國際商務(wù)談判用語

1、Mini Negotiation:Negotiating Corporate Possibilities:A: Your agency has the experience we need. And we havethe bestquality product.B: Yes. We agree your company has a good product. But we' d have to get certain guarantees before we promise to do businesswith you.A: What are those conditions?B: F

2、irst of all, we' d have to insist on soleagency in China. Second,we' dwant a 18% commission. Third, we' dneeda three-year contract.A: You' risking for a lot. If we agree, will you pay 65% of marketing costs?B: That ' too high. We would prefer that you accept financial responsibil

3、ities for 50 percentof all costs.A: That is more than what I expected. I ' Have to talk with our president and call you later this week.Negotiating Trading Termsand Conditions:A: Now, let 'get down to business.B: OK. Have you read my catalogues?A: Yes. But first of all, I want to make sure y

4、our machinesare of the newestdesignand the bestquality.B: I can assureyou all of that.A: We are interested in your machine. However, we' veeceived offers for similar machines from other sources. So, our businessdependsvery much on your prices.B: If you take all factors into consideration, you

5、9; find our prices more reasonablethan the quotationsyou may get elsewhere.A: I ' mnot so sure of that. Before we discuss the price, I ' dike to ask a question. Have you got any favorable terms and conditions?B: Yes. First, we will guarantee that the machines to be supplied are in accordance

6、 with your requirementsand specifications.A: That ' fine. What about the next?B: Well. Secondly,we will sendengineersand techniciansat our own expenseto assistthe installation, test run and effect repairs to the machines.A: This is also quite OK. But as for the guarantee period, I think, it shou

7、ld be at least 12 months counting from the date of the Bill of Lading.B: No problem. And we llbear the expenses on getting your technicians trained on the necessarytechnical problems.A: All right. Now, let "come to the discussion of price.Notes:1. We d have to get certain guaranteesbefore we 在之前我們必須先得到某些保證2. We would prefer that you accept financial responsibilities for 我們希望貴方承擔(dān)經(jīng)濟費用的3. H