英语商务谈判稿

A :Annie He（卖方） B: Kitty Chen （卖方） 广州卡路约翰服装公司 C: David Xu(买方) D: Carol Zeng（买方）上海ABC进出口贸易有限责任公司道具：card，samples ，price sheets，paper，phone.Part 1首先A带C D参观成衣，然后回到会议室谈判。B: Good afternoon, Mr Xu. Its been one year since our first meeting in shanghai trade fair .How are you getting on?C：Fine, thank you. Im here for your new product. Let me introduce you to Carol Zeng, general of our company . B: How do you do, Miss Zeng?D: How do you do, Miss Chen? This is my card。Ive heard a lot about your company .Were very interested in your products. We would be glad to start business with you.B: Im very glad to hear that . We have put some newly developed products on exhibition . What about having a look at the samples first? D: Oh, that is great. Thank you very much. B：Follow me, please.Part 2 建立友好氛围,闲聊。(After they have looked at the samples, they go to the meeting room )A : You must be David Xu. Im Annie He ,the new manager of the sales department. C :Nice to see you ,Miss He . A: Nice to see you., too . Kitty has told me that you are our old client. B: We have a good co-operation last time.C: Yes.This is Carol Zeng, the import manager of the ABC Company.A : How do you do, Miss Zeng?D: How do you do, Miss He.B : Before we start ,would you like something to drink ?C :yes ,please .(看一下D)D: sure.B: What would you like ,tea or coffee ?D: Coffee ,please .B：OK. And you？C: Well,I would like green tea ,Im a little thirsty after walking a day .B: No problem。A: Come and take a seat ,please .A：thank you for coming to visit us ,hows your flight?D : The flight is all right ,thank you .A :Is this your first time to visit Guangzhou ?D : yes , its a beautiful city. Part 3 正式开谈A : OK , Shall we get into business right now ?D : Sure .A :As Kitty have shown you our new products ,how do you feel like our products ?D: They are very impressive ,but we are not sure about the quality.B: You can rest assured .The quality of our products are guaranteed.D: Good .Were thinking of trying some out .A :Im glad to hear that, Mr Xu. Would you let us know what else you require so we can work out the offer ?D: Our orders depend greatly on the prices. Could you give me an indication of the price first?A :Here is our latest FOB price sheets .All the price on the sheets are subject to our final confirmation .D:OK.(have a look)D：Excuse me ,I think Carol and I need a talk .A : Take your time ,please .Part 4D :Well ,weve studied your offer. And Im afraid we have cant do business with you in view of this price.A: Im sorry to hear that .its our rock-bottom price .And I think our offer are reasonable for the new products . D :Your price has raised. Its almost 20% higher than last years. A: You know the cost of production has increased a lot. And when we talk about the price, we shall take the quality into consideration, too. D: But I think the price is still too high to accept. It leaves us little profit.A :Well, what do you suggest then ?D :I suggest that a 15%reduction is reasonable.A: 15%？You must kidding me. How can you expect us to make such a reduction? Its impossible for us to reduce our price to this level.D: Come on. In view of our long-standing relationship, This price is reasonable, isnt it? A: Absolutely Impoosible, We havent conclude any business at such a low price. D: Then, whats your proposal?A :Miss Mai, look at this market report . Youll find the price is increasing .Im sure our offer is in line with the prevailing price level .D :You know ,a reasonable discount would enable us to maintain lower selling prices for your products .And I think this would be in your own interest just as much as ours.A :I understand ,but 15%reduction is not possible ,considering the high product cost .D :For our good relationship ,lets settle it at a 11% reduction ,if you agree .A :Im afraid its not workable either .D :But our purchase is large .A :I dont think so. If we accept an offer like that ,well be selling below our cost.D: I cant agree with you. We have made many concessions. If you insist on your price ,I dont think there is any point in further discussion .We have to call the whole deal off .A : Well,to have this business concluded, a 4% reduction is really the best we can do .D :No, no, no .At such price ,it will be hard for us to push sales.A :But our products are world famous for the quantity and design. Taking everything into consideration, youll find that our prices compare favorably with the quotations you can get elsewhere. (情绪爆发)C :But thats not a good price for an old client like me ! Its considering our good co-operation last time that we prefer your products again .Otherwise we might not come back and do business with you .There are still many other company which is more competitive .B :We appreciate your great efforts at selling our products very much .what about this ,youre a valued customer ,so well give you a 7% discount and our business completed.D :（很失望）well, Excuse me ,should we take a break ?B: Of course .We might have a drink to relax .Part 5A: I think its unwise for either of us to insist on his own price . how about meeting each other half way ? 9% , OK?.D :I think this price is still high, but For the sake of our friendship and our good business relations, well accept it. The quantity we require for is 5000 dozens of Womens dresses .A: All right. 5000 dozens of Womens dresses at RMB 100 per dozen FOB Shanghai. Is that right?D:Yes. C: Now that weve settle the problem on price and quantitiy. Lets go on to the problem of the terms of payment.B: We only accept payment by irrevocable L/C.C: As this is the second transaction, I would suggest that you give us more favorable terms. What about D/A?B: Sorry. Payment by L/C is our usual practice with all customers. As a matter of fact, L/C protects the seller as well as the buyer.C: To be frank, in opening a L/C with a bank I have to pay a deposit. That will tie up my funds.B: You might consult with your bank and see if it can reduce the require deposit to a minimum.C: Still there will be certain bank charges. To meet each other halfway, what do you say to 50%, by L/C and the balance by D/P?B: Im awfully sorry, but Im afraid I cannot promise even that, we do require payment by L/C.C: Well, Ill think it over, by the way, when must I open the L/C, if I want the goods to be delivered in June?B: A month before shipment.C: Very well. Ill arrange for the L/C as soon as I get home.B: The sooner we get you L/C; the sooner shipment can be effected.C: Thank you very much.B: Im glad to be of help.Part 6D: Miss He, Id like to hear your opinion on the matter of packing first, What will you do as to the womens dresses?A: Well, I think these goods can be put in box and the outside of the box can be wrapped with a layer of transparent plastic film. Is that acceptable?D: Good. That would look tasteful