《国际商务谈判课件肖文萍Unit 03PurchaseUnit 03》由会员分享，可在线阅读，更多相关《国际商务谈判课件肖文萍Unit 03PurchaseUnit 03（15页珍藏版）》请在金锄头文库上搜索。
1、Unit 3,Making Purchase,Introduction Purchase is not one of the stipulations in a contract like payment, delivery and insurance, etc. It refers to the whole process that a buyer purchases products or services from a seller. Usually when the contract is made by the seller, it is called a sales contrac
2、t, and when made by the buyer, a purchase contract. Making purchase is closely market related.,Unit 3 Making Purchase,On a buyers market, making a purchase is just a job of following the rules of the business whereas completing a purchase requisition on a sellers market is a tough job for a purchase
3、r. Usually the purchaser has to tell the seller that his or her company is in urgent need of the goods; if the seller mentions some difficulties in offering the goods, the purchaser should be flexible on his position by offering a higher price or make some concessions in some aspects and emphasizes
4、the friendship and long-run cooperation.,Unit 3 Making Purchase,Objectives,Understand the importance of market change in making purchase in international trade; Learn to evaluate the market situation and make good purchase at good price; Have a good command of special terms and useful expressions us
5、ed in making purchase; Know how to make a good purchase on an unfavorable market,Unit 3 Making Purchase,Briefing,Relative knowledge Special terms useful expressions Skills,Unit 3 Making Purchase,Lets how you have prepared: Task 3,guarantee of quality 降低品质 sacrifice quality 一般品质 difference in quality
6、 品质检验证书 quality inspection certificate 上好可销售品质 best quality, prime quality, first-rate quality 品质保证 customary quality 品质上的差异 inferior quality 最佳品质 fair average quality F.A.Q 良好平均品质 good merchantable quality G.M.Q 低劣品质,Key Knowledge,buyers market 买方市场 sellers market 卖方市场 order sheet /order form订单 to
7、close an order决定成交 to fill an order执行订单,Unit 3 Making Purchase,More Terms,to execute and order执行订单 to complete an order完成订货/已交货 to send an order寄送一份订单 to ship an order装船 to modify an order改变订货 to repeat an order继续订货 to confirm an order确认订货,Unit 3 Making Purchase,to cancel an order取消订货 to increase an
8、 order增加订货 to duplicate an order将定货增加一倍 to reduce an order减少订货,Lets learn some knowledge Making and obtaining concessions A concession is change in the position that you have held in a purchase negotiation. When you make a concession, you are offering the other party something extra. In return, you
9、will hope to get a concession from the other party. There are several important problems with concession.,Unit 3 Making Purchase,Negotiation tips： Keep it in mind: Bargaining is trading, not giving While doing purchasing negotiation，negotiators should carefully think over the following points： 1. Wh
10、en should you offer a concession? 2. How much should you offer to the other party? 3. What will you get in return?,Unit 3 Making Purchase,When making concession, youd better : 1. Think about the value of the concession to the other party 2. Think about the consequences to you of each concession that
11、 you make 3.Know exactly when you intend to stop making any more concessions 4. Be flexible on your positions; be firm about basic interests. 5. Dont give anything away without getting something in return. 6. Be positive. Make a constructive response to any suggestion from the other party.,Lets lear
12、n some sample dialogues,Refer to the textbook,Unit 3 Making Purchase,Lets practice,Practice in groups Practice with: cue card. doc Show what you have practiced Students comment Teachers comment,Unit 3 Making Purchase,Lets conclude,Relative knowledge Introduction. doc Special terms Terms. doc useful expressions useful expression for talks. doc Skills Negotiation tips.doc Assignment: Practice with the cue card.doc,Unit 3 Making Purchase,
