商务英语谈判案例

商务英语谈判案例 months, with a guarantee? 商务英语谈判案例 R: If you can guarantee that on paper, I 分析 think we can discuss this further. But even with volume sales, our coats won't go down Jay is a bissiness who works on much. gymnasium equipment，and it was the first D: so, what are your propose? meeting between yoyo and him. In just a few R: We could give you a cut. But not minutes of the conversation, yoyo felt that this 20%,we can grant 10% at most, that’s the best big fellow with a straightforward appearance we can do. kept a mind of a cunning rabbit .Known that D: That's a big change from 20! 10 is the guy was skilled in this way ,he took great beyond my deadline. (pause) Any other ideas? care in the negotiation. R: I don't think I can make a decision In the first round ,their covercition was as right now. Why don't we talk again tomorrow? follows: D: Sure. I must talk to my office anyway. D: shall we start? R=Yoyo I hope we can find some common ground on R: yes. I’d be glad to answer any this. questions you may have. NEXT DAY D: Your product leaves me a deep D: yoyo, sorry to tell you that we cannot impression. But I'm a little worried about the accept your quotation; let’s came up with prices. some thing else. R: Don’t worry. Before we quote the R: I hope so, jay. My aim is to negotiate price, plz tell us the exact quantity you want. hard on this oeder――but I'm trying very hard D: I’m not sure still. I know your to reach some middle ground. research costs are high, but I prefer 20% D: I understand. We suggest a structured discount. deal. For the first 3 months, we get a discount R: No, no.no.you must be kidding. That’s of 15%, and the next 3 months we get 12%. a big cut, and it will make us no profit. R: Dan, I can't bring those numbers back D: if we promise future business that will to my office――they'll reject it directly. reduce your costs for products, right? D: Then you'll have to think of something R: Yes, but it's hard to see how you can better, yoyo. place such large orders. (Pause) We need a R: How about 12% the first 3 months, guarantee of future business, not just a and the second 3 months at 10%, with a promise. guarantee of 1500 units? D: We said we wanted 500 pieces over a D: That's a large numbers to sell, with 3-month period. What if we place orders for 6 第 - 1 - 页 共 5 页 such low profit. was intelligent and polite. R: It's about the best we can do, jay. Then the next day, indeed as (pause) We need to figure something out today. expected,Dan reduced request again. Two If I go back empty-handed, I may be coming different discount rates in two pierods. This back to you soon to ask for a job. (smiles) time,their discuss didn’t comt to an agreement D: (smiles) O.K., 12% the first six again time. Then ,Robert made a humous , If I months, 10% for the second?! go back empty-handed, I may be coming back R: so,that’s the deal. to you soon to ask for a job. And finally D:yes,nice cooperation!(握手) achieved his purpose. In the whole process of the Soon ,Robert turned to the Freight scale negotiatin ,Robert had always been taking and asked for longer time to stock up which advantages. He was cleat that in the Asia was nother big success. Besides what part ,his company was the best choice of surprised us was the other result that Make it opponents,and hold a hard attitude all the way ten years, increase the unit price, and provide in the negotiation. technology transfer. In the first ,it was Dan who came up with In the end , the negotiation was a total the topic of price and gave out more success that brount both Short-term interest informations about price negotiating by which and long-term cooperation program. Mr time he lost the initiative. While Robert did Robert succesfully used many skills in more better , in the first round ,when Dan negotiation and won the victory of the game. A:为出口公司 B:为国外进口公司 came up with the idea of big deals he insisted 场景一: 价格谈判 on the point that he need a guarantee of future A和B开门走进办公室…… business instead of a promise. In this A: please take your seat,--- B:Thank you. way ,Dan put forward a Concrete plan and A:After anttending our new product agree to make a guarantee to win Robert’s launch meeting,you must have a detail agree to consult about the price. idea about our products,---.Now please let me know what kinds of flowers you Later in the second round ,they had a are interested. fierce discuss on the final price .With a (A递给B 一个产品目录册，B迅速地翻阅 problem of cost ,Robert gave out a price 并作出标记) B:Yes,your flowers are pretty beautiful which is too far away from Dan’s expectation and leave me a deep impression. and finally they agree to have one day off for (A接过B递回的册子，翻阅) consideration.By this time,Robert had got the B:And I’d like to get the ball rolling by talking about the price.what prices will idea of the boss that to be hard, this day off you offer for these I’ve marked? was time for Dan’s consideration. This action A:---,before we quote price please tell 第 - 2 - 页 共 5 页 me how many flowers you are going to B:The delivery should be within 1 buy. month, otherwise I cannot place the B:for No.10 we’d like to phurchase 1500 order. Now let’s reach some middle units,No.20,1000 units and 1000 units ground,you allow a 20% discount,I for No.30. increase the order quantity by 500 A:The usual price for No10 is 25 hundreds units at that new price. USD,for No20,35,and A:20% discount? The policy regulates No30,50USD.they are all on the trade the maxium discount is within 15% in term of CIF Sydney. our company. And if you want to get the B:I think it’s unacceptable for us,you discount,the units you ordered have to know the market has shrinked a lot overpass 2000 for each item. during the economic ressesion period. B:2000 units?we can’t take that A:we understand it,but you know these many.Though you can’t offer us 15% flowers are good for value.And they are discount,10% is ok.I hope you can newly cultivated after we tried a lot for accept it.--- genetic transplant.I believe you know A:---,we can grant 8% at most,that’s the the cost we spent. best we can do.And I ensure we have B:yes, I know that,---,it’s because of allow the prelivige for you. that ,I hope we can cooperate to open the (A’s cellphone rings) market.If the price is reasonable, the A:Sorry,---,please allow me to spare a large volume sales will be easy to few minutes for answering the phone. reach,and that can remedy your large B:please help yourself. cost,right? (A走出办公室，B掏出手机打电话) A: (考虑片刻)Considering it’s the first B:hello,is that ---,this is --- calling time we do business and long-term from--- cooperation in future, we can cut 1 USD C:Hi,---,this is ---,How is the business for the price which we usual don’t do . going? B:1 USD? It makes no difference.we B:It’s tough.we are discussing need more.and to be frank,we want the price.Have you seen the brochures I price to be 20,25 and 40 USD for each sent.For No10,20 and 30,they offer us kind. unit price of 20,25 and 40 USD on A:No,no,no,I think you are trade term of CIF Sydney with quantity kidding….---,that’s a big cut ,and it will of 2000,1500 and 1500 for each make us have no returns. kind,and they also allow a 8% B:(表情严肃，犹豫片刻)Then how about discount,but I want to win more.What’s 22,30 and 45 USD. your idea? A:That’s still leave us a little of C:I have checked that.they have a good margin,but increase 500 hundreds units reputation and quanlity products,and the for each kind,we can make it. price condition is also competetive,if B:That’s hard for us,you know it is a you can’t go further,accept thatl. large size,and we can’t keep them for a B:Ok,I get it.bye long time. A接完电话回来 A:The season of large demand for A:Sorry,I’ve be delayed. It’s an flowers is coming,we guarantee the important call from my gerenal mangage. delivery within 1 month, that can be Let’s continue.(拿着册子看了下)I ensure helpful for your quick sale. we have offered you our best price. And 第 - 3 - 页 共 5 页 I really hope we can begin our business A:Ok.And what’s the requirement for relationship from this transaction. shiping marks? B:You are a good negotiator,and I accept B:We need cartons and wooden boxes that. painting our company name for A:Great,that’s a deal.After a long short,loading port and number.And of negotiation,you must be tired.Now let’s course,some indication marks,such as go to have a rest and drink some coffee. fragile,keeping upright should be put on. A:Anything more? 场景二:包装、支付方式、保险等条款 B:I think no more. That’s all. A:---,we have decided the price, now A:I get it. For package,it’s setttled. Then let’s get down to some detail let’s discuss something about payment. requirements of the products you As you know for the first time we deal order.First, we’d like to know how you with business we usually accept letter of would like the flowers are packed. credit. B:For No.10 ,each bunch of flower B:Letter of credit is very complex and should be packed in a clear transparent inconvenient, I hope you can change it plastic bag ,each bag to a paper box, 100 to remittance. That will be more boxes to a carton.we require the plastic flexible. bags should be in 7 different colors,and A:No, we can’t accept that. Though you the quality of each bag should be grade are right, remittance is flexible, for us,it AAA with degree of transparency of has more risk. It’s the policy in our 100%. company that we have to accept L/C A:Grade AAA is large spend for us,we when we are in business for the first can’t meet your standard.The most we time. can do is to use gradeA.If you insist,we B:But I’m afraid that if there’s many have to take 15 cents extra charge for times of remedy for L/C,it will waste a each bag. lot of time, and we can’t get the flowers B:If you can guarantee the quality and on the best occasion to sell. Then how make sure each bunch of flower to reach about D/P? customers without defections,I can agree A:Sorry,---. We have to obey the that. regulation. A:Please don’t worry,---,we can B:But who will take the loss when you guarantee. delay our time to sell the flowers? B:For No20 and No30,each pot of A:Perhaps. Then I have to go against the flower to a wooden box,each box should policy. 70% of the sales money should be moisture-conditioned.6 articles of be paid by L/C, the balance by D/P. We No.20 and 6 aritcles of No30 to a can’t go further. wooden case. B:Ok. What bank will be suitable for A:It will be a waste of wood,if you use your negotiation? box and case at the same time.we can A:Bank of China quanzhou branch. use wood blocks to separate the B:Sorry, we have no business with bank flowerpots. of China,we usually choose HSBC for B:No,I can’t agree.If having no case negotiation bank in China. packing, the flowers are inconvenient to A:That will be inconvenient for us. To convey and easy to be broken.So please draw the money, we have to go to do as I say. xiamen. 第 - 4 - 页 共 5 页 B:We will allow HSBC to transit its have a look.--- transaction to BOC. Is that ok? (仔细看了下)All have been in the list. B: A:Alright. A:(起身，伸出手，同---握手)Thank you,---. I hope this is a very excellent begin of 切换场景 A给B端一杯咖啡….. 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’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 cost. 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 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. 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 第 - 5 - 页 共 5 页