1、,经 贸 英 语,ENGLISH FOR CAREERS,Unit 3 Business Negotiation,新职业英语,Warming-up,Reading A,Listening,4,1,2,3,Reading B,5,Writing,6,Project,7,Vocabulary and Structure,Unit 3 Business Negotiation,10,8,Speaking,Warming-up,Unit 3 Business Negotiation,Task 1 The following jeans picture is a sample for whole sal
2、es advertised in China Daily. Discuss with your partner what you will enquire of the seller when you plan to import them.,A price list,Specification,Samples,Shipment,Quantity,Terms of payment,Warming-up,Unit 3 Business Negotiation,Task 2 Discuss with your classmates to find out what steps might be t
3、aken to reach a deal on importing the jeans above. Then, fill in the following boxes and explain why.,Reading an advertisement for jeans,Sending a quotation of the jeans and samples,Confirming what they have agreed,Asking for detailed information of the jeans,Negotiating about what they differ in,Re
4、ading A,Text,Task 1,Task 2,Task 3,Task 4,Background Information,Unit 3 Business Negotiation,Reading A,Background InformationAs a key part in international trade, business negotiation refers to the process in which a seller and a buyer negotiate the terms and conditions on trading specified products,
5、 and finally reach an agreement. It can be done orally or in writing. Normally, it comes when the company finishes its business background check on its potential business partner. The general procedure of business negotiation is enquiry, offer, counter-offer, and acceptance. But it should be noted t
6、hat in practice not all business negotiations go through the four phases.,Unit 3 Business Negotiation,Back,Reading A,Unit 3 Business Negotiation,Task 1 Before reading the passage, see how much you know about the business negotiation by answering the following questions.,1. Have you ever heard of the
7、 general steps in business negotiations? If so, list them in time order; if not, guess what they are.Suggested Answers2. What do we need to pay close attention to in business negotiations?Suggested Answers,Back,Suggested Answers,Ive heard a little bit about the steps of business negotiations in Chin
8、ese. And after discussing with Tom, we finally nail down our version of the general steps in business negotiations. The first step is to ask general information about a product. I remember it is called “enquiry”; next is to give a reply to the so-called “enquiry”, which is mainly on the products pri
9、ce; the third step is called “counter-offer”; and the last one is to reach an agreement which means one party finally accepts the others conditions and terms.,Back,Suggested Answers,We think all the four steps are very important. For example, if you are a buyer and want to make an enquiry about the
10、product you are interested in, you should state clearly the name and specifications of the product in the letter. And if you want to buy a lot, youd better tell the seller to quote you the best price. For the seller, he should reply the enquiry as soon as possible. When quoting the price, he is stro
11、ngly recommended to make it clear that the price might fluctuate, especially in a turbulent market. When receiving the sellers offer or quotation, you might find it impossible to accept. Dont reject it rudely or give no reply because he might be your future business partner. When drafting a counter-
12、offer, you should give good reasons for the part you disagree with and your new suggestions. As to the last step, “acceptance”, youd better restate what you have agreed on to make sure there is no misunderstanding about it. It is much helpful, especially after several rounds of exchanges between you
13、 and the seller.,Back,General Steps in Business Negotiations,翻译,声音,Generally speaking, business negotiations involve four steps: enquiry, offer, counter-offer and acceptance.The first step is “enquiry”. When reading an advertisement in a newspaper, website or anywhere else, buyers may make requests
14、for the information relating to their interested products like price lists, samples and terms of payment. Such a request is called “an enquiry”.After sending the enquiry, it comes to “offer”. An offer is the expression of the wish of the seller to sell particular goods under stated terms, including
15、quantity, prices, shipment, terms of payment, etc. It usually follows an enquiry that is either written or oral.,Unit 3 Business Negotiation,Reading A,一般来说，交易磋商包括四个步骤：询盘、报盘、还盘和接受。第一步是“询盘”。买方在报纸、网站或者其他地方看到一则广告后，可能会向对方索取有关自己感兴趣的商品信息，如价格表、样品、付款条件等。而这种索取信息的请求就被称为“询盘”。在发出询盘后，买方就会收到“报盘”。报盘表达了卖方希望出售某种商品的条件
16、，包括数量、价格、装运、付款条件等。它通常出现在口头的或者书面的询盘之后。,Unit 3 Business Negotiation,Reading A,翻译,Offers can be classified into two types: firm offers and non-firm offers. A firm offer is usually a sellers promise to sell specified goods or services at specified prices, and valid for a specified period, with packing,
17、payment, etc. described clearly. Once the firm offer is accepted by the buyer within the validity, the seller is not permitted to revise or withdraw his/her offer and is obliged to enter into a contract with the buyer. In contrast, a non-firm offer is actually an offer without engagement which often
18、 contains reservation clauses like “ We make you an offer subject to our final confirmation.”Next step is “counter-offer”. When an offer reaches the offeree, he/she may reject it and end the negotiation if he/she finds it impossible to reach an agreement. But usually he /she will carefully study the
19、 offer, and renew the received offer by altering or adding some terms and conditions. In such a case, the reply to the offer is called “counter-offer”.,Unit 3 Business Negotiation,Reading A,报盘可以分为两大类：实盘和虚盘。实盘通常是指卖方以指定的价格、有效期、包装、付款等内容销售某种商品或服务的承诺。实盘一旦在有效期内被买方接受，卖方就不准修改或者撤回其报盘，并有义务与买方签署合同。相比之下，虚盘实 际上是
20、一个没有约言的报盘，它经常包括诸如这样的保留条款：“此发盘须经我方最终确认。”下一步是“还盘”。当报盘送达受盘人，如果发现不可能达成一致，他/她可能会拒绝，从而终止谈判。但是通常他/她会仔细研究报盘，修改或添加一些条款和条件。在这种情况下，对报盘的回复称作“还盘”。,Unit 3 Business Negotiation,Reading A,翻译,A counter-offer functions as both a rejection to the original offer and a new offer by the buyer. Consequently, the former of
21、feror now becomes an offeree, and the former offeree turns to be an offeror. Normally, such exchanges might go through several rounds before a contract is signed.Last, well discuss “acceptance”. When an offer arrives, the offeree might agree on all terms contained in the offer unconditionally, and a
22、n agreement will be reached between the two parties. In such a case, the reply to an offer is known as “acceptance”. Here, it should be noted that the word “offer” refers to both the original offer and the counter-offer in several rounds of negotiations.,Unit 3 Business Negotiation,Reading A,还盘的作用既是
23、对原始报盘的拒绝，又是买方提出的新报盘。因此，以前的发盘人现在变成了受盘人，而以前的受盘人变成了发盘人。通常，在最终签署合同之前，这种相互之间的交流可能要经历几个来回。最后，我们将谈谈“接受”。当报盘到达受盘人后，他可能无条件地接受报盘中的所有条款。这样，双方就达成了一致。在这种情况下，对报盘的回复被称作“接受”。这里需要指出的是，“报盘”这个词这里既指原始的报盘，也指谈判回合中的还盘。,Unit 3 Business Negotiation,Reading A,involve,His reform involves the reorganization of several ministri
24、es in the government.,v. to include or affect someone or something,Unit 3 Business Negotiation,Reading A,go through,You have to go through several rounds of interviews before such a big company recruits you.,to experience a particular process,Unit 3 Business Negotiation,Reading A,agree on,They agree
25、d on a date for next round of negotiation in this meeting.,to have or express the same opinion about something as someone else,Unit 3 Business Negotiation,Reading A,Useful Expressions: agree to do sth.:同意做某事 agree with sb.:同意某人 agree on/about sth.:就某事达成一致,Reading A,Unit 3 Business Negotiation,Task 2
26、 Read the passage, and match each step with the corresponding aspect.,enquiry,offer,counter-offer,acceptance,provide prices and shipment of the products,request for pricelists, samples and terms of payment,point out terms of payment and conditions that are unaccepted,reach an agreement between the t
27、wo parties,Back,Reading A,Unit 3 Business Negotiation,Task 3 Read the passage again and tick off the facts mentioned in the passage., 1. definition of business negotiations 2. peoples attitudes toward an enquiry 3. legal consequence of a firm offer 4. differences between a quotation and an offer 5.
28、the possibility of rejecting an offer 6. how to make a counter-offer 7. the effects of a counter-offer 8. definite number of offer and counter-offer rounds 9. format of writing an acceptance letter,Back,Reading A,Unit 3 Business Negotiation,Task 4 The reading passage has shown four general steps in
29、business negotiations. Discuss with your classmates and decide which of the above steps is the most difficult and explain the reasons.,Back,Task 1,Task 2,Task 3,Task 4,Task 5,Listening,Unit 3 Business Negotiation,Listening,Unit 3 Business Negotiation,Task 1 Miss Chen of Pioneer Garment Factory, is t
30、alking with Mr. Addison, a potential customer from the US. Listen to the conversation and match the people with the correct information.,声音,Rocky Mountain Import & Export Show the newest models of blouses Ask for the catalog and pricelist Sales manager,Script,Miss Chen: Good morning, sir. Can I help
31、 you? Mr. Addison: Good morning. Id like to know something about your latest blouses. Oh, by the way, Im Tom Addison from Rocky Mountain Import & Export Co. Heres my card. Miss Chen: Glad to meet you, Mr. Addison. This is my card. Im Chen Hong, sales manager of Pioneer Garment Factory. Have a seat,
32、please! Mr. Addison: Thank you. Miss Chen: I think you might be interested in the embroidered ones which are the newest models. Here are the samples. In fact, it sells well in Canada. Mr. Addison: Yes, they look really nice and fashionable. Miss Chen: Im quite sure theyll find a ready market in your
33、 country. Mr. Addison: I hope so. But I need to study them further. Could you give me your catalog and price list? Miss Chen: Of course. Here you are. Mr. Addison: Ill contact you later. Thank you! Miss Chen: My pleasure! Im looking forward to your further enquiry. Bye! Mr. Addison: Bye!,Back,Listen
34、ing,Unit 3 Business Negotiation,Task 2 Miss Liu is answering a phone from a man whom she met at Chinese Export Commodities Fair. Listen to the conversation and fill in the blanks with what you hear.,声音,Liu: Hello! Sunlight Bicycle Company. Mr. Smith: Hi, could I speak to Liu Heng in ?,Liu: Oh, glad
35、to receive your call. What can I do for you? Mr. Smith: Having seen your at the fair, Id like to tell that we have great interest in Bike TGBI and Bike TGGI.,sales,department,exhibits,your,latest,model,Listening,Unit 3 Business Negotiation,Liu: Wonderful! Have you got the price list? Mr. Smith: Yes,
36、 but Im wondering whether you can give a on our initial order. Liu: Well, it depends on the size of your order. Ill give you our policy on discount in the quotation letter.,special,discount,Script,Liu: Hello! Sunlight Bicycle Company. Mr. Smith: Hi, could I speak to Liu Heng in Sales Department? Liu
37、: Speaking! Mr. Smith: This is Tom Smith, Purchasing Manager of Chicago Sports Import and Export. We met at Chinese Export Commodities Fair about one month ago. Liu: Oh, glad to receive your call. What can I do for you? Mr. Smith: Having seen your exhibits at the fair, Id like to tell that we have g
38、reat interest in your latest model Bike TGBI and Bike TGGI. Liu: Wonderful! Have you got the price list? Mr. Smith: Yes, but Im wondering whether you can give a special discount on our initial order. Liu: Well, it depends on the size of your order. Ill give you our policy on discount in the quotatio
39、n letter. Mr. Smith: Thank you. Ill call you later when receiving your latest quotation. Bye! Liu: Bye.,Back,Listening,Unit 3 Business Negotiation,Task 3 Mr. Clark, a purchasing manager of an Australian company, is negotiating with Miss Yang who works for a major supplier of household appliances in
40、China. Listen to the conversation and answer the following questions.,声音,1. How does the report impress Alice at her first sight?,2. What does Miss Yang say to show that shed like to discuss about the offer?,In Miss Yangs company.,She said, “Sure. I appreciate your straightforwardness”.,3. How much
41、higher is the price of T-2009 Model than that of other similar products according to Mr. Clark?,4. How many refrigerators does Mr. Clarks company plan to buy?,5. Does Mr. Clark accept the newest offer? And why?,4%.,500.,Unlikely. He thinks its too high and said, “Im afraid Ill choose other suppliers
42、”,Script,Back,Yang: Hello, Mr. Clark. Welcome to our company! Mr. Clark: Thanks. Its my great honor to be here. Shall we discuss your offer sent to me two days ago right now? Yang: Sure. I appreciate your straightforwardness. Mr. Clark: The refrigerator T-2009 is still expensive compared with the si
43、milar products from other suppliers. Your price is about 4% higher. Yang: Really? But the T-2009 has taken advantage of the latest technology. Im quite sure its the most energy-efficient and the least noisy one. It is the newest model for the coming season. Mr. Clark: Of course, its new. So we risk
44、buying 500 pieces for trial sale, but your price will leave little profit for me. Yang: I assure you there will be a great demand in your market, and if you can order more than 1,500 pieces, well give you a 1.5% discount. Mr. Clark: Only 1.5%? Im afraid Ill choose other suppliers.,Listening,Unit 3 B
45、usiness Negotiation,Task 4 After reading the quotation of Karl & King Electrical Appliance Co., Jack Smith is phoning sales woman Anna. Listen to the conversation and decide whether the following statements are true (T) or false (F).,声音, 1. Universal Electrical Appliance Import & Export Co. sells el
46、ectrical hair dryer. 2. Generally, each set of HD-1500B is $60 on CFR Vancouver basis. 3. The discount depends on the quality and time of shipment. 4. Jack wants 400 sets of electrical hair dryer HD-1500B. 5. Jack orders two models of hair dryer from Anna. 6. The offered price of hair straightener J
47、O-074 is still very expensive. 7. Jack wants to have 3% discount altogether. 8. They finally reach an agreement on the price.,F,F,F,T,T,F,F,T,Script,Back,Anna: Karl & King Electrical Appliance Co. Can I help you? Jack: This is Jack Smith, Purchasing Manager of Universal Electrical Appliance Import &
48、 Export Co. Ive just browsed your companys online quotation and Im interested in your electrical hairdryer. Anna: Great! Which model? Jack: HD-1500B. Please quote us your lowest price on CIF Vancouver basis. Anna: The price is $60 per set. But it depends on the quantity and the time of shipment. Jac
49、k: We would like to have 200 sets in red and blue respectively before July 30th. So could you give me a discount of 5%? Anna: Frankly speaking, your order is not large enough. But if you order our other products, well consider giving you a special discount. Jack: Good. We also intend to place an ord
50、er for 500 sets of hair straightener JO-074. Anna: Our quotation for that model is $30. As youve ordered both hair straighteners and hairdryers, we can give you a special discount of 2.5% altogether. Jack: Only 2.5%? But we expect more. How about 4%? Anna: The two models you want are the latest models and their quality is the best among similar products on the market. So we can give you 3% at most. Jack: OK, done!,
