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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 1 Price，Quantity， Discount and Commission,In this unit, some general conversations with relation to the business process, especially the negotiation about the price, quantity, discount as well as the commission, will be introduced. After lea
2、rning this unit, the learner should find out the real situation in doing business and master the process of making a bargain in detail.,Part Three,小飞守角制作,Unit 1 Price，Quantity， Discount and Commission,Teaching Aims: 1. Knowledge aim: Through the study of this unit, the students will get some basic i
3、nformation on price, quantity, discount and commission, and know how to negotiate when doing business. 2. Skill aim: Students will be able to master the basic knowledge of price, quantity, discount and commission, and make their conversations according to the given situations. Core Skills: 1. Negoti
4、ating about price 2. Negotiating about discount and commission,Part Three,小飞守角制作,Unit 1 Price，Quantity， Discount and Commission,Background Knowledge In international trade, business negotiation is the key section for the two business parties cooperation and the conclusion and implementation of a con
5、tract, which relates to the profits directly of the two business parties. In the process of negotiating a deal, the price of product is one of the most important elements which influence the purchase quantity as well as other elements such as purchase need, quality and so on. On the contrary, the qu
6、antity may also decide how much discount or commission the buyer can get.,Part Three,小飞守角制作,Unit 1 Price，Quantity， Discount and Commission,国际贸易中，交易双方的磋商是双方达成合作意向，签订和履行交易合同的关键环节，直接关系到交易双方的经济利益。而在交易谈判中，交易双方讨论一笔业务的过程中，影响双方达成交易协议的除了买方的购买需求，产品质量等因素，最为关键的则是商品的价格。可以说，商品价格是直接影响购买数量的因素之一，反之，购买数量的多少也会影响到买方在购买
7、过程中受到折扣或佣金的多少。,Part Three,小飞守角制作,Unit 1 Price，Quantity， Discount and Commission,Section One Situational Dialogue Directions: Students must be able to recite these dialogues fluently and understand them. Dialogue One At the Show Room (Li Hua, the sales manager of Guangzhou Textiles Corporation, guide
8、s Mr. Wilson who is from the International Trading Corporation of Canada to the showroom.) L: Our products are well-received in the European market. Let me show you around. W: Okay, thank you. L: We have opened a very good market in European for our products, and now we are mainly focused on the Can
9、adian and American markets.,Part Three,小飞守角制作,Unit 1 Price，Quantity， Discount and Commission,W: Yes, we are also interested in the cooperation with you. This is the first time for us to do business with each other, I expect to reach agreement on everything such as price, discount commission and so o
10、n. L: Yes, certainly, we also hope to open the Canadian market through your company. This way please, Ill introduce you our best-sellers and new products. W: Thats good! Lets go! L: This way, please.,Part Three,小飞守角制作,Unit 1 Price，Quantity， Discount and Commission,Dialogue Two At the Meeting Room (L
11、i Hua, the sales manager of Guangzhou Textiles Corporation, negotiates with Mr. Wilson who is from the International Trading Corporation of Canada in the meeting room.) L: Coffee or tea? W: Coffee, please! Thank you. L: Okay, these are the catalogue, the brochure, and samples. You can find the diffe
12、rent designs, colors and sizes. W: Okay, Ill see it. Im very interested in your best-seller, the series of the silk embroidered blouse. L: Fine, Mr. Wilson, you have a good insight. The series of the silk embroidered blouse has been the best-seller in European market for two years because of its goo
13、d quality and reasonable price.,Part Three,小飞守角制作,Unit 1 Price，Quantity， Discount and Commission,W: Yes, both the designs and quality are good. L: We also have different specifications for men, women and children. If you refer to page three of the brochure youll find all the details. W: Yes, would y
14、ou please give me an indication of the price? L: Certainly, US $20/piece for Children, US $25/piece for adult, FOB Guangzhou. W: To be frank, your price is a little higher than my expectation. Will you give us some discount if we place a large order?,Part Three,小飞守角制作,Unit 1 Price，Quantity， Discount
15、 and Commission,L: Yes, some discount of your price would benefit both parties, right? We usually grant a 10% trade discount for orders over 5,000. W: Good, if you can consider giving us a 20% discount, Ill place an order for 10,000. L: Let me think about it. Well, to encourage our future cooperation, Im prepared to give a 15% discount. We cant go any further. W: Okay, lets make a contract as soon as possible. L: Thank you. Wish pleasant cooperation!,Part Three,小飞守角制作,Unit 1 Price，Quantity， Discount and Commi
