国际商务谈判英语（第二版）第07章报盘与还盘

1、International Business Negotiation EnglishPart Two Business Negotiation Practice 商务谈判实践Stage 1: Preparation (准备）Stage 2: Opening Statements （开局说辞）Stage 3: Bargaining （磋商）Stage 4: Settlement （签约）Opening StatementsBargainingPreparationSettlementChapter Seven Offer and Counter-offer 报盘与还盘Learning focus

2、 : (学习要点)Knowing of background knowledge on offer and counter-offer了解关于报盘和还盘的背景知识Understanding the definitions on offer and counter-offer 理解报盘和还盘的定义Comprehending the definitions on offer and counter-offer 深刻理解报盘和还盘的内容Mastering skills of using letters and dialogues in business negotiation 掌握用信函及对话进行商

3、务谈判技巧7.1 Background knowledge I 背景知识介绍 1. Offer：An offer is made when a seller promises to sell goods at a stated price and within a stated period of time. The party who sends the offer is called the offerer；while another party who receives the offer is called the offeree. 2. Categories of offer （1）

4、 Firm offer: The following expressions of validity are concerned with a firm offer:We offer （v） firm as follows，subject to your reply reaching us by five p.m , our time, Friday , October 8.We offer （v） firm as follows，the validity is for 10 days /till October 10.This offer is firm （good /open / vali

5、d）for 10 days /till October 10 We make （ submit/forward /send） you an firm offer, subject to your reply reaching us by October 10. We make （ submit/forward /send） you an firm offer, the validity is for 10 days /till five p.m , our time, Friday , October 8.7.1 Background knowledge I 背景知识介绍 2. Categor

6、ies of offer （2）Non-firm offer：If an offer is without a validity and sometimes unclear, incomplete and with reservation, it is called non-firm offer. Under this situation, it is not binding the offeror , who has the right to cancel or withdraw it at any time. The expressions concerned with a non-fir

7、m offer are as follows:We make （ submit /forward /send） you the following offer：subject to our final confirmation subject to the goods being unsoldsubject to prior salewithout engagement7.1 Background knowledge I 背景知识介绍 3.Forms and contents of offer In business activities, like an enquiry, an offer

8、can also be made orally or in written form no matter it is a firm offer or a non-firm offer , the contents of which should usually include the following:The name, price, quality and quantity of the goodsThe date of the delivery and or the time of shipmentThe terms of paymentThe validity of the offer

9、 Other term concerned, such as packing, discount, commission, insurance, etc.7.1 Background knowledge I 背景知识介绍 4. Counter-offer :5. The Structure of a letter concerning counter-offer When making a counteroffer in written form , the following should be included in a counteroffer:Acknowledge receiving

10、 the offer, repeating some concerned main points briefly of the letter. Express the regret at the buyers inability to accept the offer /counter-offer , explaining the reasons for non- acceptance.Make a counter-offer / counter counter-offer, forwarding correct suggestions or amendments to the former

11、offer or counter-offer.Hope the counter-offer will be accepted and express wishes of mutually beneficial cooperationsubject to 根据in our favour 以我方为受益人 be acceptable to sb 对 是可以接受的take pleasure in making you the following firm offer be pleased to make you the following firm offer兹向你方报实盘如下By confirmed

12、 irrevocable L/C payable by draft at sight保兑的、不可撤销的即期信用证with keen interest 极有兴趣 Re: 事由the captioned goods 标题货物Appreciate 欣赏；理解；感激。your prices appear to be on the high side你方价格似乎偏高out of line with 与不符；in line with 与相符the prevailing market level. 现行的市场价格水平Leave sb with sth 给某人留下the principal / main /

13、major 主要的the medium price range. 中等价位范围10. We suggest that you make us a 10 reduction that would help to introduce your goods to our customers? 7.2 Letters on Negotiation信函谈判 Notes：7.2 Letters on Negotiation信函谈判Letter 7- 1 A firm offer written by the exporter to the enquiry “letter 6-1” written by t

14、he importer.Dear sirs:Thank you for your inquiry of May 16 , 2 in which you enquired about the details of our products, newly developed NumanMP4, M6000 Now we take pleasure （ we are pleased to make ） in making you the following firm offer，subject to your reply reaching us by the end of this month.（实

15、盘的标志句）Commodity: MP4Specification: M6000Quantity: 200 dozens Price : at US$ 55 each CIF Vancouver Color: black , white , blue , grey Shipment: Within two months after receiving your L/CPayment: By confirmed irrevocable L/C payable by draft at sight in our favour for the full invoice value.With regar

16、d to the discount, we allow clients 5 for quantity not less than 200 dozens. We trust the above terms and conditions will be acceptable to you and await with keen interest your order. 7.2 Letters on Negotiation信函谈判Letter7-2 A non-firm offer written by the exporter to the enquiry “letter 6-1” written

17、 by the importer. Dear sirs:Thank you for your inquiry of May 16, in which you enquired about the details of our products, newly developed NumanMP4, M6000 Now we take pleasure （we are pleased to make ） in making you the following offer， subject to our final confirmation （虚盘的标志句）Commodity: MP4Specifi

18、cation: M6000Quantity: 200 dozens Price : at US$ 55 each CIF Vancouver Color: black , white , blue , grey Shipment: Within two months after receiving your L/CPayment: By confirmed irrevocable L/C payable by draft at sight in our favour for the full invoice value.With regard to the discount, we allow

19、 clients 5 for quantity not less than 200 dozens. We trust the above goods will be acceptable to you and await with keen interest your order.7.2 Letters on Negotiation信函谈判Letter7-3 A counter offer written by a importer to the offer “letter 7-1” written by the exporter. Dear Sirs: Re: Newly developed

20、 NumanMP4, M6000.Thank you for your letter of May 17 , in which you made us a firm offer about the details of your products, newly developed NumanMP4, M6000. We appreciate the good quality of your goods, but unfortunately your prices appear to be on the high side and out of line with the prevailing

21、market level. To accept the prices you quote would leave us only a small profit on our sales since this is an area in which the principal （main/major）demand is for articles in the medium price range. So we suggest that you make us a 10 reduction that would help to introduce your goods to our custome

22、rs.Meanwhile, information indicates that some parcels of Japanese Make have been sold here at a much lower price.（比较法）It is in view of our long-standing business relations that we make you such a counter-offer. As the market is declining , we hope you will consider our counter-offer most favorably（激

23、将法）and fax us your acceptance as soon as possible. We are anticipating your early reply.V 7.3 Dialogue Practice 对话演练 -Call or face to face 电话或面对面 Ask the students to read Dialogue 1 and Dialogue 2then make a presentation .7.4 Cases and Situational Dialogues案例与情景会话Group Activities : 小组活动1.Ask the stu

24、dents to choose Case 1 or case2 to discuss and finish the reply letter writing .2. Ask the students to choose situational dialogue 1 or dialogue 2 to discuss and finish the dialogue presentation .Mrs.Mr.Welcome Chapter7 counter-offer Practice 还盘 实训Task 1:Letter writing 任务一：信函写作Task2:Spoken English任务

25、二： 口语演练Business NegotiationDefinitionNegotiationis adialogue between two or more people or parties. It intended to reach?., resolve?., produce ?., bargain?., Negotiation is intended to aim atcompromise. Negotiation occurs in business, non-profit organizations, government branches, legal proceedings

26、among nations and in personal situations such as marriage, divorce, parenting, and everyday life. Professional negotiators are often specialized, such as business negotiators union negotiators, leverage buyout(杠杆收购) negotiators, peace negotiators, hostage negotiatorsDifferent negotiation behaviorsJa

27、pan. the least aggressive (or most polite). more positive promises, recommendations, and commitments. polite conversational style - infrequent use ofnoandyouand facial gazing, as well as more frequent silent periods.China (Northern). ask questions information-exchange tactics. similar to the Japanes

28、e, particularly the use ofnoandyouand silent periods.France the most aggressive threats and warnings use interruptions, facial gazing, andnoandyouvery frequently English-Speaking Canada the lowest aggressive persuasive tactics (threats, warnings, and punishments) use noticeably more interruptions an

29、d NOs than negotiators from either of Canadas major trading partners, the United States and Japan.United Kingdom. The behaviors of the British negotiators were remarkably similar to those of the Americans in all respects. Have a strong sense of the right way to negotiate and the wrong;Protocol is of

30、 great importance ;the British negotiation style: extremely cold and arrogant.Pre-NegotiationNegotiatingComing to an AgreementPre-NegotiationSet out your objectivesKnow your extremesKnow what your opposition is trying to achieveConsider what is valuable to your business, not the costsApproach the ot

31、her party directly to make an appointmentSet the agenda in advance if necessaryNegotiatingBe powerful to influenceGive a reward or an incentiveKeep the negotiation in your controlAim highly to gain the best deal for yourselfRemain flexible throughout the negotiationKnow your subject matters well and

32、 communicate this well to the other partyConfidence & PowerComing to an AgreementBoth parties signaturesDont say anything about the terms agreedConfirm the agreement by sending an Order Form or Fax, etc. Business Etiquette Wear a SuitconservativeprofessionalWhat to Wear ? Shirts As a rule, the simpl

33、er the better, no bright colors, French cuffs or monograms. Ties To play it safe choose a traditional silk tie, no loud colors or patterns. To men:Socks Usually black, dark gray, dark brown, or dark blue.Shoes Make sure your shoes are polished and shined and that your heels are in tack. Jewelry and

34、Cologne Less is better. Avoid wearing a lot of cologne and jewelry. Do not wear more than one ring, remove earrings and multiple chains.Dress Blouses A cotton or silk blouse in a neutral color with a simple collar is fine. Your blouse should fit comfortably, and not appear to be tight, wrinkled or d

35、istracting due to loud colors. Scarves A classic 34- inch square silk scarf . Less is better, less color and less patterns. Keep it simple.To Women:Shoes Choose a color that compliments your suit and handbag black, brown. Be sure to have your shoes polished and shined and that your heels are in tact

36、. Stockings Do not wear contrasting colors. Avoid opaque and printed stockings.Jewelry and Perfume Avoid wearing earrings. Remove all non-traditional jewelry. Putting it into PracticeKeep any Bad Habits in CheckListen as Well as SpeakLessening the Degree of Formality Over Time Ending the Conversatio

37、nPlay it Safe Business Conversation etiquetteBasic social conversation rules: Keep it short; keep the conversation moving. Limit responses to 60 seconds or less. Avoid opinion and emotion-evoking topics such as money, politics & religion. Do not interrupt. Do not finish other peoples statements. If

38、someone does or says something rude, ignore it. Do not complain. Do not criticize others. Say nothing evil about common acquaintances, former bosses or coworkers.Address a new acquaintance by his or her title and last name until you are invited specifically to use a first name. PerformanceMr. ZhuMr.

39、 SunThanks for Your Watching !I. Revision （复习）1.Enquiry , offer ， counter-offer 询盘， 报盘， 还盘2.Layout of a letter on counter-offer 还盘信函的结构 General enquiry 一般还盘Specific enquiry 具体还盘Enquiry询盘Offer 报盘Counter-offer还盘Firm-offer 实盘Non-firm offer 虚盘Decline 拒绝Concession 让步 Tips for Making a counter Offer 还盘信写信

40、技巧 Thank the offeror for his offer 感谢对方报盘Express regret not to be able to accept 遗憾不能接受 Explain the reasons for non-acceptance 不接受的原因Put forward your counter-offer 提出还盘目标urge the partner to accept it 敦促对方接受RegretsThanksReasonsYour counter-offerurging还盘信函的结构 Focus 实训目标Writing a letter on counter-offe

41、r 根据报盘信写还盘信counter offer in spoken English 口语还盘II. Practice 实践Step 2Step 3Step 42Useful sentence patterns-Thanks 感谢2Thank you for your letter dated April 2, in which you made us a firm offer about the details of your products.We have received your letter of May 8th making us an offer about Red Wine

42、,for which we thank you very much. 1Step 2Step 3Step 42Useful sentence patterns- Regrets 遗憾2We appreciate the good quality of your goods , but It is regretful that your price cant match the market level.We have received your letter of May 8th making us an offer about Red Wine ,for which we have to r

43、egret to say that your price is on high side . 1Step 2Step 3Step 42Useful sentence patterns- Reasons原因2for the prices for the same quality have further dropped by 10% in the market. ( reasons)Accepting your price will leave us only small profit .1Step 2Step 3Step 42Useful sentence patterns-Reasons原因

44、2For the prices for the same quality have further dropped by 10% in the market. Accepting your price will leave us only small profit .1Step 2Step 3Step 42Useful sentence patterns-Counter-offer还盘 2 We think it is for your interest to give us a reduction of 20%to maintain the low selling price and cha

45、nge the shipment to 20 daysWe hope to change the shipment date “Within one month after receiving your L/C” to 15 days after receiving your L/C” , for the goods are needed here badly .1Step 2Step 3Step 42Useful sentence patterns- Ending 2 We think it is for your interest to give us a reduction of 20%

46、to maintain the low selling price and change the shipment to 20 daysWe hope to change the shipment date “Within one month after receiving your L/C” to 15 days after receiving your L/C” , for the goods are needed here badly .1Kindle :US $100 Mini-pad : US $ 250Mini-pad will spoil your three generatio

47、ns , while kindle will make you wealthy all life . Mini毁三代， kindle 富一生I-phone4S-16G US$350 I-phone5S US$350 Ordinary young people xiaomi-3(小米3)： US$ 250The patriotic petritk youth 爱国青年长相思在“全球化”之前一直在波尔多安营扎寨。长相思的种植面积稳步增长，如今法国有20000公顷，全世界则有45000公顷。葡萄酒研究最新发现了它的香味释放机理。如今由这一品种酿造的葡萄酒在香气（黑茶子叶、柚子、黄杨木、柑橘、水仙）的

48、强度，口感和鲜活感上非常平衡，使之成为许多原产地监控命名白葡萄酒或地区餐酒中的“畅销品”。Sauvignon sovinj Blanc wine长相思葡萄酒US$100小米3Kindle / mini-pad I-phone5SI-phone 4S单反毁三代，kindle富一生 Useful sentence patterns for counter Offer Thanks: Thank you for your letter dated April 2, in which you made us a firm offer about the details of your products

49、 Regrets: We appreciate the good quality of your goods , but It is regretful that your price cant match the market level， Reasons :For the prices for the same quality have further dropped by 10% in the market. Counter-offer: We think it is for your interest to give us a reduction of 20%to maintain t

50、he low selling price and change the shipment to 20 daysEnding :We look forward to you prompt acceptance.Dear sirs:Thank you for your inquiry of 16 May, 2009 , in which you enquired about the details of our products newly developed NumanMP4, M6000 .Now we are pleased to make you the following firm of

51、fer，subject to your reply reaching us by the end of this month.（实盘的标志句） Commodity: I-phone Specification: I-phone4S-16G, I-phone5S Color: black , white Price : at US$350, 650 each CIF Dalian Quantity: 200 dozens for each specification Shipment: Within one month after receiving your L/C Payment: By confirmed irrevocable L/C at sight in our favor for the full invoice value. .How to write a letter on counter-offer 如何写还盘信 Reduce the price by 15% to 20% 价格要求降低15-20%2. change the shipment date to 10days or 20 days 装运期要求改为10-20天Dear sirs: Thank you for your