Unit 1 Negotiation Preparations,Unit 1 Negotiation Preparations,I.Warm Up,Work in pairs with the following situation,You are a clerk in a research firm,and now you are demonstrating your research report,which has included some of the preliminary findings,to your customer.He is very satisfied with what you have done.Then you discuss a plan for the next step.,Unit 1 Negotiation Preparations,II.Words and Expressions,confidential:,秘密的，机密的,commitment:,承诺，保证，义务,implement:,实施，执行,profound:,深入的，深远的,knowledge:,了解,inspect:,调查,franchise:,特许专营权,entrust:,信赖，委托,discretionary:,随意的，可支配的,Unit 1 Negotiation Preparations,III.Useful Sentences,1.Market research is actually an analysis of a specific market for a particular product.,2.We forecast that the market for this kind of product will decline rapidly in the next several years.,3.To conclude,even though our target audience is clearly defined,introducing a new product is always a gamble.,4.We have to run the market test for two months.,Unit 1 Negotiation Preparations,5.Im very pleased to be here to give a very brief overview of our marketing research.,6.The table demonstrates the various attitudes among different age groups to our beverage.,7.Our main purpose is to gather consumer attitude toward the new packaging.,8.The numbers we have show that 20%said they log on to the internet every night for at least two hours.,9.Who are the customers?What quantity and quality do they want?,Unit 1 Negotiation Preparations,10.The firm under inquiry enjoys a high reputation in the business circles for their punctuality in meeting obligations.,11.As this is the case,we deem it rather advisable for you to refrain from having relations with that company.,12.As far as we know,they are sound enough,but we have no certain knowledge of their true financial position.,13.We just know little about your company.Would you mind telling us your regular bank in order that we could get acquainted with you company?,Unit 1 Negotiation Preparations,14.Business negotiations are conducted in the following four phases:the preparation phase,the opening phase,the bargaining phase,and the closing phase.,15.The pre-negotiation stage starts from the first contact between the two sides whose interest in doing business with each other is shown.From this stage on,both sides begin to understand each others needs,declare values and evaluate the benefits of entering the process of this negotiation.,Unit 1 Negotiation Preparations,IV.Keys to Exercises,1.Translate the following sentences into Chinese,1.One of the purposes of market research is to find out whether theres a market for the product.,市场调研的目的之一就是了解这种产品是否有市场。,2.Sometimes the companies do their own market research,and sometimes they employ specialists to do it.,有时候公司自己搞调研，有时请专家做调研。,Unit 1 Negotiation Preparations,3.Marketing research is the study of all processes involved in getting goods from the producer to customers.,销售调查就是研究产品从厂家到客户之间的一切过程。,4.Are our customers satisfied with our products and services and how can they be improved?,消费者对我们产品和效劳满意吗？如何提高产品质量和效劳？,5.Our sales reached the target and the customers reaction was good.,我们的销售到达了目标，客户的反响很好。,Unit 1 Negotiation Preparations,6.They are rated as A Company.You can deal freely without risk.,他们被定为,A,级公司。你们可放心地与之交易毫无风险。,7.Executives of the company are inexperienced in the business and extreme caution is advised in granting credits.,这家公司的管理人员缺乏业务经验，建议在给予贷款上应非常谨慎。,8.Our reference bank is Bank of China,Tianjin branch,which,we feel sure,will supply you with any information.,我们的参考银行是中国银行天津分行。我方确信，该银行将会为你方提供任何信息。,Unit 1 Negotiation Preparations,9.To be fully prepared before negotiations,negotiators will have to take into consideration the following aspects:the negotiation team,gathering of information,and the negotiation brief.,要在谈判前作好充分的准备，谈判者应考虑以下几方面：谈判队伍的组成，信息的获取以及谈判方案。,10.In pre-negotiation stage,both sides start to form their strategy for face-to-face negotiation as well as try to foresee and take precautions against possible events.,在谈判的准备阶段，双方开始制定面对面谈判时的策略，及预测各种可能发生的事件，并对此采取积极的预防措施。,Unit 1 Negotiation Preparations,2.Translate the following sentences into English,1.,我们决定加强市场调研，从各种渠道收集更多的信息。,We have decided to strengthen market research and gather more information from various resources.,2.,大家都知道，五年来我们的市场发生了一些重要变化。,Everyone knows that thereve been some major changes in our market the last five years.,3.,我们的主要目的是调查消费者的消费潜力。,Our main objective is to investigate the consumption potential in customers.,Unit 1 Negotiation Preparations,4.,总之,我们的销售方式应当更加灵活。,In summary,we should introduce more flexible ways of sales.,5.,消费者在哪里？如何和他们联系？,Where are the customers located and how can they be contacted?,6.,在试销阶段他们的产品没有问题。,They have no problems with production during the market test phase.,Unit 1 Negotiation Preparations,7.我们如何开始销售这种新产品呢？最正确销售时机是什么？,How will we start selling this new product?When is the best time to sell?,8.做资信调查很难么？,Will making a status inquiry be difficult?,9.这家公司有口皆碑并很可靠。,This company is well-established and re