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新职业英语Warming-upReadingAListening4123ReadingB5Writing6Project7VocabularyandStructureUnit3BusinessNegotiation108SpeakingWarming-upUnit3BusinessNegotiationTask1ThefollowingjeanspictureisasampleforwholesalesadvertisedinChinaDaily.Discusswithyourpartnerwhatyouwillenquireofthesellerwhenyouplantoimportthem.ApricelistSpecificationSamplesShipmentQuantityTermsofpaymentWarming-upHomeUnit3BusinessNegotiationTask2Discusswithyourclassmatestofindoutwhatstepsmightbetakentoreachadealonimportingthejeansabove.Then,fillinthefollowingboxesandexplainwhy.ReadinganadvertisementforjeansSendingaquotationofthejeansandsamplesConfirmingwhattheyhaveagreedAskingfordetailedinformationofthejeansNegotiatingaboutwhattheydifferinHomeReadingATextTask1Task2Task3Task4BackgroundInformationUnit3BusinessNegotiationReadingABackgroundInformationAsakeypartininternationaltrade,businessnegotiationreferstotheprocessinwhichasellerandabuyernegotiatethetermsandconditionsontradingspecifiedproducts,andfinallyreachanagreement.Itcanbedoneorallyorinwriting.Normally,itcomeswhenthecompanyfinishesitsbusinessbackgroundcheckonitspotentialbusinesspartner.Thegeneralprocedureofbusinessnegotiationisenquiry,offer,counter-offer,andacceptance.Butitshouldbenotedthatinpracticenotallbusinessnegotiationsgothroughthefourphases.Unit3BusinessNegotiationBackBackReadingAUnit3BusinessNegotiationTask1Beforereadingthepassage,seehowmuchyouknowaboutthebusinessnegotiationbyansweringthefollowingquestions.1.Haveyoueverheardofthegeneralstepsinbusinessnegotiations?Ifso,listthemintimeorder;ifnot,guesswhattheyare.SuggestedAnswers2.Whatdoweneedtopaycloseattentiontoinbusinessnegotiations?SuggestedAnswersBackSuggestedAnswersI’veheardalittlebitaboutthestepsofbusinessnegotiationsinChinese.AndafterdiscussingwithTom,wefinallynaildownourversionofthegeneralstepsinbusinessnegotiations.Thefirststepistoaskgeneralinformationaboutaproduct.Irememberitiscalled“enquiry”;nextistogiveareplytotheso-called“enquiry”,whichismainlyontheproduct’sprice;thethirdstepiscalled“counter-offer”;andthelastoneistoreachanagreementwhichmeansonepartyfinallyacceptstheother’sconditionsandterms.BackSuggestedAnswersWethinkallthefourstepsareveryimportant.Forexample,ifyouareabuyerandwanttomakeanenquiryabouttheproductyouareinterestedin,youshouldstateclearlythenameandspecificationsoftheproductintheletter.Andifyouwanttobuyalot,you’dbettertellthesellertoquoteyouthebestprice.Fortheseller,heshouldreplytheenquiryassoonaspossible.Whenquotingtheprice,heisstronglyrecommendedtomakeitclearthatthepricemightfluctuate,especiallyinaturbulentmarket.Whenreceivingtheseller’sofferorquotation,youmightfinditimpossibletoaccept.Don’trejectitrudelyorgivenoreplybecausehemightbeyourfuturebusinesspartner.Whendraftingacounter-offer,youshouldgivegoodreasonsforthepartyoudisagreewithandyournewsuggestions.Astothelaststep,“acceptance”,you’dbetterrestatewhatyouhaveagreedontomakesurethereisnomisunderstandingaboutit.Itismuchhelpful,especiallyafterseveralroundsofexchangesbetweenyouandtheseller.BackGeneralStepsinBusinessNegotiationsGenerallyspeaking,businessnegotiationsinvolvefoursteps:enquiry,offer,counter-offerandacceptance.Thefirststepis“enquiry”.Whenreadinganadvertisementinanewspaper,websiteoranywhereelse,buyersmaymakerequestsfortheinformationrelatingtotheirinterestedproductslikepricelists,samplesandtermsofpayment.Sucharequestiscalled“anenquiry”.Aftersendingtheenquiry,itcomesto“offer”.Anofferistheexpressionofthewishofthesellertosellparticulargoodsunderstatedterms,includingquantity,prices,shipment,termsofpayment,etc.Itusuallyfollowsanenquirythatiseitherwrittenororal.Unit3BusinessNegotiationReadingA一般来说，交易磋商包括四个步骤：询盘、报盘、还盘和接受。第一步是“询盘”。买方在报纸、网站或者其他地方看到一则广告后，可能会向对方索取有关自己感兴趣的商品信息，如价格表、样品、付款条件等。而这种索取信息的请求就被称为“询盘”。在发出询盘后，买方就会收到“报盘”。报盘表达了卖方希望出售某种商品的条件，包括数量、价格、装运、付款条件等。它通常出现在口头的或者书面的询盘之后。Unit3BusinessNegotiationReadingANextOfferscanbeclassifiedintotwotypes:firmoffersandnon-firmoffers.Afirmofferisusuallyaseller’spromisetosellspecifiedgoodsorservicesatspecifiedprices,andvalidforaspecifiedperiod,withpacking,payment,etc.describedclearly.Oncethefirmofferisacceptedbythebuyerwithinthevalidity,thesellerisnotpermittedtoreviseorwithdrawhis/herofferandisobligedtoenterintoacontractwiththebuyer.Incontrast,anon-firmofferisactuallyanofferwithoutengagementwhichoftencontainsreservationclauseslike“Wemakeyouanoffersubjecttoourfinalconfirmation.”Nextstepis“counter-offer”.Whenanofferreachestheofferee,he/shemayrejectitandendthenegotiationifhe/shefindsitimpossibletoreachanagreement.Butusuallyhe/shewillcarefullystudytheoffer,andrenewthereceivedofferbyalteringoraddingsometermsandconditions.Insuchacase,thereplytotheofferiscalled“counter-offer”.Unit3BusinessNegotiationReadingA报盘可以分为两大类：实盘和虚盘。实盘通常是指卖方以指定的价格、有效期、包装、付款等内容销售某种商品或服务的承诺。实盘一旦在有效期内被买方接受，卖方就不准修改或者撤回其报盘，并有义务与买方签署合同。相比之下，虚盘实际上是一个没有约言的报盘，它经常包括诸如这样的保留条款：“此发盘须经我方最终确认。”下一步是“还盘”。当报盘送达受盘人，如果发现不可能达成一致，他/她可能会拒绝，从而终止谈判。但是通常他/她会仔细研究报盘，修改或添加一些条款和条件。在这种情况下，对报盘的回复称作“还盘”。Unit3BusinessNegotiationReadingANextAcounter-offerfunctionsasbotharejectiontotheoriginaloffe