商务英语综合训项目五商务谈判.pptVIP

实训项目五 商务谈判 实训方法 能力要求 实训目标 每三至四个人为一组，将班级学生分成若干组，采用互动讨论、情境交流、角色扮演等方式完成本章节实训任务。 1、能够熟练掌握谈判用语。 2、能够进行简单的谈判，谈判双方能达成一致意见。 掌握商务谈判注意事项和常用表达方式，能够就价格、支付方式和交货期进行谈判。 一、商务谈判的注意事项 To most salespeople and business owners it is important to learn how to negotiate more effectively. Here are five strategies that will help them improve their negotiation skills and drive more dollars to their bottom line: 1) Learn to flinch. 2) Recognize that people often ask for more than they expect to get. 3) The person with the most information usually does better. 4) Practice at every opportunity. 5) Maintain their walk away power. 第一节 知识巩固 二、谈判常用表达方式 Opening the Negotiations On behalf of ... I would like to welcome you to... Its my pleasure to welcome you to... Suggesting a procedure: I would like now to begin by suggesting the?following procedure (agenda). To start with, I think we should establish the?overall procedure. As our first order of business, can we?agree on a?procedure? Checking for agreement: Does that fit in with your objectives? Is that compatible with what you would?like to?see? Does that seem acceptable to you? Is there anything youd like to change? Is this okay with you? 第一节 知识巩固 Giving the discussion leadership to a colleague: I will now hand you over to Mr. Brown, who is... I will now hand the floor over to Mr. Adams, who?is... Now let me hand the meeting over to my colleague, Ms. Jones, who... Reviewing the previous session: At our last meeting, we discussed... Perhaps you will recall that during our last?discussion, we decided that... Moving on to the next point: Could we now move on to the next subject, which is... Lets go on to the next subject, shall we? Putting forward future possibilities: We foresee... We envisage... We see... 第一节 知识巩固 Seeking clarification: Could you clarify one point for me? Im not sure I fully understand your point. What exactly do you mean by...? Could you be