NegotiatingPrice.ppt

NEGOTIATING PRICE  Learning Objectives Learning about Business Negotiation Learning about Terms in price negotiation Undestanding procedures in price negotiation Learning to talk about price adjustments, discounts, and concessions   Business Negotiation Proceduresof Price Negotiation ? Enquiry /Inquiry （询盘） ? Offer （报盘） ? Counter-offer （还盘） ? Acceptance （接受） ? Order （订货） Enquiry/Inquiry  2 types of enquiry 1. general enquiry (general information) a catalogue a price list / quotation sheets a sample 2. specific enquiry name of the commodity the specifications (规格） the quantity unit price FOB or CIF （单价） packaging (包装） shipment (装运） the terms methods of payment（付款条款和方式） Words?and?Phrases? price?价格，定价，开价?priced?catalogue?定价目录?pricing?cost?定价成本?price?list?定价政策，价格目录，价格单?pricing?policy?定价政策?price?tag?价格标签，标价条?ceiling?price?最高价，顶价?maximum?price?最高价?minimum?price?最低价?average?price?平均价格?base?price?底价?rock bottom?price?最低价?bedrock?price?最低价? price?terms?价格条款?F.O.B.?Free?On?Board?“船上交货价”或称“离岸价格”?C.I.F.?Cost,?Insurance?and?Freight?“成本加保险费、运费”或“到岸价格”?CF?Cost?and?Freight?“成本加运费”或“离岸加运费”价格?F.O.B.?Liner?Terms? F.O.B.?班轮条件?F.O.B.?Stowed? 船上交货并理舱?F.O.B.?Trimmed? 船上交货并平舱?F.O.B.?Under?Tackle? F.O.B.吊钩下交货?C.I.F.?Liner?terms? C.I.F.班轮条件?C.I.F.?Ex?Ships?Hold? C.I.F.舱底交货?F.O.B.?plane?飞机离岸价（用于紧急情况）? Price Terms---FOB CIF FOB: FREE ON BOARD 离岸价 装运港船上交货 是指卖方必须在合同规定的装运期内在指定装运港将货物交至买方指定的船上，并负担货物越过船舷为止的一切费用和货物灭失或损坏的风险。 CIF : COST, INSURANCE AND FREIGHT 到岸价 成本加保险费、运费 是指卖方必须在合同规定的装运期内在装运港将货物交至运往指定目的港的船上，负担货物越过船舷为止的一切费用和货物灭失或损坏的风险，并负责办理货运保险，支付保险费，以及负责租船或订舱，支付从装运港到目的港的运费。 Price Terms---FOB