1、ppt课件1Unit 5 Business Negotiationppt课件2【Learning Objectives】After finishing this unit,students should know some useful expressions used in negotiating.know some techniques in negotiation.know how to draft a contract.ppt课件3Warm-up Work in pairs.If you are going to take a negotiationto sell your produ
2、cts,what preparations should youmake?Tick the ones you think necessary.()1.Prepare an agenda for the negotiation.()2.Try to get to know more about the buyer.()3.Obtain relevant information on the target market.()4.Do market research.ppt课件4()5.Get to know the buyers real interest in the product.()6.M
3、ake counter-proposals.()7.Know your bottom line of the price.()8.Know on what terms you can make some concessions.ppt课件5Listening&Speaking Task 1:Listen to the dialogue and decide if the following statements are True(T)or False(F).New Words and Expressionschinaware n.陶瓷器陶瓷器 make out 开出；写出开出；写出consid
4、erate adj.考虑周到的考虑周到的 catalogue n.目录；目录册目录；目录册respect n.方面方面 quotation n.报价报价take sth into consideration 考虑某事物考虑某事物to be frank 坦白地说坦白地说 come to terms 妥协；和解妥协；和解exceptionally adv.特殊地；例外地特殊地；例外地 ppt课件6()1.Mr.Blank wanted to purchase chinaware from Ms.Smiths company.()2.Ms.Smith thought the price offere
5、d by Mr.Blank was much higher than that of the other suppliers.()3.Ms.Smith wanted to make the deal at a 10%discount.()4.Mr.Black gave a 5%discount to Ms.Smith.()5.Finally,they made the deal at 8%discount.()6.In negotiation,sometimes both parties need to make some concessions to make the deal possib
6、le.TFFFTTppt课件7Task 2:Listen to the following dialogue and complete it with the missing information.New Words and Expressions get down to sth 开始；着手开始；着手 terms of payment 付款方式付款方式 L/C(letter of credit)信用证信用证 exchange rate 汇率；兑换率汇率；兑换率 unstable adj.不稳的；不牢固的不稳的；不牢固的 prompt adj.及时的；准时的及时的；准时的 D/P(docume
7、nt against payment)付款交单付款交单 profit margin 利润率利润率 exchange quota 外汇限额外汇限额 insufficient adj.不足的；不够的不足的；不够的 ppt课件8Robert:Since we have reached an agreement _ _ of the products,now lets get down to talking about payment,OK?Julie:Good idea._ would you prefer?Robert:Actually,an L/C payment is our general
8、practice.The exchange rate is currently rather unstable and an L/C provides _ _ from the bank.Its also the generally accepted international practice.payment on the price,quality and quantity What terms of payment a guarantee of prompt ppt课件9Julie:Thats right.L/Cs are very common in foreign trade.But
9、 this time we suggest D/P payment for the following reasons:Firstly,a D/P payment can _ allow a larger profit margin for both of us.Secondly,the order is quite large and our exchange quota is insufficient at present.Finally,we have _ in several banks.You can trust us!Robert:That sounds reasonable.Bu
10、t we still prefer an L/C since its our general practice.Do you think _?Julie:OK.Maybe we can start with an L/C and then talk about D/P later on.Robert:OK.I agree with you.you could apply for one reduce the cost and in turn a good credit rating ppt课件10Situational Dialogue Li Qiang is the sales manage
11、r of an import and export corporation.Mr.Wilson,the boss of a company,wants to purchase the product of Li Qiangs company.Now they begin to negotiate on price.First you are required to match each question with its corresponding answer,and then make a dialogue by using the questions and answers.After
12、finishing the dialogue practice it with your partner.ppt课件111.Now,shall we get down to business?2.Your products are very good.But could you give me some discounts?3.How about 20%discount?If we make sales at this price,we will order 500 sets.4.Im so sorry to hear that.Lets both make some concessions,
13、say 15%discount instead of 20%.Is it possible?5.Since we have reached an agreement on the price,how about continuing to talk about terms of payment?a.We can give you a 10%discount.Thats the best we can do.b.Definitely.Usually,we accept payment by irrevocable L/C.c.We really cant make any profit at t
14、his price.But for the sake of our long-term cooperation in the future,I agree with you for that price.d.Sure.Id like to get the ball rolling by talking about prices.e.Im afraid not.The price I am offering you is as low as I can go.We cant set our price below cost.ppt课件12Passage Listen to the passage
15、,and then fill in the blanks with the missing words.New Words and Expressionsdisputant n.争论者；争执者争论者；争执者interpersonal adj.人与人之间的人与人之间的corporate adj.团体的；公司的团体的；公司的dispute n.争论；争吵争论；争吵acknowledge v.承认属实承认属实conflict n.分歧；冲突分歧；冲突influence n.影响力影响力voluntarily adv.自愿地自愿地break off 终止；中断终止；中断ppt课件13 In simpl
16、est terms,negotiation is a discussion between two or more disputants who are trying to _ to their problem.This interpersonal or inter-group process can _,as well as at a corporate or international level.Negotiations typically take place because the parties wish to _ that either could do on his or he
17、r own,or to resolve a problem or dispute between them.The parties acknowledge that there is _ between them and think they can use some form of influence to get a better deal,rather than simply taking _ give them.They prefer to search for agreement rather than fight openly,give in,or break off contac
18、t.work out a solution occur at a personal level create something new some conflict of interest what the other side will voluntarily ppt课件14Language Focus Starting a negotiation 1.Id like to discuss the price.2.To start with,I think we should establish the overall procedure.3.Firstly,may I suggest we
19、 start by taking a look at the agenda I sent you?4.I wonder whether we could take the price question first.We really need to agree about that before everything else.5.Lets get down to the matter of price and terms of payment.ppt课件15Bargaining 1.If you can reduce the price by 10%,well order 500 tons
20、more.2.Business is possible if you increase the price by 10%.3.Im afraid I could not agree with you for such a big discount.4.Our price may appear a little higher,but the quality is much better than our competitors.5.Thats a little more than we were expecting to pay.6.Our prices are supposed to be m
21、uch lower than other companies.ppt课件16 7.Our prices are highly competitive when you consider the quality of the product.8.We cant make any further discount.9.Theres no room for any discount in the price.10.Weve already cut our price to cost level.With this price,we wont make any profit.11.In the lig
22、ht of our long-term cooperation,were happy to give you this discount.12.Our price is in line with the prevailing market price and there is no room for reduction.ppt课件17Making concessions 1.Lets meet each other halfway,say 5%discount instead of 10%.2.Lets compromise.3.We are always willing to coopera
23、te with you if you make some concessions.4.I can give preferential terms on that problem.5.We have another plan.6.If you order in large lots,we can reduce the price a little.7.Lets go fifty fifty on the difference.8.If you insist,I will comply with your request.ppt课件18Easy Time Enjoy the following s
24、ong.ppt课件19Reading Lead-in Work in groups.Discuss the following questions with your partners.1.Tell your experience of bargaining when buying clothes,shoes,books,etc.2.Do you think honesty is important in negotiation?Why?3.Do you know some techniques in negotiation?Name some of them.ppt课件20Reading N
25、egotiation Techniques ppt课件21New Words and Expressionsmutual/mjumjut tu ul l/adj.相互的；彼此的；共有的相互的；彼此的；共有的cater to 迎合；满足迎合；满足outcome/autkautkm m/n.结果；效果结果；效果negotiator/n ng gu ue et t/n.谈判者；商议者谈判者；商议者breakdown/brebrekdaunkdaun/n.失败；破裂；瓦解失败；破裂；瓦解visibly/v vz zblbl/adv.看得见地；有形地看得见地；有形地invisibly/n nv vz z
26、blbl/adv.看不见地；无形地看不见地；无形地substance/s sbstbstnsns/n.实质部分；基本部分实质部分；基本部分executive/g gzekjutzekjutv v/n.经理；董事经理；董事look uponas 把把看做看做 ppt课件22scarce/skeskes s/adj.缺乏的；稀少的；罕见的缺乏的；稀少的；罕见的accordingly/k kd dl l/adv.相应的；因此；于是相应的；因此；于是equivalent/kwkwv vl lntnt/adj.相等的；相当的相等的；相当的tactic/tkttktk k/n.手段；策略手段；策略cust
27、omary/k kststm mr r/adj.习惯的；惯例的习惯的；惯例的converse/k knvnvs s/v.交谈交谈presumption/prprz zmpmpn n/n.假定；假设；推测假定；假设；推测prolonged/prprl ld d/adj.持续很久的；长时间的持续很久的；长时间的interpretas 把把理解为理解为confront/k kn nfrfrntnt/v.遭遇；面对遭遇；面对 ppt课件23come into play 积极活动；起作用积极活动；起作用signify/s sgngnfafa/v.表示表示的意思；意味的意思；意味insistence/n
28、ns sststnsns/n.坚持；坚决要求坚持；坚决要求cast doubt on 对对产生怀疑产生怀疑abandonment/bndbndnmnmntnt/n.遗弃；抛弃；舍弃遗弃；抛弃；舍弃 ppt课件24Notes 1.The discussion can end in conflict if the negotiation process is not successful,but it can also lead to an agreement when the needs of all parties are catered to in the outcome.如果谈判过程不成功
29、，协商可能会引起冲突，但当如果谈判过程不成功，协商可能会引起冲突，但当 谈判各方的需要最终都得以满足时也能达成协议。谈判各方的需要最终都得以满足时也能达成协议。cater to sth/sb意思是意思是“迎合；满足迎合；满足”。Example:TV must cater to many different tastes.电视节目必须迎合各种人的爱好。电视节目必须迎合各种人的爱好。ppt课件252.Culture operates both visibly and invisibly to influence the substance of negotiations and performan
30、ce of the eventual contract.文化对谈判的实质内容及最终合同的履行文化对谈判的实质内容及最终合同的履行 起着有形和无形的作用。起着有形和无形的作用。ppt课件263.Most Europeans will not realize that such an act is part of the bargaining process.It is thus advisable for foreign executives to adapt their approach to the usual European practice accordingly.大部分欧洲人不会意识
31、到，这种沉默的行为也是谈大部分欧洲人不会意识到，这种沉默的行为也是谈 判过程的一部分。因此，外方经理为符合欧洲惯例判过程的一部分。因此，外方经理为符合欧洲惯例 而对自己的谈判方式进行相应调整的做法是可取的。而对自己的谈判方式进行相应调整的做法是可取的。adapt to意思是意思是“使适应；使适合使适应；使适合”。Example:He has not yet adapted to the climate.他还没适应这种气候。他还没适应这种气候。ppt课件274.It is customary in northern Europe,in particular,to maintain eye con
32、tact with the person with whom one is conversing or negotiating,based on the presumption that someone who can be looked straight in the eye can be trusted.在北欧，人们尤其习惯于和自己谈话或谈判的那一在北欧，人们尤其习惯于和自己谈话或谈判的那一 方保持目光的交流，他们认为能够和你坦然对视的方保持目光的交流，他们认为能够和你坦然对视的 人是可以信赖的。人是可以信赖的。ppt课件285.In some European trades it is
33、still the custom to shake hands to signify that an agreement has been achieved.In certain situations the insistence on a written agreement may cast doubt on the honesty of the other party and could even result in the abandonment of the agreement just achieved.在一些欧洲国家的生意场上，人们习惯通过握手的方在一些欧洲国家的生意场上，人们习惯
34、通过握手的方 式表示一份协议的达成；而在某些情况下，坚持书面式表示一份协议的达成；而在某些情况下，坚持书面 协议可能是对对方诚实度的质疑，甚至可能导致对方协议可能是对对方诚实度的质疑，甚至可能导致对方 放弃刚刚达成的协议的后果。放弃刚刚达成的协议的后果。ppt课件29Exercises I.Choose the best answer for each of the following questions.1.Which of the following is not true about negotiation?_A.Negotiation refers to discussion betw
35、een two parties with an aim to reach an agreement.B.Negotiating process may result in disagreement when the needs of negotiating parties fail to be met in the outcome.C.The discussion between negotiating parties can always end in success as is planned.D.Culture often plays a part in the internationa
36、l negotiating process.C ppt课件302.A skilled negotiator should have a knowledge of foreign culture because_.A.Cultural differences can bring about communication breakdown.B.Culture can influence not only the content of negotiations but also the actual performing of the final contract.C.Negotiating wit
37、hin ones own culture is sufficiently difficult,but the difficulties increase when it is held in a different culture.D.Both A and D.D ppt课件313.Which of the following statements is not true,according to the passage?_ A.Long periods of silence is a part of bargaining process,as is the case all over the
38、 world.B.A negotiator should decide on an appropriate negotiating approach based on his understanding of the culture in which the negotiation is conducted.C.Time is looked upon as a scarce resource in most European countries,so it is rare for negotiators there to take time to discuss an issue.D.Busi
39、ness negotiators should have a knowledge of the cultural differences to help develop their negotiation tactics.A ppt课件324.What cant be inferred from the fourth paragraph of the passage?_ A.Though“making eye contact”with people youre talking with is taken for granted in some countries,it may be inter
40、preted as hostile in other parts of the world.B.In northern Europe,you would be thought of as honest if you can be looked straight in the eye while talking with others.C.You dont have to trouble yourself with such questions as whether to make eye contact with your partner or not,as long as you are h
41、onest with him/her.D.Undoubtedly there are some people who dislike being looked straight in the eye during the conversation,for they may feel offended somehow.C ppt课件33II.Match each word in Column A with its corresponding explanation in Column B.Column A Column B1.outcome2.visibly3.hurry4.insistence
42、5.scarce6.presumption7.conflict8.tacticsa.an act of demanding or saying sth firmlyb.much less than is neededc.(of opinions)opposition;differenced.in a way that is easily noticeablee.means of achieving sthf.effect or resultg.presuming sth to be true or the caseh.do sth or move quicklyppt课件34III.Fill
43、in the blanks with the words or phrases given below.Change the forms if necessary.converse cater to equivalent prolongedcome into play advisablesignify confront 1._ use of the drug is known to have harmful side-effects.2.Personal feelings should not _ when one has to make business decisions.3.She is
44、 doing the _ job in the new company but for more money.Prolonged come into play equivalent ppt课件354.She is so shy that _ with her can be quite difficult.5.The number 30 on a road sign _ that the speed limit is 30 miles an hour.6.I thought I would remain calm,but when I was _ with the TV camera,I bec
45、ame very nervous.7.The newspaper _ peoples love of scandal has been banned from publication.8.A certain amount of caution is _ at this point.advisable conversing signifies confronted catering toppt课件36IV.Translate the following sentences into English.1.格林先生，我们的顾客觉得，你们的价格和其他供格林先生，我们的顾客觉得，你们的价格和其他供货商提
46、供的价格相比总是偏高，他们希望你能给一货商提供的价格相比总是偏高，他们希望你能给一些折扣。些折扣。Mr.Green,our customers have the impression that your prices are always much too high,compared with those of other suppliers.They hope you can give some discounts.ppt课件372.我们最多只能给你们我们最多只能给你们5%的折扣，不可能再低了。的折扣，不可能再低了。我们已经降到成本价了。我们已经降到成本价了。We can give you
47、a 5%discount at most.There is no room for reduction anymore.Weve already cut our price to cost level.3.我们的价格可能稍微高了一点，但我们产品的质量我们的价格可能稍微高了一点，但我们产品的质量 要远远优于我们的竞争对手。要远远优于我们的竞争对手。Our price may appear a little higher,but the quality is much better than our competitors.ppt课件384.双方都指责对方导致了谈判的破裂。双方都指责对方导致了谈判
48、的破裂。(breakdown)Both parties blamed each other for the breakdown of the negotiation.5.他对该计划的可行性表示怀疑。他对该计划的可行性表示怀疑。(cast doubt on)He cast doubt on the feasibility of the plan.ppt课件39Writing Contract 合同又称契约，是当事人或缔约方根据合同又称契约，是当事人或缔约方根据所在国的法律就各自的责任、权利和义务达所在国的法律就各自的责任、权利和义务达成的协议。在中国它是指平等主体的自然人、成的协议。在中国它是指
49、平等主体的自然人、法人、其他组织之间设立、变更、终止民事法人、其他组织之间设立、变更、终止民事权利和义务关系的协议。由于合同是约定当权利和义务关系的协议。由于合同是约定当事人权利义务的正式文件，因而要求其语言事人权利义务的正式文件，因而要求其语言准确，行文谨慎，不能引起歧义，否则会造准确，行文谨慎，不能引起歧义，否则会造成不必要的法律纠纷。成不必要的法律纠纷。ppt课件40合同的基本构成：合同的基本构成：1.Title（合同名称）（合同名称）2.Preamble（前文）（前文）(1)Date of Signing（订约日期）（订约日期）(2)Signing Parties（订约当事人）（订约当
50、事人）(3)Each Partys Authority（当事人的合法依据）（当事人的合法依据）(4)Place of Signing（订约地点）（订约地点）(5)Recitals or Whereas Clause（订约缘由）（订约缘由）3.Body（本文）（本文）(1)Definition Clause（定义条款）（定义条款）(2)Basic Conditions（基本条款）（基本条款）ppt课件41(3)General Terms and Conditions（一般条款）（一般条款）Duration（合同有效期限）（合同有效期限）Termination（合同的终止）（合同的终止）Force
