英文商务谈判对话

1、买方：国（G）清（Q）卖方：桦（H）明（M）G: Idliketogettheballrolling（开始）bytalkingaboutprices.H: Shoot.（洗耳恭听）Idbehappytoansweranyquestionsyoumayhave.G:Yourproductsareverygood.ButImalittleworriedaboutthepricesyoureasking.M:Youthinkweaboutbeaskingformore?（laughs）G: （chuckles莞尔）ThatsnotexactlywhatIhadinmind.Iknowyourrese

2、archcostsarehigh,butwhatIdlikeisa25%discount.H: ThatDISCOUNTseemstobealittlehigh,Miss.Lin.Idontknowhowwecanmakeaprofitwiththosenumbers.G: Please,HUA,callmeLINSHANG.（pause）Well,ifwepromisefuturebusinessvolumesalet笔交易）thatwillslashyourcosts（大量减低成本）formakingtheproduct,right?H: Yes,butitshardtoseehowyou

3、canplacesuchlargeorders.Howcouldyouturnover（销磬）somany?（pause）Wedneedaguaranteeoffuturebusiness,notjustapromise.Q:Wesaidwewanted1000piecesoverasix-monthperiod.Whatifweplaceordersfortwelvemonths,withaguarantee?M:Ifyoucanguaranteethatonpaper,Ithinkwecandiscussthisfurther.H:Evenwithvolumesales,ourcoatsf

4、ortheproductwontgodownmuch.Q:Justwhatareyouproposing?M:Wecouldtakeacut（降低）ontheprice.But25%wouldslashourprofitmargin（毛禾率）.Wesuggestacompromise10%.G: Thatsabigchangefrom25!10isbeyondmynegotiatinglimit.（pause）Anyotherideas?H:IwishIcouldcutmyprice,evenasapersonalfavorforyou,butmyhandsaretied.Mymoneypeo

5、pletellmethisisourbottomline.就算帮你个忙，我也希望能够降价，但我无能为力。财务人员告诉我这是底价。ItsonlybecauseyouresuchagoodcustomerthatImwillingtoofferyouthisprice.因为你是这么好的客户，我才愿意提供你这个价格。Q:Thankyou,HUA.Ireallyappreciatethat.ItsjustmorethanImauthorizedtopay.谢谢你，鲍伯，我真的很感谢，不过这个价格超过了我的权限。Iguesstheonlythingtodonowiscallahalttothisnego

6、tiationandpart,friend.我想现在惟一能做的就是停止谈判，然后分道扬镀吧。M:Whatdoyoumean?什么意思？Q:True,everyoneraisedhis/herpricesbutyouseemtobeatthehighendofthescale.没错，每一家厂商都提高了价格，但你们似乎是最贵的G:BUT,wehaveabudgetwehavetostayunder,sowellhavetoshoparoundsomemore.我们有一定的预算限制，所以我只好去别家问问看。M:Isurehatetoseeyougoacrossthestreet.Wevehadago

7、odrelationshipforMANYyears.我很不希望看你找别家，我们的良好合作关系已经维持多年了。G:Thesethingshappen.这种事是难免的。Q:WEhavesomeothersuppliersIcanvisitonthistrip,soIhavetogetmoving.我这次来，也可以顺路去拜访其他厂商，所以我该走了。H: wait,wait,dontbesohurry,ok.(pause)（共同信念）onthis.WhySure.IdontthinkIcanchangeitrightnow.Imusttalktomyofficeanyway.H:ok!Ihopewe

8、canfindsomecommongrounddontwetalkagaintomorrow?G:thatsgood!NEXTDAYG:WEvebeeninstructedtorejectthenumbersyouproposed;butwecantrytocomeupwithsomethingelse.H:Ihopeso,LINSHANG.MyinstructionsaretonegotiatehardonthisdealbutImtryveryhardtoreachsomemiddleground（互相妥协）Q:Iunderstand.Weproposeastructureddeal（阶段

9、式和约）.Forthefirstsixmonths,wegetadiscountof20%,andthenextsixmonthsweget15%.M:QING,Icantbringthosenumbersbacktomyofficetheyllturnitdownflat（打回票）.Q:Thenyoullhavetothinkofsomethingbetter,Robert.H:Howabout15%thefirstsixmonths,andthesecondsixmonthsat12%,withaguaranteeof3000units?G:Thatsalottosell,withvery

10、lowprofitmargins.H:Itsaboutthebestwecando,LINSHANG.（pause）Weneedtohammersomethingout（敲定）today.IfWEgobackempty-handed,WEmaybecomingbacktoyousoontoaskforajob.（smileTOMING）G: （smiles）O.K.,17%thefirstsixmonths,14%forthesecond?!M:Good.Letsironout（解决）theremainingdetails.Whendoyouwanttotakedelivery（取货）?（LIN指示QING）Q:Wedlikeyoutoexecutethefirstorderbythe31st.H: Letmerunthroughthisagain:thefirstshipmentfor1500units,tobedeliveredin27days,bythe31st.G:Right.Wecouldnthandlemuchlargershipments.H:Fine.ButIdpreferthefirstshipmenttobe1000units,thenext2000.The31stisquitesoon-Icantguarantee1500.Q