商务英语课件-Unit-9-Negotiating-the-Price

LearningObjectivesUnderstandthepriceininternationalbusinessTalkingaboutpriceadjustments,discountsandconcessionsUnderstandingthetechniquesinpricenegotiationWritingcounter-offerletters◆SpeakingTask◆Warm-upPractice◆ListeningTask◆Follow-upPractice◆WritingTask◆ReadingTaskWeneedtodiscusssomequestionsaboutwhatwearegoingtolearninthisunit.Sure,that’llhelpusunderstandbetteraboutwhatweareaskedtodo.1.Matchthefollowingcurrencieswiththeirabbreviations.CURRENCIESABBREVIATIONSCanadianDollarRMBNewZealandDollarSFrHongKongDollarEURSwissFrancDollarCADEuroDollarSGDGreatBritainPoundUSDSingaporeDollarAUDJapaneseYenNZDRenminbiHKDAustralianDollarGBPUSDollarJPYCurrencyNameBuyingRateCashBuyingRateSellingRateＵＳＤ800.03793.03.803.23ＳＧＤ484.67474.45488.56ＪＰＹ6.8156.67136.8697ＣＡＤ702.6687.79708.25ＡＵＤ592.24579.75597ＥＵＲ985.2964.43993.12ＮＺＤ503.72507.77ＧＰＢ1424.321393.311434.76ＨＫＤ103.08102.35103.57BOCEXCHANGERATEDate:2006/04/222.Questions1.Whatistradetermsorpriceterms?2.Whennegotiatingthepriceofaproduct,whatarethekeyelementstobeconsidered?TradeTermsTradetermsalsoreferredtoaspricetermsordeliverytermsareasetofuniformrulescodifyingtheinterpretationoftradetermsdefiningthepricecompositionandtherightsandobligationsofthebuyerandthesellerininternationaltransactions.Tradetermsarekeyelementsofinternationalcontractsofsale,sincetheytellthepartieswhattodowithrespectto:♦deliveryterms(carriageofthegoodsfromthesellertothebuyeranddivisionofcostsandrisksbetweentheparties);♦priceterms(stipulatingwhatareincludedinthepricethebuyerpaidtotheseller,e.g.cost,freight,insurance,exportandimportclearancefees,etc.);♦deliveryobligations(whatdocumentsshouldthesellerprovide,e.g.billoflading,insurancepolicy,etc.).工厂仓库敞车机场集装箱码头码头火车站堆场CY汽车站ExportingCountryImportingCountryFCACPTCIPFOBCFRDDUFASCIFDESDEQDDPEXWExportingCountryDAF关境关境ImportingCountryUnitPriceUnitpricecomprisestheemployedcurrency,unitprice,unitquantity,andtradeterm.每公吨100美元CIF纽约UnitquantityUnitpriceEmployedcurrencyTradetermUSD100perM/TCIFNewYork1)AUD100perdozenEXWGuangzhou2)CAD200perkilogramFCAGuangzhou3)EUR137persetFOBShanghai4)JPY597perunitFASShanghai5)HKD167CFRHongKong6)SGD463permetrictonCIFSingapore7)USD800persetCPTGeneva8)SFr2629perkilogramCIPGeneva9)USD1000M/TCIFC3London10)EUR317perpieceDESMarseilles11)GBP500perunitDEQLondon12)EUR386permetrictonDeliveredat5MapleRoad,Bonn,DutyPaid3.TranslatethesequotationsintoChineseInthispartyouaregoingtolistentoapassageandadialogue.Listenandtrytofinishtheexerciseswhilelistening.Areyouready?9.1.1Listentothepassageandwrite‘T’ifitistrueor‘F’ifitisfalseforeachstatement.1)Thebuyerwillalwaysaskthesellertoreducethepriceinbusiness.T2)Thelowertheprice,thebetterforthebuyer.Ontheotherhand,thehighertheprice,thebetterfortheseller.T3)Whenthebuyerisaskingfora“fairprice”,itmeansthatthepriceisnotfair.F4)Thehighertheprice,themoreprofitsthesellerwillmake.F5)Marketpriceswillsurelybementionedduringtheirnegotiationsonprice.T6)Accordingtothepassage,“fairprice”hasnothingtodowithmarketprices,it’suptothebuyerandtheseller.F9.1.2Listentothedialogueandanswerthefollowingquestions.1)WhydidBillcometovisitMary?HecametotalkaboutMary’splasticcardorderforthenextyear.2)WhydidBillsaythattheyhadtoincreasetheirpricesalittle?Becauseofinflation,increaseincostofrawmaterialsandimprovedquality.3)Whatwillbetheminimumorderforthecardsifthepricecanbekeptatthesamelevel?850000.4)Whatwasthelastyear’sunitpriceforthecards?18cents.5)Whatwastheproblemwiththelastyear’scards?Around3%werefaulty.6)WillMaryplaceanorderforthecardsnextyear?(Open)Inthispartyouaregoingtoreadtwodialoguesinpairsandthenyouwillbeaskedtoanswersomequestionsaboutwhatyouhaveread.9.2.1Readthedialogueandthenanswerthefollowingquestions.1)HowdidMrGaojustifyhisriseinprice?Thecostsofproductionhavegoneupconsiderablyrecently.2)Whatwasthecounter-offermadebyMrKeith?10%offforordersover10000units.3)DidMrGaoacceptMrKeith’scounter-offer?No,buthewouldgiveMrKeithaspecialdiscountof5%.4)WhatwasthefurtherpriceconcessionmadebyMrGao?Hewaspreparedtomakethisbusinessanexceptionbyreducinghispriceby7%.5)WhydidMrGaomakethisconcession?Inordertoencouragefuturebusinessandasagestureoffriendship.6)Howlongwillthisofferremainfirm?Itwillremainfirmuntiltheendofthemonth.9.2.2Readthedialogsandthenanswerthefollowingquestions.1)HowdidMrHuangjustifyhisriseinprice?Becauseofthesubstantialincreaseinthepackingexpensesandtransportationcostinadditiontothesharpcostriseinrawmaterialsof30%.2)WhatwastherangeofpriceadjustmentMrHuangexpected?20%.3.HowwillthemarketreacttosuchapriceaccordingtoMrWhite?Suchahighpricewillleadtomarketshrinkage.4)WhatdidMrWhitethreatentodo?Hewouldturntoothersupplierswithapriceriseof15%.5)WhydidMrHuangagreetoraisehispriceby18%?Heagreedtoraisehispriceby18%withaviewtolongterminterests.6)What’stheirfinalconclusion?Thepricewillriseby18%.A2%discountwillbeallowedforordersnolessthan5000dozen.1.Whatdoyouconcernmostaboutproductsasabuyer?2.Howdoyoujudgewhetheracertainproductishighinprice?3.Whyandhowdowedefendourpriceasaseller?PRE-READINGQUESTIONSFORPAIRWORKQuestions1)Whatsituationdoeseverys