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1、,Unit 13 Business Negotiation,商务英语口语教程,Step1,The 1st Period,Greetings and Revision,1.Greetings,How was your weekend?,2.Revision,Here I am going to check the homework, from which I will know how well the students did in the last classes.,Step2,The 1st Period,Unit 13,During the negotiation, what is th
2、e most important? What should we pay attention to ? Here allow me to give you a general idea about business negotiation, from which you will know some negotiation,1.Lead-in,tips:,Be prepared.-Information is power. Know what your needs are.-“bottom line” Never lie.-continued contact Be fair.-“win-win
3、” Time is money.-“speed, more money” Be patient.-first offer,Introduction and greetings-bargaining-make an agreement - appreciate,2.The main structure of doing business negotiation,Read the dialogue Make a similar dialogue Have a dictation Business Terms,3.Consolidation,E: EXW: Ex Works-Factory F: F
4、OB: Free on Board-Carrier FCA: Free Carrier C: CFR: Cost and Freight- port of destination CIF: Cost, Insurance and Freight-port of destination D: DES: Delivered Ex Ship-port of destination,Step3,The 2nd Period,How to bargain,1. Our price is reasonable as compared with that in the international marke
5、t. 2. Your price is higher than those we got from elsewhere. 3. You should take quality into consideration. 4. It would be very difficult for us to push any sales if we buy it at this price. 5. You may notice that the price for this commodity has gone up since last year.,1.Key sentences,6. The price
6、 for this commodity is US$25 per pound in the international market. 7. We may reconsider our price if your order is big enough. 8. If your price is favorable, we can book an order right away. 9. It is difficult for us to sell the goods, as your price is so high. 10. Youll agree our price is most fav
7、orable.,1.Key sentences,Negotiation tips To know your bottom price. Dont make large concessions. Be quick-minded. Show your own advantage. Aim at the long-term relationship. Make them look good. Keep a slow and deliberate rule. Quit while youre ahead. Keep uncertain.,2. How to Bargain under a favorable position,Step4,The 2nd Period,Homework,Strategy,Make a dialogue,3,Introduction,1,1,2,You are a sales manger of ABC Company Ltd. Now youre negotiating the price of roller-skates with the client.,Exercises on page 142,Thank You!,