商务英语谈判,作者：王秀萍,责任编辑：张琛 出版日期：2009年6月 IDPN：308-2009-009 课件章数：14,商务英语谈判,第十一章 代理 Unit 11 Agency,Leadin,Business Negotiation,代理是指一方(代理人)以他方(被代理人)的名义，在授权范围内与第三方从事的贸易活动，而其权利和义务的后果又直接归属于他方的行为。Pio Quante的区域代理能给代理人提供安全可靠并且报酬丰厚的交易机会，而这种机会只属于有活力和有创意的企业家。本课以Pio Quante的区域代理为中心内容。,Pre-reading Questions,Business Negotiation,Questions 1: What kind of risks will the agency partners face?,Questions 2: What kind of entrepreneurs will most probably get the regional agency opportunities?,After-reading Exercises,Vocabulary: Find the words in the text which mean the following,Business Negotiation,2. regional agency,3. Brokerage firm,5. capital,4. entrepreneurs,1. agency,Comprehension: Answer the following questions with True or False.,1) All entrepreneurs can have the allocation of regional agency opportunities. 2) Pio Quante is able to secure the right deal for the clients. 3) The regional agency partners have extreme risks. 4）The regional agency opportunities are afforded in terms of a personal agreement. 5）You must obey some strict rules if you want to have the regional agency opportunities.,Business Negotiation,Comprehension: Complete the following statements with the information from the passage.,Business Negotiation,B,A,C,D,C,本课的重要句型,1. From my point of view,. 在我看来, e.g. From my point of view, this product is good 2. I cant imagine. 我无法想像 e.g. I cant imagine what he looks like. 3. I suggest (that). 我建议 宾语从句使用虚拟语气 e.g. I suggest that you buy this product.,Business Negotiation,4. It is/ was obvious/clear that. 很明显 e.g. It is obvious that he is lying. 5. Please give my best wishes to. 请代我问候 e.g. Please give my best wishes to your wife. 6. To sum up. 总之,/总而言之, e.g. To sum up, the quality of your product is not very good.,Business Negotiation,7. As I just mentioned. 正如我刚才提到过的, e.g. As I just mentioned, you are my good partner. 8. In order to., you should. 为了.,你应该. e.g. In order to get this opportunity, you should work harder. 9. It happened that. 很偶然。 e.g. It happened that I was on my way home.,Business Negotiation,Dialogues,Dialogue 1 Talking about getting the agency opportunity Important sentence patterns 重点句型1）From my point of view,. 在我看来, 重点句型2）It is/ was obvious/clear that. 很明显 重点句型3）Please give my best wishes to. 请代我问候 重点句型4）As I just mentioned. 正如我刚才提到过的,Business Negotiation,Dialogue 2 Requesting for partial shipment Important sentence patterns,重点句型1）We are very appreciate that 我们很感激 重点句型2）In order to., we should. 为了.,我们应该. 重点句型3）I suggest (that). 我建议 宾语从句使用虚拟语气 重点句型4）I cant imagine. 我无法想像,Background information 谈判知识与技巧,是非题 1. 涉外谈判与国内谈判的过程和模式是一致的。 2.涉外商务谈判与国内谈判存在的差别很小。 3.与低内涵文化国家谈判，如果直截了当提出要求则会被认为是鲁莽的行为。 4.与美国人做生意，要严格遵守时间约定，比对方提早半个小时左右到达。 5. 谈判之前要做充分的准备，谈判过程中要尊重对方的文化习惯和风俗。,Business Negotiation,11.3.2 词组解释,1. 涉外谈判 2. 高内涵文化国家,Business Negotiation,11.3.3讨论题,1. 用自己的语言归纳总结涉外商务谈判与国内谈判存在的区别。 2. 举例说明高内涵文化国家和低内涵文化国家之间存在的区别。 3. 进一步阐述尊重双方文化差异的重要性。,Business Negotiation,11. 4. Situational dialogue design,Please design a negotiation dialogue for each of the two situations in which two persons representing two business parties to negotiate over the affairs as described below. Your design has to use some of the vocabularies and sentence patterns you have just learned in this unit. And the dialogue should be as long as at least about 10 sentences.,Business Negotiation,Situational dialogue 1,Business Negotiation,Your company got the information that a famous company is looking for an agency to represent their company. You are very interested in that but your company didnt have experience in doing business with foreign company. Try to persuade the boss to accept your company. A: B:,You got the opportunity to have a face to face talk. You are talking about the details about the annually orders, commission, tax and so on. Try your best to get the opportunity to sign the contract. A. B.,Business Negotiation,Situational dialogue 2,Thank you!,