国际商务谈判情景对话

1、Jason: Nice to meet you, mynameis Jason Brown, the humanresource manager of Pangda Company, this is our general manager Jason.Jerry: Nice to meet you, Mr. Brown, I am Jerry White the deputy of Qihang training company and this is my assistant Neil.Jason: Glad to see you Neil. Now that we are all here

2、, let's begin thetalk, shall we ？Jerry: That is OK, Mr. Brown. Since we have receive your request, we have madea proposal on the training project, can we show it to you right now? Jason: Yes, please.Neil: Well, we have prepared a variety of training projects and we plancomplete it in 100 days. T

3、he cost of this project will depend on the types of training, the managetraining will cost 600 ponds per day and the sale training will cost 500 ponds per day. If you don't have any questions, we would like start this agreement at any time you like.Jason: We truly consider your company will do a

4、 good work and have noquestion on the training project, But I'm a little worried about the prices you're asking.Jerry: You think we about be asking for more?Jason: That's not exactly what I had in mind. Wethink the price is a little high, as a matter of fact, our company will send dozens

5、 of people in this training. We want you can reduce the price with number up.Jerry: I am sorry, we can not agree it. As the training prepared, we will begin the class no matter how many people attend it. It really makes no difference.Jason: Yes, we know this problem; however, with so many people tra

6、ineddozens of days, it is really a volume sale. We need a discount is reasonable.Jerry: OK, we can understand you, in that case, we'd like give you a 5 percent discount if you can attend 80 days' training; if more than 100 days, we can give you another 5 percent discount.Jason: Thank you for

7、 your understanding, but as a large company, manythings may happen in some days, it is really difficult for us to ensure80 days no more than 100 days. Wewill appreciate it very much if you can reduce 100 ponds per day.Neil: Please, Mr. Brown, the training we going to provide is especiallyprepared, w

8、e can not afford it if you can't ensure days. We'd rather give you 14 present if you can ensure 100 days.Jason: Don't be worried, sir. I don't mean we will not attend 100 days,I just list a situation mayhappen in the future. Meanwhile, we are looking for a long term partner, there ar

9、e many opportunities we can cooperate.Jerry: Sorry, Mr. Brown, I am afraid I can not give you a definite replyright now, show we have a break?Jason: Of course, take your time.Jerry: How do you think their view?Neil: Maybewhat they are saying is fact, but, as for us, we can't accept.The very big

10、problem is they can not ensure days, for this condition, we can't agree 100 ponds reducing per day.Jerry: That's right, therefore, what we are going to do next is protectour profit as much as possible.Neil: Yes, 100 ponds is unacceptable, 60 ponds per day maybe OK. 540 ponds and 440 ponds, i

11、t is should be our bottom line of this agreement, if they don't accept it or give some useful suggestion, we may end up the day.Jerry: I think that will be perfect, after all, we should ensure ourselves firstly.Neil: Mr. Brown, I think we can continue our talk.Jerry: I have to say, Mr. Brown, yo

12、u really give me a difficult problem, reducing 100 per day is too muchfor us, we mayface somefinancial risks.Since you can not ensure days, we can only provide you 60 ponds reducingper day, if you can not accept it we may say sorry to you.Jason :Come on, Mr. White, I know what you are worried about,

13、 it is a fact that we can't ensure days but we can give you the moneybefore the training completed, if you accept 100 ponds reducing per day we will pay all the money in 15 days, how do you think it?Neil: Sounds like a good idea, but we'd like fix it about 80 ponds reducing per day, that will be more early accepted by both side.Jason: It is still a little high. But just like we have said in the front, we are looking for a long term partner; I hope that we