商务谈判情景模拟

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.
商务谈判情景模拟
小组成员： 黄焕珍、林晓诗（情景一） 杨青青、阮丹蕊（情景二） 陈碧君、梁丹丹（情景三）
场景一：预约会议间


*A:出口公司 B:国外进口公司 A：黄焕珍 B：林晓诗

A:Hello,Jane Brown speaking. What can I do for you? B:Hello, Jane,this is Judy, the Secretary of our president of CBD returning your call. I’m sorry you missed me just now . A:Yes ,thank you for returning my call. I’m glad to finally get hold of you. I want to let you know our president will not be able to make our meeting next Tuesday. He would be out of town that day. Is there any possibility we can move the meeting to Monday?
场景二： 价格谈判


A：杨青青 B：阮丹蕊 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. B:Yes,your flowers are pretty beautiful and leave me a deep impression. 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 think it’s unacceptable for us,you know the market has shrinked a lot during the economic ressesion period.





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.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. It’s the policy in our company that we have to accept L/C when we are in business for the first time.
A:It is a large spend for us,we are afraid we can not meet your standard.The most we can do is to use 5 colors.If you insist,we have to take 15 cents extra charge for each bag.



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. I ensure we have offered you our best price. And I really hope we can begin our business relationship from this transaction. You are a good negotiator,and I accept that.


A:Great,that’s a deal.After a long negotiation,you must be tired.Now let’s go to have a rest and drink some coffee.
场景三：包装、支付方式、保险 等条款

A：陈碧君 B：梁丹丹 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:Uh,Let me check the schedule.Just available on Monday.That should be fine,shall we say about two o’clock?
A:Perfect! We look forward to seeing you at two o’clock next Monday afternoon. If yo u need to change the time,Please feel free to call me on my cell phone. B:Thanks,Jane，We will meet on Monday.
场景二： 价格谈判

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?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:But I’m afraid that if there’s many times of remedy for L/C,it will waste a lot of time, and we can’t get the flowers on the best occasion to sell. Then how about D/P? A:That is ok B:Ok. What bank will be suitable for your negotiation? A:Bank of China guangzhou branch. B:That is fine .well,We also need the insurance to be effected for 130% of the invoice value covering all risks as per ICC.





A:130% and all risks? That will increase our spend. We usually commence 110% of invoice value. Let’s put the markup to 15%, reaching a middle ground, alright? B:At least 20%. 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: All have been in the list. A:Thank you,---. I hope this is a very excellent begin of our business.