商务英语谈判PPT 2

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商务英语谈判chapter 2 (1)PPT教学课件

2020/12/12
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Байду номын сангаас
• Third, organize effective sentences and paragraphs.
– The suggested average sentence length should be about 17 or 20 words.
– One sentence has only one main idea.
2020/12/12
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2. Correctness • Correctness——the writer should not be distracted by
mistakes in grammar, punctuation or spelling. All of the information in the message is accurate. For example: – Our competitors were more successful than ours. – The two first items are not available. – We are interested in same. – It is one of the machines that were delivered last week. – We had quite a successful meeting. – He not only built houses, but also flats. – While studying the report, the telephone rang.
1. Clarity • Clarity——to make the information clear so

英语商务谈判(课堂PPT)

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The definition of quotation
❖Narrowly: it is a way to indicate a particular price at which one party will buy or sell the specific commodity.
❖Broadly: including other terms and conditions for a deal: the name of the commodity, quality, quantity, price, packaging, shipping, insurance, payment terms, inspections, claims索赔, arbitration 仲裁…
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psychological pricing
❖Units of measurement: RMB-Euro/Dollar ❖3 Dollar--- 20 Yuan exchange rate汇率 ❖换算单位 kilo---pound
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Differentiation
❖This strategy allows a company to buy or sell the same product at different prices based on their grades, quantity, delivery destination, shipment, methods of payment and other related factors.
买方的价格区域
底价底价
最低报价
可能成交的区域
谈判区域
卖方的首次出价
买方底价
可能达成协议的区域

商务英语谈判lecture 2.ppt

。2020年12月10日星期四2020/12/102020/12/102020/12/10
▪ 15、会当凌绝顶，一览众山小。2020年12月2020/12/102020/12/102020/12/1012/10/2020
▪ 16、如果一个人不知道他要驶向哪头，那么任何风都不是顺风。2020/12/102020/12/10December 10, 2020
▪ 9、春去春又回，新桃换旧符。在那桃花盛开的地方，在这醉人芬芳的季节，愿你生活像春天一样阳光，心情像桃花一样美丽，日子像桃子一样甜蜜。 2020/12/102020/12/10Thursday, December 10, 2020
▪ 10、人的志向通常和他们的能力成正比例。2020/12/102020/12/102020/12/1012/10/2020 7:55:00 PM ▪ 11、夫学须志也，才须学也，非学无以广才，非志无以成学。2020/12/102020/12/102020/12/10Dec-2010-Dec-20 ▪ 12、越是无能的人，越喜欢挑剔别人的错儿。2020/12/102020/12/102020/12/10Thursday, December 10, 2020 ▪ 13、志不立，天下无可成之事。2020/12/102020/12/102020/12/102020/12/1012/10/2020
Solution:
But an interest-oriented examination of the dispute leads to the question: How can the higher cost of manufacturing four models be allocated between the American importer and the Chinese manufacturer? In this example, the parties were able to devise a formula that increased the unit cost of different models to reflect the Chinese manufacturer’s increased manufacturing cost.

国际商务谈判(英文) 全套课件-PPT资料238页

总评成绩=平时成绩:30%+其中成绩:30%+期末成绩:40%
考核方式
商务谈判口语是一门专门用途口语课程，因此考试形式为团队对抗模拟谈判的口语考试。从一开始明确考核的方式是团队考核，每个成员要发挥作用，否则影响团队分数。在学期初形成固定的谈判代表队，最后用抽签的方法决定最后的谈判模拟中哪一队和哪一队进行谈判。
Unit 1 Making an Enquiry
3．What do you usually ask for in the enquiries?
Catalogue，sample，price-list，quotation，terms of payment， date of delivery，etc
4．How do you invite a best possible price in an enquiry?
Teacher-centered
Explanation of language expressions, special terms, negotiation skills and concerned knowledge
Student-centered
Practice in the situation offered in groups
3. Three Steps to Follow :
Different items and situations demand different skills, generally you have to follow three steps:
1)devise a target 2) do some preparations 3) negotiate for the target

商务英语negotiating price完整PPT课件

a catalogue
a price list / quotation sheets
a sample
2. specific enquiry
• name of the commodity • the specifications (规格）
• the quantity • unit price FOB or CIF （单价） • packaging (包装） • shipment (装运）
(投诉、争议、索赔) ＊ arbitration (仲裁) ＊ processing and assembling trade
(加工与装配贸易) ＊ compensation trade (贸易补偿) ＊ technology importation (技术引进)
可编辑ppt
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Procedures of Price Negotiation
• The sentence “accept your offer subject to the following alterations…”（接受你方报盘，但须做以下修改）can be used in answering an offer.
• In making a counter-offer, the party concerned should express regret at inability to accept, and explain the reasons for non-acceptance .
2. There’s no such thing as “take it or leave it” in international business. Everything is negotiable. It all depends on the expertise of the negotiators.

商务英语谈判ppt课件

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.
Business Card Exchange
-When?
Beginning or the end of a meeting
-Handing to others -Accepting cards
Study, Comments, Clarify, treat with respect
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.
Down to business
Warm and Enthusiastic glad to meet someone
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.
Desirable Hand shaking
Shake hands properly
a. Stand about 1.2 meters away from you’re the other person b. Extend your right hand c. Keep the thumb up and four fingers straightly extended
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.
(将军）
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Introduction-Self Introduction
Shorter, Clearer, More powerful
Example: This is XX from Intel ASAP Sales and marketing. I am covering the direct business (直营) of IBM in Asia area. It is nice to meet you.
4
.
Greetings- Non verbal
Hand shaking Bowing Kissing
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.
Greetings- Hand Shaking

商务英语谈判2ppt课件

1) If you are in their shoes, do you think the Department of defense did the right thing?
2) What principle did the Department of Defense follow?
.
B. Principle of Trust in Negotiation
.
Personal Interests
-----interests of individuals who participate in negotiation.
Organizational Interests:
---interests of collective bodies such as private or state-owned enterprises, institutions and other kinds of entities.
to convey ideas.
.
Trust building in negotiation
2. Manage your reputation * Reputation spreads. * Make your reputation a tool in negotiation by providing references from mutually trusted third parties that speak for your character and competence or by offering other forms of evidence of past success such as media or trade reports.

商务谈判英语课件

学习交流PPT
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Give a Quotation
How does sound to you? How about ? How do you feel about…? A Guarantee Purchase of …….
How would you feel about 15 USD per unit? Is 12 cents acceptable to you? We're prepared to guarantee purchase of one million units for the first year. If your annual purchases fall more than 5 percent below target, would you be willing to consider a penalty?
学习交流PPT
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END Thank you！
学习交流PPT
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此课件下载可自行编辑修改，供参考！感谢您的支持，我们努力做得更好！
学习交流PPT
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I’d like to propose some ideas after I finished the research.
I’d like to put forward that we need to hire a new assistant.
I’d like to suggest we plan an event for all the employees.
Here are some idea I’d like to share/ discuss/ propose to you.
学习交流PPT
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Make A Proposal

商务英语谈判课件(PPT 35页)

Business Negotiation English
Objectives
1. Introduce the students to the main principles of business negotiation.
2. The students get familiar with the types of negotiation.
*Separate the people from the problem.
Techniques: ---Establish an accurate perception. ---Cultivate appropriate emotions. ---Strive better communication.
Disadvantages :
Pressure an individual to compromise and accommodate in ways not in his interest.
Avoid confrontational strategies, which can be helpful at times.
11.Getting a child to go to bed.
12.Picking a successor for the CEO of a company where you are on the board.
3. Types of negotiation:
1. Competitive style 2. Accommodative style 3. Avoidance style 4. Compromising style 5. Collaborative style 6. Vengeful style 7. Self-inflicting style 8. Vengeful and self-inflicting style

商务英语谈判lecture 2 ppt课件

商务英语谈判lecture 2
The position of the Chinese company was that it would produce only two models, while the underlying interest was to keep manufacturing costs down. The position of the American importer was that it wanted four models, while its underlying interest was to increase its profits by selling more bicycles. As long as the negotiators focused on these positions, the dispute could be resolved only through concessions by one or both sides.
商务英语谈判lecture 2
商务英语谈判lecture 2
In one negotiation in the early 1980s, a Chinese manufacturer was locked in a dispute with an American importer over how many models of the bicycles his company would produce. The American importer wanted four different models to give its customers greater selection. The Chinese company wanted to produce only two models, to keep manufacturing costs down.

商务英语谈判教材(PPT 54页)

请告知你有关商品的最低价。
If your prices are favorable, I can place the order right away. 如果你们的价格优惠，我们可以马上订货。
We'd rather have you quote us FOB prices. 我们希望你们报离岸价格。
3. 还盘（counteroffer）在这个环节中经常用的句子有:
Your price sounds a bit too high. / Your price is much higher than we expected ./ Will you reduce your price by…%? / In order to conclude the transaction, I hope you will
Would you tell us your best prices C.I.F. Humburg for the chairs.
请告诉你方椅子到汉堡到岸价的最低价格。
Offer and counter--offer
An offer is a promise to supply goods on the terms and conditions stated. It can be a firm offer which is a promise to sell goods at the stated price, usually within a stated period of time. It also can be a non—firm offer which is made without engagement and is subject to the seller’s confirmation.

商务英语谈判Chapter-3-(2)PPT课件

• Integrative Bargaining Stage
– Content of Negotiation
• Decision-making and Action Stage
– wrapping up
– drawing up a written contract
– contract signing
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Content of Negotiation • Price • Quality • Terms of Payment • Packing & Shipping • Insurance • Agency • Complaints, Disputes & Claims • Arbitration • Processing & Assembling Trade • Compensation Trade • Technology Importation • Joint Venture
➢ Dialogues ➢ Listen
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Modern Negotiation Theory
• BATNA (best alternative to a negotiated agreement) • Reservation Price • ZOPA (zone of possible agreement). Case Study: HAMILTON REAL ESTATE.
14:00 shopping
1 November
conference with Chinese company
2 November
sightseeing in the city
-
4
3.3 Procedure of the Negotiation

negotiation商务英语谈判ppt

Gao xin: Our company as their glasses silk
cloth, which is a huge market, they should not do not know. We can talk about it with them next time.
Ying：Yes, next time we can done by 2.2 billion.
Wang: OK. Tang, our lowest price?
Tang：Minimum of 1.8 billion, which is the lowest price!
Second negotiation begans
design director
Yang Haixia：Hello! I am the CEO Yang Haixia. First to introduce, this is our company's CFO Chen Jianjun, CSO jinsi, design director Xu Chunxia, management director Zhang hong, lawyer Zhanghua. Wang Wenqing：Hello！I am the CEO Wang Wenqing. This is our CFO Tang Yunting, sales manager Ying Chaohui, project manager Gao Xin, and our after-sales service manager Xiao Yun and the company's lawyers Chen Mengna.
Lawyer Chen Mengna：Because the Chinese characteristics of goods sold well in the international. The company of CST has a good performance in the international market. This year the goods of CST grew 12% in global sales, and established a continuing good relationship（建立了持续良好的合作关系） with many other foreign countries.

《商务英语谈判》课件

3 提议和反驳的技巧
掌握有效的提议和反驳技巧，以实现自己的谈判目标。
谈判案例分析
1
成功的谈判案例
分析一些成功的商务谈判案例，探讨其
失败的谈判案例
2
背后的关键因素和策略。
研究一些谈判失败的案例，探寻失败的
原因，以免犯同样的错误。
3
成功和失败的原因
对成功和失败的商务谈判案例进行分析，研究造成不同结果的原因。
《商务英语谈判》PPT课件
在本课件中，我们将学习商务英语谈判的重要性和特点，探讨准备阶段的步骤，研究谈判技巧和案例分析，以及提高谈判效果的方法。
背景介绍
商务谈判在商业领域扮演着重要的角色，本节将介绍商务英语谈判的特点以及其在商业谈判中的重要性。
准备阶段
初步调研
在谈判开始之前，进行充分的初步调研，了解对方和其业务，为谈判做好准备。
提高谈判效果的方法
有效的沟通技巧
学习如何与对方建立良好的沟通，以实现更有效的谈判结果。
良好的人际关系建立
了解如何在商务谈判中建立良好的人际关系，以增加合作的机会。
软实力的应用
掌握利用软实力的方法，如影响力和说服力，以在谈判中取得更好的结果。
谈判目标的设定
明确自己的谈判目标，并制定清晰的目标和策略，以实现自己的利益。
谈判策略的制定
根据对方的需求和目标，制定适合的谈判策略，以达成双方的共赢。
谈判技巧
1 听和问的技巧
学习有效的倾听和提问技巧，以更好地理解和掌握息，以增强自己在谈判中的优势。

商务英语谈判课件共12页

谢谢你的阅读
知识就是财富丰富你的人生
culturally
A Definition of Power
"an actor...has power in a given situation (situational power) to the degree that he can satisfy the purposes (goals, desires, or wants) that he is attempting to fulfill in that situation
What are the sources of power ?
• Informational sources of power • Personal sources of power • Power based on position in an organization • Relationship-based sources of power • Contextual sources of power
The definition of negotiation The negotiation opportunity The selection of negotiators Protocol Communication Time sensitivity Risk propensity Groups versus individuals The nature of agreements Emotionalism
sequences • Use the power of competition to leverage power • Constrain yourself. • Good information is always a source of power. • Do what you can to manage the process

BusinessNegotiation商务沟通技巧和方法PPT课件

LOGO
Business Negotiation
商务英语口语教程
1
Greetings How was your weekend?
2 Your site here
Revision Here I am going to check the homework, from which I will know how well the students did in the last classes.
11 Your site here
Just say it.
❖ Ask the Ss to share their bargaing experience and discuss the tips for bargaining under a favourable situation.
Why don’t you ask me?
❖ Please watch a short video about business negotiation and think about what the main procedures of a business negotiation are.
May I help you?
10 Your site here
What aБайду номын сангаасe the important points? What are the difficult points?
5 Your site here
Key sentences
❖ 1. Our price is reasonable as compared with that in the international market.
3 Your site here

《商务英语谈判Fou》课件

《商务英语谈判Fou》 PPT课件
商务英语谈判Fou PPT课件课程介绍
谈判心理学
1
情绪管理
了解情绪在谈判中的作用，并学会有
沟通技巧
2
效管理和应对各种情绪。
掌握有效的沟通技巧，包括倾听、表
达和解决冲突的能力。
3
影响力
了解如何利用影响力来达成更有利的谈判结果。
谈判技巧
1 筹划
2 提问
制定明确的谈判目标和计划，准备充分以增加谈判成功的机会。
团队合作
通过团队合作案例分析，了解如何在合作中取得良好的谈判结果。
跨国谈判
研究国际谈判案例，掌握跨文化谈判的关键要素和技巧。
总结
通过本课程，您将学习到商务英语谈判的关键要素、心理学和技巧。了解如何成功应对不同文化背景下的谈判，并通过实际案例进行分析和思考。祝您在商务谈判中取得更大的成功！
灵活性
适应变化和不确定性的能力，灵活应对各种情况。
创造价值
寻求双赢的解决方案，创造更多的价值和机会。
面对不同文化背景的谈判
了解文化差异尊重差异适应变化
掌握不同文化背景下的商务礼仪和谈判方式。尊重对方的文化价值观，避免冲突和误解。灵活应对不同文化带来的挑战和变化。
谈判案例分析
生意买卖
探索实际案例中的谈判技巧和求和底线，并获取更多信息。
3 妥协
4 反驳
学会妥协和寻找双赢的解决方案，以达成共同的利益。
有效地反驳对方的论点，并提供有力的证据和支持。
成功谈判的要素
准备
深入了解对方，收集相关信息，并进行充分的谈判准备。
关系建立
通过建立信任和合作关系，增强双方的合作意愿。

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3.Keeping your Emotion
Ask questions in a friendly way,showing a cooperative spirit:This will warm the other side and melt any tension between you.
4.Surprise 5.Resiliency
Ω Bargaining Ω Persuasion
♫
Promise----Recommendation----Threat----Reward---Punishment----Commitment----Question
The main contents of Business Negotiation
2.Seeking Win-win Opportunities
Negotiation is a two-way road,which should be brought about by mutual.There are no winners and losers in a successful negotiation.
Price is one of the most important factors in the international business activities.
• 1. Being a good listener
The Basic Qualities of Business Negotiation
The Strategies of Busuness Negotiatio
1.Listening More
A good negotiator is not only need to talk themselves but also need to listen to and understand what the other side is saying.
The General Procedures of Business Negotiations
• 1.Non-Task Sounding
• 2.Creating Value
Giving information Getting information
• 3.Overcoming Barriers to Agreement
Business Negotiation
•
The Comprehension of Negotiation
Negotiation is a bargaining situation in which two or more players have a common interest to cooperate , but at the same time they have conflicting interests over exactly how to share.In other words , the players can mutually benefit from reaching an agreement on an outcome from a set of possible outcomes , but have conflicting interests over the set of outcomes .
Offer and Counter-offer
Quotation is just an indication of price without contractual obligation,and it is subject to change without previous notice.
Price
Principle of Integrative Negotiation (双赢原则)
Deterrence -based trust (威慑型信任)
Calculus -based trust (预计型信任)
Knowledge -based trust （了解型信任）
Indentification -based trust （识别型信任）
The Basic Principles of Business Negotiation
Hale Waihona Puke Principle of Collaborative Negotiation (合作试谈判原则)
Principle of Interest Distribution (利益分配原则)
Principle of Trust in Negotiation (信任原则)
Inquiry and Reply
Makeing inquiries is the initial stagr of business negotiations between the buyers and sellers in international business activities.Its purpose is to seek a supply of products , service or relative information.
• 2.Being realistic
• 3.Adaptability(具备适应) 4.Resourcefulness(足智多谋) 5.Endurance(忍耐力) 6.Respect
• 7.Concentration
• 8.Sense of Humor(幽默感) • 9.Patience • 10.The Ability to Articulate(表达能力强)

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