第三章商务谈判与商务会议BusinessNegotiationandMeetingsWord下载.docx

第三章商务谈判与商务会议BusinessNegotiationandMeetingsWord下载.docx

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Canyoudeliverthegoodsnow?

Ingeneral,deliverytakesatleastoneweekafterwehavereceivedyourorder.（order订货，订单）

Itistoolate.

Well,we’lltryourbesttodeliverthegoodsearlier.

4.（relationships与对方建立良好的合作.关系才能获得双赢）

Ifyougiveustheagency,we’llsparenoefforttofurtheryourinterests.（agency代理权，sparenoeffort不遗余力）

Itistoourmutualinterestandprofit.

Thanksforyourtrust.

Thankyousomuchforyourcoming,wewillcomeoutfromthismeetingaswinners.（赢家winner）

5.investment（若投入过多的时间，精力和承诺而获得甚微的谈判结果，实在是差强人意。

）

Wehavesomepointsweneedtoexplorefurther.

Aren’tyousatisfiedwiththetermsofpayment?

No,notentirely.Thetermsofpaymentaretoosevere.We‘dliketopaythegoodsbyL/C。

（L/C信用证）

But,sir,afterthreemonthsofdiscussion,Ithinkthatalettercreditarrangementistoomuch.Weoperateonacash-with-orderbasisforthe30%downpayment.Theseareourusualterms.Pleaseunderstandoursituation.（……我们对30%的头期款实行现金支付的原则……..situation处境）

Letmethinkitover,please.A30%downpaymentisalittlestiffforus.Ineedsometimetoconsultwithmyboss.（stiff,困难的）

6.Credibility（必须让对方感到你的人品和产品都是可信的）

TheJapanesemarketsituationisnotknowntous.

Trustme!

Accordingtoourexperiences,thesehandicraftscanfindareadymarketinJapan.（…..这些手工艺品在日本销路很好）

7.Knowledge（要充分了解顾客的问题和要求，并预测到你的产品的功效，你的知识会增强你对顾客的影响）

Ourpricecomparemostfavorablywithquotations,youcangetfromothermanufacturer.Youwillseethatfromourpricesheet.quatation报价单manufacturer制造商）

WeareveryconcernedaboutwhetheryourpricesisFOBorCIF

Ingeneral,ourpricesaregivenonaFOBbasis.（FOB离岸价格CIF到岸价格）

Ingeneral,ourpricesaregivenonaFOBbasis.

（通常，我们的价格都是离岸价格）

8.Skills（谈判需要你有广博的知识，雄辩的口才，灵敏的思维和优雅的风度）

Reliabilityisourstrongpoint.Wearealwaysimprovingourdesignandpatternstoconfirmtotheworldmarket.

ThisnewproductistothetasteoftheEuropeanmarket.Ithinkitwillalsofindagoodmarketinyourcountry..

Atlast,myofferwasbasedonreasonableprofit,notwildspeculations.（reasonable合理的wildspeculation漫天要价）

第二节提供赠品（offeringasample）

Althoughyouhaveexplainedalot,Icannotknowclearlyyethowthisproductworks.

Well,hereisthepamphletinEnglishoftheproduct.（pamphlet小册子）

Oh,thanksforyourcarefulness.

Youarewelcome.Ourobjectiveistoprovidethebestserviceforthecustomer.

Canwetakeawayasample?

（sample样品）

Yes,certainly.

Coresentences

Thisisthebriefintroductionofourproduct.

Iwillsendyouthesampletomorrow.

Lookatthedemonstration,please.

Yourserviceisreallythoughtful.

第三节缓和气氛（relaxingtheatmosphere）

Iamsorry.Onthispoint,wehavenowaytogetacommonview.（havenowaytodo无法做）

Mr.Brown,wouldyoumindhavingabreak?

Ihopewe’llmakeanewprogressafterawhile.Afterall,ourcommunicationisbasedonmutualtrust.

Ihopeso.

CoreSentences

Wouldyoumindhavingabreak?

Consideringtheproduct’sreliability,weneedtostudyitagain.

Ididnotwantthisquestiontobecomethebarrierofourcommunication.

Ourcommunicationisbasedonmutualtrust.

第四节交换意见（exchangingopinions）

I’dliketohearyouropinionabouthowtochangetheproductpackaging.

Idon’tthinkit’snecessary.Thepresentsituationwasalreadyverysatisfactory.

But,don’tyouthinkitisnotfashionableenough?

（fashionable时尚的）

Somethingsimpleisbeautiful.Ourcustomerscarefortheproduct’squalitymore.（简单即为美）

Ithinkthatabeautifulappearancecanarousepeople’sdesiretobuy.（aroused引起desiretobuy购买的欲望）

Iagree.Butthisisnotthemostimportantthingaboutaproduct.

Iwouldliketohearyouropinionsabout…

Isthereanythingyouwanttobringupfordiscussion?

Doyouhaveanyquestionaboutthestipulation?

Isuggestthatthefollowingtermsandconditionsshouldbeasthebasisforaformalagreement.

第五节怎样说不（howtosayno）

Canyouincreasethequantityofyourorder?

Ifyourorderislargeenough,wearereadytoreduceourpriceby15percent.

155$eachsetisaslowaswecanoffer.

No,wecan’tacceptthatprice,butwe’realreadysellingatcostinfact.

Wecan’tcomeoutaheadatthatprice.（以那样的价格我们没有利润空间）

Ithinkitisunwiseforeitherofustoinsistonourownprice.（insiston坚持）

No,wecannotaccepttheprice.

Weacceptyourpriceifyoutakethequantityweoffer.

Let’smakeacompromisebetweenyouandme.

Canwemakeaconcessiontoeachother.

第六节坚持原则（stickingtotheprinciple）

Couldyouincreasethecommissionto5%?

Thepresentcommissionisn’tenough.Infact,Ithinkthatevena6%commissionisnothighenough.（commission佣金）

Well,wehaveagreedtotheitemsrecorded.Asoleagencyagreementforourproductforadurationof3years,10,000piecestobesoldinthefirstyear,12,000piecesthesecondyear,14,000pieces.

Let’strytofindawaythatisreasonableforbothofus

Iamsorry,butitreallyimpossibleforustomakeanyconcessionbyallowingyoutoraisethecommission.

Pleasegooveritandseeifeverythingisinorder.

Thisisreallyourrock-bottomprice.

Itisreallyimpossibleforustomakeanyconcession.

第七节适当的恭维（properflattery）

Youhaveraisedtheprice!

MayIaskwhatcausedtheincrease?

Thecostofproductionhasgoneup.Wehavetoadjustthesellingpriceaccordingly.Asamatteroffact,thispricealmostleavesusnoprofitatall.

ButasfarasIknow,theuseofnewmaterialscouldreduceunitcostby10%.（据我所知，使用新材料可使单位成本降低10%）

Thatistrue.Butyoucan’thavethesamequality.

Somebigmanufacturershaveadoptednewtechniquetoincreaseproduction.Supplywillsoonexceeddemand.Thepricetendstogodown.Thereisnochanceofdoingbusinessifyouinsistonthatoffer.Wouldyouconsidergivingustheoldprice?

（exceed.超过）

Ok,Iagreetogiveyoua10%discountprovidedthatyouorder10000sets.Youarereallyatroubleshooter.Youcertainlyhaveawayoftalkingmeintoit（troubleshooter解决问题的高手）.

HintBank

initialdownpaymentbusinessstrategylicenseditems（许可商品）

officialstatementmanagementteamroomforexpansion

commonvision（共同愿景）operationalefficiency（运营效率）

第八节（及时提供帮助）（Offeringhelpintime）

Isanythingbotheringyou.?

Wehavetopostponetheshipmentbecauseofthestorm.Wecannotmakepromptshipmentuntilweareabletosecuretheredundantspace.（延迟postpone.Prompt准时redundant多余的）

Don’tworry.Perhapswecanhelpyoucontactwiththeshippingcompany.

Itisverykindofyou!

ButIhaveanotherproblem.

Tellmeplease.Ourexpertofshipmentcangiveyousomehelpfuladvice.

IthinkitisnotreasonabletohavethegoodsunloadedatZhuhai.CouldyouhelpuschangetheunloadingporttoShenzhen?

Wewilldoourbest!

HintBank

Unloadingportloadingportseatransitlandtransitconsign（托运）airexpress

第九节对条款不满意（dissatisfactionwiththeterms）

（如双方在关键问题上谈不拢，无法达成协议为了不影响日后的合作你只能说Iamsorry,butIhavetoleave.）

Aren’tyousatisfiedwiththepayment?

No,Notentirely,Mr.Wang,towhatcompaniesdoyousupplythesecomponents?

Iamsorry,Icannotgiveyouthatinformation.Youwouldnotwantothercompaniestoknowwhatcomponentsyouareusing,wouldyou?

Yes,youareright.Iunderstandyourconcern.WellIamreallysorrybutIhavetoleave.

Therearesomepointsthatneedtobeworkedout.

Thereissomenecessityfordiscussion.

Pleaseexcusemeforamoment.

第十节签订合同（signacontract）

（签合同表明日期用on,onMay1）

Isitpossibletoconcludethecontractthismonth?

（conclude结束，订立）

Yes,Iwillsendyouthecontractnotebytheendofthismonth.

Thatisfine.Atlast,wearebothsatisfied.

Iwouldlikeyoutoletushavethecontractassoonaspossible.

Isitpossibletochangethedetailsofthecontractafterithasbeenmade?

Thecontractcanbecancelledbymutualagreementandwiththreemonths’noticeitcanbeannulled.（mutual相互的cancel取消annul废止）

ThankyouverymuchMr.Wang.Iwillbeseeingyou.

ThankyouMr.Brown.Goodbye.

第十一节关于坏消息（aboutbadnews）

I’amafraid,Ihavebadnewsforyou.

Whatisthematter.

Wecannotusethematerialsyousentusonthelastshipment.

I’msorrytohearthat.butwhatisthereason.

Wehavefound200cartonswerecompletelywet.（carton箱）

Takeiteasy.WehavecoveredinsuranceWPAforyou.（WPAwithparticularaverage水渍险）

Really?

Yes.Youcanmakeyourclaimagainsttheinsurancecompany.（makeyourclaim索赔）

Coresentence

Iamawfullysorrytotellyoubadnews.

IsthereanythingthatIcandotohelpyou.

Iamdeeplysorrytohear/tolearnabout

第十二节关于最后期限（Thedeadline）

UnlessyouorderbeforeFebruary10,wewon’tbeabletodeliverinApril.Itisourdeadline.

Butwehaveneitherdiscussedthetermofpaymentnorsignedthecontract.

Thesupplyofgoodsareverytight.We’llhavetoleavethesetoanothertime.Youhadbetterpayfor30%deposit.（tight紧缺的dep