商务模拟谈判词讲课稿.doc

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1、Good is good, but better carries it.精益求精，善益求善。商务模拟谈判词-旁白：GermanBenzAutomobileCorporation,afamouscentury-oldenterpriseinGermanysautomobileindustry,producevariouspremiumautomobileswithBenzbrand,havinggreatmarketshareandenjoyinghighprestigebothathomeandabroad.ShanghaiAutomobileExportandImportLtd.mainly

2、sellimportedautomobileswithpremiumbrands-Benz,GM,VWorotherfamousones.Recently,anewproductlaunchwashold,demostratingalatesttypeofcars-BenzA-Class,producedbyGermanBenzAutomobileCorporation.ShanghaiAutomobileExportandImportLtd.hadgreatinterestinthesecarsandcontactedGermanBenzAutomobileCorporationformor

3、edetailedinformation.Finally,theyknewthatBenzA-Classcarsaremodern,fashionableandmulti-fuctionalproductswithpremiumqualityanddesign.Nomatterwhenyoureservetheminyourhomeordrivethemontheroad,ornomatteryoudrivetheminthedaytimeoratnight,itseye-catchingandcanbringyouconvenience,giveyouconfidence,andmakeyo

4、ufeelcomfortable.Inaddtion,lotsofcelebritiesadvertiseforthem.Then,afteraseriesactivitiesofenquiriesandreplies,offersandcounter-offers,ShanghaiAutomobileExportandImportLtd.hadstrongintentiontopurchaseBenzA-Classcars,whiletherewerestillsomedetaisremainedtobediscussed.InvitedbyGermanBenzAutomobileCorpo

5、ration,thenegotiatingteamfliedtoStuttgart,Germany,andnowtheyarebeingbroughtfromtheairporttoGermanBenzAutomobileCorporationandtheGeneralmanagingiswaitingforthem.Generalmanager:A,exporter(tangni)B,importer(chenquntian)GeneralManagerAssistant:C:importer(ZhangQilu)D:(QiuYuanexporter)开场(刚到公司)A:Oh,youmust

6、betheGeneralmanager,MrChenfromShanghaiAutomobileExportandImportLtd.B:Yes,Iam.AndyouareMs.Tang,arentyou.A:Yeah,nicetomeet,MrChen.B:Itsmypleasuretoseeyoutoo.A:Imsorryfornotbeingabletopickyouupattheairport,youknow,lotsofthingsneedtobedealtwith.B:Well,itsfine.Thisisournegoyiatingteammembers.A:Gladtomeet

7、allofyou,welcometoourcorporation.C:Nicetomeetyoutoo.Itsreallygreattobehere.A:Thankyou.Then,Howwasyourflight?B:Quitegood,anpleasanttripinspiteofthelongwayfromShanghaitoSttutgart.A:Ibetyoudliketofreshenupabit.B.Thankyou.Thatsverythoughtfulofyou.Anyway,wearenotsotired.Sunnyandalightbreeze,aniceday,isnt

8、it?.Itcouldntbebetter.A.Itmeansagoodprospect,doesntit?B.Icantagreewithyoumore.A.Soletsprayforanicecooperation.B.Yeah,Ireallyhopeso.A.Allright.Thisway,please.(进谈判室)AHaveyourseat,please.BThankyou.First,Idliketointroduceourmembers.ThisismyassistantZhangQilu,theMarketingManagerWuxue,herassistantZouLiufa

9、ng,SalesManagerWangZhaoxia，PurchasingManagerlongYunzhenandLegalAdviserChenWenqin.A:Yeah,welcom.Well,ourside:myassistantQiuYuan,theMarketingManagerYouXiuzheng,SalesManagerZouTingting,ManagerofR&DNieMeihongandLegalAdviserLiuYanghui.Thenletsgetstartedrightnow.B:Ok.(手势指向张琦露)C:Well,yourproducts-A-Classca

10、rsarereallynice.Wearewillingtoestablishgoodrelationshipwithyou,whilewecouldntagreetoalltheclauses.Therearestillsomedetailsweneedtodiscuss,say,price,pakcing,shippmentandinsurance.D：Youknow,forsomerequirements,itsalsohardforustomeetthem.So,letssettlethemonebyone.C:Ok,thefirstoneisprice,Ms.Wu,please.Ma

11、rketingManager:A：(进:MarketingManagerWuXue)B:（出:YouXiuzheng）A:Yeah,Idliketogettheballrollingbytalkingaboutprices.B:OK,Iwillansweranyquestionsyoumayhave.A:Thepriceyouquotedseemsratheronthehighside.Imean,200,000Yuan/persetisalittlestiffforourexporting.B:Youknow,thepriceisonCIFbasisandBenzA-Classcarsare

12、thelatestproductsofourcompany.Takingthedesignandqualityintoconsideration,Ithinkthepriceisreasonable.A:Well,Iadmitthatthequalityisgood,while,yousee,thisisourfirsttimetodobusiness.Wedliketoestablishlong-termrelationshipswithyou,ifyoucouldreducetheprice,sayby25%.B:Thatseemstobealittlehigh,Mrs.Wu,Ialsoh

13、opewecanbegoodbusinesspartners,butIdontknowhowwecanmakeaprofitwiththosenumbers.A:Ifweexportyourcarsattheoriginalprice,wemayhavenochoicebuttosellittoourcustomersalsowithahighprice.Perhapsthatwillaffectoverallsalesofyournewproductinourcountry.Dontyouthinkso?B:Uhhowaboutincreasingyourexportingquantityf

14、rom50setsto80sets?Inthatcase,maybewellconsideringgiveyouadiscount.A:Wow,itsuhyouknow,wearejusttryingtoplaceatrailorderwithyou,becausewedontknowwheteryournewcarswillbepopularinourmarket.Itsdifficulttodosoconsideringgreatpotentialrisks.B:Iunderstandthat.Maybeyoucouldseeitfromanotherview.Imean,justbeca

15、usethesearethelatestcarswithBenzbrand,people,especiallythosepeoplewholovefashionableandpracticalcarswouldliketopurchasethem.A:Uh,soundsreasonable,letmethink.sopleasetellmehowmuchdiscountyouwouldgiveprovidedthatweagreewithyou?B：Wesuggestacompromise10%.A：Thatsabigchangefrom25%！10%isbeyondmynegotiating

16、limit.Anyotherideas？B:Itsaboutthebestwecando.A:Oh,Ivegotanidea.Iwouldliketosuggestaseparatediscount?B:Separatediscount?Wouldyoupleaseexplainit?A:Yeah,Imeanweget20%discountfor50sets,15%fortherest30sets.B:Iseewhatyoumean,well,Imtryingmyutmosttoreachsomemiddleground.Howabout17%for70setsand13%for50sets.

17、Ihopeyouwouldacceptit.A:Thatsalottosell,withverylowprofitmargins.Wellappreciateitifyoureduce“70setsto60sets”and“50sets”to“40sets.B:Uh,noproblem,Icanagreetothat.A:Well,Imgladwevesettledit.GeneralManagersassistant:A:(出：Qiuyuan)MarketingManagersassistant:B:(进：ZouLiufang)A:So,thenextonemustbethequestion

18、ofpaymentterms,isntit?B:Yes,letmediscussitwithyou.A:Uh,thepaymentterms-documentarycollectionisreallybeyondouracceptance.Besides,youdidntmakeitclear.B:Well,sowhatsyoursuggestion?A:WeusuallyacceptL/Cpayment.B:Anyalternatives?ImeanmaybethistimeyoucouldgiveusD/Aasanexception.Wewillappreciateitifthiscanb

19、edone.A:Iamafraiditwontbepossiblesincewemaybeargreatpotentialrisks,youknowpleaseforgivemyfrankness.Weinsistonirrevocableletterofcreditpayableagainstpresentationofshippingdocuments.B:Ifullyunderstandyourposition.Anirrevocableletterofcreditensuresthatthesellergetspaidintime.But,ontheotherhanditwouldad

20、dtothebuyingcosts.So,itsreallydifficultforustocompletelyagreewithyou.A:Astothecosts,itwilldefinitelytranslateintoprofitsinthefuture,youknow.B:But,onourpart,ourgovernmentisreluctanttoapproveofL/Cpaymentforourimport.Andthereisthelicensingproblem.A:Iunderstandthat.Still,Imnotinapositiontohelpyou.Ifweca

21、nbuildalong-termbusinessrelationship,maybewewilldealwiththisproblemlater.B:SoyoumeantoinsistonpaymentbyL/Cforthiscontract?A:Yes.Themodeofpaymentmustsuitspecificcircumstances.B:Howaboutgettingtoeachotherhalfway.ImeanyoucouldgiveususanceL/Cat90dayssight.A:Oh,thatsatoughrequirement.Maybeitwouldbepossib

22、leifyousayat30days.B:Well,youknowwereallyneedsometimetodealwiththelicensingproblem.A:Ok,soletsfurthercompromisetoeachother,Imean,at60dayssight.Ihopeyoucouldacceptit.B:Well,thatsadeal.Ionlyhopewecanagreeonmoreconvenientpaymenttermsnexttime.A:Itwouldbepossible.B:Imlookforwardtothatday.C:Then,nextprobl

23、emispacking.Ms.Long,areyouready?(张琦露)PurchasingManager:A:(进：LongYunzhen)B:(出：NieMeihong)A：Yes,aboutthepackage,Iwanttosaythatsincewehavegotseveraldealsonotherterms,Ithink,somesmallproblemsaboutpackagewillbeeasytohandle,isntit?B:Imverygladtodealthisproblemwithyou.Whatdoyouthinkweshoulddoaboutthepackag

24、e?A:Youknow,thiskindofcaristheneweststyleinthemarketnow,sowemustpromisethatthecarwillbeshippedsafely.B:Iagreewithyou.Whatrequirementsdoyouhave?A:Theouterpackingisveryimportant.Weneedthesteelholdertosupportcarswhichcankeepthembalance.Andalsoweneedsomewaterproofmaterialtocoverthewholecar.B:Yes,wewillu

25、sesteelholdertokeepthecarbalanced,andthepolythenewrappertocoverthewholecarwhichiswaterproof.A:ButIstillhavesomedoubt.Ifcarsaremovedaboutonawharf,theraindropmaygetintothem.Thiswouldmakethecarsgetrusty.Howcanyousolvethisissue?B:Noneedtoworryaboutthat.Thecarsarelinedwithpolythenesheetandarewaterproof.B

26、esides,wehaveourownwarehouse;thesecarswillbeputintoseparatespace.Theywontbestowedwithotherheavycargoes.Andalso,wewillaskthefactorytousedoublestrapstofixthecar.Anyway,wecanpromiseallthecarssafeness.A:Maybeyouarerightaboutthis,butIstillhaveanotherproblem.Wewantyoutopackthesecarsthreeinacontainernotfou

27、r.becauseinthiswaywecanprovidemorespaceforcarstoavoidsqueezingeachother.Whatdoyouthinkofthis?B:Aboutthisproblem,ifweonlypackthreeinacontainer,therewillbemuchspaceleft,whichwillcauseawasteofresources.Andalsoweneedtobookmoreshippingspacewhichwilladdourexpenses,sowecantpromisethis.A:Yes，Iknowtherewillb

28、emorecost,butifyoudothis,youcanguaranteethatthecarwillavoiddamage,soyouwontneedtobearlossescausedbydamage.Ifyoudothis,youllreducerisksduringtransit.Isntitfavorabletoyou?B:Eh,Ineedtodiscussthiswithmyteam.B:Icanacceptyoursuggestionaboutthreecarsinacontainer,butIthinktherelativeextracostsshouldbeborneb

29、yyou.A:Wearenotwillingtopayextracostsbecauseitsyourobligationtobeartherelativeextracostsanditcanbenefitforyou.Butifyouinsistonfourinacontainer,oncetherearesomedamagesaboutthesecars,youneedtopaythecompensation.Ifso,youalsoneedtoaddcosts,sowhydontyouacceptoursuggestion?B:Wehaveyearsofexperienceinthisl

30、ine.Andfourinacontainerisstandardandeverytimeourgoodshavelittledamage,sowecandoourbesttopromiseit.Ifanydamagehappened,wewillgiveyoucompensationunconditionally.A:Eh,letmethink.(Discusswithteam)A:Afterdiscussionwithourteam,weacceptyourterms.SalesManager:A：(买：WangZhaoxia)B：(卖:ZouTingting)A：Aswehavetalk

31、edorallythroughe-maiandtelephonebeforewemeet,nowwewanttoknowthepossibilityofearliershipment.B：Yes,andweagreedon“promptshipment”,didntwe?ARight,butweallagreethat“promptshipment”isanambiguoustermandthatdifferentpeoplemayinterpretitdifferently.BThenwhatisyoursuggestion?AWehadbettermakeitmorespecific.Th

32、einstructionformmyhomeofficesaysweneedsthegoodsfortheNewYearrush.ThegoodsmustcomeintothemarketinearlyDecember.SoyouhavetomakedeliveryinOctober,asthecommoditiesmustgothroughcomplicatedcustomsproceduresatourend.BTomakeshipmentinOctober?Oh,mygod!Itisimpossibleforourmanufacturerstofinishthelargeorderint

33、hestipulatedtime,becausethecarsunderyourorderarestate-of-the-artintheline.Butsinceyouareinurgentlyneedofthegoods,wecandoourutmosttodispatchthefirst60setsunderthisorderinOctober,theremaining40setsoftheconsignmentwillbeshippedinNovemberwithoutfurtherdelay.Canyouagreewithpartialshipment?ASincethegoodsa

34、reurgentlyrequiredbyourcustomers,wehavenoalternativebuttoacceptyourrecommendation,butyoumustmakeitascertainthatthepunctualshipmentofthisconsignment,otherwiseyouwillcauseusgreatinconvenienceandwebelieveitwilldogreatharmtoourfuturebusiness.BWeareassureofyoupunctualshipmentbutIwasconsultedourforwarding

35、agentyesterday,Iwasinformedthatthedirectvesselssailingforyourportarefewandfarbetween,theshippingspacehasbeenfullybookeduptotheendofOctober.TheforwardersaidthattheonlysolutionistomakeshipmentatHongKong.AButtransshipmentwillcauseusmanytroubleandthegoodsaresubjectedtodamagedduetotheroughhandling,youkno

36、w,thecarsaresophisticatedwithhightechnology,anydamagedwillbringusagreatloss.BWehavenootherchoicebuttoagreetransshipmentifyouwanttomaketheshipmentinOctober,otherwise,wecanonlymakeshipmentinNovember.AJustaminute,letmehaveadiscussionwithmycolleagues.。Inordertolaunchthenewproductintomarketearlyandcovera

37、marketsharequickly,itseemsthatwehadbetteracceptyoursuggestionandallowtransshipment.Byes,thatistrue,inthiscase,youalsomustbeartheadditionalcharges.AThatisnoproblem。LegalAdviser:A：（出：LiuYanghui）B:（进：ChenWenqin）A:Well,finally,itcomestoinsurance.ShallIhaveyourspecificrequirements?B:Thanks.Ourpriceisconf

38、irmedbyCIF,Shanghai.Thatmeansyoursidewillbuytheinsuranceandbeartheinsurancepremium.A:Yousaidit.Actually,itisourinteresttoinsurethegoodsourselves.Besides,ourinsurancecompanyAllianz,thelargestinsurancecompanyinEurope,hasagoodprestigeandcanofferhighqualityservices.B:Perfect.Wearesureitwill.MayIaskwhate

39、xactlyinsurancecoversaccordingtoyourusualCIFterms?A:Well,wecancoverallbasicriskslikeWPA,FPAandARasstipulatedintheOceanMarineCargoClausesofAllianz,whichalmostthesamemarineinsuranceregulationsasthatofPICC.B:AndwhatabouttheExtraneousRiskslikeHookDamageRisks,ClashandBreakageRisks,TPNDandotherrelevantcov

40、erage?A:Wecanoffertheadditionalrisksifyouwish,buttheextrapremiumistobebornebyyouasourusualpractice.B:Isee.Wewouldlikeyoutoeffectinsuranceagainsttheserisks.Asyouknowitisnecessarytoprotecttheconsignment.A:Noproblem.Haveyoumorequestionsaboutinsurance?B:Yes.Nowcouldyouletmeknowhowtocalculatetheinsurance

41、premium?A:Ofcourse.First,youcanfindoutthepremiumrateforthegoods,thatisx%,andsecond,considerwhatrisksarecovered.Thencalculatethetotalvalueyouareinsuring.Usuallywecovertheinsurancefor110%oftheinvoicevalue.B:CanIhavethegoodsinsuredfor130%oftheinvoicevalue?A:Yes,butpleasenotethattheextrapremiumforthedif

42、ferencebetween130%and110%shouldbebornebyyouaswell.B:Thatsunderstood.Nowthelastquestion.Whatweshoulddoifthegoodscannotreachinsoundcondition?A:Ifyoufindanydamageorlossoccurs,youmayfileaclaimwiththeinsurancecompanyatyourendwiththenecessarydocumentswithin60daysafterthearrivalofthegoods.Ofcourse,yourclai

43、mshouldbesupportedbyasurveyreport.Theninsurancecompanieswillundertaketocompensateyouforthelossesaccordingtotherisksinsured.B:Great,IthinkIamclearwithinsurance.Forthisorder,insuranceistobecoveredunderOceanMarineCargoClausesofAllianzfor130%oftheinvoicevalue.Bytheway,dontyouthinkyoucouldmakethepriceCFR

44、forfuturebusinesssinceweareonverygoodtermswiththebiggestinsurancecompanyatyourend.Seller:Sure.WellthinkaboutitB:Great.Thankyouverymuch.Generalmanager:A,exporter(tangni)B,importer(chenquntian)GeneralManagerAssistant:C:importer(ZhangQilu)A.Nowalltheitemsaredecided,beforewesignthesalescontract,letschec

45、ktherelevanttermsandclausesonemoretime.B.OK.C.Letslookatthenameofthecommodity,specifications,quantity,unitpriceandthetotalamount.Doyouthinkthereisanyproblem?B.No.Thatsok.A.SoIthinkweneedsometimetopreparethecontract.Shallwesignthecontracttomorrow?B.OK!Icantagreemorewithyou.A:Wevearrangedadinnerforyou

46、,hopeyouenyoyyourselves.B:Thatsreallyverykindofyou.Thankyouverymuch.A.Itsourpeasure.签约:(Theassistantsgivethecontractstoeachmanager,aftersigningcontract)(Shakehands)A:Areallynicecooperation!B:Yeah.A.Butwouldntyouliketospendanextradayortwohere?BImafraidthatitwontbepossible,Idliketoleaveforchinatomorro

47、w,becausewestillhavemuchbusinesstodoinourcompany.A.Thatsagreatpity.ButIhopethatwecancontinueourcooperationandfurtherextensionofourbusinessrelationships.B.OK.Wewill.Thankyouverymuch.Goodbye.(Together)A.Goodbye.(Together)youllcoverWPA,FPAandARthataregeneralTheAllianzhassurveyorsandagentsinparticularlyallthebigcitiesintheworldtohandleclaims.additionalrisksasrequiredsolongasitisstipulatedintheOceanMarineCargoClausesofAllianz.-