There can be another way out: negotiating parties make efforts and explore alternatives to the options put forward before. A capable negotiator can always exhibit great initiatives and high ability by coming up with constructive suggestions which should both parties concern and interests 6. Reach an agreen oi s final agreement will be reached if any suggestions may effectively bridge the gap the discrepancy so that the negotiation can be STRUCTURE OF BUSINESS NEGOTIATIONS商务谈判结构 The structure of business negotiations follows the same pattern as all other negotiations with one difference in that every phase of a business negotiation is expressed in business jargons: inquiry, offer, counter offer and acceptance By making inquiry and offer, the of two sides are explicitly expressed and meanwhile and By counter offer and acceptance to options are explored and discrepancy is bridged so that agreement is reached In spite of similarity in structure, each step of business negotiations has strict legal Interpretation lInguiry Eithe can make inquiry about terms of a business deal The inquiry usually includes such information as price, terms of inspection, arbitration and so on An inquiry is done for the purpose of doing survey and find ing out if there of doing the business. thus it have any binding effect on the two ides 2. Offer o explicitly expresses his willingness to do the business accord ing to the terms offered The offer may be either or implied by understanding The party giving the offer is called the The other party that accepts the terms is called The terms of the offer must be and and must be communicated to the by the agent. The offeree must communicate with the offe The agreement will be written in the be signed. which is enforceable by law. However, if the offeree does not accept the terms, he will give his4 There can be another way out: negotiating parties make efforts and explore alternatives to the options put forward before. A capable negotiator can always exhibit great initiatives and high ability by coming up with constructive suggestions which should ________ both parties’ concern and interests. 6. Reach an agreement A final agreement will be reached if any suggestions may effectively bridge the gap of the discrepancy so that the negotiation can be _______ successfully. STRUCTURE OF BUSINESS NEGOTIATIONS 商务谈判结构 The structure of business negotiations follows the same pattern as all other negotiations with one difference in that every phase of a business negotiation is expressed in business jargons: inquiry, offer, counter offer and acceptance. By making inquiry and offer, the ______ and _______ of two sides are explicitly expressed and meanwhile _______ and _________ are introduced. By counter offer and acceptance, __________ to options are explored and discrepancy is bridged so that ______ agreement is reached. In spite of similarity in structure, each step of business negotiations has strict legal interpretation. 1. Inquiry Either ______ or ______ can make inquiry about terms of a business deal. The inquiry usually includes such information as price, ______, _______, _______, _______, ____, terms of _______, inspection, arbitration and so on. An inquiry is done for the purpose of doing _______ survey and finding out if there is the ______ of doing the business, thus it ________ have any binding effect on the two sides. 2. Offer The ______ or the _______ explicitly expresses his willingness to do the business according to the terms offered. The offer may be either _____ or ______, or implied by ________ understanding. The party giving the offer is called the _________. The other party that accepts the terms is called ______. The terms of the offer must be _____ and ____ and must be communicated to the _____ by the ________ or his agent. The offeree must communicate with the offeror ________. The agreement will be written in the _______ to be signed, which is enforceable by law. However, if the offeree does not accept the terms, he will give his _____ ____