商务英语谈判

商务英语谈判范文

　　商务英语谈判范文(一)

　　BusinessNegotiation

　　A:ThesellerMisssurepresentingKaiyaChocolateManufacturingCo.Ltd

　　B:ThebuyerMr.zhourepresentingzhongshangsupermarket.

　　A:Goodmorning,Mr.Zhou.Gladtomeetyou.

　　B:Goodmorning,Misssu.Itsverynicetoseeyouinperson.

　　A:Howarethingsgoing?

　　B:Everythingisnice.

　　A:So,whatsthetopicoftodaysmeeting?

　　B:Ok,afterthelasttalk,weappreciateyoupriceverymuch.Nowletstalkaboutthetermsofpayment.WouldyouacceptD/P?Ihopeitwillbeacceptabletoyou.

　　A:ThetermsofpaymentweusuallyadoptaresightL/C.

　　B:ButIthinkitwouldbebeneficialtobothofustoadoptmoreflexiblepaymenttermssuchasD/Pterm.

　　A:PaymentbyL/Cisourusualpracticeofdoingbusinesswithallcustomersforsuchcommodities.ImsorrywecantacceptD/Pterms.

　　B:Asforregularordersinfuture,couldntyouagreetoD/P?

　　A:Sure.Afterseveralsmoothtransactions,wecantryD/Pterms.

　　B:Well,asforshipment,thesoonthebetter.

　　A:Yes,shipmentistobemadeinApril,notallowingpartialshipment.

　　B:canyoumakeitearlier?MaybeinMarch,ourcustomeriseagerforthem.

　　A:Allright.Letmehaveacheck,oh!Therearesomesteamvesselsavailabletoyourport,sowecanmakeitinMarch.

　　B:Good!Bytheway,whencanIexpecttosigntheS/C?

　　A:Mr.Zhou,woulditbeconvenientforyoutocomeagaintomorrowmorning.IllgettheS/Creadytomorrowforyoursignature.

　　B:Thatsfine.Seeyoutomorrow.Goodbye.MissSu.

　　A:Seeyouandthanksforcoming,Mr.Zhou.

　　商务英语谈判范文(二)

　　DanSmith是一位美国的健身用品经销商，此次是RobertLiu第一回与他交手。就在短短几分钟的交谈中，RobertLiu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'dliketogettheballrolling(开始)bytalkingaboutprices.

　　R:Shoot.(洗耳恭听)I'dbehappytoansweranyquestionsyoumayhave.

　　D:Yourproductsareverygood.ButI'malittleworriedaboutthepricesyou'reasking.

　　R:Youthinkweaboutbeaskingformore?(laughs)

　　D:(chuckles莞尔)That'snotexactlywhatIhadinmind.Iknowyourresearchcostsarehigh,butwhatI'dlikeisa25%discount.

　　R:Thatseemstobealittlehigh,Mr.Smith.Idon'tknowhowwecanmakeaprofitwiththosenumbers.

　　D:Please,Robert,callmeDan.(pause)Well,ifwepromisefuturebusiness――volumesales(大笔交易)――thatwillslashyourcosts(大量减低成本)formakingtheExec-U-ciser,right?

　　R:Yes,butit'shardtoseehowyoucanplacesuchlargeorders.Howcouldyouturnover(销磬)somany?(pause)We'dneedaguaranteeoffuturebusiness,notjustapromise.

　　D:Wesaidwewanted1000piecesoverasix-monthperiod.Whatifweplaceordersfortwelvemonths,withaguarantee?

　　R:Ifyoucanguaranteethatonpaper,Ithinkwecandiscussthisfurther.

　　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。就在这七上七八的价格翘翘板上，双方是否能找到彼此地平衡点呢?请看下面分解:

　　R:Evenwithvolumesales,ourcoatsfortheExec-U-Ciserwon'tgodownmuch.

　　D:Justwhatareyouproposing?

　　R:Wecouldtakeacut(降低)ontheprice.But25%wouldslashourprofitmargin(毛利率).Wesuggestacompromise――10%.

　　D:That'sabigchangefrom25!10isbeyondmynegotiatinglimit.(pause)Anyotherideas?

　　R:Idon'tthinkIcanchangeitrightnow.Whydon'twetalkagaintomorrow?

　　D:Sure.Imusttalktomyofficeanyway.Ihopewecanfindsomecommonground(共同信念)onthis.

　　NEXTDAY

　　D:Robert,I'vebeeninstructedtorejectthenumbersyouproposed;butwecantrytocomeupwithsomethingelse.

　　R:Ihopeso,Dan.Myinstructionsaretonegotiatehardonthisdeal――butI'mtryveryhardtoreachsomemiddleground(互相妥协).

　　D:Iunderstand.Weproposeastructureddeal(阶段式和约).Forthefirstsixmonths,wegetadiscountof20%,andthenextsixmonthsweget15%.

　　R:Dan,Ican'tbringthosenumbersbacktomyoffice――they'llturnitdownflat(打回票).

　　D:Thenyou'llhavetothinkofsomethingbetter,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:Howabout15%thefirstsixmonths,andthesecondsixmonthsat12%,withaguaranteeof3000units?

　　D:That'salottosell,withverylowprofitmargins.

　　R:It'saboutthebestwecando,Dan.(pause)Weneedtohammersomethingout(敲定)today.IfIgobackempty-handed,Imaybecomingbacktoyousoontoaskforajob.(smiles)

　　D:(smiles)O.K.,17%thefirstsixmonths,14%forthesecond?!

　　R:Good.Let'sironout(解决)theremainingdetails.Whendoyouwanttotakedelivery(取货)?

　　D:We'dlikeyoutoexecutethefirstorderbythe31st.

　　R:Letmerunthroughthisagain:thefirstshipmentfor1500units,tobedeliveredin27days,bythe31st.

　　D:Right.Wecouldn'thandlemuchlargershipments.

　　R:Fine.ButI'dpreferthefirstshipmenttobe1000units,thenext2000.The31stisquitesoon----Ican'tguarantee1500.

　　D:Icanagreetothat.Well,ifthere'snothingelse,Ithinkwe'vesettledeverything.

　　R:Dan,thisdealpromisesbigreturns(赚大钱)forbothsides.Let'shopeit'sthebeginningofalongandprosperousrelationship.