商务英语口语教程省名师优质课赛课获奖课件市赛课百校联赛优质课一等奖课件

Unit13

BusinessNegotiation

商务英语口语教程1/17Step1

The1stPeriodGreetingsandRevision2/171.Greetings

Howwasyourweekend?3/172.Revision

HereIamgoingtocheckthehomework,fromwhichIwillknowhowwellthestudentsdidinthelastclasses.4/17Step2

The1stPeriodUnit135/17Duringthenegotiation,whatisthemostimportant?Whatshouldwepayattentionto?Hereallowmetogiveyouageneralideaaboutbusinessnegotiation,fromwhichyouwillknowsomenegotiation

1.Lead-in6/17tips:

★Beprepared.Informationispower.★Knowwhatyourneedsare.“bottomline”★Neverlie.continuedcontact★Befair.“win-win”★Timeismoney.“speed,moremoney”★Bepatient.firstoffer7/17Introductionandgreetingsbargainingmakeanagreementappreciate

2.Themainstructureofdoingbusinessnegotiation8/17ReadthedialogueMakeasimilardialogueHaveadictationBusinessTerms3.Consolidation9/17E:

EXW:ExWorksFactoryF:FOB:FreeonBoardCarrierFCA:FreeCarrierC:CFR:CostandFreightportofdestinationCIF:Cost,InsuranceandFreightportofdestinationD:DES:DeliveredExShipportofdestination10/17Step3

The2ndPeriod

Howtobargain

11/171.Ourpriceisreasonableascomparedwiththatintheinternationalmarket.2.Yourpriceishigherthanthosewegotfromelsewhere.3.Youshouldtakequalityintoconsideration.4.Itwouldbeverydifficultforustopushanysalesifwebuyitatthisprice.5.Youmaynoticethatthepriceforthiscommodityhasgoneupsincelast

year.

1.Keysentences12/176.ThepriceforthiscommodityisUS$25perpoundintheinternationalmarket.7.Wemayreconsiderourpriceifyourorderisbigenough.8.Ifyourpriceisfavorable,wecanbookanorderrightaway.9.Itisdifficultforustosellthegoods,asyourpriceissohigh.10.You’llagreeourpriceismostfavorable.1.Keysentences13/17NegotiationtipsToknowyourbottomprice.Don’tmakelargeconcessions.Bequick-minded.Showyourownadvantage.Aimatthelong-termrelationship.Makethemlookgood.Keepaslowanddeliberaterule.Quitwhileyou’reahead.Keepuncertain.2.HowtoBargainunderafavorableposition14/17Step4

The2ndPeriod

Homework

15/17StrategyMakeadialogue3Introduction112YouareasalesmangerofABC