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1、Unit3BusinessNegotiation本单元结合国际经贸业务中的典型工作流程、工作场景概述国际货物买卖过程中商业背景调查之后的一个重要环节——“交易磋商”：l交易磋商概述：介绍交易磋商过程中典型的四个环节，主要涉及四个环节的基本含义、内容和在整个过程中的地位与作用(ReadingA)，为进行实际交易磋商提供理论指导；l口头磋商：根据业务需要，向贸易伙伴询问商品报价、提供报价、磋商分歧和达成协议(Listening&Speaking)，学习实际磋商中的谈判技巧；l书面报盘与还盘：客户通过电子邮
2、件向公司相关人员进行报盘，即商品的名称、价格和样品等信息，公司对报盘进行还盘，指出需要进一步磋商部分，并提供具体建议(ReadingA)l起草询盘和介绍信件：根据所给的信息，起草一份得体的询盘和接受信函(ReadingB&Writing),熟悉交易磋商信函包括的一般内容和格式。UnitObjectivesAfterstudyingthisunit,youareableto:lUnderstandthefourbasicstepsintheprocessofabusinessnegotiationlKn
3、owtheformatsofenquiry,offer,counter-offerandacceptancelUsethebargainingskillsinbusinessnegotiationlDraftandanswerenquiry,offer,counter-offerandacceptance1.Warming-upTask1ThefollowingjeanspictureisasampleforwholesalesadvertisedinChinaDaily.Discusswithyou
4、rpartnerwhatyouwillenquireofthesellerwhenyouplantoimportthem.QuantityTermsofpaymentSpecificationSamplesShipmentApricelistTask2Discusswithyourclassmatestofindoutwhatstepsmightbetakentoreachadealonimportingthejeansabove.Then,fillinthefollowingboxesandexpl
5、ainwhy.AskingfordetailedinformationofthejeansReadinganadvertisementforjeansNegotiatingaboutwhattheydifferinSendingaquotationofthejeansandsamplesConfirmingwhattheyhaveagreed1.ReadingABackgroundInformationAsakeypartininternationaltrade,businessnegotiation
6、谈判nɪgəʊʃɪ'eɪʃ(ə)nreferstotheprocessinwhichasellerandabuyernegotiatethetermsandconditions条件ontradingspecifiedproducts,andfinallyreachanagreement.Itcanbedoneorallyorinwriting.Normally,itcomeswhenthecompanyfinishesitsbusinessbackgroundcheckonitspotentialbu
7、sinesspartner.Thegeneralprocedureofbusinessnegotiationisenquiry,offer,counter-offer,andacceptance.Butitshouldbenotedthatinpracticenotallbusinessnegotiationsgothroughthefourphases.Task1Beforereadingthepassage,seehowmuchyouknowaboutthebusinessnegotiationb
8、yansweringthefollowingquestions.1.Haveyoueverheardofthegeneralstepsinbusinessnegotiations?Ifso,listthemintimeorder;ifnot,guesswhattheyare.SuggestedAnswersI’veheardalittlebitaboutthestepsofbusinessnegotiationsinChinese.Andafterdis
