新职参考业英语_经贸英语教案_Unit3.docVIP

Unit 3 Business Negotiation 本单元结合国际经贸业务中的典型工作流程、工作场景概述国际货物买卖过程中商业背景调查之后的一个重要环节——“交易磋商”： 交易磋商概述：介绍交易磋商过程中典型的四个环节，主要涉及四个环节的基本含义、内容和在整个过程中的地位与作用(Reading A)，为进行实际交易磋商提供理论指导； 口头磋商：根据业务需要，向贸易伙伴询问商品报价、提供报价、磋商分歧和达成协议(Listening Speaking)，学习实际磋商中的谈判技巧； 书面报盘与还盘：客户通过电子邮件向公司相关人员进行报盘，即商品的名称、价格和样品等信息，公司对报盘进行还盘，指出需要进一步磋商部分，并提供具体建议(Reading A) 起草询盘和介绍信件：根据所给的信息，起草一份得体的询盘和接受信函(Reading B Writing), 熟悉交易磋商信函包括的一般内容和格式。 Unit Objectives After studying this unit, you are able to: Understand the four basic steps in the process of a business negotiation Know the formats of enquiry, offer, counter-offer and acceptance Use the bargaining skills in business negotiation Draft and answer enquiry, offer, counter-offer and acceptance Text The first step is “enquiry”. When reading an advertisement in a newspaper, website or anywhere else, buyers may make requests for the information relating to their interested products like price lists, samples and terms of payment. Such a request is called “an enquiry”. 第一步是“询盘”。买方在报纸、网站或者其他地方看到一则广告后，可能会向对方索取有关自己感兴趣的商品信息，如价格表、样品、付款条件等。而这种索取信息的请求就被称为“询盘”。 After sending the enquiry, it comes to “offer”. An offer is the expression of the wish of the seller to sell particular goods under stated terms, including quantity, prices, shipment, terms of payment, etc. It usually follows an enquiry that is either written or oral. 在发出询盘后，买方就会收到“报盘”。报盘表达了卖方希望出售某种商品的条件，包括数量、价格、装运、付款条件等。它通常出现在口头的或者书面的询盘之后。 Offers can be classified into two types: firm offers and non-firm offers. A firm offer is usually a seller’s promise to sell specified goods or services at specified prices, and valid for a specified period, with packing, payment, etc. described clearly. Once the firm offer is accepted by the buyer within the validity, the seller is not permitted to revise or withdraw his/her offer and is obliged to enter into a contract with the buyer. In contrast, a non-firm offer is actually an offer without engagement which often contains reservation clauses like “ We make you an