Business Negotiation Englis1备课手册.docx

1、Business Negotiation Englis1备课手册Business Negotiation English (Intermediate)Unit 1 Enquiries (询价)Focal Points on the following talks: (score:5 per unit)1. Well understood the meaning of the following talks.2. Familiar with all the procedures in the talks.3. Fluent reading of the talks below.4. Interp

2、retation of the talks after listening to the tapes.5. Respond to the relevant questions in accordance with the context.Situation Talks:H：Good Afternoon! I am Alan Heath from England. Here is my card.Y：Good Afternoon, Mr. Heath. My name is Yang Yong-ming. Yang is my family name. You may simply call m

3、e Yang if you like.H：Nice to meet you , Mr. Yang .Y：Me, too . What can I do for you?H：We are one of the leading importers(主要进口商) of leather products in Britain. We learned your name and address from British Chamber of Commerce（英国商会） in China. We would like to open up business relations with you(与你们建

4、立业务关系)enter into business relations with sb.与sb建立业务关系 set up business relations with sb. 与sb建立业务关系establish business relations with sb. 与sb建立业务关系enter into connection with sb. 与sb建立业务关系 do business with sb. 与sb建立业务关系start business with sb. 与sb建立业务关系Y：We would very pleased to enter into business rela

5、tions with you. We have been specializing in（专营/deal in主营） the export of leather products for over thirty years. Our products have won wide popularity in（深受.欢迎） many parts of the world.（enjoy popularity in深受欢迎/enjoy wide acceptance广为认可/sell well畅销/be much sought after供不应求）Could you tell me what in p

6、articular you are interested in ?H：We are thinking of importing handbags. We would like to make an enquiry about them.Y：Good. We have some samples in our showroom. Would you like to have a look at them?H：Certainly.Y： This way, please.(after visiting the showroom)Y： Now you have seen our samples, wha

7、t do you think of them?H： I should say the quality is all right. But I think the color and design may not be to the taste of our market.(适合市场口味)Y： Well, we also accept orders against customer samples(接受来样定做订单) if the order is a size one. Just tell us the color and design you have in mind. We will ma

8、nufacture them according to your sample.H： That is great. Could you give me some rough idea of your price?Y： Here is our latest price list. The prices are FOB Shanghai and they are subject to(须经过) our final confirmation. Besides, please note that for a special order（对特殊订单）the minimum quantity for ea

9、ch design is 5,000pieces, or the price will go up by 20%.(上涨20%)H： I see. When can we expect delivery?Y： Delivery will usually be made (交货通常为)one month after receipt of the covering letter of credit. But for special orders, it might take two months.H： What mode of payment(支付方式) do you usually accept

10、?Y： We only accept confirmed irrevocable sight L/C.(保兑不可撤回的即期信用证)H： Could I have some discount(打折扣) if the order is a large one?Y： Well, we usually give a 5% discount（打5%的折扣） if the order is over 8,000 pieces.H： That is good. Another thing. How long does it usually take to send us your return sample

11、?(回样=对等样品counter sample)Y： About 2 weeks. We will pass your sample on to (将样品转交给.sb.)the manufacturer as soon as we receive it. The manufacturer may usually need a week or so to complete the return sample(完成回样制作) Then we will send it to you for confirmation. Once we have got your confirmation, we wi

12、ll inform the manufacturer and they will start the production.H： By the way, where is the factory located?Y： It is in Changzhou, Jiangsu province, not very far from Shanghai. If you would like to make an inspection tour of (考察)the factory, we can arrange that for you.H： That will be great. But first

13、 of all, we will have to discuss the question with our clients. May I have a copy of the price list and catalogue?Y： Sure. Here you are.H： Thank you for your help. I will come back to discuss it in greater detail with you.（与sb详细讨论）H： Thank you for your enquiry. If you have any other questions, pleas

14、e feel free to call me anytime（随时给我打电话）.Y： Thank you. Goodbye!Questions & Answers For Oral Practice & Test:1) Where is Mr. Heath from?2) How about Heaths company in Britian?3) How did Mr. Heath get the name & address of Yangs company?4) Why did Heath come here to meet Yang?5) What has Yangs company

15、been specializing in?6) How about Yangs products in the world markets?7) Whats Heath specially interested in?8) Where did Mr. Yang invite Heath to have a look?9) How did Heath reply after visiting the showroom?10) Did Yangs company accept orders against customer samples?11) Could Yang give Heath som

16、e rough idea of the price?12) Are the prices CIF Shanghai directly?13) If its for a special order, what s the quantity for each design?14) When can they expect delivery, if heath places the order?15) What mode of payment does Yangs company usually accept?16) Could heath have some discount if the ord

17、er is a large one?17) How long does it usually take to send Heath the return sample?18) If the factory is in Changzhou, who will arrange it for Mr. Heaths visit?19) Why didnt Mr. Heath place the order immediately?20) How will Mr. Heath come back to discuss with Yang?21) If Heath meets with some ques

18、tions, how will he do?22) Whats the catalogue used for ?23) What does your company deal mainly in?(medicine & health products)24) Why did their products sell quickly in European market?25) Did your products enjoy wide acceptance in Frankfurt?26) Why did the buyer visit the manufacturer?All the quest

19、ions above should be answered in written ways for grading.Unit 2 Offers and Counter-offers（报盘与还盘）Focal Points on the following talks: (score:5 per unit)1. Well understood the meaning of the following talks.2. Familiar with all the procedures in the talks.3. Fluent reading of the talks below.4. Inter

20、pretation of the talks after listening to the tapes.5. Respond to the relevant questions in accordance with the context.Situation Talks:W： Nice to see you again, Mr. Mohammed.M： Nice to see you again, too. I have come about your offer for来得到报价 printed cotton fabrics.W： We have the offer ready for yo

21、u. 2,000 pieces of Gold fish printed cotton fabrics at $ 60 per piece, CIF Alexandria. Shipment will be made in September，2001.M： Why, your price has soared! It is almost 20% higher than last years.W：I am surprised to hear you say that. You must be very well-informed and know that the price of cotto

22、n has gone up a great deal (上涨许多)in the past year. But our prices still compare very favorable with（与.比较） those offered by other suppliers.M： I am afraid I can not agree with you there. I have received offers much lower than yours.W： I do not think that the goods from other sources can compare with

23、ours in quality. The fact that other customers keep on buying一直购买 from us speaks for itself.不言而喻 To be frank, if it were not for our long-standing relationship长期的关系, we would not consider making you a firm offer给你报实价 at this price.M： I can see your point明白意思. But your offer is much higher than we ex

24、pected.W： Then what do you think is a workable（acceptable/切合实际的）price?M： I think to get the business done要做成生意, you should at least reduce your price by 15%.至少要降价W： I am afraid a 15% reduction is out of the question不可能. You know our profit margin毛利 is very narrow and we really can not afford such a

25、big cut给予如此的大幅降价.M： What would you suggest then?W： Considering that you are a regular customer, we are ready to give you a reduction of 5%. As you know, we always do business on the basis of equality and mutual benefit.在平等互利基础上M： Yes, we also hope the transaction will be benefit to both of us. But a

26、 5% reduction is really not enough. We will have a hard time 做.有困难trying to convince our clients to buy at your price.W： But this is really the rock-bottom price（floor price/lowest price最低价）. We can not make any further concessions作出让步.M： If that is the case, I am afraid I will have to go somewhere

27、else to get what I need.W： To be honest, I am not authorized未授权 to make a reduction of降价 more than 5%. I have to consult my home office总公司 first. Shall we talk again tomorrow?M： All right. I will have to talk to my boss anyway. I hope we can find some common ground on this.对此达成某种共识(next day)M： Mr .

28、Wang, any good news for me?W： Well, I have been instructed to negotiate hard on this deal, but I am trying to find a way to reach some middle ground.达到折中M： What are you proposing then?W： I think it unwise for either of us to insist on his own price. How about meeting each other halfway?（reach some m

29、iddle ground互作让步达成折中）M： You mean you will agree to make a further reduction of 5%? 进一步降价5%W： Yes, but you will have to increase your order to 3,000 pieces.M： 3,000 is too much for us. The best we can take is 2,500 pieces.W： Hem.but all right. As a token of friendship作为友谊的象征, we accept your counter-o

30、ffer还盘 for printed cotton fabrics for 2,500 pieces at $ 54 per piece CIF Alexandria.M： I am glad we have settled the price question at last.Questions & Answers For Oral Practice & Test:1) For what has Mr. Mohammed come about Wangs office?2) What offer has Mr. Wang ready for Mohammed?3) When will the

31、 shipment be made?4) Why has the price soared almost 20% Higher than last year?5) How did Mr. Wang explain the reason why he offered favourably?6) Did Mr. Mohammed agree with Mr. Wang? Why?7) How does Mr. Wang explain it to Mohammed?8) If it werent for both of them in long-standing relationship, wha

32、t would Mr. Wang consider?9) What did Mr. Mohammed think of a workable price?10) Did Mr. Wang agree with Mohammed? Why not?11) What would Mr. Wang suggest that?12) On what basis does Mr. Wang do business?13) Why is a 5% reduction not enough for Mr. Mohammed?14) What does the word “the rock-bottom price” mean in English?15) Why cant Mr. Wang make any further concessions?16) Why didnt Wang make a reductio