商務英語聽說教程下 Unit4 Trade Negotiation

商務英語聽說教程下Unit4TradeNegotiationPre-listening

Lookatthefollowingpicturesandfigureouttheimportanttermsandconditionswhichshouldbediscussedandagreeduponduringtradenegotiations.Possibleanswers:Nameofcommodity,quality,quantity,packaging,priceandpayment,shipment,insurance,inspection,disputesandclaim,etc.Listening

PartA-Task1ConversationA:CanIhaveyourCIFprices,Mr.Black?B:Here’sourCIF

.Pleasehaveacarefullook.A:Arethepricesonthelist

?B:Yes.Allthepricesonthelistare

.A:Howlongdoesyouroffer

?Ineedsometimetogetmy

supervisorsonboardwiththisplan.B:Iunderstand.Ouroffer

.quotationsheetfirmofferssubjecttoourfinalconfirmationremainvalidremainsopenfor4days1.Listentotheconversationonceandanswerthefollowingquestions.2.Listentotheconversationagainandmatchtheexpressions1)to5)withtheresponsesAtoE.PartA-Task2Conversation1)Ihopeyoucouldofferusyourmostfavorableterms.2)Ifyourorderisasizableone,wecouldreconsiderourprices.3)IsitpossibletomakedeliveryinApril?4)ItisverydifficultforthemtogetthegoodsreadyinApril.5)Canyougetroundthemanufacturersforanearlydelivery?A.Good.Weplantoorderthousands.B.Allright.We’llgetintouchwiththemandtellyoutheresulttomorrow.C.I’msureyou’llfindourpricesmostcompetitive.D.I’mafraidnot.Ourfactorieshaveheavybacklogsontheirhands.E.Butweareinurgentneedoftheproducts,otherwisewe’llmisstheselling

season.CADEBPartA-Task2ConversationUsefulSentencesorExpressionsBelowareusefulsentencesorexpressionswhichcanbeusedduringtradenegotiations.OffersHereisadetailedlistofouroffer.Theofferwillremainopenfor6days.Sinceyourofferisquitereasonable,Icanacceptithereandnow.NowIcangiveyouourfirmoffer.Howlongdoesyourofferremainvalid?Ifyourpriceisacceptable,I’llplaceanorderrightaway.IhopeyouwillmakeusyourbestofferCIFNewYork.Counter-offersWecan’tgrantthereductionyouaskfor.Itisimpossibleforustofurtherlowerourprice.Therearelimitstopricereduction.Yourcounter-offerisnotinlinewiththepresentmarketlevel.Ifyoustandfirm,wecanhardlycometoterms.Ifyouhangontotheoriginaloffer,businessisimpossible.Unlessyoucanreducetheprice,chancesforbusinessareremote.Weseenoprospectsofbusinessatthequotedprice.PartA-Task2ConversationAcceptanceTakingthequalityintoconsideration,weacceptyouroffer.WehavefaxedourconfirmationofyourorderandyouarerequestedtoopentheL/Cassoonaspossible.Thepriceyouquotedbeingfoundworkable,wehavefaxedyououracceptance.Althoughthequotationsaresomewhathigher,wewillaccepttheorderonthesametermsasbeforewiththeviewofencouragingbusiness.WehaveacceptedyourorderofJune10thfor300typewriters.Welookforwardtoyouracknowledgementofourorder.SigningcontractsThere’reafewpointswehavetodiscussagainbeforewesignthecontract.Webothhavetomakesomeconcessionsinordertosignacontract.Doyouthinkthereisanythingwrongwiththecontract?We’llsigntwooriginals,eachinChineseandEnglishlanguage.Bothareequallyeffective.Thiscontractwillcomeintoforceassoonasitissignedbytwoparties.We’repleasedtohavetransactedourfirstactofbusinesswithyourfirm.PartA-Task3Follow-upMakeaconversationwithyourpartner,followingthepatternofTask2conversation.Youmayusethesentencesorexpressionsabove.Setting:MeetingroomatMr.Fang’scompanyParticipants:

A:Mr.Fang,salesmanagerofGuangdongTextilesImportandExportCompany.B:Mrs.Anderson,purchasingmanagerofaforeigncompany.Event:Mrs.AndersonwouldliketoplaceanorderwithMr.Fangbutisnotsatisfiedwiththepackagingofthegoods.Mr.Fangneedstoasktheproducertoimprovethepackaging.PartB-Task1VocabularyBuildingMatchtheEnglishwordsorphraseswiththeirChinesetranslations.PartB-Task2

Conversation1.Listentotheconversationonceandtickallthereasonsforthebuyertoaskforaprice

reduction.2.Listenagainanddecidewhetherthefollowingstatementsaretrueorfalse.WriteT

forTrueandFforFalse.()ThepricesofferedbythesellerareonFOBbasis.()Thepricesarequotedinthelistwithengagement.()Thesellerrefusestomakeanyconcessionsabouttheprices.()Thesizeofthebuyer’sorderisgreatlyuptotheprices.()Thebuyerthinksthatthepricesarehighermerelyby2or3percent.()Themarketsituationforchemicalfertilizersisgoingtochangesoon.TFFFFTPartB-Task3Conversation1.Listentotheconversationonce,thenmatchthefollowingwordsorphrases

withtheirdefinitions,andmakeasentenceofyourownusingeachwordor

phrase.2.Listenagainandnumberthefollowingeventsmentionedtoshowtheorderin

whichtheyoccur.PartB-Task3Conversationa.Thesellermightbeabletogivea5%pricereduction.b.Theselleragreestoreducethepriceby8%ifthebuyerguaranteestodouble

theorder.c.Thebuyerasksforapricereductionfromtheseller.d.Thebuyerbargainsforan8%reduction.e.Thebuyerintendstodoublethepurchasingquantity.f.Thesellercoulddecreasethepriceby3%atthemost.cfeadbFurtherPracticeActivities

Task1ReadingReadthefollowingpassageandthenanswerthequestionsbelow.a.Inwhatformscantradenegotiationsbeconducted?

Businessnegotiationscanbeconductedintwoforms:inwordsandinwriting.b.Whatstepsaregenerallyfollowedduringtradenegotiationbeforeacontractisconcluded?

Fourmainstepsaregenerallyfollowedbeforeacontractisconcluded:enquiry,offer,counter

offerandacceptance.c.Whyarecontractsinwrittenformimportant?

Theimportanceofawrittencontractinasalestransactioncannotbeunderestimated.Oftenit

istheonlydocumentbetweenthesellerandthebuyerthatevidencestheirrespectiverights

andobligations.Itservesasthebasisfortheperformanceofthecontractandalsothe

settlementofdisputes.Task2Role-playWorkinpairs.Onestudentactsasthesellerandtheotherasthebuyer.Conducttradenegotiationsfollowingappropriatestepsusingtheinformationgivenbelow.Theseller:makesafirmofferof500MTSoybeansatUSD420/MTCIFLondon,packedinsingle-layerpolybags,shipmentinJuly.Thebuyer:bargainswiththesellerovertheunitprice,asksfordouble-layerpolybags,andrequeststhesellertosupply1000MTandbringtheshipmentforwardtoJune.Unit5Quality,QuantityandPackaging《NegotiationofaSalesContract》Afterthemarketresearchhasbeenconducted,thetraderthenmayinitiatetonegotiateonrelevanttermsandconditionsfortheformationofacontractfortheexportorimportbusiness.Businessnegotiationscanbeconductedintwoforms:inwords(i.e.face-to-facenegotiationornegotiationthroughtelephone)andinwriting(iebusinesscorrespondencewhichincludesletters,faxes,e-mails,telexes,etc.).Whateverischosenforthenegotiationofacontract,fourmainstepsaregenerallyfollowedbeforeacontractisconcluded:enquiry,offer,counter-offerandacceptance.Anenquiryasksforthepossibilityofsellingacertaincommodityintheimportingcountryorbuyingacertaincommodityfromtheexportingcountry.Anoffercanbeananswertotheenquiryorcanbeinitiatedbyeitherthesellerorthebuyerwithoutenquirybeingmadefirst.Anofferhasthebindingforceupontheoffererwithinthevalidityandcanberefusedbytheofferee;inthiscase,therefusaliscalledthecounter-offerandservesasofferofanewround.Ifanofferorcounter-offerisacceptedbytheofferee,anagreementisreachedbetweenthesellerandthebuyerandacontractisconcludedatthesametimewhenanacceptancebecomeseffective.NegotiationofaSalesContractAtradecontractisanagreementwhic