商务谈判情景模拟.ppt

商务谈判情景模拟 小组成员 黄焕珍 林晓诗 情景一 杨青青 阮丹蕊 情景二 陈碧君 梁丹丹 情景三 场景一 预约会议时间 A 出口公司B 国外进口公司A 黄焕珍B 林晓诗A Hello JaneBrownspeaking WhatcanIdoforyou B Hello Jane thisisJudy theSecretaryofourpresidentofCBDreturningyourcall I msorryyoumissedmejustnow A Yes thankyouforreturningmycall I mgladtofinallygetholdofyou IwanttoletyouknowourpresidentwillnotbeabletomakeourmeetingnextTuesday Hewouldbeoutoftownthatday IsthereanypossibilitywecanmovethemeetingtoMonday B Uh Letmechecktheschedule JustavailableonMonday Thatshouldbefine shallwesayabouttwoo clock A Perfect Welookforwardtoseeingyouattwoo clocknextMondayafternoon Ifyouneedtochangethetime Pleasefeelfreetocallmeonmycellphone B Thanks Jane WewillmeetonMonday 场景二 价格谈判 A 杨青青B 阮丹蕊A pleasetakeyourseat B Thankyou A Afteranttendingournewproductlaunchmeeting youmusthaveadetailideaaboutourproducts Nowpleaseletmeknowwhatkindsofflowersyouareinterested B Yes yourflowersareprettybeautifulandleavemeadeepimpression B AndI dliketogettheballrollingbytalkingabouttheprice whatpriceswillyouofferfortheseI vemarked A beforewequotepricepleasetellmehowmanyflowersyouaregoingtobuy B forNo 10we dliketophurchase1500units No 20 1000unitsand1000unitsforNo 30 A TheusualpriceforNo10is25USD forNo20 35 andNo30 50USD theyareallonthetradetermofCIFSydney B Ithinkit sunacceptableforus youknowthemarkethasshrinkedalotduringtheeconomicressesionperiod 场景二 价格谈判 A weunderstandit butyouknowtheseflowersaregoodforvalue Andtheyarenewlycultivatedafterwetriedalotforgenetictransplant Ibelieveyouknowthecostwespent B yes Iknowthat it sbecauseofthat Ihopewecancooperatetoopenthemarket Ifthepriceisreasonable thelargevolumesaleswillbeeasytoreach andthatcanremedyyourlargecost right Thenhowabout22 30and45USD A That sstillleaveusalittleofmargin butincrease500hundredsunitsforeachkind wecanmakeit B That shardforus youknowitisalargesize andwecan tkeepthemforalongtime A Theseasonoflargedemandforflowersiscoming weguaranteethedeliverywithin1month thatcanbehelpfulforyourquicksale B Thedeliveryshouldbewithin1month otherwiseIcannotplacetheorder Nowlet sreachsomemiddleground youallowa20 discount Iincreasetheorderquantityby500hundredsunitsatthatnewprice Iensurewehaveofferedyouourbestprice AndIreallyhopewecanbeginourbusinessrelationshipfromthistransaction Youareagoodnegotiator andIacceptthat A Great that sadeal Afteralongnegotiation youmustbetired Nowlet sgotohavearestanddrinksomecoffee 场景三 包装 支付方式 保险等条款 A 陈碧君B 梁丹丹A wehavedecidedtheprice nowlet sgetdowntosomedetailrequirementsoftheproductsyouorder First we dliketoknowhowyouwouldliketheflowersarepacked B ForNo 10 eachbunchofflowershouldbepackedinacleartransparentplasticbag eachbagtoapaperbox 100boxestoacarton werequiretheplasticbagsshouldbein7differentcolors A Itisalargespendforus weareafraidwecannotmeetyourstandard Themostwecandoistouse5colors Ifyouinsist wehavetotake15centsextrachargeforeachbag B Ifyoucanguaranteethequalityandmakesureeachbunchofflowertoreachcustomerswithoutdefections Icanagreethat A Pleasedon tworry wecanguarantee Thenlet sdiscusssomethingaboutpayment Asyouknowforthefirsttimewedealwithbusinessweusuallyacceptletterofcredit B Letterofcreditisverycomplexandinconvenient Ihopeyoucanchangeittoremittance Thatwillbemoreflexible A No wecan tacceptthat Thoughyouareright remittanceisflexible forus ithasmorerisk It sthepolicyinourcompanythatwehavetoacceptL Cwhenweareinbusinessforthefirsttime B ButI mafraidthatifthere smanytimesofremedyforL C itwillwastealotoftime andwecan tgettheflowersonthebestoccasiontosell ThenhowaboutD P A ThatisokB Ok Whatbankwillbesuitableforyournegotiation A BankofChinaguangzhoubranch B Thatisfine well Wealsoneedtheinsurancetobeeffectedfor130 oftheinvoicevaluecoveringallrisksasperICC A 130 andallrisks Thatwillincreaseourspend Weusuallycommence110 ofinvoicevalue Let sputthemarkupto15 reachingamiddleground alright B Atleast20 A Getit Anym