商務(wù)談判對(duì)話英語(yǔ)實(shí)例

1、商務(wù)談判對(duì)話英語(yǔ)實(shí)例（1）Dan Smith是一位美國(guó)的健身用品經(jīng)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(chǎng)老將，自己絕不可掉以輕心。雙方第一回過招如下： D: Id like to get the ball rolling（開始）by talking about prices.R: Shoot.（洗耳恭聽）Id be happy to answer any questions you may have.D: Your products are very good. But Im a litt

2、le worried about the prices youre asking.R: You think we about be asking for more?(laughs)D: (chuckles莞爾) Thats not exactly what I had in mind. I know your research costs are high, but what Id like is a 25% discount.R: That seems to be a little high, Mr. Smith. I dont know how we can make a profit w

3、ith those numbers.D: Please, Robert, call me Dan. (pause) Well, if we promise future businessvolume 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 its hard to see how you can place such large orders. How could you turn over（銷磬）so many? (pause) Wed need a

4、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.商務(wù)談判對(duì)話英語(yǔ)實(shí)例（2）Robert回公司呈報(bào)Dan的提案后，老板很滿意對(duì)方的采購(gòu)計(jì)劃;但在折扣方面則希望Robe

5、rt能繼續(xù)維持強(qiáng)硬的態(tài)度，盡量探出對(duì)方的底線。就在這七上七八的價(jià)格翹翹板上，雙方是否能找到彼此地平衡點(diǎn)呢？請(qǐng)看下面分解: R: Even with volume sales, our coats for the Exec-U-Ciser wont 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 compromise10%.D: Thats a big change

6、from 25! 10 is beyond my negotiating limit. (pause) Any other ideas?R: I dont think I can change it right now. Why dont 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 DAYD: Robert, Ive been instructed to reject the numbers you

7、 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 dealbut Im try very hard to reach some middle ground（互相妥協(xié)）.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

8、 six months we get 15%.R: Dan, I cant bring those numbers back to my officetheyll turn it down flat（打回票）.D: Then youll have to think of something better, Robert.商務(wù)談判對(duì)話英語(yǔ)實(shí)例（3）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(jīng)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(shù)字呢？他從錦囊里又掏出什么妙計(jì)了呢？請(qǐng)看下面分解： R: How about 15%

9、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 t

10、o 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 15

11、00 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 t

12、hink 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.商務(wù)談判對(duì)話英語(yǔ)實(shí)例（4）今天Robert的辦公室出現(xiàn)了一個(gè)生面孔Kevin Hughes，此人代表美國(guó)一家運(yùn)動(dòng)產(chǎn)品公司，專程來(lái)臺(tái)灣尋找加工。接洽的加工產(chǎn)品市運(yùn)動(dòng)型“磁質(zhì)石膏護(hù)墊”，受傷的運(yùn)動(dòng)員包上這種產(chǎn)品上場(chǎng)比賽，即可保護(hù)受傷部位，且不妨礙活動(dòng)?，F(xiàn)在，我們就來(lái)

13、看看兩人的會(huì)議現(xiàn)況： 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 confiden

14、t 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（投資于）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&#

15、39;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

16、.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.商務(wù)談判對(duì)話英語(yǔ)實(shí)例（5）Robert在前面的談判最后提出簽約十年的要求，Kevin會(huì)不會(huì)答應(yīng)呢？如果答案是否決的話，Robert又有何打算？他一心為公司的利益打算，極力爭(zhēng)取技術(shù)轉(zhuǎn)移地協(xié)定，而對(duì)方會(huì)甘

17、心出讓此項(xiàng)比金錢更珍貴的資產(chǎn)嗎？請(qǐng)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 hap

18、py 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 somethi

19、ng to get something.R: If you're asking us to take such a large gamble（冒險(xiǎn)）for just two year's sales, I'm sorry, but you're not in our ballpark（接受的范圍）.K: What would it take to keep Pacer interested?R: A three-year guarantee, not two. And a qualilty inspection（質(zhì)量檢查）tour after one year

20、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（資本支出）for the production process, so we'd like to set up a technology transfer agreement, to help us get off the ground（取得初步進(jìn)步）.商務(wù)談判對(duì)話英語(yǔ)實(shí)例（6）Dan Smith是一位美國(guó)的健身用品經(jīng)銷商，此

21、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(chǎng)老將，自己絕不可掉以輕心。雙方第一回過招如下： D: Id like to get the ball rolling（開始）by talking about prices.R: Shoot.（洗耳恭聽）Id be happy to answer any questions you may have.D: Your products are very good. But Im a little worried about the prices youre ask

22、ing.R: You think we about be asking for more?(laughs)D: (chuckles莞爾) Thats not exactly what I had in mind. I know your research costs are high, but what Id like is a 25% discount.R: That seems to be a little high, Mr. Smith. I dont know how we can make a profit with those numbers.D: Please, Robert,

23、call me Dan. (pause) Well, if we promise future businessvolume 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 its hard to see how you can place such large orders. How could you turn over（銷磬）so many? (pause) Wed need a guarantee of future business, not jus

24、t 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.商務(wù)談判對(duì)話英語(yǔ)實(shí)例（7）：K: If we transferred our technical and research expertise（技術(shù)與研究的專業(yè)知識(shí)）, what would

25、 stop you from making th esame product?R: We'd be willing to sign a commitment. We'll put it in writing （書面保證）that we won't copycat（仿冒）the Sports Cast within five years after ending our contract.K: Sounds O.K., if it's for any "similar" product. That would give us better pr

26、otection. But we'd have to interest on a ten year limit.R: Fine. We have no intention of becoming your competitor.K: Great. Then let's settle the details of the transfer agreement.R: We'll need you to send over some key personnel to help us purchase the equipment and train our technical

27、people. How long do you anticipate that will take?K: A week to put the team together, three weeks to train your people. If so, when do you estimate starting production?R: Our first production run（一批的生產(chǎn)）should be one week after our team finishes its training. But I'd like your team to stay a full

28、 week after that, to handle any kitches that pop up（處理突發(fā)的事件）.商務(wù)談判對(duì)話英語(yǔ)實(shí)例（8）Botany Bay是家生產(chǎn)高科技醫(yī)療用品的公司。其產(chǎn)品“病例磁盤”可儲(chǔ)存?zhèn)€人病例；資料取用方便，真是達(dá)到“一盤在手，妙用無(wú)窮”的目的。此產(chǎn)品可廣泛使用于醫(yī)院、養(yǎng)老院、學(xué)校等。因此Pacer有意爭(zhēng)取該產(chǎn)品軟硬件設(shè)備的代理權(quán)。以下就是Robert與Botany Bay的代表，Mark Davis，首度會(huì)面的情形：M: Mr. Liu, total sales onthe Medic-Disk were U.S.$ 100,000 last year,

29、 through our agent in Hong Kong.R: Our research shows most of your sales, are made in the Taipei area. Your agent has only been able to target the Taipei market（把作為目標(biāo)市場(chǎng)）.M: True, but we are happy with the sales. It's a new product. How could you do better?R: We're already well-established in

30、 the medical products business. The Medic-Disk would be a good addition to our product range.M: Can you tell me what your sales have been like in past years?R: In the past three years, our unit sales have gone up by 350 percent; profits have gone up almost 400 percent.M: What kind of distribution ca

31、pabilities（分銷能力）do you have?R: We have salespeople in four major areas around the island, selling directly to customers.M: What about your sales?R: In terms of unit sales, 55 percent are still from the Taipei area. The rest comes from the Kaohsiung, Taichung, and Tainan areas. That's a great dea

32、l of untapped market potential（未開發(fā)的市場(chǎng)潛力）, Mr. Davis.商務(wù)談判對(duì)話英語(yǔ)實(shí)例（9）：M: Mr. Liu, what kinds of sales do you think you could get?R: Well, to begin with, we'd have to insist on sole agency in Taiwan. We believe we could spike（激增） sales by 30% to 40% in the first year. But certain conditions would hav

33、e to be met.M: What kinds of conditions?R: We'd need your full technical and marketing support.M: Could you explain what you mean by that?R: We'd like you to give training to our technical staff; we'd also like you to pay a fee for after-sales service.M: It's no problem with the trai

34、ning. As for service support, we usually pay a yearly fee, pegged to（根據(jù)）total sales.R: Sounds OK, if we can come to terms（達(dá)成協(xié)定） on how much is fair. As for marketing support, we would like you to assume 50% of all costs.M: We'd prefer 40%. Many customers learn about our products through internat

35、ional magazines, trade shows, and so on. We pick up the tab（付款）for that, but you get the sales in Taiwan.R: We'll think about it, and talk more tomorrow.M: Fine. We'd like you to tell us about your marketing plans.商務(wù)談判對(duì)話英語(yǔ)實(shí)例（10）1 Id like to change this ticket to the first class.我想把這張票換成頭等車。2 I want a package deal including airfare and