商務(wù)談判模擬情景對(duì)話
商務(wù)談判模擬情景對(duì)話
商務(wù)談判英語(yǔ)源于普通英語(yǔ)，并以此為基礎(chǔ)，完全具有普通英語(yǔ)的語(yǔ)言學(xué)特征，但同時(shí)它又是商務(wù)知識(shí)和普通英語(yǔ)的綜合體，因而具有其內(nèi)在的獨(dú)特性。下面學(xué)習(xí)啦小編整理了商務(wù)談判模擬情景對(duì)話，供你閱讀參考。
商務(wù)談判模擬情景對(duì)話：中文對(duì)話
賣方/(買方)總經(jīng)理：大家早上好，首先由我代表永輝超市股份有限公司對(duì)深圳景田食品飲料有限公司的到來(lái)致以真誠(chéng)的問(wèn)候。我是總經(jīng)理張翠平，下面由我介紹我方的談判成員。財(cái)務(wù)總監(jiān)XX先生，市場(chǎng)調(diào)研員XX先生，銷售總監(jiān)XXX女士
主談：希望本次談判能夠圓滿成功，雙方能夠維持長(zhǎng)期友好的合作關(guān)系。 買方：正題：我方已對(duì)貴公司的產(chǎn)品進(jìn)行了了解，表示對(duì)貴公司的產(chǎn)品很滿意，(我方一致同意并邀請(qǐng)貴公司來(lái)這里會(huì)晤與商談。) 買方：(我方非常樂(lè)意以貴方公司就我們合作的事宜進(jìn)行洽談，希望今天的洽談?dòng)袀€(gè)愉快的結(jié)果) 買方：貴方提出產(chǎn)品合作中的條款我方可以接受，但是由于我方公司正著力拓展北京、安徽區(qū)域，力爭(zhēng)發(fā)展成為全國(guó)性生鮮超市龍頭企業(yè)，躋身中國(guó)連鎖企業(yè)前列我方需要購(gòu)買(多少箱水)，數(shù)量多，所以我方本次報(bào)價(jià)為(多少元每箱)。
賣方：貴方的報(bào)價(jià)經(jīng)過(guò)我方仔細(xì)的考慮與討論，一致認(rèn)為貴方的報(bào)價(jià)過(guò)低，以長(zhǎng)期合作的角度來(lái)看希望貴方再考慮一下給出一個(gè)我方可以接受的報(bào)價(jià)。
買方：總經(jīng)理：那么貴公司預(yù)想的報(bào)價(jià)是多少呢?
賣方：(…………………..)
買方：我方是經(jīng)過(guò)仔細(xì)的市場(chǎng)調(diào)查之后得出這個(gè)合理的價(jià)格，但貴方公司的報(bào)價(jià)較高不知貴方是否能給出一個(gè)合理的理由呢。
賣方：總經(jīng)理(詳細(xì)講解)：下面請(qǐng)貴公司看下資料(景田礦泉水的優(yōu)勢(shì))
(總經(jīng)理將資料分發(fā)給對(duì)方)講解………所以提出這個(gè)價(jià)格已經(jīng)是很合理了
買方：其實(shí)我們也是基于貴公司的(優(yōu)勢(shì)：例如：先進(jìn)技術(shù)和貴公司在市場(chǎng)上的聲譽(yù)等)，在眾多公司中選擇與貴公司合作，而且通過(guò)近幾次的接觸和了解，我們也被對(duì)方的誠(chéng)意所打動(dòng)，我方以十二分的誠(chéng)意與貴方商談，我們衷心希望我們能在最終價(jià)格上達(dá)成共識(shí)。
賣方：我方十分感謝貴方特意為此合作抽出寶貴的時(shí)間，我方也能體會(huì)到貴方對(duì)本次合作的重視，我方也是帶著十分尊重貴公司的提議進(jìn)行談判的。
買方：關(guān)于我方提出的(每箱多少元)報(bào)價(jià)請(qǐng)貴方好好的考慮一下降低貴方的利潤(rùn)空間，在價(jià)格上做出進(jìn)一步的讓步，我方接受貴方的邀請(qǐng)來(lái)(地點(diǎn))進(jìn)行談判可見(jiàn)我們對(duì)此次合作的重視。
賣方：我方能體會(huì)到貴方的心情，也確實(shí)很感謝貴方的付出，但是價(jià)格的讓步似乎有些太大了，這樣一來(lái)我方不知如何獲利，這樣吧，為了體現(xiàn)我們的誠(chéng)意，將價(jià)格降至XXX萬(wàn)元(價(jià)格仍低于對(duì)方的報(bào)價(jià))。 2
買方：我方非常感謝貴公司對(duì)此次合作的積極態(tài)度，但是貴公司的報(bào)價(jià)仍然過(guò)高，超出了我方公司決定的范圍，所以我方希望能夠再商議一下再回復(fù)可以嗎?
賣方：既然這樣，那么此次談判就先到此吧。我方為貴公司準(zhǔn)備了。。。。(自由發(fā)揮)
二次談判
賣方：貴公司是否商討出滿意的答案了嗎?
買方：(感謝貴公司對(duì)我方的招待)我們經(jīng)過(guò)了仔細(xì)的考慮和商議，我方非常感謝貴方公司為加強(qiáng)我們雙方合作付出的努力，所以我們打算將報(bào)價(jià)提升到XXX萬(wàn)元(報(bào)價(jià)仍低于對(duì)方報(bào)價(jià))
賣方：貴公司果然豪爽大氣，令人欽佩。我們深知貴方為推動(dòng)合同的如期簽訂而做出的巨大努力，但是我方仍然認(rèn)為(第二次報(bào)價(jià))為可接受的價(jià)格，請(qǐng)貴方聽(tīng)聽(tīng)我方銷售總監(jiān)的合理解釋。
銷售總監(jiān)：報(bào)告中說(shuō)明。。。。。。。(資料)所以我方認(rèn)為這樣的價(jià)格是合理的。
買方：貴公司的產(chǎn)品質(zhì)量是值得肯定的，但是據(jù)我們了解與調(diào)查，貴方的產(chǎn)品如果大量訂購(gòu)是可以有所折扣的，我們也與市場(chǎng)上其他公司接洽過(guò)，比如(農(nóng)夫山泉公司，怡寶公司，冰露公司等)，雖然技術(shù)不是很頂尖，但是差距也不大，而且也在不斷改進(jìn)中，并且報(bào)價(jià)也相對(duì)比較合理，請(qǐng)大家看下他們的報(bào)價(jià)。所以我方認(rèn)為貴方提出的報(bào)價(jià)
在預(yù)料之外，希望貴方可以做出進(jìn)一步的讓步。至于XXX費(fèi)用，我方認(rèn)可貴方的解釋。我們也認(rèn)為XX萬(wàn)元是(調(diào)整金額)合理的，畢竟雙方的合作是長(zhǎng)期的。我們也很重視產(chǎn)品的質(zhì)量，所以我們?cè)赬XX費(fèi)用上達(dá)成共識(shí)，但在其他費(fèi)用方面仍和我方預(yù)料的有一定差距。 賣方：經(jīng)過(guò)我方的商量，我方同意在XX費(fèi)用上讓步XXX萬(wàn)元，這也是廠商給我方最大的讓步了。
買方：我方很高興貴方公司能做出讓步，這樣也有利于我們繼續(xù)商談。但是仍不是我們能接受的價(jià)格，貴方在利潤(rùn)空間上的調(diào)整太小了些。 賣方：能和貴方合作我方十分榮幸，我方也本著雙贏的目的進(jìn)行合作，如果合作最終不能達(dá)成共識(shí)，我們之前所做的努力將會(huì)付諸東流，同時(shí)也傷害了雙方友好合作的感情，所以我希望貴方能就我方報(bào)價(jià)再考慮一下，對(duì)于貴方提出的價(jià)格我方實(shí)在無(wú)法接受，這與我們實(shí)際成本相差太多，如果以這個(gè)價(jià)格成交，我方完全無(wú)利益可言了。
買方：但是貴方公司較其他公司的報(bào)價(jià)的合理性仍有些差距，實(shí)際上這筆訂單其他著名公司表示有極大的興趣并有意愿同我方公司進(jìn)行深入的接觸，但是由于同貴公司的接觸，我方深刻感受到了貴公司合作的誠(chéng)意和意愿，我們非常希望此次商談能夠取得圓滿成功。如果貴公司實(shí)在無(wú)法接受我方預(yù)期的價(jià)格，那么我方將表示遺憾，只能尋求其他合作伙伴了。
賣方：好吧，我知道貴方公司對(duì)此次合作很看重，所以我決定在原價(jià)的基礎(chǔ)上再降XXX萬(wàn)元，不知貴方是否能夠接受?
商務(wù)談判模擬情景對(duì)話：英語(yǔ)對(duì)話
Dialogue 1:
A: So, thank you for coming, everyone. It's really a pleasure to see you all here. First of all, may i suggest you take a look at the agenda i sent you? Would you like to make any comment on that?
B: Yes, i wonder if we can begin with shipment question first. We really need to come to an agreement on that before anything else.
A: That's true, but it's also a very difficult issue. That's the reason why i put it last. I thought it might be a good idea for us to start with the points we have in common. We'll move on to the shipment issue after that.
B: All right. That sounds reasonable.
A: Well, before we go any future, I would like to say strongly how i feel that it's in both our interest to reach an agreement today. The market is becoming even more competitive and our combied strength will give us some big advantages, not least in terms of the dealer network. Now, i think Richard would like to say a few words about that.
點(diǎn)睛注釋：
1. make comments on sth 對(duì)某事進(jìn)行評(píng)論
Example: Would you make comments on our women's garments in current design?您對(duì)我們流行女裝款式有何評(píng)論
Oh look very nice! 哦，看起來(lái)很漂亮
2. have sth. in common: 有共同點(diǎn)
Example: The two firms have very little common in selling strategies. 這兩家公司在銷售策略上沒(méi)有什么共同點(diǎn)。
3. in the interest of: 符合......的利益
Example: The stable and healthy business relations are in the interest of our sides. 穩(wěn)定健康的貿(mào)易關(guān)系符合雙方的利益。
Dialogue 2
A: Hello, Mr Wang, nice to see you again. How are you?
B: Fine, thank you ,and you?
A: I'm fine, we just moved in our new house. Everything is in a great mess. It's a nightmare. But i'll appreciate not having to spend so much time commuting to my work every day.
B: Yes, it took me nearly one hour to get here today. Bus service in this area is not so good.
A: Well, will you like a cup of coffee?
B: Thank you, that would be nice.
A: Milk or sugar?
B: Black will do, thank you.
A: So, how's business in your section?
B: Not too bad. We have a lot of work to do as far as our contract George is concerned this time.
A: Then i think you can say a few words about that first.
點(diǎn)睛注釋
1. in a mess: 亂成一團(tuán)
Example: Since 9 O' clock , Mr. Gill has been sorting out the shipping documents which are in a mess in the files.
從九點(diǎn)以來(lái),吉爾小姐一直在整理文件夾里亂成一團(tuán)的海運(yùn)單據(jù).
2. commute: 乘通勤車上班
Example: I commute to work from Shenyang to Fushun on weekdays.周一到周五我從沈陽(yáng)到撫順乘通勤車上班.
bus commuter 乘通勤汽車上班的人 train commuter 乘通勤火車上班的人
3. as far as sb./sth. be concerned: 就什么而言; 至于
Example: As far as i am concerned, i agree with Jack on this point.就我而言, 我同意杰克的觀點(diǎn).
As far as color is concerned, Tom prefers black. 就顏色而言, 湯姆更喜歡黑色.
Dialogue 3
A: Will you have a cup of coffee, Mr. Wang?
B: No. Don't bother, please.
A: Of course, i don't know Smith at all, but you've got to be on your guard against George. I told you about our negotiating with him in New York three years ago, didn't I?
B: I am sure you did. Can we focus on the final packing today, Mr. Brown? We mustn't get stuck in the price. They are going to knock us down. We have got some room to maneuver.
A: That's right, George is the head of Marketing Department.
B: What we must keep in mind is that we can make a concession if they push us on staff cut.
A: Oh we don't need to worry about that, Mr. Wang. We will just play it by ear.
點(diǎn)睛注釋
1. be on one's guard against sb./sth. 小心，防范
Example: We must be on our guard against pickpockets on a bus.在公交車上我們要小心扒手。
2. focus on sth. 集中精力于......之上
Example: We should focus our attention on the demands at the overseas market.我們應(yīng)該集中注意一下海外市場(chǎng)的需求
3. knock sb. down 打倒，使屈服
Example: They are attempting to knock us down in terms of price.他們?cè)噲D讓我們?cè)趦r(jià)格方面讓步。
4. keep/bear sth. in mind 記住，牢記(英國(guó)都用remember)
Example: Please keep in mind that you'll arrive punctually for the meeting tomorrow.請(qǐng)記住明天開(kāi)會(huì)要準(zhǔn)時(shí)。
Bear in mind that you can always rely on me.要記住你永遠(yuǎn)可以依靠我。
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