商务英语negotiatingprice.pptx

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,*,*,*,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,*,*,*,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,*,*,*,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,*,*,*,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,*,*,*,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,*,*,*,*,*,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,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,*,*,*,NEGOTIATING,PRICE,Unit,Contents of Oral Business English,(I),Detailed Items,1,Looking for a Job,(I),Job Advertisements,Cover letter&Resume,Job Interview,2,Coming to a New Company,(I),Reporting for work,Talking about Rules of Company,Talking about Organizational Structure,Talking about Responsibilities of Job Positions,Touring the Office Building,3,Office Routines,(I),Telephone Communicatuion,Business Meeting,Booking,4,Price(II),Negotiating the Price,5,Modes of Payment,(II),6,Sales Promotion,(II),7,Shipment&Packaging,(II),8,Signing a Contract,(II),9,Customer Service,(II),.,1/33,Unit 4,NEGOTIATING,PRICE,2/33,Unit 4 Price Negotiation,Learning Objectives,Learning about,Business Negotiation,Learning about,Terms in price negotiation,Unde,rstanding,procedure,s,in price negotiation,Learning to t,alk about,price adjustments,discounts,and,concessions,3/33,Business Negotiation,4/33,Definition of Business Negotiation,Business negotiation,i,s,defined as negotiation dealing with business affairs.,It arranges the settlement of,terms and conditions of trade,（贸易条件和条款）,by discussions.It may finally lead to agreement through negotiations and compromise.,It includes,consultation,（磋商）,bargaining,（讨价还价）,mediation,（调解）,arbitration,（仲裁）,and sometimes,even litigation,（诉讼）,.,5/33,商务谈判定义,从当代意义上讲，商务谈判能够被定义为处理商务事物谈判，以讨论协商方式来确定贸易中各项条件和条款，并最终达成一致。它其中包含磋商、讨价还价、调解、仲裁，有时甚至诉讼。,6/33,Function of Business Negotiation,Business negotiation,is treated as an integral part of the total international business activity.Business negotiation is,a tool to achieve the general commercial interests,of the parties involved.,7/33,The Characteristics of Business,Negotiation,3,.,Negotiation is a very trying process with,confrontation,（反抗）,and concession,（让步）,.,2.Theres no such thing as“take it or leave it”in international business.,Everything is negotiable,.It all depends on the expertise of the negotiators.,Negotiation is at the,heart,of every transaction and,for the most part,it comes down to the interaction between two sides with,a common goal profits,.,8/33,The Main Conten,ts,of,Business Negotiation,price (,价格,),quality (,质量,),terms of payment(,付款条件,),packing and shipping,(包装和装运),insurance(,保险,),agency (,代理,),complaints,disputes and claims,(,投诉、争议、索赔),arbitration,(仲裁),processing and assembling trade,(,加工与装配贸易,),compensation trade,(贸易赔偿),technology importation,(技术引进),9/33,Procedures,of,Price,Negotiation,E,nquiry,/Inquiry（询盘）,O,ffer,（报盘）,C,ounter-offer,（还盘）,A,cceptance,（接收）,O,rder （订货）,10/33,Enquiry/I,nquiry,2 types of enquiry,1.general enquiry,(,general information,),a catalogue,a price list,/,quotation sheets,a sample,2.specific enquiry,name of the commodity,the specifications,(规格）,the quantity,unit price,FOB or CIF,（单价）,packaging (包装）,shipment,(装运）,the,terms,&methods,of payment,（付款条款和方式）,11/33,Price Terms-,FOB&CIF,FOB:FREE ON BOARD,离岸价,装运港船上交货,是指卖方必须在协议要求装运期内,在指定装运港将货物交至,买方指定船上,，,并负担货物越过船舷为止一切费用和货物灭失或损坏风险。,CIF:COSTINSURANCE AND FREIGHT,到岸价,成本加保险费、运费,是指卖方必须在协议要求装运期内,在装运港将货物交至,运往指定目标港船上,，,负担货物越过船舷为止一切费用和货物灭失或损坏风险，并负责办理货运保险，支付保险费，以及负责租船或订舱，支付从装运港到目标港运费。,12/33,Price Terms-,FOB&CIF,(I),A:,The price of this product is$950 per set.,B:,Do you quote CIF or FOB?,A:,Our price is,on CIF basis.,(II),A:,Whats the basis of your offer,CIF or FOB?You know,Id,like to have your,lowest quotation CIF Shanghai,(,上海到岸价）,.,B:,Wait a minute.I will have it worked out very soon.,The price for COMPAQ 1200 is,$900 per set CIF Shanghai,.,A:,Our size of order is 1000 sets.The date of delivery is July.,By the way,How long does your current offer remian valid?,B:,Our offer is firm offer and remains open for 3 days.Here is,the,quotation sheet.,13/33,Terms of Payment,3 categories:,Remittance汇付,Collection托收,Letter of credit信用证,14/33,Remittance:,Mail transfer:,M/T 信汇,Telegraphic transfer:,T/T 电汇,Demand draft:,D/D 票汇,Letter of creditsight L/C,即期信用证,time or usance L/C 远期信用证,revocable and irrevocable L/C,可/不可撤消信用证,unconfirmed and confirmed L/C不保兑/保兑信用证,transferable and non-transferable L/C,可转让/不可转让信用证,documentary and clean L/C,跟单/光票信用证,revolving L/C,循环信用证,15/33,Offer&,C,ounter offer,An,offer,either orally or in written form should include:,*the name,price,quality and quantity of the goods;,*the date of delivery and/or time of shipment;,*the terms of payment;,*the validity of the offer;,*other terms concerned,such as packaging,discount,insurance,etc.,16/33,Counter-Offer,A,counter-offer,means a,partial rejection,of the original offer,and it,is often,a counter proposal,put forward by the buyer or the offeree.,The sentence,“,accept your offer subject to the following alterations,”,（接收你方报盘，但须做以下修改）,can be used in answering an offer.,In making a counter-offer,the party concerned should,express regret at inability to accept,and,explain,the,reasons for non-acceptance,.,17/33,Negotiating the Price,Phases,Phase 1:,(,15 minutes),To read useful expressions and,3 conversations about negotiating,prices to make it ready for video,watching,Phase 2:(10 minutes),To watch the video of negotiating prices,and get familiar with the expressions,you have learnt,Phase 3:(,60 minutes),Role-play (2),Conversation Practices(Chinese-6),18/33,Conversation Practice(6-1),Conversation Practice 1,A:今天下午过得怎样？,B:还好。今早我已详细看过你给我目录了。我想讨论一,下你们计算机扬声器(computer speaker)价格。,A:好。这是我们价目表。B:我看看。你们680型标价是10美金。大量订购话有折扣吗？,A:当然有。100或以上订单我们有百分之五折扣。B:假如我下六百订单，你们能够给我什么样折扣？,A:六百话，给你百分之十折扣。,19/33,Conversation Practice(6-1),Conversation Practice 1(Sample),A:How are you this afternoon?B:Just fine.I looked over the catalogue you gave me this morning,and,Id like to discuss about the prices on your computer speakers.,A:Very good.Here is our price list.B:Let me see I see that your listed price for 680 model is$10.Do,you offer quantity discounts?,A:We sure do.W,e,gave a 5%discount for orders of a hundred or,more.,B:What kind of discount could you give me if I were to place an order,for 6 hundred units?,A:On an order of 6 hundred,we can give you a discount of 10 percent.,20/33,Conversation Practice(6-2),Conversation Practice 2,A:你有没有收到我们上星期寄给你样品？,B:收到了，我们已经进行了评定。假如价钱适当，我们现在就想订货。,这种货你们最低价是多少？,A:单价12.50美元。B:我以为这个价贵了点，你能不能减一点？,A:恐怕不行，12.50美元是我们底价。假如你订货超出10，000件，,我们能够减到12.00 美元。,B:行，我接收这个价格，第一批订货10,000件。你们能在31日前发货吗？,A:当然能够。,21/33,Conversation Practice(6-2),Conversation Practice 2(sample),A:Did you receive the sample we sent last week?,B:Yes.Weve finished the evaluation of it.If the price is,acceptable,we would like to order now.Whats your best price,for that item?A:The unit price is$12.50.B:I think the price is a little high.Cant you reduce it?,A:Im afraid not.$12.50 is our bottom price.We could reduce it to,$12.00 if your purchase is over 10,000 units.B:Very good.We accept the price and place the initial order of,10,000 units.Can you deliver the goods by 31st?A:Of course.,22/33,Conversation Practice(6-3),Conversation Practice 3,A:Steven,您认为价格怎么样？,B:我们能出到最低价格每箱$120.,A:恐怕不行。我们不可能减到那个程度。,B:我认为你们非常了解现在市场，一些西班牙企业，一样商品，他,们出更低价格。,A:价格不能与质量分开而论。你会发觉，我们产品与对手相比，质,量更加好多。,B:那倒是真，你们质量更加好。但即使考虑到你们产品质量，你们,价格依旧偏高。我们各让一步怎么样？,A:那我得想一想，30分钟之后给你回复,.,B:不着急。,23/33,Conversation Practice(6-3),Conversation Practice 3,A:Steven,whats your idea of price?,（你认为价格怎么样？）,B:The best we can do is$120 per case.,A:Im afraid thats impossible.You cant expect us to reduce it to that,extent.,B:I think you are well-informed about the prevailing market.Some Spanish,firms are offering the same at much lower prices,（给出更低价格）,.,A:Prices cant be taken separately from quality.A comparison of the quality of our products with,that of rival goods will show you that ours is far superior.,B:It is true yours are of better quality.But your price is still on the high side（你们价格偏高）even if we take the quality into consideration.How about,meeting each other half way?（,我们各让一步怎么样？）,A:Well,Ill have to think about it and give you a reply 30 minutes from now.,B:Take your time,please.,24/33,Conversation Practice(6-4),Conversation Practice 4,A:我们已经讨论过你们提出要价。我们认为你方价格太高，我方,难以接收。,B:不过我认为我们报价是现实、合理。,A:你说“合理”是什么意思？,B:就是说，我方不会漫天要价，我们是与当前市场价格普遍水平相一,致。,A:我不一样意。假如没法深入商谈，你方坚持不做让步话，我们干脆,放弃这笔交易好了B:对不起，你方还价多少？,A:在互利基础上，每件70美元怎么样？,B:恐怕你方还价太低。差距太大。,A:那么我们双方都退一步做出让步这么我们才能够完成这笔交易。,25/33,Conversation Practice(6-4),Conversation Practice 4,A:Well,weve discussed the offer you quoted.And we found your offer,was too high.Its,difficult for us to accept it.,B:But I think our offer is reasonable and realistic.,A:What do you mean by“reasonable”?,B:That is,we never make our price on wild speculation,it comes in line,with the,prevailing market.,A:I cant agree with you.If there is no room for further discussion and you,refuse to,make any,c,oncession(做出让步）,we might as well call the deal,off.（放弃这笔交易）,BSorry.Just wait,whats your counter-offer?,A:On the basis of our mutual benefit,how about$70 per set?,B:Im afraid your counterbid（还价）is too low,and the gap（价格差距）,is too wide.,A:How about meeting each other half-way and making a concession so,that we can make the,business concluded（完成交易）?,26/33,Conversation Practice(6-5),Conversation practice 5,A:早上好，先生。我任务就是给您介绍我们笔记本电脑。,B:恐怕我现在没空。,A:可能您不会介意抽出几分钟时间允许我介绍一下我们产品。,B:请讲。,A:首先，它外形优雅、漂亮，相当轻便。所以不论您走到哪里携带方便。,而且它设计简单、时尚，易于操作。让我给您看演示一下。,B:是，它真很好很方便。保修服务怎么样？,A:它全保五年，您能够对我们完善保修服务放心。,B:多少钱呢？,A:正常价7，000元每台，假如您喜欢，我能够给您打个折。,B:6,500元怎么样？,A:好，成交。,27/33,Conversation Practice(6-5),Conversation Practice 5,A:Morning,Sir.My mission here is to introduce you our notebook PCs.,B:I am not free at the moment,Im afraid.,A:Maybe you dont mind sparing me just a few minutes to introduce some,information of our product.,B:Well,go ahead.,A:First,it has elegant and beautiful appearance and its excellent for its,handiness(轻便,),.So it is very easy to take with you wherever you go.,Moreover,it has a simple,modern design,making,it user-friendly(易操作,）.Let me show you.,B:Yeah.Its really very nice and convenient.How about the maintenance,service（保修服务）?,A:It is fully guaranteed（全保）for 5 years and you can count on us for,complete maintenance,service.,B:How much does it cost?,A:The normal price is 7,000 yuan,and I can give you a discount（打个折）,if you really like it.,B:How about 6,500 yuan？,A:,OK.（Deal）done（成交）.,28/33,Conversation Practice(6-6),Conversation Practice 6,A:欢迎到我们企业，Johnson 先生。,B:我很高兴又来到上海。,A:请到我办公室吧。我相信你们已经研究过我们围巾提案了。,B:是。我们对你们羊毛围巾感兴趣。我想了解一下价格。能不能给我看一,下价格表？,A:给您。,B:恐怕你们价格太高。,A:根本不高。我们手工羊毛围巾不但品质好而且价格合理。,B:据我所知，韩国产品也是颜色鲜艳设计优美，但他们价格平均会比你们低。,A:是，您说没错，不过您错过了主要一点，我们手工围巾是传统，,享誉世界市场，而他们机器加工。,B:但你要认可你们价格比你们竞争者高出最少5个百分点。假如你们想得到,订单，就得降低价格。,A:您能不能告诉我您大约要订多少呢？我们能够对应调整我们价格。,B:假如在开出价格上打九折，我打算订20,000 打。,A:恐怕九折不行，给你个九四折吧。,B:那还合理。,29/33,Conversation Practice(6-6),Conversation Practice 6,A:Welcome to our company,Mr.Johnson.,B:Im pleased to come to Shanghai again.,A:Come to my office,please.I believed youve studied our proposal for scarves,havent,you?,B:Yes.We are interested in your wool scarves,and Id like to know the price.Would you please show me your price list(价格表）?,A:Here you are.,B:Im afraid your price is too high.,A:No,not at all.Our hand-made scarves are not only of high quality but also of reasonable price.,B:As far as I know,the Korean articles(物品）also brightly colored and beautifully designed,but their price is lower than yours on average（平均）.,A:Yes,you are quite right,but you have missed the very important point that our hand-made scarves are traditional and known to the world market while theirs are woven by machines.,30/33,Conversation Practice(6-6),Conversation Practice 6,B:But you have to admit your price is at least 5 percent more than that,of,your competitors.If you,want to get the order,youll have to lower the,price.,A:Can you give me a rough idea of the quantity you want to order from us,so,that I may adjust,our price accordingly.对应地调整价格）,B:Im inclined to give you an order for twenty thousand dozen if you could,allow 10 percent,discount on the price quoted（假如在开出价格上打九折，我打算订20,000 打).,A:Im afraid 10 percent discount is unacceptable.Shall we give you a 6,percent discount（给你个九四折）?,B:That seems to be fair.,31/33,Role Play,1)Making a conversation according to the following,procedures:Offer-Counter-offer-acceptance,Seller:USD FOB ShangHai,Buyer:your price too high,our workable price USD 1800,Seller:Price here has suddenly increased to USD 1900,Buyer:the best we could accept USD 1850,Seller:impossible to accept USD 1850 unless quantity,increased by 50%,Buyer:accept USD 1850 with quantity increase by 50%for,prompt shipment,32/33,Role Play,2)You are going to orde,r,videophones from your,business partner,but you find the price too high to,be acceptable.So you are counter offering to have,3%trade discount.,The Reasons:,to open a new market in our area,to place a large order,To make price in line with other suppliers,33/33,