(整理)商务谈判对话英文版..pptx
国际商务谈判英文版PPT-7 . Pre-negotiation Activities
7.1 Introduction
• Setting clear and realistic negotiating goals is a nother essential pre-negotiation task since clea r goals help negotiators decide which concessi ons they could make, if necessary
7.2 PRE-NEGOTIATION PLANNING
7.2.1 Planning tasks
• the negotiations promised to be so complex tha t they had to be preceded by an entire pre-neg otiation campaign of activities
– The extent to which the interaction is contr olled by the agenda is strongly influenced by cultural factors
7.2 PRE-NEGOTIATION PLANNING
7.2.6 Goal-setting
– Find out what the other side’s goals and priorities ar e. This information will help you develop appropriat e negotiating strategies, tactics and counter-offe rs
• Clear, precise goals, formulated at the planning stage, help negotiators decide, for instance, whi ch concessions and which tradeoffs they could make
商务谈判对话英文版
商务谈判对话英文版The meeting een Miss Lin from XXX Co。
Ltd and Miss Cai from James Brown & Sons began with a polite exchange of greetings。
Miss Cai introduced her colleagues。
including her manager。
sales department head。
and client XXX that they had come to discuss their XXX to see the price-list and XXX made price-list that covered the most popular items on their market.Miss Cai。
as you may already know。
our high-quality products have been well-received in many countries。
Therefore。
quality should be an XXX.I agree with your point。
but the price difference should not be too significant。
If you wish to secure the order。
you will need to lower the price。
Is that reasonable?Well。
in order to assist you in developing your business。
we may XXX on the price。
However。
we cannot lower it to such a large extent.If you are prepared to ce your prices by 8%。
商务谈判英语对话
商务谈判英语对话John: I#39;m afraid we can#39;t. This is our rock bottom price./Michael: Well, I#39;ll accept the price and place an initial order of 10,000 units.一、John: Itrsquo;s nice to meet you. Welcome to our company. My name is Jeff John. I#39;m in charge of the sales department. This is my business card.约翰：欢迎到我们公司来。
我叫约翰哲夫，负责销售部门。
这是我的名片。
Michael: Good morning, Mr. John. Glad to meet you.I#39;ll give you mine too.迈克尔：这是我的名片。
John: Did you receive the sample we sent last week?约翰：你有没有收到我们上周寄给你的样品？Michael: Yes, we finished the evaluation of it. If the price is acceptable we would like to order now.迈克尔：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。
John: I#39;m very glad to hear that.约翰：听到这个我真高兴。
Michael: If you are prepared to cut down your price by 8%, we might come to terms.迈克尔：如果你们能降低8%，我们可能会达成交易。
John: 8%? Irsquo;m afraid you are asking too much. Actually, we have never gave such lower price. For friendshiprsquo;s sake, we may exceptionally consider reducing the price by 5%. This is the highest reduction we can afford.约翰：8%降的太多了，事实上，我们从来没有给过这样低的价格。
商务谈判对话英文版
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 pany 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 dont believe weve met.我们以前没有见过吧?B: No, I dont 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: Heres my name card. 这是我的名片。
B: And heres mine. 这是我的。
A: Im 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 pany will buy in a batch of pters, 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 pany 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。
商务英语商务谈判对话
商务英语商务谈判对话Kim: Welcome to our company. My name is Jeff Kim. Im 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: Ill give you mine too.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。
Kim: Im very glad to hear that.金：听到这个我真高兴。
Smith: Whats your best price for that item?史密斯：这种货你们最低价是多少?Kim: The unit price is $12.50.金：单价是12.50美元。
Smith: I think the price is a little high. Cant you reduceit?史密斯：我觉得这个价贵了点，你能不能减一点?Kim: Im afraid we cant. $12.50 is our rock bottom price. If you purchase more than 10,000 units we can reduce it to $12.00.金：恐怕不行，12.50美元是我们的底价。
如果你订货超过10,000件，我们可以减到12.00美元。
Smith: Well, Ill accept the price and place an initial order of 10,000 units.史密斯：行，我接受这个价格，第一批订10,000件。
商务谈判对话英文版
(一)The seller Miss Lin representing Huaxin Trading Co. Ltd. The buyer Miss Cai representing James Brown & SonsA: Good morning, Miss Cai. Glad to meet you.B: Good morning, Miss Lin. It’s very nice to see you in person. Let meintroduce my colleagues to you. This is my manager, Miss Cai. A: How do you do? Miss Cai.B: How do you do? Mr. Wang. Nice to meet you.B: ……And this is Mr. Cai. He is in charge of sales department. This isMiss Huang. She is in charge of business with clients.A: Nice to meet you, Mr. Cai, Miss Huang.B: Nice to meet you, Miss Lin.A: How are thing going?B: Everything is nice.A: I hope through your visit we can settle the price for our Chinaware,and conclude the business before long.B: I think so, Miss Lin. We came here to talk to you about ourrequirements of HX Series Chinaware. Can you show us yourprice-listand catalogues?A: We’ve specially made out a price-list which cover those items mostpopular on your market. Here you are.B: Oh, it’s very considerate of you. If you’ll excuse me, I’ll go over yourprice-list right now.A: Take your time, Miss Cai.B: Oh, Mr. Wang. After going over your price-list and catalogues, we areinterested in Art No. HX1115 and No. HX1128, but we found that yourprice are too high than those offered by other suppliers. It would beimpossible for us to push any sales at such high prices. A: I’m sorry to hear that. You must know that the cost of production hasrisen a great deal in recent year while our prices of Chinaware basicallyremain unchanged. To be frank, our commodities have always come up toour export standard and the packages are excellent designed and printed.So our products are moderately priced.B: I’m afraid I can’t agree with you in this respect. I know that yourproducts are attractive in design, but I wish to point out that your offersare higher than some of the quotations. I’ve received from yourcompetitors in other countries. So, your price is not competitive in thismarket.A: Miss Cai. As you may know, our products which is of high qualityhave found a good market in many countries. So you must take qualityinto consideration, too.B: I agree with what you say, but the price difference should not be so big.If you want to get the order, you’ll have to lower the price. That’s reasonable, isn’t it?A: Well, in order to help you develop business in this line,we mayconsider making some concessions in your price, but never to that extent.B: If you are prepared to cut down your prices by 8%, we might come toterms.A: 8%? I’m afraid you are asking too much. Actually, we have never gavesuch lower price. For friendship’s sake we may exceptionally considerreducing the price by 5%. This is the highest reduction we can afford.B: You certainly have a way of talking me into it. But I wonder if whenwe place a larger order, you’ll farther reduce your prices.I want to orderone container of HX1115 and 438 sets of HX1128.A: Miss Cai, I can assure you that our price is most favourable. We aresorry to say that we cannot bring our price down to a still lower level.B: OK. I accept. Now, let’s talk about the terms of payment.Would youaccept D/P? I hope it will be acceptable to you.A: The terms of payment we usually adopt are sight L/C.B: But I think it would be beneficial to both of us to adopt more flexiblepayment terms such as D/P term.A: Payment by L/C is our usual practice of doing business with allcustomers for such commodities. I’m sorry, we can’t accept D/P terms.B: As for regular orders in future, couldn’t you a gree to D/P?A: Sure. After several smooth transactions, we can try D/P terms.B: Well, as for shipment, the soon the better.A: Yes. Shipment is to be made in April, not allowing partial shipment.B: OK. I see. How about packing the goods?A: We’ll pack H X1115 in carton of one set each, HX1128 in cases of oneset each, two cases to a carton.B: I suggest the goods packed in cardboard boxes, it’s moreattractivethan cartons. Do you think so?A: Well. I hope the packing will be attractive, too.B: For transaction concluded on CIF basis, insurance is to be covered bythe sellers for 110% of invoice value against WPA. Clash & Breakage andWar Risk.A: This term less these goods should damage in transit. I agree with it.B: I’m glad we have brought this transac tion to a successful conclusionand hope this will be the beginning of other business in the future. Let’sconfirm these items we concluded at the moment.A: Yes. We concluded as follows: 542 sets of HX1115 at the price of USD23.50 per set to be packed in cardboard boxes of one set each and to beshipped CIFC5 Toronto; 438 sets of HX1128 at the price of USD 14.50per set to be packed in case of one set each, two cases to acardboard boxand to be shipped CIFC5 Toronto.B: All right. By the way, when can I expect to sign the S/C? A: Miss Cai, Would it convenient for you to come again tomorrowmorning. I’ll get the S/C ready tomorrow for your signature. B: That’s fine. See you tomorrow. Goodbye, Miss Lin.A: See you and thanks for coming, Miss Cai.(二)A The seller: Miss Li representing Huaxin Trading Company LimitedB The buyer: Mr. Huang representing James Brown & SonsA: Good morning, Mr. Huang. Glad to meet you.B: Good morning, Miss Li. Glad to meet you, too. It is my first time tovisit Shanghai. Shanghai has been known to me as an interaction port citybefore I came here.A: We always take attention to establish business relations with the newclients in other countries. I wish we will have a good time this morning.B: I come here to visit you hoping to have a discussion with you on thepurchase of your HX Series chinaware.A: Which Art. No. are you interested in?B: HX1115 and HX1128.A: Which price terms do you prefer, FOB, CFR, or CIF?B: CIF.A: The price of HX1115 is USD 24.19 per set CIF Toronto. The price ofHX1128 is USD 14.93 per set CIF Toronto. It is understood that theabove prices are net, without any commission.B: I am afraid it goes against the usual commercial practice not to allow acommission.A: We are prepared to grant you a 5% commission. 442 sets of HX1115 atthe price of USD 24.68 per set CIFC5 Toronto; 338 sets of HX1128 at theprice of USD 15.23 per set CIFC5 Toronto.B: I’m afraid your prices appear unworkable.A: I am assuring you that our prices are most favorable. Atrial sale willunvoiced you of my words.B: Unless the prices could match with the market level, it is difficult topersuade customers to purchase with you. In order to conclude thetransaction, I think you should reduce your price to USD 23.00 per set ofHX1115. Will you consider cutting down your price to USD 14.20 per setof HX1128.A: As the raw material has advanced by 10% during the last few monthsand the prices are going up, owing to the rise in the cost of raw materials.We can’t accept this prices.B: I think it unwise for both of us to insist on his own prices. Can we eachmake some concession, say, the price of HX1115 is USD 23.50 per setCIFC5 Toronto; the price of HX1128 is USD 14.50 CIFC5 Toronto? A: If we accept your prices, we will not leave a little ofmargin of profit.B: I am afraid we have to call the whole deal off if you still insist on youroriginal quotation.A: Well for friendship’s sake, we are prepared to make a 5% reduction ifyour order is big enough. Our minimum quantity is a 20’ container foreach article.B: Our quantities are 542 sets of HX1115 and 438 sets of HX1128.A: OK.B: Shall we have a talk about terms of payment now?A: Our usual payment terms are by confirmed, irrevocable L/C payableby sight draft against presentation of shipping documents and to reach us30 days before the month of shipment.B: To open an L/C will cause us a great deal of difficult. It’s expensive toopen an L/C and ties up the capital of a company like ours. So it’s betterfor us to adopt D/P or D/A.A: L/C at sight is our usual payment terms.B: It is better for us to adopt D/P at sight than L/C at sight.A: We have never granted D/P terms to any new clients. So we hope youcan accept the L/C terms. After several smooth transactions, we can tryother terms.B: We can’t help it if you insist requiring payment by L/C at sight. By theway, what cover will you take out?A: The insurance is to be covered by us for 110% of invoice value againstWPA Clash & Breakage and War Risks as per the Ocean Marine CargoClauses of PICC (1981.1.1).B: All right. How would you pack the goods?A: HX1115 is to be packed in cartons of one set each. HX1128 is to bepacked in cases of one set each, two cases to a carton.B: I hope the packing will be attractive. Nice packing helpsfind a market.Please give special attention to the packing or the goods could bedamaged in transit.A: All right.B: When is shipment to be made?A: Shipment is to be made before or on April 30, 1998.B: We have to point out that the goods are not allowing partial shipment.A: OK. By the way, what are the Ports of Shipment & Destination?B: Shanghai and Toronto.A: I’m glad we have brought this transaction to a successful conclusionand hope this will be the forerunner of other business in the future.B: All right. I accept your offer of 542 sets of HX1115 at the price ofUSD 23.50 per set, and 438 sets of HX1128 at the price of USD 14.50 perset. Shipment is to be made no later than April 30, 1998 after receipt ofL/C and not allowing partial shipment. The Ports of Shipment &Destination are from Shanghai to Toronto. HX1115 is to be packed incartons of one set each and HX1128 is to be packed in cases of one seteach, two cases to a carton. The payment terms are by L/C at sight.Insurance is to be covered by you for 110% of invoice value against WPAClash & Breakage and War Risks as per the Ocean Marine Cargo Clausesof PICC (1981.1.1).A: That’s right. I will get the Sales Confirmation ready tomorrow for yoursignature. Would it be convenient for you to come again tomorrowmorning?B: OK. We expect to find a good market for your goods and hope to placefurther and large orders with you in the near future. See you tomorrowmorning. A: See you.。
商务谈判英语课件
学习交流PPT
5
Give a Quotation
How does sound to you? How about ? How do you feel about…? A Guarantee Purchase of …….
How would you feel about 15 USD per unit? Is 12 cents acceptable to you? We're prepared to guarantee purchase of one million units for the first year. If your annual purchases fall more than 5 percent below target, would you be willing to consider a penalty?
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END Thank you！
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I’d like to propose some ideas after I finished the research.
I’d like to put forward that we need to hire a new assistant.
I’d like to suggest we plan an event for all the employees.
Here are some idea I’d like to share/ discuss/ propose to you.
学习交流PPT
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Make A Proposal
商务谈判英语对话
商务谈判实训B131203 Group 4PART A:Luoyang Institute of Science and Technology Purchasing Manager :RebeccaChief Accountant :TaylorAssets Administrator :DaisyPART B:Sales Manager :ViennaTechnician Engineer :MollyRebecca: Morning, welcome to Lou yang Institute of Science and Technology, I'm purchasing manager, Rebecca, this is our chief accountant, Taylor, and Daisy ,our assets administrator.Vienna: Nice to meet you,(shake hands with Rebecca ,and take a bow)My name is Vienna ,Sales manager of Sanyo Electric, and this is our technician engineer, Molly. He can explain more detail about the product.(Molly shakes hands with Rebecca, and make a bow either)Rebecca: Before the meeting, would you like some coffee or tea?Molly: Tea, please.Vienna: Black coffee, thank you.(Someone send cups)Taylor: You must have had a tiring journey.Vienna: Thanks .It is worthwhile to travel, if we can get the deal we wanted. Daisy: That's what we expect either.(Everyone smile).Rebecca: Fine, (turn the page of documents), We're here today to discuss more detail about purchasing large quantities of projectors. We'll have a question and answer session at the end.Vienna: Sure, (Meanwhile , stand up and give the proposal and the introduction to Rebecca, Taylor, Daisy),I believe you have known more about our company and thequality of our projectors are the best . Here is the list of our latest products. I'd like to introduce these two........Rebecca: I'm sorry to interrupt you .I'd like to add that, the projector we must be durable to withstand the repetitive opening and closing; therefore, we particularly favor the old models with excellent word of mouth.Daisy: What's more, the price is preferably not too high.Vienna: Okay, let me see.( scan the catalog, and find two product introductions, and give them to Rebecca, Taylor, Daisy ) This has the best sales volume.Molly: This type Sanyo PLC-XW270C . As we know, it can be used for a long time ,and consumed less energy. Besides , it can also be in standby mode more longer than other projectors in same prize.Vienna: Most interesting is that this model has higher definition which means the image of this projector is clearer.Daisy: How about the intensity of light?Molly: Its light can be adapted to the variety of the environment .We can guarantee that after a long time watching, you won't feel eye strain.Daisy: Well, how about the operation of this kind of projectors? Is it complicated to operate for teachers?Molly: Absolutely no .The operation of our products is simple .What's more, you can control them by laser pen.Taylor: That's great. What's your opinion?Daisy: It sounds (it) suit for teaching work very muchMolly: I'd like to point it up that if you open and close all the time ,it will soon break down.(Every smile)Taylor: Great, let's talk more about the price.Molly: Wait a minute .I'd like to introduce something about this one. ( find the introduction and give them to Rebecca, Taylor, Daisy)This one is the main product in our new products this year. Because of our new technology, this type is high-end machines with a low price. Longer working time, and clearer projection easier operation are not their only advantage .It can't be damaged easily.Daisy: That sounds interesting. How much is it?Vienna: The type of Sanyo PLC-XW270C are 4500 yuan and the type SanyoPLC-WTC500L are 12000 yuan.Rebecca: Oh, the Sanyo PLC-WTC500L is much expensive .At most, we can buy one or two.Daisy: I think we can just choose the Sanyo PLC-XW270C.It's only 225000 yuan. Molly: But, if you buy the Sanyo PLC-WTC500L, we can change the damaged part for free in five years.Taylor: How about the maintenance..Molly: Of course we can provide free three-year warranty.Taylor: No replace worn part?Molly: That’s right.Rebecca: But the price of Sanyo PLC-WTC500L is expensive. I'm afraid that we can't accept, we also need more items after service.Daisy: But, I doubt that it’s much more expensive. That 4500 yuan is too much , I’m sorry not to accept that.Vienna: Okay, then how much can you accept? We can adjust the prize as appropriate.Taylor: No more than 4000 yuan each ,or I hope these projector can be replaced worn part for free in 3 years.Vienna: We can’t accept that, I’m afraid that it’s impossible. We will try our best to meet your demand. How about 210000 yuan in total?Daisy: 210000yuan and the worn part can be replaced in 3 years for free.Molly: Oh my goddess. That’s out of the question madam! We can’t accept that! Vienna: Calm down, please, Molly. I’d like to add something more. ThePLC-WTC500L is the main product in our new products this year. And it’s really good value for money. If you can consider about this one, we can provide more service.(Rebecca, Taylor, Daisy discussed with each other)Taylor: Based on our needs and your suggestions, we decide to purchase a few of your main products and large numbers of PLC-XW270C .At the same time ,you must promise the services. What’s your opinion?(Vienna & Molly look at each other.)Vienna: Well, I think we need talk about this, could we have a break?Rebecca: Sure, take your time.Vienna: We have discussed a conclusion. There are two plans. The plan A is that if you buy the Sanyo PLC-WTC500L more than 20,we can promised to discount prices at 80%.That means if you buy 30 the Sanyo PLC-XW270C and 20 the SanyoPLC-WTC500L ,you will cost 300,000 yuan.Vienna: We can provide a 3-year warranty and replace worn part for free in 5 years. Daisy: That sounds interesting. How about the plan B?Molly: The items of after servicing are not changed. You'll pay full price in 40 Sanyo PLC-XW270C and the 10 Sanyo PLC-WTC500L will be discount 50%.Vienna: It will cost you 240,000 yuan.Taylor: Plan B may good.Daisy: I think so. That'll all right, we'd like to choose plan B. That more suit our requirement.Vienna :Right,(Nod head, and write down on the proposed)Then we'd like to provide 50 projectors...By Plan Vienna :(give the proposal to Rebecca)Please check it, if all right, please sign your name at the bottom of paper.(Rebecca take over and scan and sign her name)Taylor: This is the check for 240,000.what's more, there will be a celebration tonight, I hope both of you can come.Vienna: That's fine, thank you, we'll come in time (stand up and shake hands).After sale service undertakingThe spirit of “to provide the most satisfactory products and service for customers” business purposes, Sanyo Electronic Technology Co. Ltd. solemnly promise: to ensure the advanced nature of the reliability, stability of the equipment, at the same time, continue to improve the quality of service to the customer service, from the sale of delivery, debugging, maintenance and management of the equipment, technical services, user and technical training etc. variousaspects, to ensure that customers can get the best service, customer satisfaction, rest assured.Repair expenses list。
商务谈判英语资料
CASE 案例2
日本一家著名的汽车公司在美国刚刚“登陆”时，急需找一 家美国代理商来为其销售产品，以弥补他们不了解美国市场 的缺陷。当日本汽车公司准备与美国的一家公司就此问题进 行谈判时，日本公司的谈判代表路上塞车迟到了。美国公司 的代表抓住这件事紧紧不放，想要以此为手段获取更多的优 惠条件。日本公司的代表发现无路可退，于是站起来说： “我们十分抱歉耽误了你的时间，但是这绝非我们的本意， 我们对美国的交通状况了解不足，所以导致了这个不愉快的 结果，我希望我们不要再为这个无所谓的问题耽误宝贵的时 间了，如果因为这件事怀疑到我们合作的诚意，那么，我们 只好结束这次谈判。我认为，我们所提出的优惠代理条件是 不会在美国找不到合作伙伴的。” 日本代表的一席话说得美国代理商哑口无言，美国人也不想 失去这次赚钱的机会，于是谈判顺利地进行下去。
Defensive strategy is to observe and wait until opportunities come and necessary measures should be taken . 防守型策略是指观察并等待机会，然后采取必要 措施。
Critical-start strategy 挑剔式开局策略
In this case, the Japanese negotiator takes Aggressive-start strategy to prevent the counterpart seeking to create a low-key atmosphere. Aggressive-start strategy usually is used in this case that the negotiation opponent deliberately created the low-key atmosphere .The atmosphere is bad for their own. If not to the atmosphere around, it will damage their interests. 本案例中，日本谈判代表采取进攻式开局策略，阻止了 美方谋求营造低调气氛的企图。 进攻式开局策略通常只在这种情况下使用：发现谈判对 手在刻意制造低调气氛，这种气氛对己方的讨价还价十 分不利，如果不把这种气氛扭转过来，将损害己方的切 身利益。
国际商务谈判英文版PPT-6. Negotiator Selection
• Team’s wide knowledge and information-gathe ring resources are needed
International Business Negotiation
Principles and Practice
6 Negotiator Selection and Training
Overview
• NEGOTIATOR SELECTION • SELECTION METHODS • NEGOTIATOR TRAINING • NEGOTIATOR TRAINING METHODS
6.4 NEGOTIATOR TRAINING
• Purpose • Training providers • Learning approaches
• Inconsistencies of approach in a negotiatin g team point to the need for company exe cutives to brief the team thoroughly so that me mbers’ contributions during negotiating sessio ns reflect a company approach
• Achievement-oriented cultures – characteristics such as education level, know ledge, skills, experience and so forth are the criteria used for the selection of negotiators