商务英语UnitNegotiatingthePrice专题培训市公开课一等奖百校联赛特等奖课件.pptx
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1、 Learning Objectives Understand the price in international business Talking about price adjustments,discounts and concessions Understanding the techniques in price negotiation Writing counter-offer letters第1页 Follow-up Practice Writing Task第2页We need to discuss some questions about what we are going
2、 to learn in this unit.Sure,thatll help us understand better about what we are asked to do.第3页1.Match the following currencies with their abbreviations.CURRENCIES ABBREVIATIONSCanadian Dollar RMB New Zealand Dollar SFrHong Kong Dollar EURSwiss Franc Dollar CADEuro Dollar SGD Great Britain Pound USDS
3、ingapore Dollar AUD Japanese Yen NZDRenminbi HKDAustralian Dollar GBP US Dollar JPY第4页Currency NameBuying RateCash Buying RateSelling Rate800.03793.03.803.23484.67474.45488.566.8156.67136.8697702.6687.79708.25592.24579.75597985.2964.43993.12503.72507.771424.321393.311434.76103.08102.35103.57BOC EXCH
4、ANGE RATEDate:/04/22第5页2.Questions1.Whatistradetermsorpriceterms?2.Whennegotiatingthepriceofaproduct,whatarethekeyelementstobeconsidered?第6页TradeTermsTrade terms also referred to as price terms or delivery terms are a set of uniform rules codifying the interpretation of trade terms defining the pric
5、e composition and the rights and obligations of the buyer and the seller in international transactions.Trade terms are key elements of international contracts of sale,since they tell the parties what to do with respect to:delivery terms(carriage of the goods from the seller to the buyer and division
6、 of costs and risks between the parties);price terms(stipulating what are included in the price the buyer paid to the seller,e.g.cost,freight,insurance,export and import clearance fees,etc.);delivery obligations(what documents should the seller provide,e.g.bill of lading,insurance policy,etc.).第7页 工
7、厂 仓库 敞车 机场 集装箱 码头 码头 火车站 堆场 CY 汽车站 Exporting Country Importing Country FCA CPT CIP FOB CFR DDU FAS CIF DES DEQ DDP EXWExporting CountryDAF关境 关境Importing Country第8页 Unit Price Unit price comprises the employed currency,unit price,unit quantity,and trade term.每公吨每公吨 100 美元美元 CIF纽约纽约 Unit quantity Unit
8、price Employed currency Trade term USD 100 per M/T CIF New York 第9页1)AUD100per dozen EXW Guangzhou2)CAD200per kilogram FCA Guangzhou3)EUR137 per set FOB Shanghai4)JPY597 per unit FAS Shanghai5)HKD167 CFR Hong Kong6)SGD463 per metric ton CIF Singapore7)USD 800 per set CPT Geneva8)SFr 2629 per kilogra
9、m CIP Geneva9)USD 1 000 M/T CIF C3 London10)10)EUR 317 per piece DES Marseilles11)GBP 500 per unit DEQ London12)EUR 386 per metric ton Delivered at 5 Maple Road,Bonn,Duty Paid 3.TranslatethesequotationsintoChinese第10页In this part you are going to listen to a passage and a dialogue.Listen and try to
10、finish the exercises while listening.Are you ready?第11页9.1.1 Listen to the passage and write T if it is true or F if it is false for each statement.1)Thebuyerwillalwaysaskthesellertoreducethepriceinbusiness.2)T2)Thelowertheprice,thebetterforthebuyer.Ontheotherhand,thehighertheprice,thebetterforthese
11、ller.T3)Whenthebuyerisaskingfora“fairprice”,itmeansthatthepriceisnotfair.F4)Thehighertheprice,themoreprofitsthesellerwillmake.F5)Marketpriceswillsurelybementionedduringtheirnegotiationsonprice.T6)Accordingtothepassage,“fairprice”hasnothingtodowithmarketprices,itsuptothebuyerandtheseller.F第12页9.1.2 L
12、isten to the dialogue and answer the following questions.1)Why did Bill come to visit Mary?He came to talk about Marys plastic card order for the next year.2)Why did Bill say that they had to increase their prices a little?Because of inflation,increase in cost of raw materials and improved quality.3
13、)What will be the minimum order for the cards if the price can be kept at the same level?850 000.4)What was the last years unit price for the cards?18 cents.5)What was the problem with the last years cards?Around 3%were faulty.6)Will Mary place an order for the cards next year?(Open)第13页In this part
14、 you are going to read two dialoguesin pairs and then you will be asked to answer some questions about what you have read.第14页9.2.1 Read the dialogue and then answer the following questions.1)HowdidMrGaojustifyhisriseinprice?vThecostsofproductionhavegoneupconsiderablyrecently.2)Whatwasthecounter-off
15、ermadebyMrKeith?v10%offforordersover10000units.3)DidMrGaoacceptMrKeithscounter-offer?vNo,buthewouldgiveMrKeithaspecialdiscountof5%.4)WhatwasthefurtherpriceconcessionmadebyMrGao?vHewaspreparedtomakethisbusinessanexceptionbyreducinghispriceby7%.5)WhydidMrGaomakethisconcession?Inordertoencouragefutureb
16、usinessandasagestureoffriendship.6)Howlongwillthisofferremainfirm?vItwillremainfirmuntiltheendofthemonth.第15页9.2.2 Read the dialogs and then answer the following questions.1)How did Mr Huang justify his rise in price?vBecause of the substantial increase in the packing expenses and transportation cos
17、t in addition to the sharp cost rise in raw materials of 30%.2)What was the range of price adjustment Mr Huang expected?v20%.3.How will the market react to such a price according to Mr White?vSuch a high price will lead to market shrinkage.4)What did Mr White threaten to do?vHe would turn to other s
18、uppliers with a price rise of 15%.5)Why did Mr Huang agree to raise his price by 18%?vHe agreed to raise his price by 18%with a view to long term interests.6)Whats their final conclusion?vThe price will rise by 18%.A 2%discount will be allowed for orders no less than 5 000 dozen.第16页第17页 1.Whatdoyou
19、concernmostaboutproductsasabuyer?2.Howdoyoujudgewhetheracertainproductishighinprice?3.Whyandhowdowedefendourpriceasaseller?PRE-READING QUESTIONS FOR PAIR WORK第18页Questions1)What situation does every salesperson eventually confront?Heisafraidhispriceistoohighforasuccessfuldeal.2)Why are many salespeo
20、ple afraid to defend their price?Becausetheybelievethatwilldriveawaycustomers.3)How should we justify our price according to the passage?Weshouldgiveourpricelegitimacy,focusonthevalueofourproduct/service,andassureourcustomersofoursincerity.4)What advice does the passage give for making concessions?D
21、ontmakeunilateralconcessions.Wheneveryougivesomethingaway,getsomethinginreturn.5)Why and how do we qualify our prospective buyers?Therearealwayssomecustomersoutofyourpricerange.Whenyouresuspecting,simplyask:“Whatkindofbudgetarewelookingat?”or“Whatrangearewelookingathere?”6)How can we satisfy our cus
22、tomers without lowering our price?The advices are:(1)Beagoodlistener.Allowthemtogettheirgripesaboutyourpriceofftheirchest.Theywillthankyouforbeingpatientwiththem.(2)Helpthemtoacceptyourfeebyprovidingreasonablejustification.(3)Sellyouruniquestrengths.7)Can you give some advice for defending your pric
23、e?(Open)第19页In this part you are going to learn how to write a letter of counter-offer第20页WHAT TO INCLUDE IN A COUNTER OFFER A satisfactory letter of counter-offer should cover the following points:1.Expressthebuyersthankstothesellerfortheoffer.2.Expressregretatthebuyersinabilitytoaccept.3.Makeacoun
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