商务英语谈判
（ Business Spoken English)
Preface：
（Important points and key words and expressions）
Foreign trade work—business negotiation and business reception （or receiving foreign businessmen)。
Business negotiation：talks on price and payment terms, quality of goods, packing of goods，delivery and shipment，insurance，complaints and claims, after-sales service, agency and distribution， doing business in flexible ways, etc。
Business reception (or receiving foreign businessmen): meeting foreign businessmen at the airport，inviting foreign businessmen to dinner parties, accompanying foreign businessmen on their visiting factories, sightseeing， shopping， etc。
What skills should a qualified foreign trade worker possess?
What is a suitable textbook of business spoken English? (with many real situations / in short sentences / clear， reasonable， convincing）
Spoken English for International Business: Dafa Garments Co。/ Wilshire Fashion，Inc. Supplementary reading materials and oral practice of business contacts
The main points of this textbook Spoken English for International Business：American merchants： purchase manager of this firm， Mr. Richard Bowen, his secretary Miss Diana Cade， and assistant manager， Mr。 Guy Dewey
The Chinese merchants: Li Kang， marketing manager of Dafa Garments Co.， and his assistant，Yang Zhonghua
Purchasing better garments—making machines in the US
Attending a cocktail party at the Chinese Consulate in Los Angles。
Introducing to some American businessmen，Mr. Taylor， a brewer (酿酒商) and Mr。 Bush， a sportswear，maker（运动服制作商）the way to do business of exclusive sales and agency, and the way to invest in China。
Part One
Meeting Foreign Businessmen (or a Foreign Businessman) at the Airport
I。 Background: (Important points and key words and expressions）
（1） To receive foreign businessmen at the airport
(2） To take them by car to the hotel where they will stay
(3） To leave the hotel after a short stay so that your guests can have a rest
2. Language points：
(Words) foreign trade and economic co-operation对外贸易经济合作 / talk on (or about） business with sb。与某人谈生意 / car / van / limo （=limousine）豪华轿车；(美国机场接送乘客的）中型客车 / taxi / a single （double) room with bath / a single (double) room without bath （Sentences）
* Appropriate expressions to greet the guests when you meet them： (See p4-p5 of the textbook) （1.1）
＊ Making introductions：（p5)(2。1a）
＊ How to invite the guests （guest） to a dinner party：
-We’d like you to come to a dinner this evening。（We shall be so pleased if you could come to the dinner party.）
—With pleasure. What time will the dinner be?
—At 6：30。 I'll be back for you at 6：10.
（Oral practice）:
1。 Go over the words and sentences （Language points） by reading them aloud.
2. Work in groups of three with the patterns in Ex 1。1 （p4-p5) and Ex 2.1 a（p5)。 Following is the situation： Li Ming and Wei Qingqing come to the airport to meet a foreign merchant, Mr。Singer。Since it’s the first time for them to meet, Wei Qingqing holds a sign with Mr. Singer’s name on it. Soon Mr. Singer appears at the exit of the airport and comes towards them。 Then Li Ming and Mr. Singer begin to talk with each other。 After that, Li Ming introduces Wei Qingqing to Mr. Singer. Then they two greet each other。
II. Study the text of Episode One.
（Listen to the tape。）(Read the text aloud after class。)
Questions on the text：
1。How many characters are there in the text？ Who are they?
2。 Who landed at the airport first？ Did the hosts and the guest meet before? Then how did the host find him？
3. What hotel will the foreigners stay ？ Where is it situated？
Oral practice：
(Situation）： Mr。 Smith and Mr。 Brown are merchants from Great Britain。 They are old customers of Yong Sheng Company. Qiu Weiling and Chen Feng, representatives of Yong Sheng Company are waiting for their British guests at the airport. Qiu knows Mr. Smith very well but does not know Mr. Brown. And Chen Feng has never met Smith and Brown. When the Chinese meet their guests at the exit， they exchange greetings with each other and make introductions. Qiu and Chen help the guests with their luggage and take them to the car they arrange for the guests。 In the car， Qiu asks Smith whether they had a good journey。 Smith says it is a smooth flight and he enjoys it very much。 Qiu also asks Smith how many days they will stay in Wuhan. Smith says that he will stay for four days and that they will go to Shanghai after their four days’ stay in Wuhan. Qiu suggests the guests go sightseeing to the East Lake， the Yellow Crane Tower and the Guiyuan Temple。 Smith says that if time allows, they will go there。 But Brown says he wants very much to pay a visit because he was told so much about the three well-known scenic spots。 Chen hopes that Mr. Smith will not lose this good chance. After a discussion， they work out an itinerary - 1.Visiting the factories on the first day; 2. Business negotiations and signing the contract in the following two days; 3. Going sightseeing on the fourth day. The car stops at the hotel where the foreigners will stay. In the room, Chen says to Brown that it is quiet and the latter agrees and says it is a room with a good view of the city. Qiu invites their guests to the dinner party to be given for them in the evening （See the relative sentence patterns on page 2). At last the hosts and guests say good—bye to each other.
III。 Study the text of Episode Two.
（Listen to the tape。)(Read the text aloud after class.）
Part Two
A Dinner Party
I. Background：（Important points and key words and expressions）
1。 (1） To go to rooms or room of the guests and then accompany them to the dining-room
（2) People greet each other， and some of them are introduced to each other.
（3） Before dinner， people sit， have tea or some other drinks and chat for a few minutes。（4) When dinner is ready， the chief host announces the dinner and seats the guests. Everybody sits round the table， and the dinner party begins.
(Oral practice 1):
What do the hosts and guests say in the above four situations？
（1) (The foreigners are waiting in their room. You press the button of the doorbell。 Then……) (2） (Reference) p25［1.1a)1） 2）］ Li Jun and Fu Qingqing accompany Mr。 Green , the general manager of ASR Co. and the purchase manager, Mr. Johnson to the dining—room. Mr. Zhou， the general manager of Jin Shun Co., vice—manager, Mr。 Yu, and the head of the office Mr. Wu are waiting at the gate。 Since they meet for the first time, Li introduces Zhou to the foreign guests。 Then Zhou introduces the other two people to Green. They also exchange greetings。
(3) -Do you like …or…? （tea / coffee) （coca-cola / orange juice） (7—up / lemonade)
—…， please.
(4） (略）
II. Study the text of Episode Three.
(Oral practice 2)：
Expressions used during the dinner
(Serving the food）
*— What would you like to drink?
—I prefer… to…（or I’d rather have…than… or …， please) (mineral water / whisky; soft drinks / spirits; （grape）wine / beer； brandy / maotai）
*-Please help yourself to… It’s delicious。（assorted vegetarian delicacies素十锦, roast beef, whole fried squirrel-shaped fish）
-Mm… Good！
＊-Let me help you to…（cold dishes， sweet and sour pork, white cut chicken)
—Thank you。
*—I like…best。（or …is my favourite， or I am fond of…)（Beijing roast duck, sea food， sweet and sour spareribs）
— Have some more。
(Explaining the food）
＊— My, the design is beautiful. What is it ?
—It’s “Eight—jewel Rice Pudding ”. It’s made of eight especially tasty ingredients， such as glutinous rice, assorted candied fruits.
—It is a pity to disturb the design。 Let me take a picture。
＊- Oh， my， marvelous!。 The design of a peacock。
— It’s “A Peacock Spreading Its Tail”.
— Let me take some pictures。 I know， Chinese food is well-known throughout the world for its colour, aroma and flavour。
—You are right.
*— These must be preserved eggs。 What do you call them in Chinese?
—We call them songhua, which means “pine flowers”。 If you look at them closely， you will see something that looks like pine trees on them。
— So it is (果真如此）。 How interesting!
［Guifei chicken （guifei： highest ranking imperial concubine). — Guifei refers to Lady Yang Yuhuan. She was the favorite mistress of Emperor Tang Xuanzong （725-768 AD）］/ snowy shark’s fins （shark’s fins with egg white） / mapodoufu（bean curd cooked with spicy sauce， pock—marked grandma’s bean curd）］
（ Expressions of “toasts”）
( Expressions of “toasts”）
*Cheers！干杯！祝你健康！(举杯祝酒时的用语，在宴会上使用频率最高，可随时自由地使用）/ ＊Bottoms
up！干杯！把杯中的酒喝光！（举杯祝酒时的用语，用于气氛最热烈之时）/ ＊Let me propose （drink）a toast to…(May I…？）（Here is to…）为…干杯!
(Situation 1）
The Chinese manager：We have long been expecting Mr。Brown’s visit to our company。 May I propose a toast to our distinguished guest Mr. Brown ?
All: Cheers！
Mr。Brown: I’ve come to probe into the possibility of establishing business relations with you and hope for our long co-operation. Let me drink a toast to the happiness and health of the whole table。
All:Cheers!
(Situation 2)
The Chinese manager： We shall begin our work tomorrow。 I believe both sides can co-operate closely, so let’s drink to the success of our negotiation. Bottoms up！
All： Bottoms up ！
Part Three
Telephone calls
I. Background: （Important points and key words and expressions)
（When you are at home） a telephone call from abroad， a telephone call to foreign countries，a local telephone call；
(When you go abroad） telephone calls to make appointments.
II. Different situations： (Please note that the names of the Chinese can be substituted by any other Chinese names when oral practice is done.）
1。 (When you are at home） -
(1）(Situation One) A telephone call from abroad：
Ding Wei, a staff member of JinYun Trading Firm， receives a telephone from an old friend， Mr。Joe Fisher of SPT Company in Australia。 In his call， Joe Fisher says he will fly to Wuhan with his colleague Mr。 Teller to attend the Wuhan Minifair which is to be held next week, and asks Ding Wei to book a double room for them. He tells Ding Wei his flight number-BA Flight 24 and their arrival—landing at Tianhe Airport at 10:00 this Friday morning.
(Oral Practice) (Please note that the names of the Chinese can be substituted by any other Chinese names when oral practice is done.)
(The telephone in Ding Wei’s office rings.)
D：……
F: ……
…………………
(2) （Situation Two) A telephone call to Britain
Xu Yong， the sales manager of CNHB Import & Export Corporation is phoning a British importer，Alan Brown of Harper ＆ Grand to press for an L/C (催促开立信用证)。 Since Alan Brown is not in the office, his secretary, Miss Tate receives the phone and says that she will take a message. Xu Yong tells her that according to Contract No。 1378HP, the date of shipment is approaching and that the L/C should reach CNHB Import & Export Corporation before March 10th。 He stresses that if the L/C arrives late， there won’t be any steamer available from the exporter’s port to the importer’s port。
Alan Brown comes back in his office two hours later。 He telephones Xu Yong。 He says that he has instructed the bank to open the L/C in one or two days and that it will reach the exporter before March 10th. He also said that as soon as the L/C is opened， he will inform Xu Yong of it.
Xu Yong says that he will send the goods as soon as he receives the L/C.
(Oral Practice）（Please note that the names of the Chinese can be substituted by any other Chinese names when oral practice is done。）
Miss Tate: Harper & Grand. Can I help you ？
Xu Yong: ……
…………………….。
(Two hours later）
Alan Brown:…
Xu Yong：……
…………………………。
（3）(Situation Three) A local telephone call
The Garments Company has arranged sightseeing for Miss West， the representative of AST Trading Company. Liu Xiaohua, a staff member of the Garments Company phones Miss West before she goes to the Great Bridge Hotel to pick her up。 She first phones the hotel operator, and then Miss West receives the call. The situation is like this： Liu Xiaohua is going to pick up Miss West at the hotel at 9：00 a。m。, but the latter says that she is waiting for an urgent phone call from her home office and that she will phone Liu Xiaohua after she answers the phone call from her home office。。
(Oral Practice) （Please note that the names of the Chinese can be substituted by any other Chinese names when oral practice is done。）
Hotel Operator： Good morning！ This is ……
Liu Xiaohua: May I………in Room ……？
Hotel Operator:………………。
(Miss West picks up the receiver.）
Miss West:………。
Liu Xiaohua：……。
…………………………….。
2。（When you go abroad) -
(Situations) Members of a Chinese trade delegation are now in the US。 They give telephone calls to make appointments with American clients or some American clients give telephone calls to the Chinese trade delegation。
(1) （Situation One） A telephone call to make an appointment (1)
Someone: Hello!
Qian （head of the Chinese trade delegation ）: Hello！ Is that Mr。 Hillman of ST&T?
S： I'm sorry you’ve got the wrong number.
Q: Is it 66552166?
S： No，this is 66552266。
Q. My mistake, sorry.
S. That’s nothing.
………………..
Hillman: Good morning。 ST＆T.
Q： Is that Mr. Hillman?
H: Speaking。
Q： Hi， Mr. Hillman. This is Qian Jin speaking. Our delegation arrived yesterday and we shall stay here for seven days. I’d like to see you and talk with you。
H: Are you free now?
Q: I’m sorry we are busy arranging the exhibits at the moment.
H： Then what time is suitable for you.
Q: Could you come at 7 this evening?I’ll be expecting you in my room。 Now， I’m staying in Room 3011， Holiday Inn。
H: I’ll take down your address and the time: （While writing - ) Room 3011， Holiday Inn, at 7 p。m.
Q: That’s right。
H: See you!
Q: See you!
(2) （Situation Two) A telephone call to make an appointment （2）
Hotel Receptionist: The Holiday Inn。 Can I help you？
Mr. White： I’d like to know which room Mr。 Lin is in。 He is the member of the Chinese trade delegation。
H.R。: Wait a minute， please…。 Yes, Mr. Lin. He is in Room 3015.
W： Would you please put me through？
H.R.: Hold the line， please.
……………….
L (a member of the Chinese trade delegation）: Hello！
W： Is that Mr。 Lin ? This Norbert White speaking。
L: Oh, how are you, Mr。 White. Glad to hear you. I’m expecting a chance to see you。
W： Look， Mr。Lin， I'd like to arrange a meeting with you this afternoon.
L: Sorry， I have got another appointment then。
W: Well, what about tomorrow morning？
L： I’ll check my diary (记事簿）. I’ll be free at11:00 tomorrow morning。 Is it Ok?
W： That would be good. Can you come to my company？
L： It sounds great。
W： Tomorrow morning at11：00， I'll come to the hotel to pick up you and your colleagues. I’ll arrange a Chinese dinner for you all。
L: That’s so nice of you。 See you tomorrow。
W： See you。
[Oral practice for （1）（Situation One) and for （2) （Situation Two)］：
Talk in groups on giving telephones to make appointments when you are abroad。 You may imitate the materials of Situation One and of Situation Two。 Make some changes where necessary.
Part Four
A Business Journey to a Foreign Country
I。 Background：（Important points and key words and expressions）
Traveling abroad to do business
sending an invitation
getting the visa or visas。
The flight tickets， the first class (头等舱), business class （商务舱） and economy class （经济舱）。
Informing the foreign company of their flight number and arrival time。 (Study the text of Episode Eleven.）
Going through entry formalities （办理入境手续)。（See Supplementary Reading Material One.）/ Baggage Claim (行李领取台) t
Having something to declare（申报）/ the red exit （红色通道）； / the green exit(绿色通道).
（Study the text of Episode Twelve and Supplementary Reading Material Two。）
Checking in at the hotel (在旅馆登记入住). （ See Supplementary Reading Material Three.)
II. Supplementary Reading Materials
1。 Supplementary Reading Material One:
Immigration officer： Good morning。 May I see your passport，please？
Visitor： Yes, here you are， sir.
I.O。:You are ＊**(某某某）。
V.： Yes。
I。O. What’s the purpose of your visit？
V.： I'm here on a business trip。 I am invited to an industrial fair.
I.O.： I see. How long are you going to stay here？
V。: A little over two weeks.
I.O。： May I see your vaccination certificate （预防注射证，免疫证书）?
V，： Here’s the vaccination certificate.
I.O。: All right。 Please go to the customs。 The officers there may ask you some further questions。2。 Supplementary Reading Material Two:
(At the customs office）
Customs officer: May I have your customs declaration slip， please？
Visitor： Sure. Here it is.
C.O.： Is this all your baggage?
V.： Yes。
C.O.： Have you anything dutiable?
V.： I don’t believe so。
C.O。： Please open your bag.
V.:OK。 These are my personal effects: my suits and underwear, books on finance and computers, and some others。
C.O.： You have only one camera？
V. Yes.
CO。: I see you have ten computers.
V.： The computers are samples for the industrial fair.
C。O.: I can release (对…放行） the ten samples now on condition that on your exit （出境时） you submit a written statement by the organizer of the industrial fair， who receives the samples. Please close your bag。 You are through now。 Have a pleasant stay here。
V.： Thank you.
III. Oral practice 1 (Entry into the US) p139 （1.1)
Oral practice 2:(Accommodations） p 140 （2.1) / Supplementary Reading Material Three- : (At the reception counter of the hotel)
Host (the man from a foreign company）: We have a reservation in the name of the Chinese trade delegation， made by a Mr。 Parker.
Hotel receptionist: Let me see。 (To Mr。 Li)Yes, sir, a party of four from China。 Would you please fill out these registration forms individually while I prepare your keys? I'll also need your passports for registration， if you don’t mind。
Li (The head of the Chinese trade delegation): No problem. Oh, you have a beautiful hotel。
Hotel receptionist： Thank you, sir。 Here are your passports and keys, Mr. Li and Mr. Zhou，you two have a suite （套间）on the fifteenth floor-Room 1506 with a good view of the lake below。
Mr。 Sun, here is yours， a single room on the fourteenth floor— Room 1422。 And Miss Yao’s in the next room-Room 1424。 The bellboys （服务员，行李员） will show you up and help you with your bags.
Li： Thank you. I’m sure we’ll be comfortable。
(The bellboys take the luggage and all the Chinese guests follow them to the individual rooms。)（Now, the bellboy, Mr。 Li and Mr。 Zhou enter their room。）
Bellboy: Here we are， sir。 Here's the light switch（电灯开关）.
Li： Fine。
Bellboy: Here is the closet (盥洗间） and the bathroom is over there。
Li: Great。 I want to wash up （洗手洗脸）.
Bellboy： Is there anything else， sir？
Li： No, thanks. I think I’m OK.
Bellboy: Well， if you require anything， please call room service （客房服务部）。
Li： Thank you。（tipping) This is for your help。
Bellboy: Thank you。.
Li： That’s all right
Part Five
Price and Terms of Payment
I. Background: （Important points and key words and expressions)
On the issue of prices， tring to persuade the other side by giving enough reasons（See useful words, phrases and sentences.）（ Study the text of Episode Seven （and the part of p77—78—Terms of International Business) and the text of Episode Eight (and the part of p90—91—Terms of International Business). And read Supplementary Reading Material （on negotiations of prices）. As to terms of payment, see the text of Episode Eight (and the part of p90—91）.
1. Useful words， phrases and sentences：
(1） FOB, CFR， CIF 是国际贸易中常用的价格条件（或价格术语）（price terms 或terms of price）。＊FOB（Free on Board）装运港船上交货（指定装运港）: e.g。 FOB Shanghai
*CFR(Cost and Freight）成本加运费（指定目的港）: e。g。 CFR London
*CIF（Cost，Insurance and Freight）成本、保险费加运费（指定目的港)（freight运费/ insurance 保险）： e.g。 CIF Singapore
(2)* quote sb。 a price for sth.: …… / * quote sb。 sth. at a price……
e。g。 1 We quote you our price for Item 77 as follows：US$ 1850 per piece CFR Karachi。我们现就77号商品向你们报价, 价格条件为成本加运费，每件1850美元,目的港卡拉奇。e。g. 2 For our animal toys,we are quoting you 42 pounds sterling per set FOB Shanghai. 我方现就我们的动物玩具向你方报价，每套42英镑，价格条件为装运港船上交货, 装运港上海。
2。 Supplementary Reading Material (on negotiations of prices）：
B(=Buyer） S(=Seller）
(Situation 1—Meeting Each Other Half Way）
B: For your luncheon meat, what’s the lowest price?
S：￡220 per case CIF London。
B： I’m afraid it’s too high to work on。 You know our order will be a large one.
S: What ‘s your idea of a large order？
B: Say， 500 cases.
S: You can hardly call it a large order.
B: Perhaps not,but still it is an order of some size. I hope you will leave us some margin of profit (利润）。
S: May I know your idea of price?
B：￡206 per case.
S: I’m afraid that’s quite impossible. You can’t expect us to cut it to that extent。 The best we can do is ￡216。
B: My local customers bid（出价，递价） me the price lower than ￡216。 Can you bring down（削价)your price a little?
S: You know our cost price(成本价）has greatly increased recently.
B: To close the deal（达成交易）, let’s meet each other half way: ￡211 a case, OK?
S: All right。 We exceptionally accept this price in order that you can push the sale of our luncheon meat in your market.
B: I’m glad we’ve come to terms（成交）。 This is a good beginning of our cooperation.
S: And “Well begun is half done".
B. That's right。
(Situation 2 —Offering the Rock—bottom Price）
B: Our local users need dried black funguses (干黑木耳）。 Do you happen to handle it？
S: Yes， we specialize in this line. Here is the sample。
(After looking at the sample）
B： I'd like to have your price。 Please quote on the basis of CFR Hamburg.
(The seller writes down the price and gives it to the seller）
B: Thank you。……Well, can you reduce your price? I think it a bit too high。
S： Our price is closely calculated and it’s quite workable.
B: Our primary concern is price. If I order 4,000 bags of dried black funguses, can you cut down your price， by， say， 12％?
S： We hope to do business with you, but a reduction of 12 % is out of the question （不可能（接收)). We’ve concluded substantial business with the importers from your neighbouring countries at such a price. But considering the quantity you will order, we can shade (略减) our price by 2 %。
B： Let’s have a compromise price。 How about a 7 ％ reduction?
S: I'm afraid we can’t. This is our rock-bottom price。 I hope you will not lose the chance and accept this price.
B： Well， all right, I take your price.
（Situation 3 —Talking about Commission and Discount)
（After an initial discussion, the seller and buyer have agreed on such a price—US＄ 1，239 per ton CIF Boston. Now their discussion on the price is proceeding。）
S： How many tons will you order？
B： We will place an order of 12 tons。 Can you grant us a 5% commission and a 5％ discount？ You see， we have to publicize this product because it is new to our clients.
S。 We can give you a 5% commission， but there is no discount.
B： If I increase my quantity from 12 tons to 15 tons， can I get the discount？
S： If you increase your quantity from 12 tons to 20 tons, you will have the discount.
B: 5% discount?
S： Yes， 5％ discount.
B: OK，I’ll order 20 tons。
II。 Oral practice—Do your oral practice according to the above situations （Situation 1 Situation 2 and Situation 3). Be sure to change the names of the commodities， names of the ports，quantity， unit price, etc. And if possible, you may do some more changes.
Part Six
Delivery and Claim
I. Background： (Important points and key words and expressions）
In business negotiation, attention should be paid to the shipment clause。（See useful words，phrases and sentences.）(Study the text of Episode Nine and read Supplementary Reading Material （on the delivery of the goods）。
Lodging claims for short delivery(短交)，inferior quality,late delivery， not opening L/C in time， etc. （Study the text of Episode Nine and read Supplementary Reading Material （on claims）. II. Read the supplementary reading materials：
1。 Supplementary Reading Material （on the delivery of the goods）：
（Asking for an Early Delivery）—
(At a commodity fair) Mr. Palmer, the buyer and Mr. Tang， the seller are discussing the shipment clause of the contract.）
P: Mr. Tang， I’m glad we have settled the terms of payment。 May I know when we could expect delivery?
T: By the end of July。
P: By the end of July? I’m afraid that would be too late for us. As you know, what I've ordered is a seasonal product. My customers， the local retailers are waiting for the goods。 So the goods must be shipped before July， or we won't be ready for the season.
T: I quite see your point。 But the factory is fully committed (订货已满） for the delivery of the second quarter。 We’ve signed more contracts at this fair than before。
P: This may be so, but I sincerely hope you will give your special consideration。
T: If you insist， we’ll rearrange our production line and try to deliver the goods to you in the first ten days of July。
P: Can you make the shipment in early July, say， before July 3rd ?
T： It's the best we can do to deliver the goods in the first ten days of July。
P: Okay， the first ten days of July then。
T： So， we shall put in the contract “Shipment in the first ten days of July".
P: Thank you very much, Mr。 Tang。 It’s considerate of you.
T： Not at all. Shall we move on to the next issue-the claim clause?
P: All right.
2. Supplementary Reading Material （on claims）:
(Claim on the Wrong Goods)—
（At a mini—fair, Miss Johnson is discussing with Mr. Hull the wrong goods shipped to her company last month.）
J： Good morning， Mr。 Hull.
H： Good morning， Miss Johnson。
J: Mr。 Hull, regarding our Order No. A331， we received 20 cases of leather shoes last month。But there are discrepancies(差异,不一致)between the actual contents and your shipping list. H： What are the discrepancies？
J: According to the shipping list， we should have 10 cases of men’s leather shoes and 10 cases of ladies’ leather shoes。 But what we have received are 15 cases of men's leather shoes and 5 cases of ladies’ leather shoes。 Here are Survey Report WG90316 （WG90316号检验报告 ) and our statement of claim (索赔清单).
H：（ Perusing Survey Report WG90316 and the statement of claim ） Well, I will contact the factory and let you know our decision soon, say, how about this afternoon？
J： All right， I’ll come this afternoon。
(In the afternoon， Miss Johnson comes to continue the discussion on the same matter.）
H: Good afternoon， Miss Johnson
J: Good afternoon， Mr。 Hull。
H: I'd like to have a discussion with you on the matter of claim。 Owing to the mistake made by our staff at the workshop, we sent 5 cases of wrong shoes. We shall send 5 cases of ladies’ leather shoes instead in three days。 As to the wrong goods， that is， the 5 cases of men's leather shoes， we’d like you to help us sell them。 For this, we shall give you a special discount， a 30％ discount. Do you agree with me？
J： I quite agree with you. But please write us a letter to confirm all the things you have promised about this matter, including the 30％ discount of the 5 cases of men’s leather shoes.
H： Yes， I will send a letter to confirm all the things we have promised about this matter。 So I’m glad that your claim has been settled in this way。 And here I should offer an apology for the trouble caused to you。 I hope such a thing would never influence our business relationship later.
J: I’m glad this matter is settled。 I’m waiting for your delivery of the 5 cases of ladies’ leather shoes and will help you sell the 5 cases of men’s leather shoes.
H: Thank you。
III．（Oral practice） Talk in groups on the following situations:
1.(Situation）—Now the buyer is talking with the seller about the delivery of the goods he orders.
He asks for shipment in March， but owing to the heavy commitment (订货已满), the factory is not in a position to (能够） deliver the goods in March. The buyer says his customers are in urgent need of the goods. Then the seller decides to make a change in the production plan to help the buyer. He will deliver 40％ of the goods in March and the rest in April. The buyer agrees to this arrangement and thanks the seller for his cooperation.
2. （Situation)-
When ABC Co. (the buyer) received the goods from SPT Co. （the seller）， they found 18 ％ of the packages had been broken. This Co. said that they should have the broken packages repacked before delivering them to their customers and that an extra expense would amount to nearly US$ 1，500. For this, ABC Co. lodged a claim against SPT Co。 Now the buyer and the seller discuss this matter on the telephone。
Part Seven
Packing
I。 Background：（Important points and key words and expressions）
Outer packing: for requirements of protection, transportation， loading， unloading， handling and storage of commodities; / Inner packing: beautifying and publicizing commodities, making them sal（e）able。
The packing containers used in export trade are: wooden case(木箱）,carton（纸箱）,box（盒子)，crate(板条箱）,gunny bag（麻袋），drum(圆桶）, bale（大包，大捆），（shipping)container(集装箱），pallet（托盘），etc。
The following packing marks are used in many cases:
Fragile. （小心易碎）
Use No Hooks。（禁止钩吊）
Keep Dry. （保持干燥）
Do Not Stow on Deck。（切勿在甲板上堆放)
Inflammable. (易燃物品）
Handle with Care. （小心轻放)
II。 Reading Materials about Packing:
1． On Inner Packing and Outer Packing
(B=buyer S=seller）
B： The next thing I'd like to bring up （提出) for discussion is packing。 You know， buyers always pay great attention to packing. And a packing that catches eyes will help us push the sales. S： You are right。 But please don’t worry. Our inner packing is attractive。 All the boxes are beautifully designed and come in line with（符合，与….一致）the local market preference at your end。 I'm sure the new packing will turn out to your clients’ satisfaction.
B： I’m glad to hear that. Can I have a look at a model?
S: Very sorry. I don’t have a model at hand。 You may look at the pictures of some packing models in our catalogue here.
B： Good. They are beautifully designed. The new inner packing of the porcelain is in Chinese national style and suitable for display in supermarkets。 May I know something about your outer packing? S: We pack the porcelain in cartons. Each carton contains thirty-six pieces.
B: Please tell me the particulars (细节）。
S： Each piece of porcelain is wrapped in a fine paper bag， six pieces are put in a white inner box, and six inner boxes to a carton。
B： What are the dimensions of the carton?
S： The dimensions of the carton are 120cm long， 86cm wide， 56cm high， the volume is 0。578 cubic metre。
B: And the weight？
S: The gross weight is 22.5 kilos, and the net weight is 18。5 kilos.
B： Wouldn’t it be safer to use wooden cases?
S： Wooden cases are heavy and cost more than cartons. Cartons are our usual packing forms. They are comparatively light and easy to handle.
B： Are they strong enough for long-distance transportation and handling ？
S： Yes。 They are made of cardboard （卡纸板）, reinforced (加固) with straps from outside, and lined (给…加衬里） with foam plastics in order to protect the goods against press.
B: I see。 Do you stencil (用模板印制,刷制) packing marks on the cartons?
S: Of course。 We mark our cartons with the words such as “Fragile”，“Handle with Care”. B: In that case， I guess I can be assured。 I’ll use cartons。
2。 Changing Larger Packages to Smaller Ones
（B=buyer S=seller）
B： What kind of packing do you plan to use for this consignment of screws （这批螺丝钉）?
S: What’s your suggestion on packing？ Please tell me.
B： you know, of the fifty cartons of screws shipped to Beirut on January 24th, nine were delivered damaged。 This is because the distance is long and some of the cartons are not strong enough for the weight。 So I suggest you change the larger packages to smaller ones.
S: First, once again, let me express my regret for the nine damaged cartons。 As soon as we were informed of the damage, we gave it our immediate attention. I discussed this matter with our technicians. It seems that our idea coincides with yours.
B： You are going to use smaller packages， aren’t you？
S: Yes。
B： That sounds good。
S： And we have prepared the smaller cartons for this consignment.
B： Thank you very much。
S: I must be thankful to you for your good suggestion。
III. Oral practice:
1. Complete each dialogue with the figures and words in the brackets：
（1）B: May I know something about your outer packing？
S： We pack the …in … . ＊(wall lamps / cartons）
*＊(refrigerators / wooden cases）
Each … contains…。＊(carton / 48 pieces of wall lamps)
＊＊(wooden case / 6 sets of refrigerators )
B： Please tell me the particulars。
S： Each … is wrapped in …, ….. are put in …, and … to …。
*（wall lamp / a plastic bag / 4 pieces of wall lamps / a small box / 12 small boxes / a carton）＊＊(refrigerator / a long plastic bag / 1 set of refrigerator / a long cardboard box / 6 long cardboard boxes / a wooden case）
B: What are the dimensions of …？＊ (the carton） ** (the wooden case)
S： The dimensions of the carton are …long，…wide, …high， the volume is ….
＊（83 cm / 65 cm / 62 cm / 0.335 cubic metre）
＊*(1.71m / 1。22m / 1。64m / 3.5 cubic metres ）
B： And the weight？
S: The gross weight is …kilos， and the net weight is …kilos.*（17。5 / 13.4）
＊＊（ 437 / 360。5)
2. Talk in groups on the following situation.
(Situation)—
The seller asks the buyer to tell him what his packing requirements for different places. The buyer's packing requirements are as follows： for Dubai—packed in wooden cases of 112 lbs(pounds), each containing 7 lbsx16packets （小包); for Malta—packed in double gunny bags of 50 kilos each; for Britain-packed in 25—kilo cardboard cartons.
Part Eight
Exclusive Sales and Agency （包销及代理）
I. Background：（Important points and key words and expressions）
Exclusive sales and agency are the customary ways of doing business in international trade。 Exclusive sales: An exclusive sales agreement means that the importer should sell a certain amount of or a certain quantity of a commodity or several commodities of the exporter in a certain area or several areas and in a certain period. And the exporter should provide the commodity or commodities only to this importer in this area or these several areas and in this period. The importer who does exclusive sales business is the sole dealer(包销商）。 He should buy from this exporter only, if his country's law permits。 In China, the length of this agreement is usually one year。In America, it is not specified (规定)， but there is a clause of termination or renewal of the arrangement in such an agreement。 The two parties in the exclusive sales agreement have a “principal—to-principal”（主人与主人) relationship。
In an agency agreement, the owner of a commodity or commodities appoints an individual or a firm as his agent, so their relationship is a “princip al-to-agent" （主人与代理） one. An agent gets commissions from the principal. There are three kinds of agents: commission agents （佣金代理），exclusive agents（独家代理)and general agents（总代理）。 The commission agent is not exclusive。 The exclusive agent enjoys exclusive rights. The general agent represents the principal in a larger area and is given more authorization （授权). The duration（期限）of an agency agreement
is usually1-5 years. Some agency agreements are unfixed—term （无期限) ones. As a usual practice in international business, in an agency agreement, there is a clause that if one party fails to execute the agreement, the other party can cancel this agency agreement。
II. Reading Materials:
1. On Exclusive Sales
（Mr. Fang, manager of a Chinese export company talks with Mr. Lipton， an American importer。）F： Welcome， Mr. Lipton. Welcome to our company. Take a seat, please。
L: Thank you.
F： Did you have a look round our factory yesterday？
L： Yes， I did. I was deeply impressed by what I saw there. So I have even more confidence in pushing the sale of your blankets。
F: Then we can cooperate more closely to expand our business。
L： In order to cooperate more closely, I should say， an exclusive sales agreement must be reached between us。 That will help us a great deal in expanding our business.
F： This is the question we will discuss today.
L: You know, we have been placing more and more orders with you in the past three years. And we have our channel of distribution （销售渠道) and a thorough knowledge of our local market. F： Then, what will your turnover (营业额） be per year if you get the exclusive right？
L： US$ 2,000,000 per year。
F: But according to our estimate, the minimum total amount of the sales there should be about US ＄ 2,600,000。
L： If we sign an exclusive agreement， we can assure you that we’ll increase the turnover to that amount。
F： Good. And as an exclusive dealer, you could not buy similar products from other manufacturers。L: Certainly。 And you could only supply us with your specified goods in this area?
F： That’s right.
L： Then how do you specify the duration of this exclusive sales agreement？ In the States, there is a clause of termination or renewal of the arrangement in such an agreement。
F： In China， the length of this agreement is usually one year, but if you do well in your business of the exclusive sales for one year, the agreement can be renewed for a longer period, say, for two years, three years。
L： I see. Then when shall we sign this agreement？
F: We shall first make out （缮制,写出） a draft agreement for our discussion. After that we can sign our exclusive sales agreement。 Shall we continue the work this afternoon？
L. Okay。
2。 On Exclusive Agency
（ Mr。 Li， manager of a Chinese garments export corporation， has a discussion with Mr. Scott,
a Canadian merchant, about his request to be the exclusive agent for T—shirts of this Chinese
corporation.）
L: Oh, Mr. Scott, would you have a cup of tea? This is jasmine tea。 I hope you’ll like it. S： Mm… Good. It has a delicate fragrance (清香)。 Mr。 Li, you can also deal in tea here.
L： Oh, I wish I would. For jasmine tea， the more you drink it， the more fragrant it becomes。S：……So it is （果真如此).
L： While enjoying tea， we can talk on our subject. I know you want to be the exclusive agent of our T—shirts in Ottawa。 I remember you mentioned this in your last letter. Can you explain your idea in greater detail？
S： You see， we have sold your T-shirts in Ottawa for two years and opened up diverse channels of distributing your T-shirts. We have been dealing in (经营) your products and other commodities in this city and thus have both the experience of distribution and good connection (许多客户）as well.
L: I presume you also handle business of other agencies in Ottawa.
S： Yes， we do. But in non-competing lines with yours。
L： I see. Well， what's your annual turnover for your exclusive agency？
S： My annual turnover is US$ 650，000。
L： If you make a thorough marketing research (营销调研) on the T—shirt market in Ottawa， you will have a new figure， which is, in our opinion， US＄ 1，000,000。
S： But other brands of T-shirts commands （拥有） a rather large share in Ottawa’s T-shirt market。So in this case, the best we can do is US$ 800,000.
L： .。…OK, US$ 800,000.
S： Then， another thing we expect is, to receive a 10% commission.
L: Our usual practice is 6％。
S： Mr。 Li, we will spend money on the publication of your T-shirts.
L： We know, competition in your place is fierce, and publication is important. We shall send you many samples, catalogues, brochures and leaflets。
S: But Ottawa is a very big city, and our advertising needs a lot of spending。
L： Mr。 Scott， all our agents in this line are getting 6% commission. If they can do everything well， can’t you do it？ I’m sure you can。
S： Well， it seems I have to take that.
L： The duration is three years. Is it OK?
S： That’s quite all right。
L: Anything else to discuss？
S: No. I think what we must do is to sign the agreement。 When Shall I come back?
L： Tomorrow morning at nine o'clock。 Will that suit you ？
S: Good. See you tomorrow. Don’t forget to prepare jasmine tea for me.
L： I will。
III。 Oral practice：
1。 Talk in groups on exclusive sales。 You may imitate Reading Material 1 （On Exclusive Sales）by making some changes。
2. Talk in groups on exclusive agency. You may imitate Reading Material 2 （On Exclusive Agency) by making some changes。。
Part Nine
Compensation Trade (补偿贸易)
I。 Background：（Important points and key words and expressions）
Party A： importing the equipment provided by Party B and offseting (补偿) its value with the products produced by the same equipment
Party A and Party B are both the exporter and importer. They do both export and import business. II. Reading Material：
A Discussion on Compensation Trade
［FRK Food Processing Factory plans to import a complete set of equipment (成套设备） for asparagus processing line （芦笋加工生产线） from JPS Company on the basis of compensation trade。Now， Mr. Farook， director （厂长） of the factory, Mr. Ali， factory’s chief engineer （总工程师)，and Mr。 Yoshida （吉田）， representative of JNS Company are talking on compensation trade。]
Y: Well, you have already studied all the data and visited our equipment. What’s your idea of our equipment？
F: We are quite interested in your equipment and thought it will solve the long-standing (长期存在的） problem of our production。
Y：Our equipment is at the international level of food processing technology。 It surely meets your requirement.
A： When can the equipment be installed （安装) and put into operation（投产)?
Y: In four months. And we’ll send our engineers to your factory to assist the installation work and test run (试机)
F: Very good。 Our aim is to improve the quality of our products and raise our output greatly。Y：You may rest assured of it.
A: How many years is the warranty period (保用期,保修期)？
Y： The warranty period will be three years. But as you know， our equipment is of fine quality，and usually it wears （耐用） for 3—5 years. But it is to be understood that warranty does not cover any damage arising from improper operation.
A: In case, the equipment goes out of order during the warranty period and we cannot repair it，what shall we do?
Y： We will send our engineer within two or three days after we are informed by your factory。A: That will be fine。 Another important thing is, do you supply easy-worn-out spare parts and components (易损备件）？
Y： Yes, we do. And I must add that when we ship the equipment to you， a set of easy-worn-out spare parts and components will be sent free of charge together with it.
F:Good。 Then the training of our workers should be included in our contract.
Y:That’s just what I’d like to say。 Two technicians and three workers will be sent to our factory for a one-month training。
F： After this asparagus processing line is put into operation， we shall compensate you with the canned asparagus produced by the equipment. Please give us your cooperation in selling the products.
Y：Yes， we agree that the canned asparagus should be used to offset the value of our equipment. F： Would you offer your price？
Y: OK. Our equipment， Asparagus Processing Line Type JNS-2007 is quoted at 29，160,000 yen per set on CFR Bombay basis.
F: Your delivery date， please。
Y：By the end of next month.
F: How about your packing？
Y：In seaworthy wooden cases。
F: Then， our quotation for canned asparagus is: 97,200 yen a carton CFR Yokohama (横滨）. The first shipment will be made within 45 days after the asparagus processing line is put into operation. All the goods will shipped in three monthly installments。
Y：Your packing, please.
F: Our packing is： twenty cans in a paper box， twelve boxes to a cardboard carton。
A：Besides the contract, we must make out an appendix of the technical terms to the contract. F: Yes, this appendix will be taken as an important part of the contract。
Y:We must put all the particulars of the technical terms in this appendix.
F： Then how about terms of payment?
Y：Payment is to be made by L/C.
F： May I suggest reciprocal L/C （对开信用证) ?
Y:I agree。 And we can pay the balance of our transaction （我们的交易余额） by remittance or L/C。Is that OK？
F： That's OK。
Y: Shall we have a rest and proceed with our discussion this afternoon？
F ＆ A： All right.
II. Oral practice：
Talk in groups on compensation trade. You may imitate Reading Material (A Discussion on Compensation Trade) by making some changes。
Part Ten
Sightseeing
(Reference Materials）
［When you escort (陪同） foreign businessmen round scenic spots and historic sites, following are reference materials which can be helpful to you。]
I。 The East Lake and the East Lake Scenic Spot
The East Lake covers 33 square kilometres and stretches far into the distance. It's the largest urban lake in China. Standing by the side of the lake， you can see a vast expanse （宽阔的空间）of clear water （广阔清澈的水面). There are trees and flowers around the lake。 Among all kinds of beautiful flowers are plum， lotus and osmanthus (桂) which win great reputation. The National Plum and Lotus Research Centre is set up here. Ancient pagodas and temples are scattered in the 34 verdant (青翠的） hills around the lake. Well, this is Tingtao pavilion. You can sit here enjoy yourself by listening to the waves。“Tingtao”， meaning “listening to the waves”, what a poetic name！。 Around this pavilion dance gracefully willows; and sleeps deeply water lily （睡莲)。 (亭子四周,柳树摇曳，睡莲恬静) Now here is Xingyin Tower。 In front of the three—storeyed palace building（此处：亭阁）stands the statue of Qu Yuan。 He was a famous poet in Chinese history. He lived in the Warring-States period, which was 475—221 B.C. He was deeply concerned about the fate of the people of the then ancient Chu Kingdom. Look1 He is looking at the sky and sighing。He has left many beautiful lines for us. On the east side of the East Lake， we can see the Moshan Hill。 The City of Chu (楚城） is set up on this hill. According to a legend， this was the place where Zhaolie， King of the Chu Kingdom （楚昭烈王) once laid an altar to worship the heaven （设坛祭天)。
The East Lake is indeed a good place for rest and enjoyment。
II. The Yellow Crane Tower
The Yellow Crane Tower stands by the side of the Changjiang River。 It has a history of more than 1700 years。 There is a legend of the Yellow Crane Tower。 Long, long ago, there was a beautiful yellow crane in the tower. Later, an immortal (仙人） rode on it and flew into the heaven. The yellow crane never came back. In the 8th century， just in the Tang Dynasty， a famous poet，Cui Hao wrote a poem according to the legend, to sing the praise of the tower. This tower was rebuilt in 1985。 Now here is a bronze crane in front of the tower. You can see such words below it：“黄鹤归来兮!(The yellow crane has returned！)" From here， you can see the Changjiang River, the Changjiang River Great Bridge, the Second Changjiang River Bridge, the Han River and the Han River Bridges， the H ubei TV Tower on the Tortoise Hill, …
III。 1. The Guiyuan Temple。
The Guiyuan Temple has a history of over 350 years. It is well—known for its 500 arhats （figures
of Buddha) (罗汉)。 Each figure of Buddha is in its own posture (姿势) and has its own character and expression. They do not repeat each other.
2。 In an Ancient Temple
A: (at the door of the temple) What are the names of the two Buddhas?
B: They are called Vadjras or the Buddhist warrior attendants。 They are holding weapons in their hands， ready to defend the Buddhist doctrine at any time.
A: Oh， I see. （They enter the temple。) Look! There are so many images of Buddha。 Some are standing, some sitting, some lying.
B： And some are smiling. Some are looking angry.
A: They are lifelike, aren’t they？ (pointing to one of the images of Buddha） And who is it？B: I think it must be Sakyamuni Buddha。 Look！ He is holding his right hand， which means he is dropping a hint.
A： Ah, he is the founder of Buddhism.
B： That one is the Goddess of Mercy. In Chinese， we call it Guan Shi Yin。
A： How about the one who's smiling?
B: It’s Maitreya(弥勒佛）. And all these are arhats.
A： Thanks a lot. It’s nice of you to have told me so much。
B： Not at all. Now let's go this way to the Hall of Buddhist Works （藏经阁）.
IV.The Great Wall
A: How long is the Great Wall?
B： It's 3，945 miles from Shanhaiguan at Bohai Bay on the Pacific Ocean in the east， to Jiayuguan, a stop on the “silk road” in Gansu Province in the west。
A: Where is Badaling ？
B: The Badaling district， about 37 miles from the city center, is the best place to see the Great Wall。
A： Was the Great Wall built more than 2，000 years ago?
B： Yes. It was built during the Warring States period in 475—221 B。C。 It was completed by the first Qin Emperor， who unified China. He made several hundred thousand builders link sections of the Wall.
A： Why was it built then？
B: To prevent invasions of nomadic people (游牧民族） from the north。
A: Oh， it’s fantastic！ In the genial sunshine, the Great Wall, rising and falling， crosses a series of green mountains and gullies。（在和煦的阳光下，长城起伏着跨越连绵的绿色群山和峡谷)
A： What are the towers on the Wall?
B： They are called alarm towers or beacon-towers （烽火台）。 In ancient China， people used them to communicate and give border alarm。
V.The Palace Museum
A： What can I see in the Palace Museum？
B： There are more than 900,000 pieces of the relics of court and treasures of all dynasties in China （中国历代宫廷遗物及珍宝）. You can only see a small part of them.
Oral practice:
You act as a tourist guide after you negotiate with foreign merchants. When you escort them on sightseeing round the above places， they ask you some questions and you answer them.
Part Eleven
General Review
Talk in groups of four （1） about meeting foreign businessmen at the airport （including greeting and introduction），and about conversations at the dinner party and conversations of accompanying foreign guests on sightseeing； (2） about business negotiations (including price and payment terms，packing of goods, delivery and shipment， agency and distribution; （3） and about conversations at the immigration office and conversations at the customs office — Note： You may choose some of them as your subjects. For your simulated business negotiation, 3 minutes are allowed。
《国际商务谈判》教学大纲教案 课程名称：国际商务谈判（双语）英文名称：International Business Negotiation 课程代码：ZX056181 课程类别：专业教育选修课 学分学时数：2学分，36学时 (26学时理论讲授，10学时实训) 适用专业：商务英语 修（制）订人： 一、课程的性质和目的 （一）课程性质 国际商务谈判是外语学院的一门专业选修课，主要面向商务英语专业的学生。它系统地介绍了国际商务谈判的概念、原则、内容、实务及技巧等内容。是一门综合性学科，融多学科、多方面的知识于一体，具有很强的实践性。 （二）课程目的 此课程旨在帮助学生理解国际商务谈判的性质特点，掌握国际商务谈判的基本原则，熟悉国际商务谈判各个阶段的谈判策略和技巧，并能够在今后的谈判实践中随机应变、灵活运用。从而为其走上社会，为他们将来从事国际商务实践工作提供有益的指导。具体目标如下： 1．理解商务谈判的基本概念，并能用英文表述这些概念。 2．能用英文讨论，进行简单的商务谈判。 本课程由教师理论讲授、学生小组模拟谈判两个部分组成。两部分相互配合，相互联系以便保证课程的完整性。 二、教学内容、重（难）点、教学要求及学时分配 第一章谈判动机与关键概念（理论讲授2学时） 了解什么是谈判和为什么要谈判，谈判的三个基本要素、主要类型以及主要的国际商务谈判理论等谈判的基本知识。 1
讲授内容： 一、谈判 二、冲突 三、利益得失 案例研究克莱斯勒公司错失进入中国汽车市场良机 重点：谈判的三个基本要素：谈判、冲突、利益 难点：冲突 第二章谈判程序与结构（理论讲授1学时，模拟谈判1学时） 了解商务谈判的基本知识，熟悉商务谈判的一般程序，能分析影响商务谈判模式的基本因素，掌握商务谈判的基本结构。 讲授内容： 一、谈判程序 二、谈判的一般结构 三、贸易谈判结构 模拟谈判一次经济衰退 案例研究Ⅰ对等性让步原则 案例研究Ⅱ中关知识产权谈判 重点：谈判一般程序及询盘、发盘、还盘、接受 难点：谈判一般程序 第三章谈判润滑剂（理论讲授2学时） 理解商务谈判的准备工作对谈判进程和谈判结果的重要影响，掌握各项准备工作的原则、范围和方法。 讲授内容： 一、设定谈判目标 二、信息调研 三、配备谈判组成员 四、谈判地点的确定 案例研究谈判前准备工作的重要性 重点：确定谈判目标；进行信息调研 难点：确定谈判的三个目标 2
商务英语谈判教案 教案标题：商务英语谈判 教学目标： 1. 了解商务英语谈判的基本概念和流程。 2. 掌握商务英语谈判中常用的词汇和表达。 3. 培养学生在商务英语谈判中的沟通和协商能力。 4. 提高学生的商务英语口语表达能力。 教学重点： 1. 商务英语谈判的基本概念和流程。 2. 商务英语谈判中常用的词汇和表达。 教学难点： 1. 学生在商务英语谈判中的沟通和协商能力的培养。 2. 学生的商务英语口语表达能力的提高。 教学准备： 1. PowerPoint演示文稿。 2. 商务英语谈判案例分析材料。 3. 角色扮演活动的准备材料。 教学过程： Step 1: 引入（5分钟） 通过展示一段商务英语谈判的视频或案例，引发学生对商务英语谈判的兴趣，并提出相关问题，激发学生思考和讨论。 Step 2: 知识讲解（15分钟）
讲解商务英语谈判的基本概念和流程，包括准备阶段、开场白、信息交流、协 商和达成协议等环节。同时，介绍商务英语谈判中常用的词汇和表达，如提议、反驳、妥协等。 Step 3: 案例分析（20分钟） 分发商务英语谈判案例分析材料，让学生阅读并分析其中的情境和问题。然后，组织学生进行小组讨论，让他们根据案例中的情境，提出解决问题的方案，并 进行角色扮演。 Step 4: 角色扮演（20分钟） 根据上一步的讨论结果，组织学生进行角色扮演活动。让学生分成小组，每个 小组扮演不同的角色，进行商务英语谈判的模拟演练。教师可以扮演客户或其 他相关角色，引导学生进行谈判并提供实时反馈和指导。 Step 5: 反思总结（10分钟） 让学生回顾整个谈判过程，总结经验和教训。同时，引导学生思考如何改进自 己的商务英语谈判能力，并提供相关建议和指导。 Step 6: 作业布置（5分钟） 布置相关的作业，如写一篇关于商务英语谈判的总结或准备下一堂课的预习等。教学辅助手段： 1. PowerPoint演示文稿：用于讲解商务英语谈判的基本概念和流程，以及常用 的词汇和表达。 2. 商务英语谈判案例分析材料：用于学生分析和讨论。 3. 角色扮演活动的准备材料：包括角色扮演的指导和角色卡片等。 教学评估：
商务英语口语教案 商务英语口语教案 一、教学目标 通过本课程的学习，使学生能够掌握商务英语口语的基本表达方式和交际技巧，提高商务场景下的口语沟通能力，为今后的商务工作打下坚实的基础。 二、教学内容及方法 1、商务交际礼仪 （1）介绍与寒暄：学习如何进行自我介绍、互致问候，掌握常见的寒暄用语和礼仪。 （2）接待与拜访：学习如何进行商务接待和拜访，了解商务礼仪和交际规范。 （3）电话沟通：学习电话沟通的基本技巧和规范，掌握商务电话礼仪。 2、商务日常沟通 （1）日程安排：学习如何进行日程安排和时间管理，掌握商务约会、会议等安排的基本技巧。
（2）办公室沟通：学习办公室内的基本沟通技巧，包括同事间交流、上下级沟通等。 （3）商务旅行：学习商务旅行中的基本常识和礼仪，包括酒店预订、机场接送等。 3、商务谈判与表达 （1）谈判策略：学习商务谈判的基本策略和技巧，了解谈判过程中的注意事项和礼仪。 （2）表达技巧：学习如何进行有效的商务表达，包括演讲、报告等，提高口语表达能力。 教学方法： （1）案例分析：通过分析真实的商务案例，帮助学生了解商务场景下的沟通技巧和表达方式。 （2）角色扮演：让学生模拟商务场景进行角色扮演，亲身体验商务交际的过程，提高实际操作能力。 （3）小组讨论：组织学生进行小组讨论，分享经验和观点，加深对商务英语口语的理解和掌握。 三、教学评估与反馈
1、课堂表现：根据学生的参与度、表现等情况进行评估，鼓励学生积极参与课堂活动。 2、课后作业：布置相关练习题目，帮助学生巩固所学知识和提高口语表达能力。 3、期末测试：进行综合性的口语测试，检验学生对商务英语口语的掌握程度和实际应用能力。 4、反馈与改进：根据学生的表现和测试结果，及时给予反馈和指导，针对存在的问题进行改进和完善教学策略。 四、教学资源 1、教材及参考书：选择适合的教材及参考书，提供相关商务英语口语的学习资料和知识点。 2、多媒体资源：利用多媒体设备进行教学，如播放商务场景的音频、视频等，帮助学生更好地理解和掌握商务英语口语。 3、网络资源：提供相关的商务英语口语学习网站和资源，鼓励学生利用网络进行自主学习和拓展知识面。 五、总结与展望 通过本课程的学习，学生能够掌握商务英语口语的基本表达方式和交际技巧，提高商务场景下的口语沟通能力。未来，随着全球化的深入
商务英语综合教程教案 教案标题：商务英语综合教程教案 教案概述： 本教案旨在为商务英语综合教程的教学提供指导和建议。商务英语是一门重要 的语言技能，对于学生在商业环境中的沟通和交流至关重要。本教案将涵盖商 务英语的核心主题和技能，并提供一系列教学活动和资源，以帮助学生在商务 环境中提高他们的英语能力。 教学目标： 1. 熟悉商务英语的基本概念和背景知识。 2. 提高学生商务英语听、说、读、写的能力。 3. 培养学生在商业环境中的沟通和交流技巧。 4. 培养学生解决商务问题的能力。 教学内容和活动： 1. 主题介绍：引入商务英语的重要性和应用领域。通过讨论和案例研究，激发 学生对商务英语的兴趣。 2. 商务英语基础知识：介绍商务英语的基本术语和常用表达。通过课堂演练和 角色扮演，加强学生对这些术语的理解和运用能力。 3. 商务英语听力训练：提供商务英语听力材料，如商务会议录音、电话交流等。通过听力练习和理解问题，培养学生在商业环境中听取信息的能力。 4. 商务英语口语训练：通过角色扮演、小组讨论等活动，提高学生在商务场景 中的口语表达能力。引导学生运用商务英语进行演讲和辩论。 5. 商务英语阅读训练：提供商务英语文章和案例研究，让学生阅读和理解商业
文本。通过讨论和问题解答，培养学生对商务英语文本的理解和分析能力。 6. 商务英语写作训练：引导学生撰写商务英语邮件、报告和商业计划等文本。 通过写作练习和反馈，提高学生在商务环境中的书面表达能力。 7. 商务问题解决：引导学生分析和解决商务问题。通过案例分析和团队合作， 培养学生在商业环境中的问题解决能力和决策能力。 教学资源： 1. 商务英语教材：根据教材的内容和主题进行教学设计和活动安排。 2. 商务英语听力材料：商务会议录音、商业新闻报道等。 3. 商务英语阅读材料：商业文章、案例研究等。 4. 角色扮演和讨论题：商务场景的角色扮演卡片和讨论题目。 5. 商务英语写作指导：商务英语写作范例和写作指导手册。 教学评估： 1. 口语表达评估：通过角色扮演、演讲和辩论等活动，评估学生在商务场景中 的口语表达能力。 2. 阅读理解评估：通过商务英语阅读材料和问题解答，评估学生对商务英语文 本的理解和分析能力。 3. 写作能力评估：通过商务英语写作练习和作文评分，评估学生在商务环境中 的书面表达能力。 4. 问题解决评估：通过商务案例分析和团队合作，评估学生在商业环境中的问 题解决能力和决策能力。 教学延伸： 1. 商务英语实践：鼓励学生参与商务英语实践活动，如商业实习、商务会议等，
商务英语谈判技巧 谈判中有时仅靠以理服人，以情动人是不够的，毕竟双方最关心的是切身利益，断然拒绝会激怒对方，甚至交易终止。商务英语谈判技巧有哪些?下面店铺整理了商务英语谈判技巧，供你阅读参考。 商务英语谈判技巧：谈判对话 Dialogue 1 A: Is there any way you can cut us a better deal on your wholesale price for this order? B: We did the best that we could to give you a low price. Did you get our latest estimate? A: Based on the estimate you gave us, by the time we figure in transportation and other expenses, our profit is shot. With the offer you’ve given us, we’re making next to nothing. Can’t you do any better? B: I’ve already given you a discount of 20% off of what we normally charge… if I go any lower, we’ll have loss on the project. I really want to work with you on this, but we’ve already gone as low as we could go. A: To be honest… Our budgeted cost can’t exceed more than $150 dollars per unit. That’s our bottom line. If you can meet that price, you will get a deal. Otherwise… B: I’ll say that… I’ll go over the numbers again with our fina ncial team and see what I can do. I can’t give you any guarantees, but I’ll try. Dialogue 2 A: You’ve got the email with all the specifications for the project from us, we’ll be accepting bids until noon on Tuesday, if you have any questions in the meantim e, please let me know… B: Actually, I do have a question. We’d like to know what
商务英语教学教案 教案标题：商务英语教学教案 教学目标： 1. 帮助学生掌握商务英语的基本词汇和表达方式。 2. 培养学生在商务场景中进行口语交流和书面沟通的能力。 3. 提高学生的商务英语听力和阅读理解能力。 4. 培养学生的跨文化沟通和商务礼仪意识。 教学内容： 1. 商务英语基础词汇和短语学习。 2. 商务英语口语交流技巧和表达方式。 3. 商务英语书面沟通技巧和写作规范。 4. 商务英语听力和阅读理解训练。 5. 跨文化沟通和商务礼仪学习。 教学步骤： 第一课：商务英语基础词汇学习 1. 导入：通过展示商务场景图片和讨论引入商务英语学习的话题。 2. 基础词汇学习：教授商务英语中常用的词汇和短语，包括公司组织结构、商务活动、会议和谈判等方面的词汇。 3. 练习：学生进行基础词汇的口头和书面练习，包括造句和对话练习。 第二课：商务英语口语交流技巧 1. 导入：回顾上节课学习的商务英语基础词汇，并引入商务英语口语交流的重要性。
2. 口语交流技巧：教授商务英语口语交流的技巧，包括礼貌用语、提问技巧和回答技巧等。 3. 角色扮演：学生分组进行商务场景的角色扮演，练习口语交流技巧。 第三课：商务英语书面沟通技巧 1. 导入：回顾商务英语口语交流技巧，并引入商务英语书面沟通的重要性。 2. 书面沟通技巧：教授商务英语书面沟通的技巧，包括商务电子邮件写作、商务报告撰写和商务函件写作等。 3. 写作练习：学生进行商务英语书面沟通的练习，包括写商务电子邮件和商务报告。 第四课：商务英语听力和阅读理解训练 1. 导入：回顾商务英语听力和阅读理解的重要性，并引入商务英语听力和阅读理解训练的话题。 2. 听力训练：学生进行商务英语听力练习，包括听取商务电话对话和商务演讲等。 3. 阅读理解训练：学生进行商务英语阅读理解练习，包括商务文章和商务合同等。 第五课：跨文化沟通和商务礼仪学习 1. 导入：回顾商务英语跨文化沟通和商务礼仪的重要性，并引入跨文化沟通和商务礼仪学习的话题。 2. 跨文化沟通：教授商务英语跨文化沟通的技巧，包括尊重他人文化差异和避免文化冲突等。 3. 商务礼仪：教授商务英语中的商务礼仪规范，包括商务会议礼仪和商务社交
商务英语口语教学教案 商务英语口语是英语教育中的一个重要分支，它是培养具备商务沟通能力的英语人才的重要一环。现代商务活动中，越来越多的交流和协商需要使用英语进行，因此商务英语口语的教育越来越重要。本文将介绍商务英语口语教学教案的编写和实施。 一、教学目标 商务英语口语教学的目标是让学生能够熟练运用英语进行商务沟通，包括商务会议、商务交流、商务谈判、商务展览等方面的口语表达。在进行商务沟通时，需要学生能够流利地使用商务英语和专业术语，能够提高自己的判断能力和商业意识。 二、教学步骤 1.教学前期准备 在教学前需要进行准备工作。首先保证教学设备的正常运转，包括电脑、投影仪、录音设备等。其次需要收集商务英语的教材和相关资料。教学师需要对材料和资料进行筛选和整理，挑选出适合教学的内容。为加强教学效果，可以组织学生学习商务文化和商贸常识，提高学生的综合素质。 2.教学内容设计
商务英语口语的教学内容是关键。需要根据学生的水平和教学目标，选取适合的教材和文本。同时，教学师需要设计具体的教学内容和活动，例如商务会议模拟、商务谈判模拟等。通过模拟教学活动，可以促进学生的语言表达能力和沟通交流能力。 3.教学实施 在教学实施过程中，需要注意以下几点： （1）注意学生的学习需求和兴趣，避免学习贪多嚼不烂。 （2）注重学生的语言输出能力，不仅要让学生听得懂，更要让学生说得明白。 （3）教学设备的使用需熟练、安全，以保证教学质量。 （4）注意课堂秩序和纪律，确保学习氛围。 三、评价方法 商务英语口语教学的评价方法多种多样，可以根据教学目标设计不同的评价方式。 1.口试 口试是一种常见的评价方式，它可以测试学生是否能够流利地使用商务英语进行交流和沟通。
商务英语教案英文版范文 Title: Business English Lesson Plan Objective: By the end of this lesson, students will be able to understand and use common business English vocabulary related to meetings and negotiations. Level: Intermediate Time: 60 minutes Materials: - Whiteboard or blackboard - Markers or chalk - Handouts with meeting and negotiation scenarios - Audio recordings or videos of business meetings (optional) Procedure: 1. Warm-up (5 minutes) - Greet the students and engage in a short conversation about their experiences with business English. - Introduce the topic of the lesson: meetings and negotiations. Ask the students if they have had any experience in these areas. 2. Vocabulary Introduction (10 minutes) - Write the following vocabulary words on the board: agenda, minutes, chairperson, brainstorming, consensus, proposal, negotiation, compromise. - Explain the meanings of each word and provide examples of how they are
商务谈判技巧英文 篇一：论商务英语谈判技巧 成都大学 毕业设计（论文） 题目： 作者姓名： 指导教师： 所在学院：外国语学院 答辩日期： On the Skills of Commercial English 邹长勤学号：王慧职称：讲师专业：英语2007 年 6 月 6 日 论商务英语谈判技巧 摘要：商务英语谈判中有许许多多谈判技巧，此论文主要目的在于突出商务谈判技巧中的语言技巧。在正文中，首先分析了谈判的必要程序，然后进行谈判语言技巧的研究。在谈判的语言技巧中有很多重要的技巧。为了在谈判中获胜，有四个技巧不容忽视——交流的
技巧，恭维的技巧,间接表达的技巧和说服的技巧。通过很好的掌握并有效地运用这些技巧，可以达到令人满意的结果并和对手建立起和谐的友谊，得到长远合作的机会。 商务谈判是一个充满冲突和竞争的过程,如果双方都想个别利益最大化，那么冲突就会随时由此发生，如果他们坚持己见，将导致谈判没有结果且有害无益。此时，谈判者就会想办法借助很多谈判技巧，所以目的性的语言技巧得以运用，作为一位语言运用者兼谈判者必须有意识无意识地使自己的语言随时适应不断变化的形势。在成功谈判者的谈判过程中，你可以了解到他们不只把语言当作畅谈的工具，而是把语言当作一种非常有效的技巧。他们那恰如其分的表达以及熟练的语言技巧能有效地增强谈判者间的相互信任和相互理解，这样就增加谈判成功的机会，以便最终能达成一个令人欣喜，双赢的结果。 关键词：商务谈判；语言；沟通；
语言技巧 On the Skills of Commercial English Negotiation Abstract ：There are hundreds of negotiation skills in the commercial English negotiation; this paper mainly attempts to highlight the language skills. In the context, I firstly analyze the necessary processes about commercial English negotiation, and then come into the study of the language skills; there are many important aspects of language skills in commercial English negotiation. To make commercial English negotiation successful, these four aspects —skills of communication, skills of compliments, skills of applying indirectness and skills of persuasive can never be ignored. Good commanding and effect using of the language skills can help you to achieve a satisfactory result, establish harmonious relationships and gain further cooperation
《国际商务谈判》课程教学大纲 （International Trade Negotiation） 一、课程概况 课程代码：0601115 学分：2 学时：16周 先修课程：国际贸易实务、商务英语听说、商务英语阅读、商务英语会话、商务英语礼仪等 适用专业：商务英语 建议教材：«国际商务谈判»（英文版）（第二版），刘园等，对外经贸大学出版社出版，2017年10月出版,任课教师可以根据实际情况甄选。 课程归口：外国语学院 课程的性质与任务：本课程适用于本科商务英语专业，为专业必修课，在高年级阶段开设。本课程的任务是使学生掌握国际商务谈判中各个环节的相关知识，常见的涉外谈判的具体内容，谈判中不同环节的谈判策略和语言技巧，以及不同国家和地区谈判者的谈判风格和相关礼仪。它在培养高级商贸专业人才中，具有增强工作的适应能力和开发创新能力的作用。 二、课程目标 目标1. 掌握国际商务谈判的基本原理、基本要素，特别是谈判的原则和程序。 目标2. 了解商务谈判前所做准备工作的各个方面，掌握进行准备工作的方法。 目标3. 了解国际商务谈判不同阶段的特点，掌握不同阶段谈判的策略和技巧。 目标4. 掌握在国际商务谈判中听、问、答、叙、看、辩的技巧。 目标5. 掌握各国谈判人员的风格、礼仪、禁忌。
目标6. 了解国际商务谈判中的各种风险，掌握规避各种风险的手段。 目标7. 初步了解现代国际商务谈判的基本理论，能够以理论指导自身的谈判。 目标8. 通过分析国际商务谈判的典型案例，熟悉并掌握国际商务谈判的具体过程。 本课程涉及支撑专业人才培养方案中毕业要求1-2、毕业要求3-1、毕业要求3-3、毕业要求2-1、毕业要求6-1、毕业要求8-1、毕业要求8-3、毕业要求10-3，对应关系如表所示： 三、课程内容与要求 （一）主要内容 （1）商务谈判的相关知识介绍 了解商务谈判的定义、基本原则和基本形式，以及商务谈判各个环节的内容及不同国家和地区谈判者的谈判风格和相关礼仪。 （2）商务谈判各环节的谈判策略 了解商务谈判各个环节，包括谈判的准备与开局、谈判磋商、谈判僵局化解、以及签约等各环节的谈判策略。 （3）商务英语谈判的语言表达 掌握商务谈判的常用表达法和语言技巧，熟练运用商务谈判用语。 （4）商务英语谈判练习 1. 练习商务英语谈判各环节的常用语和谈判策略。
商务英语谈判课件余慕鸿chapter1 Chapter 1: Introduction to Business Negotiation 1.1 Definition of Business Negotiation - Business negotiation refers to the process of reaching an agreement or settlement through discussions between two or more parties. - It involves a series of interactions, give-and-take, and compromise to find a mutually acceptable solution. 1.2 Importance of Business Negotiation - Business negotiation is crucial for achieving successful outcomes in various business scenarios such as sales, partnerships, contracts, and mergers. - It helps in resolving conflicts, addressing differences, and building long-term relationships with stakeholders. 1.3 Key Skills for Effective Business Negotiation 1. Active Listening: Paying attention to the other party's needs and concerns and understanding their perspective. 2. Communication: Clearly expressing your own needs, interests, and expectations. 3. Problem-solving: Identifying common goals and finding creative solutions that satisfy both parties. 4. Flexibility: Being open to alternative solutions and willing to compromise. 5. Emotional Intelligence: Understanding and managing your own emotions as well as understanding the emotions of the other party. 6. Preparation: Conducting thorough research, planning, and strategy development before entering the negotiation.
Chapter 1 Principles of Business Negotiation 商务谈判的原则 何谓商务谈判?谈判是人们为了协调彼此之间的关系,满足各自的需要,通过协 商争取达到意见一致的行为和过程。 Negotiation takes place between human beings. It is the most common form of social interaction. Almost everybody in the world is involved in negotiations in one way or another for a good part of any given day. People negotiate over where to go for dinner, which movie to watch or how to split household chores. Negotiation, in its modern sense, is defined in The Roots of Sound Rational Thinking as follows: the ability to deal with business affairs, to arrange by discussion the settlement of terms, to reach agreements through treaties and compromise, and to travel through challenging territory. All of these suggest a purposeful effort to resolve problems through talking and intellectual maneuvering. Negotiation includes consultation, bargaining, mediation, arbitration, and sometimes, even litigation. Competitive style To try to gain all there is to gain (竞争式谈判) Accommodative style To be willing to yield all there is to yield
商务谈判与推销教案(总76 页) -CAL-FENGHAI.-(YICAI)-Company One1 -CAL-本页仅作为文档封面，使用请直接删除
《商务谈判与推销教案》 教案 （适应：工商类本科） 河南工业大学管理学院 二〇一○年八月 目录 绪论 (3) 第一章商务谈判概论 (5) 第二章商务谈判模式与风格.................................. ..9第三章商务谈判准备.. (12) 第四章商务谈判各阶段策略 (18) 第五章商务谈判技巧 (24) 第六章推销概论 (27) 第七章推销理论与模式 (37) 第八章如何寻找客户 (47) 第九章接近客户和洽谈技巧 (60) 第十章如何处理客户异议 (65) 第十一章成交和讨债实务 (73) 第十二章推销管理 (81) 附：经典案例 《商务谈判与推销技巧》教案 一、课程概述 1、课程代码： 2、课程名称 （1）中文名：商务谈判与推销技巧
（2）英文名：Negotiation &Selling Skills 3、课程管理院（系）及教研室：管理学院市场营销系 4、课程的性质及适用专业、层次：市场营销专业本科必修课程 5、课程学时和学分数 （1）学时：共36学时。其中理论教学32学时，实践教学4学时 （2）学分：2学分 6、先行、后续课程 该课程的先行课程是《市场营销学》、《市场调研》和《商务策划原理与实务》，后续课程是《销售管理与设计》和《营销综合策划原理与实务》 二、课程教学目标 1、总体目标 使学生掌握谈判与推销的基本概念、基本理论和基本方法，注重培养和提高学生运用基本的原理和方法解决实际问题的能力，增强学生谈判与推销的意识，训练学生谈判与推销心理、培养学生谈判与推销实战技能。 2、知识目标 了解商务谈判人员的素质、推销职业的特点，推销人员管理办法； 理解商务谈判的基本原则、商务谈判模式、推销方格与顾客方格，推销模式； 掌握商务谈判的程序、掌握商务谈判各阶段策略，掌握推销各阶段的策略。 3、能力目标 谈判能力：学生在进行谈判时，进行商务谈判人员组织、谈判前信息准备、商务谈判目标的确定、商务谈判方案的制定、模拟谈判、商务谈判各阶段的策略运用、谈判语言表达能力； 推销能力：学生进行寻找客户、接近客户、推销洽谈、客户异议处理、成交和讨债； 协调能力、创新能力以及独立解决问题的能力：在学生实训过程中，懂得如何分工配合、如何处理客户异议、如何解决小组与小组之间、小组内部的问题。 三、考试考核标准
《商务英语口语》教案7授课章节名称： Unit 4 教材逻辑结构分析和学生分析：. An enquiry is a request for information on the supply of certain goods. In international trade, an enquiry is usually made by a prospective buyer without engagement. He/She may send an enquiry to a seller inviting a quotation or simply asking for some general information concerning the goods in which he/she shows interest. In this period, Ss will know something about enquiry. 教学目的：. 1.Learn how to write an enquiry letter; 2.Listen for some specific points. 教学重点： Understand some specific trade terms. 教学难点：. Remember the trade terms. 更新、补充及删节内容： Understanding the enquiry according to the inrtoduction. 教学方法与使用教具： Communicative Language Teaching; Tape-recorder Teaching procedures: Step 1 Leading in 1.Have a warm-up activity by asking the students did they know the meaning of enquiry. 2.Ask them if they want to make an enquiry what they want to ask. Step 2 Presentation 1.Part I Warm-up (1)Get the students to read the enquiry letter on page 26 and answer the following questions. ①What is the aim of this enquiry letter? ②Who is the receiver of the letter? ③If you are the receiver of the letter, what will you do after reading the letter? 2.Part II Listening Practice (l)Task 1Get the students to listen to the definitions of the shipping terms and payment methods and match the definitions with the following terms on page 27. A.Play the tape and ask the students to check their answers. (2)Task 2Get the students to listen to an importer talking about enquiries and fill in the blanks. A.Check the answers. B.Ask the students to listen to an enquiry made by an importer and answer the questions. D. Check the answers. Step 3 Business Profile: Enquiry Any import/export transaction is likely to start with market reaserch and the establishment of business relations; enquiries, quotations and negotiation on prices, orders, delivery and documentation may follow. So far as a specific transaction is concerned, an enquiry is the first real step in business negotiations. Definition An enquiry is a request for information regarding the supply of certain goods. In foreign trade, an enquiry is uauslly made by the prospective buyer "without engagement^. This means the prospective buyer makes an enquiry to a seller inviting a quotation for the goods he/she wants to buy or simply
商务英语谈判实例六篇 Dan Smith是一位美国的健身用品经销商，此次是Robert Liu 第一回与他交手。就在短短几分钟的交谈中，Robert Liu既感到这位大汉粗暴的外表，藏有狡兔的心思――他肯定是沙场老将，自己绝不可掉以轻心。双方第一回过招如下： D: I‘d like to get the ball rolling(开始)by talking about prices. R: Shoot.(洗耳恭听)I‘d be happy to answer any questions you may have. D: Your products are very good. But I‘m a little worried about the prices you‘re asking. R: You think we about be asking for more?(laughs) D: (chuckles莞尔) That‘s not exactly what I had in mind. I know your research costs are high, but what I‘d like is a 25% discount. R: That seems to be a little high, Mr. Smith. I don‘t know how we can make a profit with those numbers. D: Please, Robert, call me Dan. (pause) Well, if we promise future business――volume sales(大笔交易)――that will slash your costs(大量减低本钱)for making the Exec-U-ciser, right? R: Yes, but it‘s hard to see how you can place such large orders. How could you turn over(销磬)so many? (pause) We‘d need a guarantee of future business, not just a promise.
国际商务谈判教案Chapter4（预习复习） Chapter 04 - Negotiation: Strategy and Planning Chapter 4 Negotiation: Strategy and Planning Overview In this chapter, we discuss what negotiators should do before opening negotiations. Effective strategy and planning are the most critical precursors for achieving negotiation objectives. With effective planning and target setting, most negotiators can achieve their objectives; without them, results occur more by chance than by negotiator effort. Regrettably, systematic planning is not something that most negotiators do willingly. Although time constraints and work pressures make it difficult to find the time to plan adequately, for many planning is simply boring and tedious, easily put off in favor of getting into the action quickly. It is clear, however, that devoting insufficient time to planning is one weakness that may cause negotiators to fail. The discussion of strategy and planning begins by exploring the broad process of strategy development, starting with defining the negotiator’ s goals and objectives then moves to developing a strategy to address the issues and achieve one’s goals. Finally, we address the typical stages and phases of an evolving negotiation and how different issues and goals will affect the planning process. Learning Objectives 1. Goals – The focus that drives a negotiation strategy. 2. Strategy – The overall plan to achieve one’s goals. 3. Getting ready to implement the strategy: The planning process.