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1、PRACTICAL BUSINES ENGLISH New E新编实用英语新编实用英语目目 录录Chapter 1 Business NegotiationChapter 2 Business DocumentsChapter 4 Business EtiquetteChapter3 Business LettersChapter 5 Export ProceduresChapter 6 Delivery TermsChapter 8 CollectionChapter 10 BondChapter 7 RemittanceChapter 11 Marine InsuranceChapter
2、9 Letter of CreditChapter 12 Business EthicsChapter 14 Commodities Inspection and Customs FormalitiesChapter 13 Transportation ParticularsChapter 15 Claims, Force Majeure and ArbitrationChapter 1Business Negotiation1.Some Basic Conceots of Negotiation2.The Forms of Business Negotiation3.The Overall
3、Framework of International Business Negotiation4.Features of International Business Negotiation5.Basic Rules of International Business Negotiation6.The General Producer of International Negotiation7.Communication Skills for Negotiations8.Types of Negotiation Styles9.The Business ContractChapter 1 Bu
4、siness Negotiation1.Some Basic Concepts of Negotiation(1)The Concept of Negotiation A negotiation is a process of communication between parties to mange conflicts in order to come to an agreement, solve a problem or make arrangements. A successful negotiation must satisfy at least the following requ
5、irements:1）The outcome of a negotiation is a result of mutual giving and taking;2）Negotiations happen due to the existence of conflicts; however, no negotiation can proceed smoothly and come to a satisfactory solution without collaboration between the participants.3）In spite of unequal strength and
6、power on the side of one party, it should not be viewed as a success if the other party cannot exercise influence on the result of negotiation, which in a show of the equal right of the parties.Chapter 1 Business Negotiation1 1）Determine interests and issuesDetermine interests and issuesThe internal
7、 structure of negotiation is :2 2）Design and offer optionsDesign and offer options3 3） Introduce criteria to evaluate optionsIntroduce criteria to evaluate options4 4）Estimate reservation pointsEstimate reservation points5 5）Explore alternatives to agreementExplore alternatives to agreement6 6）Reach
8、 an agreementReach an agreementChapter 1 Business Negotiation1）Negotiations plays a basic part in conclusion of a contract and has direct influence on the conclusion and implementation of a contract, and also had a great bearing on the economic interest of the parties concerned.2)The dual elements o
9、f conflict and cooperation are described here: it is the mutual interest of participants to come to some agreement and this provides a cooperative aspect; however ,the interests of participants are opposed, and this is the basis for rivalry.3)The parties know that the value of any successful bargain
10、 is limited because opportunities provided in the administration of the contract or by other tenders may correct any serious unbalance.4)Success in negotiation is seen not to be measured in points scored off ones opponent, but in the contribution to the negotiation it self.(2)The (2)The Importance I
11、mportance of Business of Business NegotiationNegotiationChapter 1 Business NegotiationChapter 1 Business Negotiation2.The Forms of Business NegotiationBackgroundFactorsAtmosphereThe ProcessOf Negotiation1)Background Factors refer to objectives, environment, market position, third parties and negotia
12、tions.2)Atmosphere is of great importance to the whole process of the international business negotiation,3)The Process of Negotiations is made up of three stages.Overall Framework3.The Overall Framework of International Business NegotiationChapter 1 Business NegotiationTwo principals:First, at the b
13、eginning of the negotiation, the negotiations should know well their desired results and not be willfully manipulated by their counterparts. Second, in international business negotiations, price is usual the key point because it directly concerns the economic benefits to both sides.First, at the beg
14、inning of the negotiation, the negotiations should know well their desired results and not be willfully manipulated by their counterparts. Second, in international business negotiations, price is usual the key point because it directly concerns the economic benefits to both sides.1)the best target;
15、2)the intermediate target; 3)the acceptable target.4.Features of International Business NegotiationChapter 1 Business Negotiation5.Basic Rules of International Business Negotiation(1)Interdependence “one palm cannot clap.” A seller cannot exist unless he has a buyer, which determines this relationsh
16、ip between them.(2)Concealment and Openness To achieve more satisfactory results, both parties will have to decide how open and honest they should be about personal preference and needs, and to what extent they should trust the other side.(3)Different Negotiation Situations Both parties must change
17、as required of them by situations.Chapter 1 Business Negotiation(4)Bargainning Mix and Creativity Based on the environment where negotiations feel cooperative and dedicated to seeking the best solution possible instead of meeting but one sides need.(5)Proposal Exchange To be successful, a negotiator
18、 needs to understand the events that are taking place during the exchange of offers, and to know how to use them to advantage, to keep the other side from side from using them to negotiators disadvantage.(6)Winner or Loser Cardinal rules for a successful negotiator to remenber:1)His/her reputation,
19、and effort to maintain that reputation by means of their negotiating behavioe.2)Most negotiation occurs in relationships that will be maintained over a long period time.3)The settlements that are satisfactory durable are the ones that meet the needs of both side.Chapter 1 Business Negotiation(1)Prep
20、aring Stage-Assessment of the Situation and the people-Agenda -Concession Strategies-Facts to Confirm During the Negotiation-Manipulation of the Negotiation Situation-Develop Strategies and Tactics-Pre-negotiation (2)Contacting and Materially Negotiable Stage-Non-task Sounding-Task-related Exchange
21、of Information-Giving Information-Getting Information-Persuasion-Concession and Agreement(3)Agreement Concluding and Executing StagOnce the seller and the buyer reach an agreement, it is time to consider what follows the negotiation.Chapter 1 Business Negotiation6.The General Producer of Internation
22、al Negotiation7.Communication Skills for NegotiationsSome essential elements of effective communications for business negotiations are given below:(1)Comunicating Across Cultures(2)Listening More, Talking Less(3)Asking Questions(4)Conditional Questions(5)Preparing Questions(6)Putting It All Together
23、(7)ConclusionsChapter 1 Business Negotiation8.Types of Negotiation Styles(1)Japanese Negotiation Style(2)American Negotiation Style(3)British Negotiation Style (4)French Negotiation StyleChapter 1 Business NegotiationEnquiryWritten negotiations often begin with enquiries made by the buyers to get in
24、formation about the goods be ordered such as quantity, specifications, prices, time of shipper.QuotationA quotation is a responsive answer to an enquiry which should include all the necessary information required by the enquiry. (1)Offer (2)Counter-offer (3)AcceptanceChapter 1 Business Negotiation9.The Business ContractNotes1.negotiation,意为贸易或生意2.“One palm cannot clap.”一个巴掌拍不响。3.non-task sounding 开局前试探4.agenda 议事日程5.chamber of commerce 商会6.Visual aids, printed materials, samples, and reference to facts and figures 视觉教具、书面材料、样品及有关的论据和数字Chapter 1 Business Negotiation
