Unit-5-Business-Negotiation.ppt

单击此处编辑母版标题样式,单击此处编辑母版文本样式,第二级,第三级,第四级,第五级,*,Unit 5,Business Negotiation,【,Learning Objectives,】,After finishing this unit,students should,know some useful expressions used in negotiating.,know some techniques in negotiation.,know how to draft a contract.,Warm-up,Work in pairs.If you are going to take a negotiation,to sell your products,what preparations should you,make?Tick the ones you think necessary.,()1.Prepare an agenda for the negotiation.,()2.Try to get to know more about the buyer.,()3.Obtain relevant information on the target,market.,()4.Do market research.,()5.Get to know the buyers real interest in the,product.,()6.Make counter-proposals.,()7.Know your bottom line of the price.,()8.Know on what terms you can make some,concessions.,Listening&Speaking,Task 1:Listen to the dialogue and decide if the,following statements are True(T)or False(F).,New Words and Expressions,chinaware,n.,陶瓷器,make out,开出；写出,considerate,adj.,考虑周到的,catalogue,n.,目录；目录册,respect,n.,方面,quotation,n.,报价,take sth,into consideration,考虑某事物,to be frank,坦白地说,come to terms,妥协；和解,exceptionally,adv.,特殊地；例外地,()1.Mr.Blank wanted to purchase chinaware,from Ms.Smiths company.,()2.Ms.Smith thought the price offered by Mr.,Blank was much higher than that of the,other suppliers.,()3.Ms.Smith wanted to make the deal at a 10%,discount.,()4.Mr.Black gave a 5%discount to Ms.Smith.,()5.Finally,they made the deal at 8%discount.,()6.In negotiation,sometimes both parties need,to make some concessions to make the,deal possible.,T,F,F,F,T,T,Task 2:Listen to the following dialogue and,complete it with the missing information.,New Words and Expressions,get down to sth,开始；着手,terms of payment,付款方式,L/C(letter of credit),信用证,exchange rate,汇率；兑换率,unstable,adj.,不稳的；不牢固的,prompt,adj.,及时的；准时的,D/P(document against payment),付款交单,profit margin,利润率,exchange quota,外汇限额,insufficient,adj.,不足的；不够的,Robert:Since we have reached an agreement _ _ of the products,now,lets get down to talking about payment,OK?,Julie:Good idea._ would you,prefer?,Robert:Actually,an L/C payment is our general practice.,The exchange rate is currently rather unstable,and an L/C provides _ _ from the bank.Its also the generally,accepted international practice.,payment,on the,price,quality and quantity,What terms of payment,a guarantee of prompt,Julie:Thats right.L/Cs are very common in foreign,trade.But this time we suggest D/P payment for,the following reasons:Firstly,a D/P payment can,_ allow a larger profit,margin for both of us.Secondly,the order is quite,large and our exchange quota is insufficient at,present.Finally,we have _ in,several banks.You can trust us!,Robert:That sounds reasonable.But we still prefer an L/C,since its our general practice.Do you think,_?,Julie:OK.Maybe we can start with an L/C and then talk,about D/P later on.,Robert:OK.I agree with you.,you could apply for one,reduce the cost and in turn,a good credit rating,Situational Dialogue,Li Qiang is the sales manager of an import and export corporation.Mr.Wilson,the boss of a company,wants to purchase the product of Li Qiangs,company.Now they begin to negotiate on price.First you are required to match each question with its corresponding answer,and then make a dialogue by using the questions and answers.After finishing the dialogue practice it with your partner.,1.Now,shall we get down to business?,2.Your products are very good.But could you give me some discounts?,3.How about 20%discount?If we make sales at this price,we will order 500 sets.,4.Im so sorry to hear that.Lets both make some concessions,say 15%discount instead of 20%.Is it possible?,5.Since we have reached an agreement on the price,how about continuing to talk about terms of payment?,a.We can give you a 10%discount.Thats the best we can do.,b.Definitely.Usually,we accept payment by irrevocable L/C.,c.We really cant make any profit at this price.But for the sake of our long-term cooperation in the future,I agree with you for that price.,d.Sure.Id like to get the ball rolling by talking about prices.,e.Im afraid not.The price I am offering you is as low as I can go.We cant set our price below cost.,Passage,Listen to the passage,and then fill in the blanks with the missing words.,New Words and Expressions,disputant,n.,争论者；争执者,interpersonal,adj.,人与人之间的,corporate,adj.,团体的；公司的,dispute,n.,争论；争吵,acknowledge,v.,承认属实,conflict,n.,分歧；冲突,influence,n.,影响力,voluntarily,adv.,自愿地,break off,终止；中断,In simplest terms,negotiation is a discussion between two or more disputants who are trying to _ to their problem.This interpersonal or inter-group process can _,as well as at a corporate or international level.Negotiations typically take place because the parties wish to _ that either could do on his or her own,or to resolve a problem or dispute between them.The parties acknowledge that there is _ between them and think they can use some form of influence to get a better deal,rather than simply taking _ give them.They prefer to search for agreement rather than fight openly,give in,or break off contact.,work out a solution,occur at a personal level,create something new,some conflict of interest,what the other side will,voluntarily,Language Focus,Starting a negotiation,1.Id like to discuss the price.,2.To start with,I think we should establish the,overall procedure.,3.Firstly,may I suggest we start by taking a look at,the agenda I sent you?,4.I wonder whether we could take the price,question first.We really need to agree about that,before everything else.,5.Lets get down to the matter of price and terms of,payment.,Bargaining,If you can reduce the price by 10%,well order 500,tons more.,2.Business is possible if you increase the price by,10%.,3.Im afraid I could not agree with you for such a big,discount.,4.Our price may appear a little higher,but the quality,is much better than our competitors.,5.Thats a little more than we were expecting to pay.,6.Our prices are supposed to be much lower than,other companies.,7.Our prices are highly competitive when you,consider the quality of the product.,8.We cant make any further discount.,9.Theres no room for any discount in the price.,10.Weve already cut our price to cost level.With,this price,we wont make any profit.,11.In the light of our long-term cooperation,were,happy to give you this discount.,12.Our price is in line with the prevailing market,price and there is no room for reduction.,Making concessions,Lets meet each other halfway,say 5%discount,instead of 10%.,2.Lets compromise.,3.We are always willing to cooperate with you if,you make some concessions.,4.I can give preferential terms on that problem.,5.We have another plan.,6.If you order in large lots,we can reduce the price,a little.,7.Lets go fifty fifty,on the difference.,8.If you insist,I will comply with your request.,Easy Time,Enjoy the following song.,Heal the World,Reading,Lead-in,Work in groups.Discuss the following questions with your partners.,Tell your experience of bargaining when buying,clothes,shoes,books,etc.,2.Do you think honesty is important in negotiation?Why?,3.Do you know some techniques in negotiation?Name some of them.,Reading,Negotiation Techniques,New Words and Expressions,mutual,/,mjutul,/,adj.,相互的；彼此的；共有的,cater to,迎合；满足,outcome,/,autkm,/,n.,结果；效果,negotiator,/,nguet,/,n.,谈判者；商议者,breakdown,/,brekdaun,/,n.,失败；破裂；瓦解,visibly,/,vzbl,/,adv.,看得见地；有形地,invisibly,/,nvzbl,/,adv.,看不见地；无形地,substance,/,sbstns,/,n.,实质部分；基本部分,executive,/,gzekjutv,/,n.,经理；董事,look uponas,把,看做,scarce,/,skes,/,adj.,缺乏的；稀少的；罕见的,accordingly,/,kdl,/,adv.,相应的；因此；于是,equivalent,/kwvlnt,/,adj.,相等的；相当的,tactic,/,t,ktk,/,n.,手段；策略,customary,/,kstmr,/,adj.,习惯的；惯例的,converse,/,knvs,/,v.,交谈,presumption,/,przmpn,/,n.,假定；假设；推测,prolonged,/,prld,/,adj.,持续很久的；长时间的,interpretas,把,理解为,confront,/,knfrnt,/,v.,遭遇；面对,come into play,积极活动；起作用,signify,/,sgnfa,/,v.,表示,的意思；意味,insistence,/,nsstns,/,n.,坚持；坚决要求,cast doubt on,对,产生怀疑,abandonment,/,b,ndnmnt,/,n.,遗弃；抛弃；舍弃,Notes,1.The discussion can end in conflict if the,negotiation process is not successful,but it,can also lead to an agreement when the needs,of all parties are catered to in the outcome.,如果谈判过程不成功，协商可能会引起冲突，但当,谈判各方的需要最终都得以满足时也能达成协议。,cater to sth/sb,意思是“迎合；满足”。,Example:,TV must cater to many different,tastes.,电视节目必须迎合各种人的爱好。,2.Culture operates both visibly and,invisibly to influence the substance of,negotiations and performance of the,eventual contract.,文化对谈判的实质内容及最终合同的履行,起着有形和无形的作用。,3.Most Europeans will not realize that such an,act is part of the bargaining process.It is thus,advisable for foreign executives to adapt their,approach to the usual European practice,accordingly.,大部分欧洲人不会意识到，这种沉默的行为也是谈,判过程的一部分。因此，外方经理为符合欧洲惯例,而对自己的谈判方式进行相应调整的做法是可取的。,adapt to,意思是“使适应；使适合”。,Example:,He has not yet adapted to the climate.,他还没适应这种气候。,4.It is customary in northern Europe,in particular,to maintain eye contact with the person with,whom one is conversing or negotiating,based,on the presumption that someone who can be,looked straight in the eye can be trusted.,在北欧，人们尤其习惯于和自己谈话或谈判的那一,方保持目光的交流，他们认为能够和你坦然对视的,人是可以信赖的。,5.In some European trades it is still the custom to,shake hands to signify that an agreement has,been achieved.In certain situations the,insistence on a written agreement may cast,doubt on the honesty of the other party and,could even result in the abandonment of the,agreement just achieved.,在一些欧洲国家的生意场上，人们习惯通过握手的方,式表示一份协议的达成；而在某些情况下，坚持书面,协议可能是对对方诚实度的质疑，甚至可能导致对方,放弃刚刚达成的协议的后果。,Exercises,Choose the best answer for each of the following questions.,Which of the following is not true about negotiation?,_,Negotiation refers to discussion between two parties,with an aim to reach an agreement.,B.Negotiating process may result in disagreement when,the needs of negotiating parties fail to be met in the,outcome.,C.The discussion between negotiating parties can,always end in success as is planned.,D.Culture often plays a part in the international,negotiating process.,C,2.A skilled negotiator should have a knowledge,of foreign culture because_.,A.Cultural differences can bring about,communication breakdown.,B.Culture can influence not only the content,of negotiations but also the actual,performing of the final contract.,C.Negotiating within ones own culture is,sufficiently difficult,but the difficulties,increase when it is held in a different culture.,D.Both A and D.,D,3.Which of the following statements is not true,according to the passage?_,A.Long periods of silence is a part of bargaining,process,as is the case all over the world.,B.A negotiator should decide on an appropriate,negotiating approach based on his understanding of,the culture in which the negotiation is conducted.,C.Time is looked upon as a scarce resource in,most European countries,so it is rare for,negotiators there to take time to discuss an issue.,D.Business negotiators should have a knowledge of,the cultural differences to help develop their,negotiation tactics.,A,4.What cant be inferred from the fourth paragraph of the,passage?_,A.Though“making eye contact”with people youre,talking with is taken for granted in some countries,it,may be interpreted as hostile in other parts of the,world.,B.In northern Europe,you would be thought of as,honest if you can be looked straight in the eye while,talking with others.,C.You dont have to trouble yourself with such,questions as whether to make eye contact with your,partner or not,as long as you are honest with him/her.,D.Undoubtedly there are some people who dislike being,looked straight in the eye during the conversation,for,they may feel offended somehow.,C,II.Match each word in Column A with its,corresponding explanation in Column B.,Column A,Column B,1.outcome,2.visibly,3.hurry,4.insistence,5.scarce,6.presumption,7.conflict,8.tactics,an act of demanding or saying sth,firmly,b.much less than is needed,c.(of opinions)opposition;difference,d.in a way that is easily noticeable,e.means of achieving sth,f.effect or result,g.presuming sth,to be true or the case,h.do sth,or move quickly,III.Fill in the blanks with the words or phrases,given below.Change the forms if necessary.,converse cater to equivalent prolonged,come into play advisablesignify confront,_ use of the drug is known to have,harmful side-effects.,2.Personal feelings should not _,when one has to make business decisions.,3.She is doing the _ job in the new,company but for more money.,Prolonged,come into play,equivalent,4.She is so shy that _ with her can be,quite difficult.,5.The number 30 on a road sign _ that,the speed limit is 30 miles an hour.,6.I thought I would remain calm,but when I was,_ with the TV camera,I became very,nervous.,7.The newspaper _ peoples love of,scandal has been banned from publication.,8.A certain amount of caution is _ at this,point.,advisable,conversing,signifies,confronted,catering to,IV.Translate the following sentences,into English.,1.,格林先生，我们的顾客觉得，你们的价格和其他供货商提供的价格相比总是偏高，他们希望你能给一些折扣。,Mr.Green,our customers have the impression that your prices are always much too high,compared with those of other suppliers.They hope you can give some discounts.,2.,我们最多只能给你们,5%,的折扣，不可能再低了。,我们已经降到成本价了。,We can give you a 5%discount at most.There,is no room for reduction anymore.Weve,already cut our price to cost level.,3.,我们的价格可能稍微高了一点，但我们产品的质量,要远远优于我们的竞争对手。,Our price may appear a little higher,but the,quality is much better than our competitors.,4.,双方都指责对方导致了谈判的破裂。,(breakdown),Both parties blamed each other for the,breakdown of the negotiation.,5.,他对该计划的可行性表示怀疑。,(cast doubt on),He cast doubt on the feasibility of the plan.,Writing,Contract,合同又称契约，是当事人或缔约方根据所在国的法律就各自的责任、权利和义务达成的协议。在中国它是指平等主体的自然人、法人、其他组织之间设立、变更、终止民事权利和义务关系的协议。由于合同是约定当事人权利义务的正式文件，因而要求其语言准确，行文谨慎，不能引起歧义，否则会造成不必要的法律纠纷。,合同的基本构成：,1.Title,（合同名称）,2.Preamble,（前文）,(1)Date of Signing,（订约日期）,(2)Signing Parties,（订约当事人）,(3)Each Partys Authority,（当事人的合法依据）,(4)Place of Signing,（订约地点）,(5)Recitals or Whereas Clause,（订约缘由）,3.Body,（本文）,(1)Definition Clause,（定义条款）,(2)Basic Conditions,（基本条款）,(3)General Terms and Conditions,（一般条款）,Duration,（合同有效期限）,Termination,（合同的终止）,Force Majeure,（不可抗力）,Assignment,（合同的让与）,Arbitration,（仲裁）,Governing Law,（适用的法律）,Jurisdiction,（诉讼管辖）,Notice,（通知手续）,“,Entire Agreement”Clause,（完整条款，即与涉及,的现行契约条款的关系）,Amendment,（合同的修改）,Others,（其他）,4.Witness Clause,（结尾条款）,(1)Concluding Sentence,（结尾语，包,括合同的份数、使用的文字和效力等）,(2)Signature,（签名）,(3)Seal（,印章,）,Sample,English version:,SALES CONTRACT,This contract is made on this _ day of _ _ between _ as Seller and _ as Buyer.Both parties agree to the sale and purchase of _ under the following terms and conditions:,1.Commodity:,2.Country of Origin:,3.Quantity:,4.Brand:,5.Contract Price:FOB:,6.Packing:,Chinese version:,销售合同,本合同由,_,为卖方和,_,为买方于,_,年,_,月,_,日订立。双方同意买卖,_,，其条款如下：,1.,货物名称：,2.,原产地：,3.,数量：,4.,商标：,5.,合同价格：,离岸价格：,6.,包装：,7.Terms of Payment:,By a confirmed,irrevocable,divisible,transferable,and partial shipment not allowed,letter of credit without recourse in favor of the seller,L/C should be opened within 7 banking days by the Buyer after the contract is signed.,8.Shipment:,Shipment shall be effected within 45 days from the d