NEGOTIATINGPRICE

UnitContentsofOralBusinessEnglish(I)DetailedItems1LookingforaJob(I)JobAdvertisementsCoverletter&ResumeJobInterview2ComingtoaNewCompany(I)ReportingforworkTalkingaboutRulesofCompanyTalkingaboutOrganizationalStructureTalkingaboutResponsibilitiesofJobPositionsTouringtheOfficeBuilding3OfficeRoutines(I)TelephoneCommunicatuionBusinessMeetingBooking4Price(II)NegotiatingthePrice5ModesofPayment(II)6SalesPromotion(II)7Shipment&Packaging(II)8SigningaContract(II)9CustomerService(II)............

Unit4

NEGOTIATING

PRICE

Unit4PriceNegotiation

LearningObjectivesLearningaboutBusinessNegotiationLearningabout

TermsinpricenegotiationUnderstandingproceduresinpricenegotiationLearningtotalkaboutpriceadjustments,discounts,andconcessions

BusinessNegotiationⅠDefinitionofBusinessNegotiation

Businessnegotiation,isdefinedasnegotiationdealingwithbusinessaffairs.Itarrangesthesettlementoftermsandconditionsoftrade（貿(mào)易條件和條款）bydiscussions.Itmayfinallyleadtoagreementthroughnegotiationsandcompromise.Itincludesconsultation（磋商）,bargaining（討價(jià)還價(jià)）,mediation（調(diào)解）,arbitration（仲裁）andsometimes,evenlitigation（訴訟）.

Ⅰ商務(wù)談判的定義

從現(xiàn)代意義上講，商務(wù)談判可以被定義為處理商務(wù)事物的談判，以討論協(xié)商方式來(lái)確定貿(mào)易中的各項(xiàng)條件和條款，并最終達(dá)成一致。它其中包括磋商、討價(jià)還價(jià)、調(diào)解、仲裁，有時(shí)甚至訴訟。ⅡFunctionofBusinessNegotiation

Businessnegotiationistreatedasanintegralpartofthetotalinternationalbusinessactivity.Businessnegotiationisatooltoachievethegeneralcommercialinterestsofthepartiesinvolved.ⅢTheCharacteristicsofBusiness

Negotiation3.

Negotiationisaverytryingprocesswith

confrontation（對(duì)抗）andconcession（讓步）.2.There’snosuchthingas“takeitorleaveit”ininternationalbusiness.Everythingisnegotiable.Italldependsontheexpertiseofthenegotiators.Negotiationisattheheartofeverytransactionand,forthemostpart,itcomesdowntotheinteractionbetweentwosideswithacommongoal—profits.ⅤTheMainContentsof

BusinessNegotiation

＊price(價(jià)格)

＊quality(質(zhì)量)＊termsofpayment(付款條件)＊packingandshipping(包裝和裝運(yùn))＊insurance(保險(xiǎn))＊agency(代理)＊complaints,disputesandclaims

(投訴、爭(zhēng)議、索賠)＊arbitration(仲裁)＊processingandassemblingtrade

(加工與裝配貿(mào)易)＊compensationtrade(貿(mào)易補(bǔ)償)＊technologyimportation(技術(shù)引進(jìn)) Procedures

ofPriceNegotiation

?Enquiry/Inquiry（詢盤）

?Offer（報(bào)盤）

?Counter-offer（還盤）

?Acceptance（接受）

?Order（訂貨）Enquiry/Inquiry

2typesofenquiry1.generalenquiry

(generalinformation)

acatalogue

apricelist/quotationsheets

asample2.specificenquirynameofthecommoditythespecifications(規(guī)格）thequantityunitpriceFOBorCIF（單價(jià)）

packaging(包裝）shipment(裝運(yùn)）theterms&methodsofpayment

（付款條款和方式）PriceTerms---FOB&CIFFOB:FREEONBOARD

離岸價(jià)裝運(yùn)港船上交貨是指賣方必須在合同規(guī)定的裝運(yùn)期內(nèi)在指定裝運(yùn)港將貨物交至買方指定的船上，并負(fù)擔(dān)貨物越過(guò)船舷為止的一切費(fèi)用和貨物滅失或損壞的風(fēng)險(xiǎn)。

CIF:COST,

INSURANCEANDFREIGHT

到岸價(jià)成本加保險(xiǎn)費(fèi)、運(yùn)費(fèi)是指賣方必須在合同規(guī)定的裝運(yùn)期內(nèi)在裝運(yùn)港將貨物交至運(yùn)往指定目的港的船上，負(fù)擔(dān)貨物越過(guò)船舷為止的一切費(fèi)用和貨物滅失或損壞的風(fēng)險(xiǎn)，并負(fù)責(zé)辦理貨運(yùn)保險(xiǎn)，支付保險(xiǎn)費(fèi)，以及負(fù)責(zé)租船或訂艙，支付從裝運(yùn)港到目的港的運(yùn)費(fèi)。PriceTerms---FOB&CIF

(I)A:Thepriceofthisproductis$950perset.B:DoyouquoteCIForFOB?A:OurpriceisonCIFbasis.

(II)A:What’sthebasisofyouroffer,CIForFOB?Youknow,I’d

liketohaveyourlowestquotationCIFShanghai(上海到岸價(jià)）.B:Waitaminute.Iwillhaveitworkedoutverysoon…..

ThepriceforCOMPAQ1200is$900persetCIFShanghai.A:Oursizeoforderis1000sets.ThedateofdeliveryisJuly.

Bytheway,Howlongdoesyourcurrentofferremianvalid?B:Ourofferisfirmofferandremainsopenfor3days.Hereis

the

quotationsheet….

TermsofPayment

3categories:Remittance匯付Collection托收Letterofcredit信用證Remittance:Mailtransfer:

M/T信匯Telegraphictransfer:

T/T電匯Demanddraft:

D/D票匯Letterofcredit：sightL/C

即期信用證timeorusanceL/C遠(yuǎn)期信用證revocableandirrevocableL/C

可/不可撤銷信用證unconfirmedandconfirmedL/C不保兌/保兌信用證transferableandnon-transferableL/C可轉(zhuǎn)讓/不可轉(zhuǎn)讓信用證documentaryandcleanL/C

跟單/光票信用證revolvingL/C

循環(huán)信用證Offer&CounterofferAn

offer

eitherorallyorinwrittenformshouldinclude:*thename,price,qualityandquantityofthegoods;*thedateofdeliveryand/ortimeofshipment;*thetermsofpayment;*thevalidityoftheoffer;*othertermsconcerned,suchaspackaging,discount,insurance,etc.

Counter-OfferAcounter-offer

meansapartialrejection

oftheoriginaloffer,anditisoften

acounterproposalputforwardbythebuyerortheofferee.Thesentence“acceptyouroffersubjecttothefollowingalterations…”（接受你方報(bào)盤，但須做以下修改）canbeusedinansweringanoffer.Inmakingacounter-offer,thepartyconcernedshould

expressregretatinabilitytoaccept,andexplainthereasonsfornon-acceptance.NegotiatingthePrice

Phases

Phase1:

(15minutes)

Toreadusefulexpressionsand3conversationsaboutnegotiatingpricestomakeitreadyforvideowatching

Phase2:(10minutes)Towatchthevideoofnegotiatingpricesandgetfamiliarwiththeexpressionsyouhavelearnt

Phase3:(60minutes)

Role-play(2)ConversationPractices(Chinese---6)

ConversationPractice(6-1)

ConversationPractice1A:今天下午過(guò)得如何？B:還好。今早我已詳細(xì)看過(guò)你給我的目錄了。我想討論一下你們計(jì)算機(jī)揚(yáng)聲器(computerspeaker)的價(jià)格。A:好的。這是我們的價(jià)目表。

B:我看看。你們680型的標(biāo)價(jià)是10美金。大量訂購(gòu)的話有折扣嗎？A:當(dāng)然有。100或以上的訂單我們有百分之五的折扣。

B:如果我下六百訂單，你們可以給我什么樣的折扣？A:六百的話，給你百分之十的折扣。

ConversationPractice(6-1)

ConversationPractice1(Sample)A:Howareyouthisafternoon?

B:Justfine.Ilookedoverthecatalogueyougavemethismorning,andI’dliketodiscussaboutthepricesonyourcomputerspeakers.A:Verygood.Hereisourpricelist.

B:Letmesee…Iseethatyourlistedpricefor680modelis$10.Doyouofferquantitydiscounts?A:Wesuredo.Wegavea5%discountforordersofahundredormore.B:WhatkindofdiscountcouldyougivemeifIweretoplaceanorderfor6hundredunits?A:Onanorderof6hundred,wecangiveyouadiscountof10percent.

ConversationPractice(6-2)

ConversationPractice2A:你有沒有收到我們上星期寄給你的樣品？B:收到了，我們已經(jīng)進(jìn)行了評(píng)估。如果價(jià)錢合適，我們現(xiàn)在就想訂貨。

這種貨你們最低價(jià)是多少？A:單價(jià)12.50美元。

B:我覺得這個(gè)價(jià)貴了點(diǎn)，你能不能減一點(diǎn)？A:恐怕不行，12.50美元是我們的底價(jià)。如果你訂貨超過(guò)10，000件，

我們可以減到12.00美元。B:行，我接受這個(gè)價(jià)格，第一批訂貨10,000件。你們能在31日前發(fā)貨嗎？A:當(dāng)然可以。ConversationPractice(6-2)

ConversationPractice2(sample)A:Didyoureceivethesamplewesentlastweek?B:Yes.We’vefinishedtheevaluationofit.Ifthepriceisacceptable,wewouldliketoordernow.What’syourbestpriceforthatitem?

A:Theunitpriceis$12.50.

B:Ithinkthepriceisalittlehigh.Can’tyoureduceit?A:I’mafraidnot.$12.50isourbottomprice.Wecouldreduceitto

$12.00ifyourpurchaseisover10,000units.

B:Verygood.Weacceptthepriceandplacetheinitialorderof

10,000units.Canyoudeliverthegoodsby31st?

A:Ofcourse.ConversationPractice(6-3)

ConversationPractice3

A:Steven,您認(rèn)為價(jià)格怎么樣？B:我們能出到的最低價(jià)格每箱$120.A:恐怕不行。我們不可能減到那個(gè)程度。B:我認(rèn)為你們非常了解現(xiàn)在的市場(chǎng)，一些西班牙公司，同樣的商品，他

們出更低的價(jià)格。A:價(jià)格不能與質(zhì)量分開而論。你會(huì)發(fā)現(xiàn)，我們的產(chǎn)品與對(duì)手的相比，質(zhì)

量更好的多。B:那倒是真的，你們的質(zhì)量更好。但即使考慮到你們的產(chǎn)品質(zhì)量，你們

的價(jià)格仍舊偏高。我們各讓一步怎么樣？A:那我得想一想，30分鐘之后給你回復(fù).B:不著急。

ConversationPractice(6-3)

ConversationPractice3A:Steven,what’syourideaofprice?（你認(rèn)為價(jià)格怎么樣？）B:Thebestwecandois$120percase.A:I’mafraidthat’simpossible.Youcan’texpectustoreduceittothat

extent.B:Ithinkyouarewell-informedabouttheprevailingmarket.SomeSpanish

firmsareofferingthesameatmuchlowerprices（給出更低價(jià)格）.A:Pricescan’tbetakenseparatelyfromquality.Acomparisonofthequalityofourproductswith

thatofrivalgoodswillshowyouthatoursisfarsuperior.B:Itistrueyoursareofbetterquality.Butyourpriceisstillonthehighside（你們的價(jià)格偏高）evenifwetakethequalityintoconsideration.Howabout

meetingeachotherhalfway?（我們各讓一步怎么樣？）A:Well,I’llhavetothinkaboutitandgiveyouareply30minutesfromnow.B:Takeyourtime,please.ConversationPractice(6-4)

ConversationPractice4A:我們已經(jīng)討論過(guò)你們提出的要價(jià)。我們認(rèn)為你方的價(jià)格太高，我方

難以接受。B:不過(guò)我認(rèn)為我們的報(bào)價(jià)是現(xiàn)實(shí)的、合理的。A:你說(shuō)的“合理的”是什么意思？B:就是說(shuō)，我方不會(huì)漫天要價(jià)，我們是與當(dāng)前市場(chǎng)價(jià)格的普遍水平相一

致的。A:我不同意。如果沒法進(jìn)一步商談，你方堅(jiān)持不做讓步的話，我們干脆

放棄這筆交易好了。B:對(duì)不起，你方還價(jià)多少？A:在互利的基礎(chǔ)上，每件70美元怎么樣？B:恐怕你方還價(jià)太低。差距太大。A:那么我們雙方都退一步做出讓步這樣我們才可以完成這筆交易。ConversationPractice(6-4)

ConversationPractice4A:Well,we’vediscussedtheofferyouquoted.Andwefoundyouroffer

wastoohigh.It’s

difficultforustoacceptit.B:ButIthinkourofferisreasonableandrealistic.A:Whatdoyoumeanby“reasonable”?B:Thatis,wenevermakeourpriceonwildspeculation,itcomesinline

withthe

prevailingmarket.A:Ican’tagreewithyou.Ifthereisnoroomforfurtherdiscussionandyou

refuseto

makeanyconcession(做出讓步）,wemightaswellcallthedeal

off.（放棄這筆交易）B:Sorry.Justwait,what’syourcounter-offer?A:Onthebasisofourmutualbenefit,howabout$70perset?B:I’mafraidyourcounterbid（還價(jià)）istoolow,andthegap（價(jià)格差距）

istoowide.A:Howaboutmeetingeachotherhalf-wayandmakingaconcessionso

thatwecanmakethe

businessconcluded（完成交易）?ConversationPractice(6-5)

Conversationpractice5A:早上好，先生。我的任務(wù)就是給您介紹我們的筆記本電腦。B:恐怕我現(xiàn)在沒空。A:也許您不會(huì)介意抽出幾分鐘時(shí)間允許我介紹一下我們的產(chǎn)品。B:請(qǐng)講。A:首先，它外形優(yōu)雅、美麗，相當(dāng)輕便。因此無(wú)論您走到哪里攜帶方便。

而且它設(shè)計(jì)簡(jiǎn)單、時(shí)尚，易于操作。讓我給您看演示一下。B:是的，它真的很好很方便。保修服務(wù)怎么樣？A:它全保五年，您可以對(duì)我們完善的保修服務(wù)放心。B:多少錢呢？A:正常價(jià)7，000元每臺(tái)，如果您喜歡，我可以給您打個(gè)折。B:6,500元怎么樣？A:好，成交。ConversationPractice(6-5)

ConversationPractice5A:Morning,Sir.MymissionhereistointroduceyouournotebookPCs.B:Iamnotfreeatthemoment,I’mafraid.A:Maybeyoudon’tmindsparingmejustafewminutestointroducesome

informationofourproduct.B:Well,goahead.A:First,ithaselegantandbeautifulappearanceandit’sexcellentforits

handiness(輕便).Soitisveryeasytotakewithyouwhereveryougo.

Moreover,ithasasimple,moderndesign,making

ituser-friendly(易操作

的）.Letmeshowyou.B:Yeah.It’sreallyveryniceandconvenient.Howaboutthemaintenance

service（保修服務(wù)）?A:Itisfullyguaranteed（全保）for5yearsandyoucancountonusfor

completemaintenance

service.B:Howmuchdoesitcost?A:Thenormalpriceis7,000yuan,andIcangiveyouadiscount（打個(gè)折）

ifyoureallylikeit.B:Howabout6,500yuan？A:

OK.（Deal）done（成交）.ConversationPractice(6-6)

ConversationPractice6A:歡迎到我們公司，Johnson先生。B:我很高興又來(lái)到上海。A:請(qǐng)到我的辦公室吧。我相信你們已經(jīng)研究過(guò)我們的圍巾提案了。B:是的。我們對(duì)你們的羊毛圍巾感興趣。我想了解一下價(jià)格。能不能給我看一

下價(jià)格表？A:給您。B:恐怕你們的價(jià)格太高。A:根本不高。我們的手工羊毛圍巾不僅品質(zhì)好而且價(jià)格合理。B:據(jù)我所知，韓國(guó)產(chǎn)品也是顏色鮮艷設(shè)計(jì)優(yōu)美，但他們的價(jià)格平均會(huì)比你們的低。A:是的，您說(shuō)的沒錯(cuò)，但是您錯(cuò)過(guò)了重要的一點(diǎn)，我們的手工圍巾是傳統(tǒng)的，

享譽(yù)世界市場(chǎng)，而他們的機(jī)器加工。B:但你要承認(rèn)你們的價(jià)格比你們的競(jìng)爭(zhēng)者高出至少5個(gè)百分點(diǎn)。如果你們想得到

訂單，就得降低價(jià)格。A:您能不能告訴我您大概要訂多少呢？我們可以相應(yīng)調(diào)整我們的價(jià)格。B:如果在開出的價(jià)格上打九折，我打算訂20,000打。A:恐怕九折不行，給你個(gè)九四折吧。B:那還合理。ConversationPractice(6-6)

ConversationPractice6A:Welcometoourcompany,Mr.Johnson.B:I’mpleasedtocometoShanghaiagain.A:Cometomyoffice,please.Ibelievedyou’vestudiedourproposalforscarves,

haven’t

you?B:Yes.Weareinterestedinyourwoolscarves,andI’dliketoknowtheprice.Wouldyoupleaseshowmeyourpricelist(價(jià)格表）?A:Hereyouare.B:I’mafraidyourpriceistoohigh.A:No,notatall.Ourhand-madescarvesarenotonlyofhighqualitybutalsoofreasonableprice.B:AsfarasIknow,theKoreanarticles(物品）alsobrightlycoloredandbeautifullydesigned,buttheirpriceislowerthanyoursonaverage（平均）.A:Yes,youarequiteright,butyouhavemissedtheveryimportantpointthatourhand-madescarvesaretraditionalandknowntotheworldmarketwhiletheirsarewovenbymachines.ConversationPractice(6-6)

ConversationPractice6B:Butyo