商务英语口语教程市公开课一等奖百校联赛特等奖课件.pptx

LOGOLOGOUnit 13 Business Negotiation 商务英语口语教程商务英语口语教程第1页Your site hereStep1 The 1st PeriodGreetings and Revision第2页Your site here1.Greetings How was your weekend?第3页Your site here2.Revision Here I am going to check the homework,from which I will know how well the students did in the last classes.第4页Your site hereStep2 The 1st Period Unit 13第5页Your site herevDuring the negotiation,what is the most important?vWhat should we pay attention to?Here allow me to give you a general idea about business negotiation,from which you will know some negotiation 1.Lead-in第6页Your site heretips:Be prepared.-Information is power.Know what your needs are.-“bottom line”Never lie.-continued contact Be fair.-“win-win”Time is money.-“speed,more money”Be patient.-first offer第7页Your site hereIntroduction and greetings-bargaining-make an agreement-appreciate 2.The main structure of doing business negotiation第8页Your site herevRead the dialoguevMake a similar dialoguevHave a dictationvBusiness Terms3.Consolidation第9页Your site hereE:EXW:Ex Works-FactoryF:FOB:Free on Board-CarrierFCA:Free CarrierC:CFR:Cost and Freight-port of destinationCIF:Cost,Insurance and Freight-port of destinationD:DES:Delivered Ex Ship-port of destination第10页Your site hereStep3 The 2nd Period How to bargain 第11页Your site herev1.Our price is reasonable as compared with that in the international market.v2.Your price is higher than those we got from elsewhere.v3.You should take quality into consideration.v4.It would be very difficult for us to push any sales if we buy it at this price.v5.You may notice that the price for this commodity has gone up since last year.1.Key sentences第12页Your site herev6.The price for this commodity is US$25 per pound in the international market.v7.We may reconsider our price if your order is big enough.v8.If your price is favorable,we can book an order right away.v9.It is difficult for us to sell the goods,as your price is so high.v10.Youll agree our price is most favorable.1.Key sentences第13页Your site hereNegotiation tipsvTo know your bottom price.vDont make large concessions.vBe quick-minded.vShow your own advantage.vAim at the long-term relationship.vMake them look good.vKeep a slow and deliberate rule.vQuit while youre ahead.vKeep uncertain.2.How to Bargain under a favorable position第14页Your site hereStep4 The 2nd Period Homework 第15页Your site hereStrategy Make a dialogue3Introduction112You are a sales manger of ABC Company Ltd.Now youre negotiating the price of roller-skates with the client.Exercises on page 142第16页LOGOLOGOThank You!第17页