商务谈判对话-供参考

1、A: The 20th China Plastic & Rubber Exhibition will be staged at Shanghai New International Expo Center in April 2006. Can you give us a brief introduction?B: 好的。 它是亚洲最大的塑料和橡胶的展销会, 总展览面积超过 9万平方米, 比去年 增加了 1. 3万平方米。有 8个主题区。A: Thats impressive. How many visitors will come to the exhibition? B: 有 79个

2、国家和地区的 52,000客商会参加我们的展销会.A: Thats great. Can you also give us a brief introduction to the space allocation?B: 展览区是根据主题来划分的 , 在收到参展商填妥的报名表和参展费用后 , 我们就会 安排展台 .A: What order will you follow regarding space allocation?B: 从 2005年 8月开始收报名表 , 在有展位的情况下 , 就是先来先得 .A: Can you introduce the exhibition space for

3、 us?B: 我们提供两种展位 . 根据需求可以选择最适合你的展位 . 如果你有特别的要求 , 请联 系我们 .A: Transport, customs clearance and storage are all important concerns for all participants. Will they get special assistance?B: 到展馆以及从展馆运回的交通,托运,海关清关,以及仓储,这些服务必须要提前 预订.A: 欢迎光临上海进出口商品交易会。我叫陈明。我是上海机械公司的销售部经理。 B: Hi, Mr. Chen. My name is Sean Hud

4、son. Im from Seattle, U.S.A. Im in charge of the supply department of the Pacific Trading Company Ltd. A: 很高兴见到您,哈德逊先生。请坐,我想向您介绍一下我公司及产品。B: Thank you. I have read your brochure and am very impressed by your scope of business, especially the variety of machine tools you manufacture. I believe my cust

5、omers will like you new products.A: 您对我们产品感兴趣,我很高兴。 不过我们的宣传小册子仅仅介绍了我公司生产 的一小部分机床。您可以进来看看我们的展品。B: Sure. Your exhibits are very attractive, though the workmanship is not so desirable. If you dont mind, Id like to make an inquiry. Heres the list of our interested machine tools. Id like to hear your low

6、est quotations C.I.F . Seattle.A: 谢谢您的询价,您单子上所列的机床我们都有。这是我方的美国太平洋沿岸城市到 岸价的价目单,我们还可以根据您所想要的数目调整价格。B: Well, Mr. Chen, your prices are not very competitive. My demand is bulk, but of course Ill have to substantially reduce the quantity of my intended purchase with your offer.A: 哈德逊先生,我刚才说过,我方的价格可以根据贵方的

7、购买量进行调整。如果是您 不安的只是我方的报价, 那么您可以到其它展台去看一看, 然后我们还可以再坐下来讨 论我方的报价。B: I sure will. Nice meeting you. Ill call home about your quotations and come back tomorrow with our decision.A: 好的。明天见。B: Bye.A: Hi! I am David Anderson, sales representative from Willa Company. Are you the representative from Zhongan Te

8、chnology Company?B: 你好!是的,我是中安科技外贸部的李华,欢迎来深圳。A: Thanks.B: 你的行李都取了吗?A: Yes, I have.B: 那我们这边走吧。公司的车在马路对面的停车场,我们一起过去?A: Sure.B: 飞机旅途还好吗?是从温哥华直飞的航班吗?A: Yes, Thank you. The flight was very good and the service on board was excellent. It took just over 13 hours non-stop from Vancouver.B: 真是路途遥远啊!A: I do n

9、ot sleep well on planes; therefore I am a little tired and the jet lag will catch up with me tomorrow.B: 咱们直接去酒店吧 , 我们已经在花园酒店给你定了房间。A: Good.B: 第一次来中国?A: Yes, Shenzhen is such a beautiful city.B: 这样一来,我们会尽量安排好你的中国之行,给你留下美好回忆。现在刚好是春 季,深圳一年中最好的季节。A: I am so lucky.B: 那我简单把你的时间安排说一下。明天没有什么安排,让你好好休息一天,倒一

10、下时差。A: Good idea. I really need some rest.B: 明晚,我们安排了在粤唯鲜的晚宴,让你感受一下广东的饮食文化。A: Terrific. I like Chinese food very much.B: 后天上午到工厂参观,下午谈一下合作的事项。接下来是安排你去锦绣中华参观。 A: Will you give me a timetable? I would like to pay a visit to your factory to find out the possibility of importing automobile parts from yo

11、u.B: 会的,你如果有什么问题,生活和生意上的都可以直接找我。我会鼎力帮忙。 A: Thank you.B: 到了,我们上车吧!Jin :欢迎到我们公司来。我叫金哲夫,负责出口部。这是我的名片。Smith: I'll give you mine, too.Jin :你的航行顺利吗 ?Smith: Not bad, but I'm a little tired.Jin :这是你的日程安排。开完会后,我们去参观工厂,再跟生产部经理开个会。晚上 你将和我们主任共进晚餐Smith: Could you arrange a meeting with your boss?Jin :当然可

12、以,我会安排在明天早上 10点钟。Smith: Well, shall we get down to business?Jin :行,你有没有收到我们上周寄给你的样品 ?Smith: Yes, we finished the evaluation of it. If the price is acceptable, we would like to order now.Jin :听到这个我真高兴。Smith: What's your best price for that item?Jin :单价是 12.50美元。Smith: I think the price is a littl

13、e high, can't you reduce it?Jin :恐怕不行, 12.50美元是我们的底价。如果你订货超过 10,000件,我们可以减 到 12.00美元。Smith: Well, I'll accept the price and place an initial order of 10,000 units. Jin :太好了。史密斯先生,跟你做生意真是我的荣幸。Smith: The pleasure is ours. Can you deliver the goods by March 31? Jin :当然行。Tom: I'm glad to hav

14、e the chance to visit your corporation. I hope to conclude some substantial business with you.Chen :汤姆先生,有机会见到你很高兴。相信你已在样品间参观了展品,对哪几种产 品感兴趣啊 ?Tom: I'm interested in your hardware. I have seen the exhibits and studied your catalogs. I think some of the items will find a ready market in Holland. H

15、ere is a list of my requirements, for which I'd like to have your lowest quotations, CIF Sydney.Chen :多谢你们询价。为方便我们报价,告诉我们你所要的数量好吗 ?Tom: I'll do that. Meanwhile, would you give me an indication of price? Chen :这是我们的装运港船上交货价的价格单,所有价格以我们最后确认为准。 Tom: What about the commission: From European supp

16、liers I usually get a 3 to 5 % commission for my imports. It's the general practice.Chen :我们通常是不给佣金的。但是订货如果数量大,我们可以考虑。Tom: I see, but I do business on a commission basis. A commission on your prices would make it easier for me to promote sales. Even a 2 or 3 % would help.Chen :到你们订货时,再讨论这个问题吧。A:

17、 感谢您的询价。 这是我方在原价的基础上削减了 3.5%以后的报价单。 您一定会感 到我们的报价在今天这个需求量上升的市场上最有竞争力。B: To be frank with you, it is really difficult for us to market your products at the price offered. Ive been approached by other suppliers with much lower offers, yes, much lower, 5% - 6%.A: 那不可能,我们不可能出那样低的报价,那是荒唐的。B: What do you h

18、ave in your mind?A: 您把我们的产品同他们的做过比较吗 ? 不是一个档次的产品啊。再说,我们已经调 过价了。B: I agree your offer after this reduction is attractive but excuse my frankness, in any case it is by no means the most competitive one to the best of my knowledge. I did a lot of research lately and Im sure you'll agree with me tha

19、t a growing number of suppliers in other Southeast Asian countries have joined this market. I foresee a substantial drop in price next year .A: 对您所说的大幅度降价,我不敢认同。您知道我们的产品是享誉全球的名牌产品, 而且我们绝对保证质量。 虽然我们的周边国家和地区或许会以较低的价格吸引客户, 但 是我们保证质量的做法, 加上这次大幅度的价格下调, 一定会在市场上取胜。 实话对您 说,我们的老客户,我相信也包括您在内,没有谁转到其他广商那儿去。相反,我

20、们还 接到许多新客户的订单。我们的报盘是合情合理的。B: You're a real business negotiator , but if you hang on to the listed quotations, it's impossible for us to come to terms. I don't think your offer is in line with the current market. I do hope that you'll consider our counter-offer . After all, we've

21、had a business relationship for almost ten years.B: 好吧!为了庆祝我们 10年来在生意上的合作,也为了继续推进我们的商务关系, 我乐意给您破例追加 1.5%的特别折扣。这已远远低于我方的最低价了,所以我再也 不能接受还价了。我希望您理解我的处境,我可不想丢了自己的饭碗啊!A: I really appreciate your concession, and Id like to sign our papers today. B: 我很高兴我们能够圆满成交。剩下的事可简单的多了。我们可以在下午解决合同文 本方面的事情。A: Sure.Qiao

22、:在我们开始之前,我想问一下怀特先生,请问您是主谈吗 ?Mr .White: Yes, I have the authority to conclude the deal.Qiao :好的,谢谢。昨天我们讨论过有关质量监控的话题,那么我们今天是否来谈谈 价格和支付呢 ?Mr . White: Great. We have been very impressed by your quality control-it's excellent-and willing to make further contact with you.Qiao :很高兴您能这么说。时间不等人。相信你们已经收到了

23、我方的价格单。我想我 们的价格是很有竞争力同时也是很合理的,你们怎么认为呢 ?Mr . White: I'm afraid we can't agree with you on that. Your price is higher than that of your competitor.Qiao :每个公司都是依据质量来评定价格,是吧 ? 请你们再考虑一下我们的报价。 Mr . White: I'm sorry but I have to say I don't see any advantages in your quotations. Maybe some

24、 discounts will do.Qiao :如果你们的订单足够多的话,我们可以考虑再给你们一个折扣,但这个仅限于 你们公司。Mr . White: I see, thank you for your kindness. Considering the amount. Let's say, 1,700 sets of a dozen?Qiao :上个月我们的订单是 2, 100打而且不打折。怀特先生,你知道,这些都是炙 手可热的商品。Mr . White: Oh, that's interesting. If you offer a discount of 5%, we w

25、ill take 2,500 dozen from you.Qiao :看来我们也可以有非常长远的合作,既然你们同意乙方利物浦 CIF 价格订 2, 500打的话,那么 5%的折扣应该没有问题。Mr . White: Good. Now we have settled price. What about the payment terms? Letter of Credit will be much appreciated.Qiao :我们公司一般都采用汇付,票付和电付都可以。Mr . White: We insist that you pay by Letter of Credit, in

26、fact, none of our partners settle payment by remittance.Qiao :这个我们可以考虑一下。怀特先生,我们今天的进度是否有点快,我们是否可 以先中断一下呢 ?Mr . White: Oh, I'm sorry, I didn't notice that it is so late.Qiao :谢谢您能理解,怀特先生,我们明天早上再见,好吗 ?Mr . White: Yes, tomorrow morning, see you then.Li: 你们的产品给人印象深刻 , 包装也很精美。好的,我们现在谈一下运货。你们最早 什么

27、时候可以开始运货呢?Jack: It usually takes us three months to make delivery. Everything will be ready by the middle of June.Li: 太晚了。 T 恤的销售旺季就要到了,有可能把运货日期提前到 5月份前吗?不然 , 我们就赶不上销售旺季了 .Jack: I m afraid we can t promise delivery earlier than June. We sell our T shirts to more than twenty countries in the world an

28、d dozens of orders have been placed ahead of you.Li: 那有什么其它办法吗 ?Jack: The best we could do is to ship your goods in June.Li: 那你们可以把运货日期提前一个月吗?我们要货很急。Jack: Oh, that s hard to say. Let me call our production department. (After TelephoneJack: Good news. There are cancellations for mid-May delivery. It

29、s tight, so we may not be able to get your full order today.Li: 好的。那我们什么时候可以收到第一批货物呢?Jack: The first lot will be delivered by mid-May and you will receive the remainder by the end of May.Li: 谢谢您的努力。 你要保证我们的运货。 杰克先生, 你知道运货时间对我们很重要 , 而 且货到了后 , 我们还要至少 2周的时间来打通销售关节。我们必须购买这些货物,而且 这些货物必须按时到达,因此请务必确保这批货物一定

30、要准时到达 , 不然恐怕我们只能 另找别家公司了 .Jack: Mr . Li, you have my word, mid-May! In view of our longstanding business relationship, I will urge the production department of our company to make an earlier delivery. We ll do our best to advance the shipment, but you must open your L/C as soon as possible.Li: 那谢谢你了

31、。Jack: But I would like to remind you that to expedite the shipment, we may charge extra fees. Would that be acceptable for you?Li: 附加费可以接受 , 这批产品对我们而言很紧急 , 贵方尽早发货即可 .A: Good afternoon, may I help you?B: 我对贵公司经营的新品种颇感兴趣。我可以看看贵方汽车零部件 C.I.F . 价目表吗? A: Certainly. Lately we expanded our scope of busines

32、s to better serve our Far East Asian customers, Chinese customers in particular. China is such an enormous market that nobody can afford to neglect. My company is willing to establish business relations with all interested Chinese parties.B: 您这样说我很高兴。我们打算长期从贵公司进口一些汽车零部件,当然这得看贵方 的价格是否比他人优惠。 坦率地讲, 贵方单

33、子上的价格毫无竞争力。 我希望知道贵方的 最新报价。A: We have just updated our prices. But of course I dont mean our offer is final. As usual, wed like to quote the most reasonable price to start our business relationship for the future, even at the cost of a substantial loss on our part.B: 但是从我对汽车零部件市场所掌握的信息来看,贵方的报盘没有吸引力。此

34、外我还 需要时间来树立对贵公司产品质量的信心。 如果您不愿给我方一些合理折扣, 我还是打 算等一下,先到别处看看再说。A: We guarantee the quality of our supplies. And we have free samples for your inspection. As for the discount, we can reduce the listed prices by 5%. This is our floor offer and youll have to excuse me, were not prepared for any counter-off

35、er.B: 我很欣赏您的直率。虽然贵方的底价与我方所希望得到的价格仍有距离,我还是愿 意签合同。我与您有同感,我现在这样做是着眼于我们将来业务关系的发展。A: But Im not sure if you are happy with the terms in the contact.B: 我研究过你们的合同。有几处还不是很明确,需要讲清楚。还有合同的格式问题。 我们希望用我公司自己准备、自己打印的合同副本。您看行吗?A: No problem. But everything in the contract should be bilingual, both in English and Ch

36、inese.B: 是的,从品名、规格、数量、单价、总额、货运,全都以双语写明。还有,我们希 望货品在 6月底之前发出,我们不能接受货运的耽搁。A: Of course.B: 我们付的是到岸价,所以保险费由贵方负担。A: Certainly. We go by the contract.B: 好了,没问题了。A: Thats wonderful. Lets leave the technical details of the contract to our assistants. Id like to invite you to a drink and celebrate the success

37、 of your first business transaction.B: 不胜感激。我相信我们这次合作仅仅是个开端,今后合作的机会将更多。DIALOGUE 10 (Video ClipMCNEIL: Before we begin, are you sure that you are in a position to conduct this negotiation?GREEN: Yes, I have the authority to negotiate with you.MCNEIL: Right. Let's get down to business.GREEN: Which

38、 of our product lines are you particularly interested in Mr. McNeil? MCNEIL: I could be interested in these ones that I have outlined here. But I want to hear what you say about discounts.GREEN: Let's talk specifically about Big Boss.MCNEIL: Let's be clear about one thing. I hope you realize

39、 that we must have a much larger discount than what's on the table now.GREEN: I think the discount problem can be resolved but you need to be more precise about numbers.MCNEIL: Fair enough. What kind of discount are you offering on ten thousand units? GREEN: On ten thousand units, Mr. McNeil, I

40、can offer a discount of thirty percent. But I can't offer moreMCNEIL: 30 per cent!GREEN: Just let me finish, 30 percent, but with a guarantee of delivery within two months. MCNEIL: Delivery must be within two months or I' m not interested. I' m offering you the chance to make a very larg

41、e sale and you are turning it down because we're.GREEN: Can I just come in here Mr. McNeil? I haven't turned anything down. I haven't said "no". I am just saying that on ten thousand units our discount terms are thirty percent. MCNEIL: But.GREEN: Please let me finish. Now if yo

42、u commit to buy twenty thousand units then I could consider a larger discount.MCNEIL: How much larger?GREEN: If you commit to twenty thousand units then I can offer a thirty-five percent discount.MCNEIL: Thirty, thirty five percent. I' m getting tired of this. You are playing games. I am looking

43、 for a large discount, and I hope that you're going to offer me one. GREEN: If you want a big discount then you must make the order a big one. Let's talk about unit price rather than discount. Our standard unit price to the wholesaler is 23.5. MCNEIL: And I' m not interested in 23.5. GRE

44、EN: Yes, I know that Mr. McNeil. If you buy 40,000 units, then I can offer a unit price of 19.5. What will your mark-up be on the Boss, 3, 3.5, 4? MCNEIL: About that. GREEN: With those figures you're going to be very competitive. MCNEIL: 19.5 unit price? GREEN: If you buy 40,000 units; that repr

45、esents a discount of. MCNEIL: I can see what the discount is. Offer me a unit price of 19.5 on 25,000 units and we can do business. GREEN: I can't do that. I' m sorry. MCNEIL: Let's break for a few minutes. I've got a few things I have to see to. I'll be a couple of minutes. Woul

46、d you like a cup of coffee? GREEN: Yes, please. MCNEIL: Help yourself to the phone if you want to make a call. GREEN: Thanks. DON BRADLEY: Don Bradley. GREEN: Hi, Don. How's the meeting? DON BRADLEY: It's just finished. I'm on my way over. How's your meeting? GREEN: he's definite

47、ly interested. We're having a break. DON BRADLEY: What's the situation? GREEN: It's becoming difficult. Were stuck on the size of the order for Big Boss. He wants a unit price of 19.5 on an order of 25,000. 11 DON BRADLEY: That sounds good to me. GREEN: I think we can push him further. DON BRADLEY: Do y