商务谈判的理论篇.pptxVIP

?教材名称版本教材作者出版社ISBN号备注主要教材《国际贸易英语》（实用英语系列丛书）?约瑟芬·克林顿北京大学出版社(配磁带)7-301-04223-x?参考教材1商务谈判英语?李莹世界图书出版公司?7-5062-4174-9?参考教材2外贸英语实务?曹菱外语教学与研究出版社7-5600-1831-9??1、 教材商务谈判——理论篇 什么是商务谈判？ 谈判双方为达成一笔生意，提出交易的内容和条件，通过洽谈协商达成一致的行为和过程。*语言运用得当与否是成败的关键e.g. I) I would if I could/ I don’t agree II) I can’t agree/ I don’t like it/ Is there anything else?谈判前应该有哪些准备？ Target Country Business Partner Qualified Negotiators Proper Plan Target Country Culture background and economic situationsPolitical climate of the countryCurrent import and export statisticsGovernment policy on international tradeInformation on trade barriers and restrictions----MOFTEC(对外贸易经济合作部)/ foreign trade corporations/ banks/ newspapers/ journal articles----Chinese Embassy/ local banks/ the agent/ local newspaper/ journal articlesBusiness Partner Negotiator has an overall picture of the opponentCredit referenceBackground informationBusiness rangeAnnual sales volumeMajor customersBusiness culture----by writing to the references provided by the counterpart----by employing a consulting firm Qualified Negotiators ---familiar international trading process/ experienced in dealing with foreign customers/ quick in making decisions/ well informed of the transaction they are going to deal withCommercial: price, delivery termsTechnical: specification, program and methods of workFinancial: terms of payment, credit insurance, bonds and financial guaranteesLegal: contract documents, terms of contract, insurance, legal interpretationHow many members does a team need?Proper Plan----good information and assessment Define the specific negotiating objectiveState the minimum acceptable level for each of the major itemsIdentify the team leader and other members of the negotiating teamSet forth time schedules for implementationEstablish the time period within which the negotiations should be concluded 商务谈判的一般步骤有哪些？ 1. Invitation to Offer 2. The Offer 3. The Counter-offer 4. Acceptance Invitation to Offer ---Inquiry: initiate a potential tran