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单击此处编辑母版标题样式,单击此处编辑母版文本样式,第二级,第三级,第四级,第五级,*,*,单击此处编辑母版标题样式,单击此处编辑母版文本样式,第二级,第三级,第四级,第五级,*,*,Chapter Four,Business Negotiation,商务谈判,Part I Background Reading,Negotiation is something that we do all the time and is not only used for business purposes.Negotiation is usually considered as a compromise to settle an argument or issue to benefit ourselves as much as possible.,If your reason for negotiation is seen as“beating the opposition,it is known as“distributive negotiation.This way,you must be prepared to use persuasive tactics and you may not end up with maximum benefit.,Should you feel your negotiation is much more“friendly with both parties aiming to reach agreement,it is known as“integrative negotiation.This way usually brings an outcome where you will both benefit highly.,Before you decide to negotiate,it is a good idea to prepare.Set out your objectives.You have to take into account how it will benefit the other party by offering some sort of reward or incentives.Know your extremes:how much extra can you afford to give to settle an agreement?Although you are not aiming to give out the maximum,it is worth knowing so that you will not go out of your limits.Know what your opposition is trying to achieve by their negotiation.This is useful information that could be used to your benefit and may well be used to reach a final agreement.Consider what is valuable to your business,not the costs.,It is important that you approach the other party directly to make an appointment to negotiate,as this will allow you to set the agenda in advance,and improve the prospects of the other party preparing sufficiently enough to make a decision on the day.Try to be fairly open about your reason for contact or they may lose interest instantly and not follow up the appointment.Save all your comments for the actual appointmentdont give away anything that will give them a chance to prepare too thoroughly.So,its time to negotiate and youve prepared well.What else must you have?Two things:confidence and power.Your power will come from your ability to influence.,It is always important that you keep the negotiation in your control.When negotiating,aim as high as you feel necessary in order to gain the best deal for yourself.Make sure that you remain flexible throughout the negotiation in case the opposition decides to change the direction of the agreement.This is where your preparation comes to good use:knowing your limits and the other partys needs.If youre a quick thinker,then youve got an advantage.Youll need to turn it around quickly if things start to against you without putting your objectives at risk.Confidence comes from knowing your business,your product,what its worth,and being able to communicate this well to the other party:these people are almost impossible to get the better of,as some of you will know only too well.,Part II Interpretation Lead-in,A.,重点词汇,Vocabulary Preview,发货日期,delivery date,市场份额,market share,制造利润,profitability,互相依赖,interdependence,共同看法,consensus,合资合作协议,joint cooperative agreements,询盘,enquiry/inquiry,报盘,offer,还盘,counter offer,订单,indent/order,规格,specifications,净重,net weight,毛重gross weight,本钱价格cost price,优惠价格favorable price,零售价retail price,批发价wholesale price,来料加工process supplied materials,专营权exclusive right,独家代理sole/exclusive agency/agent,投标submission of tender,招标invitation of tender,汇率 rate of exchange,运费freight,保险费 premium,卸货费landing charges/discharging free,关税 customs duty,印花税 stamp duty,付款交单 (D/P)document against payment,离岸价船上交货价 (FOB)free on board,本钱加运费价离岸加运费价 (C&F)cost and freight,到岸价本钱加运费、保险费价(CIF)cost,insurance and freight,票汇 (D/Ddemand draft,电汇 (T/T)telegraphic transfer,预先付款 advance payment,现金结算 cash settlement,自动转账支付 auto-pay,自动转账收款 automatic credit transfer,有效期限 time of validity,装运 make shipment,长期合同 long-term contract,装运期限 time of shipment,收货人 consignee,提货 to take delivery of goods,说服 convince,习惯做法 usual practice,购货合同 purchase contract,销售合同 sales contract,(效劳)公司 service(s),(轮船、航空、航运等)公司 line(s),公司，代理行 agency,百货公司 store(s),(联合)公司 associates,双赢谈判,win-win negotiation,以,价钱,at a price,担负，对,负责,be responsible for,让步，妥协,make a concession,向,投诉,appeal to,达成协议,reach an agreement,遵守，信守,abide by,B.句子精炼 Sentence in Focus,1.您可以给我目录和价格表吗？,Would you please leave your catalogue and price list?,2.假设你方价格合理，我们可以向你方大量订货。,If your prices are reasonable,we may place a large order.,3.我们想了解贵公司在这方面的供货能力以及销售条件。,Wed like to know what you can offer in this line as well as your conditions of sale of this line.,4.如果没有双方的长期合作关系，我们不大可能以这样的价格给你方报盘。,If it were not for the long-standing relationship between us,we would hardly be willing to make you a firm offer at this price.,5.顺便说一下，由于对地毯的询盘日益增加，你最好及早决定订货。,By the way,inquiries for carpets are getting more numerous.Youd better place your order as soon as possible.,6.你方的支付条款是什么？,What about your terms of payment?,7.我方希望你方认真考虑商业信誉并立即开出信用证，否那么，由此造成的一切损失将由你方承担。,We hope that you will take your commercial reputation into account seriously and open the L/C at once,otherwise you will be r
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