Đang tải... (xem toàn văn)
With 25 conversation exercises, corresponding to 25 necessary skills during business transactions, presented simply, practically (each unit consists of 2 parts: the first is the question form, useful terminology, part 2 is conversation exercises in trading situations) will help readers to improve their English in general and trading, negotiation of international business skills in particular.
MUC LUC Lai not dgu Market research Di6u tra thi trudng Appointment 13 Hen gap d6i tac Understanding the importance of local 17 Am hi6u tam quan caa phong tuc, tap quan dia phtiong kinh doanh Prepare for the meeting 25 Chugn bi cho bu6i gap mat Treat the customer 31 Ti6p dal khach hang Introduce about your products 36 Gidi thiau ye sin pha'm caa ban Internal prepare for negotiation 45 Cong tac chugn bi nOi be) cho qua trinh dam phan Start to negotiate 50 Bet dgu dam phan How to win in contract terms and conditions 56 Lam th6 nao de chitin thing ye dieu khosin hop dung 213 10 To win a negotiation on price 66 DO thuong ludng cong v4 gia ca 11 Negotiation for custom entries and duties 77 Dam phan hiep Binh vo thug quan nhu the nao 12 Negotiation about benefits and responsibility of 82 insurance policy Dam phan A quyen idi va trach nhiem chinh sach bao ham 13 Negotiate about commission 89 Dam phan vg tiOn hoa hong 14 Negotiation of technology transfer 98 Dam phan v4 van dO chuyen giao kr thuet 15 How to negotiate brand and trademark issue 109 Dam phan nhu the nao ve van nhan hieu hang h6a 16 Negotiation of joint-venture business 115 Dam phan v4 kinh doanh gOp Von 17 Negotiation of sole agency issue 128 Dam phan A dal ly d6c quyen nhu the nao 18 Negotiation of assembling business 142 Dam phan nhu the nao giao dich lap rap gia cOng 19 Negotiation of goods transaction Dam phan nhu the nao A van de giao dich hang h6a 214 152 20 A proper ending of a negotiation 161 Ket th0c cu6c dam phan mot cach hcip ly 21 How to solve compensation issue 168 Giei guy& nhv the nao ye wan de Lc& ,vdng 22 NeGotiation of Barter trade 181 13/ nhV the nao ye van de d6i hang 23 Negotiation of compensation trade 188 Xt.? /3"/ th6 nao ye giao dich c6ng bang 24 Negotiation of compensation trade 195 Xis lk nhti the nao dam phan ye buOn ban b0 trif 25 Solve tender invitation and bid matter 209 lk van de gOi theu va dV theu 215 MARKET RESEARCH Digu tra thi tru'o'ng MAU CAU VA THUAT NGU 'au DUNG How will we start selling this new product? Chang to se belt cldu ban scin phtim mol the 'new? Do you often carry out market research? Ong c6 thu'o'ng lam nghien caw thi tru'eing khong? What's the objeit of market research? Muc dich cica nghien ctdu thi tru'Cing la gi? One of the purposes of market research is to find out whether there's a market for the product M6t nhfing mizc dich caa nghien cau thi tru'iing la tim thi tru'ang cho sdn Sometimes the companies their own market research, and sometimes they employ specialists to it poi ding ty thtking tit lam nghien cau thi nhu'ng c6 doi lzic ho nhCi ccic chuyen gia ben.ngoai In the early stage, the regional managers the research Trong giai ctoan dau, quern ly yang thu'eing la ngu'di lam nghien ca'u 7 Market research is actually an analysis of a specific market for a particular product Nghien caw thi tru'dng thu'c la su' pha n tich thi tru'dng chi tiet cho mat sdn phdm cu the' Marketing research is the study of all processes involved in getting goods from the producers to customers Nghien czi'u thi tru'dng la mat nganh hoc nghien ca'u ccic giai loan czla viec pha n phdi sdn pha m tie nha sdn xudt den khcich hang I ngu'di tieu clang We forecast that the market for this kind of product will decline rapidly over the next several years Chang toi du' docin thi tru'dng cho scan phdm se gidm manh vai nam 10 Marketing research is broader and involves more functions of sales Nghien thi tru'dng rOng han va bao gam nhieu cha'c nang ho'n ban hang 11 The preliminary market test is due to start next month Kiem tra so' ba ve thi tru'dng se bat dciu veto (tau thcing 12 Our sales reached the target and the customers' reaction was good Doanh so da dat muc tieu va phdn a'ng khcich hang rat khd quan 13 They have no problems with production during the market test phase Khong có bat ca' van de gi ve sdn xudt suot qua trinh nghiem sdn phdm 14 We have to run the market test for two months Chang ta phcii this' ngh*n thi tru'ang yang thang 15 Everyone knows that there've been some major changes in our market over the last five years Mai ngu'ai deu bidt rang có vai thay cai to low thi tru'ang cUa Wing ta nam tru'ac 136 TINH HUONG GIAO DICH Giao dich A: Now, did you look at my proposal? Anh da xem bdn cue xueit cda toi chu'a? B: Yes, I did To i dei xem r A: And? oi Vet? B: Why you suggest this length? Sao Lai ctj nghi cda anh lai dai ucty? A: Short is definitely in Ro rang la nein ma B: Could you explain that in more detail? Anh có the' gidi thich ro han khOng? A: Certainly There's this fashion boom now Dude rOi Hien tai gang có mot su' bang no nganh thai trang B: Boom? Bang no'? A: You know how well our workout suits sell Anh biet dd tap dm Chungto ban chay nhu' the new rdi day B: People don't look out in miniskirts Moi ngu'al khong hang tha A: vay ngcin Yes, but after working out, they go to the clubs in them Thing, nhung sau tap luyen, ho di den ccic cau lac 14 vol no B: I see So the shape-up boom has created a free-up boom Toi ham Vay tile la bang no theo kie'u dcing da tao cuOc bang no khong theo khuon mciu khcic A: More or less, but I needed to more design research Da it da nhieu thi toi vein can phdi thvc hien nghien thiet ke"them da B: Okay Get back to me by Thursday Thick roi Dula no lai cho toi tilt& tha nhe Giao dich A: How is market research carried out? Nghien thi tru'ang da du'cfc the nao? 10 Wert hanh nhu' B: That's a very wide question But to put it in a very simple way, one of the objects of market research is to find out whether there's a market for the product and whether we can sell the product in the market D6 la ca u hOi rat rOng ddy Nhu'ng do'n gidn ma not thi mot nhieu muc dich caa nghien ca 'u thi tru'O'ng la tim thi tru'eing cho sdn phdm va xem lieu sdn pha'm co the' ban du'o'c thi tru'dng d6 khong A: Who does this kind of job then? Ai se lam cong viec do? B: Sometimes we carry out our own research, but for major products where development costs are likely to be high, we employ specialists Doi lac chang ta tu' thu'c hien viec nghien ca'u, nhu'ng ctoi voi phdn pheim co chi phi ph& triin cao, chang ta se thue ccic chuyen gia A: Do our own salesman take part? DOi nga ban hang có tham gia khong? B: In the early stages, only the regional managers If we decide to have some test marketing, some of senior salesmen will be brought in Lac dd u thi chi cc-) quern 13; yang thoi Neu chi ng ta quyet Binh this nghiem thi tru'o'ng thi mot vai nha n vier?, ban hang có therm nien se lank dieu A: It seems to me that the salesmen receive some special training Hinh nhu' dOi ngii nhan vien ban hang phcii duvc tap hudn dOc biet 11 B: Yes, they all have initial training course when they first join the company, and this includes product training Dung vay Khi ho veto cong ty ho (la clthic tap hudn ban ddu, bao gOm ca tap huci-n sdn pheina A: What is that? Do la gi vdy? B: As a salesman, he or she must fully understand the various applications, designs features, special advantages and almost everything of the products we produce Nha n vien ban hang phcii thut su' hilu can ke ccic ang dung, thiet ke-, ccic lo'i the dac biet vet hdu het ccic scin phdm ma to scin xuat 12 APPOINTMENT Hen gap cloY tic MAU CAU VA THUAT NGIf HUU DUNG Find right person Tim citing ngitai Excuse me Whom am I speaking to? Xin hoi dang not chuyen ddu day the a? Excuse me Is this Novel Company in Houston, Texas? Xin loi Day co phdi la cong ty Novel a Houston, Texas khong a Excuse me Is this 713 - 555 - 9999? Xin h6i day có phdi so may 713 555 9999 khOng a? It seems I got the wrong number Sorry to have bothered you Hinh nhu toi det goi nhdm so: Xin loi vi da lam phien anh I was trying to reach another party Sorry Toi dang cogoi cho ngu'ai khac Xin loi Wish for meeting Mong mudn ducic gap mat It is imperative for us to meet as soon as possible It cannot be put off any longer Chang to can phdi gap tang sam cang Vic khong the' tri hoan lau ho'n du'o'c nria 13 timely payment of the installments with the interest due, provided that you have fulfilled your obligations under the contract Mot thu' bet° clam khong the' huy ngang du'dc ban hanh vai su ddng y eila mot Nga n hang Thu'dng Mai, de' dcim bcio thdi gian tocin trci g6p vdi lai suCit tdi han, ne-u Ong thu'c hien dung nhieng nghia vu ciza minh theo hop deing 19 Concerning the import side of this compensation trade, we agree to make payment by three yearly installments without interest poi voi ben nh(ip khdu cita viec buon ban biz trio nay, cluing toi ddng y town bang hinh trci gop ba nam khong c6 lai slat 20 We agree to accept payment for this machinery in the form of buyback of electric toys Chung toi ddng y ehdp nhCin town cho may auk du'di hinh d& mua lai ccic clo chili dien 21 Three months after the equipment supplied by you become operational, you shall establish an irrevocable resolving L/C in our favour in respect of the products to be exported to you Ba thcing sau thiet bi du'dc cung cap bdi ben Ong di vao hoat dOng, Ong se ban hanh mot thu' tin dung khong du'dc hUy ngang vdi su' chdp thutin ceza chang toi cho nhiing scin phcim Ong xudt khciu 22 You should undertake the responsibility of assembly, installation, startup and test run the equipment and machinery within the respectively specified periods 198 Ong se phcii chiu trcich nhiem lcip rap, cai c$at, khdi d'Ong va chay th' cac thiet bi va may m6c thai gian cu the' tu'o'ng ang 23 The machinery and equipment supplied by us will arrive in time by partial shipment May m6c va thiet bi du'oc cung cap bdi chang toi se tdi no'i dung thdi gian bang hinh du& giao titng phdn 24 You should warrant that if the equipment fails to opearate normally due to faulty manufacture, you will send over your technicians to effect repairs or replace the defective article or parts with all expenses to be borne by your side Ong phcii dam bcio rang neit thiet bi khong hoat d'Ong du'oc binh thu'dng rai scin xuert, ong se get'i ccic ki thuat vien sd'a chiect hoeic May the nha'ng phd n bi h6ng vdi mai chi phi ben 'Ong chiu 25 According to the terms of the compensation trade agreement, we bear responsibility for the erection and maintenance of equipment Theo ccic dieu khocin cda hop def.ng buon ban bit trit, thong toi chiu track nhi'em ve viec lap dat va bao tri thiet bi 26 For the purpose of mastering all the techniques of operating your equipment, we request you give technical training /to the personel for operating and servicing the equipment c6 the' ncim viing ccic kji thud t van hanh thiet bi cda 'Ong, chicng toi cue nghi ong ciao tao kj, thuat cho nha n sot caa chting toi de van hanh vet bdo du'ang thiet bi 199 27 When the equipment is put into producing, you are to send your technicians to our plant together with our personel and teach them to grasp the entire technology Khi thiet bi duvc ctu'a vao sdn xudt, eing se gal kji thuat vien tdi nha may cilia chang toi cling nhan su' cilia toi va day cho ho nam du'gc tam be) cling nghe 28 You should guarantee that the machines to be supplied are in accordance with our requirements and specifications Ong phcii ddm bdo rang may mac du'o'c cung cap se theo dung nhirng yeu cciu va dac diem ky thuat c act chang 29 We'll submit technical documents to you and guarantee safe operation of the equipment Chang toi se du'a tai lieu ky thuat cho "Mg va dam bdo an toan hoat d'Ong circa thiet bi 30 We shall of course adopt strict measures to control the quality of our countersale products Chang toi tat nhien se cip dung nhiing chua'n mu'c nghiem nett cle kiem soot chat luVng caa nhit'ng scan pha'm trao 31 The two parties agree to enter into compensation trade under the terms and conditions set forth below Hai ben gong j, tie'n hanh buon ban bit trit dual ccic dieu khodn va dieu kien sau 32 We have agreed upon the major points of the compensation trade agreement Chang toi gong buon ban biz 200 da so ccic diem hop gong Delicately wording for compensation trade Tit nga hheo leo di 135 cho hoat di:mg buon ban bit trig I think that the compensation trade arrangement suits us better TOi nghi rang buon ban biz trig phit hop vo'i chi ng toi hon I would like you to complete the payment in years if it's not too difficult for you Toi muon Ong hoan thanh town hai nam neu dieu khong qua kh6 cho Ong Is it possible to compensate by other products under compensation trade arrangement? Lieu c6 the' thay the bang nhit'ng sari phdm khac du'ai hinh du& buon ban bit trit khOng? You'll get compensated by the products which you can either sell in your country or export to other countries Ong se du'dc den bit nhiring san phdm ma 'Ong c6 the' ban nu'o'c caa minh hoac xudt khdu sang nu& khcic Reference is made to the trademark to be used on the compensation products As we have to provide all raw materials and spare parts and to devise process designs we propose to use a new trademark Vi O " c sic' dung thuzing hieu cho ccic sari pheim bit trill se phai du'dc xem xet va tham khao Bdi vi chz ng toi phai cung cap nguyen lieu tho vet dd phu tang de' thu'c hien ccic thiet ke ve quy trinh san xudt, Chung toi de nghi se dung mot thu'dng hieu 201 The degree in marketing our countersale products will denpends on advanced technique in production, constant improvement in design, and the knowledge of market tendency and needs caa chang to Mai'c de) marketing sdn pheim trao se phu thu6c vao k9 thuett tien tien sdn xuat, cdi tien nheit dinh thiet ke- va nhfing biet ve xu hu'Ong cling nhu' nhu cdu cda thi tru'dng We hope you will let us have an outline of your proposal so that we can make a preliminary evaluation of the economic feasibility of your proposal Toi hy vong 'Mg se cung cap cho chang Vol cue cu'dng a de xueit caa 'Mg chung toi c6 the' c6 nhiing danh gici so' b6 ve khci na'ng thvc thi cm xueit cda We hope you will quote us in detail on cash basis and on buyback basis separately, the prices of the equipment and instruments and the charges of knowhow and technical service so that we can give the matter an overall evaluation to arrive at a decision Chung toi hy vong 'Ong se ctinh gia chi tiet cho chang toi theo cd sd tien mat va cd so' mua lai mot ccich rieng biet , gia ca cda thiet bi va ccic cong cu cling nhu chi phi cho phuting phcip sdn xudt va dich vu kj% thued chang toi c6 the' dcinh gia vein cue mo t ccich tong quit vet du'a quyet dinh 202 If you have any difficulty in counter-purchasing our products, we suggest that a reliable and competent partner in a third country be invited to join you in signing the contract with us to help you resolve this problem Neu 'Ong gap kh6 khan gi mua ban trao hang hoct vdi chi m - g toi, Chung toi c6 the' &e nghi mot d6i tcic acing tin cay va c6 det khci na ng 6' mot rid& thd ba tham gia vdi 'Ong viec ley Op ddng vdi chung toi de' gitip Ong gidi quyet van de 10 At present, medium-sized compensation trade, expecially those aiming at ensuring quick increase in export earnings for financing the importation of equipment will be given priority Hien tai nhirng hop d6ng buon , bcin bit trei m trung, &Tic biet nhiing ccii nham ddm brio tang tru'etng nhanh cda thu nhap td hoot &Ong xuat khdu de' cap von cho viec nha p khdu thiet bi se du'o'c du tien TINH HUONG CIAO DICH Gicio dich A: Mr Dick, we've looked at your coal mining equipment and have great interest in buying But as you know, we're short of foreign exchange at the moment Ong Dick, chang toi dei xem nhi-eng thiet bi khai thcic than dui 'Ong va rat mudn mua chung Nhu'ng Ong biet day, hien tai chicng toi Bang thiet ngoai te B: How many sets of machines you need, Ms Lien? Ba can bao nhieu be) may m6c, hd ba Lien? 203 A: Ten sets this time If the machines prove efficient, we'll probably need more Mu'a'i be) cho lan Neu nhu' may mac Zan chang to du'dc hieu qua, cluing toi chac cheat se can them B: Hmm shall we undertake compensation trade? I'm sure it will benefit both of us ta co tlzi tievn hanh buon ban bit trig khong? Toi tin rang no se c6 ldi cho ca hai chang ta A: That's great Let's discuss some concrete terms then How will payment be made under the compensation trade arrangement? Dieu that tuyet Hay thcio luan ve mat so" dieu khocin cu the' di Viec town se du'dc thu'c hien the new dudi hdp d6ng buon ban bit trig? B: We would like to buy back your coal as compensation Chang toi mudn mua lai than caa ba nhu' mot khocin bit trii A: That's all right But how long you think it shall take us to complete the payment? DI* thoi Nhu'ng Ong man chang toi hoan viec town bao u? B: Well, the payment of to year is international practice Let's take the minimum if it's not too difficult for you Viec town khocing tit' tdi nam theo quek te: Hay lay thdi gian ngcin nheit neit thong khong qua kho khan cho ba le 204 A: OK, we agree to complete the payment within years, starting from the beginning of production Du'oc thoi, chung toi dOng y hoan thanh town neim, bat dau tip bat dau viec sem xudt B: Yes But one thing I have to remind you, since compensation trade is a kind of loan, you have to pay interest every year Du'o'c Nhu'ng c6 mat viec toi phai nhcic ba, vi buon ban bit trio' la mat hinh thac vay no', ba se phcii trci lai hang nam A: Of course But there are some minor details l's like to mention Tdt nhien rOi Nhu'ng c6 mot so- chi ti'et nha toi mudn de cap tai B: Yes? Let gi vay? A: When the equipment is put into production, you're to send your technicians to our plant together with our personel and teach them the entire technology Khi thiet bi clito'c du'a vao sem xuat, Ong se geti ccic 14 thuat vien tai nha may eta chitng toi cang viii nhan su caa cluing toi va ciao tao ho ve toan ba cong nghe nhe B: OK D dcec thoi A: Also, within one month wafter receipt of the L/C issued by our bank, you shall provide us with an irrevocable L/C issued by your bank in our favour guaranteeing payment for our countersale products delivered according to the agreement 205 Them niza, yang mot net m sau nh6n du'dc thu tin dung du'o'c phcit hanh bdi ngein hang clict chung tai, 6ng se cung cap cho chung tai thu' tin dung khong the htiy ngang du'dc ban hanh bdi ngdn hang vdi sttl chap thu6n czia ong de' dem bcio town cho sem phdm trao ddi du'dc chuyen tai theo hop gong B: There is no problem When shall we sign the contract? Khong c6 vein de gi Khi net° chting to c6 the' ki hop d6ng? A: At your convenience Mien la thuCin tien cho orig Gicio dich A: Mr Bell, we've carefully considered your proposal, but we think the compensation trade arrangement suits us better Ong Bell, chung tai dei xem xet cue xudt ceta Ong, nhu'ng chung tai nghi rang buon ban bit trig phis hop vdi chung tai hdn B: It suits us fine as well N6 cling phis hop vdi chung tai A: Is it possible to compensate by other products under a compensation trade arrangement? Lieu c6 the' bit trill bang nhring sem phdm khcic theo hop de.ng buon ban bit tn.? khong? 206 B: Are you suggesting that you'll supply us the computer software production line according to our price and take your compensation by counterpurchase? Co phdi Ong gang go'i y rang 'Ong se cung cap cho cluing toi day truyen scan xuelt phcin mem may tinh theo gid cda cluing Vol va nhein bit trill bang viec mua ddi lu'u? A: Yes, we don't need any computer software right now Dung vely, hien cluing toi khong can plan mem may tinh What kind of products would you prefer? ly Ong mudn loai sdn phei'm new? B: A: We'd like the payment by some raw materials such as cotton, coal and oil Cluing toi mudn tocin bdng nht'ng loci nguyen lieu tho nhu' vdi bong, than hod c dciu B: Coal and oil are also badly needed in this country I think we can compensate with cotton Than va dCiu cling clang rat can den d deft nu'ac Toi nghi cluing toi se bit &a' bdng vdi bong A: That's fine Cling &ice B: How long you expect completion of payment to take? Ong mudn viec town hoetn bao Mu? A: How about years? Khocing neim c6 du'yc khong? 207 B: I'm afraid it's too difficult for us How about years? Toi e rang no qua kh6 cho cluing Mi Lieu neim c6 duck kitting? A: All right But you need to pay interest ThOi du'o'c NhUng Ong se phcii tret led sudt B: That is no problem Kitting c6 van de gi 208 25 SOLVE -TENDER INVITATION AND BID MATTER vin degoi thdir vã cift thdu MAU CAU VA THUAT NW HUIJ DUNG Inviting and bidding Goi thdu va du' theiu Are you interested in our Invitation in Mua&Ban? Ong co quan tam den thong bcio mdi thdu cUa thong tren td Mua & Ban khOng? What's the time set for the bidders to submit their bids? Thdi ccic nha thciu gezi did thciu la bao gib'? Mr James, our government has invited tenders for the Three Gorges Project Would you like to take part in? Ong James, chinh phez cua chang toi gang mdi thdu cho clz! an Three Gorges Ong có mudn tham gia khong? We shall get a complete set of tender documents for you Chang tOi se lay mot 130 cho Ong li I DPI t- I he so' mdi thdu hodn chinh 209 When you expect to open the tender? And where? Khi nao ccic Mg se mO'deiu theiu tong khai? Vet a dau? You're required to come to our office for the tender documents against payment of 500 dollars Ccic 'Ong drat yeu cciu den van phang ceta chi m - g toi mua mat ba so' mai theiu gici la 500 la Here is a set of tender documents which cover all the necessary details Day la mat b6 so' mai theiu vdi dciy chic ccic chi tiet can thiet As this is a large project, we require a letter of guarantee from an acceptable bank Vi day la mat du' an low, Chung toi yeu cciu bcio dcim du' thoiu mot ngan hang chap nhan toan We hope you'll consider this tender invitation carefully before the closing date Chang toi by vong 'Ong se xem xet thong bcio mai thtiu mot ccich can than tru'ek het han evp TIM HONG CIAO DICH Gicio dich A: I've heart that you're to call for the tender Toi du'vc biet la ccic 'Ong gang mai thciu 210 B: Yes It's for oil development in the East Sea Dung vay No hu'Ong den su' phcit trien dciu Ming A: When you start the invitation? Khi nao ccic Ong se thong bcio B: a Bien thei u? Early next month Ddu thcing sau A: What kind of equipment would you like to purchase? Ccic Ong man mua loci thiet bi nao? B: The advanced drilling equipment Thiet bi khoan tien tien A: When is the closing date? Thal diem (tong thclu la bao gib'? B: October 31st Ngay 31 thcing 10 A: And where is the bid to be sent? lid so' du' thciu phcii gill den da u? B: To our office Tc)i van pheng dm cluing Mi Gino dich A: We've have carefully studied the bid documents and decided to take part in the bid hO so' ddu thtiu va Chang toi da nghien quyet Binh se tham gia deru thtiu 211 B: I'm very glad to hear that Have you prepared your bid? Toi rat vui vi dieu Ong del chudn bi hd sd du thd u chu'a? A: We have prepared a competitive bid Chang- toi det chuein B: bi mot hd so' du theiu canh tranh How you assess the volume of work on the project? Ong Binh u'ac khdi lu'o'ng ding viec du an nhu' the ndo? A: We assess the volume of work according to the date required Here is our Submission of Bid together with information on the cost, construction time and volume of work for the project Chang toi u'dc tinh khdi luting cong viec du'a veto - g toi ngdy yeu ceiu Day la Ho sd du' thciu chi m cling vdi nhieng thong tin ye gici cd, thal gian thy du'ng vet khdi ludng cong viec cho du an B: Are the prices stated in the US dollar? Gici du'o'c ghi bi4ng la My" cha'? A: Yes Wing B:, What kind of guarantee will you provide us with? Loai hinh bdo ldnh new Ong se cung cap cho chang COO A: A standby letter of credit established by Vietcombank MOt thu tin dung du phong du'vc phcit hanh bdi Ng-an hang ngoai thuling V* Nam B: Have you brought the qualification certificate with you? Ong co mang gitlY phep theo khong? 212