商務(wù)英語口語（拓展篇）ProjectFive

BusinessNegotiationAnegotiationisaprocessofcommunicationbetweenpartiestomanageconflictsinordertocometoanagreement,solveaproblemormakearrangements.Inbusinessfield,bothpartiesoftenholdanegotiationfortheprice,termsofpayment,packing,shipmentandinsuranceoftheproducts.Whennegotiatingwithclients,rememberthefollowingbasicknowledgeandskills:（1）Awin-winnegotiation;（2）Theagreementisreachedasaresultofthecompromiseofbothparties;（3）Whentalkingabouttheprice,usetheword“reasonable”insteadof“cheap”;（4）Makeroomforyourownnegotiation;（5）Learntolistentotheconcernedinformation;（6）Questioninanopenandtentativeway;（7）Summarizebeforefinishingthenegotiation.Objectives1.Masterthefollowinglanguagepoints:a.Beingfamiliarwithrelatedexpressionsofnegotiatingprices.

b.Beingfamiliarwithrelatedexpressionsoftermsofpaymentinforeigntrade.

c.Beingfamiliarwithrelatedexpressionsofpacking.

d.Beingfamiliarwithrelatedexpressionsofcargoshipment.

e.Beingfamiliarwithrelatedlanguagepointsininsurance.2.Masterprocedureof

a.acceptingandplacinganorder.

b.winningovercustomerbypreferablepaymentterms.

c.bookingavessel.

d.arrangingshippingmark.

e.deliveringcargoes.3.Begoodatthemannerofacceptingtheprice,placinganorder,dealingwithdifferentpaymenttermsandarrangingshippingmarkandofferinginsurance.4.Havetheabilitytosearchrelatedlanguage&businessinformationfromdifferentchannels.TaskTwoTermsofPaymentTaskOnePriceTaskThreePackingTaskFourShipmentTaskFiveInsurance12345Part

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5LanguageFocusPart

6PerformanceEvaluationPart

7BusinessCulturePart

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7BusinessCulture1.Whatwouldyoudotogettheupperhandinapricenegotiation?2.Whichofthefollowingdressdoyouthinkissuitableforapricenegotiationsmeetingandwhy?Part

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7BusinessCultureActivity1WordsandExpressions（1）onthehighside （價(jià)格）偏高（2）negotiable /n??g???i?bl/ adj.可協(xié)商的；可討論的（3）counter-offer /'ka?nt?r'?f?r/ n.還價(jià)，還盤（4）realistic /?ri???l?st?k/ adj.實(shí)際的；實(shí)事求是的（5）quotation /kw???te??n/ n.報(bào)價(jià)；估價(jià)（6）incorporate /?n?k??p?re?t/ v.吸收；使并入（7）advanced /?d?vɑ?nst/ adj.先進(jìn)的（8）original /??r?d??nl/ adj.原來的；起初的Activity2WordsandExpressions（1）inquiry /?n'kwa??r?/ n.詢價(jià)，詢問（2）offer /??f?(r)/ v.報(bào)盤，出價(jià)（3）lining /?la?n??/ n.內(nèi)襯，襯里（4）outsole /'a?t?s??/ n.（鞋、靴的）外底（5）rubber /?r?b?(r)/ n.橡膠（6）cowhide /?ka?ha?d/ n.牛皮（7）FOB(FreeonBoard) 離岸價(jià)格Activity2WordsandExpressions（8）keen /ki?n/ adj.激烈的（9）supplier /s??pla??(r)/ n.供貨商（10）rock-bottom /r?k'b?t?m/ adj.最低的（11）concession /k?n?se?n/ n.讓步（12）calloff 取消；停止進(jìn)行（13）meeteachotherhalfway 各讓一步Part

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7BusinessCulture（1）Canyougivemeyourfavorableprice?能給我優(yōu)惠價(jià)格嗎？（2）What'syourbestquotation?你方最低報(bào)價(jià)是多少？（3）Couldyouofferusyourbestprice?你能報(bào)最低價(jià)嗎？（4）Istaxincluded?含稅嗎？（5）Couldyoupleasegivemeyourofferforthiskindofgoods?

請(qǐng)報(bào)這種產(chǎn)品的價(jià)格。06080709Thepriceisbeyondourreach.價(jià)格我們不能接受。Thepriceismuchonthehighside.價(jià)格太高了。Itisratherbeyondourexpectation.這確實(shí)出乎意料。Hereisourlatestpricelist,havealook.這是我們最新的價(jià)目表，您看看。Thepriceisratheroutofline.價(jià)格與當(dāng)前行市不符。1011131214Thepricehasbeenreducedtothelimit.該報(bào)價(jià)已經(jīng)降到最低限了。Thisisourwholesaleprice/retailprice/producer’sprice.這是我們的批發(fā)價(jià)/零售價(jià)/出廠價(jià)。Yourpriceistoohighandweaskforareductionof5%.你公司報(bào)價(jià)太高，我們要求減價(jià)5%。Canyougivemeadiscount?能打折嗎？Thisispriceaslowaswecango.這個(gè)價(jià)格是我們能報(bào)的最低價(jià)。1516181719Ifanorderisplaced,we'llpaythecostofthesample.假如交易成功，樣品費(fèi)由我們付。I'lltakeitifyougivemea20%discount.如果你打八折，我就要了。Canwebothmakesomeconcession?雙方各讓一步好嗎？Thepriceofthisarticlehassoaredupsincelastyear.這件商品的價(jià)格自去年就開始飛漲了。Let'smeeteachotherhalfway.Ihavetocallthedealoffifyoucan'taccepttheprice.讓我們各讓一步。這個(gè)價(jià)格如果你們還不能接受那我只好取消這項(xiàng)交易了。2021232224Pleaseletusknowwhenyouwillbefreesothatwecanarrangethetourforyou.請(qǐng)告訴我們你們什么時(shí)候有空，我們好作安排。Goodsofsamequalityarebeingofferedatalowerpricebysomeothersuppliers.其他供應(yīng)商以更低的價(jià)格提供同樣質(zhì)量的產(chǎn)品。Ialsoknowthatyou'llstandnochanceifyoudon'tbringyourpriceintolinewiththeworldmarket.我也知道，如果你不把你的價(jià)格與國際市場接軌，你就沒有機(jī)會(huì)了。You'llseethatourpriceismostattractive.你會(huì)發(fā)現(xiàn)我們的報(bào)價(jià)是最有優(yōu)勢的。25272628Yousee,jointeffortswouldhelpcarryuseachonemorestepforward.共同努力將有助于我們向前邁進(jìn)一步。OK,Weaccepttheoffer.我們接受你們公司的報(bào)盤。Wearepreparedtoacceptyouroffer.我們準(zhǔn)備接受貴公司的報(bào)盤。Perfect!That'sadeal!太棒了！成交！Part

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7BusinessCulturePractice1TranslationEnglishintoChinese（1）Asarule,thelargertheorder,thelowertheprice.

按照慣例，買得越多，價(jià)格越便宜。（2）Thegoodsarenotcompetitivelypriced.

你方的價(jià)格沒有競爭力。（3）Thatsoundsmoreinlinewithwhatwecanhandle.

這個(gè)價(jià)格更接近我們的能力范圍。（4）Pricesarenegotiable,butnotbymuch.

可以還價(jià)，但浮動(dòng)不會(huì)太大。（5）Onordersexceeding15,000pieces,wewillallowa1%discountontheprice.

對(duì)于訂單超過1萬5千件的，我方將允許百分之一的折扣。Practice1Interpretation（1）如果你方接受此價(jià)格，我方在不久的將來會(huì)下大量的訂單。

Ifyouacceptthisprice,wewillplacelargeordersinthenearfuture.（2）我們已經(jīng)是以成本價(jià)在賣了。

Wearealreadysellingatcost.（3）如果你方能把價(jià)格再降2%，你方產(chǎn)品在我方市場將會(huì)暢銷。

Ifyoucanreducethepriceby2%,yourgoodswillfindagoodmarketatourend.（4）如果你方接受我方的數(shù)量，我方就接受你方的價(jià)格。

We'llacceptyourpriceifyoutakethequantityweoffered.（5）我們的貨品質(zhì)量上乘，價(jià)格也已經(jīng)仔細(xì)計(jì)算再三，壓減到了最低限度。

Ourgoodsareexcellentinqualityandthepricehasbeencarefullycalculatedandcuttothelimit.ChineseintoEnglishSteven,thePurchasingManagerfromLTSCompany,isnotsatisfiedwiththecurrentpriceofferedbyAlice.Nowtheyarediscussingabouttheprice.(A＝AliceS＝Steven)A:Steven,what'syourideaofprice?S:Thebestwecandois$120percase.A:I'mafraidthat'simpossible.Youcan'texpectusto（1）____________________ittothatextent.S:Ithinkyouarewell-informedabouttheprevailingmarket.SomeSpanishfirmsareofferingthesameat（2）_____________________________.Practice2WorkinPairsCompleteandpracticethefollowingconversationswithyourpartnerinturn.Conversation1reducemuchlowerpricesA:Pricescan’tbetakenseparatelyfrom（3）____________.Acomparisonofthequalityofourproductswiththatofrivalgoodswillshowyouthatoursis（4）_______________.S:Itistrueyoursareofbetterquality.Butyourpriceisstill（5）____________________evenifwetakethequalityinto（6）_______________________.Howaboutmeeting（7）____________________?A:Well,I’llhavetothinkaboutitandgiveyouareply30minutesfromnow.S:Takeyourtime,please.Practice2WorkinPairsConversation1qualityfarsuperioronthehighsideconsiderationeachotherhalfway

Mr.JohnsonisinvitingMr.Browntovisittheirfactoryandtheyaremakingthearrangement.(B＝Mr.BrownJ＝Mr.Johnson)A:Sofarourcommoditieshavestoodoutwellfromthecompetition.Theveryfactthatotherclientscontinuebuying（1）____________________itself.Fewotherteascancomparewithourseitherforflavororcolor.Whatdoyouthinkofit,Mr.Brown?C:Yes,itistrue,Ms.Green.ButIbelievewe’llhaveahardtime（2）________________ourclientsatyourprice.A:（3）_________________________,Mr.Brown,ifitweren’tforourgoodrelations,wewouldn’tconsidermakingyou（4）____________________atthisprice.C:Allright.Inordertogetthebusiness,（5）________________________.A:I’mgladthatwe’vesettledtheprice.Practice2WorkinPairsConversation2speaksforconvincingTobefrankwithyouafirmofferIacceptC:Nowaboutthequantity.IsaidIcouldorder500cases,whichIthinkisnotenough.Lastyearwesold500cases,andI’msureIcandobetterthisyear.Iwanttoorder800cases.A:Becauseoftherapidgrowthofboth（6）________________________________markets,ourproductionhasn'tbeenabletogoatanequalpacewiththedemand.500casesarethebestIcanofferyou（7）________________________.C:Isee.A:Sorry,Idon'tthinkwecanofferyoumorethan500casesthisyear.Asamatteroffact,wehave（8）___________________________togeteventhese500casesforyou.C:Allright.We’lltakethe500casesthistime,butIdohopeyoucansupplymorenexttime.A:We’llseeifwecandobetternextyear.Practice2WorkinPairsConversation2ourdomesticandforeignatpresentmadeaspecialeffortPractice3RolePlayMakedialoguesaccordingtothefollowingsituations.Thenroleplaythemwithyourpartner.YouarethesalesmanagerinaTVcompany.Mr.Blackisyourclientwhowanttovisityourcompanytohavefurthernegotiationabouttheproductsheisinterestedin.NowyouarerequiredtonegotiatethepricewithMr.Blackconcerningthequantityoftheorder.Workwithyourpartnerandmakeaconversation.MissWangcomestovisityourcompany(aclothingfactory)forthefurthernegotiationabouttheproductssheisinterestedin.Andyouarethesalesmanagerinyourcompany.Thebestdiscountyoucouldofferis5%aslongastheorderexceeds10,000units.Workwithyourpartnerandmakeaconversation.01Situation02SituationPractice3RolePlayYouarethesalesmanagerinGloryHandicraftCo.Ltd.Yourpotentialclientsisgoingtohaveadiscussionwithyouaboutthepriceforhandmadecarpet.Yourproductsaresuperiorinqualityandfashionableindesign.Nowyouaretryingyoubesttoachieveanagreementwithyourpotentialclientsonprice.Workwithyourpartnerandmakeaconversation.03SituationPractice3RolePlay

YouareasalesmanagerfromLanviceCompany.WiththepurposetosetupabusinessrelationshipwithyourclientMr.Lee,youarepreparedtomakeanexceptionbyreducingyourpriceby7%.Nowyouaretryingtoconvinceyourclientsandarrangethematriptoenjoythecity.Workwithyourpartnerandmakeaconversation.04SituationPractice4“i+1”Practice

Dingxingisaninternationalmoldfactory.ItsSalesDepartmenthastheinitialcontactwithLXCompanyintheCantonFair.Afterinquiry,bargaining,negotiation,finallytheysettletheprice.Pleaseworkingroups,actasdifferentrolesindifferentpositions,andpresentthewholenegotiatingprocesswiththeskillsyou’velearntinbusinessnegotiation.Part

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7BusinessCultureI'mafraidthepriceyouofferisonthehighside.恐怕你們的報(bào)價(jià)太高了。01Pricesarenegotiable,butnotbymuch.Couldyoumakeacounter-offer?可以還價(jià)，但浮動(dòng)不會(huì)太大，請(qǐng)你還個(gè)價(jià)。02Ourpriceisrealisticandbasedonreasonableprofit.我們的價(jià)格很實(shí)事求是，是根據(jù)合理的利潤制定的。03Thereisnoroomforreducingprice.沒有降價(jià)的空間了。04Ihaveaninquiryforleathershoes.我想問下皮鞋的情況。05Howabouttheminimumquantityyourequire?請(qǐng)問貴方最低起訂量是多少？06Materialforgenuineleatherisinshortsupplythisyear,andthepriceischangeablequickly.Itwouldbeverydifficulttoreducethemby15%.真皮的材料今年供應(yīng)短缺，價(jià)格變化很快。降價(jià)15%是非常困難的。07Thepricewe'veofferedisinlinewiththemarket.我們所提供的價(jià)格與市場一致。08Thisisourrock-bottomprice.這是我們的最低價(jià)。09Wecan'tmakeanyfurtherconcession.我們無法再做任何讓步了。10Well,consideringourfirstbusinessandlong-termcooperation,let'smeeteachotherhalfway.考慮到這是我們的第一個(gè)業(yè)務(wù)和之后的長期合作，讓我們各讓一半吧。11Thegoodsarenotcompetitivelypriced.你方的價(jià)格沒有競爭力。12Wearealreadysellingatcost.我們已經(jīng)是以成本價(jià)在賣了。13We'llacceptyourpriceifyoutakethequantityweoffered.如果你方接受我方的數(shù)量，我方就接受你方的價(jià)格。14Thebestwecandois$120percase.我們最多接受一箱120美元。15Ithinkyouarewell-informedabouttheprevailingmarket.SomeSpanishfirmsareofferingthesameatmuchlowerprices.你們對(duì)當(dāng)前的市場很了解。一些西班牙公司以更低的價(jià)格提供同樣的服務(wù)。16Sofarourcommoditieshavestoodoutwellfromthecompetition.Theveryfactthatotherclientscontinuebuyingspeaksforitself.到目前為止，我們的商品在競爭中脫穎而出。其他客戶繼續(xù)購買的事實(shí)有目共睹。17Fewotherteascancomparewithourseitherforflavororcolor.在香味或色澤方面，其他品牌的紅茶很難與我們的相媲美。18Tobefrankwithyou,ifitweren'tforourgoodrelations,wewouldn'tconsidermakingyouafirmofferatthisprice.坦率地說，如果不是因?yàn)槲覀冎g的友好關(guān)系，我們是不會(huì)考慮以這個(gè)價(jià)格報(bào)實(shí)盤的。19I'mgladthatwe'vesettledtheprice.很高興我們在價(jià)格方面達(dá)成了一致。20Part

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7BusinessCultureRateyourprogressafterlearningthetask,usingthefollowingSelf-Evaluationtable.ObjectivesExcellentMediumPassFail1.LanguageProficiency

2.MannerPerformance

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4.BusinessInformation&Knowledge

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7BusinessCultureFourStrategiesforHandlingCulturalDifferencesattheNegotiationTableHereareafewsimplerulesforcopingwithculturaldifferencesininternationalnegotiationsandtransactions:1.Don'tforgettodoyourhomeworkaboutyoursupplier'sculture.Throughreadingandconversationswiththosewhoknowthecountryconcerned,youcancertainlylearnalot.Don’toverlookyoursuppliersassourcesofinformationabouttheirculture.Theywillusuallywelcomeyourinterest,andhelptheresearchprocess.2.Showrespectforculturaldifferences.Inexperiencednegotiatorstendtobelittleunfamiliarculturalpractices.Itisfarbettertoseektounderstandthevaluesystematworkandtoconstructaproblem-solvingconversationaboutanydifficultiesthatunfamiliarcustomspose.Respectforculturaldifferenceswillgetyoualotfartherthanignorance,soit’simportanttodoyourresearchwhenenteringintonegotiationswithunfamiliarcounterparts.3.Beawareofhowothersmayperceiveyourculture.Youareasinfluencedbyyourcultureasyourcounterpartisbyhis.Trytoseehowyourbehavior,attitudes,norms,andvaluesappeartoyourforeignsupplier.Whenyouenterintonegotiations,ithelpsknowinghowtheyseeyoufromaculturalstandpoint.Youcanadjustyourapproachduringnegotiationstogetabetteroutcomeifanyoftheseperspectivesarenegative.4.Findwaystobridgetheculturegap.Itispossiblethatculturaldifferencescancreateadividebetweenyouandyoursuppliers.Constantlysearchforwaystobridgethatculturegap.Afirststepinbridgebuildingrequiresyouandyoursupplierstofindsomethingincommon,suchasasharedexperience,interest,orgoal.Part

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7BusinessCulture01Workinpairs.Ifyouaregoingtotakeanegotiationtosellyourproducts,whatpreparationsshouldyoumake?Ticktheonesyouthinknecessary.（1）Prepareanagendaforthenegotiation.（2）Trytogettoknowmoreaboutthebuyer.（3）Obtainrelevantinformationonthetargetmarket.（4）Gettoknowthebuyer’srealinterestintheproduct.（5）Figureoutthebottomlineoftheprice.（6）Knowonwhattermsyoucanmakesomeconcessions.02Whatarethecommonly-usedmethodsofpaymentininternationaltrade?Canyoutelltheadvantagesanddisadvantagesofeachforbothsellersandbuyers?Part

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7BusinessCultureActivity1WordsandExpressions（1）deposit /d??p?z?t/ n.定金（2）confirmation /?k?nf??me??n/ n.確認(rèn)書（3）purchaseorder(PO) /?p??t??s???d?/ 訂購單（4）balancepayment /?b?l?ns?peim?nt/ 尾款（5）B/L(BillofLading)

提單；提貨單Activity2WordsandExpressions（1）D/P(DocumentagainstPayment)

付款交單（2）itwon'tdo

那不行，這不合適（3）customarypractice /?k?st?m?ri?pr?ktis/ 慣例（4）confirmed /k?n?f??md/ adj.保兌的（5）irrevocable /??rev?k?bl/ adj.不可撤銷的（6）sightL/C(LetterofCredit)

即期信用證Activity2WordsandExpressions（7）regularcustomer

常客；老客戶（8）timeL/C

遠(yuǎn)期信用證（9）raise /re?z/ v.籌集（10）downpayment

預(yù)付款（11）T/T(telegraphictransfer)/?teli?gr?fiktr?ns?f??/ 電匯（12）internationalpractice /??nt??n??n?l/ 國際慣例Part

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7BusinessCulture（1）Canyoutellitonaninstallmentbasis?

你們這里可以分期付款嗎？（2）Doyouacceptpaymentbyinstallments?

你同意分期付款嗎？（3）Howwouldyoulikepaymentbemade?

你們接受什么付款方式？（4）Whatareyourtermsofpayment?

你們的付款方式都有什么？（5）Weexpectpaymentinadvanceonfirstorders.

我們要求第一次訂貨預(yù)付貨款。（6）Wecan'tacceptD/PorD/A,weinsistonpaymentbyL/C.

我們不接收付款交單或承兌交單，只收信用證。（7）WerequirepaymentbyirrevocableL/Cpayableagainstshippingdocuments.

我們要求不可撤銷信用證，憑裝運(yùn)單據(jù)付款。（8）WhatistheperiodofvalidityofthisL/C?

這張信用證的有效期是多久？（9）Forsuchasmallorder,wecandowithoutanL/C.

對(duì)這種小訂單，我們可以不用信用證。（10）IfyouagreetoacceptD/P,wecancompromiseonotherterms.

如果你方能接受付款交單，我們可以在其他條件上讓步。（11）Theexchangeratefluctuationmaycauseusmoneylosses.

匯率波動(dòng)可能會(huì)給我們帶來經(jīng)濟(jì)損失。（12）TheL/Cremainsvalid/good/open/firmuntilthe15thdayaftershipment.

信用證的有效期至裝運(yùn)后的第十五天。（13）Ifyoucan'tbemoreflexible,wewon'tacceptyourtermsofpayment.

如果你們不能靈活些，我們將不接受此種付款方式。（14）Paymentistobeeffected(made)beforetheendofthismonth.

應(yīng)該在這個(gè)月末之前付款。Part

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5LanguageFocusPart

6PerformanceEvaluationPart

7BusinessCulture因?yàn)槠涓哳~手續(xù)費(fèi)與繁雜的交易過程，我們不能接受信用證。Practice1InterpretationPleasebeinformedthatweneedyoutopay30%deposituponyourofficialPOconfirmation.基于正式銷售確認(rèn)書，貴方需付30%的押金。On-linepaymentcansaveustimeandcost,itcanalsoimproveourworkingefficiency.Wereallyhaveonlyquitesmallmarginsinceyourpaymenttermissostrict.Kindlynotethatwecanonlyarrangeyourproductionuponreceiptofyourdeposit.WecannotacceptL/Cbecauseofitshighhandlingchargeandcomplicatetransaction.網(wǎng)絡(luò)付款可節(jié)省我方的時(shí)間與成本，并且能夠提高工作效率。溫馨提示我方將在收到貴方定金之后安排生產(chǎn)。由于貴方嚴(yán)苛的付款條款，我方的利潤極低。EnglishintoChinese0102030405Whatisthemodeofpaymentyouwishtoemploy?Practice1Interpretation銀行只接受一次拒付。Onlyonerefusalofpaymentisacceptabletothebank.這是國際貿(mào)易中慣用的付款方式。見不到貨物裝船單據(jù)，我們不付款。我們擔(dān)心市場價(jià)格下跌會(huì)引起拒付。您希望用什么方式付款？Thisisthenormaltermsofpaymentininternationalbusiness.We'reworryingthatadeclineinpricesmightleadtorefusalofpayment.We'llnotpayuntilshippingdocumentsforthegoodshavereachedus.ChineseintoEnglish0102030405A:Well,we'vesettledthequestionofprice,qualityandquantity.（1）___________________________________________________________?B:Weonlyacceptpaymentbyirrevocableletterofcreditpayableagainstshippingdocuments.A:Isee.Couldyou（2）______________________andacceptD/AorD/P?B:I'mafraidnot.Weinsistonletterofcredit.A:Totellyouthetruth,letterofcreditwouldincreasethecostofmyimport.WhenIopenaletterofcreditwithabank,Ihavetopay（3）________________.That'lltieupmymoneyand（4）_________________.Practice2WorkinPairsCompleteandpracticethefollowingconversationswithyourpartnerinturn.Conversation1NowwhataboutthetermsofpaymentmakeanexceptionadepositincreasemycostB:Consultyourbankandseeiftheywillreducetherequireddeposittoaminimum.A:Still,（5）________________________________inconnectionwiththecredit.ItwouldhelpmegreatlyifyouwouldacceptD/AorD/P.B:Well,Mrs.Wang,youmustbeawarethatanirrevocableletterofcreditgives（6）________________________________________________________ofthebanker'sguarantee.WealwaysrequireL/Cforourexports.Andtheotherwayround,wepaybyL/Cforourimports.A:（7）___________________________________,whatdoyousayif50%byL/CandthebalancebyD/P?B:I'mverysorry,Mrs.Wang.ButI'mafraidIcan'tpromiseyoueventhat.AsI'vesaid,werequirepaymentbyL/C.Practice2WorkinPairsConversation1therewillbebankchargestheexportertheadditionalprotectionTomeetyouhalfwayPractice2WorkinPairsA:Well,Mr.Brown,we'vesettledeverythinginconnectionwiththistransactionexceptthequestionofpaymentinyen.Nowcanyou（1）____________________________________________________?B:ManyofourbusinessfriendsinEngland,France,Switzerland,ItalyandGermanyarepayingforourexportsinJapancurrency.Itisquiteeasytodoso.A:Iknowsomeofthemaredoingthat.Butthisisnewtome.I’venevermadepaymentinyenbefore.Itisconvenienttomakepaymentinpoundsterling,butImayhavesomedifficultyinmakingpaymentinyen.explaintomehowtomakepaymentinyenConversation2Practice2WorkinPairsB:ManybanksinEuropenowcarryaccountsinyen.Theyareinaposition（2）______________________________________________________________inyen.Consultyourbanksandyou'llseethattheyarereadytoofferyouthisservice.A:（3）____________________________thatIcanopenaletterofcreditinyenwithabankinLondonorBonn?B:Sureyoucan.SeveralofthebanksinLondon,suchastheNationalWestminsterBankandBarclaysBankareinapositiontoopenlettersofcreditinyen.They’lldosoagainstoursalesconfirmationorcontract.A:Isee.toopenlettersofcreditandeffectpaymentDoyoumeantosayPractice3RolePlay

CityElectronicsisdoingbusinesswiththeircustomerJ&CCo.Ltd.Theyhaveconfirmedtheorderquantityandnowisdiscussingthepaymentterms.ThesalesmanagerDorothyWanghopedJ&CtopaythembyWesternUnion,andJ&Cagreedtodothat.Pleaseworkwithyourpartnertopresenttheirdiscussionbasedonyourowncreation.Situation1Practice3RolePlay

JasonisfromWalmartandhewouldliketobuytissuefromZyko.CathyisoneofthesalesmanfromZyko.ThistimeJasonisquitesatisfiedwith3kindsoftissuesofferedbyCathy.Andheplannedtoorder1×40ftHQ(highquality)containertissueforshipment.ButthecontractisstillpendingduetothepaymenttermswhichCathyinsistedonL/Caccordingtohercompanypolicy.SupposeyouareCathyandtrytoworkwithyourpartner(Jason)toreachtheagreementonpaymentterms.Situation2Practice3RolePlay

Sandy(buyerofToysfromTyleToyLtd)hassignedapurchasecontractwithJudy(sellerfromAllyChildrenProductsLtd)basedonthepaymentbyD/P.However,thisisthefirsttimeforJudytodobusinesswithSandy(Russian).HermanagerremindedherthatRussiacustomisdisordered.Buyerscanclearthecargoeswithoutanyofficialdocument.SandywasrequestedtochangethepaymenttermsbyJudy.PleaseworkasJudyandSandytodiscussaboutthematterandfindatrustablereason(insteadofsayingthedisorderedcustomclearanceinRussia)toconvinceSandy.Situation3Practice3RolePlayPatrichasarrangedthepaymentofUSD14,251toJacksonforthePOW1311byWesternUniononeweekbefore.However,Jacksonhasnotyetreceivedthepaymentandstillnotyetarrangedthedelivery.WhenJacksoncheckwithPatricforthepayment,hefoundthatPartricgavethewrongMTCNnumber0093914532(shouldbe0093391453).ButJacksoncanonlygetthemoneybythecorrectnumber.SupposeyouarePatric,andtrytoworkwithyourpartner(Jackson)tosettlethistrouble.Situation4Practice3RolePlay

MinoyaHALtdisafamousdomesticHA(homeappliances,家電)manufacturer.SamisthesalesmanforJapanmarket.NowheisattendingtheHKCEShow(香港電子展).

HegotapotentialcustomerMr.Taiwhowasquiteinterestedintwotypesofvacuumcleaner(吸塵器).Mr.Taisaidthathemayhavea20,000PCsinquiryrespectively.Theyhavereachedanagreementonspecifications,coloraswellasdesign,etc.However,Japanesecustomerisverystrictwitheverything.AndheinsistedonusingL/Casthepaymenttermbasedontheirgeneralpolicy.WhileMinoyacompanyrequestedtouseT/TsincetheorderquantityisnotsobigandL/Cneedtopayhighhandlingcharge(手續(xù)費(fèi)).Pleaseworkwithyourteammemberstoarrangethewholeprocedureofpromotingyourproductsatatradeshow.

(welcomevisitors→introducecompanyandproduct→negotiateproductdetails→discussingpayment-signcontract)Practice4“i+1”PracticePart

1Warm-upPart

2

ActivitiesPart

3LanguageExpandingPart

4Follow-upPracticePart

5LanguageFocusPart

6PerformanceEvaluat