国际贸易谈判对话
实训资料：模拟商务谈判
一、商务谈判主要背景资料
1、美国尼克公司的Smith (史密斯)先生一行共三人(其中二人为杰克先生小姐)，于向上海宏大贸易公司出口二部先生发出函电,告之将乘泛美航空公司
UF201次航班,由美国旧金山飞抵上海浦东机场,请予接待。
函电中还明确此行目
前是参观钩针地毯的生产制造厂和进行商务谈判,工作日程共三天,离开上海。
2、上海宏大贸易先生在到史密斯的函电后,随即回函并明确下列事项：
(1)按美国时间6月I2日UF201次航班抵上海浦东机场的具体时间,在机场接客。
(2)史密斯一行三人安排落塌在和平饭店。
(3)参观生产厂,下午商务谈判。
继续商务谈判，并适时送客到机场。
3、工作安排
(1)上海宏大贸易公司确定以出口业务部钱经理为主谈，并组织谈判小组，
准备二套谈判方案。
(2) 通知上海太平洋地毯制造有限公司,美方客户参观工厂,并在工厂用工作
午餐。
(3)先生到上海浦东机场接待完客人后,直抵和平饭店，按预定房间办理入住
手续。
(4)当晚6：30分，先生陪同公司曹总经理到无锡大酒店访客,作礼节性会晤, 并共进晚餐。
(5) 先生陪同美方客户参观了上海太平洋地毯制造有限公司生产间和陈列间。
当日下午1：30 分在上海宏大贸易公司第二洽谈室举行了第一轮商务谈判。
二、商务谈判洽谈室的布置和要求
参见《国际贸易及国际物流实训》学生用书模块三的第一部分内容。
三、商务谈判的礼仪和技能
参见《国际贸易及国际物流实训》学生用书模块三的第四部分内容。
四、模拟商务谈判的主题内容和要求。
1、客方的目标很明确,标的是钩针地毯，主要内容是质量、价格和交货期。
2、主方的谈判目的很明确,已确定标的谈判价格，对FOB、CRF和CIF的三种报价分别作了计算,并有谈判底线的限定。
主要内容是:商品的价格、品质数量、付款方式、装船期限，目的是通过谈判取得共识、互惠互利、签订合同。
谈判前的准备、方案、措施已就绪。
五、模拟商务谈判的开局
l、开局是进入正式谈判前的问候和致意，明确双方谈判的目的和程序。
2、开局对话：一般是由主方的主谈人开局的，客方作应答。
六、模拟商务谈判的中局
要求：模拟商务谈判的中局是进入实质性谈判阶段，在中局，中外双方的谈判目标是合同的标的和货物的买卖条件。
中局谈判是合同前期的关键，要求围绕合同条款进行谈判。
形式：中外双方面对面的谈判容易沟通，这种即时性、对答式的形式比函电磋商的要求要高，需要展现谈判技巧，不能把谈判引入僵局，一旦出现较大的意见分歧，需要场外沟通时，中方应礼貌性的“叫停”。
待场外沟通后，双方都作出合理的让步后，再进入第二轮会谈。
原则：中外双方既是对手，又是合作伙伴，双方都有同一愿望要达成一笔交易，双方都受各自的利益驱动会认真谈判，在中局谈判中，出现了分歧是正常的，发生不和气是不允许的，谈判是友好、真诚、平等的对话。
要展开充分的协商。
要做到双方有利，符合我国法律和国际贸易惯例的规定。
主题：合同条款内容与要求的谈判。
明确买卖双方的权利义务和责任、风险的分担问题。
1、开局阶段：
2、中局阶段
·补充：合同中争议、索赔和仲裁条款内容的谈判：
在我国一般固定格式的《销售确认书》（合同）中，对争议、索赔和仲裁的条款内容已有了明确的说明。
在模拟谈判中，和作为商务谈判的内容。
七、模拟商务谈判的终局
即本贸易项目谈判的结束，结局有两种表现形式：
1、达成一致，双方签署一份具有法律效力的书面合同。
2、未达成一致，但仍想争取实现目标，设想和意愿。
可签署一份没有法律效力的备忘录。
国际商务谈判剧本
国际商务谈判剧本在谈判中，双方经常由于对同一问题期望的差异而导致谈判进程受阻。
事实上，很多情况，双方只要认准最终目标，在具体问题上可以采取灵活的态度，问题就能迎刃而解。
下面整理了国际商务谈判剧本，供你阅读参考。
国际商务谈判剧本中瑞劳力士手表商务谈判北京益时贸易有限公劳力士钟表有限公司总经理：总经理：销售部长：财务部长采购部部长：销售部部长：技术总监：技术总监：Beijing YISHItrade ed pany roches and cer: xiaxi financiaer: jianyishuaiPurchasing minister:zhangshuang sament minister: zhangyanxintechnicaor:echnicaor: yuemingzhu中方总经理：欢迎来自瑞士劳力士钟表有限公司的各位谈判代表来北京进行业务洽谈，我是来自北京益时贸易有限公司的总经理张荣荣。
首先，由我来介绍我方的谈判代表，这位是我们公司的营销总监夏鑫，这位是我们公司的采购部部长张爽，这位是我们公司的技术总监李瑞金CM::You came from far a:: :Thank you for your praise, this is a sma :ok, ’s e to the point!瑞方总经理：我公司的国际知名度和品牌影响力，贵方也一定有所了解，我公司的劳力士手表在世界市场上一直都很受欢迎。
考虑到中国强大的潜在消费市场，此次谈判，我方希望能与贵方达成大批量的交易。
下面请我们的销售部部长给贵方介绍一下我们的合作产品。
SM:you m ust have some idea of our pany’s internationaation and brand infhe roches of our pany in the ARINER), ASTER), OGRAPH) universe, as a versatiches, can satisfy engineering, sports and business DuoZhong need.中方李：你们的种类确实挺丰富，我方很满意!但现在据我们了解，格林尼治型(GMT MASTER)，其可转动外圈及24小时指针，不仅同时显示两个时区时间，更可将时针独立移动至另一时区，而毋须移动分针及秒针。
商务谈判对话英文版
商务谈判对话英文版在国际商务谈判中，对时间观差异应有所准备。
谈判时限的控制也很重要。
不同文化具有不同的时间观念。
在商务谈判对话中也要拿捏好时间。
下面店铺整理了商务谈判对话英文版，供你阅读参考。
商务谈判对话英文版：实用对话A: Good morning, Miss. Glad to meet you.早上好，很高兴见到你。
B: Good morning, Mr . gald to have the opportunity of visting your company and I hope to conclude some business with you。
很兴奋能有机会.拜访贵公司，希望能与你们做成交易。
A:I think so ，and I don’t believe we’ve met.我们以前没有见过吧?B: No, I don’t think we have. 我想没有。
A: My name is Li Sung-lin 我叫李松林。
B: My name is Cheery Smith. 您好，我是切莉史蜜斯A: Here’s my name card. 这是我的名片。
B: And here’s mine. 这是我的。
A: I'm our sales representative, how do you do,what can I do for you.我是我们公司的销售代表，你是做什么的，有什么可以为你服务的吗?B：Our company will buy in a batch of compters, as the procurement manager secretary，I want to get to know your product.我们公司要购进一批电脑，作为采购经理的秘书，我想了解一下你们的产品。
A：Our company engaged in import and export trade for 5 years, has many professional and qualified partners. Company in good standing, developed many long-term partners, look forward to working with you.我公司从事进出口贸易5年来，已经拥有很多专业的，资质良好的合作商。
商务谈判对话范文
商务谈判对话范文场景：国际贸易公司A与国际采购公司B进行谈判，讨论关于合作建立供应链的细节问题。
A：首先，非常感谢贵公司对我们的合作表示出的兴趣。
我们非常期待与贵公司建立长期的合作关系。
B：非常荣幸能够与贵公司进行合作洽谈。
我们也非常看好贵公司的产品，并希望能够达成共识，建立稳定而互利的供应链。
A：谢谢您的夸奖。
在我们的合作中，我们将尽力提供优质的产品和服务，并确保交货时间的准确性。
B：除了产品质量和交货时间，价格也是我们关注的重点。
我们希望能够得到一个合理的价格，以便提高我们竞争力。
A：我们非常理解贵公司关于价格的考虑。
我们也希望能够达到一个双赢的结果。
我们可以在价格上进行适当的议价，以满足贵公司的要求。
B：非常感谢贵公司的配合。
除了价格，我们还希望能够获得一定的售后服务和技术支持。
A：对于售后服务和技术支持，我们非常重视。
我们将提供相关的技术培训，并设立专门的售后服务团队，以确保贵公司在使用我们产品时的顺利。
同时，我们也欢迎贵公司提出任何进一步的需求和要求。
B：听到这些，我们对贵公司的专业性和责任感更加有信心了。
另外，我们还希望能够与贵公司建立长期稳定的合作关系，而不仅仅是一次性的交易。
A：我们非常赞同贵公司的观点。
我们也希望能够建立长期的合作关系，相互支持和共同发展。
在这个过程中，我们可以共同探索其他合作领域，并寻求更多的机会。
B：这是我们非常乐见的。
我们相信通过双方的共同努力，我们的合作关系将会取得互利共赢的结果。
A：我完全赞同您的看法。
让我们共同努力，推动我们的合作关系向更高的水平发展。
B：非常感谢您的支持和配合。
我们相信在不久的将来，我们的合作会取得很大的成功。
A：谢谢您的信任和支持。
我们期待着与贵公司的合作，并为此付出我们最大的努力。
以上是一个商务谈判对话的范文，双方在谈判中表达了彼此的期望和需求，并通过合作寻求双赢的结果。
更详细的商务谈判对话中，可能会涉及到更多的具体细节和议题，双方也需要更多的讨论和协商来达成最终的合作协议。
外贸商务谈判英语对话
外贸商务谈判英语对话外贸商务谈判英语对话是国际贸易中必不可少的一部分，以下是一段外贸商务谈判英语对话：Dialogue between a foreign trade negotiator and a client.外贸谈判员与客户之间的对话。
Negotiator: Good morning, Mr. Client. Welcome to our company. How was your flight?谈判员：早上好，客户先生。
欢迎来到我们公司。
您的航班怎么样？Client: Good morning, thank you. The flight was good, thank you. It's nice to be here.客户：早上好，谢谢。
航班很好，谢谢。
很高兴来到这里。
Negotiator: Please have a seat. I have some documents for you to review. This is our company's product catalog, and this is our price list.谈判员：请坐。
我有一些文件需要您审查。
这是我们公司的产品目录，这是我们的价格表。
Client: Thank Thank I will review these documents right away.客户：好的好的，我会立即审查这些文件。
Negotiator: Also, I have some questions for you. Do you have any specific requirements for the products?谈判员：另外，我有一些问题要问您。
您对产品有任何具体要求吗？Client: Yes, I do. I am particularly interested in your electronic products. Could you tell me more about them?客户：是的，我有。
国际贸易合同谈判案例
Chapter 2 Establishing Business RelationsDialogue One( At the China Import and Export Fair )A：Welcome to our show. Please come in if you‟d like to talk with us.B：Thank you. I am a buyer for an American automation company. And I am interested in your products very much.A：I am glad to hear that. So, what kinds of products are you most interested in? B：The measuring instruments of course. They seem to be good and of fine quality. A：Yeah. That is true. They are all made in Tianjin Machine Tool Plant, one of the largest state-owned manufacturers in China specializing in precision measuring instruments and all kinds of dies and moulds. We have got most of the high-quality certificates in this field.B：That sounds good. How about the prices of them?A：Well, we have a brochure with all products and prices listed. Here you are.B：Thanks a lot. And I wonder if I can make a visit to your plant when I am here after the showing time.A：Sure. We can arrange that for you at your convenience.B：OK, that is a deal. Oh, here is my card and you can contact me the day after tomorrow.A：Thank you. See you then.Dialogue TwoA：We took a look at the exhibits yesterday and found that some of them are fine in quality and beautiful in design. The exhibition has successfully displayed to me what your corporation handles. I‟ve looked through the catalogue and the brochure enclosed in your last letter and I‟ve got some ideas of your exports. I‟m interested in your silk blouses.B：Our silks are famous for their good quality. They are met with great favor overseas and are always in great demand.A：Some of them are of the latest style. Now I have a feeling that we can do a lot of trade in this line. We are to establish business relations with you.B：We have the same idea.A：Concerning our financial position, credit standing and trade reputation, please refer to our bank.B：Thank you for your information. Since we are a state-owned company, we always do business with foreign companies on the basis of equality and mutual benefit. It will contribute to our mutual benefit to establish business relations between us. A：That‟s interesting. I‟ll telephone home later. As soon as I get the definite answer from the headquarters, I will let you know.B：Then we will make an offer as soon as possible. I hope a lot of business will be put through between us.A：So do I.B：I hope everything would be smooth. And I‟ll give you the lowest price in the future.A：Thank you.Chapter 3 EnquiryDialogue OneA：Our representative in New York faxed that you showed an interest in some of our products on display at the September Exhibition there. Now, we would like to know if you have any specific requirement in mind.B：I‟ve brought with a list of the quantity of your products we‟d like to import for the second half of this year. Here‟s a copy of it.A：Good. Well, most of the items listed are available this year. I hope we can come to an agreement and sign the contract soon to enable timely delivery.B：I hope so, too. I‟d like some of your sales literature and a price list for all of your export articles.A：Here are our catalog and price list. The catalog lists all the commodities we export, and the price list gives indicative prices for all of our export articles.B：Thanks. What are your normal export terms?A：We normal export CFR.B：What commission do you usually pay for your exports? As you know we import ona commission basis.A：That can be discussed.B：All right. When can we meet again for some more specific discussion?A：What about tomorrow morning at nine? I‟ll come over to your hotel.B：I‟ll be expecting you, then.Dialogue TwoA：Good morning. My name is John Smith. Here is my business card.B：Good morning. Pleased to meet you, Mr. Smith. Here is my business card.A：Thanks. I am glad to have the chance to visit your company.B：We warmly welcome you.A：Thank you.B：Well from your card, I can see you specialize in oil-drilling equipment.A：Yes. As a matter of fact, we have been in this line for about 20years. Our oil-drilling tools and equipment are exported to many countries and warmly received among them. Thus I hope to conclude some substantial business with you.B：Recently we have explored a few new overland and off-shore oil fields. We could consider buying from you if the technology incorporated in your equipment id advanced and the trade terms are favorable.A：I brought you a series of catalogues for my latest models. And I can answer any technical questions about commodities.B：OK. I will study your catalogue first.…B：I‟m interested in some of the items in your catalogues. I think they will be saleable in China. Here is a list of my requirements, for which I‟d like to have your best CIF Shanghai price.A：Thank you for your inquiry. Would you tell me the quantity you require so that we can work our offers?B：I‟ll do that. Meanwhile, would you tell me an indication of the price?A：OK. Here are our CIF price lists. All the prices in the lists are subject to our final confirmation.B：What about discount? I usually get a discount from other suppliers. It‟s the general practice.A：If your order is large enough, I will consider it. Shall we discuss this when you place order with me?B：OK.Chapter 4 Offer and Counter-offerDialogue 2A：Let‟s get down to business now.B：Yes, that will be fine. I‟ve come about your offer for Haier Air Conditioners. A：We have the offer ready for you. It‟s something like that：1 000 Haier Air Conditioners 300 pounds sterling per conditioner, CIF European main ports, for shipment in June, 2010. Since the market is advancing today, the price we offer you is the best, I believe.B：But 1 000 is not enough, I‟m afraid. Last year I ordered 1 000, but the whole thing was rapidly sold out in less than three months. As I‟m sure we can do better this year, I hope you can offer me at least 3 000 conditioners.A：As the conditioners are in great demand both at home and abroad, 1 000 is the most I can offer at present.B：If you can‟t supply our need to the full, our customers will turn to other suppliers for their requirements. Can you supply me another 1 000 conditioners?A：Well, we…ll try our best to satisfy your demand for the additional 1 000 conditioners.B：All right. I‟ll take 2 000 conditioners this time. But I hope you could supply the other 1 000 when the next supply comes in.A：We‟ll get in touch with you when our supply position improves.Dialogue 3A：Could you give us some ideas about your price on fancy silks? (印花丝绸)B：We have offer ready for you. Let me see. Yes, here is our price sheet.A：After reading the sheet, I have to say your price has soared(飙升)! It is almost 20% higher than last year‟s. it would be impossible for us to push any sales at such a price.B：I‟m a little surprised to hear you say that. You know very well that the market price for fancy silks has gone up a great deal recently. And we consider it a rock-bottom price.A：I‟m afraid I can‟t agree with you there. Frankly speaking, the price you offer compares very unfavorably with quotations we can get else where, Japan, for instance.B：But if you take quality into consideration, you will see the price is fair and reasonable.A：I admit that yours is of better quality, but there must not be a too wide gap between the price of and other suppliers, just because of a little better quality. B：We‟ll consider your suggestion and have an internal discussion.A：Please have a discussion. After you think it over, please renew your latest offer on us.B：Sure, I will.Dialogue 4A：Here is our price sheet on an FOB basis. The price are given without engagement. B：Good, if you excuse me, I‟ll go over the sheet right now.A：Take your time.（After seeing the price sheet）B：I can tell you at a glance that your prices are on the high side.A：I‟m surprised to hear you say that. You know the cost of production has gone up in recent years.B：We only ask your price be comparable to others‟. That‟s reasonable, isn‟t it? A：Oh, in order to get the business done, we can consider making some concession on our price. But fist, you will have to give me an ides of the quantity you wish to order from us, so that we can adjust our price according.B：The size of our order depends greatly on the prices. Let‟s settle the problem first. A：All right. As I have said, if your order is large enough, we are ready to reduce our prices by 20%.B：When I say your price are really too high, I don‟t mean they are higher merely by10 or 20 percent.A：How much do you mean then? Can you give me a rough idea?B：To conclude this deal, I‟d say a reduction of at least 60% would help.A：How can you expect us to make a reduction to that extent?B：I think you are as well-informed as I about the market for Chinese tea. It‟s needless for me to point out that supply exceeds demand at present and this situation is likely to continue for a long time yet. Why don‟t you call your home office and see what they will say?A：All right. I will.Chapter 5 orderDialogue OneA：It has always been my great pleasure to meet and talk to my old friend.B：Likewise. What can I d for you this time then?A：According to the Chinese proverb “One wouldn‟t come to a treasure house if he doesn‟t have a purpose(无事不登三宝殿)”, I come here in order to import 25 tons of penicillin G potassium crude(青霉素G 钾工业盐), and it will be highly appreciated if you could give us your firm and favorable quotation for the item. B：It will be a great honor for us to serve your business. However, we may have to explain that we could hardly supply you with the product directly at present. A：Why?B：Since we are confined by the exclusive agent agreement(独家代理协议) with ABC Company in Canada.A：Well. Would you like to do the business with our established trading company in Hong Kong, and that will channel your product into Canada, and elude(躲避) the “exclusive agent” problem at the same time.B：That sounds like a great idea.A：OK. I would like to back an order for 25 tons of the goods in one lot(一次交货). B：No problem. As we always do business on the basis of equality and mutual benefit, we should like to extend to you our best offer which is at $25/Bou(十亿单位), CIF Shanghai, hoping it‟s good for you.A：Thanks. We would also like to have your CFR price if convenient.B：Sure. That will be $23/Bou.A：In such a case, I would accept your price on CFR basis, since it will lower our import cost if insurance is lowered by us.B：That‟s fine. Shall we call it a deal and sign a contract?Part2 Dialogue 3A：Here is our contract. Please go though it and see if everything is all right. We think all the terms should meet with unanimous(无异议的) agreement.B：Good. I‟ll read it over and consider it. Don‟t you think we should insert this sentence here? That is, “if one side fails to observe the contract, the other side is entitled to cancel it.”A：That‟s good. Do you have any comment t make on this clause?B：I think this clause suits us well, but the time of payment should be prolonged, to say, three or four months.A：We are accustomed to payment within two months, but for the sake of friendship, let‟s fix it at three months.B：No wonder everyone speaks highly of your commercial integrity.A：One of our principles is that contracts are honored and commercial integrity is maintained. Anything else you want to bring up for discussion?B：There is still a minor point to be cleared up. Yesterday you said that you sold on the basis of shipped quality, quantity and weight, didn‟t you?A：Yes, we did. The goods will be inspected by the General Administration of Quality Supervision, Inspection and Quarantine of China(国家质量监督检验检疫总局). It will then insure a certificate of quality and a certificate of weight.These will be taken as final basis and binding.B：But what shall we do if the goods are found disqualified or short on arrival.A：I assure you that is not likely to happen. Our goods must be up to export standards before the inspection agency lets them pass.B：I know your products have a good reputation. But what if these things happen? A：In that case I don‟t think the responsibility should rest with us. The goods must be spoiled, or weigh gets short during transit. We are not responsible for any damage which happens during transit. A claim would then be lodged with the insurance company.B：What you said stands to reason.A：Have you any more questions?B：It contains basically all we have agreed upon during our talks. I have no questions about the terms.A：Then I will have the contract amended. We‟ll sign the contract tomorrow morning, at 8,in the meeting room, shall we?B：That‟s good. I‟;; come on time. See you tomorrow.A：See you tomorrow.Chapter 8 InsuranceDialogue 3A：Would you mind telling what kind of insurance we‟ve got for this order of goods? B：Of course. Considering our deal id based on CIF clause, we‟ve got it covered under W.P.A. Is there anything you want to know?A：No, not really. I‟m just wondering if the damage of goods is included in the W.P.A. or not.B：Actually, the damage of the goods belongs to the risk of Breakage. We could add this item if you wish.A：But that‟s an additional risk item, isn‟t it?B：Yes. And the buyer is usually required to bear the cost for the additional risk coverage.A：I see. How about this? What about if we charge to “All Risks”? Do we still have to pay extra for the Risk of Breakage?B：No, you don‟t have to. The insurance of All Risks has that item under coverage already. However, all you need to do is to pay a little higher premium rate.A：That‟s really doesn‟t matter. The safety of the goods is all that accounts.B：Oh, yes, absolutely. I‟ll have your insurance changed from W.P.A. to All Risks for 110% of CIF invoice value as per the ocean marine cargo clauses of the PICC.A：Sounds good. Thanks a lot.Dialogue 2A：Hi, what can I do for you?B：Yes, I‟d like to insure our cargo against All Risks for the invoice value plus 10%. A：May I have a look at your commercial invoice?B：Of course. They are men T-shirts, total amount is $78 090, from Qingdao to New York. Could you tell me the premium rate?A：Certainly. It is 2%. They have been on board, haven‟t they?B：Yes, they have. Here is the copy of shipping order, all the shipping details you want are on it. When can I get they insurance policy for the shipment?A：There are a few steps before you get it. First, you should fill in the application form and sign your name; then pay the full premium; when approved, the insurance policy will be issued by us.B：I understand. So what can I do now?A：Please fill in the application form.Chapter 9 SettlementDialogue 1(A=Teller B=Customer)A：Can I help you, sir?B：Yes, I want to open an L/C, but I don‟t know how to work.A：OK. Let me tell you. An L/C is a written payment instrument issued by a bank at the request of a customer (always the importer). It will be sent to the exporter to make shipment and prepare the documents specified in the L/C. as soon as the L/C and document are presented to the issuing bank, the bank must pay to the exporter (beneficiary). The bank acts as the first payer and this is the most important feature of L/C.B：I see. Would you tell me what‟s the main content of an L/C？A：Name, quality, unit price and amount of goods, ports of loading and destination, price and payments terms, shipping documents, latest shipment date and validity of the L/C.B：Then how can I send an L/C to my customer?A：In practice, the issuing bank will send the L/C to one of its correspondents(代理行)the place of export by SWIFT. After verifying the authenticity(真实性、可靠性) of the L/C, the correspondent (advising bank 通知行) will send the L/C to the exporter.B：How can my customer receive the proceeds?A：The exporter will make shipment and present the L/C with all the documents to a negotiation bank if it is available by negotiation. If the documents are in compliance with the terms of the L/C through carefully checking, the bank will negotiation the documents and send them to the issuing bank for reimbursement.The issuing bank will debit importer‟s account when releasing the shipping documents to the importer. The whole transaction now comes to the end.B：I see. Thank you very much.A：You‟re welcome!Dialogue 3A：Concerning the mode of payment, can you advise me of your regular practice in this respect?B：Of course. We generally request payment to be made by irrevocable L/C payable against shipping documents. It is universally adopted in the international trade. A：I wonder if you accept D/P or D/A. They are also customary in the international trade as far as I know. I don‟t think you need to feel worried about our credit standing.B：As a rule, we don‟t accept D/P or D/A payment terms. This is our first transaction, and it is necessary for us to insist on L/C payment terms.A：Frankly speaking, it will add to the cost of our imports to open an L/C with a bank, especially for such a huge order. What‟s more, it will cause us a great deal of difficulty.B：I appreciate your position, but it can‟t be helped. If we must pay to make the goods and then wait for months for you to pay, we shall have money trouble, too.A：But it‟ll be of great help if you are a bit more flexible and accept D/P terms. You see, it makes not much difference to you, on the other hand, it does mean great difference to us.B：I‟m terribly sorry. It‟s beyond our power to grant your request. D/P will put us to great trouble while an L/C will give us protection of the bank. We all know it very well. And the other way round, we also pay L/C for our imports.A：Well, it seems that we have no alternative other than accept L/C payment terms.But can you guarantee that shipment will be made as soon as you receive the L/C?B：There could be no doubt about it.。
国际贸易谈判情景对话
国际贸易谈判情景对话Kim: Welcome to our company. My name is Jeff Kim. I'm in charge of the export department. Let me give you my business card.金：欢迎到我们公司来。
我叫金哲夫，负责出口部。
这是我的名片。
Smith: I'll give you mine too.负责媒体拓展与维护，加强日常媒体沟通联络、关系维护、相关选题的配合和跟进，提升本地区媒体曝光量。
史密斯：这是我的名片。
Kim: Did you receive the sample we sent last week?金：你有没有收到我们上周寄给你的样品?Smith: Yes, we finished the evaluation of it. If the price is acceptable we would like to order now.史密斯：收到了，我们已进行了评估。
如果价格合适，我们现在就想订货。
优势:荷兰是欧洲的门户,很多跨国企业都将其在欧洲的总部设在荷兰。
荷兰已开设850多个用英语授课的专业课程,约95%的荷兰人会讲英语,对习惯于使用英语的中国学生来说,选择专业余地很大;学费与欧盟学生相同。
Kim: I'm very glad to hear that.金：听到这个我真高兴。
Alex: That would have to be something with children, right? Like if children or youngergenerations are spending more time on Facebook or on social media online than spending timewith their real friends outside playing or doing stuff in the park or going to special classes orsomething. I don't know. I don't have brothers or children or anyone that I could talk about butI don't know. What do you think?培养外贸及国际商务专业人才;使学生熟悉贸易全球化及全球经济的进程。
国际贸易合作谈判发言稿
国际贸易合作谈判发言稿尊敬的各位嘉宾们，亲爱的朋友们：大家好！首先，我要感谢主办方给我这个宝贵的机会，让我能够在这里与各位一同探讨国际贸易合作的议题。
今天，我将就国际贸易合作谈判问题谈谈自己的一些观点和看法。
国际贸易合作的意义不言而喻。
对于一个不断发展的经济体而言，开展贸易合作是提高经济效益、实现全球资源优化配置的关键。
在当今全球化的时代背景下，各国之间相互合作、互利互惠的贸易模式成为了共同发展的基础。
然而，我们也不可忽视面临的挑战。
全球市场经济的发展带来了激烈的竞争。
各国为了争夺市场份额，保护本国产业利益，不可避免地采取了一系列贸易保护措施。
这些措施往往以关税、非关税壁垒、贸易限制等形式存在，给自由贸易造成了不利影响。
因此，我们迫切需要通过国际贸易合作谈判来解决贸易争端和保护主义行为所带来的负面影响。
在谈判过程中，我们应遵循以下几点原则：首先，坚持平等原则。
谈判各方应平等对待，充分尊重各国的主权和利益，摒弃“零和游戏”思维。
只有平等的谈判才能实现双赢的局面。
其次，坚持开放原则。
贸易合作应该是开放的，各国之间应该实现市场准入的平等和公正。
通过开放市场，我们能够共享资源、技术和经验，促进贸易自由化和全球经济的繁荣。
第三，坚持互利共赢原则。
贸易合作是为了实现互利共赢的目标，各方应在合作中共同分享机会和利益。
通过建立互惠关系和提升合作水平，我们能够实现更大的发展潜力。
最后，坚持规则制度原则。
国际贸易合作需要遵守国际规则和规范。
各方应共同推动多边贸易体制的发展，加强对国际贸易规则的执行和监督，维护公正、公平的贸易环境。
为了推动国际贸易合作的谈判进程，我提出以下建议：一是加强多边合作。
各国应加强与世贸组织的合作，推动多边贸易体制的改革和完善。
这其中包括提升世贸组织的议事规则和决策效力，确保其在国际贸易谈判中发挥积极的引领作用。
二是推动区域经济一体化。
各个区域贸易协定应该加强合作，建立统一的贸易标准和规则。
国际商务谈判模拟对话_谈判技巧_
国际商务谈判模拟对话总部影响力是谈判成功的关键，因此如果请总部高层管理者参加与注重等级制文化的对手的谈判，那么职位在说服和表达开展业务的兴趣方面起着重要的作用。
下面小编整理了国际商务谈判模拟对话，供你阅读参考。
国际商务谈判模拟对话：情景英语对话注释Dialogue 1:A: So, thank you for coming, everyone. It's really a pleasure to see you all here. First of all, may i suggest you take a look at the agenda i sent you? Would you like to make any comment on that?B: Yes, i wonder if we can begin with shipment question first. We really need to come to an agreement on that before anything else.A: That's true, but it's also a very difficult issue. That's the reason why i put it last. I thought it might be a good idea for us to start with the points we have in common. We'll move on to the shipment issue after that.B: All right. That sounds reasonable.A: Well, before we go any future, I would like to say strongly how i feel that it's in both our interest to reach an agreement today. The market is becoming even more competitive and our combied strength will give us some big advantages, not least in terms of the dealer network. Now, i think Richard would like to say a few words about that.点睛注释：1. make comments on sth 对某事进行评论Example: Would you make comments on our women's garments in current design?您对我们流行女装款式有何评论Ohlook very nice! 哦，看起来很漂亮2. have sth. in common: 有共同点Example: The two firms have very little common in selling strategies. 这两家公司在销售策略上没有什么共同点。
国际交易磋商对话范文
国际交易磋商对话范文摘要：一、概述国际交易磋商的目的和重要性二、介绍国际交易磋商的基本环节三、提供国际交易磋商对话范例及解析四、总结国际交易磋商的关键技巧和注意事项正文：在国际贸易中，交易磋商是不可或缺的一个环节。
其目的是在买卖双方之间建立信任，明确双方的权利和义务，为后续的交易流程奠定基础。
本文将详细介绍国际交易磋商的基本环节、对话范例及关键技巧，帮助您在国际贸易中取得成功。
一、国际交易磋商的目的和重要性国际交易磋商是买卖双方就商品或服务的交易进行讨论和协商的过程。
磋商的目的在于达成一致，消除交易中的不确定性。
其重要性体现在以下几点：1.确定交易条款：磋商过程中，双方就价格、数量、质量、交货时间等关键条款达成一致，为后续交易提供依据。
2.建立信任：通过磋商，双方加深了解，建立信任关系，为后续合作奠定基础。
3.预防和解决纠纷：磋商中明确双方的权益和义务，有助于预防和减少交易过程中的纠纷。
二、国际交易磋商的基本环节1.开场：双方礼貌问候，介绍自己和公司背景，表达合作意愿。
2.询盘：买方询问商品或服务的详细信息，如价格、质量、规格等。
3.报价：卖方根据买方的需求，提供具体报价，包括价格、数量、交货时间等。
4.还盘：买方对卖方的报价进行回应，提出自己的意见和需求。
5.谈判：双方就交易条款进行讨论，协商解决分歧，达成一致。
6.签订合同：在磋商达成一致后，双方签订正式合同，确认交易条款。
三、国际交易磋商对话范例及解析以下是一个简单的国际交易磋商对话范例：买方：你好，我是来自ABC公司的采购经理。
你们的商品质量如何？卖方：你好，感谢您的询问。
我们的商品均经过严格质量检测，符合国际标准。
您有什么具体需求吗？买方：请问你们的报价是多少？我们需要100件商品，交货时间是多久？卖方：报价是根据市场行情和商品数量制定的。
关于100件商品的报价是XXX美元。
我们保证在收到订单后15天内完成交货。
买方：报价稍微有些高，能否优惠？我们需要在10天内交货，这对我们来说非常重要。
第七小组国际贸易谈判剧本(最后修订版)(2)
黄春燕：进口商彭媛媛：出口商康祖恩：进口方经理张磊：出口方经理（兼跟单员）何康：工厂代表（兼旁白）旁白：江西轻工艺进出口有限公司和纽约日用品进出口公司是有多年贸易往来的二家公司，合作一直很愉快，纽约日用品进出口公司决定在下一年度扩大对中国扇子的进口业务，所以其公司的董事长决定和其总经理这次亲自来到中国与他们谈论就下一年度的合作计划进行在一次的谈判。
场景一：第一天，江西轻工艺进出口有限公司的张经理负责去机场接待来自纽约日用品进出口公司的国外客户。
zhang: Good morning. I'm Zhang Lei, Miss Peng's secretary. Welcome to China. Kang: Thank you. Mr Zhang. Let me introduce first. This is Miss.Huang, the chief executive officer of our company.Zhang: It’s certainly a pleasure to meet you.Huang: My pleasure.Zhang: There’s a car waiting for you just outside the door. Right this way .please. Kang: OK!Zhang: Let me carry your cases for you, and please get in the back.Kang: Thanks. That’s very kind of you.Zhang: How was your flight? Miss.Huang.Huang: It’s comfortable, but now I’m a little tired.Zhang：we’ll reach the jiangxi hotel in another ten minutes. When we arrived there, you can go up and have a rest. It’s the best hotel here.Huang: Thank you.Peng: If it’s convenient for you, Miss.Huang would like to invite you to the banquet in honor of you in the evening.Peng Kang: Thank you!Kang: By the way, when and where will the dinner be?Zhang: At six o’clock in the international Hotel. We’ll pick you up this afternoon. Besides, if you care for visting, we’ll arrange some sightseeing for you .Kang: Oh,That’s nice. Thank you for arranging all of this.场景二第二天，江西轻工艺进出口有限公司的彭董事长在公司接待了美国代表团，双方就下一年度的贸易合同进行了洽谈。