商务英语谈判6

BusinessNegotiationEnglishModulesofBusinessNegotiationObjectives1.Acceptance&ConclusionofaContract2.SimulatedNegotiationAcceptance&ConclusionofaContractAnacceptanceistheunconditionalagreementtoanoffer.Adealisconcludedwhenthebuyeracceptstheseller’sfirmoffer/softoffer.Inmostofthecases,anacceptanceismadeintheformofanotice;acceptancecanalsobemadebyacts.TheContractLawAnofferorisinanunfetteredpositiontorequiretheformofacceptance.Anacceptancebecomeseffectiveuponreachingtheofferor;Inthecaseofacceptancebyacts,itcomesintoforceupontheoffereehavingtakentheacts.NecessaryanalysisaftertheacceptanceThestatementofacceptancemustbemadebytheofferee.Noresponseorsilenceisnolongertreatedasaformalacceptance.Theacceptancemustbeinfullagreementwiththeformaloffer.Reservedassent,additionorreductionoftheformalofferisnotarealacceptance.Theacceptancemustbemadewithinthedateofvalidityoftheoffer.WrittenContractTheirrightsandobligationThepriceTermsConditionsforthesaleofgoods/equipment/otherproductsCurrentPracticeinChinaPlacingthecompany’schoponthecontractSignatureConfirmationsignedifacontractisconcludedthroughcorrespondenceGuidelinesforclosingthenegotiationprofessionally1.Keepinmindthataproperclosingofnegotiationisneverdoneinahurry.2.Askyourselfthequestion:WHOgetsHOWMUCH,ofWHAT,WHEN?Keyelements:paymentterms,obligationsofthepartiesrepresentations,warranties,conditionstoclosingthedeal,liabilityissues,remedies,terminationrightsGuidelinesforclosingthenegotiationprofessionally3.Besidespaymentobligations,abusinesscontractusuallyspellsoutvariousobligationsofeachparty.*Whatiseachpartyobligatedtodo?*Bywhatdatemusttheobligationsbeperformed?*Whatqualitystandardsmustbemetfortheobligationstobedeemedfullycompleted?Guidelinesforclosingthenegotiationprofessionally4.Unresolvedissuesshouldnotbe“fudged”byproducingvagueorambiguouswordinginordertoachieveapparentagreement.5.Anagreementisnotsuccessfuluntilithasbeeneffectivelyimplemented.Animplementationprogramwilldefinewhathastobedone,whenandbywhom.ManagingTimeTwocommonpatterns:*Theagreementcomestogetheratthelastminute.*Bothpartiesreachagreementonsomeoftheeasierissuesearlyonintheprocesswhiletheremainingdifficultissuesareresolvedatthelastminute.Confirmwhatisnegotiated1.We’regoingtodrawupthecontractaccordingtowhatwehavediscussed.Toavoidanymistakes,shallwereviewthepointswehaveagreedon?2.Beforetheformalcontractisdrawnup,we’dliketorestatethemainpointsoftheagreement.3.ShipmentmustbemadewithinonemonthafterreceiptofourL/C.Isthatright?4.Arbitration,ifnecessary,willbeheldinSweden.That’swhatwe’veagreedupon,isn’tit?5.You’regoingtopackthemachinesinstrongnewwoodencases,aren’tyou?6.Let’sgooverthetermsandconditionsofthecontracttoseeifeverythingisallright.Reviewthetermsinthecontract1.We’llpreparethecontractaccordingtotheresultsofourdiscussion.Toavoidanypossiblemistakes,mayIrepeatwhatwehaveagreedupon?2.Wehavereachedanagreementonthetermsforthecontractingeneralandwearegoingtopreparethecontractaccordingtowhatwehaveagreedupon.Buttoensurethatnomistakesaremade,shallwerepeatallthetermswehavediscussed?3.Shallwegooverthetermsandconditionsofthecontracttoseeifweagreeonalltheparticulars?4.Beforewesignthecontract,let’scheckthetermsandconditionsofthecontractoncemoresoastoavoidanydisputeoversomeminordetailsinthefuture.Asktheotherpartytogothroughthecontract1.We’llhavethecontractsenttoyourhotelforyoutogothrough.2.Hereisthecontractwehaveprepared.Pleasetakealookatitbeforeyousign.3.Here’sthesalescontractwedraftedaccordingtotheresultsofournegotiation.Pleasehavealookatthecontracttoseeifthere’sanythingmissing.4.We’vemadeadraftofthecontractaccordingtowhatwehavediscussed.Pleasegothroughthecontracttoseeifthere’sanythingthatshouldberevised/modified/rewritten.Asktomodifysomeoftheterms1.Everythingseemstobesatisfactoryexceptthatonepointismissing.2.Ithinktheshipmentclauseshouldbemodified.3.Ithinkonemoreprovisionshouldbeaddedregardingcommodityinspection.4.MayIsuggestthatyouputdowninthecontract“Shipmentistobemadein2equallotsduringJuneandJulyrespectively,2014”?Closeanegotiation1.We’regladthatthedealhascomeoffnicelyandhopetherewillbemoretocome.2.I’mgladthatwehavebroughtthistransactiontoasuccessfulconclusion.Ihopethiswillbetheforerunnerofothertransactionsinfuture.3.I’mgladournegotiationhascometoasuccessfulend.Let’shopeit’sthebeginningofarichandfruitfulcooperation.4.I’mgladthatourtalkisveryfruitful.Let’shopeit’sthebeginningofalong-termrelationship.5.Congratulations!Ihopethiswillbethepreludetobettercooperation.6.Let’shopethateverythingwillgosmoothlyduringtheexecutionofthecontract.7.I’mlookingforwardtomorecooperationinfutureandfurtherexpansionofourtraderelation.Congratulations1.Let’scongratulateourselvesonhavingbroughtthistransactiontoasuccessfulconclusion.2.I’mgladthatournegotiation/talkhascometoasuccessfulconclusion.3.Ihopeeverythingwillbesatisfactoryduringtheexecutionofthecontract.4.I’msogladthatournegotiationhasbeenveryfruitful.5.Ithinkthesuccessofthisfirstdealwillpavethewayforfuturebusiness.SamplenegotiationL:Goodmorning,MrSmith.S:Goodm