商务谈判对话

时间:2024.3.27

(准备好礼物、签约合同、双方谈判者的名牌,两国国旗)

1、进场、落座(握手欢迎,面带微笑)

A1.B1总,您好!欢迎欢迎欢迎(随行人员:您好,您好,您好??)

2、寒暄

A1.B1总你们今天辛苦了。昨天晚上休息得怎么样,还习惯吗?对我们的安排还满意吗? B1.贵公司给我们安排的酒店非常舒适。

A1.饭菜还和您胃口吗?

B1.哈哈哈,中国饮食文化博大精深,昨天我们真是大饱口福呀~

A1.我们公司呢特意给您准备了一份中国小礼物(起立,双手递上),希望您能够喜欢(此处应该有礼物,加亮!!)

B1.(起立,双手接过)A1总,您真是太客气了,礼物我非常喜欢。

3、切入主题,介绍谈判代表

A1.再次欢迎各位谈判代表来中国进行业务洽谈,希望我们这次能够合作愉快。B1总,那我们现在可以开始了吗?

B1.好的,可以开始了。

A1.首先呢,我想请我的助理来介绍下我方的代表。

A2.(起立)现在呢,由我来介绍下我方的代表。这是我方总经理A1(A1起立,你们好);这是我方市场部经理A3,这是我方采购部部长A4,这是我方技术总监A5,还有这是我方法律顾问A6。我是总经理助理A2,你们好!(坐下)

B1.现在呢由我方秘书来介绍一下我方的人员。

B2.这是我们的执行总监B1(B1起立,大家好),这是我们的销售部经理B3,这是我方财务总监B4,这是我方技术总监B5,还有这是我方法律顾问B6。我是助理B2。(坐下)

4、双方进行第一轮磋商(旁白A2)

B1.在前期的谈判中,我们对你方提出的合同价格并不是十分满意,为了尽快促成合作,我方在“十一”之际与贵方谈判,希望这次双方能达成一致的意见。

A1.我方对贵方所表现的诚意再次表示感谢。经过慎重的考虑,决定在原来的报价基础上再提高10万美元,也就是225万美元。您看怎么样?

B4. 贵方报价实在太低,恕我们对这次报价很难认同。我方建议合同报价为240万美元。下面由我公司的销售部经理B3给出最新的市场调查情况。

B3. 好的,下面由我来说一下。我公司一直致力于开发高端的技术产品,研发的技术产品在美国、欧洲以致世界市场上都得到很好的反响。根据市场部分析,近年来我公司在中国市

场上的份额也在不断提高。所以我相信我们有相当大的技术优势来把握这次的谈判。 A3.不错。但是相信贵方也清楚,高技术人才对高精密的设备仪器必不可缺,这必然要增加我们的成本。而且,现在人才市场紧缺,具有高技术、高素质的专业技术人才更是难得。我们在引进贵方的技术后,后期的人才培养方面的费用肯定也不会低。因此,还希望贵方理解我方的难处。能够再次降价,给我们一个合理的价格。

B4.A1总,我想我们在合同的价格上还存在着较大的分歧,请荣我做进一步考虑,之后再给贵方答复。我想先提起休会,请你们能够谅解。

A1.好的,可以。

5、双方进行第二次协商(旁白B2)

B3.在上一轮的谈判中呢,我们对贵公司提出的难处表示一致理解。所以经过我方的商议,为了开拓中国市场,我方决定再降5万美元,也就是235万美元。不知道贵公司意下如何? A3.刚才呢,我详细地听取了贵公司的经理的分析。但是我方依然认为最开始的报价是非常合理的,也就是225万美元。这个价格也是根据市场情况调整后的合理价格。我方这次也是带着诚意而来,希望能就合同价格问题达成一致。就目前来看,只有我们合作才能创造双赢的局面。所以希望贵公司做出更大的让步,谢谢!

B1.但是你们这次的报价实在是太低了,而我们提供的这项技术已经通过国际技术的标准检验,达到世界先进水平。据我们所知,中国政府也一直很关心这项技术,如果贵方能够引进我公司的这项技术,必然会获得中国政府的大力支持,也能满足对方提高国际竞争力的要求。 我方也多次降价以表示对双方这次首次合作的重视,希望对方能认真考虑。

A1.好的,我们也十分看重这次的机会,想与对方达成共识,完成此次的合作。所以,我方经过商议,将报价调整为230万美元。不知您意下如何?

B1.我们很高兴看到对方做出的让步。但是我方也反复强调过,我们的技术在市场上占有突出的优势,所以对方的报价还是不能让我们满意。

A1.但是,我公司是一个在国内外都享有良好声誉的公司,与我公司的合作,一定能帮助您开拓中国市场,并争取更多的利润和市场份额。

A4.同时,我们也了解到贵方很希望打开中国市场,而我们公司在国内外的信誉和形象都很好,我们公司应当是贵公司在中国的最佳合作伙伴。凭借我公司的业务渠道,我们完全可以帮助贵公司争取国内的市场。并且,我们也知道业内有很多公司非常需要类似贵公司提供的高尖端技术。在这方面,我公司会为贵公司搭桥引线,帮贵公司介绍客户,从而达到拓展中国市场的需求。同时也希望对方能为我方考虑,以双方都能接受的价格条件完成这次合作。 B4.首先非常感谢贵公司采购部部长给出的分析,我来谈一下我们的看法。目前,虽然我公司在加快拓展中国市场,但是欧洲/美洲等市场还是我公司的主要市场。而且这此项技术的市场价格也有上涨的趋势。考虑到这一点,我方还是不能接受贵方报价。

A3.不错,话虽如此。想必贵公司也清楚,我公司在国内外都享有很高的声誉,因此也有很多的海外大公司主动联系我公司。说句实话,他们的报价已经低于贵公司。只是我方与

贵公司同在亚洲,我们也一直在优先考虑和贵公司的合作。所以我方希望贵公司能够进一步的降低报价,请贵公司慎重考虑。

B1.好的,针对这个问题呢,我想我们再考虑一下,可以吗?

A1.好的。

旁白A2(中方人员退到会议室旁的休息室小憩,留下日方公司代表在会议室商议合同价格的调整问题。)

B3.总监,您看对方在价格上也做出了很大的让步,况且对方是个声誉很好的大公司,与他们合作,无疑可以提高我们公司在中国的知名度,并扩大在中国的市场份额。

B1.恩,我也是这么考虑的。

B4.恩,是啊。而且从现在的市场情况来看对方提出的价格也在合理范围内。所以您看??。 B1.好,那咱就适当地降低一下价格吧。尽量取得这次谈判的成功。

(N分钟后,中方代表回到会议室,与日方人员进行第三轮的磋商。)

6、第三轮协商(旁白B2)

A1.好的。B1总,不知道你方考虑的怎么样了。

B1.恩,A1总,经过我方的考虑呢,在原来的基础上再降2万美元,也就是233万美元,这已经是我们能接受的最低价格了,低于此价格就不是我职权范围内所能够决定的了。不知您意下如何?

A1.感谢贵公司做出的让步,我们已经足够感受到贵方的诚意了。我相信在互信和互利的基础上,我们未来的合作会非常顺利。此外,下面还有关于我方技术条件方面的一些考虑。接下来,由我方的技术总监A5做出陈述。

A5.好的,基于我方技术方面的考虑,我方希望将合同条款中“介绍2名实习生去贵公司实习10天,并派遣2名专家来华指导5个工作日”的技术条件改为“5名实习生实习2周,派遣3名专家来华指导8个工作日”,同时再对我们的人员进行为期15天的技术培训。而我们接受贵方233万美元的报价,这样对双方都有好处,不知贵方意下如何。

B5.关于这一点,我们的设备技术性强,复杂性高。所以技术人员的缺乏确实会给贵方带来较大的不便。为了促进双方合作,我方愿意接受这个条件。

B3.不错。那关于预付金的问题,我公司历来的习惯做法是对方先支付合同价格的30%,以便于我方的资金流通,希望贵公司也能遵守。

A4.以前我们公司确实能够支付这笔预付款,但是由于我们公司最近采购频繁,资金大量的占压,所以只能支付20%的预付款。当然,这并不是由于我们的经营管理不善造成的。相信大家对我们公司的实力也有所耳闻,而且我们在信誉上也一直很好,这一点请B1总放心。

B1.为了我们能尽早达成协议,也为了我们的长久合作,我们决定接受对方的要求。 A1.感谢贵公司的理解和支持。那下面就有请双方的法律顾问就合同的细节进行洽谈。

A6.根据谈判内容,双方在合同价格和技术条件方面所达成的共识已写入合同,请B6律师进行确认。(起立,双手递交)

B6.感谢贵方在本次谈判中所做出的努力,合同已经确认完毕,自双方签订之日起立即生效。请双方按照合同条件履行。

A6.现在请允许我宣读一下刚才会议谈判的结果。此次谈判,中方接受贵方233万美元报价,且我公司先行付款20%。贵方接受5名实习人员去贵方公司实习2周,派遣3名专家来华指导8个工作日,同时对中方相关人员进行技术培训15日的技术条件。具体细节问题,详见合同。预祝双方合作愉快!(全体鼓掌)

A1.好的。那现在有请贵公司跟随我方工作人员先到旁边休息室暂作休息。合同我们会立即拟定,届时通知您进行签字仪式。

B1.好的。贵公司的安排实在细致。再次感谢你们的安排。

A1.您太客气了。(A1、B1起立握手)

7、签字仪式(旁白B2)

A1.B1总,根据我们此前的谈判结果呢,合同已经制作出来了。由我的助理向您呈递一下。(A2递交合同)

B1.好,那我们现在开始签字吧。(2份合同,相互交换签字,一人签2份)

(双方签字)

A1.B1总,合作愉快!

B1.合作愉快!(两老总握手,双方代表起立鼓掌)


第二篇:商务谈判对话第三步--过程


商务谈判第三步---过程

1. 与商品买卖有关的谈判

A. 产品描述

Dialogue 1:

会上,他结识了海鸥牌微波炉经销商李成章先生。亚瑟对进口李先生经销的微波炉非常感兴趣。3.1至3.9部分是两人见面的谈判现场,从中我们可以一览商品买卖谈判的全貌。

Arthur: I am interested in your Mew Brand Microwave. Would

you like to give me some introduction to your products? Li: My pleasure. Our Mew Brand Microwave has a long

history. We supply microwaves of all types and sizes. It has the latest technology and beautiful design; what’s more, it is well-known for its fine quality. It has won prizes at international and domestic contests and has been sold well in more than 80 countries and regions. There are our latest illustrated catalogue and price list giving the details you ask for. Here you are.

Arthur: Thank you.

B. 商谈价格

Dialogue

Authur: (After going through the catalogue and the price list) That’s

good. Um, now what I am concerned about is the price. If the price is acceptable, we’re thinking of placing an order. Li: I’m very glad to hear that.

Arthur: Can you give me a quotation for Mew Brand Microwave

Model HT-46F?

Li: Sure. We give you a price of US$100.00, CIF New York.

Arthur: Um, your products are very attractive, but the price is

beyond our reach. Don’t you think it is a little hign? Can you reduce it?

Li: Sorry, I’m afraid we can’t. As you know, US$100.00 is our

rock bottom price. However, if you purchase such large orders as more than 3,000 units, you can enjoy our quality dicount, that is, we will reduce it to future business, not just a promise.

Authur: We intended to order 2000 pieces over a six-month period.

Can we get a 15% discount if we place an order of 4000 sets for twelve months, with a guarantee?

Li: Well, it puts me in a dilemma. Anyway, if you can guarantee

than on paper, I think we can make a deal.

Arthur: Good! Let’s call it a deal.

C. 包装与唛头

Arthur: The next thing I’d like to bring up for discussion is packing. Li: Go ahead, please.

Arthur: The good must be wrapped in a poly bag and packed in a

standard export carton lined with foam capable of withstanding rough handling during transit.

Li: No problem.

Arthur: In addition, on the outer packing please mark our initials

“ABC”in a triangle, under which the origin of the goods, the port of destination and our products. I’m sure the packing will give your clients satisfaction.

Arthur: That will be fine.

付款方式

Dialogue 1

Li: Then, have you got any specific proposal on the payment

that concerns both of us?

Arthur: I wonder if we can make payment for this order by

documentary collection.

Li: I’m sorry, you can’t. Generally, we only accept payment by

irrevocable letter of credit payable at sight against shipping documents.

Arthur: You know our order this time is very large; to open an L/C

for such a large amount with a bank is costly. Can you be a it more flexible and bend the rules a little?

Li: As a seller, we too have the problem of funds being tied up.

So please open a sight L/C.

Arthur: Could you make an exception?

Li: I’m afraid not. We insist on a letter of credit.

Arthur: To tell you frankly, a letter of credit would increase the

cost of our import. When we open a letter of c redit with a bank, we have to pay a deposit. That’ll tie up our money and add to our cost.

Li: Consult your bank and see if they will reduce the required

deposit to a minimum.

Arthur: Still, there will be bank charges in connection with the

credit. It would hep me greatly if you would accept documentary collection.

Li: I really can’t help you. Presently, the situation on the

international money market is unstable. To be on the safe side, we insist on the payment by L/C.

Arthur: To meet you half-way, what do you say to 50% by L/C

and the balance by documentary collection?

Li: I’m very sorry, Mr. William, but I’m afraid I can’t promise

you even that. As I’ve said, we require payment by L/C.

Arthur: So I have to open an L/C with our bank.

Li: Yes. Thanks for understanding.

Arthur: All right, that’s settled.

装运

Dialgue

Arthur: Then we come to the next problem—shipment. For such a

big order, we propose to have the goods dispatched by sea. Li: No problem,we’ll deliver the consignment in three months,

that is, by June 20.

Arthur: Could you deliver it a bit earlier? How about May 15? Li: I’d like to deliver earlier, but I can’t give you a check

which I know will bounce.

Arthur: We are scheduled to have a largr exhibition in New York on

June 10. The commodity must therefore be shipped before June, otherwise we won’t be in time for the exhibition.

Li: I can understand your position, but, to tell you the truth,

our factories are heavily committed at this moment, and many clients are in urgent need of our products.

Arthur: Mr. Li, a timely delivery means a lot to us. Could you

persuade your producer to deliver the goods earlier?

Li: Because this is the first transaction, I wish we could make

a deal. I’ll get in touch with the producer and ask them to try their best to advance the shipment to the end of May. Perhaps some other orders will be canceled. We’ll keep you informed.

Arthur: That’s extremely thoughtful of you. I’m looking forward

to receiving your favorable reply. Finally, I have a request about delivery.

Li: Go ahead, please.

Arthur: I suggest that you ship the goods by a steamer of Johnson

Co.. The main reason is that their steamers offer the shortest time for the journey between China and America.

Li: OK. No problem. We will go all out into this business.

保险

Dialogue 1

Arthur: Mr.Li, I’m so glad that we’ve come to an agreement in so

many respects. When it come to insurance,what has been covered in it then?

Li: By convention, we will cover WPA for 110% of the total

invoice value with the People’s Insurance Company of China.

Arthur: Will you please cover other risks besides the

above-mentioned risk, such as Risk of Rust and Breakage of Packing?

Li: As a rule, we don’t cover them unless you want to. And the

extra premium will be on your account.

Arthur: Oh, don’t bother. Now, everything has been settled. It’s

been a pleasure to do business with you, Mr. Li.

Li: The pleasure is ours.

检 验

Dialogue1

Arthur: Mr. Li, we don’t be able to send anyone else to your

company before the goods are shipped. For this reason, we request the commidity inspection should be conducted for our order.

Li: No problem. Our exportinspecitions are mainly made by

China Import and Export Commodity Inspection and Quarantine Bureau. It enjoys high international reputation all over the world.

Arthur: I’ve heard about it.

Li: The inspection will be carried out within 7 days before

delivery. The Bureau has branch offices in all port cities,

such as ours, so it’s very convenient to carry out the inspection.

Arthur: What standards are they using?

Li: The Chinese national stardards wil be applied, if the

commodity is a compulsory inspected item. If not, the standards can be ones stipulated in applicant’s commercial contract.

Arthur: Can we make reinspection at the port of destination when

the goods arrive?

Li: Theoretically yes, but I don’t think it necessary, because it

may cause dispute. If you perfer an inspection organization other than China Import and Export Commodity Inspection and Quarantine Bureau, it wil be fine for us, as we are confident of our products. However, the expenses of reinspection will be borne by your company.

Arthur: I see. I hope there is no occasion for any dsputes to happen.

I think I have completed all my task of this trip.

索赔

Dialogue1

Arthur: What shall we discuss next? I suggest we come to talk about

claim.

Li: All right. There are some factors which might be beyond

our expectation or control, so neither of us should take chances.

Arthur: I think there are two major problems that may cause claims:

inferior quality and late delivery. Inferior quality will force the microwaves to sell at a discount or to become completely unsalable. On the other hand, late delivery will also cause problems, because once you miss the time, we’ll miss the profits.

Li: I agree. Then what do you suggest we discuss first? Arthur: Shall we discuss the quality first?

Li: OK.

Arthur: How about this? If the defect rate is 1%, then the penalty

rate will be 1% of the contract value. From 2% to...

Li: May I interrupt you a momment? Could you first of all give

me a clear definition of defect?

Arthur: Any defect: parts and components are missing; the label is

made mistaken;the performance is not on conformity with the instruction, etc.

Li: OK, I see. Please draft a copy of document about the details

of the claim. Then we shall discuss them.

Arthur: All right. I hope there will be no defect or as few defects

as possible so that we’ll never have to lodge a claim with you.

Li: I hope so, too.

仲裁

Dialogue 1

Li: Do you really think it necessary to have a clause of

arbitration?

Arthur: Yes, just a sound business practice. I’m not quite clear on

the arbitration clause, please explain it in general.

Li: All right. Generally speaking, we think all disputes can be

settled amicably through negotiation.

Arthur: What if negotiation fails?

Li: The case shall be submitted for arbitration.

Arthur: Must the arbitration be gone through only in China?

Li: No, arbitration can be conducted either in China or in other

countries. But our practice is that arbitration, if any, will be conducted in China.

Arthur: Maybe arbitration solution to the problem.

Li: If you insist, our contract stipulations permit arbitration in a

third country. The third countries like Switzerland and

Sweden are the most common.

Arthur: I have no objection to arbitration conducted in China. I

think amicable negotiations are the best method to settle the disputes.

Li: I argee with you. And I hope there no disputes at all. Arthur: So do I. That will benefit both of us.

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