商务谈判对话实例复习进程.doc

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1、Good is good, but better carries it.精益求精，善益求善。商务谈判对话实例-商务谈判对话实例AThesellerMissLin,representingHuaxinTradingCo.,Ltd.BThebuyerMr.Cai,representingJamesBrown&.SonsCo.,Ltd.A:Goodmorning,Mr.Cai.Gladtomeetyou.B:Goodmorning,MissLin.Itsverynicetoseeyouinperson.A:Howarethingsgoing?B:Everythingisnice.A:Ihopethr

2、oughyourvisitwecansettlethepriceforourChinaware,andconcludethebusiness.B:Ithinkso,MissLin.WecameheretotalktoyouaboutourrequirementsofHXSeriesChinaware.Canyoushowusyourprice-listandcatalogues?A:Wevespeciallymadeoutaprice-listwhichcoverthoseitemsmostpopularonyourmarket.Hereyouare.B:Oh,itsveryconsidera

3、teofyou.Ifyoullexcuseme,Illgooveryourprice-listrightnow.A:Takeyourtime,Mr.Cai.B:Oh,MissLin.Aftergoingoveryourprice-listandcatalogues,weareinterestedinArtNo.HX1115andHX1128,butwefoundthatyourpricearetoohighthanthoseofferedbyothersuppliers.Itwouldbeimpossibleforustopushanysalesatsuchhighprices.A:Imsor

4、rytohearthat.YoumustknowthatthecostofproductionhasrisenagreatdealinrecentyearswhileourpricesofChinawarebasicallyremainunchanged.Tobefrank,ourcommoditieshavealwayscomeuptoourexportstandardandthepackagesareexcellentdesignedandprinted.Soourproductsaremoderatelypriced.B:ImafraidIcantagreewithyouinthisre

5、spect.Iknowthatyourproductsareattractiveindesign,butIwishtopointoutthatyouroffersarehigherthansomeofthequotationsIvereceivedfromyourcompetitorsinothercountries.So,yourpriceisnotcompetitiveinthismarket.A:Mr.Cai.Asyoumayknow,ourroductswhichisofhighqualityhavefoundagoodmarketinmanycountries.Soyoumustta

6、kequalityintoconsideration,too.B:Iagreewithwhatyousay,butthepricedifferenceshouldnotbesobig.Ifyouwanttogettheorder,youllhavetolowertheprice.Thatsreasonable,isntit?A:Well,inordertohelpyoudevelopbusinessinthisline,wemayconsidermakingsomeconcessionsinyourprice.B:Ifyouarepreparedtocutdownyourpriceby8%,w

7、emightcometoterms.A:8%?Imafraidyouareaskingtoomuch.Actually,wehavenevergivensuchlowerprices.Forfriendshipssake,wemayexceptionallyconsiderreducingthepriceby5%.Thisisthehighestreductionwecanafford.B:Youcertainlyhaveawayoftalkingmeintoit.ButIwonderifweplacealargerorder,whetheryoullfartherreduceyourpric

8、es.IwanttoorderonecontainerofHX1115and438setsofHX1128.A:Mr.Cai,Icanassureyouthatourpriceismostfavourable.Wearesorrytosaythatwecannotbringourpricedownastilllowerlevel.B:Ok,Iaccept.Nowletstalkaboutthetermsofpayment.WouldyouacceptD/P?Ihopeitwillbeacceptabletoyou.A:Thetermsofpaymentweusuallyadoptaresigh

9、tL/C.B:ButIthinkitwouldbebeneficialtobothofustoadoptmoreflexiblepaymenttermssuchasD/Pterm.A:PaymentbyL/Cisourusualpracticeofdoingbusinesswithallcustomersforsuchcommodities.ImsorrywecantacceptD/Pterms.B:Asforregularordersinfuture,couldntyouagreetoD/P?A:Sure.Afterseveralsmoothtransactions,wecantryD/Pt

10、erms.B:Well,asforshiopment,thesoonthebetter.A:Yes,shipmentistobemadeinApril,notallowingpartialshipment.B:Ok,Isee.Howaboutpackingthegoods?A:WellpackHX115incartonofoneseteach,HX1128incasesofoneseteach,twocasestoacarton.B:Isuggestthegoodspackedincardboardboxes,itsmoreattractivethancartons.Doyouthinkso?

11、A:Well,Ihopethepackingwillbeattractive,too.B:FortransactionconcludedonCIFbasis,insuranceistobecoveredbythesellersfor110%ofinvoicevalueagainstWPA.Clash&.BreakageandWarRisk.A:Thistermshoulddamagethesegoodslessintransit.Iagreewithit.B:Imgaldwehavebroughtthistransactiontoasuccessfulconclusionandhopethis

12、willbethebeginningofotherbusinessinthefuture.Letsconfirmtheseitemsweconcludedatthemoment.A:Yes,weconcludedasfollows:532setsofHX1115atthepriceofUSD23.50persettobepackedincardboardboxesofoneseteachandtobeshippedCIF5Toronto.438setsofHX1128atthepriceofUSD14.50persettobepackedincaseofoneseteach,twocasest

13、oacardboardboxandtobeshippedCIF5Toronto.B:Allright.Bytheway,whencanIexpecttosigntheS/C?A:Mr.Cai,woulditbeconvenientforyoutocomeagaintomorrowmorning.IllgettheS/Creadytomorrowforyoursignature.B:Thatsfine.Seeyoutomorrow.Goodbye.MissLin.A:Seeyouandthanksforcoming,Mr.Cai.Typicalexpressionsusedineachstage

14、ofbusinessnegotiation价格客人询价1.Willyoupleaseletushaveanideaofyourprice?2.Arethepricesonthelistfirmoffers?3.Howabouttheprice/Howmuchisthis?我们报价1.Thisisourpricelist.2.Wedontgiveanycommissioningeneral.3.Whatdoyouthinkofthepaymentterms?4.HereareourFOBprices.Allthepricesinthelistsaresubjecttoourfinalconfir

15、mation.5.Ingeneral,ourpricesaregivenonaFOBbasis.6.Weofferyouourbestprices,atwhichwehavedonealotbusinesswithothercustomers.7.Willyoupleasetellusthespecifications,quantityandpackingyouwant,sothatwecanworkouttheofferASAP?8.Thisisthepricelist,butitservesasaguidelineonly.Isthereanythingyouareparticularly

16、interestedin?客人还价1.Isitpossiblethatyoulowerthepriceabit?2.Doyouthinkyoucanpossiblycutdownyourpricesby10%?3.Canyoubringyourpricedownabit?Say$20perdozen.4.Itstoohigh;wehaveanotherofferforasimilaroneatmuchlowerprice.5.Butdontyouthinkitsalittlehigh?6.Yourpriceistoohighforustoaccept.7.Itwouldbeverydiffic

17、ultforustopushanysalesatthisprice.8.Ifyoucangoalittlelower,Idbeabletogiveyouanorderonthespot.9.Itistoomuch.Canyoudiscountit?拒绝还价1.Ourpriceishighlycompetitive./thisisthelowestpossibleprice./Ourpriceisveryreasonable.2.Ourpriceiscompetitiveascomparedwiththatintheinternationalmarket.3.Totellyouthetruth,

18、wehavealreadyquotedourlowestprice.4.Icanassureyouthatourpriceisthemostfavorable.Atrialwillconvinceyouofmywords.5.Thepricehasbeencuttothelimit.6.Imsorry.Itisourrock-bottomprice.7.Myofferwasbasedonreasonableprofit,notonwildspeculations.8.Whileweappreciateyourcooperation,weregrettosaythatwecantreduceou

19、rpriceanyfurther.品质1.Wehaveaverystrictqualitycontrollingsystemwhichpromisesthatgoodsweproducedarealwaysofthebestquality.2.Youhavegotthequalitythereaswellasthestyle.3.Howdoyoufeellikethequalityofourproducts?4.Thehighqualityoftheproductswillsecuretheirleadingstatusinthemarketplace.5.Youmustbeawarethat

20、ourqualityisfarsuperiortoothers.6.Weprideourselvesonquality.Thatisourbestsellingpoint.7.Aslongasthequalityisgood.Itisallrightifthepriceisabithigher.8.Theyenjoygoodreputationintheworld.9.Whenwecompareprices,wemustfirsttakeintoaccountthequalityoftheproducts.10.Thereisnoqualityproblem.Qualityissomethin

21、gweneverneglect.11.Youareright.Itisgoodinmaterial,fashionableindesign,andsuperbinworkmanship.12.Wedeliverallourorderswithinonemonthafterreceiptofthecoveringlettersofcredit.13.Iwonderifyouhavefoundthatourspecificationsmeetyourrequirements.Imsurethepriceswesubmittedarecompetitive.接受还价1.Canweeachmakeso

22、meconcession?2.Inordertoconcludebusiness,wearepreparedtocutdownourpriceby5%.3.Ifyourorderisbigenough,wemayreconsiderourprice.4.Buyerwishtobuycheapandsellerswishtoselldear.Everyonehasaneyetohisownbenefit.5.Consideringourgoodrelationshipandfuturebusiness,wegivea3%discount.询问订货数量1.Howmanydoyouintendtoo

23、rder?2.Wouldyougivemeanideahowmuchyouwishtoorderfromus?3.Whencanweexpectyourconfirmationoftheorder?4.Thankyouforyourinquiry.Wouldyoutelluswhatquantityyourequiresothatwecanworkouttheoffer?5.Weregretthatthegoodsyouinquireaboutarenotavailable.6.Whatsminimumquantityofanorderofyourgoods?客人回答订单数量1.Thesize

24、ofourorderdependsgreatlyontheprices.2.Ifyoureduceyourpriceby5%,wearegoingtoorder1000sets.3.Thisisatrialorder;pleasesendus100setsonlysothatwemaytestthemarket.Ifsuccessful,wewillgiveyoulargeordersinthefuture.4.Idliketoorder600sets.感谢下单1.Generallyspeaking,wecansupplyformstock.2.IwanttotellyouhowmuchIap

25、preciateyourorder.3.Thankyouforyourorderof100dozenoftheshirts.Weassureyouofapunctualexecutionofyourorder.4.Thankyouverymuchforyourorder.交货客人询问交货期1.Whataboutourrequestfortheearlydeliveryofthegoods?2.Whatistheearliesttimewhenyoucanmakedelivery?3.Howlongdoesitusuallytakeyoutomakedelivery?4.Whenwillyoud

26、elivertheproductstous?5.Whenwillthegoodsreachourport?6.Whataboutthemethodofdelivery?7.WillitpossibleforyoutoshipthegoodsbeforeearlyOctober?答复交货期1.Ithinkwecanmeetyourrequirement.2.Imsorry.Wecantadvancethetimeofdelivery.3.WecanassureyouthattheshipmentwillbemadenotlaterthanthefisthalfofMay.4.Wewillgett

27、hegoodsdispatchedwithinthestipulatedtime.5.TheearliestdeliverywecanmakeisattheendofSeptember.客人要求提早交货1.Youmayknowthattimeofdeliveryisamatterofgreatimportant.2.Youknowthattimeofdeliveryisveryimportanttous.Ihopeyoucangiveourrequestyourspecialconsideration.3.Letsdiscussthedeliverydatefirst.Youofferedto

28、deliverthegoodswithinsixmonthsafterthecontractsigning.Theintervalistoolong.Couldweexpectanearliershipmentwithinthreemonths?稳住客人1.Weshalleffectshipmentassoonasthegoodsareready2.Wewillspeeduptheproductioninordertoshipyourorderintime.3.Ifyoudesireearlierdelivery,wecanonlymakeapartialshipment.4.Welltryo

29、urbest.TheearliestdeliverywecanmakeisinMay,butIcanassureyouthatwelldoourbesttoadvancetheshipment.5.Imafraidnot.Asyouknow,ourmanufacturersarefullandwehavealotofordertofill.6.Illfindoutwithourhomeoffice.Welldoourbesttoadvancethetimeofdelivery.7.Ibelievethattheproductswillreachyouintimeandingoodorderan

30、dhopetheywillgiveyoucompletesatisfaction.签单前建议1.Beforetheformalcontractisdrawnupwedliketorestatethemainpointsoftheagreement.2.Wecangetthecontractfinalizednow.3.Couldyourepeatthetermswevesettled?4.Itisveryimportantforustoabidebycontractsandkeepgoodfaith.5.Haveyouanyquestionsasregardstothecontract?6.I

31、dliketohearyourideasabouttheproblem.7.Ithinkitisbettertohaveagoodunderstandingofallclausesbeforesigningacontract.8.Doyouhaveanycommenttomakeaboutthisclause?9.Doyouthinkthecontractcontainsbasicallyallwehaveagreedonduringnegotiations?10.Everythinghasbeenarrangedwell.Ihopethesigningofthecontractwillgos

32、moothly.11.Thesearetwooriginalsofthecontractweprepared.询问签单1.Whenshallwesignthecontract?2.Mr.Brown,doyouthinkitistimetosignthecontract?3.Shallwegoovertheothertermsandconditionsofthecontracttoseeifweagreeonalltheparticulars?4.Shallwesignthecontractnow?5Justsignthereonthebottom.6.Thecontractisready,wo

33、uldyoumindreadingitthrough?7.Wehavereachedanagreementonalltheclausesdiscussedsofar.Itistimetosingthecontract.签单后祝语1.Imverypleasedthatwehavecometoanagreementatlast.2.Letscongratulateourselvesforthesuccessfulcontract.付款方式客人询问付款方式1.Shallwediscussthetermsofpayment?2.Whatisyourregularpracticeabouttermsof

34、payment?3.Whatareyourtermsofpayment?4.Howarewegoingtoarrangepayment?回复询问付款方式1WedlikeyoutopayusbyL/C.2.WealwaysrequireL/CforourexportsandwepaybyL/Cforourimportsaswell.3.Weinsistonfullpayment.4.Weaskfora30percentdownpayment.5.Weexpectpaymentinadvanceonfirstorders.客人建议付款方式1.WehopeyouwillacceptD/Ppaymen

35、tsterms.2.Inviewofthisorderofsmallquantity,weproposepaymentbyD/Pwithcollectionthroughabanksoastosimplifythepaymentprocedure.3.PaymentbyL/Cisthesafestmethod,butrathercomplicated.礼貌拒绝客人1.Imsorry.WecantacceptD/PorD/A.WeinsistonpaymentbyL/C.2.Imafraidwemustinsistonourusualpaymentterms.3.“Paymentbyinstal

36、lments”isnottheusualpracticeinworldtrade.4.Itisdifficultforustoacceptyoursuggestion接受客人付款方式1.Inviewofourlongfriendlyrelationsandtheeffortsyouhavemadeinpushingthesales,weagreetochangethetermsofpaymentfromL/CatsighttoD/Patsight;however,thisshouldnotbetakenasaprecedent.2.Ihavenoalternativebuttoacceptyo

37、urtermsofpayment.信用证要求及货币1.WhenshouldweopentheL/C?2.YourL/Cmustreachus30daysbeforethedateofdeliverysoastoenableustomakeallnecessaryarrangements.3.HowlongshouldourL/Cbevalid?4.TheL/Cshouldbevalid30daysafterthedateofshipment.5.Couldyoutellmewhatdocumentsyoullprovide?6.Togetherwiththedraft,wellalsosend

38、youafullsetofbilloflading,aninvoice,andaninsurancepolicy,acertificateoforiginandacertificateofinspection.Isupposethatisall.7.Inwhatcurrencywillpaymentbymade?8.WeusuallydobusinessinU.S.dollarsasworldpricesareoftendollarsbased.保险客人询问保险1.Asfortheinsurance,IhavequitealotofthingswhichIamstillnotclearabou

39、t.2.MayIaskyouafewquestionsaboutinsurance?3.Whatdoyourinsuranceclausescover?4.Iwonderiftheinsurancecompanyholdstheresponsibilityfortheloss.5.Haveyoutakenourinsuranceforusonthesegoods?6.CanyoutellmethedifferencebetweenWPAandFPA?7.Whatrisksareyouusuallycoveredagainst?8.Iswarrisktobecovered?9.Idliketoh

40、avetheinsuranceofthegoodscoveredat110%oftheinvoiceamount.回复保险询问1.Therearethreebasiccovers,namely,FreeformParticularAverage,withParticularAverageandALLrisks.2.Oceanshippingcargoinsuranceisimportantbecausegoodsruntheriskofdifferenthazardssuchasfire,storm,collision,theft,leakage,explosions,etc.Ifthegoo

41、dsareinsured,theexportermightgetenoughtomakeuphisloss.3.Shouldanydamagebeincurred,youmay,within60daysafterthearrivaloftheconsignment,fileaclaimsupportedbyasurveyreport,withtheinsurancecompanyatyourend.4.Asarule,wedontcoverthemunlessyouwantto.5.Ifmorethanthatisaskedfor,theextrapremiumforthedifference

42、between130%and110%shouldbebornbythebuyer.6.TheFPAclausedoesntcoverpartiallossoftheparticularcoverage,whereastheWPAclausedoes.7.Theextrapremiuminvolvedwillbeonyouraccount.8.TheinsurancecoversALLRisksat110%oftheinvoicevalue.9.No,itisnotnecessaryfortheshippinglinetoaddtothecost.Ourpastexperienceshowsth

43、atAllrisksgivesenoughprotectiontoalltheshipmentstoyourarea.10.ALLriskcoversalllossesoccurringthroughoutthevoyagecausedbyaccidentsatseaorland.Inotherwords,itincludesFPA,WPA,andgeneraladditionalrisks,withspecialadditionalrisksexcluded.freefromparticularaverage(F.P.A.)平安险withparticularaverage(W.A.)水渍险（

44、基本险）allrisk一切险（综合险）warrisk战争险theft,pilferageandnondelivery(T.P.N.D.)盗窃提货不着险rainfreshwaterdamage淡水雨淋险riskofshortage短量险riskofcontamination沾污险riskofleakage渗漏险riskofclashing&breakage碰损破碎险riskofodour串味险damagecausedbysweatingand/orheating受潮受热险hookdamage钩损险lossand/ordamagecausedbybreakageofpacking包装破裂险riskofrusting锈损险riskofmould发霉险strike,riotsandcivelcommotion(S.R.C.C.)罢工、暴动、民变险riskofspontaneouscombustion自燃险deteriorationrisk腐烂变质险failuretodelivery交货不到险importduty进口关税险ondeck仓面险rejection拒收险aflatoxin黄曲霉素险-