国际商务谈判上机实验指导书.doc
国际商务谈判上机实验指导书国际商务谈判上机实验指导书课程名称：国际商务谈判 总学时：40 实验学时：8 指导老师： 柳哲一、实验目的： （1）熟悉进出口贸易谈判的基本环节 （2）熟练掌握国际商务谈判的策略 （3）掌握国际商务谈判的礼仪 （4）掌握进出口业务谈判的语言使用技巧二、实验内容： 1、成立虚拟外贸公司，熟悉经营产品，寻找客户信息，向客户介 绍公司情况和经营的产品。 2、进行角色分配，模拟进出口商进行合同条款的磋商 3、发生争议后，进行关于索赔的谈判 4、关于谈判中提出问题，回答问题，提出要求，拒绝要求的语言 表达练习。实验一：1、与客户建立业务关系的谈判 （2 学时） 1、实验目的： 通过谈判与客户建立业务关系2、实验内容： 成立虚拟外贸公司，熟悉经营产品，寻找客户信息，与客户建立 业务联系，介绍公司情况和产品情况。3、实验步骤 1）模拟在广交会上向客户介绍公司情况和经营的产品情况。 2）进行角色分配，模拟到飞机场接来访的客户 3）与客户协商客户的访问日程 4）模仿下列英语对话： Dialogue At the Trade Show An American importer talks with a Chinese salesman at a trade show . Salesman: Good morning. May I help you？ Importer : I wonder if you can give me moreinformation about this computer model you're showing? Salesman : I'd be glad to help. Would you like a packet of our promotional literature? Importer : Thank you. I see your computer is fully IBM compatible. Salesman : Yes, this model can run any software or DOS program and IBM personal computer can run. Importer : These models seem to be quite small. Salesman : Yes, one of the problems our company was trying to solve when we worked on this model was to do away with the bulk of IBM desk- tops and their clones. Our computer is only 11 pounds. Importer : Remarkable! There's nothing quite like seeing a problem and solving it to create a good product. Are all the components made here in Taiwan? Salesman : Yes, we do some subcontracting, but only in Taiwan. These computers are made here. May I ask what company you work for? Importer : I represent Reese Computer and Supply Company.We're a high-volume, discount mail-order house. Salesman : Would you like to tour our factory and perhaps.even one or two of our subcontractors? Importer : Yes, if it wouldn't take too long to arrange. I'm due to fly back to the States on Friday. Salesman : I'm sure we can arrange it before then. How about meeting the founder of our company? Would you be interested in talking with him about our ideas for upcoming models? Importer : Yes, I think that would be useful. Thank you for your help. 实验二：合同条款的谈判 1、实验目的： 掌握进出业务中交易数量、品质条款、价格、运输、支付方式等条款的谈判内 容：2、实验内容： （2） 出口商品的交易数量 （3） 出口商品价格谈判 （4） 合同中运输、保险、支付方式的磋商3、实验步骤： （1） 角色分配，模拟进出口商 （2） 双方洽商合同的数量条款 （3） 双方洽商合同的品质条款（4） 双方洽商合同的价格条款 （5） 双方洽商合同的运输和保险条款 （6） 双方洽商合同的支付条款实验三：争议和索赔谈判 1、实验目的： 掌握业务中发生争议后解决争议的方法和索赔谈判的技巧。2、实验内容： （1）对所发生争议事件的陈述 （2）分析发生争议的原因 （3）协商解决争议的方法 （4）提出要求对方索赔的根据3、实验步骤： （5）角色分配，模拟进出口商 （6）对所发生争议事件的陈述 （7）客观分析发生争议的原因，进行责任划分。 （8）与交易对象协商解决争议的方法 （9）向交易对象提出索赔的要求 （10）向交易对象陈述索赔的根据（法律根据很事实根据）实验四：谈判语言的表达技巧 1、实验目的： 掌握进出口业务谈判中提出问题，回答问题，提出要求和拒绝对方要求的语言 表达方法2、实验内容： （1）商务谈判中提出问题 （2）商务谈判中回答问题 （3）商务谈判中向对方提出要求 （4）商务谈判中拒绝对方所提出的要求3、实验步骤： 模仿、分析、总结： Operator: East-West Trading Company. Buyer: Mr. Bruce Wang, please. Operator: I'm sorry; he's not in. Could I take a message? Buyer: This is Mr. Winston from New York Novelties. When do you expect him? Operator: He didn't say when he'd return. Do you want him to call you back? Buyer: If he gets in before 3:00 - your time - have him call me. Otherwise, I'll get back to him tomorrow. Operator: I'll be sure to give him the message. On the telephone II Operator: Good morning, Far East Die Casting Corporation. Buyer: May I speak to Ms. Bonnie Chen in the export department? Operator: May I ask who's calling please? Buyer: This is Mr. Elliot of Minnesota Motors. Operator: Please hold just a moment, Mr. Elliot. Later . Ms. Chen : Hello, Mr. Elliot. This is Bonnie Chen speaking. How are you? Buyer: Just fine. How about you? Ms. Chen : Fine, thanks. What can I do for you? Buyer : We find we need a lot more of those die-out gaskets we've been ordering.Would you be able to supply them at such short notice? Ms. Chen: How many would you need, and when would you need them? Buyer : We'd need 500 cases by the end of the year- at the latest. Ms. Chen : I think we could do it for you, but I'd have to check with our production team before I promise. Buyer : That would be great. When could you let me know for sure? Ms. Chen : Would tomorrow morning be all right? Buyer : That's fine. I'll be expecting your call. Next day . Ms. Chen : Hello, Mr. Elliot. Bonnie Chen. Buyer : Yes, Ms. Chen. Good news, I hope? Ms. Chen : Yes, good news. We can have the 500 cases of gaskets ready for shipment by November . Can you get them from San Francisco to Minnesota in time? Buyer : Yes, we've got a warehouse and an agent in San Francisco. Ms. Chen : Good. The shipping documents are to be sent with the Head Officer. Buyer : Thanks. I'll tell my agent. Will you cable me if there's any problem? Ms. Chen : I'll do that, but we don't anticipate any difficulties. Buyer : This is Mr. Hilton calling from Allied Toys. Is that Ms. Chan?
