第三章商务谈判与商务会议businessnegotiationandmeeting2文档格式.docx

1、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. Sounds great. In addition, you have the responsibility for technical assistance, the performance of the machine and finally a smooth start-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.Of course, we bear the responsibility for the erection and maintenance of the equipment

2、.By the way, I must remind you the price of the counter sale products shall be determined according to the prevailing world market price at the time of each shipment.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, for the equipment, we shall use sliding price. What do you think of it. 好的对于设备，我

3、们采用浮动折价计算法，如何？Core sentences1. We would like to do partial compensation trade.2. We would like you to complete the payment in 2 years3. We will complete the payment within 3 years from the commencement of production. 从购买之日起4. We want to import some equipment of your company through compensation trad

4、e.Hint Bankliberalization of trade free trade basic economic structure globalized market developed countries developing countriesthe least developed countries第十六节 技术转让谈判 negotiation of technical transfer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

5、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，We wish to establish long and steady technical-cooperative relations with your company.（我们希望与贵公司建立长期稳定的技术和作关系）1. We wish to establish long and steady technical-cooperative relations with your company. We believe that we will be able to improve our present products and deve

6、lop new ones with your technology. To what scope will you provide your technical license?.请问你们在多大范围内提供技术许可证。2. I hope we could meet your requirement. We will provide machines and technology of advanced world level, and the technology provided is integrated, precise and reliable.（所提供的技术是完整的，精确的，可靠的。3

7、. What right will the license grant us?4. It will grant rights of manufacture and sales of our products, including the patent.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, how long will you allow us to use the patent?6. Fives years. You should keep confidential all of the technical information and knowhow in the

8、 five years.在这五年，你们必须对信息技术和专有技术保密。7. Certainly. But you should also guarantee the ownership of the patent, know-how and technology. If any third party disputes your rights to use them, you should bear the full responsibility. 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, of cou

9、rse.1. Id like to know the possibility of technical transfer from you.2. You should help us to modernize our production through technical transfer.3. We wish to establish long and steady cooperative relations with your company.Hint banksReciprocal contract feasibility report industrial property inte

10、llectual property imported technologyterms of cooperation第十七节 合作与和合资谈判Negotiation of cooperation and joint venture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，Lets get down to business（我们正式开始吧）就可以表明自己的意图了。We would like to establish an equity joint venture.（我们希望以股份制的形式合

11、资经营企业）1. All right. Lets get down to business. We would like to discuss with you the ways to build a chemical works as a joint venture . We wonder if you agree .2. We are interested in it. Please give us your proposal if you are ready for that. 3. We would like to establish an equity joint venture.

12、And each of us will invest a certain portion of the capital and share profits or losses are in proportion to our respective contribution.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. Of course. According to our market analysis, we decide to join hands with you in the venture.5. I am glad that you are quick i

13、n making the wise decision. Firstly, how much would you be preparing to invest in this venture if the total amount would 10 million.6. What about 49% from us? Additionally, we will invest partly by machinery and equipment with our technology.7. We agree in principle to the rough proportion of capita

14、l contribution if the joint venture will be run under the guidance of the board of directors. Of course, we hope the president is to be appointed by our side and the vice president by our side.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. That is basically decided by the share of our inv

15、estment, so we do not have any argument.9. Okay. As far as our investment is concerned, our capital contribution will include the use of land and a new factory building in addition to water and electricity. But you should pay for 50% the registered capital .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

16、。10. I think it is reasonable. That is decided then.Core sentence1. We are willing to build a mutually advantageous manufacturing relationship with you2. We shall adopt the regular forms of international economic cooperation.3. What is the ratio of funding?4. What about 51% from Chinese side and 49%

17、 from British side.5. This figure is large enough to provide the construction funds and circulation capital.Hint bankopen up a market increase export oversea competitionsmall-to-medium-sized business large scale business第十八节 加工和装配谈判（negotiation of processing and assemble trade）1. We intend to do bus

18、iness with you on the basis of processing. Namely, we are thinking of having products processed in China . We want to know whether you would like to enter into a processing contract for assembly with you。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. We are glad to know that. Please indicate

19、 the rate of processing or assembling charges, and also the method of payment.3. We supply you with the assembly line, technical information, testing instrument and complete sets of component parts. The allowance for damage materials in the course of processing is 3%. How long will it be required to

20、 process this amount of goods.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. It will take 30-45 days to process the goods, from the day we receive materials you supply.5. You shall complete the assembly within the time mutually agreed unless some unforeseen circumstances beyond control occ

21、ur, How much is your processing fee?6. That depends on the labor needed and the quantity to be processed. The processing fees shall be fixed on the basis of the world labor price.7. After the expiration of the contracted period of three years, the supplied equipment and tools will become your proper

22、ty free of charge. Payment for the processing fees and shipping expenses is to be made by （irrevocable） sight L/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。Core SentencesWe intend to do business with you on the basis of processing.Please indicate the rate of processing and assembly chargesWell process and as

23、semble in strict accordance with the sample submitted.Terminate the contract annul the contract cancel the contract approve the contractalter the contract abide by the contract break/tear up the contract.第十九节 寄售贸易谈判（negotiation of consignment sale）（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

24、判的时候买方可以提出寄售贸易以便检验产品的销路1. We are quite familiar with the places where we can find an outlet for the goods you export. We would like to suggest that you send us a trial for sale on consignment terms.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. That is fine. We can make a consignment arrangement. The listed

25、prices are for guidance only and represent the limits below which the goods may not be sold on our behalf. You will of course sell them at the best prices you can get.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. You may be well assured that we will exert ourselves to the utmost to prove ourse

26、lves deserving of your recommendation.请相信，本公司一定尽最大努力，不辜负你们的委托。We are doing our utmost to open up an outlet.We have also learned that there are good prospect for the sale of this product.We entertain the business on a consignment basis.We return the unsold units within three months.There is good/poor

27、 market for these articles.backing of capital division of labor industrialized countriescompetitive advantage additional cost added valueagile service第二十节兼并与收购谈判（negotiation of mergers and acquisition）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.First of all, Ill continue to give some

28、detail about the new board and talk about the financial effect of the merger. And then, I will give a brief summary of the terms, including details about dividends and so on.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. Sounds good, well, what win-win situation can we achieve then?3. Both of us now f

29、acing a fierce competition pressure in the global market, so our merger can enhance our competitiveness. That is to say, a win-win situation will occur.4. I see. Such a strategic alliance between us can be based on such an obvious motive as your quicker expansion into the Chinese marketplace and our quicker entry into the world market. Am I correct? 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？You are absolutely right.1.For us I think mergers and acquisitions are unavoidable ways to internationalize our products.2. After merger of our two companies, shares of the market has