《商務英語口語》課件 Unit 15 Offer and Counter-offer

安徽省高等學校省級規(guī)劃教材全國職業(yè)院校國際貿(mào)易專業(yè)“新形態(tài)”教材21世紀高職高專規(guī)劃教材國際經(jīng)濟與貿(mào)易系列SpokenEnglishforBusinessCommunication商務英語口語ContentsModuleOne:EstablishmentofBusinessRelationsModuleTwo:BusinessTravelModuleThree:BusinessReceptionModuleFour:TradeFairSpokenEnglishforBusinessCommunicationModuleFive:BusinessNegotiationModuleSix:Follow-upServiceModuleFiveBusinessNegotiationSpokenEnglishforBusinessCommunicationUnit15OfferandCounter-offerUnit17Packing,DeliveryandInsuranceUnit16PriceandPaymentUnit15OfferandCounter-offerSpokenEnglishforBusinessCommunicationWarm-upQuestionsTipsSpeakingPracticeSituationalDialogues

Warm-upQuestionsPresentationSpokenEnglishforBusinessCommunication1.Howdoyoumakepreparationsforanegotiation?Forreference:(1)Knowyourcompanyandproductswellbeforeyounegotiate.(2)Researchyourcounterpartsandfindoutasmuchasyoucanaboutthepersonswhoyouwillbenegotiatingwith.(3)Setabottomlineaccordingtothecapitalstrengthofthecustomersandyourprofit.(4)Workoutseveralnegotiatingplansandpreparecountermeasuresincaseofcertainchangesduringthenegotiation.

Warm-upQuestionsPresentationSpokenEnglishforBusinessCommunication2.Whatarethedifferencesbetweenafirmofferandanon-firmoffer?

Forreference:Inafirmoffer,theexporteroftenpromisestosupplycertainquantityofgoodsatafixedpricewithinastatedperiodoftime.Othertermssuchasspecifications,packing,andpaymentmustbesufficientlyclearanddefiniteaswell.Afirmofferisbindingupontheseller:heisnotallowedtoreviseorwithdrawhisofferonceitisacceptedbythebuyerwithinthevalidity;heisobligatedtoenterintoacontractwiththebuyerwhenhisofferisaccepted.Anon-firmofferisanofferwithoutengagement.Unlikeafirmoffer,itusuallycontainsareservationclauselike“Weofferwithoutengagement…”,“Theofferissubjecttoourfinalconfirmation”,etc.,whichmakesitpossiblefortheoffertoberevisedorwithdrawnatanytime.

SituationalDialogues:SpokenEnglishforBusinessCommunicationDialogue1A:Hello,BlackDiamond.ThisisKatespeaking.B:Hello,Kate.It’sLarryfromABCChemicalCompany.WemetlastmonthatCantonFair.A:Hi,Larry.HowcanIhelpyou?B:Iamquiteinterestedinyourgoods.Aftercarefullyreadingthecatalogueyougavemeatthefair,Ithinkthereisapossibilityofcooperation

betweenus.A:Iamgladtohearthat.Wehaveyearsofexperienceinthemanufactureandexportofcarbonblackproducts.Ibelieveourcooperationwillbringmutualbenefitstous.Whichparticularproductsareyouinterestedin?B:PowCarbon?B.Weareconsideringplacinganorderwithyou.

SoI’dliketohaveyourquotation.DoyouquoteCIForFOB?HowtoMakePreparationsforaNegotiationSpokenEnglishforBusinessCommunicationA:It’sourusualpracticetoquoteapriceonCIFbasis.B:CouldyoupleasequoteusthepriceunderFOBterms?Wewouldliketoarrangeshipmentbyourselves.A:Thatcanbeeasilydone.B:That’sgood.Thankyou.A:Wouldyoupleaseletusknowthequantityyouplantoorder?B:Wewant2mts.Couldyougivemeyourquotationassoonaspossible?A:Sure.I’lllookintoyourrequirementsfirstandworkouttheofferthisevening.I’llcallyoutomorrow.B:OK.Iwillwaitforyournews.

SituationalDialogues:SpokenEnglishforBusinessCommunicationDialogue2Thenextday,KateiscallingLarrytogivehimanoffer.A:Hello,Larry.I’mcallingtotellyouwehavetheofferreadyforyounow.We’rewillingtomakeanofferofUS$20000perM/TFOBShanghai.B:Isthisofferafirmone?A:Yes.Itisafirmoffer,but

itwillbevalidforthreedaysonly.B:Thepriceistoohighforustoaccept.

Wewouldsuggestthatyoumakean

allowanceof10%sothatwecanintroduceyourproductstoourcustomers.A:Wedon’tallowanydiscountbecauseourpriceisalreadyveryfavorable.Thepricequotedwillbeenoughtocompetewiththeestablishedsuppliersfromothersources.B:Suchahighpricewillleaveuswithlittleprofit.Couldyoupleasequoteusyourlowestprice?A:

Itisalreadytherockbottompricewecanoffer.

Pleasenotethatourproductsareofsuperiorquality.SpokenEnglishforBusinessCommunicationB:I’mafraidit’sstillonthehighside.A:Well,ourdiscountdependsonthesizeofyourorder.Tohelpyouopenupthemarket,wecangiveyoua5%discountifyoucanincreaseyourorderto3mts.B:5%foralargerorder.Okay,itsoundsacceptable.Bytheway,howaboutthe

supply

position

of

your

products?A:Wehaveasteadysupplyforallourproductssinceweareanenterpriseintegratingindustryandtrade.B:IthinkIwillplaceatrialordertoseeiftheyarepopularinourcountry.A:I’msureourproductswouldfindapromisingmarketinyourarea.

SituationalDialogues:SpokenEnglishforBusinessCommunicationDialogue3JennyinOSAPetProductsistalkingwitharegularcustomeronthephone,negotiatingontheprice.A:Hi,Jenny,wehavestudiedyourofferonthepetbedscarefully,andfindthatyourpriceshavesoared!They’reapproximately20%higherthanthoseoflastyear.Itwouldbeimpossibleforustomakeanypurchaseatsuchprices.B:20%?Youcan’tbeserious,Mr.Smith.Youknow,thecostofproductionhasrisenagreatdealinrecentyears.What’smore,itpaystobuygoodsofbetterquality.

Ithinkyoucan’tavoidconsideringthequalityofproducts,andthequalityofourproductsisguaranteed.A:You’rerighthere.Butweonlyaskyourpricetobecomparablewithothers.That’sreasonable,isn’tit?SpokenEnglishforBusinessCommunicationB:Asyouwish.Well,ifyourorderislargeenough,wearereadytoreduceourpriceby2%.A:Ifthat’sthecase,thereishardlyanyneedforfurtherdiscussion.

Wemightaswellcallthewholedealoff,andIwillturntoothersuppliers.B:WhatImeanisthat

we’llneverbeabletocomedowntothepriceyouoffer.

Thegapis

toogreat.Youknowourproductsareofhighquality.Takingthequalityintoconsideration,Ithinkthepriceisreasonable.A:Ithinkweshouldmakeafurtherconcessionsothatbusinesscanbeconcluded.Isuggestwemeeteachotherhalf-way.B:Thebestwecandoistolowerthepriceby4%.Andthepricehasbeencarefully

calculatedandcuttothelimit.A:OK.I’mgladthatwe’vecometoanagreementontheprice.1. inquire:詢價2.mutual:共同的3.CIF:成本、保險費加運費(cost,insuranceandfreight)4.FOB:裝運港船上交貨(freeonboard)5.allowance:折扣6.therockbottomprice:底價，最低價7.supplyposition:供貨情況8.soar:飆升9.approximately:大約 Notes:1.Ithinkthereisapossibilityofcooperationbetweenus.我想我們有合作的可能。Ibelievethereisapossibilityofgoodbusinessrelationshipbetweenus.我覺得我們很可能會建立友好合作關系。Ithinkthereisnopossibilityofcooperationbetweenus.我認為我們不可能合作。UsefulExpressions:2.Whichparticularproductsareyouinterestedin?

你對哪些特定產(chǎn)品感興趣？Whichproductsareyouparticularlyinterestedin?

您對哪些產(chǎn)品特別感興趣？Whichproductsareyouparticularlykeenon?

您對哪些產(chǎn)品特別喜愛？UsefulExpressions:3.Weareconsideringplacinganorderwithyou.

我們正考慮向你方訂貨。Wearethinkingofplacingatrialorderwithyou.

我們正在考慮向你方試訂貨。Wearethinkingofplacingarepeatorderwithyou.

我們正在考慮向你方再次訂貨。Weareconsideringorderingfromyou.

我們正考慮向你方訂貨。UsefulExpressions:4.It’sourusualpracticetoquoteapriceonCIFbasis.

我們通常報CIF價格。WeusuallyquoteCIFprices.我們通常報CIF價格。WeoftenquoteonFOBbasis.我們通常報FOB價格。WeoftenquotepricesunderFOBterms.我們經(jīng)常以FOB價格報價。UsefulExpressions:5.Itwillbevalidforthreedaysonly.有效期只有三天。Ourofferwillremainfirmforonlythreedays.該發(fā)盤有效期只有三天。Howlongwillyourofferbevalid?你方報價有效期為多長時間？

Weareofferingyouthefollowing,subjecttoourfinalconfirmation.

我們向你方報盤如下，以我方最后確認為準。UsefulExpressions:6.Thepriceistoohighforustoaccept.

這個價格太高了，我們無法接受。Yourpriceissoprohibitivethatwecannotacceptit.

你方價格過高，我們無法接受。Yourpriceistoohightobeacceptable.

你方價格高得令人卻步。Yourpriceisoutoflinewiththeprevailingmarket.

你方價格過高，與現(xiàn)行市場價格不符。UsefulExpressions:7.Wewouldsuggestthatyoumakeanallowanceof10%.

我們建議你方給我們10%的折扣。Wesuggestthatyougiveusa10%discount.

我們建議你方給我們10%的折扣。Wesuggestthatyougiveusadiscountof10%.

我們建議你方給我們10%的折扣。Wesuggestyoulowerthepriceby10%.

我們建議你方降價10%。UsefulExpressions:8.Itisalreadytherockbottompricewecanoffer.

這已經(jīng)是我們能報的最低價了。Thepriceweofferyouisalreadyourlowestprice.

這已經(jīng)是我們的最低價了。Thisisthelowestpricewecanoffer.

這是我們能報的最低價格。Thisisreallyourfloorprice.

這確實是我們的最低價了。UsefulExpressions:9.Ithinkyoucan’tavoidconsideringthequalityofproducts.

我認為你得考慮到產(chǎn)品的質量。Ithinkyoushouldconsiderthequalityofproducts.我認為您應該考慮產(chǎn)品的質量。Ithinkyoushouldpaymoreattentiontothequalityofproducts.我認為您應該更加關注產(chǎn)品的質量。UsefulExpressions:10.Ifthat’sthecase,thereishardlyanyneedforfurtherdiscussion.

如果那樣的話，就沒必要再繼續(xù)商談下去了。Ifthat’sthecase,itisunnecessarytohaveanyfurtherdiscussion.

如果這樣的話，討論也沒有必要繼續(xù)了。Inthatcase,it’llbeverydifficulttoproceedwithourtalk,andthereisnopointindiscussingitanymore.

那樣的話，我們的商談就很難進行下去了，再討論也沒有任何意義。UsefulExpressions:11.We’llneverbeabletocomedowntothepriceyouoffer.

我們不可能把價格降到你說的那樣。We’llnotbeabletomakeanyconcessionsintheprice.

我們無法在價格上做出任何讓步了。We’llnotbeinthepositiontoreducethepriceasyourexpectation.

我們不能把價格降到您期望的那樣。UsefulExpressions:12.Thegapistoogreat.

價格差距太大。Thedifferencebetweenusistoogreat.

我們雙方的價格懸殊太大。Thereisreallyawidegapbetweenyourpriceandmine.

我們之間的價格差距太大。UsefulExpressions:13.Andthepricehasbeencarefullycalculatedandcuttothelimit.

而且這個價格已經(jīng)經(jīng)過仔細核算，降至最低了。Thepricehasbeencarefullycalculatedandcutdowntothecostlevel.

這個價格已經(jīng)經(jīng)過仔細核算并且降到成本費的水平了。Wehavekeptthepriceclosetothecostofproduction.

我方已經(jīng)把價格壓到生產(chǎn)成本的邊緣了。UsefulExpressions:

SpeakingPractice：SpokenEnglishforBusinessCommunicationTask1:Interpretation1.Wearenowconsideringplacinganorderwithyouforyouroliveoil.

我們正考慮向你方訂購橄欖油。2.Wouldyoutellmewhichproductsyouareparticularlyinterestedin?

您能告訴我，您對哪些產(chǎn)品特別感興趣嗎?3.Isyourofferafirmoneoronesubjecttoyourfinalconfirmation?

你方報盤是實盤還是以你方最后確認為準？4.Wemuststressthatthisoffercanremainopenforjustfivedays.

我們必須強調，此報價有效期僅為五天。5.Ifthat’sthecase,itisunnecessarytohaveanyfurtherdiscussion.

如果那樣的話，就沒有必要繼續(xù)討論了。

SpeakingPractice：SpokenEnglishforBusinessCommunicationTask1:Interpretation6.您能告訴我們您打算訂購的數(shù)量嗎？Wouldyoupleaseletusknowthequantityyouplantoorder?7.你方價格太高了，恐怕我方難以接受。Thepriceistoohighforustoaccept.8.抱歉這已經(jīng)是我們能報的最低價了。I’msorrythatthisisalreadytherockbottompricewecanoffer.9.我們不可能把價格降到您說的那樣。We’llneverbeabletocomedowntothepriceyouoffer.10.我認為您得考慮到我們產(chǎn)品的質量。

Ithinkyoucan’tavoidconsideringthequalityofourproducts.

SpeakingPractice：SpokenEnglishforBusinessCommunicationTask2:RolePlayAlexanderisaRussianimporterwhoisgoingtobuymountainbikesfromLara,asalesmanagerinSunshineImportandExportCorporation.AlexandercallsLaratoinquireabouttheprice,findingthatthepricegivenbyLaraistoohighforhimtoaccept.ThenAlexandertriestopersuadeLaratocuttheprice.SpokenEnglishforBusinessCommunication

Forreference:MadeinChina2025,whichwasfirstlyintroducedbytheChinesegovernmentin2015,aimstopromotetheupgradingandmodernizationofChina’smanufacturingsectorandhelpthecountrytobecomeaglobalmanufacturingpowerhouse.This10-yearnationalplanintendstoboosttechnologicalinnovation,createandshapehome-grownbrands,andpromotebreakthroughsin10keysectors.1.Whatdoyouknowaboutthe10-yearnationalplan,MadeinChina2025?SpeakingPracticeTask3:FreeTalk：TopicforMoralEducation:MadeinChina2025MadeinChina2025SpeakingPracticeSpokenEnglishforBusinessCommunication2.TalkaboutoneChinesebrandthatisworld-famousforthehighproductquality.Task3:FreeTalk：TopicforMoralEducation:MadeinChina2025

Forreference:Huaweiisaleadingglobalproviderofinformationandcommunicationstechnology(ICT)infrastructureandsmartdevices.Ithasmorethan194,000employees,andoperatesinmorethan170countriesandregions,servingmorethanthreebillionpeoplearoundtheworld.Itiscommittedtobringingdigitaltoeveryperson,homeandorganizationforafullyconnected,intelligentworld.

SpeakingPractice：SpokenEnglishforBusinessCommunicationTask4:ReadingandSpeakingPassage1:ThreeListeningSkillsforSuccessfulNegotiationsContrarytopopularbelief,activelisteningdoesn’tmeansittingpatientlywhileyourcounterparttalks.Nordoesitsimplyentailsaying“Iunderstand”orestablishinggoodeyecontact.Rather,activelisteningisadynamicprocessthatcanbebrokendownintothreedifferentbehaviors:paraphrasing,inquiryandacknowledgment.Negotiationexampleinreallife:Supposeyou’reasupplierofastate-of-the-artcomponentforanewmedicalimagingdevice.Yousubmitawrittensalesproposaltothemanufacturer.

SpeakingPractice：SpokenEnglishforBusinessCommunicationTask4:ReadingandSpeaking

Atyourinitialmeetingwiththebuyer’srep,sheasserts:“Yourproposaldoesn’tgiveustheassurancesweneedthatyoucanrampupproductionifdemandskyrockets.Frankly,yourpriceperunitisunacceptable.Wethinkyouhaveaterrificproduct,butifyou’renotgoingtoworkwithus,we’repreparedtofindsomeonewhowill.”Here’showyoumightrespondusingcharacteristicsofnegotiationstylesincorporatingactivelistening:Paraphrase:“Itsoundsasifyou’resatisfiedwithourcomponentoverall.ButifIunderstandcorrectly,youneedmetoassureyouthatwecanincreaseproductioniflargeorderscomein.You’realsoconcernedaboutourproposedper-unitpriceandourwillingnesstoworkwithyoutocreateanacceptablearrangement.HaveIcapturedyourmainpoints?”

SpeakingPractice：SpokenEnglishforBusinessCommunicationTask4:ReadingandSpeakingInquire:“Youmentionedthatyoufoundourproposedpricetobeunacceptable.Helpmeunderstandhowyoucametothisconclusion.Let’salsotalkabouthowwemightsetupapricingstructurethatyoufindmorereasonable.”Acknowledge:“Itsoundsasifyou’requitedisappointedwithvariouselementsofourproposal,somuchsothatyouhaveseriousconcernsaboutwhetherwe’llbeabletoworktogetheroverthelonghaul.”Theskillfulnegotiatororchestratestheseaspectsofactivelisteningtodrawouttheotherparty’sconcernsandfeelings,withaneyetowardassertinghisownviewpointandengaginginjointproblem-solving.1.Doesactivelisteningsimplymeansittingpatientlywhileyourcounterparttalks?

No.Activelisteningisadynamicprocess.2.Whatarethethreelisteningskillsforsuccessfulnegotiations?Paraphrase,inquireandacknowledge.3.Whatdoestheword“paraphrase”mean?Ifyouparaphrasesomeoneorparaphrasesomethingthattheyhavesaidorwritten,youexpresswhattheyhavesaidorwritteninadifferentway.Answerthefollowingquestionsorallyaccordingtothepassage.4.Howshouldyouparaphrasethefollowingsentencesaidbythebuyer’srepaccordingtothepassage:“Yourproposaldoesn’tgiveustheassurancesweneedthatyoucanrampupproductionifdemandskyrockets”?Wecanparaphrasethesentencelikethis:“ButifIunderstandcorrectly,youneedmetoassureyouthatwecanincreaseproductioniflargeorderscomein.”5.Howwillaskillfulnegotiatorcopewithproblemsinnegotiation?

Theskillfulnegotiatororchestratestheseaspectsofactivelisteningtodrawouttheotherparty’sconcernsandfeelings,withaneyetowardassertinghisownviewpointandengaginginjointproblem-solving.Answerthefollowingquestionsorallyaccordingtothepassage.

SpeakingPractice：SpokenEnglishforBusinessCommunicationTask4:ReadingandSpeakingPassage2：InternationalChamberofCommerceThroughauniquemixofadvocacy,solutionsandstandardsetting,wepromoteinternationaltrade,responsiblebusinessconductandaglobalapproachtoregulation,inadditiontoprovidingmarket-leadingdisputeresolutionservices.Ourmembersincludemanyoftheworld’sleadingcompanies,SMEs,businessassociationsandlocalchambersofcommerce.Werepresentbusinessinterestsatthehighestlevelsofintergovernmentaldecision-making,whetherattheWorldTradeOrganization,theUnitedNationsortheG20ensuringthevoiceofbusinessisheard.Itisthiscapacitytobridgethepublicandprivatesectorsthatsetsusapartasauniqueorganization,respondingtotheneedsofanyplayerinvolvedininternationalcommerce.

SpeakingPractice：SpokenEnglishforBusinessCommunicationTask4:ReadingandSpeakingWealsohavealonghistoryofformulatingthevoluntaryrulesbywhichbusinessisconductedeverydayfrominternationallyrecognizedIncotermsrulestotheUCP600UniformCustomsandPracticeforDocumentaryCreditthatarewidelyusedininternationalfinance.Inaddition,wespecializeinworld-classbusinessandlegaltrainingandareanindustry-leadingpublisherofpracticaltoolsforinternationalbusiness,bankingandarbitration.So,fromthesmalle-commercestart-upinIstanbultothemultinationalsoftwarecompanyinDelhi,businessesworldwidecanbenefitfromICC’srulesandmechanismsfortheconductoftrade.1.WhatistheshortnameofInternationalChamberofCommerce?TheshortnameofInternationalChamberofCommerceisICC.2.WhoarethemembersoftheInternationalChamberofCommerce?

Themembersincludemanyoftheworld’sleadingcompanies,SMEs,businessassociationsandlocalchambersofcommerce.3.DoyouknowwhattheG20is?

TheG20isaninternationalforum,madeupof19countriesandtheEuropeanUnion,representingtheworld’smajordevelopedandemergingeconomies.Together,theG20membersrepresent85%ofglobalGDP,75%ofinternationaltradeandtwo-thirdsoftheworld’spopulation.Becauseofitssizeandstrategicimportance,theG20hasacrucialroleinsettingthepathforthefutureofglobaleconomicgrowth.Answerthefollowingquestionsorallyaccordingtothepassage.4.WhomadeIncotermsrulesandtheUCP600?InternationalChamberofCommercemadeIncotermsrulesandtheUCP600.5.WhocanbenefitfromICC’srulesandmechanismsfortheconductoftrade?Fromthesmalle-commercestart-upinIstanbultothemultinationalsoftwarecompanyinDelhi,businessesworldwidecanbenefitfromICC’srulesandmechanismsfortheconductoftrade.Answerthefollowingquestionsorallyaccordingtothepassage.Tips:DifferentCurrenciesRMB,Renminbi人民幣JPY,JapaneseYen日元GBP,GreatBritainPound英鎊CAD,CanadianDollar加拿大元HKD,HongKongDollar港幣FIM,FinnishMarkka(orMark)芬蘭馬克IDR,IndonesianRupiah印尼盧比NZD,NewZealandDollar新西蘭元USD,U.S.Dollar美元EUR,E