BusinessNegotiation商務(wù)英語談判重點BusinessNegotiation商務(wù)英語談判重點BusinessNegotiation商務(wù)英語談判重點資料僅供參考文件編號：2022年4月BusinessNegotiation商務(wù)英語談判重點版本號：A修改號：1頁次：1.0審核：批準(zhǔn):發(fā)布日期：重點：WhatisNegotiation?“Negotiation”means“doingbusiness”oradiscussionaimedatreachinganagreement.Fourmainphasesofnegotiation:Thepreparingphase（預(yù)備階段）Thedebatingphase（爭論階段）Theproposalphase（建議階段）Thebargainingphase（討價還價階段） 或者是Pre-NegotiationFace-to-FaceNegotiation(AttheNegotiationP.1-3)Post-NegotiationWhatisbusinessnegotiation?BusinessNegotiationisakindofdiscussionaimedatreachingabusinessagreementorabusinesscontract.Fourstagesinbusinessnegotiationnon-tasksounding（開局前的試探）task-relatedexchangeofinformation（交換與談判目標(biāo)有關(guān)的信息）persuasion（說服）concessionsandagreements（讓步與同意）3）SomeIssuesthatChineseCorporationsandNegotiatorsNeedtoAddressChinesebusinessmentendtohavebusinessnegotiationsinaratherindirectmanner,asopposedtothedirectmannerofAmericanbusinessmen.Thedecision-makingprocessofChinesecompaniesisgenerallybothslowandtime-consuming.Ontheotherhand,Americancompaniesusuallyoperatewithquickdecisionmadebythetopmanagement.DifferentBusinessCommunicationStylesbetweenChinaandtheUSAManner:DirectManner/IndirectMannerDecision-Making:Quick,Top-Down/Slow,Tine-ConsumingWorkEthic:IndividualOriented/SocialPressureValueResultsmorethanitsProcess/CommunityBelonging,PrioritytoPlanningMerits:Efficiency/EncourageCooperationCompetitioninWorkers/moreHumaneDemerits:FrustratingWorkers/LackofEfficiencyandCompetition4）China’sForeignTradePolicyTheprincipleofChina’sforeigntradeis“equality,mutualbenefitandexchangingwhatonehasforwhatoneneeds”.（平等互利，互通有無）5）AnIntroductiontotheFiveLinksofInternationalBusinessNegotiationEnquiry（詢盤）Offer（發(fā)盤）Counter-Offer（還盤）Acceptance（接受）ConclusionofaContract（締結(jié)合同）Ofcourse,itisnotnecessarytohaveallthefivelinkstakenforeverytransaction.Sometimes,onlyofferandacceptancewilldo.Itisstipulatedinthelawsofsomecountriesthatonlyofferandacceptancearethetworequiredfactors,failureofwhichwillmakenocontract.BriefIntroductiontoIncoterms?2010Incotermsareusedininternationalimport/exportcontracttoshowtheresponsibilityofthebuyersandthesellers.Theydefinewhoisresponsiblefor“freight”or“carriage”(transportation),insuranceagainstrisks,“duty”(tariff)and“clearance”(importandexportdocumentation).Theword“INCOTERMS”isshortforInternationalRulesfortheInterpretationofTradeTerms,andmostfrequentlyusedininternationalsalestransactions.ThelatestversionisINCOTERMS?2010,whichalreadybecameeffectiveonJan.1st2011.Previousversions,includingINCOTERMS2000,arenowoutdatedThe?signmeansaregisteredtrademark,itbecameanecessarypartofIncoterms?2010InternationalTenderorBid國際性招投標(biāo)ConceptsRelatedTenderorBidonp.147Tender投標(biāo)(BritishEnglish)Bid投標(biāo)(AmericanEnglish)submitatender/bid（submissionoftender/bid）投標(biāo)Tendererorbidder投標(biāo)者Winningbidder/successfultenderer中標(biāo)者Toinvitetender/bid招標(biāo)Invitationfor(to)tender/Bids招標(biāo)Tenderee/thebidinvitingparty招標(biāo)人/招標(biāo)方Generallyspeaking,peopleoftenusingtendering/biddingtorefertoinvitetender/bidandtender/bid.Tendering/Bidding招投標(biāo)Internationaltendering/internationalbidding國際招投標(biāo)SubmissionofTender(投標(biāo))Tenders’/Bidders’behaviorstodelivertheirbid/tendersformstothetendereeaccordingtotheconditionsoftheTendernoticewithinthespecifiedperiodoftime.投標(biāo)人根據(jù)招標(biāo)公告或招標(biāo)單規(guī)定的條件，在指定的時間內(nèi)向招標(biāo)人遞盤的行為。Legally,thetender/bidisanoffer,whichisequivalenttotheofferininternationaltradenegotiation.在法律上投標(biāo)屬于要約，相當(dāng)于國際貿(mào)易談判中的發(fā)盤。GeneralProceduresofBidding招標(biāo)基本程序PreparationofBiddingDocuments編制招標(biāo)文件或標(biāo)書PublicizingtheInvitationforBids發(fā)布招標(biāo)邀請書PreparationofBids編制投標(biāo)書SubmissionofBids遞送投標(biāo)書OpeningandEvaluationofBids開標(biāo)與評標(biāo)Award決標(biāo)8）DefinitionofInternationalInvestment國際投資的定義Theinternationalinvestmentisaformofthecross-borderflowsofInternationalMonetaryCapitalandInternationalIndustrialCapital.Itisakindofeconomicactivitiestoinvestthemonetarycapitalfromacountryorregiontoanothercountryorregioninordertorealizethevalueincrement.國際投資是國際貨幣資本及國際產(chǎn)業(yè)資本跨國流動的一種形式，是將資本從一個國家或地區(qū)投向另一國家或地區(qū)以實現(xiàn)價值增值的經(jīng)濟(jì)活動。國際投資可以看成一般投資在國際上的擴展。它既具有一般投資的特征，又有其國際性的特殊性。InternationalDirectInvestmentandInternationalIndirectInvestment按照投資主體是否擁有對海外企業(yè)的實際經(jīng)營管理權(quán)，分為:1)InternationalDirectInvestment(國際直接投資)國際直接投資，又稱為對外直接投資（FDI）、境外直接投資、外國直接投資或海外直接投資，指投資者到國外直接開辦工礦企業(yè)或經(jīng)營其他企業(yè)，即將其資本直接投放到生產(chǎn)經(jīng)營中以獲取長期利益的經(jīng)濟(jì)活動，其特征在于:投資者能夠?qū)ζ髽I(yè)的經(jīng)營管理擁有有效的控制。國際直接投資包括綠地投資、購買國外企業(yè)的股票并達(dá)到控股水平、利用以前國際直接投資的利潤在海外再投資三種形式。2)InternationalIndirectInvestment(國際間接投資)國際間接投資主要是指國際證券投資以及以提供國際中長期信貸、經(jīng)濟(jì)開發(fā)援助等形式的資本外投活動，是一種僅以獲取資本增值或?qū)嵤ν庠c開發(fā)為目的的跨國投資。包括國際證券投資和國際信貸投資兩種形式。二者的本質(zhì)區(qū)別：進(jìn)行國際直接投資的核心目標(biāo)是獲得到對投資企業(yè)的直接控制權(quán)，而進(jìn)行國際間接投資的主要目的在于獲取投資收入或資本利潤。ForeignDirectInvestment(FDI)DefinitionofForeignDirectInvestmentForeigndirectinvestment(FDI)isdirectinvestmentbyacomp