chapter seven Holding Business Negotiations 《会展英语》教材.pptVIP

Chapter Seven Holding Business Negotiations ;Learning Emphasis;Section I Brainstorming ;Section II Focus Reading;Don’t Offer Your Bottom Line Early in the Negotiation How many times have you been asked to “give me your best price”? And have you ever given your best price only to discover that the buyer still wanted more? You have to play the game. It’s expected. If you could drop your price by 10%, start out with 0%, or 2%, or 4%. Leave yourself room to negotiate some more. Who knows-you may get it for a 2% reduction. You might have to go all the way to 10%, but often you won’t. A little stubbornness pays big dividends. Sell and Negotiate Simultaneously Think of selling and negotiating as two sides of the same coin. Sometimes one side is face up, and sometimes the other side, but they are always both there. This is particularly true in your earliest contacts with the buyer. The face the buyer sees is that of a salesperson demonstrating features and benefits. The hidden face is that of a negotiator probing and seeking out information that may be invaluable later should issue like price, terms, quality, delivery, etc. have to be negotiated. ;Exercises;II. Decide whether the following statements are true or false based on the text. ;Section III Situational Dialogues;Dialogue A. New Clients Expecting to Place a Trial Order ;Li Jing: Cloisonné is of typical Chinese traditional design. It has been popular in China for hundreds of years. Nowadays, based on the traditional arts, we have brought in new techniques to refine them to meet the demand of international markets. Jane Smith: Could you tell me how you make these exquisite ornaments and what materials are used? Li Jing: We have the demonstration on video, showing the process of cloisonné making. (After Ms. Smith watches the video) Jane Smith: Fantastic! Your products and techniques are very attractive. How about the price? Li Jing: As for the price, you would need to let me know the quantity you’ll order.