《商务英语谈判》实训场景
甲方（A-BUYER）: 刘云（A-Candy），贺小娟（A-Mariah）
乙方（B-SELLER）: 岳志平（B-Zoe），黄真真(B–Miss.H)
（Introduction）
A-Candy: How do you do.
B-Zoe: How do you do.
A-Candy:On behalf of Luoyang Reisen Electronic Co.Ltd, I’m very glad to see you here. Since we are not familiar, shall we just go round the table, making sure we know each other. Mariah, why don’t you start.
A-Mariah:OK, nice to meet you. This is our Purchasing Manager, Candy. I’m the assistant, Mariah. I will be in charge of preparing our negotiation and arrange the routine work.
B-H:Nice to meet you too. This is our Sales Manager, Zoe. I’m the assistant, H. Welcome to our head office.
A-Candy/Mariah: Thank you.
B-Zoe: Before we start, would you like something to drink?
A-Candy: That would be nice, just tea please. Thank you.
（At the office, small talk）
A-Candy: Well, how is business in your sector?
B-Zoe: Not too bad, we have got a lot of work to do for the new budget in this year. And we’ve seen a obvious rise in sale.
A-Candy: Un, sounds good.
B-H: Is this your first time to America, Candy?
A-Candy: No, this is my second time to come here. I am very impressed on this city.
B-H: I am very glad to hear that. I hope you have a good time these days. What about you, Mariah?
A-Mariah: This is my first visit. I am so happy to have the opportunity to visit this beautiful city. I like it very much.
B-Zoe: I hope you like this beautiful city. I wish to thank you for coming here .Shall we start?
ALL: Yes!
(The beginning of the negotiation)
A-Candy: Here we go. I think everyone has got the agenda. Today, we have a lot to discuss. We mainly talk about three points: the price, payment method, and delivery. Would you like to talk about price firstly, He?
A-Mariah: Yes, I’d like to, this is our first cooperation. we know you are the leading company of office furniture in the USA, and have been in this line for many years. So we are happy and previledged to have this chance to cooperate with you. However, from your letter of Oct. 1st, we know that your quotation is too high for us to accept. I hope you can give us some reduction.
B-Zoe:I am afraid it is quite hard for us to reduce. The price of our product is reasonable and our design is unique .
B-H: Besides, our products enjoy a good reputation in the world.
A-Candy:I know, but I still wish you to make a concession in the price .we can not accept your offer unless the price is reduced by 5% off?
B-Zoe:5%? I am afraid we can not accept it. However, considering that this is our first cooperation, maybe we will have further cooperation. How about 1%? This will be our precedence.
A-Mariah: Compared with the real market price, your quotation is still too high.
B-H: But this is the maximum reduction we can offer.
A-Candy: I know what you mean. But we can not accept 1% reduction. If you don’t give us more reduction, maybe we will lose the chance to cooperate.
B-Zoe: Oh, no, I think we have much room to negotiate.
A-Candy: We know you are an international corporation. I think 5% reduction is acceptable for you.
B-H: Thank you for believing. However, our quotation is really quite low in this line.
A-Mariah:But this is the first time to use your products. To some extent, we are not sure whether your products are suitable. So your quotation is not reasonable for us.
A-Candy:Yes. It is difficult for us to accept your reduction of 1%. I hope you can give a further reduction.
B-Zoe: Can I make a suggestion? How about 3% off? But you have to place an order for 50 sets at least, and you pay us by full payment in a lump sum.
B-H: Frankly, this is a favorable price only for old friends. Besides, our workmanship and design are better than others’. Therefore, this type of furniture will be well received in your market.
A-Candy: But full payment in a lump sum is difficult for us.
A-Mariah:Yes, due to the large amount, it will cost much time to raise the funds. How about pay by installments?
A-Candy: We can offer 40% of the commission ahead of time.
B-Zoe:All right. Considering this is our first cooperation, I can accept your suggestion.
A-Candy: Fine, thank you.
(Discuss about the delivery)
A-Candy: OK, the last question is delivery.
B-H: I believe we can reach an agreement on delivery.
A-Mariah:We’d like you to advance the shipment before November.
B-Zoe: I have to say sorry, because our factory is fully committed this month.
A-Mariah: Then when is the earliest shipment we can expect?
B-H: Let me check. We can deliver the goods in early December.
A-Candy:That’s too late. We have to meet the demand of marr ying couples, and plan to put these products before they married.
B-Zoe:I understand. Please believe me that we won’t disappoint our customers. Will you accept partial shipment? The goods can be shipped on September 10th and October 10th in two equal lots.
A-Candy: That sounds a good suggestion.
B-H: Anything else?
A-Mariah:As for the port of destination, it should be the port of Shanghai Transshipment.
B-Zoe: Fine.
（The negotiation is going on）
B-H: The last requirement is that we must receive your L/C 15 days before shipment.
A-Candy: No problem.
A-Mariah:If you don’t mind I want to know what kind of L/C you require.
B-Zoe: we prefer the L/C at sight. Could you pay us by it?
A-Candy: All right. If there is no question, let’s go through the terms: You offer us 3% reduction, partial shipment. We pay by installment and offer 40% of the subscription. Agreed?
B-H: Yes, exactly.
(Arrangement for business dinner)
B-Zoe:I’m very glad that we finally come to an agreement after repeated negotiation.
A-Candy: I wish we will have further cooperation in the future.
A-Mariah: Congratulations to our success.
B-H: Oh, it’s time for dinner. We have made a reservation at Royal Hotel. And we prepared traditional Chinese food for you. Such as diced chicken in chilli sauce, Dongpo Pork and sweet and sour fish.I bet you will like it.
A-Candy/Mariah: Thank you.
B-H: This way, please.
B-Zoe: Please.
商务英语谈判课后作业 ——案例分析
商务英语谈判案例分析 Example: Dan smith was a bissiness who works on gymnasium equipment，and it was the first meeting between Robert Liu and him.In just a few minutes of the conversation, Robert Liu felt that this big fellow with a straightforward appearance kept a mind of a cunning rabbit .Known that the guy was skilled in this way ,he took great care in the negotiation. In the first round ,their covercition was as follows: D: I'd like to get the ball rolling by talking about prices. R: Shoot.,I'd be happy to answer any questions you may have. D: Y our products are very good. But I'm a little worried about the prices you're asking. R: Y ou think we about be asking for more?(laughs) D: (chuckles) 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――that will slash your costs for making the Exec-U-ciser, right? R: Y es, but it's hard to see how you can place such large orders. How could you turn over 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.But 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 on the price. But 25% would slash our profit margin .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 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.
常：Welcome negotiators coming from中国国际旅行社 to 汉庭 for conducting the business negotiation. I am the General Manager of 汉庭连锁酒店--Amy. First, let me introduce our negotiators. This is Swimming—our CFO（财务总监）. This is 杨丽荣英文名—our Market Minister and my secretary. 欢迎来自中国国际旅行社的各位谈判代表来汉庭进行业务洽谈，我是汉庭连锁酒店的总经理Amy，首先，由我来介绍我方的谈判代表，这位是Swimming，这位是杨丽荣。师： 常：好的，下面请我的秘书来跟贵公司介绍一下我们公司的具体情况。 Ok. Let my secretary introduce the specific status of our company. 杨丽荣： 师： 游： 中国国际旅行社讨论阶段。 杨婉： 游： 华：The price is not reasonable, we can’t accept it. 价格不是很合理，我们不能接受。 师： 游： 杨婉： 游： 华：I think that you can’t make sure that your hotel can cover every line we have and that will trouble us，and we have to find other hotel to meet our demands. 我认为你们不能确保我们的每条线路上都有你们的酒店，这会给我们带来麻烦，我们必须寻找其他的酒店来满足我们的需求。 杨丽荣： 华：Y our reasons are very sufficient, but we still want to have a lower price. Are you negotiable? 你们的理由很充分，但是我们仍渴望更低的价格。还有可商量的余地么？ 常：Ok. Give us some minutes to discuss. 给我们一些时间，我们商讨一下。 汉庭连锁酒店讨论阶段。 游： 师： 常：We accept your offer, but I prefer you can advertise our company in your company. 对方所提的报价我们可以接受，但是我们希望贵方能够在贵公司对我们进行广告宣传。 杨婉: 师： 常：We accept that you can pay in installments. Our bank is Industrial and Commercial Bank of China. One thing we have to point out is that you must fax to us 3 days before if you want to cancel the reservation, or we will take back all the subscription as the debit. 我们同意分期付款的方式。我们的开户银行是中国工商银行。有一点需要指出的是，取消预订必须于团队抵店前至少三天传真通知本酒店，否则30%的定金将归我方所有作为违约金。华：We will accept your requirements, but if the tourists we bring are beyond your limits, what you
《商务英语谈判》实训场景 甲方（A-BUYER）: 刘云（A-Candy），贺小娟（A-Mariah） 乙方（B-SELLER）: 岳志平（B-Zoe），黄真真(B–Miss.H) （Introduction） A-Candy: How do you do. B-Zoe: How do you do. A-Candy: On behalf of Luoyang Reisen Electronic C o.Ltd, I’m very glad to see you here. Since we are not familiar, shall we just go round the table, making sure we know each other. Mariah, why don’t you start. A-Mariah:OK, nice to meet you. This is our Purchasing Manager, Candy. I’m the assistant, Mariah. I will be in charge of preparing our negotiation and arrange the routine work. B-H:Nice to meet you too. This is our Sales Manager, Zoe. I’m the assistant, H. Welcome to our head office. A-Candy/Mariah: Thank you. B-Zoe: Before we start, would you like something to drink? A-Candy: That would be nice, just tea please. Thank you. （At the office, small talk） A-Candy: Well, how is business in your sector? B-Zoe: Not too bad, we have got a lot of work to do for the new budget in this year. And we’ve seen a obvious rise in sale. A-Candy: Un, sounds good. B-H: Is this your first time to America, Candy? A-Candy: No, this is my second time to come here. I am very impressed on this city. B-H: I am very glad to hear that. I hope you have a good time these days. What about you, Mariah? A-Mariah: This is my first visit. I am so happy to have the opportunity to visit this beautiful city. I like it very much. B-Zoe: I hope you like this beautiful city. I wish to thank you for coming here .Shall we start? ALL: Y es! (The beginning of the negotiation) A-Candy: Here we go. I think everyone has got the agenda. Today, we have a lot to discuss. We mainly talk about three points: the price, payment method, and delivery. Would you like to talk about price firstly, He? A-Mariah: Y es, I’d like to, this is our first cooperation. we know you are the leading company of office furniture in the USA, and have been in this line for many years. So we are happy and previledged to have this chance to cooperate with you. However, from your letter of Oct. 1st, we know that your quotation is too high for us to accept. I hope you can give us some
商务谈判剧本 模拟案例2 汽油添加剂进出口谈判剧本 一谈判背景 1.谈判主题: 签订汽油添加剂进出口合同，建立双方长期合作关系。 地点：青岛 时间：9月 人物：卖方（北京光华进出口公司） 买方（日本山崎化工公司） 2. 谈判人员 决策人：团队人员组成，重大问题共同商量决策； 谈判主谈：谈判人员的核心，代表公司； 副主谈：负责协助主谈； 营销总监：负责相关的营销，价格问题， 法律顾问：负责相关法律问题； 运输经理：负责相关运输问题。 安全顾问：负责相关程序中的安全问题 卖方： 主谈：（总经理）副主谈：（副经理）营销总监： 法律顾问：运输经理：安全顾问： 买方: 主谈：（总经理）副主谈：（副经理）营销总监： 法律顾问：运输经理：安全顾问
题外话：日本商人比较注重友情，与其谈判应注意先交朋友，后谈生意，打交道时，必须先争取他们的好感和信任，建立朋友关系，创造谈判气氛，只有这样，下一步的交易才会进展顺利。日本人在商务活动中很注意名片的作用，他们认为名片表明一个人的社会地位，因此总是随身携带。他们在商务谈判中十分注意维护对方的面子，同时希望对方也这样做。赠送礼品时，非常注重阶层或等级，因此不要给他们赠送太昂贵的礼品，以免他们为此而误认为你的身份比他们高。 剧本概要：双方就汽油添加剂进出口合同进行谈判，谈判的核心是关于运输成本与销售成本。双方就这一核心利益进行了激烈的辩论。 场景一 某某大酒店的一个房间，沈经理与中方相关人员在房间等候日方的先行人员，包括副主谈及其助手等。 吉经理你好。（伸出右手） 沈经理你好。（伸出右手） 吉经理这是我们公司的朱雯律师。这是日本山崎公司的吉经理。 律师相互握手之后，大家都坐了下来。 我很高兴见到你，欢迎您来到青岛，希望你们的团队这几天在青岛过的愉快，给你们留下美好的回忆 谢谢，我也很高兴见到你。中国是一个历史悠久的国家，具有深厚的历史文化，能来到这里我很荣幸。青岛也是一个美丽的城市，风景优美，我很喜欢这里。 真的！那是我们的荣幸。希望我们这次的谈判成功，并且合作愉快，能建立长久的合作关系。 希望如此。 我们已经准备好了会议室，就等贵公司的总经理到达。 感谢您细心周到的安排。 （双方交谈中……交谈过程中拉近了双方的距离） 对方电话响起，告知总经理已经到达酒店门口。 场景二 某某大酒店门口：沈经理与先行人员到门口接待。 周经理，你好。欢迎欢迎！长途跋涉，你们辛苦了。 沈经理，你好。日中两国离得这么近，飞机几小时就到达了，不辛苦。（双方握手，微笑）这边请。 （大约十分钟后，到达准备好的会议室。提前到达会议室的助理马上开门请他们进来。里面有中方的副经理等相关人员。）
A:为出口公司B:为国外进口公司 场景一：价格谈判 A和B开门走进办公室…… A: please take your seat,--- B:Thank you. A:After anttending our new product launch meeting,you must have a detail idea about our products,---.Now please let me know what kinds of flowers you are interested. (A递给B 一个产品目录册，B迅速地翻阅并作出标记) B:Yes,your flowers are pretty beautiful and leave me a deep impression. (A接过B递回的册子，翻阅) B:And I’d like to get the ball rolling by talking about the price.what prices will you offer for these I’ve marked? A:---,before we quote price please tell me how many flowers you are going to buy. B:for No.10 we’d like to phurchase 1500 units,No.20,1000 units and 1000 units for No.30. A:The usual price for No10 is 25 USD,for No20,35,and No30,50USD.they are all on the trade term of CIF Sydney. B:I t hink it’s unacceptable for us,you know the market has shrinked a lot during the economic ressesion period. A:we understand it,but you know these flowers are good for value.And they are newly cultivated after we tried a lot for genetic transplant.I believe you know the cost we spent. B:yes, I know that,---,it’s because of that ,I hope we can cooperate to open the market.If the price is reasonable, the large volume sales will be easy to reach,and that can remedy your large cost,right? A: (考虑片刻)Considering it’s the first time we do business and long-term cooperation in future, we can cut 1 USD for the price which we usual don’t do . B:1 USD? It makes no difference.we need more.and to be frank,we want the price to be 20,25 and 40 USD for each kind. A:No,no,no,I think you are kidding….---,that’s a big cut ,and it will make us have no returns. B:(表情严肃，犹豫片刻)Then how about 22,30 and 45 USD. A:That’s still leave us a little of margin,but increase 500 hundreds units for each kind,we can make it. B:That’s hard for us,yo u know it is a large size,and we can’t keep them for a long time. A:The season of large demand for flowers is coming,we guarantee the delivery within 1 month, that can be helpful for your quick sale. B:The delivery should be within 1 month, otherwise I cannot place the order. Now let’s reach some middle ground,you allow a 20% discount,I increase the order quantity by 500 hundreds units at that new price. A:20% discount? The policy regulates the maxium discount is within 15% in our company. And if you want to get the discount,the units you ordered have to overpass 2000 for each item. B:2000 units?we can’t take that many.Though you can’t offer us 15% discount,10% is ok.I hope you can accept it.--- A:---,we can grant 8% at most,that’s the best we can do.A nd
商务英语谈判经典句 1 If you take quality into consideration, you will find our price reasonable. 如果您把质量考虑进去的话，您会发现我方价格是合理的。 2 We guarantee quality products which can stand fierce competition. 我们保证提供能经得起激烈竞争的高质量产品。 3 I still have some questions concerning our contract. 就合同方面我还有些问题要问。 4 We are always willing to cooperate with you and if necessary make some concessions. 我们总是愿意合作的，如果需要还可以做些让步。 5 If you have any comment about these clauses, do not hesitate to make. 对这些条款有何意见，请尽管提，不必客气。 6 Do you think there is something wrong with the contract? 你认为合同有问题吗？ 7 We'd like you to consider our request once again. 我们希望贵方再次考虑我们的要求。 8 We'd like to clear up some points connected with the technical part of the contract. 我们希望搞清楚有关合同中技术方面的几个问题。 9 The negotiations on the rights and obligations of the parties under contract turned out to be very successful. 就合同保方的权利和义务方面的谈判非常成功。 10 We can't agree with the alterations and amendments to the contract. 我们无法同意对合同工的变动和修改。 11 We hope that the next negotiation will be the last one before signing the contract. 我们希望下一交谈判将是签订合同前的最后一轮谈判。 12 We don't have any different opinions about the contractual obligations of both parties. 就合同双方要承担的义务方面，我们没有什幺意见。 13 That's international practice. We can't break it.
中新猕猴桃贸易商务谈判剧本 金色阳光农业科技发展有限公司新西兰佳沛国际有限公司 Golden Sunshine Agricultural Science and Technology Development Company Zespri International Limited Company 总经理：吴晚霞亚洲区副总经理:弗龙·斯密斯 General Manager：Wu Wanxia Deputy General Manager of Asia: Vernon Smith 财务总监：宋沛柯财务总监：玛格丽特·墨菲 CFO: Song Peike CFO: Margaret Murphy 市场部部长：蔡英杰采购部部长：Aaliyah White Market Minister: Cai Yingjie Procurement Minister:艾里亚·怀特 秘书：周亚秘书：波特 Secretary: Zhou Ya Secretary: Potter 法律顾问：王涛法律顾问：托尼·威廉森 Counselor: Wang Tao Counselor: Tony Williamson 技术总监：周泳淘技术总监：特蕾西·普瑞特 CTO: Zhou Yongtao CTO:Tracy Pratt 翻译：毕鹭娟翻译：露西·桑顿 Interpretator:Bi Lujuan Interpretator: Lucy Thornton 中方总经理：欢迎来自新西兰佳沛国际有限公司的各位谈判代表来都江堰进行业务洽谈，我是金色阳光农业科技发展有限公司的总经理XX，首先，由我来介绍我方的谈判代表，这位是~~，这位是 ~~ CGM:Welcome negotiators coming from Zespri International Limited to Dujiangyan for conducting the business negotiation.I am the General Manager of Golden Sunshine Agricultural Science and Technology Development Company.First,let me introduce our negotiators.This isXX.This is XX. 新方副总：非常高兴来到美丽的都江堰。我是新西兰佳沛国际有限公司亚洲区副总经理~~。下面由我来介绍我方谈判代表。这位是~~，这位是~~ DGM:very pleased to come to the beautiful Dujiangyan.I’m Zespri International Limited Company’s Deputy General Manager of Asia .Now,let me introduce our delegates. This isXX.This is XX. 中方总经理：贵方代表从新西兰远道而来，南北半球骤然的气候变化还适应吗？想必此时的贵国定是艳阳高照吧？ CGM:Coming from far New Zealand,have you being adapted to the climate change caused by transferring from Southern hemispheres to the Northern.Is your country immersed in the wonderful sunshine? 新方副总：一切都好！四川气候宜人，山清水秀。“天府之国”的美誉果真名不虚传。 DGM：Everything is well! Sichuan is a place with pleasant weather and beautiful scenery. The reputation of"Land of Abundance" is really well-deserved . 中方总经理：谢谢贵方的称赞。不知贵方代表对我方安排的都江堰之行还满意吗？ CGM: Thank you for your praise. I wish all of you could be satisfied with the arrangement of your trip to Dujiangyan? 新方副总：满意，非常满意。我们此行真是“问道青城山，拜水都江堰”。贵方考虑的真是周到！不过最让我方人员称道的还是贵公司的千亩种植基地，真是蜀中一绝啊！ DGM: Oh! yes! very excellent. Our trip is really "asked Qingcheng mountain, thanks to the water Dujiangyan." Your consideration is really thoughtful! However,the most satisfactory for our staff is your company's acres of planting base, which is really a splendiferous located in Shu! 中方总经理：XX先生过奖了。希望我们此次谈判也能够让双方如此满意！ CGM: Mr. XX.It is overpraised.We just hope that we can also enable both parties in the treaty! 新方副总：当然会的。我方也很期待啊！ DGM: Oh,yes.Of course. We are also looking forward to! 中方总经理：（微笑点头）好的，那么我们开始吧！
英语谈判对话900句，商务洽谈英语对话，签订外贸合同英语对话 --- Such data is confidential. 这样的资料为机密资料。 --- I am not sure such data does exist. 我不确定是否有这样的资料存在。 --- It would depend on what is on the list. 这要看列表内容。 --- We need them urgently. 我们急需这些资料。 --- All right. I will send the information on a piecemeal basis as we acquire it. 好。我们收齐之后会立即寄给你。 --- I'd like to introduce you to our company. Is there anything in particular you'd lik e to know? 我将向你介绍我们的公司，你有什么特别想知道的吗？ --- I'd like to know some information about the current investment environment in y our country? 我想了解一下贵国的投资环境。 --- I'd like to know something about your foreign trade policy. 我非常想了解有关贵国对外贸易的政策。 --- It is said that a new policy is being put into practice in your foreign trade. 据说你们正在实施一种新的对外贸易政策。 --- Our foreign trade policy has always been based on equality and mutual benefit and exchange of needed goods. 我们的对外贸易政策一向是以平等互利、互通有无为基础的。 --- We have adopted much more flexible methods in our dealings.
《商务英语谈判》复习题（第一套） I. Translate the following sentences into Chinese. （10X2.5 分=25 分） 1? Our products are well known for their fine quality. 2.How would you pack the goods we are going to order? 3.We are in a position to offer tea from stock. 4.The offer is subject to our final confirmation . 5.If you make a further reduction of 3%, your price will be more competitive. 6.We shall make shipment within the time the contract stipulates. 7.What kind of terms of payment should you usually adopt? 8.Our commodity has always come to the international standard. 9.The packing must be strong enough to withstand rough handling. 10.What coverage will you take out for our goods? IL Translate the following sentences into English. （10X2.5 分=25 分） 1. 如果有任何纠纷，我们希望通过友好协商来解决。 2 ?请尽快开立有关信用证。 3. 开箱时我们就发现货物少了10台。 4. 包装直接关系到产品的销售。 5. 与新客户做生意我们通常要求用信用证支付，这是我们的惯例。 6. 货物将在收到信用证30内发运。 7. 如果用即期信用证付款的话，我们可以减价2%o &我们很高兴接受你方报盘。 9. 我们已经同意了所有的条款. 10. 额外的保费由你方承担。 III. Role-play （50%）
. 珠海格力电器股份有限公司 商务谈判策划书 格力电器进驻国美电器 卓222010303240136 王睿222010303240125 兰弦芝222010303240120 管鑫222010303240137 聪222010303240131 （西南大学经济管理学院国际经济与贸易专业） 2012-5-29 关键词：商务谈判；策划书；格力电器；国美电器
目录 一、谈判双方公司背景 (2) 二、谈判主题 (5) 三、谈判团队人员组成 (5) 四、双方利益及优劣势分析 (5) 五、谈判目标 (6) 六、程序及具体策略 (7) 七、准备谈判资料 (9) 八、制定应急预案 (9)
一、谈判双方公司背景 （我方：格力电器，客场；乙方：国美电器，主场） 我方（格力电器）： 成立于1991年的珠海格力电器股份有限公司是目前全球最大的集研发、生产、销售、服务于一体的国有控股专业化空调企业，2011年实现营业总收入835.17亿元，同比增37.35%；净利润52.37亿元，同比增22.48%；纳税超过53亿元，连续9年上榜美国《财富》杂志“中国上市公司100强”。 格力电器旗下的“格力”空调，是中国空调业唯一的“世界名牌”产品，业务遍及全球100多个国家和地区。家用空调年产能超过6000万台(套)，商用空调年产能550万台(套)；2005年至今，格力空调产销量连续7年全球领先。 作为一家专注于空调产品的大型电器制造商，格力电器致力于为全球消费者提供技术领先、品质卓越的空调产品。在全球拥有珠海、、、、、、巴西、巴基斯坦等9大生产基地，8万多名员工，至今已开发出包括家用空调、商用空调在内的20大类、400个系列、7000多个品种规格的产品，能充分满足不同消费群体的各种需求；拥有技术专利超过5000多项，其中发明专利710多项，自主研发的超低温数码多联机组、高效直流变频离心式冷水机组、多功能地暖户式中央空调、1赫兹变频空调、R290环保冷媒空调、超高效定速压缩机等
A为仪器设备公司代表，B为买方。 询价，报价，还价, 签合同 B: after attending your new product lunch meeting, I am very interested in your product, can I make a inquiry for your equipment and instrument A：here is our latest catalogue and price list, you can choose any one of it B: I would like to buy optical instrument, and all the prices are on the FOB price, could you quote us CIF Chongqing. A ：that can easily be done ,I’ll work It out for you. Here your are. B :1 million $,your price is unworkable ,there is no chance of doing busi ness between us if you don’t adjust your price. A :actually ,this price leave us little profit ,and our product have the best quality and powerful function, if you consider these advantage of our product, you will be see our price is highly competitive. B :I can’t deny these advantage ,unless you can make some sort of concession, otherwise I think we have to call it a day. A:what do you have in mind ? B:could you consider reducing your price to 3%? A: our maximum is only 1%,we can’t go any further. I afraid. B:well, we accept the price .but on condition ：delivery must be made within 30 days ,ok? A: sounds good, if you don’t h ave any question, We`ve brought the draft of our contract. Please have a look.
商务谈判模拟情景剧（含英语） 商务谈判模拟情景剧(含英语) 谈判议题:买方向卖方求购手机 甲:卖方代表A公司 乙:买方代表B公司 角色介绍: 甲方:甲首4(甲方首席代表)、3甲副首(甲方副首席代表)、3甲项(甲方项目经理)、3甲财(甲方财务总监)、2甲法(甲方法律顾问) 乙方:乙首4(乙方首席代表)、1 乙副首(乙方副首席代表)、2乙项(乙方项目经理)、3乙财(乙方财务总监)、2乙法(乙方法律顾问) 经过人员介绍谈判开始…… 甲首:早上好，王总，很高兴见到你。 Good morning, Mr. Wang， glad to meet you. 乙首:好啊，孙总，真心的希望我们合作愉快。 Good morning, Mr. Sun，we hope we can cooperate happily. 甲首:今天我们能坐在这里，说明我们双方都是很有诚意的合作的，所以我希望我们的这次合作能够愉快并且能够达到我们真正的双赢，相信贵公司来这里之前也对我们公司有了相当的了解，A集团是世界手机第一品牌。 Today we can gather here, which shows that we are eager to cooperate with each other, so I hope we can make a good cooperation happily and can achieve the win-win. We believe that your company has fully understood our company-------A Group is the first mobile phone brand. 甲副首:自2002年以来连续8年蝉联中国最有价值品牌榜首，
Business Negotiation Skills in English (商务英语谈判技巧) Phases of Negotiation According to Robert Maddux, author of Successful Negotiation, negotiation is the process we use to satisfy our needs when someone else controls what we want、In business negotiations, the two parties endeavor to obtain their business goals through bargaining with their counterparts、Business negotiations are conducted in the following four phases: the preparation phase, opening phase, bargaining phase and closing phase、 Preparation phase 1.Choosing your team The negotiation team should include members in the following areas: ?mercial: responsible for the negotiation on price, delivery terms, and mercial policy of risk taking、 ?Technical: responsible for specifications, programs, and methods of work、 ?Financial: terms of payment, credit insurance and financial guarantees、 ?Legal: contract documents, terms and conditions of contract, insurance and legal interpretation、 ?Interpreter: familiar with the foreign language needed as well as the negotiationrelated knowledge, and having certain munication skills、 The most important role in the team is the chief negotiator (CN), who is supposed to possess the following qualities: sociability, shrewdness, adaptability, patience, endurance、Other than that, extensive knowledge, clear oral expression as well as strong leadership are also important for a CN、 2、Gathering and analyzing information Valuable information covers the areas in political, legal as well as business system, market research, financial policies, infrastructure and logistics、The knowledge on the counterpart is also necessary、With the information at hand, it is time do a feasibility study to adjust our goals to be achieved、 3、The negotiation plan The plan defines the negotiating objectives, sets the minimum acceptable level for each term, and states the time control, initial strategy, the tactics and others including the location, personnel and facilities needed、A welldesigned plan allows more flexibility in different situations and guides the negotiators through the negotiation process without getting off track、 The opening phase It is mon that the seller submits proposals、Then the buyer confronts with three options: outright acceptance, outright rejection, and qualified rejection, the last of which is usually the most choice、Once the positions and objectives of both parties are revealed, the negotiators begin to reflect both on the loss they will suffer if they would concede and on the loss they will receive if they would refuse to concede、 The bargaining phase At this stage, concessions are made and advantages are gained, thus an agreement is to be achieved、Necessarily the team should make a reappraisal of the other party’s concession factor、