外贸英语会话选编.ppt

Foreign Trade English Conversation ;Contents;Introduction ; Generally speaking, negotiation is a bargaining situation in which two or more players have a common interest to cooperate, but at the same time have conflicting interests over exactly how to share. In other words, the player can mutually benefit from reaching an agreement on an outcome from a set of possible outcomes, but have conflicting interests over the set of outcomes.;Lesson 1 Meeting;Cultural etiquette in negotiation;Negotiation Idioms;Lesson 2 Inquiry and offer;Part I Making an inquiry;Practice ;A: We’re suppliers of machine tools of various types. I think your end users will be interested in some of our new products. B: We’re thinking of ordering some special kinds of machine tools. We would be interested in your products if they are of the types we want. A: We also take orders for machine tools made according to specifications. B: May I have an indication of the price? Can I have your price sheet? A: Yes, of course. Our prices compare most favorably with quotations you can get from other manufactures. The prices are subject to our confirmation. B: From European suppliers we usually get a 5% discount. And you? A: If your order is large enough, we’ll consider giving you some discount. B:Fine! We’ll negotiate after we decide how many machine tools we are going to order from you. ;Part II Making an offer;Useful expressions;Part III Negotiation Idioms;Part IV Negotiation link---Culture ;Lesson 3 On Price;Spot bargaining;Part I On Price;Sentences related to Price;Four most important terms in relating to discount: Cash discount Trade functional discount Quantity discount Seasonal discounts. ;Useful expressions;Part III Negotiation Idioms;Part IV Negotiating skills---Moving into a higher price niche ;Lesson 4 Order;Useful Expressions;Negotiation Idioms; Principles for negotiation ;Lesson 5 Terms of Payment; Useful Expressions;e. We would prefer you to pay for your imports in US doll