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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,实训工程五,商务谈判,实训方法,能力要求,实训目标,每三至四个人为一组，将班级学生分成假设干组，采用互动讨论、情境交流、角色扮演等方式完本钱章节实训任务。,1,、能够熟练掌握谈判用语。,2,、能够进行简单的谈判，谈判双方能达成一致意见。,掌握商务谈判本卷须知和常用表达方式，能够就价格、支付方式和交货期进行谈判。,一、商务谈判的本卷须知,To most salespeople and business owners it is important to learn how to negotiate more effectively.Here are five strategies that will help them improve their negotiation skills and drive more dollars to their bottom line:,1)Learn to flinch.,2)Recognize that people often ask for more than they expect to get.,3)The person with the most information usually does better.,4)Practice at every opportunity.,5)Maintain their walk away power.,第一节 知识稳固,二、谈判常用表达方式,Opening the Negotiations,On behalf of.I would like to welcome you to.,Its my pleasure to welcome you to.,Suggesting a procedure:,I would like now to begin by suggesting thefollowing procedure(agenda).,To start with,I think we should establish theoverall procedure.,As our first order of business,can weagree on aprocedure?,Checking for agreement:,Does that fit in with your objectives?,Is that compatible with what you wouldlike tosee?,Does that seem acceptable to you?,Is there anything youd like to change?,Is this okay with you?,第一节 知识稳固,Giving the discussion leadership to a colleague:,I will now hand you over to Mr.Brown,who is.,I will now hand the floor over to Mr.Adams,whois.,Now let me hand the meeting over to my colleague,Ms.Jones,who.,Reviewing the previous session:,At our last meeting,we discussed.,Perhaps you will recall that during our lastdiscussion,we decided that.,Moving on to the next point:,Could we now move on to the next subject,which is.,Lets go on to the next subject,shall we?,Putting forward future possibilities:,We foresee.,We envisage.,We see.,第一节 知识稳固,Seeking clarification:,Could you clarify one point for me?,Im not sure I fully understand your point.,What exactly do you mean by.?,Could you be more specific?,Defining a proposal more specifically:,It involves.,It covers.,It includes.,It leaves out.,Reassuring:,Let me reassure you that.,I can promise you that.,Have no doubts that we will.,第一节 知识稳固,Asking why:,Why would you want to.?,What would you do with.?,What is the reason for wanting to.?,Asking why not:,Why couldnt you.,What would be wrong with doing this?,Why would you object to.?,Summarizing positions up to this point:,Can we summarize your position up to this point?,Would you care to summarize your position up this point?,Confirming a negotiating position:,Is that an accurate summary of where you stand?,Would you say that is a fair representation of your position?,第一节 知识稳固,Probing/looking for options:,Just for the sake of argument,what if.,Can I ask a hypothetical question?Suppose that.,Signaling the start of bargaining:,Weve looked at what you have proposed,and we are ready to respond.,After serious consideration,we are prepared to respond to your proposal.,Responding to a proposal:,Regarding your proposal,our position is.,Our basic position is.,As far as your proposal is concerned,we thinkthat,Making and qualifying concessions:,We would be willing to.,provided,of course,that.,Wed be prepared to.However,there would be one condition.,第一节 知识稳固,Making counter proposals:,May we offer an alternative?We propose that.,Wed like to make an alternative proposal.We propose that.,From where we stand,a better solution might be.,Identifying obstacles:,The main obstacle to progress at the momentseems to be.,The main thing that bothers us is.,One big problem we have is.,Analyzing an obstacle:,What exactly is the underlying problem here?,Lets take a closer look at this problem.,I would like to analyze this situation and get to the bottom of the problem.,Asking for concessions:,In return for this,would you be willing to.?,We feel there has to be a trade-off here.,第一节 知识稳固,Declining an offer:,Im afraid your offer doesnt go far enough.,Unfortunately,we must decline your offer for the following,reason(s,).,Im sorry,but we must respectfully decline your offer.,Checking:,Lets just confirm the details,then.,Lets make sure we agree on these figures(dates/etc.).,Can we check these points one last time?,Delaying:,We would have to study this.Can we get back to you on this later?,Well have to consult with our colleagues back in the office.Wed like to get back to you on it.,Accepting:,We are happy to accept this agreement.,This agreement is acceptable to us.,I believe we have an agreement.,第一节 知识稳固,商务谈判之前要做好充足的准备工作，请把下面有关谈判前准备工作的对话中经理的对话局部翻译成英语。,Manager:_.露西，为了万无一失，我想再检查一下星期四的谈判会议的日程表。,Lucy:Ok.,Manager:_.已经把会议的议程表通知到了每个出席人手里了吗？.,Lucy:Yes,Im sure that everyone has been informed.,Manager:_.很好，我们不希望有任何大过失。,Lucy:I see,I will never let go a mistake which may hurt our benefit.,Manager:_.你说得一点都没错。史密斯先生很注重细节，所以我们连小地方也要特别注意。对了，所有的视听器材都准备好了吗？,Lucy:Yes.There was something wrong with the screen but it has been repaired.,Manager:_.你最好再仔细检查，确定一切都没问题。,第二节 实际运用,任务一,Suggested answer for task 1,Manager:Lucy,Id like to go through the agenda for Thursday again,just to make s
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