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1、Make sentences,1. Do you agree ./ Do you think whether or not? 2. What do you think of ? 3. Is it right that you think .? / Am I right that you think? 4. Is it possible that we ? 5. Will it be or? 6. According to / After consulting 7. Can you consider doing ?,商务模拟谈判模块,2、开局,本次课的课程目标,1、学习在商务谈判中人员介绍、议程
2、协商和开局陈述的英语表达 2、了解商务谈判的基本礼仪,礼仪测试 （1）,谈判座位安排,正门,主方,6 4 2 首席 3 5 7,7 5 3 首席 2 4 6,客方,礼仪测试 （1）,谈判座位安排,正门,主方,客方,9 11 10 8 7 6 5 4 3 2 首席 首席 2 3 4 5 6 78 10 11 9,礼仪测试 （1）,谈判座位安排,正门,主方,客方,首席2 34 55 43 2首席,礼仪测试 （2）,商务交际场合的语言应对 What would you say if 1. Somebody opened a door and said “after you”? 2. Somebody
3、 wished you good luck in a negotiation? 3. Somebody offered you a cup of tea and you didnt want it? 4. You want to have a guests business card? 5. You meet somebody that you cant remember his name?,商务谈判的开局目标,营造诚挚、友好、平等、和谐的谈判气氛,商务谈判的开局内容,1、明确本次谈判的主题，统一双方认识；表明我方期望的礼仪和基本立场； 2、营造气氛； 3、过渡一下，准备进入正式谈判。,商务谈
4、判的开局基本程序,第一，见面介绍，热情友好地与对方握手。 第二，各方按指定位置就坐。 第三，开场，选择中性话题过渡。 第四，人员介绍。 第五，议程协商。 第六，开局陈述,中性话题内容和表达,Welcoming 1. On behalf of ABC Company, I am very glad to welcome you to our head office. 2. Well, Im delighted to welcome you all to our processing plant here in Shanghai. Greetings 1. How was the flight o
5、ver? 2. Is everything OK with the hotel? 3. What was the weather like in Tokyo when you left? Introductions Mr. Smith, would you like to introduce your team?,人员介绍的内容和表达,She the vice-president administration Three-One Steel. He secretary Personnel Huatian Hotel. is going to sit in. is going to take t
6、he minutes. would like to say a few words about is going to give us a presentation.,训练一：开场和人员介绍,某县盛产橘子，成立了一家饮料厂生产固体橘汁饮料，欲购买意大利生产技术和设备，与来华的意大利谈判小组进行谈判。Tips: 国内外谈判专家普遍认为，一个谈判小组的理想规模以4人左右为宜。多数商务谈判涉及的业务知识领域大致有：1，商务谈判；2，技术方面；3，法律方面；4，金融方面。 Take care of, be in charge of, play the role of, deal with,议程的主要内
7、容,谈判总体时间及分段时间安排 双方谈判讨论的中心议题，讨论问题的顺序 谈判中各种人员的安排 谈判地点及招待事宜,请根据训练一中的任务制定一份议程。,Expressions about agenda,Weve drawn up an agenda. How are we going to start and finish? Lets just run through the agenda. Lets just identify the key issues. There are two items on the agenda. We see two important issues Would
8、 you agree? Weve drawn up an agenda for today, which covers.,Expressions about agenda,PurposeWere here today to The main objective / purpose of todays meeting is TimingIt will take two hours. ProcedureWell deal with .first.Shall we look at . first?Wed like to start byLets leave .until later.Well hav
9、e at the end.,Expressions about discussing agenda,I dont think it is fair to us to start the negotiation tomorrow morning. We have not yet overcome the time difference. If you dont mind, wed rather have the talks held in the hotel instead of in your company. Never mind the necessary expenses. We sha
10、ll cover them. Ill see to that. Is there anything else? I am sorry we did not take that into account. Ill put the meeting off if you insist. But I want to assure you that its in your favor to have the meeting held earlier.,Expressions about discussing agenda,I shall forward your suggestions to our g
11、eneral manager. Can you arrange some kind of working dinner between your manager and me? We may review some of the questions we need to cover in our talks. Dont arrange the sightseeing on the last day, we might need the time to attend to some of the questions we have overlooked in the talks.,训练二： 以小
12、组为单位，准备对议程进行介绍和协商。,复习开局策略,协商式 进攻式 坦诚式,开局策略案例,甲方：我们彼此介绍一下各自的生产、经营、财务和商品的情况，您看如何？ 乙方：完全可以，如果时间、情况合适的话，我们可以达成一笔交易，您会同意吧？ 甲方：完全同意，我们谈半天如何？ 乙方：估计介绍情况一个小时足够了，其他时间谈交易条件，如果进展顺利，时间差不多，行。 甲方：那么，是贵方先谈，还是我先谈？ 乙方：随便，就请您先谈吧。,开局策略案例,我们摊子小，实力不够强，但人实在，信誉好，产品质量符合贵方的要求，而且成本较其他厂家低。我们愿意真诚地与贵方合作。我们谈得成也好，谈不成也好，起码可以与你们交个朋友
13、，向贵方学习生产、经营及谈判的经验。,开局策略案例,贵方如果缺乏诚意，可以请便。我们尚有一定的原料库存，而且早就做好了转产的准备，想必我们今后不会再有贸易往来，先生，请吧！,总结相关英语表达,What do you think of that? Do you agree? How about? Do you or ? We are . We are sincerely willing to We are not going to progress unless you can If you are not sincere enough, you can ,协商式 坦诚式 进攻式,以小组为单位，根据训练一中的任务进行开局陈述,某县盛产橘子，成立了一家饮料厂生产固体橘汁饮料，欲购买意大利生产技术和设备，与来华的意大利谈判小组进行谈判。,以小组为单位，进行开局的欢迎、介绍、陈述,江苏仪征化纤工程(Yizheng Chemical Fibre Project)是世界最大的化纤工程。1985年7月，江苏仪征化纤工业公司总经理主持了一次和联邦德国吉玛公司（Zimmerag）的索赔谈判，对手是李杨.奈德总经理。由于引进的圆盘反应器（disk reactor）有问题，中方提出了1100万马克的索赔要求，而德方只认可300万马克。,
