商务英语（含磁带） 教学课件 作者 阮绩智商务英语课件 Unit 9 Negotiating the Price.ppt

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1、UNITLearningObjectivesUnderstandthepriceininternationalbusinessTalkingaboutpriceadjustments,discountsandconcessionsUnderstandingthetechniquesinpricenegotiationWritingcounter-offerletters价格磋商NegotiatingthePrice◆SpeakingTask◆Warm-upPractice◆ListeningTask◆Follow-upPra

2、cticeCONTENTS◆WritingTask◆ReadingTaskWarming-upPracticeWeneedtodiscusssomequestionsaboutwhatwearegoingtolearninthisunit.Sure,that’llhelpusunderstandbetteraboutwhatweareaskedtodo.1.Matchthefollowingcurrencieswiththeirabbreviations.CURRENCIESABBREVIATIONSCanadianDoll

3、arRMBNewZealandDollarSFrHongKongDollarEURSwissFrancDollarCADEuroDollarSGDGreatBritainPoundUSDSingaporeDollarAUDJapaneseYenNZDRenminbiHKDAustralianDollarGBPUSDollarJPYCurrencyNameBuyingRateCashBuyingRateSellingRateＵＳＤ800.03793.03.803.23ＳＧＤ484.67474.45488.56ＪＰＹ6.8156

4、.67136.8697ＣＡＤ702.6687.79708.25ＡＵＤ592.24579.75597ＥＵＲ985.2964.43993.12ＮＺＤ503.72507.77ＧＰＢ1424.321393.311434.76ＨＫＤ103.08102.35103.57BOCEXCHANGERATEDate:2006/04/222.Questions1.Whatistradetermsorpriceterms?2.Whennegotiatingthepriceofaproduct,whatarethekeyelementstobecon

5、sidered?TradeTermsTradetermsalsoreferredtoas"priceterms"or"deliveryterms"areasetofuniformrulescodifyingtheinterpretationoftradetermsdefiningthepricecompositionandtherightsandobligationsofthebuyerandthesellerininternationaltransactions.Tradetermsarekeyelementsofinte

6、rnationalcontractsofsale,sincetheytellthepartieswhattodowithrespectto:♦deliveryterms(carriageofthegoodsfromthesellertothebuyeranddivisionofcostsandrisksbetweentheparties);♦priceterms(stipulatingwhatareincludedinthepricethebuyerpaidtotheseller,e.g.cost,freight,insur

7、ance,exportandimportclearancefees,etc.);♦deliveryobligations(whatdocumentsshouldthesellerprovide,e.g.billoflading,insurancepolicy,etc.).工厂仓库敞车机场集装箱码头码头火车站堆场CY汽车站ExportingCountryImportingCountryFCACPTCIPFOBCFRDDUFASCIFDESDEQDDPEXWExportingCountryDAF关境关境ImportingC

8、ountryUnitPriceUnitpricecomprisestheemployedcurrency,unitprice,unitquantity,andtradeterm.每公吨100美元CIF纽约UnitquantityUnitpriceEmployedcurrencyTradet