1、商務(wù)談判文稿姓名 第一輪 第二輪趙健英Janet 買方翻譯 賣方老板蘇東淼Elaine 買方老板 賣方翻譯張雅文Angela 賣方老板 買方翻譯任 嬋Sophia 賣方翻譯 賣方老板IntroductionThe buyer Elaine is an English fitness supplies distributor; her company wants to buy Exec-U-ciser from company EDU. Angela is the Chinese manager of the company EDU. BeginningElaine：Nice to meet y

2、ouAngela：Nice to meet you，tooElaine: Id like to get the ball rolling by talking about prices. Sophia:咱們直接談價(jià)錢吧Angela:好的，有什么問題盡管問吧。Janet: Shoot. Id be happy to answer any questions you may have. Elaine: Your products are very good. But I m a little worried about the prices you are asking. Sophia:你們的產(chǎn)品

3、質(zhì)量很好。但是，關(guān)于貴方所提價(jià)格我方不太滿意。Angela：貴方認(rèn)為我方要價(jià)太高？Janet: You think we about be asking for more? (Laughs) Elaine: Thats not exactly what I had in mind. I know your research costs are high, but what Id like is a 25% discount. Sophia：貴方要價(jià)我方不太認(rèn)同，我方知道你們技術(shù)研究費(fèi)用高，但我方希望有25%折扣。Angela：25%折扣有點(diǎn)高，我們無利可圖。Janet: That seems

4、to be a little high, Mr. Smith. I dont know how we can make a profit with those numbers. Elaine: Well, if we promise future businessvolume salesThat will slash your costs for making the Exec-U-ciser (健樂美:execute your exerciser), right? Sophia: 如果我們?nèi)蘸笥写笈繕I(yè)務(wù)往來，貴方可以降低產(chǎn)品價(jià)格嗎？Angela：當(dāng)然，但是我方無法確保貴方日后會與我方有大的

5、訂單業(yè)務(wù)往來。我方需要未來合作的保證書，而不只是口頭承諾。Janet: Yes, but its hard to see how you can place such large orders. How could you turn over so many? (Pause) Wed need a guarantee of future business, not just a promise. Elaine: We said we wanted 1000 pieces over a six-month period. What if we place orders for twelve mo

6、nths, with a guarantee? Sophia:我方曾經(jīng)說六個(gè)月訂購一千件產(chǎn)品，如果我方現(xiàn)在下12個(gè)月的訂單，對貴方會是一個(gè)有力的保證嗎？Angela:如果貴方可以簽下保證書，我想我們可以對價(jià)格進(jìn)行進(jìn)一步的商討。Janet: If you can guarantee that on paper, I think we can discuss this further. (After Angela reported Elaines plans，boss was satisfied with the buyers plan. But he hoped Angela can keep

7、a tough attitude on discount and get the bottom line of buyer.) Angela：盡管貴方是大批量訂購，希望貴方也不要期望我方會有大幅度降價(jià)。 Janet: Even with volume sales, our costs for the Exec-U-Ciser wont go down much.Elaine: Just what are you proposing? Sophia:那貴方的意思是？Angela:我們可以給一定的折扣，但是25%的折扣會大幅削減我方利潤額。我們可以折中一下10%。Janet: We could t

8、ake a cut on the price. But 25% would slash our profit margin. We suggest a compromise10%. Elaine: Thats a big change from 25! 10 are beyond my negotiating limit. (Pause) Any other ideas?Sophia: 這和我們所要求的25%差價(jià)太大，超出了我方價(jià)格底線。還有商量余地嗎?Angela：我們現(xiàn)在無法決定，明天我們再繼續(xù)吧。Janet: I dont think I can change it right now.

9、 Why dont we talk again tomorrow? Elaine: Sure. I must talk to my office anyway. I hope we can find some common ground on this.Sophia:當(dāng)然，我也要向我的老板匯報(bào)，希望我們明天可以達(dá)成一致。NEXT DAY Sophia: Robert, Ive been instructed to reject the numbers you proposed; but we can try to come up with some thing else. Elaine:-經(jīng)我

10、方領(lǐng)導(dǎo)商討對貴方的要價(jià)我們無法接受，但是，我們可以進(jìn)一步協(xié)商。Angela: I hope so, Dan. My instructions are to negotiate hard on this dealbut Im try very hard to reach some middle ground. How about 15% the first six months, and the second six months at 12%, with a guarantee of 3000 units? Janet: 我方也希望如此，。我方愿努力協(xié)商與貴方達(dá)成一致。在前六個(gè)月15%折扣，后

11、六個(gè)月12%折扣，前提必須保證3000件的訂單量。Sophia: That's a lot to sell, with very low profit margins. Elaine:這么大的訂單，利潤卻很低。Angela: It's about the best we can do, (Pause) we need to hammer something out today. If I go back empty-handed, I may be coming back to you soon to ask for a job. (Smiles)Janet:這是我方可以做的最

12、大讓步，我們今天需要敲定價(jià)格。如果雙方達(dá)不成協(xié)議，我明天只能去貴公司應(yīng)聘。Sophia: (smiles) OK. 17% the first six months, 14% for the second? Elaine:好的，17%前六個(gè)月，14%后六個(gè)月，怎么樣？Angela: Good. Let's iron out the remaining details. When do you want to take delivery?Janet:好吧，我們確定一下具體事宜，貴方希望我方何時(shí)發(fā)貨？Sophia: We'd like you to execute the firs

13、t order by the 31st. Elaine:我方希望貴方在31號前履行第一個(gè)訂單。Angela: Let me run through this again: the first shipment for 1500 units, to be delivered in 27 days, by the 31st. Janet:我們再確認(rèn)一下：第一批船運(yùn)1500件，27天內(nèi)發(fā)貨，31號前到達(dá)。Sophia: Right. We couldn't handle much larger shipments. Elaine:好的，但是我們沒有那么大的載貨量。Angela: Fine.

14、But I'd prefer the first shipment to be 1000 units, the next 2000. The 31st is quite soon - I can't guarantee 1500. Janet:那么第一次裝運(yùn)1000件，第二次2000件。時(shí)間緊，我們不能保證1500件在31號前運(yùn)達(dá)。Sophia: I can agree to that. Well, if there's nothing else, I think we've settled everything. Elaine:沒問題，那么，如果沒有其他問題，我們簽合同吧。Angela: that we began to sign it. (Both for its secretary in the contract and pens)Janet：那我們就開始簽約吧。（雙方秘書為其呈上合約書及筆）Sophia: before signing I want to read it again.Elaine：簽約之前我想再看過一遍Angela: of course. Take your time.Janet：當(dāng)然，你慢慢看吧Sophia: it looks fine to me.Elaine：看起來好像沒什么問題Angela: so, just sig