Business Negotiation Englis1备课手册.docx
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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
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