商务谈判对话剧本5页

商务谈判实战对话：商讨价格
第一场接机
S: How do you do, Miss.Wu? nice to meet you.
W: How do you do! Welcome to Putian.I am the manager of xxx company.Here is my business card.(递名片)
S: Thank you. Here you are. It’s very nice of you to meet us at the airport.
W: You’re welcome. May I introduce my collegue Wangchunlian?
Miss wang is our sales manager.
S: Glad to meet you, Miss Wang. This is my assistant.Miss Zhu. C/Z: Glad to meet you, too.
W:How was your journey?
S:The flight is OK.
C:We have reserved a suite for you in Hilton Hotel.I will take you to the hotel later.If you need anything else.do let us know! S:Thank you for being so helpful.
C:Here is your agenda. Tomorrow we will pick you up at 8 o’clock a.m. And there is a welcoming dinner tomorrow night.
Z:Thank you!
W:This way please.
第二场：第一次谈判
S: I'd like to get the ball rolling by talking about your product.
W: Shoot. I'd be happy to introduce our product. C:This is our catalogue. (介绍茶展示茶)
S: Your product is very good. But I'm a little worried about the prices you're asking. I can tell you at a glance that your prices
are much too high.
W: You think we about be asking for more? I'm surprised to hear you say so. You know that the cost of production has been skyrocketing in recent years.
Z: We only ask that your prices be comparable to others. That's reasonable, isn't it? 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.
W: That seems to be a little high. I don't know how we can make a profit with those numbers.
S: Well, if we promise future business - volume sales - that will slash your costs for tea, right?
C: Yes, but it's hard to see how you can place such large orders. How could you turn over so many? We'd need a guarantee of future business, not just a promise.
Z: We said we wanted 1000 pieces over a six-month period. What if we place orders for twelve months, with a guarantee?
W: If you can guarantee that on paper, I think we can discuss this further.
双方自己讨论阶段
激烈谈价格
Z:We have studied your proposal with profit, but,generally it seems to not fit with our needs.
C: our prices for the Tea won't go down much.
W: So~ what are you proposing ?We could take a cut on the price. But 25% would slash our profit margin. We suggest a compromise -10%.? S:According to your catalogue,your prices are quoted on FOB shanghai basis. We think your offer is too high, which is difficult for us to accept. C:Our offer is reasonable and realistic. It comes in line with the prevailing market. well, if you take quality into consideration, you won't think our price is too high.
W:If we change the quotation on CIF NewYork basis.
S:Now that, you make a compromise.we accept your quotations.
W: Good Corporation. Let’s sign a contract tomorrow.
Z:I’m very glad that we finally come to an agreement after repeated negotiation.
W: I wish we will have further cooperation in the future. Oh, it’s time for dinner. We have made a reservation at Hilton Hotel.
C: And we prepared traditional Chinese food for you.
S: Congratulations to our success.
第三场晚宴
(Arrangement for business dinner)
C: Good evening ladies and gentlemen.The welcome dinner will begin now. Now, let’s welcome the Chinese company of general manager and the *** company.
W: Thank you for your coming and taking the time to attend the banquet.
I hope you all can have a great time in these days, and hope our
friendship can go further. Now I suggest that we work for this success visit, and for our corporation.
Z: This is my second time to be here. I’m very impressed on China. I like Chinese food very much. What impressed me most are Ma Po Bean Curd,Sweet and Sour Pork, and Peking Duck.
C: Yes, you can enjoy them tonight.
S: Miss Wu, thank you for your warm reception. On behalf of the***company, I wish to express our heartfelt thanks to you. May I invite you to join me in a toast to the enduring friendship between us. W: To the success of our business. Cheers!
第四场签合同
S: I’d like to look this over before I sign it.
签约之前我想再看过一遍。

W: Of course. Take your time.
当然，你慢慢看吧。

A: It looks fine to me.
看起来好像没什么问题。

W: Just sign there on the bottom.
那么，就请在下面这里签个名。

C: Here’s your copy of the contract.
这是你的那一份合同。

S: Good. I ’m glad we’re a ll done.
太好啦，我真高兴一切都完成了。

W: We expect we could establish further corporation.。