商务谈判unit 6 making and responding to proposals

商务谈判常用的英语口语对话In business negotiations, effective communication is key to reaching a successful outcome. Using the right English expressions can help you express your ideas clearly and build a strong rapport with your counterpart. Below are some common English dialogues that are frequently used in business negotiations:1. Opening the negotiation:- Good morning, Mr. Smith. I'm glad we could meet today to discuss the terms of our partnership.- Hello, everyone. Thank you for taking the time to meet with us. Let's get started.2. Stating your objectives:- Our goal is to reach a mutually beneficial agreement that satisfies both parties.- We are looking for a long-term partnership that is based on trust and cooperation.3. Making an offer:- We are prepared to offer you a 10% discount on bulk orders.- In exchange for your commitment, we can provide you with exclusive access to our new product line.4. Negotiating terms:- Can we discuss the possibility of extending the payment deadline by an additional 30 days?- We are willing to compromise on the price if you can guarantee a minimum order quantity.5. Responding to offers:- Your proposal is very attractive. However, we would like to negotiate the delivery schedule.- We appreciate your offer and will consider it carefully before making a decision.6. Seeking clarification:- Could you provide more details on the warranty terms for this product?- I'm not clear on the pricing structure. Could you break it down for me?7. Closing the deal:- It seems like we have reached a consensus on the terms. Shall we draw up a contract?- I believe we have addressed all the issues. Let's finalize the agreement and move forward.Remember, effective communication in business negotiations requires active listening, clear expression, and a willingness to compromise. By using these common English dialogues, you can improve your negotiation skills and achieve successful outcomes in your business dealings.。

7. Meanings are the fact, ideas, feelings, reactions, or thoughts that exit within individuals and act as a set of filters for interpreting the decode messages.
Use of Language
1I.nThneeugsoetoiaf tpioolnar,izleadnglaunagugaegoeperates at two levels: the logical level and the pragmatic level.
2W. Theeocfotnevneyraenaccetonf ovetrobanllyimtmoetdhiaecysubstance of a threatening 3s. tTahteedmegerneet bofultanaglsuoagteoinittesnusintyspoken messages. Gibbons, Bradac, and Busch identify five linguistic dimensions of making threats.
（渠道是信息从一方传递给另一方的管道。）
6. Decoding is the process of translating messages from their symbolic form into a form that makes sense.
（解码是把信息从符号形式转化为有意义形式的过程。）
By giving the individual a chance to ponder at length the other party's message, and to review and revise one's own communication, e-mail may indeed help less interpersonally skilled parties improve their performance, especially when the alternative is negotiating sponta-neously (face-to-face or by phone) with a more accomplished other party.

Should you make the first offer?

The primary benefit of making a first offer in negotiation is that it establishes an anchor .
Negotiation Anchoring: Anchoring is an attempt to establish a reference point (anchor) around which a negotiation will revolve and will often use this reference point to make negotiation adjustments. Anchoring often occurs when the first offer is presented at the beginning of a
What should my first offer be?

Keep the entire ZOPA in play.
Making an offer that falls outside the ZOPA. In this manner, when substantive negotiations begin, you will still have the ability to claim as much value as possible.
Word study

ቤተ መጻሕፍቲ ባይዱ
Your Level A package is prohibitive on cost.
Too expensive to afford

We include all maintenance and support work, plus a minimum project load.

Our counteroffer is in line with the international price. If you can accept, we shall persuade our customers to place orders with you.
9.按这个价格，我们不能说服用户购买你们的产品。 We are not in a position to purchase our end-users to
Unit 6 Price Bargaining
9. We hope we could conclude business with you at something near our level. 我们希望以接近我们的价格水平与你方达成此笔交易。
10. I’m afraid we will have to call the whole deal off if you still insist on your original quotation. 如果你们仍然坚持你们原先的报价，恐怕我们只好取消整笔交 易了。
Unit 6 Price Bargaining
IV. Keys to Exercises
1. Translate the following sentences into Chinese
1. It would be very difficult for us to push any sales if we buy it at this price. 如果我们以这个价格购买，我们促销产品将会非常困难。
2. Your price is much higher than we expected.
3. The price of your goods is about 15% higher than that of other manufactures.