国际商务英语谈判Chapter 7Sales Negotiation.ppt

* * * * Chapter 7 Sales Negotiation Learning Focus understand the concept of sales negotiation Master the main contents of Sales negotiation know tips for Sales negotiation 1、What does the negotiation generally result in ? Section I Negotiation generally results in a compromise between seller and buyer on price, i.e., the seller reduces and the buyer increases the price from their starting positions. 2、What is the goal of the negotiators ? When you study an existing agreement，look for these elements. A detailed description of the goods or services for sale including quality，discount on quantity，packing，and so on． The total payment due，along with the time and modes of payment and how late payment should be penalized． Warranty or guarantee for the goods or services． When the buyer has to inspect or evaluate the goods before taking legal possession． How each party must deliver changes or notices related to the agreement． The key legal statement in the agreement． A clause stating that the agreement is the only legal document covering the sale and that no other agreements，written or oral，will be legally binding． A clause stating that both parties must approve any changes or additions to the agreement in writing 1) sales negotiation is a process that involves the deliberation of all details necessary to successfully complete a sale. 销售谈判是一个过程，该过程涉及到了需要成功完成一个销售所需要的所有细节。 2) According to the varieties of tactics adopted, the negotiator shall discuss with several foreign companies simultaneously or separately in import business. 根据所采取的的策略的不同，谈判者将同时或分别与进口行业的几家外国公司谈判。 Language Points (1) Negotiation starts when a buyer and a seller are conditionally committed to the sale. 在谈判开始的时候，买卖双方对于小数的承诺是有条件的。 (2) Negotiation generally results in a compromise between seller and buyer on price, i.e., the seller reduces and the buyer increases the price from their starting positions. 一般来说，谈判结果是买卖双方最终的妥协，比如价格，也就是卖方降低了他们开始的价格，而买方提高了他们开始的价格。 (3) In theory, settin