英语商务谈判稿

A :Annie He（卖方）B: Kitty Chen （卖方）广州卡路·约翰服装公司

C: David Xu(买方) D: Carol Zeng（买方）上海ABC进出口贸易有限责任公司

道具：card，samples ，price sheets，paper，phone.

Part 1首先A带C D参观成衣，然后回到会议室谈判。

B: Good afternoon, Mr Xu. It’s been one year since our first meetin g in shanghai trade fair .How are you getting on?

C：Fine, thank you. I’m here for your new product. Let me introduce you to Carol Zeng, general of our company .

B: How do you do, Miss Zeng?

D: How do you do, Miss Chen? This is my card。I’ve heard a lot abo ut your company .We’re very interested in your products.We would be glad to start business with you.

B: I’m very glad to hear that . We have put some newly –developed products on exhibition . What about having a look at the samples first?

D: Oh, that is great. Thank you very much.

B：Follow me, please.

Part 2 建立友好氛围,闲聊。

(After they have looked at the samples, they go to the meeting room ) A : You must be David Xu. I’m Annie He ,the new manager of the sales department.

C :Nice to see you ,Miss He .

A: Nice to see you., too . Kitty has told me that you are our old client. B: We have a good co-operation last time.

C: Yes.This is Carol Zeng, the import manager of the ABC Company.

A : How do you do, Miss Zeng?

D: How do you do, Miss He.

B : Before we start ,would you like something to drink ?

C :yes ,please .(看一下D)

D: sure.

B: What would you like ,tea or coffee ?

D: Coffee ,please .

B：OK. And you？

C: Well,I would like green tea ,I’m a little thirsty after walking a day .

B: No problem。

A: Come and take a seat ,please .

A：thank you for coming to visit us ,how’s your flight?

D : The flight is all right ,thank you .

A :Is this your first time to visit Guangzhou ?

D : yes , it’s a beautiful city.

Part 3 正式开谈

A : OK , Shall we get into business right now ?

D : Sure .

A :As Kitty have shown you our new products ,how do you feel like our products ?

D: They are very impressive ,but we are not sure about the quality. B: You can rest assured .The quality of our products are guaranteed. D: Good .W e’re thinking of trying some out .

A :I’m glad to hear that, Mr Xu. Would you let us know what else you require so we can work out the offer ?

D: Our orders depend greatly on the prices.Could you give me an indication of the price first?

A :Here is our latest FO

B price sheets .All the price on the sheets are subject to our final confirmation .

D:OK.

(have a look)

D：Excuse me ,I think Carol and I need a talk .

A : Take your time ,please .

Part 4

D :Well ,we’ve studied your offer. And I’m afraid we have can’t do