NEGOTIATION談判場(chǎng)景實(shí)訓(xùn)指導(dǎo)

》談判》談判INTERNATIONALBUSINESSNEGOTIATION場(chǎng)景實(shí)訓(xùn)指導(dǎo)適用專(zhuān)業(yè)：國(guó)際經(jīng)濟(jì)與貿(mào)易；總學(xué)時(shí)：10學(xué)時(shí)一、實(shí)訓(xùn)目的國(guó)際商務(wù)談判課程是一門(mén)培養(yǎng)學(xué)生具備可以進(jìn)行國(guó)際商務(wù)談判的能力和談判技巧的實(shí)務(wù)課程。要達(dá)到這一能力要求，除了要求學(xué)生掌握國(guó)際商務(wù)談判的基本專(zhuān)業(yè)知識(shí)之外，還需要培養(yǎng)學(xué)生靈活運(yùn)用相關(guān)知識(shí)與技巧開(kāi)展商務(wù)談判的能力。本課程談判場(chǎng)景實(shí)訓(xùn)的目的，就在于使學(xué)生能夠通過(guò)對(duì)各種主題的商務(wù)談判場(chǎng)景的觀看與討論，快速將國(guó)際商務(wù)談判的知識(shí)與技巧融會(huì)貫通，從而提高學(xué)生的綜合業(yè)務(wù)水平與英語(yǔ)水平。二、實(shí)訓(xùn)要求本實(shí)訓(xùn)通過(guò)觀看國(guó)際商務(wù)談判場(chǎng)景的視頻，進(jìn)行交互式教學(xué)，教師現(xiàn)場(chǎng)向?qū)W生提出相關(guān)問(wèn)題，要求學(xué)生根據(jù)現(xiàn)場(chǎng)視頻內(nèi)容回答問(wèn)題，并組織學(xué)生就相關(guān)內(nèi)容進(jìn)行討論，再由教師現(xiàn)場(chǎng)講解并參與學(xué)生的討論，從而使學(xué)生能夠熟練掌握國(guó)際商務(wù)談判的各種程序及相關(guān)技巧最終達(dá)到提高學(xué)生的專(zhuān)業(yè)知識(shí)水平與英語(yǔ)聽(tīng)、說(shuō)、讀、寫(xiě)能力的實(shí)訓(xùn)目標(biāo)。三、實(shí)訓(xùn)項(xiàng)目及學(xué)時(shí)項(xiàng)目實(shí)訓(xùn)內(nèi)容要求學(xué)時(shí)1Whyarewehere?PreparingthegroundSettingtheagenda要掌握成功的商務(wù)談判應(yīng)具備的準(zhǔn)備條件及基本步驟、過(guò)程22Wherearewegoing?Wheredowestart?要掌握成功的商務(wù)談判如何巧妙的開(kāi)局與結(jié)束，以及如何巧妙地引導(dǎo)談判對(duì)手，最終達(dá)成有利于己方的結(jié)論。13KeepingtothepointYourviewscount要求學(xué)會(huì)如何有效地與談判對(duì)手進(jìn)行溝通并說(shuō)服對(duì)方的談判技巧。14MakingandrespondingtoproposalsWhat'stheidea?Makingdecisions要求能夠及時(shí)注意談判對(duì)手的言行舉止，緊扣談判主題，并善于捕捉談判成功的信號(hào)以做出正確的決策。25EstablishingpositionsClarifyingpositions要求理解良好的談判氛圍在談判中的重要性，并掌握與談判對(duì)手建立良好的合作關(guān)系的要點(diǎn)與技巧。16Managingconflict要求掌握商務(wù)談判中巧妙地化解沖突與僵局的技巧。17Bargaining要求掌握商務(wù)談判中價(jià)格談判1的策略與有效的討價(jià)還價(jià)的技巧。8ConclusionandagreementWhat'snext?要求掌握達(dá)成有利的談判結(jié)果需注意的事項(xiàng)及相關(guān)技巧。1四、實(shí)訓(xùn)內(nèi)容實(shí)訓(xùn)項(xiàng)目1：Topic1Whyarewehere?Topic2PreparingthegroundTopic3Settingtheagenda要求通過(guò)觀看商務(wù)談判場(chǎng)景，要求掌握成功的國(guó)際商務(wù)談判應(yīng)具備的準(zhǔn)備條件及基本步驟過(guò)程。2.本實(shí)訓(xùn)相關(guān)知識(shí)Checklist—whatmakesagoodnegotiation?PreparationHavetheparticipantsbeeninformedof:date,place,time,agenda,objectives,specificpreparation,documentation,specificroles?ProcedureHastheprocedure(formalchairing,informalbrainstorming,etc.)beenagreed?Hastheagendabeenagreedandunderstood?Arethetimelimitsclear(duration,finishtime,dateandtimeofnextmeeting?)RolesAretherolesclearlyunderstood?Chairperson-detailedminutesorjustasummary?Minute-taker—detailedminutesorjustasummary?Participants-generaland/orspecificcontributions?CommunicationDoalltheparticipantsgetachancetocontribute?Isthereacleardirectiontothemeeting?Isthereapositiveatmosphere?Isthereaclearoutcometothemeeting?3.學(xué)生討論的問(wèn)題：Whydoesthechairmanfailtoorganizethenegotiationsuccessfully?(2)What'sthekeyfactorofasuccessfulbusinessnegotiation?(3)What'stheprocedureofthebusinessnegotiation?(4)Canyoufindthekeyclueinthesesceneries?實(shí)訓(xùn)項(xiàng)目2：Topic1Wherearewegoing?Topic2Wheredowestart?1.實(shí)訓(xùn)要求要掌握成功的商務(wù)談判如何巧妙的開(kāi)局與結(jié)束，以及如何巧妙地引導(dǎo)談判對(duì)手，最終達(dá)成有利于己方的結(jié)論。Meetingspractice—Writeamemorandum Memorandum TOC\o"1-5"\h\zFrom (A)To (B) (C) (D)Subject:marketdropproblemsolutionIamlookingforwardtoourfirstmeetingthisFridayat10:00.Ihaveputtogetheraprovisionalagendaforthemeetingsothatyouwhattoexpect.Agenda:Objectives:solvethemarketdropSolutions:Majorroles:(Andrew,Alison)Iwouldexpectthisfirstmeetingtolastaroundtwohours.Pleaseletmeknowifyouwillbearrivingintimeforlunch.3.學(xué)生討論的問(wèn)題：Whydoesthechairmanfailtoorganizethenegotiationsuccessfully?Howcanyousuccessfullyopenandclosethebusinessnegotiation?What'stheskillofthegoodopeningofbusinessnegotiation?Canyoufindthekeyclueinthesesceneries?實(shí)訓(xùn)項(xiàng)目3：Topic1KeepingtothepointTopic2Yourviewscount1.實(shí)訓(xùn)要求要求學(xué)會(huì)如何有效地與談判對(duì)手進(jìn)行溝通并說(shuō)服對(duì)方的談判技巧。Languagefocus-Interrupting,commentingandresumingInterruptingExcuseme,mayIinterrupt? Justamoment...CanIsaysomethinghere? Bella,sorry,…(Usingsomeone'snameisagoodwaytogettheirattention.)CommentingYes,that'sinteresting.that'sagoodpoint.EmphasizingI'dliketopointout.Letmeemphasize.CanIjustdrawyourattentionto.?FinishingwhatyouwanttosayJustletmefinish.I'llcometothatinamoment.Ihaven'tfinishedwhatIwassaying.No,waitamoment.MayIjustfinish?Iseewhatyoumean.ConsideringalternativesHaveyouconsidered…?Whatabout…?There'sanotherwayoflookingatthis....isworthconsidering.ReferringYousaid..Youknowwhatyousaidabout..Somebodymentioned..3.學(xué)生討論的問(wèn)題：Whydothesetwopeoplefailtoaccepttheirnegotiatingcounterpartytoaccepttheirproposal?What'sthekeyfactorofasuccessfulpersuasion?Howcanyoutrytobekeepingtothekeypointinbusinessnegotiation?Canyoufindthekeyclueinthesesceneries?實(shí)訓(xùn)項(xiàng)目4：Topic1MakingandrespondingtoproposalsTopic2What'stheidea?Topic3Makingdecisions1.實(shí)訓(xùn)要求要求能夠及時(shí)注意談判對(duì)手的言行舉止，緊扣談判主題，并善于捕捉談判成功的信號(hào)以做出正確的決策。Languagefocus-QuestioningandclarifyingWhatsortof.?Canyoutellme.?I'dbeinterestedtoknow.(Thesearecalledopenquestionsbecausewedon'tknowwhattheanswerwillbe.)ClosedquestionsDoyouplanto.?Isthere.?Didyou.?Areyougoingto.?(ThesequestionsareseekingaYes/Noanswer.)LeadingquestionsShouldn'twe.?Thereisn't.,isthere?We're.,aren'twe?(Thesequestionsforceananswerinacertaindirection.)ProbingquestionsWhatexactlydoyoumeanby.?I'mnotsureIreallyunderstand.Couldyougointomoredetailabout.?(Thesequestionsareseekingfurtherinformation.)ReflectivequestionsSoyou'reworriedabout…?IfIunderstandyou,(Thesequestionssupporttheanswerer.Theyshowthatyouhavebeenlisteningandappreciatethepointwhichisbeingmade.)3.學(xué)生討論的問(wèn)題：(1)Whydothesepeoplefailtoseizethesignofthesuccessofthebusinessnegotiation?What'sthekeyfactoroftryingtokeepclosetothekeypointsinnegotiation?Canyouclearlynoteyourcounterparty'sexpressioninbusinessnegotiation?(4)Canyoufindthekeyclueinthesesceneries?實(shí)訓(xùn)項(xiàng)目5：Topic1EstablishingpositionsTopic2Clarifyingpositions1.實(shí)訓(xùn)要求要求理解良好的談判氛圍在談判中的重要性，并掌握與談判對(duì)手建立良好的合作關(guān)系的要點(diǎn)與技巧。Languagefocus-Interrupting,commentingandresumingInterruptingExcuseme,mayIinterrupt?Justamoment...CanIsaysomethinghere?Bella,sorry,(Usingsomeone'snameisagoodwaytogettheirattention.)CommentingYes,that'sinteresting.that'sagoodpoint.Iseewhatyoumean.EmphasizingI'dliketopointout.Letmeemphasize.CanIjustdrawyourattentionto.?FinishingwhatyouwanttosayJustletmefinish.I'llcometothatinamoment.Ihaven'tfinishedwhatIwassaying.No,waitamoment.MayIjustfinish?3.學(xué)生討論的問(wèn)題：(1)Whydoesthesesnegotiatorsfailtoreachtheirgoalsuccessfully?(2)What'sthekeyfactorofaharmoniousatmosphereinbusinessnegotiation?(3)Howdoyoutrytoestablishthegoodpositioninthebusinessnegotiation?(4)Canyoufindthekeyclueinthesesceneries?六)實(shí)訓(xùn)項(xiàng)目6：TopicManagingconflict1.實(shí)訓(xùn)要求要求掌握商務(wù)談判中巧妙地化解沖突與僵局的技巧。Languagefocus-DowntoningyourlanguageModifiersPerhaps/maybePerhapsweshouldconsiderreducing…Maybeyoucouldcutdown…Perhapsyouhavemorestaffthanyoucanreallyafford.Maybeweshouldrethinkthequestionsof…Abit/just/alittleIfyoucouldjustofferus,Thatsoundsabittoorisky.Ithinkthosefiguresarealittleoptimistic.Weneedalittlebitmoretime/money.Useofwould/could/mayPerhapswecouldallthinkabout…Wouldn'tweallagreethat…?Theremaybeoneortwo…UseofnegativesformodifyingItwon'tbetooexpensiveif(itwillbecheaper)Cuttingherewillnotbetoocritical.(itwillbefine)Itwon'ttakesolongif(itwillbequicker)UseofI'mafraidI'mafraidyourpricesareabithigh.I'mafraidwecan'tofferanymorethanthat.3.學(xué)生討論的問(wèn)題：Whydoesthenegotiatorfailtosolvetheconflictinnegotiationsuccessfully?What'sthekeyfactorofasuccessfulresolvingmethodsinbusinessnegotiation?Whatkindsofwayscanyouusetoeffectivelymanagetheconflictinnegotiation?Canyoufindthekeyclueinthesesceneries?七)實(shí)訓(xùn)項(xiàng)目7：TopicBargaining1.實(shí)訓(xùn)要求要求掌握商務(wù)談判中價(jià)格談判的策略與有效的討價(jià)還價(jià)的技巧。Languagefocus-ExertingpressureandmakingconditionsExertingpressureIfyoucan't…,we'llhavetolookelsewhere.I'mafraidwe'llhavetocallitadayunless...MakingconcessionsWecouldofferyou...Wemightconsider...Whatwouldyousayifweofferedyou.?Wemightbeableto.AttachingconditionsButwecouldwant.aslongas.ononecondition.providedthat.GrammarpointStandardconditionalsentence(threatening/assertingpressure)Wewillhavetocancelifyoudon'tofferussomethingbetter.Wewon'tbedoingbusinesswithyouunlesswegetasubstantialdiscountStandardhypotheticalconditionalsentenceWewouldofferyouonepercentifyouguaranteedpaymentwithinthirtydays.Wecouldn'tguaranteepaymentunlessyoupromisedafirmdiscount.3.學(xué)生討論的問(wèn)題：(1)Whydoesthepersonfailtoreachhisnegotiatinggoalsuccessfully?What'sthekeyfactorofasuccessfulbargaininginbusinessnegotiation?Whatshouldwenoticewhenwemakethebargaininnegotiation?(4)Canyoufindthekeyclueinthesesceneries?(八)實(shí)訓(xùn)項(xiàng)目8：Topic1ConclusionandagreementTopic2What'snext?1.實(shí)訓(xùn)要求要求掌握達(dá)成有利的談判結(jié)果需注意的事項(xiàng)及相關(guān)技巧。Languagefocus-ConcludingandclosingClosingsignal(Moreformal)Thatbringsustotheendof.Ithinkwehavecoveredeverything.(Lessformal)Ithinkwecancallitaday.Ithinkthatcoversit.Let'sstopthere.ProgressmadeWe'vetakenamajorstepforward.We'vemadeexcellent/good/someprogress.We'vetakenastepintherightdirection.Wedidn'tgetasfaraswehoped,but.SummarizingLet'sgooverthemainpointsagain.CanIjustrunoverthemainpoints?We'veagreedthefollowing…Outstandingissuesare…There'sstillthequestionof...toresolve.SubjectsOnthe.front,weagreed.Asfaras.isconcerned,weagreed.CheckingandconfirmingIsthatanaccuratesummary?Doesthatreflectwhatwesaid?Isthereanythingyouwanttoadd?Follow-updocumentationWouldyoulikethatinwriting?We'llputtogetherawrittenproposal.We'llletyouhaveadetailedsummary.Canyoudraftthatbeforethenextmeeting?NextmeetingIsuggestwemeeton/at.Shallwesayfouro'clock?ClosingI'msurewewouldallagreethatwehavehadasuccessfulmeeting.Itremainsformetothankyouforcomingand.3.學(xué)生討論的問(wèn)題：(1)Whydoesthechairmanfailtoclosethenegotiationsuccessfully?What'sthekeyfactorofasuccessfulendingofbusinessnegotiation?Whatshouldwenotewhenweclosethebusinessnegotiation?(4)Canyoufindthekeyclueinthesesceneries?五、參考資料：OxfordBusinessEnglishVideo:EffectiveNegotiating,OxfordUniversityPressOxfordBusinessEnglishVideo:SuccessfulMeeting,OxfordUniversityPress》模擬》模擬INTERNATIONALBUSINESSNEGOTIATION談判實(shí)訓(xùn)指導(dǎo)適用專(zhuān)業(yè)：國(guó)際經(jīng)濟(jì)與貿(mào)易；總學(xué)時(shí)：6學(xué)時(shí)一、實(shí)訓(xùn)目的國(guó)際商務(wù)談判課程是一門(mén)培養(yǎng)學(xué)生具備可以進(jìn)行國(guó)際商務(wù)談判的能力和談判技巧的實(shí)務(wù)課程。要達(dá)到這一能力要求，除了要求學(xué)生掌握國(guó)際商務(wù)談判的基本專(zhuān)業(yè)知識(shí)之外，還需要培養(yǎng)學(xué)生靈活運(yùn)用相關(guān)知識(shí)與技巧開(kāi)展商務(wù)談判的能力。本課程模擬談判實(shí)訓(xùn)的目的，就在于使學(xué)生能夠通過(guò)對(duì)各種主題的商務(wù)談判進(jìn)行模擬訓(xùn)練，加深學(xué)生對(duì)國(guó)際商務(wù)談判專(zhuān)業(yè)知識(shí)與談判技巧的理解與掌握，從而提高學(xué)生的專(zhuān)業(yè)水平與英語(yǔ)水平，并提高學(xué)生靈活應(yīng)用學(xué)以致用的綜合素質(zhì)。二、實(shí)訓(xùn)要求本實(shí)訓(xùn)通過(guò)組織學(xué)生對(duì)不同主題的談判項(xiàng)目進(jìn)行模擬談判，旨在檢驗(yàn)學(xué)生對(duì)國(guó)際商務(wù)談判專(zhuān)業(yè)知識(shí)與談判技巧的掌握程度，更重要的是鍛煉學(xué)生進(jìn)行國(guó)際商務(wù)談判的實(shí)踐能力，從而達(dá)到熟練掌握商務(wù)談判業(yè)務(wù)知識(shí)、輕松進(jìn)行商務(wù)談判實(shí)踐、以及提高學(xué)生綜合英語(yǔ)水平的目的。三、 實(shí)訓(xùn)內(nèi)容（一）實(shí)訓(xùn)項(xiàng)目1：Topic1NegotiatingCorporatePossibilitiesTopic2NegotiatingTradingTermsandConditions1.實(shí)訓(xùn)要求通過(guò)模擬談判的開(kāi)展，要求掌握達(dá)成有利的談判結(jié)果需注意的事項(xiàng)及相關(guān)技巧。2.模擬談判背景信息Topic1NegotiatingCorporatePossibilitiesA:Youragencyhastheexperienceweneed.Andwehavethebest-qualityproduct.B:Yes.Weagreeyourcompanyhasagoodproduct.Butwe'dhavetogetcertainguaranteesbeforewepromisetodobusinesswithyou.A:Whatarethoseconditions?B:Firstofall,we'dhavetoinsistonsoleagencyinChina. Second,we'dwanta18%commission.Third,we'dneedathree-yearcontract.A:You'reaskingforalot.Ifweagree,willyoupay65%ofmarketingcosts?B:That'stoohigh.Wewouldpreferthatyouacceptfinancialresponsibilitiesfor50percentofallcosts.A:ThatismorethanwhatIexpected.I'llhavetotalkwithourpresidentandcallyoulaterthisweek.Topic2NegotiatingTradingTermsandConditionsA:Now,let'sgetdowntobusiness.B:OK.Haveyoureadmycatalogues?A:Yes.Butfirstofall,Iwanttomakesureyourmachinesareofthenewestdesignandthebestquality.B:Icanassureyouofthat.A:Weareinterestedinyourmachine.However,we'vereceivedoffersforsimilarmachinesfromothersources.So,ourbusinessdependsverymuchonyourprices.B:Ifyoutakeallfactorsintoconsideration,you'llfindourpricesmorereasonablethanthequotationsyoumaygetelsewhere.A:I'mnotsosureofthat.Beforewediscusstheprice,I'dliketoaskaquestion.Haveyougotanyfavorabletermsandconditions?B:Yes.First,wewillguaranteethatthemachinestobesuppliedareinaccordancewithyourrequirementsandspecifications.A:That'sfine.Whataboutthenext?B:Well.Secondly,wewillsendengineersandtechniciansatourwonexpensetoassisttheinstallation,testrunandeffectrepairstothemachines.A:ThisisalsoquiteOK.Butasfortheguaranteeperiod,Ithink,itshouldbeatleast12monthscountingfromthedateoftheBillofLading.B:Noproblem.Andwe'llbeartheexpensesongettingyourtechnicianstrainedonthenecessarytechnicalproblems.A:Allright.Now,let'scometothediscussionofprice.（二）實(shí)訓(xùn)項(xiàng)目2：Topic1BeginningtheNegotiationTopic2TheInitialContact1.實(shí)訓(xùn)要求要學(xué)會(huì)交換讓步、平衡利益；利用承諾與威脅等恩威并用的手段，結(jié)合說(shuō)服的手段達(dá)到雙方都能接受的解決方案。Topic1BeginningtheNegotiationA:Perhapsweshouldstartbyexaminingtheobstacles.B:AsfarasIamconcerned,weshouldbeabletoreachanagreementtoday.A:That'sgoodtohear.B:Ithinkalltheproperdecisionmakersarehere.A:Ibelieveyouareright,solet'sgetstarted.B:Doeseveryoneknoweveryoneelse?A:Let'sgoaroundthetableandintroduceourselves.Topic2TheInitialContactA:I'dliketogettheballrollingbytalkingaboutprices.B:Shoot.I'dbehappytoansweranyquestionsyoumayhave.A:Yourproductsareverygood.ButI'malittleworriedaboutthepricesyou'reasking.B:Youthinkweshouldbeaskingformore?A:That'snotexactlywhatIhadinmind.Iknowyourresearchcostsarehigh,butwhatI'dlikeisa25%discount.B:Thatseemstobealittlehigh,Mr.Smith.Idon'tknowhowwecanmakeaprofitwiththosenumbers.A:Well,ifwepromisefuturebusiness---volumesales---thatwillslashyourcostsformakingthecomputer,right?B:Yes,butit'shardtoseehowyoucanplacesuchlargeorders.Howcouldyouturnoversomany?We'dneedaguaranteeoffuturebusiness,notjustapromise.A:Wesaidwewanted1000piecesoverasix-monthperiod.Whatifweplaceorderfortwelvemonths,withaguarantee?B:Ifyoucanguaranteethatonpaper,Ithinkwecandiscussthisfurther.（三）實(shí)訓(xùn)項(xiàng)目3：Topic1NegotiatingDiscountTopic2OnTermsandConditionsoftheContract1.實(shí)訓(xùn)要求要求學(xué)會(huì)如何有效地與談判對(duì)手進(jìn)行溝通并說(shuō)服對(duì)方的談判技巧。Topic1NegotiatingDiscountA:Mr.Li,Ihaveconsideredtheofferyoumadeyesterday.Imustpointoutthatyourpriceismuchhigherthanotherquotationswe'vereceived.B:Well,itmayappearalittlehigherbutthequalityofourproductsismuchbetterthanthatofothersuppliers'.Youmusttakethisintoconsideration.A:Iagreewithyouonthispoint.Otherwise,wewouldsimplystopdoingbusinesswithyou.ThistimeIintendtoplacealargeorderbutbusinessisalmostimpossibleunlessyougivemeadiscount.B:Ifso,we'llcertainlygiveyouadiscount.Buthowlargeistheorderyouintendtoplacewithus?B:90000setswithadiscountrateof20%.A:I'mafraidIcouldnotagreewithyouforsuchabigdiscount.Inthisway,itwon'tleaveusanything.Ourmaximumis10%.B:Oh,MissLi,youseewithsuchalargeorderonhand,youneedn'tworryanymore.Youdon'thavetotakeinneworders.Thinkitover.Weareoldfriends.A:Consideringthelong-standingbusinessrelationshipbetweenus,weshallgrantyouaspecialdiscountof10%.Asyouknow,wedobusinessonthebasisofequalityandmutualbenefit.B:Yes.Ialsohopewedobusinessonabasisofmutualbenefit.But10%discountisnotenoughforsuchabigorder.A:Onlyforveryspecialcustomersdoweallowthemarateof10%discount.Besides,thepriceofthisproductistendingtogoup.Thereisaheavydemandforit.B:Yes.Iknowthepresenttendency.Anyhow,let'smeeteachotherhalf-way,howabout15%?A:Youarearealbusinessman!Allright,Iagreetogiveyou15%discountprovidedyouorder100000sets.B:OK,Iaccept.Topic2OnTermsandConditionsoftheContractA:Well,Mr.Black.Nowthatthepriceisdecidedon,wecangooverothertermsandconditionsofthetransactiontoseeifweagreeonalltheparticulars.B:OK.MissLi.Let'sgooveritfromtheverybeginning:Thewholesetofequipment,specificationsareshowninthetechnicaldata,atUS&600000FOBLosAngeles.Ourtransactionisclosedatthisprice,isn'tit?A:Yes.Inoneshipment,tobemoreexact.B:Oh.Yousee,I'veforgottenthis.A:Whenisthetimeofshipment?B:DuringMarchandApril.OK?A:OK.WhataboutPacking?B:Tobepackedinwoodencases,ofcourse.A:Youhadbetterhaveitclearlystated.Tobepackedinnewstrongwoodencasessuitableforlongdistanceoceantransportationandwellprotectedagainstdampness,moisture,shock,rustandroughhandling.Thesellersshallbeliableforanydamagetothecommoditybecauseofimproperpacking.B:We'llseetoitthatallthemachinesareproperlypackedandprotected.Don'tworryaboutthat.Well,next,payment.A:IsitpossiblebyCollection?B:No,MissLi.ByL/C.That'sourusualpractice.A:WhatkindofL/C,then?B:IrrevocableL/Cpayableagainstthepresentationofthedraftdrawnontheopeningbanktogetherwiththeshippingdocuments.YoushouldopenthisL/C15-20dayspriortothedateofdeliveryandthisL/Cshallbevaliduntilthe15thdayaftertheshipment.A:Thatcanbedone.Noproblem.Then,anyquestionabouttheinspectionandclaims?B:Nonewhatsoever.Beforemakingdelivery,wealwaysmakeapreciseandcomprehensiveinspectionofthegoodsandseeeverythingisallright.Youmaybeassuredthatthequalityandperformanceofourmachinescanstandeverypossibletest.A:That'sOK.Butafterthearrivalofthegoodsatourport,wealwaysapplytotheChinacommodityInspectionBureauforapreliminaryinspectioninrespectsofthequality,specificationsandquantityforthegoods.IfanydiscrepanciesarefoundbytheBureau,we'llhavetherighttofileaclaim.B:Ofcourse.Andwehopedisputesbesettledamicably.A:Wehopeso,too.Butincasethereisanydisputeunsettled,itshouldbereferredto,wesuppose,theForeignTradeArbitrationCommissionoftheChinaCouncilforthePromotionofInternationalTrade.Doyouagree?B:Sure,butIamcertaintherewillbenooccasionforarbitrationatall.A:Now,allthesepointshavebeenagreedupon.Thedealhascomeoffnicely.B:It'sbeenapleasuredoingbusinesswithyou.Wehopethatmorebusinesswillbedoneinfuture.A:Surely,therewillbemoretocome.（四）實(shí)訓(xùn)項(xiàng)目4：Topic1OnArbitrationTopic2JointVenture1.實(shí)訓(xùn)要求要掌握跨文化談判的策略、心理戰(zhàn)術(shù)、討價(jià)還價(jià)技巧、打破僵局、化解危機(jī)、推動(dòng)談判實(shí)現(xiàn)共贏。Topic1OnArbitrationA:Everythinghasbeentalkedoverandagreedupon.Shallwesignthecontractrightnow?B:Justamomentplease.Thistransactionisratherdifferentfromusual.Besidesthelargequantity,themedicalinstrumentswehaveorderedareveryvaluable.Incasedisputesarise,weshouldincludeanarbitrationclauseinthecontractA:Well,weareoldfriends.Ifdisputesarise,Ibelieve,theycanbesettledthroughanamicablenegotiation.B:Thatsoundsfine.Buttheprovisionofarbitrationisreallyofverygreatimportanceandamatterofseriousconcerntobothofus.It'sgenerallythelastresort.A:OK,wehavenoobjections.Butwherearewetoholdarbitration?B:IsitagreeabletoyoutoadoptourusualpracticethatarbitrationisconductedinChina?A:We'dbetternotregulatethelocationforarbitrationandthearbitralorganizationnow.Wemaydiscusssettinguptemporaryarbitrationbodywhenneeded.Asfortheplaceofarbitration,maybeinathirdcountryinordertoseekafairandequitablesolutiontotheproblems.B:Itsoundsreasonable.Theclauseshouldbelikethis:“Anydisputesarisingfromtheexecutionofthiscontractshallbesettledinafriendlyway.Ifnosettlementcanbereachedthroughconsultationandconciliation,thedisputesshallbesubmittedforarbitrationbyamutuallynominatedarbitrator.Thearbitrator'sdecisiononthedisputesisfinalandbinding.”A:Fine.Onlyonethingisnotmentioned.Howisthecostofthearbitrationtobedivided?B:Generallyspeaking,allthefeesforarbitrationshallbebornebythelosingparty.A:It'sacceptable.Topic2JointVentureA:Weintendtohaveabeveragejointventureofmoderatescale,right?B:Yes.ThetotalamountofinvestmentwouldbeUS$7million.Foraprojectproducingbeverages,thisfigureislargeenoughtoprovidetheconstructionfundsandcirculationcapital.A:Then,howmuchwouldtheregisteredcapitalbe?B:ItwouldbeUS$3.5million.Ourstate'srelevantregulationsstipulatethatforaprojectwithatotalinvestmentofbetweenUS$3-10million,theregisteredcapitalshouldatleastaccountfor50%.A:Isee.HowisthetotalinvestmentgenerallyproportionedbetweenaChineseenterpriseandaforeignone?B:Thepracticeisratherflexible.Buttheinvestmentbyaforeignenterpriseshouldnotbelessthan25%.A:Isee.Wearepreparedtocontribute45%.Thatincludescashaswellasmachineryandequipment.B:Good.We'llprovidethefactorybuilding,premises,somemachineryandequipment.Therighttousethesiteisalsoapartofourinvestment.A:Howlongwillthejointventurebe?B:Wecantemporarilyfixthetermfor10yearsfirst.Solongaswecanruntheplantwell,theperiodcanbeprolongedlater.A:Astotheconsiderationforthetechnologyweprovide,aminimumgenerallyacceptedis5%ofthenetsalespriceofalllicenseditemsmadeandsoldduringthetermoftheagreement,inadditiontoaninitialdownpaymentofUS$100000.B:I'mafraidboththeloyaltyrateandtheinitialdownpaymentamountaretoohigh.Iamsureyoucanappreciatethatthecompanywillhaveatoughtimeintheinitialstagesofoperation.Howcouldtheventurebearsuchaheavyadditionalload?A:Theinitialdownpaymentcannotbereduced,butwemayconsiderloweringtheloyaltyratealittlebit.B:Wesuggesttheratecomesdownto4%ofthenetsalesprice.A:Thiscanbeaccepted.B:Animportantmatterweshouldmentionisthatthetechnologyyouprovideshouldbethenewestandduringthedurationofthejointventureyoushouldcontinueofferingusyourimprovedtechnologicalexpertise.A:Youasktoomuch,Mr.Li.Wespendhundredsofthousandsofdollarsonscientificresearcheveryyear.Youaskustoofferyoucontinuouslyourimprovedtechnology,thenyouneedtopaymoreforthat.B:AninitialdownpaymentofUS$100000plus4%ofroyaltyrateisalreadyquitealargesum.Youmustbeveryclearaboutthat.Inaddition,technologyshouldalwaysbeimproved,otherwiseourproductscannotcompetewithothers.Andyourshareis45%oftheregisteredcapitalofthejointventure.Thatmeansnearlyhalfoftheprofitwillgotoyou.SoIbelieveyoucertainlywantthisjointventuretobeasuccessfulone.A:Itisreallyacomplexissue.Weagreethatifthenewtechnologyisessentialtocompetitiveness,wewillsharethetechnologywithyou.B:Thankyouforyourcooperation.A:Howlongdoweneedtoregisterthejointventure?B:We'llprepareallthenecessarydocumentsandpresentthemtotheresponsibleauthority.Itgenerallytakesnomorethan3monthstohavetheapproval.A:That'sgood.實(shí)訓(xùn)項(xiàng)目5：Topic1Bargaining(1)Topic2Bargaining(2)1.實(shí)訓(xùn)要求通過(guò)模擬談判的開(kāi)展，要求掌握商務(wù)談判中價(jià)格談判的策略與有效的討價(jià)還價(jià)的技巧Topic1Bargaining(1)A:Weseemtohavereachedastalemate.We'renotgoingtoprogressunlessyoucanmakeusabetteroffer.B:Wemightbeabletooffersomethingbetter,butononecondition.A:What'sthat?B:Youwouldhavetoguaranteeusafixedordereverymonthforayear.A:Wemightbeabletodothat,aslongaswefeelyouaretherightsupplierforus.B:OK.Ifyoucouldgiveusthisguarantee,wewouldbepreparedtoreduceourpricesbyfifteenpercent.Topic2Bargaining(2)A:WearequiteinterestedinyournylonT-shirt.ButI'mafraidyourpricesaremuchtoohigh.B:Notintheleast.Ishouldsaytheyarereasonableandquiteinlinewiththemarket.A:It'sjustforthemarketreasonIsuggestyoumakeareductioninprice.Otherwisewecouldhardlygoonwithourdiscussion.B:Areductioninprice?I'mafraiditisoutofthequestion.A:Well,wehavemadeamarketsurveyrecently.MoreandmorepeoplearetiredofwearingT-shirtsmadeofsyntheticfabrics.Theyaremoreinterestedincottonwear.B:That'strue,butasthepricesarealreadyratherlow,wecan'treducemuch.A:Howmuchthen?B:Wecanreducethembyfivepercent.A:Fivepercent?WhenIsayyourpricesaremuchtoohigh,Idon'tmeantheyarehighermerelyby5or6percent.B:Howmuchdoyoumeanthen?Canyougivemearoughidea?A:Ifyouaskme,Iwouldsayyoushouldholdareductionofabout12percent.B:Youmustbekidding.Howisitpossibletoexpectustomakeareductiontosuchanextent?A:Iwon'tletyousellataloss.Ifyourpricesarereasonable,Imightplacealargeorder.B:Forfriendship'ssake,wecanconsidercuttingdownanother5percentwhichisalmostcostprices.Theycouldn'tbelower.Andthatdependsonhowmanyyouwishtoorderfromus.A:Whatabout5000dozens?B:Ifyoucanorder8000dozensI'llmaketheconcessionby10percent.A:OK.Wehavecometoanagreementonpriceatlonglast.（六）實(shí)訓(xùn)項(xiàng)目6：Topic1CanWeMeetEachOtherHalfWay?Topic2AsuccessfulSalesNegotiation1.實(shí)訓(xùn)要求要掌握如何有效的化解僵局，最終達(dá)成談判目的。Topic1CanWeMeetEachOtherHalfWay?A:It'sreallyapitythatwedidn'tcometoanyagreemen