Negotiating Price.pptVIP

NEGOTIATING PRICE ; Learning Objectives Learning about Business Negotiation Learning about Terms in price negotiation Undestanding procedures in price negotiation Learning to talk about price adjustments, discounts, and concessions ;  Business Negotiation;Ⅰ Definition of Business Negotiation;Ⅰ 商务谈判的定义;Ⅱ Function of Business Negotiation;Ⅲ The Characteristics of Business Negotiation;Ⅴ The Main Contents of Business Negotiation ; Proceduresof Price Negotiation;Enquiry/Inquiry ;Words?and?Phrases?;price?terms?价格条款?F.O.B.?Free?On?Board?“船上交货价”或称“离岸价格”?C.I.F.?Cost,?Insurance?and?Freight?“成本加保险费、运费”或“到岸价格”?CF?Cost?and?Freight?“成本加运费”或“离岸加运费”价格?F.O.B.?Liner?Terms? F.O.B.?班轮条件?F.O.B.?Stowed? 船上交货并理舱?F.O.B.?Trimmed? 船上交货并平舱?F.O.B.?Under?Tackle? F.O.B.吊钩下交货?C.I.F.?Liner?terms? C.I.F.班轮条件?C.I.F.?Ex?Ships?Hold? C.I.F.舱底交货?F.O.B.?plane?飞机离岸价（用于紧急情况）?;;Price Terms---FOB CIF;;;;;;;Price Terms---FOB CIF;Terms of Payment;Remittance: Mail transfer: M/T 信汇 Telegraphic transfer: T/T 电汇 Demand draft: D/D 票汇 Letter of credit： sight L/C 即期信用证 time or usance L/C 远期信用证 revocable and irrevocable L/C 可/不可撤销信用证 unconfirmed and confirmed L/C不保兑/保兑信用证 transferable and non-transferable L/C 可转让/不可转让信用证 documentary and clean L/C 跟单/光票信用证 revolving L/C 循环信用证 ;Offer Counter offer; Counter-Offer A counter-offer means a partial rejection of the original offer, and it is often a counter proposal put forward by the buyer or the offeree. The sentence “accept your offer subject to the following alterations…”（接受你方报盘，但须做以下修改）can be used in answering an offer. In making a counter-offer, the party concerned should express regret at inability to accept, and explain the reasons for non-acceptance .;