中英商务谈判实例1

竭诚为您提供优质文档/双击可除商务谈判英文案例篇一：商务谈判对话英语实例商务谈判对话英语实例（1）商务谈判对话英语实例（3）商务谈判对话英语实例（4）商务谈判对话英语实例（5）商务谈判对话英语实例（6）商务谈判对话英语实例（7）商务谈判对话英语实例（8）篇二：商务谈判课文案例翻译p7goodbyeDoha,hellobali再见多哈，你好巴厘TheDohatradetalksaredead.Replacethemwitharapidnewde al,calledthe"globalRecoveryRound”多哈贸易会谈失败告终。

取代他们的将是一个更快更新的洽谈，名曰“全球复苏回合”贸易和增长向来连在一起。

当经济危机在20XX年第一次来临时，世界贸易和增长同时崩溃。

在20XX年都恢复了，并且直到今年都做的很好，今年又都滑车了。

减少关税和复杂手续可以促进贸易并支持不稳定的复苏。

这需要鼓励采取行动用一个关乎多面交易的努力来取代失败的多哈贸易会谈。

由wTo在20XX年提出的多哈会谈的目标是值得赞扬的。

它尽心尽力的将贫穷国家提到前位，在发展他们的农民进入到富有国家市场途径方面，给与他们特殊的优先权。

它同样很有野心，涵盖了不止是工业产品、农业和服务业的贸易，还包括了一系列与贸易不那么直接相关的事物（比如说：反垄断，知识产权以及外国投资政策）。

根据皮特森研究所，一个智囊团，一年的潜在获益大约在2800亿美元左右。

它的失败是一个悲剧。

坏人们是有力的游说者，尤其是在农业，比如美国的棉花和制糖工业以及日本的大米农民和渔民。

但是在多哈仍然有两个结构上的问题。

第一就是国家的数量。

在1947年第一次世界贸易洽谈结束时，一共有23个国家参加。

当开始举办多哈时，已经有155个。

第二，想法是要完成一个伟大的交易，其中农业、制造业和服务业都需要是自由贸易的。

但是在某些地方要达到一致是如此的困难，以至于wTo的真言“除非全都一致，否则没有一致”被证明是致命的。

中英商务谈判的案例场景一：谈判桌前的初次会面。

中方代表小李和他的团队，精神抖擞地坐在谈判室里。

对面是英国的布朗先生及其团队。

小李（热情地）：“布朗先生，欢迎来到中国，今天咱们可得好好聊聊这茶叶的大生意啊。

您知道，咱们中国的茶叶那可是香飘世界的。

”布朗（微笑着）：“哈哈，李先生，这也是我们大老远跑来的原因呢。

我们对茶叶的品质和价格可是很挑剔的哦。

”场景二：品质讨论。

布朗（拿起一小包茶叶样品）：“李先生，这茶叶看起来不错，但是我们英国人喝茶很讲究口感的。

你们怎么保证这每一批茶叶的口感都能达到我们的要求呢？”小李（自信满满）：“布朗先生，您放心。

我们有严格的种植和采摘标准。

就像照顾小宝贝一样照顾这些茶树。

而且，我们的制茶工艺那可是祖传的，师傅们都是经验丰富的老手，闭着眼都能做出高品质的茶叶。

”中方团队成员小王（补充道）：“没错，布朗先生。

我们茶园的土壤、气候都得天独厚，就像上帝给我们划了一块专门种好茶的地儿。

”布朗（挑了挑眉毛）：“听起来很诱人，但是口说无凭啊。

”小李（笑了笑）：“布朗先生，我们可以提供样品先给您进行严格的检测，要是您不满意，我们就继续改进，直到您满意为止。

就像给您定制一件完美的西装一样。

”场景三：价格博弈。

布朗（靠在椅子上）：“李先生，你们的茶叶品质嘛，我们初步认可。

不过这价格，可有点高啊。

按照你们给的价格，我们在英国市场上可不好销售啊，消费者会觉得太贵啦，就像买钻石一样。

”小李（皱了皱眉头）：“布朗先生，您也知道，我们这是高品质的茶叶啊。

我们投入了大量的人力物力在种植、采摘和制作上。

这价格已经是很合理的啦，就像您不能指望用买土豆的价格买到黄金一样。

”布朗（双手交叉）：“但是李先生，市场是很残酷的。

如果价格不降低，我们可能要考虑其他供应商了。

”中方团队成员小张（有点着急）：“布朗先生，您再看看，我们的茶叶在英国可是有很大的市场潜力的。

您要是卖我们的茶叶，就像找到了一座金矿。

我们可以在包装等方面再给您一些优惠，但是价格真的不能再降太多了。

商务谈判对话英语1. A: Hi, I'm interested in your product. Can you tell me more about it?B: Of course. Our product is a high-quality, eco-friendly water bottle made from durable materials. It's perfect for outdoor activities or everyday use.中文：我们的产品是一款高质量的环保水瓶，采用耐用的材料制成。

非常适合户外活动或日常使用。

2. A: That sounds great. What is the price range for your water bottles?B: Our prices range from $10 to $20, depending on the size and design of the bottle.中文：我们的价格从10美元到20美元不等，取决于瓶子的尺寸和设计。

3. A: I see. Can you offer a discount for a bulk purchase?B: Yes, we can offer a discount for bulk purchases. How many bottles are you interested in purchasing?中文：是的，我们可以为批量购买提供折扣。

您有兴趣购买多少瓶子呢？4. A: I'm interested in purchasing 100 bottles. What kind of discount can you offer?B: For a purchase of 100 bottles, we can offer a 10% discount.中文：对于100瓶的购买，我们可以提供10%的折扣。

商务谈判英语对话John: I#39;m afraid we can#39;t. This is our rock bottom price./Michael: Well, I#39;ll accept the price and place an initial order of 10,000 units.一、John: Itrsquo;s nice to meet you. Welcome to our company. My name is Jeff John. I#39;m in charge of the sales department. This is my business card.约翰：欢迎到我们公司来。

我叫约翰哲夫，负责销售部门。

这是我的名片。

Michael: Good morning, Mr. John. Glad to meet you.I#39;ll give you mine too.迈克尔：这是我的名片。

John: Did you receive the sample we sent last week?约翰：你有没有收到我们上周寄给你的样品？Michael: Yes, we finished the evaluation of it. If the price is acceptable we would like to order now.迈克尔：收到了，我们已进行了评估。

如果价格合适，我们现在就想订货。

John: I#39;m very glad to hear that.约翰：听到这个我真高兴。

Michael: If you are prepared to cut down your price by 8%, we might come to terms.迈克尔：如果你们能降低8%，我们可能会达成交易。

John: 8%? Irsquo;m afraid you are asking too much. Actually, we have never gave such lower price. For friendshiprsquo;s sake, we may exceptionally consider reducing the price by 5%. This is the highest reduction we can afford.约翰：8%降的太多了，事实上，我们从来没有给过这样低的价格。

中西商务谈判经典案例话说啊，有一家中国的瓷器厂，这瓷器厂的瓷器那可是精美绝伦，就像天上的仙女亲手捏出来的一样。

他们想要把自家的瓷器出口到欧洲去，这就和一个欧洲的大采购商开始了一场商务谈判。

谈判那天，中方代表那是精神抖擞，带着满满的诚意和自信走进了会议室。

欧方代表呢，也是西装革履，一脸精明的样子。

欧方代表先开腔了：“你们这个瓷器啊，看起来是不错，不过我们市场上类似的产品也不少。

我觉得你们这个价格，得降降，降个30%才合理。

”这就像是一上来就给中方代表来了个下马威。

中方代表心里想：“哼，想砍这么多价，可没那么容易。

”但是脸上还是带着笑容说：“您可不能这么看呀。

我们的瓷器，那都是用传统工艺制作的，从选土到最后的烧制，每一道工序都非常讲究。

您看这花纹，这色泽，那可都是独一无二的，和市场上那些大路货可不一样。

而且，我们的质量那是相当有保证，您要是买了我们的瓷器，在您那边的市场，那就是高端产品的代表。

”欧方代表皱了皱眉头说：“话是这么说，但是你们的成本我们也大概能估算出来，我觉得还是有降价的空间。

”中方代表脑子一转，笑着说：“您看啊，我们确实也想和您达成长期合作。

这样吧，如果您这次的订单量能增加20%，我们可以考虑给您降10%的价格。

这就相当于我们互相都做出一点让步，您看怎么样？”欧方代表有点心动了，但是还想再争取一下：“10%可不够，至少得15%，而且你们的交货期得再提前一周。

”中方代表假装很为难的样子：“提前交货期这可有点难办，我们的生产流程都是安排好的。

不过看在咱们有合作诚意的份上，要是您能把订单量再增加10%，我们可以再降5%的价格，总共降15%，但是交货期只能提前三天。

”欧方代表思考了一会儿，觉得这个条件也还可以接受。

毕竟中方的瓷器质量确实不错，要是价格合适，在欧洲市场肯定能大卖。

双方达成了协议。

欧方增加了30%的订单量，中方降低了15%的价格，并且提前三天交货。

这场中西商务谈判就在双方都还算满意的情况下结束了，就像两个武林高手过招，最后打了个平手，都得到了自己想要的东西。

商务谈判的实例（精选16篇）商务谈判的实例篇1日本一家著名的汽车公司在美国刚刚“登陆”时，急需找一家美国代理商来为其销售产品，以弥补他们不了解美国市场的缺陷。

当日本汽车公司准备与美国的一家公司就此问题进行谈判时，日本公司的谈判代表路上塞车迟到了。

美国公司的代表抓住这件事紧紧不放，想要以此为手段获取更多的优惠条件。

日本公司的代表发现无路可退，于是站起来说：“我们十分抱歉耽误了你的时间，但是这绝非我们的本意，我们对美国的交通状况了解不足，所以导致了这个不愉快的结果，我希望我们不要再为这个无所谓的问题耽误宝贵的时间了，如果因为这件事怀疑到我们合作的诚意，那么，我们只好结束这次谈判。

我认为，我们所提出的优惠代理条件是不会在美国找不到合作伙伴的。

”日本代表的一席话说得美国代理商哑口无言，美国人也不想失去这次赚钱的机会，于是谈判顺利地进行下去。

案例分析：进攻式开局策略是指通过语言或行为来表达己方强硬的姿态，从而获得对方必要的尊重，并借以制造心理优势，使得谈判顺利地进行下去。

采用进攻式开局策略一定要谨慎，因为，在谈判开局阶段就设法显示自己的实力，使谈判开局就处于剑拔弩张的气氛中，对谈判进一步发展极为不利。

进攻式开局策略通常只在这种情况下使用：发现谈判对手在刻意制造低调气氛，这种气氛对己方的讨价还价十分不利，如果不把这种气氛扭转过来，将损害己方的切身利益。

本案例中，日本谈判代表采取进攻式的开局策略，阻止了美方谋求营造低调气氛的企图。

进攻式开局策略可以扭转不利于己方的低调气氛，使之走向自然气氛或高调气氛。

但是，进攻式开局策略也可能使谈判一开始就陷入僵局。

商务谈判的实例篇2当我与同学产生误会后，回到家里时，心内深知，其实只要能静下心来，好好谈一谈，就完全可以避免这种不愉快。

沟通是一柄剑，它能够斩断人与人之间误会与矛盾的荆棘。

而你要明白，这柄剑上不应该有锈迹，剑的款式也应该适合你去挥舞。

我与父母成长在不同的时代背景之下，思想观念存在着一定的差异，于是，形成了代沟，其实我知道，所谓代沟，不过是现代人之间的沟通出现了一些问题，只要我们心平气和的坐下来说话，相信一定能够将问题解决。

竭诚为您提供优质文档/双击可除商务谈判英文案例篇一：商务谈判对话英语实例商务谈判对话英语实例（1）商务谈判对话英语实例（3）商务谈判对话英语实例（4）商务谈判对话英语实例（5）商务谈判对话英语实例（6）商务谈判对话英语实例（7）商务谈判对话英语实例（8）篇二：商务谈判课文案例翻译p7goodbyeDoha,hellobali再见多哈，你好巴厘TheDohatradetalksaredead.Replacethemwitharapidnewde al,calledthe"globalRecoveryRound”多哈贸易会谈失败告终。

取代他们的将是一个更快更新的洽谈，名曰“全球复苏回合”贸易和增长向来连在一起。

当经济危机在20XX年第一次来临时，世界贸易和增长同时崩溃。

在20XX年都恢复了，并且直到今年都做的很好，今年又都滑车了。

减少关税和复杂手续可以促进贸易并支持不稳定的复苏。

这需要鼓励采取行动用一个关乎多面交易的努力来取代失败的多哈贸易会谈。

由wTo在20XX年提出的多哈会谈的目标是值得赞扬的。

它尽心尽力的将贫穷国家提到前位，在发展他们的农民进入到富有国家市场途径方面，给与他们特殊的优先权。

它同样很有野心，涵盖了不止是工业产品、农业和服务业的贸易，还包括了一系列与贸易不那么直接相关的事物（比如说：反垄断，知识产权以及外国投资政策）。

根据皮特森研究所，一个智囊团，一年的潜在获益大约在2800亿美元左右。

它的失败是一个悲剧。

坏人们是有力的游说者，尤其是在农业，比如美国的棉花和制糖工业以及日本的大米农民和渔民。

但是在多哈仍然有两个结构上的问题。

第一就是国家的数量。

在1947年第一次世界贸易洽谈结束时，一共有23个国家参加。

当开始举办多哈时，已经有155个。

第二，想法是要完成一个伟大的交易，其中农业、制造业和服务业都需要是自由贸易的。

但是在某些地方要达到一致是如此的困难，以至于wTo的真言“除非全都一致，否则没有一致”被证明是致命的。

商务谈判对话英语实例（3）
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. R: Let me run through this again: the first shipment for 1500 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 think we've settled everything. R: Dan, this deal promises big returns（赚大钱）for both sides. Let's hope it's the beginning of a long and prosperous relationship.

常用商务谈判：商务谈判英语实例[一]-商务,英语,谈判-商务指南-：常用谈判的应用范围越来越广，商人需要补充的不仅仅是单纯的商务英语单词，还需要强化具体场景的模拟训练，保证在正式商务谈判场合不失礼节，应用自如。

小总结了商务谈判中的英语实战技术，希望对大家有所帮助。

Dan Smith是一位美国的经销商，此次是Robert Liu第一回与他交手。

就在短短几分钟的交谈中，Robert Liu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’d like to get the ball rolling(开始)by talking about prices. R: Shoot.(洗耳恭听)I’d be happy to answer any questions you may he.D: Your products are very good. But I’m a little worried about theprices you’re asking.R: You think we about be asking for more?(laughs)D: (chuckles莞尔) 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(大笔交易)――that will slash your costs(大量减低成本)for making the Exec-U-ciser, right?R: Yes, 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.。

中英商务谈判实例1[五篇材料]第一篇：中英商务谈判实例1Sample 1Dan Smith is an English fitness supplies distributor.Robert Liu talk with Dan Smith at first time.Only in the few minutes, Robert Liu felt that Dan was a meticulous opponent.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: Your products are very good.But I‘m a little worried about the prices you‘re asking.R: You think we about be asking for more?(laughs)D: 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 mak ing the Exec-U-ciser, right?R: Yes, 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.After Robert reported Dan’s plan’s，boss was satisfied with the buyer’s plan.But he hoped Robert can keep a tough attitude on discount and get the bottom line of buyer.R: 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 bigchange 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 DAYD: Robert, I‘ve been instructed to reject the numbers you 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 deal――but I‘m try very hard to reach some middle ground.D: I understand.We propose a structured deal.For the first six months, we get a discount of 20%, and the next six months we get 15%.R: Dan, I can‘t bring those numbers back to my office――they‘ll turn it down flat.D: Then you‘ll have to think of something better, Robert.：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 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 the remaining details.When do you want to take delivery?D: We'd like you to execute the first order by the 31st.R: Let me run through this again: the first shipment for 1500 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 think we've settled everything.R: Dan, this deal promises big returns for both sides.Let's hope it's the beginning of a long and prosperous relationship.商务谈判实例(四)今天Robert的办公室出现了一个生面孔――Kevin Hughes，此人代表美国一家运动产品公司，专程来台湾寻找加工。

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,you 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 I ensure we have allow the prelivige for you.(A’s cellphone rings)A:Sorry,---,please allow me to spare a few minutes for answering the phone. B:please help yourself.(A走出办公室，B掏出手机打电话)B:hello,is that ---,this is --- calling from---C:Hi,---,this is ---,How is the business going?B:It’s tough.we are discussing price.Have you seen the brochures I sent.For No10,20 and 30,they offer us unit price of 20,25 and 40 USD on trade term of CIF Sydney with quantity of 2000,1500 and 1500 for each kind,and they also allow a 8% discount,but I want to win more.What’s your idea?C:I have checked that.they have a good reputation and quanlity products,and the price condition is also competetive,if you can’t go further,accept thatl.B:Ok,I get it.byeA接完电话回来A:Sorry,I’ve be delayed. It’s an important call from my gerenal mangage. Let’s continue.(拿着册子看了下)I ensure we have offered you our best price. And I really hope we can begin our business relationship from this transaction.B:You are a good negotiator,and I accept that.A:Great,that’s a deal.After a lon g negotiation,you must be tired.N ow let’s go to have a rest and drink some coffee.场景二：包装、支付方式、保险等条款A:---,we have decided the price, now let’s get down to some detail requirements of the products you order. First, we’d like to know how you would like the flowers are packed.B: For No.10 ,each bunch of flower should be packed in a clear transparent plastic bag（透明塑料袋）,each bag to a paper box, 100 boxes to a carton（纸板箱）.we require the plastic bags should be in 7 different colors, and the quality of each bag should be grade AAA with degree of transparency（透明度）of 100%.A: Grade AAA is large spend for us, we can’t meet your standard.The most we can do is to use gradeA. If you insist, we have to take 15 cents extra charge for each bag.B: If you can guarantee the quality and make sure each bunch of flower to reach customers without defections（缺点）, I can agree that.A: Please don’t worry,---,we can guarantee.B: For No20 and No30, each pot of flower to a wooden box,each box should be moisture-conditioned.6 articles of No.20 and 6 aritcles of No30 to a wooden case.A:It will be a waste of wood,if you use box and case at the same time.we can use wood blocks to separate the flowerpots.B:No,I can’t agree.If having no case packing, the flowers are inconvenient to convey and easy to be broken.So please do as I say.A:Ok.And what’s the requirement for shiping marks?B:We need cartons and wooden boxes painting our company name for short,loading port and number.And of course,some indication marks,such as fragile,keeping upright should be put on. A:Anything more?B:I think no more. That’s all.A:I get it. For package,it’s setttled. Then let’s discuss something about payment. As you know for the first time we deal with business we usually accept letter of credit.B:Letter of credit is very complex and inconvenient, I hope you can change it to remittance. That will be more flexible.A:No, we can’t accept that. Though you are right, remittance is flexible, for us,it has more risk. It’s the policy in our company that we have to accept L/C when we are in business for the first time.B:But I’m afraid that if there’s many times of remedy for L/C,it will waste alot of time, and we can’t get the flowers on the best occasion to sell. Then how about D/P?A:Sorry,---. We have to obey the regulation.B:But who will take the loss when you delay our time to sell the flowers?A:Perhaps. Then I have to go against the policy. 70% of the sales money should be paid by L/C, the balance by D/P. We can’t go further.B:Ok. What bank will be suitable for your negotiation?A:Bank of China quanzhou branch.B:Sorry, we have no business with bank of China,we usually choose HSBC for negotiation bank in China.A:That will be inconvenient for us. To draw the money, we have to go to xiamen.B:We will allow HSBC to transit its transaction to BOC. Is that ok?A:Alright.切换场景A给B端一杯咖啡…..B: You have mentioned your price is based on CIF Sydney, but now we find that Sydney port not suitable for us to take the delivery. We’d like to change it to Melpomene[mel’pɔmini:].A:I’m afraid that there’s no direct voyage to Melpomene. If so, we have to deliver the flowers in transshipment. B:Transshipment is not allowed,neither is partial shipment. Perhaps you arrange it by charter.A:No,---,it’s a big cost.We can’t do that. If you can undertake part of the charter fees, we can manage that.B:Is Perth ok?A:Perth is a good choice. Do you have any other requirement?B:We also need the insurance to be effected for 130% of the invoice value covering all risks as per ICC.A:130% and all risks? That will increase our spend. We usually commence 110% of invoice value.B:No, we need that. It’s usual our practice and none of trade companies have ever refused it.A:Let’s put the markup to 15%, reaching a middle ground, alright?B:At least 20%.A:Ok, 20%. And talk about document instructions?B:Full set of documents of ocean bill of lading in 3 orinigals and 5 copies, insurance policy, certificate original, and certificate of inspection, all certificate should mark credit number. A:Get it. Any more?B:It seems all are included.A:Let me check. Price, package, payment, insurance, documents. Yes ,all are well negotiated. Please have a look.---B: (仔细看了下)All have been in the list. A:(起身，伸出手，同---握手)Thank you,---.I hope this is a very excellent begin of our business.。

学习商务谈判的英文例子学习商务谈判，应该不拘泥与国家的限制，多参考一些英文例子。

.应该下面小编和大家一起，学习商务谈判的英文例子。

商务谈判例子一今天Robert的办公室出现了一个生面孔――Kevin Hughes，此人代表美国一家运动产品公司，专程来中国台湾寻找加工.接洽的加工产品市运动型“磁质石膏护垫”，受伤的运动员包上这种产品上场比赛，即可保护受伤部位，且不妨碍活动.现在，我们就来看看两人的会议现况：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 confident 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(投资于……)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’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.K：I’ll check the number later， but what do you propose?R：Here’s how you can demonstrate commitmen t to thisdeal. Make it ten years， increase the unit price， and provide technology transfer.商务谈判例子二Dan Smith是一位美国的健身用品经销商，此次是Robert Liu第一回与他交手.就在短短几分钟的交谈中，Robert Liu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’d like to get the ball rolling(开始)by talking about prices.R： Shoot.(洗耳恭听)I’d be happy to answer any questions you may have.D：Your products are very good. But I’m a little worried about the prices you’re asking.R： You think we about be asking for more?(laughs)D： (chuckles莞尔) 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(大笔交易)――that will slash your costs(大量减低成本)for making the Exec-U-ciser， right?R： Yes，but it’s hard to see how you can place such large orders. How could you turn over(销磬)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商务谈判例子三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： 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(降低)on the price. But 25% would slash our profit margin(毛利率).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. Imust talk to my office anyway. I hope we can find some common ground(共同信念)on this.D：Robert，I’ve been instructed to reject the numbers you 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 deal――but I’m try very hard to reach some middle ground(互相妥协).D： I understand. We propose a structured deal(阶段式和约). For the first six months，we get a discount of 20%， and the next six months we get 15%.R：Dan，I can’t bring those numbers back to my office――they’ll turn i t down flat(打回票).D：Then you’ll have to think of something better，Robert.。

本文部分内容来自网络整理，本司不为其真实性负责，如有异议或侵权请及时联系，本司将立即删除！== 本文为word格式，下载后可方便编辑和修改！ ==国际商务谈判英文案例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.商务谈判案例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 think 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 ,andit 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,you 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 iswithin 15% in our company. And if you want to get the discount,the units you ordered have to overpass 201X for each item.B:201X 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.And I ensure we have allow the prelivige for you. (A’s cellphone rings)A:Sorry,---,please allow me to spare a few minutes for answering the phone. B:please help yourself.(A走出办公室，B掏出手机打电话)B:hello,is that ---,this is --- calling from---C:Hi,---,this is ---,How is the business going?B:It’s tough.we are discussing price.Have you seen the brochures I sent.For No10,20 and 30,they offer us unit price of 20,25 and 40 USD on trade term of CIF Sydney with quantity of 201X,1500 and 1500 for each kind,and they also allow a 8% discount,but I want to win more.What’s your idea?C:I have checked that.they have a good reputation and quanlity products,and the price condition is also competetive,if you can’t go further,accept thatl. B:Ok,I get it.byeA接完电话回来A:Sorry,I’ve be delayed. It’s an important call from my gerenal mangage. Let’s continue.(拿着册子看了下)I ensure we have offered you our best price. And I really hope we can begin our business relationship from this transaction.B:You are a good negotiator,and I accept that.A:Great,that’s a deal.Aft er a long negotiation,you must be tired.Now let’s go to have a rest and drink some coffee.场景二：包装、支付方式、保险等条款A:---,we have decided the price, now let’s get down to some detail requirements of the products you order. First, we’d like to know how you would like the flowers are packed.B: For No.10 ,each bunch of flower should be packed in a clear transparent plastic bag(透明塑料袋) ,each bag to a paper box, 100 boxes to a carton(纸板箱).we require the plastic bags should be in 7 different colors, and the quality of each bag should be grade AAA with degree of transparency(透明度) of 100%.A: Grade AAA is large spend for us, we can’t meet your standard. The most we can do is to use gradeA. If you insist, we have to take 15 cents extra charge foreach bag.B: If you can guarantee the quality and make sure each bunch of flower to reach customers without defections(缺点), I can agree that.A: Please don’t worry,---,we can guarantee.B: For No20 and No30, each pot of flower to a wooden box,each box should be moisture-conditioned.6 articles of No.20 and 6 aritcles of No30 to a wooden case.A:It will be a waste of wood,if you use box and case at the same time.we can use wood blocks to separate the flowerpots.B:No,I can’t agree.If having no case packing, the flowers are inconvenient to convey and easy to be broken.So please do as I say.A:Ok.And what’s the requirement for shiping marks?B:We need cartons and wooden boxes painting our company name for short,loading port and number.And of course,some indicationmarks,such as fragile,keeping upright should be put on. A:Anything more?B:I think no more. That’s all.A:I get it. For package,it’s setttled. Then let’s discuss something about payment. As you know for the first time we deal with business we usually accept letter of credit.B:Letter of credit is very complex and inconvenient, I hope you can change it to remittance. That will be more flexible.A:No, we can’t accept that. Though you are right, remittance is flexible, for us,it has more risk. I t’s the policy in our companythat we have to accept L/C when we are in business for the first time.B:But I’m afraid that if there’s many times of remedy forL/C,it will waste alot of time, and we can’t get the flowers on the best occasionto sell. Then how about D/P?A:Sorry,---. We have to obey the regulation.B:But who will take the loss when you delay our time to sell the flowers?A:Perhaps. Then I have to go against the policy. 70% of the sales money should be paid by L/C, the balance by D/P. We can’t go further.B:Ok. What bank will be suitable for your negotiation?A:Bank of China quanzhou branch.B:Sorry, we have no business with bank of China,we usually choose HSBC for negotiation bank in China.A:That will be inconvenient for us. To draw the money, we have to go to xiamen.B:We will allow HSBC to transit its transaction to BOC. Is that ok? A:Alright.切换场景 A给B端一杯咖啡…..our spend. We usually commence 110% of invoice value.B:No, we need that. It’s usual our practice and none of trade companies have ever refused it.A:Let’s put the markup to 15%, reaching a middle ground, alright? B:At least 20%.A:Ok, 20%. And talk about document instructions?B:Full set of documents of ocean bill of lading in 3 orinigalsand 5 copies, insurance policy, certificate original, and certificate of inspection, all certificate should mark credit number. A:Get it. Any more?B:It seems all are included.A:Let me check. Price, package, payment, insurance, documents.Yes ,all are well negotiated. Please have a look.---B: (仔细看了下)All have been in the list. A:(起身，伸出手，同---握手)Thank you,---. I hope this is a very excellent begin of our business.B: You have mentioned your price is based on CIF Sydney, but now we find that Sydney port not suitable for us to take the delivery. We’d like to change it to Melpomene[mel’pɔmini:].A:I’m afraid that there’s no direct voyage to Melpomene. If so, we have to deliver the flowers in transshipment. B:Transshipment is not allowed,neither is partial shipment. Perhaps you arrange it by charter.A:No,---,it’s a big cost. We can’t do that. If you canundertake part of the charter fees, we can manage that. B:Is Perth ok?A:Perth is a good choice. Do you have any other requirement?B:We also need the insurance to be effected for 130% of theinvoice value covering all risks as per ICC.A:130% and all risks? That will increase以下文字仅用于测试排版效果, 请使用时删除！冬是清寒的。

中英商务谈判情景对话商务谈判英文案例的知识要点一直都会涉及很多的方方面面，许多的朋友们在意识到了这些英文案例的过程中，自己也会从这些知识中摸索出一些新的感受，所以要好好的把握。

下面小编整理了中英商务谈判情景对话，供你阅读参考。

中英商务谈判情景对话：情景谈话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.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。

本文部分内容来自网络整理，本司不为其真实性负责，如有异议或侵权请及时联系，本司将立即删除！== 本文为word格式，下载后可方便编辑和修改！ ==英文商务谈判实例精选以下是由PQ小编为大家推荐的商务谈判实例，欢迎大家学习参考。

商务谈判实例(1)今天Robert的办公室出现了一个生面孔――Kevin Hughes，此人代表美国一家运动产品公司，专程来台湾寻找加工。

接洽的加工产品市运动型“磁质石膏护垫”，受伤的运动员包上这种产品上场比赛，即可保护受伤部位，且不妨碍活动。

现在，我们就来看看两人的会议现况：R: We found your proposal quite interesting, Mr. Hughes. We'dlike 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 confident 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(投资于……)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'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.K: I'll check the number later, but what do you propose?R: Here's how you can demonstrate commitment to this deal. Makeit ten years, increase the unit price, and provide technology transfer.商务谈判实例(2)Robert在前面的谈判最后提出签约十年的要求，Kevin会不会答应呢?如果答案是否决的话，Robert又有何打算?他一心为公司的利益打算，极力争取技术转移地协定，而对方会甘心出让此项比金钱更珍贵的资产吗?请看以下分解：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 happy 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 something to get something.R: If you're asking us to take such a large gamble(冒险)for just two year's sales, I'm sorry, but you're not in our ballpark(接受的范围).K: What would it take to keep Pacer interested?R: A three-year guarantee, not two. And a qualilty inspection(质量检查)tour after one year 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(资本支出)for the production process, so we'd like to set up a technology transfer agreement, to help us get off the ground(取得初步进步).商务谈判实例(3)Robert在前面的谈判最后提出签约十年的要求，Kevin会不会答应呢?如果答案是否决的话，Robert又有何打算?他一心为公司的利益打算，极力争取技术转移地协定，而对方会甘心出让此项比金钱更珍贵的资产吗?请看以下分解：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 happy 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 something to get something.R: If you're asking us to take such a large gamble(冒险)for just two year's sales, I'm sorry, but you're not in our ballpark(接受的范围).K: What would it take to keep Pacer interested?R: A three-year guarantee, not two. And a qualilty inspection(质量检查)tour after one year 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(资本支出)for the production process, so we'd like to set up a technology transfer agreement, to help us get off the ground(取得初步进步).以下文字仅用于测试排版效果, 请使用时删除！冬是清寒的。

中英商务谈判情景对话商务谈判英文案例的知识要点一直都会涉及很多的方方面面，许多的朋友们在意识到了这些英文案例的过程中，自己也会从这些知识中摸索出一些新的感受，所以要好好的把握。

下面橙子整理了中英商务谈判情景对话，供你阅读参考。

中英商务谈判情景对话：情景谈话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.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 morecompetitive 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。

商务英语谈判案例商务英语谈判案例商务英语谈判案例(一)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 talkin g 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 think 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 largevolume 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 leav e us a little of margin,but increase 500 hundreds units for each kind,we can make it.B:That’s hard for us,you 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.And I ensure we have allow the prelivige for you. (A’s cellphone rings)A:Sorry,---,please allow me to spare a few minutes foranswering the phone. B:please help yourself.(A走出办公室，B掏出手机打电话)B:hello,is that ---,this is --- calling from---C:Hi,---,this is ---,How is the business going?B:It’s tough.we are discussing price.Have you seen the brochures I sent.For No10,20 and 30,they offer us unit price of 20,25 and 40 USD on trade term of CIF Sydney with quantity of 2000,1500 and 1500 for each kind,and they also allow a 8% discount,but I want to win more.What’s your idea?C:I have checked that.they have a good reputation and quanlity products,and the price condition is also competetive,if you can’t go further,accept thatl. B:Ok,I get it.byeA接完电话回来A:Sorry,I’ve be delayed. It’s an important call from my gerenal mangage. Let’s continue.(拿着册子看了下)I ensure we have offered you our best price. And I really hope we can begin our business relationship from this transaction.B:You are a good negotiator,and I accept that.A:Great,that’s a deal.After a long negotiation,you must be tired.Now let’s go to have a rest and drink some coffee.场景二：包装、支付方式、保险等条款A:---,we have decide d the price, now let’s get down to some detail requirements of the products you order.First, we’d like to know how you would like the flowers are packed.B:For No.10 ,each bunch of flower should be packed in a clear transparent plastic bag ,each bag to a paper box, 100 boxes to a carton.we require the plastic bags should be in 7 different colors,and the quality of each bag should be grade AAA with degree of transparency of 100%.A:Grade AAA is large spend for us,we can’t meet yourstandard.The most we can do is to use gradeA.If you insist,we have to take 15 cents extra charge for each bag.B:If you can guarantee the quality and make sure each bunch of flower to reach customers without defections,I can agree that.A:Please don’t worry,---,we can guarantee.B:For No20 and No30,each pot of flower to a wooden box,each box should be moisture-conditioned.6 articles of No.20 and 6 aritcles of No30 to a wooden case.A:It will be a waste of wood,if you use box and case at the same time.we can use wood blocks to separate the flowerpots.B:No,I can’t agree.If having no case packing, the flowers are inconvenient to convey and easy to be broken.So please do as I say.A:Ok.And what’s the requirement for shiping marks?B:We need cartons and wooden boxes painting our company name for short,loading port and number.And of course,some indication marks,such as fragile,keeping upright should be put on. A:Anything more?B:I think no more. That’s all.A:I get it. For package,it’s setttled. Then let’s discuss something about payment. As you know for the first time we deal with business we usually accept letter of credit.B:Letter of credit is very complex and inconvenient, I hope you can change it to remittance. That will be more flexible.A:No, we can’t accept that. Though you a re right, remittance is flexible, for us,it has more risk. It’s the policy in our company that we have to accept L/C when we are in business for the first time.B:But I’m afraid that if there’s many times of remedy for L/C,it will waste a lot of time, and we can’t get the flowers onthe best occasion to sell. Then how about D/P?A:Sorry,---. We have to obey the regulation.B:But who will take the loss when you delay our time to sell the flowers?A:Perhaps. Then I have to go against the policy. 70% of the sa les money should be paid by L/C, the balance by D/P. We can’t go further.B:Ok. What bank will be suitable for your negotiation?A:Bank of China quanzhou branch.B:Sorry, we have no business with bank of China,we usually choose HSBC for negotiation bank in China.A:That will be inconvenient for us. To draw the money, we have to go to xiamen.B:We will allow HSBC to transit its transaction to BOC. Is that ok? A:Alright.切换场景 A给B端一杯咖啡…..of invoice value.B:No, we need that. It’s usual our practice and none o f trade companies have ever refused it.A:Let’s put the markup to 15%, reaching a middle ground, alright? B:At least 20%.A:Ok, 20%. And talk about document instructions?B:Full set of documents of ocean bill of lading in 3 orinigals and 5 copies, insurance policy, certificate original, and certificate of inspection, all certificate should mark credit number. A:Get it. Any more?B:It seems all are included.A:Let me check. Price, package, payment, insurance, documents. Yes ,all are well negotiated. Please have a look.--- B: (仔细看了下)All have been in the list. A:(起身，伸出手，同---握手)Thank you,---. I hope this is a very excellent begin of our business.B: You have mentioned your price is based on CIF Sydney, but now we find that Sydney port not suitable for us to take the delivery. We’d like to change it to Melpomene[mel’pɔmini:].A:I’m afraid that there’s no direct voyage to Melpomene. If so, we have to deliver the flowers in transshipment. B:Transshipment is not allowed,neither is partial shipment. Perhaps you arrange it by charter.A:No,---,it’s a big cost. We can’t do that. If you can undertake part of the charter fees, we can manage that. B:Is Perth ok?A:Perth is a good choice. Do you have any other requirement?B:We also need the insurance to be effected for 130% of the invoice value covering all risks as per ICC.A:130% and all risks? That will increase our spend. We usually commence 110%商务英语谈判案例(二)Dan Smith是一位美国的健身用品经销商，此次是Robert Liu第一回与他交手。