国际商务谈判剧本

国际商务谈判剧本国际商务谈判剧本 在谈判中 双方经常由于对同一问题期望的差异而导致谈 判进程受阻 事实上 很多情况 双方只要认准最终目标 在 具体问题上可以采取灵活的态度 问题就能迎刃而解 下面小 编整理了国际商务谈判剧本 供你阅读参考 国际商务谈判剧本国际商务谈判剧本 中瑞劳力士手表商务谈判 北京益时贸易有限公 劳力士钟表有限公司 总经理 总经理 销售部长 财务部长 采购部部长 销售部部长 技术总监 技术总监 beijing yishitrade limited company rolex watches and clocks co ltd general manager zhangrongrong general manager shengqiushuo sale minister xiaxi financial minister jianyishuai purchasing minister zhangshuang sales department minister zhangyanxin technical director liruijin technical director yuemingzhu 中方总经理 欢迎来自瑞士劳力士钟表有限公司的各位谈 判代表来北京进行业务洽谈 我是来自北京益时贸易有限公司 的总经理张荣荣 首先 由我来介绍我方的谈判代表 这位是 我们公司的营销总监夏鑫 这位是我们公司的采购部部长张爽 这位是我们公司的技术总监李瑞金 cm welcome from switzerland rolex watches and clocks co ltd of everyone negotiators to beijing for business cooperation my name is zhangrongrong i am the general manager of beijingyishi trade limited company first of all let me introduce our negotiators this is our sale minister xiaxin this is our purchase department minister zhangshuang this is our technical director liruijin 瑞方总经理 非常高兴来到美丽的北京 我是劳力士钟表 有限公司 总经理生秋硕 下面由我来介绍我方谈判代表 这位是我 们公司的财务总监建益帅 这位是我们公司的销售部部长章燕 馨 这位是我们公司的技术总监岳明珠 sm i am very glad to come to beautiful beijing im the general manager shengqiushuo of rolex watches limited company please allow me to introduce our negotiators this is our company financial minister jianyishuai this is our companys sales department minister zhangyanxin this is our technical director yuemingzhu 中方总经理 贵方从瑞士远道而来 你们那里是海洋性 气候 夏季湿润多雨 而我们北京夏季炎热干燥 不知贵方对 两个国家气候的骤然变化是否适应 cm you came from far away and the summer of switzerland is wet and rain but we beijing summer hot and dry we dont know whether you will adapt to climate change suddenly 瑞方总经理 贵地的气候虽有点热 但是在贵方的周到接 待下 我方代表还比较适应 sm your climate is a little hot but in your thoughtful reception our representatives are used to 中方总经理 很高兴听到你这么说 不知道贵方对我方安 排的 长城之旅 还满意吗 cm we are glad to hear you say so we dont know whether you are satisfacted with our arrangement of the great wall tour 瑞方总经理 满意 非常满意 北京是一个历史悠久的城 市 世界上著名的文化古都 中华人民共和国的首都 今日亲 眼看到她的风韵 终于一饱眼福 sm we are very very satisfied beijing is a city with a long history the world famous cultural ancient capital capital of the peoples republic of china today we see her charm and have a look at last 中方总经理 谢谢贵方的赞美 这是我公司特别为贵公司 准备的具有北京特色的小礼物 希望你们喜欢 相信我们的合 作一定会圆满成功 cm thank you for your praise this is a small gift with unique characteristics of beijing that my company especially for you hope you like it and we believe that the cooperation will be a complete success 瑞方总经理 谢谢你们的礼物 期待与贵公司的合作 sm thank you for the gifts we are looking forward to the cooperation with your company 中方总经理 好的 那么我们开始谈判吧 cm ok lets come to the point 瑞方总经理 我公司的国际知名度和品牌影响力 贵方也 一定有所了解 我公司的劳力士手表在世界市场上一直都很受 欢迎 考虑到中国强大的潜在消费市场 此次谈判 我方希望 能与贵方达成大批量的交易 下面请我们的销售部部长给贵方 介绍一下我们的合作产品 sm you must have some idea of our companys international reputation and brand influence the rolex watches of our company in the world market has always been very popular considering chinas powerful potential consumer market we hope to reach large quantities of trade with you next please our sales department minister to you about our cooperation products 瑞方市场部部长岳 很高兴你们选择劳力士 相信你们是明 智的选择 劳力士着重庄重 实用 不显浮华 另外它的性能 包括全自动 单历 双历 防水 防尘等 做工精益求精 特 别是表盘 表把以及表带雕刻成的王冠更是其高品质的标志 you must have found that is was a wise choice to choose rolex its performance including automatic single calendar double calendar waterproof dustproof keep improving especially the dial work table and rolex watches strap carved into crown is the symbol of high quality 中方采购部部长李 是的 该名牌手表在制造方面使用先 进设备 高质材料 达到了加工精细 高光洁度 很高兴和贵 公司合作 贵方能具体介绍一下这款表吗 yes this famous brand watch manufacturing use advanced equipment high quality materials to processing fine high finish we are very glad to cooperate with you could you be more specifice on the style of rolex 瑞方岳 没问题 劳力士有金色全钢表带 白色珍珠贝母 表盘 另外它拥有瑞士特制精准机械机芯 恒久耐用镶钻刻度 显示 ok rolex white pearl had carried dial swiss precision machinery had special machine core permanent and durable had set auger scale display 中方李 听起来很不错 但我想确定一下这款表是否是高精 度全钢抛光表扣处理 高硬度蓝宝石水晶防眩表面 三针走时 是否精准是否有 3 点位置日历显示功能 sounds good i want be sure that if they had high precision steel polishing clasp processing and had high hardness sapphire crystal surface the glar besides when walking three needles had provides accurate 3 point had calendar displays 瑞方岳 这些方面贵方不用担心 另外我们还拥有多方系 列 各具特色 例如探险家型 explorer 附带 24 小时红色辅 助针 以方便探险爱好者辨别日夜 劳力士金表潜航者型 submariner 防水深度超过 300 米 游艇名士型 yacht master 配有可旋转外圈 方便计算时差 游艇名士型 yacht master 配有可旋转外圈 方便计算时差 游艇名 士型 yacht master 配有可旋转外圈 方便计算时差 宇 宙计型 cosmograph 为一款多功能手表 能满足工程 运动 及商业等多种需要 do not worry about it in addition we have series of watches for example rolex watch the silent hunter type submariner waterproof deepness more than 300 meters explorer type explorer 24 hours with red needle to assist convenient adventurers distinguish night and day the yacht elites type yacht master with inner can rotate convenient calculation jet lag program type cosmograph universe as a versatile watches can satisfy engineering sports and business duozhong need 中方李 你们的种类确实挺丰富 我方很满意 但现在据我 们了解 格林尼治型 gmt master 其可转动外圈及 24 小时 指针 不仅同时显示两个时区时间 更可将时针独立移动至另 一时区 而毋须移动分针及秒针 市场前景更广阔 the type of you really have a rich we are satisfied but as we know greenwich type gmt was selled well noedays 瑞方岳 英雄所见略同 我正想介绍这款了 好巧呀 yue great minds think alike i just want to introduce this payment what a coincidence the master can rotate outer ring and 24 hours pointer not only shows at the same time two time zones the more time can be moved to another hour hand independent time zone and shall not be obliged to mobile minute hand and a second hand so it maybe has more reday market in the fucher cp 张 goog thanks for the introduce we have seen your samples and we are totally interested in your products so we shall be obliged if you will give us your catalogs and price list ss 章 we ve specially made out a price list which cover those items most popular on your market here you are cp 张 oh its very considerate of you if you ll excuse me i ll go over your price list right now ss 章 oh take your time cp 张 after going over your price list and catalogues we are interested in gmt master and yacht master but we found that your price are too high than those offered by other suppliers it would be impossible for us to push any sales at such high prices as far as we know the market price is on more than 10000 dollor ss 章 what it must be the primary price you must know that the cost of production has risen a great deal in recent years while our prices of chinaware basically remain unchanged to be frank our commodities have always come up to our export standard and the packages are excellent designed and printed so our products are moderately priced cp 张 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 ive received from your competitors in other countries so your price is not competitive in this market ss 章 as you may know our roducts which is of high quality have found a good market in many countries so you must take quality into consideration too cp 张 i agree with 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 ss 章 well in order to help you develop business in this line we may consider making some concessions in your price but never to that extent cp 张 if you are prepared to cut down your price by 8 we might come to terms ss 章 8 im afraid you are asking too much actually we have never gave such lower price for friendships sake we may exceptionally consider reducing the price by 5 this is the highest reduction we can afford cp 张 you certainly have a way of talking me into it but i wonder if when we place a larger order youll farther reduce your prices i want to order one container of 格林尼治型 gmt master and 438 sets of yacht elites type yacht master ss 章 i can assure you that our price is most favourable we are sorry to say that we can bring our price down a still lower level 中方李 那现在我们谈谈包装吧 你知道的 在一定程度 上包装同产品一样重要 now let us talk about packing it packing has a close bearing on sales 岳 是的 我非常同意 包装有助于推销产品 人们购买 这种商品通常用来赠亲友 所以精美高雅的设计至关重要 yes i agree with you this kind of article is often bought as a gift so exquisite and tasteful design is of prime importance packing will help push the sales good packaging can reflect the honour of rolex 李 很高兴在这个问题上我们达成共识 lee im happy to be in this issue we reach a consensus 岳 那么 这些产品的包装您有什么想法 yue so these the packing of the products you have any idea 李 我们希望原装盒子包装 这样具有正品保证 lee we hope that the original box packaging so has the quality goods guarantee 岳 劳力士 rolex 包装附有蚝式 外包装纸盒 内盒 小 枕头或者夹子 cosc 漆牌 防水标签 证明书 cosc 证书 说明书 rolex rolex packing will oyster type with the outer packing box inside box support rolex watches small pillow or clip cosc paint brand waterproof labels certificate cosc certificate manual 李 包装必须很坚固 能承受野蛮装卸 lee the packing must be strong enough to withstand rough handing 岳 买方通常很注意包装许多国外客户已经认可了我们标 准化的包装 yue you can totally rest assured we know buyers always pay great attention to packing our standardized packing has been approved by many foreign clients 李 听起来很好 但是为了促进销售 我可以提出其他意见 吗 lee sounds good but in order to promote sales i can put forward to other comments 岳 可以 请说 yue yes please say 李 宇宙计型 格林尼治型能否根据他们特有的风格进行 包装设计 使其别致且引人注目 lee cosmic plan can according to the type of greenwich their own style of packaging design make its unique and compelling 岳 这也是我方的一大特色 根据每款的特有性能我们都 有独具特色的包装 yue this is one of the features of our according to each of the special performance we all have a unique characteristic of the packing 李 想的这么周到 很高兴和你方合作 包装能否防水 防震 防磁 lee think so considerate we are very happy to cooperate with you packing can waterproof shock the magnetic life had water proof shock resistant and anti magnetic the proof was placed shoresistant the magnetic 岳 那是必须的 yue that is a must 李 还有一件事情 因为蓝色在我国很受欢迎 可以把这 种颜色考虑进包装中吗 让蓝色作为基调可能有好处 lee and one more thing because blue in our country is very popular can put the color considering the package let the blue as fundamental key may be good 岳 哦 是吗 我们会考虑 我会尽快的按贵方要求进行设 计 保证给你们一个满意的创新样品 由您决定一个 yue oh really we will consider as soon as possible to meet your requirements for design to guarantee you a satisfactory innovation samples do as your decided 李 哇 你们真是处处周到 祝我们合作愉快 lee wow you are thoughtful everywhere i wish our cooperation happy 岳 谢谢 您真是过奖了 合作愉快 yue thank you you flatter me immensely the cooperation happy cp 张 come on now that weve already made some concessions i accept this 张荣 好吧 我们已经谈妥了价格 质量和数量问题 现在 让我们来谈谈付款条件 如何 cm well we have settled the question of price quality and quantity now what about the terms of payment 生 我们只接受不可撤销的凭装船单据付款的信用证 sm we only accept payment by irrevocable letter of credit payable against shipping documents 张荣 你们能不能考虑例外 接受承兑交单或付款交单 cm i see could you make an exception and accept d a or d p 生秋硕 我们坚持用信用证条款 sm im afraid not we insist on a letter of credit 张荣 坦率地说 信用证会增加我方进口货物的成本 要 在银行开立信用正 我方必须付一笔押金 这样一来 那一部 分的资金就无法周转 因此 会增加我方成本 cm to tell you frankly a letter of credit would increase the cost of our import when i open a letter of credit with a bank i have to pay a deposit thatll tie up our money and add to our cost 生 你可以与开证行商量一下 看能否将押金减少到最低 限度 sm please consult your bank and see if they will reduce the required deposit to a minimum 张荣 即使那样 开立信用证还要付银行手续费 假如你 方能够接受承兑交单或付款交单 这就帮了我方的大忙了 你 就当作有信用证一样 向我方开汇票 这对你来说区别不大 但对我方关系很大 cm still there will be bank charges in connection with the credit it would help us greatly if you would accept d a or d p you can draw on us just as if there were a letter of credit it makes no great difference to you but it does to us 生 你一定知道 不可撤销的信用证给出口商增加了银行 的担保 我们出口一向要求用信用证 反过来讲 我们进口也要 求采用信用证付款 sm well you must be aware that an irrevocable letter of credit gives the exporter the additional protection of the bankers guarantee we always require l c for our exports and the other way round we pay by l c for our imports 张荣 都退让一步吧 货价的 15 用信用证 其余的用付 款交单 你看怎样 cm to meet you half way what do you say to 50 by l c and the balance by d p 生 好的 同意 sm well you can say that again 张荣 接下来我们谈一下运输和保险吧 cm lets come to the shipment and insurance what do you think of our proposal 好的 请讲吧 sm yes please go on cs 夏 i think you may know what we manage is rolex watches it requires waterproof and safey transportation especially during the long time of ocean shipping which will be full of lots of risks all the above factors make it not work without excellent transportation technology sf 建 i think so we always had good cooperation with the shipping company danish company there has been seldom damage in our usual foreign trade in the past so in the transportation of products you can totally rest assured cs 夏 i am very glad to hear that now lets talk about the insurance we believe that your company can provide safe transportation 我想贵方应该知道 我公司经营的是劳力士手表 它的特 性要求了运输过程要是防水的 安全的 尤其是海运时间长 风险多 没有过硬的运输技术是不行的 我方长期与运输业巨 头 马士基公司有良好的业务关系 在我们以前的对外贸易中 极少有产品损坏的事情发生 所以在运输方面贵方可以完全放 心我们相信贵方可以提供安全的运输 sf 建 in insurance we are vip customers all the time in ansheng insurance company the second excellent insurance company in the world we are enjoying a set of the favorable menus it can save you a large sum of premium so if we are responsible for the transportation and insurance business i think it will be a mutual benefit particularly for you cs 夏 we learn that you know a lot about the market in china so we accept the term of the trade of cif but well appreciate it if you can decrease 50 dollars each sf 建 it seem that your requirement is too harsh our cif offers are already very low nowadays the crude oil price increasingly rise in international market the freight charges go up continuously too whats worse the unstability of iraqi situation and constantly happening of terrorist incidents in recent years cause arabian countries to the contagonistic mood of america european countries we insure you all these risks in view of these factors we cant accept to the requirement to decrease 50dollars indeed since you are really sincere we could consider lowing20dollars cs 夏 20 dollars iam afraid we can not accept it anyway please give same time to discuss it we will tell you the result latterly 买卖方讨论 cm 张荣 after our discussion if you cant decrease we require to insure f p a and clash and breakage instead of all risks sm well to meet you on half way we agree your requirement well insure f p a and clash and breakage and insurance and freight are5 0dollars in total 张荣 既然我们已经就价格 包装 付款条件 运输和保 险等达成一致意见 现在我们就开始签订合同吧 cm now that we have reach an agreement about price packing terms of payment shipment and insurance etc i propose we singe the contract imediretely what do you think of our proposal 硕好的 我同意 sm all right lets begin 张荣 请仔细阅读合同草案 并就合同各条款提出你的看 法好吗 cm would you please read the draft contract and make your comments about the terms 生 就合同双方要承担的义务方面 我们没有什幺意见 我们确信合同会顺利执行的 sm we dont have any different opinions about the contractual oblig