经贸英语Unit3.pptx

经贸英语经贸英语经经 贸贸 英英 语语E EN NG GL LI IS SH H F FO OR R C CA AR RE EE ER RS S新职业英语经贸英语经贸英语Warming-upReading AListening4123Reading B5Writing6Project7Vocabulary and StructureUnit 3 Business Negotiation108Speaking经贸英语经贸英语Warming-upUnit 3 Business NegotiationTask 1 The following jeans picture is a sample for whole sales advertised in China Daily.Discuss with your partner what you will enquire of the seller when you plan to import them.A price listSpecificationSamples Shipment Quantity Terms of payment经贸英语经贸英语Warming-upHomeUnit 3 Business NegotiationTask 2 Discuss with your classmates to find out what steps might be taken to reach a deal on importing the jeans above.Then,fill in the following boxes and explain why.Reading an advertisement for jeansSending a quotation of the jeans and samplesConfirming what they have agreedAsking for detailed information of the jeansNegotiating about what they differ in经贸英语经贸英语HomeReading ATextTask 1Task 2Task 3Task 4Background InformationUnit 3 Business Negotiation经贸英语经贸英语Reading ABackground Information As a key part in international trade,business negotiation refers to the process in which a seller and a buyer negotiate the terms and conditions on trading specified products,and finally reach an agreement.It can be done orally or in writing.Normally,it comes when the company finishes its business background check on its potential business partner.The generalprocedure of business negotiation is enquiry,offer,counter-offer,and acceptance.But it should be noted that in practice not all business negotiations go through the four phases.Unit 3 Business NegotiationBack经贸英语经贸英语经贸英语经贸英语 翻译Offers can be classified into two types:firm offers and non-firm offers.A firm offer is usually a sellers promise to sell specified goods or services at specified prices,and valid for a specified period,with packing,payment,etc.described clearly.Once the firm offer is accepted by the buyer within the validity,the seller is not permitted to revise or withdraw his/her offer and is obliged to enter into a contract with the buyer.In contrast,a non-firm offer is actually an offer without engagement which often contains reservation clauses like“We make you an offer subject to our final confirmation.”Next step is“counter-offer”.When an offer reaches the offeree,he/she may reject it and end the negotiation if he/she finds it impossible to reach an agreement.But usually he/she will carefully study the offer,and renew the received offer by altering or adding some terms and conditions.In such a case,the reply to the offer is called“counter-offer”.Unit 3 Business NegotiationReading A经贸英语经贸英语 报盘可以分为两大类：实盘和虚盘。实盘通常是指卖方以报盘可以分为两大类：实盘和虚盘。实盘通常是指卖方以指定的价格、有效期、包装、付款等内容销售某种商品或服务指定的价格、有效期、包装、付款等内容销售某种商品或服务的承诺。实盘一旦在有效期内被买方接受，卖方就不准修改或的承诺。实盘一旦在有效期内被买方接受，卖方就不准修改或者撤回其报盘，并有义务与买方签署合同。相比之下，虚盘实者撤回其报盘，并有义务与买方签署合同。相比之下，虚盘实际上是一个没有约言的报盘，它经常包括诸如这样的保留条款：际上是一个没有约言的报盘，它经常包括诸如这样的保留条款：“此发盘须经我方最终确认。此发盘须经我方最终确认。”下一步是下一步是“还盘还盘”。当报盘送达受盘人，如果发现不可能。当报盘送达受盘人，如果发现不可能达成一致，他达成一致，他/她可能会拒绝，从而终止谈判。但是通常他她可能会拒绝，从而终止谈判。但是通常他/她她会仔细研究报盘，修改或添加一些条款和条件。在这种情况下，会仔细研究报盘，修改或添加一些条款和条件。在这种情况下，对报盘的回复称作对报盘的回复称作“还盘还盘”。Unit 3 Business NegotiationReading ANext 经贸英语经贸英语 翻译A counter-offer functions as both a rejection to the original offer and a new offer by the buyer.Consequently,the former offeror now becomes an offeree,and the former offeree turns to be an offeror.Normally,such exchanges might go through several rounds before a contract is signed.Last,well discuss“acceptance”.When an offer arrives,the offeree might agree on all terms contained in the offer unconditionally,and an agreement will be reached between the two parties.In such a case,the reply to an offer is known as“acceptance”.Here,it should be noted that the word“offer”refers to both the original offer and the counter-offer in several rounds of negotiations.Unit 3 Business NegotiationReading A经贸英语经贸英语 Back 还盘的作用既是对原始报盘的拒绝，又是买方提出的新报还盘的作用既是对原始报盘的拒绝，又是买方提出的新报盘。因此，以前的发盘人现在变成了受盘人，而以前的受盘人盘。因此，以前的发盘人现在变成了受盘人，而以前的受盘人变成了发盘人。通常，在最终签署合同之前，这种相互之间的变成了发盘人。通常，在最终签署合同之前，这种相互之间的交流可能要经历几个来回。交流可能要经历几个来回。最后，我们将谈谈最后，我们将谈谈“接受接受”。当报盘到达受盘人后，他可。当报盘到达受盘人后，他可能无条件地接受报盘中的所有条款。这样，双方就达成了一致。能无条件地接受报盘中的所有条款。这样，双方就达成了一致。在这种情况下，对报盘的回复被称作在这种情况下，对报盘的回复被称作“接受接受”。这里需要指出。这里需要指出的是，的是，“报盘报盘”这个词这里既指原始的报盘，也指谈判回合中这个词这里既指原始的报盘，也指谈判回合中的还盘。的还盘。Unit 3 Business NegotiationReading A经贸英语经贸英语involveHis reform involves the reorganization of several ministries in the government.v.to include or affect someone or somethingUnit 3 Business NegotiationReading A Back经贸英语经贸英语go throughYou have to go through several rounds of interviews before such a big company recruits you.to experience a particular processUnit 3 Business NegotiationReading A经贸英语经贸英语ListeningUnit 3 Business NegotiationLiu:Wonderful!Have you got the price list?Mr.Smith:Yes,but Im wondering whether you can give a on our initial order.Liu:Well,it depends on the size of your order.Ill give you our policy on discount in the quotation letter.specialdiscount经贸英语经贸英语ScriptLiu:Hello!Sunlight Bicycle Company.Mr.Smith:Hi,could I speak to Liu Heng in Sales Department?Liu:Speaking!Mr.Smith:This is Tom Smith,Purchasing Manager of Chicago Sports Import and Export.We met at Chinese Export Commodities Fair about one month ago.Liu:Oh,glad to receive your call.What can I do for you?Mr.Smith:Having seen your exhibits at the fair,Id like to tell that we have great interest in your latest model Bike TGBI and Bike TGGI.Liu:Wonderful!Have you got the price list?Mr.Smith:Yes,but Im wondering whether you can give a special discount on our initial order.Liu:Well,it depends on the size of your order.Ill give you our policy on discount in thequotation letter.Mr.Smith:Thank you.Ill call you later when receiving your latest quotation.Bye!Liu:Bye.Back经贸英语经贸英语ListeningUnit 3 Business NegotiationTask 3 Mr.Clark,a purchasing manager of an Australian company,is negotiating with Miss Yang who works for a major supplier of household appliances in China.Listen to the conversation and answer the following questions.声音1.How does the report impress Alice at her first sight?2.What does Miss Yang say to show that shed like to discuss about the offer?In Miss Yangs company.She said,“Sure.I appreciate your straightforwardness”.Next 经贸英语经贸英语3.How much higher is the price of T-2009 Model than that of other similar products according to Mr.Clark?4.How many refrigerators does Mr.Clarks company plan to buy?5.Does Mr.Clark accept the newest offer?And why?4%.500.Unlikely.He thinks its too high and said,“Im afraid Ill choose other suppliers”经贸英语经贸英语ScriptBackYang:Hello,Mr.Clark.Welcome to our company!Mr.Clark:Thanks.Its my great honor to be here.Shall we discuss your offer sent to me two days ago right now?Yang:Sure.I appreciate your straightforwardness.Mr.Clark:The refrigerator T-2009 is still expensive compared with the similar products from other suppliers.Your price is about 4%higher.Yang:Really?But the T-2009 has taken advantage of the latest technology.Im quite sure its the most energy-efficient and the least noisy one.It is the newest model for the coming season.Mr.Clark:Of course,its new.So we risk buying 500 pieces for trial sale,but your price will leave little profit for me.Yang:I assure you there will be a great demand in your market,and if you can order more than 1,500 pieces,well give you a 1.5%discount.Mr.Clark:Only 1.5%?Im afraid Ill choose other suppliers.经贸英语经贸英语ListeningUnit 3 Business NegotiationTask 4 After reading the quotation of Karl&King Electrical Appliance Co.,Jack Smith is phoning sales woman Anna.Listen to the conversation and decide whether the following statements are true(T)or false(F).声音 1.Universal Electrical Appliance Import&Export Co.sells electrical hair dryer.2.Generally,each set of HD-1500B is$60 on CFR Vancouver basis.3.The discount depends on the quality and time of shipment.4.Jack wants 400 sets of electrical hair dryer HD-1500B.5.Jack orders two models of hair dryer from Anna.6.The offered price of hair straightener JO-074 is still very expensive.7.Jack wants to have 3%discount altogether.8.They finally reach an agreement on the price.FFFTTFFT经贸英语经贸英语ScriptBackAnna:Karl&King Electrical Appliance Co.Can I help you?Jack:This is Jack Smith,Purchasing Manager of Universal Electrical Appliance Import&Export Co.Ive just browsed your companys online quotation and Im interested in your electrical hairdryer.Anna:Great!Which model?Jack:HD-1500B.Please quote us your lowest price on CIF Vancouver basis.Anna:The price is$60 per set.But it depends on the quantity and the time of shipment.Jack:We would like to have 200 sets in red and blue respectively before July 30th.So could you give me a discount of 5%?Anna:Frankly speaking,your order is not large enough.But if you order our other products,well consider giving you a special discount.Jack:Good.We also intend to place an order for 500 sets of hair straightener JO-074.Anna:Our quotation for that model is$30.As youve ordered both hair straighteners and hairdryers,we can give you a special discount of 2.5%altogether.Jack:Only 2.5%?But we expect more.How about 4%?Anna:The two models you want are the latest models and their quality is the best among similar products on the market.So we can give you 3%at most.Jack:OK,done!经贸英语经贸英语ListeningUnit 3 Business NegotiationTask 5 Mr.Zhu,Sales Manger of a company in Guangdong,is talking with his customer Ellen Rice,an American importer,on the phone.Listen to the conversation and fill in the blanks with what you hear.声音Mrs.Rices note book Interested Products:1 Supplier:2 Quantity:3 Agreed Discount:4 Payment:5 Washing machine WSB and WSTLiangxing Corporation500 sets for each model2%30%by T/T in advance and the rest by irrevocable L/C at sight经贸英语经贸英语ScriptBackMr.Zhu:Lianxing Corporation.What can I do for you?Mrs.Rice:Hello,this is Ellen Rice.I sent you an enquiry for a price list of your washingmachines a week ago.Mr.Zhu:I remember that.I quoted you our latest price list two days ago.So,which model do you have interest in?Mrs.Rice:Im impressed with WSB and WST and planning to place an order of 500 sets for each model.Can you give us a special discount,say,3%?Mr.Zhu:3%is too high.But it depends on shipment time and the way of payment.Mrs.Rice:We prefer the washing machines will arrive in New York before July 30th.Asto the payment,we can give 30%by T/T in advance and the rest will be paid by irrevocable L/C at sight.Mr.Zhu:In that case,we can give at most 2%discount.We do this only to show we will continue to do business with you in the future.Mrs.Rice:2%is OK.Ill send you an order later by fax.经贸英语经贸英语HomeTask 1Task 2Task 3Task 4Unit 3 Business NegotiationSpeaking经贸英语经贸英语SpeakingUnit 3 Business NegotiationTask 1 Make sentences by choosing relevant information in each box.Back经贸英语经贸英语SpeakingUnit 3 Business NegotiationTask 2 Work in pairs.Practice making short conversations with the words provided according to the example below.Next 经贸英语经贸英语Unit 3 Business NegotiationSpeakingBack经贸英语经贸英语SpeakingUnit 3 Business NegotiationTask 3 Work in pairs.Practice making a conversation with the help of the instruction Below.Purchasing Manager of Bluesky Industrial Company Introduce yourself properly.Indicate what parts of the offer are unacceptable to you and need to be modified.Provide solutions for solving the disagreement.Reach a compromise.Sales Manager of Huaxia Company Show your pity on the differences.State your reasons for your original offer and indicate how far you can give up to reach a deal.Show your excitement when reaching a compromise.Next 经贸英语经贸英语Unit 3 Business NegotiationSpeakingBack经贸英语经贸英语SpeakingUnit 3 Business NegotiationTask 4 Situational Practice.Make conversations with your partner according to the following situations.1.A purchasing manager of an X-ray company f rom I reland intends to place an order for 15 tons of pineapple if the price is competitive.You are to offer your companys best price and tell him your companys policy on discount:If the quantity exceeds 20 tons,youll give 2%discount.After several rounds of argument,you and the purchasing manager reach a deal.2.After receiving the offer from an American company for sports wear,you are to telephone their sales manager and tell him/her that their price is still higher than other suppliers.You argue with him/her and finally get 1.5%discount for the initial purchase.3.A British businessman phones you to enquire the tea price and you offer him your rocketbottom price.Unfortunately,the gap between his expectation and your offer is too wide and he decides to find other suppliers.Next 经贸英语经贸英语Unit 3 Business NegotiationSpeakingBack经贸英语经贸英语HomeTextTask 1Task 2Task 3Reading BUnit 3 Business Negotiation经贸英语经贸英语Unit 3 Business NegotiationReading B Rocky Mountain Co.is a big company located in San Francisco,whose business covers buying and selling clothes,toys,etc.Now,it is seeking an alternative supplier of jeans in China and sends an enquiry to Win-win Clothing Factory that is located in Qingdao,China.The following is the correspondence between them.落基山公司是一家坐落于旧金山的大型公司，其业务涉落基山公司是一家坐落于旧金山的大型公司，其业务涉及衣服、玩具等的买卖。目前，它正在中国寻求一家牛仔裤及衣服、玩具等的买卖。目前，它正在中国寻求一家牛仔裤替代供应商。它向位于中国青岛的双赢服装厂发去了询盘。替代供应商。它向位于中国青岛的双赢服装厂发去了询盘。下面就是它们之间的信件往来。下面就是它们之间的信件往来。Next 经贸英语经贸英语Unit 3 Business NegotiationReading BDear Mr.Smith,Thanks for your enquiry of February 5th,2009.We are glad to know your interest in the jeans we produce.Our company is the second largest manufacturer in China with favorable comments from home and abroad.The jeans you enquired about are specially designed for the Americans and in rising demand.We wish to inform you that the samples you asked for in your last letter have been sent to you by EMS and we expect your favorable feedbacks.Your terms of payment by L/C are acceptable to us.To make sure the shipment of the jeans on time,please ensure that the L/C reaches us at least 60 days before the time of shipment.For the quantities you mentioned,we are pleased to quote as follows:经贸英语经贸英语史密斯先生：史密斯先生：非常感谢您非常感谢您2009 2009 年年2 2 月月5 5 日的询盘。我们非常高兴地获悉日的询盘。我们非常高兴地获悉您对我们生产的牛仔裤感兴趣。我公司是中国第二大生产商，您对我们生产的牛仔裤感兴趣。我公司是中国第二大生产商，产品倍受国内外好评。您所询问的牛仔裤是专门为美国人体型产品倍受国内外好评。您所询问的牛仔裤是专门为美国人体型所设计的，需求量持续增长。所设计的，需求量持续增长。我们希望告知您，您在上封信中要求的样品已经通过特快我们希望告知您，您在上封信中要求的样品已经通过特快专递发送给您，期待着您的好评。专递发送给您，期待着您的好评。我公司接受贵方提出的信用证付款方式。为确保牛仔裤及我公司接受贵方提出的信用证付款方式。为确保牛仔裤及时发运，请确保信用证至少在发运前时发运，请确保信用证至少在发运前60 60 天开到我方。天开到我方。我们非常高兴地根据您提到的需求量报价如下：我们非常高兴地根据您提到的需求量报价如下：Next 经贸英语经贸英语Unit 3 Business NegotiationReading BIf you want to have any further information,please contact us by telephone.Our phone number is 0532-8888xxxx.We are looking forward to receiving your order.Yours sincerely,Zheng ZhiSales Manager经贸英语经贸英语 如果您想要获知其他信息，请通过电话联系我们。我如果您想要获知其他信息，请通过电话联系我们。我公司电话号码是公司电话号码是0086-0532-8888xxxx0086-0532-8888xxxx。盼望早日收到贵公司订单。盼望早日收到贵公司订单。销售经理销售经理郑智郑智（谨上）谨上）Next 经贸英语经贸英语Unit 3 Business NegotiationReading B经贸英语经贸英语郑先生：郑先生：非常感谢您给我公司发来的男款牛仔裤样品。非常感谢您给我公司发来的男款牛仔裤样品。我们非常欣赏贵公司牛仔裤的质量和款式。但是，在仔细研究您的报我们非常欣赏贵公司牛仔裤的质量和款式。但是，在仔细研究您的报价和目前市场后，我们发现您的价格似乎偏高。如果接受贵公司的报价，价和目前市场后，我们发现您的价格似乎偏高。如果接受贵公司的报价，我们将几乎没