国际贸易谈判剧本

1、场景一：广交会ZW: Hello, can I help you?Lily: Hello, Im interested in buying some Chinese kerchiefs. Can you show me some?ZW: Of course. Let me introduce myself first. My name is Zhang Wei, the President of this company. This is my business card. Lily: Thank you and here is mine.ZW: Here are some samples.

2、You can have a look.Lily: Would you like to introduce these one by one, so I can know more?ZJY: Yes, Id like to. What kind of kerchiefs do you want? I mean, you want it for a gift or every-day dressing because we have different packaging, hardcover and normal packing, the price is also different.Lil

3、y: You know the Mothers Day is coming, so we are going to have some hardcover ones.ZJY: If so, Id like to recommend these to you. This one, you see, with glen check, plain and neat. Its Su embroidery, one of our star products. And this one, its very fashionable for its color matching which is very p

4、opular this year and very suitable for business wear, made of real silk. And this one is also very fabulous, you can have a try, let me help you. See? So beautiful!Lily: Yes, pretty impressive. I like it. But could you give me a price list, please? I need to think about it and I will contact you if

5、I need.ZJY: Of course. Here you are.ZW: Take your time please and were look forward to hearing from you again. See you.Lily: See you.场景二( ZW is looking at price catalogue in his office and then a call from lily disturbs him)Lily: this is lily, may I speak to Mr. Zhang?ZW: speaking, I have been looki

6、ng forward to your call, miss lily,Lily : after looking through you price catalogue, i am very interested in HQ12-7AY, HQ12-7SB, YLZ56-59NH, YY101-105DY and YY101-105HY这里我觉得没必要改，如果改了的话，会有信息不统一的问题，和工厂那边.ZW : I am glad to hear that, could we talk about it in detail Sometime tomorrow？Lily : how about 3

7、 pm.ZW: fine , then i will Send Someone to pick you up at your hotel and i will meet you at HONGBINGLAO, ok ?Lily: perfect! See you then!ZW: See you!场景三Zi: 大家好！ 刚刚我接到NEW ZEALAND beauty import and export Ltd.的miss LI a的电话，她对我们公司的 1 2 3 4 5 产品很感兴趣，该公司在新西兰非常有名，他们有很健全的销售网络，并且营销能力很强，对将来我们的产品大规模进入新西兰的帮助很大

8、。而且新西兰人非常注重高品质生活，与我们公司业务对口， 所以我希望我们应尽全力拿下这个订单并由此和他们建立密切的业务伙伴关系，C财务 然 把价目表给我看一下。C : 好，张总监， 这是我们根据目前国际市场行情及保险率和运费率，制作的最新版本。ZI : 好的，这样， Z2怡，明天你先跟miss li 谈价格方面的事情，C然价格策略你的意见？C:HQ12-7AY产品的低价是90美元 HQ12-7SB 产品的底是60美元 YLZ56-59NH 产品的底价是55美元 YY101-105DY产品的底价是50 美元 YY101-105HY产品的底价是70美元 态度稍微强硬一点，但谨记同时要体现我们是很真诚

9、地想跟他们合作，万一谈僵了，最后由我来最后圆场把这个合同谈下来。Z2 : 好的Z1 : 好 ，那就先这样吧场景 four ZJY：Hello, Miss Lily, good to see you again. Im the Sales Manager of HuaiXiu Company, Zhang Jing Yi, remember me? Im sorry that our Chief Executive , Mr.Zhang, is now having an important meeting, but he will come here just after it finishe

10、d.Lily: Thats OK. Good to see you, too.ZJY: This one is the most famous tea house in Guang Zhou city. Have you heard it before? Its famous for Long Jing.Lily: Really? I didnt know it before.ZJY: I hope you can enjoy it. This way please. Our room is 108.ZJY: Have a seat, please.Lily: ThanksZJY: Have

11、you been to Guang Zhou before?Lily: No, this is my first time.ZJY: Really? Then youd better have a good tour to enjoy the city, the weather here is so nice and food here is very tasty. Lily: Yeah, Im planning on it.ZJY: Well, lets go down to our business. Mr.Zhang told me that youre interested in so

12、me of our products, Im glad to hear that. Here is our list, can you make sure which one you want?Lily: Let me see. I think they are HX2012-01, HX2012-02 and HX2012-07.ZJY: You have a good taste of kerchief! These three are our strongest products and they are very popular in both Europe and Australia

13、. They sale pretty good!Lily: Sounds good, but I want to negotiate with you on price.ZJY: Is there anything wrong?Lily: Im afraid your price is not competitive in comparison to your competitors.ZJY: Im sorry to hear that, as you know, you want our products with the fine packaging. Our packaging is t

14、he best one with rich classical Chinese features and the quality is good, too. You can not find another company which his packaging is as elegant as ours, so of course their price is a little lower.Lily: But this is our first cooperation, you see. Can you give me some discounts?ZJY: Just because thi

15、s is the first time, so wed like to give you discounts to show our sincerity. Can you be more specific? Which item of these three is not acceptable?Lily: Actually, none of them is to my satisfaction.ZJY: So what kind of price do you expect?Lily: I think HX2012-01 should be 85, HX2012-02 and HX2012-0

16、7 should both be 60.ZJY: Oh, thats too low. We have no profit at all with these prices. But can you tell me your order? If you make a large order, we will consider giving you more discounts.Lily: Our orders are 10000 for HX2012-01, 15000 for HX2012-02 and 10000 for HX2012-07.ZJY: Well, its actually

17、the medium size compared with other orders we have landed, but since its our first cooperation, Ill still give you a lower price. How about I give you the prices of 90, 65 and 70.Lily: Im sorry, but this is our biggest order and we need to consider our profit. Whats more, if your price is so high, y

18、ou will drain out of our profits and that is not going to happen!ZJY: But in our reality, labor cost is much higher than before, so as the low materials. Lily: These are your problems. You know, this is our first time to import this kind of products and your brand is not so popular in our country so

19、 we need to spend a lot of money to advertise on it. We are taking a risk!ZJY: I can promise you that our products are the best. You have seen the sample, quality, excellent! Style, beautiful! Packing, attractive! Its the best choice to be a president. And since you choice the fine packaging, not th

20、e ordinary one, so this is very convenient for your selling and will help you to attract more customers as well!Lily: I know, but I still cant see your sincerity on our cooperation. If you still insist on your price, I will just turn to other companies, Im afraid.ZJY: But you cant find the same prod

21、ucts which are as fabulous as ours. I suggest you to think about it seriously!场景五:Zi : nice to meet you again. Do you enjoy the tea?Li : no , actually. ZW ：what happened?ZJY : We can't reach an agreement on the prices under FOB.Li : your prices are beyond my expectation and it is unacceptable ,i

22、 guess.ZW: well, calm down lady. I'm sure we can find a way to reach it . Can you tell me which parts do not satisfy you? Lily : all of them.ZW: in that case, i shall consider giving you more discounts on HQ12-7SB. if you order 2000, the price will be only as 60 USD FOB SHANGHAI. But HQ12-7AY is

23、 our main product and it is out of inventory. So i am afraid that we can't make any concession on the price. However, we can offer you more discounts on YY101-105HY since it's our first cooperation and we would like to show our sincerity. So how about 70 USD FOB SHANGHAI, is it ok ?Lily: tha

24、t sounds more acceptable. Can you quote the prices under CIF? The destination is Auckland.ZW: No problem, please wait a moment.( Mr.Zhang is calculate the prices under CIF using his computer. And 30 seconds later, the result comes out). Here it is. HQ12-7AY Is 100 USD piece CIF Auckland and HQ12-7SB 80 USD and YY101-105HY 90 USD.Lily: ok, Ill adopt the prices under CIF. Could you tell me something specific about the insurance? ZW: all right, all the goods will be covered by us for 110% of CIF total in voice value against ALL RISKS