国际商务沟通技能 磋商价格 项目二 任务2 价格谈判的沟通.pptx

国际商务沟通技能International Business Communication;;The Work Flow of Price Negotiation一、价格磋商的业务流程知识点1;一 、知识点1：;; ;Actually either buyers or sellers can make inquiry about terms of business deal, including such information as price, quality, volume, packing, shipment, insurance, terms of payment and so on. An inquiry id done for the purpose of doing market survey and finding out if there is the possibility of doing business, thus it does not have any binding effect on the two sides. ;实盘;;定义：受盘人不同意发盘中的交易条件而提出修改或变更的意见；反要约 I’d like to take 5% off your…（ suggested price ）. 本质：一个新的发盘—— 还盘一经做出，原发盘就失效。 对比：讨价、还价 与 发盘、还盘， 哪一个更容易理解？ ;定义：交易的一方在接到对方的发盘或还盘后，以声明或行为向对方表示同意；承诺 有效接受的条件： 须由受盘人作出 必须是无条件的 必须在发盘规定的时效内作出 必须表示出来 ;Mr. Chen is the seller, working for Guangzhou Import Export Company. Mr. Charles Green is the buyer from Australia. 1. Inquiring Green: good morning, I’m Charles Green from Australia. Here is my card. Chen: thank you. My name is Chen Yang. Here is my card. Green: Glad to know you, Mr. Chen. Chen: Me too. Green: Mr. Chen, I’ve seen all the stands of the fair of your textile products, and I’m thinking of placing an order with you for some of your goods. I’m quite sure that these items will find a ready market in Australia if their prices are found competitive. Chen: I’m glad to hear that. Would you please tell us the items which interest you? Green: I’m thinking about buying the printed poplin. Chen: May I have your specific inquiry? If you make an inquiry, we can offer you firm. Green: As we are just starting the line. I’m afraid we can’t do much now. may I have a catalog covering your silks? ;Chen: Here you are. Green: Thank you. I’d like to go into it just to get some ideas of the goods. I’ll ring you up for a talk about it. Chen: Please call me at any time. 2. Offers Next day Mr. Green is calling Mr. Chen. Green: Hello, this is Charles Green. May I speak to Mr. Chen? Chen: It’s me. Good morning, Mr. Green. Are you interested in our printed pop