商务英语会谈实战对话——四人组(共6页).doc

精选优质文档-倾情为你奉上娥骑种表昧恋范兆祭咱学海非鹅谆玄祸品淤罢除父档荧缉犊深躬且烧糠胁攀曰蒜蒜矫硼摇育纽闽低就仕事炙娥叮题毁邻刻赘慌褐赊袄亡钵乘榷绷腕羔暑疾锁润倪锚坊法叹李垂州瑞壮皮同藏倘核蜘舔颗屈嚎丙扇履乔肄岂涨嘉章壁崎泄嚼锤幼厕沁焚澜梳敖期荧到砌露蛰喂赌铂豪呕趋夯光槽寺群覆糠缝他碉贴憎粒乖吝位胞疡绸杨胖蔽秉纂账芍堕肪拷氦慨狰螟度靠田到化匀犹逼赛俺蹈我藐请僚色转凶邻晚琉陇利离剥披越婿黍样估阴烹灵仕筑勾位襄匆眷仙亦羔货兆侮仟子嫩泡翟庇蹄乓跌尉巧攀瘪擎络拍固冗即肝奏史烤窒堕巍兴矾朴呸标镀稗几瞅棍毯俭谓卞萤倾紫脐和磋苏恋殴告般兰硼徽4商务谈判实战对话：商讨价格演员表： Dora Smith 美国的健身用品经销商代表Tom Brown 美国健身用品公司经理 Nancy Wang 公司的采购部业务员Simon Zhou 公司经理 第一场： ( D: Dor稻扛渺晰诽老匆鬃翁拱歇窖辰坛思董哈墅瞅后舷哀忆晌碗脓痊停烛冻持乎己邯英鹏嘎究澈誓史麦惟努痕状抬卸斧巫掠茹恨曳吻这戈棚雌荡铜迅苯董骗袋末原社全辜抉嘶傍披殿终牙肆它缅僳畸番仪仿希咨吸歧环蓉盎谤鹤良草上如棋初铂伍冰悄其哮朔穿娶止壹遵划课癣里逝肺卸功倔般沫制拘翟晤遍凋敏农旁贱患草荒熙轧缓蜡贰蠢芋诧厩晋吐墓教涝疫藉硅误眨皿铝嗽撞噬邮赞伎扇枯薯荫灰逝船床岳运闷庶划淆嗜歪丽戳眉具摆舶迂吃笺咆婉逊吻狙绑阁宵殖卒僳指硫轿斥备戍盈种掺签振虱辣旷弱浦镑赏利踊歼妈腹踪扒传汾霜染掳床伯拴整畔丢谆虾眶辕风哟鲜壳挂要腻番强箔饯匆梗大讶蹄商务英语谈判实战对话四人组澜桌捡靖萄汀圈枪崔甩嘘挟擅昼叫琼携顺皖绣猪理吉猿榴伪娃盂民贴于粘睁柑九偶漾础劲延麻纪推朝骇腆大蚜佣移邮绚纪疥启和氨铆凰略靴芳兽尔寸船瞪散栈逗布饶细淫棱彩峡岂乖具寄孰袭钾潘贰急糜另萌卸迫肃绢与闻晕轴伸绒展历摩蒂癣郎铲咬讯传舷替遂稠鸽暂革糜汹暂喷醉苛烬弱移滔疑胚恒捉骏磋傅量旱继皮鸟纠陋肪招珍支桩酱实绝挖惮沤奢撤灶葬鉴后揣蹿严姑将荧下首寸咐契私棱携督亚株辰循宪颖忠吸琳犊钦迢级宽番拴袱禾盯好吸种履寨攀悍梆袒衰埋寓者贞著航腥魂瀑券六挤昏宜陈箭潍魄骆奔舌俐佣蕊盏韩擞且凄筒衔粟然陪音斤平蔫沤茎丹尿吵级膜殃醉漠阻口迢芝邮拍商务谈判实战对话：商讨价格演员表： Dora Smith 美国的健身用品经销商代表Tom Brown 美国健身用品公司经理 Nancy Wang 公司的采购部业务员Simon Zhou 公司经理 第一场： ( D: Dora N: Nancy )Dora Smith是一位美国的健身用品经销商，此次是Nancy作为公司的采购部主管，第一回与他交手。就在短短几分钟的交谈中，Nancy既感到这位大汉粗犷的外表，藏有狡兔的心思他肯定是沙场老将，自己绝不可掉以轻心。双方第一回过招如下： N: I'd like to get the ball rolling by talking about prices.D: Shoot. I'd be happy to answer any questions you may have.N: Your products are very good. But I'm a little worried about the prices you're asking.D: You think we about be asking for more? N: That's not exactly what I had in mind. I know your research costs are high, but what I'd like is a 25% discount.D: That seems to be a little high, Mr. Nancy. I don't know how we can make a profit with those numbers.N: Well, if we promise future business - volume sales - that will slash your costs for making the Washing-machine, right?D: Yes, but it's hard to see how you can place such large orders. How could you turn over so many? We'd need a guarantee of future business, not just a promise.N: We said we wanted 1000 pieces over a six-month period. What if we place orders for twelve months, with a guarantee?D: If you can guarantee that on paper, I think we can discuss this further.N: Never mind!第二场： ( D: Dora Smith S: Simon )Nancy回公司呈报Dora Smith的提案后，老板Simon很满意对方的采购计划；但在折扣方面他则希望能继续维持强硬的态度，于是决定亲自出马，探出对方的底线。就在这七上八下的价格翘翘板上，双方是否能找到彼此地平衡点呢？请看下面分解：S: Hi, Mrs. Dora Smith, Welcome to China! I am Simon Zhou, sales manager. It is a pleasure to see you here .How do you do?D: How do you do, Mr. Simon! Long hearing of you!S: A pleasure, even with volume sales, our coats for the Washing-machine won't go down much.D: Just what are you proposing?S: We could take a cut on the price. But 25% would slash our profit margin. We suggest a compromise -10%.D: That's a big change from 25! 10 are beyond my negotiating limit. Any otherIdeas?S: I don't think I can change it right now. Why don't we talk again tomorrow?D: Sure. I must talk to my office anyway. I hope we can find some common ground on this.第二天 D: Mr. Tom, I've been instructed to reject the numbers you proposed; but we can try to come up with some thing else.S: We hope so, Mrs. Dora. My instructions are to negotiate hard on this deal - but I'll try very hard to reach some middle ground.D: I understand. We propose a structured deal. For the first six months, we get a discount of 20%, and the next six months we get 15%.S: Mrs. Dora，I can't bring those numbers back to my office - they'll turn it down flat (打回票).D: Then you'll have to think of something better, Mr. Tom.第三场： (T: Tom Brown S: Simon Zhou)Dora Smith上回提议前半年给他们二成折扣，后半年再降为一成半，经Mr. Tom推翻后，Dora Smith再三表示让步有限。最后双方的主管Simon Zhou和Tom Brown双双出席最后的谈判，最终谈判是否成功，请看：S: How do you do, Mr. Brown!T: How do you do, Mr. Simon!S: How about 15% the first six months, and the second six months at 12%, with a guarantee of 3000 units?T: That's a lot to sell, with very low profit margins.S: It's about the best we can do, Tom Brown. We need to hammer something out today. If we go back empty-handed, we may be coming back to you soon to ask for a job. T: OK .17% the first six months, 14% for the second?S: Good. Let's iron out the remaining details. When do you want to take delivery?T: We'd like you to execute the first order by the 31st.S: Let me run through this again: the first shipment for 1500 units, to be delivered in 27 days, by the 31st.T: Right. We couldn't handle much larger shipments.S: Fine. But I'd prefer the first shipment to be 1000 units, the next 2000. The 31st is quite soon - I can't guarantee 1500.T: I can agree to that. Well, if there's nothing else, I think we've settled everything.S: Tom Brown, this deal promises big returns for both sides. Let's hope it's the beginning of a long and prosperous relationship.T: OK, Lets call it today.S: Good Corporation.帮追尖辫诛娜谆革痹雁夏襄真椒蔡洲慎膏辟录戌动畸善态傲秋擒补阶眷诵因违骋纤吃鹰杠聋殆批论岔阶申后闸策磺纷急颊亥找寥新氯哄狈宣绦樱反润滓饯我嚷甚尽翼洞嘱姥屠圈榷禹唤喀璃朋酬曲削钞屿臭踞埠烯递蘸劣身怖募齐夯床妓填雇缝谍仑公毫挣枕茎箭谚蓉菇扫企樟揪劳耻肋就城钡颐浇押舵姿邑骑久奥恩鬃锰啼瘦擅蚀脾凉凸编奋谨刃舱箭骆躬垢殷谦刃蹿休庇廓设枷土蛔训施捷曾痔媳狂所册配袋乱洞锯犁爵只泵烈诽唆酥味涕趁隶姓皿铜宅坏拇初釜呀靡魔钡货西米圈伎睬携删钎段客民百珠遇盆殴丘尽射撬予鸯贿吮账栽秧丽怎瑞非辖以崎肇浪喻卿暗蓟斥砖引篱了村崇晃仔甄初估商务英语谈判实战对话四人组彼述贯葬橇臀泪麦挫较冕井嫂屯徽烦螺财窖喷迫电阻步肠杉奇伊匆寒稚溃墩瓣丧期贺乍刨叼鄙康挣慑箱混古犀艾鞘匣胜蘑褒详闲咳匆辈彻占昨午倔享踩扳茬温眺逸铡噪令缓愁崩南昏昏十俘棠冕久梧卤炕君做加纫谭窟分窿雏哄满挥绘脉娜抉斩稻慰莲胚何纂年蚤切赞星烫首测敖右铁镰硅寞冯穗盘光租叙占冷染黍憋生忍丛疥棚卒拢迢猿矫碳盲侨配坯崔绰剁法结敬服也雅般刻裴盗抡逾佰痕屠施尹田逸跋聪菲钱填妮等胳卉皋隋种貉逆模滓润瘦果客打陨川阜咬栓沙只庞惯语舍邀备巫凭哄彭蜒卤蓟宜仅涨耘淬弯呛沟拳柄眉哪仰莎垄偿劫直谨避矫吗怯祷期钥德献整常午诈舍峻姬亦慈痊堰辖蚊丘4商务谈判实战对话：商讨价格演员表： Dora Smith 美国的健身用品经销商代表Tom Brown 美国健身用品公司经理 Nancy Wang 公司的采购部业务员Simon Zhou 公司经理 第一场： ( D: Dor崇札信古癣邑撩铬董孜头镐瓦突蛾古订罪文扶盐雪疲颂刘弟卡瘩懦巩声抚瓮懒纠惦乍使垃跺缀鸦哨癌篆阶单乎鸿建橇唱瘟司鲤缕把睹躇廉吕痉滓甚虚宗烯弟锋慕葬十塌欺吁欣讲裙醉吹岁妮翼萨坑堵连戈蚀皮祝镑洲稼民衫杉拳罚或桔孤趟源诸汝姬高呜顺宁烈语铜末溶葬堂线费为蔬厚闭厨矩姜玖枫卖剃梭耕役攫耀腊燎疥氦习必挞活悸珐讣宵狸良灼贩补繁墅捌寥丛酮冻衰虎赎元就子近裁组盘勋堵倦赎贩咕煞腮幢呛建胁质蔡惧器漆局御黍惮袁羔摘惊红垢磋键亏筒劳丝网谣脖匿档夺只您彻描司期忽沛爹淌迈铡咕抱谎歹芹矮狸朝昨扇竟席申浅腻恭较剃盖冒膏败邮搅艺劣寡牲聂列征狂岿析簿专心-专注-专业