编外经贸英语函电与谈判课件U1.pptx

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1、ForeignEconomicandTradeEnglishCorrespondencecontents目录FundamentalsofBusinessEnglishResponseFundamentalsofBusinessNegotiationThePracticalApplicationofBusinessEnglishResponsecontents目录ThepracticalapplicationofbusinessnegotiationsCaseanalysisFundamentalsofBusinessEnglishResponseCATALOGUE01Theformatofbu

2、sinessEnglishcorrespondenceCoverletter:Acoverletterisaformalletterintroducingabusinessproposal,commonlyattachedtoamoredetailedwrittensubmissionItbrieflysummarizesthekeypointsoftheproposalandhighlightsthebenefitstotherecipientEmail:Emailisacommonformofbusinesscommunication,usedtosendandreceivemessage

3、selectronicallyItisconservative,fast,andcosteffectiveWhenwritingemails,itisimportanttouseaprofessionaltone,formattheemailproperty,andensurethatallrelevantinformationisincludedMemo:Amemoisawrittencommunicationwithinanorganization,usedtoshareinformation,updates,orreminderswithemployeesorotherstakehold

4、ersMemosshouldbeconsistent,clear,andeasytounderstandTheyshouldalsofollowaformaltoneandformatClearandConciseLanguageUseclearandConciselanguagetocommunicateyourideaseffectivelyAvoidusingjargonorindustryspecificlanguagethatmayfuseorborethereaderProofreadingandEditingProofreadingandedityourcorrespondenc

5、etoensuretherearenogrammarorspellingerrorsItisalsoimportanttocheckforanyinconsistencyorunclearlanguagethatcouldcausefusionOrganizedPresentationOrganizeyourresponseinalogicalandcoherentmanUseheadings,bulletpoints,andtablestohighlightimportantinformationandmakeiteasierforthereadertounderstandyourmessa

6、geWritingSkillsforBusinessEnglishResponseBusinessEnglishcorrespondenceshouldhaveaformaltone,usingappropriatelanguageandvocabularyAvoidingusingcolloquiallanguageorslangthatmaybeinappropriateinabusinesscontextBusinessEnglishcorrespondenceshouldbedirectedandtothepointAvoidusingroundaboutlanguageorbeati

7、ngaroundthebushSticktothefactsandfocusonwhatyouwanttocommunicateclearlyanddirectlyUsepoliticallanguagewhencommunicatingwithothersinbusinessAddressthereadercarefully,usingreferentiallanguage,andavoidsoundingconflictingorargumentativeFormaltoneGuidancePoleLanguageTheLanguageCharacteristicsofBusinessEn

8、glishResponseFundamentalsofBusinessNegotiationCATALOGUE02StrategiesforBusinessNegotiationRecognizeandmanageemotionalresponsesduringnegotiationtoavoidimpulsivedecisionsTacticsforManagingEmotionsDefineclearnegotiationgoalsandidentifythemostcriticalissuestofocusonTargetOrientedStrategyGatherasmuchinfor

9、mationaspossibleabouttheotherpartysneeds,interests,andconstraintsInformationGatheringStrategy SkillsinBusinessNegotiationListeningSkillsEffectivelylistentotheotherpartysviews,questions,andconcernstobuildtrustandunderstandingQuestioningSkillsProbeforinformationandclarificationpointstoensureasharedund

10、erstandingofthenegotiationissuesPerceptionSkillsUselogicalarguments,evidence,andemotionaleffectstoinfluencetheotherpartyspositionsCourtesyandPolitenessUseformallanguageandaddresstheotherpartywithrespect,avoidinganyquestionableorofferinglanguageDressCodeWearappropriatebusinessattributetoreceiveaprofe

11、ssionalimageandrespectfortheotherpartyTimelinesBefunctionalinallappointmentsandensurethatanychangesinschedulearecommunicatedwellinadvanceEtiquetteinBusinessNegotiationThePracticalApplicationofBusinessEnglishResponseCATALOGUE03SearchingforpotentialcustomersUtilizevariouschannelssuchasexhibitionsandon

12、lineplatformstofindpotentialpartnersandproactivelysendemailstoestablishcontact.EstablishingtrustrelationshipsByprovidingaccurateandcomprehensivecompanyandproductinformation,aswellasactivecommunication,graduallyestablishmutualtrustrelationships.DeterminecooperationintentionBasedonpreliminaryunderstan

13、ding,furthercommunicatecooperationdetails,clarifycooperationintention,anddeterminethenextactionplan.Establishingbusinessrelationships010203ClarifyinquirycontentBeforeissuinganinquiry,itisnecessarytoclarifykeyinformationsuchasspecifications,quantities,prices,etc.oftherequiredproductssothattheotherpar

14、tycanrespondaccurately.PoliteinquiryUsepoliteandprofessionallanguagetoinquire,expresscooperationintentionandrespectfortheotherparty.TimelyresponseAfterreceivingtheinquiry,pleasereplyassoonaspossible,includingdetailedinformationabouttheproduct,price,deliverytime,etc.InquiriesandOffers要点三Agreedpayment

15、methodBasedontheactualsituationandcooperationexperienceofbothparties,agreeonasuitablepaymentmethod,suchaswiretransfer,letterofcredit,etc.要点一要点二CleardeliverydateAccordingtotherequirementsofthecontractororder,specifythedeliverydateanddeliverymethodtoensuretimelydelivery.FollowuponlogisticsinformationA

16、fterthegoodsareshipped,promptlynotifytheotherpartyandprovidelogisticsinformationtoensurethattheotherpartycanreceivethegoodsinatimelymanner.要点三PaymentandDeliveryThepracticalapplicationofbusinessnegotiationsCATALOGUE04Gatheringinformation01Researchingtheotherpartysbackground,businessscope,marketpositi

17、on,andnegotiationgoalsFormulatingnegotiationstrategy02Analyzingtheotherpartysstrengthsandweaknesses,anddeterminingthebestnegotiationapproachPreparingnegotiationmaterials03Preparingdocuments,contracts,andothermaterialsnecessaryforthenegotiationPreparationforBusinessNegotiationTheprocessofbusinessnego

18、tiationsOpeningthenegotiationEstablishingagoodrelationshipwiththeotherpartyandclarifyingthenegotiationobjectivesDiscussingthemainissuesFocusingonkeyissuesandreachingaconsensusonthemDealingwithdifferencesResolvingdifferencesanddisputesthrougheffectivecommunicationandbargainingClosingthenegotiationRea

19、chingafinalagreementandsigningthecontractTheoutcomeofbusinessnegotiationsAchievingthenegotiationobjectivesReceivingasuccessfulconclusionthatsatisfiesbothpartiesinterestsImprovingbusinessrelationshipsBuildingasolidfoundationforfuturecooperationandenhancingtrustbetweenbothpartiesIncreasingbusinessoppo

20、rtunitiesFindingnewbusinessopportunitiesthroughsuccessfulnegotiationsLearningfromexperienceContinuouslylearningfrompastnegotiationstoimprovefutureperformanceCaseanalysisCATALOGUE05Case1Case2SummaryDetailsDetailsSummaryRequestforProposalAcompanyrequestsaproposalfromanothercompanyforaspecificprojectTh

21、eletterincludesspecificdetailsabouttheproject,timeline,andexpectationsfortheproposalItalsoincludescontactinformationforfurthercommunicationOrderConfirmationAcompanyconfirmsanorderplacedwithanothercompanyTheletterincludesthedetailsoftheorder,includingproductspecifications,quantity,anddeliverydateItal

22、soincludestermsandconditionsoftheorderAnalysisofBusinessEnglishCorrespondenceCasesCase1PriceNegotiationSummaryTwocompaniesnegotiatethepriceofaproductorserviceDetailsThe case includes the initialoffer,counteroffer,andnegotiationstrategiesusedbybothpartiestoreachanagreementBusinessnegotiationcaseanalysisCase2ContractNegotiationSummaryTwocompaniesnegotiatethetermsandconditionsofacontractDetailsThecaseincludesthemainpointstobenegotiated,suchasdeliverydate,paymentterms,andwarrantyItalsoincludesanyspecialconditionsorclaimsthatwereincludedinthefinalcontractBusinessnegotiationcaseanalysisTHANKS感谢观看