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1、English for International Business Negotiation 国际商务英语谈判 General Review,1.Language Skills in Business Negotiation2.Professional and Practical Skills in Business Negotiation 3.Type of Final Test,1.Language Skills in Negotiation,Please focus on:Function in Every ChaptersExtracurricular Activities in Ev
2、ery Chapters1.1 What is Negotiation?(P.4)1.2 Four Main phases of Negotiation(P.2)1.3 Four Stages of Business Negotiation(P.4)1.4 Some Issues that Chinese Corporations and Negotiators Need to Address(P.8)1.5 Chinas Foreign Trade Policy(P.50-55)1.6 What is Win-Win Negotiation?(P.56),1.Four Main phases
3、 of Negotiation(P.2),1.What is Negotiation?Negotiation is a discussion aimed at reaching an agreement.2.Four Main phases of Negotiation(P.2)There are four main phases of negotiation listed below:1)The preparing phase（预备阶段）2)The debating phase（争论阶段）3)The proposal phase（建议阶段）4)the bargaining phase（讨价还
4、价阶段）,3.Four Stages of Business Negotiation(P.4),Business negotiations proceed through four stages:a)non-task sounding（开局前的试探）b)task-related exchange of information（交换与谈判目标有关的信息）c)persuasion（说服）d)concessions and agreements（让步与同意）,4.Some Issues that Chinese Corporations and Negotiators Need to Address
5、(P.8),There are at least two differences in the way of business communication between Chinese and American Businessmen:1.Chinese businessmen tend to have business negotiations in a rather indirect manner,as opposed to the direct manner of American businessmen.2.The decision-making process of Chinese
6、 companies is generally both slow and time-consuming.On the other hand,American companies usually operate with quick decision made by the top management.,Decision-Making Types of Chinese and American(P.8-9),Most Chinese companies keep to the“bottom-up,then top-down and then bottom-up”decision-making
7、 principle which involves many people at different levels.American type,or the top-down,management emphasizes efficiency and competition among workers,but it often frustrates many workers.Work Ethic of Chinese and American(P.9)Chinese work ethic is based on social pressure and community belonging,th
8、e American work ethic seems to be more individual oriented.,Summary of Different Business Communication Styles between China and the USA(P.8),American Style Chinese StyleManner Direct Manner Indirect MannerDecision-Making Quick,Top-Down Slow,Time-ConsumingWork Ethic Individual Oriented Social Pressu
9、re Value Results more Community Belonging than its Process Priority to Planning,Merits Efficiency,Encourage Cooperation,Competition in Workers more Humane Demerits Frustrating Workers Lack of Efficiency and Competition,5.Chinas Foreign Trade Policy(P.50-55),In developing our foreign trade relations
10、with other countries,China still follow the principle of“equality,mutual benefit and exchanging what one has for what one needs”.(平等互利，互通有无)In the past,we were rather rigid in doing business.Now,we adopted many different flexible business arrangement,such as compensation trade,counter trade,manufact
11、uring according to buyers samples,processing customers materials,assembling their components on commission,joint ventures and so on.(at issue 9,on p.52,then p.223)反信风-counter trade,antitrade,in Meteorology 气象学,对销贸易（Counter Trade）,对销贸易（Counter Trade）：是指在互惠的前提下，由两个或两个以上的贸易方达成协议，规定一方的进口产品可以部分或全部以相对的出口产
12、品来支付。对销贸易不同于单方面的进口或出口，实质上是将进口和出口结合起来的贸易方式。体现了互惠的特点。对销贸易的主要形式：易货贸易 Barter Trade 互购 Mutual Purchase 补偿贸易（产品回购）Compensation Trade,6.What is Win-Win Negotiation?(P.56),Generally speaking,a win-win negotiation is an approach intended to reach a outcome that all the negotiating parties can profit from it
13、in one way or the other.If the buyer and the seller both are interested in reaching an agreement in which they take away something positive from the deal,this is called a win-win situation.,2.Professional Skills in Business Negotiation,Please focus on:2.1 Links of International Business Negotiation
14、2.2 Incoterms 20102.3 Payment of International Business2.4 Contract of International Business,2.2.1 Links of International Business Negotiation,Generally speaking,to reach an agreement in the international business negotiation needs going through five links:Enquiry（询盘）Offer（发盘，发价）Counter-Offer（还盘，还价
15、）Acceptance（接受）Conclusion of a Contract（合同的签订）Of course,it is not necessary to have all the five links taken for every transaction.Sometimes,only offer and acceptance will do.It is stipulated in the laws of some countries that only offer and acceptance are the two required factors,failure of which w
16、ill make no contract.,Two Important Links for Signing a Contract,发盘与接受（法律上称为要约与承诺）offer 甲方 乙方 acceptanceThere are two kinds of offer:offer with engagement(firm offer 实盘)offer without engagement(non-firm offer 虚盘)cf.p.77,2.2.2 Incoterms2010,What is Incoterms?The word“INCOTERMS”is short for Internatio
17、nal Rules for the Interpretation of Trade Terms.The latest version is INCOTERMS 2010,which became effective on Jan.1,2011.Previous versions,including INCOTERMS 2000,are now outdated,2.2.3 Incoterms2010 中文一览,1)适用于任何单一运输方式或多种运输方式的术语EXW工厂交货FCA货交承运人CPT运费付至CIP运费、保险费付至DAT运输终点交货DAP目的地交货DDP交税后交货2)适用于海上和内陆水上
18、运输的术语FAS船边交货FOB船上交货CFR成本加运费CIF成本、保险费加运费,2.2.4 INCOTERMS 2010 Rules for Sea and Inland Waterway Transport,Free Alongside Ship(FAS)(insert named port of shipment)-Vessel 船边交货Free On Board(FOB)(insert named port of shipment)-Vessel 船上交货Cost&Freight(CFR)(insert named port of destination)-Ocean or River
19、port 成本加运费Cost,Insurance&Freight(CIF)(insert named port of destination)-Ocean or River port 成本、保险费加运费,2.2.5装运港交货的三种常见贸易术语,1）FOB：FREE ON BOARD,装运港船上交货（指定装运港）,适用范围,海运和内河运输,价格主要构成,出口商品成本,2）CFR:Cost and Freight,成本加运费（指定目的港）,适用范围,海运和内河运输,价格主要构成,出口商品成本+主运费,3）CIFCost,Insurance and Freight,成本、保险加运费（指定目的港）,适
20、用范围,海运和内河运输,价格主要构成,出口商品成本+主运费+保险费,Summary,CIF is a Typical Symbolic Delivery,About Symbolic Delivery象征性交货指卖方只要按期在约定地点完成装运，并向买方提交合同规定的、包括货物所有权凭证在内的有关单据，就算完成交货义务，而无须保证到货。CIF is a typical symbolic delivery:the seller delivered the goods against document,and the buyer paid against document.CIF是一种典型的象征性交
21、货：卖方凭单交货，买方凭单付款。,2.2.6 How to choose Price Terms?,Basic Knowledge of a Professional Negotiator FOB CFR CIF FCA CPT CIP EXW FASWhen we were importer,we must choose what kind of price terms?Why?When Import:We had better to choose FOBWhen we were exporter,we should try our best to choose what kind of p
22、rice terms?Why?When Export:We had better to choose CIF,2.3 Payment of International Business 国际贸易支付,Instruments of payment included Bill of Exchange(B/E or draft),Promissory Note and Cheque(or Check).国际贸易支付工具包括汇票、本票和支票。Modes of payment included Remittance(M/T,T/T,D/D),Collection(D/P,D/A)and Letter o
23、f Credit(L/C).国际贸易支付方式包括汇付（含：信汇、电汇和票汇)、托收（含D/P和D/A）、信用证(L/C)等。Remittance&Collection belongs to Commercial CreditLetter of Credit belongs to Bankers CreditRemittance 称为顺汇（Favorable Exchange)Collection and L/C 称为逆汇(Adverse Exchange）Why?,Difference between Favorable Exchange and Adverse Exchange,Favora
24、ble Exchange(顺汇)Remittance(M/T T/T D/D)Buyer Seller Capital Adverse Exchange(逆汇)Collection(D/P D/A)&Letter of Credit(L/C)Buyer Seller Capital,2.3.1 Instruments of Payment(支付工具),支付工具简介,货款的收付直接影响到进出口双方的资金融通和周转，关系到双方的利益和得失。因此支付条件相当重要。,货款的结算涉及到支付工具、付款时间、地点及支付方式等问题。,支付工具主要有：汇票，本票和支票，其中汇票最为常见。,Instrument
25、of Payment 汇票、本票和支票,1.1 汇票（Bill of Exchange,B/E;Draft）一个人向另一个人签发的，要求见票时或在将来的固定时间或可以确定的时间，对某人或其指定的人或持票人支付一定金额的无条件的书面支付命令。1.2 本票（Promissory Note）一个人向另一个人签发的，保证于见票时或定期或在可以确定的将来的时间，对某人或其指定的人或持票人支付一定金额的无条件的书面承诺。1.3 支票（Check or Cheque）以银行为付款人的即期汇票，即存款人对银行的无条件支付一定金额的委托或命令。出票人在支票上签发一定的金额，要求受票的银行于见票时立即支付一定金额
26、给特定人或持票人。,2.3.2 Modes of Payment 支付方式（p.96）,2.1 Remittance 汇付 M/T T/T D/D2.2 Collection 托收 D/P D/A2.3 Letter of Credit,L/C 信用证Q:Whats Difference between the Instruments of Payment and the Modes of Payment?,2.4.Contract of International Business,2.4.1 Quantity of Commodity 商品的重量2.4.2 Cargo Transporta
27、tion and Marine Losses 货物运输和海上损失2.4.3 What is Business Contract?合同的概念2.4.4 Force Majeure 不可抗力2.4.5 Arbitration 仲裁,2.4.1 Quantity of Commodity,数量的计算常见度量衡制度公制、英制、美制、国际单位制(SI)计量单位Attention:There are various“tons”weighing differently in different systems:Long ton/English ton(2,240 Lb.)(Lb.Libra 磅 重量单位)S
28、hort ton/American ton(2,000 Lb.)Metric ton/French ton(about 2,204 Lb.),(weight/number/length/area/volume/capacity),Unit of Measurement 计量单位（1）Weight 重量公斤（KG）、公吨（M/T）、磅（POUND）（矿砂、钢铁、大米、油）（2）Number 个数 只（PIECE）、双（PAIR）、套（SET）打（DOZEN）、卷（REAM）、袋（BAG）（服装、打火机、眼镜、水彩笔、鞋子等）（3）Length 长度 米（METER）、英尺（FOOT）、码（YAR
29、D）（绸缎、布疋等）（4）Area 面积 平方米（M2）（皮革、玻璃板、地毯等）（5）Volume 体积 立方米（CBM）、立方英尺（CUBIC FOOT）（木材、天然气、化学气体）（6）Capacity 容积 升（LITER）、加仑（GALLON）（液体货物）,The Calculation of the Weight 计算重量的方法,1)Gross Weight,GW（毛重）p.112-1132)Net Weight,NW（净重）NW=GW-TareQuantity Clause 数量条款More or Less Clause（溢短装条款）For Example:1)1000M/T,wit
30、h 2%more or less at sellers option.1000公吨，2%溢短装,由卖方决定。2)Quantity：1000 metric tons with 2%more or less at sellers option,such excess or deficiency to be settled at contracted price.数量：一千公吨溢短装2%；选择权由卖方决定；超过或不足部分按合同计价,2.4.2 Cargo Transportation 国际货物运输的方式,内河水上运输 水上运输 沿海 海洋运输 近海 河海联运 远洋 边境运输 公路运输 省间调剂运输
31、集装箱运输运输方式 陆上运输 港站场集散运输 多式联合运输 国际铁路联运 大陆桥运输 铁路运输“OCP”运输 国内及港澳铁路运输 航空运输 管道运输 邮政运输,2.4.2 Marine Losses 海运货物损失,损失LOSS,全部损失Total Loss,部分损失Partial Loss,共同海损General Average,实际全损Actual Total Loss,推定全损Constructive Total Loss,单独海损Particular Average,F P A,W P A,ALL RISKS,Summary of China Insurance Clauses 中国海运
32、货物保险条款概览,基本险,附加险,平安险 FPA,水渍险 WPA,一切险 All Risks,一般附加险 General Additional Risk,特殊附加险Special Additional Risk,All Risks=FPA+WPA+General Additional Risks Scope of insurance responsibilities:AR WPA FPA,偷窃、提货不着险；淡水雨淋险；短量险；混杂玷污险；渗漏险；碰损、破碎险；串味险；受潮受热险；钩损险；包装破裂险；锈损险,战争险；罢工、暴乱、民变险；舱面险；进口关税险；拒收险；黄曲霉素险；交货不到险；码头检验
33、险；卖方利益险；(货物出口到香港或澳门存仓)火险责任扩展条款；海关检验险,2.4.3 What is Business Contract?合同的概念,中华人民共和国合同法第二条规定：“合同是平等主体的自然人、法人、其他组织之间设立、变更、终止民事权利义务关系的协议”。A contract is an agreement that creates an obligation that is a binding,legally enforceable agreement between seller and buyer in international trade.合同是国际贸易中对买卖双方的责任
34、义务具有约束力、法律强制力的协议书。（See“Business Contract”P.139）,Basic Principles of Contract Negotiation,Taking Economic Interests for the Purpose,Obtaining Win-Win 以经济利益为目的，取得双赢,Taking Price Negotiation as the Core,Considering other Interests into a whole Plan 以价格谈判为核心，兼顾其他利益,Familiar with International Business R
35、ules,Understanding the Opponents in Negotiation 熟悉国际商务规则,了解谈判对手情况,Focusing on the Rigor and Accuracy of the Contract Terms 注重合同条款的严密性与准确性,基本原则,Signing of a Contract 合同的订立,Procedure of Signing a Contract 合同订立的过程 Offer 要约 甲方 乙方 Acceptance 承诺 Q:Whether the following example is offer?以下例子是否要约？A.我不太喜欢我现在
36、住的房子，如果有人开价合理,我一定会把它卖掉。B.我打算把我的房子卖给你，你有兴趣吗？,Procedure货物买卖合同的订立程序,1)Inquiry 询盘（邀请发盘）,2)Offer 发盘（Firm Offer and Non-Firm Offer）,3)Counter-Offer:May form a new offer 还盘：可形成新的发盘,4)Acceptance 接受,5)Signing a Contract 签订合同,其中2、4为不可缺少,其中2、4 为不可缺少,*Relationship of Disputes,Breach and Claims 争议、违约和索赔的关系,买方卖方双
37、方,违约,争 议,受损方,违约方,产生,形成,理赔,索赔,Settlement of Trade Disputes 贸易争议的解决,1)Friendly Consultation友好协商,2)Mediation 调解,3)Arbitration 仲裁,4)Judicial Proceeding 司法诉讼,2.4.4 Force Majeure（不可抗力）,不可抗力含义和特征,（一）含义：合同签定后，非当事人任何一方的过失或疏忽，而是由于发生了当事人在订立合同时无法预见、无法避免和无法克服的意外事故，以致不能履行合同或部分履行合同，遭受意外事故的一方可以适当变更合同或解除合同，而免负赔偿责任。,
38、注：不同国家的叫法和含义并不统一。英美法系：合同落空。大陆法系：情势变迁,2.4.5 Arbitration(仲裁),仲裁的含义,指对外经济贸易仲裁，它是指由买卖双方在争议发生之前或在争议发生之后，达成书面协议，自愿将他们之间友好协商不能解决的争议交给双方同意的第三方进行裁决，以解决争议的一种方式。,仲裁的特点,1、当事人自愿,2、一裁终局,3、一般不公开进行,4、快速，公正,3.Type of Final Test,一、Single Choice 单项选择题二、Multiple Choices 多项选择题 三、True or False 判断题 四、Fill in the Blanks with Proper Words 填空题五、Translate the Following Sentences into Chinese 英译汉六、Translate the Following Sentences into English 汉译英,I wish you get good grades!The End,
