Chapter 9 商务谈判.ppt

Language Skills 1. Give Tit for Tat （针锋相对） This strategy is an effective negotiating means in business negotiation. If a negotiator deals with it appropriately, it can serve the progression of business negotiation. For example: 1) You must keep the prices down, otherwise you’ll lose share. 2) Personally, this is our rock-bottom price, Mr. Green. I’m afraid it seems that we can’t make any further concession. 3) I’m afraid we’ll have to cancel the deal if you don’t reduce your price. Exercise 1）请告知贵公司负责人， 我们不能在这一点上让步。 Please impress upon your authorities that we cannot be too flexible on this point. 2. Limiting Direct Comparison（限制衬托对比） In the course of negotiation, negotiators often use direct comparison with an attempt to force their counterpart to make concession. Remember that a negotiator should not contrast his strengths with his opponent’s weaknesses directly, because the deliberate depreciation of others is not only impolite acts, but also reflects the speaker’s moral inefficiency in listeners eyes. For example: This kind of instrument of ours is small in dimension, high in sensibility and easy to operate; while your product is bigger in volume and lacking of one percent in sensibility and without the automatic control function. Q: How could you revise this sentence in a more polite way? You might say as follows: This kind of instrument of ours is small in dimension, high in sensibility and easy to operate. It would be better for you to improve your product in the aspects of volume, sensibility and function. Professional Skills 1. Modes of International Cargo Transportation （国际货物运输方式） 2. Shipment Terms （装运条款） 3. Shipping Documents （运输单据） 4.Insurance of Shipment （货运保险） 1. Modes of International Cargo Transportation（国际货物运输方式） 1.1 Marine Transportation （海运） 1.2 Land Transportation （陆上运输） 1.3 Air Transportation （空运） 1.4 Parcel Post Transportation（邮政运输） 1.5 International Multimodal Transportation (国际联运) 1.6 Other Modes of Cargo