商务英语谈判实例

时间：2020-11-23 17:36:48 Negotiation 我要投稿

商务英语谈判实例

　　实例一：

商务英语谈判实例

　　Business Negotiation

　　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. Its 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: Weve specially made out a price-list which cover those items most popular on your market. Here you are.

　　B: Oh, its very considerate of you. If youll 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: Im 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: 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.

　　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, youll have to lower the price. Thats reasonable, isnt 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%? 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.

　　B: 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 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 lets 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.

　　实例2：

　　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.

　　Robert回公司呈报Dan的提案后，老板很满意对方的采购计划;但在折扣方面则希望Robert能继续维持强硬的态度，尽量探出对方的底线。就在这七上八下的价格翘翘板上，双方是否能找到彼此地平衡点呢?请看下面分解：

　　R: Even with volume sales, our coats for the Exec-U-Ciser won't go down much.

　　D: Just what are you proposing?

　　R: We could take a cut (降低) on the price. But 25% would slash our profit margin (毛利率). We suggest a compromise -10%.

　　D: That's a big change from 25! 10 is beyond my negotiating limit. (pause) Any other ideas?

　　R: I don't think I can change it right now. Why don't we talk again tomorrow?

　　D: Sure. I must talk to my office anyway. I hope we can find some common ground (共同信念) on this.

　　NEXT DAY D: Robert, I've been instructed to reject the numbers you proposed; but we can try to come up with some thing else.

　　R: I hope so, Dan. My instructions are to negotiate hard on this deal - but I'm try very hard to reach some middle ground (互相妥协).

　　D: I understand. We propose a structured deal (阶段式和约). For the first six months, we get a discount of 20%, and the next six months we get 15%.

　　R: Dan， I can't bring those numbers back to my office -- they'll turn it down flat (打回票).

　　D: Then you'll have to think of something better, Robert.

　　Dan上回提议前半年给他们二成折扣，后半年再降为一成半，经Robert推翻后，Dan再三表示让步有限。您知道Robert在这折扣缝隙中游走，如何才能摸出双方都同意的数字呢?他从锦囊里又掏出什么妙计了呢?请看下面分解：

　　R: How about 15% the first six months, and the second six months at 12%, with a guarantee of 3000 units?

　　D: That's a lot to sell, with very low profit margins.

　　R: It's about the best we can do, Dan. (pause) We need to hammer something out (敲定) today. If I go back empty-handed, I may be coming back to you soon to ask for a job. (smiles)

　　D: (smiles) O.K., 17% the first six months, 14% for the second?

　　R: Good. Let's iron out (解决) the remaining details. When do you want to take delivery (取货) ?

　　D: We'd like you to execute the first order by the 31st.

　　R: Let me run through this again: the first shipment for 1500 units, to be delivered in 27 days, by the 31st.

　　D: Right. We couldn't handle much larger shipments.

　　R: Fine. But I'd prefer the first shipment to be 1000 units, the next 2000. The 31st is quite soon - I can't guarantee 1500.

　　D: I can agree to that. Well, if there's nothing else, I think we've settled everything.

　　R: Dan, this deal promises big returns (赚大钱) for both sides. Let's hope it's the beginning of a long and prosperous relationship.

【商务英语谈判实例】相关文章：