商務(wù)英語(yǔ)negotiating price課件

1、 NEGOTIATING PRICEUnitContents of Oral Business English (I) Detailed Items1Looking for a Job(I)Job AdvertisementsCover letter& ResumeJob Interview2Coming to a New Company(I)Reporting for workTalking about Rules of CompanyTalking about Organizational StructureTalking about Responsibilities of Job

2、 PositionsTouring the Office Building3Office Routines(I)Telephone CommunicatuionBusiness MeetingBooking4Price (II)Negotiating the Price5Modes of Payment (II)6Sales Promotion (II)7Shipment &Packaging (II)8Signing a Contract (II)9Customer Service (II) . . . . Unit 4 NEGOTIATING PRICE Unit 4 Price

3、Negotiation Learning Objectives Learning about Business Negotiation Learning about Terms in price negotiation Understanding procedures in price negotiation Learning to talk about price adjustments, discounts, and concessions Business Negotiation Definition of Business Negotiation Business negotiatio

4、n, is defined as negotiation dealing with business affairs. It arranges the settlement of terms and conditions of trade （貿(mào)易條件和條款） by discussions. It may finally lead to agreement through negotiations and compromise. It includes consultation（磋商）, bargaining（討價(jià)還價(jià)）, mediation（調(diào)解）, arbitration（仲裁） and s

5、ometimes, even litigation（訴訟）. 商務(wù)談判的定義 從現(xiàn)代意義上講，商務(wù)談判可以被定義為處理商務(wù)事物的談判，以討論協(xié)商方式來(lái)確定貿(mào)易中的各項(xiàng)條件和條款，并最終達(dá)成一致。它其中包括磋商、討價(jià)還價(jià)、調(diào)解、仲裁 ，有時(shí)甚至訴訟 。 Function of Business Negotiation Business negotiation is treated as an integral part of the total international business activity. Business negotiation is a tool to achieve t

6、he general commercial interests of the parties involved. The Characteristics of Business Negotiation3. Negotiation is a very trying process with confrontation（對(duì)抗） and concession（讓步）. 2. Theres no such thing as “take it or leave it” in international business. Everything is negotiable. It all depends

7、on the expertise of the negotiators. Negotiation is at the heart of every transaction and, for the most part, it comes down to the interaction between two sides with a common goal profits. The Main Contents of Business Negotiation price (價(jià)格) quality (質(zhì)量) terms of payment (付款條件) packing and shipping

8、(包裝和裝運(yùn)) insurance (保險(xiǎn)) agency (代理) complaints, disputes and claims (投訴、爭(zhēng)議、索賠) arbitration (仲裁) processing and assembling trade (加工與裝配貿(mào)易) compensation trade (貿(mào)易補(bǔ)償) technology importation (技術(shù)引進(jìn)) Proceduresof Price Negotiation Enquiry /Inquiry （詢(xún)盤(pán)） Offer （報(bào)盤(pán)） Counter-offer （還盤(pán)） Acceptance （接受） Order （訂

9、貨）Enquiry/Inquiry 2 types of enquiry1. general enquiry (general information) a catalogue a price list / quotation sheets a sample2. specific enquiry name of the commodity the specifications (規(guī)格） the quantity unit price FOB or CIF （單價(jià)） packaging (包裝） shipment (裝運(yùn)） the terms & methods of payment （

10、付款條款和方式）Price Terms-FOB & CIF FOB: FREE ON BOARD 離岸價(jià)離岸價(jià)裝運(yùn)港船上交貨是指賣(mài)方必須在合同規(guī)定的裝運(yùn)期內(nèi)在指定裝運(yùn)港將貨物交至買(mǎi)方指定的船上，并負(fù)擔(dān)貨物越過(guò)船舷為止的一切費(fèi)用和貨物滅失或損壞的風(fēng)險(xiǎn)。 CIF : COST, INSURANCE AND FREIGHT 到岸價(jià)到岸價(jià)成本加保險(xiǎn)費(fèi)、運(yùn)費(fèi)是指賣(mài)方必須在合同規(guī)定的裝運(yùn)期內(nèi)在裝運(yùn)港將貨物交至運(yùn)往指定目的港的船上，負(fù)擔(dān)貨物越過(guò)船舷為止的一切費(fèi)用和貨物滅失或損壞的風(fēng)險(xiǎn)，并負(fù)責(zé)辦理貨運(yùn)保險(xiǎn)，支付保險(xiǎn)費(fèi)，以及負(fù)責(zé)租船或訂艙，支付從裝運(yùn)港到目的港的運(yùn)費(fèi)。 Price Terms-FOB &

11、amp; CIF (I)A: The price of this product is $950 per set.B: Do you quote CIF or FOB?A: Our price is on CIF basis. (II)A: Whats the basis of your offer, CIF or FOB? You know, Id like to have your lowest quotation CIF Shanghai (上海到岸價(jià)）.B: Wait a minute. I will have it worked out very soon. The price fo

12、r COMPAQ 1200 is $900 per set CIF Shanghai.A: Our size of order is 1000 sets. The date of delivery is July. By the way, How long does your current offer remian valid?B: Our offer is firm offer and remains open for 3 days. Here is the quotation sheet. Terms of Payment 3 categories: Remittance匯付 Colle

13、ction托收 Letter of credit信用證 Remittance:Mail transfer: M/T 信匯Telegraphic transfer: T/T 電匯Demand draft: D/D 票匯 Letter of credit：sight L/C 即期信用證time or usance L/C 遠(yuǎn)期信用證revocable and irrevocable L/C 可/不可撤銷(xiāo)信用證unconfirmed and confirmed L/C不保兌/保兌信用證transferable and non-transferable L/C可轉(zhuǎn)讓/不可轉(zhuǎn)讓信用證documentar

14、y and clean L/C 跟單/光票信用證revolving L/C 循環(huán)信用證Offer & Counter offer An offer either orally or in written form should include: *the name, price, quality and quantity of the goods; *the date of delivery and/or time of shipment; *the terms of payment; *the validity of the offer; *other terms concerned

15、, such as packaging, discount, insurance, etc. Counter-Offer A counter-offer means a partial rejection of the original offer, and it is often a counter proposal put forward by the buyer or the offeree. The sentence “accept your offer subject to the following alterations”（接受你方報(bào)盤(pán)，但須做以下修改）can be used i

16、n answering an offer. In making a counter-offer, the party concerned should express regret at inability to accept, and explain the reasons for non-acceptance . Negotiating the Price Phases Phase 1: (15 minutes) To read useful expressions and 3 conversations about negotiating prices to make it ready

17、for video watching Phase 2: (10 minutes) To watch the video of negotiating prices and get familiar with the expressions you have learnt Phase 3: ( 60 minutes) Role- play (2) Conversation Practices ( Chinese-6) Conversation Practice (6-1)v Conversation Practice 1 vA: 今天下午過(guò)得如何？今天下午過(guò)得如何？vB: 還好。今早我已詳細(xì)看過(guò)

18、你給我的目錄了。還好。今早我已詳細(xì)看過(guò)你給我的目錄了。 我想討論一我想討論一v 下你們計(jì)算機(jī)揚(yáng)聲器下你們計(jì)算機(jī)揚(yáng)聲器 (computer speaker)的價(jià)格。的價(jià)格。vA: 好的。這是我們的價(jià)目表。好的。這是我們的價(jià)目表。B: 我看看。你們我看看。你們680型的標(biāo)價(jià)是型的標(biāo)價(jià)是10美金。大量訂購(gòu)的話(huà)有折扣嗎？美金。大量訂購(gòu)的話(huà)有折扣嗎？vA: 當(dāng)然有。當(dāng)然有。100或以上的訂單我們有百分之五的折扣?；蛞陨系挠唵挝覀冇邪俜种宓恼劭?。B: 如果我下六百訂單，你們可以給我什么樣的折扣？如果我下六百訂單，你們可以給我什么樣的折扣？vA: 六百的話(huà)，給你百分之十的折扣。六百的話(huà)，給你百分之十的折扣

19、。Conversation Practice (6-1)v Conversation Practice 1 (Sample)vA: How are you this afternoon?B: Just fine. I looked over the catalogue you gave me this morning, andv Id like to discuss about the prices on your computer speakers.vA: Very good. Here is our price list.B: Let me see I see that your list

20、ed price for 680 model is $10. Dov you offer quantity discounts?vA: We sure do. We gave a 5% discount for orders of a hundred or v more.vB: What kind of discount could you give me if I were to place an orderv for 6 hundred units?vA: On an order of 6 hundred, we can give you a discount of 10 percent.

21、Conversation Practice (6-2)v v Conversation Practice 2vA: 你有沒(méi)有收到我們上星期寄給你的樣品？你有沒(méi)有收到我們上星期寄給你的樣品？vB: 收到了，我們已經(jīng)進(jìn)行了評(píng)估。收到了，我們已經(jīng)進(jìn)行了評(píng)估。 如果價(jià)錢(qián)合適，我們現(xiàn)在就想訂貨。如果價(jià)錢(qián)合適，我們現(xiàn)在就想訂貨。v 這種貨你們最低價(jià)是多少？這種貨你們最低價(jià)是多少？vA: 單價(jià)單價(jià)12.50美元。美元。B: 我覺(jué)得這個(gè)價(jià)貴了點(diǎn)，你能不能減一點(diǎn)？我覺(jué)得這個(gè)價(jià)貴了點(diǎn)，你能不能減一點(diǎn)？vA: 恐怕不行，恐怕不行，12.50美元是我們的底價(jià)。如果你訂貨超過(guò)美元是我們的底價(jià)。如果你訂貨超過(guò)10，000

22、件，件，v 我們可以減到我們可以減到12.00 美元。美元。vB: 行，我接受這個(gè)價(jià)格，行，我接受這個(gè)價(jià)格， 第一批訂貨第一批訂貨10,000件。你們能在件。你們能在31日前發(fā)貨嗎？日前發(fā)貨嗎？vA: 當(dāng)然可以。當(dāng)然可以。Conversation Practice (6-2) Conversation Practice 2 (sample)vA: Did you receive the sample we sent last week?vB: Yes. Weve finished the evaluation of it. If the price isv acceptable, we wou

23、ld like to order now. Whats your best pricev for that item?A: The unit price is $12.50.B: I think the price is a little high. Cant you reduce it?vA: Im afraid not. $12.50 is our bottom price. We could reduce it tov $12.00 if your purchase is over 10,000 units.B: Very good. We accept the price and pl

24、ace the initial order of v 10,000 units.Can you deliver the goods by 31st?A: Of course.Conversation Practice (6-3)v Conversation Practice 3v vA: Steven, 您認(rèn)為價(jià)格怎么樣？您認(rèn)為價(jià)格怎么樣？vB: 我們能出到的最低價(jià)格每箱我們能出到的最低價(jià)格每箱$120.vA: 恐怕不行。我們不可能減到那個(gè)程度?？峙虏恍小Ｎ覀儾豢赡軠p到那個(gè)程度。vB: 我認(rèn)為你們非常了解現(xiàn)在的市場(chǎng)，一些西班牙公司，同樣的商品，他我認(rèn)為你們非常了解現(xiàn)在的市場(chǎng)，一些西班牙公司，同

25、樣的商品，他v 們出更低的價(jià)格。們出更低的價(jià)格。vA: 價(jià)格不能與質(zhì)量分開(kāi)而論。你會(huì)發(fā)現(xiàn)，我們的產(chǎn)品與對(duì)手的相比，質(zhì)價(jià)格不能與質(zhì)量分開(kāi)而論。你會(huì)發(fā)現(xiàn)，我們的產(chǎn)品與對(duì)手的相比，質(zhì)v 量更好的多。量更好的多。vB: 那倒是真的，你們的質(zhì)量更好。但即使考慮到你們的產(chǎn)品質(zhì)量，你們那倒是真的，你們的質(zhì)量更好。但即使考慮到你們的產(chǎn)品質(zhì)量，你們v 的價(jià)格仍舊偏高。我們各讓一步怎么樣？的價(jià)格仍舊偏高。我們各讓一步怎么樣？vA: 那我得想一想，那我得想一想，30分鐘之后給你回復(fù)分鐘之后給你回復(fù).vB: 不著急。不著急。 Conversation Practice (6-3)v Conversation Prac

26、tice 3vA: Steven, whats your idea of price?（你認(rèn)為價(jià)格怎么樣？）（你認(rèn)為價(jià)格怎么樣？）vB: The best we can do is $120 per case.vA: Im afraid thats impossible. You cant expect us to reduce it to that extent.vB: I think you are well-informed about the prevailing market. Some Spanish firms are offering the same at much lowe

27、r prices（給出更低價(jià)（給出更低價(jià)格）格）.vA: Prices cant be taken separately from quality. A comparison of the quality of our products with that of rival goods will show you that ours is far superior.vB: It is true yours are of better quality. But your price is still on the high side（你們的價(jià)格偏高） even if we take the qu

28、ality into consideration. How about meeting each other half way?（我們各讓一步怎么樣？）我們各讓一步怎么樣？）vA: Well, Ill have to think about it and give you a reply 30 minutes from now.vB: Take your time, please.Conversation Practice (6-4)v Conversation Practice 4vA: 我們已經(jīng)討論過(guò)你們提出的要價(jià)。我們已經(jīng)討論過(guò)你們提出的要價(jià)。 我們認(rèn)為你方的價(jià)格太高，我方我們認(rèn)為你方的

29、價(jià)格太高，我方v 難以接受。難以接受。vB: 不過(guò)我認(rèn)為我們的報(bào)價(jià)是現(xiàn)實(shí)的、合理的。不過(guò)我認(rèn)為我們的報(bào)價(jià)是現(xiàn)實(shí)的、合理的。vA: 你說(shuō)的你說(shuō)的“合理的合理的”是什么意思？是什么意思？vB: 就是說(shuō)，我方不會(huì)漫天要價(jià)，我們是與當(dāng)前市場(chǎng)價(jià)格的普遍水平相一就是說(shuō)，我方不會(huì)漫天要價(jià)，我們是與當(dāng)前市場(chǎng)價(jià)格的普遍水平相一v 致的。致的。vA: 我不同意。如果沒(méi)法進(jìn)一步商談，你方堅(jiān)持不做讓步的話(huà)，我們干脆我不同意。如果沒(méi)法進(jìn)一步商談，你方堅(jiān)持不做讓步的話(huà)，我們干脆v 放棄這筆交易好了。放棄這筆交易好了。vB: 對(duì)不起，你方還價(jià)多少？對(duì)不起，你方還價(jià)多少？vA: 在互利的基礎(chǔ)上，每件在互利的基礎(chǔ)上，每件70美

30、元怎么樣？美元怎么樣？vB: 恐怕你方還價(jià)太低。差距太大?？峙履惴竭€價(jià)太低。差距太大。vA: 那么我們雙方都退一步做出讓步這樣我們才可以完成這筆交易。那么我們雙方都退一步做出讓步這樣我們才可以完成這筆交易。 Conversation Practice (6-4)v Conversation Practice 4vA: Well, weve discussed the offer you quoted. And we found your offer v was too high. Its difficult for us to accept it. vB: But I think our of

31、fer is reasonable and realistic.vA: What do you mean by “ reasonable”?vB: That is, we never make our price on wild speculation, it comes in line v with the prevailing market.vA: I cant agree with you. If there is no room for further discussion and you v refuse to make any concession(做出讓步）做出讓步）, we m

32、ight as well call the deal v off.（放棄這筆交易）（放棄這筆交易）vB: Sorry. Just wait , whats your counter-offer?vA: On the basis of our mutual benefit, how about $70 per set?vB: Im afraid your counterbid （還價(jià)）（還價(jià)）is too low, and the gap（價(jià)格差距）（價(jià)格差距） v is too wide.vA: How about meeting each other half-way and making

33、a concession sov that we can make the business concluded（完成交易）（完成交易）?Conversation Practice (6-5)v Conversation practice 5vA: 早上好，先生。我的任務(wù)就是給您介紹我們的筆記本電腦。早上好，先生。我的任務(wù)就是給您介紹我們的筆記本電腦。vB: 恐怕我現(xiàn)在沒(méi)空?？峙挛椰F(xiàn)在沒(méi)空。vA: 也許您不會(huì)介意抽出幾分鐘時(shí)間允許我介紹一下我們的產(chǎn)品。也許您不會(huì)介意抽出幾分鐘時(shí)間允許我介紹一下我們的產(chǎn)品。vB: 請(qǐng)講。請(qǐng)講。vA: 首先，它外形優(yōu)雅、美麗，相當(dāng)輕便。因此無(wú)論您走到哪里攜帶方便。

34、首先，它外形優(yōu)雅、美麗，相當(dāng)輕便。因此無(wú)論您走到哪里攜帶方便。v 而且它設(shè)計(jì)簡(jiǎn)單、時(shí)尚，易于操作。讓我給您看演示一下。而且它設(shè)計(jì)簡(jiǎn)單、時(shí)尚，易于操作。讓我給您看演示一下。vB: 是的，它真的很好很方便。是的，它真的很好很方便。 保修服務(wù)怎么樣？保修服務(wù)怎么樣？vA: 它全保五年，您可以對(duì)我們完善的保修服務(wù)放心。它全保五年，您可以對(duì)我們完善的保修服務(wù)放心。vB: 多少錢(qián)呢？多少錢(qián)呢？vA: 正常價(jià)正常價(jià)7，000元每臺(tái)，如果您喜歡，我可以給您打個(gè)折。元每臺(tái)，如果您喜歡，我可以給您打個(gè)折。vB: 6,500元怎么樣？元怎么樣？vA: 好，成交。好，成交。Conversation Practice

35、(6-5)v Conversation Practice 5vA: Morning, Sir. My mission here is to introduce you our notebook PCs.vB: I am not free at the moment, Im afraid.vA: Maybe you dont mind sparing me just a few minutes to introduce some v information of our product.vB: Well, go ahead.vA: First, it has elegant and beauti

36、ful appearance and its excellent for itsv handiness(輕便輕便). So it is very easy to take with you wherever you go. v Moreover, it has a simple, modern design, making it user-friendly(易操作易操作v 的）的）. Let me show you.vB: Yeah. Its really very nice and convenient. How about the maintenancev service（保修服務(wù)）（保修

37、服務(wù)）?vA: It is fully guaranteed （全保）（全保）for 5 years and you can count on us for v complete maintenance service.vB: How much does it cost?vA: The normal price is 7,000 yuan, and I can give you a discount （打個(gè)折）（打個(gè)折）v if you really like it.vB: How about 6,500 yuan？vA: OK. （Deal） done（成交）（成交）.Conversatio

38、n Practice (6-6)v Conversation Practice 6vA: 歡迎到我們公司，歡迎到我們公司，Johnson 先生。先生。vB: 我很高興又來(lái)到上海。我很高興又來(lái)到上海。vA: 請(qǐng)到我的辦公室吧。我相信你們已經(jīng)研究過(guò)我們的圍巾提案了。請(qǐng)到我的辦公室吧。我相信你們已經(jīng)研究過(guò)我們的圍巾提案了。vB: 是的。我們對(duì)你們的羊毛圍巾感興趣。我想了解一下價(jià)格。是的。我們對(duì)你們的羊毛圍巾感興趣。我想了解一下價(jià)格。 能不能給我看一能不能給我看一v 下價(jià)格表？下價(jià)格表？vA: 給您。給您。vB: 恐怕你們的價(jià)格太高?？峙履銈兊膬r(jià)格太高。vA: 根本不高。我們的手工羊毛圍巾不僅品質(zhì)好而

39、且價(jià)格合理。根本不高。我們的手工羊毛圍巾不僅品質(zhì)好而且價(jià)格合理。vB: 據(jù)我所知，韓國(guó)產(chǎn)品也是顏色鮮艷設(shè)計(jì)優(yōu)美，但他們的價(jià)格平均會(huì)比你們的低。據(jù)我所知，韓國(guó)產(chǎn)品也是顏色鮮艷設(shè)計(jì)優(yōu)美，但他們的價(jià)格平均會(huì)比你們的低。vA: 是的，您說(shuō)的沒(méi)錯(cuò)，但是您錯(cuò)過(guò)了重要的一點(diǎn)，我們的手工圍巾是傳統(tǒng)的，是的，您說(shuō)的沒(méi)錯(cuò)，但是您錯(cuò)過(guò)了重要的一點(diǎn)，我們的手工圍巾是傳統(tǒng)的，v 享譽(yù)世界市場(chǎng)，而他們的機(jī)器加工。享譽(yù)世界市場(chǎng)，而他們的機(jī)器加工。vB: 但你要承認(rèn)你們的價(jià)格比你們的競(jìng)爭(zhēng)者高出至少但你要承認(rèn)你們的價(jià)格比你們的競(jìng)爭(zhēng)者高出至少5個(gè)百分點(diǎn)。如果你們想得到個(gè)百分點(diǎn)。如果你們想得到v 訂單，就得降低價(jià)格。訂單，就得降低

40、價(jià)格。vA: 您能不能告訴我您大概要訂多少呢？我們可以相應(yīng)調(diào)整我們的價(jià)格。您能不能告訴我您大概要訂多少呢？我們可以相應(yīng)調(diào)整我們的價(jià)格。vB: 如果在開(kāi)出的價(jià)格上打九折，我打算訂如果在開(kāi)出的價(jià)格上打九折，我打算訂20,000 打。打。vA: 恐怕九折不行，給你個(gè)九四折吧?？峙戮耪鄄恍校o你個(gè)九四折吧。vB: 那還合理。那還合理。Conversation Practice (6-6)v Conversation Practice 6vA: Welcome to our company, Mr. Johnson.vB: Im pleased to come to Shanghai again.vA:

41、 Come to my office, please. I believed youve studied our proposal for scarves, havent you?vB: Yes. We are interested in your wool scarves, and Id like to know the price. Would you please show me your price list(價(jià)格表）價(jià)格表）?vA: Here you are.vB: Im afraid your price is too high.vA: No, not at all. Our ha

42、nd-made scarves are not only of high quality but also of reasonable price.vB: As far as I know, the Korean articles (物品）物品）also brightly colored and beautifully designed, but their price is lower than yours on average（平均）（平均）.vA: Yes, you are quite right, but you have missed the very important point that our hand-made scarves are traditional and known to the wor