Unit 4 The Content of Negotiation1 （课件）-《商务英语》同步教学（北京理工大学出版社）

Unit 4 The Content of Negotiation1 Learning Focus（学习要点） Understand the main contents of the international business negotiation  掌握国际商务谈判的主要内容。 Know how to make inquiry and reply in business negotiations  加深了解商务谈判中如何报盘与回复。 Master offer and counter offer of business negotiations  掌握商务谈判的报盘与还盘。 Grasp the different modes of payment  掌握不同的支付方式。 下一页 返回 1 Unit 4 The Content of Negotiation1 Negotiation Awareness International business negotiation is a key component of conducting foreign trade. It is a consultative process between buyers and sellers concerning investment, project contracting, and the import and export of goods, technology, and labor service. For goods trade, both parties of negotiation need to reach an agreement on the quantity, quality, price, payment, packing, shipment, and insurance of a sale. 下一页 上一页 返回 2 Unit 4 The Content of Negotiation1 Similar to domestic business negotiations, international ones usually involve four steps: inquiry, offer, counter offer, and acceptance, among which not all the steps have to be taken to each transaction and only offer and acceptance will do on some occasions 下一页 上一页 返回 3 Unit 4 The Content of Negotiation1 Inquiry and reply  As the first step of business negotiations,inquiry is usually made by buyers without engagement,the aim of which is to invite a quotation or an offer for certain goods from sellers. However,at times sellers can also initiate a negotiation by making inquiries to buyers about their intentions of placing an order  下一页 上一页 返回 4 Unit 4 The Content of Negotiation1 The information that both parties need about a transaction includes: The catalogue and the price； The supply of commodities； The packing； The delivery date； Terms of payment and other terms concerned  下一页 上一页 返回 5 Unit 4 The Content of Negotiation1 Inquiries can be made in either oral or written form. If the written form is adopted, whoever makes inquiries should consider carefully to which regions the inquiri