商務英語談判

時間：2020-11-23 10:33:44 Negotiation 我要投稿

商務英語談判范文

　　商務英語談判范文(一)

商務英語談判范文

　　Business Negotiation

　　A: The seller Miss su representing Kai ya Chocolate Manufacturing Co.Ltd

　　B: The buyer Mr. zhou representing zhong shang supermarket.

　　A: Good morning, Mr. Zhou. Glad to meet you.

　　B: Good morning, Miss su. It’s very nice to see you in person.

　　A: How are things going?

　　B: Everything is nice.

　　A: So, what’s the topic of today’s meeting?

　　B: Ok, after the last talk, we appreciate you price very much. 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 shipment, the soon the better.

　　A: Yes, shipment is to be made in April, not allowing partial shipment.

　　B: can you make it earlier? May be in March, our customer is eager for them.

　　A: All right. Let me have a check, oh! There are some steam vessels available to your port, so we can make it in March.

　　B: Good! By the way, when can I expect to sign the S/C?

　　A: Mr. Zhou, 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 Su.

　　A: See you and thanks for coming, Mr. Zhou.

　　商務英語談判范文(二)

　　Dan Smith是一位美國的健身用品經銷商，此次是Robert Liu第一回與他交手。就在短短幾分鐘的交談中，Robert Liu既感到這位大漢粗獷的`外表，藏有狡兔的心思――他肯定是沙場老將，自己絕不可掉以輕心。雙方第一回過招如下：

　　D: I'd like to get the ball rolling(開始)by talking about prices.

　　R: Shoot.(洗耳恭聽)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莞爾) 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(大筆交易)――that will slash your costs(大量減低成本)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(銷磬)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回公司呈報Dan的提案后，老板很滿意對方的采購計劃;但在折扣方面則希望Robert能繼續維持強硬的態度，盡量探出對方的底線。就在這七上七八的價格翹翹板上，雙方是否能找到彼此地平衡點呢?請看下面分解:

　　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(互相妥協).

　　D: I understand. We propose a structured deal(階段式和約). 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上回提議前半年給他們二成折扣，后半年再降為一成半，經Robert推翻后，Dan再三表示讓步有限。您知道Robert在這折扣縫隙中游走，如何才能摸出雙方都同意的數字呢?他從錦囊里又掏出什么妙計了呢?請看下面分解：

　　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(解決)the remaining details. When do you want to take delivery(取貨)?

　　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(賺大錢)for both sides. Let's hope it's the beginning of a long and prosperous relationship.

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