商務英語談判實例六篇

1、商務英語談判實例六篇Dan SmithRobert Liu Liu位大漢粗暴的外表，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: 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 little worried about the prices youre asking.R: You thi

2、nk 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 with those numbers.D: Please, Robert, call me Dan.

3、(pause) Well, if we promise future businessvolume sales(大筆交易)that will slash your costs(大量減低本錢)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) Wed need a guarantee of future business, not just a promise.

4、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.RobertDan但在折扣方面那么希望RobertR: Even with volume sales, our coats for the Exec-U- Ciser wont go down much.D: Ju

5、st 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 promise10%.D: Thats a big change from 25! 10 is beyond my negotiating limit. (pause) Any other ideas?R: I dont think I can change it right now. Why dont we talk again tomorrow?D:

6、 Sure. I must talk to my office anyway. I hope we can find some mon ground(共同信念)on this.NEXT DAYD: Robert, Ive been instructed to reject the numbers you proposed; but we can try to e up with some thing else.R: I hope so, Dan. My instructions are to negotiate hard on this dealbut Im try very hard to

7、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 months 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 bett

8、er, Robert.Dan經(jīng)RobertDanRobertR: 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 to hammer something out)today. If I go back empty- handed, I may

9、 be ing back to you soon to ask for a job. (smiles)D: (smiles) O.K., 17% the first six months, 14% for 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 ship

10、ment for 1500 units, to be delivered in 27 days, by the 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 settl

11、ed 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.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”，受傷的運發(fā)動包上這種產(chǎn)品上場比賽，即可保護受傷部位，且不阻礙活動?，F(xiàn)在，我們就來看看兩人的會議現(xiàn)況：R: We found your proposal quite

12、interesting, Mr. Hughes.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 pany 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 h

13、ope so. And what might be the basic questions you have?R: First, do you intend to take a position in(投資于?)our pany?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 great deal of money in the new production process.K:

14、 If you can guarantee continuing quality, we can sign a mitment 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 propose? R: Heres how you can demonstrat

15、e mitment to this deal.Make it ten years, increase the unit price, and provide technology transfer.RobertRobert利益打算，竭力爭取技術轉移地協(xié)定，而對方會甘心出讓此項比金K: We cant sign any mitmentforten years. But if yourproduction quality is good afterthefirst year, we couldextend the contract and increaseouryearly purchase.R:

16、 That sounds reasonable. But could you shed some light on(透露)the size of your orders?K: 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, but it seems to me were giving up too much in this case. Wed be giving up the f

17、ive-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)for just two years sales, Im sorry, but youre not in our ballpark(承受的范圍).K: What would it take to keep Pacer interested?R: A three-year guara

18、ntee, 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: Aeptable. 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 get off the gro

19、und(取得初步進步).RobertRobert利益打算，竭力爭取技術轉移地協(xié)定，而對方會甘心出讓此項比金K: We cant sign any mitmentforten years. But if yourproduction quality is good afterthefirst year, we couldextend the contract and increaseouryearly purchase.R: That sounds reasonable. But could you shed some light on(透露)the size of your orders?K: 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, but it seems to me were giving up too m