Business Negotiations

Business Negotiations

Unit 8

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Practical Writing Skills—Notices

Notices (1)

Knowledge About Notices

1) 时间：星期、日、月、时刻。 2) 地点。 3) 活动内容：会议、聚会、演讲、讲座等。有些通知还包括一些细节，有的介绍演讲者，有的详述活动内容或背景知识。

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Sample 1


Meeting Notice Date: Saturday, May 21, 2006Time: 9:00 A.M --- 3:00 P.MLocation: College HallSessions include: The Scientific Research of the Students Education Reform in the Teaching of English Teaching Practice of the Students All teachers are requested to be present at the session, students are welcome. College Office May 19, 2006

通知活动的主题活动的日期、

地点、具体时间

活动的具体内容

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Sample 2


CHRISTMAS PARTY Saturday 18 December Spring Hall 11.00am------4.00pm Drama and Dance Santa Claus Activities and Fun Food and Bar Music BBQ and mush much more… Adults $100(invludes BBQ) Children $50(includes BBQ and gift from Santa)

Get your tickets from Rose Smith in Staff Relations!

通知活动的主题活动的日期、

地点、具体时间

活动的具体内容


Sample 3


SHANGHAI COMMERCIAL BANK (Regional Training Center) You are invited to a talk by John Clair On Bank-Telling Training Date ： Wednesday, 14 July 2004 Place: Training Room 4 Time: 2:30pm-3:30pmThe speaker: Mr. Clair has been working in the First Manhattan Bank in New York since graduating from Harvard in 1980. He is one of the leading names in Bank-telling in the world.

通知的主要内容

通知的日期、地点、具体

时间演讲者的背景信息


Translate the following notice into Chinese.

Sightseeing Postponed September 20 The sightseeing trip to Hong Kong organized by the Spring and Autumn Travel Agency for the newly married couples will be postponed to October 3 because of the problem of accommodation. If you have any inquires, please contact 67846672. The Spring and Autumn Travel Agency

Exercises


旅游延期春秋旅行社组织的新婚夫妇香港游因宿原因延期到 10月 3 号。咨询请拨打电话 67846672。

春秋旅行社 9 月 20日

Exercises


Fill in the blanks with the information given in Chinese.

教育会堂周六上午 9:00 到 11:00举行“在中国投资的机遇”研讨会，欢迎各界报名参加。咨询电话 021-34521009 。

Exercises

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Seminar_______________________________

Saturday, September 21, 2003From ___________ to __________

In _______________________For more information, please contact _____________

All are welcome

Investment Opportunities in China

9:00 am 11:00 am

Education Hall021-34521009

Exercises

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Study Objectives

掌握与客人洽商时英语口语表达

掌握一些基本的商务谈判技巧

掌握英文询盘信及回信的写法

了解祝贺和称赞的礼仪

Tips for Business Negotiation

Negotiating is often referred to as an “art ”. While some people may be

naturally more skillful as negotiators, everyone can learn to negotiate. As

they often say in business, everything is negotiable. However, lack of

preparation in a negotiation almost always sets a person up for failure.

First of all, each party must clearly define their own goals and objectives.

What can you trade with the other party? Do you have any alternatives that

are acceptable to you?

Secondly, each party must anticipate the goals of the opposition. This may

require doing some background research.

Effective Meeting Preparation Tips

Thirdly, each party must come up with various alternatives to their main

objectives. If you can also work out possible solutions, then it is easier to find

an acceptable outcome.

Finally, you should be clear about your “bottom line”, the point at which you

can offer no more.

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Dialogues & Useful Expressions

Learn Dialogue one and Dialogue two carefully. Read the dialogues repeatedly and make sure

they have no questions in this part. Go through the part of useful expressions and try

to remember them all.

Sample Writing

Section 1: A Letter of Enquiry

A letter of enquiry may be used to gather information regarding products or

services, prices and operation, etc.

This kind of letters should be short and accurate. Avoid the temptation to add

excessive detail and try to maintain a professional tone throughout the letter.

Your letter can be fairly short, but it should be long enough to adequately

explain what it is that you are inquiring about and what you want the reader to

do in response to your letter.

Make sure to include contact information so that the person can easily get in

touch with you if necessary, such as your cell or home phone number or

email address.

Part 1 Part 2 Part 3 Part 4 Part 5

Sample Writing

Section 1: Minutes

询价函可以用来收集信息 , 如关于产品或服务 , 价格和运作等｡这类信函应该要简短和准确｡避免加上过多的细节 , 而要尽量使整封信保持一种

专业的语气｡邀请信可以简短 , 但一定要有足够的长度来阐述你要咨询的内容 , 以及你期望对

方怎样回应你的信｡必须要写上你的联系方式 , 这样对方如果有需要 , 就可以很容易地与你联系｡譬

如说留下你的手机号码或家庭电话 , 或者电子邮箱｡


Sample Writing

Sample


Dear Sir/Madam,

We learn from the Textile Chamber of Commerce that you are producing a range of

high-fashion scarves and gloves. We operate a large chain of retail business and are

looking for a manufacturer who could supply us with a wide range of scarves and

gloves for the teenage market. Would you please send me a copy of your scarves and

gloves catalogue with details of your prices and payment terms?

We would find it most helpful if you could also supply samples of the various materials

from which the goods are made.

Yours faithfully

Mathew Black

Marketing Manager

Spencer Retail Group

Sample Writing

It is very important to make a good impression when responding to enquiries

from potential customers.


Section 2: A Reply Letter to the Enquiry

Express your appreciation for the person’s interest.

The best impression will be made by providing the materials or information that

the perspective client has asked for. This positive impression will be improved

by a well written response.

If appropriate, you might want to include additional information about your

organization, the products or services you sell, or the subject matter of the

inquiry, beyond the scope of the original inquiry.

Sample Writing

当回复潜在客户的询盘信时 , 要给对方留一个好印象是非常重要的｡


Section 2: A Reply Letter to the Enquiry

要感谢对方对你公司产品的兴趣｡要建立最好的印象 , 就是提供潜在的客人所要求的材料或信息｡这样一个正面的印

象还可以通过一封书写得体的信得以改善｡如果合适 , 也可以附加一些关于你公司的信息 , 你们的产品或服务 , 或者就他 /

她咨询

的问题再进一步说明｡

Sample Writing

Sample


Dear Mr. Black,

We welcome your enquiry of July 8 and thank you for your interest in our scarves

and gloves. As requested, a copy of our illustrated catalogue and price list are being

sent to you today, with samples of our products.

We are also manufacturing a wide range of socks in which we think you might be

interested. They are fully illustrated in the catalogue and are of the same high

quality as our scarves and gloves.

We hope the samples will reach you in good time. If you have any questions

please don’t hesitate to contact us. We are looking forward to your order.

Yours sincerely

Joe Smith,

Marketing Manager

Meili Garment Manufacturing Ltd.

Exercises

Listen to the following passage carefully and fill in the blanks according

to what you hear.

1. Listening.

Negotiation is the art of arriving at 1 on a subject to the

satisfaction of the parties 2 . Negotiation can take place between two

people or several people. Negotiations can also happen between different

3 . Business negotiations could involve purchases, sales,

loans, contracts or anything regarding business.

It is extremely important to 4 a strategy before starting any

negotiation. And you should 5 this strategy during the negotiations.


a compromise ______________

involved _________

firms or companies __________________

adhere to ___________

formulate __________

Exercises

1. Listening.


Before trying to buy anything you should make a study of the product or

service and 6 in the market. You should study the 7

of the product from different 8 . This will give you a very good

9 to negotiate its price.

During the negotiation one should be very 10 and never

11 the real position or the maximum price at which he is prepared to

buy the product. One should pose as if he is prepared to 12 if the

price is not to his satisfaction.

sources __________

availability ___________its value __________

insight __________

confident ___________

reveal _________

walkout _________

Exercises

2. Role play.

You and your customer are in the office to negotiate the terms of the order.

You want the customer to pay a 20% deposit immediately and the payment

should be in dollars. While the customer wants a discount for bulk purchase and

an earlier delivery.


Exercises

3. Interpret the following Chinese expressions and complete the dialogue.

A: Good morning. I am Martha Stone of Endless Fun Videos Shop.

1

( 我们想订你们的家庭影碟机 ).

B: Good morning, Ms Stone. I am Jessica Lee.

2 ( 你是从我们目录上下订单吗 )?

A: Yes, I have the item numbers. The first item is 2389. We’d like 52 copies and 30

copies of Item 8673. 3

( 这个数量可以要到批发价吗 )?

B: I am sorry, Ms. Stone.

4

( 恐怕您要订够 200 张以上才有批发价 ).


Are you ordering from our catalogue________________________________?

We wish to place an order of your home videos________________________________________.

Is it possible to have a wholesale price for this amount _____________________________________________?

I’m afraid we couldn’t make it unless you buy more than 200 copies __________________________________________________________.

Exercises

3. Interpret the following Chinese expressions and complete the dialogue.

A: Oh, that would be rather expensive. Is there any discount?

B: Err, let me see. 5

( 如果你购买编号 2389 超过 60 张以上 , 可以享受 10% 的价格优惠 ).

6 ( 那么单价就变成 $19 了 ).

A: Ok. So I’ll order 60 copies of Item 2389 and 30 copies of Item 8673.

7

( 你可以把我刚才所订的东西的发票传真过来吗 )?

B: No problem. I’ll fax it to you by the end of the day. Thank for choosing GP

Entertainment Company. See you.

A: See you.


There is a price reduction of 10% on Item 2389 if you buy

over 60 copies

________________________________________________

______________________________________________________________.

That brings the net price to $19

Can you fax over an invoice for the items I just ordered

Exercises

4. Practical Writing.

Task 1: You work in the Marketing Department in Wal-mart (沃尔玛 ). Your

manager asks you to look for a new toilet rolls supplier for the super

market. Write an enquiry letter about the details of the products

price, payment terms and delivery.


Task 2: According to Task 1, write a reply to the above enquiry. In your

letter,

you should include the information of the products, price, payment

terms and delivery.

Exercises

5. Reading Activity.

1. When it comes to “negotiation”, some people will . This is

because making a deal with

someone who is an expert negotiator.

Please fill in the blanks according to what you have learnt from the passages.


get nervous_____________

the hassles and pressure associated with_____________________________________

2. is the circumstance where both parties can get what

they want. When you are at this circumstance,

can help design a solution that meets everyone's needs.

A win-win situation__________________

creative problem solving_______________________

Exercises


3. The most important negotiating skill is the ability

and . The more you know about your customers,

you are more likely to learn quality information, information that you can use

to and establish a



build a rapport______________

to ask the right questions______________________,

listen to the answers_____________________

collaborative environment______________________.

Exercises


4. take time. You should give them the time they need

because when you show you're willing to and that you're

interests too, they'll be willing to work with you today and

ten years from now.

5. Not all the negotiations end in a win-win situation. Sometimes it's better to

but more importantly it is better to



be patient_____________

Many negotiations_________________

be prepared to walk away______________________.

invested in their________________

walk away__________

Social Etiquette

Everyone likes to hear nice things about him or herself, regardless of where

they are in the world. Giving compliments in business is tricky so it’s important to

know how to do it properly. Compliments are easy to give in the work place as

long as you don’t comment on someone’s appearance. It’s best to comment on

someone’s behaviour, for example, “Great job on that report,” The more specific

you can be about a compliment in the workplace, the better.


The Etiquette of Giving Compliments in Business

Social Etiquette

You don’t want to say “Gee, Joe, you look great today in that suit” or even “Mary,

you look terrific in that skirt” as those are inappropriate for the workplace. If you

are in senior management, and you give someone a compliment, it encourages

them because it makes them feel like they’re worthy. If your workmate gets

promoted, it is also a very gracious and respectful act to acknowledge his or her

success by sending a hand-written note or a card.

However, it’s important to remember that being genuinely interested in other

people, and expressing sincere compliments is much more effective in developing

rapport with people.


The Etiquette of Giving Compliments in Business

Social Etiquette

Group Disccussion

Study the following saying carefully and discuss with your partners. What

can you learn from it? Can you give any example for it What is the good result ﹖

for a negotiation How can you reach that? ﹖

—It is unwise to pay too much, but it is worse to pay too little. When you pay

too much, you will lose some money. However, when you pay too little, you

sometimes lose everything, because the thing you bought was incapable of doing

the things it was bought to do. The common law of business balance prohibits

paying a little and getting a lot...

—By John Ruskin (1819-1900)


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Summarize what they have learnt in these periods.

Finish Ex 2 and Ex 4 in groups. Read the dialogues again and again and get

familiar with the sentences in the part of useful expressions.

Preview Unit 9.

Summary & Assignments

Documents

Business Negotiations