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商務模擬談判模塊1、案例分析本次課的課程目標1、了解談判中常見的英語表達;2、識別商務談判中常見的策略和技巧;3、判斷自己的談判素質并思考揚長避短的方法。案例分析A:WearequiteinterestedinyournylonT-shirt.ButI’mafraidyourpricesaremuchtoohigh.B:Notintheleast.Ishouldsaytheyarereasonableandquiteinlinewiththemarket.A:It’sjustforthemarketreasonIsuggestyoumakeareductioninprice.Otherwisewecouldhardlygoonwithourdiscussion.B:Areductioninprice?I’mafraiditisoutofthequestion.A:Well,wehavemadeamarketsurveyrecently.MoreandmorepeoplearetiredofwearingT-shirtsmadeofsyntheticfabrics〔人工合成的織物〕.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.Difficultpointssellataloss虧本出售beinlinewiththemarket與市場是一致的atlonglast到底,終于Reducethepricebyfifteenpercentthroughguaranteeingafixedordereverymonthforayear.A:Weseemtohavereachedastalemate.We’renotgoingtoprogressunlessyoucanmakeusbetteroffer.B:Wemightbeabletooffersomethingbetter,butononecondition.A:What’sthat?……Reference:B:Youwouldhavetoguaranteeusafixedordereverymonthforayear.A:Wemightbeabletodothat,aslongaswefeelyouaretherightsupplierforus.B:OK.Ifyoucouldgiveusthisguarantee,wewouldbepreparedtoreduceourpricesbyfifteenpercent.Insistonthepricethroughhighquality.A:Now,whatistheprice?Thatinterestsmemost.B:You’llfindourpriceverycompetitive.It’sUS$88perkiloCIFHamburg.……Reference:A:Imustsaythepriceistoohighformetoaccept,almosttwicewhatIwouldpayforsuchanitemelsewhere.B:There’recertainlycheaperonesonthemarket.Butwhenyoulookatthequality,youwillagreethatourpriceismostfavorable.A:Weseemtohavereachedastalemate.We’renotgoingtoprogressunlessyoucanmakeusbetteroffer.B:Wemightbeabletooffersomethingbetter,butononecondition.A:What’sthat?B:Youwouldhavetoguaranteeusafixedordereverymonthforayear.A:Wemightbeabletodothat,aslongaswefeelyouaretherightsupplierforus.B:OK.Ifyoucouldgiveusthisguarantee,wewouldbepreparedtoreduceourpricesbyfifteenpercent.A:Now,whatistheprice?Thatinterestsmemost.B:You’llfindourpriceverycompetitive.It’sUS$88perkiloCIFHamburg.A:Imustsaythepriceistoohighformetoaccept,almosttwicewhatIwouldpayforsuchanitemelsewhere.B:There’recertainlycheaperonesonthemarket.Butwhenyoulookatthequality,youwillagreethatourpriceismostfavorable.Self-assessmentListeningskillsHonestyPersistenceFlexibilityAbility

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