外贸商务英语第一篇:有关商务谈判的会话实例

文章作者 100test 发表时间 2007:07:26 11:59:30
来源 100Test.Com百考试题网


an 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: Id like to get the ball rolling(开始)by talking about prices.

R: Shoot.(洗耳恭听)Id be happy to answer any questions you may have.

D: Your products are very good. But Im a little worried about the prices youre asking.

R: You think we about be asking for more?(laughs)

D: (chuckles莞尔) Thats not exactly what I had in mind. I know your research costs are high, but what Id like is a 25% discount.

R: That seems to be a little high, Mr. Smith. I dont 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 its hard to see how you can place such large orders. How could you turn over(销磬)so many? (pause) Wed 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.

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 wont 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: Thats a big change from 25! 10 is beyond my negotiating limit. (pause) Any other ideas?

R: I dont think I can change it right now. Why dont 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, Ive 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 Im 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 cant bring those numbers back to my office――theyll turn it down flat(打回票)。

D: Then youll have to think of something better, Robert.

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: Thats a lot to sell, with very low profit margins.

R: Its 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. Lets iron out(解决)the remaining details. When do you want to take delivery(取货)?

D: Wed 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 couldnt handle much larger shipments.

R: Fine. But Id prefer the first shipment to be 1000 units, the next 2000. The 31st is quite soon —— I cant guarantee 1500.

D: I can agree to that. Well, if theres nothing else, I think weve settled everything.

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


今天Robert的办公室出现了一个生面孔――Kevin Hughes,此人代表美国一家运动产品公司,专程来台湾寻找加工。接洽的加工产品市运动型"磁质石膏护垫",受伤的运动员包上这种产品上场比赛,即可保护受伤部位,且不妨碍活动。现在,我们就来看看两人的会议现况:

R: We found your proposal quite interesting, Mr. Hughes. Wed like to weigh the pros and cons(衡量得失)with you.

K: Mr. Robert Liu, weve looked all over Asia for a manufacturer; your company is one of the most suitable.

R: If we can settle a number of basic questions, Im confident in saying that we are the most suitable for your needs.

K: I hope so. And what might be the basic questions you have?

R: First, do you intend to take a position in(投资于……)our company?

K: No, we dont, Mr. Liu. This is just OEM.

R: I see. Then, the most important thing is the size of your orders. Well have to invest a great deal of money in the new production process.

K: If you can guarantee continuing quality, we can sign a commitment for 75,000 pieces a year, for five years.

R: At U.S. $1000 a piece, well make an average return of just 4%. Thats too great a financial burden for us.

K: Ill check the number later, but what do you propose?

R: Heres how you can demonstrate commitment to this deal. Make it ten years, increase the unit price, and provide technology transfer.

Robert在前面的谈判最后提出签约十年的要求,Kevin会不会答应呢?如果答案是否决的话,Robert又有何打算?他一心为公司的利益打算,极力争取技术转移地协定,而对方会甘心出让此项比金钱更珍贵的资产吗?请看以下分解:

K: We cant sign any commitment for ten years. But if your production quality is good after the first year, we could extend the contract and increase our yearly purchase.

R: That sounds reasonable. But could you shed some light on(透露)the size of your orders?

K: If we are happy with your quality, we might increase our purchase to 100,000 a year, for a two-year period.

R: Excuse me, Mr. Hughes, but it seems to me were giving up too much in this case. Wed be giving up the five-year guarantee for increased yearly sales.

K: Mr. Liu, youve got to give up something to get something.

R: If youre asking us to take such a large gamble(冒险)for just two years sales, Im sorry, but youre not in our ballpark(接受的范围)。

K: What would it take to keep Pacer interested?

R: A three-year guarantee, not two. And a qualilty inspection(质量检查)tour after one year is fine, but wed like some of our personnel on the team.
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