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1、,经 贸 英 语,ENGLISH FOR CAREERS,Unit 3 Business Negotiation,新职业英语,Warming-up,Reading A,Listening,4,1,2,3,Reading B,5,Writing,6,Project,7,Vocabulary and Structure,Unit 3 Business Negotiation,10,8,Speaking,Unit 3 Business Negotiation,Task 1 The following jeans picture is a sample for whole sales advertis
2、ed in China Daily. Discuss with your partner what you will enquire of the seller when you plan to import them.,A price list,Specification,Samples,Shipment,Quantity,Terms of payment,Unit 3 Business Negotiation,Task 2 Discuss with your classmates to find out what steps might be taken to reach a deal o
3、n importing the jeans above. Then, fill in the following boxes and explain why.,Reading an advertisement for jeans,Sending a quotation of the jeans and samples,Confirming what they have agreed,Asking for detailed information of the jeans,Negotiating about what they differ in,Reading A,Text,Task 1,Ta
4、sk 2,Task 3,Task 4,Background Information,Unit 3 Business Negotiation,Reading A,Background Information As a key part in international trade, business negotiation refers to the process in which a seller and a buyer negotiate the terms and conditions on trading specified products, and finally reach an
5、 agreement. It can be done orally or in writing. Normally, it comes when the company finishes its business background check on its potential business partner. The general procedure of business negotiation is enquiry, offer, counter-offer, and acceptance. But it should be noted that in practice not a
6、ll business negotiations go through the four phases.,Unit 3 Business Negotiation,Back,Reading A,Unit 3 Business Negotiation,Task 1 Before reading the passage, see how much you know about the business negotiation by answering the following questions.,1. Have you ever heard of the general steps in bus
7、iness negotiations? If so, list them in time order; if not, guess what they are. Suggested Answers 2. What do we need to pay close attention to in business negotiations? Suggested Answers,Back,Suggested Answers,Ive heard a little bit about the steps of business negotiations in Chinese. And after dis
8、cussing with Tom, we finally nail down our version of the general steps in business negotiations. The first step is to ask general information about a product. I remember it is called “enquiry”; next is to give a reply to the so-called “enquiry”, which is mainly on the products price; the third step
9、 is called “counter-offer”; and the last one is to reach an agreement which means one party finally accepts the others conditions and terms.,Back,Suggested Answers,We think all the four steps are very important. For example, if you are a buyer and want to make an enquiry about the product you are in
10、terested in, you should state clearly the name and specifications of the product in the letter. And if you want to buy a lot, youd better tell the seller to quote you the best price. For the seller, he should reply the enquiry as soon as possible. When quoting the price, he is strongly recommended t
11、o make it clear that the price might fluctuate, especially in a turbulent market. When receiving the sellers offer or quotation, you might find it impossible to accept. Dont reject it rudely or give no reply because he might be your future business partner. When drafting a counter-offer, you should
12、give good reasons for the part you disagree with and your new suggestions. As to the last step, “acceptance”, youd better restate what you have agreed on to make sure there is no misunderstanding about it. It is much helpful, especially after several rounds of exchanges between you and the seller.,B
13、ack,General Steps in Business Negotiations,Generally speaking, business negotiations involve four steps: enquiry, offer, counter-offer and acceptance. The first step is “enquiry”. When reading an advertisement in a newspaper, website or anywhere else, buyers may make requests for the information rel
14、ating to their interested products like price lists, samples and terms of payment. Such a request is called “an enquiry”. After sending the enquiry, it comes to “offer”. An offer is the expression of the wish of the seller to sell particular goods under stated terms, including quantity, prices, ship
15、ment, terms of payment, etc. It usually follows an enquiry that is either written or oral.,Unit 3 Business Negotiation,Reading A,一般来说，交易磋商包括四个步骤：询盘、报盘、还盘和接受。 第一步是“询盘”。买方在报纸、网站或者其他地方看到一则广告后，可能会向对方索取有关自己感兴趣的商品信息，如价格表、样品、付款条件等。而这种索取信息的请求就被称为“询盘”。 在发出询盘后，买方就会收到“报盘”。报盘表达了卖方希望出售某种商品的条件，包括数量、价格、装运、付款条件等。它通
16、常出现在口头的或者书面的询盘之后。,Unit 3 Business Negotiation,Reading A,Offers can be classified into two types: firm offers and non-firm offers. A firm offer is usually a sellers promise to sell specified goods or services at specified prices, and valid for a specified period, with packing, payment, etc. described clearly. Once the firm offer is accepted by the buyer within the validity, the seller is not permitted to revise or withdraw his/her offer and is obliged to enter in
