国际商务英语综合教程课件廖瑛 ISBN9787811341737 PPTChapter 12.pptVIP

Chapter 12  Negotiation Strategies on  International Business 国际商务谈判策略 Ⅰ. Explanatory Notes on Technical Terms (专业术语) 1. processing trade —加工贸易 2. assembling trade —装配贸易 3. compensation trade —补偿贸易 4. manipulation —操纵 5. target market —目标市场 6. home court — 主座（谈判地点） 7. neutral location —对谈判双方同等便利的中性地点或中立国 8. bargain — 提出条件，议价 9. at the expense of — 担负费用，在负担…费用的情况下 10. component of marketing mix. — 营销组合的基本因素 11. quantity discount — 数量折扣 Ⅱ.Language Points (语言要点) (Teachers should note that here we only give you some of the language points, you may add some by yourself.) 1. 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. 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，私人商行之间的嗟商过程，简而言之，就是买卖双方之间的嗟商过程。 1) as far as…are concerned 就……而言 As far as international investment, import and export of products, machinery, equipment, technology, etc. 就国际投资，商品，机械，设备，技术的进出口而言。 2) international business negotiation is a consultative process between governments, trade organization, multinational enterprises or private firms. 国际商务谈判时发生在政府、贸易组织、跨国公司、私人商行等之间的磋商过程。 2. Whether you are the exporter or the importer, you should learn as much information as possible about the market that you want to enter, the potential clients and the competitors you will deal with before you join the negotiation. 无论你是出口商，还是进口商，参加谈判前，你应当尽可能多地获取你所要进入的市场、潜在的客户和竞争的对手的信息。 1) whether…or… 引导的是让步状语从句 2) 主句是you should learn as much information as possible about the market。意思是尽可能多地获取市场的信息。 3)that you want to enter是宾语从句，修饰market， 意思是：你想要进入的（市场）。 4) About (介词)有几个并列的宾语：the market…,the potential clients and the competitors… 5) You will deal with 是定语从句，修饰competitors. 6) Before you join the negotiation 是修饰全句的时间状语 3.