商务英语综合实训ppt实训项目5

实训项目五-商务谈判实训方法能力要求实训目标每三至四个人为一组，将班级学生分成若干组，采用互动讨论、情境交流、角色扮演等方式完成本章节实训任务。1、能够熟练掌握谈判用语。2、能够进行简单的谈判，谈判双方能达成一致意见。掌握商务谈判注意事项和常用表达方式，能够就价格、支付方式和交货期进行谈判。一、商务谈判的注意事项Tomostsalespeopleandbusinessownersitisimportanttolearnhowtonegotiatemoreeffectively.Herearefivestrategiesthatwillhelpthemimprovetheirnegotiationskillsanddrivemoredollarstotheirbottomline:1)Learntoflinch.2)Recognizethatpeopleoftenaskformorethantheyexpecttoget.3)Thepersonwiththemostinformationusuallydoesbetter.4)Practiceateveryopportunity.5)Maintaintheirwalkawaypower.第一节知识巩固二、谈判常用表达方式•OpeningtheNegotiationsOnbehalfof...Iwouldliketowelcomeyouto...It'smypleasuretowelcomeyouto...•Suggestingaprocedure:Iwouldlikenowtobeginbysuggestingthefollowingprocedure(agenda).Tostartwith,Ithinkweshouldestablishtheoverallprocedure.Asourfirstorderofbusiness,canweagreeonaprocedure?第一节知识巩固二、谈判常用表达方式•Checkingforagreement:Doesthatfitinwithyourobjectives?Isthatcompatiblewithwhatyouwouldliketosee?Doesthatseemacceptabletoyou?Isthereanythingyou'dliketochange?Isthisokaywithyou?•Givingthediscussionleadershiptoacolleague:IwillnowhandyouovertoMr.Brown,whois...IwillnowhandthefloorovertoMr.Adams,whois...Nowletmehandthemeetingovertomycolleague,Ms.Jones,who...第一节知识巩固•Reviewingtheprevioussession:Atourlastmeeting,wediscussed...Perhapsyouwillrecallthatduringourlastdiscussion,wedecidedthat...•Movingontothenextpoint:Couldwenowmoveontothenextsubject,whichis...Let'sgoontothenextsubject,shallwe?第一节知识巩固•Puttingforwardfuturepossibilities:Weforesee...Weenvisage...Wesee...•Seekingclarification:Couldyouclarifyonepointforme?I'mnotsureIfullyunderstandyourpoint.Whatexactlydoyoumeanby...?Couldyoubemorespecific?第一节知识巩固•Definingaproposalmorespecifically:Itinvolves...Itcovers...Itincludes...Itleavesout...•Reassuring:Letmereassureyouthat...Icanpromiseyouthat...Havenodoubtsthatwewill...第一节知识巩固•Askingwhy:Whywouldyouwantto...?Whatwouldyoudowith...?Whatisthereasonforwantingto...?•Askingwhynot:Whycouldn'tyou...Whatwouldbewrongwithdoingthis?Whywouldyouobjectto...?第一节知识巩固•Summarizingpositionsuptothispoint:Canwesummarizeyourpositionuptothispoint?Wouldyoucaretosummarizeyourpositionupthispoint?•Confirminganegotiatingposition:Isthatanaccuratesummaryofwhereyoustand?Wouldyousaythatisafairrepresentationofyourposition?第一节知识巩固•Probing/lookingforoptions:Justforthesakeofargument,whatif...CanIaskahypotheticalquestion?Supposethat...•Signalingthestartofbargaining:We'velookedatwhatyouhaveproposed,andwearereadytorespond.Afterseriousconsideration,wearepreparedtorespondtoyourproposal.第一节知识巩固•Respondingtoaproposal:Regardingyourproposal,ourpositionis...Ourbasicpositionis...Asfarasyourproposalisconcerned,wethinkthat…•Makingandqualifyingconcessions:Wewouldbewillingto...,provided,ofcourse,that...We'dbepreparedto....However,therewouldbeonecondition.第一节知识巩固•Makingcounterproposals:Mayweofferanalternative?Weproposethat...We'dliketomakeanalternativeproposal.Weproposethat...Fromwherewestand,abettersolutionmightbe...•Identifyingobstacles:Themainobstacletoprogressatthemomentseemstobe...Themainthingthatbothersusis...Onebigproblemwehaveis...第一节知识巩固•Analyzinganobstacle:Whatexactlyistheunderlyingproblemhere?Let'stakeacloserlookatthisproblem.Iwouldliketoanalyzethissituationandgettothebottomoftheproblem.•Askingforconcessions:Inreturnforthis,wouldyoubewillingto...?Wefeeltherehastobeatrade-offhere.第一节知识巩固•Declininganoffer:I'mafraidyourofferdoesn'tgofarenough.Unfortunately,wemustdeclineyourofferforthefollowingreason(s).I'msorry,butwemustrespectfullydeclineyouroffer.•Checking:Let'sjustconfirmthedetails,then.Let'smakesureweagreeonthesefigures(dates/etc.).Canwecheckthesepointsonelasttime?第一节知识巩固•Delaying:Wewouldhavetostudythis.Canwegetbacktoyouonthislater?We'llhavetoconsultwithourcolleaguesbackintheoffice.We'dliketogetbacktoyouonit.•Accepting:Wearehappytoacceptthisagreement.Thisagreementisacceptabletous.Ibelievewehaveanagreement.第一节知识巩固商务谈判之前要做好充足的准备工作，请把下面有关谈判前准备工作的对话中经理的对话部分翻译成英语。Manager:________________________.（露西，为了万无一失，我想再检查一下星期四的谈判会议的日程表。）Lucy:Ok.Manager:________________________.（已经把会议的议程表通知到了每个出席人手里了吗？.）Lucy:Yes,I’msurethateveryonehasbeeninformed.Manager:________________________.（很好，我们不希望有任何大差错。）Lucy:Isee,Iwillneverletgoamistakewhichmayhurtourbenefit.Manager:________________________.（你说得一点都没错。史密斯先生很注重细节，所以我们连小地方也要特别注意。对了，所有的视听器材都准备好了吗？）Lucy:Yes.Therewassomethingwrongwiththescreenbutithasbeenrepaired.Manager:________________________.（你最好再仔细检查，确定一切都没问题。）第二节实际运用任务一Suggestedanswerfortask1Manager:Lucy,I’dliketogothroughtheagendaforThursdayagain,justtomakesurethateverything’sallright.Manager:Areyousurethatthemeetingscheduleisdeliveredtoeachpresenter?Manager:Great.Wedon’texpectanybigproblemstohappen.Manager:You’resoright.Mr.Smithpaysattentiontotrivialities,soweneedtolayanemphasisondetails.Bytheway,arealltheaudio-visualequipmentsready?Manager:You’dbettercheckonceandagain,justtomakesure.第二节实际运用商务谈判中最常见的是有关价格的谈判，两人一组，分别扮演客户阿里和经理刘洋，把下面的价格谈判用英文表演出来。第二节实际运用任务二阿里：早上好，先生。我从埃及来。我从中国驻埃及大使馆商务参赞处了解到贵公司的名称和地址。这是我的名片。刘洋：很高兴认识你，阿里先生。我是出口部经理刘洋。阿里：我也很高兴认识你，刘先生。刘洋：请坐。阿里：谢谢。刘洋：