商务英语谈判1阶段.pdf

Phases of Business Negotiation 商务谈判的阶段 Business negotiations are conducted in the following four phases: the preparation phase （准备阶段）； the opening phase （开始阶段）： 1.proposal:exploration(试探), bidding （报价）; 2. reflecting the bargaining phase （讨价还价阶段）: bidding & bargain the closing phase （结束阶段）：settling （成交） and ratifying （批准） 笼统一点分就是： Pre-negotiation (前期准备阶段) Face-to face negotiation (面对面谈判阶段) : the opening phase （开始阶段）： 1.proposal:exploration(试探), bidding （报价）; 2. reflecting the bargaining phase （讨价还价阶段）： bidding & bargain the closing phase （结束阶段）：settling （成交）, ratifying （批准） Post-negotiation (谈判后期阶段) ：summary of the negotiation (谈判总结) 评估谈判过程 评估对手 评估谈判对手 评估谈判结果 For word meaning and business value might differ. If there is some negative feedback, it might cause another round face-to-face negotiation. Therefore, the terms agreed on should be read to each after the concessions are exchanged. The discussions should be held by means of minutes of the meeting. Or something unpleasant or unexpected might happen in the later on course of implementation of the contract unless both sides paid enough attention to every detail. It’s best to confirm that both sides understand everything they have agreed on before they leave the table. Modules of Business Negotiation 商务谈判的环节 Enquiry & Reply (询价与答复) Offer & Counter-offer (报盘与还盘) Acceptance & Conclusion of a Contract (接受与签订合同) . Note: For word meaning and business value might differ. If there is some negative feedback, it might cause another round face-to-face negotiation. Therefore, the terms agreed on should be read to each after the concessions are exchanged. The discussions should be held by means of minutes of the meeting. Or some