商務(wù)談判(基本內(nèi)容介紹)(已修改)
2025-03-18 14:12 本頁面
【正文】 教材 教材名稱 版本 教材作者 出版社 ISBN號 備注 主要教材 《 國際貿(mào)易英語 》 （ 實用英語系列叢書 ） 約瑟芬 克林頓 北京大學(xué)出版社 (配磁帶 ) 730104223x 參考教材 1 商務(wù)談判英語 李瑩 世界圖書出版公司 7 5 0 6 2 41749 參考教材 2 外貿(mào)英語實務(wù) 曹菱 外語教學(xué)與研究出版社 7560018319 商務(wù)談判 —— 理論篇 什么是商務(wù)談判？ ? 談判雙方為達(dá)成一筆生意 ， 提出交易的內(nèi)容和條件 ， 通過洽談協(xié)商達(dá)成一致的行為和過程 。 ? *語言運用得當(dāng)與否是成敗的關(guān)鍵 ? . I) I would if I could/ I don’ t agree ? II) I can’ t agree/ I don’ t like it/ ? Is there anything else? 談判前應(yīng)該有哪些準(zhǔn)備？ ? 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(對外貿(mào)易經(jīng)濟(jì)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 商務(wù)談判的一般步驟有哪些？ ? 1. Invitation to Offer ? 2. The Offer ? 3. The Counteroffer ? 4. Acceptance 1. Invitation to Offer Inquiry: initiate a potential transaction ? Promotional munication: advertisements be made through various medias, sales literature and price list be distributed, trade fairs be used to exhibit modities. ? Inquiry: each one is a sale opportunity to foster a potential longterm relationship, so show your efficiency and sincerity. ? modity’ s name, quality, mode, the desired q
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