第三章商务谈判与商务会议businessnegotiationandmeeting2文档格式.docx
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如果你们愿意用设备的直接产品进行全部或部分补偿，我们可以降价3%。
5.Soundsgreat.Inaddition,youhavetheresponsibilityfortechnicalassistance,theperformanceofthemachineandfinallyasmoothstart-up.太好了，另外你们有责任对我们提供技术支持和调试设备，确保平稳运行
6.Ofcourse,webeartheresponsibilityfortheerectionandmaintenanceoftheequipment.Bytheway,Imustremindyouthepriceofthecountersaleproductsshallbedeterminedaccordingtotheprevailingworldmarketpriceatthetimeofeachshipment.
当然，我们负责设备的安装和维修。
另外我们必须提醒回购货物的价格将根据出货时的国际市场价格而定。
7.Ok,fortheequipment,weshalluseslidingprice.Whatdoyouthinkofit.好的对于设备，我们采用浮动折价计算法，如何？
Coresentences
1.Wewouldliketodopartialcompensationtrade.
2.Wewouldlikeyoutocompletethepaymentin2years
3.Wewillcompletethepaymentwithin3yearsfromthecommencementofproduction.……从购买之日起
4.Wewanttoimportsomeequipmentofyourcompanythroughcompensationtrade.
HintBank
liberalizationoftradefreetrade
basiceconomicstructureglobalizedmarketdevelopedcountriesdevelopingcountries
theleastdevelopedcountries
第十六节技术转让谈判negotiationoftechnicaltransfer
通过谈判，买方在一定期限内获得卖方的技术许可或专利。
这通常是一对一，不可一方向多方转让。
这种方式与补偿贸易最大的区别在于买方可以通过技术转让获得对方的先进技术和专利，从而大大提高本国企业的产品生产和市场竞争力。
在商务谈判中首先要表明技术合作的意向，Wewishtoestablishlongandsteadytechnical-cooperativerelationswithyourcompany.（我们希望与贵公司建立长期稳定的技术和作关系）
1.Wewishtoestablishlongandsteadytechnical-cooperativerelationswithyourcompany.Webelievethatwewillbeabletoimproveourpresentproductsanddevelopnewoneswithyourtechnology.Towhatscopewillyouprovideyourtechnicallicense?
.......请问你们在多大范围内提供技术许可证。
2.Ihopewecouldmeetyourrequirement.Wewillprovidemachinesandtechnologyofadvancedworldlevel,andthetechnologyprovidedisintegrated,preciseandreliable.（……所提供的技术是完整的，精确的，可靠的。
3.Whatrightwillthelicensegrantus?
4.Itwillgrantrightsofmanufactureandsalesofourproducts,includingthepatent.许可证将给与你们生产和销售我们产品的权利，包括专利。
5.Ok,howlongwillyouallowustousethepatent?
6.Fivesyears.Youshouldkeepconfidentialallofthetechnicalinformationandknow—howinthefiveyears.在这五年，你们必须对信息技术和专有技术保密。
7.Certainly.Butyoushouldalsoguaranteetheownershipofthepatent,know-howandtechnology.Ifanythirdpartydisputesyourrightstousethem,youshouldbearthefullresponsibility.当然，但你们也要保证专利专有技术和工业技术的所有权。
如果发生任何第三方多我们使用给技术的权利的质疑，你们要承担全部责任。
8.Yes,ofcourse.
1.I’dliketoknowthepossibilityoftechnicaltransferfromyou.
2.Youshouldhelpustomodernizeourproductionthroughtechnicaltransfer.
3.Wewishtoestablishlongandsteadycooperativerelationswithyourcompany.
Hintbanks
Reciprocalcontractfeasibilityreport
industrialpropertyintellectualproperty
importedtechnology
termsofcooperation
第十七节合作与和合资谈判
Negotiationofcooperationandjointventure
为了引进先进的生产技术提高产品质量帮助产品打入国际市场，有效的方法之一就是与国外的合作对象共同出资成立公司，实行股份的商业运营模式。
在谈判切入主题之后，Let’sgetdowntobusiness（我们正式开始吧）就可以表明自己的意图了。
Wewouldliketoestablishanequityjointventure.（我们希望以股份制的形式合资经营企业）
1.Allright.Let’sgetdowntobusiness.Wewouldliketodiscusswithyouthewaystobuildachemicalworksasajointventure..Wewonderifyouagree.
2.Weareinterestedinit.Pleasegiveusyourproposalifyouarereadyforthat.
3.Wewouldliketoestablishanequityjointventure.Andeachofuswillinvestacertainportionofthecapitalandshareprofitsorlossesareinproportiontoourrespectivecontribution.我们希望以股份制的形式经营公司双方投入一定资金，按照投入的比例分红。
4.Ofcourse.Accordingtoourmarketanalysis,wedecidetojoinhandswithyouintheventure.
5.Iamgladthatyouarequickinmakingthewisedecision.Firstly,howmuchwouldyoubepreparingtoinvestinthisventureifthetotalamountwould10million.
6.Whatabout49%fromus?
Additionally,wewillinvestpartlybymachineryandequipmentwithourtechnology.
7.Weagreeinprincipletotheroughproportionofcapitalcontributionifthejointventurewillberunundertheguidanceoftheboardofdirectors.Ofcourse,wehopethepresidentistobeappointedbyoursideandthevicepresidentbyourside.如果合资公司能在董事会领导下运作的话，我原则上同意这种投资比例，当然我希望董事长由我方任命，副董事长你们任命。
8.Thatisbasicallydecidedbytheshareofourinvestment,sowedonothaveanyargument.
9.Okay.Asfarasourinvestmentisconcerned,ourcapitalcontributionwillincludetheuseoflandandanewfactorybuildinginadditiontowaterandelectricity.Butyoushouldpayfor50%theregisteredcapital.好吧，我们的投资包括使用土地和新建厂房，另外还有水电费，但是你们得付注册资金的一半。
10.Ithinkitisreasonable.Thatisdecidedthen.
Coresentence
1.Wearewillingtobuildamutuallyadvantageousmanufacturingrelationshipwithyou
2.Weshalladopttheregularformsofinternationaleconomiccooperation.
3.Whatistheratiooffunding?
4.Whatabout51%fromChinesesideand49%fromBritishside.
5.Thisfigureislargeenoughtoprovidetheconstructionfundsandcirculationcapital.
Hintbank
openupamarketincreaseexport
overseacompetition
small-to-medium-sizedbusinesslargescalebusiness
第十八节加工和装配谈判
（negotiationofprocessingandassembletrade）
1.Weintendtodobusinesswithyouonthebasisofprocessing.Namely,wearethinkingofhavingproductsprocessedinChina.Wewanttoknowwhetheryouwouldliketoenterintoaprocessingcontractforassemblywithyou。
我们打算在产品加工的基础上和你们发展业务。
也就是我们在中国加工产品。
我们想知道贵方是不是有意做签个合同，
2.Wearegladtoknowthat.Pleaseindicatetherateofprocessingorassemblingcharges,andalsothemethodofpayment.
3.Wesupplyyouwiththeassemblyline,technicalinformation,testinginstrumentandcompletesetsofcomponentparts.Theallowancefordamagematerialsinthecourseofprocessingis3%.Howlongwillitberequiredtoprocessthisamountofgoods.我们给你们提供装配线，技术资料，测试仪器和成套的零件，加工过程中原料的损坏率在3%，加工这些货物需多长时间。
4.Itwilltake30-45daystoprocessthegoods,fromthedaywereceivematerialsyousupply.
5.Youshallcompletetheassemblywithinthetimemutuallyagreedunlesssomeunforeseencircumstancesbeyondcontroloccur,Howmuchisyourprocessingfee?
6.Thatdependsonthelaborneededandthequantitytobeprocessed.Theprocessingfeesshallbefixedonthebasisoftheworldlaborprice.
7.Aftertheexpirationofthecontractedperiodofthreeyears,thesuppliedequipmentandtoolswillbecomeyourpropertyfreeofcharge.Paymentfortheprocessingfeesandshippingexpensesistobemadeby（irrevocable）sightL/C。
三年合同期满后，设备和工具无偿给你们，加工费和运输费用信用证支付。
CoreSentences
Weintendtodobusinesswithyouonthebasisofprocessing.
Pleaseindicatetherateofprocessingandassemblycharges
We’llprocessandassembleinstrictaccordancewiththesamplesubmitted.
Terminatethecontractannulthecontract
cancelthecontractapprovethecontract
alterthecontractabidebythecontractbreak/tearupthecontract.
第十九节寄售贸易谈判（negotiationofconsignmentsale）
（寄售贸易是类似于代理的贸易方式，不通的是代理提取佣金，而寄售则赚取差价，无法卖出的货物还可以退换，在谈判的时候买方可以提出寄售贸易以便检验产品的销路
1.Wearequitefamiliarwiththeplaceswherewecanfindanoutletforthegoodsyouexport.Wewouldliketosuggestthatyousendusatrialforsaleonconsignmentterms.
我们能为贵公司找到产品销路。
我们希望贵公司能给我们试发一次货以便寄售。
2.Thatisfine.Wecanmakeaconsignmentarrangement.Thelistedpricesareforguidanceonlyandrepresentthelimitsbelowwhichthegoodsmaynotbesoldonourbehalf.Youwillofcoursesellthematthebestpricesyoucanget.好的，我们可以按寄售进行安排，所列价格为参考价，代表我们所售的最低价，贵方可以用最合理的价格出售。
3.Youmaybewellassuredthatwewillexertourselvestotheutmosttoproveourselvesdeservingofyourrecommendation.请相信，本公司一定尽最大努力，不辜负你们的委托。
Wearedoingourutmosttoopenupanoutlet.
Wehavealsolearnedthattherearegoodprospectforthesaleofthisproduct.
Weentertainthebusinessonaconsignmentbasis.
Wereturntheunsoldunitswithinthreemonths.
Thereisgood/poormarketforthesearticles.
backingofcapitaldivisionoflaborindustrializedcountries
competitiveadvantageadditionalcostaddedvalue
agileservice
第二十节兼并与收购谈判（negotiationofmergersandacquisition）
商场如战场，大鱼吃小鱼的事情时有发生，但如何能令被收购者感到满意，除了讨价还价之外，最重要的是让双方都感到有利可图
1.Firstofall,I’llcontinuetogivesomedetailaboutthenewboardandtalkaboutthefinancialeffectofthemerger.Andthen,Iwillgiveabriefsummaryoftheterms,includingdetailsaboutdividendsandsoon.首先我要详细介绍新董事会以及并购带来的财务影响，最后我要概述相关的条款，包括红利等。
2.Soundsgood,well,whatwin-winsituationcanweachievethen?
3.Bothofusnowfacingafiercecompetitionpressureintheglobalmarket,soourmergercanenhanceourcompetitiveness.Thatistosay,awin-winsituationwilloccur.
4.Isee.SuchastrategicalliancebetweenuscanbebasedonsuchanobviousmotiveasyourquickerexpansionintotheChinesemarketplaceandourquickerentryintotheworldmarket.AmIcorrect?
我知道了我们之间的战略联盟建立在一个明显的动机上，即你们可以更快向中国市场扩展，我们可更快挺进全球市场，对吗？
Youareabsolutelyright.
1.ForusIthinkmergersandacquisitionsareunavoidablewaystointernationalizeourproducts.
2.Aftermergerofourtwocompanies,sharesofthemarkethas
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