756001831-9
商务谈判（补充内容）
——理论篇
什么是商务谈判？
谈判双方为达成一笔生意，提出交易的 内容和条件，通过洽谈协商达成一致的 行为和过程。
*语言运用得当与否是成败的关键
e.g. I) I would if I could/ I don’t agree
II) I can’t agree/ I don’t like it/
insurance, legal interpretation ? How many members does a team need?
Proper Plan
----good information and assessment
Define the specific negotiating objective State the minimum acceptable level for each of
Promotional communication: advertisements be made through various medias, sales literature and price list be distributed, trade fairs be used to exhibit commodities.
Selling offer
buying offer/ bid
Definite offer/ firm offer: a detailed description of
the item, price, currency, packaging, minimum or maximum quantity, quality, shipping date, mode, terms of payment, a timeframe during which your offer is available
教材
1、
教材名称
版 教材 本 作者
出版社 ISBN 备
号
注
主要 教材
《国际贸易英 语》（实用英 语系列丛书）
约瑟 芬 ·克 林顿
北京大学 出版社(配 磁带)
7-30104223 -x
参 考 商务谈判英 教材1 语
参 考 外贸英语实 教材2 务
李莹 曹菱
世界图书 出版公司
外语教学 与研究出 版社
750624174-9
Inquiry: each one is a sale opportunity to foster a potential long-term relationship, so show your efficiency and sincerity.
----commodity’s name, quality, mode, the desired quantity and delivery date
----MOFTEC/ foreign trade corporations/ banks/ newspapers/ journal articles ----Chinese Embassy/ local banks/ the agent/ local newspaper/ journal articles
Indefinite offer/ non-firm offer
---- “subject to our final confirmation”, “for reference only” *United Nations Convention on Contracts for the International Sale of
20’ Men’s style @US$25 per set …
Payment term: By L/C at sight to be opened through a bank to be approved by us.
Shipment: October/November 1998, provided the covering L/C reaches us by the end of this month.
the major items Identify the team leader and other members of
the negotiating team Set forth time schedules for implementation Establish the time period within which the
2. The Offer
----expression of the wishes of the seller or buyer to sell/ buy particular goods under stated terms such as quantity, price, time of shipment, term of payment
We look forward to your prompt reply.
Non-firm offer
Dear Mr. Satin Thank you for your fax of 10 April, inquiring for FP brand
bicycles Based on your requirement, we are quoting as follows: 20” Men’s style @US$25 per set Payment terms: By L/C at sight to be opened tiness Partner
Negotiator has an overall picture of the opponent
Credit reference Background information Business range Annual sales volume Major customers Business culture
The above prices are understood to be on CIF Cairo basis net. Please note that we do not allow any commission on our bicycles, but a discount of 5% may be allowed if the quantity for each specification is more than 1,000 sets.
----by writing to the references provided by the counterpart
----by employing a consulting firm
Qualified Negotiators
---familiar international trading process/ experienced in dealing with foreign customers/ quick in making decisions/ well informed of the transaction they are going to deal with
Please note that we do not allow any commission on our bicycles, but a discount of 5% may be allowed if the quantity for each specification is more than 1,000 sets. The above quotation is made without engagement and is subject to our final confirmation. We look forward to your early reply.
Owing to the durability and competitive prices, our FP bicycles have won popularity all over the world. We suggest your placing orders without delay, so that we may guarantee the supply, and you would not miss the chance.
Target Country
Culture background and economic situations Political climate of the country Current import and export statistics Government policy on international trade Information on trade barriers and restrictions
From a seller: We can supply Flying Pigeon brand bicycles with shipment in May. Please fax us if you are interested.
Please advise…/ please fax advice… Interested in… please… Please quote…/ please offer… We can supply…
Commercial: price, delivery terms Technical: specification, program and
methods of work Financial: terms of payment, credit insurance,
bonds and financial guarantees Legal: contract documents, terms of contract,
be approved by us. Shipment: October/ November 1998, provided the covering L/C