商務(wù)談判對(duì)話英語(yǔ)實(shí)例

商務(wù)談判對(duì)話英語(yǔ)實(shí)例（1）DanSmith是一位美國(guó)的健身用品經(jīng)銷商，此次是RobertLiu第一回與他交手。就在短短幾分鐘的交談中，RobertLiu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(guò)招如下：

D:I‘dliketogettheballrolling（開(kāi)始）bytalkingaboutprices.

R:Shoot.（洗耳恭聽(tīng)）I‘dbehappytoansweranyquestionsyoumayhave.

D:Yourproductsareverygood.ButI‘malittleworriedaboutthepricesyou‘reasking.

R:Youthinkweaboutbeaskingformore?(laughs)

D:(chuckles莞爾)That‘snotexactlywhatIhadinmind.Iknowyourresearchcostsarehigh,butwhatI‘dlikeisa25%discount.

R:Thatseemstobealittlehigh,Mr.Smith.Idon‘tknowhowwecanmakeaprofitwiththosenumbers.

D:Please,Robert,callmeDan.(pause)Well,ifwepromisefuturebusiness――volumesales（大筆交易）――thatwillslashyourcosts（大量減低成本）formakingtheExec-U-ciser,right?

R:Yes,butit‘shardtoseehowyoucanplacesuchlargeorders.Howcouldyouturnover（銷磬）somany?(pause)We‘dneedaguaranteeoffuturebusiness,notjustapromise.

D:Wesaidwewanted1000piecesoverasix-monthperiod.Whatifweplaceordersfortwelvemonths,withaguarantee?

R:Ifyoucanguaranteethatonpaper,Ithinkwecandiscussthisfurther.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:Evenwithvolumesales,ourcoatsfortheExec-U-Ciserwon‘tgodownmuch.

D:Justwhatareyouproposing?

R:Wecouldtakeacut（降低）ontheprice.But25%wouldslashourprofitmargin（毛利率）.Wesuggestacompromise――10%.

D:That‘sabigchangefrom25!10isbeyondmynegotiatinglimit.(pause)Anyotherideas?

R:Idon‘tthinkIcanchangeitrightnow.Whydon‘twetalkagaintomorrow?

D:Sure.Imusttalktomyofficeanyway.Ihopewecanfindsomecommonground（共同信念）onthis.

NEXTDAY

D:Robert,I‘vebeeninstructedtorejectthenumbersyouproposed;butwecantrytocomeupwithsomethingelse.

R:Ihopeso,Dan.Myinstructionsaretonegotiatehardonthisdeal――butI‘mtryveryhardtoreachsomemiddleground（互相妥協(xié)）.

D:Iunderstand.Weproposeastructureddeal（階段式和約）.Forthefirstsixmonths,wegetadiscountof20%,andthenextsixmonthsweget15%.

R:Dan,Ican‘tbringthosenumbersbacktomyoffice――they‘llturnitdownflat（打回票）.

D:Thenyou‘llhavetothinkofsomethingbetter,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:Howabout15%thefirstsixmonths,andthesecondsixmonthsat12%,withaguaranteeof3000units?

D:That'salottosell,withverylowprofitmargins.

R:It'saboutthebestwecando,Dan.(pause)Weneedtohammersomethingout（敲定）today.IfIgobackempty-handed,Imaybecomingbacktoyousoontoaskforajob.(smiles)

D:(smiles)O.K.,17%thefirstsixmonths,14%forthesecond?!

R:Good.Let'sironout（解決）theremainingdetails.Whendoyouwanttotakedelivery（取貨）?

D:We'dlikeyoutoexecutethefirstorderbythe31st.

R:Letmerunthroughthisagain:thefirstshipmentfor1500units,tobedeliveredin27days,bythe31st.

D:Right.Wecouldn'thandlemuchlargershipments.

R:Fine.ButI'dpreferthefirstshipmenttobe1000units,thenext2000.The31stisquitesoon----Ican'tguarantee1500.

D:Icanagreetothat.Well,ifthere'snothingelse,Ithinkwe'veset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BotanyBay的代表，MarkDavis，首度會(huì)面的情形：

M:Mr.Liu,totalsalesontheMedic-DiskwereU.S.$100,000lastyear,throughouragentinHongKong.

R:Ourresearchshowsmostofyoursales,aremadeintheTaipeiarea.YouragenthasonlybeenabletotargettheTaipeimarket（把……作為目標(biāo)市場(chǎng)）.

M:True,butwearehappywiththesales.It'sanewproduct.Howcouldyoudobetter?

R:We'realreadywell-establishedinthemedicalproductsbusiness.TheMedic-Diskwouldbeagoodadditiontoourproductrange.

M:Canyoutellmewhatyoursaleshavebeenlikeinpastyears?

R:Inthepastthreeyears,ourunitsaleshavegoneupby350percent;profitshavegoneupalmost400percent.

M:Whatkindofdistributioncapabilities（分銷能力）doyouhave?

R:Wehavesalespeopleinfourmajorareasaroundtheisland,sellingdirectlytocustomers.

M:Whataboutyoursales?

R:Intermsofunitsales,55percentarestillfromtheTaipeiarea.TherestcomesfromtheKaohsiung,Taichung,andTainanareas.That'sagreatdealofuntappedmarketpotential（未開(kāi)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,whatkindsofsalesdoyouthinkyoucouldget?

R:Well,tobeginwith,we'dhavetoinsistonsoleagencyinTaiwan.Webelievewecouldspike（激增）salesby30%to40%inthefirstyear.Butcertainconditionswouldhavetobemet.

M:Whatkindsofconditions?

R:We'dneedyourfulltechnicalandmarketingsupport.

M:Couldyouexplainwhatyoumeanbythat?

R:We'dlikeyoutogivetrainingtoourtechnicalstaff;we'dalsolikeyoutopayafeeforafter-salesservice.

M:It'snoproblemwiththetraining.Asforservicesupport,weusuallypayayearlyfee,peggedto（根據(jù)）totalsales.

R:SoundsOK,ifwecancometoterms（達(dá)成協(xié)定）onhowmuchisfair.Asformarketingsupport,wewouldlikeyoutoassume50%ofallcosts.

M:We'dprefer40%.Manycustomerslearnaboutourproductsthroughinternationalmagazines,tradeshows,andsoon.Wepickupthetab（付款）forthat,butyougetthesalesinTaiwan.

R:We'llthinkaboutit,andtalkmoretomorrow.

M:Fine.We'dlikeyoutotellusaboutyourmarketingplans.商務(wù)談判對(duì)話英語(yǔ)實(shí)例（10）1I’dliketochangethistickettothefirstclass.

我想把這張票換成頭等車。

2Iwantapackagedealincludingairfareandhotel.

我需要一個(gè)成套服務(wù)，包括機(jī)票和住宿。

3I’dliketoreserveasleepertoChicago.

我要預(yù)訂去芝加哥的臥鋪。

4Iwon’tcheckthisbaggage.

這件行李我不托運(yùn)。

5I’dliketositinthefrontoftheplane.

我要坐在飛機(jī)前部。

6Imissedmytrain.

我未趕上火車。

7Ihaven’tnothingtodeclare.

我沒(méi)有要申報(bào)的東西。

8It’sallpersonaleffects.

這些東西都是我私人用的。

9I’llpickupticketattheairportcounter.

我會(huì)在機(jī)場(chǎng)柜臺(tái)拿機(jī)票。

10I’dliketwoseatsontoday’sNorthwestFlight7toDetroit,please.

我想訂兩張今天西北航空公司7班次到底特律的機(jī)票。

11WewaitedforJohninthelobbyoftheairport.

我們?cè)跈C(jī)場(chǎng)的大廳里等約翰。

12I’dliketobuyanexcursionpassinstead.

我要買一張優(yōu)待票代替。

13I’dl