商务英语negotiating price课件

2/22/2020NEGOTIATINGPRICEUnitContentsofOralBusinessEnglish(I)DetailedItems1LookingforaJob(I)JobAdvertisementsCoverletter&ResumeJobInterview2ComingtoaNewCompany(I)ReportingforworkTalkingaboutRulesofCompanyTalkingaboutOrganizationalStructureTalkingaboutResponsibilitiesofJobPositionsTouringtheOfficeBuilding3OfficeRoutines(I)TelephoneCommunicatuionBusinessMeetingBooking4Price(II)NegotiatingthePrice5ModesofPayment(II)6SalesPromotion(II)7Shipment&Packaging(II)8SigningaContract(II)9CustomerService(II)............2/22/2020Unit4NEGOTIATINGPRICEUnit4PriceNegotiationLearningObjectives•LearningaboutBusinessNegotiation•LearningaboutTermsinpricenegotiation•Understandingproceduresinpricenegotiation•Learningtotalkaboutpriceadjustments,discounts,andconcessionsBusinessNegotiationⅠDefinitionofBusinessNegotiationBusinessnegotiation,isdefinedasnegotiationdealingwithbusinessaffairs.Itarrangesthesettlementoftermsandconditionsoftrade（贸易条件和条款）bydiscussions.Itmayfinallyleadtoagreementthroughnegotiationsandcompromise.Itincludesconsultation（磋商）,bargaining（讨价还价）,mediation（调解）,arbitration（仲裁）andsometimes,evenlitigation（诉讼）.Ⅰ商务谈判的定义从现代意义上讲，商务谈判可以被定义为处理商务事物的谈判，以讨论协商方式来确定贸易中的各项条件和条款，并最终达成一致。它其中包括磋商、讨价还价、调解、仲裁，有时甚至诉讼。ⅡFunctionofBusinessNegotiationBusinessnegotiationistreatedasanintegralpartofthetotalinternationalbusinessactivity.Businessnegotiationisatooltoachievethegeneralcommercialinterestsofthepartiesinvolved.ⅢTheCharacteristicsofBusinessNegotiation3.Negotiationisaverytryingprocesswithconfrontation（对抗）andconcession（让步）.2.There’snosuchthingas“takeitorleaveit”ininternationalbusiness.Everythingisnegotiable.Italldependsontheexpertiseofthenegotiators.1.Negotiationisattheheartofeverytransactionand,forthemostpart,itcomesdowntotheinteractionbetweentwosideswithacommongoal—profits.ⅤTheMainContentsofBusinessNegotiation＊price(价格)＊quality(质量)＊termsofpayment(付款条件)＊packingandshipping(包装和装运)＊insurance(保险)＊agency(代理)＊complaints,disputesandclaims(投诉、争议、索赔)＊arbitration(仲裁)＊processingandassemblingtrade(加工与装配贸易)＊compensationtrade(贸易补偿)＊technologyimportation(技术引进)ProceduresofPriceNegotiation♦Enquiry/Inquiry（询盘）♦Offer（报盘）♦Counter-offer（还盘）♦Acceptance（接受）♦Order（订货）Enquiry/Inquiry2typesofenquiry1.generalenquiry(generalinformation)acatalogueapricelist/quotationsheetsasample2.specificenquiry•nameofthecommodity•thespecifications(规格）•thequantity•unitpriceFOBorCIF（单价）•packaging(包装）•shipment(装运）•theterms&methodsofpayment•（付款条款和方式）PriceTerms---FOB&CIF•FOB:FREEONBOARD离岸价•装运港船上交货•是指卖方必须在合同规定的装运期内在指定装运港将货物交至买方指定的船上，并负担货物越过船舷为止的一切费用和货物灭失或损坏的风险。•CIF:COST,INSURANCEANDFREIGHT到岸价•成本加保险费、运费•是指卖方必须在合同规定的装运期内在装运港将货物交至运往指定目的港的船上，负担货物越过船舷为止的一切费用和货物灭失或损坏的风险，并负责办理货运保险，支付保险费，以及负责租船或订舱，支付从装运港到目的港的运费。PriceTerms---FOB&CIF•(I)A:Thepriceofthisproductis$950perset.B:DoyouquoteCIForFOB?A:OurpriceisonCIFbasis.•(II)A:What’sthebasisofyouroffer,CIForFOB?Youknow,I’dliketohaveyourlowestquotationCIFShanghai(上海到岸价）.B:Waitaminute.Iwillhaveitworkedoutverysoon…..ThepriceforCOMPAQ1200is$900persetCIFShanghai.A:Oursizeoforderis1000sets.ThedateofdeliveryisJuly.Bytheway,Howlongdoesyourcurrentofferremianvalid?B:Ourofferisfirmofferandremainsopenfor3days.Hereisthequotationsheet….TermsofPayment•3categories:•Remittance汇付•Collection托收•Letterofcredit信用证•Remittance:•Mailtransfer:M/T信汇•Telegraphictransfer:T/T电汇•Demanddraft:D/D票汇•Letterofcredit：•sightL/C即期信用证•timeorusanceL/C远期信用证•revocableandirrevocableL/C可/不可撤销信用证•unconfirmedandconfirmedL/C不保兑/保兑信用证•transferableandnon-transferableL/C•可转让/不可转让信用证•documentaryandcleanL/C跟单/光票信用证•revolvingL/C循环信用证Offer&Counteroffer•Anoffereitherorallyorinwrittenformshouldinclude:•*thename,price,qualityandquantityofthegoods;•*thedateofdeliveryand/ortimeofshipment;•*thetermsofpayment;•*thevalidityoftheoffer;•*othertermsconcerned,suchaspackaging,discount,insurance,etc.Counter-Offer•Acounter-offermeansapartialrejectionoftheoriginaloffer,anditisoftenacounterproposalputforwardbythebuyerortheofferee.•Thesentence“acceptyouroffersubjecttothefollowingalterations…”（接受你方报盘，但须做以下修改）canbeusedinansweringanoffer.•Inmakingacounter-offer,thepartyconcernedshouldexpressregretatinabilitytoaccept,andexplainthereasonsfornon-acceptance.NegotiatingthePricePhasesPhase1:(15minutes)Toreadusefulexpressionsand3conversationsaboutnegotiatingpricestomakeitreadyforvideowatchingPhase2:(10minutes)TowatchthevideoofnegotiatingpricesandgetfamiliarwiththeexpressionsyouhavelearntPhase3:(60minutes)Role-play(2)ConversationPractices(Chinese---6)ConversationPractice(6-1)ConversationPractice1A:今天下午过得如何？B:还好。今早我已详细看过你给我的目录了。我想讨论一下你们计算机扬声器(computerspeaker)的价格。A:好的。这是我们的价目表。B:我看看。你们680型的标价是10美金。大量订购的话有折扣吗？A:当然有。100或以上的订单我们有百分之五的折扣。B:如果我下六百订单，你们可以给我什么样的折扣？A:六百的话，给你百分之十的折扣。ConversationPractice(6-1)ConversationPractice1(Sample)A:Howareyouthisafternoon?B:Justfine.Ilookedoverthecatalogueyougavemethismorning,andI’dliketodiscussaboutthepricesonyourcomputerspeakers.A:Verygood.Hereisourpricelist.B:Letmesee…Iseethatyourlistedpricefor680modelis$10.Doyouofferquantitydiscounts?A:Wesuredo.Wegavea5%discountforordersofahundredormore.B:W