搜狗做题网请问谁有商务英语谈判场景对话?感谢啦~~~急需啊!
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请问谁有商务英语谈判场景对话?感谢啦~~~急需啊!
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 how we can make a profit with those numbers.
D:Please,Robert,call me Dan.(pause) Well,if we promise future 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 such large orders.How could you turn over（销磬）so many?(pause) We‘d need a guarantee of 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 discuss this 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 DAY
D: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 my office――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
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 2000.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.
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 how we can make a profit with those numbers.
D:Please,Robert,call me Dan.(pause) Well,if we promise future 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 such large orders.How could you turn over（销磬）so many?(pause) We‘d need a guarantee of 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 discuss this 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 DAY
D: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 my office――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
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 2000.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.