1、商務談判第二步-開局1 有業務往來的客戶談判Dialogue 1Yang舉行會議禾口William準備進行貿易談判。Yan g:Good moring, Mr. William. It s nice to see you again.William :It s nice to see you, too, Mr.Wang.Yan g:How do you feel our Export Commodities Fair,Mr.William?William:There is no doubt that you ve made great proress inyour arts and craft

2、s and do you do businrss moreactively and more flexibly.Yan g:Y es. It s just in this way that we have achieved a totalsales volume of one hun dred milli on U.S. dollars a year.William:I thi nk you will ben efit from the expa nding market ifyou have close cooperati on with us in the future.Yan g:I h

3、ope so. Now let s get dus in ess.Dialogue 2Richard和Chen在生意上合作一直會很愉快，他這次來中國 是為了簽訂獨家代理協議。Richard: Nice to meet you aga in, Mr. Che n.Che n :Nice to meet you, too, What brought you to Chi na thistime?Richard: Ive come for discussint an exclusive agency.Chen:Oh, weve bee n doing bus in ess for sixyears,

4、 have n twe ?Richard: Yes,m very glad we have had very pleasant coperation inthe past years. Through our joint efforts, your productshave enjoyed fast sales.Chen:We very much appriciate your effort in promoting thesale of our products.Richad:To expa nd our bus inss scope, I hope that we can sig n an

5、exclusive agency agreement. If so, you II secure a stablesales volume, and for me, without competitors well controlthe market more easily. Thafs benifical to both parties,isn t it?Dialogue 3Liu與Bill會面，準備與他商討建立合資企業一事。Liu: Its a great peasure to see you again.Bill: Me, too. Our two compa nies have had

6、 tade relatio ns for tenyears.Liu: Yes. In the past ten years, our cooperation has been quitepleasa nt.Bill:Yes, and very fruitful too. We ve never had any difficultieswith our Chinese partners, and we d like to make as many newproducts as we can.Liu:Certainly. Shall we talk about the reason why m h

7、ere? Inview of the rapid developme nt of our bus in ess in yourcompany, we think it s necessary to estanlish a joint ven ture.Bill:Excellent! That s exactly what I think. We have beenworking on expanding our scope of cooperation with yourcompa ny.Liu:OK. Now let s talk about the details.2.新客戶談判Dialo

8、gue 1Mr. Osman第一次來至U Wang的公司談判。Wang:Welcome to our compa ny. Sit dow n, please.Osma n:Thank you. I m glad to have the opport unity of visit ingyour corporati on. 1 hope we can tran sact bus in esstogether.Wang:It s also our hope to trade with bus in essme nfrom alcoun tries.Osma n:I m told you speci

9、ize in textiles. What can you offer in thisline?Wang:It would be better for you to tell us what specifc types youwant to buy, as we have too many varities to offer.Osma n:Well, we are main ly in terested in bed-sheets and blankets.Dialogue 2Mr. Zhou正在向Mr. David介紹其公司的情況。Zhou:I have long heard of your

10、 great mane, and I m verypleased to see you, Mr. David.David:I m very pleased to see you, too, Mr. Zhou. This is my firstvisit to Chin a. I d appreciate your con siderati on in thecoming n egotiati on.Zhou:Let s hope for good cooperation. Next may I give you abrief account of our company s activitie

11、s? I beliee that youhave a brochure outlining our company and our products.Here s our company s most recent annual report.David:I see your sales volume have bee n grow ing quite steadilyover the past ten years.Zhou:Yes, we have built up bus in ess relati ons with more tha n3C coun tries in the world

12、 and our products have becomethe best sell ing lines in intern ati onal markets.David:That s fine.Zhou:I d like to make a presentation on our factory. It covers anarea of 60,000 square meters. We have about 300designengin eers and producti on engin eers. Now we have 1200employees worki ng on three s

13、hifts.David:I think I ve got a general picture about your company.Thank you very much for your acco unt.Zhou:It s my pleasure.Dialogue 3Alice與Wang洽談，希望建立貿易關系Alice:You have won graet success on textile industry, I here.Specializng in the line of textiles and texiles machinary, wepay close attention t

14、o your taxtile products, especially yourcotton cloth and cotton fabrics.Wang: I m glad to hear that.Alice:I d like to take this opport unity to esta nlish trade relati onswith you.Wang:This happe ns to coin cide with our desire .In order to giveyou a gen eral idea of the various kinds of our product

15、s nowavailable for export. I d like to give you our latestcatalogues and price lisrs.Alice:That s good, thank you. I feel that we can do a lot ofbus in ess in textile line. We could push the sales of yourproducts. Mean while you could con sider impot ing someequipme nt from us.Wang: Sounds good. I h

16、ope we can srike a quick deal.Alice:I hope so, too. We believe this deal con forms to ourmutual benefot and to the principle of satisfying each others n eeds.Dialogue 4Richad向Mr. Sun詢問外貿政策事宜。Richard: You know, this is my first time to visit China, so Id like toknow something about the new policy in

17、your foreign trade.Sun:Our foreign trade policy has always been based on equalithand mutual benifit and exchange of needed goods. We stillinsist on this principle, but we have adopted much moreflexible policies in our foreign trade work, such as paymentby installments, prossing trade with client s materials, jointventure and so on.Richard: You have made some readjustments in your import andexport business, haven t you?Sun:Yes. It mainly means importing some complete equitment,advanced technology and sci