【精品】国际商务谈判话论

1、中瑞劳力士手表商务谈判北京威诺贸易有限公司劳力士钟表有限公司beijing weinuo trade limi ted company rolex watches and clocks limited company 中方总经理：欢迎齐位谈判代表來北京进行业务洽谈，我是来自北京益时贸易有限公司 的总经理王。首先，由我來介绍我方的谈判代表，这位是我们公司的采购部部长.，这 位是我们公司的技术总监.。cm: welcome everyone negotiator to beijing for business cooperation, my name is wangchen, i am the g

2、eneral manager of beijing weinuo trade limited company. first, let me introduce our negotiators, this is our purchase department minister hongxiaoran; this is our technical director dongjianguo.瑞方总经理：非常高兴來到美丽的北京。我是劳力士钟表有限公司总经理管淑青。下面 由我来介绍我方谈判代表。这位是我们公司的销售部部长陆琴，这位是我们公司的技术 总监洪亚琴。sm: it/ s my great ple

3、asure to come to this beautiful place. i m the general manager of the rolex watches limited company guan shuqing. please allow me to introduce our negotiators. this is our company，s sales department minister lu qin, and this lady is our technical director hong xiaoran.中方总经理：贵方从瑞士远道而来，不知贵方对两个国家气候的骤然变

4、化是否适应？cm: you came from far away and we don，t know whether you will adapt to the climate change suddenly?瑞方总经理：贵地的气候虽有点热，但是在贵方的周到接待下，我方代表述比较适应。sm: clima te here is really a lit tie hot, but with your thoughtful reception, our representatives are all accustomed to it.屮方总经理：很高兴听到你这么说。不知道贵方对我方安排的“长城之旅”

5、还满意吗？cm: we are glad to hear that. we don't know whether you are satisfied with our arrangement of the great wall tour/z瑞方总经理：满意，非常满意。北京是一个历史悠久的城市，世界上著名的文化古都， 中华人民共和国的首都，今h亲眼看到她的风韵，终于一饱眼福sm: we are so, so, so much sati sf ied. beijing is a his to rical city, the world famous cultural ancient cap

6、ital, and also the capital of the people, republic of china, today we eventually feed our sight and see her charm.中方总经理：谢谢贵方的赞美，相信我们的合作一定会圆满成功。cm: thank you for your praise, and we believe that the cooperation will be a complete success.瑞方总经理：期待与贵公司的合作。sm: looking forward to the cooperation with you

7、.中方总经理：好的，那么我们开始谈判吧！cm: ok, let" s come to the point!瑞方总经理：我公司的国际知名度和品牌影响力，贵方也一定有所了解，我公司的劳力 十手表在世界市场上一直都很受欢迎。考虑到中国强大的潜在消费市场，此次谈判，我 方希望能与贵方达成大批量的交易。下面请我们的销售部部长给贵方介绍一下我们的合 作产品。sm: you must have been aware of our company，s international reputation and great bra nd infl uence, our rolex wat ches ke

8、eping the first chair of the world market . con sidering china" s powerful potential consumer market; we hope to reach large quantities of trade with you. next, please our sales department minister to introduce our cooperation products.:很高兴你们选择劳力士！相信你们是明智的选择。劳力士着重庄重，实用，不显浮华。 另外它的性能包括全口动、单历、双历、防

9、水、防尘等，做工精益求精。lu qin: i m sure that it is a wise choice to choose rolex. rolex looks upon solemn, practical, but not obviously ostentatious. its performance includes automatic, single calendar, double calendar, waterproof, dustproof and it keeps improving.中方采购部部洪笑然：是的，该名牌手表在制造方面使用先进设备、高质材料，达到了 加工精细、髙

10、光洁度。很髙兴和贵公司合作。贵方能具体介绍一下这款表吗？yes, thi s watch use advanced equipme nt, high qual i ty mat erials to process ing fine, high finish in meinufacturing. we are very glad to cooperate with you. could you be more detai 1ed on the style of rolex?:没问题。劳力士有金色全钢表带，口色珍珠贝母表盘，另外它拥有瑞士特制精准机械 机芯、恒久耐用镶钻刻度显示lu qin: of

11、 course, rolex has goldcn allsteel watchband, white pearl dial plate, whats more, it has swiss precision machinery core and it has set auger scale display, it is long-lasting durability.听起来很不错！但我想确定一下这款表是否是高精度全钢抛光表扣处理，高硬度蓝宝石 水晶防眩表面，三针走时是否精准是否有3点位置日历显示功能。sounds good! i want to make sure that if they

12、had high precision steel polishing clasp processing and had high hardness glare sapphire crystal surface. besides, are the three needles accurate? and does it have 3 point position when the calendar display?这些方面贵方不用担心。另外我们还拥有多方系列，齐具特色。例如探险家型 (explorer),附带24小时红色辅助针，以方便探险爱好者辨别日夜。劳力士金表潜航 者型(submariner)

13、,防水深度超过300米。游艇名士型(yacht master),配有可旋 转外圈，方便计算时差。游艇名士型(yacht master),配有可旋转外圈，方便计算时 茅。游艇名士型(yacht master),配有可旋转外圈，方便计算时差。宇宙计型 (cosmograpii),为一款多功能手表，能满足工程、运动及商业等多种需要。lu qin: don" t worry about it. in addition, we have series of watches. for example, the explorer type (explorer), 24 hours with red

14、 needle to assist convenient adventurers distinguishes night and day; rolex watch the silent hunter type (submariner), the waterproof deepness is more than 300 meters; the yacht elites type (yacht master), with inner can rotate convenient calculation jet lag. program type (cosmograph) universe, as a

15、 versatile watch, can satisfy engineering, sports and business duozhong nccd.你们的种类确实挺丰富，我方很满意！但现在据我们了解，格林尼治型(gmt master), 采用了你们的最新技术。该产品如何？your kinds of product are really quite rich , we are satisfied! but as we know, greenwich type (gmt), adopts the latest technology how about it?英雄所见略同。我正想介绍这款了。好

16、巧呀。格林尼治型(gmt master),其可转动外 圈及24小时指针，不仅同时显示两个时区时间，更可将时针独立移动至另一时区，而毋 须移动分针及秒针。lu qin: grcat minds think alike- i just want to introducc this type. what a coincidence! the gmt master can rot ate outer ring and 24 hours poin ter, not only shows two time zones at the same time, but also the more time can

17、 be moved to another hour hand independent time zone, and shall not be obliged to mobile minute hand and a second hand, so it maybe has more ready market in the future.王：good! thanks for the introduce . we have seen your samples and we are totally interested in your products. so, we shall be obliged

18、 if you will give us your catalogs and price list管：of course. we have made out a price-list specially which covered the most popular items in your market. here you are.王：oh, its very considerate of you, i will go over your price-list right now. 管：take your time.董：after going over your price-list and

19、 catalogues, we are inlerested in (gmt master) and yacht master, but we found that your price are too high than ihose offered by other suppliers. it would be impossible for us to push any sales at such high prices. as far as we know the market price is no more than 10000 dollar.:what? it must be the

20、 primary price. you must know that the cost of our production has risen a great deal in recent years while our prices of chinaware remain basically unchanged. to be frank, our commodities have always come up to our export standard and the packages are excellent designed and printed> so in summary

21、, our products are moderately priced.董：im afraid t cant agree with you in this respect. t know that your products are attractive in design, but i wish to point out that your offers are higher than some of the quotations. t've received from your competitors in other countries. so, your price is n

22、ot competitive in this market.洪：as you may know, our products which are of high quality have found a good market in many countries. so you must take quality into con sideration, too.董：i agree with what you say, but the price difference should not be so big. if you want to get the order, you'll h

23、ave to lower the price. thafs reasonable, isn't it?洪：well, in order to help you develop business in this line, we may consider making some concessions in your price, but never to that extent.董：if you are prepared to cut down your price by 8%, we might come to terms.洪：8%? r m afraid you are askin

24、g too much. actually, we have never gave such lower price. for friendships' sake, we may exceptionally consider reducing the price by 5%. this is the highest reduction we can afford.董：you certainly have a way of talking me into it. but i wonder if when we place a larger order, you'll farthcr

25、 reduce your prices. 1 want to order one container of 格林尼治型(gmt master and 438 sets of yacht elites type (yacht master) 洪：i can assure you that our price is the most favorable. and we are sorry to say that we can bring our price down a still lower level.王：那现在我们谈谈包装吧。你知道的，在一定程度上包装同产品一样重要。now, let us

26、talk about the packing. you know, packing has a close bearing on sales.管：是的，我非常同意。包装有助于推销产品。人们购买这种商品通常用来赠亲友，所 以精美高雅的设计至关重耍。yes, i totally agree with you . this kind of article oftcn be bought as a gift, so exquisite and tasteful design is of prime importance. packings contributc to push the sales a

27、lot. good packaging can reflect the great honor of rolex too! ! ! 王：很高兴在这个问题上我们达成共识。lee: r m happy to reach a consensus in this issue.管：那么，这些产品的包装您有什么想法？guan: then, those the packing of the products do you have any idea?王：我们希望原装盒子包装。这样具有正品保证wang: we hope the original box packaging. jlt has the quali

28、ty goods guarantee.:劳力士 (rolex)包装附有虹式、外包装纸盒、内盒、小枕头或者夹子、cosc漆牌、 防水标签、证明书/c0sc证书、说明书。lu qi n: rolex，s pack ing has oyster ty pe, the outer pack ing box, in si de box, smal 1 pi 1 low or clip, cosc paint brand, waterproof labels, certificate/cosc certificate and manual.:包装必须很坚固，能承受野蛮装卸。lee: the packing

29、 must be strong enough to withstand rough handing.陆琴：买方通常很注意包装，许多国外客户已经认可了我们标准化的包装lu qin: you can totally rest assured. we know buyers always pay great attention to packing. our standardized packing has been approved by many foreign clients.:听起来很好！但是为了促进销售，我可以提出其他意见吗？lee: sounds good! but in order t

30、o promote sales, can i make some other comments?陆琴：可以，请说！lu qin: of course.:宇宙计型，格林尼治型能否根据他们特有的风格进行包装设计，使其别致且引人注冃。lee: cosmic plan. can greenwich type according to their own style of packaging design to make itseif unique and compel ling?陆琴：这也是我方的一大特色。根据每款的特有性能，我们都有独具特色的包装。lu qin: this is one of the

31、 featurcs of ours. according to each of the special performance, we all have a unique characteristic of the packing.:想的这么周到！很高兴和你方合作，包装能否防水、防震、防磁lee: it is very considerate of you! we appreciate your cooperation. can packing be waterproof, shockproof , and antimagnetic ?陆琴：那是必须的！lu qin: definitely!王

32、：还有一件事情，因为蓝色在我国很受欢迎，可以把这种颜色考虑进包装中吗？让蓝 色作为基调可能有好处。lee: and one more thing, because blue is very popular in our country, can you put the color into the package? jlt may be good to make the blue as fundamental key.管淑青：哦，是吗？我们会考虑。我会尽快的按贵方要求进行设计，保证给你们一个满 意的创新样品。由您决定一个。yue: oh, really? we will takc this i

33、nto account. as soon as possible to meet your requirements for design, and guarantcc a satisfactory innovation samples to you.王：哇！你们真是处处周到！祝我们合作愉快！lee: well! you are thoughtful everywhere! i wish our cooperation be happy!管：谢谢！您真是过奖了。合作愉快！yue: thank you! you flattcr me immensely. cooperation happy!王:

34、好吧我们己经谈妥了价格、质量和数量问题，现在让我们来谈谈付款条件，如何王：well, we have sett led the ques tion of price, quality and qua nti ty. now what about the terms of payment?管：我们只接受不可撤销的凭装船单据付款的信用证管：we only accept payment by irrevocable letter of credit payable against shipping documents.王:你们能不能考虑例外，接受承兑交单或付款交单cm: i see. could y

35、ou make an exception and accept d/a or d/p?生秋硕：我们坚持用信用证条款管：i，m sorry. we insist on a letter of credit.董：坦率地说，信用证会增加我方进口货物的成本，要在银行开立信用正，我方必须付 一笔押金，这样一来，那一部分的资金就无法周转，因此，会增加我方成本董：to tell you frankly, a letter of credit would increase the cost of our import. when we open a letter of credit with a bank,

36、we have to pay a deposit. that 11 tic up our money and add to our cost洪：你可以与开证行商量一下，看能否将押金减少到最低限度:please consult to your bank and see if they will reduce the required deposit to a minimum.董：即使那样，开立信用证还要付银行手续费，假如你方能够接受承兑交单或付款交单， 这就帮了我方的人忙了。你就当作有信用证一样，向我方开汇票，这对你来说区别不人， 但对我方关系很人:still, there will be ba

37、nk charges in connection with the credit. it would help us greatly if you would accept documc nt ary aga inst acceptance or documcn t against paymcnt. you can draw on us just as if there were a letter of credit. it makes no great difference to you, but it does to us.洪：你一定知道，不可撤销的信用证给出口商增加了银行的担保，我们出口

38、一向要求用 信用证；反过来讲，我们进口也要求采用信用证付款。:well , you must be aware that an irrevocable letter of credit always add to the exporter the additional protection of the banker' s guarantee. so we always require letter of credit for our exports. and the other way round, we pay by l/c for our imports.王：都退让一步吧，货价的

39、15%用信用证，其余的用付款交单，你看怎样:both of us should retreat a st ep, wha t about 15% by let ter of credi t and the balance by d/p?管：好的，同意:well, you can say that again王：接下来我们谈一下运输和保险吧！:let，s come to the shipment and insurance, what do you think of our proposal?管：好的，请讲吧！guan: yes, please go on,:我想贵方应该知道，我公司经营的是劳力

40、士手表，它的特性要求了运输过程要是防水 的，安全的。尤其是海运时间长，风险多，没有过硬的运输技术是不行的。:1 think you may know what we manage is rolex watches. it requires waterproof and safety-transpottation， especially during the long time of ocean shipping which will be full of lots of risks. all the factorsabove call for excellent transportation

41、technology.我方长期与运输业巨头一马士基公司有良好的业务关系，在我们以前的对外贸易中极少 有产品损坏的事情发生。所以在运输方面贵方可以完全放心我们相信贵方可以提供安全 的运。lu qin : i think so, we always have good coopcration with the shipping companydanish company. there has been seldom damage in our usual forcign tradcin the past. so in the terms of transportation, you can tot

42、ally rest assured.:i am very glad to hear that. now lets talk about the insurance.we believe that your company can provide safe transportation.lu qin: about in sura nee, we are vip customers all the time in an she ng insura nee company which is the second excellent insurance company in the world. we

43、 are enjoying a set of the favorable menus. it can save you a large sum of premium.so if we are responsibl e for the tran sportation and in sura nee bus in ess, t t hi nk it will be a mutual benefit particularly for you.:we learn that you know a lot about the market in china. so we accept the term o

44、f the trade of cif. but we" 11 appreciate it if you can decrease 50 dollars each.管：it seems that your requirement is too harsh. our cif offers are already very low. nowadays with the crude oil price keeps rising in international market. and freight charges go up continuously too . what' s w

45、orse, the unstability of iraqi situation and constantly happcning of terrorist incidcnts in rcccnt years cause arabian countries to the contagonistic mood of america european countries . we insure you all those risks in view of these factors, we can" t accept the requirement to decrease 50 dollars indeed .but since you arc really sincere, we could consider lo