商务英语谈判-chapter 2 modules of business negotiation.ppt

Chapter Two Modules of Business Negotiation Modules of Business Negotiation Inquiry Offer Counter-offer Acceptance and conclusion of a contract Beverly hills Many visitors come to Hollywood expecting to find a gleaming city filled with movie stars, posh restaurants, grand mansions and expensive shopping areas. They are, of course, very disappointed; the actual suburb of Hollywood is far from glamorous. The real Hollywood is a state of mind, not a place; its not so much a city as it is shorthand for the general movie and entertainment industry.But if that fabled, glittering Hollywood of the tourists imagination exists anywhere, it exists in Beverly Hills. It is in Beverly Hills, not Hollywood, where many stars actually live, dine and shop. ENQUIRY REPLY Enquiry can be of two types: general enquiry and specific enquiry. In general enquiry, the buyer asks for: General information he needs, such as: a catalogue, a price list a quotaiton sheets, a sample an illustration, a photo ENQUIRY REPLY In specific enquiry, the buyer asks for: Points to the products he wants, such as: the name of the commodity, the specifications, the quality the unit price FOB or CIF, the time of shippment, the terms of payment. quotation A response to enquiry, quotation may be given. A quotation usually includes: 1. An expression of thanks for the enquiry 2. Details of prices, discounts, and terms of payment 3. A statement of clear indication of what the prices cover (e.g. freight, insurance, etc.) 4. An undertaking as to date of delivery or time of payment 5. The period for which the quotation is valid 6. An expression of hope that the quotation will be accepted Guidelines for Making Enquiries Professionally 1. Before you enquire about products that interest you, please be specific on: The estimated quantity you’re going to order The terms of pricing you wan