商務(wù)談判對(duì)話第二步--開(kāi)局

1、1有業(yè)務(wù)往來(lái)的客戶談判Dialogue 1Yang舉行會(huì)議禾口 William準(zhǔn)備進(jìn)行貿(mào)易談判。Yang: Good moring, Mr. William. It' s nice to see you again.William : It ' s nice to see you, too,.Yang: How do you feel our Export Commodities Fair, ?William: There is no doubt that you' ve made great proress in your arts and crafts and do

2、 you do bus inrss more actively and more flexibly.Yang: Yes. It ' s just in this way that we have achieved a totalsales volume of one hundred million . dollars a year.William: I thi nk you will ben efit from the expa nding market if youhave close cooperati on with us in the future.Yang: I hope s

3、o. Now let ' s get dus in ess.Dialogue 2Richard 和 Chen 在生意上合作一直會(huì)很愉快，他這次來(lái)中國(guó)是為了簽訂獨(dú) 家代理協(xié)議。Richard: Nice to meet you aga in, Mr. Che n.Chen : Nice to meet you, too, What brought you to China this time?Richard: I ' ve come for discuss intan exclusive age ncy.Chen: Oh, we ' ve bee n doing bus

4、in ess for sixyears, have n' t we ?Richard: Yes, I ' m very glad we have had very pleasant coperationin the past years. Through our joint efforts, your products have enjoyed fast sales.Chen: We very much appriciate your effort in promoti ng the saleof our products.Richad: To expa nd our bus

5、inss scope, I hope that we can sig n anexclusive agency agreement. If so, you ' ll secure a stable sales volume, and for me, without competitors we' ll control the market more easily. That ' s benifical to both parties, isn ' t it?Dialogue 3Liu與Bill 會(huì)面，準(zhǔn)備與他商討建立合資企業(yè)一事。Liu: It ' s

6、a great peasure to see you again.Bill: Me, too. Our two compa nies have had tade relati ons for tenyears.Liu: Yes. In the past ten years, our cooperation has been quitepleasa nt.Bill: Yes,and very fruitful too. We ve never had any difficultieswith our Chinese partners, and we ' d like to make as

7、 many new products as we can.Liu: Certainly. Shall we talk about the reason why I' m here? Inview of the rapid developme nt of our bus in ess in your compa ny,we think it' s necessary to estanlish a joint venture.Bill: Excellent!That' s exactly what I think. Wehave been workingon expa nd

8、ing our scope of cooperati on with your compa ny.Liu: OK. Now let ' s talk about the details.2.新客戶談判Dialogue 1Mr. Osman第一次來(lái)至U Wang勺公司談判。Wang: Welcome to our compa ny. Sit dow n, please.Osma n: Thank you. I ' mglad to have the opport unity of visit ingyourcorporati on. I hope we can tran sact

9、 bus in ess together.Wang:It ' s also our hope to trade with bus in essme n from alcoun tries.Osman: I ' mtold you speciize in textiles. What can you offer in this lin e?Wang: It would be better for you to tell us what specifc types youwant to buy, as we have too many varities to offer.Osma

10、n: Well, we are mai nly in terested in bed-sheets and bla nkets.Dialogue 2Mr. Zhou 正在向 Mr. David 介紹其公司的情況。Zhou: I have long heard of your great mane, and I' m very pleasedto see you, Mr. David.David: I ' mvery pleased to see you, too, Mr. Zhou. This is my firstvisit to China. I ' appreci

11、ate your considerationin the comingn egotiati on.Zhou:Let ' s hope for good cooperation. Next may I give you a brief account of our company s activities?I beliee that you havea brochure outlining our company and our products. Here' sour company ' s most recent annual report.David:I see y

12、our sales volume have been growing quite steadily over the past ten years.Zhou:Yes, we have built up bus in ess relati ons with more tha n 3Ccountries in theworld and our products have becomethe bestselli ng lines in in ter nati onal markets.David:That ' s fine.Zhou:I ' d like to make a pres

13、entation on our factory. It coversan area of 60,000 square meters. We have about 300desig nengineersand productionengineers.Now we have 1200employees work ing on three shifts.David:Ithink I ' ve got a general picture about your company. Thankyou very much for your acco unt.Zhou:It ' s my ple

14、asure.Dialogue 3Alice 與Wang洽談，希望建立貿(mào)易關(guān)系Specializng in the line of textiles and texiles machinary, we pay close attention to your taxtile products, especially your cott on cloth and cott on fabrics.Wang: I ' m glad to hear that.Alice: I ' d like to take this opport unity to esta nlish trade re

15、lati ons with you.Wang: This happens to coincide with our desire. In order to give you a general idea of the various kinds of our products now available for export. I ' d like to give you our latest catalogues and price lisrs.Alice: That ' s good, tha nk you. I feel that we can do a lot of b

16、us in ess in textile line. We could push the sales of your products.Mean while you could con sider impot ing someequipme nt from us.Wang: Sounds good. I hope we can srike a quick deal.Alice: I hope so, too. We believe this deal con forms to our mutualbenefot and to the principleof satisfyingeach oth

17、er ' s needs.Dialogue 4Richad 向Mr. Sun 詢問(wèn)外貿(mào)政策事宜。Richard: You know, this is my first time to visit China, so I ' d like to know something about the new policy in your foreign trade.Sun: Our foreig n trade policy has always bee n based on equalithand mutual beni fit a nd excha nge of n eeded g

18、oods. We stillinsist on this principle, but we have adopted much more flexible policies in our foreign trade work, such as payment by installments, prossing trade with client ' s materials, joint venture and so on.Richard: You have made some readjustments in your import and exportSun:business, haven 't you?Yes. It mainlymeans importing some complete equitment,advanced technology and sc