商务谈判对话供参考.docx

1、商务谈判对话供参考DIALOGUE 1A: The 20th China Plastic & Rubber Exhibition will be staged at Shanghai New International Expo Center in April 2006. Can you give us a brief introduction?B: 好的。它是亚洲最大的塑料和橡胶的展销会，总展览面积超过9万平方米，比去年增加了1. 3万平方米。有8个主题区。 A: Thats impressive. How many visitors will come to the exhibition?

2、 B: 有79个国家和地区的52,000客商会参加我们的展销会A: Thats great. Can you also give us a brief introduction to the space allocation? B: 展览区是根据主题来划分的,在收到参展商填妥的报名表和参展费用后, 我们就会安排展台.A: What order will you follow regarding space allocation? B: 从2005年8月开始收报名表, 在有展位的情况下,就是先来先得.A: Can you introduce the exhibition space for us

3、? B: 我们提供两种展位.根据需求可以选择最适合你的展位.如果你有特别的要求,请联系我们.A: Transport, customs clearance and storage are all important concerns for all participants. Will they get special assistance? B: 到展馆以及从展馆运回的交通，托运，海关清关，以及仓储，这些服务必须要提前预订DIALOGUE 2A: 欢迎光临上海进出口商品交易会。我叫陈明。我是上海机械公司的销售部经理。B: Hi, Mr. Chen. My name is Sean Hudso

4、n. Im from Seattle, U.S.A. Im in charge of the supply department of the Pacific Trading Company Ltd.A: 很高兴见到您，哈德逊先生。请坐，我想向您介绍一下我公司及产品。B: Thank you. I have read your brochure and am very impressed by your scope of business, especially the variety of machine tools you manufacture. I believe my custome

5、rs will like you new products. A: 您对我们产品感兴趣，我很高兴。 不过我们的宣传小册子仅仅介绍了我公司生产的一小部分机床。您可以进来看看我们的展品。B: Sure. Your exhibits are very attractive, though the workmanship is not so desirable. If you dont mind, Id like to make an inquiry. Heres the list of our interested machine tools. Id like to hear your lowest

6、 quotations C.I.F. Seattle.A: 谢谢您的询价，您单子上所列的机床我们都有。这是我方的美国太平洋沿岸城市到岸价的价目单，我们还可以根据您所想要的数目调整价格。B: Well, Mr. Chen, your prices are not very competitive. My demand is bulk, but of course Ill have to substantially reduce the quantity of my intended purchase with your offer. A: 哈德逊先生，我刚才说过，我方的价格可以根据贵方的购买量进

7、行调整。如果是您不安的只是我方的报价，那么您可以到其它展台去看一看，然后我们还可以再坐下来讨论我方的报价。B: I sure will. Nice meeting you. Ill call home about your quotations and come back tomorrow with our decision.A: 好的。明天见。B: Bye.DIALOGUE 3A: Hi! I am David Anderson, sales representative from Willa Company. Are you the representative from Zhongan

8、Technology Company? B: 你好！是的，我是中安科技外贸部的李华，欢迎来深圳。A: Thanks.B: 你的行李都取了吗？A: Yes, I have. B: 那我们这边走吧。公司的车在马路对面的停车场，我们一起过去？A: Sure.B: 飞机旅途还好吗？是从温哥华直飞的航班吗？A: Yes, Thank you. The flight was very good and the service on board was excellent. It took just over 13 hours non-stop from Vancouver.B: 真是路途遥远啊！A: I

9、do not sleep well on planes; therefore I am a little tired and the jet lag will catch up with me tomorrow.B: 咱们直接去酒店吧, 我们已经在花园酒店给你定了房间。A: Good. B: 第一次来中国？A: Yes, Shenzhen is such a beautiful city.B: 这样一来，我们会尽量安排好你的中国之行，给你留下美好回忆。现在刚好是春季，深圳一年中最好的季节。A: I am so lucky. B: 那我简单把你的时间安排说一下。明天没有什么安排，让你好好休息一天

10、，倒一下时差。A: Good idea. I really need some rest.B: 明晚，我们安排了在粤唯鲜的晚宴，让你感受一下广东的饮食文化。A: Terrific. I like Chinese food very much. B: 后天上午到工厂参观，下午谈一下合作的事项。接下来是安排你去锦绣中华参观。A: Will you give me a timetable? I would like to pay a visit to your factory to find out the possibility of importing automobile parts from

11、 you.B: 会的，你如果有什么问题，生活和生意上的都可以直接找我。我会鼎力帮忙。A: Thank you. B: 到了，我们上车吧！DIALOGUE 4Jin：欢迎到我们公司来。我叫金哲夫，负责出口部。这是我的名片。Smith: Ill give you mine, too. Jin：你的航行顺利吗? Smith: Not bad, but Im a little tired. Jin：这是你的日程安排。开完会后，我们去参观工厂，再跟生产部经理开个会。晚上你将和我们主任共进晚餐Smith: Could you arrange a meeting with your boss?Jin：当然可

12、以，我会安排在明天早上10点钟。Smith: Well, shall we get down to business? Jin：行，你有没有收到我们上周寄给你的样品?Smith: Yes, we finished the evaluation of it. If the price is acceptable, we would like to order now.Jin：听到这个我真高兴。 Smith: Whats your best price for that item? Jin：单价是12.50美元。 Smith: I think the price is a little high,

13、 cant you reduce it?Jin：恐怕不行，12.50美元是我们的底价。如果你订货超过10,000件，我们可以减到12.00美元。Smith: Well, Ill accept the price and place an initial order of 10,000 units.Jin：太好了。史密斯先生，跟你做生意真是我的荣幸。Smith: The pleasure is ours. Can you deliver the goods by March 31?Jin：当然行。 DIALOGUE 5Tom: Im glad to have the chance to visi

14、t your corporation. I hope to conclude some substantial business with you.Chen：汤姆先生，有机会见到你很高兴。相信你已在样品间参观了展品，对哪几种产品感兴趣啊?Tom: Im interested in your hardware. I have seen the exhibits and studied your catalogs. I think some of the items will find a ready market in Holland. Here is a list of my requirem

15、ents, for which Id like to have your lowest quotations, CIF Sydney.Chen：多谢你们询价。为方便我们报价，告诉我们你所要的数量好吗?Tom: Ill do that. Meanwhile, would you give me an indication of price?Chen：这是我们的装运港船上交货价的价格单，所有价格以我们最后确认为准。Tom: What about the commission: From European suppliers I usually get a 3 to 5 % commission f

16、or my imports. Its the general practice.Chen：我们通常是不给佣金的。但是订货如果数量大，我们可以考虑。Tom: I see, but I do business on a commission basis. A commission on your prices would make it easier for me to promote sales. Even a 2 or 3 % would help.Chen：到你们订货时，再讨论这个问题吧。DIALOGUE 6A: 感谢您的询价。这是我方在原价的基础上削减了 3.5%以后的报价单。您一定会感到

17、我们的报价在今天这个需求量上升的市场上最有竞争力。 B: To be frank with you, it is really difficult for us to market your products at the price offered. Ive been approached by other suppliers with much lower offers, yes, much lower, 5% - 6%. A: 那不可能，我们不可能出那样低的报价，那是荒唐的。B: What do you have in your mind? A: 您把我们的产品同他们的做过比较吗?不是一

18、个档次的产品啊。再说，我们已经调过价了。 B: I agree your offer after this reduction is attractive but excuse my frankness, in any case it is by no means the most competitive one to the best of my knowledge. I did a lot of research lately and Im sure youll agree with me that a growing number of suppliers in other Southe

19、ast Asian countries have joined this market. I foresee a substantial drop in price next yearA: 对您所说的大幅度降价，我不敢认同。您知道我们的产品是享誉全球的名牌产品，而且我们绝对保证质量。虽然我们的周边国家和地区或许会以较低的价格吸引客户，但是我们保证质量的做法，加上这次大幅度的价格下调，一定会在市场上取胜。实话对您说，我们的老客户，我相信也包括您在内，没有谁转到其他广商那儿去。相反，我们还接到许多新客户的订单。我们的报盘是合情合理的。B: Youre a real business negotia

20、tor, but if you hang on to the listed quotations, its impossible for us to come to terms. I dont think your offer is in line with the current market. I do hope that youll consider our counter-offer. After all, weve had a business relationship for almost ten years.B: 好吧！为了庆祝我们 10年来在生意上的合作，也为了继续推进我们的商

21、务关系，我乐意给您破例追加 1.5%的特别折扣。这已远远低于我方的最低价了，所以我再也不能接受还价了。我希望您理解我的处境，我可不想丢了自己的饭碗啊！ A: I really appreciate your concession, and Id like to sign our papers today. B: 我很高兴我们能够圆满成交。剩下的事可简单的多了。我们可以在下午解决合同文本方面的事情。 A: Sure.DIALOGUE 7Qiao：在我们开始之前，我想问一下怀特先生，请问您是主谈吗?Mr.White: Yes, I have the authority to conclude th

22、e deal.Qiao：好的，谢谢。昨天我们讨论过有关质量监控的话题，那么我们今天是否来谈谈价格和支付呢?Mr. White: Great. We have been very impressed by your quality control-its excellent-and willing to make further contact with you.Qiao：很高兴您能这么说。时间不等人。相信你们已经收到了我方的价格单。我想我们的价格是很有竞争力同时也是很合理的，你们怎么认为呢?Mr. White: Im afraid we cant agree with you on that.

23、 Your price is higher than that of your competitor.Qiao：每个公司都是依据质量来评定价格，是吧?请你们再考虑一下我们的报价。Mr. White: Im sorry but I have to say I dont see any advantages in your quotations. Maybe some discounts will do.Qiao：如果你们的订单足够多的话，我们可以考虑再给你们一个折扣，但这个仅限于你们公司。Mr. White: I see, thank you for your kindness. Conside

24、ring the amount. Lets say, 1,700 sets of a dozen?Qiao：上个月我们的订单是2，100打而且不打折。怀特先生，你知道，这些都是炙手可热的商品。Mr. White: Oh, thats interesting. If you offer a discount of 5%, we will take 2,500 dozen from you.Qiao：看来我们也可以有非常长远的合作，既然你们同意乙方利物浦CIF价格订2，500打的话，那么5的折扣应该没有问题。Mr. White: Good. Now we have settled price. W

25、hat about the payment terms? Letter of Credit will be much appreciated. Qiao：我们公司一般都采用汇付，票付和电付都可以。Mr. White: We insist that you pay by Letter of Credit, in fact, none of our partners settle payment by remittance.Qiao：这个我们可以考虑一下。怀特先生，我们今天的进度是否有点快，我们是否可以先中断一下呢?Mr. White: Oh, Im sorry, I didnt notice t

26、hat it is so late.Qiao：谢谢您能理解，怀特先生，我们明天早上再见，好吗?Mr. White: Yes, tomorrow morning, see you then.DIALOGUE 8Li: 你们的产品给人印象深刻, 包装也很精美。好的，我们现在谈一下运货。你们最早什么时候可以开始运货呢？Jack: It usually takes us three months to make delivery. Everything will be ready by the middle of June. Li: 太晚了。 T恤的销售旺季就要到了，有可能把运货日期提前到5月份前吗？

27、不然,我们就赶不上销售旺季了.Jack: Im afraid we cant promise delivery earlier than June. We sell our T shirts to more than twenty countries in the world and dozens of orders have been placed ahead of you. Li: 那有什么其它办法吗? Jack: The best we could do is to ship your goods in June. Li: 那你们可以把运货日期提前一个月吗？我们要货很急。Jack: Oh

28、, thats hard to say. Let me call our production department.（After Telephone）Jack: Good news. There are cancellations for mid-May delivery. Its tight, so we may not be able to get your full order today. Li: 好的。那我们什么时候可以收到第一批货物呢？Jack: The first lot will be delivered by mid-May and you will receive the

29、 remainder by the end of May.Li: 谢谢您的努力。你要保证我们的运货。杰克先生，你知道运货时间对我们很重要, 而且货到了后,我们还要至少2周的时间来打通销售关节。我们必须购买这些货物，而且这些货物必须按时到达，因此请务必确保这批货物一定要准时到达,不然恐怕我们只能另找别家公司了. Jack: Mr. Li, you have my word, mid-May! In view of our longstanding business relationship, I will urge the production department of our company

30、 to make an earlier delivery. Well do our best to advance the shipment, but you must open your L/C as soon as possible. Li: 那谢谢你了。 Jack: But I would like to remind you that to expedite the shipment, we may charge extra fees. Would that be acceptable for you? Li: 附加费可以接受, 这批产品对我们而言很紧急, 贵方尽早发货即可.DIALO

31、GUE 9A: Good afternoon, may I help you? B: 我对贵公司经营的新品种颇感兴趣。我可以看看贵方汽车零部件C.I.F.价目表吗？ A: Certainly. Lately we expanded our scope of business to better serve our Far East Asian customers, Chinese customers in particular. China is such an enormous market that nobody can afford to neglect. My company is w

32、illing to establish business relations with all interested Chinese parties.B: 您这样说我很高兴。我们打算长期从贵公司进口一些汽车零部件，当然这得看贵方的价格是否比他人优惠。坦率地讲，贵方单子上的价格毫无竞争力。我希望知道贵方的最新报价。 A: We have just updated our prices. But of course I dont mean our offer is final. As usual, wed like to quote the most reasonable price to start our business relationship fo