商务谈判对话稿
（正文）
海媚：Nice to meet you, I am the primary representative in this negotiation, the manager from the galanz company. My name is 梁海媚and this is my business card.
林杰：Nice to meet you, too! My name is 林杰. This is my business card.
海媚：How is everything with you among these days in China?
林杰：Great, all things impressed us very much.
海媚：ok, how about taking the seats and starting our business negotiation?
林杰：Fine！
（全体坐下）
刘冰：Now please allow me to introduce our Chinese colleagues. They are our general manager 梁海媚，assistant 刘冰，technology manager 吴泽纯，sales manger 杨惜妹and logistics manager 何楚文。
区妙彤：Thank you. Now please allow me to introduce our colleagues. They are our general manager 林杰，assistant 区妙彤，technology manager 胡艳容，sales manger 游淑婷and logistics manager 周亦龙。
海媚：This is our first cooperation, I hope it will be a good beginning for us to keep a long time cooperating relationship. With the hope, we come here, so I think that if we can coorperate happily, we must return back with satisfaction!(鼓掌)Would anyone like something to drink or eat before we begin?
林杰：No thank you. Well, you know, we are particularly interested in your product, the micro oven.
海媚：I see! The technology manager will introduce the product to you completely.
容：I know that the top of Furnace chamber Liner (炉腔内胆顶) is difficult to clean up. When heating the food, the oil will leave on it, and because it’s impossible to clean up the inner side, the microwave becomes dirty as time fly.
纯：The stove stomach can be renewed and it just need a low price to update. Consumers heal the food by using the seal containers so as to maintain freshness of the food.
容：Can you improve your technology so that it is convenient for consumers to clean the inside. 纯：We will try our best.
容：There are many buttons on the microwave, it is not necessary for the family to use them in the daily life, so it seems is imitation(虚设). The family should operate according to their needs and experience.
纯：Each button has its usage. Various functional elections ensure the food delicious. So the consumers are more likely to choose our microwave oven.
区：Although there are many new functions, but your technology is not very well. For example, the time reminder need to be set again if the electricity was cut off. It’s impossible for the family to keep the electricity on all day.
纯：It’s more convenient for the consumers to heal the food while using the electronic clock. And because of the good quality of our microwave, it’s safe even the power light is still on.
游：As the financial crisis broke out, the consumer price index decreased. Consumers are more willing to save the money in the bank., if you mark the price at such high level, I don’t think it’s acceptable for them.
冰：Economic crisis not only does harm to consumers, we also suffered. But we will not cut price.
Because the quality of ours is unquestionable. A lot of consumers are satisfied with our products. Throughout the European market the microwave oven into a negative growth trend in demand for the larger environment, the enterprises continued to maintain growth momentum. I think the consumer in this regard, our products have enough confidence.
区：In the recent quality inspection, the pass rate of microwave is up to 100%.That means microwave of other brands the same quality guarantee. Now that the quality is on the same level, why not choose consume at a lower price? Like Midea, it took measures of decreasing the price to absorb much consumers, it seems very advisable.
惜妹：For this problem, we would like to analyze the cost with you. Because prices of raw materials and fuel are increasing, which is almost double the rate of steel prices. There is coal.
Electricity, etc, rises. We have to ensure that the product quality, no cutting corners. If the Midea and the continuing price cuts, it can provide consumers with the best quality of products to go around.
容：The design of this types is not “people-oriented”. When the food has been heated, it will not alarming until you open the door of the microwave. And the microwave is very noisy while it working.
纯：With current technology, noise generation is inevitable in the process of using microwave oven.
We can invest more apical in technology to reduce the noise. The price of our microwave will surely increase.
容：We know that this kind of microwave has no air convection feature. But this function has applied for the Patten in 2000. Why has not this type of microwave this equipment?
纯：It is a pity that our production has no hot air convection feature .But we promise to improve our product in our next cooperation. For this problem, we can discuss it on price.
区：https://www.doczj.com/doc/8b14274355.html,st, we know your company has some Legal disputes(法律纠纷) with the LG company in Korea. They insisted your company Infringe the right of Automatic coking device technology(自动烹调设备技术)。In some degrees, This issue may do harm to your company’s Honorary.
冰：In fact, we really troubled by this matter for a long time. I think that this is not the focus of our discussion here. For the manufacturers, our technology really needs to be improved. For the consumer, our product quality is really very good. Our production are very popular.
海媚：You see, our goods are in good quality compared with other product.
冰：We have the confidence on our product.
林杰：Emm, this is the model I am interested in. Would you please tell us the price?
冰：As we all know, microwave oven is widely used by people all over the world, especially in Britain. According to our survey, food such as sandwich, pies, barbecue and that sorts of things are indispensible in Britain. Well, it’s hard to imagine that how could they live without
a microwave oven.
惜妹: In order to show our sincerity, I would like to show you a project that is just made for you.
Our product is of good quality and organization. It’s well-known to the consumers from all over the world. On the other hand, our products have taken up more than 40% market share in the Europe market. And…
游: well, anyway, thank you for your wonderful presentation. But time is limited. I’m anxious to
know about your offer, thank you.
惜妹: RMB900,CIF,England each.
游:Excuse me, forgive me that I have not caught your offer just now, would you please repeat it if you do not mind.
惜妹: All right. I mean, after our full consideration, RMB900 each is our final offer.
林杰: wow. the price you offer made us surprised a lot. Frankly speaking, it is really out of our expectation. Please make an explanation in details if possible.
纯: Of course. As you know, the price is increasing rapidly all over the world. The raw materials such as steel and copper, fules, such as coal an electricity to produce microwave are experiencing a big rise in price.
惜妹：So the productive cost of microwave rises, either. So, RMB900 is not a high price.
游: Based on our survey, I am afraid I cannot agree with you there. India has just come into the market with a lower price. And we have learnt that, their behavior is more sincere.
冰: OK. Now I should say, maybe the price they offer is lower in some degree, but have you ever considered the quality? Can they supply the consumers the best quality?
游:Well, all right. Now just let us put the price aside. As our corporation is one of the firms of good standing and reliability in international markets. I am sure that your product will sell well in the UK if it is possible to put the deal through. In addition, in view of our long-term business relationship, we hope you can offer at a lower price.
区: Besides, comparing with the same type production in UK, I would like to say your price is on the high side. I believe we will have a hard time convincing our clients at your price.
游：Further more, we can help you save a sum of advertising fees because of our great international reputation. So, we are now bravely putting forward the price we can accept , RMB700.
楚文:The price you offer is hard for us to accept. I hope you should know that although the export volume is the lowest in July and August, our product still have a considerable export of millions.
惜妹：We have confidence in our consumption if we close the deal. Take all the conditions into consideration, RMB800 will be the lowest price we can offer.
区: Have you ever considered that your strength in your company plus our international popularity will be completely possible to double your profits.
中方考虑中
游: as far as I’m concerned, the Chinese premier and Prime minister of UK had a successful interview with each other and Chairman of China also visited UK successfully. It shows the friendly and long-term cooperation relationship between China and UK will last forever in the future. Why don’t we just cooperate as ever before?
海媚：Oh, that’s what we want! However, this is the best quotation we can make. We consider it a rock bottom price indeed.
林杰：I’m sorry to hear that. But we still find no way to accept your quotation.
海媚：Miss lin, I think you will agree that our products are of the best quality compared with similar product in the world. What’s more, they are brightly colored and beautifully designed. 林杰：I agree. But you know, no material, however attractive, will sell well if it’s too expensive.
We must always bear in mind the fact that all of us are operating in a highly competitive world market.
惜妹：Well then, what’s the price you would pay?
游：The best we can accept is RMB600.
惜妹：You say 600? But the best we can do is to reduce the price to RMB800, we can strike a deal at the price.
林杰：Frankly speaking, the gap between your price and mine is still enormous. I really don’t see how we can go above 600.
海媚：Sorry, we may not be able to sell anything near that price.
林杰：Since that, let me think it over.(与游商量) Now I have to say that my rock-bottom price is RMB700. Anything higher than this is impossible.
海媚：All right. Considering our newly-established business relationship, I accept your lowest price of RMB700,CIF,England.
林杰：Now, with this settled, I hope we will have no difficulty in reaching an agreement concerning terms of payments.
海媚：I hope so. Now let’s talk about the payments.
龙: What size of the container will you use?
楚文: We will use 20-feet container. Can you accept it?
龙: Why not use 40-feet container?
楚文: Sorry, our company doesn’t have container in this size. If you want to use it, we must to hire it. And it would be expensive and you should pay the bill.
龙: OK. To facilitate the shipment, we take your scheme. Do you need third-party freight?
楚文: In order to save cost, we don’t need.
龙: I have no objection. It will make it the trade easier without the agency. Besides, it could you like using CIF to pay. And could you make sure all the product will be delivered at the same time?
楚文: Sorry, we couldn’t agree with you. International trade is a positive-sum game. Our company will not undertake the insurance. What about using the FOB?
龙: We can’t accept that. In order to ensure the safety of the shipment and reduce the loss of accident.
楚文: Normally I couldn’t agree with this, but in this special case, I am prepared exceptionally to you.
龙: By the way, we hope the insurance to be effected by our company for 120% invoice value covering.
楚文: No, is too high for us, why not insure for 110% of invoice value covering as usual.
龙: Now, let’s go on the next item, the time of delivery. What is the earliest time for the shipment? 楚文: Not late than July of 25,2010.
龙: I wonder if it is possible for you to effect shipment in the early July?
楚文: We have done all our effort. Because there is no direct consignment to Victoria Harbour from Guangzhou, so we have to transship the goods in Hongkong!
游: Thank you so much for your efforts. You should ensure our products. But our customers in England in urgent need of the goods and establish a new brand in our market. Early introduction is an important factor.
冰: I agree this is important, but to be honest, our manufacturers have a large of order forms(订单) in their hands.
龙: I know, mind you the arriving date is important to us, and it will take us no less than two
weeks to prepare the distributing programme after the arrival of these products. So we’ll appreciate it if you could make ship in the middle of the July.
楚文: Accordingly, we’d like to amend(修改) the time on July 15th. In response, we hope 50% of the total contract value will be remitted(寄回) as advance payment（预付款）to our company through telegraph(电汇) within 15 days. After signing the contract, you should give us the advance payment within 7 days.
龙: We expect the extra fee where, please ship the products as soon as possible.
楚文: Of course.
龙: It looks that we’ve got a common understanding.
海媚：ok, now let’s talk about the force majeure.
冰：In case of force majeure, we will not be held responsible for late delivery of non-delivery of the goods but shall notify the buyers by cable. If it is requested by you, the certificate isssued by the China Council for the Promotion of International Trade or and competent authorties will be delivered to you
林杰：Would you please deliver it to us by registered mail?
海媚：Sure.
林杰：In case of discrepancy on the quality of the goods is found by us after arrival of the goods at the port of destination, claim may be lodged within 30 days after arrival of the goods at the port of destination, being supported by in spection certificate issued by a reputable pubilc surveyor agreed upon by both party. Is that Ok?
海媚：I see. Er, considered the claim in the light of actual circumstances. For the losses due to natural cause or causes falling within the responsibilities of the Ship owners or the Underwriters, we won’t consider any claim for compensation.
林杰：I get it, In case of the Letter of Credit does not reach you within the time stipulated in contract terms and we fail to amend threafter its terms by telegraph within the time limit after receipt of notification by you, the right to lodge claims for compensation of losses.
海媚：And all disputes in connection with the contract or the execution thereof,shall be settled amicable by negotiation in case no settlement can be reached, the case under dispute may then be submitted to the “China International Economic and Trade Arbitration Commission” for arbitration.
林杰：En, where shall the arbitration take place? In China?
海媚：Yes. And it will be executed in accordance with the provisional rules of procedure of the said commission and the decision made by the commission shall be accepted as final and binding upon both parties for setting the disputes.
林杰：OK. How about the fees? Shall it be borne by the losing party unless otherwise awards?
海媚：Of course.
林杰：It seems that we have reached an agreement on the term of the contract in general and we are going to prepare the contract according to what we have agree upon. But to ensure that no mistakes are made, shall we repeat all the terms we have discussed.
(中经。英经同意签合同，英助重申条款)
区：Let me conclude the final agreement.
First:500 hundreds microwave packed in 20 cartons 20 sets(D7021YTL-V3)
The latest date for shipment;Not later than July of 15,2010
Port of shipment;Huangpu Gang Guangzhou
Port of destination;Victor Harbor England
Terms of shipment partial shipment and transshipment are allowed
Second by confirmed,irrevocable,transferable and devisable letter of credit in flavor of the sellers payable at sight against presentation of shipping documents in china ,the covering letter of credit must reach the seller 15days before the contracted month of shipment and remain valid in the above loading port until the 15th day after shipment
Third to be effected by the sellers for 10% of invoice covering
Forth the sellers shall present to the negotiating bank, clean on board bill of lading, invoice quality certificate issued by the china commodity inspection bureau or manufacturers , survey report on quantity weight issued by the china commodity inspection burean and transferable insurance policy or insurance certificate when this contract is made on CIF basis
The Last one in case of force majeure, the sellers shall not be held responsible for late delivery of non-delivery of goods but shall notify the buyers by cable , the sellers shall deliver to the buyers by registered mail ,if so requested by the buyers, a certificate issued by the china coincil for the promotion of international trade or and competent authorities.
一accoding to the microwave of the media is scaling down the price , the sale price and the index of consumption in the country ,the price you give us is hard to accept.
二if you scale down the price , your product sale in England will have a big market. For the long friendship corcoption, I think it is better for you to scale down the price , and that the product will have bigger competitive strength than others.
三as you know ,now is the global financial crisis, the business is hard to do . if the price is high ,is not good to sell in the market
海媚：I’m glad that we’ve agreed on the terms of the contract after repeated negotiations. Can we sign the contract right away?
林杰：Yes
(签完合同后)
林杰：Let’s congratulate ourselves on having brought this transaction to a successful conclusion!
A：Good morning, welcome to our company. Glad to meet you. B: Good morning, glad to have the opportunity of visiting your company and we hope to conclude some business with you. A: That’s our common ground. B: Our Company will buy some sports equp, we want to know more details about your products. A2: ok, this is our marketing manager; let her make an introduction to U. ………………. Price B: we are interested in all kinds of your products, but this time we would like to order some hoola. Please quote us C.I.F. xini. A: Please let us know the quantity required so that we can work out the premium and freight charges. B2：We are going to place a trial order for1000 hoola. A2: All right. Here are our F.O.B. price lists. All the prices are subject to our final confirmation. B3: Do you offer discounts for plentiful purchases? A: Yes, we do indeed. Our usual figure is around 5%, but that depends on the size of the order. B: Oh, I think your prices are much too high for us to accept. Can you cut down the price for me? A2: Sorry, It would be very difficult to come down with the price. I can assure you our price is very favorable.
Jason: Nice to meet you, my name is Jason Brown, the human resource manager of Pangda Company, this is our general manager Jason. Jerry: Nice to meet you, Mr. Brown, I am Jerry White the deputy of Qihang training company and this is my assistant Neil. Jason: Glad to see you Neil. Now that we are all here, let's begin the talk, shall we？Jerry: That is OK, Mr. Brown. Since we have receive your request, we have made a proposal on the training project, can we show it to you right now? Jason: Y es, please. Neil: Well, we have prepared a variety of training projects and we plan complete it in 100 days. The cost of this project will depend on the types of training, the manage training will cost 600 ponds per day and the sale training will cost 500 ponds per day. If you don't have any questions, we would like start this agreement at any time you like. Jason: We truly consider your company will do a good work and have no question on the training project, But I'm a little worried about the prices you're asking. Jerry: Y ou think we about be asking for more? Jason: That's not exactly what I had in mind. We think the price is a little high, as a matter of fact, our company will send dozens of people in this training. We want you can reduce the price with number up. Jerry: I am sorry, we can not agree it. As the training prepared, we will begin the class no matter how many people attend it. It really makes no difference. Jason: Y es, we know this problem; however, with so many people trained dozens of days, it is really a volume sale. We need a discount is reasonable. Jerry: OK, we can understand you, in that case, we'd like give you a 5 percent discount if you can attend 80 days' training; if more than 100 days, we can give you another 5 percent discount. Jason: Thank you for your understanding, but as a large company, many things may happen in some days, it is really difficult for us to ensure 80 days no more than 100 days. We will appreciate it very much if you can reduce 100 ponds per day.
商务谈判经典台词 4)灵活应变，将在外，军令有所不授，谈判人员要运用各种谈判策略与技巧，见招拆招，灵活应对。 （2）开局阶段策略 1）用了夸奖接近法使对方对方产生好感。营销经理用了夸奖舒馨公司的员工素质高来博得对方的好感，营造良好的谈判气氛。 2）坦诚策略，在谈判的开局中我方就派一个营销经理去谈，对方的章经理就开门见山得说你能不能全权代表你们公司。 （3）磋商阶段 1)报价策略，喊价高，给对方的要价规定了一个最高标准德同时，留给自己一个回旋的余地。 2）还价策略一是分割策略把报价的材料一个个分割开，来进行价格的磋商，貌似只降了一点，但是总体的成本就降了很多的。二是报价的对比策略任何的买卖都会有货比三家的行为。 3）最大预算策略，在本次得谈判中，我们已经知道了对方价格的底线，要求对方的单间装潢价格比龙行天下公司的单间价格降5%。 4）还有遇到僵局用了休会策略，来调解气氛 （4）结束阶段 1）后期限策略，销经理使用了4点钟前我要答复我们的总经理，不然我们就和博雅公司合作了，来危险对方。 2）感情投资，胡总请贵方公司的主要成员来吃饭来赢得长期合作。
万科谈判 从下午1点谈到5点，算是有一定成效，直接发会议记录了，我老婆做的，辛苦老婆了。另外有全程录音记录。 忘记感谢其他到场者了，抱歉抱歉。经老婆提醒，特此补上，感谢小鱼、Jane、小飞、qiaok、狠狠爱，大家都辛苦了！ 时间：2008年10月25日 地点：万科白马花园售房处二楼会议室 人员：万科客服吴大使工程部陈经理物业金经理万科白马花园南块业主 会议问题： 1．根据万科生活服务手册中对装修时间的规定，周一至周五为上午8：00至12：00，下午14：00至20：00，双休日及节假日时间为上午10：00至12：00，下午14：00至20：00。但目前情况是，万科严重违反自己定制的施工时间的规定，并且也违反法律条文规定。（法律条文规定早6：00到晚22：00为施工时间）2．在10月18号业主与万科的会谈中，万科承诺监督松莘线区间车的运行情况，并在11月第一周做出准时发车的反馈，为何在此之前单方做出不允许南快业主乘坐班车的决定？？南块业主要求，在公交公司和万科做出区间车发车准时反馈之前可以乘坐班车。 3．根据10月18日业主与万科会议的结果，区间车时刻表要尽快投放到南块各户业主信箱，但至今未见实施。 4．根据10月18日业主与万科会议的结果，万科必须出财务证明以此证明班车运行并没有使用到南块业主的物业费用。此财务报表必须有专业会计师事务所签字盖章以证明。 5．根据10月18日业主与万科会议的结果，区间车电子栏立刻投入使用，但至今未见实施。 解决办法： 1．白马花园南块施工时间为从当日早6：00至当日晚22：00，除此之外的时间不得从事严重产生噪音的扰民活动。噪音的分贝定义为55分贝以上。实施日期：2008年10月30日起。（已签定书面承诺书并签字盖章） 2．未谈妥 3．10月31日之前区间车时刻表投放到南块各业主信箱。（万科指出今后会有更新时刻表的可能，但承诺不会比现有时间间隔久） 4．关于财务证明，10月27日给答复。业主要求复印财务证明请专业审计人员审计。 5．关于电子栏，11月10日之前投放使用。
A：卖方林小姐代表华鑫贸易有限公司B：买方蔡先生代表詹姆斯布朗父子有限公司 1 A：早上好，蔡先生。很高兴见到你。 B：早上好，林小姐。我也很高兴见到你。 A：最近怎么样？ B：一切都很好。 A：我通过您的光临，我们可以解决我们的瓷器价格，结束不久的商业希望。 B：我想是的，林小姐。我们来到这里谈谈我们的要求。你能告诉我们您的价格清单和目录？ A：我们特别制作了一个价格清单，这些项目覆盖上最流行的市场。给你。 B：噢，这是非常你体贴。如果你能原谅我，我想现在就看看。 A：慢慢来，蔡先生。 B：哦，蔡小姐。在看过你们的价格列表和目录，我们感兴趣的是HX 1128和HX1115，但我们发现您的价格也比其他供应商要高。这将是我们无法在如此高的价格推向任何销售。 A：我很抱歉听到这个消息。你要知道，生产成本上升，近几年大量瓷器，而我们的价格基本不变。坦率地说，我们的商品到出口都是按高标准的，包装都是优秀的设计和印刷。因此，我们的产品价格适中。 B：恐怕我不能同意你的意见在这方面。我知道你的产品在设计有吸引力的，但我想指出的是，你的优惠比一些报价高。我已经收到了来自其他国家的竞争对手。所以，你的价格在这个市场缺乏竞争力。 A：蔡先生。正如你所知，我们的产品展示这是高质量的，在许多国家已经开发了良好的市场。所以，你必须把质量考虑进去了。 B：我同意你所说的，但价格差异应该不会那么大。如果你想要得到订单，你将不得不降低价格。这是合理的，不是吗？ A：嗯，为了帮助你在这一行的业务发展，我们可以考虑在你的价格有些优惠，但从来没有到那种程度。B：如果你愿意削减8％的价格，我们也许能达成交易。 A：8％？我怕你要求得太多了。其实，我们从来没有给这样的低价格。对于友谊的缘故，我们可能会特别考虑减少5％的价格。这是最高的减少，我们可以负担的。 B：你真有办法把我说服。但我不知道，当我们把一个更大的订单，你会越降低价格。我要订购一集装箱HX1115和HX1128共438套。 A：蔡先生，我可以向你们保证，我们的价格是最优惠的。我们很遗憾地说，我们仍然可以降低一个较低的水平，我们的价格。 B：好吧，我接受。现在让我们来谈谈付款条件。你会接受D / P？我希望你会接受。 A：我们通常采用的付款条件是即期信用证。 B：但我认为这将有利于我们既要采取如D / P项更灵活的付款条件。 A：由L /C付款是我们做的这些商品都与客户的业务惯例。对不起，我们不能接受D / P条款。 B：在未来的定期订单，你能不能同意的D / P？ A：当然可以。经过几次交易顺畅，我们可以尝试用D / P条款。 B：哦，至于装运，即将越好。 A：是的，装运要在四月，不允许分批装运。 B：好吧，我明白了。如何包装商品？
英语口译商务谈判对话 英语口译商务谈判对话：实例对话 Botany Bay是家生产高科技医疗用品的.公司。其产品“病例磁盘”可储存个人病例;资料取用方便，真是达到“一盘在手，妙用无穷”的目的。此产品可广泛使用于医院、养老院、学校等。因此Pacer 有意争取该产品软硬件设备的代理权。以下就是Robert与Botany Bay 的代表，Mark Davis，首度会面的情形： M: Mr. Liu, total sales onthe Medic-Disk were U.S.$$ 100,000 last year, 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……作为目标市场). M: True, but we are happy with the sales. It’s a new pr oduct. How could you do better? R: We’re already well-established in 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
（准备好礼物、签约合同、双方谈判者的名牌，两国国旗） 1、进场、落座（握手欢迎，面带微笑） A1.B1总，您好！欢迎欢迎欢迎（随行人员：您好，您好，您好……） 2、寒暄 A1.B1总你们今天辛苦了。昨天晚上休息得怎么样，还习惯吗？对我们的安排还满意吗？ B1.贵公司给我们安排的酒店非常舒适。 A1.饭菜还和您胃口吗？ B1.哈哈哈，中国饮食文化博大精深，昨天我们真是大饱口福呀~ A1.我们公司呢特意给您准备了一份中国小礼物（起立，双手递上），希望您能够喜欢（此处应该有礼物，加亮!!） B1.（起立，双手接过）A1总，您真是太客气了，礼物我非常喜欢。 3、切入主题，介绍谈判代表 A1.再次欢迎各位谈判代表来中国进行业务洽谈，希望我们这次能够合作愉快。B1总，那我们现在可以开始了吗？ B1.好的，可以开始了。 A1.首先呢，我想请我的助理来介绍下我方的代表。 A2.（起立）现在呢，由我来介绍下我方的代表。这是我方总经理A1（A1起立，你们好）； 这是我方市场部经理A3,这是我方采购部部长A4,这是我方技术总监A5,还有这是我方法律顾问A6。我是总经理助理A2，你们好！（坐下） B1.现在呢由我方秘书来介绍一下我方的人员。 B2.这是我们的执行总监B1（B1起立，大家好），这是我们的销售部经理B3，这是我方财务总监B4，这是我方技术总监B5,还有这是我方法律顾问B6。我是助理B2。（坐下） 4、双方进行第一轮磋商（旁白A2） B1.在前期的谈判中，我们对你方提出的合同价格并不是十分满意，为了尽快促成合作，我方在“十一”之际与贵方谈判，希望这次双方能达成一致的意见。 A1.我方对贵方所表现的诚意再次表示感谢。经过慎重的考虑，决定在原来的报价基础上再提高10万美元，也就是225万美元。您看怎么样？ B4. 贵方报价实在太低，恕我们对这次报价很难认同。我方建议合同报价为240万美元。 下面由我公司的销售部经理B3给出最新的市场调查情况。 B3. 好的，下面由我来说一下。我公司一直致力于开发高端的技术产品，研发的技术产品在美国、欧洲以致世界市场上都得到很好的反响。根据市场部分析，近年来我公司在中国市
即学即用的商务谈判情景英语对话（一） A: So, thank you for coming, everyone. It's really a pleasure to see you all here. First of all, may i suggest you take a look at the agenda i sent you? Would you like to make any comment on that? B: Yes, i wonder if we can begin with shipment question first. We really need to come to an agreement on that before anything else. A: That's true, but it's also a very difficult issue. That's the reason why i put it last. I thought it might be a good idea for us to start with the points we have in common. We'll move on to the shipment issue after that. B: All right. That sounds reasonable. A: Well, before we go any future, I would like to say strongly how i feel that it's in both our interest to reach an agreement today. The market is becoming even more competitive and our combined strength will give us some big advantages, not least in terms of the dealer network. Now, i think Richard would like to say a few words about that. 1. make comments on sth 对某事进行评论 Example: Would you make comments on our women's garments in current design?您对我们流行女装款式有何评论 Oh look very nice! 哦，看起来很漂亮 2. have sth. in common: 有共同点 Example: The two firms have very little common in selling strategies. 这两家公司在销售策略上没有什么共同点。
(一) The seller Miss Lin representing Huaxin Trading Co. Ltd. The buyer Miss Cai representing James Brown & Sons A: Good morning, Miss Cai. Glad to meet you. B: Good morning, Miss Lin. It’s very nice to see you in person. Let me introduce my colleagues to you. This is my manager, Miss Cai. A: How do you do? Miss Cai. B: How do you do? Mr. Wang. Nice to meet you. B: ……And this is Mr. Cai. He is in charge of sales department. This is Miss Huang. She is in charge of business with clients. A: Nice to meet you, Mr. Cai, Miss Huang. B: Nice to meet you, Miss Lin. A: How are thing going? B: Everything is nice. A: I hope through your visit we can settle the price for our Chinaware, and conclude the business before long. B: I think so, Miss Lin. We came here to talk to you about our requirements of HX Series Chinaware. Can you show us your price-list and catalogues?
一、人物介绍： 大家好，我方是此次空调设备的采购团，我是财务总监，负责此次谈判中的财务问题。今天，我方出席本次谈判的有我方主谈：李翠，此次谈判全权代表；法律顾问：李婧，负责谈判及合同的法律问题。我们的团队是非常优秀的团队，相信我们一定可以取得此次谈判的成功！场景一：开局寒暄 A：欢迎你们来到我们公司，路上辛苦了。 B：不辛苦不辛苦，你们公司很漂亮啊。 A：还可以吧，江西是一个美丽的城市，这里风景独特、气候宜人，还希望您多在我市歇息几日，同时也好让我校略尽地主之谊。 B：早就听说了你们江西的庐山，那有时间一定要去领略一番。 A:好说好说。不知道你们这次来打算留几天啊，我们尽快给您安排一下旅游行程怎样？ B：感谢贵公司的一片好意，但由于我们公务还比较繁忙，就不宜多打扰了。 A：理解理解……那我们就尽快办完正事吧。 场景二：中期谈判 甲：我方政府预计将购买100台空调，以方便办公使用。经政府批准，我们便与贵公司取得联系，以便我校对贵公司的产品有更加详细的了解。 乙：谢谢贵校的赏识，那我就现介绍一下我公司的产品情况吧。我公司属于国内大型的家电企业，以生产和销售“海尔”品牌为主的空调产品。这是该几款产品的详细资料。 （递资料） 甲：（翻阅产品资料）贵公司的产品确实不错，不知贵公司产品是否能达到我方的配置要求？乙：我公司产品都是按照国家标准生产，并且通过国家产品质量检查，产品品质是绝对保证的。但不知贵校所说的配置有什么特殊要求？ 甲：贵公司可以参考一下这份分析资料。（递资料） 乙：（翻阅资料）我公司在生产时也综合考虑了这类因素，所以在产品配置上是绝对符合标准的，还请贵校不用担心。而且我们会按照该要求加强产品配置生产的。 甲：我们通过私下探讨，看中了贵公司XX型号空调，产品感觉很不错。 乙：当然这款可是今年的热销产品，许多商家都已经脱销了，货源可能很紧张。不过，最近我们新到了一批YY型号的空调，比xx型号各方面的功能更优越。你们可以看看.（递给对方一张宣传单） 甲：这个……，我们再仔细看看，倒是挺吸引人的，似乎不错啊 东西倒是挺好，不知道价格怎么样啊？ 乙：官方报价是4000。 甲：等等！价钱这么高？比我们选定那款高1000呢，是不是太贵了，好像不太合适。 乙：我们这可是原装的，质量有保证的！ 甲：我们还是要之前这款吧。 乙：既然如此，我们也不强求，只是个建议嘛！ 场景三：最后磋商 甲：在我们收集的资料中，贵公司报价偏高。我们这里有一份同系列产品的报价表。希望贵公司参考一下，提出一个令我方容易接受的价格。（递报表） 乙：（翻阅资料）我方报价是考虑了多方面因素的综合报价，比如贵方的一些特殊的配置，这些配置在生产上需要增大一定的生产投入。 甲：但在报价表中，别家报价比贵公司低1%左右，产品的配置也符合我们的要求。而且现在我方只是先试购一部分，如果效果很好，我方将大量购置。还望贵公司给出合理报价。乙：考虑到贵方的实际需要和我们的长期合作，我方同意降价1%。
商务谈判中英文对话 务英语用词明白易懂、正式规范、简短达意、语言平实。用词方面多使用常用词，以保证所用词语具有国际通用性，保证能为普通大寡所理解，但又不能过于口语化，即商务英语所使用的语言不能过于非正式。下面学习啦小编整理了商务谈判中英文对话，供你阅读参考。 商务谈判中英文对话：实用对话A: G o o d m o r n i n g, M i s s. G l a d t o m e e t y o u.早上好，很高兴见到你。 B:G o o d m o r n i n g,M r .g a l d t o h a v e t h e o p p o r t u n i t y o f v i s t i n g y o u r c o m p a n y a n d I h o p e t o c o n c l u d e s o m e b u s i n e s s w i t h y o u。很兴奋能有机会.拜访贵公司，希望能与你们做成交易。 A:I t h i n k s o，a n d I d o n t b e l i e v e w e v e m e t.我们以前没有见过吧? B:N o,I d o n t t h i n k w e h a v e.我想没有。 A:M y n a m e i s L i S u n g-l i n我叫李松林。 B:M y n a m e i s C h e e r y S m i t h.您好，我是切莉史蜜斯 A:H e r e s m y n a m e c a r d.这是我的名片。
B:A n d h e r e s m i n e.这是我的。 A:I m o u r s a l e s r e p r e s e n t a t i v e,h o w d o y o u d o,w h a t c a n I d o f o r y o u.我是我们公司的销售代表，你是做什么的，有什么可以为你服务的吗? B： O u r c o m p a n y w i l l b u y i n a b a t c h o f c o m p t e r s, a s t h e p r o c u r e m e n t m a n a g e r s e c r e t a r y，I w a n t t o g e t t o k n o w y o u r p r o d u c t.我们公司要购进一批电脑，作为采购经理的秘书，我想了解一下你们的产品。 A：O u r c o m p a n y e n g a g e d i n i m p o r t a n d e x p o r t t r a d e f o r5y e a r s,h a s m a n y p r o f e s s i o n a l a n d q u a l i f i e d p a r t n e r s. C o m p a n y i n g o o d s t a n d i n g, d e v e l o p e d m a n y l o n g-t e r m p a r t n e r s,l o o k f o r w a r d t o w o r k i n g w i t h y o u.我公司从事进出口贸易5年来，已经拥有很多专业的，资质良好的合作商。公司信誉良好，发展了很多长期合作伙伴，期待与你们的合作。 B:I w a n t t o k n o w m o r e a b o u t y o u r c o m p a n y s p r o d u c t s,I h o p e y o u c a n p r o v i d e m e w i t h t h i s. B e l i e v e t h a t t h r o u g h t h e c o o p e r a t i o n w i t h y o u r c o m p a n y,w e w i l l e x p a n d m a r k e t s h a r e i n C h i n a, C h i n a s c o n s u m e r d e m a n d i s v e r y s t r o n g。我想了解
商务谈判对话情景模拟 想要让你的谈判有好的结果，就一定要学会阐述利害关系。许多人在说中文时，往往可以巧舌如簧，但是你会用英语进行谈判吗?下面我整理了商务谈判对话情景模拟，供你阅读参考。 商务谈判对话情景模拟：情景对话 A: Hello? Ms. Patterson? This is Bill from Workmate calling. I’m just wondering if you had a chance to look over the estimate I sent for your gala(晚宴) dinner project next month... As I said in my email, we can help you with production according to your needs, but we will only be able to give onsite(现场的) management support services on a limited basis. B: Oh, yes. I reviewed your estimate. But it seems like the project blueprint(项目计划) you sent with the estimate is not quite what we had in mind. Did you get a copy of the specs for this project? A: Yes, I have several copies, but they’re all different versions(版本)... The latest I have is version , is that correct? B: No. Later we decided to opt(选择) for the prior outline, version 7. A: Hold on, let me pull up your version 7 requirements... Oh yes, no wonder our estimate is a little different from what you had in mind. I see the version 7 also includes 6 additional hostesses
商务谈判对话英语实例文档4篇Business negotiation dialogue English example docume nt 编订：JinTai College
商务谈判对话英语实例文档4篇 小泰温馨提示：谈判是指除正式场合下的谈判外，一切协商、交涉、商量、磋商等等，本文档分析了谈判的核心技巧以及切实可行、久经考验的谈判方式，具有实践指导意义，便于学习和使用，本文下载后内容可随意修改调整修改及打印。 本文简要目录如下：【下载该文档后使用Word打开，按住键盘Ctrl键且鼠标单击目录内容即可跳转到对应篇章】 1、篇章1：商务谈判对话英语实例：情景对话文档 2、篇章2：商务谈判对话英语实例：实用短句文档 3、篇章3：商务谈判对话实例：情景对话文档 4、篇章4：商务谈判对话实例：议价句子文档 谈判能力在每种谈判种都起到重要作用，无论是商务谈判、外交谈判，还是劳务谈判，在买卖谈判中，双方谈判能力的强弱差异决定了谈判结果的差别。下面小泰整理了商务谈判对话英语实例，供你阅读参考。 篇章1:商务谈判对话英语实例：情景对话文档 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: How about 15% 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 to ask for a job. （smiles） D: （smiles） O.K., 17% the first six months, 14% for the second?! R: Good. Let's iron out（解决）the remaining details. When do you want to take delivery（取货）? D: We'd like you to execute the first order by the 31st.
商务谈判情景对话（二） as far as sb./sth. be concerned: 就什么而言; 至于 Example: As far as i am concerned, i agree with Jack on this point.就我而言, 我同意杰克的观点. As far as color is concerned, Tom prefers black. 就颜色而言, 汤姆更喜欢黑色. Dialogue 3 A: Will you have a cup of coffee, Mr. Wang? B: No. Don't bother, please. A: Of course, i don't know Smith at all, but you've got to be on your guard against George. I told you about our negotiating with him in New York three years ago, didn't I? B: I am sure you did. Can we focus on the final packing today, Mr. Brown? We mustn't get stuck in the price. They are going to knock us down. We have got some room to maneuver. A: That's right, George is the head of Marketing Department. B: What we must keep in mind is that we can make a concession if they push us on staff cut. A: Oh we don't need to worry about that, Mr. Wang. We will just play it by ear. 点睛注释 1. be on one's guard against sb./sth. 小心，防范 Example: We must be on our guard against pickpockets on a bus.在公交车上我们要小心扒手。
1.I don't think that's a good idea. 我不认为那是个好主意。 2. I think you misunderstood me on this point. 在这一点上面，我想你误会我了。 3. We're not prepared to accept your proposal at this time. 我们这一次不准备接受你们的提议。 4. To be quite honest, we don't believe this point will sell very well in China. 说老实话，我们不相信这种产品在中国会卖得很好。 5. Can we do it this way? 我们能否这样做。 6. I'll convey your proposal to my boss and see what he says. 我会跟我的老板讲，看他怎么说。 7. We'd like to discuss the details of the contract at our new meeting. 我们希望在下次开会时，能讨论有关合同的细节问题。 8. Why do you think so? 您为什么这么想呢？ 9. I'm sorry, but I'm not sure I understand your point. 很抱歉，我不大了解您的意思。
10. Could you explain that in more detail? 能否更详细地说明一下呢？ 11. What we'd like to do in the immediate future is (to)... 我们短期内希望做的是...... 12. Let's......, shall we? 让我们......., 好吗？ 13. We haven't agreement on the price. 在价格上面，我们还没达成一致。 14. We'd like to discuss...... 我们想讨论一下...... 15. Our long-term goal is to increase imports. 我们的长期目标是扩大进口。 即学即用的商务谈判情景英语对话 A: So, thank you for coming, everyone. It's really a pleasure to see you all here. First of all, may i suggest you take a look at the agenda i sent you? Would you like to make any comment on that? B: Yes, i wonder if we can begin with shipment question first. We really need to come to an agreement on that before anything else. A: That's true, but it's also a very difficult issue. That's the reason why i put it last. I thought it might be a good idea for us to start with the points we have in common. We'll move on to the shipment issue after that. B: All right. That sounds reasonable.
商务谈判模拟场景对话稿 卖方/（买方）总经理：大家早上好，首先由我代表永辉超市股份有限公司对深圳景田食品饮料有限公司的到来致以真诚的问候。我是总经理张翠平，下面由我介绍我方的谈判成员。财务总监XX先生，市场调研员XX先生，销售总监XXX女士 主谈：希望本次谈判能够圆满成功，双方能够维持长期友好的合作关系。 买方：正题：我方已对贵公司的产品进行了了解，表示对贵公司的产品很满意，（我方一致同意并邀请贵公司来这里会晤与商谈。） 买方：（我方非常乐意以贵方公司就我们合作的事宜进行洽谈，希望今天的洽谈有个愉快的结果） 买方：贵方提出产品合作中的条款我方可以接受，但是由于我方公司正着力拓展北京、安徽区域，力争发展成为全国性生鲜超市龙头企业，跻身中国连锁企业前列我方需要购买（多少箱水），数量多，所以我方本次报价为（多少元每箱）。 卖方：贵方的报价经过我方仔细的考虑与讨论，一致认为贵方的报价过低，以长期合作的角度来看希望贵方再考虑一下给出一个我方可以接受的报价。 买方：总经理：那么贵公司预想的报价是多少呢？
卖方：（…………………..） 买方：我方是经过仔细的市场调查之后得出这个合理的价格，但贵方公司的报价较高不知贵方是否能给出一个合理的理由呢。 卖方：总经理（详细讲解）：下面请贵公司看下资料（景田矿泉水的优势） （总经理将资料分发给对方）讲解………所以提出这个价格已经是很合理了 买方：其实我们也是基于贵公司的（优势：例如：先进技术和贵公司在市场上的声誉等），在众多公司中选择与贵公司合作，而且通过近几次的接触和了解，我们也被对方的诚意所打动，我方以十二分的诚意与贵方商谈，我们衷心希望我们能在最终价格上达成共识。 卖方：我方十分感谢贵方特意为此合作抽出宝贵的时间，我方也能体会到贵方对本次合作的重视，我方也是带着十分尊重贵公司的提议进行谈判的。 买方：关于我方提出的（每箱多少元）报价请贵方好好的考虑一下降低贵方的利润空间，在价格上做出进一步的让步，我方接受贵方的邀请来（地点）进行谈判可见我们对此次合作的重视。 卖方：我方能体会到贵方的心情，也确实很感谢贵方的付出，但是价格的让步似乎有些太大了，这样一来我方不知如何获利，这样吧，为了体现我们的诚意，将价格降至XXX万元（价格仍低于对方的报价）。