,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,*,1,、,教材,教材名称,版本,教材作者,出版社,ISBN,号,备注,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,),7-301-04223-x,参考教材,1,商务谈判英语,李莹,世界图书出版公司,7-5062-4174-9,参考教材,2,外贸英语实务,曹菱,外语教学与研究出版社,7-5600-1831-9,商务谈判,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 dont agree,II)I cant agree/I dont like it/,Is there anything else?,谈判前应该有哪些准备？,Target Country,Business Partner,Qualified Negotiators,Proper Plan,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,-MOFTEC(,对外贸易经济合作部,)/foreign trade corporations/banks/newspapers/journal articles,-Chinese Embassy/local banks/the agent/local newspaper/journal articles,Business Partner,Credit reference,Background information,Business range,Annual sales volume,Major customers,Business culture,-by writing to the references provided by the counterpart,-by employing a consulting firm,Negotiator has an overall picture of the opponent,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,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,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 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 negotiations should be concluded,商务谈判的一般步骤有哪些？,1.Invitation to Offer,2.The Offer,3.The Counter-offer,4.Acceptance,Invitation to Offer,-Inquiry:initiate a potential transaction,Promotional communication:advertisements be made through various medias,sales literature and price list be distributed,trade fairs be used to exhibit commodities.,Inquiry:each one is a sale opportunity to foster a potential long-term relationship,so show your efficiency and sincerity.,-commoditys name,quality,mode,the desired quantity and delivery date,Invitation to Offer,-Inquiry:initiate a potential transaction,From a buyer:,Please quote the lowest price of CFR Singapore for 1000 boxes of large size,Maxam,Dental Cream at the earliest delivery.,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,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,Selling offer,卖方发盘,buying offer/bid,买方发盘,Definite offer/firm offer,实盘,:,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,Indefinite offer/non-firm offer,-“subject to our final confirmation”,“for reference only”,Firm offer,Dear Mr.Satin,We are glad to have received your fax of 10 April,inquiring for Flying Pigeon brand bicycles.,In reply,we would like to offer,subjects to your reply reaching us before the end of this month,the following:,20 Mens 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 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.,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.,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”Mens style US$25 per set,Payment terms: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 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.,The above quotation is made without engagement and is subject to our final confirmation.,We look forward to your early reply.,3.The Counter-offer,-propose a new set of terms for the transaction or