英文版商务谈判

A是中国的卖方，B美国买方;咱们组是A公司成员
Leader（L）:shi 主谈Marketing(M)：zhao Lawyer(LA)：ruan Financial(F)：时Technicist(T)：金
显而易见，我们就是B公司成员：
GM：卢(andy) Marketing Executive：小花Legal adviser：孙Financial advisor：王大花Professional: 康师傅
L: Welcome to China, Mr. Smith We are pleased that you can come to China and make business negotiations with us. And I hope that we can achieve a win-win result.
卢: Thank you for your warm reception. It will be excited if we can get a satisfactory result . OK, we would like to get the ball rolling（开始）by talking about prices.
M: Shoot.（洗耳恭听）I'd be happy to answer any questions you may have. 曌: Your products are very good. But I'm a little worried about the prices you're offering.
M: You think we about be asking for more?
曌: 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.
M: That seems to be a little high, Miss. sweet. I don't know how we can make a profit with those numbers.
曌: 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 products, right?
M: Yes, but it's hard to see how you can place such large orders. We'd need a guarantee of future business, not just a promise.
曌: We said we wanted 1000 pieces over a six-month period. What if we place orders for twelve months with a guarantee?
M: If you can guarantee that on paper, I think we can discuss this further. 卢: what’s about having a rest now? good rest, good spirit!
TEN MINUTES LATER
F: Miss. sweet, we have considered you advice carefully. But even with volume sales, our coats for the products won't go down much.
曌: Just what are you proposing?
F: 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%.
王: That's a big change from 25! 10 is beyond my negotiating limit. Any other ideas?
F: I don't think I can change it right now. Why don't we talk again tomorrow?
王：Sure. I don’t think our capital can allow we to make a deal in this price and this numbers.
NEXT DAY
曌：Mr. Zhao! sorry, we can’t accept the numbers you proposed; but we can try to come up with something else.
M：Yeah, I hope so! and I hope we can make a concession to reach some
middle ground.
曌：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%.
L：Oh, no. we can't bring those numbers back to my company-they'll turn it down flat（打回票）.
曌：Then you'll have to think of something better
M：How about 15% the first six months, and the second six months at 12%, with a guarantee of 3000 units?
曌：That's a lot to sell, with very low profit margins.
L：It's about the best we can do, Miss. sweet (pause) e 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)
卢：(smiles) O.K., 17% the first six months, 14% for the second?!
L：Good. Get it.
康：How long is the quality guarantee period?
T：2 years general. And we can guarantee that the quality is better.
康：You know the competition is very serious now ,and we have to offer better service to customs. Could you extended the period ？
T：We can guarantee that our quality is one of the best in the world. We have the advanced research and development ability. Whereas this is our first cooperation, we can extend it to 3 years.
康: that’s good! thank you！
LA：For it is the first time for us to do business. It will be better having a good way to discover the disputes may appear between us.
孙：Sounds good! As the practices, we usually resolve the disputes with our partners visa arbitration.
LA：En, arbitration is also a good choice for us. But we just believe the arbitration of international chamber of commerce.
孙：Ok, international chamber of commerce is good.
曌：We'd like you to execute the first order by the 31st.
M：OK，Let me run through this again: the first shipment for 1000units, to be delivered in 27 days, by 31st June. The second shipment for 2000 units, to be delivered by 20 August
卢：Fine , this deal promises big returns（赚大钱）for both sides. Let's hope it's the beginning of a long and prosperous relationship.
L：Yes ,through two days negotiation I argue that we have reached a win-win result and we are very pleased to cooperate with you for a long time.
卢：that’s true! what’s the good time for us to sign the contract.
M: As our arrangement. You would have a visit to the Shaolin Temple, over there you will learn the nature of Chinese-kung fu. Then we can sign the contract tomorrow morning!
卢: wonderful! It’s can not be better more。