商務(wù)談判對(duì)話英語(yǔ)實(shí)例

1、.商務(wù)談判對(duì)話英語(yǔ)實(shí)例（1）Dan Smith是一位美國(guó)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(chǎng)老將，自己絕不可掉以輕心。雙方第一回過招如下： D: Id like to get the ball rolling（開始）by talking about prices.R: Shoot.（洗耳恭聽）Id be happy to answer any questions you may have.D: Your products are very good. But Im a lit

2、tle worried about the prices youre asking.R: You think we about be asking for more(laughs)D: (chuckles莞爾) Thats not 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 w

3、ith those numbers.D: Please, Robert, call me Dan. (pause) Well, if we promise future businessvolume sales（大筆交易）that will slash your costs（大量減低成本）for making the Exec-U-ciser, rightR: Yes, but its hard to see how you can place such large orders. How could you turn over（銷磬）so many (pause) Wed need a gu

4、arantee 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 guaranteeR: If you can guarantee that on paper, I think we can discuss this further.商務(wù)談判對(duì)話英語(yǔ)實(shí)例（2）Robert回公司呈報(bào)Dan的提案后，老板很滿意對(duì)方的采購(gòu)計(jì)劃;但在折扣方面則希望Robert能

5、繼續(xù)維持強(qiáng)硬的態(tài)度，盡量探出對(duì)方的底線。就在這七上七八的價(jià)格翹翹板上，雙方是否能找到彼此地平衡點(diǎn)呢.請(qǐng)看下面分解: R: Even with volume sales, our coats for the Exec-U-Ciser wont go down much.D: Just what are you proposingR: We could take a cut（降低）on the price. But 25% would slash our profit margin（毛利率）.We suggest a compromise10%.D: Thats a big change from

6、 25! 10 is beyond my negotiating limit. (pause) Any other ideasR: I dont think I can change it right now. Why dont we talk again tomorrowD: 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, Ive been instructed to reject the numbers you propo

7、sed; but we can try to come up with some thing else.R: I hope so, Dan. My instructions are to negotiate hard on this dealbut Im 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, we get a discount of 20%, and the next six m

8、onths we get 15%.R: Dan, I cant bring those numbers back to my officetheyll turn it down flat（打回票）.D: Then youll have to think of something better, Robert.商務(wù)談判對(duì)話英語(yǔ)實(shí)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的數(shù)字呢.他從錦囊里又掏出什么妙計(jì)了呢.請(qǐng)看下面分解： R: How about 15% the fi

9、rst six months, and the second six months at 12%, with a guarantee of 3000 unitsD: 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, I may be coming back to you soon to ask for a job.

10、(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: the first shipment for 1500 units, to be delivered in

11、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 2000. The 31st is quite soon - I cant guarantee 1500.D: I can agree to that. Well, if theres nothing else, I think weve settled everything.R: Dan, this deal pr

12、omises big returns（賺大錢）for both sides. Lets hope its the beginning of a long and prosperous relationship.商務(wù)談判對(duì)話英語(yǔ)實(shí)例（4）今天Robert的辦公室出現(xiàn)了一個(gè)生面孔Kevin Hughes，此人代表美國(guó)一家運(yùn)動(dòng)產(chǎn)品公司，專程來(lái)臺(tái)灣尋找加工。接洽的加工產(chǎn)品市運(yùn)動(dòng)型“磁質(zhì)石膏護(hù)墊”，受傷的運(yùn)動(dòng)員包上這種產(chǎn)品上場(chǎng)比賽，即可保護(hù)受傷部位，且不妨礙活動(dòng)?，F(xiàn)在，我們就來(lái)看看兩人的會(huì)議現(xiàn)況： R: We found your proposal quite interesting, Mr. Hugh

13、es. Wed like to weigh the pros and cons（衡量得失）with you. K: Mr. Robert Liu, weve looked all over Asia for a manufacturer; your company is one of the most suitable.R: If we can settle a number of basic questions, Im confident in saying that we are the most suitable for your needs.K: I hope so. And what

14、 might be the basic questions you haveR: First, do you intend to take a position in（投資于）our companyK: 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 great deal of money in the new production process.K: If you can guar

15、antee continuing quality, we can sign a commitment for 75,000 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, but what do you proposeR: Heres how you can demonstrate commitment to

16、 this deal. Make it ten years, increase the unit price, and provide technology transfer.商務(wù)談判對(duì)話英語(yǔ)實(shí)例（5）Robert在前面的談判最后提出簽約十年的要求，Kevin會(huì)不會(huì)答應(yīng)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(zhēng)取技術(shù)轉(zhuǎn)移地協(xié)定，而對(duì)方會(huì)甘心出讓此項(xiàng)比金錢更珍貴的資產(chǎn)嗎.請(qǐng)看以下分解：K: We cant sign any commitment for ten years. But if your production quality is good afte

17、r the first year, we could extend the contract and increase our yearly purchase.R: That sounds reasonable. But could you shed some light on（透露）the size of your ordersK: If we are happy with your quality, we might increase our purchase to 100,000 a year, for a two-year period.R: Excuse me, Mr. Hughes

18、, but it seems to me were giving up too much in this case. Wed be giving up the five-year guarantee for increased yearly sales.K: Mr. Liu, youve got to give up something to get something.R: If youre asking us to take such a large gamble（冒險(xiǎn)）for just two years sales, Im sorry, but youre not in our bal

19、lpark（接受的范圍）.K: What would it take to keep Pacer interestedR: A three-year guarantee, not two. And a qualilty inspection（質(zhì)量檢查）tour after one year is fine, but wed like some of our personnel on the team.K: Acceptable. Anything elseR: Wed be making huge capital outlay（資本支出）for the production process,

20、so wed like to set up a technology transfer agreement, to help us get off the ground（取得初步進(jìn)步）.商務(wù)談判對(duì)話英語(yǔ)實(shí)例（6）Dan Smith是一位美國(guó)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(chǎng)老將，自己絕不可掉以輕心。雙方第一回過招如下： D: Id like to get the ball rolling（開始）by talking about prices.R: Shoot.（洗耳恭聽）I

21、d be happy to answer any questions you may have.D: Your products are very good. But Im a little worried about the prices youre asking.R: You think we about be asking for more(laughs)D: (chuckles莞爾) Thats not exactly what I had in mind. I know your research costs are high, but what Id like is a 25% d

22、iscount.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 businessvolume sales（大筆交易）that will slash your costs（大量減低成本）for making the Exec-U-ciser, rightR: Yes, but its hard to see h

23、ow you can place such large orders. How could you turn over（銷磬）so many (pause) Wed 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 guaranteeR: If you can guarantee that on paper, I thi

24、nk we can discuss this further.商務(wù)談判對(duì)話英語(yǔ)實(shí)例（7）：K: If we transferred our technical and research expertise（技術(shù)與研究的專業(yè)知識(shí)）, what would stop you from making th esame productR: Wed be willing to sign a commitment. Well put it in writing （書面保證）that we wont copycat（仿冒）the Sports Cast within five years after end

25、ing our contract.K: Sounds O.K., if its for any similar product. That would give us better protection. But wed have to interest on a ten year limit.R: Fine. We have no intention of becoming your competitor.K: Great. Then lets settle the details of the transfer agreement.R: Well need you to send over

26、 some key personnel to help us purchase the equipment and train our technical people. How long do you anticipate that will takeK: A week to put the team together, three weeks to train your people. If so, when do you estimate starting productionR: Our first production run（一批的生產(chǎn)）should be one week aft

27、er 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(wù)談判對(duì)話英語(yǔ)實(shí)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(chǔ)存?zhèn)€人病例；資料取用方便，真是達(dá)到“一盤在手，妙用無(wú)窮”的目的。此產(chǎn)品可廣泛使用于醫(yī)院、養(yǎng)老院、學(xué)校等。因此Pacer有意爭(zhēng)取該產(chǎn)品軟硬件設(shè)備的代理權(quán)。以下就是Robert與Botany Bay的代表，Mark Davis，首度會(huì)面的情形

28、：M: Mr. Liu, total sales onthe Medic-Disk were U.S.$ 100,000 last year, through our agent in Hong Kong.R: Our research shows most of your sales, are made in the Taipei area. Your agent has only been able to target the Taipei market（把作為目標(biāo)市場(chǎng)）.M: True, but we are happy with the sales. Its a new product

29、. How could you do betterR: 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 me what your sales have been like in past yearsR: In the past three years, our unit sales have gone up by 350 percent; profits have

30、 gone up almost 400 percent.M: What kind of distribution capabilities（分銷能力）do you haveR: We have salespeople in four major areas around the island, selling directly to customers.M: What about your salesR: In terms of unit sales, 55 percent are still from the Taipei area. The rest comes from the Kaoh

31、siung, Taichung, and Tainan areas. Thats a great deal of untapped market potential（未開發(fā)的市場(chǎng)潛力）, Mr. Davis.商務(wù)談判對(duì)話英語(yǔ)實(shí)例（9）：M: Mr. Liu, what kinds of sales do you think you could getR: Well, to begin with, wed have to insist on sole agency in Taiwan. We believe we could spike（激增） sales by 30% to 40% in th

32、e first year. But certain conditions would have to be met.M: What kinds of conditionsR: Wed need your full technical and marketing support.M: Could you explain what you mean by thatR: Wed like you to give training to our technical staff; wed also like you to pay a fee for after-sales service.M: Its

33、no problem with the training. As for service support, we usually pay a yearly fee, pegged to（根據(jù)）total sales.R: Sounds OK, if we can come to terms（達(dá)成協(xié)定） on how 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 produc

34、ts 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(wù)談判對(duì)話英語(yǔ)實(shí)例（10）1 Id 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(gè)成套服務(wù)，包括機(jī)票和住宿。3 Id li