商务英语谈判剧本.doc

商务英语谈判实训场景 甲方（A-BUYER）: 刘云（A-Candy），贺小娟（A-Mariah） 乙方（B-SELLER）: 岳志平（B-Zoe）， 黄真真(BMiss.H) （Introduction）A-Candy: How do you do. B-Zoe: How do you do.A-Candy: On behalf of Luoyang Reisen Electronic Co.Ltd, Im very glad to see you here. Since we are not familiar, shall we just go round the table, making sure we know each other. Mariah, why dont you start.A-Mariah: OK, nice to meet you. This is our Purchasing Manager, Candy. Im the assistant, Mariah. I will be in charge of preparing our negotiation and arrange the routine work.B-H: Nice to meet you too. This is our Sales Manager, Zoe. Im the assistant, H. Welcome to our head office.A-Candy/Mariah: Thank you.B-Zoe: Before we start, would you like something to drink?A-Candy: That would be nice, just tea please. Thank you. （At the office, small talk）A-Candy: Well, how is business in your sector?B-Zoe: Not too bad, we have got a lot of work to do for the new budget in this year. And weve seen a obvious rise in sale.A-Candy: Un, sounds good.B-H: Is this your first time to America, Candy?A-Candy: No, this is my second time to come here. I am very impressed on this city.B-H: I am very glad to hear that. I hope you have a good time these days. What about you, Mariah?A-Mariah: This is my first visit. I am so happy to have the opportunity to visit this beautiful city. I like it very much.B-Zoe: I hope you like this beautiful city. I wish to thank you for coming here .Shall we start? ALL: Yes! (The beginning of the negotiation)A-Candy: Here we go. I think everyone has got the agenda. Today, we have a lot to discuss. We mainly talk about three points: the price, payment method, and delivery. Would you like to talk about price firstly, He?A-Mariah: Yes, Id like to, this is our first cooperation. we know you are the leading company of office furniture in the USA, and have been in this line for many years. So we are happy and previledged to have this chance to cooperate with you. However, from your letter of Oct. 1st, we know that your quotation is too high for us to accept. I hope you can give us some reduction.B-Zoe: I am afraid it is quite hard for us to reduce. The price of our product is reasonable and our design is unique .B-H: Besides, our products enjoy a good reputation in the world.A-Candy: I know, but I still wish you to make a concession in the price .we can not accept your offer unless the price is reduced by 5% off?B-Zoe: 5%? I am afraid we can not accept it. However, considering that this is our first cooperation, maybe we will have further cooperation. How about 1%? This will be our precedence. A-Mariah: Compared with the real market price, your quotation is still too high.B-H: But this is the maximum reduction we can offer. A-Candy: I know what you mean. But we can not accept 1% reduction. If you dont give us more reduction, maybe we will lose the chance to cooperate.B-Zoe: Oh, no, I think we have much room to negotiate.A-Candy: We know you are an international corporation. I think 5% reduction is acceptable for you.B-H: Thank you for believing. However, our quotation is really quite low in this line.A-Mariah: But this is the first time to use your products. To some extent, we are not sure whether your products are suitable. So your quotation is not reasonable for us.A-Candy: Yes. It is difficult for us to accept your reduction of 1%. I hope you can give a further reduction.B-Zoe: Can I make a suggestion? How about 3% off? But you have to place an order for 50 sets at least, and you pay us by full payment in a lump sum. B-H: Frankly, this is a favorable price only for old friends. Besides, our workmanship and design are better than others. Therefore, this type of furniture will be well received in your market.A-Candy: But full payment in a lump sum is difficult for us.A-Mariah: Yes, due to the large amount, it will cost much time to raise the funds. How about pay by installments? A-Candy: We can offer 40% of the commission ahead of time.B-Zoe: All right. Considering this is our first cooperation, I can accept your suggestion.A-Candy: Fine, thank you. (Discuss about the delivery)A-Candy: OK, the last question is delivery.B-H: I believe we can reach an agreement on delivery.A-Mariah: Wed like you to advance the shipment before November.B-Zoe: I have to say sorry, because our factory is fully committed this month.A-Mariah: Then when is the earliest shipment we can expect?B-H: Let me check. We can deliver the goods in early December.A-Candy: Thats too late. We have to meet the demand of marrying couples, and plan to put these products before they married.B-Zoe: I understand. Please believe me that we wont disappoint our customers. Will you accept partial shipment? The goods can be shipped on September 10th and October 10th in two equal lots.A-Candy: That sounds a good suggestion.B-H: Anything else?A-Mariah: As for the port of destination, it should be the port of Shanghai Transshipment.B-Zoe: Fine. （The negotiation is going on）B-H: The last requirement is that we must receive your L/C 15 days before shipment.A-Candy: No problem.A-Mariah: If you dont mind I want to know what kind of L/C you require.B-Zoe: we prefer the L/C at sight. Could you pay us by it?A-Candy: All right. If there is no question, lets go through the terms: You offer us 3% reduction, partial shipment. We pay by installment and offer 40% of the subscription. Agreed?B-H: Yes, exactly. (Arrangement for business dinner)B-Zoe: Im very glad that we finally come to an agreement after repeated negotiation. A-Candy: I wish we will have further cooperation in the future.A-Mariah: Congratulations to o