商务英语谈判的对话

商务英语谈判场景对话~

Dan Smith是一位美国的健身用品经销商，此次是Robert Liu第一回与他交手。就在短短几分钟的交谈中，Robert Liu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‘d like to get the ball rolling（开始）by talking about prices.
R: Shoot.（洗耳恭听）I‘d be happy to answer any questions you may have.
D: Your products are very good. But I‘m a little worried about the prices you‘re asking.
R: You think we about be asking for more?(laughs)
D: (chuckles莞尔) That‘s not exactly what I had in mind. I know your research costs are high, but what I‘d like is a 25% discount.
R: That seems to be a little high, Mr. Smith. I don‘t know how we can make a profit with those numbers.
D: Please, Robert, call me Dan. (pause) Well, if we promise future business――volume sales（大笔交易）――that will slash your costs（大量减低成本）for making the Exec-U-ciser, right?
R: Yes, but it‘s hard to see how you can place such large orders. How could you turn over（销磬）so many? (pause) We‘d need a guarantee of future business, not just a promise.
D: We said we wanted 1000 pieces over a six-month period. What if we place orders for twelve months, with a guarantee?

R: If you can guarantee that on paper, I think we can discuss this further.

商务谈判实例(二)
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: Even with volume sales, our coats for the Exec-U-Ciser won‘t go down much.

D: Just what are you proposing?

R: We could take a cut（降低）on the price. But 25% would slash our profit margin（毛利率）.We suggest a compromise――10%.

D: That‘s a big change from 25! 10 is beyond my negotiating limit. (pause) Any other ideas?

R: I don‘t think I can change it right now. Why don‘t we talk again tomorrow?


D: Sure. I must talk to my office anyway. I hope we can find some common ground（共同信念）on this.

NEXT DAY

D: Robert, I‘ve been instructed to reject the numbers you proposed; but we can try to come up with some thing else.

R: I hope so, Dan. My instructions are to negotiate hard on this deal――but I‘m try very hard to reach some middle ground（互相妥协）.

D: I understand. We propose a structured deal（阶段式和约）. For the first six months, we get a discount of 20%, and the next six months we get 15%.

R: Dan, I can‘t bring those numbers back to my office――they‘ll turn it down flat（打回票）.

D: Then you‘ll have to think of something better, Robert.

商务谈判实例(三)
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: How about 15% the first six months, and the second six months at 12%, with a guarantee of 3000 units?

D: That's a lot to sell, with very low profit margins.

R: It's about the best we can do, Dan. (pause) We need to hammer something out （敲定）today. If I go back empty-handed, I may be coming back to you soon to ask for a job. (smiles)

D: (smiles) O.K., 17% the first six months, 14% for the second?!

R: Good. Let's iron out（解决）the remaining details. When do you want to take delivery（取货）?

D: We'd like you to execute the first order by the 31st.

R: Let me run through this again: the first shipment for 1500 units, to be delivered in 27 days, by the 31st.

D: Right. We couldn't handle much larger shipments.

R: Fine. But I'd prefer the first shipment to be 1000 units, the next 2000. The 31st is quite soon ---- I can't guarantee 1500.

D: I can agree to that. Well, if there's nothing else, I think we've settled everything.

R: Dan, this deal promises big returns（赚大钱）for both sides. Let's hope it's the beginning of a long and prosperous relationship.

in this conversation, rocky simons is the owner of a small company that manufactures recreational speedboats.he is having a telephone conversation with jacques riviera, owner of a seaside resort in another country.

　　rocky: good morning, jacques. nice talking to you again.how’s the weather in your part of the world?

　　jacques: couldn’t be better, rocky.sunny, 29°, light breeze...

　　rocky: stop! i can’t take any more.so, what can i do for you, jacques?

　　jacques: i need a couple of your sb2000 speedboats to rent to guests. can you give me a price quote?

　　rocky: let’s see... uh, the list price is $6,500 u.s. you’re a valued customer, so i’ll give you a 10% discount.

　　jacques: that’s very reasonable. do you have them in stock?

　　rocky: sure do! we set up new inventory controls last year, so we don’t have many backlogs any more.

　　jacques: that’s good. the tourist season is just around the corner, so i need them pretty quick. what’s the earliest shipping date you can manage?

　　rocky: they can be ready for shipment in 2-3 weeks.

　　jacques: perfect.what’s the total cif price, rocky?

　　rocky: hang on ... the price will be $15,230 u.s. to your usual port. do we have a deal?

　　jacques: you bet! send me a fax with all the information, and i’ll send you my order right away. i’ll pay by irrevocable letter of credit, as usual. same terms as always?

　　rocky: of course.

　　jacques: great! nice doing business with you again, rocky. bye for now, and say hello to the family for me.

　　rocky: will do, and the same goes for me. bye, jacques.



中：

　　在这则对话中，rocky simons 是一家制造休闲快艇小公司的业主。

他正和另外一个国家一家海滨度假地的业主jacques riviera在电话里交谈。

　　rocky: 早上好，jacques，很高兴又和你谈话。你们那儿的天气怎么样？

　　jacques: 再好不过了，rocky。晴朗，29度，微风……

　　rocky: 别说了！我受不了了。我能为你做什么吗，

　　jacques: 我需要两只你们生产的sb2000快艇租给游客。你能给我个报价吗？

　　rocky: 让我想想……呃，报价单上是6,500美元。您是我们的一个重要客户，我会给你10%的折扣。

　　jacques:那很合理。你们有现货吗？

　　rocky: 当然有！我们去年建立了新的存货控制系统，所以我们不再有很多的积压订单。

　　jacques:那很好。旅游旺季就要到了，所以我很快就需要它们。您最早的发货日期是什么时候？

　　rocky: 可以在2-3周内准备好装船。

　　jacques: 棒极了。到岸价格是多少，rocky？

　　rocky: 稍等……价


格是15,230美元，到原先的港口。成交吗？

　　jacques: 当然！给我发一份所有相关信息的传真，我会立即下订单。我会按惯例以不可撤销信用单方式付款。按照一惯的条款吗？

　　rocky: 当然。

　　jacques: 好极了！很高兴再次和你做生意，rocky。那再见了，带我问你家人好。

　　rocky: 我会的，也带我问侯你家人。再见，jacques.



中：

　　在这则对话中，rocky simons 是一家制造休闲快艇小公司的业主。他正和另外一个国家一家海滨度假地的业主jacques riviera在电话里交谈。

　　rocky: 早上好，jacques，很高兴又和你谈话。你们那儿的天气怎么样？

　　jacques: 再好不过了，rocky。晴朗，29度，微风……

　　rocky: 别说了！我受不了了。我能为你做什么吗，

　　jacques: 我需要两只你们生产的sb2000快艇租给游客。你能给我个报价吗？

　　rocky: 让我想想……呃，报价单上是6,500美元。

您是我们的一个重要客户，我会给你10%的折扣。

　　jacques:那很合理。你们有现货吗？

　　rocky: 当然有！我们去年建立了新的存货控制系统，所以我们不再有很多的积压订单。

　　jacques:那很好。旅游旺季就要到了，所以我很快就需要它们。您最早的发货日期是什么时候？

　　rocky: 可以在2-3周内准备好装船。

　　jacques: 棒极了。到岸价格是多少，rocky？

　　rocky: 稍等……价格是15,230美元，到原先的港口。成交吗？

　　jacques: 当然！给我发一份所有相关信息的传真，我会立即下订单。我会按惯例以不可撤销信用单方式付款。按照一惯的条款吗？

　　rocky: 当然。

　　jacques: 好极了！很高兴再次和你做生意，rocky。那再见了，带我问你家人好。

　　rocky: 我会的，也带我问侯你家人。再见，jacques.

Well, we've settled the question of price, quality and quantity. Now what about the terms of payment? 好吧.既然价格.质量和数量问题都已谈妥.现在来谈谈付款方式怎么样? 雷:We only accept payment by irrevocable letter of credit payable against shipping documents. 我们只接受不可撤消的.凭装运单据付款的信用证. 格林:I see. Could you make an exception and accept D/A or D/P? 我明白.你们能不能破例接受承兑交单或付款交单? 雷:I'm afraid not. We insist on a letter of credit. 恐怕不行.我们是坚决要求采用信用证付款. 格林:To tell you the truth, a letter of credit would increase the cost of my import. When I open a letter of credit with a bank, I have to pay a deposit. That'll tie up my money and increase my cost. 老实说.信用证会增加我方进口货的成本.要在银行开立信用证.我得付一笔押金.这样会占压我的资金.因而会增加成本. 雷:Consult your bank and see if they will reduce the required deposit to a minimum. 你和开证行商量一下.看他们能否把押金减少到最低限度.

---

贵南县18259564343： 商务英语谈判对话有哪些,求下载地址! - ？
年文瑞欣： 给你提供一些实例,希望有所帮助:商务会话:索取样品对话范例 David calls Betty at H&T to request some samples. 大卫致电H&T公司的贝蒂,索取一些样品.David: I just received your new catalog, and I'm wondering if we can get a sample of ...

贵南县18259564343： 求,两个人商务英语谈判对话. - ？
年文瑞欣： in this conversation, rocky simons is the owner of a small company that manufactures recreational speedboats.he is having a telephone conversation with jacques riviera, owner of a seaside resort in another country. rocky: good morning, jacques. ...

贵南县18259564343： 急求一份关于经贸商务英语方面的口语对话(对话要完整,两人对话时间大概三分钟到五分钟)我要两人对话,不要太长也不要太短,中等就OK了~ - ？
年文瑞欣：[答案] Business NegotiationA:The seller Miss Lin representing Huaxin Trading Co.,Ltd.B:The buyer Mr.Cai representing James Brown&Sons Co.,Ltd.A:Good morning,Mr.Cai.Glad to meet you.B:Good morning,Miss Lin.It...

贵南县18259564343： 商务英语的交易对话是怎样例如一个你达成交易后,应该说什么,用英语说 - ？
年文瑞欣：[答案] We hope everything goes well and we're looking forward to cooperating with you in the future. 双方达成交易后, 我方说:希望一切都能进展顺利,期待将来能继续与您(贵方)合作.

贵南县18259564343： 求一篇商务英语对话,内容是买卖双方(出口商,进口商)进行商务谈判,包含询盘、报盘、还盘,下订单,支 - ？
年文瑞欣： 进口商:最近我手里有想要一批药材.说你的货很不错,我打算收购.出口商:当然,我的药材是全市闻名的.你打算收购多少呢?进口商:买一些中药,我打算拖到国外去卖.出口商:我手中目前有一万斤的药材,分别包括中药和西药.价格...

贵南县18259564343： 初级英语商务洽谈对话场白 - ？
年文瑞欣： 1、打招呼(Greeting).打招呼的英语表达很多,可分为正式与非正式用语,商务会面应当使用较为正式的打招呼用语,常见表达如下: A: Nice/glad/pleased to meet you. B: Nice/glad/pleased to meet you too. 2、介绍(Introduction).介绍分...

贵南县18259564343： 做一段有关business negotiation的两人对话 大概10分钟 谢谢 - ？
年文瑞欣： 汗..比我们还毒...我们就要求5分钟....一、商务:what time would be convenient for you?你看什么时间比较方便?I'd like to suggest a toa...

贵南县18259564343： 求两个人的15分钟的商务英语对话 - ？
年文瑞欣： 1.A:考试完毕,谢谢你们来参加.The exam is over,thank you for coming. B:我们多快可知道结果.How soon will we know the results. A:我们一做好决定马上通知你们.We'll let you know as soon as we come to a decision. B:你知道要录取...

贵南县18259564343： 求大约2分钟的商务英语情景对话稿 - ？
年文瑞欣：[答案] Could you tell me something about your education? I graduated from the Changchun Taxtation College in 2010. I majorer in International Business in that school for four years. during my college years, I joined the student union and planned many ...

贵南县18259564343： 英语商务价格谈判对话怎么写? - ？
年文瑞欣： Documents: The Sellers shall present to the negotiating bank clean On Board Bill of Lading, Invoice, Quality Certificate issued by the China Commodity Inspection Bureau or the Manufactures, Survey Report on Quantity /Weight issued by the China ...