商务英语谈判案例
商务英语谈判案例(一)
A:为出口公司 B:为国外进口公司
场景一： 价格谈判
A和B开门走进办公室……
A: please take your seat,--- B:Thank you.
A:After anttending our new product launch meeting,you must have a detail idea about our products,---.Now please let me know what kinds of flowers you are interested.
(A递给B 一个产品目录册，B迅速地翻阅并作出标记)
B:Yes,your flowers are pretty beautiful and leave me a deep impression.
(A接过B递回的册子，翻阅)
B:And I’d like to get the ball rolling by talking about the price.what prices will you offer for these I’ve marked?
A:---,before we quote price please tell me how many flowers you are going to buy.
B:for No.10 we’d like to phurchase 1500 units,No.20,1000 units and 1000 units for No.30.
A:The usual price for No10 is 25 USD,for No20,35,and No30,50USD.they are all on the trade term of CIF Sydney.
B:I think it’s unacceptable for us,you know the market has shrinked a lot during the economic ressesion period. A:we understand it,but you know these flowers are good for value.And they are newly cultivated after we tried a lot for genetic transplant.I believe you know the cost we spent.
B:yes, I know that,---,it’s because of that ,I hope we can cooperate to open the market.If the price is reasonable, the large volume sales will be easy to reach,and that can remedy your large cost,right?
A: (考虑片刻)Considering it’s the first time we do business and long-term cooperation in future, we can cut 1 USD for the price which we usual don’t do .
B:1 USD? It makes no difference.we need more.and to be frank,we want the price to be 20,25 and 40 USD for each kind.
A:No,no,no,I think you are kidding….---,that’s a big cut ,and it will make us have no returns.
B:(表情严肃，犹豫片刻)Then how about 22,30 and 45 USD.
A:That’s still leave us a little of margin,but increase 500 hundreds units for each kind,we can make it.
B:That’s hard for us,you know it is a large size,and we can’t keep them for a long time.
A:The season of large demand for flowers is coming,we guarantee the delivery within 1 month, that can be helpful for your quick sale.
B:The delivery should be within 1 month, otherwise I cannot place the order. Now let’s reach some middle ground,you allow a 20% discount,I increase the order quantity by 500 hundreds units at that new price.
A:20% discount? The policy regulates the maxium discount is within 15% in our company. And if you want to get the discount,the units you ordered have to overpass 2000 for each item.
B:2000 units?we can’t take that many.Though you can’t offer us 15% discount,10% is ok.I hope you can accept it.---
A:---,we can grant 8% at most,that’s the best we can do.And I ensure we have allow the prelivige for you. (A’s cellphone rings)
A:Sorry,---,please allow me to spare a few minutes for answering the phone. B:please help yourself.
(A走出办公室，B掏出手机打电话)
B:hello,is that ---,this is --- calling from---
C:Hi,---,this is ---,How is the business going?
B:It’s tough.we are discussing price.Have you seen the brochures I sent.For No10,20 and 30,they offer us unit price of 20,25 and 40 USD on trade term of CIF Sydney with quantity of 2000,1500 and 1500 for each kind,and they also allow a 8% discount,but I want to win more.What’s your idea?
C:I have checked that.they have a good reputation and quanlity products,and the price condition is also competetive,if you can’t go further,accept thatl. B:Ok,I get it.bye
A接完电话回来
A:Sorry,I’ve be delayed. It’s an important call from my gerenal mangage. Let’s continue.(拿着册子看了下)I ensure we have offered you our best price. And I really hope we can begin our business relationship from this transaction.
B:You are a good negotiator,and I accept that.
A:Great,that’s a deal.After a long negotiation,you must be tired.Now let’s go to have a rest and drink some coffee.
场景二：包装、支付方式、保险等条款
A:---,we have decided the price, now let’s get down to some detail requirements of the products you order.First, we’d like to know how you would like the flowers are packed.
B:For No.10 ,each bunch of flower should be packed in a clear transparent plastic bag ,each bag to a paper box, 100 boxes to a carton.we require the plastic bags should be in 7 different colors,and the quality of each bag should be grade AAA with degree of transparency of 100%.
A:Grade AAA is large spend for us,we can’t meet your standard.The most we can do is to use gradeA.If you insist,we have to take 15 cents extra charge for each bag.
B:If you can guarantee the quality and make sure each bunch of flower to reach customers without defections,I can agree that.
A:Please don’t worry,---,we can guarantee.
B:For No20 and No30,each pot of flower to a wooden box,each box should be moisture-conditioned.6 articles of No.20 and 6 aritcles of No30 to a wooden case.
A:It will be a waste of wood,if you use box and case at the same time.we can use wood blocks to separate the flowerpots.
B:No,I can’t agree.If having no case packing, the flowers are inconvenient to convey and easy to be broken.So please do as I say.
A:Ok.And what’s the requirement for shiping marks?
B:We need cartons and wooden boxes painting our company name for short,loading port and number.And of course,some indication marks,such as fragile,keeping upright should be put on. A:Anything more?
B:I think no more. That’s all.
A:I get it. For package,it’s setttled. Then let’s discuss something about payment. As you know for the first time we deal with business we usually accept letter of credit.
B:Letter of credit is very complex and inconvenient, I hope you can change it to remittance. That will be more flexible.
A:No, we can’t accept that. Though you are right, remittance is flexible, for us,it has more risk. It’s the policy in our company that we have to accept L/C when we are in business for the first time.
B:But I’m afraid that if there’s many times of remedy for L/C,it will waste a lot of time, and we can’t get the flowers on the best occasion to sell. Then how about D/P?
A:Sorry,---. We have to obey the regulation.
B:But who will take the loss when you delay our time to sell the flowers?
A:Perhaps. Then I have to go against the policy. 70% of the sales money should be paid by L/C, the balance by D/P. We can’t go further.
B:Ok. What bank will be suitable for your negotiation?
A:Bank of China quanzhou branch.
B:Sorry, we have no business with bank of China,we usually choose HSBC for negotiation bank in China.
A:That will be inconvenient for us. To draw the money, we have to go to xiamen.
B:We will allow HSBC to transit its transaction to BOC. Is that ok? A:Alright.
切换场景 A给B端一杯咖啡…..
of invoice value.
B:No, we need that. It’s usual our practice and none of trade companies have ever refused it.
A:Let’s put the markup to 15%, reaching a middle ground, alright? B:At least 20%.
A:Ok, 20%. And talk about document instructions?
B:Full set of documents of ocean bill of lading in 3 orinigals and 5 copies, insurance policy, certificate original, and certificate of inspection, all certificate should mark credit number. A:Get it. Any more?
B:It seems all are included.
A:Let me check. Price, package, payment, insurance, documents. Yes ,all are well negotiated. Please have a look.---
B: (仔细看了下)All have been in the list. A:(起身，伸出手，同---握手)Thank you,---. I hope this is a very excellent begin of our business.
B: You have mentioned your price is based on CIF Sydney, but now we find that Sydney port not suitable for us to take the delivery. We’d like to change it to Melpomene[mel’pɔmini:].
A:I’m afraid that there’s no direct voyage to Melpomene. If so, we have to deliver the flowers in transshipment. B:Transshipment is not allowed,neither is partial shipment. Perhaps you arrange it by charter.
A:No,---,it’s a big cost. We can’t do that. If you can undertake part of the charter fees, we can manage that. B:Is Perth ok?
A:Perth is a good choice. Do you have any other requirement?
B:We also need the insurance to be effected for 130% of the invoice value covering all risks as per ICC.
A:130% and all risks? That will increase our spend. We usually commence 110%
商务英语谈判案例(二)
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.
商务英语谈判案例(三)
Robert回公司呈报Dan的提案后，老板很满意对方的采购计划;但在折扣方面则希望Robert能继续维持强硬的.态度，尽量探出对方的底线。就在这七上七八的价格翘翘板上，双方是否能找到彼此地平衡点呢?请看下面分解:
R: Even with volume sales, our coats for the Exec-U-Ciser won‘t go down much.
D: Just what are you proposing?
R: We could take a cut(降低)on the price. But 25% would slash our profit margin(毛利率).We suggest a compromise――10%.
D: That‘s a big change from 25! 10 is beyond my negotiating limit. (pause) Any other ideas?
R: I don‘t think I can change it right now. Why don‘t we talk again tomorrow?
D: Sure. I must talk to my office anyway. I hope we can find some common ground(共同信念)on this.
NEXT DAY
D: Robert, I‘ve been instructed to reject the numbers you proposed; but we can try to come up with some thing else.
R: I hope so, Dan. My instructions are to negotiate hard on this deal――but I‘m try very hard to reach some middle ground(互相妥协).
D: I understand. We propose a structured deal(阶段式和约). For the first six months, we get a discount of 20%, and the next six months we get 15%.
R: Dan, I can‘t bring those numbers back to my office――they‘ll turn it down flat(打回票).
D: Then you‘ll have to think of something better, Robert.
商务英语谈判案例(四)
Dan上回提议前半年给他们二成折扣，后半年再降为一成半，经Robert推翻后，Dan再三表示让步有限。您知道Robert在这折扣缝隙中游走，如何才能摸出双方都同意的数字呢?他从锦囊里又掏出什么妙计了呢?请看下面分解：
R: How about 15% the first six months, and the second six months at 12%, with a guarantee of 3000 units?
D: That's a lot to sell, with very low profit margins.
R: It's about the best we can do, Dan. (pause) We need to hammer something out (敲定)today. If I go back empty-handed, I may be coming back to you soon to ask for a job. (smiles)
D: (smiles) O.K., 17% the first six months, 14% for the second?!
R: Good. Let's iron out(解决)the remaining details. When do you want to take delivery(取货)?
D: We'd like you to execute the first order by the 31st.
R: Let me run through this again: the first shipment for 1500 units, to be delivered in 27 days, by the 31st.
D: Right. We couldn't handle much larger shipments.
R: Fine. But I'd prefer the first shipment to be 1000 units, the next 2000. The 31st is quite soon ---- I can't guarantee 1500.
D: I can agree to that. Well, if there's nothing else, I think we've settled everything.
R: Dan, this deal promises big returns(赚大钱)for both sides. Let's hope it's the beginning of a long and prosperous relationship.
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