第三章商务谈判与商务会议BusinessNegotiationandMeetings.docx
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第三章商务谈判与商务会议BusinessNegotiationandMeetings
第三章商务谈判与商务会议BusinessNegotiationandMeetings（本章共26节，分两次讲）
第一节商谈判的秘--诚实无欺
（Thesecretofbusinessnegotiationisnotricks.）
1.（Need，对于买卖双方来说，谁的需求强烈，对方就更拥有谈判能力）
WereallyneedthisproducttoopentheEuropeanmarket.
Whileweappreciateyourcooperation,weregrettosaythatwecan’treduceourpriceanyfurther.
2.（options,你选择的机会越多，你的谈判资本就越大）
Thisproductisnowingreatdemandandwehaveonhandmanyenquiriesfromothercountries.
Wearesatisfiedwithyoursamples,sothebusinessdependsentirelyonyourprices.
Ourpricesdependonhowlargeyourorderis.
3.（Time,对方要求速战速决，一旦一方着急，则对方增添了谈判的信心和实力）
We’dliketoorderyourproduct,RSK。
Whenwillyoubeabletodeliver?
I’mafraidourstockhasrunlow.I’llhavethatinformationbytomorrow.（Stock存货，现货）
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.
Coresentences
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）
CoreSentences
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.
CoreSentences
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.）
Wehavesomepointsweneedtoexplorefurther.
Aren’tyousatisfiedwiththepayment?
No,Notentirely,Mr.Wang,towhatcompaniesdoyousupplythesecomponents?
Iamsorry,Icannotgiveyouthatinformation.Youwouldnotwantothercompaniestoknowwhatcomponentsyouareusing,wouldyou?
Yes,youareright.Iunderstandyourconcern.WellIamreallysorrybutIhavetoleave.
Coresentences
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
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