國際商務(wù)談判對話稿

1、精選優(yōu)質(zhì)文檔-傾情為你奉上（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: 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 a

2、re 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 re search costs are high, but what Id like is a 25% discount. R: That seems to be a little hig

3、h, Mr. Smith. I dont know how we can m ake 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, right? R: Yes, but its hard to see how you can plac

4、e such large orders. How c ould 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 guarantee? R: If you can guarantee that on paper,

5、I think we can discuss this further.例（2） Robert 回公司呈報 Dan 的提案后，老板很滿意對方的采購計劃;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: : Even with volume sales, our coats for the Exec-U-Ciser won't go down much. D: Just what are you proposing? R: We could take a cut（

6、降低）on the price. But 25% would slash our prof it margin（毛利率）.We suggest a compromise10%. D: Thats a big change from 25! 10 is beyond my negotiating limit. (pau se) Any other ideas?R: I dont think I can change it right now. Why dont we talk again to morrow? D: Sure. I must ta

7、lk to my office anyway. I hope we can find some common ground（共同信念）on this. NEXT DAY D: Robert, I ve been instructed to reject the numbers you proposed; but we can try to come up with some thing else. R: I hope so, Dan. My instructions are to negotiate hard on this dea lbut Im tr

8、y 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 fir st 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:

9、 Then youll have to think of something better, Robert.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，Da n 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: That's a lo

10、t to sell, with very low profit margins. R: It's about the best we can do, Dan. (pause) We need to hammer somethi ng out （敲定）today. If I go back empty-handed, 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?

11、! R: Good. Let's iron out（解決）the remaining details. When do you want t o take delivery（取貨）? D: We'd 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 27 days, by the 31st. D: Right.

12、0;We couldn't handle much larger shipments. R: Fine. But I'd prefer the first shipment to be 1000 units, the next 20 00. The 31st is quite soon - I can't guarantee 1500. D: I can agree to that. Well, if there's nothing else, I think we've set tled everyth

13、ing. R: Dan, this deal promises big returns（賺大錢）for both sides. Let's ho pe it's the beginning of a long and prosperous relationship. 商務(wù)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BEN， 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(zhì)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，我們就來看看 兩人的會議現(xiàn)況： R:

14、 We found your proposal quite interesting, Mr. Hughes. We'd like to we igh the pros and cons（衡量得失）with you. e. K: Mr. Robert Liu, we've looked all over Asia for a manufacturer; your company is one&

15、#160;of the most suitable. R: If we can settle a number of basic questions, I'm confident in saying that 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 com

16、pany? K: No, we don't, Mr. Liu. This is just OEM. R: I see. Then, the most important thing is the size of your orders. We' ll have to invest a great deal of money in the new production process. K: If you can guarantee continuing quality, we can sign a commitment

17、 for 75,000 pieces a year, for five years. R: At U.S. $1000 a piece, we'll make an average return of just 4%.That' s too great a financial burden for us. K: I'll check the number later, but what do you propose? R: Here's how you can demonstrate commitment to this deal.

18、 Make it ten y ears, increase the unit price, and provide technology transfer. K: Mr. Robert Liu, we've look ed all over Asia for a manufacturer; your company is one of the most suitabl 商務(wù)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(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

19、爭取技術(shù)轉(zhuǎn)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 can't sign any commitment for ten years. But if your production quality 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

20、ize 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 we're giving up too much in this case. We'd be giving up the five-year guarantee for increased yearly s