1、Course DescriptionCourse DescriptionOf Business Negotiation in EnglishContentsContentslLeading-in Examplesl Course Introduction1.Three Questions2.Three Features3.Three StepslCourse PlanlUse of the BooklThe Way of PresentationlThe Requirements on Students Leading-in ExampleslPear CaselHouse RentCours
2、e Introduction1.Three Questions1)What is(business)negotiation?2)What is the purpose of(business)negotiation?3)By what means can we win the negotiation?Or What skills are revolved in a successful negotiation?And What are the proper English expressions being used?The Answers to the First QuestionlThe
3、business negotiations are tough talks happening between two parties in contradiction for the purpose of cooperation and making maximum benefit through discussion and concessions2.The three features of negotiation:l contradiction co-operation concessionl1)Two parties in contradiction try to reach an
4、agreement on cooperation through discussion and concessions.l2)The general purpose is cooperation.The concrete purpose is to obtain maximum benefit and to make the least concession.l3)The third question is somewhat complicated since the negotiation for different transactions and items in different s
5、ituations requires different skills,and that comes the negotiation.3.Three Steps to Follow:lDifferent items and situations demand different skills,generally you have to follow three steps:1)devise a target 2)do some preparations3)negotiate for the targetCourse Plan In reference to 学习任务与学习活动一览表.docUs
6、e of the Book lThe Features and Advantages of the BooklThe Arrangement of the Contents and TimeThe Way of PresentationlTeacher-centered Explanation of language expressions,special terms,negotiation skills and concerned knowledge lStudent-centered Practice in the situation offered in groups教学设计：Busin
7、ess Negotiation Performances.doc VS CNBEC 口试口试样题样题.pdfl用头脑风暴的形式 讨论本单元的目标、重点和难点l小组讨论常用的专业术语、英语的常用表达方式、谈判技巧和相关知识。l以组长或小组代表的形式展示完成情况，介绍课下完成的任务的内容l老师评价总结l组织谈判模拟（CNBEC考试前主要利用教材中的Performance 部分模拟CNBEC口试；CNBEC考试后，模拟真实的商务谈判）l评价打分 教学组织：l以小组（从开始固定谈判小组）讨论的形式完成任务书中的一些项目，包括常用的专业术语、英语的常用表达方式、可以找到的谈判技巧和相关知识等l任务书完成
8、情况展示l谈判模拟 考核方案：l考试内容是将以上前五个任务合并为一个大任务，并将其具体化，设计成一笔具体的交易。考核过程从任务发放开始，经历市场调查、网络调查、谈判代表队内部讨论、调查报告撰写等过程，使学生对谈判任务逐渐加深了解，对任务所涉及的市场状况形成了一定的概念，经过就此项任务进行的谈判技巧辅导后，学生们掌握了此项任务基本情况，有了基本的思路，了解了基本的谈判技巧，从而增加了谈判的信心。随后在两个谈判代表队中用中文进行谈判，当学生练习到一定程度后自然而然地应英文进行谈判，最后进行正式谈判。调查报告计入平时成绩。考核考核内容和计分方法内容和计分方法l考查内容分为语言能力、礼仪、应变能力和思
9、维逻辑四个方面。语言能力包括语言的流利程度、准确程度及语音语调。l记分方法：总分100%：语音部分:10%仪表和模拟状况（包括桌签和着装）：10%，语言输出数量（Involvement）：30%，语言正确率：30%，思维逻辑20%计算。l总评成绩=平时成绩:30%+其中成绩:30%+期末成绩:40%考核方式考核方式l商务谈判口语是一门专门用途口语课程，因此考试形式为团队对抗模拟谈判的口语考试。从一开始明确考核的方式是团队考核，每个成员要发挥作用，否则影响团队分数。在学期初形成固定的谈判代表队，最后用抽签的方法决定最后的谈判模拟中哪一队和哪一队进行谈判。The Requirements on S
10、tudentslPreview the lessons before classlAttend the class on time.lReview the learned language expressions,special terms,negotiation skills and concerned knowledge after class.lPractice actively in the situation offered in the student-centered class.Unit 1Making an EnquiryIntroduction An enquiry mea
11、ns to enquire about the terms and conditions of a transactionIn oral business negotiation，both the sellers and the buyers can make an enquiryAn enquiry is not only one of the most direct ways to get details about a product，but also an important beginning step in a business negotiation The more infor
12、mation you obtain，the more benefits you can get from the negotiationUnit 1 Making an EnquiryObjectivesvKnow the important role in a business negotiation;vKnow how to make oral enquiries and the tactics of making proper enquiries;vHave some knowledge of the information covered in different enquiries;
13、vHave a good command of words and expressions related to enquiry.Unit 1 Making an EnquiryBriefingvRelative knowledgevSpecial terms vuseful expressionsvSkillsUnit 1 Making an EnquiryLets how you have prepared:Task 3vThe name of the commodity 报价单 vPrice list 产品样品 vCatalogue 保险 vDelivery date 商品名称 vTer
14、ms of payment 价目表 vPacking 交货日期 vInsurance 支付条款 vQuotation sheet 包装 vSample products 商品目录 Unit 1 Making an EnquiryKey Knowledge vFOB:Free On Board 船上交货vCIF:Cost,Insurance and Freight 成本、保险费加运费vCIP:Carriage and Insurance Paid To 运费、保险费付至Unit 1 Making an EnquiryMore TermsvEXW:Ex Works 工厂交货 vFCA:Free C
15、arrier 货交承运人vFAS:Free Alongside Ship 船边交货vCFR:Cost and Freight 成本加运费 vCPT:Carriage Paid To 运费付至Unit 1 Making an EnquiryvDAF:Delivered At Frontier 边境交货 vDES:Delivered Ex Ship 目的港船上交货vDDU:Delivered Duty Unpaid 未完税交货 vDDP:Delivered Duty Paid 完税后交货vDEQ:Delivered Ex Quay 目的港码头交货Unit 1 Making an Enquiry L
16、ets learn some knowledgeWhat should negotiators consider before making enquiries?1.What kind of information would you like to get?Specific enquiries or general enquiries?2.By what ways could you make enquiries?By letters，fax，e-mail，telephone，through face to-face conversations at a fair or in an offi
17、ce，somewhere else，etcUnit 1 Making an Enquiry3What do you usually ask for in the enquiries?Catalogue，sample，price-list，quotation，terms of payment，date of delivery，etc4How do you invite a best possible price in an enquiry?1)Dont let out your exact quantity when you do not place a large order 2)Do men
18、tion your quantity when it is sizeableUnit 1 Making an Enquiry3)Never indicate your price limit at which you are prepared to accept 4)Some hints can help obtain favourable terms5How to set the right tone when making enquiries?Be clear，brief，specific，courteous，polite，and reasonableUnit 1 Making an En
19、quiry6How can the seller respond to an enquiry?From an old customer From a prospective customer Replying to an enquiry should be prompt，definite，and helpfulUnit 1 Making an Enquiry Negotiation tips：1Dont tip your hand2Never lie3.Be fairUnit 9 InsuranceLets learn some sample dialoguesvRefer to the te
20、xtbookUnit 1 Making an EnquiryLets practicevPractice in groupsvPractice with:cue card.docvShow what you have practicedvStudents commentvTeachers commentUnit 1 Making an EnquiryLets concludevRelative knowledge Introduction.docvSpecial terms Terms.doc vuseful expressions Enquiry talks.docvSkills negot
21、iation tips.docvAssignment:Practice with the cue card.docUnit 1 Making an EnquiryUnit 2Make an offerIntroduction As soon as the enquiry is completed，a quotation or an offer followsIt usually takes a very short time to make a quotation or an offer，yet making a proper quotation or offer means a lot to
22、 the sellers and buyersIn this unit，you are required to understand the difference between an offer and a quotation as well as the skills and tactics of making an offer or a quotationUnit 2 Make an offerObjectivesvKnow the factors that form an offervUnderstand the differences between offer and quotat
23、ionvUnderstand the differences between firm and non-firm offervLearn how to make an offer,a counter-offer and the related tactics.vHave a good command of words and expressions related to offers and counter-offers.Unit 2 Make an offerBriefingvRelative knowledgevSpecial terms vuseful expressionsvSkill
24、sUnit 2 Make an offerLets see how you have prepared:Task 3vFirm offer 发盘人vNon-firm offer 法律承诺vOriginal offer 反还盘vOfferer 接受vOfferee 实盘vCounter-offer 受盘人vLegal promise 原发盘vAcceptance 虚盘Unit 2 Make an offerKey Knowledgevoffer 报盘，报价 vfirm offer 实盘 vnon-firm offer 虚盘 vto offer for 对.报价 vto give an offer
25、 给.报盘 vto submit an offer 提交报盘 vto accept an offer 接受报盘 vto make an offer for 对.报盘（报价）Unit 2 Make an offerMore Termsvto entertain an offer 考虑报盘 vto extend an offer 延长报盘 vto renew an offer恢复报盘vto withdraw an offer 撤回报盘 vto decline an offer谢绝报盘Unit 2 Make an offervoffering 出售物 voffer letter 报价书 voffer
26、 sheet 出售货物单 v offer list/book 报价单 voffer price 售价 voffering date 报价有效期限 voffering period 报价日vto make a bid 递价 v to get a bid 得到递价 Unit 2 Make an offer Lets learn some knowledgevWhat is an offer?vThe factors that form an offervWhat is a quotation?vFirm offer vs Nonfirm offervHow to make a proper off
27、er or quotation?Unit 2 Make an offerWhat is an offer?vOffer is the expression of the sellers wish to sell particular goods under stated terms including quantity,price,time of shipment,terms of payment,etc.An offer is usually made when a seller promises to sell goods at a stated price within a stated
28、 period of time.It can develop into a contractual obligation.Once an offer is accepted by a buyer,the seller cannot revoke it.vSometimes a buyer may make a buying offer,which can be called a bid.Unit 2 Make an offerThe factors that form an offer1.name of commodity 2.specifications 3.quantity 4.price
29、 5.terms of payment 6.time of shipment Unit 2 Make an offervWhat is a quotation?To make a quotation is to offer a unit priceUnit 2 Make an offervFirm offer vs Nonfirm offer In business negotiation，the sellers can make an offer and the buyers can make a bidAn offer with engagement is called a firm of
30、fer，while an offer without engagement is called a nonfirm offerUnit 2 Make an offervHow to make a proper offer or quotation?Here are some points we should consider in advance1Cost of purchase of goods2Other export charges 3Market situation4.Customers.5Characteristics of the product itself6Proper pri
31、ce terms7Other terms and conditions that may affect the priceUnit 2 Make an offer Negotiation tips：1.It is not always favorable for you to make an offer first2Usually，the higher the price you offer，the more profit you can get(Monday work)3Try to make a non-firm offer when the market is unstableEven
32、you are forced to make a firm offer,try to make the validity of your offer as short as possibleUnit 2 Make an offerLets learn some sample dialoguesvRefer to the textbookUnit 2 Make an offerLets practicevPractice in groupsvPractice with:cue card.docvShow what you have practicedvStudents commentvTeach
33、ers commentUnit 2 Make an offerLets concludevRelative knowledge Introduction.doc vSpecial terms Terms.docvuseful expressions useful expressions for talks.docvSkills Negotiation tips.docvAssignment:Practice with the cue card.docUnit 2 Make an offerUnit 3Making PurchaseIntroduction Purchase is not one
34、 of the stipulations in a contract like payment,delivery and insurance,etc.It refers to the whole process that a buyer purchases products or services from a seller.Usually when the contract is made by the seller,it is called a sales contract,and when made by the buyer,a purchase contract.Making purc
35、hase is closely market related.Unit 3 Making Purchase On a buyers market,making a purchase is just a job of following the rules of the business whereas completing a purchase requisition on a sellers market is a tough job for a purchaser.Usually the purchaser has to tell the seller that his or her co
36、mpany is in urgent need of the goods;if the seller mentions some difficulties in offering the goods,the purchaser should be flexible on his position by offering a higher price or make some concessions in some aspects and emphasizes the friendship and long-run cooperation.Unit 3 Making PurchaseObject
37、ivesvUnderstand the importance of market change in making purchase in international trade;vLearn to evaluate the market situation and make good purchase at good price;vHave a good command of special terms and useful expressions used in making purchase;vKnow how to make a good purchase on an unfavora
38、ble marketUnit 3 Making PurchaseBriefingvRelative knowledgevSpecial terms vuseful expressionsvSkillsUnit 3 Making PurchaseLets how you have prepared:Task 3vguarantee of quality 降低品质vsacrifice quality 一般品质vdifference in quality 品质检验证书vquality inspection certificate 上好可销售品质 vbest quality,prime quality
39、,first-rate quality 品质保证vcustomary quality 品质上的差异v inferior quality 最佳品质vfair average quality F.A.Q 良好平均品质vgood merchantable quality G.M.Q 低劣品质Key Knowledgev buyers market 买方市场 vsellers market 卖方市场vorder sheet/order form订单 vto close an order决定成交 vto fill an order执行订单 Unit 3 Making PurchaseMore Terms
40、vto execute and order执行订单 vto complete an order完成订货/已交货 vto send an order寄送一份订单vto ship an order装船 vto modify an order改变订货 vto repeat an order继续订货 vto confirm an order确认订货Unit 3 Making Purchasevto cancel an order取消订货 vto increase an order增加订货vto duplicate an order将定货增加一倍 vto reduce an order减少订货 Lets
41、 learn some knowledgevMaking and obtaining concessions A concession is change in the position that you have held in a purchase negotiation.When you make a concession,you are offering the other party something extra.In return,you will hope to get a concession from the other party.There are several im
42、portant problems with concession.Unit 3 Making Purchase Negotiation tips：Keep it in mind:Bargaining is trading,not giving While doing purchasing negotiation，negotiators should carefully think over the following points：v1.When should you offer a concession?v2.How much should you offer to the other pa
43、rty?v3.What will you get in return?Unit 3 Making PurchasevWhen making concession,youd better:1.Think about the value of the concession to the other party2.Think about the consequences to you of each concession that you make3.Know exactly when you intend to stop making any more concessions4.Be flexib
44、le on your positions;be firm about basic interests.5.Dont give anything away without getting something in return.6.Be positive.Make a constructive response to any suggestion from the other party.Lets learn some sample dialoguesvRefer to the textbookUnit 3 Making PurchaseLets practicevPractice in gro
45、upsvPractice with:cue card.docvShow what you have practicedvStudents commentvTeachers commentUnit 3 Making PurchaseLets concludevRelative knowledge Introduction.doc vSpecial terms Terms.docvuseful expressions useful expression for talks.docvSkills Negotiation tips.docvAssignment:Practice with the cu
46、e card.docUnit 3 Making PurchaseUnit 4SpecificationIntroduction Nowadays，more and more trade disputes happen because of many reasonsSome are because of the quality；some are because of the specifications or something differentAnd we can learn that most of the disputes are due to the improper descript
47、ion of the goods specifications in the contractsUnit 4 SpecificationvWhat is specification?Specification is detailed descriptions of the goods to be soldThey include the composition，content，purity，strength，size，etcof the goodsUnit 4 SpecificationObjectivesv Know the definition of specification in bu
48、siness negotiationvBe clear about the importance of the specification in contract negotiation.vMake good use of tactics in specification negotiationvHave a good command of English expressions in specification negotiationUnit 4 SpecificationBriefingvRelative knowledgevSpecial terms vuseful expression
49、svSkillsUnit 4 SpecificationLets how you have prepared:Task 3va full range of sizes 达标vdesign specification 与样品一致vinspection quality certificate 规格要求vquality tolerance 顶级工艺vreach the standard 各种大小尺寸vrequirements on specification 质量检验证书vtop craftsmanship 品质公差vup to the sample 设计规格Unit 4 Specification
50、Key Knowledgevbuyers sample 买方样品 vsellers sample 卖方样品 voriginal sample 原始样品 vcounter sample 对等样品vshipping/shipped sample 装船样品 v type sample 标准样品 vsale by brand 凭品牌买卖vsale by grade 凭等级买卖 v sale by sample 凭样品交易vsale by specification 凭规格买卖vsale by standard 凭标准买卖Unit 4 SpecificationMore TermsvCertificat
