英语商务谈判.pptx

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1、会计学 1英语商务谈判Bargaining processn n Key points:n n 1.tactics and strategies for making quotations;n n 2.indicators for the end of a bargain;n n 3.tactics and skills for making counter-quotationsn n 4.principles and strategies for making compromises第1 页/共29 页n n The bargaining phase is the core and most

2、 difficult stage in the whole negotiation process.n n All negotiating parties confer about substantive(实质性的 实质性的)issues and items.第2 页/共29 页 n n In the bargaining phase,each negotiating party measures its own strength,intelligence and strategies against those of its counterpart.n n Each side may mod

3、ify its original objectives,establish a basic framework for the negotiation agreement,adjust its own strategies.第3 页/共29 页n n The negotiators ability to The negotiators ability to use their use their wisdom,strategies wisdom,strategies and skills in a correct,and skills in a correct,effective and fl

4、exible effective and flexible way way will determine how well will determine how well they can realize their final they can realize their final goals.goals.第4 页/共29 页The definition of quotationn n Narrowly:it is a way to indicate a particular price at which one party will buy or sell the specific co

5、mmodity.n n Broadly:including other terms and conditions for a deal:the name of the commodity,quality,quantity,price,packaging,shipping,insurance,payment terms,inspections,claims 索赔,arbitration仲裁 第5 页/共29 页Guidelines for making a quotationn n The principle of making a quotation in business negotiati

6、on is“to sell dear”or“to buy cheap”.n n The seller should try to present his quotation at the highest price acceptable to the buyer;the buyer should bid for the lowest price bearable to the seller.n n The quoters should consider their own interests and the demand and supply of the relevant commodity

7、 in the market.第6 页/共29 页价格谈判与价格谈判区间买卖双方的价格区域 卖方的价格区域 最高报价底价 底价最低报价买方的价格区域卖方的首次出价买方的首次出价可能达成协议的区域 卖方底价可能成交的区域 可能成交的区域谈判区域 买方底价 第7 页/共29 页n n Common ways to establish a quotation price:n n Assess the market situation at home or abroad,the competitors price level,set a range of prices to quote;n n Set

8、 a bottom line as the last line of defense in the negotiation;n n Decide the initial level for the quotation.n n The seller can ask a sky-high price;the buyer can make a rock-bottom offer.第8 页/共29 页Quoting strategiesn n Be explicit and specific n n be decisive and resolute n n offer no explanation n

9、 n use differentiation(区别报价法)n n use psychological pricing(心理定价法)n n use midway price changes第9 页/共29 页Differentiation n n This strategy allows a company to buy or sell the same product at different prices based on their grades,quantity,delivery destination,shipment,methods of payment and other rela

10、ted factors.第10 页/共29 页psychological pricingn n Units of measurement:RMB-Euro/Dollar Units of measurement:RMB-Euro/Dollarn n 3 Dollar-20 Yuan exchange rate 3 Dollar-20 Yuan exchange rate 汇率 汇率 n n 换算单位 换算单位 kilo-pound kilo-poundn n Breaking the whole into parts:Breaking the whole into parts:n n Usin

11、g smaller units Using smaller units 化整为零 化整为零n n The decimal fraction:The decimal fraction:n n Odd number pricing Odd number pricing：奇数定价：奇数定价n n￥19.99-19.99-￥20 20 第11 页/共29 页Counter-offern n A counter-offer is an alternative quotation given as an explicit response to a quotation made by the other

12、party.n n Making a counter offer helps to set the bargaining range or settlement range.n n It indicates respect for the quoter,proves ones sincerity in the transaction,and determines how a negotiation will proceed.第12 页/共29 页n n Three factors are involved in setting the starting point for Three fact

13、ors are involved in setting the starting point for bargaining:bargaining:n n Does your counterpart make any Does your counterpart make any substantial substantial improvement in their quotation improvement in their quotation after you countered?after you countered?n n What is the difference between

14、the improved What is the difference between the improved quotation and your quotation and your desired closing price desired closing price?n n Do you plan to make Do you plan to make further concession further concession after your after your initial counter offer?initial counter offer?第13 页/共29 页16

15、 Golden Rules n n The negotiation,in essence,is a process of making concessions.n n Do not make senseless concession;n n Do no make concessions blindly;n n Seize the“big fish”and let go of the small one;n n Choose the right time;n n Keep the bottom line a secret;第14 页/共29 页n n Do not promise to make

16、 concessions by equal margin;n n Look before you leap;n n Do not make it too easy for the other party to gain what he wants;n n Take back an improper and ill-conceived concession;n n Let the other party do it first and then follow suit;第15 页/共29 页n n Firmly control the times and margin of your conce

17、ssion;n n Dare to say“no”;n n Quantify a concession;n n Have the overall situation in mind;n n There is no need for making more concessions in return for a concession made by your counterpart;n n Withdraw to get the second best.第16 页/共29 页Typical hardball tacticsn n Used to force the other party to

18、make concessions.n n 1.being excessively demanding;n n 2.emotional outburst;n n 3.several persons take turns to fight one opponent to tire him out.(tag-team tactic);n n 4.bring about a split-up of the counter team.(divide and conquer)n n 5.involve competition;鹬蚌相争 鹬蚌相争,渔翁得利 渔翁得利第17 页/共29 页n n 6.red

19、face and white face routine(good guy and bad guy)n n 7.research for a yard after getting an inch;n n 8.feint to the east and attack in the west;n n 9.take advantage of others faultsn n 10.the ultimatum 最后通牒 最后通牒 take it or leave it?take it or leave it?第18 页/共29 页Strategies to prevent the counterpart

20、s attack Strategies to prevent the counterparts attackn n 1.limited authority;n n 2.no precedents;n n 3.fatiguing tactics;(seesaw battle)n n 4.adjournment;n n 5.retreating in order to advance;n n 6.seeking commiseration/compassion;n n 7.show ones hand.第19 页/共29 页The Negotiation Processn n 1)Always t

21、ry to negotiate for at least 1)Always try to negotiate for at least 15 minutes 15 minutes.Any less.Any less than that and it is unlikely that either party has had enough time than that and it is unlikely that either party has had enough time to fairly consider the other side.to fairly consider the o

22、ther side.n n Generally,the size or seriousness of the negotiation determines Generally,the size or seriousness of the negotiation determines the amount of time needed to negotiate it.Setting a time limit is the amount of time needed to negotiate it.Setting a time limit is a good idea.Approximately

23、a good idea.Approximately 90%of negotiations get settled in 90%of negotiations get settled in the last 10%of the discussion the last 10%of the discussion.2)Always offer to let the other party speak first.2)Always offer to let the other party speak first.This is This is especially important if you ar

24、e the one making a request for especially important if you are the one making a request for something such as a raise.The other party may have something such as a raise.The other party may have overestimated what you are going to ask for and may actually overestimated what you are going to ask for a

25、nd may actually offer more than what you were going to request.offer more than what you were going to request.第20 页/共29 页n n 3)3)Always respect and listen to what your opponent has to Always respect and listen to what your opponent has to say.say.n n This is important even if he or she does not exte

26、nd the same This is important even if he or she does not extend the same courtesy to you.Do your best to courtesy to you.Do your best to remain calm and pleasant remain calm and pleasant even even if the other party is displaying frustration or anger.Remember if the other party is displaying frustra

27、tion or anger.Remember some people will do anything to intimidate you.some people will do anything to intimidate you.4)Acknowledge what the other party says.4)Acknowledge what the other party says.n n Everyone likes to know that what they say is important.If the Everyone likes to know that what they

28、 say is important.If the other party opens first,use it to your advantage,by other party opens first,use it to your advantage,by paraphrasing what you have heard.Repeat their important ideas paraphrasing what you have heard.Repeat their important ideas before you introduce your own stronger ones.bef

29、ore you introduce your own stronger ones.第21 页/共29 页n n 5)Pay attention to your own and your counter partners body language.Review the chart below to learn how to interpret body language during the negotiations.Make sure that you arent conveying any negative body language.第22 页/共29 页Body Language an

30、d its Possible Meanings Body Language and its Possible Meaningsn n Avoiding Eye Contact Avoiding Eye Contactn n Lying Lying n n Not interested Not interested n n Not telling the whole truth Not telling the whole truthn n Serious Eye Contact Serious Eye Contactn n Trying to intimidate Trying to intim

31、idate n n Showing anger Showing angern n Touching the face/fidgeting Touching the face/fidgetingn n Nervousness Nervousness n n Lack of confidence Lack of confidence n n Submission Submission第23 页/共29 页n n Noddingn n Agreeing n n Willing to compromisen n Shaking the head/turning awayn n Frustrated n

32、 n In disbelief n n Disagreeing with a point第24 页/共29 页Language to use to show Language to use to show agreement agreement on a point:on a point:n n I agree with you on that point.n n Thats a fair suggestion.n n So what youre saying is that you.n n In other words,you feel that.n n You have a strong

33、point there.n n I think we can both agree that.n n I dont see any problem with/harm in that.第25 页/共29 页Language to use for Language to use for objection objection on a point or offer:on a point or offer:n n I understand where youre coming from;however,.I understand where youre coming from;however,.n

34、 n Im prepared to compromise,but.Im prepared to compromise,but.n n The way I look at it.The way I look at it.n n The way I see things.The way I see things.n n If you look at it from my point of view.If you look at it from my point of view.n n Im afraid I had something different in mind.Im afraid I h

35、ad something different in mind.n n Thats not exactly how I look at it.Thats not exactly how I look at it.n n From my perspective.From my perspective.n n Id have to disagree with you there.Id have to disagree with you there.n n Im afraid that doesnt work for me.Im afraid that doesnt work for me.n n I

36、s that your best offer?Is that your best offer?第26 页/共29 页Conclusion n n Bargaining is the most active,dynamic and vital part of the whole negotiation process.n n Whether the participants can make a profit and how much they can obtain ultimately depends on the skills and strengths they demonstrate in the bargaining phase.第27 页/共29 页Add your company slogan Add your company slogan第28 页/共29 页