peoples attitudes toward an enquiry 3. legal consequence of a firm offer 4. differences between a quotation and an offer 5. the possibility of rejecting an offer 6. how to make a counter-offer 7. the effects of a counter-offer 8. definite number of offer and

30、 counter-offer rounds 9. format of writing an acceptance letterBackReading AUnit 3 Business NegotiationTask 4 The reading passage has shown four general steps in business negotiations. Discuss with your classmates and decide which of the above steps is the most difficult and explain the reasons.Back

31、Task 1Task 2Task 3Task 4Task 5ListeningUnit 3 Business NegotiationListeningUnit 3 Business NegotiationTask 1 Miss Chen of Pioneer Garment Factory, is talking with Mr. Addison, a potential customer from the US. Listen to the conversation and match the people with the correct information.lRocky Mounta

32、in Import & ExportlShow the newest models of blouseslAsk for the catalog and pricelistlSales managerScriptMiss Chen: Good morning, sir. Can I help you?Mr. Addison: Good morning. Id like to know something about your latest blouses. Oh, by the way, Im Tom Addison from Rocky Mountain Import & E

33、xport Co. Heres my card.Miss Chen: Glad to meet you, Mr. Addison. This is my card. Im Chen Hong, sales manager of Pioneer Garment Factory. Have a seat, please!Mr. Addison: Thank you.Miss Chen: I think you might be interested in the embroidered ones which are the newest models. Here are the samples.

34、In fact, it sells well in Canada.Mr. Addison: Yes, they look really nice and fashionable.Miss Chen: Im quite sure theyll find a ready market in your country.Mr. Addison: I hope so. But I need to study them further. Could you give me your catalog and price list?Miss Chen: Of course. Here you are.Mr.

35、Addison: Ill contact you later. Thank you!Miss Chen: My pleasure! Im looking forward to your further enquiry. Bye!Mr. Addison: Bye!BackListeningUnit 3 Business NegotiationTask 2 Miss Liu is answering a phone from a man whom she met at Chinese Export Commodities Fair. Listen to the conversation and f

36、ill in the blanks with what you hear.Liu: Hello! Sunlight Bicycle Company.Mr. Smith: Hi, could I speak to Liu Heng in ?Liu: Oh, glad to receive your call. What can I do for you?Mr. Smith: Having seen your at the fair, Id like to tell that we have great interest in Bike TGBI and Bike TGGI.salesdepart

37、mentexhibitsyourlatestmodelListeningUnit 3 Business NegotiationLiu: Wonderful! Have you got the price list?Mr. Smith: Yes, but Im wondering whether you can give a on our initial order.Liu: Well, it depends on the size of your order. Ill give you our policy on discount in the quotation letter. specia

38、ldiscountScriptLiu: Hello! Sunlight Bicycle Company.Mr. Smith: Hi, could I speak to Liu Heng in Sales Department? Liu: Speaking!Mr. Smith: This is Tom Smith, Purchasing Manager of Chicago Sports Import and Export. We met at Chinese Export Commodities Fair about one month ago.Liu: Oh, glad to receive

39、 your call. What can I do for you?Mr. Smith: Having seen your exhibits at the fair, Id like to tell that we have great interest in your latest model Bike TGBI and Bike TGGI.Liu: Wonderful! Have you got the price list?Mr. Smith: Yes, but Im wondering whether you can give a special discount on our ini

40、tial order.Liu: Well, it depends on the size of your order. Ill give you our policy on discount in thequotation letter.Mr. Smith: Thank you. Ill call you later when receiving your latest quotation. Bye!Liu: Bye.BackListeningUnit 3 Business NegotiationTask 3 Mr. Clark, a purchasing manager of an Aust

41、ralian company, is negotiating with Miss Yang who works for a major supplier of household appliances in China. Listen to the conversation and answer the following questions.1. How does the report impress Alice at her first sight?2. What does Miss Yang say to show that shed like to discuss about the

42、offer?In Miss Yangs company.She said, “Sure. I appreciate your straightforwardness”.3. How much higher is the price of T-2009 Model than that of other similar products according to Mr. Clark?4. How many refrigerators does Mr. Clarks company plan to buy?5. Does Mr. Clark accept the newest offer? And

43、why?4%.500.Unlikely. He thinks its too high and said, “Im afraid Ill choose other suppliers”ScriptBackYang: Hello, Mr. Clark. Welcome to our company!Mr. Clark: Thanks. Its my great honor to be here. Shall we discuss your offer sent to me two days ago right now?Yang: Sure. I appreciate your straightf

44、orwardness.Mr. Clark: The refrigerator T-2009 is still expensive compared with the similar products from other suppliers. Your price is about 4% higher.Yang: Really? But the T-2009 has taken advantage of the latest technology. Im quite sure its the most energy-efficient and the least noisy one. It i

45、s the newest model for the coming season.Mr. Clark: Of course, its new. So we risk buying 500 pieces for trial sale, but your price will leave little profit for me.Yang: I assure you there will be a great demand in your market, and if you can order more than 1,500 pieces, well give you a 1.5% discou

46、nt.Mr. Clark: Only 1.5%? Im afraid Ill choose other suppliers.ListeningUnit 3 Business NegotiationTask 4 After reading the quotation of Karl & King Electrical Appliance Co., Jack Smith is phoning sales woman Anna. Listen to the conversation and decide whether the following statements are true (T

47、) or false (F). 1. Universal Electrical Appliance Import & Export Co. sells electrical hair dryer. 2. Generally, each set of HD-1500B is $60 on CFR Vancouver basis. 3. The discount depends on the quality and time of shipment. 4. Jack wants 400 sets of electrical hair dryer HD-1500B. 5. Jack orde

48、rs two models of hair dryer from Anna. 6. The offered price of hair straightener JO-074 is still very expensive. 7. Jack wants to have 3% discount altogether. 8. They finally reach an agreement on the price.FFFTTFFTScriptBackAnna: Karl & King Electrical Appliance Co. Can I help you?Jack: This is

49、 Jack Smith, Purchasing Manager of Universal Electrical Appliance Import & Export Co. Ive just browsed your companys online quotation and Im interested in your electrical hairdryer.Anna: Great! Which model?Jack: HD-1500B. Please quote us your lowest price on CIF Vancouver basis.Anna: The price i

50、s $60 per set. But it depends on the quantity and the time of shipment.Jack: We would like to have 200 sets in red and blue respectively before July 30th. So could you give me a discount of 5%?Anna: Frankly speaking, your order is not large enough. But if you order our other products, well consider

51、giving you a special discount.Jack: Good. We also intend to place an order for 500 sets of hair straightener JO-074.Anna: Our quotation for that model is $30. As youve ordered both hair straighteners and hairdryers, we can give you a special discount of 2.5% altogether.Jack: Only 2.5%? But we expect

52、 more. How about 4%?Anna: The two models you want are the latest models and their quality is the best among similar products on the market. So we can give you 3% at most.Jack: OK, done!ListeningUnit 3 Business NegotiationTask 5 Mr. Zhu, Sales Manger of a company in Guangdong, is talking with his cus

53、tomer Ellen Rice, an American importer, on the phone. Listen to the conversation and fill in the blanks with what you hear.Mrs. Rices note book Interested Products: 1 Supplier: 2 Quantity: 3 Agreed Discount: 4 Payment: 5 Washing machine WSB and WSTLiangxing Corporation500 sets for each model2%30% by

54、 T/T in advance and the rest by irrevocable L/C at sightScriptBackMr. Zhu: Lianxing Corporation. What can I do for you?Mrs. Rice: Hello, this is Ellen Rice. I sent you an enquiry for a price list of your washingmachines a week ago.Mr. Zhu: I remember that. I quoted you our latest price list two days

55、 ago. So, which model do you have interest in?Mrs. Rice: Im impressed with WSB and WST and planning to place an order of 500 sets for each model. Can you give us a special discount, say, 3%?Mr. Zhu: 3% is too high. But it depends on shipment time and the way of payment.Mrs. Rice: We prefer the washi

56、ng machines will arrive in New York before July 30th. Asto the payment, we can give 30% by T/T in advance and the rest will be paid by irrevocable L/C at sight.Mr. Zhu: In that case, we can give at most 2% discount. We do this only to show we will continue to do business with you in the future.Mrs.

57、Rice: 2% is OK. Ill send you an order later by fax.Task 1Task 2Task 3Task 4Unit 3 Business NegotiationSpeakingSpeakingUnit 3 Business NegotiationTask 1 Make sentences by choosing relevant information in each box.BackSpeakingUnit 3 Business NegotiationTask 2 Work in pairs. Practice making short conve

58、rsations with the words provided according to the example below.Unit 3 Business NegotiationSpeakingBackSpeakingUnit 3 Business NegotiationTask 3 Work in pairs. Practice making a conversation with the help of the instruction Below.Purchasing Manager of Bluesky Industrial Company Introduce yourself pr

59、operly. Indicate what parts of the offer are unacceptable to you and need to be modified. Provide solutions for solving the disagreement. Reach a compromise.Sales Manager of Huaxia Company Show your pity on the differences. State your reasons for your original offer and indicate how far you can give

60、 up to reach a deal. Show your excitement when reaching a compromise.Unit 3 Business NegotiationSpeakingBackSpeakingUnit 3 Business NegotiationTask 4 Situational Practice. Make conversations with your partner according to the following situations.A purchasing manager of an X-ray company f rom I reland intends to place an