Business Negotiation(精品).ppt

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1、Business Negotiationl我赞同许多东亚学者的观点，东方文明可以我赞同许多东亚学者的观点，东方文明可以医治医治盛行于西方世界的一些顽疾盛行于西方世界的一些顽疾。西方世界个人自由。西方世界个人自由主义泛滥导致了主义泛滥导致了极端个人主义、性关系混乱极端个人主义、性关系混乱以及以及过度暴力行为过度暴力行为，对此我们不能视而不见，对此我们不能视而不见。/l相反，东方社会的相反，东方社会的自我约束力自我约束力，集体责任感集体责任感以及以及温厚儒雅的传统温厚儒雅的传统倒可以消除西方社会的许多恶疾。倒可以消除西方社会的许多恶疾。/l在这个信息时代，世界已在这个信息时代，世界已缩小成一个地球

2、村缩小成一个地球村。这。这个地球村里，不再有什么个地球村里，不再有什么泾渭分明泾渭分明的东方世界和的东方世界和西方世界，我们是生活在同一个社区里的邻里。西方世界，我们是生活在同一个社区里的邻里。/因此，我们彼此之间无须冲突。我们之间的关因此，我们彼此之间无须冲突。我们之间的关系应该是一种友好合作，平等互补的关系。我们系应该是一种友好合作，平等互补的关系。我们应该相互理解，相互学习，和睦共处。应该相互理解，相互学习，和睦共处。/lI share the same view with many East Asian scholars that the Oriental civilization c

3、an heal some of the prevailing,stubborn Western ills.We should not turn a blind eye to the fact that individual freedom has gone overboard in the West,resulting in extreme individualism,sexual promiscuity and excessive use of violence./By contrast,self-discipline,corporate responsibility and the pac

4、ific tradition of East Asia can offset many Western vices./lAt this age of information,the world has shrunk as a global village in which there will be no clear-cut worlds of the East and the West any more,but a world of one community with neighboring families./Therefore,we do not necessarily have to

5、 come into clash with each other.Our relationship is one of friendly cooperation,equality and mutual complementarity and therefore,we should understand and learn from each other,and live in harmony./Teaching Objectiveslunderstand the difficulties and skills of figures interpreting.limprove the stude

6、nts interpreting skills and performance.lmaster the basic words and expressions about business negotiation.lknow some cultural background knowledge about business negotiation.Introduction of interpreting skills Figures Interpreting lThe Difficulties of Figures Interpreting1.“万万”vs.million and“亿亿”vs.

7、billion 2.Comparison Expressions3.Measurement UnitslThe Interpretation of Figures1.1)60,818 2)914,930 3)141,723,454 4)1,278,865,000 5)12.5 million 6)12.8 billion2.In 2000,the total number of tourists who came to China was 83.444 million,up 14.68%over 1999.Of that figure,Asian tourists numbered 6.225

8、 million,a rise of 21.9%,accounting for 61.3%of the total;European tourists came to 2.367 million,a rise of 18.5%,with 23.3%of the market;American tourists numbered 1.217 million,a rise of 18.6%,taking up 12.0%of the market;Oceania tourists amounted to 282,000,a rise of 15.8%,and 2.8%of the total;Af

9、rican tourists amounted to 67,000,up 26%,and accounted for 0.6%of the totalPhrases Interpreting A.English to Chinese 1.export subsidy 2.dumping 3.exchange dumping 4.special preferences 5.favorable balance of trade 6.price including commission 7.FOB-free on board 8.clearance of goods9.shipments withi

10、n 30 days after receipt of L/C 10.price indication 1.出口津贴 2.商品倾销 3.外汇倾销 4.优惠关税 5.贸易顺差 6.含佣价 7.离岸价（船上交货价）8.报关 9.收到信用证后30天内装运 10.指示性价格 B.Chinese to English1.1.交易磋商交易磋商 2.2.不受约束不受约束 3.3.一般交易条件一般交易条件 4.4.累计佣金累计佣金 5.5.来料加工来料加工 6.6.独家经营独家经营/专营权专营权7.7.参考样品参考样品 8.8.品质检验证书品质检验证书 9.9.商品检验局商品检验局 10.10.直接标价直接标价

11、 1.business negotiation 2.without engagement 3.general terms and conditions 4.accumulative commission 5.processing on giving materials 6.exclusive right 7.reference sample 8.inspection certificate of modity inspection bureau(*.C.I.B)10.direct quotation Performing -Coordinating(Field Interpreting)1.i

12、n charge of2.business card schedule3.get down to business4.sample 5.evaluation 6.bottom price 7.place an initial order 8.deliver the goods1.负责负责 2.名片日程安排名片日程安排3.谈正事谈正事4.样品样品5.评估评估6.底价底价7.下第一批订单下第一批订单8.发货发货Packaging -Interpreting and Assessment1.目录目录2.成本加运费保险费成本加运费保险费3.询价询价 4.报价报价 5.数量数量6.装运港船上交货价装运港

13、船上交货价7.价格单价格单8.所所有有价价格格以以我我们们最最后后确确认认为为准。准。9.佣金佣金10.惯例惯例1.catalogue 2.CIF 3.Inquiry4.quotation5.quantity 6.FOB 7.price lists8.All the prices in the lists are subject to our mission10.the general practice.Sentences Interpreting A.English to Chinese1.我我们们必必须须强强调调这这些些付付款款条条件件对对我我们们很很重重要。要。2.你能考虑接受我们的反对

14、案吗？你能考虑接受我们的反对案吗？3.也许我们应该先谈论完也许我们应该先谈论完B项议题。项议题。4.请了解这一点对我们至关重要。请了解这一点对我们至关重要。5.我必须提出一些比较尴尬的问题。我必须提出一些比较尴尬的问题。B.Chinese to English1.If I were you,I would not waste my time pursuing that.2.If you insist,I will comply with your request.3.Would you care to answer my question on the warranty?4.Could you

15、 please explain the premises of your argument in more detail?5.It will help me understand the point you are trying to make.Performing-Decoding(Note-taking)Listen to the recordings of Text A.Try to catch the main idea of the passage.Note down the key points while you are listening and then tell the m

16、ain ideas of the speech with the help of your notes.Performing -Memorizing(Story-retelling)Listen to the recordings of Text A again.Try to catch more details and improve your notes.Then retell the speech in your own words with the help of your notes.listen to the passage again paragraph by paragraph

17、,andinterpret into Chinese Performing -Encoding(Message Reconstructing)Performing -Encoding(Message Reconstructing)Para1.谈谈判判中中人人的的因因素素可可以以助助你你一一臂臂之之力力，但但也也可可能能带带来来灾灾难难。达达成成协协议议的的过过程程可可以以使使双双方方在在心心理理上上支支持持他他们们满满意意的的结结果果。通通过过一一段段时时间间再再相相互互信信任任、理理解解、尊尊重重和和友友谊谊基基础础上上建建立立的的工工作作关关系系，可可以以使使每每次次谈谈判判进进行行得得较

18、较为为顺顺利利，也也较较有有成成效效。人人们们追追求求美美好好的的自自我我感感觉觉，注注意意别别人人如如何何看看待待自自己己，这这常常常常使使他们对谈判对手的利益更为敏感。他们对谈判对手的利益更为敏感。Performing -Encoding(Message Reconstructing)Para 2 人人们们普普遍遍认认为为，鉴鉴于于东东亚亚在在经经济济和和科科技技发发展展上上的的巨巨大大进进步步，在在未未来来的的几几十十年年里里，经经济济上上的的挑挑战战和和机机遇遇将将主主要要集集中中在在太太平平洋洋周周边边国国家家地地区区，尤尤其其是是东东亚亚。北北美美、西西欧欧和和东东亚亚在在文文化化

19、和和价价值值观观方方面面的的差差距距很很大大。因因此此，西西方方商商人人在在和和他他们们的的东东亚亚伙伙伴伴进进行行商商务务谈谈判判时时，应应注注意意在在谈谈判判的的态态度度和和角角度度上上有有所改变。所改变。Performing -Encoding(Message Reconstructing)Para 3 与东亚人谈判成功的技巧主要有与东亚人谈判成功的技巧主要有6点。点。对外国伙伴的产品或服务的称赞；对外国伙伴的产品或服务的称赞；耐心；耐心；尊重文化差异；尊重文化差异；建立和培养关系；建立和培养关系；对市场的长期承诺；对市场的长期承诺；理解当地的制度并在其规定下行事。理解当地的制度并在其规

20、定下行事。Assignment -Simulation Exercises Role-play the following situations with your partners,acting as the Chinese speaker,English speaker and the interpreter respectively.Situation ASuppose you are buyer and your partner the seller.You require a 5%reduction on the price and your partner requires the minimum quantity of the order to be 1.000 dozen.After bargaining,you and your partner both make some concessions and the deal is concluded.Situation BSuppose you are the buyer and your partner the seller.After settling payment terms,you move on to the next item on the agenda delivery terms.