进出口业务谈判 Chapter 3

广州番禺职业技术学院Chapter3Pre­negotiation­ReceivingForeignBusinessmen(TheFirstTwoPeriods)Module1.Invitationtoadinner

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Focus

Invitationtoadinner Tableetiquettes Chinesefood Adoptingsoftenedwords Adoptingpassivevoice广州番禺职业技术学院

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TradeChapter3Pre-negotiation-ReceivingForeignBusinessmenPartOneExperiencenegotiationsituation1.Gettingin

◆Brainstormquestions

1.Haveyoumadeanyblundersattable? 2.WhatarethedifferencesbetweentheChinesefoodandthe Westernfood?

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TradeChapter3Pre-negotiation-ReceivingForeignBusinessmen

Backgroundinformation:

Eachpersonshouldbehimselforherselfandnotto trytoplayaroleorbesomethingorsomeoneheorshe isnot.IfyouareChinese,trytounderstandand appreciatetheWesterner’sperspective,butplease continuetobeaChinese. Thesame,inreverse,goesfortheforeigners.广州番禺职业技术学院

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Onceatanegotiationtable,aChinesenegotiator triedtoactlikeawesterner,orwhathethoughta westernerwouldactlike,usedwhatheconsideredto beadirect,nononsenseapproachtothematter.Only becausehewasnotbeinghimselfandthereforewason thoroughlyunfamiliarground,hispresentationis couchedinlanguagethatnoself-respectingWesterner woulduse,thusitcausedmisunderstandingand offense.Conversely,Westernerstryingtobecome Chinesearealsooutoftheirelementandcanbeguilty ofequallydamagingperformances.广州番禺职业技术学院

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TradeChapter3Pre-negotiation-ReceivingForeignBusinessmen2.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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TradeChapter3Pre-negotiation-ReceivingForeignBusinessmen◆Feedbackoftheactivity

Theteachermakescommentforeachparton howtheyreachtheirnegotiationgoal.

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TradeChapter3Pre-negotiation-ReceivingForeignBusinessmenPartTwoLanguageastooling1.Listentothetypeandwritedownthekeywords2.Vocabularystudy–usefulwordsorphrases Bequiteobliging Copewith Requestthepleasureofone’scompany Tobeinchargeof Putconsiderationsfirst Makeblunders Makeyourselfathome

广州番禺职业技术学院

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TradeChapter3Pre-negotiation-ReceivingForeignBusinessmen

PartTwoLanguageastooling

3.Frameworkoflodgingaclaim广州番禺职业技术学院

SellerBuyerHowtofindyourroominthehotelExtendaninvitationDinnerpartyFirstvisitComfortableandquietDelightedtogoNotdeserveyourkindnessInterestedinChinesecooking EnjoytheircompanyOtherfriendsChapter3Pre-negotiation-ReceivingForeignBusinessmen

Introducingfriends Tablemanner Whichdoyouprefer, brandyorwine? ThisfoodisSichuan Specialty Fillyourglassagain

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TradeMeetingnewfriendsChinesearehospitableBrandyistoostrongDishesaredelicious,especially…Bottomsup

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PartThreeNegotiationskillandtechnique- Adoptingsoftenedwords◆Peoplecanusesoftenedwordstoexpressindirectlyand inoffensively.Thisstrategycansoftenthetoneincase ofhurtingtheopponentandturnthestrongintothe moderatetone.

Usualexpressions:

I’mafraid… Wewouldsay… Itseemstome… Wewouldsuggest…

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TradeChapter3Pre-negotiation-ReceivingForeignBusinessmenPartFourApplication◆Expandedactivityforreallifesituationusingthe negotiationskillandtechniquewelearnedtoday:

Mr.

Wan

,

an

interpreter,

of

the

Textiles

11

22

33

import

&

export

corporation

is

sent

by

his

manager

to

invite

Mr.

Kittson

to

a

dinner

party.

Mr.

Kittson

has

accepted

this

kind

invitation.

Tell

Mr.

Kittson

about

the

dinner

time

and

some

friends

whom

he

likes

to

meet.

Introduce

Mr.

Kittson

to

the

guests

present

and

4

exchange

greetings

before

the

dinner

party.广州番禺职业技术学院广州番禺职业技术学院Chapter3Pre­negotiation­ReceivingForeignBusinessmen(TheSecondTwoPeriods)Module2.Arrangingavisit

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TradeChapter3Pre-negotiation-ReceivingForeignBusinessmen2.Experiencenegotiationsituation

◆Activity

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

广州番禺职业技术学院

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TradeChapter3Pre-negotiation-ReceivingForeignBusinessmen

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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TradeChapter3Pre-negotiation-ReceivingForeignBusinessmen◆Feedbackoftheactivity

Theteachermakescommentforeachparton howtheyreachtheirnegotiationgoal.

广州番禺职业技术学院

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TradeChapter3Pre-negotiation-ReceivingForeignBusinessmenPartTwoLanguageastooling1.Listentothetypeandwritedownthekeywords2.Vocabularystudy–usefulwordsorphrases Afterall Schedule Inlargequantities Insmallquantities Proceedasplanned Makeeverythingrunassmoothassilk

广州番禺职业技术学院planned

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TradeChapter3Pre-negotiation-ReceivingForeignBusinessmenPartTwoLanguageastooling2.Frameworkofsettlingaclaimonqualitydeterioration

delicaciesanddishesfrom variouspartsofChina Anythingelse Talkwithproceedas广州番禺职业技术学院

SellerAnythingspecialyouwantTakeyoutoanIndustrialExhibitionsNewproductsondisplayTakechemicalindustryforexample

BuyerVisitsomeplacesMorespecificaboutsomeoftheindustriesSeesomethinglikeafoodmarketbustlingwith

activityTraditionalChineseDonotmindvisitingthatstreetSomehistoricspotsCometoasuccessfulconclusion

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TradeChapter3Pre-negotiation-ReceivingForeignBusinessmenPartThreeNegotiationskillandtechnique◆

Adoptingpassivevoice

Apassivevoiceisoftenvaguebywayoftheomission oftheagent.Thenthereismuchmorepossibilityto guesswhoisresponsiblefort