商务谈判稿

谈判稿
Situation:A 中国买方B 美国卖方
A 公司成员Marketing Manager(M) : Masha
Assistan: Helen
B公司成员Sales Manager: Jones
Assistan: Tina
Masha: Good morning,Welcome to China, this is my assistant Helen . 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.
Jones: Good morning, thank you for your warm greetings and reception. This my assistant Tina. It will be excited if we can get a satisfactory result .
Masha: Well, would you like a cup of coffee?
(Jones and Tina say no, thank you)
Jones: Since we have business relationship , so let’s get down to business. Tina: we would like to get the ball rolling（开始）by talking about prices. Helen: Shoot. （洗耳恭听）I'd be happy to answer any questions you may have. Here is our latest price list and catalogue.
Jones: Your products are very good. But I'm a little worried about the prices you're offering. Because the price of cost is rising in our market. Masha: too high? then what is your counter-offer?
Jones: That's not exactly what I had in mind. I know your research costs
are high, but what I'd like is a 20% discount.
Tina: the price you quoted is too high to accept and it is much higher than your last offer.
Masha: That seems to be a little high. I don't know how we can make a profit with those numbers.
Helen: If you are able to take a larger quantity, we can give you a favorable discount?
Jones: we can consider that.
Tina: what’s about having a rest now? good rest, good spirit!
(a short break, Jones talk with Tina and they want to place a larger order) TEN MINUTES LATER
Masha: we have considered your advice carefully. But even with volume sales, our costs for the furniture won't go down much.
Jones: Just what are you proposing?
Masha: We could take a cut（降低）on the price. But 20% would slash our profit margin（毛利率）.We s uggest a compromise――15%.
Tina: we will place 1000 sets.
Jones: I think you should reduce your price by at least 10% if we place an order for 1000sets.
Masha: All right. As we have done business with you and we also want to keep long-term business relation with you. Also In view of our good
cooperation over the past years, we are prepared to accept your price. Jones: thanks, we hope we can have a good cooperation this time. Then we will about talking shipment terms .
Masha: that is good , and we will have a lunch this noon, Helen have prepared for that.
Jones: that is so kind of you.
Helen: Well, I will introduce some traditional Chinese food, I believe you will like it .
After lunch
Jones: Chinese food is so delicious , I like your hospitality. Ok, let’s keep to the point. It will be better having a good way to resolve the disputes may appear between us.
Masha: Sounds good! As the practices, we usually resolve the disputes with our partners visa arbitration.
Tina: En, arbitration is also a good choice for us. But we just believe the arbitration of international chamber of commerce.
Helen: Ok, international chamber of commerce is good.
Tina: We'd like you to execute the first order by the 31st.
Helen: OK，Let me run through this again: the first shipment for 400units, to be delivered in 27 days, by 31st June. The second shipment for 600 units, to be delivered by 20 August
Jones: that is right.
Masha: 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.
Jones: that’s true! what’s the good time for us to sign the contract. Masha: 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!
Tina: wonderful! It’s can not be better more。