商务谈判剧本.doc

2012级商务谈判实训商务谈判剧本 编著： Business NegotiationThe Buyer: Luoyang Electronic CO. Ltd.The Seller: furniture CO. Ltd.中文与英文名对照：Ann (The Sales Manager of Mr. Dale and Son furniture CO. Ltd)：Xia ( The Purchasing Manager Luoyang Reisen Electronic CO. Ltd.)：Kate (The assistant of The Sales Manager Miss Ann)：Xiao (The assistant of The Purchasing Manager Miss Tian)Scene One: Making A Telephone AppointmentScene Two: Meeting at the airportScene Three: Business NegotiationASIDE: Luoyang Reisen Electronic CO. Ltd. wants to import office furniture from Mr. Dale and Son furniture CO.L td in New Oreland, US A.The assistant Xiao Han from Luoyang Reisen Electronic CO. phones to Kate to make a telephone appointment.SCENE ONE: Making a telephone appointmentK: Hello, Mr. Dale and Son furniture CO. Can I help you?H: Hello, this is Jiao Han from Luoyang Reisen Electronic CO. We are interested in your office furniture at the trade fair. Wed like to come to your company to discuss something about the corporation.K: Ill check Miss Ann schedule and see if I can arrange an appointment. Just a moment, Yes, Miss Ann seems to have time next week. Could you tell me your arrival time so that I can pick you up at the airport?H: Ok, Well arrive at New Oreland at 10AM on next Monday.K: Good, Ill convey the news to my boss.H: Youre very nice. See you later.K: See you.SCENE TWO: Meeting at the airportA: Excuse me. If Im not mistaken, you must be Miss Tian from Luoyang Reisen Electronic CO. Ltd.T: Yes, I am Xia Tian.A: How do you do. Welcome come to USA.T: How do you do.A: Let me introduce my assistant Miss Kate to you.T: Nice to meet you, Kate.K: Nice to meet you too.T: This is my assistant Miss Han.A: Glad to meet you.H: Thank you for meeting us.K: My pleasure. Let me carry your luggage.H: Thank you very much.A: How was your flight?T: Its comfortable, but now were a little tired.K: A car is waiting just outside the door. Well reach Helton Hotel in twenty minutes. When we arrive there, you can have a rest.T: How considerate you are!A: If its convenient for you, we would like to invite you to the dinner at 7 oclock in the evening.T: Its my pleasure.A: And lets begin our business negotiation at 9oclock after tomorrow morning. Is it all right?T: Ok, thats good. Lets call it a deal. SCENE THREE: Business NegotiationA: Good morning, welcome to our company. How are things going? T: Everything is nice. A: I hope through your visit we can settle the price for our office furniture, and conclude the business before long. This is our agenda ( Kate begins to distribute the agenda).T: I think so, Miss Ann .We come here to talk about our requirements of W Series office furniture. Can you introduce your company? A: Our company was established in 1990 and is a multinational firm, having offices in 10 countries. Our annual sales are about one hundred million US dollars. Our credit standing is quite reliable.T: Can you show us your price-list and catalogue? K: Yes, weve specially made out a price-list which covers those items most popular on your market. Here you are. H: Oh, youre so thoughtful. Give us a second to go over your price-list right now. K: Take your time. T: Oh, Miss Ann. After going over your price-list and catalogue, we are interested in W 10 and W 20, but we find that your price is too high than those offered by other suppliers. It would be impossible for us to afford at such high price. A: Im sorry to hear that. You must know that the cost of production has risen a great deal in recent years while our price of office furniture remains unchanged. To be frank, our commodities have always come up to our export standard. So our products are moderately priced. T: Im afraid I cant agree with you in this respect. I know that your products are attractive in design, but I wish to point out that your offers are higher than some of the quotations.H: And Ive received quotations from your competitors in other countries. So, your price is not competitive in this market. A: Miss Tian. As you know, our products which are of high quality have found a good market in many countries. So you must take quality into consideration too. T: I agree what you say, but the price difference should not be so big. If you want to get the order, youll have to lower the price. Thats reasonable, isnt it? A: Well, in order to a good start to our business relation, we may consider making some concessions in your price, but never to that extent. T: If you are prepared to cut down your price by 8%, we might come to terms. A: 8%? Im afraid you are asking too much. Actually, we have never given such lower price. We may consider reducing the price by 5%. This is the highest reduction we can afford. T: You certainly have a way of talking me into it. But I wonder if youll further reduce your price when we place a larger order. I want to order one container of W10 and 400 sets of W20.A: Of course, we cant.K: Sorry, can you leave us a minute?T and H see each other a glimpseH: Sure, certainly.Talking.K: Miss Tian, we can assure you that our price is the most favorable. For our friendship, we can give you 6 at most and we cannot bring our price down a still lower level. H: You really drive a hard bargain.T: Ok, Ill accept this time. Now lets talk about the terms of payment. Would you accept D/P? I hope it will be acceptable to you. A: The terms of payment we usually adopt are sight L/C. T: But I think it would be beneficial to both of us to adopt more flexible payment terms such as D/P term. A: Payment by L/C is our usual practice of doing business with all customers for such commodities. Im sorry we cant accept D/P terms. H: As for regular orders in future, couldnt you agree to D/P? A: Well, for our further relationship, we will discuss with Accountant if we can try D/P terms? T: All right, as for shipment, I hope the sooner the better. K: Yes, shipment is to be made in April, not allowing partial shipment. T: Oh, I see. How about packing the goods? A: Well pack W10 in carton of one set each, W20 in cases of two sets each. H: We suggest the goods packed in cardboard boxes, its safer than cartons. Do you think so? A: WellWe agree. T: For transaction concluded on CIF basis, insurance is to be covered by the sellers for 110% of invoice value against WPA and War Risk. A: These goods should not be damaged in transit. I accept. T: Good. Im glad we have brought this transaction to a successful conclusion and I hope this will be the beginning of other business in th