A是中国的卖方，B美国买方;咱们组是A公司成员Leader（L）:shi 主谈Marketing(M)：zhao Lawyer(LA)：ruan Financial(F)：时Technicist(T)：金显而易见，我们就是B公司成员：GM：卢(andy) Marketing Executive：小花Legal adviser：孙Financial advisor：王大花Professional: 康师傅L: Welcome to China, Mr. Smith We are pleased that you can come to China and make business negotiations with us. And I hope that we can achieve a win-win result.卢: Thank you for your warm reception. It will be excited if we can get a satisfactory result . OK, we would like to get the ball rolling（开始）by talking about prices.M: Shoot.（洗耳恭听）I'd be happy to answer any questions you may have. 曌: Your products are very good. But I'm a little worried about the prices you're offering.M: You think we about be asking for more?曌: 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.M: That seems to be a little high, Miss. sweet. I don't know how we can make a profit with those numbers.曌: 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 products, right?M: Yes, but it's hard to see how you can place such large orders. We'd need a guarantee of future business, not just a promise.曌: We said we wanted 1000 pieces over a six-month period. What if we place orders for twelve months with a guarantee?M: If you can guarantee that on paper, I think we can discuss this further. 卢: what’s about having a rest now? good rest, good spirit!TEN MINUTES LATERF: Miss. sweet, we have considered you advice carefully. But even with volume sales, our coats for the products won't go down much.曌: Just what are you proposing?F: 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%.王: That's a big change from 25! 10 is beyond my negotiating limit. Any other ideas?F: I don't think I can change it right now. Why don't we talk again tomorrow?王：Sure. I don’t think our capital can allow we to make a deal in this price and this numbers.NEXT DAY曌：Mr. Zhao! sorry, we can’t accept the numbers you proposed; but we can try to come up with something else.M：Yeah, I hope so! and I hope we can make a concession to reach somemiddle ground.曌：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%.L：Oh, no. we can't bring those numbers back to my company-they'll turn it down flat（打回票）.曌：Then you'll have to think of something betterM：How about 15% the first six months, and the second six months at 12%, with a guarantee of 3000 units?曌：That's a lot to sell, with very low profit margins.L：It's about the best we can do, Miss. sweet (pause) e 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)卢：(smiles) O.K., 17% the first six months, 14% for the second?!L：Good. Get it.康：How long is the quality guarantee period?T：2 years general. And we can guarantee that the quality is better.康：You know the competition is very serious now ,and we have to offer better service to customs. Could you extended the period ？T：We can guarantee that our quality is one of the best in the world. We have the advanced research and development ability. Whereas this is our first cooperation, we can extend it to 3 years.康: that’s good! thank you！LA：For it is the first time for us to do business. It will be better having a good way to discover the disputes may appear between us.孙：Sounds good! As the practices, we usually resolve the disputes with our partners visa arbitration.LA：En, arbitration is also a good choice for us. But we just believe the arbitration of international chamber of commerce.孙：Ok, international chamber of commerce is good.曌：We'd like you to execute the first order by the 31st.M：OK，Let me run through this again: the first shipment for 1000units, to be delivered in 27 days, by 31st June. The second shipment for 2000 units, to be delivered by 20 August卢：Fine , this deal promises big returns（赚大钱）for both sides. Let's hope it's the beginning of a long and prosperous relationship.L：Yes ,through two days negotiation I argue that we have reached a win-win result and we are very pleased to cooperate with you for a long time.卢：that’s true! what’s the good time for us to sign the contract.M: As our arrangement. You would have a visit to the Shaolin Temple, over there you will learn the nature of Chinese-kung fu. Then we can sign the contract tomorrow morning!卢: wonderful! It’s can not be better more。
问答1.–要求批发价-As this is the first time for us to come into the Chinese market, we have already considered many aspects, and have already reduced our price greatly, for this point, our accountant can add up all costs and give you the process of coming out with this price, would you like to listen?2.–中国质量已经够好-I can understand that you are quite confident with this equipment produced in China, but if you can truly trust the status you have found, why are you here now trying to buy our product? I believe that this means you don’t really trust Chinese product as you think you do.Also I still want to say that the price we offer is truly reasonable.3.-我来承担服务-actually as you see, our company has a long working relationship with large and trustworthy transport companies, so we can provide the best transport service with the lowest price, andI think commanding for other transport services would be unreasonable.As marketing manager, I have to point out that you may have misunderstood the present situation of the world market. Our company has a high reputation in the USA and we hold a market share of over 50% in the USA market. According to our marketing research, the Chinese market of this product is still breaking the ice. It is obvious that we, who have a much longer experience, are much more competitive.Ok, I understand you crave for a low price, but one hundred and fifty thousand Yuan is absolutely the lowest price we can provide. Today we have come here to seek for corporation, so the last thing we can offer is an instalment plan. You said you can pay one hundred thousand, ok, so you give us that amount first and in the next three months you can pay the rest of the bill monthly.。
商务谈判对话英语为获取更多利益和优势，谈判要付出时间、更要有足够耐心。
下面店铺整理了商务谈判对话英语，供你阅读参考。
商务谈判对话英语：僵局破冰谈判对话You’ve just walked into the office of hot prospect for your first face-to-face sales call. You shake hands and you both sit down. What’s the smartest way to start out the conversation:你怀着满腔热忱走进客户的办公室与他面对面地谈你们的第一笔生意。
你们互相握手、坐下，这时候怎样开启你们的对话才是最聪明的做法呢?ICEBREAKER #1: Compliment something in the prospect's office, such as the family photo, the motivational poster on the wall, the view out the window, etc.破冰方式#1：称赞一下对方办公室里的某样东西，比如家庭照片、墙上的励志海报以及窗外的景色。
ICEBREAKER #2: Make a reference to something in the news, like a big win by a local sports team or a major world event.破冰方式#2：对新闻发表一些看法，比如当地运动队的一场大胜或者世界上发生的大事。
ICEBREAKER #3: Make a remark that lets the prospect know that you have put some thought into the prospect and the prospect's firm.破冰方式#3：发表一些评论令对方知道你对他和他的公司有一点想法。
Basic Expressions1. Our buyers asked for your price list or catalogue.我们的买主想索求你方价格单或目录。
2. Prices quoted should include insurance and freight to V ancouver. [væn'ku:və]所报价格需包括到温哥华的保险和运费。
3. I would like to have your lowest quotations C.I.F. Vancouver.希望您报成本加运费、保险费到温哥华的最低价格。
4. Will you please send us your catalogue together with a detailed offer?请寄样品目录和详细报价。
5. We would appreciate your sending us the latest samples with their best prices.请把贵公司的最新样品及最优惠的价格寄给我们，不胜感激。
6. Your ad in today’s China Daily interests us and we will be glad to receive samples with your prices.对你们刊登在今天《中国日报》上的广告，我们很感兴趣。
如能寄来样品并附上价格，不胜欣慰。
7. Will you please inform us of the prices at which you can supply? 请告知我们贵方能供货的价格。
8. If your prices are reasonable, we may place a large order with you.若贵方价格合理，我们可能向你们大量订货。
9. If your quality is good and the price is suitable for our market, we would consider signing a long-term contract with you.若质量好且价格适合我方市场的话，我们愿考虑与你方签署一项长期合同。
