国际商务英语谈判串讲.

1、English for International Business Negotiation 国际商务英语谈判 General Review 1.Language Skills in Business Negotiation 2.Professional and Practical Skills in Business Negotiation 3. Type of Final Test 1. Language Skills in Negotiation Please focus on: Function in Every Chapters Extracurricular Activities in Every Chapters 1.1 What is Negotiation? (P.4) 1.2 Four Main phases of Negotiation (P.2) 1.3 Four Stages of Business Negotiation (P.4) 1.4 Some Issues that Chinese Corporations and Negotiators Need

2、to Address (P.8) 1.5 Chinas Foreign Trade Policy (P.50-55) 1.6 What is Win-Win Negotiation? (P.56) 1. Four Main phases of Negotiation (P.2) 1. What is Negotiation? Negotiation is a discussion aimed at reaching an agreement. 2. Four Main phases of Negotiation (P.2) There are four main phases of negotiation listed below: 1) The preparing phase （预备阶段） 2) The debating phase （争论阶段） 3) The proposal phase （建议阶段） 4) the bargaining phase（讨价还价阶段） 3. Four Stages of Business Negotiation (P.4) Business negot

3、iations proceed through four stages: a) non-task sounding （开局前的试探） b) task-related exchange of information （交换 与谈判目标有关的信息） c) persuasion （说服） d) concessions and agreements （让步与同意） 4. Some Issues that Chinese Corporations and Negotiators Need to Address (P.8) There are at least two differences in the way of business communication between Chinese and American Businessmen: 1. Chinese businessmen tend to have business negotiations in a rather indirect manner, as opposed to the direct manner of Ameri

4、can businessmen. 2. The decision-making process of Chinese companies is generally both slow and time-consuming. On the other hand, American companies usually operate with quick decision made by the top management. Decision-Making Types of Chinese and American (P. 8-9) Most Chinese companies keep to the “bottom-up, then top-down and then bottom-up” decision- making principle which involves many people at different levels. American type, or the top-down, management emphasizes efficiency and compet

5、ition among workers, but it often frustrates many workers. Work Ethic of Chinese and American (P. 9) Chinese work ethic is based on social pressure and community belonging, the American work ethic seems to be more individual oriented. Summary of Different Business Communication Styles between China and the USA (P.8) American Style Chinese Style Manner Direct Manner Indirect Manner Decision-Making Quick, Top-Down Slow, Time-Consuming Work Ethic Individual Oriented Social Pressure Value Results mo

6、re Community Belonging than its Process Priority to Planning, Merits Efficiency, Encourage Cooperation, Competition in Workers more Humane Demerits Frustrating Workers Lack of Efficiency and Competition 5. Chinas Foreign Trade Policy (P.50-55) In developing our foreign trade relations with other countries, China still follow the principle of “equality, mutual benefit and exchanging what one has for what one needs”. ( 平等互利，互通有无) In the past, we were rather rigid in doing business. Now, we adopted

7、 many different flexible business arrangement, such as compensation trade, counter trade, manufacturing according to buyers samples, processing customers materials, assembling their components on commission, joint ventures and so on. ( at issue 9, on p.52, then p.223) 反信风- counter trade, antitrade, in Meteorology 气象学 对销贸易（Counter Trade） 对销贸易（Counter Trade）： 是指在互惠的前提下，由两个或两个以上的贸易方达成协 议，规定一方的进口产品可以部分或全部以相对的出口产 品来支付。 对销贸易不同于单方面的进口或出口，实质上是将进口 和出口结合起来的贸易方式。体现了互惠的特点。 对销贸易的主要形式： 易货贸易 Barter Trade 互购 Mu

8、tual Purchase 补偿贸易（产品回购）Compensation Trade 6.What is Win-Win Negotiation?(P.56) Generally speaking, a win-win negotiation is an approach intended to reach a outcome that all the negotiating parties can profit from it in one way or the other. If the buyer and the seller both are interested in reaching an agreement in which they take away something positive from the deal, this is called a win-win situation. 2. Professional Skills in Business Negotiation Please focus on: 2.1 Links of International

9、Business Negotiation 2.2 Incoterms 2010 2.3 Payment of International Business 2.4 Contract of International Business 2.2.1 Links of International Business Negotiation Generally speaking, to reach an agreement in the international business negotiation needs going through five links : Enquiry （询盘） Offer （发盘，发价） Counter-Offer （还盘，还价） Acceptance （接受） Conclusion of a Contract （合同的签订） Of course, it is not necessary to have all the five links taken for every transaction. Sometimes, only offer and acceptance will do. It is stipulated in the laws of some countries that only offer and acceptance are the two required factors, failure of which will make no contract. Two Important Links for Signing a Contract 发盘与接受 （法律上称为要约与承诺） offer 甲方 乙方 acceptance There are two kinds of offer: offer with engagement (firm offer 实盘) offer without engagement (

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