商務談判對話-供參考

1、A: The 20th China Plastic & Rubber Exhibition will be staged at Shanghai New International Expo Center in April 2006. Can you give us a brief introduction?B: 好的。 它是亞洲最大的塑料和橡膠的展銷會, 總展覽面積超過 9萬平方米, 比去年 增加了 1. 3萬平方米。有 8個主題區(qū)。A: Thats impressive. How many visitors will come to the exhibition? B: 有 79個

2、國家和地區(qū)的 52,000客商會參加我們的展銷會.A: Thats great. Can you also give us a brief introduction to the space allocation?B: 展覽區(qū)是根據(jù)主題來劃分的 , 在收到參展商填妥的報名表和參展費用后 , 我們就會 安排展臺 .A: What order will you follow regarding space allocation?B: 從 2005年 8月開始收報名表 , 在有展位的情況下 , 就是先來先得 .A: Can you introduce the exhibition space for

3、 us?B: 我們提供兩種展位 . 根據(jù)需求可以選擇最適合你的展位 . 如果你有特別的要求 , 請聯(lián) 系我們 .A: Transport, customs clearance and storage are all important concerns for all participants. Will they get special assistance?B: 到展館以及從展館運回的交通,托運,海關清關,以及倉儲,這些服務必須要提前 預訂.B: Thank you. I have read your brochure and am very impressed by your scope

4、 of business, especially the variety of machine tools you manufacture. I believe my customers will like you new products.A: 您對我們產(chǎn)品感興趣,我很高興。 不過我們的宣傳小冊子僅僅介紹了我公司生產(chǎn) 的一小部分機床。您可以進來看看我們的展品。A: 謝謝您的詢價,您單子上所列的機床我們都有。這是我方的美國太平洋沿岸城市到 岸價的價目單,我們還可以根據(jù)您所想要的數(shù)目調(diào)整價格。B: Well, Mr. Chen, your prices are not very competit

5、ive. My demand is bulk, but of course Ill have to substantially reduce the quantity of my intended purchase with your offer.A: 哈德遜先生,我剛才說過,我方的價格可以根據(jù)貴方的購買量進行調(diào)整。如果是您 不安的只是我方的報價, 那么您可以到其它展臺去看一看, 然后我們還可以再坐下來討 論我方的報價。B: I sure will. Nice meeting you. Ill call home about your quotations and come back tomo

6、rrow with our decision.A: 好的。明天見。B: Bye.A: Hi! I am David Anderson, sales representative from Willa Company. Are you the representative from Zhongan Technology Company?B: 你好!是的,我是中安科技外貿(mào)部的李華,歡迎來深圳。A: Thanks.B: 你的行李都取了嗎?A: Yes, I have.B: 那我們這邊走吧。公司的車在馬路對面的停車場,我們一起過去?A: Sure.B: 飛機旅途還好嗎?是從溫哥華直飛的航班嗎?A: Y

7、es, Thank you. The flight was very good and the service on board was excellent. It took just over 13 hours non-stop from Vancouver.B: 真是路途遙遠啊!A: I do not sleep well on planes; therefore I am a little tired and the jet lag will catch up with me tomorrow.B: 咱們直接去酒店吧 , 我們已經(jīng)在花園酒店給你定了房間。A: Good.B: 第一次來中國

8、?A: Yes, Shenzhen is such a beautiful city.B: 這樣一來,我們會盡量安排好你的中國之行,給你留下美好回憶。現(xiàn)在剛好是春 季,深圳一年中最好的季節(jié)。A: I am so lucky.B: 那我簡單把你的時間安排說一下。明天沒有什么安排,讓你好好休息一天,倒一 下時差。A: Good idea. I really need some rest.B: 明晚,我們安排了在粵唯鮮的晚宴,讓你感受一下廣東的飲食文化。A: Terrific. I like Chinese food very much.B: 后天上午到工廠參觀,下午談一下合作的事項。接下來是安排你

9、去錦繡中華參觀。 A: Will you give me a timetable? I would like to pay a visit to your factory to find out the possibility of importing automobile parts from you.B: 會的,你如果有什么問題,生活和生意上的都可以直接找我。我會鼎力幫忙。 A: Thank you.B: 到了,我們上車吧!Jin :歡迎到我們公司來。我叫金哲夫,負責出口部。這是我的名片。Smith: I'll give you mine, too.Jin :你的航行順利嗎 ?Sm

10、ith: Not bad, but I'm a little tired.Jin :這是你的日程安排。開完會后,我們?nèi)⒂^工廠,再跟生產(chǎn)部經(jīng)理開個會。晚上 你將和我們主任共進晚餐Smith: Could you arrange a meeting with your boss?Jin :當然可以,我會安排在明天早上 10點鐘。Smith: Well, shall we get down to business?Jin :行,你有沒有收到我們上周寄給你的樣品 ?Smith: Yes, we finished the evaluation of it. If the price is ac

11、ceptable, we would like to order now.Jin :聽到這個我真高興。Smith: What's your best price for that item?Jin :單價是 12.50美元。Smith: I think the price is a little high, can't you reduce it?Jin :恐怕不行, 12.50美元是我們的底價。如果你訂貨超過 10,000件,我們可以減 到 12.00美元。Smith: Well, I'll accept the price and place an initial

12、order of 10,000 units. Jin :太好了。史密斯先生,跟你做生意真是我的榮幸。Smith: The pleasure is ours. Can you deliver the goods by March 31? Jin :當然行。Tom: I'm glad to have the chance to visit your corporation. I hope to conclude some substantial business with you.Chen :湯姆先生,有機會見到你很高興。相信你已在樣品間參觀了展品,對哪幾種產(chǎn) 品感興趣啊 ?Tom: I&

13、#39;m interested in your hardware. I have seen the exhibits and studied your catalogs. I think some of the items will find a ready market in Holland. Here is a list of my requirements, for which I'd like to have your lowest quotations, CIF Sydney.Chen :多謝你們詢價。為方便我們報價,告訴我們你所要的數(shù)量好嗎 ?Tom: I'll

14、do that. Meanwhile, would you give me an indication of price? Chen :這是我們的裝運港船上交貨價的價格單,所有價格以我們最后確認為準。 Tom: What about the commission: From European suppliers I usually get a 3 to 5 % commission for my imports. It's the general practice.Chen :我們通常是不給傭金的。但是訂貨如果數(shù)量大,我們可以考慮。Tom: I see, but I do busine

15、ss on a commission basis. A commission on your prices would make it easier for me to promote sales. Even a 2 or 3 % would help.Chen :到你們訂貨時,再討論這個問題吧。A: 感謝您的詢價。 這是我方在原價的基礎上削減了 3.5%以后的報價單。 您一定會感 到我們的報價在今天這個需求量上升的市場上最有競爭力。B: To be frank with you, it is really difficult for us to market your products at

16、 the price offered. Ive been approached by other suppliers with much lower offers, yes, much lower, 5% - 6%.A: 那不可能,我們不可能出那樣低的報價,那是荒唐的。B: What do you have in your mind?A: 您把我們的產(chǎn)品同他們的做過比較嗎 ? 不是一個檔次的產(chǎn)品啊。再說,我們已經(jīng)調(diào) 過價了。B: I agree your offer after this reduction is attractive but excuse my frankness, in a

17、ny case it is by no means the most competitive one to the best of my knowledge. I did a lot of research lately and Im sure you'll agree with me that a growing number of suppliers in other Southeast Asian countries have joined this market. I foresee a substantial drop in price next year .A: 對您所說的

18、大幅度降價,我不敢認同。您知道我們的產(chǎn)品是享譽全球的名牌產(chǎn)品, 而且我們絕對保證質(zhì)量。 雖然我們的周邊國家和地區(qū)或許會以較低的價格吸引客戶, 但 是我們保證質(zhì)量的做法, 加上這次大幅度的價格下調(diào), 一定會在市場上取勝。 實話對您 說,我們的老客戶,我相信也包括您在內(nèi),沒有誰轉(zhuǎn)到其他廣商那兒去。相反,我們還 接到許多新客戶的訂單。我們的報盤是合情合理的。B: You're a real business negotiator , but if you hang on to the listed quotations, it's impossible for us to come

19、to terms. I don't think your offer is in line with the current market. I do hope that you'll consider our counter-offer . After all, we've had a business relationship for almost ten years.B: 好吧!為了慶祝我們 10年來在生意上的合作,也為了繼續(xù)推進我們的商務關系, 我樂意給您破例追加 1.5%的特別折扣。這已遠遠低于我方的最低價了,所以我再也 不能接受還價了。我希望您理解我的處境,

20、我可不想丟了自己的飯碗啊!A: I really appreciate your concession, and Id like to sign our papers today. B: 我很高興我們能夠圓滿成交。剩下的事可簡單的多了。我們可以在下午解決合同文 本方面的事情。A: Sure.Qiao :在我們開始之前,我想問一下懷特先生,請問您是主談嗎 ?Mr .White: Yes, I have the authority to conclude the deal.Qiao :好的,謝謝。昨天我們討論過有關質(zhì)量監(jiān)控的話題,那么我們今天是否來談談 價格和支付呢 ?Mr . White: Gr

21、eat. We have been very impressed by your quality control-it's excellent-and willing to make further contact with you.Qiao :很高興您能這么說。時間不等人。相信你們已經(jīng)收到了我方的價格單。我想我 們的價格是很有競爭力同時也是很合理的,你們怎么認為呢 ?Mr . White: I'm afraid we can't agree with you on that. Your price is higher than that of your competi

22、tor.Qiao :每個公司都是依據(jù)質(zhì)量來評定價格,是吧 ? 請你們再考慮一下我們的報價。 Mr . White: I'm sorry but I have to say I don't see any advantages in your quotations. Maybe some discounts will do.Qiao :如果你們的訂單足夠多的話,我們可以考慮再給你們一個折扣,但這個僅限于 你們公司。Mr . White: I see, thank you for your kindness. Considering the amount. Let's sa

23、y, 1,700 sets of a dozen?Qiao :上個月我們的訂單是 2, 100打而且不打折。懷特先生,你知道,這些都是炙 手可熱的商品。Mr . White: Oh, that's interesting. If you offer a discount of 5%, we will take 2,500 dozen from you.Qiao :看來我們也可以有非常長遠的合作,既然你們同意乙方利物浦 CIF 價格訂 2, 500打的話,那么 5%的折扣應該沒有問題。Mr . White: Good. Now we have settled price. What ab

24、out the payment terms? Letter of Credit will be much appreciated.Qiao :我們公司一般都采用匯付,票付和電付都可以。Mr . White: We insist that you pay by Letter of Credit, in fact, none of our partners settle payment by remittance.Qiao :這個我們可以考慮一下。懷特先生,我們今天的進度是否有點快,我們是否可 以先中斷一下呢 ?Mr . White: Oh, I'm sorry, I didn't

25、 notice that it is so late.Qiao :謝謝您能理解,懷特先生,我們明天早上再見,好嗎 ?Mr . White: Yes, tomorrow morning, see you then.Li: 你們的產(chǎn)品給人印象深刻 , 包裝也很精美。好的,我們現(xiàn)在談一下運貨。你們最早 什么時候可以開始運貨呢?Jack: It usually takes us three months to make delivery. Everything will be ready by the middle of June.Li: 太晚了。 T 恤的銷售旺季就要到了,有可能把運貨日期提前到 5

26、月份前嗎?不然 , 我們就趕不上銷售旺季了 .Jack: I m afraid we can t promise delivery earlier than June. We sell our T shirts to more than twenty countries in the world and dozens of orders have been placed ahead of you.Li: 那有什么其它辦法嗎 ?Jack: The best we could do is to ship your goods in June.Li: 那你們可以把運貨日期提前一個月嗎?我們要貨很急。

27、Jack: Oh, that s hard to say. Let me call our production department. (After TelephoneJack: Good news. There are cancellations for mid-May delivery. It s tight, so we may not be able to get your full order today.Li: 好的。那我們什么時候可以收到第一批貨物呢?Jack: The first lot will be delivered by mid-May and you will re

28、ceive the remainder by the end of May.Li: 謝謝您的努力。 你要保證我們的運貨。 杰克先生, 你知道運貨時間對我們很重要 , 而 且貨到了后 , 我們還要至少 2周的時間來打通銷售關節(jié)。我們必須購買這些貨物,而且 這些貨物必須按時到達,因此請務必確保這批貨物一定要準時到達 , 不然恐怕我們只能 另找別家公司了 .Jack: Mr . Li, you have my word, mid-May! In view of our longstanding business relationship, I will urge the production dep

29、artment of our company to make an earlier delivery. We ll do our best to advance the shipment, but you must open your L/C as soon as possible.Li: 那謝謝你了。Jack: But I would like to remind you that to expedite the shipment, we may charge extra fees. Would that be acceptable for you?Li: 附加費可以接受 , 這批產(chǎn)品對我們

30、而言很緊急 , 貴方盡早發(fā)貨即可 .A: Good afternoon, may I help you?B: 您這樣說我很高興。我們打算長期從貴公司進口一些汽車零部件,當然這得看貴方 的價格是否比他人優(yōu)惠。 坦率地講, 貴方單子上的價格毫無競爭力。 我希望知道貴方的 最新報價。A: We have just updated our prices. But of course I dont mean our offer is final. As usual, wed like to quote the most reasonable price to start our business rel

31、ationship for the future, even at the cost of a substantial loss on our part.B: 但是從我對汽車零部件市場所掌握的信息來看,貴方的報盤沒有吸引力。此外我還 需要時間來樹立對貴公司產(chǎn)品質(zhì)量的信心。 如果您不愿給我方一些合理折扣, 我還是打 算等一下,先到別處看看再說。A: We guarantee the quality of our supplies. And we have free samples for your inspection. As for the discount, we can reduce th

32、e listed prices by 5%. This is our floor offer and youll have to excuse me, were not prepared for any counter-offer.B: 我很欣賞您的直率。雖然貴方的底價與我方所希望得到的價格仍有距離,我還是愿 意簽合同。我與您有同感,我現(xiàn)在這樣做是著眼于我們將來業(yè)務關系的發(fā)展。A: But Im not sure if you are happy with the terms in the contact.B: 我研究過你們的合同。有幾處還不是很明確,需要講清楚。還有合同的格式問題。 我們希望

33、用我公司自己準備、自己打印的合同副本。您看行嗎?A: No problem. But everything in the contract should be bilingual, both in English and Chinese.B: 是的,從品名、規(guī)格、數(shù)量、單價、總額、貨運,全都以雙語寫明。還有,我們希 望貨品在 6月底之前發(fā)出,我們不能接受貨運的耽擱。A: Of course.B: 我們付的是到岸價,所以保險費由貴方負擔。A: Certainly. We go by the contract.B: 好了,沒問題了。A: Thats wonderful. Lets leave th

34、e technical details of the contract to our assistants. Id like to invite you to a drink and celebrate the success of your first business transaction.B: 不勝感激。我相信我們這次合作僅僅是個開端,今后合作的機會將更多。DIALOGUE 10 (Video ClipMCNEIL: Before we begin, are you sure that you are in a position to conduct this negotiation?

35、GREEN: Yes, I have the authority to negotiate with you.MCNEIL: Right. Let's get down to business.GREEN: Which of our product lines are you particularly interested in Mr. McNeil? MCNEIL: I could be interested in these ones that I have outlined here. But I want to hear what you say about discounts

36、.GREEN: Let's talk specifically about Big Boss.MCNEIL: Let's be clear about one thing. I hope you realize that we must have a much larger discount than what's on the table now.GREEN: I think the discount problem can be resolved but you need to be more precise about numbers.MCNEIL: Fair e

37、nough. What kind of discount are you offering on ten thousand units? GREEN: On ten thousand units, Mr. McNeil, I can offer a discount of thirty percent. But I can't offer moreMCNEIL: 30 per cent!GREEN: Just let me finish, 30 percent, but with a guarantee of delivery within two months. MCNEIL: De

38、livery must be within two months or I' m not interested. I' m offering you the chance to make a very large sale and you are turning it down because we're.GREEN: Can I just come in here Mr. McNeil? I haven't turned anything down. I haven't said "no". I am just saying tha

39、t on ten thousand units our discount terms are thirty percent. MCNEIL: But.GREEN: Please let me finish. Now if you commit to buy twenty thousand units then I could consider a larger discount.MCNEIL: How much larger?GREEN: If you commit to twenty thousand units then I can offer a thirty-five percent

40、discount.MCNEIL: Thirty, thirty five percent. I' m getting tired of this. You are playing games. I am looking for a large discount, and I hope that you're going to offer me one. GREEN: If you want a big discount then you must make the order a big one. Let's talk about unit price rather t

41、han discount. Our standard unit price to the wholesaler is 23.5. MCNEIL: And I' m not interested in 23.5. GREEN: Yes, I know that Mr. McNeil. If you buy 40,000 units, then I can offer a unit price of 19.5. What will your mark-up be on the Boss, 3, 3.5, 4? MCNEIL: About that. GREEN: With those fi

42、gures you're going to be very competitive. MCNEIL: 19.5 unit price? GREEN: If you buy 40,000 units; that represents a discount of. MCNEIL: I can see what the discount is. Offer me a unit price of 19.5 on 25,000 units and we can do business. GREEN: I can't do that. I' m sorry. MCNEIL: Let

43、's break for a few minutes. I've got a few things I have to see to. I'll be a couple of minutes. Would you like a cup of coffee? GREEN: Yes, please. MCNEIL: Help yourself to the phone if you want to make a call. GREEN: Thanks. DON BRADLEY: Don Bradley. GREEN: Hi, Don. How's the meeti

44、ng? DON BRADLEY: It's just finished. I'm on my way over. How's your meeting? GREEN: he's definitely interested. We're having a break. DON BRADLEY: What's the situation? GREEN: It's becoming difficult. Were stuck on the size of the order for Big Boss. He wants a unit price of 19.5 on an order of 25,000. 11 DON BRADLEY: That sounds good to me. GREEN: I think we can push him further. DON BRADLEY: Do you think so? GREEN: I think so.I hope so. DON BRADLEY: Be careful. He's a c