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Business Negotiations

Business Negotiations

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Business Negotiations

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  1. Unit 8 Business Negotiations

  2. Practical Writing Skills—Notices Notices (1) Knowledge About Notices 1) 时间:星期、日、月、时刻。 2) 地点。 3) 活动内容:会议、聚会、演讲、讲座等。 有些通知还包括一些细节,有的介绍演讲者,有的详述活动内容或背景知识。 上一页

  3. Practical Writing Skills—Notices Sample 1 通知活动的主题 活动的日期、地点、具体时间 Meeting Notice Date: Saturday, May 21, 2006 Time: 9:00 A.M --- 3:00 P.M Location: College Hall Sessions include: The Scientific Research of the Students Education Reform in the Teaching of English Teaching Practice of the Students All teachers are requested to be present at the session, students are welcome. College Office May 19, 2006 活动的具体内容 下一页 上一页

  4. Practical Writing Skills—Notices Sample 2 通知活动的主题 活动的日期、地点、具体时间 CHRISTMAS PARTY Saturday 18 December Spring Hall 11.00am------4.00pm Drama and Dance Santa Claus Activities and Fun Food and Bar Music BBQ and mush much more… Adults $100(invludes BBQ) Children $50(includes BBQ and gift from Santa) Get your tickets from Rose Smith in Staff Relations! 活动的具体内容

  5. Practical Writing Skills—Notices 通知的主要内容 Sample 3 SHANGHAI COMMERCIAL BANK (Regional Training Center) You are invited to a talk by John Clair On Bank-Telling Training Date:Wednesday, 14 July 2004 Place: Training Room 4 Time: 2:30pm-3:30pm The speaker: Mr. Clair has been working in the First Manhattan Bank in New York since graduating from Harvard in 1980. He is one of the leading names in Bank-telling in the world. 通知的日期、地点、具体时间 演讲者的背景信息

  6. Exercises Translate the following notice into Chinese. Sightseeing Postponed September 20 The sightseeing trip to Hong Kong organized by the Spring and Autumn Travel Agency for the newly married couples will be postponed to October 3 because of the problem of accommodation. If you have any inquires, please contact 67846672. The Spring and Autumn Travel Agency

  7. Exercises 旅游延期 春秋旅行社组织的新婚夫妇香港游因宿原因 延期到10月3号。咨询请拨打电话67846672。 春秋旅行社 9月20日

  8. Exercises Fill in the blanks with the information given in Chinese. 教育会堂周六上午9:00到11:00举行“在中国投资的机遇”研讨会,欢迎各界报名参加。咨询电话021-34521009。 上一页 下一页

  9. Exercises Seminar _______________________________ Saturday, September 21, 2003 From ___________ to __________ In _______________________ For more information, please contact _____________ All are welcome Investment Opportunities in China 9:00 am 11:00 am Education Hall 021-34521009 上一页

  10. Study Objectives • 掌握与客人洽商时英语口语表达 • 掌握一些基本的商务谈判技巧 • 掌握英文询盘信及回信的写法 • 了解祝贺和称赞的礼仪

  11. Tips for Business Negotiation Negotiating is often referred to as an “art ”. While some people may be naturally more skillful as negotiators, everyone can learn to negotiate. As they often say in business, everything is negotiable. However, lack of preparation in a negotiation almost always sets a person up for failure. • First of all, each party must clearly define their own goals and objectives. What can you trade with the other party? Do you have any alternatives that are acceptable to you? • Secondly, each party must anticipate the goals of the opposition. This may require doing some background research.

  12. Effective Meeting Preparation Tips • Thirdly, each party must come up with various alternatives to their main objectives. If you can also work out possible solutions, then it is easier to find an acceptable outcome. • Finally, you should be clear about your “bottom line”, the point at which you can offer no more.

  13. Dialogues & Useful Expressions • Learn Dialogue one and Dialogue two carefully. • Read the dialogues repeatedly and make sure they have no questions in this part. • Go through the part of useful expressions and try to remember them all.

  14. Section 1: A Letter of Enquiry Sample Writing • A letter of enquiry may be used to gather information regarding products or services, prices and operation, etc. • This kind of letters should be short and accurate. Avoid the temptation to add excessive detail and try to maintain a professional tone throughout the letter. Your letter can be fairly short, but it should be long enough to adequately explain what it is that you are inquiring about and what you want the reader to do in response to your letter. • Make sure to include contact information so that the person can easily get in touch with you if necessary, such as your cell or home phone number or email address. Part 1 Part 2 Part 3 Part 4 Part 5

  15. Section 1: Minutes Sample Writing • 询价函可以用来收集信息,如关于产品或服务,价格和运作等。 • 这类信函应该要简短和准确。避免加上过多的细节,而要尽量使整封信保持一种专业的语气。 • 邀请信可以简短,但一定要有足够的长度来阐述你要咨询的内容,以及你期望对方怎样回应你的信。 • 必须要写上你的联系方式,这样对方如果有需要,就可以很容易地与你联系。譬如说留下你的手机号码或家庭电话,或者电子邮箱。 Part 1 Part 2 Part 3 Part 4 Part 5

  16. Sample Writing Sample Dear Sir/Madam, We learn from the Textile Chamber of Commerce that you are producing a range of high-fashion scarves and gloves. We operate a large chain of retail business and are looking for a manufacturer who could supply us with a wide range of scarves and gloves for the teenage market. Would you please send me a copy of your scarves and gloves catalogue with details of your prices and payment terms? We would find it most helpful if you could also supply samples of the various materials from which the goods are made. Yours faithfully Mathew Black Marketing Manager Spencer Retail Group Part 1 Part 2 Part 3 Part 4 Part 5

  17. Section 2: A Reply Letter to the Enquiry Sample Writing It is very important to make a good impression when responding to enquiries from potential customers. • Express your appreciation for the person’s interest. • The best impression will be made by providing the materials or information that the perspective client has asked for. This positive impression will be improved by a well written response. • If appropriate, you might want to include additional information about your organization, the products or services you sell, or the subject matter of the inquiry, beyond the scope of the original inquiry. Part 1 Part 2 Part 3 Part 4 Part 5

  18. Section 2: A Reply Letter to the Enquiry Sample Writing 当回复潜在客户的询盘信时,要给对方留一个好印象是非常重要的。 • 要感谢对方对你公司产品的兴趣。 • 要建立最好的印象,就是提供潜在的客人所要求的材料或信息。这样一个正面的印 象还可以通过一封书写得体的信得以改善。 • 如果合适,也可以附加一些关于你公司的信息,你们的产品或服务,或者就他/她咨询 的问题再进一步说明。 Part 1 Part 2 Part 3 Part 4 Part 5

  19. Sample Writing Sample Dear Mr. Black, We welcome your enquiry of July 8 and thank you for your interest in our scarves and gloves. As requested, a copy of our illustrated catalogue and price list are being sent to you today, with samples of our products. We are also manufacturing a wide range of socks in which we think you might be interested. They are fully illustrated in the catalogue and are of the same high quality as our scarves and gloves. We hope the samples will reach you in good time. If you have any questions please don’t hesitate to contact us. We are looking forward to your order. Yours sincerely Joe Smith, Marketing Manager Meili Garment Manufacturing Ltd. Part 1 Part 2 Part 3 Part 4 Part 5

  20. 1. Listening. Exercises Listen to the following passage carefully and fill in the blanks according to what you hear. Negotiation is the art of arriving at 1 on a subject to the satisfaction of the parties 2 . Negotiation can take place between two people or several people. Negotiations can also happen between different 3 . Business negotiations could involve purchases, sales, loans, contracts or anything regarding business. It is extremely important to 4 a strategy before starting any negotiation. And you should 5 this strategy during the negotiations. a compromise ______________ _________ involved __________________ firms or companies __________ formulate ___________ adhere to Part 1 Part 2 Part 3 Part 4 Part 5

  21. 1. Listening. Exercises Before trying to buy anything you should make a study of the product or service and 6 in the market. You should study the 7 of the product from different 8 . This will give you a very good 9 to negotiate its price. During the negotiation one should be very 10 and never 11 the real position or the maximum price at which he is prepared to buy the product. One should pose as if he is prepared to 12 if the price is not to his satisfaction. ___________ availability __________ its value __________ sources __________ insight ___________ confident _________ reveal _________ walkout Part 1 Part 2 Part 3 Part 4 Part 5

  22. 2. Role play. Exercises You and your customer are in the office to negotiate the terms of the order. You want the customer to pay a 20% deposit immediately and the payment should be in dollars. While the customer wants a discount for bulk purchase and an earlier delivery. Part 1 Part 2 Part 3 Part 4 Part 5

  23. Exercises 3. Interpret the following Chinese expressions and complete the dialogue. A: Good morning. I am Martha Stone of Endless Fun Videos Shop. 1 (我们想订你们的家庭影碟机). B: Good morning, Ms Stone. I am Jessica Lee. 2 (你是从我们目录上下订单吗)? A: Yes, I have the item numbers. The first item is 2389. We’d like 52 copies and 30 copies of Item 8673. 3 (这个数量可以要到批发价吗)? B: I am sorry, Ms. Stone. 4 (恐怕您要订够200张以上才有批发价). ________________________________________. We wish to place an order of your home videos ________________________________? Are you ordering from our catalogue _____________________________________________? Is it possible to have a wholesale price for this amount __________________________________________________________. I’m afraid we couldn’t make it unless you buy more than 200 copies Part 1 Part 2 Part 3 Part 4 Part 5

  24. Exercises ________________________________________________ ______________________________________________________________. 3. Interpret the following Chinese expressions and complete the dialogue. A: Oh, that would be rather expensive. Is there any discount? B: Err, let me see. 5 (如果你购买编号2389超过60 张以上,可以享受10%的价格优惠). 6 (那么单价就变成$19了). A: Ok. So I’ll order 60 copies of Item 2389 and 30 copies of Item 8673. 7 (你可以把我刚才所订的东西的发票传真过来吗)? B: No problem. I’ll fax it to you by the end of the day. Thank for choosing GP Entertainment Company. See you. A: See you. There is a price reduction of 10% on Item 2389 if you buy over 60 copies That brings the net price to $19 Can you fax over an invoice for the items I just ordered Part 1 Part 2 Part 3 Part 4 Part 5

  25. Exercises 4. Practical Writing. Task 1: You work in the Marketing Department in Wal-mart (沃尔玛). Your manager asks you to look for a new toilet rolls supplier for the super market. Write an enquiry letter about the details of the products price, payment terms and delivery. Task 2: According to Task 1, write a reply to the above enquiry. In your letter, you should include the information of the products, price, payment terms and delivery. Part 1 Part 2 Part 3 Part 4 Part 5

  26. 5. Reading Activity. Exercises Please fill in the blanks according to what you have learnt from the passages. 1. When it comes to “negotiation”, some people will . This is because making a deal with someone who is an expert negotiator. _____________ get nervous _____________________________________ the hassles and pressure associated with 2. is the circumstance where both parties can get what they want. When you are at this circumstance, can help design a solution that meets everyone's needs. __________________ A win-win situation creative problem solving _______________________ Part 1 Part 2 Part 3 Part 4 Part 5

  27. 5. Reading Activity. Exercises Please fill in the blanks according to what you have learnt from the passages. 3. The most important negotiating skill is the ability and . The more you know about your customers, you are more likely to learn quality information, information that you can use to and establish a ______________________, to ask the right questions _____________________ listen to the answers ______________ build a rapport ______________________. collaborative environment Part 1 Part 2 Part 3 Part 4 Part 5

  28. 5. Reading Activity. Exercises Please fill in the blanks according to what you have learnt from the passages. 4. take time. You should give them the time they need because when you show you're willing to and that you're interests too, they'll be willing to work with you today and ten years from now. 5. Not all the negotiations end in a win-win situation. Sometimes it's better to but more importantly it is better to _________________ Many negotiations _____________ be patient ________________ invested in their __________ walk away ______________________. be prepared to walk away Part 1 Part 2 Part 3 Part 4 Part 5

  29. Social Etiquette The Etiquette of Giving Compliments in Business Everyone likes to hear nice things about him or herself, regardless of where they are in the world. Giving compliments in business is tricky so it’s important to know how to do it properly. Compliments are easy to give in the work place as long as you don’t comment on someone’s appearance. It’s best to comment on someone’s behaviour, for example, “Great job on that report,” The more specific you can be about a compliment in the workplace, the better. Part 1 Part 2 Part 3 Part 4 Part 5

  30. Social Etiquette The Etiquette of Giving Compliments in Business You don’t want to say “Gee, Joe, you look great today in that suit” or even “Mary, you look terrific in that skirt” as those are inappropriate for the workplace. If you are in senior management, and you give someone a compliment, it encourages them because it makes them feel like they’re worthy. If your workmate gets promoted, it is also a very gracious and respectful act to acknowledge his or her success by sending a hand-written note or a card. However, it’s important to remember that being genuinely interested in other people, and expressing sincere compliments is much more effective in developing rapport with people. Part 1 Part 2 Part 3 Part 4 Part 5

  31. Social Etiquette Group Disccussion Study the following saying carefully and discuss with your partners. What can you learn from it? Can you give any example for it﹖ What is the good result for a negotiation﹖ How can you reach that? —It is unwise to pay too much, but it is worse to pay too little. When you pay too much, you will lose some money. However, when you pay too little, you sometimes lose everything, because the thing you bought was incapable of doing the things it was bought to do. The common law of business balance prohibits paying a little and getting a lot... —By John Ruskin (1819-1900) Part 1 Part 2 Part 3 Part 4 Part 5

  32. Summary & Assignments • Summarize what they have learnt in these periods. • Finish Ex 2 and Ex 4 in groups. • Read the dialogues again and again and get familiar with the sentences in the part of useful expressions. • Preview Unit 9.