编外经贸英语函电与谈判课件U1.pptx

ForeignEconomicandTradeEnglishCorrespondencecontents目录FundamentalsofBusinessEnglishResponseFundamentalsofBusinessNegotiationThePracticalApplicationofBusinessEnglishResponsecontents目录ThepracticalapplicationofbusinessnegotiationsCaseanalysisFundamentalsofBusinessEnglishResponseCATALOGUE01TheformatofbusinessEnglishcorrespondenceCoverletter:Acoverletterisaformalletterintroducingabusinessproposal,commonlyattachedtoamoredetailedwrittensubmissionItbrieflysummarizesthekeypointsoftheproposalandhighlightsthebenefitstotherecipientEmail:Emailisacommonformofbusinesscommunication,usedtosendandreceivemessageselectronicallyItisconservative,fast,andcosteffectiveWhenwritingemails,itisimportanttouseaprofessionaltone,formattheemailproperty,andensurethatallrelevantinformationisincludedMemo:Amemoisawrittencommunicationwithinanorganization,usedtoshareinformation,updates,orreminderswithemployeesorotherstakeholdersMemosshouldbeconsistent,clear,andeasytounderstandTheyshouldalsofollowaformaltoneandformatClearandConciseLanguageUseclearandConciselanguagetocommunicateyourideaseffectivelyAvoidusingjargonorindustryspecificlanguagethatmayfuseorborethereaderProofreadingandEditingProofreadingandedityourcorrespondencetoensuretherearenogrammarorspellingerrorsItisalsoimportanttocheckforanyinconsistencyorunclearlanguagethatcouldcausefusionOrganizedPresentationOrganizeyourresponseinalogicalandcoherentmanUseheadings,bulletpoints,andtablestohighlightimportantinformationandmakeiteasierforthereadertounderstandyourmessageWritingSkillsforBusinessEnglishResponseBusinessEnglishcorrespondenceshouldhaveaformaltone,usingappropriatelanguageandvocabularyAvoidingusingcolloquiallanguageorslangthatmaybeinappropriateinabusinesscontextBusinessEnglishcorrespondenceshouldbedirectedandtothepointAvoidusingroundaboutlanguageorbeatingaroundthebushSticktothefactsandfocusonwhatyouwanttocommunicateclearlyanddirectlyUsepoliticallanguagewhencommunicatingwithothersinbusinessAddressthereadercarefully,usingreferentiallanguage,andavoidsoundingconflictingorargumentativeFormaltoneGuidancePoleLanguageTheLanguageCharacteristicsofBusinessEnglishResponseFundamentalsofBusinessNegotiationCATALOGUE02StrategiesforBusinessNegotiationRecognizeandmanageemotionalresponsesduringnegotiationtoavoidimpulsivedecisionsTacticsforManagingEmotionsDefineclearnegotiationgoalsandidentifythemostcriticalissuestofocusonTargetOrientedStrategyGatherasmuchinformationaspossibleabouttheotherpartysneeds,interests,andconstraintsInformationGatheringStrategy SkillsinBusinessNegotiationListeningSkillsEffectivelylistentotheotherpartysviews,questions,andconcernstobuildtrustandunderstandingQuestioningSkillsProbeforinformationandclarificationpointstoensureasharedunderstandingofthenegotiationissuesPerceptionSkillsUselogicalarguments,evidence,andemotionaleffectstoinfluencetheotherpartyspositionsCourtesyandPolitenessUseformallanguageandaddresstheotherpartywithrespect,avoidinganyquestionableorofferinglanguageDressCodeWearappropriatebusinessattributetoreceiveaprofessionalimageandrespectfortheotherpartyTimelinesBefunctionalinallappointmentsandensurethatanychangesinschedulearecommunicatedwellinadvanceEtiquetteinBusinessNegotiationThePracticalApplicationofBusinessEnglishResponseCATALOGUE03SearchingforpotentialcustomersUtilizevariouschannelssuchasexhibitionsandonlineplatformstofindpotentialpartnersandproactivelysendemailstoestablishcontact.EstablishingtrustrelationshipsByprovidingaccurateandcomprehensivecompanyandproductinformation,aswellasactivecommunication,graduallyestablishmutualtrustrelationships.DeterminecooperationintentionBasedonpreliminaryunderstanding,furthercommunicatecooperationdetails,clarifycooperationintention,anddeterminethenextactionplan.Establishingbusinessrelationships010203ClarifyinquirycontentBeforeissuinganinquiry,itisnecessarytoclarifykeyinformationsuchasspecifications,quantities,prices,etc.oftherequiredproductssothattheotherpartycanrespondaccurately.PoliteinquiryUsepoliteandprofessionallanguagetoinquire,expresscooperationintentionandrespectfortheotherparty.TimelyresponseAfterreceivingtheinquiry,pleasereplyassoonaspossible,includingdetailedinformationabouttheproduct,price,deliverytime,etc.InquiriesandOffers要点三AgreedpaymentmethodBasedontheactualsituationandcooperationexperienceofbothparties,agreeonasuitablepaymentmethod,suchaswiretransfer,letterofcredit,etc.要点一要点二CleardeliverydateAccordingtotherequirementsofthecontractororder,specifythedeliverydateanddeliverymethodtoensuretimelydelivery.FollowuponlogisticsinformationAfterthegoodsareshipped,promptlynotifytheotherpartyandprovidelogisticsinformationtoensurethattheotherpartycanreceivethegoodsinatimelymanner.要点三PaymentandDeliveryThepracticalapplicationofbusinessnegotiationsCATALOGUE04Gatheringinformation01Researchingtheotherpartysbackground,businessscope,marketposition,andnegotiationgoalsFormulatingnegotiationstrategy02Analyzingtheotherpartysstrengthsandweaknesses,anddeterminingthebestnegotiationapproachPreparingnegotiationmaterials03Preparingdocuments,contracts,andothermaterialsnecessaryforthenegotiationPreparationforBusinessNegotiationTheprocessofbusinessnegotiationsOpeningthenegotiationEstablishingagoodrelationshipwiththeotherpartyandclarifyingthenegotiationobjectivesDiscussingthemainissuesFocusingonkeyissuesandreachingaconsensusonthemDealingwithdifferencesResolvingdifferencesanddisputesthrougheffectivecommunicationandbargainingClosingthenegotiationReachingafinalagreementandsigningthecontractTheoutcomeofbusinessnegotiationsAchievingthenegotiationobjectivesReceivingasuccessfulconclusionthatsatisfiesbothpartiesinterestsImprovingbusinessrelationshipsBuildingasolidfoundationforfuturecooperationandenhancingtrustbetweenbothpartiesIncreasingbusinessopportunitiesFindingnewbusinessopportunitiesthroughsuccessfulnegotiationsLearningfromexperienceContinuouslylearningfrompastnegotiationstoimprovefutureperformanceCaseanalysisCATALOGUE05Case1Case2SummaryDetailsDetailsSummaryRequestforProposalAcompanyrequestsaproposalfromanothercompanyforaspecificprojectTheletterincludesspecificdetailsabouttheproject,timeline,andexpectationsfortheproposalItalsoincludescontactinformationforfurthercommunicationOrderConfirmationAcompanyconfirmsanorderplacedwithanothercompanyTheletterincludesthedetailsoftheorder,includingproductspecifications,quantity,anddeliverydateItalsoincludestermsandconditionsoftheorderAnalysisofBusinessEnglishCorrespondenceCasesCase1PriceNegotiationSummaryTwocompaniesnegotiatethepriceofaproductorserviceDetailsThe case includes the initialoffer,counteroffer,andnegotiationstrategiesusedbybothpartiestoreachanagreementBusinessnegotiationcaseanalysisCase2ContractNegotiationSummaryTwocompaniesnegotiatethetermsandconditionsofacontractDetailsThecaseincludesthemainpointstobenegotiated,suchasdeliverydate,paymentterms,andwarrantyItalsoincludesanyspecialconditionsorclaimsthatwereincludedinthefinalcontractBusinessnegotiationcaseanalysisTHANKS感谢观看