商务英语谈判全套课件.ppt

1、Unit 1 Negotiation Preparations,Unit 1 Negotiation Preparations,I. Warm Up Work in pairs with the following situation You are a clerk in a research firm, and now you are demonstrating your research report, which has included some of the preliminary findings, to your customer. He is very satisfied wi

2、th what you have done. Then you discuss a plan for the next step.,Unit 1 Negotiation Preparations,II. Words and Expressions confidential: 秘密的，机密的 commitment: 承诺，保证，义务 implement: 实施，执行 profound: 深入的，深远的 knowledge: 了解 inspect: 调查 franchise: 特许专营权 entrust: 信赖，委托 discretionary: 随意的，可支配的,Unit 1 Negotiati

3、on Preparations,III. Useful Sentences 1. Market research is actually an analysis of a specific market for a particular product. 2. We forecast that the market for this kind of product will decline rapidly in the next several years. 3. To conclude, even though our target audience is clearly defined,

4、introducing a new product is always a gamble. 4. We have to run the market test for two months.,Unit 1 Negotiation Preparations,5. Im very pleased to be here to give a very brief overview of our marketing research. 6. The table demonstrates the various attitudes among different age groups to our bev

5、erage. 7. Our main purpose is to gather consumer attitude toward the new packaging. 8. The numbers we have show that 20% said they log on to the internet every night for at least two hours. 9. Who are the customers? What quantity and quality do they want?,Unit 1 Negotiation Preparations,10. The firm

6、 under inquiry enjoys a high reputation in the business circles for their punctuality in meeting obligations. 11. As this is the case, we deem it rather advisable for you to refrain from having relations with that company. 12. As far as we know, they are sound enough, but we have no certain knowledg

7、e of their true financial position. 13. We just know little about your company. Would you mind telling us your regular bank in order that we could get acquainted with you company?,Unit 1 Negotiation Preparations,14. Business negotiations are conducted in the following four phases: the preparation ph

8、ase, the opening phase, the bargaining phase, and the closing phase. 15. The pre-negotiation stage starts from the first contact between the two sides whose interest in doing business with each other is shown. From this stage on, both sides begin to understand each others needs, declare values and e

9、valuate the benefits of entering the process of this negotiation.,Unit 1 Negotiation Preparations,IV. Keys to Exercises 1. Translate the following sentences into Chinese 1. One of the purposes of market research is to find out whether theres a market for the product. 市场调研的目的之一就是了解这种产品是否有市场。 2. Somet

10、imes the companies do their own market research, and sometimes they employ specialists to do it. 有时候公司自己搞调研，有时请专家做调研。,Unit 1 Negotiation Preparations,3.Marketing research is the study of all processes involved in getting goods from the producer to customers. 销售调查就是研究产品从厂家到客户之间的一切过程。 4. Are our custo

11、mers satisfied with our products and services and how can they be improved? 消费者对我们产品和服务满意吗？如何提高产品质量和服务？ 5. Our sales reached the target and the customers reaction was good. 我们的销售达到了目标，客户的反应很好。,Unit 1 Negotiation Preparations,6. They are rated as A Company. You can deal freely without risk. 他们被定为A级公司

12、。你们可放心地与之交易毫无风险。 7. Executives of the company are inexperienced in the business and extreme caution is advised in granting credits. 这家公司的管理人员缺乏业务经验，建议在给予贷款上应非常谨慎。 8. Our reference bank is Bank of China, Tianjin branch, which, we feel sure, will supply you with any information. 我们的参考银行是中国银行天津分行。我方确信，

13、该银行将会为你方提供任何信息。,Unit 1 Negotiation Preparations,9. To be fully prepared before negotiations, negotiators will have to take into consideration the following aspects: the negotiation team, gathering of information, and the negotiation brief. 要在谈判前作好充分的准备，谈判者应考虑以下几方面：谈判队伍的组成，信息的获取以及谈判方案。 10. In pre-neg

14、otiation stage, both sides start to form their strategy for face-to-face negotiation as well as try to foresee and take precautions against possible events. 在谈判的准备阶段，双方开始制定面对面谈判时的策略，及预测各种可能发生的事件，并对此采取积极的预防措施。,Unit 1 Negotiation Preparations,2. Translate the following sentences into English 1. 我们决定加强

15、市场调研，从各种渠道收集更多的信息。 We have decided to strengthen market research and gather more information from various resources. 2. 大家都知道，五年来我们的市场发生了一些重要变化。 Everyone knows that thereve been some major changes in our market the last five years. 3. 我们的主要目的是调查消费者的消费潜力。 Our main objective is to investigate the cons

16、umption potential in customers.,Unit 1 Negotiation Preparations,4. 总之, 我们的销售方式应当更加灵活。 In summary, we should introduce more flexible ways of sales. 5. 消费者在哪里？如何和他们联系？ Where are the customers located and how can they be contacted? 6. 在试销阶段他们的产品没有问题。 They have no problems with production during the mar

17、ket test phase.,Unit 1 Negotiation Preparations,7. 我们如何开始销售这种新产品呢？最佳销售时机是什么？ How will we start selling this new product? When is the best time to sell? 8. 做资信调查很难么？ Will making a status inquiry be difficult? 9. 这家公司有口皆碑并很可靠。 This company is well-established and reliable. 10. 你方将能很顺利地得到您所咨询的信息。 You w

18、ont meet any difficulty in obtaining the information you inquire for.,Unit 2 Establishing Business Relations,Unit 2 Establishing Business Relations,I. Warm Up Work in pairs with the following situation Mr. Anderson, an American businessman, is visiting an exhibition. He is rather interested in a new

19、 product, a pair of so-called “air cushioned” shoes, which are manufactured by a small business. Mr. Zhang, an exhibitor from the company, is trying his best to provide Mr. Anderson with detailed information on both his company and the new product.,Unit 2 Establishing Business Relations,II.Words and

20、 Expressions distinguished: 高贵的，卓著的，杰出的 drink/propose a toast to : 为而干杯 set foot: 踏上 cherish: 珍惜，珍爱 enhance: 加强，提高 integrity: 诚实，正直 equality: 同等，平等 benefit: 有益于，使受益; 利益,Unit 2 Establishing Business Relations,III. Useful Sentences 1. There is a matter of great importance. It can only be solved by a d

21、irect meeting. When is the earliest time we can meet? 2. This matter cannot be dragged on. I am willing to fly to see you just to resolve this issue. How about the end of this week? If you cannot make it, please recommend some other dates. 3. As far as Im concerned, any time is all right with me. 4.

22、 8 oclock is a bit of a problem for me. Can you put it off until 10 oclock？,Unit 2 Establishing Business Relations,5. We are willing to enter into business relation with your firm on the basis of equality and mutual benefit. 6. I think that establishing long-term business relations between us will b

23、e of benefit to both of us, and will bring about closer ties between us. 7. This is my first visit to your company. Id appreciate your kind consideration in the coming negotiations. 8. We would be very glad to promote, by joint efforts, both trade and friendship to our mutual advantage.,Unit 2 Estab

24、lishing Business Relations,9. I have a feeling that there are bright prospects for us to cooperate in this field. 10. Where can I get some useful information about the trade fair? 11. In order to let more foreign friends know about our products and to enlarge our market as well, wed like to take par

25、t in some international trade shows. 12. You can get the main exhibitions schedule for this year and next year from the chamber of commerce.,Unit 2 Establishing Business Relations,13. In order to make the trade fair better next time, wed like to have your suggestions for improvements. 14. We didnt h

26、ave time to say good-bye to you because we were busy tearing down the display and shipping the exhibits back. 15. How about the price? Please check the cost of attendance for us.,Unit 2 Establishing Business Relations,IV. Keys to Exercises 1. Translate the following sentences into Chinese 1. I belie

27、ve it is best to have a face-to-face meeting as soon as possible. When are you available? Please suggest a date of your convenience. 我想最好是尽快安排面对面的会议。不知道您什么时候比较方便? 2. It seems I got the wrong number. I was trying to reach another department. Sorry for interruption. 我好像打错电话了。我想要找的是另一个部门。抱歉打扰您了。,Unit 2

28、 Establishing Business Relations,3. Could we meet and discuss the matter in a little more detail? 我们能不能碰个面,再讨论一下这件事的细节？ 4. Im afraid I have to postpone the appointment with you, for something unexpected happened. 我恐怕要延迟和您的约会了，我这里出了点意外情况。 5. On behalf of our company, Id like to say how delighted we a

29、re to receive you here. 我代表我们公司对您的光临表示热烈的欢迎。,Unit 2 Establishing Business Relations,6. We have obtained your name and address from China Council for the Promotion of i、International Trade. 我们是从中国国际贸易促进委员会那里得知贵公司名称和地址的。 7. The purpose of my visit is to inquiry about the possibilities of establishing

30、trade relations with your company. 我来访的目的是询问与你公司建立贸易关系的可能性。 8. Here is my business card. These are the samples of our newly-developed products. Please have a look. 这是我的名片。这些是我们新研发的产品，请过来看一下。,Unit 2 Establishing Business Relations,9. You can find our telephone number and e-mail address in the brochur

31、e I give you or from the business directory. We hope well keep in touch. 您可从我给您的小册子里或企业名目上找到我们的电话和电子邮箱地址。希望我们能保持联络。 10. Im ready to answer the questions you asked at the trade show. 我随时准备回答您在商展上提出的问题。,Unit 2 Establishing Business Relations,2. Translate the following sentences into English 1. 我们好像从来没

32、有过业务往来。您是刚刚从事这一行业吗？ It seems that weve never done business with each other before. Are you new in this line of business? 2. 我想借此机会向热情的主人表示衷心的感谢。 Id like to take the opportunity to extend our sincere thanks to our kind host. 3. 如果您能来，我们将不胜荣幸。 It will be a great pleasure to have the presence of you.,U

33、nit 2 Establishing Business Relations,4. 我希望交易会之前一切都能准备就绪。 I want everything in good order before the Fair. 5. 在展览厅内，请保管好您的贵重物品。 Please look after your valuable properties at the Exhibition Hall. 6. 为了让更多的人了解我们的新产品和我们的国家，我们来参加这个展会。 We have come to this show in order to let more people know about our

34、 new products as well as our country. 7. 您对展厅有特别的要求么？ Do you have any special requirements for the exhibition hall?,Unit 2 Establishing Business Relations,8. 如果方便的话，我想尽早去见你。 Id like to see you at your earliest possible convenience. 9. 最好能够尽早见面，我们不能再拖延了。 It is imperative for us to meet as soon as pos

35、sible. It cannot be put off any longer. 10.我们重新安排一下见面时间好吗？下周同一时间怎么样？ Is there any chance that we could rearrange for the same time next week?,Unit 3 Receiving Guests,Unit 3 Receiving Guests,I. Warm Up Work in pairs with the following situation Mr. Martin, an importer from USA, is going to purchase C

36、hinese raw silk. Mr. Zhang, sales manager of Shanghai Textiles Imp 处于自然状态的 textiles 纺织品；织物；纺织业 privilege 特权; 优特 gracious 亲切的; 和蔼的; 殷勤的 distinguished 卓越的; 著名的 make an all-out effort to do 竭尽全力 accommodate 能容纳; 能提供 tonights reception party 晚宴 be amazed to do 使大为惊奇 main courses 主菜,Unit 3 Receiving Gues

37、ts,III. Useful Sentences 1. It is very happy for us to respect each other and seek the common ground while putting aside difference. 2. It is a great pleasure for me to enjoy equality and mutual benefits. 3. I sincere1y hope that we complement each others advantages and learn each others experience.

38、,Unit 3 Receiving Guests,4. Im sure that we can expand the cooperation, stand from the present and look forward to the future. 5. Our cooperation is seeking the best instead of the largest. 6. Im very happy that you have come all the way from America. 7. You must be very tired after a long flight, M

39、r. Johnson.,Unit 3 Receiving Guests,8. Chinese meal is really very delicious. 9. Glad you could make it today. 10. They toasted the signing of the new agreement. 11. Lets drink to our friendships. 12. We have pleasure in inviting you to our tonights reception party.,Unit 3 Receiving Guests,13. Its r

40、eal gourmet dishreally melts in your mouth. 14. For your convenience and comfort, we accommodate you in Shanghai Hotel. 15. He called the hotel for accommodations.,Unit 3 Receiving Guests,IV. Keys to Exercises 1. Translate the following sentences into Chinese 1. I sincerely hope that your visit will

41、 be worthwhile and meaningful. 我真诚地希望您的来访有价值、有意义。 2. It is indeed my pleasure and privilege to have received your gracious invitation 我深感愉快和荣幸，受到您们友好的邀请。 3. Im very glad that you have so high expectations for this business trip in Beijing. 我很高兴您对此次来京短期工作有如此高的期望。,Unit 3 Receiving Guests,4. We will ma

42、ke an allout effort to make your stay comfortable and pleasant. 我们会尽力使您在此期间过得舒适愉快。 5. Youll need a rest for tonights reception party. 您需要休息一下，今晚还有招待宴请。 6. Im amazed to see many families having a big dinner here. 我惊奇地看见许多家庭在这里享用大餐。,Unit 3 Receiving Guests,7. The round moon is a symbol for completenes

43、s, and by extension, family reunion. 圆圆的月亮象征着圆满，进而象征着家庭团聚。 8. It tastes like shrimp and some kind of fruit. 这道菜有某种水果和虾的口感。 9. Its real gourmet dishreally melts in your mouth. 地道的美味，入口即化。 10. Whats in it on earth? 这里面到底放些什么？,Unit 3 Receiving Guests,2. Translate the following sentences into English 1.

44、 我很高兴您专程从美国赶来，也我真诚地希望您的来访有价值、有意义。 I am very happy that you have come all the way from America. I sincerely hope that your visit will be worthwhile and meaningful. 2. 考虑到您的方便和舒适，我们为您安排了公司外宾专用别墅。 For your convenience and comfort, we accommodate you in one of the companys villas for overseas visitors.,

45、Unit 3 Receiving Guests,3. 我深感愉快和荣幸，能与刘主任这样杰出的人士一起工作。 It is indeed my pleasure and privilege to work with a distinguished group of people like Director Liu. 4. 我很高兴有机会向各位介绍中国的主要传统节日。 I am very happy to have the opportunity to talk to you about major traditional Chinese holidays. 5. 圆圆的月亮象征着圆满，进而象征着家

46、庭团聚。 The round moon is a symbol for completeness, and by extension, family reunion.,Unit 3 Receiving Guests,6. 今天，人们在端午时节举行龙舟比赛。 Today, dragon boat races are held during the Dragon Boat Festival. 7. 您用筷子，这是一顿真正的中国餐！ It is a real Chinese meal, using chopsticks! 8. 吃中国餐时先上冷盘，主菜和汤随后上。 Cold dishes are s

47、tarters at a Chinese dinner. Main courses and soup come later.,Unit 3 Receiving Guests,9. 您能告诉我这是什么菜吗？这是烤鸭，是本地的特色菜。 Could you tell what this is ? It is roast duck, specialty of this region. 10. 我们都应该承认这些文化差异，尊重这些差异，以免产生以解，这很重要。 It is important for all of us to acknowledge and respect these cultural

48、differences in order to avoid misunderstanding.,Unit 4 Companies and Products,Unit 4 Companies and Products,I. Warm Up Work in pairs with the following situation Mr. Green, the chief manager of an Indian firm, is visiting the sample room of Tianjin Garments Imp. therefore we are unable to make you a

49、n offer at present. 我们遗憾地说你方所需的货物暂时无货，因此我们目前不能向你方报盘。 11. We can supply from stock and will have no trouble in meeting your delivery date. 我们可以现货供应并按时交货。 12. We are in a position to accept a special order. 我们可以接受特殊订单。,Unit 5 Enquiries and Offers,13. If your price is favorable, we can book an order ri

50、ght away. 如果你方价格优惠，我们可以立即下订单。 14. There will be no possibility of concluding business with you if you cannt reduce your price by 5%. 如果你方不能将价格降5%，我们和你方达成交易是不可能的。 15. You cant deny that the fact that Japanese goods are sold at a much higher price. 你方不可否认日本货在以更高的价格出售。,Unit 5 Enquiries and Offers,2. Tr

51、anslate the following sentences into English 1.我希望你们给我们报成本加运保费价。 I hope you could quote us your CIF price. 2.我们想了解16号商品是否有货。 We wish to find out if Article No. 16 is available. 3.请你方报成本加运费至伦敦最低价。 Please quote us your lowest price CFR London.,Unit 5 Enquiries and Offers,4.我们可以跟你方报价，每件60美元。 We can mak

52、e you our offer at $60 per piece. 5.我们的报价有效期为三天。 Our offer will be kept open for three days. 6.报价单上的所有价格以我方最后确认为准。 All the prices in Quotation Sheet is subject to our final confirmation. 7.如果你方价格优惠，我们可以立即订货。 We shall place orders with you immediately if your price is favorable to us.,Unit 5 Enquirie

53、s and Offers,8.我方产品物美价廉。 Our products are of superior quality and favorable price. 9.按照你方要求，我方报盘如下，此报盘有效期三天。 At your request, we make you offers as follows which will be kept open for three days. 10. 我们将在近几天内向你方报价。 We shall send you our quotation in the next few days.,Unit 6 Price Bargaining,Unit 6

54、Price Bargaining,I. Warm Up Work in pairs with the following situation: Mr. Meng, manager of Shanghai Haihe Trading Company is discussing a business transaction with Mr. Charles Moulton, general importer from Malaysia for Iron nails. Mr. Moulton asks for a 5% reduction in the price Mr. Meng quoted.

55、Mr. Meng refuses to consider any reduction in price, but give a 2% commission and finally conclude the business.,Unit 6 Price Bargaining,II.Words and Expressions rock bottom price 最低价 make concession 让步 call the whole deal off 取消整个交易 meet each other half way 各让一半 conclude business 成交 make reduction

56、减价 come to an agreement 达成协议 be of the opinion 认为 upward tendency 上涨趋势 counteroffer 还盘,Unit 6 Price Bargaining,III. Useful Sentences 1. To conclude the transaction, I think you should reduce the price by at least 10%. 2. Your price is much higher than we expected. 3. The price of your goods is about

57、 15% higher than that of other manufactures. 4. Thats really our rock-bottom price. We have to take the cost into consideration. There is nothing more we can do now.,Unit 6 Price Bargaining,5. Lets meet each other half way to bridge the gap. 6. Your price has gone up so rapidly. It would be impossib

58、le for us to push any sales at such a price. 7. The best we can do is to make a reduction of 2%in our price. 8. In view of our longstanding business relations, we are willing to reduce our price by 5%.,Unit 6 Price Bargaining,9. We are prepared to reconsider our prices. 10. The price you quoted is out of line with the prevailing market. 11. What I mean is that the gap between your price and ours is too great. 12. Im afraid that there is no room to negotiate the price.,Unit 6 Price Bargaining,13. We cant agree to your request to reduce the price by another 5%. 14. We think o