国际商务英语谈判串讲

1、English for International Business Negotiation 国际商务英语谈判国际商务英语谈判 General Review1.Language Skills in Business Negotiation2.Professional and Practical Skills in Business Negotiation 3. Type of Final Test 1. Language Skills in NegotiationPlease focus on: Function in Every Chapters Extracurricular Activi

2、ties in Every Chapters1.1 What is Negotiation? (P.4)1.2 Four Main phases of Negotiation (P.2)1.3 Four Stages of Business Negotiation (P.4)1.4 Some Issues that Chinese Corporations and Negotiators Need to Address (P.8)1.5 Chinas Foreign Trade Policy (P.50-55)1.6 What is Win-Win Negotiation? (P.56)1.

3、Four Main phases of Negotiation (P.2)1. What is Negotiation? Negotiation is a discussion aimed at reaching an agreement. 2. Four Main phases of Negotiation (P.2) There are four main phases of negotiation listed below: 1) The preparing phase （预备阶段） 2) The debating phase （争论阶段） 3) The proposal phase （

4、建议阶段） 4) the bargaining phase（讨价还价阶段）3. Four Stages of Business Negotiation (P.4) Business negotiations proceed through four stages:a) non-task sounding （开局前的试探）b) task-related exchange of information （交换与谈判目标有关的信息）c) persuasion （说服）d) concessions and agreements （让步与同意）4. Some Issues that Chinese Co

5、rporations and Negotiators Need to Address (P.8)There are at least two differences in the way of business communication between Chinese and American Businessmen:1. Chinese businessmen tend to have business negotiations in a rather indirect manner, as opposed to the direct manner of American business

6、men.2. The decision-making process of Chinese companies is generally both slow and time-consuming. On the other hand, American companies usually operate with quick decision made by the top management. Decision-Making Types of Chinese and American (P. 8-9)Most Chinese companies keep to the “bottom-up

7、, then top-down and then bottom-up” decision-making principle which involves many people at different levels.American type, or the top-down, management emphasizes efficiency and competition among workers, but it often frustrates many workers.Work Ethic of Chinese and American (P. 9)Chinese work ethi

8、c is based on social pressure and community belonging, the American work ethic seems to be more individual oriented. Summary of Different Business Communication Styles between China and the USA (P.8) American Style Chinese StyleManner Direct Manner Indirect MannerDecision-Making Quick, Top-Down Slow

9、, Time-ConsumingWork Ethic Individual Oriented Social Pressure Value Results more Community Belonging than its Process Priority to Planning, Merits Efficiency, Encourage Cooperation, Competition in Workers more Humane Demerits Frustrating Workers Lack of Efficiency and Competition5. Chinas Foreign T

10、rade Policy (P.50-55)In developing our foreign trade relations with other countries, China still follow the principle of “equality, mutual benefit and exchanging what one has for what one needs”. ( 平等互利，互通有无平等互利，互通有无)In the past, we were rather rigid in doing business. Now, we adopted many different

11、 flexible business arrangement, such as compensation trade, counter trade, manufacturing according to buyers samples, processing customers materials, assembling their components on commission, joint ventures and so on. ( at issue 9, on p.52, then p.223) 反信风反信风- counter trade, antitrade, in Meteorolo

12、gy 气象学对销贸易（对销贸易（Counter Trade） 对销贸易（对销贸易（Counter Trade）：）： 是指在互惠的前提下，由两个或两个以上的贸易方达成协是指在互惠的前提下，由两个或两个以上的贸易方达成协议，规定一方的进口产品可以部分或全部以相对的出口产议，规定一方的进口产品可以部分或全部以相对的出口产品来支付。品来支付。 对销贸易不同于单方面的进口或出口，实质上是将进口将进口和出口结合和出口结合起来的贸易方式。体现了互惠的特点。 对销贸易的主要形式： 易货贸易 Barter Trade 互购 Mutual Purchase 补偿贸易（产品回购）Compensation Trad

13、e 6.What is Win-Win Negotiation?(P.56)Generally speaking, a win-win negotiation is an approach intended to reach a outcome that all the negotiating parties can profit from it in one way or the other.If the buyer and the seller both are interested in reaching an agreement in which they take away some

14、thing positive from the deal, this is called a win-win situation.2. Professional Skills in Business Negotiation Please focus on:2.1 Links of International Business Negotiation 2.2 Incoterms 20102.3 Payment of International Business2.4 Contract of International Business2.2.1 Links of International Bu

15、siness Negotiation Generally speaking, to reach an agreement in the international business negotiation needs going through five links : Enquiry （询盘） Offer （发盘，发价） Counter-Offer （还盘，还价） Acceptance （接受） Conclusion of a Contract （合同的签订） Of course, it is not necessary to have all the five links taken fo

16、r every transaction. Sometimes, only offer and acceptance will do. It is stipulated in the laws of some countries that only offer and acceptance are the two required factors, failure of which will make no contract. Two Important Links for Signing a Contract 发盘与接受发盘与接受 （法律上称为要约与承诺）（法律上称为要约与承诺） offer

17、甲方甲方 乙方乙方 acceptanceThere are two kinds of offer: offer with engagement (firm offer 实盘实盘) offer without engagement (non-firm offer 虚盘虚盘) cf. p.772.2.2 Incoterms2.2.2 Incoterms20102010 What is Incoterms? The word “INCOTERMS” is short for International Rules for the Interpretation of Trade Terms. The

18、latest version is INCOTERMS 2010, which became effective on Jan. 1, 2011. Previous versions, including INCOTERMS 2000, are now outdated2.2.3 Incoterms2.2.3 Incoterms20102010 中文一览中文一览1) 1) 适用于任何单一运输方式或适用于任何单一运输方式或多种运输方式的术语多种运输方式的术语EXWEXW工厂交货工厂交货FCAFCA货交承运人货交承运人CPTCPT运费付至运费付至CIPCIP运费、保险费付至运费、保险费付至DATD

19、AT运输终点交货运输终点交货DAPDAP目的地交货目的地交货DDPDDP交税后交货交税后交货 2) 2) 适用于海适用于海上和内陆水上运输上和内陆水上运输的术语的术语FASFAS船边交货船边交货FOBFOB船上交货船上交货CFRCFR成本加运费成本加运费CIFCIF成本、保险费加运费成本、保险费加运费2.2.4 INCOTERMS 2010 Rules for Sea and Inland Waterway Transport Free Alongside Ship (FAS) (insert named port of shipment) - Vessel 船边交货船边交货 Free On

20、Board (FOB) (insert named port of shipment) - Vessel 船上交货船上交货 Cost & Freight (CFR) (insert named port of destination) - Ocean or River port 成本加运费成本加运费 Cost, Insurance & Freight (CIF) (insert named port of destination) - Ocean or River port 成本、保险费加运费成本、保险费加运费 2.2.5装运港交货的三种常见贸易术语装运港交货的三种常见贸易术语

21、1） FOB：FREE ON BOARD装运港船上交货（指定装运港）适用范围海运和内河运输价格主要构成出口商品成本2） CFR:Cost and Freight成本加运费（指定目的港）适用范围海运和内河运输价格主要构成出口商品成本+主运费3） CIFCost,Insurance and Freight成本、保险加运费（指定目的港）适用范围海运和内河运输价格主要构成出口商品成本+主运费+保险费Summary贸易贸易术语术语交货交货地点地点 风风 险险 转转移移 界界 限限出口报关的出口报关的责任、费用责任、费用由谁负担由谁负担进口报关的进口报关的责任、费用责任、费用由谁负担由谁负担适用适用运输运

22、输方式方式FOB装运港装运港货物货物装上船装上船卖方卖方买方买方 水上水上运输运输CFR装运港装运港货物货物装上船装上船卖方卖方买方买方 水上水上运输运输CIF装运港装运港货物货物装上船装上船卖方卖方买方买方 水上水上运输运输FCA出口国内出口国内地、港口地、港口承运人处置货物后承运人处置货物后卖方卖方买方买方 任何任何方式方式CPT出口国内出口国内地、港口地、港口承运人处置货物后承运人处置货物后卖方卖方买方买方 任何任何方式方式CIP出口国内出口国内地、港口地、港口承运人处置货物后承运人处置货物后卖方卖方买方买方 任何任何方式方式CIF is a Typical Symbolic Deliv

23、ery About Symbolic Delivery 象征性交货指卖方只要按期在约定地点完成装运，并向买方提交合同规定的、包括货物所有权凭证在内的有关单据，就算完成交货义务，而无须保证到货。 CIF is a typical symbolic delivery: the seller delivered the goods against document, and the buyer paid against document. CIF是一种典型的象征性交货 ：卖方凭单交货，买方凭单付款。2.2.6 How to choose Price Terms? Basic Knowledge of

24、 a Professional Negotiator FOB CFR CIF FCA CPT CIP EXW FAS When we were importer, we must choose what kind of price terms? Why? When Import: We had better to choose FOB When we were exporter, we should try our best to choose what kind of price terms? Why? When Export: We had better to choose CIF2.3

25、Payment of International Business 国际贸易支付国际贸易支付Instruments of payment included Bill of Exchange (B/E or draft), Promissory Note and Cheque (or Check).国际贸易支付工具包括汇票、本票和支票。国际贸易支付工具包括汇票、本票和支票。 Modes of payment included Remittance (M/T, T/T,D/D), Collection (D/P, D/A) and Letter of Credit (L/C).国际贸易支付方式包括

26、国际贸易支付方式包括汇付汇付（含：信汇、电汇和票汇（含：信汇、电汇和票汇) )、托收、托收（含（含D/PD/P和和D/AD/A）、信用证）、信用证(L/C)(L/C)等。等。Remittance & Collection belongs to Commercial CreditLetter of Credit belongs to Bankers Credit Remittance 称为称为顺汇顺汇（Favorable Exchange) Collection and L/C 称为称为逆汇逆汇(Adverse Exchange） Why?Difference between Favor

27、able Exchange and Adverse Exchange Favorable Exchange (顺汇顺汇) Remittance (M/T T/T D/D) Buyer Seller Capital Adverse Exchange (逆汇逆汇) Collection (D/P D/A) & Letter of Credit (L/C) Buyer Seller Capital2.3.1 Instruments of Payment ( (支付工具支付工具) )支付工具简介货款的收付直接影响到进出口双方的资金融通和周转，关系到双方的利益和得失。因此支付条件相当重要。货款的

28、结算涉及到支付工具、付款时间、地点及支付方式等问题。支付工具主要有：汇票，本票和支票，其中汇票最为常见。Instrument of Payment 汇票、本票和支票汇票、本票和支票1.1 汇票（汇票（Bill of Exchange, B/E; Draft） 一个人向另一个人签发的，要求见票时或在将来的固定时间或可以确定的时间，对某人或其指定的人或持票人支付一定金额的无条件的书面支付命令。1.2 本票（本票（Promissory Note） 一个人向另一个人签发的，保证于见票时或定期或在可以确定的将来的时间，对某人或其指定的人或持票人支付一定金额的无条件的书面承诺。1.3 支票支票（ Chec

29、k or Cheque ） 以银行为付款人的即期汇票，即存款人对银行的无条件支付一定金额的委托或命令。出票人在支票上签发一定的金额，要求受票的银行于见票时立即支付一定金额给特定人或持票人。2.3.2 Modes of Payment 支付方式支付方式（p.96）2.1 Remittance 汇付汇付 M/T T/T D/D2.2 Collection 托收托收 D/P D/A2.3 Letter of Credit, L /C 信用证信用证Q: Whats Difference between the Instruments of Payment and the Modes of Paymen

30、t? 2.4.Contract of International Business2.4.1 Quantity of Commodity 商品的重量商品的重量2.4.2 Cargo Transportation and Marine Losses 货物运输和海上损失货物运输和海上损失2.4.3 What is Business Contract?合同的概念合同的概念2.4.4 Force Majeure 不可抗力不可抗力2.4.5 Arbitration 仲裁仲裁2.4.1 Quantity of Commodity数量的计算数量的计算常见度量衡制度常见度量衡制度公制、英制、美制、国际单位制(

31、SI) 计量单位计量单位Attention: There are various “tons” weighing differently in different systems:Long ton/English ton (2,240 Lb.) (Lb. Libra 磅磅 重量单位重量单位)Short ton/American ton (2,000 Lb.)Metric ton/French ton (about 2,204 Lb.)(weight/number/ length /area /volume /capacity)Unit of Measurement 计量单位计量单位（1 1）W

32、eight 重量重量公斤（公斤（KGKG）、公吨（）、公吨（M/TM/T）、磅（）、磅（POUNDPOUND）（）（矿砂、钢铁、大米、油）（2 2）Number 个数个数 只（只（PIECEPIECE）、双（）、双（PAIRPAIR）、套（）、套（SETSET）打（）打（DOZENDOZEN）、卷）、卷（REAMREAM）、袋（）、袋（BAGBAG）（）（服装、打火机、眼镜、水彩笔、鞋子等）（3 3）Length 长度长度 米（米（METERMETER）、英尺（）、英尺（FOOTFOOT）、码（）、码（YARDYARD）（绸缎、布疋等）（4 4）Area 面积面积 平方米（平方米（M2 ）（）

33、（皮革、玻璃板、地毯等）（5 5）Volume 体积体积 立方米（立方米（CBMCBM）、立方英尺）、立方英尺（CUBIC FOOT）（木材、天然气、化学气体）（6 6）Capacity 容积容积 升（升（LITERLITER）、加仑（）、加仑（GALLONGALLON）（液体货物）The Calculation of the Weight 计算重量的方法计算重量的方法1) Gross Weight, GW（毛重） p.112-1132) Net Weight, NW（净重） NW=GW-TareQuantity Clause 数量条款数量条款More or Less Clause （溢短装条

34、款） For Example:1) 1000M/T, with 2% more or less at sellers option. 1000 1000公吨，公吨，2%2%溢短装溢短装, ,由卖方决定。由卖方决定。2) Quantity：1000 metric tons with 2% more or less at sellers option, such excess or deficiency to be settled at contracted price. 数量：一千公吨溢短装数量：一千公吨溢短装2%；选择权由卖方决定；超过或不足部分按合同；选择权由卖方决定；超过或不足部分按合同计

35、价计价2.4.2 Cargo Transportation 国际货物运输的方式国际货物运输的方式 内河水上运输内河水上运输 水上运输水上运输 沿海沿海 海洋运输海洋运输 近海近海 河海联运河海联运 远洋远洋 边境运输边境运输 公路运输公路运输 省间调剂运输省间调剂运输 集装箱运输集装箱运输运输方式运输方式 陆上运输陆上运输 港站场集散运输港站场集散运输 多式联合运输多式联合运输 国际铁路联运国际铁路联运 大陆桥运输大陆桥运输 铁路运输铁路运输 “OCP”运输运输 国内及港澳铁路运输国内及港澳铁路运输 航空运输航空运输 管道运输管道运输 邮政运输邮政运输2.4.2 Marine Losses 海

36、运货物损失海运货物损失损失损失LOSS全部损失全部损失Total Loss部分损失部分损失Partial Loss共同海损共同海损General Average实际全损实际全损Actual Total Loss推定全损推定全损Constructive Total Loss 单独海损单独海损Particular Average风险海上风险险外来风险自然灾害害意外事故一般外来特殊外来部分损失全部损失单独海损损共同海损损实际全损损推定全损损F P AW P AALL RISKSSummary of China Insurance Clauses 中国海运货物保险条款概览中国海运货物保险条款概览 基本

37、险基本险附加险附加险平安险平安险 FPA水渍险水渍险 WPA一切险一切险 All Risks一般附加险一般附加险 General Additional Risk特殊附加险特殊附加险Special Additional RiskAll Risks = FPA + WPA + General Additional Risks Scope of insurance responsibilities: AR WPA FPA偷窃、提货不着险；淡水雨淋险；偷窃、提货不着险；淡水雨淋险；短量险；混杂玷污险；渗漏险；短量险；混杂玷污险；渗漏险；碰损、破碎险；串味险；受潮受碰损、破碎险；串味险；受潮受热险；钩损

38、险；包装破裂险；锈热险；钩损险；包装破裂险；锈损险损险战争险；罢工、暴乱、民变战争险；罢工、暴乱、民变险；舱面险；进口关税险；险；舱面险；进口关税险；拒收险；黄曲霉素险；交货拒收险；黄曲霉素险；交货不到险；码头检验险；卖方不到险；码头检验险；卖方利益险；利益险；(货物出口到香港或货物出口到香港或澳门存仓澳门存仓)火险责任扩展条款；火险责任扩展条款；海关检验险海关检验险2.4.3 What is Business Contract? 合同的概念 中华人民共和国合同法中华人民共和国合同法第二条规定：“合同是平等主体的自然人、法人、其他组织之间设立、变更、终止民事权利义务关系的协议”。 A cont

39、ract is an agreement that creates an obligation that is a binding, legally enforceable agreement between seller and buyer in international trade. 合同是国际贸易中对买卖双方的责任义务具有约束力、法律强制力的协议书。（See “Business Contract ” P.139） Basic Principles of Contract NegotiationTaking Economic Interests for the Purpose, Obta

40、ining Win-Win 以经济利益为目的，取得双赢以经济利益为目的，取得双赢Taking Price Negotiation as the Core, Considering other Interests into a whole Plan 以价格谈判为核心，兼顾其他利益以价格谈判为核心，兼顾其他利益Familiar with International Business Rules, Understanding the Opponents in Negotiation 熟悉国际商务规则熟悉国际商务规则,了解谈判对手情况了解谈判对手情况Focusing on the Rigor and Accuracy of the Contract Terms 注注重合同条款的严密性与准确性重合同条款的严密性与准确性基基本本原原则则Signing of a Contract 合同的订立合同的订立Procedure of Signing a Contract 合同订立的过程合同