商务英语口语教程市公开课金奖市赛课一等奖课件

Unit13

BusinessNegotiation

商务英语口语教程第1页第1页Step1

The1stPeriodGreetingsandRevision第2页第2页1.Greetings

Howwasyourweekend?第3页第3页2.Revision

HereIamgoingtocheckthehomework,fromwhichIwillknowhowwellthestudentsdidinthelastclasses.第4页第4页Step2

The1stPeriodUnit13第5页第5页Duringthenegotiation,whatisthemostimportant?Whatshouldwepayattentionto?Hereallowmetogiveyouageneralideaaboutbusinessnegotiation,fromwhichyouwillknowsomenegotiation

1.Lead-in第6页第6页tips:

★Beprepared.Informationispower.★Knowwhatyourneedsare.“bottomline”★Neverlie.continuedcontact★Befair.“win-win”★Timeismoney.“speed,moremoney”★Bepatient.firstoffer第7页第7页Introductionandgreetingsbargainingmakeanagreementappreciate

2.Themainstructureofdoingbusinessnegotiation第8页第8页ReadthedialogueMakeasimilardialogueHaveadictationBusinessTerms3.Consolidation第9页第9页E:

EXW:ExWorksFactoryF:FOB:FreeonBoardCarrierFCA:FreeCarrierC:CFR:CostandFreightportofdestinationCIF:Cost,InsuranceandFreightportofdestinationD:DES:DeliveredExShipportofdestination第10页第10页Step3

The2ndPeriod

Howtobargain

第11页第11页1.Ourpriceisreasonableascomparedwiththatintheinternationalmarket.2.Yourpriceishigherthanthosewegotfromelsewhere.3.Youshouldtakequalityintoconsideration.4.Itwouldbeverydifficultforustopushanysalesifwebuyitatthisprice.5.Youmaynoticethatthepriceforthiscommodityhasgoneupsincelast

year.

1.Keysentences第12页第12页6.ThepriceforthiscommodityisUS$25perpoundintheinternationalmarket.7.Wemayreconsiderourpriceifyourorderisbigenough.8.Ifyourpriceisfavorable,wecanbookanorderrightaway.9.Itisdifficultforustosellthegoods,asyourpriceissohigh.10.You’llagreeourpriceismostfavorable.1.Keysentences第13页第13页NegotiationtipsToknowyourbottomprice.Don’tmakelargeconcessions.Bequick-minded.Showyourownadvantage.Aimatthelong-termrelationship.Makethemlookgood.Keepaslowanddeliberaterule.Quitwhileyou’reahead.Keepuncertain.2.HowtoBargainunderafavorableposition第14页第14页Step4

The2ndPeriod

Homework

第15页第15页StrategyMakeadialogue3Introduction112YouareasalesmangerofABCCompa