business negotiation case 商务谈判实例Word文件下载.docx

1、 Veronica （周宁宁:N）B company：Lenox Import Corporation of AmericaImport Manager: Isabella （王鑫蕊:W） Cindy （董雪: D）（Miss Zhao, the sales manager of China Arts and Crafts Trade Corporation meets Import manager Isabella and the interpreter Cindy from the Lenox Import Corporation of America to discuss the rel

2、ated issues of Chinese porcelain trade.）Scene1: Establishing Business RelationsZ: 下午好，我是赵辉，销售部经理。N: Good afternoon. Im Zhaohui, the manger of the sales department.W: Good afternoon, Miss Zhao. Im Isabella, the import manger of Lenox Import Corporation of America. This is my interpreter Cindy.D: 下午好，

3、赵女士，我是伊莎贝尔, 公司进口部经理，这是我的翻译辛迪。 很高兴见到你们，能与您开展业务我非常荣幸。我们展示间里的展品您看过了吗？有没有您特别感兴趣的? Its a great pleasure to meet you and we are pleased to start business with you. Have you seen our exhibit in the show room? And what in particular youre interested in? Oh, yes, we took a round yesterday and found the exhib

4、its so attractive. We are especially interested in your blue and white porcelains. 是的，我们昨天转了转，发现展品很有吸引力。尤其是你们的青花瓷，我们特别感兴趣。 太好了，如你所知，中国的瓷器在世界上非常有名，而且我们是中国最大的瓷 器出口商，与你方地区的许多公司都有合作，希望我们也能进行友好的生意往来。 Great, as you know, Chinese porcelain is well known in the world and we are one of the largest porcelain

5、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. We are one of 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 a

6、s you would cooperate with us on delivery, price, and quality. 我们是领先的中国瓷器进口商和批发商之一，只要你方能在装运，价格和质量等方面与我方合作，我们确信能在我方市场推销你方产品。 我方很乐意与你方建立直接的商务关系。 We shall be pleased to enter into direct business relations with you!Scene2：Price negotiation（价格谈判） The blue and white porcelains of China are very popular i

7、n America. We are thinking of placing a large order. We are especially interested in the series RH60. Shall we have your most favorable offer? 是的，中国的青花瓷在美国很受欢迎，我们想大量订购。我方尤其对RH60系列的瓷器特别感兴趣，您能给我方最优惠的报盘吗? 您真是眼光独到，您看中的这个系列的瓷器一共有四种不同款，他们是清代和明代青花瓷的高仿品，一流的材质结合精美的做工使之成为市场上的畅销品。这是我们最近的价目单。上面的价格以我们最后确认为准，您可以看

8、出价格是合理的。 You really have a unique vision, the series which you are fond of including 4 different models. Those blue and white porcelains are 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

9、 price is favorable. How long will you leave your offer open? 报价的有效期是多长时间? 有效期是3天。 Its valid for 3 days. Does the offer include any commission for us? 这个报价包括我们的佣金了吗？ 这个报价包括你方2%的佣金。 This price includes a 3% commission. All you quotations CIF? 你方所有的报价都是到岸价吗? 是的，但如果你方想要离岸价的话，我方也可以报。 Yes. But we can off

10、er you FOB if you like.Scene 3: Price Discussion 1（价格周旋1） You prices seem to be on the high side and out of line with 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 i

11、n the medium price range. We hope to get your lowest prices of the relevant goods. 你方报价似乎偏离与现行的市场水平不符。接受你方报价我方只能获取很少的利润。而且我方地区主要需求的是价格适中的商品。我们希望获悉有关商品的最低价。 您知道我们的产品在市场上很有竞争力，它美丽优雅的设计结合一流的工艺定能吸引最挑剔的买家，如果你方大量订货，价格是可以讨论的，能否谈谈你方所需的数量? You know that our products are very competitive in the market, the be

12、auty and elegance of our designs coupled with the superb workmanship should appeal to the discriminating buyers. If you place a large order, the prices are negotiable. Could you tell me the quantity of your order? We are planning to order 1000 pieces of Model RH60. As you said this series have 4 mod

13、els, we are willing to order them in equally amount. 我们计划订购1000件RH60款瓷器。如你所说这一系列有四款，我方想等量订购。 这真是一笔很大的交易，我方可以考虑给您5%的折扣，希望能让你方满意。 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（价格周旋二） Im sorry to s

14、ay that its still unacceptable. As there is a growing demand for this article, we have to ask you for a special discount. 很遗憾，这个报价我们还是不能接受，鉴于我方市场对此货的需求日增，务必请您考虑给予特殊折扣。 Miss Zhao, to come straight to the point, our business could be mutually beneficial. We have another offer for a similar one at a mu

15、ch lower price. Please carefully consider our proposal, which will lead to a larger business between us. 赵女士，坦白的说，我们的合作对双方都是有利的。我们另外得到的相似产品的报价比这低的多，请仔细考虑我方的提议，它可带动我们之间更大的交易。 那么，您觉得什么价位合适？ Well, then, what prices is proper for you? 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 order 200 pieces more. 我们都是在互利的基础上做生意，我建议我