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1、Part Three Businessn Negotiation,商务英语口译教程,商务谈判,小飞守角制作,Unit 7 Import of Complete Plant,This unit includes some general conversations with relation to the import of complete plant, such as how to negotiate with the exporter on price, technical service and personnel training of imported complete plant.
2、 The learner can learn it according to each situation easily and then can easily handle every situation when it happens.,Part Three,小飞守角制作,Unit 7 Import of Complete Plant,Teaching Aims: 1. Knowledge aim: Through the study of this unit, the students will get some basic information on price, technical
3、 service, and personnel training of the imported complete plant, and know how to negotiate when doing business. 2. Skill aim: Students will be able to master the basic knowledge of import of complete plant and the relevant trade terms such as price, technical service and personnel training, and make
4、 their conversations according to the given situations. Core Skills: 1. Negotiating about import of complete plant 2. Negotiating about relevant trade terms,Part Three,小飞守角制作,Unit 7 Import of Complete Plant,Background Knowledge If a factory wants to import a complete plant from a foreign company, it
5、 can entrust the business to some trade agents, or get in touch with foreign suppliers by itself. Before contacting any foreign supplier, the importing party should make a careful selection of suppliers to whom it is going to send its inquiries. As a rule, it is only appropriate for the importing pa
6、rty to sent the same inquiry to three or four suppliers in different countries. After receiving offers from the supplier, the importing party should make a close study and analysis of the offers received so as to determine the most suitable supplier. When comparing the offers, the importing party sh
7、ould not merely consider the price but also take into consideration other relevant trade terms such as the mode of payment, technical service and personnel training.,Part Three,小飞守角制作,Unit 7 Import of Complete Plant,如果某个厂家想从国外公司进口成套设备，它可以把这项业务委托给某一贸易代理机构，也可以自行与国外供应商接洽。 在跟国外供应商接触之前，进口方应对其准备询盘的供应商进行仔细
8、的筛选。一般来说，进口方向不同国家的三、四家供应商发询盘比较合适。接到供应商的报价后，进口方应该进行仔细的研究和分析以决定最佳供应商。在对比报价时，进口方不能单单考虑价格因素，还要把其他相关贸易条件，如付款方式、技术服务和人员培训等考虑在内。,Part Three,小飞守角制作,Unit 7 Import of Complete Plant,Section One Situational Dialogue Directions: Students must be able to recite these dialogues fluently and understand them. After
9、 concluding the transaction with Guangzhou Textiles Corporation, Mr. Wilson flies to meet Mr. He Jie, the project manager of China Texmatech Co., Ltd.-Zhejiang Branch. They are discussing related issue about the import of a complete plant for a woolen textile mill. Dialogue One In He Jies Office (Mr
10、. Wilson is in the office of Mr. He. They are discussing the price terms and the mode of payment for purchase of the complete plant of a woolen textile mill.),Part Three,小飞守角制作,Unit 7 Import of Complete Plant,H: Good morning, Mr. Wilson. How do you do? W: Good Morning, Mr. He. How do you do? H: How
11、is your flight, Mr. Wilson? W: Its great. Well, Mr. He, I believe you have received our proposal regarding the woolen textile project which I have sent to you before my visit in China. I think its always more convenient to discuss things face to face. H: Yes. I hope we can come to an agreement this
12、time. W: Me too. But it requires efforts by both sides to accomplish that. H: Quite right. Shall we come straight to the point right now? W: Fine. I believe you have studied our proposal. Could you let me know how you feel about it in very general terms?,Part Three,小飞守角制作,Unit 7 Import of Complete P
13、lant,H: Thank you very much for sending us the proposal. But we think we need to discuss in greater detail some of the points such as price, the mode of payment, etc. W: They are certainly open for discussion. Shall we discuss them one by one, beginning with the price? H: I dont have the slightest o
14、bjection. W: I think you must agree that our quotation is quite attractive. H: Im afraid I cant agree with you there. We have received offers from some other suppliers which are much lower than yours. W: If you take the quality of our machines into consideration, your will find our price quite fair
15、and reasonable. Whats more, the design of our equipment is very advanced.,Part Three,小飞守角制作,Unit 7 Import of Complete Plant,H: I agree that yours are certainly of good quality and advanced design, but there cannot be such a big gap between your price and those of others suppliers just because of goo
16、d or better quality and advanced design. To tell you honestly, theres keen competition here. To be frank, successful business depends very much on the price. W: What do you think is an acceptable price then? H: To conclude the deal, you should at least reduce the price by 20%. W: 20%? Its beyond my negotiating limit. May I suggest that we meet each other halfway? Thats really our rock-bottom price. We cant make any further concession. H: You mean your will
