商务谈判(基本内容介绍)

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)IwouldifIcould/Idon’tagreeII)Ican’tagree/Idon’tlikeit/Isthereanythingelse?谈判前应该有哪些准备？TargetCountryBusinessPartnerQualifiedNegotiatorsProperPlanTargetCountryCulturebackgroundandeconomicsituationsPoliticalclimateofthecountryCurrentimportandexportstatisticsGovernmentpolicyoninternationaltradeInformationontradebarriersandrestrictions----MOFTEC(对外贸易经济合作部)/foreigntradecorporations/banks/newspapers/journalarticles----ChineseEmbassy/localbanks/theagent/localnewspaper/journalarticlesBusinessPartnerCreditreferenceBackgroundinformationBusinessrangeAnnualsalesvolumeMajorcustomersBusinessculture----bywritingtothereferencesprovidedbythecounterpart----byemployingaconsultingfirmNegotiatorhasanoverallpictureoftheopponentQualifiedNegotiators---familiarinternationaltradingprocess/experiencedindealingwithforeigncustomers/quickinmakingdecisions/wellinformedofthetransactiontheyaregoingtodealwithCommercial:price,deliverytermsTechnical:specification,programandmethodsofworkFinancial:termsofpayment,creditinsurance,bondsandfinancialguaranteesLegal:contractdocuments,termsofcontract,insurance,legalinterpretationHowmanymembersdoesateamneed?ProperPlan----goodinformationandassessmentDefinethespecificnegotiatingobjectiveStatetheminimumacceptablelevelforeachofthemajoritemsIdentifytheteamleaderandothermembersofthenegotiatingteamSetforthtimeschedulesforimplementationEstablishthetimeperiodwithinwhichthenegotiationsshouldbeconcluded商务谈判的一般步骤有哪些？1.InvitationtoOffer2.TheOffer3.TheCounter-offer4.Acceptance1.InvitationtoOffer---Inquiry:initiateapotentialtransactionPromotionalcommunication:advertisementsbemadethroughvariousmedias,salesliteratureandpricelistbedistributed,tradefairsbeusedtoexhibitcommodities.Inquiry:eachoneisasaleopportunitytofosterapotentiallong-termrelationship,soshowyourefficiencyandsincerity.----commodity’sname,quality,mode,thedesiredquantityanddeliverydate1.InvitationtoOffer---Inquiry:initiateapotentialtransactionFromabuyer:PleasequotethelowestpriceofCFRSingaporefor1000boxesoflargesizeMaxamDentalCreamattheearliestdelivery.Fromaseller:WecansupplyFlyingPigeonbrandbicycleswithshipmentinMay.Pleasefaxusifyouareinterested.Pleaseadvise…/pleasefaxadvice…Interestedin…please…Pleasequote…/pleaseoffer…Wecansupply…2.TheOffer----expressionofthewishesofthesellerorbuyertosell/buyparticulargoodsunderstatedtermssuchasquantity,price,timeofshipment,termofpaymentSellingoffer卖方发盘buyingoffer/bid买方发盘Definiteoffer/firmoffer实盘:adetaileddescriptionoftheitem,price,currency,packaging,minimumormaximumquantity,quality,shippingdate,mode,termsofpayment,atimeframeduringwhichyourofferisavailableIndefiniteoffer/non-firmoffer----“subjecttoourfinalconfirmation”,“forreferenceonly”FirmofferDearMr.Satin,Wearegladtohavereceivedyourfaxof10April,inquiringforFlyingPigeonbrandbicycles.Inreply,wewouldliketooffer,subjectstoyourreplyreachingusbeforetheendofthismonth,thefollowing:20’Men’sstyle@US$25perset…Paymentterm:ByL/Catsighttobeopenedthroughabanktobeapprovedbyus.Shipment:October/November1998,providedthecoveringL/Creachesusbytheendofthismonth.TheabovepricesareunderstoodtobeonCIFCairobasisnet.Pleasenotethatwedonotallowanycommissiononourbicycles,butadiscountof5%maybeallowedifthequantityforeachspecificationismorethan1,000sets.Owingtothedurabilityandcompetitiveprices,ourFPbicycleshavewonpopularityallovertheworld.Wesuggestyourplacingorderswithoutdelay,sothatwemayguaranteethesupply,andyouwouldnotmissthechance.Welookforwardtoyourpromptreply.Non-firmofferDearMr.SatinThankyouforyourfaxof10April,inquiringforFPbrandbicyclesBasedonyourrequirement,wearequotingasfollows:20”Men’sstyle@US$25persetPaymentterms:ByL/Catsighttobeopenedthroughabanktobeapprovedbyus.Shipment:October/November1998,providedthecoveringL/Creachesusbytheendofthismonth.TheabovepricesareunderstoodtobeonCIFCairobasisnet.Pleasenotethatwedonotallowanycommissiononourbicycles,butadiscountof5%maybeallowedifthequantityforeachspecificationismorethan1,000sets.Theabovequotationismadewithoutengagementandissubjecttoourfinalconfirmation.Welookforwardtoyourearlyreply.3.TheCounter-offer----proposeanewsetoftermsforthetransactionormakeaconditionalacceptancebymakingsomechangesintheoffer.DearMr.Jones,WeareinreceiptofyourletterdatedonMay2,offeringus50metrictonsofthecaptionedgoodsatUS$350permetrictonontheusualterms.Inreply,weregrettoinformyouthatourbuyersinLondonfindyourpricemuchtoohigh.InformationindicatesthatsomeparcelsofIndianoriginhavebeensoldhereatalevelabout30%lowerthanyours.WedonotdenythatthequantityofChineseKernelsisbetter,butthedifferenceinpriceshouldnotbesobig.Tostepupthetrade,wecounterofferasfollows,subjecttoyourreplyreceivedbyusonorbefore30thMay.50metrictonsofgroundnutkernelsFAQ1998cropatUS$320perM/TCIFLondon,othertermsasperyourlettero