商务英语谈判相关资料

1、Unitt 1Enqquirry aand OffferI.Geenerral InttrodducttionnAn eenquuiryy iss a staart in bussineess traansaactiionss annd iit mmeanns tto aask if thee exxporrterr caan ssuppply thee gooodss thhat he is inttereesteed iin. A greeat nummberr off buusinnesss trranssacttionns sstarrt wwithh ennquiiry. TTo t

2、the expportter, ann ennquiiry is impporttantt beecauuse it oftten esttabllishhes a nnew andd peerhaaps verry vvaluuablle cconnnecttionn. Wheen tthe expportter recceivves succh aan eenquuiryy, hhe wwilll reeplyy whhethher or nott hee caan ssuppply thee gooodss. Wheen tthe expportter sennds outt innfo

3、rrmattionn abboutt whhat he is reaady to selll, he givves thee exxactt prricee, qquallityy annd qquanntitty oof tthe gooods thaat hhe iis aablee too suupplly. Thiis iis aan ooffeer. Inn ann offferr thhe eexpoorteer aalwaays staatess thhe eexacct nnamee annd sspeccifiicattionns oof tthe commmodditiie

4、s, thhe ppricce, thee cuurreencyy inn whhichh paaymeent is to be madde, thee teermss off paaymeent andd deelivveryy teermss annd ootheer nneceessaary infformmatiion.商务英语语谈判口口语An ooffeer iis aa prropoosall off teermss annd ccondditiionss prreseenteed iin aa pootenntiaal cconttracct bby oone parrty, c

5、aalleed tthe offferoor, to anootheer ppartty, callledd thhe ooffeereee. IIn oordeer ffor thee aggreeemennt tto bbe bbinddingg, tthe offfereee mmustt fiirstt accceppt tthe offfer; ottherrwisse, theere is no leggal conntraact. Liike an enqquirry, an offfer thaat ccan be madde bby tthe selllerr iss cuu

6、stoomarrilyy caalleed “selllinng ooffeer”, inn whhichh suuch worrdinng aas “cann suupplly”, “ssuppply” “ooffeer” or “offferr fiirm” iss moostlly uusedd. In genneraal, it is thee seelleer, thee offferror, whho ooffeers thee saale of cerrtaiin ccommmodiitiees tto tthe buyyer, thhe ooffeereee.商务英语语谈判口口

7、语II.DDialloguuesDialloguue 11 A: GGoodd moorniing, Miiss. Liiangg. WWoulld yyou telll mme wwhicch iitemms you aree keeen on? B:Alll oof yyourr prroduuctss arre ffanttasttic. Im eespeeciaallyy innterrestted inArt No. 5. Hoow iis tthe suppplyy poosittionn? A: AAll thee arrticcless diispllayeed hheree

8、arre aavaiilabble. Geenerrallly speaakinng, we cann suupplly ffromm sttockk. B: II shhoulld ssay thaat wwe tthinnk hhighhly of youur pprodductts.A: IIm verry ggladd too heear thaat. We aree veery connfiddentt thhat ourr prodductts wwilll fiind a ggoodd maarkeet iin yyourr coounttry.商务英语语谈判口口语B: TThe

9、rress noo prrobllem aboout it. Heere is ourr ennquiirynotee. PPleaase quoote us youur lloweest priice, CIIF RottterddamA: IIlll loook intto yyourr reequiiremmentts ffirsst aand lett yoou knoww ouur ffirmm offferr toomorrroww. Youulll suurelly ffindd our priice favvoraablee. B: II hoope so. A: HHow s

10、ooon ddo yyou wannt yyourr gooodss too bee deliiverred? B: EEarlly OOctooberr. A: OOK. Seee yoou ttomoorroow tthenn.商务英语语谈判口口语Dialloguue 22 A: Cann yoou sshoww uss yoour cattalooguee? B: Cerrtaiinlyy. HHerees a ccataaloggue forr soome of ourr popuularr ittemss. A: Thaank youu. WWerre qquitte iinteer

11、esstedd inn soome of youur prodductts. Herress ann ennquiiry sheeet weve draawn up. B: Thaankss. WWelll ttakee a clooserr loook at it. A: Howw abboutt thhe ssuppply possitiion of youur pprodductts?B: We havve aa stteaddy ssuppply forr moost of theem.A: Do youu quuotee FOOB oor CCIF? B: We usuuallly

12、qquotte oon aa CIIF bbasiis.商务英语语谈判口口语A: Thee maarkeet aat oour endd haas bbecoome preettyy comppetiitivve. In ordder to selll ssucccesssfullly theere, yoourgoodds wwilll haave to be commpettitiive in priice as welll.B: Youulll fiind ourr prricees vveryy atttraactiive. A: Wouuld youu giive us an off

13、fer forr Arrt. No. 166 CIIFC 5 Lonndonn noow?B: Whaatss thhe qquanntitty yyou wissh tto oordeer?A：WWedd liike to staart witth 220,0000 pieecess. IItss ann attrracttivee quuanttityy, ddo yyou thiink so? B：WWhenn doo yoou wwantt thhe ggoodds tto bbe ddeliiverred? A：CCoulld yyou makke iit ffor Mayy?商务英

14、语语谈判口口语B：II thhinkk wee shhoulld bbe aablee too maanagge iit. OK. Soo now we cann offferr yoou 220,0000pieecess. FFor Artt. NNo.116 aat US$880 pper pieece CIFFC 55Lonndonn foor sshippmennt iin MMay. A：TThannk yyou. Hoow llongg wiill thiis ooffeer bbe oopenn? B：IItss vaalidd foor tthreee ddayss. A：II

15、lll sttudyy yoour offfer witth mmy ccollleagguess annd ggivee you a ddefiinitte rreplly iin tthreee ddayss. B：IIlll bee waaitiing forr yoour repply. A: SSee youu thhen. B:Okk, BBye-byee.商务英语语谈判口口语Dialloguue 33 B: GGoodd moorniing. A: GGoodd moorniing. Noow, shaall we disscusss ssomeethiing morre con

16、ccrette?B: OOkayy. A: II waas wwondderiing if youu woouldd giive us a rrespponsse tto oour faxx enquuiryy. 商务英语语谈判口口语B: CCerttainnly. Wee arre ppleaasedd too offferr yoou 1120,0000 piiecees ccottton popplinn bllousses at US$18.80 eacch, FOBB Shhangghaii. TThe bloousees wwilll bee paackeed iin pplass

17、ticc baags, evveryy 5 dozzen to a ccarddboaard boxx. TTheyy wiill be delliveeredd inn twwo cconssignnmennts of 60,0000 eaach, thhe ffirsst llot by Auggustt 155 annd tthe seccondd byy Seepteembeer 115. Thee teermss off paaymeent willl bbe tthe samme aas tthosse iin tthe preevioous conntraact, i.e. si

18、gght creeditt. AA: TThannk yyou verry mmuchh foor yyourr offferr. WWelll ggivee itt seerioous connsidderaatioon. As itll takke uus ssomee tiime to callcullatee, mmay I ssugggestt wee taake a bbreaak? Theen wwe ccan givve yyou an ansswerr thhis aftternnoonn. B: Finne. Well be waiitinng ffor youur rre

19、plly. Seee yoou tthenn.商务英语语谈判口口语III.Keyy woordss annd pphraasess D1 1.Alll tthe artticlles dissplaayedd heere aree avvaillablle.Geneerallly speeakiing, wee caan ssuppply froom sstocck.Meanningg: ggeneerallly speeakiing, alll tthe artticlles dissplaayedd heree caan bbe ssuppplieed ffromm stoock. 2.t

20、oo quuotee sbb. aa prricee:mmeanningg too giive/offfer sb. a priice商务英语语谈判口口语D 23.loowesst ppricce: favvoraablee/reeasoonabble/modderaate priice4.ittem: meeaniing prooducct. simmilaar ttermms aare artticlle, gooods andd commmodiity. 5.Hoow llongg wiill thiis ooffeer bbe oopenn?: howw loong willl tth

21、iss offferr be vvaliid/ffirmm/goood? 6.Itts vallid forr 3 dayys.: Wee shhalll keeep thee offferr oppen forr 3 dayys.D3 7.inn twwo cconssignnmennts: meeaniing in twoo loots. Coonsiignmmentt heree meeanss thhe sshippmennt, thee gooodss orr thhe oordeer. In terrms ofshippmennt, thee seelleer iis aaskii

22、ng forr a parrtiaal sshippmennt.商务英语语谈判口口语cataalogguesamppleoffeerorr offeereee sampple boook enquuiryy quottatiionoffeerpricce llistt suppply sb. wiith sthh. placce aan oordeer FOB priicesuppple froom sstocck out of stoockbe iin sshorrt ssuppplyIV.TTechhniccal terrms商务英语语谈判口口语V.Ussefuul SSenttencce

23、s1.Woouldd yoou ttelll uss whhat quaantiity youu reequiire so thaat we ccan worrk oout thee offferr? 2.Wee arre tthinnkinng oof pplaccingg ann orrderr foor 5500 tonns.3.Id llikee too haave youur lloweest quootattionn CIIF SSanFranncissco. 4.Alll tthe quootattionns oon tthe lisst aare subbjecct tto o

24、our finnalconffirmmatiion. 5.Iff yoour priice is favvoraablee, wwe ccan boook aan oordeer rrighht aawayy. 6.Alll tthesse aartiiclees aare ourr beest selllinng llinees.商务英语语谈判口口语7.Ouur pprodductts aare of thee beest quaalitty aand thee loowesst ppricce.8.Im ssuree thhesee coommoodittiess wiill finnd

25、aa reeadyy maarkeet iin yourr arrea. 9.Att yoour reqquesst, we aree offferringg yoou tthe folllowwingg ittemss. Thiss offferr wiill remmainn oppen forr 3 dayys.10.WWe ccan suppplyy frrom stoock andd wiill havve nno ttrouublee inn meettingg yoour delliveery datte.商务英语语谈判口口语VI.NNegootiaatioon sskillls

26、1.Hoow ssoonn doo yoou wwantt yoour gooods to be delliveeredd? Notee: ttimee off deelivveryy iss veery impporttantt too thhe sselller. Therrefoore, suuch infformmatiion shoouldd bee inncluudedd inn thhe proccesss off maakinng aan eenquuiryy. 2.prricee faactoor: as a nnegootiaatorr, wwhenn yoou ttry

27、to perrsuaadeyourr coountterppartt too offferr yoou aa faavorrablle ppricce, youu wiillhavee too appplyy appproopriiatee neegottiattionn skkillls. In ordder toconvvincce yyourr coountterppartt too accceppt yyourr suuggeestiion, youve gott too giive goood rreassonss too suuppoort youur requuireemennt

28、 oof tthe lowwestt prricee, bby, forr exxampple, liistiing a seriies of facctorrs tthatt afffecct tthe priicess. 商务英语语谈判口口语3.paackiing facctorr: tthe modde oof ppackkingg iss annothherimpoortaant terrm tto bbe ddisccusssed to avooidanyy misuundeersttanddingg whhichh maay lleadd too diispuutess orr c

29、llaimms resuultiing froom ddamaage to thee gooodss. 4.paaymeent terrm: plaays a vveryy immporrtannt rrolee foor eeverry trannsacctioon, andd itt muust be exppressslyy (eexplliciitlyy) sstattedwhenn maakinng aan ooffeer.5.Wee caan ooffeer yyou 20,0000 piiecees ffor Artt. NNo. 16 atUS$880 pper pieece

30、CIFFC 55% LLonddon forr shhipmmentt inn Maay.商务英语语谈判口口语Thiss iss a verry uusefful andd heelpfful tecchniicall exxpreessiioncommmonlly uusedd whhen makkingg ann offferr, iin wwhicch namee off coommooditty, tottal quaantiity, unnit priice, prricee termms, terrms of payymennt, timme oof sshippmennt, va

31、llidiity ofoffeer (if its aa fiirm offfer) arre iinclludeed.6.I wass woondeerinng Whenn asskinng ffor a ffavoor ffromm soomeoone, itt woouldd bee impoolitte tto bbe ddireect. Innsteead, fuuncttionnal exppresssioonssuchh ass “II waas (am) woondeerinng/wwondder if ” cann exprresss yoour polliteenesss.

32、商务英语语谈判口口语Unitt 2Pricce BBarggainninggI. GGeneerall Inntrooducctioon In bbusiinesss nnegootiaatioons, prricee baargaainiing is of greeateest impporttancce. Thhe sselller, onn thhe oone hannd, wannts to selll aat aa hiigh priice andd a seccuree teermss off paaymeent; thhe bbuyeer, on thee ottherr haa

33、nd, waantss too buuy aat aa loow ppricce aand an earrlieer ddeliiverry ddatee. So thee seelleerss quuotaatioon iis oofteen mmuchh hiigheer tthann whhat thee buuyerr haas eexpeecteed. Inn thhis casse, if thee seelleer aand thee buuyerr waant to conncluude a ttrannsacctioon, theey mmustt drrivee a har

34、rd bbarggainn. So greeat pattiennce is neeededd annd iin oordeer tto pput thee buusinnesss thhrouugh, booth thee seelleer aand buyyer shoouldd haave a pperffectt unnderrstaandiing of eacch ootheerss poosittionn.商务英语语谈判口口语II. Diaalogguess Dialloguue 11 A: Ms. Liiangg, wwevve bbeenn innvollvedd inn th

35、he ttea bussineess forr maany yeaars. Hoow iis tthe bussineess goiing? B: NNot badd, rreallly. Weevee doone preettyy weell oveer tthe yeaars. Thhis timme IIm preeparred to ordder a mmuchh laargeer qquanntitty. Butt foor aan aattrracttivee orrderr, IIm exppecttingg yoou tto ooffeer mme aa loowerr prr

36、icee. WWilll yoou ggivee mee a lowwer priice if my ordder is larrge?商务英语语谈判口口语A: A lloweer ppricce? Sorrry, buut yyou donnt reaallyy meean thaat, do youu? YYou wannt uus tto lloweer oour priice thooughh thhe mmarkket priice isgoiing up? Whhen I ggavee yoou tthe preevioous quooatiion, I madde iit vve

37、ryy cllearr thhat if theeres aa chhangge iin tthe marrkett, oour quootattionn wiill follloww. NNow youu seee, thee maarkeet ppricce hhas goiing up in a sspirral. Wee caantt maatchh ouur pprevviouus ooffeer, andd wee ceertaainlly ccant ggo lloweer.B: Theen wwhatt iss thhe lloweest priice? A: USDD1855

38、 peer ccasee. WWe ccant mmakee anny ffurttherr coonceessiionss.商务英语语谈判口口语B: Imm noot uusedd too baargaainiing. Buut yyourr prricee iss tooo hhighh foor uus tto aacceept. Itt woouldd bee veery diffficcultt foor uus tto ppushh anny ssalees iif wwe jjustt taake thee prricee. A: if youu taake quaalitty

39、iintoo coonsiiderratiion, thhe ppricce wwe ooffeeredd iss moore favvoraablee thhan thee quuotaatioons youu caan gget froom oour commpettitoors. B: Sinnce were likkelyy too pllacee siizabble ordderss, wwe hhopee thhat youu wiill makke ssomee sppeciial conncesssioons. Yoou kknoww, oour ordder is forr

40、a mucch llargger quaantiity. A: Mayy I askk whhats yyourr iddea of a mmuchh laargeer qquanntitty?B: Sayy, 11,5000 ccasees.商务英语语谈判口口语A: Youu caan hharddly calll iit aa laargee quuanttityy, ccan youu? B: Perrhapps nnot, buut sstilll iit iis aan oordeer oof ssomee siize. Im ssuree yoou ccerttainnly app

41、precciatte tthe paiinsttakiing efffortts wwevve mmadee inn puushiing thee saale of youur ttea in ourr maarkeet.A: Theen wwhatts youur iideaa off prricee? B: Thee beest we cann doo iss USSD1555 pper casse.A: Imm affraiid tthatts quiite impposssiblle. Youu caantt exxpecct uus tto rreduuce thee prricee

42、 too thhat exttentt juust forr thhe ppurpposee off suuppoortiing youureeffoortss.商务英语语谈判口口语B: I tthinnk yyou aree weell infformmed aboout thee maarkeet. Youu knnow thaat ssomee ottherr Assiann coounttriees aare selllinng tthe samme aat ccheaaperr prricees. So ourr coountter-offfer is in linne wwithh

43、 thhe wworlld mmarkket. A: Priice cannt be takken sepparaatelly ffromm quualiity. Inn teermss off quualiity, I donnt thiink thaat tthe gooods of othher braandss caan ccompparee wiith ourrs. Its tthe exccelllentt quualiity thaat mmakees iit wwortth tthe diffferrencce iin ppricce. Youu knnow, beetteer

44、 qquallityy meeanss a higgherr prricee.商务英语语谈判口口语B: I aagreee tthatt yoourss arre oof bbettter quaalitty. Youu knnow, wee wooulddntt haave turrnedd too yoou ffor an offfer if it werrent ffor thee goood quaalitty oof yyourr prroduuctss. BBut youur ppricce iis sstilll oon tthe higgh ssidee evven if we

45、 takke qquallityy innto connsidderaatioon. So, I thiink it unwwisee foor eeithher of us to inssistt onn hiis oown priice. Hoow aabouut eeachh maakinng aa fuurthher conncesssioon sso tthatt buusinnesss caan bbe cconccludded. A: Youu waant to driive me bannkruupt! Thhe llarggestt cuut wwe ccan offfer

46、is 3 pperccentt. B: So youu reeallly ddont ssee youur wway to gett itt doown a bbit?商务英语语谈判口口语A: No, Im ssorrry. Thiis iis oour rocck-bbotttom priice. Iff yoou ffindd itt unnworrkabble, Im aafraaid I hhavee too caall thee deeal offf. JJustt noow wwe mmadee a movve. To havve tthiss buusinnesss cooncl

47、ludeed, youulll allso havve tto mmovee, ookayy? B: It seeems theere is notthinng mmoree I cann doo buut ttakee upp yoour offfer. Buut wwe aacceept youur ppricce oonlyy iff yoou ccan makke aan eearllierr shhipmmentt. BBrinng iit fforwwardd frrom Octtobeer tto SSepttembber. A: No proobleem. Imm gllad

48、thaat wwevve ssetttledd thhe ppricce.商务英语语谈判口口语Dialloguue 22B: WWhatts thee aggendda ffor todday? A: IId likke tto gget thee baall rolllinng bby ttalkkingg abboutt prricees.B: IId be happpy to ansswerr anny qquesstioons youu maay hhavee. A: YYourr prroduuctss arre vveryy goood. Buut IIm a llitttle w

49、orrrieed aabouut tthe priicess yoourre qquottingg . B: Youu thhinkk wee arre aaskiing forr moore？A: TThatts nott exxacttly whaat II haad iin mmindd. II knnow youur rreseearcch ccostts aare higgh, butt whhat Idd liike is a 225% disscouunt.B: TThatt seeemss too bee a bitt tooo hhighh, MMr. Wanng. I dd

50、ont kknoww hoow wwe ccan makke aa prrofiit wwithh thhat. A: PPleaase, Mss. LLianng. Welll, if we proomisse ffutuure bussineess vvoluume salles tthatt wiill slaash youur ccostts, rigght？B: YYes, buut iitss haard to seee hoow yyou cann pllacee suuch larrge ordderss. HHow couuld youu tuurn oveer sso mm

51、anyy？Wed nneedd a guaarannteee off fuuturre bbusiinesss, nott juust a pprommisee. A: WWe ssaidd wee waanteed 110000 piiecees ooverr a sixx-moonthh peeriood. Whaat iif wwe pplacce oordeers forr twwelvve mmontths, wiith a gguarranttee？B: EEvenn wiith vollumee saaless, oour cossts wonnt go dowwn mmuchh

52、.商务英语语谈判口口语A: JJustt whhat aree yoou ppropposiing？B: WWe ccoulld ttakee a cutt onn thhe ppricce. Butt 255% wwoulld sslassh oour proofitt maargiin. We sugggesst aa coomprromiise 110%. A: TThatts a bbig chaangee frrom 25%! CCant yyou go anyy fuurthher? B: IIm afrraidd itts thee beest we cann doo. A: O

53、Ok. In thaat ccasee, wwelll tthinnk iit ooverr annd ggivee yoou aan aanswwer sooon.商务英语语谈判口口语Dialloguue 33 A: We unddersstannd tthatt yoourre iin tthe marrkett foor vvinyyl ppainnt. Youu knnow we aree onne oof tthe leaadinng mmanuufaccturrerss inn Ammeriica andd shhalll bee plleassed to be hellpfuul

54、 iif yyou neeed.B: I wwondder if thiis iis tthe besst ttimee. TTherre iis mmuchh moore Vinnyl paiint on thee woorldd maarkeet tthann acctuaallyy iss reequiiredd att prreseent, soo thhe ppricce ooftthiss kiind of prooducct iis ttenddingg doownwwardd. LLookk, hheree iss thhe qquottatiion in toddays nn

55、ewsspapper. Thhe ppricce hhas pluummeetedd ovver thee laast twoo daays.商务英语语谈判口口语B: Thaank youu foor yyourr offferr, MMr. Wanng. Butt Im aafraaid youur ppricce iis oout of linne. Higgherr thhan currrennt mmarkket priice. A: Outt off liine? Id bbe rrathher surrpriisedd. II addmitt thhe ppressentt maa

56、rkeet iis vveryy unnfavvourrablle tto uus. Butt thhis wonnt lasst llongg. IIt oonlyy occcurrredd inn thhis timme pperiiod. Itt caannoot rreprreseent thee trrendd. B: Mayybe we holld ddifffereent poiintss off viiew on thee trrendd off thhe ccurrrentt maarkeet ppricce. Butt too bee frrankk wiith youu,

57、 aall thee offferrs wwe hhavee reeceiivedd frromEurropee arre bbeloow UUSD 1,1100. A: Butt yoou mmustt taake quaalitty iintoo coonsiiderratiion wheen yyou commparre ppricces. Haave youu coompaaredd ouur qquallityy wiith theeirss? AAre theey iin tthe samme cclasss? Ourrs iis tthe besst wworlldwiide.商

58、务英语语谈判口口语B: I aacceept thaat: thee quualiity is inddispputaablee; bbut Imm suure thaat yyou, ass a bigg suuppllierr, kknoww beetteer tthe suppplyy poosittionn inn thhe wworlld mmarkket. Itts onlly iin vvieww off ouur llongg-sttanddingg buusinnesss reelattionns tthatt wee coome herre tto ppurcchasse

59、ffromm yoou.A: O.KK., sinnce thee innterrnattionnal marrkett iss loow, Idd liike to adjjustt ouur ppricce ddownnwarrd bby 550 ddolllarss too USSD 11,1110 pper tonn. WWe hhopee thhis revviseed ppricce wwilll ennablle yyou to plaace an ordder. A: Alll riightt, wwithh a vieew tto llongg-teerm intterees

60、tss, II aggreee too coonclludee thhe ttrannsacctioon aat tthe priice youu suuggeesteed.B: I aapprreciiatee yoour efffortts aand coooperratiion andd hoope thaat tthiss wiill be thee foorerrunnner of othher traansaactiionss inn fuuturre.A: So do I.商务英语语谈判口口语V. UUsefful Senntenncess 1.Thhe ppricce oof