商務(wù)談判實例

1、Business NegotiationA company：China Arts and Crafts Trade CorporationSales Manager: Zhaohui (趙輝: Z)The interpreter: Veronica (周寧寧:N)B company：Lenox Import Corporation of AmericaImport Manager: Isabella (王鑫蕊:W) The interpreter: Cindy (董雪: D)(Miss Zhao, the sales manager of China Arts and Crafts Trade

2、 Corporation meets Import manager Isabella and the interpreter Cindy from the Lenox Import Corporation of America to discuss the related issues of Chinese porcelain trade.)Scene1: Establishing Business RelationsZ: 下午好，我是趙輝，銷售部經(jīng)理。N: Good afternoon. Im Zhaohui, the manger of the sales department.W: Go

3、od afternoon, Miss Zhao. Im Isabella, the import manger of Lenox Import Corporation of America. This is my interpreter Cindy.D: 下午好，趙女士，我是伊莎貝爾, 公司進口部經(jīng)理，這是我的翻譯辛迪。Z: 很高興見到你們，能與您開展業(yè)務(wù)我非常榮幸。我們展示間里的展品您看過了嗎？有沒有您特別感興趣的?N: Its a great pleasure to meet you and we are pleased to start business with you. Have y

4、ou seen our exhibit in the show room? And what in particular youre interested in?W: Oh, yes, we took a round yesterday and found the exhibits so attractive. We are especially interested in your blue and white porcelains.D: 是的，我們昨天轉(zhuǎn)了轉(zhuǎn)，發(fā)現(xiàn)展品很有吸引力。尤其是你們的青花瓷，我們特別感興趣。Z: 太好了，如你所知，中國的瓷器在世界上非常有名，而且我們是中國最大的瓷

5、器出口商，與你方地區(qū)的許多公司都有合作，希望我們也能進行友好的生意往來。N: Great, as you know, Chinese porcelain is well known in the world and we are one of the largest porcelain exporters in China. We used to do business with a lot of big corporations in your end, and I sincerely hope we can have friendly cooperation.W: We are one o

6、f the leading importers and wholesalers of Chinese porcelain, we feel confident that we can push the sale of your products in our market as long as you would cooperate with us on delivery, price, and quality.D: 我們是領(lǐng)先的中國瓷器進口商和批發(fā)商之一，只要你方能在裝運，價格和質(zhì)量等方面與我方合作，我們確信能在我方市場推銷你方產(chǎn)品。Z: 我方很樂意與你方建立直接的商務(wù)關(guān)系。N: We sh

7、all be pleased to enter into direct business relations with you!Scene2：Price negotiation（價格談判）W: The blue and white porcelains of China are very popular in America. We are thinking of placing a large order. We are especially interested in the series RH60. Shall we have your most favorable offer?D: 是

8、的，中國的青花瓷在美國很受歡迎，我們想大量訂購。我方尤其對RH60系列的瓷器特別感興趣，您能給我方最優(yōu)惠的報盤嗎?Z: 您真是眼光獨到，您看中的這個系列的瓷器一共有四種不同款，他們是清代和明代青花瓷的高仿品，一流的材質(zhì)結(jié)合精美的做工使之成為市場上的暢銷品。這是我們最近的價目單。上面的價格以我們最后確認為準(zhǔn)，您可以看出價格是合理的。N: You really have a unique vision, the series which you are fond of including 4 different models. Those blue and white porcelains are

9、 high imitation goods of Qing and Ming Dynasty. This is our latest price list. All the prices on the list are subject to our final confirmation. You can see the price is favorable.W: How long will you leave your offer open?D: 報價的有效期是多長時間?Z: 有效期是3天。N: Its valid for 3 days.W: Does the offer include an

10、y commission for us?D: 這個報價包括我們的傭金了嗎？Z: 這個報價包括你方2%的傭金。N: This price includes a 3% commission.W: All you quotations CIF?D: 你方所有的報價都是到岸價嗎?Z: 是的，但如果你方想要離岸價的話，我方也可以報。N: Yes. But we can offer you FOB if you like.Scene 3: Price Discussion 1（價格周旋1）W: You prices seem to be on the high side and out of line w

11、ith the prevailing market level. To accept the prices you quote would leave us with only a small profit on our sales since this is an area in which the principal demand is for articles in the medium price range. We hope to get your lowest prices of the relevant goods.D: 你方報價似乎偏離與現(xiàn)行的市場水平不符。接受你方報價我方只能

12、獲取很少的利潤。而且我方地區(qū)主要需求的是價格適中的商品。我們希望獲悉有關(guān)商品的最低價。Z: 您知道我們的產(chǎn)品在市場上很有競爭力，它美麗優(yōu)雅的設(shè)計結(jié)合一流的工藝定能吸引最挑剔的買家，如果你方大量訂貨，價格是可以討論的，能否談?wù)勀惴剿璧臄?shù)量?N: You know that our products are very competitive in the market, the beauty and elegance of our designs coupled with the superb workmanship should appeal to the discriminating buy

13、ers. If you place a large order, the prices are negotiable. Could you tell me the quantity of your order?W: We are planning to order 1000 pieces of Model RH60. As you said this series have 4 models, we are willing to order them in equally amount. D: 我們計劃訂購1000件RH60款瓷器。如你所說這一系列有四款，我方想等量訂購。Z: 這真是一筆很大的

14、交易，我方可以考慮給您5%的折扣，希望能讓你方滿意。N: Well, thats a large order. we can think about offer you 5% discount of the prices, which I hope will be satisfactory to you.Scene 4: Price Discussion 2(價格周旋二)W: Im sorry to say that its still unacceptable. As there is a growing demand for this article, we have to ask you

15、 for a special discount.D: 很遺憾，這個報價我們還是不能接受，鑒于我方市場對此貨的需求日增，務(wù)必請您考慮給予特殊折扣。W: Miss Zhao, to come straight to the point, our business could be mutually beneficial. We have another offer for a similar one at a much lower price. Please carefully consider our proposal, which will lead to a larger business

16、between us.D: 趙女士，坦白的說，我們的合作對雙方都是有利的。我們另外得到的相似產(chǎn)品的報價比這低的多，請仔細考慮我方的提議，它可帶動我們之間更大的交易。Z: 那么，您覺得什么價位合適？N: Well, then, what prices is proper for you?W: As we do business on the basis of mutual benefit, we suggest our commission will be raised to 5%, in addition, if you can reduce the price by 4%, we will

17、order 200 pieces more.D: 我們都是在互利的基礎(chǔ)上做生意，我建議我方的傭金提到5%,此外，如果你方能降價3%，我方將多訂購200件。Z: 這樣的話，讓我看看，要是這么大量，又考慮到原料成本的問題的話，我們可以給你方5%的傭金，但是4%的折扣是我方的底線了。如果你們考慮一下質(zhì)量問題的話，我們的價格是很有競爭性的。這是我們所能提供的最優(yōu)惠的報價了。N: Then, let me check. For the large quantity you ask, considering the cost of raw materials, your commission can be

18、 raised to 5%, but a 4% discount is our bottom line. If you consider the quality of our products, you will easily find that our prices are highly competitive, and this is the lowest prices Im offering you as I can go.W: Miss Zhao, there is no doubt that you have wide contacts in the market, we dont

19、think we have to stress that our counter-offer is well founded. It is in line with the international market.D: 趙女士，毫無疑問你們的市場聯(lián)系很廣泛，我們無須再三說明我們的還盤是很有依據(jù)的，它符合國際市場的行情。W: Miss Zhao, I dont see how I can pull this business though. Lets make a concession together. Mutual efforts will carry us a step forward.

20、D: 趙女士，我不知道怎樣才能把這筆生意做成，讓我們各讓一步吧，共同努力才能讓我們向前邁步。Z: 但是我們的價格是公平合理的。N: But what we have given is a reasonable price.Scene 5: Price Discussion 3 (價格周旋三)W: How about this? We accept the discount you provided. You take the commission we asked. Besides, if you accept our counter-offer, well advise our client

21、s to buy from you.D: 這樣好不好？我方接受你方給的傭金，你方接受我方要求的折扣。此外，如果你接受我們的還盤，我們將推薦客戶向你方購買。Z: 好吧，作為友誼的表示，我們接受你方對1000件青花瓷的還盤，我方給予你方5%的傭金。如果你方多訂購200件，我方將給予你方3%的折扣，全部報離岸價。N: All right. As a token of friendship, we accept your counter-offer for porcelains for 1000 pieces that we offer you a 5% commission. If you orde

22、r 200 pieces more, we will reduce the price by 3%. All quotations FOB.W: We appreciate your efforts and cooperation and hope that this will be the fore-runner of other transactions between us in future.D: 我們感謝你方的努力與合作，我希望這筆交易將是今后更多交易的開始。Scene 6：Terms of payment (支付方式的協(xié)商)W: Im glad to say that were s

23、ettled the price, quality and quantity of the transaction. Now what about the terms of payment?D: 很高興我們已談妥了這筆交易的價格，質(zhì)量，數(shù)量等問題?，F(xiàn)在談?wù)劯犊罘绞桨?？Z: 嗯，同新客戶打交道時，我們希望采用保兌的、不可撤銷的、見裝船單據(jù)的付款的信用證付款方式。N: Well, when we deal with a new customer, we want the payment to be made by confirmed and irrevocable letter of credit

24、, payable against shipping documents.W: Payment by L/C is the safest method, but rather complicated. Could you make an exception and accept D/A or D/P?D: 信用證付款是最安全的付款方式，但相當(dāng)復(fù)雜。你們能不能破例接受承兌交單或付款交單？Z: 恐怕不行。這是我們的慣例，因為這樣我們就可以保證得到正確的付款金額。N: Im afraid not. This is our usual practice, because were sure well

25、get the right amount of money that way.W: The point is that to open an L/C with a bank does mean additional expense. When we open a letter of credit with a bank, we have to pay a deposit. Thatll tie up my money and increase my cost.D: 問題是在銀行開信用證意味著額外的費用。在銀行開信用證時我得付一筆傭金，這樣會占用我的資金，因而會增加成本。Z: 很抱歉，這沒辦法。

26、因為這筆交易額大，而且目前國際金融市場很不穩(wěn)定，所以我們除了接受信用證付款外，不能接受其他的付款方式。N: Im sorry that cant be helped. Since the total amount is very large and the world monetary market is rather unstable at the moment, we can not accept any terms of payment other than Letter of Credit.W: If that is the case, do you think you could a

27、ccept a time L/C and allow us to delay payment, say, 40 days after sight?D: 如果的確如此，您能接受遠期信用證并推遲付款期嗎？如見票后40天付款？Z: 即期信用證付款在國際貿(mào)易中很常見，我們一般要求通過即期信用證付款。你和開證行商量一下，看他們能否把押金減少到最低限度。N: Payment by sight L/C is quite usual in international trade. We usually demand payment by L/C available by draft at sight. You

28、 can consult your bank and see if they can reduce the required deposit to a minimum.W: Still, there will be bank charges in connection with the credit. It would help me greatly if you would accept D/A or D/P. You can draw on me just as if there were a letter of credit. It makes no big difference to

29、you, but, does to me.D: 即使那樣，開立信用證還是要支付銀行手續(xù)費，假如您能接受承兌交單或付款交單，這就幫我大忙了，您就當(dāng)作是信用證一樣向我開匯票。這對您來說區(qū)別不大，但是對我來說就大不一樣了。Z: 您應(yīng)該知道，不可撤銷的信用證給出口商增加了銀行的擔(dān)?！，F(xiàn)在的國際市場不穩(wěn)定，如果價格下跌，沒有人能夠阻止，這會給我們帶來麻煩。N: Well, you must be aware that an irrevocable L/C gives the exporter additional protection form the bankers guarantee. The pr

30、esent international market is unstable. Nobody can stop a possible decline in prices, which would bring lots of troubles to us.W: To meet you half way, what do you say if 50% by L/C and the balance by D/P?D: 我們都各讓一步吧，貨價的50%用信用證，其余的采用付款交單怎么樣？Z: 為了鼓勵更多訂貨，我們可以考慮您的要求。N: In order to encourage more orders

31、, we could consider your request.W: Thank you. Youve been most helpful. We shall open an irrevocable L/C in your favor 30 days before the date of shipment.D: 感謝您的幫助，我方將在裝運期前30天開立以你方為受益人的信用證。Z: 信用證的有效期是多長？N: How long is the validity of the L/C?W: It should be valid for 20 days after the date of shipm

32、ent.D: 應(yīng)該是裝運日期后的20天。Z: 早收到信用證就能早裝貨。N: The sooner we get your L/C, the sooner shipment can be effected.W: Thank you very much.D: 多謝。Z: 能幫助您我很高興。N: Im glad to be of help.Scene 7：Packing and shipment (包裝和裝運)W: There is another thing we have to discuss. That is the packing for the blue and white porcela

33、ins. Id like to know the details about the packing.D: 我們還有一件事要商量，那就是青花瓷的包裝問題，我想了解一些細節(jié)。Z: 好的，我們通常使用硬紙板箱包裝，在紙箱內(nèi)會進行很好的填充。N: Ok, we usually use cardboard boxes for porcelains. They will be well padded in the boxes.W: Why use cardboard boxes? Im afraid the cardboard boxes are not strong enough for such a

34、 heavy load.D: 為什么要用硬紙箱呢？恐怕紙板箱不夠結(jié)實，經(jīng)受不住這么重的貨物。Z: 紙箱比較輕，因而容易搬運。紙箱不會和重物一起堆放，搬運工人會注意到這一點。此外我們還會用鐵皮帶加固。N: The boxes are comparatively light, and therefore easy to handle. They wont be stowed away with the heavy cargo. The stevedores will see that. Besides, well reinforce the cardboard boxes with straps.

35、W: But you know the dampness or rain will easily get into cardboard boxes.D: 但是你知道濕氣和雨水很容易就會進入紙箱的。Z: 您不用擔(dān)心這一點。我們已經(jīng)采取了防水措施，我們所有的貨物都是用紙箱包裝的，到目前為止還沒有任何人向我們抱怨這種包裝。N: You neednt worry about this at all. We have taken measures to prevent the boxes from getting wet. All our goods were packed in this kind o

36、f boxes, and by present there has been no one who complains about such packing.W: But we are still worry about it, you know the porcelains are fragile goods.D: 但我們還是很擔(dān)心，因為瓷器是易碎物品。Z: 您請放心，我們對瓷器包裝進行了特殊處理，它們將被置于泡沫裝置里，為確保箱內(nèi)物品安全，我們還會在箱外標(biāo)記“易碎品”字樣。N: Take it easy. We will do some special packing for the po

37、rcelains. They are going to be wrapped in some type of bubble wrap and in order to make sure the porcelains are very secure inside. We will mark on the cartons “fragile”.W: Well, we dont want to take any risk. Beside, cardboard boxes are easy to cut open, and this increases the risk of pilferage.D:

38、額，我們不想冒險。再說，紙箱很容易被割開，這就增加了被偷盜的風(fēng)險，Z: 紙箱弄破是很容易檢查出來的，我說這恰恰可以防止盜竊。紙箱是很適合搬運的，對于運出口的大陸港口的貨物我們廣泛采用紙箱，而且我們的保險公司承擔(dān)水漬險和盜竊險以及提不著貨險時也同意使用這種包裝。N: Tampering with cartons is easily detected. I should say that this rather discourages pilferage. And cartons are very suitable for sea transportation; they are extensiv

39、ely used in order shipment to destination ports. Whats move, our insurance company has also approved such packaging for WPA and TPND.W: If you could guarantee compensation in case the insurance company refuses to honor a claim for faulty packaging, we would be quite willing to accept cardboard boxes

40、.D: 如果保險公司以包裝不當(dāng)為由而拒絕接受索賠您能保證賠償?shù)脑?，我們就樂意接受紙箱。Z: 對不起，我們不能承擔(dān)任何超出我們職權(quán)范圍的責(zé)任。我們可以保證包裝適合海運，但不能對每一種損失負責(zé)。如果您堅持，我們可以使用木箱，但包裝費要高得多。N: Im sorry, but we cant take on any responsibility that is beyond our functions and powers. Well make sure that the packaging is seaworthy, but we cant commit ourselves to being re

41、sponsible for every kind of mishap. Well use wooden cases if you insist, but the cost will be much higher.W: How much should it be added?D: 會增加多少？Z: 每個木箱要多付6美元，并且還要推遲交貨時間，大約要推遲一個月。N: Youll have to pay another $6 for each wooden case. And it will delay the delivery for approximately one month.W: Well

42、, in that case, I think wed better uses cardboard boxes, owing to we are in urgent need of this order. D: 好吧，那樣的話，我們還是用紙箱吧, 因為我們急需此批訂貨。W: Now, Miss Zhao, lets come to the delivery. How long does it normally take you to ship an order?D: 現(xiàn)在，趙女士，我們來談?wù)勓b運的問題吧。通常需要多長時間可以裝運所定的貨？Z: 差不多一個月。N: almost a month.

43、W: Can you make prompt shipment? If we place our goods on the market at a time when all other importers have already sold theirs at profitable prices, we shall lose out.D: 您能立即裝運嗎？如果我方貨物投放市場時其他的進口商已經(jīng)以盈利的價格在銷售，我方就落后了。Z: 由于我們的生產(chǎn)商承諾過多，我們的工人現(xiàn)在正三班倒加急趕工，即便那樣，恐怕我們還是很難立即裝運。N: Since our manufacturers are hea

44、vily committed, although our workers are working in three shifts, Im afraid that we still can not ship them right away.W: We know theres a great demand on shipping lately.D: 我們知道近期裝運的需求很多。Z: 是這樣的。昨晚我收到我們裝運部門的通知，一直到下個月底運往紐約的艙位已經(jīng)被預(yù)訂滿了，恐怕我們很難做什么。N: That is so. I was informed by our shipping department

45、yesterday that liner space for New York had been fully booked up to the end of next month. Im afraid we can do very little about it.W: Is here any chance if transshipment is allowed?D: 如果允許轉(zhuǎn)船，有沒有可能盡快發(fā)貨？Z: 但是轉(zhuǎn)船增加了費用和損壞的風(fēng)險，有時還可能會延遲到達時間，因為轉(zhuǎn)運到紐約的輪船艙位可能不足。不管怎樣，我們會盡力試試。我們與香港的中國資源運輸和存儲公司有很好的聯(lián)系。該公司在裝運界享有盛譽，

46、而且因為它與世界許多著名裝運公司都有長期代理協(xié)議，它能很容易的滿足客戶的不同要求。N: But transshipment adds to the expenses, risks of damage and sometimes may delay arrival, because theres also a shortage of transshipment space for New York. Anyhow, well try. We have good connections with the China Resources Shipping & Storage Co.Ltd. in H

47、ong Kong. The company has a great reputation for its competence in the shipping world. And since it has long-term agency agreements with many world famous shipping companies, it can easily meet the clients varied demands.W: We prefer direct shipment, of course, but if you cant get hold of a direct v

48、essel, we may agree to have the goods transshipped at Hong Kong. You know, good quality, competitive price, all would mean nothing if goods could not be put on the market on time.D: 我們偏向于使用直運，當(dāng)然，如果你方無法訂到直達的船，我們也同意貨物在香港轉(zhuǎn)運。你知道，再好的質(zhì)量，再有競爭力的價格，如果貨物不能及時被投放到市場，一切都成空了。Z: 是的，完全可以理解。我們會及時聯(lián)系貨輪的預(yù)訂情況。N: Yes, fu

49、lly understood. Well find out the situation about the connecting steamer right away.W: In spite of this, we wonder if the goods in question will reach us earlier than the originally scheduled time.D: 盡管如此，我們?nèi)匀粦岩蛇@批貨能否比原定時間更早的到達我方。Z: 我們會盡力盡快裝運。請您放心，我們公司在市場上的信譽很好，貨物會分兩批從五月開始等量裝運。N: We will try our best

50、 to make the shipment as soon as possible. Take it easy, our corporation have a good reputation in the market, shipment is to be made in 2 equal monthly installments beginning from May.W: Thank you, Miss Zhao. We are sorry if these arrangements cause you a lot of inconvenience. We are really gratefu

51、l for your cooperation. D: 非常感謝您，趙女士。如果這些安排給您帶去了不便我們深表歉意，非常感謝您的合作.Z: 不用客氣。裝船結(jié)束后48小時內(nèi)，我方會將合同號、品名、數(shù)量、發(fā)票金額、船名、及出港日期等用傳真通知貴方。N: You do not mention it. Within 48 hours after loading, we will inform you via fax of the contract number, commodity name, quantity, invoice, name of vessel and date of departure

52、, etc.W: Good. Lets call it a deal. Wish a pleasant cooperation.D: 好的，就這么決定吧。希望合作愉快！Scene 8: Signing the ContractZ: 既然我們已經(jīng)商定了所有的事宜，現(xiàn)在來簽合同吧。請看一下合同中所列的條款是否符合要求。N: Now that we have agreed on all the matters. Lets sign the contract. Please go over it and see if everything is in order.W: Okay. Let me rea

53、d it over. Dont you think we should add a sentence here like this: If one side fails to observe the contract, the other side is entitled to cancel it, and the loss for this reason should be charged by the side breaking the contract。D: 好的，我仔細看一下。我覺得我們應(yīng)該在這兒加上一句話：如果一方不履行合同協(xié)議，另一方有權(quán)終止合同。造成的損失必須由毀約方承擔(dān)。Z:

54、沒問題。我方認為所有的條款都需雙方達成共識。你對這一條款有何看法？N: Thats OK. I think all the terms should meet with unanimous agreement. Do you have any comment on this clause？W: It is acceptable, but the time of payment should be prolonged 2 to 3 months.D: 我方認為這一條款沒問題，但是付款時間應(yīng)該延長兩到三個月。Z: 我們通常習(xí)慣于一個月付款，但是為了我們雙方的友誼，我方可將付款時間修改為兩個月。N: Usually we accustomed to payment with one month, but for the sake of the friendship between us, well fix it at two months.W: You are so considerate. No wonder everyo