商务英语UnitNegotiatingthePrice.ppt
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1、,UNIT,9,Learning Objectives Understand the price in international business Talking about price adjustments, discounts and concessions Understanding the techniques in price negotiation Writing counter-offer letters,价格磋商,Negotiating the Price, Speaking Task, Warm-up Practice, Listening Task, Follow-up
2、 Practice,CONTENTS, Writing Task, Reading Task,Warming-up Practice,We need to discuss some questions about what we are going to learn in this unit.,Sure, thatll help us understand better about what we are asked to do.,1. Match the following currencies with their abbreviations.,CURRENCIES ABBREVIATIO
3、NS Canadian Dollar RMB New Zealand Dollar SFr Hong Kong Dollar EUR Swiss Franc Dollar CAD Euro Dollar SGD Great Britain Pound USD Singapore Dollar AUD Japanese Yen NZD Renminbi HKD Australian Dollar GBP US Dollar JPY,Date: 2006/04/22,2. Questions,1.What is trade terms or price terms? 2. When negotia
4、ting the price of a product, what are the key elements to be considered?,Trade Terms,Trade terms also referred to as “price terms“ or “delivery terms“ are a set of uniform rules codifying the interpretation of trade terms defining the price composition and the rights and obligations of the buyer and
5、 the seller in international transactions. Trade terms are key elements of international contracts of sale, since they tell the parties what to do with respect to: delivery terms ( carriage of the goods from the seller to the buyer and division of costs and risks between the parties) ; price terms (
6、stipulating what are included in the price the buyer paid to the seller, e.g. cost, freight, insurance, export and import clearance fees, etc. ) ; delivery obligations (what documents should the seller provide, e.g. bill of lading, insurance policy, etc. ).,Importing Country,Unit Price,Unit price co
7、mprises the employed currency, unit price, unit quantity, and trade term. 每公吨 100 美元 CIF纽约 Unit quantity Unit price Employed currency Trade term USD 100 per M/T CIF New York,1) AUD100per dozen EXW Guangzhou 2) CAD200per kilogram FCA Guangzhou 3) EUR137 per set FOB Shanghai 4) JPY597 per unit FAS Sha
8、nghai 5) HKD167 CFR Hong Kong 6) SGD463 per metric ton CIF Singapore 7) USD 800 per set CPT Geneva 8) SFr 2629 per kilogram CIP Geneva USD 1 000 M/T CIF C3 London 10) EUR 317 per piece DES Marseilles 11) GBP 500 per unit DEQ London 12) EUR 386 per metric ton Delivered at 5 Maple Road, Bonn, Duty Pai
9、d,3. Translate these quotations into Chinese,Listening Task,In this part you are going to listen to a passage and a dialogue. Listen and try to finish the exercises while listening. Are you ready?,9.1.1 Listen to the passage and write T if it is true or F if it is false for each statement. The buyer
10、 will always ask the seller to reduce the price in business. T 2) The lower the price, the better for the buyer. On the other hand, the higher the price, the better for the seller. T 3) When the buyer is asking for a “fair price”, it means that the price is not fair. F 4) The higher the price, the m
11、ore profits the seller will make. F 5) Market prices will surely be mentioned during their negotiations on price. T 6) According to the passage, “fair price” has nothing to do with market prices, its up to the buyer and the seller. F,9.1. 2 Listen to the dialogue and answer the following questions.
12、1) Why did Bill come to visit Mary? He came to talk about Marys plastic card order for the next year. 2) Why did Bill say that they had to increase their prices a little? Because of inflation, increase in cost of raw materials and improved quality. 3) What will be the minimum order for the cards if
13、the price can be kept at the same level? 850 000. 4) What was the last years unit price for the cards? 18 cents. 5) What was the problem with the last years cards? Around 3% were faulty. 6) Will Mary place an order for the cards next year? (Open),Speaking Task,In this part you are going to read two
14、dialogues in pairs and then you will be asked to answer some questions about what you have read.,9.2.1 Read the dialogue and then answer the following questions.,1) How did Mr Gao justify his rise in price? The costs of production have gone up considerably recently. 2) What was the counter-offer mad
15、e by Mr Keith? 10% off for orders over 10 000 units. 3) Did Mr Gao accept Mr Keiths counter-offer? No, but he would give Mr Keith a special discount of 5 %. 4) What was the further price concession made by Mr Gao? He was prepared to make this business an exception by reducing his price by 7%. 5) Why
16、 did Mr Gao make this concession? In order to encourage future business and as a gesture of friendship. 6) How long will this offer remain firm? It will remain firm until the end of the month.,9.2.2 Read the dialogs and then answer the following questions.,1) How did Mr Huang justify his rise in pri
17、ce? Because of the substantial increase in the packing expenses and transportation cost in addition to the sharp cost rise in raw materials of 30%. 2) What was the range of price adjustment Mr Huang expected? 20%. 3. How will the market react to such a price according to Mr White? Such a high price
18、will lead to market shrinkage. 4) What did Mr White threaten to do? He would turn to other suppliers with a price rise of 15%. 5) Why did Mr Huang agree to raise his price by 18%? He agreed to raise his price by 18% with a view to long term interests. 6) Whats their final conclusion? The price will
19、rise by 18%. A 2% discount will be allowed for orders no less than 5 000 dozen.,Reading Task,1. What do you concern most about products as a buyer? 2. How do you judge whether a certain product is high in price? 3. Why and how do we defend our price as a seller?,PRE-READING QUESTIONS FOR PAIR WORK,Q
20、uestions,1) What situation does every salesperson eventually confront? He is afraid his price is too high for a successful deal. 2) Why are many salespeople afraid to defend their price? Because they believe that will drive away customers. 3) How should we justify our price according to the passage?
21、 We should give our price legitimacy, focus on the value of our product/service, and assure our customers of our sincerity. 4) What advice does the passage give for making concessions? Dont make unilateral concessions. Whenever you give something away, get something in return. 5) Why and how do we q
22、ualify our prospective buyers? There are always some customers out of your price range. When youre suspecting, simply ask: “What kind of budget are we looking at?” or “What range are we looking at here?” 6) How can we satisfy our customers without lowering our price? The advices are: (1)Be a good li
23、stener. Allow them to get their gripes about your price off their chest. They will thank you for being patient with them. (2)Help them to accept your fee by providing reasonable justification. (3)Sell your unique strengths. 7) Can you give some advice for defending your price? (Open),In this part yo
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