商務談判(基本內容介紹)(編輯修改稿)

　

【文章內容簡介】 Dear Mr. Jones, ? We are in receipt of your letter dated on May 2, offering us 50 metric tons of the captioned goods at US$350 per metric ton on the usual terms. ? In reply, we regret to inform you that our buyers in London find your price much too high. Information indicates that some parcels of Indian origin have been sold here at a level about 30% lower than yours. ? We do not deny that the quantity of Chinese Kernels is better, but the difference in price should not be so big. To step up the trade, we counteroffer as follows, subject to your reply received by us on or before 30th May. ? 50 metric tons of groundnut kernels FAQ 1998 crop at US$320 per M/T CIF London, other terms as per your letter of May 2. ? As the market is declining, we remend your immediate acceptance. 4. Acceptance ? send a written acceptance ? indicate acceptance of the offer by opening a letter of credit issued in the counterpart’ s favor. ? Sample: a standard form to acknowledge the offer ? This is to acknowledge with thanks your order No. ______ received on _____ . ? We expect to ship _______ on ______ from______. Thanks for the opportunity to be of service to you. 談判的原則及注意事項 ? 1. 堅持平等互利的基本原則 (winwin concept) ? 2. 語言文明禮貌 ， 清晰易懂 ? 3. 對象不同 ， 開場白不同 (culture patterns and negotiation patterns) ? 4. 多聽少說 ? 5. 態度坦誠 ， 不拐彎抹角 商務談判 (補充內容 ) —— 實用篇 I. Reading Practice ? Directions: Read the dialogue and tell which parts of the dialogue can be called “ inquiry” , “ offer” , “ counter offer” , or “ acceptance” : ? A:We have looked at your samples and feel interested in your products. Can you tell us how much you want to sell us? ? B:I think you must have noticed that our products have good quality and our brand name is very petitive. Our offer is $ 25 each. ? A:We have to point out your price is on the high side and it’ s impossible for us to push any sales at such a price. ? B:Well, to get the business done, we plan to make some concessions. But if the quantity is too small, I’ m afraid we can’ t move much. What’ s the size of your order? ? A:100 pieces. ? B:You are kidding. Don’ t fet you are buying watches, not motorcycles. ? A:We have some financial difficulties at the moment. If your price is petitive and the quality is to the satisfaction of the customers, substantial orders from us will follow. ? B:In that case, let’ s conclude the transaction at the price of $23 each. ? A:It’ s settled. ? II. Speaking and Writing Practice ? an interview ? for information ? information ? for opinion ? Opinion ? ’ t understand somebody’ s words ? suggestions ? proposals ? proposals ? To be continued. 1. Starting an interview: ? Let’ s get down to business, shall we? ? Shall we begin/ start? ? May