最新商务谈判对话英语实例.docx
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最新商务谈判对话英语实例
商务谈判对话英语实例
(1)
DanSmith是一位美国的健身用品经销商,此次是RobertLiu第一回与他交手。
就在短短几分钟的交谈中,RobertLiu既感到这位大汉粗犷的外表,藏有狡兔的心思――他肯定是沙场老将,自己绝不可掉以轻心。
双方第一回过招如下:
D:
I‘dliketogettheballrolling(开始)bytalkingaboutprices.
R:
Shoot.(洗耳恭听)I‘dbehappytoansweranyquestionsyoumayhave.
D:
Yourproductsareverygood.ButI‘malittleworriedaboutthepricesyou‘reasking.
R:
Youthinkweaboutbeaskingformore?
(laughs)
D:
(chuckles莞尔)That‘snotexactlywhatIhadinmind.Iknowyourresearchcostsarehigh,butwhatI‘dlikeisa25%discount.
R:
Thatseemstobealittlehigh,Mr.Smith.Idon‘tknowhowwecanmakeaprofitwiththosenumbers.
D:
Please,Robert,callmeDan.(pause)Well,ifwepromisefuturebusiness――volumesales(大笔交易)――thatwillslashyourcosts(大量减低成本)formakingtheExec-U-ciser,right?
R:
Yes,butit‘shardtoseehowyoucanplacesuchlargeorders.Howcouldyouturnover(销磬)somany?
(pause)We‘dneedaguaranteeoffuturebusiness,notjustapromise.
D:
Wesaidwewanted1000piecesoverasix-monthperiod.Whatifweplaceordersfortwelvemonths,withaguarantee?
R:
Ifyoucanguaranteethatonpaper,Ithinkwecandiscussthisfurther.
商务谈判对话英语实例
(2)
Robert回公司呈报Dan的提案后,老板很满意对方的采购计划;但在折扣方面则希望Robert能继续维持强硬的态度,尽量探出对方的底线。
就在这七上七八的价格翘翘板上,双方是否能找到彼此地平衡点呢?
请看下面分解:
R:
Evenwithvolumesales,ourcoatsfortheExec-U-Ciserwon‘tgodownmuch.
D:
Justwhatareyouproposing?
R:
Wecouldtakeacut(降低)ontheprice.But25%wouldslashourprofitmargin(毛利率).Wesuggestacompromise――10%.
D:
That‘sabigchangefrom25!
10isbeyondmynegotiatinglimit.(pause)Anyotherideas?
R:
Idon‘tthinkIcanchangeitrightnow.Whydon‘twetalkagaintomorrow?
D:
Sure.Imusttalktomyofficeanyway.Ihopewecanfindsomecommonground(共同信念)onthis.
NEXTDAY
D:
Robert,I‘vebeeninstructedtorejectthenumbersyouproposed;butwecantrytocomeupwithsomethingelse.
R:
Ihopeso,Dan.Myinstructionsaretonegotiatehardonthisdeal――butI‘mtryveryhardtoreachsomemiddleground(互相妥协).
D:
Iunderstand.Weproposeastructureddeal(阶段式和约).Forthefirstsixmonths,wegetadiscountof20%,andthenextsixmonthsweget15%.
R:
Dan,Ican‘tbringthosenumbersbacktomyoffice――they‘llturnitdownflat(打回票).
D:
Thenyou‘llhavetothinkofsomethingbetter,Robert.
商务谈判对话英语实例(3)
Dan上回提议前半年给他们二成折扣,后半年再降为一成半,经Robert推翻后,Dan再三表示让步有限。
您知道Robert在这折扣缝隙中游走,如何才能摸出双方都同意的数字呢?
他从锦囊里又掏出什么妙计了呢?
请看下面分解:
R:
Howabout15%thefirstsixmonths,andthesecondsixmonthsat12%,withaguaranteeof3000units?
D:
That'salottosell,withverylowprofitmargins.
R:
It'saboutthebestwecando,Dan.(pause)Weneedtohammersomethingout(敲定)today.IfIgobackempty-handed,Imaybecomingbacktoyousoontoaskforajob.(smiles)
D:
(smiles)O.K.,17%thefirstsixmonths,14%forthesecond?
!
R:
Good.Let'sironout(解决)theremainingdetails.Whendoyouwanttotakedelivery(取货)?
D:
We'dlikeyoutoexecutethefirstorderbythe31st.
R:
Letmerunthroughthisagain:
thefirstshipmentfor1500units,tobedeliveredin27days,bythe31st.
D:
Right.Wecouldn'thandlemuchlargershipments.
R:
Fine.ButI'dpreferthefirstshipmenttobe1000units,thenext2000.The31stisquitesoon----Ican'tguarantee1500.
D:
Icanagreetothat.Well,ifthere'snothingelse,Ithinkwe'vesettledeverything.
R:
Dan,thisdealpromisesbigreturns(赚大钱)forbothsides.Let'shopeit'sthebeginningofalongandprosperousrelationship.
商务谈判对话英语实例(4)
今天Robert的办公室出现了一个生面孔――KevinHughes,此人代表美国一家运动产品公司,专程来台湾寻找加工。
接洽的加工产品市运动型“磁质石膏护垫”,受伤的运动员包上这种产品上场比赛,即可保护受伤部位,且不妨碍活动。
现在,我们就来看看两人的会议现况:
R:
Wefoundyourproposalquiteinteresting,Mr.Hughes.We'dliketoweightheprosandcons(衡量得失)withyou. K:
Mr.RobertLiu,we'velookedalloverAsiaforamanufacturer;yourcompanyisoneofthemostsuitable.
R:
Ifwecansettleanumberofbasicquestions,I'mconfidentinsayingthatwearethemostsuitableforyourneeds.
K:
Ihopeso.Andwhatmightbethebasicquestionsyouhave?
R:
First,doyouintendtotakeapositionin(投资于……)ourcompany?
K:
No,wedon't,Mr.Liu.ThisisjustOEM.
R:
Isee.Then,themostimportantthingisthesizeofyourorders.We'llhavetoinvestagreatdealofmoneyinthenewproductionprocess.
K:
Ifyoucanguaranteecontinuingquality,wecansignacommitmentfor75,000piecesayear,forfiveyears.
R:
AtU.S.$1000apiece,we'llmakeanaveragereturnofjust4%.That'stoogreatafinancialburdenforus.
K:
I'llcheckthenumberlater,butwhatdoyoupropose?
R:
Here'showyoucandemonstratecommitmenttothisdeal.Makeittenyears,increasetheunitprice,andprovidetechnologytransfer.
商务谈判对话英语实例(5)
Robert在前面的谈判最后提出签约十年的要求,Kevin会不会答应呢?
如果答案是否决的话,Robert又有何打算?
他一心为公司的利益打算,极力争取技术转移地协定,而对方会甘心出让此项比金钱更珍贵的资产吗?
请看以下分解:
K:
Wecan'tsignanycommitmentfortenyears.Butifyourproductionqualityisgoodafterthefirstyear,wecouldextendthecontractandincreaseouryearlypurchase.
R:
Thatsoundsreasonable.Butcouldyoushedsomelighton(透露)thesizeofyourorders?
K:
Ifwearehappywithyourquality,wemightincreaseourpurchaseto100,000ayear,foratwo-yearperiod.
R:
Excuseme,Mr.Hughes,butitseemstomewe'regivinguptoomuchinthiscase.We'dbegivingupthefive-yearguaranteeforincreasedyearlysales.
K:
Mr.Liu,you'vegottogiveupsomethingtogetsomething.
R:
Ifyou'reaskingustotakesuchalargegamble(冒险)forjusttwoyear'ssales,I'msorry,butyou'renotinourballpark(接受的范围).
K:
WhatwouldittaketokeepPacerinterested?
R:
Athree-yearguarantee,nottwo.Andaqualiltyinspection(质量检查)tourafteroneyearisfine,butwe'dlikesomeofourpersonnelontheteam.
K:
Acceptable.Anythingelse?
R:
We'dbemakinghugecapitaloutlay(资本支出)fortheproductionprocess,sowe'dliketosetupatechnologytransferagreement,tohelpusgetofftheground(取得初步进步).
商务谈判对话英语实例(6)
DanSmith是一位美国的健身用品经销商,此次是RobertLiu第一回与他交手。
就在短短几分钟的交谈中,RobertLiu既感到这位大汉粗犷的外表,藏有狡兔的心思――他肯定是沙场老将,自己绝不可掉以轻心。
双方第一回过招如下:
D:
I‘dliketogettheballrolling(开始)bytalkingaboutprices.
R:
Shoot.(洗耳恭听)I‘dbehappytoansweranyquestionsyoumayhave.
D:
Yourproductsareverygood.ButI‘malittleworriedaboutthepricesyou‘reasking.
R:
Youthinkweaboutbeaskingformore?
(laughs)
D:
(chuckles莞尔)That‘snotexactlywhatIhadinmind.Iknowyourresearchcostsarehigh,butwhatI‘dlikeisa25%discount.
R:
Thatseemstobealittlehigh,Mr.Smith.Idon‘tknowhowwecanmakeaprofitwiththosenumbers.
D:
Please,Robert,callmeDan.(pause)Well,ifwepromisefuturebusiness――volumesales(大笔交易)――thatwillslashyourcosts(大量减低成本)formakingtheExec-U-ciser,right?
R:
Yes,butit‘shardtoseehowyoucanplacesuchlargeorders.Howcouldyouturnover(销磬)somany?
(pause)We‘dneedaguaranteeoffuturebusiness,notjustapromise.
D:
Wesaidwewanted1000piecesoverasix-monthperiod.Whatifweplaceordersfortwelvemonths,withaguarantee?
R:
Ifyoucanguaranteethatonpaper,Ithinkwecandiscussthisfurther.
商务谈判对话英语实例(7)
:
K:
Ifwetransferredourtechnicalandresearchexpertise(技术与研究的专业知识),whatwouldstopyoufrommakingthesameproduct?
R:
We'dbewillingtosignacommitment.We'llputitinwriting(书面保证)thatwewon'tcopycat(仿冒)theSportsCastwithinfiveyearsafterendingourcontract.
K:
SoundsO.K.,ifit'sforany"similar"product.Thatwouldgiveusbetterprotection.Butwe'dhavetointerestonatenyearlimit.
R:
Fine.Wehavenointentionofbecomingyourcompetitor.
K:
Great.Thenlet'ssettlethedetailsofthetransferagreement.
R:
We'llneedyoutosendoversomekeypersonneltohelpuspurchasetheequipmentandtrainourtechnicalpeople.Howlongdoyouanticipatethatwilltake?
K:
Aweektoputtheteamtogether,threeweekstotrainyourpeople.Ifso,whendoyouestimatestartingproduction?
R:
Ourfirstproductionrun(一批的生产)shouldbeoneweekafterourteamfinishesitstraining.ButI'dlikeyourteamtostayafullweekafterthat,tohandleanykitchesthatpopup(处理突发的事件).
商务谈判对话英语实例(8)
BotanyBay是家生产高科技医疗用品的公司。
其产品“病例磁盘”可储存个人病例;资料取用方便,真是达到“一盘在手,妙用无穷”的目的。
此产品可广泛使用于医院、养老院、学校等。
因此Pacer有意争取该产品软硬件设备的代理权。
以下就是Robert与BotanyBay的代表,MarkDavis,首度会面的情形:
M:
Mr.Liu,totalsalesontheMedic-DiskwereU.S.$100,000lastyear,throughouragentinHongKong.
R:
Ourresearchshowsmostofyoursales,aremadeintheTaipeiarea.YouragenthasonlybeenabletotargettheTaipeimarket(把……作为目标市场).
M:
True,butwearehappywiththesales.It'sanewproduct.Howcouldyoudobetter?
R:
We'realreadywell-establishedinthemedicalproductsbusiness.TheMedic-Diskwouldbeagoodadditiontoourproductrange.
M:
Canyoutellmewhatyoursaleshavebeenlikeinpastyears?
R:
Inthepastthreeyears,ourunitsaleshavegoneupby350percent;profitshavegoneupalmost400percent.
M:
Whatkindofdistributioncapabilities(分销能力)doyouhave?
R:
Wehavesalespeopleinfourmajorareasaroundtheisland,sellingdirectlytocustomers.
M:
Whataboutyoursales?
R:
Intermsofunitsales,55percentarestillfromtheTaipeiarea.TherestcomesfromtheKaohsiung,Taichung,andTainanareas.That'sagreatdealofuntappedmarketpotential(未开发的市场潜力),Mr.Davis.
商务谈判对话英语实例(9)
:
M:
Mr.Liu,whatkindsofsalesdoyouthinkyoucouldget?
R:
Well,tobeginwith,we'dhavetoinsistonsoleagencyinTaiwan.Webelievewecouldspike(激增)salesby30%to40%inthefirstyear.Butcertainconditionswouldhavetobemet.
M:
Whatkindsofconditions?
R:
We'dneedyourfulltechnicalandmarketingsupport.
M:
Couldyouexplainwhat