business-negotiation

LOGOClueLOGOLOGOBusinessnegotiationcourseroughlyincludesthesesteps:PreliminaryTalkInquiries询价Offer报盘CounterOffer还盘WithholdingOffer暂停发盘PaymentandDeliveryShipment交货LOGOOurtopicwilljustfocuson:PriceofferCounterofferandWewillpresentsomeofthebusinessnegotiationskillsinasimpledialogue.LOGO译文：A:我们对价格作了调整。这是新的报价单。你们认为我们的价格如何？B:你们的价格已经有大幅度的上涨了，不是吗？A：是的。我们很遗憾我们不能保持原价。由于原材料价格上涨，我们不得不对我们的产品价格作出调整。B：这我同意，但是你们的价格还是不是很合理。A：我不这么认为。你必须比较一下我们的价格和其他出口公司的价格。我确信我们提出的价格符合市场价格水平。这是我们的最低价了。B:如果这样，我们就难以谈下去了。我认为从长远考虑，公道的价格会增加销量，从而得到更多的利润，难道你不这么认为吗？A：那么你们的还价是多少呢？B：这是我们的还价。我觉得你们至少将价格降低5%。A：我们已经把价格降到成本价了。我们是有诚意跟你们做成这笔生意的，但你方的还价与我方的价格差距太大了。为了成交，咱就互相各让一半吧。B：好吧。LOGO(1)ShowthatourpriceislowenoughHardwarehasgoneupalotinrecentyears,butourpriceshaven’tchangedmuch.近几年，硬件价格涨幅很大，但是我们的价格变动不大.Theseareslightlyhigherinprice,buttheirsuperiorqualitymakesthemmorevaluablethanthelessexpensiveones.这些货价稍微高了一点，但其优异的品质，使它们比那些便宜的货，更有价值。Weofferyouourbestprices,atwhichwehavedonealotbusinesswithothercustomers.我们向你们报最优惠价，按此价我们已与其他客户做了大批生意。Attention:Ourpriceislow?cheap?reasonable?Whichonetouse?Someusefulstructures:LOGO(2)Counterofferlowertheprice:I‘msorrytosaythatthepriceyouquoteistoohigh.Itwouldbeverydifficultforustopushanysalesifwebuyitatthisprice.很遗憾你们报的价格太高，如果按这种价格买进，我方实在难以推销。Shouldyoubepreparedtoreduceyourlimitbysay10%wemightcometoterms.如果你方愿意减价，譬如说减10%，也许能达成交易。It‘smuchtoohigh.Wehaveanotherofferforasimilaroneatamuchlowerprice.太贵了。同样的产品，我们另外得到的报价比这低得多。Ifyourpriceisfavorable,wecanbookanorderrightaway.如果对方价格优惠，我们可以马上订货。LOGO(3)ShowoursincerityI’vecometodiscussionareductioninprice.我是来讨论降价的事。Mycounterbidiswellsounded.我方的还价是合理的。Weareheretosolveproblems.我们是来解决问题的。We’llcomeoutfromthismeetingaswinners.这次会谈的结果将是一个双赢。I’msurethereissomeroomfornegotiation.我肯定还有商量的余地。Woulditalwayspleasedtotrymybesttopromoteourcooperation.我们始终乐于尽力促成我们的合作。LOGOLOGO55percentofamessagecomesfromfacialexpressionsand38percentcomesfromvocaltone,whichonly7percentcomesfromverbalcues.NonverbalcommunicationreferstocommunicationeffectedbymeansotherthanwordsItincludesthreecategories.：•First,communicationenvironment•Second，communicators'physicalcharacteristics•Third,bodymovementsandpositions.LOGOproxemicsisdefinedasthestudyofthewaysinwhichspaceishandledandhowmanperceives,structures,andusesspace....howyouarrangethefurnitureLOGO•thelocationofnegotiationsalsocanfavoronesideortheother.•Inordertomakesurenosidecantakeadvantageofthelocation,negotiationsareusuallycarriedoutataneutralsite.LOGO•howtocreatecompetitiveinteractions.•whichroomisrelatedtocooperativeinteractions.•theroomtendtocreateanononsensetoneLOGO•leadersanddominantpersonalitiestendtochoosespecificseats,butseatingpositionalsocandetermineone'sroleinagroup•choosingwheretositmayhelpmakeanegotiatorfeelmoreconfident.LOGOChairs,tables,interiordesign,oreventhenumberandsizeofashtraysarespecificallyequalizedbetweenbothpartiestoassurethatnosideisseenasbigger,better,moreimportantLOGOphysiqueorbodyshape,generalattractiveness,height,weight,hair,skincolor,toneorodors(bodyorbreath),physicalappearance(clothes,lipstick,eyeglasses,wigsandotherhairpieces,falseeyelashes,jewelry),andaccessoriessuchasattachecases.LOGOLOGOSuitsarenotonlyagreatwaytodressforformalorbusinessoccasions,buttheycanbewornasjazzedupdailywearforbothmenandwomenwhenstyledintheproperway.LOGOThingsYou'llNeed:•Dressshirt•Tie•FormalshoesandsocksLOGOStep1Checkthatyoursuitpantsfitcorrectly.Checkthatthewaistofyourpantssitsonyournaturalwaistandnotyourhips,withacomfortablebutnotdroopyfitinthecrotch.Checkforwrinkling,pullingorcreasinginthepants;agoodfitwillhavenobumpsorcreases.Walkinyourpantsandwatchthehem,ensuringthattoomuchofyourankleisnotshowingandthatthelengthisproperforyourheightandshoes,whichmeansthatonlyaquarterofthetopofyourshoesshouldbecoveredbyyourhem.Takeyourpantstoatailortocorrectanysizingproblems.LOGOStep2Checkthefitofyourjacket.Besuretheshouldersandarmsarenotoverlypaddedorlarge.Moveyourarmsincircleswhilewearingthejackettotestthefitandsizeofthearmholes.Lookatyourwristsandbesurethatthatthesleevesarethecorrectlength,endingatyourmidwristbonewhenyourarmsarelayingflatatyoursides,soaboutaquarter-toahalf-inchofshirtcuffshows.Seeatailortocorrectanysizingproblems.LOGOStep3Alwayswearyoursuitafterproperdrycleaningandpressing.Ifyouwashathome,besurethatyouhangyourpantsandjackettodryandironanyspotsshowingwrinkles.Hangyoursuitinyourclosetwhennotbeingworn.Eachwearwilllikelyresultinwrinklingfromsittingandnormalbodymovements,socareforyoursuitaftereverywear,brushingordrycleaningasnecessary.LOGOStep4Ifpurchasedseparately,ensurethatyoursuitpantsandjacketmatchorcomplementeachotherincoloringandfabric.Wearadressshirtandtieunderneathyourjacket.Besuretoalwaystuckinyourshirtandwearaformalbeltifbeltloopsarepresent,aswellasdresssocksformenandappropriatedressshoes.LOGOStep5Wearyoursuitpantsforacasuallookbypairingitwithahiptopandaccessories.Forwomen,thismaymeanbrightheelsandacatchyblouseforanightoutwhilemenmayliketowearanuntuckeddressshirtorstylishT-shirt.Stylishsneakerscanalwaysbepairedwithasuittocomplementthislooki