Negotiation

邹欢：Before we begin, are you sure that you are in a position to conduct this negotiation?

邓翰琳：Yes, I have the authority to negotiate with you.

张明：Well, let’s get down to business, our company are thinking of

placing an order of your electronic products. May I have an idea of your prices?

杨芳玲：1200 Yuan per unit, as you see our price is very competitive. In order to promote the business, we are willing to give new customer the most favorable price, even if it will bring us a loss.

邹欢：Well, but my knowledge of this kind of electronic product tells me that your offer is on the high side. Besides, I need time to build up my confidence in the quality of your stuff, In any case, I’d rather wait and hunt around if you were unable to include any reasonable discount.

邓翰林:I should say the price is reasonable , and we guarantee the quality of the goods, we have a free sample for your checking,We cannot give any discount, because this price is on our bottom line.

张明：I want to know can you offer me a favorable discount if our order is large enough?

杨芳玲：Well, we wonder how many you will order?

邹欢：As is well-known to us all , you have a high reputation as supplier.

So, we are intended to order 20,000 cases.

邓翰林：Okay, depend on your order and for the friendship between us, we can offer you 3% discount.

张明：Oh, no, I am looking for a large discount, and I hope that you’re going to offer me one. Otherwise, it would be impossible for us to make any deals at such price.

杨芳玲I am very surprised to hear you saying that. You know, the cost of our electronic product has risen a great deal in recent years.

邹欢：If that is the case, there is hardly any need for further discussion. We might as well call the whole deal off.

邓翰林：OK, for our friendship sake, let’s meet each other halfway, we can consider reducing the price by 4% if your order is 25,000 cases. It’s too much for us. This is our bottom price. Is this acceptable?

张明：The quantity is not a problem, if our order is 30,000 cases, shall you give us 6% discount?

杨芳玲All right, we also hope do business on a basis of mutual benefit. I think that offer is acceptable. Look forward to our further cooperation!

第二篇：商务谈判对话实例

商务谈判对话实例

A: The seller Miss Lin representing Huaxin Trading Co.,Ltd. B: The buyer Mr. Cai representing James Brown &.Sons Co.,Ltd. A: Good morning, Mr. Cai. Glad to meet you.

B: Good morning, Miss Lin. It’s very nice to see you in person. Let me introduce my colleagues to you. This is my manager, Mr. Jia. A: How do you do? Mr.Jia.

B: How do you do? Miss Lin. Nice to meet you.

B: ....And this is Mr. Wang. He is in charge of sales department. This is Miss Huang. She is in charge of business with clents. A: Nice to meet you, Miss Huang, Mr. Wang.

B: Nice to meet you, Miss Lin.

A: How are things going?

B: Everything is nice.

A: I hope through your visit we can settle the price for our Chinaware, and conclude the business before long.

B: I think so, Miss Lin. We came here to talk to you about our requirements of HX Series Chinaware. Can you show us your price-list and catalogues?

A: We’ve specially made out a price-list which cover those items most popular on your market. Here you are.

B: Oh, it’s very considerate of you. If you’ll excuse me, I ’ll go over

your price-list right now.

A: Take your time, Mr. Cai.

B: Oh, Mr, Wang. After going over your price-list and catalogues, we are interested in Art No. HX1115 and HX 1128, but we found that your price are too high than those offered by other suppliers. It would be impossible for us to push any sales at such high prices.

A: I’m sorry to hear that. You must know that the cost of production has risen a great deal in recent years while our prices of Chinaware basically remain unchanged. To be frank, our commodities have always come up to our export standard and the packages are excellent designed and printed. So our products are moderately priced.

B: I’m afraid I can’t agree with you in this respect. I know that your products are attractive in design, but I wish to point out that your offers are higher than some of the quotations. I’ve received from your competitors in other countries. So, your price is not competitive in this market.

A: Mr. Cai. As you may know, our roducts which is of high quality have found a good market in many countries. So you must take quality into consideration, too.

B: I agree with what you say, but the price difference should not be so big. If you want to get the order, you’ll have to lower the price. That’s reasonable, isn’t it?

A: Well, in order to help you develop business in this line, we may consider making some concessions in your price, but never to that extent. B: If you are prepared to cut down your price by 8%, we might come to terms.

A: 8%? I’m afraid you are asking too much. Actually, we have never gave such lower price. For friendship’s sake, we may exceptionally consider reducing the price by 5%. This is the highest reduction we can afford.

B: You certainly have a way of talking me into it. But I wonder if when we place a larger order, you’ll farther reduce your prices. I want to order one container of HX1115 and 438 sets of HX1128.

A: Mr. Cai, I can assure you that our price is most favourable. We are sorry to say that we can bring our price down a still lower level.

B: Ok, I accept. Now let’s talk about the terms of payment. Would you accept D/P? I hope it will be acceptable to you.

A: The terms of payment we usually adopt are sight L/C.

B: But I think it would be beneficial to both of us to adopt more flexible payment terms such as D/P term.

A: Payment by L/C is our usual practice of doing business with all customers for such commodities. I’m sorry we can’t accept D/P terms. B: As for regular orders in future, couldn’t you agree to D/P? A: Sure. After several smooth transactions, we can try D/P terms.

B: Well, as for shiopment, the soon the better.

A: Yes, shipment is to be made in April, not allowing partial shipment.

B: Ok, I see. How about packing the goods?

A: We’ll pack HX115 in carton of one set each, HX1128 in cases of one set each, two cases to a carton.

B: I suggest the goods packed in cardboard boxes, it’s more attractive than cartons. Do you think so?

A: Well, I hope the packing will be attractive,too.

B: For transaction concluded on CIF basis, insurance is to be covered by the sellers for 110% of invoice value against WPA.Clash&.Breakage and War Risk.

A: This term less these goods should damage in transit. I agree with it.

B: I’m gald we have brought this transaction to a successful conclusion and hope this will be the beginning of other business in the future. Let’s confirm these items we concluded at the moment.

A: Yes, we concluded as follows: 532 sets of HX1115 at the price of USD 23.50 per set to be packed in cardboard boxes of one set each and to be shipped CIF5 Toronto. 438 sets of HX1128 at the price of USD 14.50 per set to be packed in case of one set each, two cases to a cardboard box and to be shipped CIF5 Toronto.

B: All right. By the way, when can I expect to sign the S/C?

A: Mr. Cai, would it be convenient for you to come again tomorrow morning. I’ll get the S/C ready tomorrow for your signature. B: That’s fine. See you tomorrow. Goodbye. Miss Lin.

A: See you and thanks for coming, Mr. Cai.