商务英语谈判对话实例

谈判是有关方面就共同关心的问题互相磋商，交换意见，寻求解决的途径和达成协议的过程。下面是商务英语谈判对话实例相关内容，希望可以帮助到各位。

R: Even with volume sales, our coats for the Exec-U-Ciser won’t go down much.

D: Just what are you proposing?

R: We could take a cut(降低)on the price. But 25% would slash our profit margin(毛利率).We suggest a compromise??10%.

D: That’s a big change from 25! 10 is beyond my negotiating limit. (pause) Any other ideas?

R: I don’t think I can change it right now. Why don’t we talk again tomorrow?

D: Sure. I must talk to my office anyway. I hope we can find some common ground(共同信念)on this.

NEXT DAY

D: Robert, I’ve been instructed to reject the numbers you proposed; but we can try to come up with some thing else.

R: I hope so, Dan. My instructions are to negotiate hard on this deal??but I’m try very hard to reach some middle ground(互相妥协).

D: I understand. We propose a structured deal(阶段式和约). For the first six months, we get a discount of 20%, and the next six months we get 15%.

R: Dan, I can’t bring those numbers back to my office??they’ll turn it down flat(打回票).

D: Then you’ll have to think of something better, Robert.

K： If we transferred our technical and research expertise(技术与研究的专业知识)， what would stop you from making th esame product?

R： We'd be willing to sign a commitment. We'll put it in writing (书面保证)that we won't copycat(仿冒)the Sports Cast within five years after ending our contract.

K： Sounds O.K.， if it's for any “similar” product. That would give us better protection. But we'd have to interest on a ten year limit.

R： Fine. We have no intention of becoming your competitor.

K： Great. Then let's settle the details of the transfer agreement.

R： We'll need you to send over some key personnel to help us purchase the equipment and train our technical people. How long do you anticipate that will take?

K： A week to put the team together， three weeks to train your people. If so， when do you estimate starting production?

R： Our first production run(一批的生产)should be one week after our team finishes its training. But I'd like your team to stay a full week after that， to handle any kitches that pop up(处理突发的事件)。

K： Can do. Everything seems to be set， Robert. I'll bring in a sample contract tomorrow. If you like， we can sign it then.

D： I'd like to get the ball rolling(开始)by talking about prices.

R： Shoot.(洗耳恭听)I'd be happy to answer any questions you may have.

D： Your products are very good. But I'm a little worried about the prices you're asking.

R： You think we about be asking for more?(laughs)

D： (chuckles莞尔) That's not exactly what I had in mind. I know your research costs are high， but what I'd like is a 25% discount.

R： That seems to be a little high， Mr. Smith. I don't know how we can make a profit with those numbers.

D： Please， Robert， call me Dan. (pause) Well， if we promise future business――volume sales(大笔交易)――that will slash your costs(大量减低成本)for making the Exec-U-ciser， right?

R： Yes， but it's hard to see how you can place such large orders. How could you turn over(销磬)so many? (pause) We'd need a guarantee of future business， not just a promise.

D： We said we wanted 1000 pieces over a six-month period. What if we place orders for twelve months， with a guarantee?

R： If you can guarantee that on paper， I think we can discuss this further.

R: We found your proposal quite interesting, Mr. Hughes. We’d like to weigh the pros and cons(衡量得失)with you.

K: Mr. Robert Liu, we’ve looked all over Asia for a manufacturer; your company is one of the most suitable.

R: If we can settle a number of basic questions, I’m confident in saying that we are the most suitable for your needs.

K: I hope so. And what might be the basic questions you have?

R: First, do you intend to take a position in(投资于……)our company?

K: No, we don’t, Mr. Liu. This is just OEM.

R: I see. Then, the most important thing is the size of your orders. We’ll have to invest a great deal of money in the new production process.

K: If you can guarantee continuing quality, we can sign a commitment for 75,000 pieces a year, for five years.

R: At U.S. $1000 a piece, we’ll make an average return of just 4%. That’s too great a financial burden for us.

K: I’ll check the number later, but what do you propose?

R: Here’s how you can demonstrate commitment to this deal. Make it ten years, increase the unit price, and provide technology transfer.