商务谈判对话第二步--开局

商务谈判第二步---开局1 有业务往来的客户谈判Dialogue 1Yang 举行会议和William准备进行贸易谈判。

Yang: Good moring, Mr. William. It’s nice to see you again. William : It’s nice to see you, too, Mr.Wang.Yang: How do you feel our Export modities Fair, Mr.William? William: There is no doubt that you’ve made great proress in your arts and crafts and do you do businrss moreactively and more flexibly.Yang: Yes. It’s just in this way that we have achieved a total sales volume of one hundred million U.S. dollars a year. William: I think you will benefit from the expanding market if you have close cooperation with us in the future. Yang: I hope so. Now let’s get dusiness.Dialogue 2Richard 和Chen 在生意上合作一直会很愉快，他这次来中国是为了签订独家代理协议。

Richard: Nice to meet you again, Mr. Chen.Chen : Nice to meet you, too, What brought you to China thistime?Richard: I’ve e for discussint an exclusive agency.Chen: Oh, we’ve been doing business for sixyears, haven’t we ?Richard: Yes, I’m very glad we have had very pleasant coperation in the past years. Through our joint efforts, yourproducts have enjoyed fast sales.Chen: We very much appriciate your effort in promoting the sale of our products.Richad: To expand our businss scope, I hope that we can sign an exclusive agency agreement. If so, you’ll secure a stablesales volume, and for me, without petitors we’ll controlthe market more easily. That’s benifical to both parties,isn’t it?Dialogue 3Liu 与Bill 会面，准备与他商讨建立合资企业一事。

Liu: It’s a great peasure to see you again.Bill: Me, too. Our two panies have had tade relations for ten years.Liu: Yes. In the past ten years, our cooperation has been quite pleasant.Bill: Yes, and very fruitful too. We’ve never had any difficulties with our Chinese partners, and we’d like to make as manynew products as we can.Liu: Certainly. Shall we talk about the reason why I’m here? In view of the rapid development of our business in your pany,we think it’s necessary to estanlish a joint venture.Bill: Excellent! That’s exactly what I think. We have been working on expanding our scope of cooperation with yourpany.Liu: OK. Now let’s talk about the details.2. 新客户谈判Dialogue 1Mr. Osman 第一次来到Wang的公司谈判。

Wang: Wele to our pany. Sit down, please.Osman: Thank you. I’m glad to have the opportunity of visiting your corporation. I hope we can transact businesstogether.Wang: It’s also our hope to trade with businessmen from al countries.Osman: I’m told you speciize in textiles. What can you offer in this line?Wang: It would be better for you to tell us what specifc types you want to buy, as we have too many varities to offer. Osman: Well, we are mainly interested in bed-sheets and blankets.Dialogue 2Mr. Zhou正在向Mr. David 介绍其公司的情况。

Zhou: I have long heard of your great mane, and I’m very pleased to see you, Mr. David.David: I’m very pleased to see you, too, Mr. Zhou. This is my first visit to China. I’d appreciate your consideration in theing negotiation.Zhou: Let’s hope for good cooperation. Next may I give you a brief account of our pany’s activities? I beliee that youhave a brochure outlining our pany and our products.Here’s our pany’s most recent annual report. David: I see your sales volume have been growing quite steadily over the past ten years.Zhou: Yes, we have built up business relations with more than 3C countries in the world and our products have bee thebest selling lines in international markets.David: That’s fine.Zhou: I’d like to make a presentation on our factory. It covers anarea of 60,000 square meters. We have about 300designengineers and production engineers. Now we have 1200employees working on three shifts.David: I think I’ve got a general picture about your pany. Thank you very much for your account.Zhou: It’s my pleasure.Dialogue 3Alice 与Wang 洽谈，希望建立贸易关系。

Alice: You have won graet success on textile industry, I here.Specializng in the line of textiles and texiles machinary, wepay close attention to your taxtile products, especially yourcotton cloth and cotton fabrics.Wang: I’m glad to hear that.Alice: I’d like to take this opportunity to estanlish trade relations with you.Wang: This happens to coincide with our desire. In order to give you a general idea of the various kinds of our products nowavailable for export. I’d like to give you our latestcatalogues and price lisrs.Alice: That’s good, thank you. I feel that we can do a lot of business in textile line. We could push the sales of yourproducts. Meanwhile you could consider impoting someequipment from us.Wang: Sounds good. I hope we can srike a quick deal.Alice: I hope so, too. We believe this deal conforms to our mutual benefot and to the principle of satisfying eachother’s needs.Dialogue 4Richad 向Mr. Sun 询问外贸政策事宜。