LOGO
Unit 13
Business Negotiation
商务英语口语教程
Greetings
How was your weekend?
Your site here
Revision
Here I am going to check the
homework, from which I will
know how well the students did
in the last classes.
Your site here
Lead-in
Do you like shopping?
Do you always bargain when
shopping ?
Who is the best at bargaining in
your class?
Your site here
Dialogues:
What are the important points?
What are the difficult points?
Your site here
Key sentences
 1. Our price is reasonable as compared with that in
the international market.
 2. Your price is higher than those we got from
elsewhere.
 3. You should take quality into consideration.
 4. It would be very difficult for us to push any sales if
we buy it at this price.
 5. You may notice that the price for this commodity
has gone up since last year.
Your site here
Key sentences
 6. The price for this commodity is US$25 per pound
in the international market.
 7. We may reconsider our price if your order is big
enough.
 8. If your price is favorable, we can book an order
right away.
 9. It is difficult for us to sell the goods, as your price
is so high.
 10. You’ll agree our price is most favorable.
Your site here
3.Consolidation
 Read the dialogue.
 Just watch it.
 Have a try.
 Just say it.
Your site here
Read the dialogue
 Read the dialogue2 and pay more
attention to the important and
difficult points we’ve concluded.
Never give up !
Your site here
Watch it.
 Please watch a short video about
business negotiation and think
about what the main procedures
of a business negotiation are.
May I help you?
Your site here
Just have a try!
 Divide the class into two groups
and ask them to bargain using
the useful words and expressions
learned in the dialogue. It is
based on the following situation:
Mr.Mao wants to buy 100
computers from ABC company
and now he is negotiating the
price with the sales manager
Mr.Wang.
Your site here
Just say it.
 Ask the Ss to share their bargaing
experience and discuss the tips
for bargaining under a favourable
situation.
Why don’t you ask me?
Your site here
Main procedures
Introducing the team members
Introducing the company in brief
Negotiating about the price, terms
of payment, packing, shipment,etc.
Concluding what both parties
negotiated
Signing a contract
Your site here
Tips for bargaining
Know your bottom price.
Don’t make large concession.
Be quick-minded.
Show your own advantages.
Aim at the long-term relationship.
Make the others look good.
Keep a slow and deliberate rule.
Quit while you’re ahead.
Keep uncertain.
Your site here
Conclusion:
 Dialogue
 Useful words and expressions
 Main procedures of business
negotiation
 Tips for business negotiation
 Moral education:Money is not
everything.
Your site here
Homework
Get ready for the practical business
negotiation based on the following
situation:
Buyer: Miracle Journey Sports Club
Seller: LiNing Company Ltd.
The buyer wants to buy another 100
pairs of roller-skates and 500 T-shirts
from the seller and this is the second
time for them to do business in the
same year.
Your site here
LOGO
Thank You!