涉外秘书英语Unit8.pptx

单击此处编辑母版文本样式,第二级,第三级,第四级,第五级,*,单击此处编辑母版标题样式,Business Negotiations,Unit 8,Practical English Course for Foreign-oriented Secretary,1/51,Study Objectives,掌握与客人洽商时英语口语表示,掌握一些基本商务谈判技巧,掌握英文询盘信及回信写法,了解祝贺和称赞礼仪,2/51,Tips for Business Negotiation,Negotiating is often referred to as an“art”.While some people may be naturally more skillful as negotiators,everyone can learn to negotiate.As they often say in business,everything is negotiable.However,lack of preparation in a negotiation almost always sets a person up for failure.,First of all,each party must clearly define their own goals and objectives.What can you trade with the other party?Do you have any alternatives that are acceptable to you?,Secondly,each party must anticipate the goals of the opposition.This may require doing some background research.,3/51,Effective Meeting Preparation Tips,Thirdly,each party must come up with various alternatives to their main objectives.If you can also work out possible solutions,then it is easier to find an acceptable outcome.,Finally,you should be clear about your“bottom line”,the point at which you can offer no more.,4/51,Contents,Part One Dialogues,Part TwoUseful Expressions,Part ThreeSimple Writing,Part FourExercises,Part FiveSocial Etiquette,5/51,Dialogues,A distributor,James Lee,who is from UK,wants to discuss the prices of heaters.However,Susans manager,Mr.Henry Stevenson is still on a business trip in America.He asks Susan to negotiate the prices with the distributor on behalf of the company.,Dialogue One,S:Susan Brown J:James Lee,S:Hello,James.I havent seen you since last years .,J:Hi,Susan.I am doing very well.Thank you.How about you?,Part 1,Part 2,Part 3,Part 4,Part 5,trade fair,1,1.,交易会,How is everything going on?,2,2.,你最近怎样？,6/51,Dialogues,Dialogue One,S:Oh,I am doing fine,too.Thank you.You know,Mr.Henry Stevenson is still,in U.S.So Ive got a lot of stuff to follow.,J:Right.I heard about it.So todays meeting is just between two of us?,S:Thats right.Shall we get down to business now?,J:Sure.Well,Ive studied the latest catalogue.Most of the products are very,impressive.However,I must point out that prices are much higher than,before.,Part 1,Part 2,Part 3,Part 4,Part 5,7/51,Dialogues,Dialogue One,S:,We,to raise the prices.,Our prices still compare very favourably with those offered by other suppliers.,J:I see your point,but your selling offer is much higher than what we expected.,You know,we are in a .We will lose all of our customers if we,raise the prices.,Part 1,Part 2,Part 3,Part 4,Part 5,Well,as you may know,the increased labour costs,high price of oil,appreciation of RMB have made business pretty tough.,3,3.,你要知道,劳动成本上升,高油价和人民币升值使我们生意非常难做,have no choice but,4,4.,除,之外别无他法,Actually our margins are razor thin,5,.,5.,实际上,我们利润是非常薄,market slump,6,6.,市场不景气,8/51,Dialogues,Dialogue One,S:I admit the present market is very unfavourable to us.But it wont last long.,Plus the Christmas Holiday is coming.I think sales would be fine this year.,J:Well,considering our long-run relationship,could you the,prices,say,15%discount?,S:15%?!You cant be serious!That would drive us out of business.,Part 1,Part 2,Part 3,Part 4,Part 5,knock down,7,7.,降低,The best,we can do is 5%,8,.,8.,我们最低只能降,5%,9/51,Dialogues,Dialogue One,J:I understand where youre coming from,but that high price also forces us,out of the game.,S:Well,it will if we keep over this issue.How,about?We can give you a reduction of 10%provided,you could double the order.,J:Hmm,let me see.All right,S:Thank you,James.I am glad weve settled the question of price.,Part 1,Part 2,Part 3,Part 4,Part 5,haggling,10,10.,争论,You do have a way of talking me into it.,12,12.,你真有方法说服我,get us nowhere,9,9.,无进展,meeting half way,11,11.,妥协,让步,10/51,Dialogues,Dialogue Two,S:Susan Brown J:James Lee,S:Now that the price has been settled,lets move on to the issue of payment.,J:Err,about that,the terms of payment would be a bit different from last time.,We are wondering if we could defer payment until the end of next month,because we are having a little trouble in receiving payment.,Part 1,Part 2,Part 3,Part 4,Part 5,After taking a short break,Susan and James continue to discuss the terms of payment and delivery.,11/51,Dialogues,Dialogue Two,S:Well,we have been doing business for a long time.We really want to help,you this,but this is a very large order.We have to pay to make the goods.,Well have money trouble too if you defer the payment.,J:Lets do it this way.Well for our present purchase.What,do you think?,S:Well,I have to consult with Mr.Stevenson.Would you wait a moment,please?I need to call Mr.Stevenson for this.,Part 1,Part 2,Part 3,Part 4,Part 5,pay in instalments,1,1.,分期付款,12/51,Dialogues,Dialogue Two,(Susan walks out of the room and calls Mr.Stevenson.Later on,Susan walks,back to the room.),S:I am sorry for having kept you waiting so long.I just spoke to Mr.Henry,Stevenson.He said it would be fine unless you make a twenty percent,in two weeks,and the rest in three monthly,instalments.,J:Thats really nice of you.This is a fair suggestion.Good.So what about the,delivery?Is it possible for you to ship the goods before the end of October?,Part 1,Part 2,Part 3,Part 4,Part 5,initial payment,2,2.,首期付款,pay off,3,3.,还清,13/51,Dialogues,Dialogue Two,S:Well,I am afraid we cant make it.,J:Then when at the earliest can we expect the shipment?,S:By the end of November.Thats the best we can do.,J:Is that your best offer?Im afraid thats not acceptable to us.We need the,goods to be there by the end of October for our Christmas sales.You know,Christmas sales usually start about a month before 25 December.,S:I see your point.,Part 1,Part 2,Part 3,Part 4,Part 5,But the factories are fully committed now.,4,4.,不过现在工厂已经满负荷了,14/51,Dialogues,Dialogue Two,J:I do hope you can try to the production.Theres no harm trying.,S:Look.To meet your demand,well manage to advance the shipment from,November to October.,I hope it wont be late for the Christmas sales.,J:Well,I cant see any problem with that.,Part 1,Part 2,Part 3,Part 4,Part 5,But the best we can do is just ship 40%promptly,and the balance will be delivered in the middle of November.,6,6.,不过我们最多能按时运输,40%,货物,其余会在,11,月中旬交货,step up,5,5.,加紧,加速,15/51,Dialogues,Dialogue Two,S:Good.I think weve both agreed on the terms.,(Susan her hand.),J:(James shakes it)Lets get something to drink to celebrate the success of,the negotiations.,S:That sounds a good idea.Lets go!,Part 1,Part 2,Part 3,Part 4,Part 5,Can we shake on it?,7,7.,那我们就一言为定了,!(,握手有表示“赞同,认可”意思,),holds out,8,8.,伸出,16/51,Dialogues,New Words,advance,Ed5vB:ns,v.,提前,预付,commit,k5mIt,v.,承诺,;,使自己受约束,consult,kn5sQlt,v.,商议,请教,defer,dI5f:,v.,使推迟,使延期,impressive,Im5presIv,a.,给人深刻印象,感人,initial,I5nIFl,a.,最初,开头,instalment,In5stR:lmnt,n.,分期付款,issue,5IFu,:n.,问题,Part 1,Part 2,Part 3,Part 4,Part 5,17/51,Dialogues,New Words,margin,5mB:dVIn,n.,利润,promptly,5prmptli,ad.,灵敏地,快速地,razor,5reIz,n.,剃刀,reduction,rI5dQkFn,n.,降低,缩小,slump,slQmp,n.,消沉,衰退,;,物价,暴跌,stuff,stQf,n.,材料,;,东西,tough,tQf,a.,艰辛,坚强,Part 1,Part 2,Part 3,Part 4,Part 5,18/51,Dialogues,Word Bank,a bargain sale,廉价出售,a long-term contract,长久协议,accessories,配件,C.I.F.,成本加保险费,运费价,CFR,成本加运费价,Chamber of Commerce,商会,competitive bidding,竟价投标,F.O.B.,船上交货,make offers,报价,on display,展出,partial shipment,分批装船,postpone delivery,推迟交货,prompt shipment,即期装运,quotation,报价,sample,样品,spare parts,备件,time of delivery,交货期,trade mark,商标,turnover tax,营业税,Part 1,Part 2,Part 3,Part 4,Part 5,19/51,Useful Expressions,我必须要指出价格要比先前高很多,1.I must point out that prices are much higher than before.,我明白,不过您报盘比预期还要高,2.I see your point,but your selling offer is much higher than what we,expected.,Part 1,Part 2,Part 3,Part 4,Part 5,For a Supplier,您能够降低价钱吗?你们价格太高,我们根本支付不起,3.Could you knock down the prices?Your price sounds too high and it is,really beyond our reach.,20/51,Useful Expressions,Part 1,Part 2,Part 3,Part 4,Part 5,您认为您能降多少价?,4.How much do you think you could bring the price down?,假如你们产品价格不能再优惠些,那我们就只好从其它供给商那里购置了,5.If you cant offer us the goods at a more competitive price,well have to turn,to other suppliers.,你们普通采取何种付款方式?,6.What is your regular practice about the terms of payment?,For a Supplier,我很希望你能尽可能加紧生产进度,7.I do hope you can try to step up the production.,21/51,Useful Expressions,Part 1,Part 2,Part 3,Part 4,Part 5,你们能否想些方法提前交货?,8.Could you do something to advance the time of delivery?,我要求一次性把货交完,9.I ask that the shipment be made in one single lot.,7月底前必须装船,不然就赶不上销售季节了,10.Shipment should be made before July,otherwise we are not able to catch,the season.,For a Supplier,22/51,Useful Expressions,For a Customer,劳动成本上升,高油价和人民币升值使我们生意非常难做,1.The increased labour costs,high price of oil,appreciation of RMB have,made business pretty tough.,我们利润已经很薄了,我认为我们已经没有还价余地了,2.Our margins are razor thin,I do not think there is any room for bargaining.,Part 1,Part 2,Part 3,Part 4,Part 5,我们最低只能给5%,我意思是双方能否都退一步,从而达成协议,3.The best we can do is 5%.I mean if both parties could compromise a little,and meet each other half way.,23/51,Useful Expressions,这是我方最低价格,我们不能再让了,4.This is our rock-bottom price/floor price.We cant make any further,reduction.,Part 1,Part 2,Part 3,Part 4,Part 5,For a Customer,我们能够给你10%优惠,只要您多订一倍,5.We can give you a reduction of 10%provided you could double the order.,除非你能够在两周内先付20%,然后剩下分三个月还清,6.It would be fine unless you make a twenty percent initial payment in two,weeks,and pay off the rest in three monthly instalments.,24/51,Useful Expressions,不过现在工厂已经满负荷了,7.But the factories are fully committed now.,Part 1,Part 2,Part 3,Part 4,Part 5,For a Customer,你们5,000美元应付款已拖欠50天了,8.Your payment of$5,000 has been 50 days past due.,请马上向我们寄来金额为1 000美元支票以结清您欠款,9.Please clear your account by sending us your check for$1,000 right away.,假如您同意分批装运,我们就能够接收您订货,10.If you agree to the partial shipment term,well accept your order.,25/51,Sample Writing,Section 1:A Letter of Enquiry,A letter of enquiry may be used to gather information regarding products or services,prices and operation,etc.,This kind of letters should be short and accurate.Avoid the temptation to add excessive detail and try to maintain a professional tone throughout the letter.Your letter can be fairly short,but it should be long enough to adequately explain what it is that you are inquiring about and what you want the reader to do in response to your letter.,Make sure to include contact information so that the person can easily get in touch with you if necessary,such as your cell or home phone number or email address.,Part 1,Part 2,Part 3,Part 4,Part 5,26/51,Sample Writing,Section 1:Minutes,询价函能够用来搜集信息,如关于产品或服务,价格和运作等,这类信函应该要简短和准确防止加上过多细节,而要尽可能使整封信保持一个专业语气,邀请信能够简短,但一定要有足够长度来阐述你要咨询内容,以及你期望对方怎样回应你信,必须要写上你联络方式,这么对方假如有需要,就能够很轻易地与你联络譬如说留下你手机号码或家庭电话,或者电子邮箱,Part 1,Part 2,Part 3,Part 4,Part 5,27/51,Sample Writing,Sample,Part 1,Part 2,Part 3,Part 4,Part 5,Dear Sir/Madam,We learn from the Textile Chamber of Commerce that you are producing a range of high-fashion scarves and gloves.We operate a large chain of retail business and are looking for a manufacturer who could supply us with a wide range of scarves and gloves for the teenage market.Would you please send me a copy of your scarves and gloves catalogue with details of your prices and payment terms?,We would find it most helpful if you could also supply samples of the various materials from which the goods are made.,Yours faithfully,Mathew Black,Marketing Manager,Spencer Retail Group,28/51,Sample Writing,It is very important to make a good impression when responding to enquiries from potential customers.,Part 1,Part 2,Part 3,Part 4,Part 5,Section 2:A Reply Letter to the Enquiry,Express your appreciation for the persons interest.,The best impression will be made by providing the materials or information that the perspective client has asked for.This positive impression will be improved by a well written response.,If appropriate,you might want to include additional information about your organization,the products or services you sell,or the subject matter of the inquiry,beyond the scope of the original inquiry.,29/51,Sample Writing,当回复潜在客户询盘信时,要给对方留一个好印象是非常主要,Part 1,Part 2,Part 3,Part 4,Part 5,Section 2:A Reply Letter to the Enquiry,要感激对方对你企业产品兴趣,要建立最好印象,就是提供潜在客人所要求材料或信息,这么一个正面印,象还能够经过一封书写得体信得以改进,假如适当,也能够附加一些关于你企业信息,你们产品或服务,或者就他,/,她咨询,问题再深入说明,30/51,Sample Writing,Sample,Part 1,Part 2,Part 3,Part 4,Part 5,Dear Mr.Black,We welcome your enquiry of July 8 and thank you for your interest in our scarves and gloves.As requested,a copy of our illustrated catalogue and price list are being sent to you today,with samples of our products.,We are also manufacturing a wide range of socks in which we think you might be interested.They are fully illustrated in the catalogue and are of the same high quality as our scarves and gloves.,We hope the samples will reach you in good time.If you have any questions please dont hesitate to contact us.We are looking forward to your order.,Yours sincerely,Joe Smith,Marketing Manager,Meili Garment Manufacturing Ltd.,31/51,Exercises,Listen to the following passage carefully and fill in the blanks according to what you hear.,1.Listening.,Negotiation is the art of arriving at 1 on a subject to the satisfaction of the parties 2 .Negotiation can take place between two people or several people.Negotiations can also happen between different,3 .Business negotiations could involve purchases,sales,loans,contracts or anything regarding business.,It is extremely important to 4 a strategy before starting any negotiation.And you should 5 this strategy during the negotiations.,Part 1,Part 2,Part 3,Part 4,Part 5,a compromise,_,involved,_,firms or companies,_,adhere to,_,formulate,_,32/51,Exercises,1.Listening.,Part 1,Part 2,Part 3,Part 4,Part 5,Before trying to buy anything you should make a study of the product or service and 6 in the market.You should study the 7,of the product from different 8 .This will give you a very good,9 to negotiate its price.,During the negotiation one should be very 10 and never,11 the real position or the maximum price at which he is prepared to buy the product.One should pose as if he is prepared to 12 if the price is not to his satisfaction.,sources,_,availability,_,its value,_,insight,_,confident,_,reveal,_,walkout,_,33/51,Exercises,2.Role play.,You and your customer are in the office to negotiate the terms of the order.You want the customer to pay a 20%deposit immediately and the payment should be in dollars.While the customer wants a discount for bulk purchase and an earlier delivery.,Part 1,Part 2,Part 3,Part 4,Part 5,34/51,Exercises,3.Interpret the following Chinese expressions and complete the dialogue.,A:Good morning.I am Martha Stone of Endless Fun Videos Shop.,1,(,我们想订你们家庭影碟机,).,B:Good morning,Ms Stone.I am Jessica Lee.,2 (,你是从我们目录上下订单吗,)?,A:Yes,I have the item numbers.The first item is 2389.Wed like 52 copies and 30,copies of Item 8673.3,(,这个数量能够要到批发价吗,)?,B:I am sorry,Ms.Stone.,4,(,恐怕您要订够,200,张以上才有批发价,).,Part 1,Part 2,Part 3,Part 4,Part 5,Are you ordering from our catalogue,_?,We wish to place