【精品】國際商務(wù)談判話論

1、中瑞勞力士手表商務(wù)談判北京威諾貿(mào)易有限公司勞力士鐘表有限公司beijing weinuo trade limi ted company rolex watches and clocks limited company 中方總經(jīng)理：歡迎齊位談判代表來北京進行業(yè)務(wù)洽談，我是來自北京益時貿(mào)易有限公司 的總經(jīng)理王。首先，由我來介紹我方的談判代表，這位是我們公司的采購部部長.，這 位是我們公司的技術(shù)總監(jiān).。cm: welcome everyone negotiator to beijing for business cooperation, my name is wangchen, i am the g

2、eneral manager of beijing weinuo trade limited company. first, let me introduce our negotiators, this is our purchase department minister hongxiaoran; this is our technical director dongjianguo.瑞方總經(jīng)理：非常高興來到美麗的北京。我是勞力士鐘表有限公司總經(jīng)理管淑青。下面 由我來介紹我方談判代表。這位是我們公司的銷售部部長陸琴，這位是我們公司的技術(shù) 總監(jiān)洪亞琴。sm: it/ s my great ple

3、asure to come to this beautiful place. i m the general manager of the rolex watches limited company guan shuqing. please allow me to introduce our negotiators. this is our company，s sales department minister lu qin, and this lady is our technical director hong xiaoran.中方總經(jīng)理：貴方從瑞士遠道而來，不知貴方對兩個國家氣候的驟然變

4、化是否適應(yīng)？cm: you came from far away and we don，t know whether you will adapt to the climate change suddenly?瑞方總經(jīng)理：貴地的氣候雖有點熱，但是在貴方的周到接待下，我方代表述比較適應(yīng)。sm: clima te here is really a lit tie hot, but with your thoughtful reception, our representatives are all accustomed to it.屮方總經(jīng)理：很高興聽到你這么說。不知道貴方對我方安排的“長城之旅”

5、還滿意嗎？cm: we are glad to hear that. we don't know whether you are satisfied with our arrangement of the great wall tour/z瑞方總經(jīng)理：滿意，非常滿意。北京是一個歷史悠久的城市，世界上著名的文化古都， 中華人民共和國的首都，今h親眼看到她的風韻，終于一飽眼福sm: we are so, so, so much sati sf ied. beijing is a his to rical city, the world famous cultural ancient cap

6、ital, and also the capital of the people, republic of china, today we eventually feed our sight and see her charm.中方總經(jīng)理：謝謝貴方的贊美，相信我們的合作一定會圓滿成功。cm: thank you for your praise, and we believe that the cooperation will be a complete success.瑞方總經(jīng)理：期待與貴公司的合作。sm: looking forward to the cooperation with you

7、.中方總經(jīng)理：好的，那么我們開始談判吧！cm: ok, let" s come to the point!瑞方總經(jīng)理：我公司的國際知名度和品牌影響力，貴方也一定有所了解，我公司的勞力 十手表在世界市場上一直都很受歡迎?？紤]到中國強大的潛在消費市場，此次談判，我 方希望能與貴方達成大批量的交易。下面請我們的銷售部部長給貴方介紹一下我們的合 作產(chǎn)品。sm: you must have been aware of our company，s international reputation and great bra nd infl uence, our rolex wat ches ke

8、eping the first chair of the world market . con sidering china" s powerful potential consumer market; we hope to reach large quantities of trade with you. next, please our sales department minister to introduce our cooperation products.:很高興你們選擇勞力士！相信你們是明智的選擇。勞力士著重莊重，實用，不顯浮華。 另外它的性能包括全口動、單歷、雙歷、防

9、水、防塵等，做工精益求精。lu qin: i m sure that it is a wise choice to choose rolex. rolex looks upon solemn, practical, but not obviously ostentatious. its performance includes automatic, single calendar, double calendar, waterproof, dustproof and it keeps improving.中方采購部部洪笑然：是的，該名牌手表在制造方面使用先進設(shè)備、高質(zhì)材料，達到了 加工精細、髙

10、光潔度。很髙興和貴公司合作。貴方能具體介紹一下這款表嗎？yes, thi s watch use advanced equipme nt, high qual i ty mat erials to process ing fine, high finish in meinufacturing. we are very glad to cooperate with you. could you be more detai 1ed on the style of rolex?:沒問題。勞力士有金色全鋼表帶，口色珍珠貝母表盤，另外它擁有瑞士特制精準機械 機芯、恒久耐用鑲鉆刻度顯示lu qin: of

11、 course, rolex has goldcn allsteel watchband, white pearl dial plate, whats more, it has swiss precision machinery core and it has set auger scale display, it is long-lasting durability.聽起來很不錯！但我想確定一下這款表是否是高精度全鋼拋光表扣處理，高硬度藍寶石 水晶防眩表面，三針走時是否精準是否有3點位置日歷顯示功能。sounds good! i want to make sure that if they

12、had high precision steel polishing clasp processing and had high hardness glare sapphire crystal surface. besides, are the three needles accurate? and does it have 3 point position when the calendar display?這些方面貴方不用擔心。另外我們還擁有多方系列，齊具特色。例如探險家型 (explorer),附帶24小時紅色輔助針，以方便探險愛好者辨別日夜。勞力士金表潛航 者型(submariner)

13、,防水深度超過300米。游艇名士型(yacht master),配有可旋 轉(zhuǎn)外圈，方便計算時差。游艇名士型(yacht master),配有可旋轉(zhuǎn)外圈，方便計算時 茅。游艇名士型(yacht master),配有可旋轉(zhuǎn)外圈，方便計算時差。宇宙計型 (cosmograpii),為一款多功能手表，能滿足工程、運動及商業(yè)等多種需要。lu qin: don" t worry about it. in addition, we have series of watches. for example, the explorer type (explorer), 24 hours with red

14、 needle to assist convenient adventurers distinguishes night and day; rolex watch the silent hunter type (submariner), the waterproof deepness is more than 300 meters; the yacht elites type (yacht master), with inner can rotate convenient calculation jet lag. program type (cosmograph) universe, as a

15、 versatile watch, can satisfy engineering, sports and business duozhong nccd.你們的種類確實挺豐富，我方很滿意！但現(xiàn)在據(jù)我們了解，格林尼治型(gmt master), 采用了你們的最新技術(shù)。該產(chǎn)品如何？your kinds of product are really quite rich , we are satisfied! but as we know, greenwich type (gmt), adopts the latest technology how about it?英雄所見略同。我正想介紹這款了。好

16、巧呀。格林尼治型(gmt master),其可轉(zhuǎn)動外 圈及24小時指針，不僅同時顯示兩個時區(qū)時間，更可將時針獨立移動至另一時區(qū)，而毋 須移動分針及秒針。lu qin: grcat minds think alike- i just want to introducc this type. what a coincidence! the gmt master can rot ate outer ring and 24 hours poin ter, not only shows two time zones at the same time, but also the more time can

17、 be moved to another hour hand independent time zone, and shall not be obliged to mobile minute hand and a second hand, so it maybe has more ready market in the future.王：good! thanks for the introduce . we have seen your samples and we are totally interested in your products. so, we shall be obliged

18、 if you will give us your catalogs and price list管：of course. we have made out a price-list specially which covered the most popular items in your market. here you are.王：oh, its very considerate of you, i will go over your price-list right now. 管：take your time.董：after going over your price-list and

19、 catalogues, we are inlerested in (gmt master) and yacht master, but we found that your price are too high than ihose offered by other suppliers. it would be impossible for us to push any sales at such high prices. as far as we know the market price is no more than 10000 dollar.:what? it must be the

20、 primary price. you must know that the cost of our production has risen a great deal in recent years while our prices of chinaware remain basically unchanged. to be frank, our commodities have always come up to our export standard and the packages are excellent designed and printed> so in summary

21、, our products are moderately priced.董：im afraid t cant agree with you in this respect. t know that your products are attractive in design, but i wish to point out that your offers are higher than some of the quotations. t've received from your competitors in other countries. so, your price is n

22、ot competitive in this market.洪：as you may know, our products which are of high quality have found a good market in many countries. so you must take quality into con sideration, too.董：i agree with what you say, but the price difference should not be so big. if you want to get the order, you'll h

23、ave to lower the price. thafs reasonable, isn't it?洪：well, in order to help you develop business in this line, we may consider making some concessions in your price, but never to that extent.董：if you are prepared to cut down your price by 8%, we might come to terms.洪：8%? r m afraid you are askin

24、g too much. actually, we have never gave such lower price. for friendships' sake, we may exceptionally consider reducing the price by 5%. this is the highest reduction we can afford.董：you certainly have a way of talking me into it. but i wonder if when we place a larger order, you'll farthcr

25、 reduce your prices. 1 want to order one container of 格林尼治型(gmt master and 438 sets of yacht elites type (yacht master) 洪：i can assure you that our price is the most favorable. and we are sorry to say that we can bring our price down a still lower level.王：那現(xiàn)在我們談?wù)劙b吧。你知道的，在一定程度上包裝同產(chǎn)品一樣重要。now, let us

26、talk about the packing. you know, packing has a close bearing on sales.管：是的，我非常同意。包裝有助于推銷產(chǎn)品。人們購買這種商品通常用來贈親友，所 以精美高雅的設(shè)計至關(guān)重耍。yes, i totally agree with you . this kind of article oftcn be bought as a gift, so exquisite and tasteful design is of prime importance. packings contributc to push the sales a

27、lot. good packaging can reflect the great honor of rolex too! ! ! 王：很高興在這個問題上我們達成共識。lee: r m happy to reach a consensus in this issue.管：那么，這些產(chǎn)品的包裝您有什么想法？guan: then, those the packing of the products do you have any idea?王：我們希望原裝盒子包裝。這樣具有正品保證wang: we hope the original box packaging. jlt has the quali

28、ty goods guarantee.:勞力士 (rolex)包裝附有虹式、外包裝紙盒、內(nèi)盒、小枕頭或者夾子、cosc漆牌、 防水標簽、證明書/c0sc證書、說明書。lu qi n: rolex，s pack ing has oyster ty pe, the outer pack ing box, in si de box, smal 1 pi 1 low or clip, cosc paint brand, waterproof labels, certificate/cosc certificate and manual.:包裝必須很堅固，能承受野蠻裝卸。lee: the packing

29、 must be strong enough to withstand rough handing.陸琴：買方通常很注意包裝，許多國外客戶已經(jīng)認可了我們標準化的包裝lu qin: you can totally rest assured. we know buyers always pay great attention to packing. our standardized packing has been approved by many foreign clients.:聽起來很好！但是為了促進銷售，我可以提出其他意見嗎？lee: sounds good! but in order t

30、o promote sales, can i make some other comments?陸琴：可以，請說！lu qin: of course.:宇宙計型，格林尼治型能否根據(jù)他們特有的風格進行包裝設(shè)計，使其別致且引人注冃。lee: cosmic plan. can greenwich type according to their own style of packaging design to make itseif unique and compel ling?陸琴：這也是我方的一大特色。根據(jù)每款的特有性能，我們都有獨具特色的包裝。lu qin: this is one of the

31、 featurcs of ours. according to each of the special performance, we all have a unique characteristic of the packing.:想的這么周到！很高興和你方合作，包裝能否防水、防震、防磁lee: it is very considerate of you! we appreciate your cooperation. can packing be waterproof, shockproof , and antimagnetic ?陸琴：那是必須的！lu qin: definitely!王

32、：還有一件事情，因為藍色在我國很受歡迎，可以把這種顏色考慮進包裝中嗎？讓藍 色作為基調(diào)可能有好處。lee: and one more thing, because blue is very popular in our country, can you put the color into the package? jlt may be good to make the blue as fundamental key.管淑青：哦，是嗎？我們會考慮。我會盡快的按貴方要求進行設(shè)計，保證給你們一個滿 意的創(chuàng)新樣品。由您決定一個。yue: oh, really? we will takc this i

33、nto account. as soon as possible to meet your requirements for design, and guarantcc a satisfactory innovation samples to you.王：哇！你們真是處處周到！祝我們合作愉快！lee: well! you are thoughtful everywhere! i wish our cooperation be happy!管：謝謝！您真是過獎了。合作愉快！yue: thank you! you flattcr me immensely. cooperation happy!王:

34、好吧我們己經(jīng)談妥了價格、質(zhì)量和數(shù)量問題，現(xiàn)在讓我們來談?wù)劯犊顥l件，如何王：well, we have sett led the ques tion of price, quality and qua nti ty. now what about the terms of payment?管：我們只接受不可撤銷的憑裝船單據(jù)付款的信用證管：we only accept payment by irrevocable letter of credit payable against shipping documents.王:你們能不能考慮例外，接受承兌交單或付款交單cm: i see. could y

35、ou make an exception and accept d/a or d/p?生秋碩：我們堅持用信用證條款管：i，m sorry. we insist on a letter of credit.董：坦率地說，信用證會增加我方進口貨物的成本，要在銀行開立信用正，我方必須付 一筆押金，這樣一來，那一部分的資金就無法周轉(zhuǎn)，因此，會增加我方成本董：to tell you frankly, a letter of credit would increase the cost of our import. when we open a letter of credit with a bank,

36、we have to pay a deposit. that 11 tic up our money and add to our cost洪：你可以與開證行商量一下，看能否將押金減少到最低限度:please consult to your bank and see if they will reduce the required deposit to a minimum.董：即使那樣，開立信用證還要付銀行手續(xù)費，假如你方能夠接受承兌交單或付款交單， 這就幫了我方的人忙了。你就當作有信用證一樣，向我方開匯票，這對你來說區(qū)別不人， 但對我方關(guān)系很人:still, there will be ba

37、nk charges in connection with the credit. it would help us greatly if you would accept documc nt ary aga inst acceptance or documcn t against paymcnt. you can draw on us just as if there were a letter of credit. it makes no great difference to you, but it does to us.洪：你一定知道，不可撤銷的信用證給出口商增加了銀行的擔保，我們出口

38、一向要求用 信用證；反過來講，我們進口也要求采用信用證付款。:well , you must be aware that an irrevocable letter of credit always add to the exporter the additional protection of the banker' s guarantee. so we always require letter of credit for our exports. and the other way round, we pay by l/c for our imports.王：都退讓一步吧，貨價的

39、15%用信用證，其余的用付款交單，你看怎樣:both of us should retreat a st ep, wha t about 15% by let ter of credi t and the balance by d/p?管：好的，同意:well, you can say that again王：接下來我們談一下運輸和保險吧！:let，s come to the shipment and insurance, what do you think of our proposal?管：好的，請講吧！guan: yes, please go on,:我想貴方應(yīng)該知道，我公司經(jīng)營的是勞力

40、士手表，它的特性要求了運輸過程要是防水 的，安全的。尤其是海運時間長，風險多，沒有過硬的運輸技術(shù)是不行的。:1 think you may know what we manage is rolex watches. it requires waterproof and safety-transpottation， especially during the long time of ocean shipping which will be full of lots of risks. all the factorsabove call for excellent transportation

41、technology.我方長期與運輸業(yè)巨頭一馬士基公司有良好的業(yè)務(wù)關(guān)系，在我們以前的對外貿(mào)易中極少 有產(chǎn)品損壞的事情發(fā)生。所以在運輸方面貴方可以完全放心我們相信貴方可以提供安全 的運。lu qin : i think so, we always have good coopcration with the shipping companydanish company. there has been seldom damage in our usual forcign tradcin the past. so in the terms of transportation, you can tot

42、ally rest assured.:i am very glad to hear that. now lets talk about the insurance.we believe that your company can provide safe transportation.lu qin: about in sura nee, we are vip customers all the time in an she ng insura nee company which is the second excellent insurance company in the world. we

43、 are enjoying a set of the favorable menus. it can save you a large sum of premium.so if we are responsibl e for the tran sportation and in sura nee bus in ess, t t hi nk it will be a mutual benefit particularly for you.:we learn that you know a lot about the market in china. so we accept the term o

44、f the trade of cif. but we" 11 appreciate it if you can decrease 50 dollars each.管：it seems that your requirement is too harsh. our cif offers are already very low. nowadays with the crude oil price keeps rising in international market. and freight charges go up continuously too . what' s w

45、orse, the unstability of iraqi situation and constantly happcning of terrorist incidcnts in rcccnt years cause arabian countries to the contagonistic mood of america european countries . we insure you all those risks in view of these factors, we can" t accept the requirement to decrease 50 dollars indeed .but since you arc really sincere, we could consider lo