会展实务英语Par 6 Negotiating Business.ppt

Task 1 Negotiating about Price Mini task II. Translation Translate the following sentences into Chinese. You will have to make an exception to your policy if you want our business. How you handle that negotiation will determine whether or not you close the sale and how profitable that sale will be. Task 1 Negotiating about Price If you could drop your price by 10%, start out with 0%, or 2%, or 4%. Leave yourself room to negotiate some more. The hidden face is that of a negotiator probing and seeking out information that may be invaluable later should issue like price, quality, delivery, etc, have to be negotiated. Task 1 Negotiating about Price Activity 3 Reading Read the following tips on cross-cultural negotiation. Discuss with your partner what you have to pay attention to when negotiating with clients from the following cultures. Asian cultures Western cultures Middle Eastern cultures Task 2 Negotiating about Payment (3)To meet you half way, what do you say if 50% by L/C and the balance by D/P?? ? Task 2 Negotiating about Payment Activity 2 Listening Listen to the following dialogue about payment, and fill in the blanks with the information you hear. A: How are we going to arrange payment for the goods? B: We’d like you to (1) ________________________________. A: Do you accept payment by D/A? B: I’m afraid not, because we don’t want to run the risk of losing money. A: When should we open the credit then? B: (2) ________________________________. A: How long should our L/C be valid? B: The L/C remains valid (3) ________________________________, and please indicate that the L/C is negotiable in our country. A: Can we pay for our imports in RMB? B: We would prefer that you (4) ________________________________. Task 2 Negotiating about Payment A: Could you tell me what documents you will provide with us? B: Along with the draft, we’ll also send you (5) ______________________________________________________________________________