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 Limited Compan

2、y  Rolex Watches and Clocks Limited Company 中方总经理：欢迎各位谈判代表来北京进行业务洽谈，我是来自北京益时贸易有限公司的总经理王。首先，由我来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 general manager of Beijing WeiNuo trade limited company. F

3、irst, let me introduce our negotiators, this is our purchase department minister Hongxiaoran; this is our technical director Dongjianguo.瑞方总经理：非常高兴来到美丽的北京。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: Its my great pleasure to come to this beautiful place. Im the General Manager

4、 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化是否适应？CM: You came from far away and we don't know whe

5、ther 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，我方代表还比较适应。SM: Climate here is really a little hot, but with your thoughtful reception, our representatives are all accustomed to it.中方总经理：很高兴听到你这么说。不知道贵方对我方安排的“长城之旅”还满意吗？CM: We are glad to hear that. We don't know whe

6、ther you are satisfied with our arrangement of "the Great Wall tour"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，今日亲眼看到她的风韵，终于一饱眼福SM:  We are so, so, so much satisfied. Beijing is a historical city, the world famous cultural ancient capital, and also the capital of the People'

7、s 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.中方总经理：好的，那么我们开始谈判吧！CM: ok, lets come to

8、 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，我公司的劳力士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 brand influence, our Rolex watches keeping the first chair of the world market .C

9、onsidering 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自动、单历、双历、防水、防尘等，做工精益求精。 Lu Qin: Im sure that it is a w

10、ise 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、高光洁度。很高兴和贵公司合作。贵方能具体介绍一下这款表吗

11、？Yes, this watch use advanced equipment, high quality materials to processing fine, high finish in manufacturing. we are very glad to cooperate with you. Could you be more detailed on the style of Rolex?：没问题。劳力士有金色全钢表带，白色珍珠贝母表盘，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 course, Rolex has golden all-steel

12、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 had high precision steel polishing c

13、lasp 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，各具特色。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），防水深度超过300米。游艇名士型（YACHTMASTER），配有可旋转外圈，

14、方便计算时差。游艇名士型（YACHTMASTER），配有可旋转外圈，方便计算时差。游艇名士型（YACHTMASTER），配有可旋转外圈，方便计算时差。宇宙计型（COSMOGRAPH），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: Dont worry about it. In addition, we have series of watches. For example, the EXPLORER type (EXPLORER), 24 hours with red needle to assist convenient adventurers distinguishe

15、s 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 versatile watch, can satisfy engineering, spor

16、ts and business DuoZhong need.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（GMTMASTER），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。好巧呀。格林尼治型（GMTMASTER），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

17、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: Great minds think alike. I just want to introduce this type. What a coincidence! the GMT MASTER can rotate outer ring and 24 hours pointer, not only shows two time zones at the same time, but also the more time can be moved to another hour hand independent time zone,

18、 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 if you will give us your catalogs and price li

19、st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 catalogues, we are interested in（GMTMASTER） a

20、nd YACHTMASTER, but we found that your price are too high than those 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 primary price. You must know that the cost of o

21、ur 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,our products are moderately priced.董:Im afraid I c

22、ant agree with you in this respect. I know that your products are attractive in design, but I wish to point out that your offers are higher than some of the quotations. Ive received from your competitors in other countries. So, your price is not competitive in this market.洪:As you may know, our prod

23、ucts which are of high quality have found a good market in many countries. So you must take quality into consideration, too.董:I agree with what you say, but the price difference should not be so big. If you want to get the order, youll have to lower the price. Thats reasonable, isnt it?洪: Well, in o

24、rder 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%? I'm afraid you are asking too much. Actually, we have never gave such lower price. For

25、 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, youll farther reduce your prices. I want to order one container of 格林尼治型（GMTMAS

26、TER 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 talk about the packing. You know, packing has a close bearing on sal

27、es.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要。Yes, I totally agree with you .This kind of article often be bought as a gift, so exquisite and tasteful design is of prime importance. Packings contribute to push the sales a lot. Good packaging can reflect the great honor of Rolex too!王：很高兴在这个问

28、题上我们达成共识。Lee: I'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, these 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. It has the quality goods guarantee.：劳力士（Rolex）包装附有蚝式、外包装纸盒、内盒、小枕头或者夹子、 COSC漆牌、防水标签、证明书/C

29、OSC证书、 说明书。Lu Qin: Rolexs packing has oyster type, the outer packing box, inside box, small pillow 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 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

30、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 to promote sales, can I make some other comments?陆琴：可以，请说！Lu Qin: Of co

31、urse.：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，使其别致且引人注目。 Lee: Cosmic plan. Can Greenwich type according to their own style of packaging design to make itself unique and compelling?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 features of ours. According to each of the special perfor

32、mance, 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：还有一件事情，因为蓝色在我国很受欢迎，

33、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? It 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 take this into a

34、ccount. As soon as possible to meet your requirements for design, and guarantee 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 flatter me immensely. Co

35、operation happy!   王:好吧 我们已经谈妥了价格、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 settled the question of price, quality and quantity. 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

36、.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 you make an exception and accept D/A or D/P?生秋硕: 我们坚持用信用证条款管: Im 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 impo

37、rt. When we open a letter of credit with a bank, we have to pay a deposit. Thatll tie 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，这就帮了我方的大忙了。你就当作有信用证一样，

38、向我方开汇票，这对你来说区别不大，但对我方关系很大: Still, there will be bank charges in connection with the credit. It would help us greatly if you would accept documentary against acceptance or document against payment. You can draw on us just as if there were a letter of credit. It makes no great difference to you, but i

39、t 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 bankers guarantee. So we always require letter of credit for our exports. And the other way round, we

40、 pay by L/C for our imports.王: 都退让一步吧，货价的15%用信用证，其余的用付款交单，你看怎样:both of us should retreat a step, what about 15% by letter of credit 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！: Lets come to the shipment and insurance, what do you think of our proposal?管：好的，请讲吧！Guan:

41、Yes，Please go on，：我想贵方应该知道，我公司经营的是劳力士手表，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。：I think you may know what we manage is Rolex watches. It requires waterproof and safety-transportation, especially during the long time of ocean shipping which will be full of lots of risks. All t

42、he factorsabove call for excellent transportation technology.我方长期与运输业巨头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 cooperation with the shipping company-Danish company. There has been seldom damage in our usual foreign trade in the past.

43、 So in the terms of transportation, you can totally 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 insurance, we are VIP customers all the time in Ansheng insurance company which is the second e

44、xcellent insurance company in the world. We are enjoying a set of the favorable menus. It can save you a large sum of premium. So if we are responsible for the transportation and insurance business, I think it will be a mutual benefit particularly for you.:We learn that you know a lot about the mark

45、et in China. So we accept the term of the trade of CIF. But well 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 con

46、tinuously too .Whats worse, the unstability of Iraqi situation and constantly happening of terrorist incidents in recent years cause Arabian countries to the contagonistic mood of America European countries .We insure you all these risks .In view of these factors, we cant accept the requirement to decrease 50 dol