英文商务谈判
第一回合（肖彬）于，王，苏等是都是美国的健身用品优秀的经销商，此次是崔，肖，苏第一回与他交手。
就在短短几分钟的交谈中，崔就感到这个人肯定是沙场老将，自己绝不可掉以轻心。
双方第一回过招如下：于: We‘d like to get the ball rolling（开始）by talking about prices.崔: Shoot.（洗耳恭听）We‘d be happy to answer any questions you may have.鲁记昌: Your products are very good. But We’re a little worried about the prices you‘re asking.陈燕花: You think we about be asking for more?(laughs)王世顺: (chuckles莞尔) That‘s not exactly what we had in mind. We know your research costs are high, but what we‘d like is a 25% discount.苏士彪: That seems to be a little high, Mr. Wang. I don‘t know how we can make a profit with those numbers.范景芝: 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?陈胜男: Yes, but it‘s hard to see how you can place such large orders. How could you turn over（销磬）so ma ny? (pause) We‘d need a guarantee of future business, not just a promise.于: We said we wanted 1000 pieces over a six-month period. What if we place orders for twelve months, with a guarantee?崔: If you can guarantee that on paper, I think we can discuss this further.第二回合（彭英明）崔等回公司呈报于，王等的提案后，老板很满意对方的采购计划;但在折扣方面则希望崔等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: 崔: Even with volume sales, our coats for the Exec-U-Ciser won‘t go down much.鲁记昌: Just what are you proposing?陈燕花: 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%.苏惠娟: That‘s a big change from 25! 10 is beyond my negotiating limit. (pause) Any other ideas?苏士彪: We don‘t think We can change it right no w. Why don‘t we talk again tomorrow?于: Sure. I must talk to my office anyway. I hope we can find some common ground（共同信念）on this.NEXT DAY王世顺: We‘ve been instructed to reject the numbers you proposed; but we can try to come up with some thing else.孔海霞: we hope so. Our instructions are to negotiate hard on this deal――but We’re try very hard to reach some middle ground（互相妥协）.范景芝: We 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%.崔: We can‘t bring those numbers back to our office――they‘ll turn it down flat（打回票）.于: Then you‘ll have to think of something better第三回合于等上回提议前半年给他们二成折扣，后半年再降为一成半，经崔等推翻后，于等再三表示让步有限。
您知道崔等在这折扣缝隙中游走，如何才能摸出双方都同意的数字呢？他们从锦囊里又掏出什么妙计了呢？请看下面分解：陈燕花： How about 15% the first six months， and the second six months at 12%， with a guarantee of 3000 units？苏慧娟： That's a lot to sell， with very low profit margins.孔： It's about the best we can do. （pause） We need to hammer something out （敲定）today. If We go back empty-handed， We may be coming back to you soon to ask for a job. （smiles）王世顺：（smiles） O.K.， 17% the first six months， 14% for the second？！陈胜男： Good. Let's iron out（解决）the remaining details. When do you want to take delivery（取货）？鲁记昌： We'd like you to execute the first order by the 31st.陈燕花： Let us run through this again： the first shipment for 1500 units， to be delivered in 27 days， by the 31st.于： Right. We couldn't handle much larger shipments.苏世彪： 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.崔： We can agree to that. Well， if there's nothing else， We think we've settled everything.于： This deal promises big returns（赚大钱）for both sides. Let's hope it's the beginning of a long and prosperous relationship.第四回合今天Robert的办公室出现了一个生面孔――Kevin Hughes，此人代表美国一家运动产品公司，专程来台湾寻找加工。
接洽的加工产品市运动型“磁质石膏护垫”，受伤的运动员包上这种产品上场比赛，即可保护受伤部位，且不妨碍活动。
现在，我们就来看看两人的会议现况：R： We found your proposal quite interesting， Mr. Hughes. We'd like to weigh the pros and cons（衡量得失）with you.K： Mr. Robert Liu， we've looked all over Asia for a manufacturer；your company is one of the most suitable.R： If we can settle a number of basic questions， I'm confident in saying that we are the most suitable for your needs.K： I hope so. And what might be the basic questions you have？R： First， do you intend to take a position in（投资于……）our company？K： No， we don't， Mr. Liu. This is just OEM.R： I see. Then， the most important thing is the size of your orders. We'll have to invest a great deal of money in the new production process.K：If you can guarantee continuing quality，we can sign a commitment for 75，000 pieces a year， for five years.R： At U.S. $1000 a piece， we'll make an average return of just 4%. That's too great a financial burden for us.K： I'll check the number later， but what do you propose？R： Here's how you can demonstrate commitment to this deal. Make it ten years， increase the unit price， and provide technology transfer.第五回合Robert在前面的谈判最后提出签约十年的要求，Kevin会不会答应呢？如果答案是否决的话，Robert又有何打算？他一心为公司的利益打算，极力争取技术转移地协定，而对方会甘心出让此项比金钱更珍贵的资产吗？请看以下分解：K： We can't sign any commitment for ten years. But if your production quality is good after the first year， we could extend the contract and increase our yearly purchase.R： That sounds reasonable. But could you shed some light on（透露）the size of your orders？K： If we are happy with your quality， we might increase our purchase to 100，000 a year， for a two-year period.R： Excuse me， Mr. Hughes， but it seems to me we're giving up too much in this case. We'd be giving up the five-year guarantee for increased yearly sales.K： Mr. Liu， you've got to give up something to get something.R： If you're asking us to take such a large gamble（冒险）for just two year's sales， I'm sorry， but you're not in our ballpark（接受的范围）。
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。
英文商务谈判对话
英文商务谈判对话谈判过程中，技巧很是重要，首先是要端正自己的态度，然后充分了解谈判对手，要准备多套谈判方案，争取建立融洽的谈判氛围，设定好谈判禁区，谈判中语言尽量精准简练。
下面店铺整理了英文商务谈判对话，供你阅读参考。
英文商务谈判对话：实用对话Seller: This is our rock-bottom price, Mr. Lee.卖方：李先生，这是我们的最低价格了。
Buyer: If that's the case. there's not much point in further discussion. We might as well call the whole deal off.买方：如果是这样的话，那就没有什么意义再谈下去了。
我们还不如取消这笔生意算了。
Seller: What I mean is that we:ll never be able to come down to your price. The gap is too great.卖方：我的意思是说我们永远不可能把价格降到你们要求的价格。
差距太大了。
Buyer: I think it unwise for either of us to be inflexible. How about meetingeach other halfway?买方：我认为我们都这么强硬很不明智。
我们能不一能各让一半?Seller: What's your proposal?卖方：您的提议是什么?Buyer: Your unit price is 100 dollars higher than we want. Well, I suggest wemeet each other half way.买方：你们的单价比我们想要的价格高出100美元。
嗯，我建议各让一步。
Seller: Do you mean a further reduction of 50 dollars in our price? That'simpossible!卖方：您是说让我们再减价50美元吗?那真的不可能。
商务谈判英文模拟对话_谈判技巧_
商务谈判英文模拟对话谈判前，要对对方的情况作充分的调查了解，分析他们的强弱项，分析哪些问题是可以谈的，哪些问题是没有商量余地的;也要准备好商务谈判的对话内容，下面小编整理了商务谈判英文模拟对话，供你阅读参考。
商务谈判英文模拟对话：实例对话Now that we are all here, let's begin the talk, shall we?现在人都到了，咱们开始，怎么样?What do you think if we begin now?我们现在开始，好吗?If you don't mind, I think we'd better begin right away.你要是不介意，我们就开始吧。
Suppose we get down to business now?现在我们开始怎么样?Let's get straight down to business now?我们直截了当谈问题吧。
Well, I know you're all extremely busy, so why don't we get started?我知道你们都特别忙，那就赶紧开始吧。
As we are familiar with each other, let's come straight to the point.大家都是熟人，我们就开门见山吧。
We've gone too far off the point. Let's return to the topic under discussion.咱们离题太远了，还是回到正题上来吧。
Let's have a word about delivery, OK?咱们谈谈交货问题，好吗?Let's have a talk over the question of payment terms, if you don't mind.你要是不反对，我们就谈谈付款条件。
卖方商务谈判方案英文版
CatalogueⅠ、Negotiation ThemeⅡ、Negotiation TeamⅢ、 Preliminary Investigation⒈Industry Background⒉Our Business Background⒊Other Business BackgroundⅣ、Deep Analysis⒈Benefits the two parties want to get and the analysis of advantages and disadvantages through the negotiation⒉Negotiating issues identifiedⅤ、Negotiation ObjectivesⅥ、Negotiation ProcessⅦ、Negotiation Strategy⒈The start of negotiation⒉The analysis of strategies used in the mid-term negotiation⒊The final sprint stageⅧ、 Emergency PlanNegotiation matters with the British Lipton on tea wholesale Ⅰ、Negotiation ThemeThe negotiating cooperation around the central theme of tea procurement will be launched by the exchange of feelings to achieve peace negotiations and show our sincerity. We hope that both sides can reach a win-win situation over the negotiations through the exchange, and achieve the long-term cooperation in the future .Ⅱ、Negotiation TeamOur company:Chief negotiator: Yang Miaomiao (responsible for the negotiation matters on tea wholesale )Auxiliary negotiator: Chen Cong ( negotiation assistant)British Lipton:Chief negotiator: He Yanjiiao (marketing director)Auxiliary negotiator: Liu Xiaofei (Financial Officer)Ⅲ、 Preliminary Investigation⒈Industry BackgroundDomestic background of tea market: At present, China's tea production, domestic sales, tea exports are at best level in history,mainly due to the financial support from local government , the deepening reform of tea enterprise, the new capital and the new technology widely used in tea production, as well as the development of new tea products, which have injected new vitality into tea industry in China.British background of tea market : Nowadays,UK is the largest tea importer around the world. Britons are world-renowned as the person who enjoy drinking tea with the consumption of 160 million cups of tea per day. The tea they import from other countries are most of bulk tea , which is made through blending, packaging (small packages) or processed into a teabag after entering into the market. Britons pay more attention on the high quality of tea. Tea-drinking is deeply rooted in the British tea culture and usually in high-end consumer-oriented with a great variety of tea,which could be divided into Ceylon tea, Earl Grey, English breakfast tea, Irish breakfast tea and organic tea. In recent years, due to the strong growth of tea trade on green tea, Darjeeling tea, fruit tea, herbal tea and some other new varieties of tea, overall sales in the UK tea market decreased slowly. At this point, in order to maintain market share, the original merchants must introduce new varieties and seize new opportunities to develop tea markets.⒉Our Business BackgroundFujian Tea Import & Export Co., Ltd. is a foreign trade company held by China Tea Co., Ltd., which is under China National Cereals, Oils and Foodstuffs Corp. (COFCO). Established in February, 1950, our company has developed a business mode, led by foreign trade and integrated by agriculture, industry and trade. Our mission is to promote Chinese tea, pioneer Fujian tea, and provide tea products that are natural, healthy and delicious; the vision is to enhance values of our brand, employees and company with outstanding quality to achieve sustainable development and become the leading enterprise in Fujian tea industry.Fujian Tea Import & Export Co., Ltd.(hereafter refers to as Fujian Tea Co.) mainly engages in exporting special teas, which include oolong tea, jasmine tea, white tea, black tea, green tea, etc. We are always working on tea trade and supply base construction, and have built tea gardens according with the green food standards (in atmosphere, soil and water) and had organic gardens about 2533 hectares. Jian’Ou Ming Yuan Tea Co., Ltd., SongXi Rui Ming Tea Co., Ltd. and YongChun Rui Ming Tea Co., Ltd. are our main base companies. At the same time, we own Fuzhou and Fuxing tea processing factories, whose automatic production lines for oolong tea and jasmine tea are leading in this area, and inspection facilities are complete.In recent years, Fujian Tea Co. has been committed to the updating of products and the development of new products, and has introduced Japan’s advancedthree-dimensional triangle teabag equipment as well as Italian dual-chamber,no-aluminum-staple teabag machine--IMA C24 which is the only one at home now. The products are environment friendly, suitable for modern fashionable, convenient living needs, and favored by consumers at home and abroad.⒊Other Business BackgroundBritish Lipton has run the tea business for many years.In the UK, British Lipton owns 40% of the market share and is renowned over the world . There are enough idle funds which could be used for the tea investment.The aggregate investment budget is up to 3 million yuan.The company can choose tea suppliers from different countries. Ⅳ、Deep Analysis⒈Benefits the two parties want to get and the analysis of advantages and disadvantages through the negotiationOur interests: we hope to expand our production scale and advocacy effortsthrough international cooperation, so as to create a broader overseas market and increase the global awareness of our company.Other benefits: through the introduction of new varieties of tea to develop thetea marketOur advantage: We are selling the tea produced in the beautiful city Fujian .Nowadays, our company has developed a business mode, led by foreign trade and integrated by agriculture, industry and trade. Our mission is to promote Chinese tea, pioneer Fujian tea, and provide tea products that are natural, healthy and delicious; the vision is to enhance values of our brand, employees and company with outstanding quality to achieve sustainable development and become the leading enterprise in Fujian tea industry.Our Disadvantages: The export of small package tea ranked first in ourcountry, but poor sales of high-end tea gifts in foreign countries.Other advantages:British Lipton has run the tea business for many years.Inthe UK, British Lipton owns 40% of the market share and is renowned over the world . There are enough idle funds which could be used for the tea investment.The aggregate investment budget is up to 3 million yuan.The company can choose tea suppliers from different countries.Other disadvantages: the various unknown risks in the search for a new teamarket.⒉Negotiating issues identifiedQuestion 1:.T o negotiate the purchase quantity and the type of paymentAnalysis:It can be seen from the figure that, from 2007 January to 2010 November, the number of China's enterprises of refined tea processing industry has increased, but in 2011 the number of China's refined tea enterprises has significantly decreased,which relatively reduced the competition with our company. So our company has the ability to maintain good performance in production and trade.Question 2: matters about the product packagingAnalysis: The ancient people like to use tin to purify water to make the taste more sweet. Tin is non-toxic and harmless to the human bodies.The tea pot made of tin has the better function on fresh-keeping because the body of tank is quite thick.In the processing of packaging technology, general tank can adopt inclose deoxidizer packaging method, to remove the oxygen inside the package. Sealed cans use pneumatic, vacuum packaging. This negotiation is not only the generalization for our company’s products,but also can make the other company increased the business and trade,which is a win-win project where both sides could achieve opportunities for development .。
有关商务谈判的英文例子6篇
有关商务谈判的英文例子6篇有关商务谈判的英文例子 (1) 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 theprices 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 knowyour 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 wecan make a profit with those numbers。
D： Please， Robert， call me Dan. (pause) Well， if we promise futurebusiness――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 offuture business，not just a promise。
商务价格谈判英文对话
商务价格谈判英文对话商务价格谈判英文对话：价格对话24句1、Let’s get down to business, shall we?让我们开始谈生意好吗?2、Are those prices FOB or CIF?这些价格是船上交货价还是运费及保险费在内价?3、Are these prices wholesale or retail?这些价格是批发价还是零售价?4、That’s too high.价钱太高了。
5、Oh, no, this is the lowest price.噢，不，这是最低价。
6、Let us have your rock-bottom price.我们给你低价。
7、What’s the price range?价格范围是多少?8、They start at one hundred and fifty yuan and go up to two hundred yuan.它们以50元起价，至多到200元。
9、The price is quite reasonable.这价格相当合理。
10.The price is unreasonable.这价格高得不合理。
11、Can you make it a little cheaper? =Can you e down a little?=Can you reduce the price?你能不能算便宜一点?12、That sounds very impressive.那似乎非常好。
13、That sounds reasonable.那似乎非常好。
14、You’re offering us this product at 1800 yuan per unit-is that right?你提供我们的这种产品报价是每台1800元吗，对吗?15、We’d appreciate it if you could sell it to us for 1350 yuan per unit.如果你能以每台1350元的价格卖给我们，我们将不胜感激。
商务谈判技巧英文版（共3篇）（精简版）
商务谈判技巧英文版(共3篇)商务谈判技巧英文版(共3篇)篇一：商务谈判强大英语技巧商务谈判中的英语技巧与外商进行商务谈判时大多用英语进行，所以这个时候我们要注意避免跨国文化交流产生的歧义，交谈时尽量用简单、清楚、明确的英语，不说易引起对方反感的话语，如下列这些词语中就带有不信任色彩，可能会客户不愿积极与我们合作。
“to tell you the truth”，“I’ll be honest ith you…”，“I ill do my best．”“it’s none of my business but…”。
为了避免误会，我们可用释义法确保沟通顺利进行。
如，“e ould accept price if you could modify your specifications．”我们还可以说：“If I understand you correctly, hat you are really saying is that you agree to accept our price if e improve our product as you request．” 最后，为确保沟通顺利的另一个方法是在谈判结束前作一个小结，把到现在为止达成的协议重述一遍并要求对方予以认可。
另外在商务谈判还应注意下列问题：I “会听” 要尽量鼓励对方多说，向对方说：“yes”，“please go on”，并提问题请对方回答，使对方多谈他们的情况。
II 巧提问题用开放式的问题来了解进口商的需求，使进口商自由畅谈。
“can you tell me more about your campany?”“hat do you think of our proposal?” 对外商的回答，把重点和关键问题记下来以备后用。
进口商常常会问：“can not you do better than that?” 对此不要让步，而应反问：“hat is meant by better?”或“better than hat?”使进口商说明他们究竟在哪些方面不满意。
商务谈判Business Negotiation
Wood:I see.But if you can ，please work out as soon as possible.
伍德：我明白，但如果可以的话，请尽可能地解决。
Simth:Thanks.We have finally reached a basic agreement on the problems that should be worked out.
史密斯先生：谢谢。对一些需要解决的问题我们终于基本上 达成了共识。
Wood:Both of us parties have made a great effort.
伍德：为此我们双方都做出了很大的努力
Simth:That is ture .It is time for us to sign the contract.
史密斯先生：是的，该是我们签合同的时间了。
Wood:I have been looking forward to this moment. I will fax the counter-signed contract to you later .Each of us has two formal copies of the contract,one in Chinese and one in English.Would you keep these two copies?
史密斯先生：谢谢。对一些需要解决的问题我们终于基本 上达成了共识。
Smith:Yes,that is ok.I understand your position.
史密斯先生：是的，没问题。可以理解。
Wood：That is all right.But our company must test the website each month,of course,this can give you the best level of service.
【最新推荐】国际商务谈判英文案例-精选word文档 (6页)
本文部分内容来自网络整理，本司不为其真实性负责，如有异议或侵权请及时联系，本司将立即删除！== 本文为word格式，下载后可方便编辑和修改！ ==国际商务谈判英文案例A:为出口公司B:为国外进口公司场景一：价格谈判A和B开门走进办公室……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.(A递给B 一个产品目录册，B迅速地翻阅并作出标记)B:Yes,your flowers are pretty beautiful and leave me a deep impression.(A接过B递回的册子，翻阅)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.商务谈判案例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. 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?A: (考虑片刻)Considering it’s the first time we do business and long-term cooperation in future, we can cut 1 USD for the price which we usual don’t do .B:1 USD? It makes no difference.we need more.and to be frank,we want the price to be 20,25 and 40 USD for each kind.A:No,no,no,I think you are kidding….---,that’s a big cut ,andit will make us have no returns.B:(表情严肃，犹豫片刻)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: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.A:20% discount? The policy regulates the maxium discount iswithin 15% in our company. And if you want to get the discount,the units you ordered have to overpass 201X for each item.B:201X units?we can’t take that many.Though you can’t offer us 15% discount,10% is ok.I hope you can accept it.---A:---,we can grant 8% at most,that’s the best we can do.And I ensure we have allow the prelivige for you. (A’s cellphone rings)A:Sorry,---,please allow me to spare a few minutes for answering the phone. B:please help yourself.(A走出办公室，B掏出手机打电话)B:hello,is that ---,this is --- calling from---C:Hi,---,this is ---,How is the business going?B:It’s tough.we are discussing price.Have you seen the brochures I sent.For No10,20 and 30,they offer us unit price of 20,25 and 40 USD on trade term of CIF Sydney with quantity of 201X,1500 and 1500 for each kind,and they also allow a 8% discount,but I want to win more.What’s your idea?C:I have checked that.they have a good reputation and quanlity products,and the price condition is also competetive,if you can’t go further,accept thatl. B:Ok,I get it.byeA接完电话回来A:Sorry,I’ve be delayed. It’s an important call from my gerenal mangage. Let’s continue.(拿着册子看了下)I ensure we have offered you our best price. And I really hope we can begin our business relationship from this transaction.B:You are a good negotiator,and I accept that.A:Great,that’s a deal.Aft er a long negotiation,you must be tired.Now let’s go to have a rest and drink some coffee.场景二：包装、支付方式、保险等条款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: For No.10 ,each bunch of flower should be packed in a clear transparent plastic bag(透明塑料袋) ,each bag to a paper box, 100 boxes to a carton(纸板箱).we require the plastic bags should be in 7 different colors, and the quality of each bag should be grade AAA with degree of transparency(透明度) of 100%.A: Grade AAA is large spend for us, we can’t meet your standard. The most we can do is to use gradeA. If you insist, we have to take 15 cents extra charge foreach bag.B: If you can guarantee the quality and make sure each bunch of flower to reach customers without defections(缺点), I can agree that.A: Please don’t worry,---,we can guarantee.B: For No20 and No30, each pot of flower to a wooden box,each box should be moisture-conditioned.6 articles of No.20 and 6 aritcles of No30 to a wooden case.A:It will be a waste of wood,if you use box and case at the same time.we can use wood blocks to separate the flowerpots.B:No,I can’t agree.If having no case packing, the flowers are inconvenient to convey and easy to be broken.So please do as I say.A:Ok.And what’s the requirement for shiping marks?B:We need cartons and wooden boxes painting our company name for short,loading port and number.And of course,some indicationmarks,such as fragile,keeping upright should be put on. A:Anything more?B:I think no more. That’s all.A:I get it. For package,it’s setttled. 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. I t’s the policy in our companythat we have to accept L/C when we are in business for the first time.B:But I’m afraid that if there’s many times of remedy forL/C,it will waste alot of time, and we can’t get the flowers on the best occasionto sell. Then how about D/P?A:Sorry,---. We have to obey the regulation.B:But who will take the loss when you delay our time to sell the flowers?A:Perhaps. Then I have to go against the policy. 70% of the sales money should be paid by L/C, the balance by D/P. We can’t go further.B:Ok. What bank will be suitable for your negotiation?A:Bank of China quanzhou branch.B:Sorry, we have no business with bank of China,we usually choose HSBC for negotiation bank in China.A:That will be inconvenient for us. To draw the money, we have to go to xiamen.B:We will allow HSBC to transit its transaction to BOC. Is that ok? A:Alright.切换场景 A给B端一杯咖啡…..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 orinigalsand 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 have a look.---B: (仔细看了下)All have been in the list. A:(起身，伸出手，同---握手)Thank you,---. I hope this is a very excellent begin of 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’pɔmini:].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 canundertake 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 theinvoice value covering all risks as per ICC.A:130% and all risks? That will increase以下文字仅用于测试排版效果, 请使用时删除！冬是清寒的。
商务谈判英文对话
商务谈判英文对话A: Well, we've settled the question of price, quality and quantity. Now what about the terms of payment?好吧，既然价格、质量和数量问题都已谈妥，现在来谈谈付款方式怎么样?A: Of course, i don't know Smith at all, but you've got to be on your guard against George. I told you about our negotiating with him in New York three years ago, didn't I?B: All right.好的。
A:Since we are old friends, I suppose D/P or D/A should be adopted this time as the mode of payment.咱们是老朋友了，我想这次应该用D/P或者D/A付款方式吧。
B:We only accept payment by irrevocable letter of credit payable against shipping documents. 我们只接受不可撤消的、凭装运单据付款的信用证。
A:I see. Could you make an exception and accept D/A or D/P?我明白。
你们能不能破例接受承兑交单或付款交单?B:I'm afraid not. We insist on a letter of credit恐怕不行，我们是坚决要求采用信用证付款。
商务谈判对话A:To tell you the truth, a letter of credit would increase the cost of my import. When I open a letter of credit with a bank, I have to pay a deposit. That'll tie up my money and increase my cost.老实说，信用证会增加我方进口货的成本。