实用外经贸谈判英语教程课件廖瑛 ISBN9787811348095 PPT PPTLesson 1.pptVIP

Lesson 1. The Preparations for International Business Negotiations 　国际商务谈判的准备工作 New Words and Expressions 1. multinational enterprise 跨国公司（企业），多国公司 2. correspondence [??????????????] n.（互通的）信函，通讯 3. processing trade 加工贸易 4. assembling trade 装配贸易 5. compensation trade 补偿贸易 6. specialized skills 专业技能 7. communication ability 沟通能力 8. gamesmanship [????????????] n. 克敌制 胜的策略，（用以取胜又不犯规的）小动作或方式 9. delivery terms 交货条款 10. credit insurance 信用保险 11. bonds [?????] n. 保证金 12. terms and conditions 各项条款 1. Introduction International business negotiation refers to a wide range of international business activities. As far as international investment, import and export of products, machinery, equipment, technology, etc. are concerned, international business negotiation is a consultative process between governments, trade organizations, multinational enterprises or private firms. In a word, it is a consultive process between the buyers and the sellers. 国际商务谈判涉及到国际商务活动的范围很广，就国际投资、商品、机械、设备、技术的进出口贸易而言，国际商务谈判是发生在政府之间 、贸易组织之间，跨国公司之间，私人商行之间的磋商过程，简而言之，就是买卖双方之间的磋商过程。 2. The Preparations before Business Negotiations 1) Defining the aims for negotiation 确定谈判目的 2) Getting necessary information 获取必要信息 3) Making a practical negotiation plan 制订切实可行谈判的计划 Three different aims to be decided in the first step: the best aim 最佳目的: the ideal aim that will benefit you best and help you achieve all desired results planned at the beginning of the negotiation. the satisfactory aim 满意目的: is fair for both parties, although it provides you with lower interests than the best aim. the acceptable aim 可接受目的: the acceptable aim gradually . In order to obtain the information concerned, market research should involve the following: (1) Make use of trade statistics published by most countries to learn the size or potential size of the market for your products or service. 充分利用大多数国家已公布的贸易统计数据弄清你的产品或劳务有多大的市场或市场潜力。 (2) Try to have a good command of the language and culture, local co