为您找到与商务英文谈判模拟情景对话相关的共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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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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谈判前,要对对方的情况作充分的调查了解,分析他们的强弱项,分析哪些问题是可以谈的,哪些问题是没有商量余地的;也要准备好商务谈判的对话内容,下面读文网小编整理了商务谈判英文模拟对话,供你阅读参考。
From ..., we have obtained your name and address and understand that you are experienced importers of .... We have pleasure in offering you ... of which we would appreciate your pushing the sale on your market.
1.从…获悉你公司专门经营…,现愿与你公司建立业务关系。
We learn from ... that your firm specializes in ..., and would like to establish business relationship with you.
2.承……的介绍,获悉你们是……有代表性的进口商之一。
Through the courtesy of.... we have learned that you are one of the representative importers of ...
73.据纽约司密斯公司所告,得悉你公司名称和地址,并得知你们…日本东京商会已把你行介绍给我们。
Your name and address has been given to us by Messrs. J. Smith & Co., Inc., in New York, who have informed us that your firm has been recommended to us by the Chamber of Commerce in Tokyo, Japan.
4.承贵地…银行通知,你们是…的主要进口商(出口商),并有意与中国进行这些方面的贸易。
The.... Bank in your city has been kind enough to inform us that you are one of the leading importers (exporters) of ... and are interested in trading with China in these lines ...
5.据了解,你们是中国…(商品)有潜力的买主,而该商品正属我们的业务经营范围。
We are given to understand that you are potential buyers of Chinese ...,which comes within the frame of our business activities.
6.通过贵国最近来访的贸易代表团,我们了解到你们是信誉良好的…进口商,现发信给你们,盼能不断地接到你们的定单。
Through your trade delegation that recently paid a visit to this country, we learned that you are well-established importers of ... and are writing to you in the hope of receiving your orders from time to time.
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国际商务谈判大多用英语进行,而谈判双方的母语往往又不都是英语,这就增加了交流的难度。下面读文网小编整理了模拟商务谈判对话英文版,供你阅读参考。
Dan Smith是一位美国的健身用品经销商,此次是Robert Liu第一回与他交手。就在短短几分钟的交谈中,Robert Liu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:
D: I‘d like to get the ball rolling(开始)by talking about prices.
R: Shoot.(洗耳恭听)I‘d be happy to answer any questions you may have.
D: Your products are very good. But I‘m a little worried about the prices you‘re asking.
R: You think we about be asking for more?(laughs)
D: (chuckles莞尔) 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.
R: That seems to be a little high, Mr. Smith. I don‘t know how we can make a profit with those numbers.
D: Please, Robert, call me Dan. (pause) Well, if we promise future business――volume sales(大笔交易)――that will slash your costs(大量减低成本)for making the Exec-U-ciser, right?
R: Yes, but it‘s hard to see how you can place such large orders. How could you turn over(销磬)so many? (pause) We‘d need a guarantee of future business, not just a promise.
D: We said we wanted 1000 pieces over a six-month period. What if we place orders for twelve months, with a guarantee?
R: If you can guarantee that on paper, I think we can discuss this further.
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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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在国际商务谈判中,对时间观差异应有所准备。谈判时限的控制也很重要。不同文化具有不同的时间观念。在商务谈判对话中也要拿捏好时间。下面读文网小编整理了商务谈判对话英文版,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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务英语用词明白易懂、正式规范、简短达意、语言平实。用词方面多使用常用词,以保证所用词语具有国际通用性,保证能为普通大寡所理解,但又不能过于口语化,即商务英语所使用的语言不能过于非正式。下面读文网小编整理了商务谈判中英文对话,供你阅读参考。
Seller: This is our rock-bottom price, Mr. Lee.
卖方:李先生,这是我们的最低价格了。
Buyer: If that's the case. there's not much point in further discussion. We might as well call the whole deal off.
买方:如果是这样的话,那就没有什么意义再谈下去了。我们还不如取消这笔生意算了。
Seller: What I mean is that we:ll never be able to come down to your price. The gap is too great.
卖方:我的意思是说我们永远不可能把价格降到你们要求的价格。差距太大了。
Buyer: I think it unwise for either of us to be inflexible. How about meetingeach other halfway?
买方:我认为我们都这么强硬很不明智。我们能不一能各让一半?
Seller: What's your proposal?
卖方:您的提议是什么?
Buyer: Your unit price is 100 dollars higher than we want. Well, I suggest wemeet each other half way.
买方:你们的单价比我们想要的价格高出100美元。嗯,我建议各让一步。
Seller: Do you mean a further reduction of 50 dollars in our price? That'simpossible!
卖方:您是说让我们再减价50美元吗?那真的不可能。
Buyer: What would you suggest?
买方:您的意见呢?
Seller: The best we can do is another 30 dollars off. That's definitely the lowest we can go.
卖方:我们最多只能再减30美元,这可绝对是最低价了。
Buyer:That still leaves a gap of 20 dollars. Let's meet each other
half-awayagain and split the difference; I think this is a price we can
both besatisfied with.
买方:这样还留下20美元的差额呢。咱们再各让一半,分担差额吧。我认为我们双方都能满意这个价格。
Seller: OK. We can meet half way again.
卖方:好吧。我们就再各让一半吧。
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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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国际商务谈判大多用英语进行,而谈判双方的母语往往又不都是英语,这就增加了交流的难度。在这种情况下,我们要尽量用简单、清楚、明确的英语,不要用易引起误会的多义词、双关语、俚语、成语。下面读文网小编整理了商务谈判英文对话,供你阅读参考。
(1)
A: I don’t believe we’ve met.
B: No, I don’t think we have.
A: My name is Chen Sung-lim.
B: How do you do? My name is Fred Smith.
A: 我们以前没有见过吧?
B:我想没有。
A:我叫陈松林。
B:您好,我是弗雷德•史蜜斯。
(2)
A: Here’s my name card.
B: And here’s mine.
A: It’s nice to finally meet you.
B: And I’m glad to meet you, too.
A: 这是我的名片。
B: 这是我的。
A: 很高兴终于与你见面了。
B: 我也很高兴见到你。
(3)
A: Is that the office manager over there?
B: Yes, it is,
A: I haven’t met him yet.
B: I’ll introduce him to you .
A:在那边的那位是经理吧?
B:是啊。
A:我还没见过他。
B:那么,我来介绍你认识。
(4)
A: Do you have a calling card ?
B: Yes , right here.
A: Here’s one of mine.
B: Thanks.
A:您有名片吗?
B:有的,就在这儿。
A:喏,这是我的。
B:谢谢。
(5)
A: Will you introduce me to the new purchasing agent?
B: Haven’t you met yet?
A: No, we haven’t.
B: I’ll be glad to do it.
A:请替我引介新来负责采购的人好吗?
B:你们还没见面吗?
A:嗯,没有。
B:我乐意为你们介绍。
(6)
A: I’ll call you next week.
B: Do you know my number?
A: No, I don’t.
B: It’s right here on my card.
A:我下个星期会打电话给你。
B:你知道我的号码吗?
A:不知道。
B:就在我的名片上。
(7)
A: Is this Mr. Jones?
B: Yes, that’s right.
A: I’m just calling to introduce myself. My name is Tang.
B: I’m glad to meet you, Mr. Tang.
A:是琼斯先生吗?
B:是的。
A:我打电话是向您作自我介绍,我姓唐。
B:很高兴认识你,唐先生。
(8)
A: I have a letter of introduction here.
B: Your name, please?
A: It’s David Chou.
B: Oh, yes, Mr. Chou. We’ve been looking forward to this.
A:我这儿有一封介绍信。
B:请问贵姓大名?
A:周大卫。
(9)
A: I’ll call you if you give me a name card.
B: I’m sorry, but I don’t have any with me now.
A: Just tell me your number, in that case.
B: It’s 6344-8000.
A:给我一张名片吧,我会打电话给你.。
B:真抱歉,我现在身上没带。
A:这样子,那就告诉我你的电话号码好了。
B:6344-8000。
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当双方对对方有了初步的了解后,谈判将进入发盘和还盘阶段。在这个阶段,我们要用更具试探性的条件问句进一步了解对方的具体情况,以修改我们的发盘。下面读文网小编整理了模拟商务谈判对话剧本,供你阅读参考。
甲:山西大学学生电脑采购团 乙:赛格数码城联想代理商
剧务(史杨):我是本次谈判的剧务,负责本此谈判的各项会场安排。
旁白(毛瑞华):21世纪是信息的时代,而大学生又是这个时代的主流。电脑是大学生必不可少的工具。我们学习需要用到电脑,工作需要用到电脑,娱乐也需要用到电脑。无论何时何地都需要电脑的帮助。但是现在大部分大学生对电脑的性价比却不是很了解。所以为了对自己的利益得到保证,他们组成了山西大学学生电脑采购团,为广大需要电脑的大学生购买电脑小品剧本:商务模拟谈判剧本小品剧本:商务模拟谈判剧本。(介绍成员:马霄,唐米纳,邵丹,聂蕊霞,王艳)
旁白(王艳):他们是赛格数码城联想代理商。在竞争如此激烈的市场环境下,他们还是占有了一席之地。所以可想而知,他们的实力是不可小觑的。(成员:麻乐,王婧,王海莉,马荣荣)
甲方筹备会:我们这次谈判的目的是购买500台联想电脑。根据我们多次在赛格数码城以及青龙数码城的调查,以及对学生需求的多次询问以及讨论,决定购买联想xx型号的电脑。这种款式的电脑配置为xx,市场价格为7999。当然这个价格不是我们能接受的,在一般情况下代理商会给10%的折扣,这个显然也不是我们想要的,我们这次的目标是拿到20%至30%折扣的价格。也就是说我们的接受的最满意的价格为6500
我们的口号是:以最低的价格买到性价比最高的电脑小品剧本:商务模拟谈判剧本小品剧本。OK,我们的人员分配为:
质量方面是:马霄
价格方面是:唐米纳
包装,赠送以及运送方面是:邵丹
售后服务方面是:聂蕊霞
乙方筹备会:我们的口号:以最高的利润销售我们的产品
我们预期山西大学学生电脑采购团最有可能购买我们的中短产品,对这类产品我们应该是很熟悉的。据了解一个星期前山西财经大学学生采购团购买的数量为100台,型号为ZZ,市场价为6999,成交价格为6150。这次我们可以以这个交易为基础来谈。对于对方所提问题,人员分配如下:
质量方面是:麻乐
价格方面是:王海莉
包装,赠送以及运送方面是:马荣荣
售后服务及索赔方面是:王靖
前奏:山西大学学生电脑采购团,在《电脑报》山西板块中刊登了大量订购笔记本电脑的招标信息,不久,便收到了联想、宏基、索尼、神州、戴尔等数家的报价等相关信息,治疗早泄。相比之下,我们选择了联想(补充说明选择联想的原因:例如,联想的销售网点、售后服务网点多,这样,便于各地的学生的需求等等)
下面开始谈判
回合一:(谈判地点的选择:赛格数码城;)
乙:各位大学生朋友,你们好!欢迎你们!这次团购,你们选定我们赛格电脑城联想代理公司,你们的决策真是英明,我们可是联想电脑在山西的金牌代理,在全国各省、市、自治区的业绩也是相当可观的,我们在各方面都会是你们满意的。
甲:经理你好,很高兴能够和你们公司合作,这笔交易是我们双方的第一次业务交往,希望他能够成为我们双方发展长期友好合作关系的一个良好开端。同时,也是我们山西大学采购团的第一笔业务,我们都是带着希望来的,我想,只要我们共同努力,我们一定会满意而归。
乙:呵呵,那就对了,我们的实力在山西可是数一数二的。
甲:我们这次购买电脑是团购,数量很大,很多公司都希望和我们合作,开出的条件都很优惠,但我们目前先选定了你们小品剧本:商务模拟谈判剧本小品剧本:商务模拟谈判剧本。
乙:那我们是倍感荣幸,有机会为大学生服务啊!
(开局阶段,考虑谈判双方之间的关系,双方过去从来没有业务往来,努力创造一种真诚、友好的气氛,以淡化和消除双方的陌生感以及由此带来的防备,为后面的实质性谈判奠定良好的基础。)
甲:那我们就直接切入主题了,我们这次团购看中了联想XX型号的电脑,产品感觉还不错,你们有什么建议?
乙:当然这款机器可是今年的热销产品,很多商家都已经脱销了,货源可能很紧张,最近我们新到了一批YY型号的电脑,比xx型号的电脑多了512内存和一个30万像素的摄像头,现在不是流行vista吗,多了这些东西,运行更流畅,而且多一个摄像头,你们学生聊天多方便啊,你们可考虑一下。
甲:这个……那您先忙,我们再仔细看看,倒是挺吸引人的,似乎不错啊!
(在自己的相关资料准备的补充分的情况下,采取推延的策略,给自己以回旋的余地,同时,迎合谈判方之意,降低戒备心理)
旁白:现在商家卖电脑的惯用伎俩——声东击西,极力推荐商家利润高的产品,是消费者迷惑动摇。
甲:看来价格是我们的合作关键啊,那你们XX款报价多少啊?
乙:既然是团购,你们要多少的量?
甲:500左右
乙:恩,量还可以,这个……请您稍等一下(此时,对方拿出报价单)5%
甲:5%?我们可是团购阿?没错吧?
乙:那,我们考虑一下吧,给你们一个最优惠的价格,这样吧,明天上午我们继续谈,我们会回公司商量一下。
此后,学生代表并没有立即离开,而是在联想代理商那里看电脑。就在这个时候,对方接起了电话,用的是方言,唉,这么熟悉,是运城方言?难道是老乡?这时,我方代表心里泛起了嘀咕。稍后,我方代表用亲切的家乡话,和对方很顺利的攀谈上。
甲:你是运城XX的?
乙:你也是?
甲:是啊,真是缘分阿,老乡见老乡,两眼泪汪汪,我说,我怎么刚才见你就那么亲切呢
乙:你在山大上学啊?
甲:是啊,这不这次给大家采购么,怎么,你现在在这行做的很不错吧?
乙:马马虎虎吧,现在电脑行情比较好,利润还可以
甲:这,电脑怎么个卖法?
乙:杂说?
甲:什么样的价格,算是比较优惠的阿?
乙:这不同档次的,一般不一样,价格越高的利润空间越大,我的权利,最多就是7%-8%,估计,老板的能力大点
甲:你说我们这大批量,老板能给个多少的让利?20%?
乙:这个估计不行,但能在给低点,你看看能不能在让送你们点什么实用的东西之类的,老板这人还是比较爽快地,他孩子和你们一般大,好交流。
甲:谢谢哈,你快忙吧,又来一波人,不干扰你生意了 乙:好的,明天见!
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