2019年bec中级口语指导（17）

WHAT IS IMPORTANT WHEN ……?

Negotiating a contract with a customer

l Customer needs

l Available budget

l

【词汇&短语】

可持续的 sustainable 共同愿望common desire

双赢win-win 建立贸易机会conclude business

互惠互利mutual benefit 一致coincides with

通力合作close cooperation 报价quotations

最新商品价格目录表latest catalogues 履行合同observe the contract

商业信誉commercial integrity 国际惯例international practices

【句型点击】

I have some comment on…..

The products meet with great favor.

How to precede with 怎样来进行

How to put…. Into practice….

【参考范例】

If I am negotiating a contract with a customer, I will firstly take the customers’ needs into consideration. The reason is very simple. It is the basis of the undergoing negotiation; we are sitting around the negotiation table because we need something from each other. It is our common desire to conclude the business.

On the other hand, the success of the negotiation depends on the available budget. Without financial support, all the rounds of discussing and bargaining won’t make any sense. That is why it is an international practice to consider about the budget first and reasonable design of the contract comes after that.

Besides the above mentioned points, long-term cooperation is also an essential element. Although the well-being of our own party is the main concern of us, we should insure that the prices we offered are very favorable, or we may even make some readjustment in our offer if the customer insists. The drive behind these behaviors is that sustainable profit and win-win outcome will make sure the contract can be held good for a long term. That is why we ought to make it our permanent principle to honor the contract and maintain commercial integrity.