商务英语谈判高频话题

时间：2020-11-25 08:51:29 Negotiation 我要投稿

商务英语谈判高频话题

　　商务英语谈判实例实战(一)

商务英语谈判高频话题

　　Dan　Smith是一位美国的健身用品经销商，此次是Robert　Liu第一回与他交手。就在短短几分钟的.交谈中，Robert　Liu既感到这位大汉粗犷的外表，藏有狡兔的心思――他肯定是沙场老将，自己绝不可掉以轻心。双方第一回过招如下：

　　D:　I’d　like　to　get　the　ball　rolling(开始)by　talking　about　prices.

　　R:　Shoot.(洗耳恭听)I’d　be　happy　to　answer　any　questions　you　may　have.

　　D:　Your　products　are　very　good.　But　I’m　a　little　worried　about　the　prices　you’re　asking.

　　R:　You　think　we　about　be　asking　for　more?(laughs)

　　D:　(chuckles莞尔)　That’s　not　exactly　what　I　had　in　mind.　I　know　your　research　costs　are　high,　but　what　I’d　like　is　a　25%　discount.

　　R:　That　seems　to　be　a　little　high,　Mr.　Smith.　I　don’t　know　how　we　can　make　a　profit　with　those　numbers.

　　D:　Please,　Robert,　call　me　Dan.　(pause)　Well,　if　we　promise　future　business――volume　sales(大笔交易)――that　will　slash　your　costs(大量减低成本)for　making　the　Exec-U-ciser,　right?

　　R:　Yes,　but　it’s　hard　to　see　how　you　can　place　such　large　orders.　How　could　you　turn　over(销磬)so　many?　(pause)　We’d　need　a　guarantee　of　future　business,　not　just　a　promise.

　　D:　We　said　we　wanted　1000　pieces　over　a　six-month　period.　What　if　we　place　orders　for　twelve　months,　with　a　guarantee?

　　R:　If　you　can　guarantee　that　on　paper,　I　think　we　can　discuss　this　further.

　　商务英语谈判实例实战(二)

　　Business Negotiation

　　A: The seller Miss Lin representing Huaxin Trading Co.,Ltd.

　　B: The buyer Mr. Cai representing James Brown&Sons Co.,Ltd.

　　A: Good morning, Mr. Cai. Glad to meet you.

　　B: Good morning, Miss Lin. Its very nice to see you in person.

　　Let me introduce my colleagues to you. This is my manager, Mr. Jia.

　　A: How do you do? Mr.Jia.

　　B: How do you do? Miss Lin. Nice to meet you.

　　B: ....And this is Mr. Wang. He is in charge of sales department. This is Miss Huang. She is in charge of business with clents.

　　A: Nice to meet you, Miss Huang, Mr. Wang.

　　B: Nice to meet you, Miss Lin.

　　A: How are things going?

　　B: Everything is nice.

　　A: I hope through your visit we can settle the price for our Chinaware, and conclude the business before long.

　　B: I think so, Miss Lin. We came here to talk to you about our requirements of HX Series Chinaware. Can you show us your price-list and catalogues?

　　A: Weve specially made out a price-list which cover those items most popular on your market. Here you are.

　　B: Oh, its very considerate of you. If youll excuse me, I ll go over your price-list right now.

　　A: Take your time, Mr. Cai.

　　B: Oh, Mr, Wang. After going over your price-list and catalogues, we are interested in Art No. HX1115 and HX 1128, 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.

　　A: Im sorry to hear that. You must know that the cost of production has risen a great deal in recent years while our prices of Chinaware basically remain unchanged. To be frank, our commodities have always come up to our export standard and the packages are excellent designed and printed. So our products are moderately priced.

　　B: Im afraid I cant 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.

　　A: Mr. Cai. As you may know, our roducts which is of high quality have found a good market in many countries. So you must take quality into consideration, too.

　　B: 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?

　　A: 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.

　　B: If you are prepared to cut down your price by 8%, we might come to terms.

　　A: 8%? Im afraid you are asking 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.

　　B: 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 HX1115 and 438 sets of HX1128.

　　A: Mr. Cai, I can assure you that our price is most favourable. We are sorry to say that we can bring our price down a still lower level.

　　B: Ok, I accept. Now lets talk about the terms of payment. Would you accept D/P? I hope it will be acceptable to you.

　　A: The terms of payment we usually adopt are sight L/C.

　　B: But I think it would be beneficial to both of us to adopt more flexible payment terms such as D/P term.

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