Unit 19 Negotiations delivery

Chapter Four Content of Negotiation (I) Anyone engaged in foreign trade knows that negotiation is a very important component in international business activities. As far as international investment, import and export of products, machinery and equipment are concerned, negotiation on international business and economy is a consultative process between governments, trade organizations, multinational enterprises or private firms. In short, it is a process between the buyers and the sellers, so negotiation is one of the important steps taken toward completing import and export trade agreements.4.1 Inquiry and ReplyIn international business activities, making inquiry is the initial stage of business negotiation between the buyers and sellers, the purpose of which is to seek a supply of products, service or relative information.Usually, the buyers make inquiries without any engagement to get information about the goods to be ordered. The sellers, however, can also make inquiries to get information about the goods to sold, without any engagement, too.The information wanted by the buyers or the sellers usually includes the following elements:The supply of commodities;The price;The catalogue;The packaging;The delivery date;Terms of payment and other terms concerned.Inquiry can be made orally or in written form.If the written form is adopted, the person who makes inquiries should remember to consider carefully to which the inquiries are to be sent and how many supplies or purchases are to be approached in one and the same region. Failure to take into consideration the relevant situation would lead to adverse effect on future transactions.When writing enquiry letters to your counterpart, there is on need to choose words and phrases carefully to draw th e readers’attention. A request for a price list or catalogue can be made in a single sentence. A request for a quotation of price and other trade terms may need a little longer description, which should be clear and exact. But remember there is no need for long, over-polite phrases and still less humbleness.If it is the first transaction between the parties concerned, the first enquiry letter should begin by telling the receiver how his name and address is known. Then, some generally information about your own business, such as the kind of goods handled, quantities needed or to be sold, usual terms of trade and any information likely to enable the suppliers or the buyers to decide what they can do for you, should begiven.Having received the enquiry letter, the receiver should study it with caution and reply the enquiry letter as soon as possible, telling them whether you could sell or buy.If in oral form, especially when the business relations have been established between the buyers and sellers, the inquiries and replies will be very easy and simple. What should be paid attention to is that both of them may have a friendly and cordial discussion according to what has been mentioned.4.2 Offer and Counter-offerIn many types of business, it has always been the practice for the supplier to make an offer directly to his regular customers and to others who may be interested in his goods, without waiting for an enquiry. But when the supplier has received an enquiry from the buyer and decide to sell the goods, he should make an offer to him.It should be pointed out that offer is different from quotation. Quotation is just an indication of price without contractual obligation, and it is subject to change without previous notice. We have learned that a proposal for concluding a contract addressed to one or more specific persons constitutes an offer if it is sufficiently definite and indicates the intention of the offerer to be bound in case of acceptance. So offer is a definite commitment on the part of the supplier.In business activities, when making an offer, orally or in written form, the following elements are usually included:The name, price, quality and quantity of the goods;The date of delivery and/or time of shipment;The terms of payment;The validity of the offer;Other terms concerned, such as packing, discount, insurance, etc.When a supplier promises to sell the goods at a stated price within a stated period of time, the offer made by him is called a firm offer. In making a firm offer, mention should be made of the time of shipment and the date of delivery, the mode of payment desired and the period for which the offer is valid. In addition, an exact description of the goods should be given. If possible, pattern or sample should be shown or sent.It should be noted that a firm offer, although not legally binding, is capable of acceptance, and once it has been acceptable it cannot be withdrawn and the offerer should perform the obligations stipulated in it.It is known that a reply to an offer which purports to be an acceptance but contains additions, limitations or other modifications is a rejection of the offer and constitutes a counter-offer. So, a counter-offer means a partial rejection of the original offer, and it also means a counter proposal put forward by the buyers or the offeree.In practical business negotiations, the buyers may not agree on theprice, packing, shipment or payment, etc. He may state his own terms instead. Such alterations indicate that business has to be negotiated on a renewed basis. Such being the case, the original offerer or the seller now becomes the offeree and is entitled to accept of refuse. In the latter case, he may make another counter-offer of his own. This process can go on for many a round until the transaction is concluded or called off.Sometimes, the sentence “Accept your offer subject to the following alterations……” may be used in answering an offer. Although the word “accept”is used, in fact, the offer is still rejected, because the offeree does not agree to the whole offer.In making a counter-offer, the party concerned should express regret at inability to accept, explain reasons for non-acceptance and suggest that there may be other opportunities to do business together in the future.4.3 Price and Placing ordersIt is known to all of us that price, which should be carefully considered, is one of the most important factors in the international business activities.Price is the money of other considerations exchanged for the ownership or use of a product or service. The products’price includes fixed cost, variable cost and expected profit. The fixed cost and variable cost of export products, however, means the total figure of production cost, selling cost, delivery cost, taxes and tariffs and some other unknowncosts.In any transactions, the buyer wants to buy cheap and the seller wants to sell dear. In order to get the expected target, the buyer or the seller should know the pricing strategies and other factors which can influence the price.As to the pricing strategies, there are three basic techniques of pricing export products, which can be indicated as follows:Cost-plus pricing;Marginal cost pricing;Break even pricing;Besides what have been mentioned above, the international and external factors which can affect pricing should be noted.International factors include:Marketing objectives;Marketing mix strategies;Costs;External factors include:The market and demand;Competitors’ prices and offers;In international business negotiation, because haggling is a common occurrence, the buyer or the seller should not ignore the following items, which can also affect pricing:Fluctuations of the currency used in the transaction;Terms of payment;Date of delivery;Packaging, etc;Everyone knows that negotiating price is a skill needing nerves of calm.Once given the factors affecting prices, the buyer or the seller is now ready to select a workable price. In any case, the price will have to be somewhere between one that is too low to produce a profit and one that is too high to result in any demand.In business discussion, even when the buyer has an advantage over the seller, because of overproduction, etc., and is accordingly able to dictate terms, such as lowering the price, quickening delivery date and so on, he should consider everything on the “you”attitude and give the reasonable price. Of course, when the seller has an advantage over the buyer, the same attitude should be adopted.Having finished negotiation price between the buyer and the seller, the former may place an order to the latter for goods needed on the price agreed upon between them. Once the order has been accepted by the seller, a purchase contract should be singed. After that, both parties are legally bound to carry out their agreement.When the binding agreement comes into force, the buyer’s obligations are:to accept the goods supplied, provided that they comply with the terms of order;to pay for them according to the terms agreed upon;to check the goods as soon as possible (failure to give prompt notice of faults to the seller will be taken as acceptance of the goods);When the binding agreement comes into force, the seller’s obligations are:to deliver the goods exactly of the kind ordered, and at the agreed time;to guarantee that the goods to be supplied are free from faults, of which the buyer could not be aware at the time of purchase.According to commercial law, if faulty goods are delivered, the buyer can demand either a reduction in price, or replacement of the goods, or cancellation of the order. He may also be able to claim damages.Chapter Five Content of Negotiation (Ⅱ)5.1 Packaging 包装It is known that packing is another important element which should be pay attention to by the buyers and the seller when negotiating any transactions, because neither of them like to have the goods shipped or received in a damaged condition. It is appropriate packing that could prevent or minimize the damage of the goods and could promote the sales. Therefore, in modern days, more and more people have come to realize the importance of packing.When discussing packing, the seller should keep the following in mind: ﹙1﹚T he buyers are under certain conditions entitled to reject the goods if they are not packed in accordance with his instruction or with the provisions agreed upon.﹙2﹚P acking should be designed to suit shipment requirements. In case of anomalies in packing, the master of the ship has authority to refuse to sign a clean B/L.Likewise, the buyer is empowered to refuse the acceptance of a B/L which refers to goods marked and branded not in strict conformity with the contract.﹙3﹚P acking should tally with the regulations in the country of destination, because some countries levy very heavy import duties on particular kinds of packing material.Besides what have been mentioned above, the seller should showsolicitude for the appearance and packaging of packing.The features of the packing should be:●Beautiful and durable;●Easy to handle;●Well suited for long distance shipment;●Proof against damage;●Waterproof /shake-proof;●Standardized.The appearance and packaging of packing should be:●Modern and attractive;●Small and exquisite;●Suitable for window display;●Facilitate marketing;In practical business activities, as far as the benefit of the buyer and the seller concerned, both of them should be familiar with the following items.⒈Packing ParametersThe main parameters that affect packing include the following:1)Value of the GoodsPacking depends on the value of the goods, that is, high value consignment usually needs more expensive than low value merchandise. Therefore, packing for valuable goods must be done professional to avoidany damage caused by transactions.2)Nature of the GoodsGenerally speaking, packing depends upon the nature of a products as well as the mode of transportation. For instance, cargo shipped in bulk requires little or no packing at all; small products are usually packed in standard-sized wooden or cardboard boxes; machinery or some heavy goods may need to be shipped in crates; commodities like sugar and coffee are usually packed in bags; and fragile goods should be done professionally.3) Rulers and RegulationsThis has particular relevance to dangerous cargo whose very nature calls for adequate and safe packing in line with strict regulations applicable both to sea and air transportation. Besides, in some countries, straw, wood and some other material are unacceptable forms of packing owing to the risk of insects being imported.4) Temperature VariationTemperature variation is another important factor which should be considered when packing, because some kinds of cargo that will have to undergo the temperature variation will face the danger of deterioration. 5)Cost of packagingWith the overseas markets becoming ever more competitive, the exporter is compelled to explore new methods of packing. The basic principle ofpackaging is to make packaging as light and compact as possible so as to keep freight cost down.⒉Marking of GoodsWhen packing is finished according to the packing instructions from the buyers, marking should be done on the export packages, which mainly include:●The consignees’own distinctive marks, which should include the name of the port of destination;●Any official marks required by authorities concerned, because some countries require the name of the country, there the goods are produced, the weight and dimensions, to be marked on every package.●Special directions or warning which should be stenciled on the package foe the benefit of the owner and the carrier.5.2 Delivery of GoodsWhen discussion the delivery of the goods, the negotiator should be familiar with the following contents:●Modes of the transportation;●Time of shipment;●Place of shipment and place of destination;●Partial shipment and transference;●Shipping advice;●Shipping documents.1.Modes of TransportationAlthough there are many modes of transportation in international trade, ocean transportation is still the most important mode at present.When the buyer and the seller negotiate the ocean transportation, the following items should be paid attention to: regular shipping liner transportation and charter transportation.(1)Regular shipping transportation: it involves the standard forcalculating premium, the liner’s freight tariff, the basic rate, the surcharge, the time of premium payment and the special discount for freight.(2)Charter transportation: it can be divided into voyage charter, timecharter and empty ship charter. Charter transportation cover charter party, rent or freight and the good shipped.2.Time of ShipmentWhen talking about the time of shipment, we should distinguish “shipment” from “delivery”. Under FOB, CFR, CPT and CIP, the time of shipment corresponds to the time of delivery, bur under DES, DEQ, DDU and DDP, the two are quite different, because FOB, CFR, CIF and so on belong to the constructive delivery, and DES, DEQ and so on belong to the actual delivery.When negotiating the time of shipment, the party concerned should know something about the stipulations of shipment time.(1)“Time shipment”means that an actual time of shipment should begiven, such as “Shipment during April and May”(2)“Shipment in the near future”refers to “prompt shipment”,“immediate shipment”, and “shipment as soon as possible”. Because these terms have different explanations in different countries and lines, the negotiators should refrain from using them so as to avoid misunderstanding.(3)“shipment without fixed time”means that the seller will ship thegoods with a certain time only after the payment of the L/C. under this stipulation, the following phrases are usually used:●Shipment within 30 days after receipt of L/C;●Shipment within 15days after receipt of remittance;●Shipment by first available vessel;●Shipment within 20 days after receipt of L/C, which must reachthe seller not later than 30th April.Besides what have been mentioned above, the parties concerned should pay much attention to the canceling date, the demurrage and the dispatch rate, which are also very important in negotiating shipping contract.3.Place of Shipment and Place of DestinationUnder CIF and CFR terms, the port of shipment and the port of destination should be stipulated in the contract. Under CPT and CIP terms, however, the place of destination and the place of the departure should be stipulated in the contract.But under FAS and FOB terms, the port of shipment should be stipulated in the contract, and FCA term, the place of departure should be stipulated in the contract. Although the terms mentioned above only refer to the port of shipment and the place of the departure, it is better to stipulate the port of destination or the place of destination in the contract respectively.4.Partial Shipment and TransportationBesides the time of shipment, the place of shipment, the place of destination, and the mode of transportation in the delivery clause of the contract, there are partial shipment and transshipment in it.(1)Partial shipment usually has the following three forms:●Not specify lots and quantity---the phrase “partial shipments to beallowed” can be used;●Specify lots but not specify quantity---the phrase “shipmentduring May, Jun and July in three installments” can be used;●Specify lots and quantity---the phrase “shipment during May andJune in two equal lots” can be used.(2)Transshipment should be clearly specified in the contract if it isnecessary, such as “transshipment to be allowed”, “transshipment atHong Kong to be allowed”, etc.(3)When partial shipment and transshipment are needed, they should bewritten down in the contract, such as “shipment on of before May 31st from Shanghai to Wellington, allowing partial shipment and transshipment”5.Shipping AdviceAfter making shipment, the seller is required to advise the buyer its effectuation(usually within 24 hours) no matter the transportation is concluded on FOB, CFR or CIF basis, so that the buyer can take necessary measures to take the goods and take out insurance. The required shipping advice usually includes:(1)the contract number and the L/C number;(2)the name of the commodity;(3)the quantity loaded;(4)the invoice value;(5)the name of the vessel;(6)the port of loading and the port of destination;(7)the date of B/L;(8)the date of departure;(9)The expected time of arrival at the port of destination.6.Shipping DocumentShipping document is a kind of main certificate, by which the sellerproves that he has completed his obligation of delivering goods, and on the other hand, the buyer pays for the shipment. If the shipping documents do not strictly conform with the terms of the L/C, the bank will reject them and refuse to pay, so great care is required on the part of export in preparing the shipping documents.The shipment documents required in shipment usually include:(1)bill of landing (B/L);(2)commercial invoice;(3)insurance policy or insurance certificate;(4)inspection certificate or survey report;(5)weight memo (note) and packing list;When discussing shipping documents, the person concerned should know something about the B/L, especially the Ocean B/L.The bill of landing is a document given by a shipping company, representing both a receipt for the goods shipped and a contract for shipment between the shipping company and the shipper. It is also a document of entitlement to the goods, giving the holder or the assignee the right to possess the goods.The ocean B/L usually includes:●shipped B/L or on board B/L;●clean B/L, unclean B/L;●straight B/L;●order B/L;●direct B/L;●transshipment B/L;●through B/L;●Freight prepaid B/L, etc.In a word, when shipping goods by ocean freight, the negotiators must take into account the following:(1) Arranging the port of shipment and the port of destination. Commonly, the seller chooses the port of shipment whereas the buyer decides the port of destination on the basis of mutual agreement.(2) Settling the time of shipment. To avoid future disputes in international trade, the time of shipment must be settled clearly between the buyer and the seller. When settling the time of shipment, the exporters should take every possibility into consideration, such as the supply of goods, international transportation, and external market quotations. The time of shipment should be made suitable to both the seller and the buyer.5.3 InsuranceWhen negotiation the marine cargo insurance, the parties concerned should be first familiar with the following content:●Perils Insured Against;●Marine Transportation Loss;●Types of Insurance.1. Perils Insured AgainstEach shipment in transit may run into various types of dangers. Generally speaking, the risks covered by insurance can be basically divided into two types---“perils of the sea” and “extraneous risks”.The perils of the sea include not only natural calamities such as storms, floods, earthquakes, lighting, etc. but also fortuitous accidents like fire, collision, explosion, stranding and sinking of the carrying vessels, and so on.The extraneous perils are usually caused by external factors, which can be divided into two---the ordinary and the special. The ordinary perils include the theft,pillage,leakage,shortage, rusting, contamination,and so on. But the special perils refer to war, strikes, import duty, rejection and failure to deliver, and so on.2. Marine Transportation LossGenerally speaking, losses on the high seas fall into two categories: total loss and partial loss.⑴Total losses: Actual total loss & constructive total loss;⑵Partial losses: Generally average & particular average;3. Types of InsuranceThe principle perils which the basic marine policy of the PICC insurance against under its Ocean Marine Cargo Clause are:⑴free from particular average (F.P.A.);⑵with particular average (W.P.A.);⑶all risks.These three perils are usually called “basic risks”, which are granted according to institute cargo clauses.Besides the “basic risks”mentioned above, there is another type of risk---additional risk, which can be divided into two---general risks and special additional risks.Generally speaking, general additional risks include:theft, pillage and non-delivery( T.P.N.D.);Fresh water and/or rain damage;Shortage;Intermixture and contamination;Leakage;Clash and breakage;Taint of odor;Sweat and heating;Hook damage;Breakage of packing;Special additional risks, however, include:war risk;Strikes;On deck;Import duty; Rejection;Failure to deliver; Survey at jetty risk;Fire risk extension clause.。

Unit 19 Takeovers, mergers and buyouts2.1 Choose the best word to fill in the gap.(1) Please note on the affidavit that you'll be required to indemnify the bank, for any possible losses it may __________________ as a result of transferring the funds to a new account.A occur toB happen inC incurD come across(2) It was the capture of the two Israeli soldiers in a cross-border __________________ two years ago which triggered the Israeli invasion of Lebanon.A incurB raidC reedD assaulting(3) With all of the expenses associated with going to college, it can be very easy to __________________a lot of credit card debt.A rack upB rack downC rack onD rack off(4) But experts say as many as three million owners are in trouble. With falling prices, many people __________________more than their homes are worth.A ownB haveC oweD give(5) With the implement of reform and opening policy, thousands of foreign tourists __________________ into China. They desire mystery ancient country with splendid culture over five thousands years.A coverB swearC swarmD slide(6) Obama has played down the possibility that a health care __________________would cause large numbers of people to change doctors and insurers.A overturnB overhaulC turnD haul(7) The president is trying to __________________ support for a war that a majority of Americans now believe it is a mistake.A recallB rallyC revereD rebut(8) But one of the lessons of the credit __________________is that banks are still important underwriters of liquidity when markets dry up.A crunchB crutchC clenchD crotch(9) To tackle the problem of insufficient consumer demand, China will further its efforts in preparing for further __________________ investment in fixed assets.A gear upB gear downC gear onD gear off(10) Venezuela's President Hugo Chavez accused Costa Rican government officials of backing his opponents in an alleged coup plot to __________________ his leftist government.A tripB tropC stopD topple(11) They are paid in the form of commission, which is usually a certain percentage of the sales realized __________________ to their service.A dueB oweC ownD sue(12) We will continue to develop public welfare and charity programs and undertake various activities to __________________public contributions and participation.A salivateB solicitC silicateD consolidate(13) The new package also includes an expansion of tax- __________________ housing loans to boost the struggling property market, funding for care of children and the elderly, and support for unemployed young people.A exemptB recoveryC temptingD exception(14) The U.S continues to __________________the HIA (Homeland Investment Act) which would bolster the greenback for some months to come.A millB mullC milkD mend(15) A breach of contract allows the innocent party to enforce the contract, __________________the contract or sue for damages.A rescindB declineC renderD define参考答案(1)C (2)B (3)A (4)C (5)C (6)B (7)B (8)A (9)A (10)D (11)A (12)B (13)A (14)B (15)A 2.2 Match the words 1-10 to their definitions A-L. There are two extra definitions you do not need to use.（1）innovate a. the working together of two things(muscles or drugs for example) toproduce an effect greater than thesum of their individual effects（2）merger b. bring something new to an environment （3）synergy c.the combination of two or morecommercial companies（4）forward integration d. acquisition of a company by purchasinga controlling percentage of its stock （5）horizontal integration e. take over (a company) by buying acontrolling interest of its stock（6）backward integration f. a change by sale or merger in thecontrolling interest of a corporation （7）vertical integration g. a merger with or take over other firmsproducing the same type of goods orservices（8）raid h. a merger with or the acquisition ofone’s marketing outlets（9）buyouts i. a message expressing an opinionbased on incomplete evidence （10）takeovers j. a merger with or the acquisition ofone’s suppliersk. joining with firms in other stage of theproduction or sales of a productl. an investment that is very risky butcould yield great profits参考答案：（1）b（2）c（3）a（4）h（5）g（6）j（7）k（8）e（9）d（10）f2.3 Fill in gaps with appropriate words from the box. There are three words you do not need to use.Common agreements arbitrageur arrogation indication Consensus synergy diversification predict(1) With increased M&A, we are likely to see a single drug manufacturing industry with strong economies of scale, _________________in product mix and, in general, a new compelling growth story.(2) Life today moves faster than ever before. Multi-tasking — handing several tasks at the same time — is a strong _________________ of life's increased pace.(3) As an important type of mixed operation of finance industry, the financial holding company has scale and scope economy and _________________effect.(4) The _________________contract of Rome law which regards the agreement as the key element to establishing contract is a great leap in the development of human contract system history.(5) This paper proposes a simple model to confirm that the existence of arbitrage requires some benefit space in the game between noise trader and_________________. So the arbitrage action is restricted.参考答案(1) diversification (2) indication (3) synergy (4) Consensus (5) arbitrageur2.4 True or False （1）The individual companies might have been more efficient if liberated from central management.（2）Many large conglomerates were maximizing stockholder value.（3）arbitrageur means the process of buying something in one place and selling them immediately in another place in order to make a profit from the difference in prices（4）vertical integration means producing the same type of goods or services（5）Theoretically, there was big risk of making a loss with a buyout.（6）In many countries, if all the shareholders agree to sell, the bidder is obliged to buy 100% of the shares, and can not stop at 50% plus one.（7）One can only buy a small quantity of shares through brokers.（8）Entering new markets with new brands is always slow, risk, but cheap.（9）Buyout has the same meaning with takeover, they both means buying a company’s shares to control the company.（10）The permanent threat of takeovers is a challenge to company managers and directors to do their jobs better.参考答案：（1）T（2）F（3）T（4）F（5）F（6）T（7）F（8）F（9）F（10）TPart 3 Comprehensive Exercises3.1 Filling in the blanks with the words in the box.for united energetically ground needfruition of embraced shared asWe cannot expect to be __________ at every turn, but we can be ________ one mind and heart on the ____________ to find common ___________ as we confront the ___________ challenges of the 21st century. The Obama Administration has _______________ this dialogue with China early and ___________ because we want to see it to __________ . This is an issue of great importance to me __________ Secretary of State, and I know the same is true for my colleagues and ________ ____our President.参考答案(1) united (2) of (3) need (4) ground (5) shared (6) embraced (7) energetically (8) fruition (9) as (10) for3.2 Translate the Chinese words into English.（1）管理层收购 a asset-stripping（2）杠杆收购 b leveraged buyout（3）敌意接管 c hostile takeover（4）横向整合 d backward integration（5）资产剥除 e competitive advantage（6）竞争优势 f forward integration（7）垂直整合g vertical integration（8）向后整合h horizontal integration（9）购并出价i takeover bid（10）向前整合j Management Buyout参考答案（1）j （2）b （3）c （4）h （5）a （6）e （7）g （8）d （9）i（10）f 3.3 Filling the blanks according to the Chinese sentence.(1) it was highly inefficient in valuing assets, including land, building and pensions funds (虽然市场能解读有关公司收入的数据，但是它在评价包括土地、建筑物和退休基金在内的资产时却是低效率的)(2Furthermore, many German commentators claimed that workers are at least as important as shareholders, and that (而且许多德国评论员声称，工人至少和股东一样重要，公司是人们工作的地方，而不是购买和出售的资产)(3) claimed that the German search for consensus was really just a way of resisting change and inevitable global trends.(相反，大多数英国评论员声称，德国人的追求共识实际上只不过是抵制变化和不可避免的全球化趋势的一种方式)(4) , several of these investors accepted the bid, often because they already possessed V odafone shares.（当沃达丰公司充分提高它的报价时，这些投资者中一些人接受了投标，因为他们已经拥有了沃达丰的股份)答案：(1)Although the market could understand data concerning companies’ earnings(2)companies are places where people work rather than assets to be bought and sold(3)Most British commentators, on the contrary(4) When V odafone increased its offer price sufficiently3.4 Sentence Translation.(1)The individual companies might have been more efficient if liberated from central management.(2)Raiders in the 1980s discovered that this was quite simply untrue.(3)The ideal targets for such buyouts were companies with huge cash reserves that enable the buyer to pay the interest on the debt.(4)The high returns on debt issued by risky enterprises more than compensated for their riskiness, as the rate of default was lower than might be expected.答案：(1)如果它们从集中管理中解放出来，各独立公司的效率可能会更高。

Unit 2 NegotiationRelated InformationNegotiation Skill DevelopmentAlthough everyone negotiates informally all the time without even being aware of it, formal negotiation is a skill that can be learned through experience and practice. People who negotiate a lot tend to be much more skilled at it than people who have not participated in many formal negotiations. Experienced people are more likely to know what to say, when to make concessions, when not to, what to concede, what not to, and, in general, how to manipulate the situation to their own advantage. For this reason, negotiation tends to favor the experienced party.In general, it is useful to know and understand the difference between integrative (or win-win) negotiation strategies and distributive (or win-lose) strategies. Win-win strategies are most useful when it is possible to develop a solution to a problem in which both (or all) sides win, or at least come out ahead of where they would, were the conflict to continue.Where there is a great deal at stake in a negotiation, then it may be appropriate to prepare in detail and legitimate “gamesmanship” to gain advantage. Anyone who has been involved with large sales negotiations will be familiar with this.Neither of these approaches is usually much good for resolving disputes with people with whom you have an ongoing relationship: If one person plays hardball, then this disadvantages the other person —this may, quite fairly, lead to reprisal later. Similarly, using tricks and manipulation during a negotiation can undermine trust and damage teamwork. While a manipulative person may not get caught out if negotiation is infrequent, this is not the case when people work together routinely. Here, honesty and openness are almost always the best policies.Lead-in1. ListeningDialogue 1: Price Dialogue 2: Packing Dialogue 3: DeliveryTape Script:Dialogue 1A: I’m sorry to say that your price has soared. It’s almost 20% higher than last year’s.B: That’s because the price of raw mater ials has gone up.A: I see. Thank you. It would be very difficult for us to push any sales if we buy it at this price. B: Well, if you take quality into consideration, you won’t think our price is too high.A: Let’s meet each other halfway.Dialogue 2A: You know, packing has a close bearing on sales.B: Yes, it also affects the reputation of our products. Buyers always pay great attention to packing. A: We wish the new packing will give our clients satisfaction.A: So how do you think the shirts are packed?B: They’re packed in cardboard boxes.A: I’m afraid the cardboard boxes are not strong enough for ocean transportation.Dialogue 3A: When can you effect shipment? I’m terribly worried about late shipment.B: We can effect shipment in December or early next year at the latest.A: That’s fine. How do you like the goods dispatched, by railway or by sea?B: By sea, please. Because of the high cost of railway transportation, we prefer sea transportation. A: That’s what we think.2. Spot DictationPart 11. soared2. push any sales3.take4.into consideration5. halfway6. bearing7. reputation8.satisfaction9. packed 10. ocean 11. shipment 12. dispatchedPart 21. Counter offer2. negotiating3. unacceptable4. bargaining5. regret for being unable6. other opportunities to do businessText ALanguage Study1. advocacyn. active support; especially the act of pleading or arguing for something 支持，拥护，提倡◆Patience is essential in negotiation while advocacy of “quick success”is harmful. advocate n.辩护者; 律师; 拥护者; 倡导者advocator n. 拥护者, 鼓吹者, 提倡者2. A “successful” negotiation in the advocacy approach is when the negotiator is able to obtain all or most of the outcomes his party desires, but without driving the other party to permanently break off negotiations.when the negotiator...是表语从句; but without driving...是分词短语,做状语。

本文部分内容来自网络整理，本司不为其真实性负责，如有异议或侵权请及时联系，本司将立即删除！== 本文为word格式，下载后可方便编辑和修改！ ==商务英语运输谈判对话篇一：商务英语谈判对话模拟(自编)Dialogue 2：Negotiation on Commission and AgencySituation: Miss Huang, a Chinese handicraft sales company and Mr. White, a sales manager of a handicraft company in Abuja, Nigeria are talking about the commission of agency.Huang: 怀特先生，很高兴见到你。

最近怎么样？White: Glad to meet you too. What can I do for you?（我也很高兴见到你。

能为你做些什么吗？）Huang: 根据我们的协议，这个月就是试销期的最后一个月了。

我想是时候讨论中国北方独家代理权的问题了。

White: Yes. Your sales performance in the trial period is good andthe plan of advertising and promotion have been well practiced. Your company is qualified for the sole agency in north of China.（是的。

在试销期内，你们的销售业绩很好，广告和宣传计划也有效地落实了。

你们公司可以做我们公司在北方的独家代理了。

） Huang: 太好了。

能得到你的认可我们很高兴。

我们谈谈代理合同的细节吧？ White: Yes, of course. As wehave talked befote, the territory to be covered is the north of China. How about the commission fee?（好的，当然。