商务英语谈判.docx
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商务英语谈判.docx
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商务英语谈判
Unit1
EnquiryandOffer
•I.GeneralIntroduction
•Anenquiryisastartinbusinesstransactionsanditmeanstoaskiftheexportercansupplythegoodsthatheisinterestedin.Agreatnumberofbusinesstransactionsstartwithenquiry.Totheexporter,anenquiryisimportantbecauseitoftenestablishesanewandperhapsveryvaluableconnection.Whentheexporterreceivessuchanenquiry,hewillreplywhetherornothecansupplythegoods.Whentheexportersendsoutinformationaboutwhatheisreadytosell,hegivestheexactprice,qualityandquantityofthegoodsthatheisabletosupply.Thisisanoffer.Inanoffertheexporteralwaysstatestheexactnameandspecificationsofthecommodities,theprice,thecurrencyinwhichpaymentistobemade,thetermsofpaymentanddeliverytermsandothernecessaryinformation.
•商务英语谈判口语
•Anofferisaproposaloftermsandconditionspresentedinapotentialcontractbyoneparty,calledtheofferor,toanotherparty,calledtheofferee.Inorderfortheagreementtobebinding,theoffereemustfirstaccepttheoffer;otherwise,thereisnolegalcontract.Likeanenquiry,anofferthatcanbemadebytheselleriscustomarilycalled“sellingoffer”,inwhichsuchwordingas“cansupply”,“supply”“offer”or“offerfirm”ismostlyused.Ingeneral,itistheseller,theofferor,whooffersthesaleofcertaincommoditiestothebuyer,theofferee.
•商务英语谈判口语
•II.Dialogues
•Dialogue1
•A:
Goodmorning,Miss.Liang.Wouldyoutellmewhichitems
•youarekeenon?
•B:
Allofyourproductsarefantastic.I’mespeciallyinterestedin
•ArtNo.5.Howisthesupplyposition?
•A:
Allthearticlesdisplayedhereareavailable.Generally
•speaking,wecansupplyfromstock.
•B:
Ishouldsaythatwethinkhighlyofyourproducts.
•A:
I’mverygladtohearthat.Weareveryconfidentthatour
•productswillfindagoodmarketinyourcountry.
•商务英语谈判口语
•B:
There’snoproblemaboutit.Hereisourenquiry
•note.Pleasequoteusyourlowestprice,CIF
•Rotterdam
•A:
I’lllookintoyourrequirementsfirstandletyou
•knowourfirmoffertomorrow.You’llsurelyfind
•ourpricefavorable.
•B:
Ihopeso.
•A:
Howsoondoyouwantyourgoodstobe
•delivered?
•B:
EarlyOctober.
•A:
OK.Seeyoutomorrowthen.
•商务英语谈判口语
•Dialogue2
•A:
Canyoushowusyourcatalogue?
•B:
Certainly.Here’sacatalogueforsomeofour
•popularitems.
•A:
Thankyou.We’requiteinterestedinsomeofyour
•products.Here’sanenquirysheetwe’vedrawnup.
•B:
Thanks.We’lltakeacloserlookatit.
•A:
Howaboutthesupplypositionofyourproducts?
•B:
Wehaveasteadysupplyformostofthem.
•A:
DoyouquoteFOBorCIF?
•B:
WeusuallyquoteonaCIFbasis.
•商务英语谈判口语
•A:
Themarketatourendhasbecomepretty
•competitive.Inordertosellsuccessfullythere,your
•goodswillhavetobecompetitiveinpriceaswell.
•B:
You’llfindourpricesveryattractive.
•A:
WouldyougiveusanofferforArt.No.16CIFC5
•%Londonnow?
•B:
What’sthequantityyouwishtoorder?
•A:
We’dliketostartwith20,000pieces.It’san
•attractivequantity,doyouthinkso?
•B:
Whendoyouwantthegoodstobedelivered?
•A:
CouldyoumakeitforMay?
•商务英语谈判口语
•B:
Ithinkweshouldbeabletomanageit.OK.So
•nowwecanofferyou20,000pieces.ForArt.No.16at
•US$80perpieceCIFC5%LondonforshipmentinMay.
•A:
Thankyou.Howlongwillthisofferbeopen?
•B:
It’svalidforthreedays.
•A:
I’llstudyyourofferwithmycolleaguesandgive
•youadefinitereplyinthreedays.
•B:
I'llbewaitingforyourreply.
•A:
Seeyouthen.
•B:
Ok,Bye-bye.
•商务英语谈判口语
•Dialogue3
•B:
Goodmorning.
•A:
Goodmorning.Now,shallwediscusssomethingmore
•concrete?
•B:
Okay.
•A:
Iwaswonderingifyouwouldgiveusaresponsetoourfax
•enquiry.
•商务英语谈判口语
•B:
Certainly.Wearepleasedtoofferyou120,000piecescottonpoplinblousesatUS$18.80each,FOBShanghai.Theblouseswillbepackedinplasticbags,every5dozentoacardboardbox.Theywillbedeliveredintwoconsignmentsof60,000each,thefirstlotbyAugust15andthesecondbySeptember15.Thetermsofpaymentwillbethesameasthoseinthepreviouscontract,i.e.sightcredit.A:
Thankyouverymuchforyouroffer.We’llgiveitseriousconsideration.Asit’lltakeussometimetocalculate,mayIsuggestwetakeabreak?
Thenwecangiveyouananswerthisafternoon.
•B:
Fine.We’llbewaitingforyourreply.Seeyouthen.
•商务英语谈判口语
•III.Keywordsandphrases
•D1
•1.Allthearticlesdisplayedhereareavailable.
•Generallyspeaking,wecansupplyfromstock.
•Meaning:
generallyspeaking,allthearticlesdisplayed
•herecanbesuppliedfromstock.
•2.toquotesb.aprice:
meaningtogive/offersb.aprice
•商务英语谈判口语
•D2
•3.lowestprice:
favorable/reasonable/moderateprice
•4.item:
meaningproduct.similartermsarearticle,goodsand
•commodity.
•5.Howlongwillthisofferbeopen?
:
howlongwillthisoffer
•bevalid/firm/good?
•6.It’svalidfor3days.:
Weshallkeeptheofferopenfor3days.
•D3
•7.intwoconsignments:
meaningintwolots.Consignment
•heremeanstheshipment,thegoodsortheorder.Intermsof
•shipment,thesellerisaskingforapartialshipment.
•商务英语谈判口语
•catalogue
•sample
•offeror
•offeree
•samplebook
•enquiry
•quotation
•offer
•pricelist
•supplysb.withsth.
•placeanorder
•FOBprice
•supplefromstock
•outofstock
•beinshortsupply
•IV.Technicalterms
•商务英语谈判口语
•V.UsefulSentences
•1.Wouldyoutelluswhatquantityyourequiresothat
•wecanworkouttheoffer?
•2.Wearethinkingofplacinganorderfor500tons.
•3.I'dliketohaveyourlowestquotationCIFSan
•Francisco.
•4.Allthequotationsonthelistaresubjecttoourfinal
•confirmation.
•5.Ifyourpriceisfavorable,wecanbookanorderrightaway.
•6.Allthesearticlesareourbestsellinglines.
•商务英语谈判口语
•7.Ourproductsareofthebestqualityandthelowestprice.
•8.I’msurethesecommoditieswillfindareadymarketin
•yourarea.
•9.Atyourrequest,weareofferingyouthefollowingitems.
•Thisofferwillremainopenfor3days.
•10.Wecansupplyfromstockandwillhavenotroublein
•meetingyourdeliverydate.
•商务英语谈判口语
•VI.Negotiationskills
•1.Howsoondoyouwantyourgoodstobedelivered?
•Note:
timeofdeliveryisveryimportanttotheseller.
•Therefore,suchinformationshouldbeincludedinthe
•processofmakinganenquiry.
•2.pricefactor:
asanegotiator,whenyoutrytopersuade
•yourcounterparttoofferyouafavorableprice,youwill
•havetoapplyappropriatenegotiationskills.Inorderto
•convinceyourcounterparttoacceptyoursuggestion,
•you’vegottogivegoodreasonstosupportyour
•requirementofthelowestprice,by,forexample,listinga
•seriesoffactorsthataffecttheprices.
•商务英语谈判口语
•3.packingfactor:
themodeofpackingisanother
•importanttermtobediscussedtoavoidany
•misunderstandingwhichmayleadtodisputesorclaims
•resultingfromdamagetothegoods.
•4.paymentterm:
playsaveryimportantroleforevery
•transaction,anditmustbeexpressly(explicitly)stated
•whenmakinganoffer.
•5.Wecanofferyou20,000piecesforArt.No.16at
•US$80perpieceCIFC5%LondonforshipmentinMay.
•商务英语谈判口语
•Thisisaveryusefulandhelpfultechnicalexpression
•commonlyusedwhenmakinganoffer,inwhich
•nameofcommodity,totalquantity,unitprice,price
•terms,termsofpayment,timeofshipment,validityof
•offer(ifit’safirmoffer)areincluded.
•6.Iwaswondering…
•Whenaskingforafavorfromsomeone,itwouldbe
•impolitetobedirect.Instead,functionalexpressions
•suchas“Iwas(am)wondering/wonderif…”can
•expressyourpoliteness.
•商务英语谈判口语
•Unit2
•PriceBargaining
•I.GeneralIntroduction
•Inbusinessnegotiations,pricebargainingisofgreatestimportance.Theseller,ontheonehand,wantstosellatahighpriceandasecuretermsofpayment;thebuyer,ontheotherhand,wantstobuyatalowpriceandanearlierdeliverydate.Sotheseller’squotationisoftenmuchhigherthanwhatthebuyerhasexpected.Inthiscase,ifthesellerandthebuyerwanttoconcludeatransaction,theymustdriveahardbargain.Sogreatpatienceisneededandinordertoputthebusinessthrough,boththesellerandbuyershouldhaveaperfectunderstandingofeachother’sposition.
•商务英语谈判口语
•II.Dialogues
•Dialogue1
•A:
Ms.Liang,we’vebeeninvolvedintheteabusinessformanyyears.Howisthebusinessgoing?
B:
Notbad,really.We’vedoneprettywellovertheyears.ThistimeI’mpreparedtoorderamuchlargerquantity.Butforanattractiveorder,I’mexpectingyoutooffermealowerprice.Willyougivemealowerpriceifmyorderislarge?
•商务英语谈判口语
•A:
Alowerprice?
Sorry,butyoudon’treallymeanthat,doyou?
Youwantustolowerourpricethoughthemarketpriceisgoingup?
WhenIgaveyouthepreviousquoation,Imadeitveryclearthatifthere’sachangeinthemarket,ourquotationwillfollow.Nowyousee,themarketpricehasgoingupinaspiral.Wecan’tmatchourpreviousoffer,andwecertainlycan’tgolower.
•B:
Thenwhatisthelowestprice?
•A:
USD185percase.Wecan’tmakeanyfurtherconcessions.
•商务英语谈判口语
•B:
I’mnotusedtobargaining.Butyourpriceistoohighforustoaccept.Itwouldbeverydifficultforustopushanysalesifwejusttaketheprice.
•A:
ifyoutakequalityint
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