会展英语之商务谈判研讨.ppt

Business negotiation A Successful Negotiation 1. Goal of Profit 2. Build Relationships 3. Efficiency You are a born negotiator. The first thing you do is to negotiate for anything with your cries. Remember your power. Keep away Deadlock僵局 Calm and Think Welcome Different Opinions Avoid Disputes争端 Strengthen Communication Focus on Win-Win Strategy Horizontal than Vertical Negotiation Pause when you think you should pause. 该暂停时就暂停。 作 Understanding the Body Language 各国礼仪习俗各不相同，需要灵活掌握－－福步外贸论坛 Role-Play Complete the following dialogue and role-play it. A: _______________, it would be very difficult for us to_________ your product at the price offered. 说实在的，我们很难按所报的价格去推销你们的产品。 B: Our price is ________________ the world market. It’s workable. 我们的价格与世界行情相一致，是可行的。 A: We have been approached by other _____________ with offers about 10% lower than yours. 其他供货商给我们来的报价要比你们的低百分之十左右。 B: 10% lower? It’s impossible. Have you _________ our product ____ theirs? Are they __________________ ? 低百分之十？那不可能。你们把我们的产品和他们作比较了吗？是同一个档次的 货吗？ A：But the ____________ shouldn’t be as big as 10%. We’ll have to ______________ other suppliers if you don’t ___________________. 但是价格也不应该相差百分之十呀。如果不减少一点的话，我们不得不去找别 的供货商了。 B. What would that be in your mind? 你想要减多少？ A. A reduction of 5% is only ________________. 减去5%无论如何也是合理的。 . To be frank market in line with suppliers compared with in the same class price gap turn to make a reduction reasonable B： I’m afraid you’re asking ______________ 5% reduction is out of the question. We can never go _______________ that. 恐怕你要的太多了。百分之五根本不能考虑。我们决不可能减去那么 多。 A： Then how much can you _______________ ? 那么你们能减去多少？ B： To help you sell our product, we’ll __________________ and reduce the price by 2%. 为了有助于你们推销我们的产品，作为例外，我们减去2%。 A: I sincerely hope a transaction can be ______________. I’m ready to