国际商务谈判过程_百度文库

1、谈判过程之介绍篇A:卖方销售部总监B:买方采购部经理C:介绍员A:nice to meet youB:nice to meet you,tooA: this is our company sales director, my name is XX, this time on behalf of our company by me with your company to discuss the clothing business.A:这是我们公司销售部的总监,我的名字叫XX,这次由我代表我们公司与贵公司洽谈这次服装生意。B: Ok, I'm from the purchasing ma

2、nager speco-produced C&A company, my name is XX, very honored this to have the chance to cooperate with your company.B:Ok,我是来自C&A公司的采购部经理,my name is XX,非常荣幸这次能有机会与贵公司合作。B: in order to better understand the products of this company, we invite your staff to factory, in order to deepen the unde

3、rstanding to visit.A:为了更好的了解本公司的产品,我们诚邀了贵公司人员到厂里参观,以加深了解。B:OK(地点:厂里A: this is our product's chief XX, he will be detailed explanation for you. At the same time, you have not know can ask him. A:这是我们产品的负责人XX,他将详细的为你们讲解。同时,你们有不懂的都可以问他。B:Thank You.C: first of all, I will take you to visit our works

4、hop. In our workshop were 1,500 skilled workers.C:首先,我将带你们参观我们的车间。我们车间共有1500个熟练工人。B: that these products sell how? (samplesB:那这些产品卖得怎样?(样本A: it's selling well.A:卖得很好啊!B: what are the selling points of your?B:你们的销售重点是什么呢?A: compared to other competitive products, our products have novel styles, t

5、he market share high. A:比起其他竞争产品,我们产品款式新颖,市场占有率高。B: I don't understand how this works.B:我不懂这是如何操作的。C: let us show you the visions?C:那就让我们的工作员为您演示一下?B: can you?B:可以吗?C: sure, no problemC:当然,没问题A: is there anything particular you're interested in?A:有什么你特别感兴趣的吗?B: I told you man suit interested

6、.B:我对你们男士西服深感兴趣。A: well, this is our newly developed productA:嗯,这是我们新开发的产品B: we'll order after we see the sample.B:我们要看过样品才会下订单。C: well, this is our new, look.C:嗯,这是我们的新款,请看。B: well, yes, it's very meets our requirements. That's what we will order.B:嗯,不错,很符合我们的要求。我们要订的就是那种。A: the price?A

7、:那价格方面呢?B: we think should carefully discuss, can some other time?B:我们觉得应该仔细讨论一下,可以另外约时间吗?A: well, then we will notify you by.A:嗯,那我们就到时通知你们。B:OK谈判过程之报价篇参与人员:卖方销售总监A 财务总监D买方采购部经理B 市场总监E 财务总监FA: this is our financial director XX, it will be responsible for this talk about price matters (D and B mutua

8、l graspA:这是我们的财务总监XX,它将负责这次的谈价事宜(D与B互握B: this is our marketing director of XXB:这是我们市场总监XXA: then we beginA:那我们开始吧B:OKD: first, we this product has three different levels of quality.D:首先,我们这产品有三种不同等级的品质。E: is there much of a difference in price?E:价格也有很大的分别吧?D: yes, high-grade suit about 5000 yuan/par

9、tsD:是的,高档西服大约5000元/件E: the clothes you're asking too much for itE:这衣服你们要价太高了吧D: of course, we still have the price a little cheaper.D:当然,我们还有价钱便宜一点的。D: is the price?D:价钱如何?E: three grades of price difference is a little bigger, excuse me their differences?E:三种档次的价格差别有点大,请问他们的差异在哪?D: this company

10、 for selected commodities are professional custom quality fabric material. High-grade we use is the latest international award, the material higher costs. Secondly 3 class set according to different consumers. High-grade main who are government officials and business executives; Midrange against whi

11、te-collar; When general wage suitable for consumers.D:本公司商品选用的面料均为专业定制优质面料。高档的我们使用的都是国际上参展获奖的最新材料,成本更高。其次三个档次针对不同的消费群设置。高档的主要消费群是政府官员及企业高管;中档的针对白领阶层;低档的时候适合于一般消费者。E: (E, F, B but we think for a moment to discuss the price of each class is high, can again cheaper?E:(E、F、B 商量片刻可是我们觉得各个档次的价格偏高,能不能再便宜一点

12、?D: yes, if you order in large lots, we'll reduce the price. For example, order 800 pieces, we can 9discount, middle-grade than 1,500 pieces, we may consider giving you hit 12% discount, cheap more than 2500 thing we bore to 8 percent discount.D:可以,如果你们大量订购,我们可以降价。比如说,订购800件,我们可以打9折,中档的超过1500件,我

13、们可以考虑给你们打8.8折,低档的超过2500件我们给以8折优惠。B: I'm afraid we don't need that much.B:我怕我们不需要那么多。A: this saved quite A savings. That you want to order?A:这省下的可是一笔不少的钱哩。那你们打算订购多少?B: we're going to various grades of order of 1,000 pieces, you all to 8 percent discount. (A, D mutually looked, expression

14、surpriseB:我们打算各个档次的订购1000件,你们全部给以8折优惠。(A、D互看,表情惊讶D: sorry? This business can not do, you should consider to our company operating costs, no company would do lose business.D:What?这个生意不能做,你们应该考虑到我们公司的经营成本,没有公司愿意做亏本生意。D: if you want to order, we can give unified the biggest discount is high-grade 9disc

15、ount, low-standard play 15% discount, not negotiable.D:如果你们要统一订购,我们能给以最大的优惠是高档的打9折,中低档的打8.5折,没有商量的余地。E: OK, so, we agree with you just said conditions.E:OK,就这样,我们同意你刚才说的条件。A: that now we talk about shipping related matters.A:那现在我们讨论一下关于运货的有关事宜。F: OK, that you are going to adopt what way delivery?F:O

16、K,那你们准备采用什么方式发货?A: considering the freight problem, we decided to use the train checked.A:考虑到运费问题,我们决定采用火车托运。F: that's not so good. High-grade dress? Not damage easily?F:这样不太好吧。高档服装怎么办?不是容易损坏?A: that we put the high-grade batch suit reoccupy carton packing up to make sure not to crush the broken

17、, but you take extra additional charges.A:那我们把高档的批次西服再用硬纸盒包装起来,以确保不会压坏弄破,但是你们要额外追加运费。F: additional?F:追加多少?D:10%F: deal!F:成交!A: we will prepare for the signing.A:那我们就准备一下签约的事。F: good!F:好!A: who is the contract for your side?A:谁代表你们这一方签约?B: our general managerB:我们总经理A: are we offer A time to meet with

18、 them?A:我们是不是要约个时间跟他们见见面?B:OK商务谈判之签约篇卖方总经理:G 秘书:H买方总经理：I 其余人员 秘书：J H: managerXX, this is our company's managerXX H：XX 总，这是我们公司的 XX 总 J: managerXX, this is our company's managerXX J：XX 总，这是我们公司的 XX 总 Both general manager shake hands (smile 双总握手（微笑） G: that we began to sign it (both for its secretary in the contract and pens G：那我们就开始签约吧 （双方秘书为其呈上合约书及笔） I: before signing I want to read it again I：签约之前我想再看过一遍 G: of course.take your time G：当然，你慢慢看吧 I: it looks fine to me I：看起来好像没什么问题 H: so, just sign there on the bottom. H：那么，就请在下面这里签个名。 I: I signed it.