1、1交易磋商实训教案1.实训要求熟练掌握当面交易磋商和函电磋商的步骤、英文表达方法和基本磋商技巧与策略。2.实训内容（1）针对给定的背景材料，进行分组磋商；(2)针对外商不同内容交易磋商拟写相应的交易磋商函；(3)交易磋商函的格式与操作要求。3、实训重点建立业务联系、询价、报价与还价的表达方法及技巧。4、实训资料第一部分 当面交易磋商（5次课）第一次课. At the Guangzhou FairMr. Smith and Mr. Paul, businessmen from Saudi Arabia, are visiting the Chinese Export Commodities Fa
2、ir in Guangzhou for the first time. They havent done any business with China before. They are here to make business contacts and familiarize himself with the Fair.Requirements:Two teams play representatives from the two sides, each with two of your classmates. You should establish a sincere and frie
3、ndly atmosphere for there further cooperation. A Visit to a Sample Room2Mr. Smith wants to see some samples before negotiation. Miss Chen, the sales manager of the sellers company shows him into the showroom. They have a brief talk about the canned goods on display.Requirements:Two teams play repres
4、entatives from the two sides, each with two of your classmates. You may discuss something about the products you are interested in, and some other matters concerning your cooperation.例：At the Guangzhou FairMr. Smith, a businessman from Saudi Arabia, is visiting the Chinese Export Commodities Fair in
5、 Guangzhou for the first time. He hasnt done any business with China before. He is here to make business contacts and familiarize himself with the Fair.S: Good morning, my name is Alfred Smith. Im from Saudi Arabia.Z: Good morning. My name is Chen Hua.S: Pleased to meet you, Miss Chen. Here is my bu
6、siness card.Z: Pleased to meet you, too. Wont you sit down, Mr. Smith?S: Thank you.Z: Have you ever been to the Chinese Export Commodities Fair in Guangzhou before?S: No. This is my first visit to the Fair. Everything is new to me.3Z: The Fair is a big gathering. Tens of thousands of foreign busines
7、smen from more than 150 countries and regions are here to trade with China.S: I am excited to be a part of this.Z: There are exhibition halls in the Fair, where new products are on display.S: Yes, when I entered the main hall, I saw many beautiful textiles and light industrial products on show. They
8、 were very attractive.Z: Thats just one of them. There are many more.S: Thats fine. Ive heard so much about your achievements that I wanted to come and see them with my own eyes. But my main purpose in coming here is to establish business relations with you.Z: Ill be glad to do what I can for you.S:
9、 Thank you. Im sure a mutually beneficial trade can be developed between us. I am with a confirming house. We have wide connections with many factories in my country and have been importing raw materials from abroad for them. Now Im thinking of getting some from China.Z: We will be glad to cooperate
10、 with you. Have you anything in mind at the moment?S: I would like to buy a large quantity of barytes（重晶石）if your price is competitive.Z: We can easily supply you with that.S: Thank you. My firm has a high standing in my country. My bank is Conakry Bank, Saudi Arabia. You may refer to it for my stat
11、us. Now Id like to have some information about your business terms. Do you offer C& F or CIF?Z: Whatever you like?S: In that case, CIF.4Z: No problem. The peoples Insurance Company of China is a state-owned company and has agencies through the world.S: Good. And how about shipping? Is regular shippi
12、ng for Saudi Arabia available?Z: Oh, yes. The China National Chartering Corporation will take care of that. With shipment allowed, that shouldnt be a problem.S: Do you sell shipping weight or landing weight?Z: Shipping weight. Prior to every shipment the cargo is inspected and weighted by the China
13、Import and Export Commodities Inspection Bureau, which will issue certificates of quality and weight. These certificates are to be taken as final.S: I see. Now what are your terms of payment?Z: Payment is to be made by irrevocable letter of credit payable against sight draft accompanied by a full se
14、t of shipping documents.S: Would you consider D/P?Z: We do usually do that.S: Can you offer firm for ten days when I ask you for offers?Z: Thats pretty long. We usually offer firm for 3 or 4 days. I cant promise anything now but well do our best to meet your requirements.S: Thank you.A Visit to a Sa
15、mple RoomMr. Smith wants to see some samples before negotiation. Miss Chen, the sales manager, of South Cereals, Oils and Foodstuffs Import & Export Corporation shows him into the showroom. They have a brief talk about the canned goods on display.5C: Here is our sample.S: You certainly have a large
16、collection of sample foods here.C: Yes. We are exporting a wide range of food products to many countries. And demand is getting greater and greater.S: So it is. Though we havent done business with you, as you know your exports of foods to our country have considerably increased during the last few y
17、ears. It appears that Chinese foods are very attractive.C: You said it. The quality of ours is as good as that of many other suppliers. By the way, which items are you interested in?S: Canned goods are of special interest to me, particularly the canned fruit and meat. As your canned fruit is among t
18、he most popular ones in our market, Im going to place an order in a day or two.C: Good. How about our canned meat?S: I think it will also find a good market in our country. Will you show me some samples?C: Yes. This way, please. Our canned meat is in various weights. The largest one weighs three and
19、 a half pounds net, and the smallest is seven ounces net.S: The small sizes are more saleable in our market than the large ones. Ive brought with me a sample of canned meat that is only six ounces. The smallest size of yours is even bigger than that of mine. I wonder if your canned meat tastes bette
20、r.C: You are welcome to have a try. Here it is. Ours is of prime quality.S: Oh, its delicious. Mm. Im not sure about the pesticide residues in your foods, though. I am sure you must have given much thought to the matter. But you know, 6our governmental restrictions have been increasing, so we are no
21、t allowed to import any polluted goods.C: You can rest assured. Our foods are guaranteed to conform to the WHO standards.S: Good. Id like to order meat of this kind in seven-ounce tins if the price is competitive.C: What about other canned goods, such as canned mushrooms and vegetables?S: They are n
22、ot as saleable as canned fruit, I suppose.C: Mm, no, I really dont think that is so. They are also among our major exports and have found a favorable reception in many other countries.S: Then, may I have a look at the samples first?C: Certainly. Here you are.S: Ah, very nice indeed. But I am not sur
23、e whether they are to the taste of our people. What would you say to my taking some samples home before I make a decision?C: Thats all right.S: Well, I have an appointment at 4: 00, so I must leave. Shall we talk the details over tomorrow morning?C: OK. See you tomorrow.S: Goodbye.第二次课An Enquiry abo
24、ut Some ProductsAfter visiting the sample room and have a brief talk, two sides now have a negotiation. The buyers enquires about some of the products they are interested 7in.Requirements:Two teams play representatives from the two sides, each with two of your classmates. Make the enquiries and sett
25、le the problems in that. 例：An Enquiry about Some Textiles ProductsS: Im glad to have the opportunity of visiting your corporation. Just before I left Oslo, I learned from a newspaper that Chinas foreign trade has developed remarkably and kinds of export goods have increased. Im prepared to place you
26、r textile goods in our market.Y: Thank you. I think you withstand a chance of marketing our textile goods profitably there. As a matter of fact, our exports of textiles last year reached a record high, and we are trying hard to further improve the quality and design to suit the international market.
27、 I believe you have seen the exhibits in the showroom. May I know what particular items you are interested in?S: Im interested in Articles No. 16 and No. 27. For the moment, I wish to order three hundred thousand yards of Article No. 27 for prompt shipment.Y: Im afraid it wont be available until Jun
28、e. If you are in urgent need of the goods, Id like to recommend Article No. 30. It is very similar and even superior to No. 27.S: It hasnt been introduced into our market yet, has it?Y: No, it hasnt. But it may be a good chance for you to get a head start on your 8competition. I suggest you place a
29、trial order first. They say its the early bird that catches the worm.S: Its all very well to say that, but its quite new to our buying public and we are not sure of its quality. Have you got any sample cuttings here?Y: Yes, here you are.S: Mmm. the quality is not bad. Please give me a reference pric
30、e.Y: Its $15 per yard CIF Oslo.S: Is there any commission included?Y: No. As a rule, we dont allow any commission. But if the order is large enough, well consider it.S: As this is a trial order, I hope youll give me special consideration.Y: Well, Ill bend the rule. As an encouragement of business, w
31、ell allow you 2% commission. Thats the top rate.S: Thank you. Meanwhile, will you please send by air a half-yard sample cutting to my home office?Y: Yes, well do that right away.S: Ill send a fax home and see whether a trial order is possible.Y: Could you give us an early reply? You know lots of ord
32、ers are pouring in, especially at this time of the year, we cannot hold the stock very long.S: I see. I dont think itll be long before you have our reply. See you tomorrow morning.Y: See you.9第三次课Making a Firm OfferThe sellers should quote the buyers on those products the buyers interested. Requirem
33、ents:Two teams play representatives from the two sides, each with two of your classmates. Make firm offers.例：Making a Firm OfferMr. Lamb, an American businessman, wants to import some toys from China. He needs the goods in October, because there is a great demand for toys before Christmas. Miss Hong
34、, the sales manager from Serve Toy Manufacturing Company is making a firm offer to him.H: You need battery-operated toys, musical toys, and childrens vehicles, is that right?L: Yes, thats right. Chinese toys have sold well in our market. The main reason is that the prices are lower.H: Thats true. Th
35、e prices of our toys are much lower, and the quality is also good.L: You said it.H: The quantity you require for each kind of toy is 5, 000 pieces in your inquiry sheet, correct?L: Thats right. But can you also add 5, 000 pieces more to each the musical toys and childrens vehicles?10H: I dont think
36、its a problem to add 5, 000 pieces more to each kind. We can meet your requirements.L: Thanks a lot. Then, can you give me an approximate time of delivery?H: What about in December?L: Oh, no. Im afraid it will be too late. I need the goods in October, because there is a great demand for toys before
37、Christmas.H: Then, Ill manage to do that. Do you have any specific request for packing?L: Toys are presented as a gift, so it should be tastefully packed. I would like each toy to arrive in a plastic bag and then packed in a cardboard box with beautiful designs in bright colors.H: Here are the sampl
38、es of packing available now. Please have a look.L: Perfect. What do you usually require for the payment terms?H: We usually require irrevocable letter of credit at sight. Here is our offer with special price for each kind of toys, CIF New York.L: Is this a firm offer?H: Yes. The validity is 3 days.
39、It remains open until 5:30 p. m. this Friday.L: Fine, thank you.第四次课Lets Meet Each Other Half WayThe buyers and the sellers may not come to a deal for the first offer. So please bargain and discuss for the best price both can accept.Requirements:11Two teams play representatives from the two sides, e
40、ach with two of your classmates. Make counter offers.例：Lets Meet Each Other Half WayMr. Brute, a textile importer from London, is met in the showroom by Miss Zhao. Looking at the samples, Mr. Brute negotiates business with Miss Zhao.B: What do you have there, Miss Zhao?Z: Some of our new products. W
41、ould you like to have a look at the patterns?B: Yes, please.Z: Here they are, Mr. Brute.B: I like this printed poplin. How much is it a yard?Z: 50 pence per yard, CIF London.B: Your price is too high for us to accept.Z: What would you suggest?B: Could you make it 40 pence per yard, CIF London?Z: Im
42、afraid we cant. This is the best price we can quote.B: Lets leave that for the time being.Z: Are you interested in our pongee（茧绸）?B: Yes. Please show me the latest product.Z: Here it is.B: The quality is very good, but nowadays nylon is pushing this material out.12Z: I dont think so. Weve sold a lot
43、 this month.B: Well, anyway, Ill book a trial order. The price?Z: Same as we offered last time.B: What about the quantity?Z: 5, 000 yards for September shipment.B: All right. Ill take the lot.Z: How about printed poplin, then?B: I must point out that your price of printed poplin is much higher than
44、market price. There would be little likelihood of concluding business on the basis of your quotation.Z: My offer was based on cost and reasonable profit, not on wild speculations. You know our products are superior in quality. Better quality means a higher price. You must take this into consideratio
45、n.B: I agree with you on this point. But we dont think we can succeed in persuading our clients to buy at such high price. Im afraid Ill have to cancel the deal if you dont r duce your price.Z: Well, in order to get the business, I am willing to make some concession. What kind of reduction do you ha
46、ve in your mind then? I think a discount of 15% would be reasonable 15%, that out of the question, you can not expect us to make such a large reduction. We wont make any profit at that price. How about meeting each other half way? What exactly do you propose? I propose a reduction of 7&, and that is
47、 our rock solid price. But the gap is too wide to be filled. Will you give me a trade discount? What do you mean?13Let us close the deal at 45 pence per yard, CIF London. You drive a hard bargain, but I will accept this time.On DiscountW: Lets get down to business, shall we?S: Yes, That would be fin
48、e. To begin with, would you give me an indication of your price for black tea?W: Certainly. Here are our CIF price lists. All the prices are subject to our final confirmation.S: Oh, the prices you offer are above previous prices.W: As you know the costs of production have gone up considerably. And o
49、ur prices still compare favorably with those offered by other suppliers.S: I see your point, but your selling offer is much higher than what we expected. Wed like to place some details under negotiation.W: We understand that our selling offer was simply to open the negotiations. Can you give us the details of your counter-offer?S: Well, in our buying offer, we would like to ask 15% discount off your prices ff we place a large order, say 5, 000 cases.W: I appreciate your counter-offer but find it too low. Since
