Business Negotiation Englis1备课手册.docx

Business Negotiation Englis1备课手册.docx

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BusinessNegotiationEnglis1备课手册

BusinessNegotiationEnglish（Intermediate）

Unit1Enquiries（询价）

FocalPointsonthefollowingtalks:

（score:

5perunit）

1.Wellunderstoodthemeaningofthefollowingtalks.

2.Familiarwithalltheproceduresinthetalks.

3.Fluentreadingofthetalksbelow..

4.Interpretationofthetalksafterlisteningtothetapes.

5.Respondtotherelevantquestionsinaccordancewiththecontext.

SituationTalks:

H：

GoodAfternoon!

IamAlanHeathfromEngland.Hereismycard.

Y：

GoodAfternoon,Mr.Heath.MynameisYangYong-ming.Yangismyfamilyname.YoumaysimplycallmeYangifyoulike.

H：

Nicetomeetyou,Mr.Yang.

Y：

Me,too.WhatcanIdoforyou?

H：

Weareoneoftheleadingimporters（主要进口商）ofleatherproductsinBritain.WelearnedyournameandaddressfromBritishChamberofCommerce（英国商会）inChina.Wewouldliketoopenupbusinessrelationswithyou（与你们建立业务关系）

enterintobusinessrelationswithsb.与sb建立业务关系

setupbusinessrelationswithsb.与sb建立业务关系

establishbusinessrelationswithsb.与sb建立业务关系

enterintoconnectionwithsb.与sb建立业务关系

dobusinesswithsb.与sb建立业务关系

startbusinesswithsb.与sb建立业务关系

Y：

Wewouldverypleasedtoenterintobusinessrelationswithyou.Wehavebeenspecializingin（专营/dealin主营）theexportofleatherproductsforoverthirtyyears.Ourproductshavewonwidepopularityin（深受..欢迎）manypartsoftheworld.（enjoypopularityin深受欢迎/enjoywideacceptance广为认可/sellwell畅销/bemuchsoughtafter供不应求）Couldyoutellmewhatinparticularyouareinterestedin?

H：

Wearethinkingofimportinghandbags.Wewouldliketomakeanenquiryaboutthem.

Y：

Good.Wehavesomesamplesinourshowroom.Wouldyouliketohavealookatthem?

H：

Certainly.

Y：

Thisway,please.（aftervisitingtheshowroom）

Y：

Nowyouhaveseenoursamples,whatdoyouthinkofthem?

H：

Ishouldsaythequalityisallright.ButIthinkthecoloranddesignmaynotbetothetasteofourmarket.（适合市场口味）

Y：

Well,wealsoacceptordersagainstcustomersamples（接受来样定做订单）iftheorderisasizeone.Justtellusthecoloranddesignyouhaveinmind.Wewillmanufacturethemaccordingtoyoursample.

H：

Thatisgreat.Couldyougivemesomeroughideaofyourprice?

Y：

Hereisourlatestpricelist.ThepricesareFOBShanghaiandtheyaresubjectto（须经过）ourfinalconfirmation.Besides,pleasenotethatforaspecialorder（对特殊订单）theminimumquantityforeachdesignis5,000pieces,orthepricewillgoupby20%.（上涨20%）

H：

Isee.Whencanweexpectdelivery?

Y：

Deliverywillusuallybemade（交货通常为）onemonthafterreceiptofthecoveringletterofcredit.Butforspecialorders,itmighttaketwomonths.

H：

Whatmodeofpayment（支付方式）doyouusuallyaccept?

Y：

WeonlyacceptconfirmedirrevocablesightL/C.（保兑不可撤回的即期信用证）

H：

CouldIhavesomediscount（打折扣）iftheorderisalargeone?

Y：

Well,weusuallygivea5%discount（打5%的折扣）iftheorderisover8,000pieces.

H：

Thatisgood.Anotherthing.Howlongdoesitusuallytaketosendusyourreturnsample?

（回样=对等样品countersample）

Y：

About2weeks.Wewillpassyoursampleonto（将样品转交给.sb.）themanufacturerassoonaswereceiveit.Themanufacturermayusuallyneedaweekorsotocompletethereturnsample（完成回样制作）Thenwewillsendittoyouforconfirmation.Oncewehavegotyourconfirmation,wewillinformthemanufacturerand

theywillstarttheproduction.

H：

Bytheway,whereisthefactorylocated?

Y：

ItisinChangzhou,Jiangsuprovince,notveryfarfromShanghai.Ifyouwouldliketomakeaninspectiontourof（考察）thefactory,wecanarrangethatforyou.

H：

Thatwillbegreat.Butfirstofall,wewillhavetodiscussthequestionwithourclients.MayIhaveacopyofthepricelistandcatalogue?

Y：

Sure.Hereyouare.

H：

Thankyouforyourhelp.Iwillcomebacktodiscussitingreaterdetailwithyou.（与sb详细讨论）

H：

Thankyouforyourenquiry.Ifyouhaveanyotherquestions,pleasefeelfreetocallmeanytime（随时给我打电话）.

Y：

Thankyou.Goodbye!

Questions&AnswersForOralPractice&Test:

1）WhereisMr.Heathfrom?

2）HowaboutHeath’scompanyinBritian?

3）HowdidMr.Heathgetthename&addressofYang’scompany?

4）WhydidHeathcomeheretomeetYang?

5）WhathasYang’scompanybeenspecializingin?

6）HowaboutYang’sproductsintheworldmarkets?

7）What’sHeathspeciallyinterestedin?

8）WheredidMr.YanginviteHeathtohavealook?

9）HowdidHeathreplyaftervisitingtheshowroom?

10）DidYang’scompanyacceptordersagainstcustomersamples?

11）CouldYanggiveHeathsomeroughideaoftheprice?

12）ArethepricesCIFShanghaidirectly?

13）Ifit’sforaspecialorder,what’sthequantityforeachdesign?

14）Whencantheyexpectdelivery,ifheathplacestheorder?

15）WhatmodeofpaymentdoesYang’scompanyusuallyaccept?

16）Couldheathhavesomediscountiftheorderisalargeone?

17）HowlongdoesitusuallytaketosendHeaththereturnsample?

18）IfthefactoryisinChangzhou,whowillarrangeitforMr.Heath’svisit?

19）Whydidn’tMr.Heathplacetheorderimmediately?

20）HowwillMr.HeathcomebacktodiscusswithYang?

21）IfHeathmeetswithsomequestions,howwillhedo?

22）What’sthecatalogueusedfor?

23）Whatdoesyourcompanydealmainlyin?

（medicine&healthproducts）

24）WhydidtheirproductssellquicklyinEuropeanmarket?

25）DidyourproductsenjoywideacceptanceinFrankfurt?

26）Whydidthebuyervisitthemanufacturer?

Allthequestionsaboveshouldbeansweredinwrittenwaysforgrading.

Unit2OffersandCounter-offers（报盘与还盘）

FocalPointsonthefollowingtalks:

（score:

5perunit）

1.Wellunderstoodthemeaningofthefollowingtalks.

2.Familiarwithalltheproceduresinthetalks.

3.Fluentreadingofthetalksbelow..

4.Interpretationofthetalksafterlisteningtothetapes.

5.Respondtotherelevantquestionsinaccordancewiththecontext.

SituationTalks:

W：

Nicetoseeyouagain,Mr.Mohammed.

M：

Nicetoseeyouagain,too.Ihavecomeaboutyourofferfor来得到…报价printedcottonfabrics.

W：

Wehavetheofferreadyforyou.2,000piecesofGoldfishprintedcottonfabricsat$60perpiece,CIFAlexandria.ShipmentwillbemadeinSeptember，2001.

M：

Why,yourpricehassoared!

Itisalmost20%higherthanlastyears.

W：

Iamsurprisedtohearyousaythat.Youmustbeverywell-informedandknowthatthepriceofcottonhasgoneupagreatdeal（上涨许多）inthepastyear.Butourpricesstillcompareveryfavorablewith（与..比较）thoseofferedbyothersuppliers.

M：

IamafraidIcannotagreewithyouthere.Ihavereceivedoffersmuchlowerthanyours.

W：

Idonotthinkthatthegoodsfromothersourcescancomparewithoursinquality.Thefactthatothercustomerskeeponbuying一直购买…fromusspeaksforitself.不言而喻Tobefrank,ifitwerenotforourlong-standingrelationship长期的关系,wewouldnotconsidermakingyouafirmoffer给你报实价atthisprice.

M：

Icanseeyourpoint明白意思.Butyourofferismuchhigherthanweexpected.

W：

Thenwhatdoyouthinkisaworkable（acceptable/切合实际的）price?

M：

Ithinktogetthebusinessdone要做成生意,youshouldatleastreduceyourpriceby15%.至少要降价…

W：

Iamafraida15%reductionisoutofthequestion不可能.Youknowourprofitmargin毛利isverynarrowandwereallycannotaffordsuchabigcut给予如此的大幅降价.

M：

Whatwouldyousuggestthen?

W：

Consideringthatyouarearegularcustomer,wearereadytogiveyouareductionof5%.Asyouknow,wealwaysdobusinessonthebasisofequalityandmutualbenefit.在平等互利基础上

M：

Yes,wealsohopethetransactionwillbebenefittobothofus.Buta5%reductionisreallynotenough.Wewillhaveahardtime做..有困难tryingtoconvinceourclientstobuyatyourprice.

W：

Butthisisreallytherock-bottomprice（floorprice/lowestprice最低价）.Wecannotmakeanyfurtherconcessions作出让步.

M：

Ifthatisthecase,IamafraidIwillhavetogosomewhereelsetogetwhatIneed.

W：

Tobehonest,Iamnotauthorized未授权tomakeareductionof降价morethan5%.Ihavetoconsultmyhomeoffice总公司first.Shallwetalkagaintomorrow?

M：

Allright.Iwillhavetotalktomybossanyway.Ihopewecanfindsomecommongroundonthis.对此达成某种共识

（nextday）

M：

Mr.Wang,anygoodnewsforme?

W：

Well,Ihavebeeninstructedtonegotiatehardonthisdeal,butIamtryingtofindawaytoreachsomemiddleground.达到折中

M：

Whatareyouproposingthen?

W：

Ithinkitunwiseforeitherofustoinsistonhisownprice.Howaboutmeetingeachotherhalfway?

（reachsomemiddleground互作让步达成折中）

M：

Youmeanyouwillagreetomakeafurtherreductionof5%?

进一步降价5%

W：

Yes,butyouwillhavetoincreaseyourorderto3,000pieces.

M：

3,000istoomuchforus.Thebestwecantakeis2,500pieces.

W：

Hem….butallright.Asatokenoffriendship作为友谊的象征,weacceptyourcounter-offer还盘forprintedcottonfabricsfor2,500piecesat$54perpieceCIFAlexandria.

M：

Iamgladwehavesettledthepricequestionatlast.

Questions&AnswersForOralPractice&Test:

1）ForwhathasMr.MohammedcomeaboutWang’soffice?

2）WhatofferhasMr.WangreadyforMohammed?

3）Whenwilltheshipmentbemade?

4）Whyhasthepricesoaredalmost20%Higherthanlastyear?

5）HowdidMr.Wangexplainthereasonwhyheofferedfavourably?

6）DidMr.MohammedagreewithMr.Wang?

Why?

7）HowdoesMr.WangexplainittoMohammed?

8）Ifitweren’tforbothoftheminlong-standingrelationship,whatwouldMr.Wangconsider?

9）WhatdidMr.Mohammedthinkofaworkableprice?

10）DidMr.WangagreewithMohammed?

Whynot?

11）WhatwouldMr.Wangsuggestthat?

12）OnwhatbasisdoesMr.Wangdobusiness?

13）Whyisa5%reductionnotenoughforMr.Mohammed?

14）Whatdoestheword“therock-bottomprice”meaninEnglish?

15）Whycan’tMr.Wangmakeanyfurtherconcessions?

16）Whydidn’tWangmakeareductio