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复习资料:商务谈判对话实例汇总

2012-08-23 12:00:31 本文行家:monkeychen

D:I‘dliketogettheballrolling(开始)bytalkingaboutprices.R:Shoot.(洗耳恭听)I‘dbehappytoansweranyquestionsyoumayhave.D:Yourproductsareverygood.ButI‘malittleworriedaboutthepricesyou‘reasking.R:Youthinkweaboutbe

  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: 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.

  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.

参考资料:
[1] 复习资料:商务谈判对话实例汇总 http://www.exam8.com/english/BEC/ziliao/201208/2408309.html
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monkeychen来自湖北的北漂姑娘,爱生活爱学习爱工作。