为您找到与代理权谈判情景对话相关的共200个结果:
想要让你的谈判有好的结果,就一定要学会阐述利害关系。许多人在说中文时,往往可以巧舌如簧,但是你会用英语进行谈判吗?下面读文网小编整理了商务谈判对话情景模拟,供你阅读参考。
A: We are going to need confirmation(确认) on these orders today, and delivery must be made before next Tuesday. Do you think you can handle that?
B: We are willing to work with you, but do you think it would be possible to extend your confirmation deadline? We need to check the warehouse(仓库) to make sure the products are in stock. The earliest I will be able to get back to you is tomorrow morning.
A: No, I must know today because we have to go to press for the advertisements. Is there any way you can speed up the process of checking inventory(存货)?
B: We can do that, but it will cost… If we have to check our inventory with all our guys on overtime, you’re looking at an increased cost of, I’d say, maybe 10%.
A: Are you kidding?
B: No, and let me tell you why… If I make my guys stay over to check the inventory, I’ll have to pay them at an overtime rate, which is time and a half. I estimate it will probably take three guys two hours to finish, that will be an increase on your labor fee by at least 10%... if you need the numbers that urgently, I can have them do it. Otherwise, we can wait until tomorrow morning, and I’ll call you with the numbers after they’re done. It’s your call….
这段对话讲的是供货商与客户之间确认订单及库存的模拟情景,在国际贸易中经常会遇到。以上两段对话选取的都是职场中比较常见的谈判英语中说明利害关系的英语对话,通过沟通利害关系不仅能够帮助你说服对方接受你的建议,更加能为公司带来更多的利益,是每一位职场人都需要掌握的技能。
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商务谈判英文案例的知识要点一直都会涉及很多的方方面面,许多的朋友们在意识到了这些英文案例的过程中,自己也会从这些知识中摸索出一些新的感受,所以要好好的把握。下面读文网小编整理了中英商务谈判情景对话,供你阅读参考。
今天Robert的办公室出现了一个生面孔――Kevin Hughes,此人代表美国一家运动产品公司,专程来台湾寻找加工。接洽的加工产品市运动型“磁质石膏护垫”,受伤的运动员包上这种产品上场比赛,即可保护受伤部位,且不妨碍活动。现在,我们就来看看两人的会议现况:
R: We found your proposal quite interesting, Mr. Hughes. We'd like to weigh the pros and cons(衡量得失)with you.
K: Mr. Robert Liu, we've looked all over Asia for a manufacturer; your company is one of the most suitable.
R: If we can settle a number of basic questions, I'm confident in saying that we are the most suitable for your needs.
K: I hope so. And what might be the basic questions you have?
R: First, do you intend to take a position in(投资于……)our company?
K: No, we don't, Mr. Liu. This is just OEM.
R: I see. Then, the most important thing is the size of your orders. We'll have to invest a great deal of money in the new production process.
K: If you can guarantee continuing quality, we can sign a commitment for 75,000 pieces a year, for five years.
R: At U.S. $1000 a piece, we'll make an average return of just 4%. That's too great a financial burden for us.
K: I'll check the number later, but what do you propose?
R: Here's how you can demonstrate commitment to this deal. Make it ten years, increase the unit price, and provide technology transfer.
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谈判准备工作包括:谈判背景;对人和形势的评估;谈判过程中需要核实的事实;议事日程;最佳备选方案和让步策略。下面读文网小编整理了商务谈判磋商情景对话,供你阅读参考。
第一场:
Dora Smith是一位美国的健身用品经销商,此次是Nancy作为公司的采购部主管,第一回与他交手。就在短短几分钟的交谈中,Nancy既感到这位大汉粗犷的外表,藏有狡兔的心思——他肯定是沙场老将,自己绝不可掉以轻心。双方第一回过招如下:
N: I'd like to get the ball rolling by talking about prices.
D: Shoot. I'd be happy to answer any questions you may have.
N: Your products are very good. But I'm a little worried about the prices you're asking.
D: You think we about be asking for more?
N: That's not exactly what I had in mind. I know your research costs are high, but what I'd like is a 25% discount.
D: That seems to be a little high, Mr. Nancy. I don't know how we can make a profit with those numbers.
N: Well, if we promise future business - volume sales - that will slash your costs for making the Washing-machine, right?
D: Yes, but it's hard to see how you can place such large orders. How could you turn over so many? We'd need a guarantee of future business, not just a promise.
N: We said we wanted 1000 pieces over a six-month period. What if we place orders for twelve months, with a guarantee?
D: If you can guarantee that on paper, I think we can discuss this further.
N: Never mind!
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商务英语谈判情景对话是在商务谈判中的一个载体,只有掌握好英语,并且拥有足够的谈判技巧,才能在国际商务谈判中获得足够优势,最后取得谈判的成功。 下面读文网小编整理了商务英语谈判情景对话,供你阅读参考。
Botany Bay是家生产高科技医疗用品的公司。其产品“病例磁盘”可储存个人病例;资料取用方便,真是达到“一盘在手,妙用无穷”的目的。此产品可广泛使用于医院、养老院、学校等。因此Pacer有意争取该产品软硬件设备的代理权。以下就是Robert与Botany Bay的代表,Mark Davis,首度会面的情形:
M: Mr. Liu, total sales onthe Medic-Disk were U.S.$ 100,000 last year, through our agent in Hong Kong.
R: Our research shows most of your sales, are made in the Taipei area. Your agent has only been able to target the Taipei market(把……作为目标市场).
M: True, but we are happy with the sales. It's a new product. How could you do better?
R: We're already well-established in the medical products business. The Medic-Disk would be a good addition to our product range.
M: Can you tell me what your sales have been like in past years?
R: In the past three years, our unit sales have gone up by 350 percent; profits have gone up almost 400 percent.
M: What kind of distribution capabilities(分销能力)do you have?
R: We have salespeople in four major areas around the island, selling directly to customers.
M: What about your sales?
R: In terms of unit sales, 55 percent are still from the Taipei area. The rest comes from the Kaohsiung, Taichung, and Tainan areas. That's a great deal of untapped market potential(未开发的市场潜力), Mr. Davis.
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商务谈判英语源于普通英语,并以此为基础,完全具有普通英语的语言学特征,但同时它又是商务知识和普通英语的综合体,因而具有其内在的独特性。下面读文网小编整理了商务谈判模拟情景对话,供你阅读参考。
Dialogue 1:
A: So, thank you for coming, everyone. It's really a pleasure to see you all here. First of all, may i suggest you take a look at the agenda i sent you? Would you like to make any comment on that?
B: Yes, i wonder if we can begin with shipment question first. We really need to come to an agreement on that before anything else.
A: That's true, but it's also a very difficult issue. That's the reason why i put it last. I thought it might be a good idea for us to start with the points we have in common. We'll move on to the shipment issue after that.
B: All right. That sounds reasonable.
A: Well, before we go any future, I would like to say strongly how i feel that it's in both our interest to reach an agreement today. The market is becoming even more competitive and our combied strength will give us some big advantages, not least in terms of the dealer network. Now, i think Richard would like to say a few words about that.
点睛注释:
1. make comments on sth 对某事进行评论
Example: Would you make comments on our women's garments in current design?您对我们流行女装款式有何评论
Oh look very nice! 哦,看起来很漂亮
2. have sth. in common: 有共同点
Example: The two firms have very little common in selling strategies. 这两家公司在销售策略上没有什么共同点。
3. in the interest of: 符合......的利益
Example: The stable and healthy business relations are in the interest of our sides. 稳定健康的贸易关系符合双方的利益。
Dialogue 2
A: Hello, Mr Wang, nice to see you again. How are you?
B: Fine, thank you ,and you?
A: I'm fine, we just moved in our new house. Everything is in a great mess. It's a nightmare. But i'll appreciate not having to spend so much time commuting to my work every day.
B: Yes, it took me nearly one hour to get here today. Bus service in this area is not so good.
A: Well, will you like a cup of coffee?
B: Thank you, that would be nice.
A: Milk or sugar?
B: Black will do, thank you.
A: So, how's business in your section?
B: Not too bad. We have a lot of work to do as far as our contract George is concerned this time.
A: Then i think you can say a few words about that first.
点睛注释
1. in a mess: 乱成一团
Example: Since 9 O' clock , Mr. Gill has been sorting out the shipping documents which are in a mess in the files.
从九点以来,吉尔小姐一直在整理文件夹里乱成一团的海运单据.
2. commute: 乘通勤车上班
Example: I commute to work from Shenyang to Fushun on weekdays.周一到周五我从沈阳到抚顺乘通勤车上班.
bus commuter 乘通勤汽车上班的人 train commuter 乘通勤火车上班的人
3. as far as sb./sth. be concerned: 就什么而言; 至于
Example: As far as i am concerned, i agree with Jack on this point.就我而言, 我同意杰克的观点.
As far as color is concerned, Tom prefers black. 就颜色而言, 汤姆更喜欢黑色.
Dialogue 3
A: Will you have a cup of coffee, Mr. Wang?
B: No. Don't bother, please.
A: Of course, i don't know Smith at all, but you've got to be on your guard against George. I told you about our negotiating with him in New York three years ago, didn't I?
B: I am sure you did. Can we focus on the final packing today, Mr. Brown? We mustn't get stuck in the price. They are going to knock us down. We have got some room to maneuver.
A: That's right, George is the head of Marketing Department.
B: What we must keep in mind is that we can make a concession if they push us on staff cut.
A: Oh we don't need to worry about that, Mr. Wang. We will just play it by ear.
点睛注释
1. be on one's guard against sb./sth. 小心,防范
Example: We must be on our guard against pickpockets on a bus.在公交车上我们要小心扒手。
2. focus on sth. 集中精力于......之上
Example: We should focus our attention on the demands at the overseas market.我们应该集中注意一下海外市场的需求
3. knock sb. down 打倒,使屈服
Example: They are attempting to knock us down in terms of price.他们试图让我们在价格方面让步。
4. keep/bear sth. in mind 记住,牢记(英国都用remember)
Example: Please keep in mind that you'll arrive punctually for the meeting tomorrow.请记住明天开会要准时。
Bear in mind that you can always rely on me.要记住你永远可以依靠我。
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商务英语源于普通英语,并以此为基础,完全具有普通英语的语言学特征,但同时它又是商务知识和普通英语的综合体,因而具有其内在的独特性,下面读文网小编整理了商务谈判英语情景对话,供你阅读参考。
I see what you mean.(我明白您的意思。)
如果表示赞成,可以说:
That's a good idea.(是个好主意。)
或者说:
I agree with you.(我赞成。)
如果是有条件地接受,可以用on the condition that这个句型,例如:
We accept your proposal, on the condition that you order 20,000 units.
(如果您订2万台,我们会接受您的建议。)
在与外商,尤其是欧美国家的商人谈判时,如果有不同意见,最好坦白地提出来而不要拐弯抹角,比如,表示无法赞同对方的意见时,可以说:
I don't think that's a good idea.(我不认为那是个好主意。)
或者
Frankly, we can't agree with your proposal.(坦白地讲,我无法同意您的提案。)
如果是拒绝,可以说:
We're not prepared to accept your proposal at this time.(我们这一次不准备接受你们的建议。)
有时,还要讲明拒绝的理由,如
To be quite honest, we don't believe this product will sell very well in China.(说老实话,我们不相信这种产品在中国会卖得好。)
谈判期间,由于言语沟通问题,出现误解也是在所难免的:可能是对方误解了你,也可能是你误解了对方。在这两种情况出现后,你可以说:
No, I'm afraid you misunderstood me. What I was trying to say was..... (不,恐怕你误解了。我想说的是......)
或者说:
Oh, I'm sorry, I misunderstood you. Then I go along with you. (哦,对不起,我误解你了。那样的话,我同意你的观点。)
总之不管你说什么,你最终的目的就是要促成一笔生意。即使不成,也要以善意对待对方,也许你以后还有机会,生意不成人情在,你说对吗?
商务谈判英语情景对话相关
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在商务谈判对话中要尽量鼓励对方多说,向对方说:“yes”,“please go on”,并提问题请对方回答,使对方多谈他们的情况。下面读文网小编整理了商务谈判英文情景对话,供你阅读参考。
Dialogue 1:
A: So, thank you for coming, everyone. It's really a pleasure to see you all here. First of all, may i suggest you take a look at the agenda i sent you? Would you like to make any comment on that?
B: Yes, i wonder if we can begin with shipment question first. We really need to come to an agreement on that before anything else.
A: That's true, but it's also a very difficult issue. That's the reason why i put it last. I thought it might be a good idea for us to start with the points we have in common. We'll move on to the shipment issue after that.
B: All right. That sounds reasonable.
A: Well, before we go any future, I would like to say strongly how i feel that it's in both our interest to reach an agreement today. The market is becoming even more competitive and our combied strength will give us some big advantages, not least in terms of the dealer network. Now, i think Richard would like to say a few words about that.
点睛注释:
1. make comments on sth 对某事进行评论
Example: Would you make comments on our women's garments in current design?您对我们流行女装款式有何评论 Oh look very nice! 哦,看起来很漂亮
2. have sth. in common: 有共同点
Example: The two firms have very little common in selling strategies. 这两家公司在销售策略上没有什么共同点。
3. in the interest of: 符合......的利益
Example: The stable and healthy business relations are in the interest of our sides. 稳定健康的贸易关系符合双方的利益。
Dialogue 2
A: Hello, Mr Wang, nice to see you again. How are you?
B: Fine, thank you ,and you?
A: I'm fine, we just moved in our new house. Everything is in a great mess. It's a nightmare. But i'll appreciate not having to spend so much time commuting to my work every day.
B: Yes, it took me nearly one hour to get here today. Bus service in this area is not so good.
A: Well, will you like a cup of coffee?
B: Thank you, that would be nice.
A: Milk or sugar?
B: Black will do, thank you.
A: So, how's business in your section?
B: Not too bad. We have a lot of work to do as far as our contract George is concerned this time.
A: Then i think you can say a few words about that first.
点睛注释
1. in a mess: 乱成一团
Example: Since 9 O' clock , Mr. Gill has been sorting out the shipping documents which are in a mess in the files.
从九点以来,吉尔小姐一直在整理文件夹里乱成一团的海运单据.
2. commute: 乘通勤车上班
Example: I commute to work from Shenyang to Fushun on weekdays.周一到周五我从沈阳到抚顺乘通勤车上班.
bus commuter 乘通勤汽车上班的人 train commuter 乘通勤火车上班的人
3. as far as sb./sth. be concerned: 就什么而言; 至于
Example: As far as i am concerned, i agree with Jack on this point.就我而言, 我同意杰克的观点.
、As far as color is concerned, Tom prefers black. 就颜色而言, 汤姆更喜欢黑色.
Dialogue 3
A: Will you have a cup of coffee, Mr. Wang?
B: No. Don't bother, please.
A: Of course, i don't know Smith at all, but you've got to be on your guard against George. I told you about our negotiating with him in New York three years ago, didn't I?
B: I am sure you did. Can we focus on the final packing today, Mr. Brown? We mustn't get stuck in the price. They are going to knock us down. We have got some room to maneuver.
A: That's right, George is the head of Marketing Department.
B: What we must keep in mind is that we can make a concession if they push us on staff cut.
A: Oh we don't need to worry about that, Mr. Wang. We will just play it by ear.
点睛注释
1. be on one's guard against sb./sth. 小心,防范
Example: We must be on our guard against pickpockets on a bus.在公交车上我们要小心扒手。
2. focus on sth. 集中精力于......之上
Example: We should focus our attention on the demands at the overseas market.我们应该集中注意一下海外市场的需求
3. knock sb. down 打倒,使屈服
Example: They are attempting to knock us down in terms of price.他们试图让我们在价格方面让步。
4. keep/bear sth. in mind 记住,牢记(英国都用remember)
Example: Please keep in mind that you'll arrive punctually for the meeting tomorrow.请记住明天开会要准时。
Bear in mind that you can always rely on me.要记住你永远可以依靠我。
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商务英语为重点的英语语言技能,在一个日益全球化的商业环境实现必要的交流。随着经济的日益全球化,商务英语的重要性也在不断增长。下面读文网小编整理了商务谈判情景对话,供你阅读参考。
Sales and Business TalkA: I'm sorry to say that the price you quote is too high. It would be very d
Sales and Business Talk
A: I'm sorry to say that the price you quote is too high. It would be very difficult for us to push any sales if we buy it at this price.
B: well, if you take quality into consideration, you won't think our price is too high.
A: Let's meet each other half way.
- 很遗憾你们报的价格太高,如果按这种价格买进,我方实在难以推销。
- 如果你考虑一下质量,你就不会觉得我们的价格太高了。
- 那咱们就各让一步吧。
A: I'm sorry to say that your price has soared. It's almost 20% higher than last year's.
B: That's because the price of raw materials has gone up.
A: I see. Thank you.
- 很遗憾,贵方的价格猛长,比去年几乎高出20%。
- 那是因为原材料的价格上涨了。
- 我知道了,多谢。
A: How many do you intend to order?
B: I want to order 900 dozen.
A: The most we can offer you at present is 600 dozen.
- 这种产品你们想订多少?
- 我们想订900打。
- 目前我们至多只能提供600打。
A: We have inspected the rice, and we're surprised to know that the weight is short.
B: We sell our goods on loaded weight and not on landed weight.
A: I see.
- 这些大米我们检验过了,重量不够,我们感到奇怪。
- 我们出售商品是以装船重量为准,不是以卸货重量为准。
- 我知道了。
A: The next thing I'd like to bring up for discussion is packing.
B: Please state your opinions about packing.
A: All right. We wish our opinions on packing will be passed on to your manufacturers.
- 下面我想就包装问题讨论一下。
- 请陈述你们的意见。
- 好,我们希望我们对包装的意见能传达到厂商。
A: You know, packing has a close bearing on sales.
B: Yes, it also affects the reputation of our products. Buyers always pay great attention to packing.
A: We wish the new packing will give our clients satisfaction.
- 大家都知道,包装直接关系到产品的销售。
- 是的,它也会影响我们产品的信誉,买主总是很注意包装。
- 我们希望新包装会使我们的顾客满意。
A: How are the shirts packed?
B: They're packed in cardboard boxes.
A: I'm afraid the cardboard boxes are not strong enough for ocean transportation.
- 衬衫怎样包装?
- 它们用纸板箱包装。
- 我担心远洋运输用纸板箱不够结实。
A: From what I've heard, you're already well up in shipping work.
B: Yes, we arrange shipments to any part of the world.
A: Do you do any chartering?
- 据我所知,你方对运输工作很在行。
- 是的,我们承揽去世界各地的货物运输。
- 你们租船吗?
A: How do you like the goods dispatched, by railway or by sea?
B: By sea, please. Because of the high cost of railway transportation, we prefer sea transportation.
A: That's what we think.
- 你方将怎样发运货物,铁路还是海运?
- 请海运发货,铁路运输费用太高,我们愿意走海运。
- 我们正是这么想的。
A: When can you effect shipment? I'm terribly worried about late shipment.
B: We can effect shipment in December or early next year at the latest.
A: That's fine.
- 你们什么时候能交货?我非常担心货物迟交。
- 我们最晚在今年十二月或明年初交货。
- 那很好。
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商务英语是英语的一种社会功能变体,是专门用途英语中的一个分支,是英语在商务场合中的应用。多学习一些商务谈判情景对话谈判增强对话能力。下面读文网小编整理了商务谈判情景对话谈判,供你阅读参考。
center]Business Negotiation[/center]
A: The seller Miss Lin representing Huaxin Trading Co.,Ltd.
B: The buyer Mr. Cai representing James Brown&.Sons Co.,Ltd.
A: Good morning, Mr. Cai. Glad to meet you.
B: Good morning, Miss Lin. It’s very nice to see you in person.
Let me introduce my colleagues to you. This is my manager, Mr. Jia.
A: How do you do? Mr.Jia.
B: How do you do? Miss Lin. Nice to meet you.
B: ....And this is Mr. Wang. He is in charge of sales department. This is Miss Huang. She is in charge of business with clents.
A: Nice to meet you, Miss Huang, Mr. Wang.
B: Nice to meet you, Miss Lin.
A: How are things going?
B: Everything is nice.
A: I hope through your visit we can settle the price for our Chinaware, and conclude the business before long.
B: I think so, Miss Lin. We came here to talk to you about our requirements of HX Series Chinaware. Can you show us your price-list and catalogues?
A: We’ve specially made out a price-list which cover those items most popular on your market. Here you are.
B: Oh, it’s very considerate of you. If you’ll excuse me, I ’ll go over your price-list right now.
A: Take your time, Mr. Cai.
B: Oh, Mr, Wang. After going over your price-list and catalogues, we are interested in Art No. HX1115 and HX 1128, but we found that your price are too high than those offered by other suppliers. It would be impossible for us to push any sales at such high prices.
A: I’m sorry to hear that. You must know that the cost of production has risen a great deal in recent years while our prices of Chinaware basically remain unchanged. To be frank, our commodities have always come up to our export standard and the packages are excellent designed and printed. So our products are moderately priced.
B: I’m afraid I can’t agree with you in this respect. I know that your products are attractive in design, but I wish to point out that your offers are higher than some of the quotations. I’ve received from your competitors in other countries. So, your price is not competitive in this market.
A: Mr. Cai. As you may know, our roducts which is of high quality have found a good market in many countries. So you must take quality into consideration, too.
B: I agree with what you say, but the price difference should not be so big. If you want to get the order, you’ll have to lower the price. That’s reasonable, isn’t it?
A: Well, in order to help you develop business in this line, we may consider making some concessions in your price, but never to that extent.
B: If you are prepared to cut down your price by 8%, we might come to terms.
A: 8%? I’m afraid you are asking too much. Actually, we have never gave such lower price. For friendship’s sake, we may exceptionally consider reducing the price by 5%. This is the highest reduction we can afford.
B: You certainly have a way of talking me into it. But I wonder if when we place a larger order, you’ll farther reduce your prices. I want to order one container of HX1115 and 438 sets of HX1128.
A: Mr. Cai, I can assure you that our price is most favourable. We are sorry to say that we can bring our price down a still lower level.
B: Ok, I accept. Now let’s talk about the terms of payment. Would you accept D/P? I hope it will be acceptable to you.
A: The terms of payment we usually adopt are sight L/C.
B: But I think it would be beneficial to both of us to adopt more flexible payment terms such as D/P term.
A: Payment by L/C is our usual practice of doing business with all customers for such commodities. I’m sorry we can’t accept D/P terms.
B: As for regular orders in future, couldn’t you agree to D/P?
A: Sure. After several smooth transactions, we can try D/P terms.
B: Well, as for shiopment, the soon the better.
A: Yes, shipment is to be made in April, not allowing partial shipment.
B: Ok, I see. How about packing the goods?
A: We’ll pack HX115 in carton of one set each, HX1128 in cases of one set each, two cases to a carton.
B: I suggest the goods packed in cardboard boxes, it’s more attractive than cartons. Do you think so?
A: Well, I hope the packing will be attractive,too.
B: For transaction concluded on CIF basis, insurance is to be covered by the sellers for 110% of invoice value against WPA.Clash&.Breakage and War Risk.
A: This term less these goods should damage in transit. I agree with it.
B: I’m gald we have brought this transaction to a successful conclusion and hope this will be the beginning of other business in the future. Let’s confirm these items we concluded at the moment.
A: Yes, we concluded as follows: 532 sets of HX1115 at the price of USD 23.50 per set to be packed in cardboard boxes of one set each and to be shipped CIF5 Toronto. 438 sets of HX1128 at the price of USD 14.50 per set to be packed in case of one set each, two cases to a cardboard box and to be shipped CIF5 Toronto.
B: All right. By the way, when can I expect to sign the S/C?
A: Mr. Cai, would it be convenient for you to come again tomorrow morning. I’ll get the S/C ready tomorrow for your signature.
B: That’s fine. See you tomorrow. Goodbye. Miss Lin.
A: See you and thanks for coming, Mr. Cai.
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掌握一些必备的商务英语口语对话,会对我们的在商务谈判上有很大的帮助。下面读文网小编整理了商务谈判情景英语对话,供你阅读参考。
1 If you take quality into consideration, you will find our price reasonable.
如果您把质量考虑进去的话,您会发现我方价格是合理的。
2 We guarantee quality products which can stand fierce competition.
我们保证提供能经得起激烈竞争的高质量产品。
3 I still have some questions concerning our contract.
就合同方面我还有些问题要问。
4 We are always willing to cooperate with you and if necessary make some concessions.
我们总是愿意合作的,如果需要还可以做些让步。
5 If you have any comment about these clauses, do not hesitate to make.
对这些条款有何意见,请尽管提,不必客气。
6 Do you think there is something wrong with the contract?
你认为合同有问题吗?
7 We'd like you to consider our request once again.
我们希望贵方再次考虑我们的要求。
8 We'd like to clear up some points connected with the technical part of the contract.
我们希望搞清楚有关合同中技术方面的几个问题。
9 The negotiations on the rights and obligations of the parties under contract turned out to be very successful.
就合同保方的权利和义务方面的谈判非常成功。
10 We can't agree with the alterations and amendments to the contract.
我们无法同意对合同工的变动和修改。
11 We hope that the next negotiation will be the last one before signing the contract.
我们希望下一交谈判将是签订合同前的最后一轮谈判。
12 We don't have any different opinions about the contractual obligations of both parties.
就合同双方要承担的义务方面,我们没有什幺意见。
13 That's international practice. We can't break it.
这是国际惯例,我们不能违背。
14 We are prepared to reconsider amending the contract.
我们可以重新考虑修改合同。
15 We'll have to discuss about the total contract price.
我们不得不讨论一下合同的总价格问题。
16 Do you think the method of payment is OK for you?
你们认为结算方式合适吗?
17 We are really glad to see you so constructive in helping settle the problems as regards the signing of the contract.
我们很高兴您在解决有关合同的问题上如此具有建设性。818 Here are the two originals of the contract we prepared.
这是我们准备好的两份合同正本。
19 Would you please read the draft contract and make your moments about the terms?
请仔细阅读合同草案,并就合同各条款提出你的看法好吗?
20 When will the contract be ready?
合同何时准备好?
21 Please sign a copy of our Sales Contract No.156 enclosed here in duplicate and return to us for our file.
请会签第156号销售合同一式两份中的一份,将它寄回我方存档。
22 The contract will be sent to you by air mail for your signature.
合同会航邮给你们签字。
23 Don't you think it necessary to have a close study of the contract to avoid anything missing?
你不觉得应该仔细检查一下合同,以免遗漏什幺吗?
24 We have agreed on all terms in the contract. Shall we sign it next week?
我们对合同各项条款全无异议,下周签合同如何?
25 All disputes arising in the course of the consignment period shall be settled amicably through friendly negotiation.
所有在运输途中引起的纠纷都将通过友好协商,妥善加以解决。
26 We'll ship our goods in accordance with the terms of the contract.
我们将按合同条款交货。
27 You can stay assured that shipment will be effected according to the contract stipulation.
你尽管放心,我们将按合同规定如期装船。
28 They've promised to keep both we quality and the quantity of the 300 bicycles in conformity with the contract stipulations.
他们已承诺那300辆自行车的质量和数量一定与合同规定相吻合。
29 We are sure the contract can be carried out smoothly.
我们确信合同会顺利执行的。
30 The machines will be made of the best materials and the stipulations of the contract be strictly observed.
机器将用最好的材料生产,合同的规定也将得以严格履行。
31 The two parties involved in a contract have the obligation to execute the contract.
合同双方有义务履行合同。
32 Unless there is a sudden change of political situation, it is not accepted to execute the contract only partially.
除非有什幺突然的政局变化,否则执行部分合同不能被接受。
33 Any deviation from the contract will be unfavorable.
任何违背合同之事都是不利的。
34 The buyer has the option of canceling the contract.
买主有权撤消合同。
35 Any kind of backing out of the contract will be charged a penalty as has been stated in the penalty clause.
任何背弃合同的行为将受到惩罚,这已在处罚条款里写得很清楚了。
36 We want to cancel the contract because of your delay in delivery.
由于贵方交货拖延,我方要求取消合同。
37 The buyer has the right to cancel the contract unilaterally if the seller fails to ship the goods within the L/C validity.
如果卖方不能在信用证有效期内交货的话,买方有权单方面取消合同。
38 You cannot break the contract without any good reason.
如果没有什幺正当理由,你们不应撕毁合同。
39 We have every reason to cancel the contract because you've failed to fulfill your part of it.
我们完全有理由取消合同,因为你们没有完成应遵守的合同内容,履行合同。
40 One party is entitled to cancel the contract if the other side cannot execute it.
如果一方不履行合同,另一方有权取消合同。
41 Generally speaking, a contract cannot be changed after it has been signed by both parties.
一般来讲,合同一经双方签订就不得更改。
42 Some relative clauses in the contract have to be amended owing to the unexpected situation.
由于这种难以预料的情况,合同中的有关条款不得不做些修改。
43 Since the contract is about to expire, shall we discuss a new one?
这个合同将到期,我们来谈谈新合同的事宜吧。
44 Packing has a close bearing on sales.
包装直接关系到产品的销售。
45 Packing will help push the sales.
包装有助于推销产品。
46 Buyers always pay great attention to packing.
买方通常很注意包装。
47 Different articles require different forms of packing.
不同商品需要不同的包装。
48 Buyers, generally speaking, bear the change of packing.
一般来说,买方应承担包装费用。
49 How much does packing take up of the total cost of the goods?
包装占货物总成本的百分比是多少?
50 The packing must be strong enough to withstand rough handing.
包装必须很坚固,能承受野蛮装卸。
51 Strong packing will protect the goods from any possible damage during transit.
坚固的包装可以防止货物在运输途中受到任何损失。
52 Cartons are seaworthy.
纸箱适合海运。
53 This kind of article is often bought as a gift, so exquisite and tasteful design is of prime importance.
人们购买这种商品通常用来赠亲友,所以精美高雅的设计至关重要。
54 We'd like to hear what you say concerning the matter of packing.
我们很想听听你们在包装方面有什幺意见。
55 Do you have nay objection to the stipulations about the packing and shipping marks?
有关包装运输唛头的条款你们有什幺异议吗?
56 We'll pack the goods according to your instruction.
我们将按你方的要求进行包装。
57 The goods will be packed in wood wool to prevent damage.
货物将用细刨花包装,以防损坏。
58 Measures should be taken to reinforce the cartons.
应采取措施加固纸箱。
59 Suggestions on packing are greatly appreciated.
我们非常欢迎大家对包装方面提出建议。
60 Our standardized packing has been approved by many foreign clients.
许多国外客户已经认可了我们标准化的包装。
61 It's urgent to improve the packing.
必须马上改进包装。
62 Packing charges are excluded in the quoted prices.
包装费用未算在报价中。
63 To minimize any possible damage, we've packed our goods in the way to suit for long sea-voyage.
为使损失减少到最低限度,我们对货物的包装足以承受长途海运。
64 Please make an offer indicating the packing.
请报价并说明包装情况。
65 Please make sure that the goods be protected from moisture.
请保证货物不受潮。
66 We hope your design and the color will be strongly attractive to the American people.
我们希望你们的设计和颜色对美国人具有巨大吸引力。
67 This kind of box is not suitable for the transport of the tea sets by sea.
这种箱子不适合装茶具海运。
68 We would like to know how you will pack the silk shirts.
我们想知道你们如何包装这些真丝衬衫。
69 Although the cartons are light and easy to handle, we think it is not strong enough to be shipped.
虽然这些纸箱轻便、易拿,但我们认为它们在运输中不太结实。
70 Please use normal export containers unless you receive special instructions from our agents.
除非你们收到我方代理的特别指示,否则请用正常出口集装箱。
71 All bags contain an inner waterproof lining.
所有包内都有一层防水内衬。
72 The crates are charge to you at $$5 each if they are not returned to us within 2 weeks.
如果木条箱两星期内不归还,则每只箱扣罚五美元。
73 Solid packing and overall stuffing can prevent the cases from vibration and jarring.
坚固的木箱和箱内严密的填充可防止木箱受震、开裂。
74 Those goods are available in strong wooden drums of 1,2,5,10 and 20 liters.
这些货物分别装入1、2、5、10、20升的木桶里。
75 Fifty-liter carboy would be the most economical size. Carboys may be retained without charge for two months.
50升的瓶子应是最经济的尺码,这些瓶子可免费保存两个月。
76 The various items of your order will be packed into bundles of suitable size for shipment.
你们定单上的各种货物被打成各种大小不同的捆儿,以便于运输。
77 Please keep the cartons to 15kg each and metal-strap all cartons in stacks of 4.
请将每个纸箱重量限制在15公斤内,并将每4箱一组用铁条儿固定起来。
78 Each item is to be wrapped separately in grease-paper.
每件货物应单独用油纸包好。
79 All measurements of each case must not exceed 1.5m*1m*1m.
每只木箱体积不应超过1.5m*1m*1m。
80 Each single crate is heavily padded and packed with 4 carboys.
每只木条箱内装4只大瓶子将空余处填满。
81 Full details regarding packing and marking must be strictly observed.
请严格遵守包装及商标的细则。
82 To facilitate carrying, rope or metal handles are indispensable and should be fixed to the boxes.
为便于搬运,绳子或铁把手不可缺少,并将其固定在箱子上。
83 Our packing charge includes $$1 for the drum, which sum will be credited on return.
包装费中有1美元是包装桶的费用,此费用在桶还给我们时可退回。
84 The whole carton is packed with double straps, each corner of the carton consolidated with metal angles.
纸箱外加了两道箍,每个箱角都用金属角加固。
85 Foam plastics are applied to protect the goods against press.
泡沫塑料用来防止挤压。
86 It's essential to choose the right means of transportation.
选择合适的运输方式很重要。
87 To ensure faster delivery, you are asked to forward the order by air freight.
为了确保迅速交货,我方要求此订货用空运。
88 Generally speaking, it's cheaper but slower to ship goods by sea than by rail.
总的来说,海运比铁路运输更便宜,但速度慢一些。
89 It's faster but more expensive to ship goods by air.
空运较快但运费较高。
90 Since we need the goods urgently, we must insist on express shipment.
由于我方急需这批货物,我方坚持使用快递装运。
91 Because of the type of purchase, we can only ship by road.
由于商品的性质,我方只能使用公路运输。
92 If the customer requests a carrier other than truck, he must bear the additional charge.
如果顾客坚持用卡车以外的运输工具,就必须负担额外费用。
93 The goods will be transhipped in Hong Kong.
货物将在香港转船。
94 There may be some quantity difference when loading the goods, but not more than 5%.
货物装船时可能会有一些数量出入,但不会超过5%。
95 To make it easier for us to get the goods ready for shipment, we hope that partial shipment is allowed.
为了便于我方备货装船,希望允许分批发运。
96 Delivery has to be put off due to the strike of the workers at the port.
由于港口工人罢工,交货只好推迟。
97 We are sorry to delay the shipment because our manufacturer has met unexpected difficulties.
恕延期货船,因为我们厂家遇到了预料不到的困难。
98 We assume that damage occurred while the consignment was in your care.
我们认为货物是在你方保管时受到损害的。
99 The consignment appears to have been roughly handled and left near a heater.
看来货物未受到细心的处理,并且被放置于加热器附近。
100 I'm afraid I have some rather bad news for you.
我恐怕有些很坏的消息要告诉你。
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谈判场上的成功,不仅是得自充分的训练,而且更关键的是得自敏感和机智。 商务谈判情景剧剧本有哪些?下面读文网小编整理了商务谈判情景剧剧本,供你阅读参考。
一、谈判双方
甲方:金色阳光农业科技发展有限公司
乙方:新西兰佳沛国际有限公司
二、背景
都江堰金色阳光农业科技发展有限公司是成都市和都江堰市两级产业化经营重点龙头企业,拥有目前亚洲最大的猕猴桃种植基地,而各品种中属红阳猕猴桃名传四海。佳沛新西兰奇异果国际行销公司是全球最成功的果蔬产品行销企业之一,也是全球奇异果市场中广受认可的领袖品牌。佳沛销售奇异果至全球53个国家。新西兰佳沛国际有限公司此次慕名前来就是为了采购一批品质优良的红阳猕猴桃。
三、谈判详情
谈判地点:金色阳光农业科技发展有限公司会议室
谈判时间:2015年1月12日下午三点
旁白(郑苏晨):大家好!现在由我来为大家介绍一下我们这次谈判的背景。客方是新西兰佳沛国
际有限公司。主方是金色阳光农业科技发展有限公司。都江堰金色阳光农业科技发展有
限公司是成都市和都江堰市两级产业化经营重点龙头企业,拥有目前亚洲最大的猕猴桃
种植基地,而各品种中属红阳猕猴桃名传四海。佳沛新西兰奇异果国际行销公司是全球
最成功的果蔬产品行销企业之一,也是全球奇异果市场中广受认可的领袖品牌。佳沛销
售奇异果至全球53个国家。新西兰佳沛国际有限公司此次慕名前来就是为了采购一批品
质优良的红阳猕猴桃。
场景一:电话预约
时间:2015年1月12日下午一点整
地点:金色阳光农业科技发展有限公司办公室
人员: 都江堰金色阳光农业科技发展有限公司秘书何朱玲、新西兰佳沛国际有限公司秘书郑苏晨
新方秘书(郑苏晨):您好!
中方秘书(何朱玲):您好!我是金色阳光农业科技发展有限公司总经理秘书,请问贵公司的谈判
代表团是否已经到达都江堰?
新方秘书(郑苏晨):我公司代表团已经下飞机,大概一小时后到达贵公司。
中方秘书(何朱玲):好的。我们会在门口迎接你们。
新方秘书(郑苏晨):谢谢,再见!
中方秘书(何朱玲):再见!
场景二:主方迎接客方
时间:2015年1月12日下午两点钟
地点:都江堰金色阳光农业科技发展有限公司办公楼下
人员: 都江堰金色阳光农业科技发展有限公司和新西兰佳沛国际有限公司全体谈判代表中方总经理(余伟):欢迎来自新西兰佳沛国际有限公司的各位谈判代表来都江堰进行业务洽谈,
我是金色阳光农业科技发展有限公司的总经理余伟。这位是我的秘书,小何。
新方副总(陈小君):你好,余经理。非常高兴来到美丽的都江堰。我是新西兰佳沛国际有限公司
亚洲区副总经理陈小君。这位是我的秘书,小郑。
中方总经理(余伟):贵方代表从新西兰远道而来,南北半球骤然的气候变化还适应吗?想必此时的贵国定是艳阳高照吧?
新方副总(陈小君):一切都好!四川气候宜人,山清水秀。“天府之国”的美誉果真名不虚传。 中方总经理(余伟):谢谢贵方的称赞。不知贵方代表对我方安排的都江堰之行还满意吗?
新方副总(陈小君):满意,非常满意。我们此行真是“问道青城山,拜水都江堰”。贵方考虑的真是周到!不过最让我方人员称道的还是贵公司的千亩种植基地,真是蜀中一绝啊!
中方总经理(余伟):陈女士过奖了。希望我们此次谈判也能够让双方如此满意!
新方副总(陈小君):当然会的。我方也很期待啊!
场景三:谈判开始
时间2015年1月12日下午三点
地点:都江堰金色阳光农业科技发展有限公司会议室
人员都江堰金色阳光农业科技发展有限公司和新西兰佳沛国际有限公司全体谈判代表
谈判开局阶段
中方总经理(余伟):(微笑点头)好的,那么我们开始吧!
(新方副总(陈小君)点头同意)
中方总经理(余伟):首先,关于此次谈判,我方希望在谈判过程中的贸易解释规则为《2000年国际贸易术语解释通则》,不知陈女士是否同意?(坦诚式开局策略)
新方副总(陈小君):当然可以。
(中方总经理(余伟)点头,并示意对方开始。)
谈判磋商阶段
新方副总(陈小君):我方了解到贵公司拥有目前亚洲最大的猕猴桃种植基地,而各品种中属红阳猕猴桃名传四海。我方此次慕名前来就是为了采购一批品质优良的红阳猕猴桃。那么,就请贵方详细介绍一下吧!
中方市场部部长(沈佳):下面容我为大家具体介绍我方生产的红阳猕猴桃:我公司生产的红阳猕猴桃是四川省自然资源研究所科技人员通过十几年努力,从秦巴山区野生猕猴桃实生单株中选育出来的稀世优良品种,其品质特点和品种资源的独有性具有国际领先水平。 新方副总(陈小君):那么,请贵方再详细介绍一下您方猕猴桃营养成分方面的详细情况!
中方技术总监(厉燕玲):好的。我方生产的红阳猕猴桃除富含天然维生素和17种游离氨基酸及多种矿物成分。其中维生素和氨基酸含量在各类猕猴桃中首屈一指。每100g果肉中含有维C350毫克,被誉为“维C之王”。但是由于产品上市时间不长,直到现在,世界上还有很多国家和地区的人民还没有机会品尝到如此美味的水果呢!
新方技术总监(陈伟伟):那么关于质量认证呢?
中方技术总监(厉燕玲):我公司生产的红阳猕猴桃于2006年取得四川省进出口检验检疫局出口基地认证;2008年获得全球良好农业规范认证及ISO22000食品质量安全体系认证。农业部颁发了无公害农产品认证证书。公司基地园区被四川省人民政府和四川省科技局评为“标准化出口示范基地”。关于产权,贵方完全不必担心。
新方技术总监(陈伟伟):看来贵公司的生产是值得信赖的,那么产品的质量等级呢?
中方技术总监(厉燕玲):请大家看相关资料。(秘书起立分发资料)我公司根据四川省质量技术监督局制定的关于猕猴桃的购销等级的规定,将红阳猕猴桃划分为特级、一级、二级
共三个等级。各等级在外形、色泽、果味、果径、单果重量等均有不同的规定。不知道贵公司对哪种品质的产品感兴趣呢?
新方技术总监(陈伟伟):(向副总点头示意)
新方副总(陈小君):看来贵公司提供的特级猕猴桃产品很符合我方的采购要求,请问贵方报价如何?
中方市场部部长(沈佳):不知贵公司此行的采购计划??(故意停顿)
新方采购部部长(赵梦娜):我方暂定采购特级红阳猕猴桃2000公吨,目的港为新西兰皇加雷港口,时间为2015年10月15日之前。
中方财务总监(祝强强):我方的报价是,3800美元/公吨CIF皇家雷港。
新方副总(陈小君):朋友,你是在跟我们开玩笑吗?贵方的报价实在太高了。
新方财务总监(裴艳):根据我公司长期的国际采购价格,平均价格也只有2000美元/公吨,况且,你方的红阳猕猴桃并无特殊之处。
中方市场部部长(沈佳):贵方此言差矣。国际上普遍认为红阳猕猴桃口感优于国际上选育的任何品种,更以“红色软黄金”的美誉享誉海内外,是无公害、出口型高档水果的优先选择。
请看大屏幕。(示意)
新方副总(陈小君):我看也不怎么样嘛!
中方技术总监(厉燕玲):那么我们就用贵公司畅销多年的品种进行比较。请看(示意)。显而易见,我方生产的红阳猕猴桃品质明显高于其他品种。
新方副总(陈小君):(沉默不言,放笔背靠椅子)(沉默寡言策略)
中方总经理(余伟):陈女士,我方的报价是非常合理的。
新方副总(陈小君):非常合理?贵方的报价如此离谱,还算合理吗?我实在怀疑贵方的诚意。 新方采购部部长(赵梦娜):贵方一味强调商品的优质性,完全忽视我方的利益。看来,我们此次的谈判根本无法继续。
中方财务总监(祝强强):无法继续?如此合理的报价怎么会无法继续?
中方总经理(余伟):陈女士。陈女士。(陈回头不说话)(对秘书低声示意)百闻不如一见,百
说不如一尝。贵方远道而来,想必也不想空手而归吧!成事者不拘小节,何必在一个问题
上大动干戈呢?让我们先来品尝红阳的美味吧。
(礼仪上猕猴桃)
新方技术总监(陈伟伟):贵方的猕猴桃肉质鲜嫩、香甜清爽,果真回味无穷。
中方总经理(余伟):很高兴贵方能喜欢我方的猕猴桃,如此的美味想必我们双方都不愿放弃吧! 新方副总(陈小君):当然。我方不远万里来到贵地,难道贵方认为只是为了观光吗?
新方采购部部长(赵梦娜):听说贵方这一季的猕猴桃早已成熟,收成应该不错吧!如果不尽快寻
找销售渠道,那么贵方所承担的成本和风险将会更大。相信我方庞大的销售网络和成熟的
营销技能必定能够给予贵方一定的帮助。
中方市场部部长(沈佳):谢谢贵方能为我方精打细算。我们也从未质疑贵方的能力。我们知道,贵公司是全球最大的猕猴桃经销商。销售面覆盖包括欧盟、美国、日本等国家和地区在内的所有猕猴桃需求市场。我方也希望通过贵公司将我公司的红阳猕猴桃推向国际市场。
中方总经理(余伟):考虑到我们双方的相互需求,为表诚意,我方愿意将原报价降至3500美元/公吨。
新方财务总监(裴艳):仅仅让300美元?贵方未免也太小气了吧!
中方财务总监(祝强强):那么贵方认为什么样的价格才算合理呢?
新方财务总监(裴艳):我方认为最合理的报价应该是2100美元/公吨。如果不能以此价格达成协议,那么很遗憾,我们就只能去广元或其他地区看看了。(抬价压价策略)
中方市场部部长(沈佳):贵方的报价也不见得合理呀!不瞒您说,有很多国外销售商正在与我方洽谈关于红阳猕猴桃的采购问题。而且他们开出的条件都比你方优越。况且,贵方如在其他地方采购,根本不可能得到向我方这样大的供应量。(动作)
新方采购部部长(赵梦娜):即便如此,贵方的报价也应该具有参考性吧?我方的提出的价格是有根有据的。根据目前市场情况来看,中高档猕猴桃平均价格应该在1700美元/公吨。有中国大陆海运至我国北部港口,运费大约为400美元/公吨,而一般水果类产品的保险在40美元/公吨。这样看来,怎么也达不到贵方刚才的报价啊!(货比三家策略)
中方财务总监(祝强强):1700美元?不知贵公司是从何处采购到如此便宜的高档猕猴桃呢?我方也进行了统计,根据我国官方网站披露的可靠信息(示意看屏幕),第三代红心猕猴桃的
平均价格也在2000元人民币以上。贵方这样拟算的报价实在让我们很为难。(新方沉默) 新方副总(陈小君):余先生,2800美元。您看怎么样?这确实是我们能够承受的最高价格了,超出此价格就不是我职权范围所能够决定的了。不知您方意下如何?
中方总经理(余伟):虽然贵方已经做出了一定的让步,但是此价格我方仍然难以接受。通过刚才的分析,相信贵方也明白我方报价的合理性。如果贵方坚持原价格,我们可以以FOB价格成交。
新方副总(陈小君):那怎么行!更换贸易术语,我方坚决不同意。不过如果贵方愿意将价格降至我方刚才的报价,我方愿意将采购数量提高到2500公吨,并愿意与贵公司建立长期友好的合作关系。(投石问路策略)
(中方人员商量,中方市场部部长(沈佳)递资料给总经理)
中方总经理(余伟):不好意思,陈女士。我方坚持3500美元/公吨的报价。并且,我方只能一次性为贵方提供2200公吨的红阳猕猴桃。但如果贵方愿意另购优质绿心“海沃德”300公吨,我方愿意将红阳价格降至3300美元/公吨,同时按2000美元/公吨的最低价格出售海沃德猕猴桃。要知道,这可是市场上罕见的低价啊!(最后通牒策略)
新方副总(陈小君):好吧!我方可以接受。但是为确保合理降低风险,我方要求所有产品按10%加成投保水渍险和淡水雨淋险,保险费用由贵方承担。
中方总经理(余伟):没有问题。按照我公司出口惯例,我方将在货物装船前向中国人民保险公司办理投保手续。请贵方放心!
新方副总(陈小君):(点头同意)那就好。
新方采购部长(赵梦娜):同时,在包装方面我方希望采用小型纸箱包装,内置带果窝的托盘。标签和包装按DB440300/T24.2的规定执行,班轮运输采用20’尺集装箱装船。
中方总经理(余伟):我方同意。运输方面采用班轮运输一次性到达,两种猕猴桃共计2500公吨,分别允许有5%的增减幅度,由买方选择,增减部分按合同价格计算。(副总点头)
新方采购部长(赵梦娜):好的。那么我方要求数量和信用证都允许5%的增减。
中方总经理(余伟):嗯,可以。那么现在我们就支付方式进行磋商吧!
新方财务总监(裴艳):我方会在签约后10天内开立以贵方为受益人的不可撤销远期信用证,以美元结算。同时,开证行、议付行由我方指定。
中方财务总监(祝强强):我方不同意。我们所能接受的是即期信用证支付方式,并且议付行只能为中国工商银行。
新方财务总监(裴艳):贵方对我们的条件实在是太苛刻了,要知道,即期支付会占用我方很大的
资金,这实在是难以实现。
中方财务总监(祝强强):但我公司规模不大,无法承受如此大的风险,希望贵方可以考虑我方的难处。
新方财务总监(裴艳):我们怎么能够那样做呢?要不我们各退让一步,50%的即期信用证,剩下的用承兑交单,如何?
(中方人员商量)
谈判结束
中方总经理(余伟):考虑到我们双方的友好关系和各自的疑虑,我方破例接受贵方提出的支付方式。
新方技术总监(陈伟伟):关于检验,我方希望采用在中国上海港食品检验检疫局初检,在新西兰皇家雷港口局复检的方式。
中方技术总监(厉燕玲):我方同意。这是我国制定的农产品出口检验检疫标准。
新方技术总监(陈伟伟):这是我国的进口食品检验检疫标准,为确保万无一失,也请贵方严格按照标准的规定进行核查。
(双方交换检验检疫标准)
新方技术总监(陈伟伟):(边看边点头)看来贵国对时鲜水果的检验检疫要求十分严格,我方也相信贵方在检验检疫方面不会存在任何问题,不过我也善意提醒贵方:我国对猕猴桃检疫中对猕猴桃中重金属参留量为≤0.001,对有机磷农药残留量仅为≤0.01,而贵国为≤0.02,这两方面我国检疫较为严格,请贵方慎重准备。
中方技术总监(厉燕玲):请贵方放心,我方出口的猕猴桃质量上乘,在运用滴滴涕、有机磷农药方面十分慎重,其含量均远远低于国家要求水平,我相信我公司的红阳猕猴桃一定能满足
贵国的检疫要求。为了让贵方放心,我方承诺如果检疫不合格,我方愿承担全部责任,并按规定赔偿贵方损失,您觉得怎么样?
新方技术总监(陈伟伟):贵方真是爽快,我方对此十分满意,也充分相信贵方红阳猕猴桃的质量。 中方法律顾问(叶云):但我方希望贵方在货物到达皇家雷港口48小时内进行复检,超过检验期限但未进行检验,由此造成的后果,责任不由我方承担。
新方法律顾问(楼旭辉):好的,我方同意。关于合同的履行和索赔,我方希望与贵方订立合同使
用《联合国国际货物买卖合同公约》,由本合同发生的或与本合同有关的任何争议、争端或请求,或有关本合同的违约、终止或失败,应当按照目前有效的联合国国际贸易委员会
仲裁规则,并由国际商会仲裁院予以解决。
中方法律顾问(叶云):我方同意,但是公约中没有规定的事项应当适用中国大陆相关法律。不知贵方有无异议?
新方法律顾问(楼旭辉):我方同意贵方的提议。
中方法律顾问(叶云):同时,我方希望银行在议付贷款时扣除不可抗力因素造成的违约金。 新方法律顾问(楼旭辉):好的,我方同意。
中方总经理(余伟):下面由我方秘书总结此次谈判的结果。
中方秘书(何朱玲):下面由我来总结本次谈判的结果:
新西兰佳沛国际有限公司向我公司一次性采购特级红阳猕猴桃2200公吨,3300美元/公吨,海沃德猕猴桃300公吨,2000美元/公吨。小型纸箱包装,内置带果窝的托盘。采用班轮运输,20’尺集装箱装船。数量和信用证都允许5%的增减。到达新西兰皇家雷港口
时间为2015年10月15日以前。采用50%的即期信用证,50%承兑交单的支付方式,以美元结算。我方将在货物装船前向中国人民保险公司办理投保手续,所有产品按10%加成投保水渍险和淡水雨淋险,保险费用由我方承担。贵方在合同签订以后10天内开立信用证,我方立即做装船准备。贵方在货物到达皇家雷港后48小时内进行复检。合同适用《联合国国际货物买卖合同公约》,公约中没有规定的事项适用中国大陆相关法律。仲裁交国际商会仲裁院按联合国国际贸易委员会仲裁规则解决。
中方总经理(余伟):不知贵方有无异议?
新方副总(陈小君):没有异议。
中方总经理(余伟):(法律顾问在总经理的耳边低语说一些关于合同的准备) 刚刚我们的法律顾
问已经把合同准备好了,如果现在准备签字仪式不知道贵公司有什么意见?
新方副总(陈小君):这很好,我们没什么意见。
中方总经理(余伟)和新方副总(陈小君)坐在一起,其他人站在后面,双方翻看内容,并签字握手。
总结:佳沛新西兰奇异果国际行销公司为了向中国金色阳光农业科技发展有限公司进购猕猴桃进行了一系列的谈判活动,首先通过电话预约的形式确定新方代表人员的到达时间,然后由中方人员迎接,进行正式的谈判,在谈判开局阶段用坦诚式开局向新方代表陈述自己方的观点和意愿,迅速的打开了谈判局面,在谈判磋商阶段,新方争对猕猴桃的价格问题采取了沉默寡言策略引起中方的不安,双方在正对价格这方面新方用了抬价压价策略消磨中方耐力,之后又采用货比三家策略使中方处于被动地位,加上投石问路策略引导中方做出新的判断或决定,最后中方使用最后通牒策略以迫使新方让步达成共识完成谈判,在这场中方
对新方的谈判上,最终双方妥协各自退一步成功的完成了这次的谈判。
谈判技巧:坦诚式开局
沉默寡言策略
抬价压价策略
货比三家策略
投石问路策略
最后通牒策略
商务谈判情景剧剧本相关
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谈判人员要关注与谈判相关的任何情况,并提前进行调查研究,收集大量的资料信息。商务谈判情景剧本有哪些?下面读文网小编整理了商务谈判情景剧本,供你阅读参考。
北京益时贸易有限公司 劳力士钟表有限公司
总经理: 总经理:
销售部长: 财务部长
采购部部长: 销售部部长:
技术总监: 技术总监:
电话接待员: 联络员:
Beijing YISHItrade limited company rolex watches and clocks Co., LTD
General manager general manager:
< xmlnamespace prefix ="st1" ns ="urn:schemas-microsoft-com:office:smarttags" />Saleminister: financial minister:
Purchasing minister sales department minister:
technical director: technical director:
中方总经理:欢迎来自瑞士劳力士钟表有限公司的各位谈判代表来北京进行业务洽谈,我是来自北京益时贸易有限公司的总经理张荣荣。首先,由我来介绍我方的谈判代表,这位是我们公司的营销总监夏鑫,这位是我们公司的采购部部长张爽,这位是我们公司的技术总监李瑞金
CM: welcome from Switzerland rolex watches and clocks Co., LTD of everyone negotiators to Beijing for business cooperation, my name is ZhangRongRong, I am the general manager of Beijingyishi trade limited company. First of all, let me introduce our negotiators, this is our Sale minister xiaxin. This is our purchase department minister zhangshuang; this is our technical director liruijin
瑞方总经理:非常高兴来到美丽的北京。我是劳力士钟表有限公司
总经理生秋硕。下面由我来介绍我方谈判代表。这位是我们公司的财务总监建益帅,这位是我们公司的销售部部长章燕馨,这位是我们公司的技术总监岳明珠
SM:I am Very glad to come to beautiful Beijing. I'm the General manager shengqiushuoof rolex watches limited company. Please allow me to introduce our negotiators, This is our company financial minister jianyishuai , this is our company's sales department minister zhangyanxin, this is our technical director yuemingzhu.
中方总经理::贵方从瑞士远道而来,你们那里是海洋性气候,夏季湿润多雨,而我们北京夏季炎热干燥,不知贵方对两个国家气候的骤然变化是否适应?
CM: You came from far away and the summer of Switzerland is wet and rain, but we Beijing summer hot and dry, we don't know whether you will adapt to climate change suddenly?
瑞方总经理:贵地的气候虽有点热,但是在贵方的周到接待下,我方代表还比较适应。
SM: Your climate is a little hot, but in your thoughtful reception, our representatives are used to.
中方总经理:很高兴听到你这么说。不知道贵方对我方安排的“长城之旅”还满意吗?
CM: We are glad to hear you say so. We don't know whether you are satisfacted with our arrangement of "the Great Wall tour"
瑞方总经理:满意,非常满意。北京是一个历史悠久的城市,世界上著名的文化古都,中华人民共和国的首都,今日亲眼看到她的风韵,终于一饱眼福
SM: We are very, very satisfied. Beijing is a city with a long history, the world famous cultural ancient capital, capital of the People's Republic of China, today we see her charm, and have a look at last.
中方总经理:谢谢贵方的赞美,这是我公司特别为贵公司准备的具有北京特色的小礼物,希望你们喜欢。相信我们的合作一定会圆满成功。
CM: Thank you for your praise, this is a small gift with unique characteristics of Beijing that my company especially for you ,hope you like it, and We believe that the cooperation will be a complete success.
瑞方总经理:谢谢你们的礼物,期待与贵公司的合作。
SM: Thank you for the gifts, we are looking forward to the cooperation with your company.
中方总经理:好的,那么我们开始谈判吧!
CM: ok, let’s come to the point!
瑞方总经理:我公司的国际知名度和品牌影响力,贵方也一定有所了解,我公司的劳力士手表在世界市场上一直都很受欢迎。考虑到中国强大的潜在消费市场,此次谈判,我方希望能与贵方达成大批量的交易。下面请我们的销售部部长给贵方介绍一下我们的合作产品。
SM: you must have some idea of our company's international reputation and brand influence , the rolex watches of our company in the world market has always been very popular. Considering China's powerful potential consumer market, we hope to reach large quantities of trade with you. Next, please our sales department minister to you about our cooperation products.
瑞方市场部部长岳:很高兴你们选择劳力士!相信你们是明智的选择。劳力士着重庄重,实用,不显浮华。另外它的性能包括全自动、单历、双历、防水、防尘等,做工精益求精,特别是表盘、表把以及表带雕刻成的王冠更是其高品质的标志。
You must have found that is was a wise choice to choose Rolex. It's performance including automatic, single calendar, double calendar, waterproof, dustproof, keep improving, especially the dial, work table and rolex watches strap, carved into crown is the symbol of high quality.
中方采购部部长李:是的,该名牌手表在制造方面使用先进设备、高质材料,达到了加工精细、高光洁度。很高兴和贵公司合作。贵方能具体介绍一下这款表吗?
Yes, this famous brand watch manufacturing use advanced equipment, high quality materials to processing fine, high finish. we are very glad to cooperate with you. could you be more specifice on the style of Rolex?
瑞方岳:没问题。劳力士有金色全钢表带,白色珍珠贝母表盘,另外它拥有瑞士特制精准机械机芯、恒久耐用镶钻刻度显示
ok ,Rolex White pearl had carried dial, Swiss precision machinery had special machine core, permanent and durable, Had set auger scale display
中方李:听起来很不错!但我想确定一下这款表是否是高精度全钢抛光表扣处理,高硬度蓝宝石水晶防眩表面,三针走时是否精准是否有3点位置日历显示功能。
Sounds good! I want be sure that if they had high precision steel polishing clasp processing and had high hardness sapphire crystal surface the glar .Besides, when walking three needles had provides Accurate 3 point had calendar displays
瑞方岳:这些方面贵方不用担心。另外我们还拥有多方系列,各具特色。例如探险家型(EXPLORER),附带24小时红色辅助针,以方便探险爱好者辨别日夜。劳力士金表潜航者型(SUBMARINER),防水深度超过300米。游艇名士型(YACHTMASTER),配有可旋转外圈,方便计算时差。游艇名士型(YACHTMASTER),配有可旋转外圈,方便计算时差。游艇名士型(YACHTMASTER),配有可旋转外圈,方便计算时差。宇宙计型(COSMOGRAPH),为一款多功能手表,能满足工程、运动及商业等多种需要。
Do not worry about it , in addition, we have series of watches. For example, Rolex watch the silent hunter type (SUBMARINER), waterproof deepness more than 300 meters. EXPLORER type (EXPLORER), 24 hours with red needle to assist convenient adventurers distinguish night and day. The YACHT elites type (YACHT MASTER), with inner can rotate, convenient calculation jet lag. Program type (COSMOGRAPH) universe, as a versatile watches, can satisfy engineering, sports and business DuoZhong need.
中方李:你们的种类确实挺丰富,我方很满意!但现在据我们了解,格林尼治型(GMTMASTER),其可转动外圈及24小时指针,不仅同时显示两个时区时间,更可将时针独立移动至另一时区,而毋须移动分针及秒针。 市场前景更广阔。
The type of you really have a rich, we are satisfied! But as we know, Greenwich type (GMT), was selled well noedays.
瑞方岳:英雄所见略同。我正想介绍这款了。好巧呀。
Yue: great minds think alike. I just want to introduce this payment. what a coincidence!!!!! the MASTER can rotate outer ring and 24 hours pointer, not only shows at the same time two time zones, the more time can be moved to another hour hand independent time zone, and shall not be obliged to mobile minute hand and a second hand.so it maybe has more reday market in the fucher
CP张: Goog!thanks for the introduce .we have seen your samples and we are totally interested in your products. So , we shall be obliged if you will give us your catalogs and price list
SS章: We ve specially made out a price-list which cover those items most popular on your market. Here you are.
CP张: Oh, its very considerate of you. If you ll excuse me, I ll go over your price-list right now.
SS章: Oh, Take your time,.
CP张: After going over your price-list and catalogues, we are interested in(GMTMASTER) and YACHTMASTER, but we found that your price are too high than those offered by other suppliers. It would be impossible for us to push any sales at such high prices.as far as we know the market price is on more than 10000 dollor
SS章: what?it must be the primary price. You must know that the cost of production has risen a great deal in recent years while our prices of Chinaware basically remain unchanged. To be frank, our commodities have always come up to our export standard and the packages are excellent designed and printed. So our products are moderately priced.
CP张:Im afraid I cant agree with you in this respect. I know that your products are attractive in design, but I wish to point out that your offers are higher than some of the quotations. Ive received from your competitors in other countries. So, your price is not competitive in this market.
SS章:As you may know, our roducts which is of high quality have found a good market in many countries. So you must take quality into consideration, too.
CP张:I agree with what you say, but the price difference should not be so big. If you want to get the order, youll have to lower the price. Thats reasonable, isnt it?
SS章:: Well, in order to help you develop business in this line, we may consider making some concessions in your price, but never to that extent.
CP张: If you are prepared to cut down your price by 8%, we might come to terms.
SS章:8%? Im afraid you are asking too much. Actually, we have never gave such lower price. For friendships sake, we may exceptionally consider reducing the price by 5%. This is the highest reduction we can afford.
CP张: You certainly have a way of talking me into it. But I wonder if when we place a larger order, youll farther reduce your prices. I want to order one container of 格林尼治型(GMTMASTER and 438 sets of YACHT elites type (YACHT MASTER)
SS章:I can assure you that our price is most favourable. We are sorry to say that we can bring our price down a still lower level.
中方李:那现在我们谈谈包装吧。你知道的,在一定程度上包装同产品一样重要。Now, let us talk about packing it. Packing has a close bearing on sales.
岳:是的,我非常同意。包装有助于推销产品。人们购买这种商品通常用来赠亲友,所以精美高雅的设计至关重要。
Yes ,I agree with you .This kind of article is often bought as a gift, so exquisite and tasteful design is of prime importance. Packing will help push the sales. Good packaging can reflect the honour of rolex!!!!!
李:很高兴在这个问题上我们达成共识。
Lee: I'm happy to be in this issue we reach a consensus.
岳:那么,这些产品的包装您有什么想法?
Yue: so, these the packing of the products you have any idea?
李:我们希望原装盒子包装。这样具有正品保证
Lee: we hope that the original box packaging. So has the quality goods guarantee.
岳:劳力士(Rolex)包装附有蚝式、外包装纸盒、内盒、小枕头或者夹子、 COSC漆牌、防水标签、证明书/COSC证书、 说明书。
Rolex (Rolex) packing will oyster type, with the outer packing box, inside box, support, Rolex watches small pillow or clip, COSC paint brand, waterproof labels, certificate/COSC certificate,manual。
李:包装必须很坚固,能承受野蛮装卸。
LEE: The packing must be strong enough to withstand rough handing.
岳:买方通常很注意包装许多国外客户已经认可了我们标准化的包装
YUE: you can totally rest assured. we know buyers always pay great attention to packing. Our standardized packing has been approved by many foreign clients.
李:听起来很好!但是为了促进销售,我可以提出其他意见吗?
Lee: sounds good!!!!! But in order to promote sales, I can put forward to other comments?
岳:可以,请说!
Yue: yes, please say!!!!!
李:宇宙计型,格林尼治型能否根据他们特有的风格进行包装设计,使其别致且引人注目。
Lee: cosmic plan, can according to the type of Greenwich their own style of packaging design, make its unique and compelling.
岳:这也是我方的一大特色。根据每款的特有性能我们都有独具特色的包装。 Yue: this is one of the features of our. According to each of the special performance we all have a unique characteristic of the packing.
李:想的这么周到!很高兴和你方合作,包装能否防水、防震、防磁 Lee: think so considerate!!!!! we are very happy to cooperate with you. Packing can waterproof, shock, the magnetic? Life had water-proof, shock-resistant and anti-magnetic The proof-was placed, shoresistant- -the magnetic
岳:那是必须的!
Yue: that is a must!
李:还有一件事情,因为蓝色在我国很受欢迎,可以把这种颜色考虑进包装中吗?让蓝色作为基调可能有好处。
Lee: and one more thing, because blue in our country is very popular, can put the color, considering the package? Let the blue as fundamental key may be good.
岳:哦,是吗?我们会考虑。我会尽快的按贵方要求进行设计,保证给你们一个满意的创新样品。由您决定一个。
Yue: oh, really? We will consider. As soon as possible to meet your requirements for design, to guarantee you a satisfactory innovation samples. Do as your decided
李:哇!你们真是处处周到!祝我们合作愉快!
Lee: wow!!!!! You are thoughtful everywhere!!!!! I wish our cooperation happy!
岳:谢谢!您真是过奖了。合作愉快!
Yue: thank you!!!! You flatter me immensely. The cooperation happy!
CP张:Come on, now that we’ve already made some concessions, I accept this
张荣: 好吧 我们已经谈妥了价格、质量和数量问题,现在让我们来谈谈付款条件,如何
CM: Well, we have settled the question of price, quality and quantity. Now what about the terms of payment?
生: 我们只接受不可撤销的凭装船单据付款的信用证
SM: We only accept payment by irrevocable letter of credit payable against shipping documents.
张荣:你们能不能考虑例外,接受承兑交单或付款交单
CM:I see. Could you make an exception and accept D/A or D/P?
生秋硕: 我们坚持用信用证条款
SM: I’m afraid not. We insist on a letter of credit.
张荣: 坦率地说,信用证会增加我方进口货物的成本,要在银行开立信用正,我方必须付一笔押金,这样一来,那一部分的资金就无法周转,因此,会增加我方成本
CM: To tell you frankly, a letter of credit would increase the cost of our import. When I open a letter of credit with a bank, I have to pay a deposit. That’ll tie up our money and add to our cost.
生:你可以与开证行商量一下,看能否将押金减少到最低限度
SM: Please consult your bank and see if they will reduce the required deposit to a minimum.
张荣: 即使那样,开立信用证还要付银行手续费,假如你方能够接受承兑交单或付款交单,这就帮了我方的大忙了。你就当作有信用证一样,向我方开汇票,这对你来说区别不大,但对我方关系很大
CM: Still, there will be bank charges in connection with the credit. It would help us greatly if you would accept D/A or D/P. You can draw on us just as if there were a letter of credit. It makes no great difference to you, but it does to us.
生:你一定知道,不可撤销的信用证给出口商增加了银行的担保,我们出口一向要求用信用证;反过来讲,我们进口也要求采用信用证付款。
SM: Well, , you must be aware that an irrevocable letter of credit gives the exporter the additional protection of the banker’s guarantee. We always require L/C for our exports. And the other way round, we pay by L/C for our imports.
张荣: 都退让一步吧,货价的15%用信用证,其余的用付款交单,你看怎样
CM: To meet you half-way, what do you say to 50% by L/C and the balance by D/P?
生:好的,同意
SM: Well,you can say that again
张荣:接下来我们谈一下运输和保险吧!
CM: Lets come to the shipment and insurance, What do you think of our proposal?”
:好的,请讲吧!
SM: Yes”,“Please go on”,
CS夏:I think you may know what we manage is Rolex watches. It requires waterproof and safety-transportation, especially during the long time of ocean shipping which will be full of lots of risks. All the above factors make it not work without excellent transportation technology.
SF建:I think so, we always had good cooperation with the shipping company---Danish company. There has been seldom damage in our usual foreign trade in the past. So in the transportation of products, you can totally rest assured.
CS夏: :i am very glad to hear that. Now let’s talk about the insurance.
We believe that your company can provide safe transportation.
我想贵方应该知道,我公司经营的是劳力士手表,它的特性要求了运输过程要是防水的,安全的。尤其是海运时间长,风险多,没有过硬的运输技术是不行的。我方长期与运输业巨头—马士基公司有良好的业务关系,在我们以前的对外贸易中极少有产品损坏的事情发生。所以在运输方面贵方可以完全放心我们相信贵方可以提供安全的运输
SF建:In insurance we are VIP customers all the time in Ansheng insurance company—the second excellent insurance company in the world. We are enjoying a set of the favorable menus. It can save you a large sum of premium. So if we are responsible for the transportation and insurance business, I think it will be a mutual benefit particularly for you.
CS夏:We learn that you know a lot about the market in China. So we accept the term of the trade of CIF. But we’ll appreciate it if you can decrease 50 dollars each.
SF建:It seem that your requirement is too harsh. Our CIF offers are already very low. Nowadays the crude oil price increasingly rise in international market. The freight charges go up continuously too .What’s worse ,the unstability of Iraqi situation and constantly happening of terrorist incidents in recent years cause Arabian countries to the contagonistic mood of America European countries .We insure you all these risks .In view of these factors ,we can’t accept to the requirement to decrease 50dollars indeed .Since you are really sincere ,we could consider lowing20dollars.
CS夏:20 dollars ?i am afraid we can not accept it. anyway, please give same time to discuss it, we will tell you the result latterly.
买卖方讨论。。。
CM张荣:After our discussion ,if you can’t decrease ,we require to insure F.P.A and clash and breakage instead of all risks.
SM::well, to meet you on half way, We agree your requirement ,we’ll insure F. P. A. and clash and breakage and insurance and freight are5 0dollars in total.
张荣:既然我们已经就价格、包装、付款条件、运输和保险等达成一致意见,现在我们就开始签订合同吧。
CM: Now that we have reach an agreement about price, packing, terms of payment, shipment and insurance, etc. i propose we singe the contract immediately . What do you think of our proposal?”
硕好的,我同意。
SM: All right, let’s begin.
张荣:请仔细阅读合同草案,并就合同各条款提出你的看法好吗
CM: Would you please read the draft contract and make your comments about the terms?
生:就合同双方要承担的义务方面,我们没有什幺意见,我们确信合同会顺利执行的
SM: We don't have any different opinions about the contractual obligations of both parties. We are sure the contract can be carried out smoothly.
:我们对合同各项条款全无异议,签合同如何
CM: We have agreed on all terms in the contract. Shall we sign it now?
:我同意
SM:I couldn’t agree with you more.
张荣:现在我们达成一致,我相信我们的洽谈是愉快而富有成效的
CM: Now we have reached an agreement. I believe our discussions have been fruitful and delighted.
生:很高兴我们能达成一致
SM: I’m glad that we have arrived at the agreement
张荣:我真诚地希望我们之间的交易额在不久的将来可以扩大!
CM:I sincerely hope that the volume of trade between us will be even greater in the near future.
:谢谢合作生
SM: Same here , I really appreciate your cooperation
张荣:不客气
CM: You are most welcome
双方起立握手。
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商务谈判的成败,谈判者地位的强弱,往往取决于其中一方对信息资料的掌握程度。掌握信息资料越多,在谈判中越容易驾驭谈判的进程。模拟商务谈判情景剧本有哪些?下面读文网小编整理了模拟商务谈判情景剧本,供你阅读参考。
第一幕:谈判前的准备
地点:中方,鄂尔多斯羊绒衫厂,销售部会议室
人员:销售部总监(谈判组长)、何碧娜、助理(王小姐员,集财务人员和技术人员于一身
的全能人才)
场景:销售部内部会议,销售总监主持。
在白板上贴出此次前来谈判的日方和美方谈判人员照片,进行分析讲解,同时委派我方
谈判人员。
销售总监:这次来我们厂谈判的有日本和美国两家公司。我们首先来了解一下美国公司派来
的谈判人员。(贴美国公司谈判人员照片,两人)(指着其中一人说)根据内部可靠消息,
这个人是本次谈判的主谈人,同是也是谈判组长。名叫杰克·布朗,30岁出头,年轻
气盛,个性张扬。这种人往往求功心切,但是经验不足~~
(指着另一个人说)这个是他的助理,叫玛丽·史密斯,是主谈人的忠实崇拜者。这个
人基本对我们没什么“杀伤力”~~
(贴日本公司谈判人员照片,两人)日本公司的主谈人叫山本浩纯,50岁整,经验比较
丰富,不过生性谨慎,怕担责任。这个女的叫山野杏子,名义上是山本浩纯年轻的助理,
实际上是这家日本公司董事长的女儿,我猜多半是监督这老头子吧~~
两方谈判人员我已经介绍完了,那么大家有什么意见,我们该如何应对这次谈判?
王小姐:总监,我觉得这次谈判对我们来说利益蛮大的。现在金融危机条件下,我们厂的羊
毛衫出口量不断下降,产量锐减。不过这次我们正好可以利用两家公司同时来谈判的机
会,挑起他们之间的竞争,而我们又可以从中买个好价钱。
何碧娜:不错,我觉得美国人年轻气盛,我们可以给他一顶高帽子戴戴;至于日本方面,他
不是怕担责任么,我们就先跟他谈次要问题,最后谈价格,让他在短时间内去请示老板。
销售总监:好!就这么决定了。那就派你们两个进行谈判!
第二幕:与日本公司谈判
地点:内蒙古某著名商务会所
人物:日本公司主谈人山本浩纯和助理山野杏子,中方主谈人何碧娜和参谈人王小姐
场景:日方递名片,鞠躬,寒暄坐下。上奶茶。
何碧娜:呵呵,请浩纯先生和杏子小姐尝尝我们内蒙古独特风味的奶茶,真是让人回味无穷
啊!
山本浩纯:哈伊!多谢!我们这是首次合作,希望我们能合作成功并且建立长期合作关系。 何碧娜:是啊,这需要我们双方共同努力啊!这是我们厂羊毛衫生产的相关资料,请您看一
下。(助理分发资料)羊毛衫作为针织服装中的高档产品,我们鄂尔多斯羊毛衫是大家
公认的在柔软、滑爽、绒面、手感、色泽等方面唯一达到最佳效果的产品。这一点相信
您也是了解的,否则我们不会坐在这里是吧。
山本浩纯:本应如此,不过据我所知,在目前金融危机的影响下,在中国前不久举办的纺织
服装展览会上,你们鄂尔多斯的国际订单可是比往年减少了好多啊!
何碧娜:金融危机是史料未及的。我公司是顺应市场的变化,解决当前的供求关系,改进工
艺,加强研发原料好、科技含量高的新型羊毛衫品种,逐渐减少和淘汰原有低级品种,
现在只生产这种最新品种。
山本浩纯:哈伊,我公司早已关注贵公司的这种最新品种,能否介绍一下呢?
王小姐:这种品种采用了我们鄂尔多斯大牧场的最优质的羊毛,经过高温加工,运用引进的
新设备,加上国际服装设计师设计的最新款式,制作出了这批做工精细的羊毛衫。该羊
毛衫一放入市场就受到消费值得一致好评。该羊毛衫还获得了“第六届纺织服装博览会”
的金奖,吸引了众多的国际进口商的关注。
山本浩纯:哈伊,据报道消费者反映非常好,那么贵公司的报价如何呢?
何碧娜:我方报价每件40美元。
山本浩纯:40美元?!这个价格不仅高出我方报价10美元,还高出国际平均价8美元。我
公司在日本虽然是个小企业,市场占有率不是非常高,但近年来,我公司一直和国际知名品牌合作,不仅将这些品牌在日本做了起来,让这些品牌拥有日本众多的新老顾客,同时我公司的市场影响力也不断提升。日本人口密集,消费水平高,对中国的羊毛衫产品甚是喜欢,但是您的报价确实是。。。
何碧娜:基于我们公司对国际市场的调查,这个报价其实是很划算的。我们这批产品采用的
是最新原料,最新工艺,最新款式,所以在价格上真的不能再低了。
山本浩纯:当前国际金融危机,国际消费严重缩水,加上我公司近来资金紧张,希望贵方能
看在我们是第一次合作,能不能给予优惠呢,以便未来更多的合作呢。
何碧娜:资金紧张?如果是赊销的话,价格就更不能再降了,甚至还要涨。金融危机条件下
谁愿意做赊销呢?
山本浩纯:那这样吧,我们慎重考虑一下这个问题,明天上午给您答复。
(休会:中方在整理资料的时候,故意留下了伪造的和美方洽谈的意向书,想故意让日本看
到)
第三幕 日方请示上级
人物 山本浩纯和山野藤田
场景 山本浩纯打越洋可视电话给老总请求指示,山野杏子之前已将所有的谈判过程也告知
父亲山野藤田
山本浩纯:中方要价40美元,态度强硬,不肯让价。您看。。。
山野藤田:中方这批羊毛衫确实很抢手,40美元虽然是高了点但是预计销路很好。38美元
我们就可以接受。你要知道,鄂尔多斯羊毛衫公司不仅是中国的羊毛衫生产商家的佼佼者,而且在国际市场上也是有名气的,我们不能错过合作的机会呀。
山本浩纯:听说中方目前正在和美国洽谈羊毛衫进口的合作之事,看来美国公司也看好这批
货,他们的报价要是高于我们,我们需要加价争取吗?
山野藤田:听说?!你调查过吗?是真有此事还是中方故意试探我们呢?总之这次谈判只许
成功不许失败!
山本浩纯:那我们这次是现款交易吗?
山野藤田:如果竞争激烈我们就现款,以示诚意!
山本浩纯:哈伊!
第四幕:与美国公司谈判
地点:中方公司会议室
人物:美方主谈人杰克·布朗、助理玛丽·史密斯
中方主谈人何碧娜、财务人员王小姐
场景:因为和日本谈判而拖延了时间,美方大为不满,气氛紧张。
何碧娜:实在不好意思,让您久等了!
杰克:你们中国人真是没有诚意,约好下午三点钟见面,瞧,你们居然晚了整整3分钟!你
知道吗,我月薪一万美元,每分钟就是8美元,你们挥霍了我24美元!
何碧娜:布朗先生,对迟到这件事,我们深表歉意。唉,主要是我们厂新研发的这批羊毛衫
产品数量有限,十分抢手,我们实在是太忙了。刚刚和一个日本老客户就在谈这个问题。 杰克:(不高兴)不管是什么原因,你们必须对迟到这件事作出相应的补偿。这批羊毛衫我
们公司全要了,价格方面你们一定要给予优惠。
玛丽:我们时间有限,返程的机票已经订好了,希望你们抓住机会。
何碧娜:呃。。。这个么。。。
王小姐:(故意高声对何碧娜说)我们还是做点让步吧,得罪了杰克对我们厂的声誉不太好。 何碧娜:唉,谁让我们遇上您这样年轻有为又有远见卓识的合作伙伴呢,这样吧,作为补偿,
我们愿意答应贵方提出的任何售后和装运条件。
杰克:(得意)时间会证明你们现在这么做是非常明智的。那我们现在开始进入谈判吧。这
是我们的售后服务和装运条款,请过目。
(玛丽分发文件)
王小姐:(小声对何碧娜说)这些条件也太苛刻了吧?我们真不应该那么轻易答应他们。 何碧娜:(小声)没关系,不急。
(大声)看来布朗先生不仅是对外贸易中的谈判高手,更是精通文书的商界精英啊!
如此严谨周密的条款真是让我们佩服!
杰克:(得意忘形地翘起二郎腿,发出轻蔑的“哼”)
玛丽:(崇拜地)我们的杰克可是公司的骨干呢,是美国商界最有前途的。。。(夸赞一番) 何碧娜:那好吧,我们接受您提出的这些条款,让我们在谈谈价格问题吧。
杰克:呵呵,好!果然是爽快人!价格方面我希望我们也能顺利达成共识。根据以往的国际
惯例,我方愿意出的最高价格是28美元/件,何况现在金融危机环境,我想应该没有比这更适合的价格了。
玛丽:你们最好接受这个价格。放眼国际市场,没有哪家公司比我们公司更有实力了,而且
我们是现款交易,这对你们来说是天大的好机会!
何碧娜:不好意思,你们可能弄错了。我们这批羊毛衫不同于以前大批量生产的羊毛衫。我
么这一批是采用新工艺,做工精良,款式新颖。所以我们这次对外报价是40美元/件,还请您。。。
杰克:(打断,拍案)40美元简直是天价,这绝不可能!正因为你们这批是新产品所以我们
才来订购。不过我们只接受30美元一下的价格。
何碧娜:布朗先生请不要动气。我知道您目前在美国市场上的影响力,说话一言九鼎,说实
话,这个价格原本就不是针对您的。不绕弯,我们给您30美元/件,够诚意吧?
杰克:(思考)看得出你还算比较厚道,30美元嘛。。。倒是可以。。。玛丽,就按这个价格重
新拟一份合同。
王小姐:(敲电脑,计算成本,与何碧娜小声商量)
何碧娜:哎呀,非常抱歉,布朗先生,我刚才头有点晕,忘记了我们之前已经达成共识的售
后服务和装运条款。刚才我的助理按这些条款算了一下,我们的成本一下子增加了近一倍!我们必须保证价格在36美元/件才能勉强不赔本啊!
杰克:36美元?No,No!我们已经不可能再涨了。你要知道我们公司的需求量是非常大的,
以后可能会和你们公司建立长期合作关系,请你们慎重考虑!
何碧娜:(看表)这样吧,今天我们就先谈到这,我回去跟我们头儿商量一下,明天上午给
您答复,您看怎么样?
杰克:也好,希望你们效率高一点。
(双方握手)
第五幕 日方和中方的第二次会谈
地点 内蒙古某著名商务会所
人物 山本浩纯和山野杏子 中方主谈人何碧娜和参谈人王小姐
场景 双方经过休会的时间各自在讨论关于报价的问题,现在进行第二次会谈
何碧娜:不知贵方商量的怎样了?
山本浩纯:我公司财务部门经过核算,最后报价32美元,不知这个价格中方能接受吗? 何碧娜:基于价格,我方经协商报价38美元,10万件羊毛衫的这笔数目也不是一个小数,
请贵方考虑一下。
(山本浩纯和山野杏子窃窃私语,交头接耳)
山本浩纯:如果运输和保险费用都有我方来负责的话,您愿意给出的最低价格是多少? 王小姐:(敲电脑,计算,与何碧娜小声商量)
何碧娜:37美元。不瞒您说近来我方也在和美方洽谈这批羊毛衫出口的事宜,他们非常有
诚意和我们合作,给出的条件也很优厚。只是由于我们想更大地拓展东亚市场,所以才真心实意地想与你们建立长期合作。所以,37美元是我们所能承受的最低价格了。如果贵方不能接受,那我们只有继续供应美国市场了。
(山本浩纯和山野杏子又是一阵窃窃私语,山野杏子目光犀利地暗示山本浩纯不要错过机
会)
中方何碧娜和山本浩纯各自交代了一下助理,助理去整理和打印合同,几秒钟就回来了,双方签字)
山本浩纯:我们这次的合作非常顺利,希望下次还能与您成为合作伙伴。
何碧娜:一定一定,贵方的诚意让我们非常敬佩,合作愉快!
(签合同,握手)
演员表
中方销售总监:熊焕南饰陈总监
中方主谈人:赖翠婷饰何碧娜
中方参谈人:冼泳余饰王小姐
美方主谈人:钟丽霞饰杰克·布朗
美方助理:李婷玛丽·史密斯
日方主谈人:陈敏饰山本浩纯
日方助理:骆淑贞饰山野杏子
日方老板:院淑清饰山野藤田
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在商务谈判中,应善于收集与谈判内容有关的信息,善于进行认真分析思考,抓住问题的本质,然后将自己所要表达的内容,运用恰当的方式与策略将其准确、简练的表达出来。下面读文网小编整理了商务谈判情景模拟,供你阅读参考。
一、谈判双方
甲方:中国康佳集团成都分公司
乙方:四川省雅安市雨城区雅安宾馆
二、背景
雅安宾馆准备把每个房间的电视都换成液晶电视,5间大的套房需要安55寸的液晶电视,30间中等房间需要安42寸液晶电视,小型商务房20间需要安32寸液晶电视。并且其采购部门正在四处收集资料,仔细对比,以确定性价比较高的电视。
XXX电视集团问讯立即派出工程部与之进行谈判,康佳也仔细调查和认真分析了竞争对手,提交了一份具有很强竞争优势的策划方案。但由于分公司有重要会议,三天内必须返回成都。
三、双方采用的谈判策略
甲方: 知己知彼 先报价策略
乙方:糖衣炮弹 拖延时间 吹毛求疵 刚柔并用 故布疑阵
三、谈判详情
谈判地点:四川省雨城区雅安市雅安宾馆会议室
谈判时间:2009年10月15日(星期四)
具体谈判人员:甲方:工程部经理-------罗大学 市场部经理-------张燕
乙方:采购部经理-------周洪瑞 采购部助理-------刘逸雯
四、剧本
场景一:乙方采取拖延时间的战术。(乙方先说了一大堆奉承的话,使康佳派去的商人渐渐的得意忘形了)--------------2009年10月15日星期四,下午4点
乙(助理):您好,我是雅安宾馆采购部助理,我们经理今天出差,由我来接见各位。
甲(工):你好,我是我们工程部经理,这位是我们市场部经理。
乙(助理):你好,欢迎你们来到“十大魅力城市”之一的雅安。路上辛苦了!
甲(工):不辛苦,不辛苦,这里太美丽了!
乙(助理):我们X经理已经仔细看过了你们递交的产品资料,对你们的产品非常的满意,辛苦你们了。
甲(市场):哪里话,哪里话,应该的,应该的!哈哈….
乙(助理):能采购到康佳这样大品牌的电视也是在不同程度上提高了我们的档次,而且贵公司的产品也是享誉全球,听说温家宝都专程去深圳华侨城视察了贵公司。
甲(工):呵呵,这是我们康佳集团的光荣,这也说明我们康佳的产品技术领先,质量有保障。
乙(助理):贵公司不仅产品优异,而且出的也都是人才,今天一见果然名不虚传,真是佩服。
甲(工):哪里话,都是公司给了我们机遇,培养我们。请问你们XX经理何时回来呢?
乙(助理):估计他明天下午回来,要不到处游览一番。
乙(助理):(不给对方机会,马上说)我们雅安很漂亮吧,如果不到处去游览一下真的是遗憾啊!要不这样吧,当你们的导游,领你们到处去走走玩玩吧,怎么样?
甲(工):哈哈,好啊,是应该去走走啊,哈哈..
乙(助理):哦,对了,不知道你们这次来雅安打算留几天啊,我好为你们安排具体的旅游行程喔,呵呵。
(乙在套谈判日期)
甲(市场):哦,就留那么几天而已啦,下星期一有事需赶回公司…(说完,捂了嘴巴)(时间泄露了)
乙(助理):那就太好了,我这就帮你们安排一下旅游行程吧,保证你们玩得开开心心啊…我们雅安地虽小,但景点多喔!不然怎么叫魅力城市呢!就让我们仔细的看看她的魅力吧!(分散注意力,扰乱谈判日程,拖延时间)
甲(工):也好,麻烦啦。
(就这样,甲方他们被领到酒店的套房休息,接下来的两天,他们跑遍了雅安市好玩的地方。乙方却一再说经理不在,而且还有时间为由,拖延谈判时间。很快,星期一就要到了,可是因为一直都是吃喝玩乐,他们没有做好谈判的相关准备)
(星期天的谈判,乙方经理出现,谈判在星期天下午举行)
场景二:
乙(助理):这是我方X经理,这位是康佳工程部X经理,这位是康佳市场部X经理。
乙(经理):你好!你好!
乙(经理):各位不好意思,近期都在谈批工程,照顾不周,请多原谅。
甲(工):还好,你们助理真是个很好的导游,我们玩的很开心。不知X经理的工程谈的如何了呢?
乙(经理):还在考察、对比当中!
甲(市场):不会是去谈采购电视的过程吧!
乙(经理):正是,海信、TCL、都给了我们他们的报价,尤其是长虹的价格很合理,呵呵,所以很难抉择啊(故布疑阵)。
甲(工):X经理,你的做法欠妥吧?把我们撇下去谈工程,我方很怀疑贵公司合作的诚意。
乙(经理):没有办法,他们提前约定了谈判的时间,去绵阳来回加谈判最快也需要3天。(望向助理)你没有向康佳公司说清楚情况吗?(态度强硬)
乙(助理):(面带歉意,沉默,不回答)
甲(市场):事先约定,能理解嘛!X经理,让我们开始吧1
乙(经理):真是的,一点事都办不好,对不起各位。好吧!由我方先助理说一下我们的采购要求。
乙(助理):我方本次采购为: 42寸液晶电视30台, 32寸液晶电视20台。共50台液晶电视。均采用壁挂的方式,并负责安装调试。(故意少报的5台,做为最后的要价筹码)
乙(经理):看过贵公司的产品介绍后,觉得康佳的LC42DS60系列和LC32ES62系列很不错,不知报价多少。
(甲方由于考虑到5台55的电视,制定的报价表与此时情况不符)
甲(市场):(避而不答)据我方调查,贵公司还有5 间大套房,也需要安装液晶电视,为何不加入我们的这次谈判呢?
乙(经理):(计谋失败,另谋他计)呵呵,那五间都是大套房,我们已经和长虹谈过了,感觉他们的55寸876很不错,报价都很合理。准备明天过去签约。(给对方施加压力)
甲(工程):看来贵方还没有仔细的了解我们的产品。(具体介绍55寸,42,32寸电视的功能、技术等)
乙(助理):对方能否对你们的所提供的55、42、32的电视一一报价。
甲(市场):我方55寸68系列的报价9990元/台,42寸60系列的报价为4780元/台,32寸62系列的报价为2450元/台,均为壁挂,并且负责安装调试。
乙(经理):(抢话说)呵呵,根据我们对同类产品的了解,贵公司的报价只能是一种参考,很难作为谈判的基础。(甲方没有料到对方对价格的判断性如此强烈,有点措手不及,答非所问地介绍品牌)
甲(工程):(突出品牌价值,把品牌和宾馆的档次联系起来,打击竞争对手)
乙(经理):贵公司知道国内生产液晶电视的公司有几家吗?贵公司55寸产品的报价也太高了,42寸和32寸价格也不比其他品牌的报价低。
(甲方发现,对方要求我们在55寸上让步,对42、32的报价基本予以接受。)
(现在压力全部在甲方,欲进无力,欲罢不能。)
(甲方工程部经理借故离开谈判桌,上厕所。)
(甲方市场也是在装着找东西,低头不语,一会儿工程部经理回来。)
甲方(工程):这报价是什么时候定的?
甲方(市场):是半个月前定的。
甲方(工程):(笑一笑,忙解释)刚与总经理做了成本核实,起初的价格是半月前定的,也就是按照九月的市场价格拟定的。你看,现在都十月了,如果贵方欲采购5台55寸的液晶电视,我方同意给予贵公司一定的折扣,但要视具体的数量而定(试探对方底牌)。
乙方(经理):如果我方欲全部房间都采用康佳的电视,对方能给与多大的折扣呢?(投石问路)
乙方(助理):也就是采购康佳5台55寸68系列液晶电视,30台42寸60系列液晶电视,20台32寸62系列的液晶电视。能否重新给出你们调整以后10月的价格呢?
甲方(市场):经过成本核实,并向老总申请了一个工程特价,我方同意在以前的报价上给予贵公司5%的折扣,如果对方再觉得价格高的话,可以选择其他品牌。(试探对方底细,把压力还给对方)
乙方(经理):(刚柔并进,扭转局势)贵公司的价格也是超出我们的预算,这样,如果贵方能给与10%的折扣,我方可以立刻签定合同。
乙方(助理):把起草的文件递给对方的市场部经理手中。
甲方(工程):(拿过文件放在手中,看了两眼,价格在预期之内,胸有成竹,继续讨价还价)对方开除的条件也太苛刻了,难道长虹32寸的液晶电视2210元能买到,贵方是在漫天要价。(强硬)
(谈判进入僵局)
甲方(市场):还有我方认为,康佳品牌是享誉全球的,不仅可以提升贵方酒店档次,而且给对方带来了更高的服务品质。最后就是32寸的市场价格都在2600元左右。(强硬)
乙方(经理):哈哈,确实欠考虑,别生气。这样,32寸5%的折扣,42寸7%的折扣,55寸8%的折扣。最后报价,行就签,否则我方马上就退出谈判。(最后通牒)
甲方互相商量计算着。
甲方(工程部经理):我方同意。但运输费用需要贵公司支付,还有就是必须现款现货。
乙方相互商量后
乙方(经理):我方没有异议。
甲方(工程部经理):合作愉快
乙方(助理):那请二位休息一下,等一下进行签约。
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在基本掌握市场行情及其走势的基础上,谈判人员即可参照近期成本价格,结合己方的经营意图,拟定出价格的掌握幅度,确定一个大致的要价范围。下面读文网小编整理了商务谈判对话模拟,供你阅读参考。
Robert在前面的谈判最后提出签约十年的要求,Kevin会不会答应呢?如果答案是否决的话,Robert又有何打算?他一心为公司的利益打算,极力争取技术转移地协定,而对方会甘心出让此项比金钱更珍贵的资产吗?请看以下分解:
K: We can't sign any commitment for ten years. But if your production quality is good after the first year, we could extend the contract and increase our yearly purchase.
R: That sounds reasonable. But could you shed some light on(透露)the size of your orders?
K: If we are happy with your quality, we might increase our purchase to 100,000 a year, for a two-year period.
R: Excuse me, Mr. Hughes, but it seems to me we're giving up too much in this case. We'd be giving up the five-year guarantee for increased yearly sales.
K: Mr. Liu, you've got to give up something to get something.
R: If you're asking us to take such a large gamble(冒险)for just two year's sales, I'm sorry, but you're not in our ballpark(接受的范围).
K: What would it take to keep Pacer interested?
R: A three-year guarantee, not two. And a qualilty inspection(质量检查)tour after one year is fine, but we'd like some of our personnel on the team.
K: Acceptable. Anything else?
R: We'd be making huge capital outlay(资本支出)for the production process, so we'd like to set up a technology transfer agreement, to help us get off the ground(取得初步进步).
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商务英语句子结构比较复杂,句式规范,文体正式,尤其在招标文件和投资文件经及合同中更是如此。商务谈判人员要多练习商务谈判模拟对话。下面读文网小编整理了商务谈判模拟对话,供你阅读参考。
Dialogue 1:
A: So, thank you for coming, everyone. It's really a pleasure to see you all here. First of all, may i suggest you take a look at the agenda i sent you? Would you like to make any comment on that?
B: Yes, i wonder if we can begin with shipment question first. We really need to come to an agreement on that before anything else.
A: That's true, but it's also a very difficult issue. That's the reason why i put it last. I thought it might be a good idea for us to start with the points we have in common. We'll move on to the shipment issue after that.
B: All right. That sounds reasonable.
A: Well, before we go any future, I would like to say strongly how i feel that it's in both our interest to reach an agreement today. The market is becoming even more competitive and our combied strength will give us some big advantages, not least in terms of the dealer network. Now, i think Richard would like to say a few words about that.
点睛注释:
1. make comments on sth 对某事进行评论
Example: Would you make comments on our women's garments in current design?您对我们流行女装款式有何评论
Oh look very nice! 哦,看起来很漂亮
2. have sth. in common: 有共同点
Example: The two firms have very little common in selling strategies. 这两家公司在销售策略上没有什么共同点。
3. in the interest of: 符合......的利益
Example: The stable and healthy business relations are in the interest of our sides. 稳定健康的贸易关系符合双方的利益。
Dialogue 2
A: Hello, Mr Wang, nice to see you again. How are you?
B: Fine, thank you ,and you?
A: I'm fine, we just moved in our new house. Everything is in a great mess. It's a nightmare. But i'll appreciate not having to spend so much time commuting to my work every day.
B: Yes, it took me nearly one hour to get here today. Bus service in this area is not so good.
A: Well, will you like a cup of coffee?
B: Thank you, that would be nice.
A: Milk or sugar?
B: Black will do, thank you.
A: So, how's business in your section?
B: Not too bad. We have a lot of work to do as far as our contract George is concerned this time.
A: Then i think you can say a few words about that first.
点睛注释
1. in a mess: 乱成一团
Example: Since 9 O' clock , Mr. Gill has been sorting out the shipping documents which are in a mess in the files.
从九点以来,吉尔小姐一直在整理文件夹里乱成一团的海运单据.
2. commute: 乘通勤车上班
Example: I commute to work from Shenyang to Fushun on weekdays.周一到周五我从沈阳到抚顺乘通勤车上班.
bus commuter 乘通勤汽车上班的人 train commuter 乘通勤火车上班的人
3. as far as sb./sth. be concerned: 就什么而言; 至于
Example: As far as i am concerned, i agree with Jack on this point.就我而言, 我同意杰克的观点.
As far as color is concerned, Tom prefers black. 就颜色而言, 汤姆更喜欢黑色.
Dialogue 3
A: Will you have a cup of coffee, Mr. Wang?
B: No. Don't bother, please.
A: Of course, i don't know Smith at all, but you've got to be on your guard against George. I told you about our negotiating with him in New York three years ago, didn't I?
B: I am sure you did. Can we focus on the final packing today, Mr. Brown? We mustn't get stuck in the price. They are going to knock us down. We have got some room to maneuver.
A: That's right, George is the head of Marketing Department.
B: What we must keep in mind is that we can make a concession if they push us on staff cut.
A: Oh we don't need to worry about that, Mr. Wang. We will just play it by ear.
点睛注释
1. be on one's guard against sb./sth. 小心,防范
Example: We must be on our guard against pickpockets on a bus.在公交车上我们要小心扒手。
2. focus on sth. 集中精力于......之上
Example: We should focus our attention on the demands at the overseas market.我们应该集中注意一下海外市场的需求
3. knock sb. down 打倒,使屈服
Example: They are attempting to knock us down in terms of price.他们试图让我们在价格方面让步。
4. keep/bear sth. in mind 记住,牢记(英国都用remember)
Example: Please keep in mind that you'll arrive punctually for the meeting tomorrow.请记住明天开会要准时。
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准备阶段是商务谈判最重要的阶段之一,良好的谈判准备有助于增强谈判的实力,建立良好的关系,影响对方的期望,为谈判的进行和成功创造良好的环境。下面读文网小编整理了商务谈判模拟对话过程,供你阅读参考。
今天Robert的办公室出现了一个生面孔――Kevin Hughes,此人代表美国一家运动产品公司,专程来台湾寻找加工。接洽的加工产品市运动型“磁质石膏护垫”,受伤的运动员包上这种产品上场比赛,即可保护受伤部位,且不妨碍活动。现在,我们就来看看两人的会议现况:
R: We found your proposal quite interesting, Mr. Hughes. We'd like to weigh the pros and cons(衡量得失)with you.
K: Mr. Robert Liu, we've looked all over Asia for a manufacturer; your company is one of the most suitable.
R: If we can settle a number of basic questions, I'm confident in saying that we are the most suitable for your needs.
K: I hope so. And what might be the basic questions you have?
R: First, do you intend to take a position in(投资于……)our company?
K: No, we don't, Mr. Liu. This is just OEM.
R: I see. Then, the most important thing is the size of your orders. We'll have to invest a great deal of money in the new production process.
K: If you can guarantee continuing quality, we can sign a commitment for 75,000 pieces a year, for five years.
R: At U.S. $1000 a piece, we'll make an average return of just 4%. That's too great a financial burden for us.
K: I'll check the number later, but what do you propose?
R: Here's how you can demonstrate commitment to this deal. Make it ten years, increase the unit price, and provide technology transfer.
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