商务谈判简要实例（一）

BusinessNegotiation

A:ThesellerMissLinrepresentingHuaxinTradingCo.Ltd.
B:ThebuyerMissCairepresentingJamesBrown&Sons

A:Goodmorning,MissCai.Gladtomeetyou.

B:Goodmorning,MissLin.It’sverynicetoseeyouinperson.Letmeintroducemycolleaguestoyou.Thisismymanager,MissCai.

A:Howdoyoudo?MissCai.

B:Howdoyoudo?Mr.Wang.Nicetomeetyou.

B:……AndthisisMr.Cai.Heisinchargeofsalesdepartment.ThisisMissHuang.Sheisinchargeofbusinesswithclients.

A:Nicetomeetyou,Mr.Cai,MissHuang.

B:Nicetomeetyou,MissLin.

A:Howarethinggoing?

B:Everythingisnice.

A:IhopethroughyourvisitwecansettlethepriceforourChinaware,andconcludethebusinessbeforelong.

B:Ithinkso,MissLin.WecameheretotalktoyouaboutourrequirementsofHXSeriesChinaware.Canyoushowusyourprice-listandcatalogues?

A:We’vespeciallymadeoutaprice-listwhichcoverthoseitemsmostpopularonyourmarket.Hereyouare.

B:Oh,it’sveryconsiderateofyou.Ifyou’llexcuseme,I’llgooveryourprice-listrightnow.

A:Takeyourtime,MissCai.

B:Oh,Mr.Wang.Aftergoingoveryourprice-listandcatalogues,weareinterestedinArtNo.HX1115andNo.HX1128,butwefoundthatyourpricearetoohighthanthoseofferedbyothersuppliers.Itwouldbeimpossibleforustopushanysalesatsuchhighprices.

A:I’msorrytohearthat.YoumustknowthatthecostofproductionhasrisenagreatdealinrecentyearwhileourpricesofChinawarebasicallyremainunchanged.Tobefrank,ourcommoditieshavealwayscomeuptoourexportstandardandthepackagesareexcellentdesignedandprinted.Soourproductsaremoderatelypriced.

B:I’mafraidIcan’tagreewithyouinthisrespect.Iknowthatyourproductsareattractiveindesign,butIwishtopointoutthatyouroffersarehigherthansomeofthequotations.I’vereceivedfromyourcompetitorsinothercountries.So,yourpriceisnotcompetitiveinthismarket.

A:MissCai.Asyoumayknow,ourproductswhichisofhighqualityhavefoundagoodmarketinmanycountries.Soyoumusttakequalityintoconsideration,too.

B:Iagreewithwhatyousay,butthepricedifferenceshouldnotbesobig.Ifyouwanttogettheorder,you’llhavetolowertheprice.That’sreasonable,isn’tit?

A:Well,inordertohelpyoudevelopbusinessinthisline,wemayconsidermakingsomeconcessionsinyourprice,butnevertothatextent.

B:Ifyouarepreparedtocutdownyourpricesby8%,wemightcometoterms.

A:8%?I’mafraidyouareaskingtoomuch.Actually,wehavenevergavesuchlowerprice.Forfriendship’ssakewemayexceptionallyconsiderreducingthepriceby5%.Thisisthehighestreductionwecanafford.

B:Youcertainlyhaveawayoftalkingmeintoit.ButIwonderifwhenweplacealargerorder,you’llfartherreduceyourprices.IwanttoorderonecontainerofHX1115and438setsofHX1128.

A:MissCai,Icanassureyouthatourpriceismostfavourable.Wearesorrytosaythatwecannotbringourpricedowntoastilllowerlevel.

B:OK.Iaccept.Now,let’stalkaboutthetermsofpayment.WouldyouacceptD/P?Ihopeitwillbeacceptabletoyou.

A:ThetermsofpaymentweusuallyadoptaresightL/C.

B:ButIthinkitwouldbebeneficialtobothofustoadoptmoreflexiblepaymenttermssuchasD/Pterm.

A:PaymentbyL/Cisourusualpracticeofdoingbusinesswithallcustomersforsuchcommodities.I’msorry,wecan’tacceptD/Pterms.

B:Asforregularordersinfuture,couldn’tyouagreetoD/P?

A:Sure.Afterseveralsmoothtransactions,wecantryD/Pterms.

B:Well,asforshipment,thesoonthebetter.

A:Yes.ShipmentistobemadeinApril,notallowingpartialshipment.

B:OK.Isee.Howaboutpackingthegoods?

A:We’llpackHX1115incartonofoneseteach,HX1128incasesofoneseteach,twocasestoacarton.

B:Isuggestthegoodspackedincardboardboxes,it’smoreattractivethancartons.Doyouthinkso?

A:Well.Ihopethepackingwillbeattractive,too.

B:FortransactionconcludedonCIFbasis,insuranceistobecoveredbythesellersfor110%ofinvoicevalueagainstWPA.Clash&BreakageandWarRisk.

A:Thistermlessthesegoodsshoulddamageintransit.Iagreewithit.

B:I’mgladwehavebroughtthistransactiontoasuccessfulconclusionandhopethiswillbethebeginningofotherbusinessinthefuture.Let’sconfirmtheseitemsweconcludedatthemoment.

A:Yes.Weconcludedasfollows:542setsofHX1115atthepriceofUSD23.50persettobepackedincardboardboxesofoneseteachandtobeshippedCIFC5Toronto;438setsofHX1128atthepriceofUSD14.50persettobepackedincaseofoneseteach,twocasestoacardboardboxandtobeshippedCIFC5Toronto.

B:Allright.Bytheway,whencanIexpecttosigntheS/C?

A:MissCai,Woulditconvenientforyoutocomeagaintomorrowmorning.I’llgettheS/Creadytomorrowforyoursignature.

B:That’sfine.Seeyoutomorrow.Goodbye,MissLin.

A:Seeyouandthanksforcoming,MissCai.