国际商贸英语最新商务谈判对话.docx

国际商贸英语最新商务谈判对话2016国际商贸英语最新商务谈判对话在国际商务活动中，商务谈判占着重要的地位，每个商务从业人员都应该在这方面下功夫，下面就是一些商务谈判的常用。DanSmith是一位美国的健身用品经销商，此次是RobertLiu第一回与他交手。就在短短几分钟的交谈中，RobertLiu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：D:I'dliketogettheballrolling(开始)bytalkingaboutprices.R:Shoot.(洗耳恭听)I'dbehappytoansweranyquestionsyoumayhave.D:Yourproductsareverygood.ButI'malittleworriedaboutthepricesyou'reasking.R:Youthinkweaboutbeaskingformore?(laughs)D:(chuckles莞尔)That'snotexactlywhatIhadinmind.Iknowyourresearchcostsarehigh,butwhatI'dlikeisa25%discount.R:Thatseemstobealittlehigh,Mr.Smith.Idon'tknowhowwecanmakeaprofitwiththosenumbers.D:Please,Robert,callmeDan.(pause)Well,ifwepromisefuturebusiness-volumesales(大笔交易)-thatwillslashyourcosts(大量减低成本)formakingtheExec-U-ciser,right?R:Yes,butit'shardtoseehowyoucanplacesuchlargeorders.Howcouldyouturnover(销磬)somany?(pause)We'dneedaguaranteeoffuturebusiness,notjustapromise.D:Wesaidwewanted1000piecesoverasix-monthperiod.Whatifweplaceordersfortwelvemonths,withaguarantee?R:Ifyoucanguaranteethatonpaper,Ithinkwecandiscussthisfurther.Robert回公司呈报Dan的提案后，老板很满意对方的采购计划;但在折扣方面则希望Robert能继续维持强硬的态度，尽量探出对方的底线。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：R:Evenwithvolumesales,ourcoatsfortheExec-U-Ciserwon'tgodownmuch.D:Justwhatareyouproposing?R:Wecouldtakeacut(降低)ontheprice.But25%wouldslashourprofitmargin(毛利率).Wesuggestacompromise-10%.D:That'sabigchangefrom25!10isbeyondmynegotiatinglimit.(pause)Anyotherideas?R:Idon'tthinkIcanchangeitrightnow.Whydon'twetalkagaintomorrow?D:Sure.Imusttalktomyofficeanyway.Ihopewecanfindsomecommonground(共同信念)onthis.NEXTDAYD:Robert,I'vebeeninstructedtorejectthenumbersyouproposed;butwecantrytocomeupwithsomethingelse.R:Ihopeso,Dan.Myinstructionsaretonegotiatehardonthisdeal-butI'mtryveryhardtoreachsomemiddleground(互相妥协).D:Iunderstand.Weproposeastructureddeal(阶段式和约).Forthefirstsixmonths,wegetadiscountof20%,andthenextsixmonthsweget15%.R:Dan，Ican'tbringthosenumbersbacktomyoffice--they&#3