chapter eight Leaving an Exhibition and Follow-up of Negotiations 《会展英语》教材.pptVIP

Chapter Eight Leaving an Exhibition and Follow-up of Negotiations Learning Emphasis I. Focus Reading: Negotiation II. Situational Dialogues Dialogue A: Following up the Sales of a Previous Order Dialogue B: Dealing with the Orders from Potential Customers III. Practical Writing: Negotiation on Price IV. Extended Reading Giving Feedback after a Negotiation Section I Brainstorming Directions: Look at the photograph below and read the four statements related to the photograph, then choose the statement that best describes the photograph, and then answer the question followed. These people are probably ______. having dinner developing new products studying the product studying the follow-up of their exhibits What can be done by an export corporation after its leaving the exhibition? D Section II Focus Reading Negotiation Buyers and sellers as the two major parties in business event often confront the discrepancy between their own goals. The buyers intend to buy the goods or services at a price as low as possible, while the sellers intend to sell the goods or services at a price as high as possible. Each party wants to achieve their own goals so that they can pursue the best profit. When such conflict appears, the two parties need to negotiate with each other to reach a mutually satisfying agreement. Before negotiating, negotiators need to make necessary preparation. If the buyers want to purchase the best commodities with reasonable prices, then they at least need to have a clear grasp of all the relevant information, such as other competitive prices, the specific terms, the actual delivery time, etc. After making an appointment and coming to meet with each other, the two parties need to adjust themselves by exchanging their ideas on the common interest and then the negotiation begins. During the process of negotiation, bargaining of prices of certain goods or services may not be avoided but the objective of mutual success should always be the