商务英语谈判Project_7_Price_Negotiation教材教学课件.ppt

Post-negotiation Exercise 1 Phrase translation. 1.??成交 2.??打五折 3.??利润 4.??经得起竞争 5.??给某人5%的折扣 6.??最畅销产品 Post-negotiation Exercise 1 Phrase translation. 7.??grant/give/ allow sb 3% commission 8.??FCA（free carrier） 9.??CPT（carriage paid to） 10.??CIP（carriage and insurance paid to） 11.???AT（delivered at terminal） 12.?DAP（delivered at place） 13.?DDP（delivered duty paid） 14.??FAS（free alongside ship） Post-negotiation Keys for Exercise 1. 1.??make a deal(bargain), conclude a bargain(transaction), close a deal, come to terms (business) 2.??50% off the price 3.??margin of profit/profit margin 4.??stand up to competition 5.??give/allow/grant sb a 5% discount 6.??the best selling goods/the best selling/the biggest seller Project 7 Price Negotiation Working Situation Learning Goal Pre-negotiation In Negotiating Post-negotiation Working Situation Suppose you (Miss Lin) are a clerk from Foreign Trade Department of Fujian Minfa Holdings Garments Imp. Exp. Corp. Ltd. (Minfa Building, 168 Hudong Road, Fuzhou). You and one of your clients, Ms More from Australian Textile Trading Company (320 Edward Street, Sydney, Australia) have negotiated for several rounds and have reached agreements on the following items. Tomorrow you are going to continue your negotiation on price. Name of commodity: T-shirts, S/2, M/6, L/4 Quantity: S/2—208pcs, M/6—306pcs, L/4—108pcs Learning Goal 1.?To get the correct expressions in price negotiation. 2. To process the information in price negotiation. 3.?To learn how to negotiate price by both face-to-face and letter or email. Pre-negotiation Relevant Knowledge Price is an important part of most buying decisions, and it has become ever more important. Price is the easiest way to judge a product because it is easy to understand. But price needs to be placed in context. In the negotiation of business, price is one of the most sensitive factors. Sales promotion must follow the principle known as AIDA, namely, 1) to attend buyer’