进出口业务谈判 Chapter 2

广州番禺职业技术学院Chapter2Pre­negotiation­MeetingForeignBusinessman(TheFirstTwoPeriods)Module1.Attheairport

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TradeChapter2Pre-negotiation-MeetingForeignBusinessman

Focus

Meetingforeignbusinessmenattheairport Goingthroughcustomsformalities Checking­inatthehotel Customsregulation广州番禺职业技术学院

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TradeChapter2Pre-negotiation-MeetingForeignBusinessmanPartOneExperiencenegotiationsituation1.Gettingin

◆Brainstormquestions

1.Whatpreparationshaveyoutomakeatthestage? 2.Howcanpeoplecheckinatthehotel? 3.Whatarethecustomsregulationsthatforeignbusinessman shallcomplywith?

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TradeChapter2Pre-negotiation-MeetingForeignBusinessman◆Backgroundinformation-Importmanagementsystem

TheChineseandBritishsharesimilarsocialtraits,suchasacertain reservationuponmeetingstrangerscombinedwithastrongsenseof loyaltytowardsestablishedfriends.However,wearecompletely differentintherelativeproportionsofcourtesydisplayedinthe publicandprivaterespectively;theChineseathomeareextremely politetowards,andarewillingtogotogreatlengths,even hardships,toofferthebesttovisitors,whereastheBritisharerather formalandnottoowillingtobedisturbedathome.Onthecontrary, inpublic,Europeansarefullofpoliteness,oftengivingwayto othersandalwaysacknowledgingwhensomeonegiveswaytothem, butinChina,oratleastintraffic,andinshopsandalleyways, everyonefightsforhimself.Itisnotatallunusualtoseealleyway completelyblockedbyapackedcar,forexample,androad intersectionsaredifficulttonegotiateasbicyclistsignoretraffic directionsandcarssnatchgroundwhereverpossible.

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TradeChapter2Pre-negotiation-MeetingForeignBusinessman2.Experiencenegotiationsituation

◆Activity

1.Dividedtheclassinto5groups,4 studentsineachgroup.Onegroupactas thesellerandtheotheractasthebuyer. 2.Setthegoalofthenegotiationforeachpart

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3.Thekeywordsshowingtheprocessofthe negotiationiswrittenonpiecesofnotes.Buyer andsellerisrequiredtopickupthenotesin turnswhichisbeneficialtohisstandandmade themtomatchtheirnegotiationgoal. 4.Discusswithteammemberandgetpreparedfor thecomingnegotiationusingallthekeywordsthey pickupfortheirown.(Thestudentsmighttakethe wrongnoteswhichdonotsupporttheirnegotiation.) 5.Imitatethenegotiationusingallthenotes.广州番禺职业技术学院

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TradeChapter2Pre-negotiation-MeetingForeignBusinessman◆Feedbackoftheactivity

Theteachermakescommentforeachparton howtheyreachtheirnegotiationgoal.

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TradeChapter2Pre-negotiation-MeetingForeignBusinessmanPartTwoLanguageastooling1.Listentothetypeandwritedownthekeywords2.Vocabularystudy–usefulwordsorphrases Declarationform Tobeexemptedfrom Personaleffects Spirits Inexcessof Tobeintended Dutymemo

广州番禺职业技术学院Chapter2Pre-negotiation-MeetingForeignBusinessman

PartTwoLanguageastooling

3.Frameworkoflodgingaclaim

Excuseme,areyou..? Iamfrom..Corporation. Takeashortrest Bringyourluggagefor inspection Showmeyour declarationsform

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Seller

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TradeI’mVancePresleyHowdoyoudo?OK.Hereyouare

BuyerChapter2Pre-negotiation-MeetingForeignBusinessman

Isallyourluggagehere? Yourbriefcaseisexempted fromexamination. Openthissuitcase Anythingtodeclare Anyspiritsortobacco? Duty-freeallowance Dutyfree/payduty Dutymemo

广州番禺职业技术学院Seller

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TradeAbriefcaseandasuitcaseCertainlyPersonaleffectsCigarettesandwhiskeyOneforpersonaluseandtheotherisintendedtobeagift.Wheretopaythedutyforthecamera?

Buyer

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TradeChapter2Pre-negotiation-MeetingForeignBusinessmanNormalstrongerInformal/familiarFormal/politeThanksThankyou!Thanksverymuch! Thankyouverymuchindeed!RememberthatintheUStheautomaticresponsetothanksis:You’rewelcome!IntheUKtheresponseisoftensilence,butyoucansay”Don’tmentionit!OrNotatallorIt’smypleasure!Ifyouarethankingsomeoneforsomethingveryspecialandforwhichyouaresincerelygrateful,youmustusedifferentphrases.Examples:Manythanks!Thankyousomuchfor…I’mverygratefultoyoufor…

广州番禺职业技术学院That’sverykindofyou.PartThreeNegotiationskillandtechnique◆Expressingthanks

TheformulaforexpressingthanksinEnglishisverysimple

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TradeChapter2Pre-negotiation-MeetingForeignBusinessmanPartFourApplication◆Expandedactivityforreallifesituationusing thenegotiationskillandtechniquewelearned today:

SituationalDialogues: ImitateMr.VancePresleyarrivestheairportand XiaoLintopickhimupattheairport.

广州番禺职业技术学院广州番禺职业技术学院Chapter2Pre­negotiation­MeetingForeignBusinessman(TheSecondTwoPeriods)Module2.Onthewaytothehotel

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TradeChapter2Pre-negotiation-MeetingForeignBusinessman2.Experiencenegotiationsituation

◆Activity

1.Dividedtheclassinto5groups,4 studentsineachgroup.Onegroupactas thesellerandtheotheractasthebuyer. 2.Setthegoalofthenegotiationforeachpart..

广州番禺职业技术学院

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TradeChapter2Pre-negotiation-MeetingForeignBusinessman

3.Thekeywordsshowingtheprocessofthe negotiationiswrittenonpiecesofnotes.Buyer andsellerisrequiredtopickupthenotesin turnswhichisbeneficialtohisstandandmade themtomatchtheirnegotiationgoal. 4.Discusswithteammemberandgetpreparedforthe comingnegotiationusingallthekeywordsthey pickupfortheirown.(Thestudentsmighttakethe wrongnoteswhichdonotsupporttheirnegotiation.) 5.Imitatethenegotiationusingallthenotes.广州番禺职业技术学院

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TradeChapter2Pre-negotiation-MeetingForeignBusinessman◆Feedbackoftheactivity

Theteachermakescommentforeachparton howtheyreachtheirnegotiationgoal.

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TradeChapter2Pre-negotiation-MeetingForeignBusinessmanPartTwoLanguageastooling1.Listentothetypeandwritedownthekeywords2.Vocabularystudy–usefulwordsorphrases Mightaswell Datebackto Atone’disposal

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TradeChapter2Pre-negotiation-MeetingForeignBusinessmanPartTwoLanguageastooling2.Frameworkofsettlingaclaimonqualitydeterioration

Buyer’sgoal:settlingaclaimandaskcompensatefromthe sellernomatterwhatfactorcausedit.

Seller’sgoal:findoutthefactcausedqualitydeterioration andpresenthisstandandliabilityandkeep theirrelationsamicablealthoughclaim occurred.

广州番禺职业技术学院Chapter2Pre-negotiation-MeetingForeignBusinessman

WhichhotelwillIstay?outskirtsandthecityproperalongthewayFarmer’shousesLookstraightaheadDatebacktoyoursuggestionsandfeedbackTakearest

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TradeReserveasuiteOneofthebesthotels

Diningroom,aChinese restaurant,abar,abarbershop andalaundryfacilityTakeintheviewoftheNewly-builthousesSplendidBusinesscomesfirstTheprogramyouhave

arrangedLookforwardtohearingGetdowntobusinessAtyourdisposal

BuyerSeller

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TradeChapter2Pre-negotiation-MeetingForeignBusinessmanPartThreeNegotiationskillandtechnique◆Someusefulexpressionsatdifferentnegotiation stages:

“ChaBuDuo”isanimportantconceptwhichis prevalentinChina,whichmostforeignershave difficultywithandwhichmostdefinitelypreventsChina fromparticipatingsuccessfullyintheinternationaltrade scene.Itisthelackofprevisionthatpervadesmany Chinesecompaniesandfactories.Thisconceptis definitelyanareainwhichChine