《英语商务谈判》PPT课件.ppt
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1、,International Business Negotiation,Bargaining process,Key points:1.tactics and strategies for making quotations;2.indicators for the end of a bargain;3.tactics and skills for making counter-quotations4.principles and strategies for making compromises,The bargaining phase is the core and most diffic
2、ult stage in the whole negotiation process.All negotiating parties confer about substantive(实质性的)issues and items.,In the bargaining phase,each negotiating party measures its own strength,intelligence and strategies against those of its counterpart.Each side may modify its original objectives,establ
3、ish a basic framework for the negotiation agreement,adjust its own strategies.,The negotiators ability to use their wisdom,strategies and skills in a correct,effective and flexible way will determine how well they can realize their final goals.,The definition of quotation,Narrowly:it is a way to ind
4、icate a particular price at which one party will buy or sell the specific commodity.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,Guidelines for making a quotation
5、,The principle of making a quotation in business negotiation is“to sell dear”or“to buy cheap”.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.The quoters should consider their own interests a
6、nd the demand and supply of the relevant commodity in the market.,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,Common ways to establish a quotation price:Assess the market situation at home or abroad,the competitors price level,set a
7、range of prices to quote;Set a bottom line as the last line of defense in the negotiation;Decide the initial level for the quotation.The seller can ask a sky-high price;the buyer can make a rock-bottom offer.,Quoting strategies,Be explicit and specific be decisive and resolute offer no explanation u
8、se differentiation(区别报价法)use psychological pricing(心理定价法)use midway price changes,Differentiation,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 related factors.,psychologica
9、l pricing,Units of measurement:RMB-Euro/Dollar3 Dollar-20 Yuan exchange rate汇率 换算单位 kilo-poundBreaking the whole into parts:Using smaller units 化整为零The decimal fraction:Odd number pricing:奇数定价¥19.99-¥20,Counter-offer,A counter-offer is an alternative quotation given as an explicit response to a quot
10、ation made by the other party.Making a counter offer helps to set the bargaining range or settlement range.It indicates respect for the quoter,proves ones sincerity in the transaction,and determines how a negotiation will proceed.,Three factors are involved in setting the starting point for bargaini
11、ng:Does your counterpart make any substantial improvement in their quotation after you countered?What is the difference between the improved quotation and your desired closing price?Do you plan to make further concession after your initial counter offer?,16 Golden Rules,The negotiation,in essence,is
12、 a process of making concessions.Do not make senseless concession;Do no make concessions blindly;Seize the“big fish”and let go of the small one;Choose the right time;Keep the bottom line a secret;,Do not promise to make concessions by equal margin;Look before you leap;Do not make it too easy for the
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