商务英语模拟大赛.doc

谈判五：图书采购谈判剧本（初模拟）谈判B方：蓝海图书有限责任公司Negotiation party B: Blue Ocean Book Limited Liability Company组别：第三组 组长：王青青 小组成员：刘颖，吴静，陈雪，江琪琪，王圆圆角色分配(Roles assignment)旁白：吴静 Voice Over: Wu jing总经理:王青青 General Manager:Wang Qingqing财务总监：刘颖 Chief Financial Officer:Liu ying业务部部长：江琪琪 Sales department minister:Jiang qiqi技术部部长：王圆圆 Manager of technology department:Wyy信息部部长：陈雪 Minister of Information:Chen xue（注：为方便起见，按出场顺序，旁白，总经理，财务总监，业务部部长，技术部部长，信息部部长分别用A，B，C，D,E,表示） 剧本内容（the content of script）A: Hello everyone this is my great honor to be a Vioce Over to introduce this business negotiation . First part is introduce something about Blue ocean Book limited liability company. This companys main operation is selling all kinds of books especially for university.And this company is going to cooperate with Anhui science and technology university.Secondly let me recommend this business background.Before the end of this school term ,purchasing department of Anhui science and technology university is preparing to buying some English books for next term.And this year they wanna to find more suppliers to cooperation ,in case depending too much on New View Company who is the original supplier.Now let us see whats going on about this business negotiation.B:Welcome all the negotiators from Anhui Science and Technology University to Jiangsu Qidong for conducting the business negotiation.I am the General Manager of Blue Ocean Book Limited Liability Company.They are different managers in the different departments .And they Firstly,let them introduce themselves.C:Nice to meet you!I am the Chief Finance Officer ,Liuying.D:I am the Sales department minister,Jiang qiqi.E:I am the Manager of technology department,Wang yuanyuan.F:I am the Minister of Information,Chen xue.Opposite side(OS): (对方介绍）(模拟，猜想对方会说什么)B:Coming from far Anhui Fengyang,have you being adapted to the climate changes in Qidong?OS:B:OK!We just hope that we can also enable both parties in the treaty!OS:Oh，Of course.We are also looking forward to!B:Okay,so here we go.OS：（选择我方的目的，以及愿意建立长期合作关系）B：We have the best products and professional sales,we provide customers with the best products and a sound after-sales service.Your choice is quite right.OS:(买方询价)C：Thank you for your trust.We are happy to know that you are interested in our product.We will give you our lowest price 40 Yuan each book.OS：（对方还价）C：It is regrettable that we have to decline your count-offer.The price we quoted is quite low,we can not do better,we have done a lot of business at this price. Your price is not realistic.You should take into account not only the price but also the quality and the service ,we can send you a sample.OS：（以“购买数量多，长期合作，利润大”为由继续还价，希望给个折扣价）C：In order to encourage business and develop our market ,we are prepared to allowed you a 5 percent discount,and we can offer you a price at CIP DALIAN.It is lower than market price.We will be glad to concluded this transaction with you.OS:(书有配相关课件吗)C:Of,course.each book is equipped with a CD-ROM and we give the courseware.courseware is the most important part of the book.It is the feature of our books.OS:I want to know what kind of transportation you will provide ？D：Road transport.OS：Why not rail transportation？D：Oh ，moving the goods by railway is cheaper. However, we dont think it is proper to transport the goods by railway. Because the school is quite far from the train station. And opposite the school is the bus station. We believe that using the road transportation is more suitable.OS：OK. We would like to know when exactly you could arrange the goods?D：Any time is ok.OS：（你方会有哪些优惠？关于定期赠送新书）E：We will give you some of our new books free of charge in the early stage of our cooperation.But we want you to make some advertisements for our new books,and we will give you a 20 percent off discount.OS:(书的质量)E：As for this point,we can rest assured that our quality is recognized by the vast number of our customers.And we can guarantee that all is a copy of the books.OS:(关于书质量问题的售后服务，有问题要退款或换书)E：Of course，you can.We will do a good after-sales service.OS:(询问我方的条件和问题)F：Yeah,in order to publicity and promote for our books,we hope you can help us open book fair once half a year.OS:(对方同意，并询问方式,时间，地点)F：Thank you for your cooperation.We hope that you can assist us to open regular books fairs to inform of the students about the information of our new books.We can hold the books fairs in the front of the library in any time of the semester.OS:(同意，可以提一些建议，并问对方有没有