商務談判對話英語實例

1、精品文檔商務談判對話英語實例（1）Dan Smith 是一位美國的健身用品經(jīng)銷商，此次是Robert Liu第一回與他交手。就在短短幾分鐘的交談中，Robert Liu既感到這位大漢粗獷的外表，藏有狡兔的心思他肯定是沙場老將，自己絕不可掉以輕心。雙方第一回過招如下：D: I d like to get the ball rolling（開始）by talking about prices.R: Shoot.（洗耳恭聽） I d be happy to answer any questionsyou may have.D: Your products are very good. But Im

2、a little worried about the prices you re asking.R: You think we about be asking for more?(laughs)D: (chuckles莞爾 ) 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 dont know how we can make

3、a profit with those numbers.D: Please, Robert, call me Dan. (pause) Well, if we promise future business volume sales （大筆交易） that will slash your costs（大量減低成本）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 （銷磬） so many? (pa

4、use) 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 pla ce orders for twelve months, with a guarantee?R: If you can guarantee that on paper, I think we can discuss this further.商務談判對話英語實例（2）Robert 回公司呈報Dan的提案后，老板很滿意對方

5、的采購計劃; 但在折扣方面則希望 Robert 能繼續(xù)維持強硬的態(tài)度， 盡量探出對方的底線。 就在這七上七八的價格翹翹板上，雙方是否能找到彼此地平衡點呢？請看下面分解:R: Even with volume sales, our coats for the Exec-U-Ciser won t go downmuch.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

6、10%.D: That s a big change from 25! 10 is beyond my negotiating limit. (pau se) Any other ideas?.精品文檔R: I dont think I can change it right now. Why dont 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 DAYD: Robert, I ve been

7、instructed to reject the numbers you proposed; butwe 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（互相妥協(xié)）.D: I understand. We propose a structured deal（階段式和約）. For the first six months, w

8、e get a discount of 20%, and the next six months we get 15%.R: Dan, I cant bring those numbers back to my office they ll turnit down flat（打回票） .D: Then you ll have to think of something better, Robert.商務談判對話英語實例（ 3）Dan上回提議前半年給他們二成折扣，后半年再降為一成半，經(jīng)Robert 推翻后， Dan 再三表示讓步有限。您知道Robert 在這折扣縫隙中游走，如何才能摸出雙方都同意

9、的數(shù)字呢？他從錦囊里又掏出什么妙計了呢？請看下面分解：R: How about 15% the first six months, and the second six months at 12%, with a guarantee of 3000 units?D: Thats a lot to sell, with very low profit margins.R: Its about the best we can do, Dan. (pause) We need to hammer something out （敲定） today. If I go back empty-handed,

10、 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. Lets iron out（解決） the remaining details. When do you want to take delivery（取貨） ?D: Wed like you to execute the first order by the 31st.R: Let me run through this again

11、: the first shipment for 1500 units, to be delivered in 27 days, by the 31st.D: Right. We couldnt handle much larger shipments.R: Fine. But Id prefer the first shipment to be 1000 units, the next 200. The 31st is quite soon - I cant guarantee 1500.D: I can agree to that. Well, if theres nothing else

12、, I think weve set.精品文檔tled everything.R: Dan, this deal promises big returns（賺大錢） for both sides. Lets hope its the beginning of a long and prosperous relationship.商務談判對話英語實例（4）今天 Robert 的辦公室出現(xiàn)了一個生面孔Kevin Hughes ，此人代表美國一家運動產(chǎn)品公司，專程來臺灣尋找加工。接洽的加工產(chǎn)品市運動型“磁質石膏護墊”，受傷的運動員包上這種產(chǎn)品上場比賽，即可保護受傷部位，且不妨礙活動?，F(xiàn)在，我們就來看

13、看兩人的會議現(xiàn)況：R: We found your proposal quite interesting, Mr. Hughes. Wed like to weigh the pros and cons （衡量得失） with you. K: Mr. Robert Liu, weve look ed all over Asia for a manufacturer; your company is one of the most suitabl e.R: If we can settle a number of basic questions, Im confident in saying t

14、hat we are the most suitable for your needs.K: I hope so. And what might be the basic questions you have?R: First, do you intend to take a position in（投資于 ）our company?K: No, we dont, Mr. Liu. This is just OEM.R: I see. Then, the most important thing is the size of your orders. Well have to invest a

15、 great deal of money in the new production process.K: If you can guarantee continuing quality, we can sign a commitment for75,000 pieces a year, for five years.R: At U.S. $1000 a piece, well make an average return of just 4%. Thats too great a financial burden for us.K: Ill check the number later, b

16、ut what do you propose?R: Heres how you can demonstrate commitment to this deal. Make it ten y ears, increase the unit price, and provide technology transfer.商務談判對話英語實例（5）Robert 在前面的談判最后提出簽約十年的要求，Kevin 會不會答應呢？如果答案是否決的話， Robert 又有何打算？他一心為公司的利益打算，極力爭取技術轉移地協(xié)定，而對方會甘心出讓此項比金錢更珍貴的資產(chǎn)嗎？請看以下分解：K: We cant sign

17、 any commitment for ten years. But if your production qu.精品文檔ality is good after the first year, we could extend the contract and increas e our yearly purchase.R: That sounds reasonable. But could you shed some light on （透露） the s ize of your orders?K: If we are happy with your quality, we might inc

18、rease our purchase to 100,000 a year, for a two-year period.R: Excuse me, Mr. Hughes, but it seems to me were giving up too much in this case. Wed be giving up the five-year guarantee for increased yearly s ales.K: Mr. Liu, youve got to give up something to get something.R: If youre asking us to tak

19、e such a large gamble（冒險） for just two years sales, Im sorry, but youre not in our ballpark（接受的范圍）.K: What would it take to keep Pacer interested?R: A three-year guarantee, not two. And a qualilty inspection（質量檢查）tour after one year is fine, but wed like some of our personnel on the team.K: Acceptab

20、le. Anything else?R: Wed be making huge capital outlay（資本支出）for the production process, so wed like to set up a technology transfer agreement, to help us getoff the ground（取得初步進步）.商務談判對話英語實例（6）Dan Smith 是一位美國的健身用品經(jīng)銷商，此次是Robert Liu第一回與他交手。就在短短幾分鐘的交談中， Robert Liu 既感到這位大漢粗獷的外表，藏有狡兔的心思他肯定是沙場老將，自己絕不可掉以輕心

21、。雙方第一回過招如下：D: I d like to get the ball rolling（開始）by talking about prices.R: Shoot.（洗耳恭聽） I d be happy to answer any questions you may have.D: Your products are very good. But Im a little worried about theprices you re asking.R: You think we about be asking for more?(laughs)D: (chuckles莞爾 ) That s n

22、ot exactly what I had in mind. I know your research costs are high, but what Id like is a 25% discount.R: That seems to be a little high, Mr. Smith. I dont know how we can make a profit with those numbers.D: Please, Robert, call me Dan. (pause) Well, if we promise future busin.精品文檔ess volume sales （

23、大筆交易） that will slash your costs（大量減低成本）for making the Exec-U-ciser, right?R: Yes, but its hard to see how you can place such large orders. How could you turn over（銷磬） so many? (pause) We d need a guarantee of futurebusiness, not just a promise.D: We said we wanted 1000 pieces over a six-month perio

24、d. What if we pla ce orders for twelve months, with a guarantee?R: If you can guarantee that on paper, I think we can discuss this further.商務談判對話英語實例（7）：K: If we transferred our technical and research expertise（技術與研究的專業(yè)知識） , what would stop you from making th esame product?R: Wed be willing to sign

25、a commitment. Well put it in writing（書面保證） that we wont copycat（仿冒） the Sports Cast within five years after ending our contract.K: Sounds O.K., if its for any similar product. That would give us be tter protection. But wed have to interest on a ten year limit.R: Fine. We have no intention of becomin

26、g your competitor.K: Great. Then lets settle the details of the transfer agreement.R: Well need you to send over some key personnel to help us purchase th e equipment and train our technical people. How long do you anticipate that will take?K: A week to put the team together, three weeks to train yo

27、ur people. If so, when do you estimate starting production?R: Our first production run（一批的生產(chǎn)）should be one week after our team finishes its training. But Id like your team to stay a full week after that, to handle any kitches that pop up（處理突發(fā)的事件）.商務談判對話英語實例（8）Botany Bay 是家生產(chǎn)高科技醫(yī)療用品的公司。其產(chǎn)品 “病例磁盤” 可儲存

28、個人病例；資料取用方便，真是達到“一盤在手，妙用無窮”的目的。此產(chǎn)品可廣泛使用于醫(yī)院、.精品文檔養(yǎng)老院、學校等。因此Pacer 有意爭取該產(chǎn)品軟硬件設備的代理權。以下就是Robert與 Botany Bay 的代表， Mark Davis ，首度會面的情形：M: Mr. Liu, total sales onthe Medic-Disk were U.S.$ 100,000 last year, t hrough our agent in Hong Kong.R: Our research shows most of your sales, are made in the Taipei are

29、a. Your agent has only been able to target the Taipei market（把 作為目標市場） .M: True, but we are happy with the sales. Its a new product. How could you do better?R: Were already well-established in the medical products business. The Medic-Disk would be a good addition to our product range.M: Can you tell

30、 me what your sales have been like in past years?R: In the past three years, our unit sales have gone up by 350 percent; profits have gone up almost 400 percent.M: What kind of distribution capabilities（分銷能力）do you have?R: We have salespeople in four major areas around the island, selling di rectly

31、to customers.M: What about your sales?R: In terms of unit sales, 55 percent are still from the Taipei area. The rest comes from the Kaohsiung, Taichung, and Tainan areas. Thats a greatdeal of untapped market potential（未開發(fā)的市場潛力）, Mr. Davis.商務談判對話英語實例（9）：M: Mr. Liu, what kinds of sales do you think yo

32、u could get?R: Well, to begin with, wed have to insist on sole agency in Taiwan. Webelieve we could spike （激增） sales by 30% to 40% in the first year. But c ertain conditions would have to be met.M: What kinds of conditions?R: Wed need your full technical and marketing support.M: Could you explain wh

33、at you mean by that?R: Wed like you to give training to our technical staff; wed also likeyou to pay a fee for after-sales service.M: Its no problem with the training. As for service support, we usuallypay a yearly fee, pegged to（根據(jù)） total sales.精品文檔R: Sounds OK, if we can come to terms（達成協(xié)定）on how

34、much is fair. As for marketing support, we would like you to assume 50% of all costs.M: Wed prefer 40%. Many customers learn about our products through international magazines, trade shows, and so on. We pick up the tab（付款） for that, but you get the sales in Taiwan.R: Well think about it, and talk more tomorrow.M: Fine. Wed like you to tell us about your marketing plans.商務談判對話英語實例（ 10）1 I d like to change this ticket to the first class.我想把這張票換成頭等車。2 I want a package deal including airfare and hotel.我需要一個成套服務，包括機票和住宿。3 I d like to