商务英语谈判-4

商务英语谈判情景对话（5篇）商务英语谈判篇一Business NegotiationA: The seller Miss su representingKai ya Chocolate Manufacturing Co.LtdB: The buyer Mr.zhou representing zhong shang supermarket.A: Good morning, Mr.Zhou.Glad to meet you.B: Good morning, Miss su.It’s very nice to see you in person.A: How are things going?B: Everything is nice.A: So, what’s the topic of today’s meeting?B: Ok, after the last talk, we appreciate you price very let’s talk about the terms of payment.Would you accept D/P? I hope it will be acceptable to you.A: The terms of payment we usually adopt are sight L/C.B: But I think it would be beneficial to both of us to adopt more flexible payment terms such as D/P term.A: Payment by L/C is our usual practice of doing business with all customers for such commodities.I’m sorry we can’t accept D/P terms.B: As for regular orders in future, couldn’t you agree to D/P?A: Sure.After several smooth transactions, we can try D/P terms.B: Well, as for shipment, the soon the better.A: Yes, shipment is to be made in April, not allowing partial shipment.B: can you make it earlier? May be in March, our customer is eager for them.A: All right.Let me have a check, oh!There are some steam vessels available to your port, so we can make it in March.B: Good!By the way, when can I expect to sign the S/C?A: Mr.Zhou, would it be convenient for you to come again tomorrow morning.I’ll get the S/C ready tomorrow for your signature.B: That’s fine.See you Su.A: See you and thanks for coming, Mr.Zhou.常用商务英语谈判对话开场介绍篇二常用商务英语谈判对话:开场介绍篇编辑:Smart(1)A: I don’t believe we’ve met.B: No, I don’t think we have.A: My name is Chen Sung-lim.B: How do you do? My name is Fred Smith.A: 我们以前没有见过吧？B：我想没有。

商务英语初次见面谈判英文对话1. 介绍与打招呼A: Good morning. Nice to meet you.B: Good morning. Nice to meet you too.2. 自我介绍A: My name is John Smith, I’m the sales manager of ABC Company.B: I’m Lily Chen, the purchasing manager of XYZ Company.3. 介绍公司和业务A: Ourpany specializes in the production of high-quality electronics.B: We are a leading manufacturer in the textile industry.4. 聊聊和建立关系A: How was your trip?B: It was good, thank you. I’m glad to be here.A: Would you like a cup of coffee before we start?B: Yes, that would be great.5. 谈论商务目的A: We are here to discuss the possibility of a long-term business partnership.B: That’s exactly why we are here as well.6. 谈论产品和服务A: We offer a wide range of products withpetitive prices and excellent after-sales service.B: We are looking for reliable suppliers with high-quality products and good customer support.7. 谈判条件和要求A: We are willing to discuss the terms and conditions of the partnership.B: We have some specific requirements regarding the quality and delivery time.8. 提出建议和反馈A: We can offer customized solutions to meet your needs.B: It’s important for us to have a stable supply ch本人n andpetitive pricing.9. 结束谈话A: It was great meeting you. We will be in touch soon.B: Thank you for your time. We look forward to further discussions.以上是一段商务英语初次见面谈判的英文对话示例，希望对您有所帮助。

以下是一段商务英语情景对话，内容涉及订购货物并进行砍价谈判：John: Hello, Ms. Li. It's John from the United States. We ordered 1000 sets of your products last month and the quality was good. However, the price was a bit high. We would like to discuss the price with you.李女士：您好，约翰先生。

我是李女士，上个月你们订购了1000套我们的产品，质量还不错。

但是价格有点高，我们想和您商量一下价格。

John: Yes, Ms. Li. The price is indeed a bit high for us. We would like to order the same products at a lower price this time.约翰：是的，李女士。

对我们来说价格确实有点高。

我们希望这次能以更低的价格订购相同的产品。

Li: Well, Mr. John, the price has already been fixed after we negotiated with you last time. We can't reduce the price any more.李：嗯，约翰先生，上次和您商量后价格已经定下来了，我们不能再降价了。

John: Then, can you give us some discount? We plan to order more products from you in the future.约翰：那么，你能给我们一些折扣吗？我们计划将来向你们订购更多的产品。

Li: Mr. John, as I said, we can't reduce the price any more. But if you order more products, we can offer you some discounts on the original price.李：约翰先生，正如我所说，我们不能再降低价格了。

商务英语谈判案例分析Jay is a bissiness who works on gymnasium equipment，and it was the first meeting between yoyo and him. In just a few minutes of the conversation, yoyo 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: shall we start? R=Y oyoR: yes. I’d be glad to answer any questions you may have.D: Y our product leaves me a deep impression. But I'm a little worried about the prices.R: Don’t worry. Before we quote the price, plz tell us the exact quantity you want.D: I’m not sure still. I know your research costs are high, but I prefer 20% discount.R: No, no.no.you must be kidding. That’s a big cut, and it will make us no profit.D: if we promise future business that will reduce your costs for products, right?R: Y es, but it's hard to see how you can place such large orders. (Pause) We need a guarantee of future business, not just a promise.D: We said we wanted 500 pieces over a 3-month period. What if we place orders for 6 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 won't go down much.D: so, what are your propose?R: We could give you a cut. But not 20%,we can grant 10% at most, that’s the best we can do.D: That's a big change from 20! 10 is beyond my deadline. (pause) Any other ideas?R: I don't think I can make a decision 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: yoyo, sorry to tell you that we cannot accept your quotation; let’s came up with some thing else.R: I hope so, jay. My aim is to negotiate hard on this oeder――but I'm trying very hard to reach some middle ground.D: I understand. We suggest a structured deal. For the first 3 months, we get a discount of 15%, and the next 3 months we get 12%.R: Dan, I can't bring those numbers back to my office――they'll reject it directly.D: Then you'll have to think of something better, yoyo.R: How about 12% the first 3 months, and the second 3 months at 10%, with a guarantee of 1500 units?D: That's a large numbers to sell, withsuch low profit.R: It's about the best we can do, jay. (pause) We need to figure 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., 12% the first six months, 10% for the second?!R: so,that’s the deal. D:yes,nice cooperation!（握手）In the whole process of the negotiatin ,Robert had always been taking advantages. He was cleat that in the Asia part ,his company was the best choice of opponents,and hold a hard attitude all the way in the negotiation.In the first ,it was Dan who came up with the topic of price and gave out more informations about price negotiating by which time he lost the initiative. While Robert did more better , in the first round ,when Dan came up with the idea of big deals he insisted on the point that he need a guarantee of future business instead of a promise. In this way ,Dan put forward a Concrete plan and agree to make a guarantee to win Robert’s agree to consult about the price.Later in the second round ,they had a fierce discuss on the final price .With a problem of cost ,Robert gave out a price which is too far away from Dan’s expectation and finally they agree to have one day off for consideration.By this time,Robert had got the idea of the boss that to be hard, this day off was time for Dan’s consideration. This action was intelligent and polite.Then the next day, indeed as expected,Dan reduced request again. Two different discount rates in two pierods. This time,their discuss didn’t comt to an agreement again time. Then ,Robert made a humous , If I go back empty-handed, I may be coming back to you soon to ask for a job. And finally achieved his purpose.Soon ,Robert turned to the Freight scale and asked for longer time to stock up which was nother big success. Besides what surprised us was the other result that Make it ten years, increase the unit price, and provide technology transfer.In the end , the negotiation was a total success that brount both Short-term interest and long-term cooperation program. Mr Robert succesfully used many skills in negotiation and won the victory of the game.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:Y es,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 tellme 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 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. AndI really hope we can begin our business relationship from this transaction.B:Y ou 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 ,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 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,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 a lot 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: Y ou 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 c ost. 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. Y es ,all are well negotiated. Pleasehave 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.。

对话一：Tolerance makes space/One Step Back for Boundless Sky退一步海阔天空小明:It's difficult for us to push the sale（加否定词表示‘无法销售’）of your digital cameras nowadays.小红:What seems to be the problem? 小明:Price.Frankly, your price is on the high side. （charge top dollar要价最高/cost an arm and a leg 很贵，相当贵）小红:As you may have noticed,the price skyrockets in raw materials,so we're forced to adjust our prices accordingly. 小明:I'm sorry to say we have to close business at that price. Aren't we old friends?We've had a very good business relationship over the past years,I suggest you make an appropriate reduction. 小红:Well,in view of our good cooperation over the past years. let's meet each other half way（我们来个折中），I'll make a reduction by3%.对话二：Smith: What do you have there,Ms.Yang?Yang: Some of our new products.Would you like to have a look at the paterns? Smith:Yes,please.Yang: Here they are,MRS.Smith.Smith: I like this printed poplin.How much is it a yard?Yang:45 pence per yard. Cif London.Smith:Your price is higher than i can accept. Could you come down a little? Yang:What would you suggest?Smith:Could you make it 40pence per yard,CIF London?Yang:I'm afraid we can't.This is the best price we can quote.Smith: Let's leave that for the time being.Yang:Are you interested in our pongee?Smith:Yes.Please show me the latest products.Yang: Here it is.Smith:The quality is very good.But nowadays nylon is pushing this material out.Yang: I donot think so. We are sold a lot this month.Smith:Well, anyway, I'll book a trial order. The price?Yang: Same as we offered last time.Smith:What about the quantity?Yang:200 pieces for September shipment.Smith: All right.I'll take the lot.Yang: How about printed poplin,then?Smith: There's stall a gap of 5 pence.Will you give me a trade discount? Yang: Sorry. Can we meet each other half way?Smith: What do you mean?Yang: Let's close the deal at 43 pence per yard,CIF London.Smith: You drive a hard bargain,(意思是拼命讨价还价），but I'll accept this time.Yang:We will provide good service and quality.Smith: That will be deeply appreciated.Yang: Shall I make out the contract for you to sign tomorrow?Smith: Fine对话三：Jane:All right.Shall we get down to the price now? Joe:No problem.Our unit price for the hand-made straw mattress is 10$ per one. Jane:I think the price is a little bit higher; can you give me a discount? Joe:You know our product has a steady demand in market and the quality is excellent, the price is reasonable. If you place more than 1000 pieces, we’ll give you 3% discount. Jane:Well since this is the first transaction between us, we’d lik e to place a trial order of 1000 pieces to promote our relationships. Joe:Good.对话四：安妮:I've come to hear about your offer for bristles. 哈里:We have the offer ready for you. Let me see... here it is. 100 cases（箱）Houston Bristles, 57 mm, at 10 pounds sterling per kilogram, C.I.F(CIF是COST，INSURANCE，ANDFREIGHT，成本加保险加运费，后跟目的地) European Main Ports, for shipment in June 2001（2001.06交货）. The offer(报盘) is valid （有效）for five days. （注：按CIF术语成交，虽然由卖方安排货物运输和办理货运保险，但卖方并不承担保证把货送到约定目的港的义务，因为CIF是属于装运交货的术语，而不是目的港交货的术语，也就是说CIF不是“到岸价” 。

商务英语谈判课本Chapter Four Content of Negotiation (I)Anyone engaged in foreign trade knows that negotiation is a very important component in international business activities. As far as international investment, import and export of products, machinery and equipment are concerned, negotiation on international business and economy is a consultative process between governments, trade organizations, multinational enterprises or private firms. In short, it is a process between the buyers and the sellers, so negotiation is one of the important steps taken toward completing import and export trade agreements.4.1 Inquiry and ReplyIn international business activities, making inquiry is the initial stage of business negotiation between the buyers and sellers, the purpose of whichis to seek a supply of products, service or relative information.Usually, the buyers make inquiries without any engagement to get information about the goods to be ordered. The sellers, however, can also make inquiries to get information about the goods to sold, without any engagement, too.The information wanted by the buyers or the sellers usually includes the following elements: The supply of commodities;The price;The catalogue; The packaging; The delivery date;Terms of payment and other terms concerned. Inquiry can be made orally or in written form.If the written form is adopted, the person who makes inquiries should remember to consider carefully to which the inquiries are to be sent and how many supplies or purchases are to be approached in one and the same region. Failure to take into consideration the relevant situation would lead to adverse effect on future transactions.When writing enquiry letters to your counterpart, there is on need to choose words and phrases carefully to draw the readers’ attention. A request for a price list or catalogue can be made in a single sentence. A request fora quotation of price and other trade terms may need a little longer description, which should be clear and exact. But remember there is no needfor long, over-polite phrases and still less humbleness.If it is the first transaction between the parties concerned, the first enquiry letter should begin by telling the receiver how his name and addressis known. Then, some generally information about your own business, such as the kind of goods handled, quantities needed or to be sold, usual terms of trade and any information likely to enable the suppliers or the buyers to decide what they can do for you, should begiven.Having received the enquiry letter, the receiver should study it with caution and reply the enquiry letter as soon as possible, telling them whether you could sell or buy.If in oral form, especially when the business relations have been established between the buyers and sellers, the inquiries and replies will be very easy and simple. What should be paid attention to is that both of them may have a friendly and cordial discussion according to what has been mentioned.4.2 Offer and Counter-offerIn many types of business, it has always been the practice for thesupplier to make an offer directly to his regular customers and to others who may be interested in his goods, without waiting for an enquiry. But when the supplier has received an enquiry from the buyer and decide to sell the goods, he should make an offer to him.It should be pointed out that offer is different from quotation. Quotation is just an indication of price without contractual obligation, and it is subject to change without previous notice. We have learned that a proposal for concluding a contract addressed to one or more specific persons constitutes an offer if it is sufficiently definite and indicates the intention of theofferer to be bound in case of acceptance. So offer is a definite commitment on the part of the supplier.In business activities, when making an offer, orally or in written form, the following elements are usually included:The name, price, quality and quantity of the goods; The date of delivery and/or time of shipment; The terms of payment; The validity of the offer;Other terms concerned, such as packing, discount, insurance, etc. When a supplier promises to sell the goods at a stated price within a stated period of time, the offer made by him is called a firm offer. In making a firm offer, mention should be made of the time of shipment and the date of delivery, the mode of payment desired and the period for which the offer is valid. In addition, an exact description of the goods should be given. If possible, pattern or sample should be shown or sent.It should be noted that a firm offer, although not legally binding, is capable of acceptance, and once it has been acceptable it cannot be withdrawn and the offerer should perform the obligations stipulated in it.It is known that a reply to an offer which purports to be an acceptance but contains additions, limitations or other modifications is a rejection of the offer and constitutes a counter-offer. So, a counter-offer means a partial rejection of the original offer, and it also means a counter proposal put forward by the buyers or the offeree.In practical business negotiations, the buyers may not agree on theprice, packing, shipment or payment, etc. He may state his own terms instead. Such alterations indicate that business has to be negotiated on a renewed basis. Such being the case, the original offerer or the seller now becomes the offeree and is entitled to accept of refuse. In the latter case, he may make another counter-offer of his own. This process can go on for many a round until the transaction is concluded or called off.Sometimes, the sentence “Accept your offer subject to the following alterations……” may be used in answering an offer. Although the word “accept” is used, in fact, the off er is still rejected, because the offeree does not agree to the whole offer.In making a counter-offer, the party concerned should express regret at inability to accept, explain reasons for non-acceptance and suggest that there may be other opportunities to do business together in the future.4.3 Price and Placing ordersIt is known to all of us that price, which should be carefully considered, is one of the most important factors in the international business activities.Price is the money of other considerations exchanged for the ownership or use of a product or service. The products’ price includes fixed cost, variable cost and expected profit. The fixed cost and variable cost of export products, however, means the total figure of production cost, selling cost, delivery cost, taxes and tariffs and some other unknown感谢您的阅读，祝您生活愉快。