采購(gòu)談判技巧

Activitysheet-BusinessEnglishworkshop–Negotiation(2)PartA:PartA:KeyphrasesI’mprettyimpressedwithyourbusiness.It’sgreattofinallymeetyou.I’veheardalotaboutyou.We’veheardalotofgreatthingsaboutyourcompany.It’sgreattohavethischancetotalk.PartB:PartB:SpeakingSally:Hi!It’sapleasurefinallymeetingyou!Sally:Well,we’vecertainlygotalottotalkabout!Sally:YoumustbeTom.Tom:Sally?Tom:Ohthanks.Actually,BigMediadoeshaveitsownstandardbusinesscards,butIprefercustomizingmine.Tom:Absolutely.Now,beforeIforget,here’smycard…Sally:Wow,that’saprettyimpressivebusinesscard!Tom:Youtoo!I’msogladwehavethischancetotalk!PartC:PartC:ListeningWhatkindofcompanydoesSallyrepresent?A.acarhirecompanyB.ApizzadeliverycompanyC.AmovieproductioncompanyWhatkindofcompanydoesTomworkfor?A.apizzadeliverycompanyB.AmovieproductioncompanyC.AcarhirecompanyWhatisthe‘mutuallybeneficialarrangement’Sallyproposes?Hercompanywillprovidemoviestarswithcarsinordertogetfreeadvertising.Hiscompanywillbuyanumberofcarsandusetheminitsmovies.Hercompanywillprovidecarsatacheaprateinordertogainbrandexposure.PartD:ListeningSally和TomPartD:ListeningSally和Tom使用不同用語(yǔ)開(kāi)始談判，并介紹和說(shuō)明他們各自的態(tài)度，按其使用人將用語(yǔ)分組。TomSallyTomSally3.So,shallwegetdowntobusiness?2.However,I’mnotentirelysure…1.Couldyougivemesomemoredetails?3.So,shallwegetdowntobusiness?2.However,I’mnotentirelysure…1.Couldyougivemesomemoredetails?7.Whatarethetop3thingsyouvaluemost?6.WhatifItoldyou…5.AsIunderstandit…4.I’dbeinterested.7.Whatarethetop3thingsyouvaluemost?6.WhatifItoldyou…5.AsIunderstandit…4.I’dbeinterested.11.Letmeaskyou…10.Whatareyouhopingtoachieve?9.Whatwouldbeanidealoutcome…?8.You’dliketotalkaboutapossiblealliance...11.Letmeaskyou…10.Whatareyouhopingtoachieve?9.Whatwouldbeanidealoutcome…?8.You’dliketotalkaboutapossiblealliance...PartE:PartE:Speaking重新排列單詞，以組成Sally和Tom說(shuō)明和介紹談判態(tài)度的用語(yǔ)。1.toparemostthevalueainthings3youwhatrelationshipbusiness2.detailssomecouldmeyougivemore1.toparemostthevalueainthings3youwhatrelationshipbusiness2.detailssomecouldmeyougivemore3.you’dtounderstandlikeit,possibletalkasallianceIaabout4.achievewhatyouhopingtoare5.idealcompanywhatwouldyourforbeoutcomeanPartF:SpeakingWhatwouldbeanidealoutcome?AsIunderstanditWhatifItoldyouI’dbeinterestedWhatareyouhopingtoachieveCouldyougivemesomemoredetailsSally:So,shallwegetdowntobusiness?Tom:_______________________,you’dliketotalkaboutapossiblealliancebetweenourcompanies.___________________?PartF:SpeakingWhatwouldbeanidealoutcome?AsIunderstanditWhatifItoldyouI’dbeinterestedWhatareyouhopingtoachieveCouldyougivemesomemoredetailsSally:So,shallwegetdowntobusiness?Tom:_______________________,you’dliketotalkaboutapossiblealliancebetweenourcompanies.___________________?Sally:Sure.Wefeelthatyourcompany,BigMedia,andourcompany,FastDriveAutoHire,canbenefitfromabrandalliance…Letmeaskyou,whatarethetopthreethingsyouvaluemostinabusinessrelationship?Tom:Well,letmesee,Ithinktrustwouldbenumberone,followedby…reliabilityandasharedbusinessoutlook.Sally:_____________________thatFastDriveAutoHirecanofferthesethreethings,andmore?Tom:_____________________...However,I’mnotentirelysureIseeadistinctlinkbetweenourcompanies.Imean,we’refilm-makers,andyou’reahirecarcompany._____________________?Sally:Well,wefeelwecancometoamutuallybeneficialarrangement.FastDriveAutoHirewouldofferourcarsforyourmoviesandyouwouldgetusbetterexposure.Tom:Okay,sowedohavesomecommonground.Sally:Ibelieveso._________________________foryourcompany?Tom:Well…wouldwebeabletopickanycarswewanted?Sally:Ofcourse.Youcouldchooseanycarsyouwanted,allatadiscountrate.Tom,Ithinkthisisagreatchanceforourcompaniestoformacloselong-termworkingrelationship.Tom:Sure,Icandefinitelyseethebenefits…Whydon’tyoudrawupaproposal?PartG:PartG:KeyphrasesWehavealotofcommonground.Ourneedsinthisareaarecomplementary.Wehaveeverythingtogainbyworkingtogether.Wefeelwecancometoamutuallybeneficialarrangement.Icandefinitelyseethebenefits.Thereisagreatchancetoforgeanevencloserworkingrelationship.我們有很多共同點(diǎn)。我們有很多共同點(diǎn)。我們?cè)谶@方面的需要是互補(bǔ)的。通過(guò)合作，我們都會(huì)有收益。我認(rèn)為我們能夠達(dá)成互利的協(xié)議。我的確能夠看到益處?，F(xiàn)在是打造更為緊密的合作關(guān)系的大好時(shí)機(jī)。PartH:Speaking請(qǐng)聽(tīng)提案，并為各提案選擇你認(rèn)為最適當(dāng)?shù)幕貜?fù)。1.A>Wehavealotofcommonground.B>Wehaveeverythingtogainbyworkingtogether.C>Icanseethebenefits.2.A>I’mnotsureIseethebenefits.B>Icandefinitelyseethebenefits.PartH:Speaking請(qǐng)聽(tīng)提案，并為各提案選擇你認(rèn)為最適當(dāng)?shù)幕貜?fù)。1.A>Wehavealotofcommonground.B>Wehaveeverythingtogainbyworkingtogether.C>Icanseethebenefits.2.A>I’mnotsureIseethebenefits.B>Icandefinitelyseethebenefits.C>Ifeelwecancometoamutuallybeneficialarrangement.3.A>I’mnotsureIseethebenefits.3.A>I’mnotsureIseethebenefits.B>Wehavealotofcommonground.C>Icandefinitelyseethebenefits.4.A>Ourneedsinthisareaarecomplementary.B>Wehaveeverythingtogainbyworkingtogether.C>Icandefinitelyseethebenefits.PartI:WritingPartI:Writing你在一家總部位于亞洲，名為FlyfairAirlines的一流航空公司工作。你想要確保公司保持行業(yè)領(lǐng)先地位。請(qǐng)看你可能與其合作的兩個(gè)候選品牌，并選擇其中一個(gè)品牌與之洽談。記錄各品牌可能為你們公司帶來(lái)的優(yōu)勢(shì)。字?jǐn)?shù)在50-70之間。CreamiumCreamiumhasbeenabrandleaderintheicecreamindustryforover25years.OftencitedasoneofthemostluxuriousfoodbrandstocomeoutofEurope,ithopestoincreaseitsmarketshareinAsiaoverthenextfiveyears.CreamiumCreamiumhasbeenabrandleaderintheicecreamindustryforover25years.OftencitedasoneofthemostluxuriousfoodbrandstocomeoutofEurope,ithopestoincreaseitsmarketshareinAsiaoverthenextfiveyears.GonutsGonutsisanewlyestablishedcompanyfromtheUS.Sinceenteringthemarket.IthasdominatedtheAmericandonutindustry,beatingallcompetitors.IthopestogainabiggermarketshareontheeastcoastofAmericabeforeexportingitsproductabroad.PartJ:Speaking你決定選擇PartJ:Speaking你決定選擇Creamium，并拜訪其亞洲業(yè)務(wù)發(fā)展部的AdrianaLoto.你不認(rèn)識(shí)她，因此與她建立良好關(guān)系很重要。聽(tīng)錄音并適當(dāng)作答。A>ThepleasureisallyoursAdriana.B>It’sapleasuretomeetyouAdriana.C>Yeah,sure.A>Whatever.B>Look,I’minahurry.Let’sgetdowntobusiness.C>Yes,we’veheardalotofgreatthingsaboutyou.A>So,wethinkyourcompanyisprettyaverage.B>Sure,Ihavetosay,we’reallreallyimpressedwithyourbusiness.C>Okay,butI’mlookingforagooddealhere.A>We’relookingforamutuallybeneficialalliancewithabrandlikeyours.B>Moremoney,obviously!C>Wewantagooddealanddon’treallycarethathowmuchweget.A>Ifyoudon’tstartdoingbetter,thennodeal.B>I’mnotsureIseeadirectlinkbetweenourcompanies.C>Inthatcase,wehavealotofcommonground.Activitysheet-BusinessEnglishworkshop–Negotiation(2)PartK:KeyphrasesPartK:KeyphrasesI’mnotcomfortableworkingmorefornoextrapay.Letmesummarizeourposition.I’mafraidwehavetobeveryfirmaboutthispoint.Theboardhasstateditspositionquiteclearly.Idon’twantyoutothinkI’mbeinginflexible.6.CanIjustsummarizeourpositionsasIseethem?6.CanIjustsummarizeourpositionsasIseethem?7.Thereareseveralaspectstothissituation.8.Letmeexplainwhywehavecometothisconclusion.9.Ialsohavetotakeintoaccountmanyotherfactors.PartL:ReadingPartL:Reading快速瀏覽文章，并將談判條款和條件配對(duì)。$20weight$20weight1st1stofmonthdeliverydate110X48X20cmpaymentdate110X48X20cmpaymentdateoneweekfromplacingorderdimensiononeweekfromplacingorderdimension5%call-outfee5%call-outfee118gdiscount118gdiscountPartL:ListeningPartL:Listeningcm=centimetermicm=centimetermi=milel=litermm=millimeterkgmm=millimeterkg=kilogram%=percent.=point.=pointg=gram Activitysheet-BusinessEnglishworkshop–Negotiation(2)PartM:Listening在談判中，Richard和Rob使用許多種不同方式提建議和表達(dá)意見(jiàn)。PartM:Listening在談判中，Richard和Rob使用許多種不同方式提建議和表達(dá)意見(jiàn)。4.Howistheitemmeasured?A.Themeasurementisinkilograms.B.Wemeasureitinmiles.C.It’smeasuredincentimeters.5.Howmanyunitswereordered?A.Youorderedathousandunits.B.Tenunitshavebeenordered.C.Theorderwasforonehundredunits.1.SayIordered5units,howmuchwoulditcost?A.500EurosB.600dollarsC.5dollars2.Ifpaymentisnotontime,howmuchisthepenalty?A.There’sathirtypercentinterestcharge.B.Thepenaltypaymentis120dollars.C.It’sfivepercentinterestcharge.3.Howmuchwillthedeliverytake?A.Ourdeliverycoststwentydollarspervisit.B.Wedeliveronthefirstdayofeverymonth.C.Thedeliverywillarriveoneweekafteryou’veordered.isreasonableoutofthequestionhowwouldyoufeelaboutsomethinginabitmoreisreasonableoutofthequestionhowwould