商务谈判模板

1, Price Negotiation谈判与磋商——价格Sample Dialogue Tuesday, June 8, 2010 Eddie Collins is interested in some of the products and he is negotiating with Ding Na about the price.D: Good afternoon, Mr. Collins.C: Good afternoon, Miss Ding.D: Are you satisfied with our samples? Shall we moveon to the next step?C: Yes, I’m interested in some of them. I have an inquiry for leather shoes. Please offer your lowest prices for this style of children’s genuine leather shoes. Lining material is genuine leather, outsole material rubber and upper cowhide.D: All right, but could you tell us how many do you want?C: How about the minimum quantity you require?D: For this kind of high-quality shoes, the minimum quantity should be at least 500 pairs.C: I see, we’d like to order 600 pairs for this kind, so your lowest price?D: Ok, let me see. The price should be at USD 16.6/pair FOB Shanghai.C: I know your research costs are high, but what I’dlike is a 15%discount.D: That seems to be a little high, Mr. Collins. I don’t know how we can make a profit with those numbers. C: I believe we could order a lot more if you would agree to reduce prices by 15% discount.D: I’m afraid I can’t agree with you there. You know there is keen competition in the market in this special time. Many suppliers earnno money because of financial crisis.D: That’s true, but our goods are in high quality. It is worthy of the price. Anyhow, the price we’ve offered is in line with the market. This is our rock-bottom price. We can’t make any further concession.C: If that’s the case, we will call off the deal.D: Well, considering ourfirst business and long-term cooperation, let’s meet each other half way.C: You mean?D: I mean we can only make a reduction of 8%. That is for the order of 600 pairs at USD15.3/pair FOB Shanghai. That’s definitely rock-bottom.C: Ok, thank you. I will pass this information on to my boss and let you know the results at an early time.C: Ok.2, Packing Negotiation谈判与磋商——包装Sample Dialogue Tuesday, June 8 2010Ding Na and Eddie Collins are negotiating about the packing of the goods.C: The next thing I’d like to bring up for discussion is packing.D: Do you have specific request for packing?C: The outer packing should be strong enough for transportation. As to inner packing, it must be attractive and helpful to the sales.D: A wrapping that catches the eyes will certainly help push the sales.C: We require the goods should be packed one pair in one shoe box, one size into one export carton, 12 pairs in one export carton.D: I see. You know, we have definite ways of packing sports shoes. Here are the samples of packing available now. You may have a look.C: Great! We will give you the packing instruction later. D: That is wonderful.C: We wish our opinions on packing will be passed on to your manufacturers. You know, packing has a close bearing on sales.D: Yes, it also affects the reputation of our products. Buyers always pay great attention to packing. We wish the new packing will give our clients satisfaction. C: Ding, since you will use the new packing, how much is it?D: It’s about 5% of the total cost of the goods. It’s included in the price.C: I agree. You will follow the packing instructionstrictly.D: Please rest assured.3, Transport Negotiation谈判与磋商——运输Sample Dialogue Tuesday, June 8, 2010Ding Na is negotiating with Mr. Collins about the time of shipment.Eddie Collin wishes to have the goods shipped at an earlier date.They agree on a partialshipment.D: I am glad we have settled the questions of quality, quantity, packing and price. Shall we go on with the shipment?C: Sure. When can you effect shipment?D: We usually effect shipment within 2 months after we’ve received your L/C. We can effect shipment in September at the latest. C: I’m terribly worriedabout late shipment. September is the selling season for these goods. Is there any way to make an earlier shipment?D: I can’t say “yes” now. As I said, raw material is hot. I can’t promise the earlier shipment.C: Do you have any suggestion? It is the selling season. September shipment is too late.D: Let me see. If possible,will you accept half of the goods prior to the rest of the shipment?C: When could you send the first lot?D: By the end of August? C: Ok.D: How are you going to handle the shipping? By air or by sea?C: Could you send it by air please?D: Ok. Do you want us to use our freight forwardingagent?C: Actually, we’ve got a freight forwarder. I’ll fax you their contact information.D: That would be great. I’ll let you know the shipping details later and send you the shipping documents by DHL as soon as I get them. C: Very good. We’ll be expecting to hear from you. 4, Payment Negotiation谈判与磋商——支付方式Sample Dialogue Tuesday, June 8, 2010Ding Na and Eddie Collins are negotiating about terms of payment.D: We’ve settled the question of price, packing and shipment. Now let’s come to the terms of payment.C: Sure, as an importer, we insist on payment in cash on delivery.D: Sorry, we won’t accept payment in cash on delivery. As a rule, we don’t accept other payment terms except L/C.C: You know, our company enjoys a good prestige in this line. I don’t think it is necessary for you to feel worried about the matter of our credit standing.D: Yes, I believe it. But I am afraid I can do nothing about it. L/C will be good toboth of us. Since this is our first deal, it will be better to insist on L/C payment terms.C: That is true, but to speak frankly, to open L/C is really troublesome and costs us a lot. Miss Ding, I still wonder if you could make an exception and accept D/A for this order?D: We can’t accept D/A, but we may make an exception to accept D/P.C: Then, could you accept payment by D/P at 30 days sight?D: If so, there will be no great difference. We only accept D/P at sight.C: Oh, I see.D: You should make payment against our documentary draft upon presentation. The shipping documents are to be delivered to you against payment only.C: All right. Hope everything will be fine.。