商務(wù)談判的理論篇(英文版)(編輯修改稿)
2025-01-23 21:09 本頁(yè)面
【文章內(nèi)容簡(jiǎn)介】 y2,offeringus50metrictonsofthecaptionedgoodsatUS$350permetrictonontheusualterms.n Inreply,weregrettoinformyouthatourbuyersinLondonfindyourpricemuchtoohigh.InformationindicatesthatsomeparcelsofIndianoriginhavebeensoldhereatalevelabout30%lowerthanyours.n WedonotdenythatthequantityofChineseKernelsisbetter,butthedifferenceinpriceshouldnotbesobig.Tostepupthetrade,wecounterofferasfollows,subjecttoyourreplyreceivedbyusonorbefore30thMay.n 50metrictonsofgroundnutkernelsFAQ1998cropatUS$320perM/TCIFLondon,othertermsasperyourletterofMay2.n Asthemarketisdeclining,weremendyourimmediateacceptance.4.Acceptancen sendawrittenacceptancen indicateacceptanceoftheofferbyopeningaletterofcreditissuedinthecounterpart’sfavor.n Sample:astandardformtoacknowledgetheoffern ThisistoacknowledgewiththanksyourorderNo.______receivedon_____.n Weexpecttoship_______on______from______.Thanksfortheopportunitytobeofservicetoyou.談判的原則及注意事項(xiàng) n 1.堅(jiān)持平等互利的基本原則 (winwinconcept)n 2.語言文明禮貌，清晰易懂n 3.對(duì)象不同，開場(chǎng)白不同 (culturepatternsandnegotiationpatterns)n 4.多聽少說n 5.態(tài)度坦誠(chéng)，不拐彎抹角商務(wù)談判 (補(bǔ)充內(nèi)容 )—— 實(shí)用篇I.ReadingPracticen Directions: Read the dialogue and tell which parts of the dialogue can be called “inquiry”, “offer”, “counter offer”, or “acceptance”:n A:Wehavelookedatyoursamplesandfeelinterestedinyourproducts.Canyoutellushowmuchyouwanttosellus?n B:Ithinkyoumusthavenoticedthatourproductshavegoodqualityandourbrandnameisverypetitive.Ourofferis$25each.n A:Wehavetopointoutyourpriceisonthehighsideandit’simpossibleforustopushanysalesatsuchaprice.n B:Well,togetthebusinessdone,weplantomakesomeconcessions.Butifthequantityistoosmall,I’mafraidwecan’tmovemuch.What’sthesizeofyourorder?n A:100pieces.n B:You are kidding. Don’t fet you arebuyingwatches,notmotorcycles.n A:Wehavesomefinancialdifficultiesatthemoment.Ifyourpriceispetitiveandthequalityistothesatisfactionofthecustomers,substantialordersfromuswillfollow.n B:Inthatcase,let’sconcludethetransactionatthepriceof$23each.n A:It’ssettled.n II.SpeakingandWritingPracticen an interviewn for information n information n for opinion n Opinion n ’t understand somebody’s words n suggestionsn proposalsn proposalsn 1
教學(xué)課件相關(guān)推薦
鄂ICP備17016276號(hào)-1