【最新文档】商务英语谈判实例六篇word版本 (6页)
商务谈判英语对话情景10篇
商务谈判英语对话情景10篇商务谈判英语对话情景 (1) 每个人都需要和别人沟通，每个人也都想和别人沟通。
因为沟通能让我们深入地了解对方内心真实的想法。
可是，人们常常认为沟通单单只是两个人的交谈，这是错误的看法。
其实，沟通是一次心灵的融合，是一场真诚的对白，是寻找挚友的基础，是确立信心的关键，是走向光明的阶梯，是走出黑暗的灯光。
在沟通中，我们可以发现彼此的长处和不足。
当你在与别人沟通的时候，你就会发现，其实你是那么的无知，那么的微不足道，那么的幼稚。
只有通过沟通，你才能真正地认识自己、了解自己，才能真正地打开心扉去感受生活的一切。
同时，沟通也会帮助我们从失落的阴影中解脱出来。
沟通不仅仅局限于朋友之间，同学之间、老师之间、家长同孩子之间，凡是你觉得对你自己的成长有益的人，都可以和他们进行沟通。
沟通的时候，一定要与对自己的成长有益的人去沟通。
有些人会给你指出阳关大道，但也有些人会引导你走向犯罪。
因此，选好沟通对象将决定你能否通过沟通而获得有益的收获。
我和我的同桌就属于前者，我们经常在一起交谈，一起讨论一些关于学习的问题，谈论我们两人心中的烦恼和遇到的快乐。
在交谈中坦诚相对，自由地畅谈心中的理想，这样的交谈不是很好吗?这才是真正有意义的沟通。
每个人都需要沟通，每个人都需要朋友的关心。
而只有真正有意义的沟通才能交到一生中最好的朋友，才能找到学习和生活中的精神支柱。
因此，让我们学会真诚沟通吧!商务谈判英语对话情景 (2) 云南省小龙潭发电厂，就6号机组脱硫改造项目于20xx年跟丹麦史密斯穆勒公司签订了一系列脱硫改造合同，改造后检测结果，烟囱排放气体并未达到合同所承诺的技术指标。
该电厂于20xx年又与史密斯穆勒公司为此事进行交涉，要求对方进行经济赔偿。
索赔谈判前，我方在确认对方的责任方面进行了大量调研和数据收集工作。
首先，咨询清华大学、北京理工大学等国内该领域的知名专家，在理论上对这一问题有个清楚的认识。
其次，对改造后烟囱排放气体进行采样分析以及数据计算。
商务谈判英文案例
竭诚为您提供优质文档/双击可除商务谈判英文案例篇一：商务谈判对话英语实例商务谈判对话英语实例（1）商务谈判对话英语实例（3）商务谈判对话英语实例（4）商务谈判对话英语实例（5）商务谈判对话英语实例（6）商务谈判对话英语实例（7）商务谈判对话英语实例（8）篇二：商务谈判课文案例翻译p7goodbyeDoha,hellobali再见多哈，你好巴厘TheDohatradetalksaredead.Replacethemwitharapidnewde al,calledthe"globalRecoveryRound”多哈贸易会谈失败告终。
取代他们的将是一个更快更新的洽谈，名曰“全球复苏回合”贸易和增长向来连在一起。
当经济危机在20XX年第一次来临时，世界贸易和增长同时崩溃。
在20XX年都恢复了，并且直到今年都做的很好，今年又都滑车了。
减少关税和复杂手续可以促进贸易并支持不稳定的复苏。
这需要鼓励采取行动用一个关乎多面交易的努力来取代失败的多哈贸易会谈。
由wTo在20XX年提出的多哈会谈的目标是值得赞扬的。
它尽心尽力的将贫穷国家提到前位，在发展他们的农民进入到富有国家市场途径方面，给与他们特殊的优先权。
它同样很有野心，涵盖了不止是工业产品、农业和服务业的贸易，还包括了一系列与贸易不那么直接相关的事物（比如说：反垄断，知识产权以及外国投资政策）。
根据皮特森研究所，一个智囊团，一年的潜在获益大约在2800亿美元左右。
它的失败是一个悲剧。
坏人们是有力的游说者，尤其是在农业，比如美国的棉花和制糖工业以及日本的大米农民和渔民。
但是在多哈仍然有两个结构上的问题。
第一就是国家的数量。
在1947年第一次世界贸易洽谈结束时，一共有23个国家参加。
当开始举办多哈时，已经有155个。
第二，想法是要完成一个伟大的交易，其中农业、制造业和服务业都需要是自由贸易的。
但是在某些地方要达到一致是如此的困难，以至于wTo的真言“除非全都一致，否则没有一致”被证明是致命的。
【最新】商务英语谈判议程-优秀word范文 (6页)
本文部分内容来自网络整理，本司不为其真实性负责，如有异议或侵权请及时联系，本司将立即删除！== 本文为word格式，下载后可方便编辑和修改！ ==商务英语谈判议程商务英语谈判议程1、中方接待领美方代表入场，握手(welcome)，美方由接待带领就坐，中方就坐。
中方主谈判：热烈欢迎美方代表的到来，我代表公司全体员工衷心祝愿这次谈判圆满成功。
美方主谈判：很感谢公司对我们的热情款待，希望我们的首次合作能够一帆风顺。
(I’m very grateful to company for your hospitality and I hope our first cooperation can be successful.)中方主谈判：这是我方准备的一份小礼物，也是我们此次将为贵公司提供的商品样本——佛山莨纱绸。
美方主谈判：非常感谢。
(Thanks very much).2、中方宣传部：鉴于这是我们的首次合作，下面由我来介绍一下本公司的相关情况。
(ppt展示)3、中方生产部：下面由我来介绍一下我们的产品。
应美国时代纺织品进出口有限公司要求，本次合作我方将提供的产品就是驰名中外的——佛山莨纱绸。
莨纱绸起源于晚清，有着近百年的历史了。
各位可以从你们手中的这块样品中看到，它分红黑两面，黑色面范着美丽的光泽，红色面又拥有奇妙的纹理。
莨纱绸被誉为世界上最凉爽的布料，各位可以摸一摸，感受一下。
美方集体(陆续发出)：的确工艺精湛太妙了…...(Yes, indeed. It must have been gathered exquisite workmanship, is really wonderful.)中方生产部：为了让美方代表对我们的产品有更进一步的了解，下面请观看一段视频。
美方交头接耳片刻美方质检部：我们对你们的介绍十分满意。
但我们仍然有几个问题：首先我们想知道这种丝绸的特殊制作工艺是否对人体有不良反应。
( We are very pleased with your presentation, but, we still have a few questions..First, we want to know whether the special production process of this kind of silk will have adverse reactions on the human body.)中方生产部：这里有一份由中国和美国相关权威机构联合提供的一份质检报告，它包括了对莨纱绸的多项指标的测定，它证明了我们的产品是安全可靠的。
商务英语谈判情景对话(5篇)
商务英语谈判情景对话（5篇）商务英语谈判篇一Business NegotiationA: The seller Miss su representingKai ya Chocolate Manufacturing Co.LtdB: The buyer Mr.zhou representing zhong shang supermarket.A: Good morning, Mr.Zhou.Glad to meet you.B: Good morning, Miss su.It’s very nice to see you in person.A: How are things going?B: Everything is nice.A: So, what’s the topic of today’s meeting?B: Ok, after the last talk, we appreciate you price very let’s talk about the terms of payment.Would you accept D/P? I hope it will be acceptable to you.A: The terms of payment we usually adopt are sight L/C.B: But I think it would be beneficial to both of us to adopt more flexible payment terms such as D/P term.A: Payment by L/C is our usual practice of doing business with all customers for such commodities.I’m sorry we can’t accept D/P terms.B: As for regular orders in future, couldn’t you agree to D/P?A: Sure.After several smooth transactions, we can try D/P terms.B: Well, as for shipment, the soon the better.A: Yes, shipment is to be made in April, not allowing partial shipment.B: can you make it earlier? May be in March, our customer is eager for them.A: All right.Let me have a check, oh!There are some steam vessels available to your port, so we can make it in March.B: Good!By the way, when can I expect to sign the S/C?A: Mr.Zhou, would it be convenient for you to come again tomorrow morning.I’ll get the S/C ready tomorrow for your signature.B: That’s fine.See you Su.A: See you and thanks for coming, Mr.Zhou.常用商务英语谈判对话开场介绍篇二常用商务英语谈判对话:开场介绍篇编辑:Smart(1)A: I don’t believe we’ve met.B: No, I don’t think we have.A: My name is Chen Sung-lim.B: How do you do? My name is Fred Smith.A: 我们以前没有见过吧？B：我想没有。
商务谈判对话英语实例文档4篇
商务谈判对话英语实例文档4篇Business negotiation dialogue English example docume nt编订：JinTai College商务谈判对话英语实例文档4篇小泰温馨提示：谈判是指除正式场合下的谈判外，一切协商、交涉、商量、磋商等等，本文档分析了谈判的核心技巧以及切实可行、久经考验的谈判方式，具有实践指导意义，便于学习和使用，本文下载后内容可随意修改调整修改及打印。
本文简要目录如下：【下载该文档后使用Word打开，按住键盘Ctrl键且鼠标单击目录内容即可跳转到对应篇章】1、篇章1：商务谈判对话英语实例：情景对话文档2、篇章2：商务谈判对话英语实例：实用短句文档3、篇章3：商务谈判对话实例：情景对话文档4、篇章4：商务谈判对话实例：议价句子文档谈判能力在每种谈判种都起到重要作用，无论是商务谈判、外交谈判，还是劳务谈判，在买卖谈判中，双方谈判能力的强弱差异决定了谈判结果的差别。
下面小泰整理了商务谈判对话英语实例，供你阅读参考。
篇章1:商务谈判对话英语实例：情景对话文档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 bythe 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 20xx. 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.篇章2:商务谈判对话英语实例：实用短句文档【按住Ctrl键点此返回目录】This is a quality product.这是一种高质量的产品。
商务英语谈判案例
商务英语谈判案例引言：商务英语谈判是国际贸易中至关重要的一环，涉及到双方的交流、合作和利益平衡。
本文将通过一个实际案例，详细分析商务英语谈判的过程、技巧和策略，以期为读者提供有关商务英语谈判的有效指导。
案例背景：我公司是一家专注于电子产品制造的跨国企业，我们计划与中国某公司合作生产新一代智能手机。
经过初步洽谈，我们对该公司产品质量和技术实力非常满意，希望达成长期合作伙伴关系。
然而，在具体合作细节和商务条款上，双方还存在一些分歧。
这就需要我们进行商务英语谈判，以期达成共识并签订合作协议。
谈判准备：在正式进入谈判之前，我们有必要做好充分的准备工作。
首先，我们需要了解与中国企业合作的文化背景、商务惯例和法律法规，以避免文化冲突和误会。
其次，我们需要对对方公司的情况进行详细的了解，包括其市场份额、产品质量、技术实力等，以便更好地评估合作潜力和风险。
最后，我们还需制定谈判目标和策略，清楚明确地知道自己的底线和可变动的空间。
谈判过程：在实际谈判过程中，我们需要注意以下几个关键点。
1. 建立良好的关系：在商务英语谈判中，建立良好的关系是至关重要的。
通过友好的问候和打招呼，我们可以营造积极的氛围，并为双方的合作奠定良好的基础。
例如，我们可以通过提供小礼品或邀请对方共进午餐来展示我们的诚意和尊重。
2. 有效的沟通：良好的沟通是商务英语谈判的核心。
在谈判过程中，我们应该使用简洁明了的语言，避免使用模棱两可的措辞和复杂的技术术语。
同时，我们还应该倾听对方的观点，并及时作出回应，以确保信息的流畅传递和理解。
3. 心理战略：谈判过程中，双方可能会采用一些心理战略来争取更有利的议价地位。
我们需要警惕对方可能采取的策略，并采取相应的措施来保护自己的利益。
例如，我们可以通过展示自己的专业知识和实力来增加自信心，并在岌岌可危的时刻适时做出妥协。
4. 议价与妥协：在商务英语谈判中，明确自己的底线，并有所让步是非常重要的。
在某些情况下，我们可能需要灵活变通，做出一些让步，以期达成更有利的协议。
商务谈判英文案例
竭诚为您提供优质文档/双击可除商务谈判英文案例篇一：商务谈判对话英语实例商务谈判对话英语实例（1）商务谈判对话英语实例（3）商务谈判对话英语实例（4）商务谈判对话英语实例（5）商务谈判对话英语实例（6）商务谈判对话英语实例（7）商务谈判对话英语实例（8）篇二：商务谈判课文案例翻译p7goodbyeDoha,hellobali再见多哈，你好巴厘TheDohatradetalksaredead.Replacethemwitharapidnewde al,calledthe"globalRecoveryRound”多哈贸易会谈失败告终。
取代他们的将是一个更快更新的洽谈，名曰“全球复苏回合”贸易和增长向来连在一起。
当经济危机在20XX年第一次来临时，世界贸易和增长同时崩溃。
在20XX年都恢复了，并且直到今年都做的很好，今年又都滑车了。
减少关税和复杂手续可以促进贸易并支持不稳定的复苏。
这需要鼓励采取行动用一个关乎多面交易的努力来取代失败的多哈贸易会谈。
由wTo在20XX年提出的多哈会谈的目标是值得赞扬的。
它尽心尽力的将贫穷国家提到前位，在发展他们的农民进入到富有国家市场途径方面，给与他们特殊的优先权。
它同样很有野心，涵盖了不止是工业产品、农业和服务业的贸易，还包括了一系列与贸易不那么直接相关的事物（比如说：反垄断，知识产权以及外国投资政策）。
根据皮特森研究所，一个智囊团，一年的潜在获益大约在2800亿美元左右。
它的失败是一个悲剧。
坏人们是有力的游说者，尤其是在农业，比如美国的棉花和制糖工业以及日本的大米农民和渔民。
但是在多哈仍然有两个结构上的问题。
第一就是国家的数量。
在1947年第一次世界贸易洽谈结束时，一共有23个国家参加。
当开始举办多哈时，已经有155个。
第二，想法是要完成一个伟大的交易，其中农业、制造业和服务业都需要是自由贸易的。
但是在某些地方要达到一致是如此的困难，以至于wTo的真言“除非全都一致，否则没有一致”被证明是致命的。
英语商务谈判对话实例精选
英语商务谈判对话实例精选英语商务谈判对话实例(一)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. We'd like to weigh the pros and cons(衡量得失)with you.K: Mr. Robert Liu, we've looked all over Asia for a manufacturer; your pany is one of the most suitable.R: If we can settle a number of basic questions, I'm 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 pany?K: No, we don't, Mr. Liu. This is just OEM.R: I see. Then, the most important thing is the size of your orders. We'll have to invest a great deal of money in the new production process.K: If you can guarantee continuing quality, we can sign a mitment for 75,000 pieces a year, for five years.R: At U.S. $1000 a piece, we'll make an average return of just 4%. That's too great a financial burden for us.K: I'll check the number later, but what do you propose? R: Here's how you can demonstrate mitment to this deal. Make it ten years, increase the unit price, and provide technology transfer.英语商务谈判对话实例(二)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 can't sign any mitment 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 we're giving up too much in this case. We'd be giving up the five-year guarantee for increased yearly sales.K: Mr. Liu, you've got to give up something to get something.R: If you're asking us to take such a large gamble(冒险)for just two year's sales, I'm sorry, but you're 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 we'd like some of our personnel on the team.K: Aeptable. Anything else?R: We'd be making huge capital outlay(资本支出)for the production process, so we'd like to set up a technology transfer agreement, to help us get off the ground(取得初步进步).英语商务谈判对话实例(三)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 can't sign any mitment 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 we're giving up too much in this case. We'd be giving up the five-year guarantee for increased yearly sales.K: Mr. Liu, you've got to give up something to get something.R: If you're asking us to take such a large gamble(冒险)for just two year's sales, I'm sorry, but you're 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 we'd like some of our personnel on the team.K: Aeptable. Anything else?R: We'd be making huge capital outlay(资本支出)for the production process, so we'd like to set up a technology transfer agreement, to help us get off the ground(取得初步进步).。
【最新推荐】国际商务谈判英文案例-精选word文档 (6页)
本文部分内容来自网络整理，本司不为其真实性负责，如有异议或侵权请及时联系，本司将立即删除！== 本文为word格式，下载后可方便编辑和修改！ ==国际商务谈判英文案例A:为出口公司B:为国外进口公司场景一：价格谈判A和B开门走进办公室……A: please take your seat,--- B:Thank you.A:After anttending our new product launch meeting,you must have a detail idea about our products,---.Now please let me know what kinds of flowers you are interested.(A递给B 一个产品目录册，B迅速地翻阅并作出标记)B:Yes,your flowers are pretty beautiful and leave me a deep impression.(A接过B递回的册子，翻阅)B:And I’d like to get the ball rolling by talking about the price.what prices will you offer for these I’ve marked?A:---,before we quote price please tell me how many flowers you are going to buy.B:for No.10 we’d like to phurchase 1500 units,No.20,1000 units and 1000 units for No.30.商务谈判案例A:The usual price for No10 is 25 USD,for No20,35,and No30,50USD.they are all on the trade term of CIF Sydney.B:I think it’s unacceptable for us,you know the market has shrinked a lot during the economic ressesion period. A:we understand it,but you know these flowers are good for value.And they are newly cultivated after we tried a lot for genetic transplant.I believe you know the cost we spent.B:yes, I know that,---,it’s because of that ,I hope we can cooperate to open the market.If the price is reasonable, the large volume sales will be easy to reach,and that can remedy your large cost,right?A: (考虑片刻)Considering it’s the first time we do business and long-term cooperation in future, we can cut 1 USD for the price which we usual don’t do .B:1 USD? It makes no difference.we need more.and to be frank,we want the price to be 20,25 and 40 USD for each kind.A:No,no,no,I think you are kidding….---,that’s a big cut ,andit will make us have no returns.B:(表情严肃，犹豫片刻)Then how about 22,30 and 45 USD.A:That’s still leave us a little of margin,but increase 500 hundreds units for each kind,we can make it.B:That’s hard for us,you know it is a large size,and we can’t keep them for a long time.A:The season of large demand for flowers is coming,we guarantee the delivery within 1 month, that can be helpful for your quick sale.B:The delivery should be within 1 month, otherwise I cannot place the order. Now let’s reach some middle ground,you allow a 20% discount,I increase the order quantity by 500 hundreds units at that new price.A:20% discount? The policy regulates the maxium discount iswithin 15% in our company. And if you want to get the discount,the units you ordered have to overpass 201X for each item.B:201X units?we can’t take that many.Though you can’t offer us 15% discount,10% is ok.I hope you can accept it.---A:---,we can grant 8% at most,that’s the best we can do.And I ensure we have allow the prelivige for you. (A’s cellphone rings)A:Sorry,---,please allow me to spare a few minutes for answering the phone. B:please help yourself.(A走出办公室，B掏出手机打电话)B:hello,is that ---,this is --- calling from---C:Hi,---,this is ---,How is the business going?B:It’s tough.we are discussing price.Have you seen the brochures I sent.For No10,20 and 30,they offer us unit price of 20,25 and 40 USD on trade term of CIF Sydney with quantity of 201X,1500 and 1500 for each kind,and they also allow a 8% discount,but I want to win more.What’s your idea?C:I have checked that.they have a good reputation and quanlity products,and the price condition is also competetive,if you can’t go further,accept thatl. B:Ok,I get it.byeA接完电话回来A:Sorry,I’ve be delayed. It’s an important call from my gerenal mangage. Let’s continue.(拿着册子看了下)I ensure we have offered you our best price. And I really hope we can begin our business relationship from this transaction.B:You are a good negotiator,and I accept that.A:Great,that’s a deal.Aft er a long negotiation,you must be tired.Now let’s go to have a rest and drink some coffee.场景二：包装、支付方式、保险等条款A:---,we have decided the price, now let’s get down to some detail requirements of the products you order. First, we’d like to know how you would like the flowers are packed.B: For No.10 ,each bunch of flower should be packed in a clear transparent plastic bag(透明塑料袋) ,each bag to a paper box, 100 boxes to a carton(纸板箱).we require the plastic bags should be in 7 different colors, and the quality of each bag should be grade AAA with degree of transparency(透明度) of 100%.A: Grade AAA is large spend for us, we can’t meet your standard. The most we can do is to use gradeA. If you insist, we have to take 15 cents extra charge foreach bag.B: If you can guarantee the quality and make sure each bunch of flower to reach customers without defections(缺点), I can agree that.A: Please don’t worry,---,we can guarantee.B: For No20 and No30, each pot of flower to a wooden box,each box should be moisture-conditioned.6 articles of No.20 and 6 aritcles of No30 to a wooden case.A:It will be a waste of wood,if you use box and case at the same time.we can use wood blocks to separate the flowerpots.B:No,I can’t agree.If having no case packing, the flowers are inconvenient to convey and easy to be broken.So please do as I say.A:Ok.And what’s the requirement for shiping marks?B:We need cartons and wooden boxes painting our company name for short,loading port and number.And of course,some indicationmarks,such as fragile,keeping upright should be put on. A:Anything more?B:I think no more. That’s all.A:I get it. For package,it’s setttled. Then let’s discuss something about payment. As you know for the first time we deal with business we usually accept letter of credit.B:Letter of credit is very complex and inconvenient, I hope you can change it to remittance. That will be more flexible.A:No, we can’t accept that. Though you are right, remittance is flexible, for us,it has more risk. I t’s the policy in our companythat we have to accept L/C when we are in business for the first time.B:But I’m afraid that if there’s many times of remedy forL/C,it will waste alot of time, and we can’t get the flowers on the best occasionto sell. Then how about D/P?A:Sorry,---. We have to obey the regulation.B:But who will take the loss when you delay our time to sell the flowers?A:Perhaps. Then I have to go against the policy. 70% of the sales money should be paid by L/C, the balance by D/P. We can’t go further.B:Ok. What bank will be suitable for your negotiation?A:Bank of China quanzhou branch.B:Sorry, we have no business with bank of China,we usually choose HSBC for negotiation bank in China.A:That will be inconvenient for us. To draw the money, we have to go to xiamen.B:We will allow HSBC to transit its transaction to BOC. Is that ok? A:Alright.切换场景 A给B端一杯咖啡…..our spend. We usually commence 110% of invoice value.B:No, we need that. It’s usual our practice and none of trade companies have ever refused it.A:Let’s put the markup to 15%, reaching a middle ground, alright? B:At least 20%.A:Ok, 20%. And talk about document instructions?B:Full set of documents of ocean bill of lading in 3 orinigalsand 5 copies, insurance policy, certificate original, and certificate of inspection, all certificate should mark credit number. A:Get it. Any more?B:It seems all are included.A:Let me check. Price, package, payment, insurance, documents.Yes ,all are well negotiated. Please have a look.---B: (仔细看了下)All have been in the list. A:(起身，伸出手，同---握手)Thank you,---. I hope this is a very excellent begin of our business.B: You have mentioned your price is based on CIF Sydney, but now we find that Sydney port not suitable for us to take the delivery. We’d like to change it to Melpomene[mel’pɔmini:].A:I’m afraid that there’s no direct voyage to Melpomene. If so, we have to deliver the flowers in transshipment. B:Transshipment is not allowed,neither is partial shipment. Perhaps you arrange it by charter.A:No,---,it’s a big cost. We can’t do that. If you canundertake part of the charter fees, we can manage that. B:Is Perth ok?A:Perth is a good choice. Do you have any other requirement?B:We also need the insurance to be effected for 130% of theinvoice value covering all risks as per ICC.A:130% and all risks? That will increase以下文字仅用于测试排版效果, 请使用时删除！冬是清寒的。
2019年商务英语谈判案例-精选word文档 (8页)
本文部分内容来自网络整理，本司不为其真实性负责，如有异议或侵权请及时联系，本司将立即删除！== 本文为word格式，下载后可方便编辑和修改！ ==商务英语谈判案例商务英语谈判案例(一)A:为出口公司 B:为国外进口公司场景一：价格谈判A和B开门走进办公室……A: please take your seat,--- B:Thank you.A:After anttending our new product launch meeting,you must have a detail idea about our products,---.Now please let me know what kinds of flowers you are interested.(A递给B 一个产品目录册，B迅速地翻阅并作出标记)B:Yes,your flowers are pretty beautiful and leave me a deep impression.(A接过B递回的册子，翻阅)B:And I’d like to get the ball rolling by talking about the price.what prices will you offer for these I’ve marked?A:---,before we quote price please tell me how many flowers you are going to buy.B:for No.10 we’d like to phurchase 1500 units,No.20,1000 units and 1000 units for No.30.A:The usual price for No10 is 25 USD,for No20,35,andNo30,50USD.they are all on the trade term of CIF Sydney.B:I think it’s unacceptable for us,you know the market has shrinked a lot during the economic ressesion period. A:we understand it,but you know these flowers are good for value.And they are newlycultivated after we tried a lot for genetic transplant.I believe you know the cost we spent.B:yes, I know that,---,it’s beca use of that ,I hope we can cooperate to open the market.If the price is reasonable, the large volume sales will be easy to reach,and that can remedy your large cost,right?A: (考虑片刻)Considering it’s the first time we do business and long-term cooperation in future, we can cut 1 USD for the price which we usual don’t do .B:1 USD? It makes no difference.we need more.and to be frank,we want the price to be 20,25 and 40 USD for each kind.A:No,no,no,I think you are kidding….---,that’s a big cut ,andit will make us have no returns.B:(表情严肃，犹豫片刻)Then how about 22,30 and 45 USD.A:That’s still leave us a little of margin,but increase 500 hundreds units for each kind,we can make it.B:That’s hard for us,you know it is a large size,and we can’t keep them for a long time.A:The season of large demand for flowers is coming,we guarantee the delivery within 1 month, that can be helpful for your quick sale.B:The delivery should be within 1 month, otherwise I cannot place the order. Now let’s reach some middle ground,you allow a 20% discount,I increase the order quantity by 500 hundreds units at that new price.A:20% discount? The policy regulates the maxium discount iswithin 15% in our company. And if you want to get the discount,the units you ordered have to overpass 201X for each item.B:201X units?we can’t take that many.Though you can’t offer us 15% discount,10% is ok.I hope you can accept it.---A:---,we can grant 8% at most,that’s the best we can do.And I ensure we have allow the prelivige for you. (A’s cellphone rings)A:Sorry,---,please allow me to spare a few minutes for answering the phone. B:please help yourself.(A走出办公室，B掏出手机打电话)B:hello,is that ---,this is --- calling from---C:Hi,---,this is ---,How is the business going?B:It’s tough.we are discussing price.Have you seen the brochures I sent.For No10,20 and 30,they offer us unit price of 20,25 and 40 USD on trade term of CIF Sydney with quantity of 201X,1500 and 1500 for each kind,and they also allow a 8% discount,but I want to win more.What’s your idea?C:I have checked that.they have a good reputation and quanlity products,and the price condition is also competetive,if you can’t go further,accept thatl. B:Ok,I get it.byeA接完电话回来A:Sorry,I’ve be delayed. It’s an imp ortant call from my gerenal mangage. Let’s continue.(拿着册子看了下)I ensure we have offered you our best price. And I really hope we can begin our business relationship from this transaction.B:You are a good negotiator,and I accept that.A:Great,that’s a d eal.After a long negotiation,you must be tired.Now let’s go to have a rest and drink some coffee.场景二：包装、支付方式、保险等条款A:---,we have decided the price, now let’s get down to some detail requirements of the products you order.First, we’d like to know how you would like the flowers are packed.B:For No.10 ,each bunch of flower should be packed in a clear transparent plastic bag ,each bag to a paper box, 100 boxes to a carton.we require the plastic bags should be in 7 differentcolors,and the quality of each bag should be grade AAA with degree of transparency of 100%.A:Grade AAA is large spend for us,we can’t meet yourstandard.The most we can do is to use gradeA.If you insist,we have to take 15 cents extra charge for each bag.B:If you can guarantee the quality and make sure each bunch of flower to reach customers without defections,I can agree that.。
商务谈判对话英语实例
商务谈判对话英语实例（2）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 mar gin（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 ag ain tomorrow?D: Sure. I must talk to my office anyway. I hope we can find some common gro und（共同信念）on this.NEXT DAYD: Robert, I‘ve been instructed to reject the numbers you proposed。
but we can t ry to come up with some thing else.R: I hope so, D an. 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 mo nths, 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 fl at（打回票）.D: Then you‘ll have to think of something better, Robert.商务谈判对话英语实例（3）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，Da n再三表示让步有限。
2019-商务谈判中英文对话-word范文 (6页)
本文部分内容来自网络整理，本司不为其真实性负责，如有异议或侵权请及时联系，本司将立即删除！== 本文为word格式，下载后可方便编辑和修改！ ==商务谈判中英文对话商务英语用词明白易懂、正式规范、简短达意、语言平实。
用词方面多使用常用词，以保证所用词语具有国际通用性，保证能为普通大寡所理解，但又不能过于口语化，即商务英语所使用的语言不能过于非正式。
下面小编整理了商务谈判中英文对话，供你阅读参考。
商务谈判中英文对话：实用对话A: Good morning, Miss. Glad to meet you.早上好，很高兴见到你。
B: Good morning, Mr . gald to have the opportunity of vistingyour company and I hope to conclude some business with you。
很兴奋能有机会.拜访贵公司，希望能与你们做成交易。
A:I think so ，and I don’t believe we’ve met.我们以前没有见过吧?B: No, I don’t think we have. 我想没有。
A: My name is Li Sung-lin 我叫李松林。
B: My name is Cheery Smith. 您好，我是切莉史蜜斯A: H ere’s my name card. 这是我的名片。
B: And here’s mine. 这是我的。
A: I'm our sales representative, how do you do,what can I do for you.我是我们公司的销售代表，你是做什么的，有什么可以为你服务的吗?B： Our company will buy in a batch of compters, as the procurement manager secretary，I want to get to know your product.我们公司要购进一批电脑，作为采购经理的秘书，我想了解一下你们的产品。
英语商务对话[五篇]
![英语商务对话[五篇]](https://img.taocdn.com/s3/m/18125cc2bb0d4a7302768e9951e79b8969026863.png)
英语商务对话[五篇]第一篇：英语商务对话A: Stone Corp.Hi, Mary speaking.隐四通公司, 您好，我是Mary。
B: Hello, I’d like to speak to Mr.Hunter, please.你好，我想找Hunter先生。
A: May I ask who is calling, please? 请问您是哪位？B: My name is Herbert Wood of IBM Computer Company.我是IBM电脑公司的Herbert Wood.A: Thank you, Mr.Wood.One moment, please…(into PBX)Mr.Hunter, Mr.Wood of IBM Computer Company is on the line.谢谢，Wood先生，请稍等。
（打内线电话）Hunter先生，IBM电脑公司的Wood先生找您。
C: Can you find out what he wants? 你可以问他有什么事吗？A: Yes, Mr.Hunter.(to caller)Im sorry to have kept you waiting, Mr.Wood.Mr.Hunter is rather busy right now and would like to know what you wish to speak to him about.好的，Hunter先生。
（对来电者说）对不起Wood先生，让您久等了。
Hunter先生现在非常忙，他想知道你有什么事对他说。
B: Yes, I want to buy some computer software and talk about developing some other software.I don’t know whether he is interested in that or not? 是的，我想买一些计算机软件，另外再谈一谈开发一些其它的软件。
商务英语谈判对话范文
商务英语谈判对话范文商务谈判技巧在任何合作场合都能用得到，谈判的水平直接决定成本或者收益，下面店铺整理了商务英语谈判对话范文，供你阅读参考。
商务英语谈判对话范文：情景对话今天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. We'd like to weigh the pros and cons(衡量得失)with you.K: Mr. Robert Liu, we've 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, I'm 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 don't, Mr. Liu. This is just OEM.R: I see. Then, the most important thing is the size of your orders. We'll 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, we'll make an average return of just 4%. That's too great a financial burden for us.K: I'll check the number later, but what do you propose?R: Here's how you can demonstrate commitment to this deal.Make it ten years, increase the unit price, and provide technology transfer.商务英语谈判对话范文：实例对话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 can't 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 we're giving up too much in this case. We'd be giving up the five-year guarantee for increased yearly sales.K: Mr. Liu, you've got to give up something to get something.R: If you're asking us to take such a large gamble(冒险)for just two year's sales, I'm sorry, but you're 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 we'd like some of our personnel on the team.K: Acceptable. Anything else?R: We'd be making huge capital outlay(资本支出)for the production process, so we'd like to set up a technology transfer agreement, to help us get off the ground(取得初步进步).。
商务英语谈判：价格、包装等谈判案例
商务英语谈判：价格、包装等谈判案例A:为出口公司B:为国外进口公司场景一：价格谈判A和B开门走进办公室……A: please take your seat,---B:Thank you.A:After anttending our new product launch meeting,you must have a detail idea about our products,---.Now please let me know what kinds of flowers you are interested.(A递给B 一个产品目录册，B迅速地翻阅并作出标记)B:Yes,your flowers are pretty beautiful and leave me a deep impression.(A接过B递回的册子，翻阅)B:And I’d like to get the ball rolling by talking about the price.what prices will you offer for these I’ve marked?A:---,before we quote price please tell me how many flowers you are going to buy.B:for No.10 we’d like to phurchase 1500 units,No.20,1000 units and 1000 units for No.30.A:The usual price for No10 is 25 USD,for No20,35,and No30,50USD.they are all on the trade term of CIF Sydney.B:I t hink it’s unacceptable for us,you know the market has shrinked a lot during the economic ressesion period. A:we understand it,but you know these flowers are good for value.And they are newly cultivated after we tried a lot for genetic transplant.I believe you know the cost we spent.B:yes, I know that,---,it’s because of that ,I hope we can cooperate to open the market.If the price is reasonable, the large volume sales will be easy to reach,and that can remedy your largecost,right?A: (考虑片刻)Considering it’s the first time we do business and long-term cooperation in future, we can cut 1 USD for the price which we usual don’t do .B:1 USD? It makes no difference.we need more.and to be frank,we want the price to be 20,25 and 40 USD for each kind.A:No,no,no,I think you are kidding….---,that’s a big cut ,and it will make us have no returns.B:(表情严肃，犹豫片刻)Then how about 22,30 and 45 USD.A:That’s still leave us a little of margin,but increase 500 hundreds units for each kind,we can make it.B:That’s hard for us,you know it is a large size,and we can’t keep them for a long time.A:The season of large demand for flowers is coming,we guarantee the delivery within 1 month, that can be helpful for your quick sale.B:The delivery should be within 1 month, otherwise I cannot place the order. Now let’s reach some middle ground,you allow a 20% discount,I increase the order quantity by 500 hundreds units at that new price.A:20% discount? The policy regulates the maxium discount is within 15% in our company. And if you want to get the discount,the units you ordered have to overpass 2000 for each item.B:2000 units?we can’t take that many.Though you can’t offer us 15% discount,10% is ok.I hope you can accept it.--- A:---,we can grant 8% at most,that’s the best we can do.A nd I ensure we have allow the prelivige for you.(A’s cellphone rings)A:Sorry,---,please allow me to spare a few minutes foranswering the phone. B:please help yourself.(A走出办公室，B掏出手机打电话)B:hello,is that ---,this is --- calling from---C:Hi,---,this is ---,How is the business going?B:It’s tough.we are discussing price.Have you seen the brochures I sent.For No10,20 and 30,they offer us unit price of 20,25 and 40 USD on trade term of CIF Sydney with quantity of 2000,1500 and 1500 for each kind,and they also allow a 8% discount,but I want to win more.What’s your idea?C:I have checked that.they have a good reputation and quanlity products,and the price condition is also competetive,if you can’t go further,accept thatl.B:Ok,I get it.byeA接完电话回来A:Sorry,I’ve be delayed. It’s an important call from my gerenal mangage. Let’s continue.(拿着册子看了下)I ensure we have offered you our best price. And I really hope we can begin our business relationship from this transaction.B:You are a good negotiator,and I accept that.A:Great,that’s a deal.After a lon g negotiation,you must be tired.N ow let’s go to have a rest and drink some coffee.场景二：包装、支付方式、保险等条款A:---,we have decided the price, no w let’s get down to some detail requirements of the products you order.First, we’d like to know how you would like the flowers are packed.B:For No.10 ,each bunch of flower should be packed in a clear transparent plastic bag ,each bag to a paper box, 100 boxes to a carton.we require the plastic bags should be in 7 different colors,and the quality of each bag should be grade AAA with degree of transparency of 100%.A:Grade AAA is large spend for us,we can’t meet your standard.The most we can do is to use gradeA.If you insist,we have to take 15 cents extra charge for each bag. B:If you can guarantee the quality and make sure each bunch of flower to reach customers without defections,I can agree that.A:Please don’t worry,---,we can guarantee.B:For No20 and No30,each pot of flower to a wooden box,each box should be moisture-conditioned.6 articles of No.20 and 6 aritcles of No30 to a wooden case.A:It will be a waste of wood,if you use box and case at the same time.we can use wood blocks to separate the flowerpots.B:No,I can’t agree.If having no case packing, the flowers are inconvenient to convey and easy to be broken.So please do as I say.A:Ok.And what’s the requirement for shiping marks?B:We need cartons and wooden boxes painting our company name for short,loading port and number.And of course,some indication marks,such as fragile,keeping upright should be put on. A:Anything more?B:I think no more. That’s all.A:I get it. For package,it’s setttled. Then let’s discuss something about payment. As you know for the first time we deal with business we usually accept letter of credit.B:Letter of credit is very complex and inconvenient, I hope you can change it to remittance. That will be more flexible.A:No, we can’t accept that. Though you are right, remit tance is flexible, for us,it has more risk. It’s the policy in our company that we have to accept L/C when we are in business for the first time.B:But I’m afraid that if there’s many times of remedy forL/C,it will waste a lot of time, and we can’t get th e flowers on the best occasion to sell. Then how about D/P?A:Sorry,---. We have to obey the regulation.B:But who will take the loss when you delay our time to sell the flowers?A:Perhaps. Then I have to go against the policy. 70% of the sales money shoul d be paid by L/C, the balance by D/P. We can’t go further.B:Ok. What bank will be suitable for your negotiation?A:Bank of China quanzhou branch.B:Sorry, we have no business with bank of China,we usually choose HSBC for negotiation bank in China.A:That will be inconvenient for us. To draw the money, we have to go to xiamen.B:We will allow HSBC to transit its transaction to BOC. Is that ok?A:Alright.切换场景A给B端一杯咖啡…..B: You have mentioned your price is based on CIF Sydney, but now we find that Sydney port not suitable for us to take the delivery. We’d like to change it to Melpomene[mel’p?mini:].A:I’m afraid that there’s no direct voyage to Melpomene. If so, we have to deliver the flowers in transshipment. B:Transshipment is not allowed,neither is partial shipment. Perhaps you arrange it by charter.A:No,---,it’s a big c ost. We can’t do that. If you can undertake part of the charter fees, we can manage that.B:Is Perth ok?A:Perth is a good choice. Do you have any other requirement?B:We also need the insurance to be effected for 130% of theinvoice value covering all risks as per ICC.A:130% and all risks? That will increase our spend. We usually commence 110% of invoice value.B:No, we need that. It’s usual our practice and none of trade companies have ever refused it.A:Let’s put the markup to 15%, reaching a middle ground, alright?B:At least 20%.A:Ok, 20%. And talk about document instructions?B:Full set of documents of ocean bill of lading in 3 orinigals and 5 copies, insurance policy, certificate original, and certificate of inspection, all certificate should mark credit number. A:Get it. Any more?B:It seems all are included.A:Let me check. Price, package, payment, insurance, documents. Yes ,all are well negotiated. Please have a look.--- B: (仔细看了下)All have been in the list. A:(起身，伸出手，同---握手)Thank you,---.I hope this is a very excellent begin of our business.。
商务英语谈判会话实例_谈判技巧_
商务英语谈判会话实例商务英语在陈述事物时往往具体、明确，绝不含糊其词。
要多多以实例练习商务英语谈判会话下面小编整理了商务英语谈判会话实例，供你阅读参考。
商务英语谈判会话实例：情景对话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 can't 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 we're giving up too much in this case. We'd be giving up the five-year guarantee for increased yearly sales.K: Mr. Liu, you've got to give up something to get something.R: If you're asking us to take such a large gamble(冒险)for just two year's sales, I'm sorry, but you're 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 we'd like some of our personnel on the team.K: Acceptable. Anything else?R: We'd be making huge capital outlay(资本支出)for theproduction process, so we'd like to set up a technology transfer agreement, to help us get off the ground(取得初步进步).商务英语谈判会话实例：实例对话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 can't 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 we're giving up too much in this case. We'd be giving up the five-year guarantee for increased yearly sales.K: Mr. Liu, you've got to give up something to get something.R: If you're asking us to take such a large gamble(冒险)for just two year's sales, I'm sorry, but you're 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 we'd like some of our personnel on the team.K: Acceptable. Anything else?R: We'd be making huge capital outlay(资本支出)for the production process, so we'd like to set up a technology transfer agreement, to help us get off the ground(取得初步进步).。
商务谈判英语对话实例
商务谈判英语对话实例(1)a： you could save a lot if you would ordera little more .b： how could we do that ?a： we offer a discount for large orders .b： let me take another look at our requirements .a：如果你单子下得多一点，可以省不少的钱。
b：怎么说呢?a：我们对大量订购有打折。
b：那我们看看我们的需要量有多少。
(2)a： we can offer a 10% discount for orders over 10000 pieces.b： i'm not sure we can use that many .a： it would represent quite a savings .b： ok， i'll see what i can do .a：订购一万个以上，我们可以打九折。
b：我怕我们用不了那么多。
a：这省下的可是一笔不少的钱哩。
b：好吧，我考虑考虑吧。
(3)a： why are there three prices quoted for this part ?b： they represent the prices for different quantities.a： i see .b： the more you order ， the more you will save .a：这种零件为什么有三种不同的报价?b：那表示不同的量有不同的价钱。
a：原来如此。
b：订购愈多，省的钱愈多。
(4)a： is this your standard price ?b： yes ，it is .a： it seems too high to meb： we can negotiate the unit price for large orders . a：这是你们的根本准价吗?b：是的a：好似贵了一点。
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本文部分内容来自网络整理，本司不为其真实性负责，如有异议或侵权请及时联系，本司将立即删除！== 本文为word格式，下载后可方便编辑和修改！ ==商务英语谈判实例六篇商务谈判实例(一)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 howwe can make a profit with those numbers.D: Please, Robert, call me Dan. (pause) Well, if we promisefuture 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 suc h large orders. How could you turn over(销磬)so many? (pause) We‘d need a guaranteeof 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 discussthis 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 DAYD: 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 myoffice――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 201X. 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.商务谈判实例(四)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. We'dlike to weigh the pros and cons(衡量得失)with you.K: Mr. Robert Liu, we've 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, I'm 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 don't, Mr. Liu. This is just OEM.R: I see. Then, the most important thing is the size of your orders. We'll 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, we'll make an average return of just 4%. That's too great a financial burden for us.K: I'll check the number later, but what do you propose?R: Here's how you can demonstrate commitment to this deal. Makeit ten years, increase the unit price, and provide technology transfer.商务谈判实例(五)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 can't 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 we're giving up too much in this case. We'd be giving up the five-year guarantee for increased yearly sales.K: Mr. Liu, you've got to give up something to get something.R: If you're asking us to take such a large gamble(冒险)for just two year's sales, I'm sorry, but you're 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 we'd like some of our personnel on the team.K: Acceptable. Anything else?R: We'd be making huge capital outlay(资本支出)for the production process, so we'd like to set up a technology transfer agreement, to help us get off the ground(取得初步进步).商务谈判实例(六)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 can't 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 we're giving up too much in this case. We'd be giving up the five-year guarantee for increased yearly sales.K: Mr. Liu, you've got to give up something to get something.R: If you're asking us to take such a large gamble(冒险)for just two year's sales, I'm sorry, but you're 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 we'd like some of our personnel on the team.K: Acceptable. Anything else?R: We'd be making huge capital outlay(资本支出)for the production process, so we'd like to set up a technology transfer agreement, to help us get off the ground(取得初步进步).以下文字仅用于测试排版效果, 请使用时删除！冬是清寒的。