浙江大学：《商务交际与谈判》（英文版） 补充内容

教材 教材名称版教材出版社SBN备 本作者 号 主要《国际贸易英 约瑟北京大学7301 教材语》(实用英 芬·克出版社(配04223 语系列丛书) 林顿 磁带) X 参考商务谈判英 李莹世界图书 教材1语 出版公司 5062 41749 参考外贸英语实 曹菱外语教学7 教材2务 与研究出5600 版社 1831-9

1 、 教材 教材名称 版本 教材 作者 出版社 ISBN 号 备注 主 要 教材 《国际贸易英 语》（实用英 语系列丛书 ） 约 瑟 芬 ·克 林顿 北 京大学 出版社 ( 配 磁带 ) 7 -301 - 04223 -x 参 考 教材 1 商务谈判英 语 李莹 世 界图书 出版公司 7 - 5062 - 4174 - 9 参 考 教材 2 外贸英语实 务 曹菱 外 语教学 与 研究出 版社 7 - 5600 - 1831 - 9

商务谈判(补充内容) 理论篇

商务谈判（补充内容） ——理论篇

什么是商务谈判? 谈判双方为达成一笔生意,提出交易的 内容和条件,通过洽谈协商达成一致的 行为和过程。 *语言运用得当与否是成败的关键 e.g. I)I would if i could/i don't agree Ii)I can't agree/i dont like it/ Is there anything else?

什么是商务谈判？ ◼ 谈判双方为达成一笔生意，提出交易的 内容和条件，通过洽谈协商达成一致的 行为和过程。 ◼ *语言运用得当与否是成败的关键 ◼ e.g. I) I would if I could/ I don’t agree ◼ II) I can’t agree/ I don’t like it/ ◼ Is there anything else?

什么是商务谈判英语? 用英语进行商务谈判,在国际商务活动 中,由于英汉语言之间的不同,尤其同 词汇内涵外延的些微差别,使我们不 得不认真对付,熟练掌握谈判英语

什么是商务谈判英语？ ◼ 用英语进行商务谈判，在国际商务活动 中，由于英汉语言之间的不同，尤其同 一词汇内涵外延的些微差别，使我们不 得不认真对付，熟练掌握谈判英语

谈判前应该有哪些准备? Target Country a Business partner Qualified Negotiators ■ Proper Plan

谈判前应该有哪些准备？ ◼ Target Country ◼ Business Partner ◼ Qualified Negotiators ◼ Proper Plan

Target Country Culture background and economic situations Political climate of the country Current import and export statistics Government policy on international trade Information on trade barriers and restrictions ----MOFTEC/ foreign trade corporations/ banks/ newspapers/ journal articles Chinese embassy/ local banks/ the agent/ local newspaper/ journal articles

Target Country ◼ Culture background and economic situations ◼ Political climate of the country ◼ Current import and export statistics ◼ Government policy on international trade ◼ Information on trade barriers and restrictions ◼ ----MOFTEC/ foreign trade corporations/ banks/ newspapers/ journal articles ◼ ----Chinese Embassy/ local banks/ the agent/ local newspaper/ journal articles

Business partner Negotiator has an overall picture of the opponent Credit reference Background information ■ Business range Annual sales volume Major customers Business culture by writing to the references provided by the counterpart by employing a consulting firm

Business Partner ◼ Credit reference ◼ Background information ◼ Business range ◼ Annual sales volume ◼ Major customers ◼ Business culture ◼ ----by writing to the references provided by the counterpart ◼ ----by employing a consulting firm Negotiator has an overall picture of the opponent

Qualified Negotiators familiar international trading process/ experienced in dealing with foreign customers/ quick in making decisions/ well informed of the transaction they are going to deal with Commercial: price, delivery terms Technical: specification, progra am and methods of work Financial: terms of payment, credit insurance, bonds and financial guarantees Legal; contract documents terms of contract insurance, legal interpretation How many members does a team need?

Qualified Negotiators ---familiar international trading process/ experienced in dealing with foreign customers/ quick in making decisions/ well informed of the transaction they are going to deal with ◼ Commercial: price, delivery terms ◼ Technical: specification, program and methods of work ◼ Financial: terms of payment, credit insurance, bonds and financial guarantees ◼ Legal: contract documents, terms of contract, insurance, legal interpretation ◼ ? How many members does a team need?

Proper plan good information and assessment Define the specific negotiating objective State the minimum acceptable level for each of the major items Identify the team leader and other members of the negotiating team Set forth time schedules for implementation Establish the time period within which the negotiations should be concluded

Proper Plan ----good information and assessment ◼ Define the specific negotiating objective ◼ State the minimum acceptable level for each of the major items ◼ Identify the team leader and other members of the negotiating team ◼ Set forth time schedules for implementation ◼ Establish the time period within which the negotiations should be concluded

商务谈判的一般步骤有哪些? 1 Invitation to offer 2. The offer a3 The Counter-offer ■4. Acceptance

商务谈判的一般步骤有哪些？ ◼ 1. Invitation to Offer ◼ 2. The Offer ◼ 3. The Counter-offer ◼ 4. Acceptance