商務談判對話英語實例

商務談判對話英語實例商務談判對話英語實例商務談判對話英語實例資料僅供參考文件編號：2022年4月商務談判對話英語實例版本號：A修改號：1頁次：1.0審核：批準:發(fā)布日期：商務談判對話英語實例（1）DanSmith是一位美國的健身用品經(jīng)銷商，此次是RobertLiu第一回與他交手。就在短短幾分鐘的交談中，RobertLiu既感到這位大漢粗獷的外表，藏有狡兔的心思――他肯定是沙場老將，自己絕不可掉以輕心。雙方第一回過招如下：

D:I‘dliketogettheballrolling（開始）bytalkingaboutprices.

R:Shoot.（洗耳恭聽）I‘dbehappytoansweranyquestionsyoumayhave.

D:Yourproductsareverygood.ButI‘malittleworriedaboutthepricesyou‘reasking.

R:Youthinkweaboutbeaskingformore(

laughs)

D:(chuckles莞爾)That‘snotexactlywhatIhadinmind.Iknowyourresearchcostsarehigh,butwhatI‘dlikeisa25%discount.

R:Thatseemstobealittlehigh,Mr.Smith.Idon‘tknowhowwecanmakeaprofitwiththosenumbers.

D:Please,Robert,callmeDan.(pause)Well,ifwepromisefuturebusiness――volumesales（大筆交易）――thatwillslashyourcosts（大量減低成本）formakingtheExec-U-ciser,right?

R:Yes,butit‘shardtoseehowyoucanplacesuchlargeorders.Howcouldyouturnover（銷磬）somany

(pause)We‘dneedaguaranteeoffuturebusiness,notjustapromise.

D:Wesaidwewanted1000piecesoverasix-monthperiod.Whatifweplaceordersfortwelvemonths,withaguarantee?

R:Ifyoucanguaranteethatonpaper,Ithinkwecandiscussthisfurther.商務談判對話英語實例（2）Robert回公司呈報Dan的提案后，老板很滿意對方的采購計劃;但在折扣方面則希望Robert能繼續(xù)維持強硬的態(tài)度，盡量探出對方的底線。就在這七上七八的價格翹翹板上，雙方是否能找到彼此地平衡點呢？請看下面分解:

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.

NEXTDAY

D:Robert,I‘vebeeninstructedtorejectthenumbersyouproposed;butwecantrytocomeupwithsomethingelse.

R:Ihopeso,Dan.Myinstructionsaretonegotiatehardonthisdeal――butI‘mtryveryhardtoreachsomemiddleground（互相妥協(xié)）.

D:Iunderstand.Weproposeastructureddeal（階段式和約）.Forthefirstsixmonths,wegetadiscountof20%,andthenextsixmonthsweget15%.

R:Dan,Ican‘tbringthosenumbersbacktomyoffice――they‘llturnitdownflat（打回票）.

D:Thenyou‘llhavetothinkofsomethingbetter,Robert.商務談判對話英語實例（3）Dan上回提議前半年給他們二成折扣，后半年再降為一成半，經(jīng)Robert推翻后，Dan再三表示讓步有限。您知道Robert在這折扣縫隙中游走，如何才能摸出雙方都同意的數(shù)字呢他從錦囊里又掏出什么妙計了呢請看下面分解：R:Howabout15%thefirstsixmonths,andthesecondsixmonthsat12%,withaguaranteeof3000units?

D:That'salottosell,withverylowprofitmargins.

R:It'saboutthebestwecando,Dan.(pause)Weneedtohammersomethingout（敲定）today.IfIgobackempty-handed,Imaybecomingbacktoyousoontoaskforajob.(smiles)

D:(smiles)O.K.,17%thefirstsixmonths,14%forthesecond!

R:Good.Let'sironout（解決）theremainingdetails.Whendoyouwanttotakedelivery（取貨）

D:We'dlikeyoutoexecutethefirstorderbythe31st.

R:Letmerunthroughthisagain:thefirstshipmentfor1500units,tobedeliveredin27days,bythe31st.

D:Right.Wecouldn'thandlemuchlargershipments.

R:Fine.ButI'dpreferthefirstshipmenttobe1000units,thenext2000.The31stisquitesoon----Ican'tguarantee1500.

D:Icanagreetothat.Well,ifthere'snothingelse,Ithinkwe'vesettledeverything.

R:Dan,thisdealpromisesbigreturns（賺大錢）forbothsides.Let'shopeit'sthebeginningofalongandprosperousrelationship.商務談判對話英語實例（4）今天Robert的辦公室出現(xiàn)了一個生面孔――KevinHughes，此人代表美國一家運動產(chǎn)品公司，專程來臺灣尋找加工。接洽的加工產(chǎn)品市運動型“磁質(zhì)石膏護墊”，受傷的運動員包上這種產(chǎn)品上場比賽，即可保護受傷部位，且不妨礙活動?，F(xiàn)在，我們就來看看兩人的會議現(xiàn)況：

R:Wefoundyourproposalquiteinteresting,Mr.Hughes.We'dliketoweightheprosandcons（衡量得失）withyou.K:Mr.RobertLiu,we'velookedalloverAsiaforamanufacturer;yourcompanyisoneofthemostsuitable.

R:Ifwecansettleanumberofbasicquestions,I'mconfidentinsayingthatwearethemostsuitableforyourneeds.

K:Ihopeso.Andwhatmightbethebasicquestionsyouhave?

R:First,doyouintendtotakeapositionin（投資于……）ourcompany?

K:No,wedon't,Mr.Liu.ThisisjustOEM.

R:Isee.Then,themostimportantthingisthesizeofyourorders.We'llhavetoinvestagreatdealofmoneyinthenewproductionprocess.

K:Ifyoucanguaranteecontinuingquality,wecansignacommitmentfor75,000piecesayear,forfiveyears.

R:AtU.S.$1000apiece,we'llmakeanaveragereturnofjust4%.That'stoogreatafinancialburdenforus.

K:I'llcheckthenumberlater,butwhatdoyoupropose?

R:Here'showyoucandemonstratecommitmenttothisdeal.Makeittenyears,increasetheunitprice,andprovidetechnologytransfer.商務談判對話英語實例（5）Robert在前面的談判最后提出簽約十年的要求，Kevin會不會答應呢如果答案是否決的話，Robert又有何打算他一心為公司的利益打算，極力爭取技術(shù)轉(zhuǎn)移地協(xié)定，而對方會甘心出讓此項比金錢更珍貴的資產(chǎn)嗎請看以下分解：

K:Wecan'tsignanycommitmentfortenyears.Butifyourproductionqualityisgoodafterthefirstyear,wecouldextendthecontractandincreaseouryearlypurchase.

R:Thatsoundsreasonable.Butcouldyoushedsomelighton（透露）thesizeofyourorders?

K:Ifwearehappywithyourquality,wemightincreaseourpurchaseto100,000ayear,foratwo-yearperiod.

R:Excuseme,Mr.Hughes,butitseemstomewe'regivinguptoomuchinthiscase.We'dbegivingupthefive-yearguaranteeforincreasedyearlysales.

K:Mr.Liu,you'vegottogiveupsomethingtogetsomething.

R:Ifyou'reaskingustotakesuchalargegamble（冒險）forjusttwoyear'ssales,I'msorry,butyou'renotinourballpark（接受的范圍）.

K:WhatwouldittaketokeepPacerinterested?

R:Athree-yearguarantee,nottwo.Andaqualiltyinspection（質(zhì)量檢查）tourafteroneyearisfine,butwe'dlikesomeofourpersonnelontheteam.

K:Acceptable.Anythingelse?

R:We'dbemakinghugecapitaloutlay（資本支出）fortheproductionprocess,sowe'dliketosetupatechnologytransferagreement,tohelpusgetofftheground（取得初步進步）.商務談判對話英語實例（6）DanSmith是一位美國的健身用品經(jīng)銷商，此次是RobertLiu第一回與他交手。就在短短幾分鐘的交談中，RobertLiu既感到這位大漢粗獷的外表，藏有狡兔的心思――他肯定是沙場老將，自己絕不可掉以輕心。雙方第一回過招如下：

D:I‘dliketogettheballrolling（開始）bytalkingaboutprices.

R:Shoot.（洗耳恭聽）I‘dbehappytoansweranyquestionsyoumayhave.

D:Yourproductsareverygood.ButI‘malittleworriedaboutthepricesyou‘reasking.

R:Youthinkweaboutbeaskingformore(

laughs)

D:(chuckles莞爾)That‘snotexactlywhatIhadinmind.Iknowyourresearchcostsarehigh,butwhatI‘dlikeisa25%discount.

R:Thatseemstobealittlehigh,Mr.Smith.Idon‘tknowhowwecanmakeaprofitwiththosenumbers.

D:Please,Robert,callmeDan.(pause)Well,ifwepromisefuturebusiness――volumesales（大筆交易）――thatwillslashyourcosts（大量減低成本）formakingtheExec-U-ciser,right?

R:Yes,butit‘shardtoseehowyoucanplacesuchlargeorders.Howcouldyouturnover（銷磬）somany

(pause)We‘dneedaguaranteeoffuturebusiness,notjustapromise.

D:Wesaidwewanted1000piecesoverasix-monthperiod.Whatifweplaceordersfortwelvemonths,withaguarantee?

R:Ifyoucanguaranteethatonpaper,Ithinkwecandiscussthisfurther.商務談判對話英語實例（7）：

K:Ifwetransferredourtechnicalandresearchexpertise（技術(shù)與研究的專業(yè)知識）,whatwouldstopyoufrommakingthesameproduct?

R:We'dbewillingtosignacommitment.We'llputitinwriting（書面保證）thatwewon'tcopycat（仿冒）theSportsCastwithinfiveyearsafterendingourcontract.

K:SoundsO.K.,ifit'sforany"similar"product.Thatwouldgiveusbetterprotection.Butwe'dhavetointerestonatenyearlimit.

R:Fine.Wehavenointentionofbecomingyourcompetitor.

K:Great.Thenlet'ssettlethedetailsofthetransferagreement.

R:We'llneedyoutosendoversomekeypersonneltohelpuspurchasetheequipmentandtrainourtechnicalpeople.Howlongdoyouanticipatethatwilltake?

K:Aweektoputtheteamtogether,threeweekstotrainyourpeople.Ifso,whendoyouestimatestartingproduction?

R:Ourfirstproductionrun（一批的生產(chǎn)）shouldbeoneweekafterourteamfinishesitstraining.ButI'dlikeyourteamtostayafullweekafterthat,tohandleanykitchesthatpopup（處理突發(fā)的事件）.商務談判對話英語實例（8）BotanyBay是家生產(chǎn)高科技醫(yī)療用品的公司。其產(chǎn)品“病例磁盤”可儲存?zhèn)€人病例；資料取用方便，真是達到“一盤在手，妙用無窮”的目的。此產(chǎn)品可廣泛使用于醫(yī)院、養(yǎng)老院、學校等。因此Pacer有意爭取該產(chǎn)品軟硬件設(shè)備的代理權(quán)。以下就是Robert與BotanyBay的代表，MarkDavis，首度會面的情形：

M:Mr.Liu,totalsalesontheMedic-DiskwereU.S.$100,000lastyear,throughouragentinHongKong.

R:Ourresearchshowsmostofyoursales,aremadeintheTaipeiarea.YouragenthasonlybeenabletotargettheTaipeimarket（把……作為目標市場）.

M:True,butwearehappywiththesales.It'sanewproduct.Howcouldyoudobetter?

R:We'realreadywell-establishedinthemedicalproductsbusiness.TheMedic-Diskwouldbeagoodadditiontoourproductrange.

M:Canyoutellmewhatyoursaleshavebeenlikeinpastyears?

R:Inthepastthreeyears,ourunitsaleshavegoneupby350percent;profitshavegoneupalmost400percent.

M:Whatkindofdistributioncapabilities（分銷能力）doyouhave?

R:Wehavesalespeopleinfourmajorareasaroundtheisland,sellingdirectlytocustomers.

M:Whataboutyoursales?

R:Intermsofunitsales,55percentarestillfromtheTaipeiarea.TherestcomesfromtheKaohsiung,Taichung,andTainanareas.That'sagreatdealofuntappedmarketpotential（未開發(fā)的市場潛力）,Mr.Davis.商務談判對話英語實例（9）：

M:Mr.Liu,whatkindsofsalesdoyouthinkyoucouldget?

R:Well,tobeginwith,we'dhavetoinsistonsoleagencyinTaiwan.Webelievewecouldspike（激增）salesby30%to40%inthefirstyear.Butcertainconditionswouldhavetobemet.

M:Whatkindsofconditions?

R:We'dneedyourfulltechnicalandmarketingsupport.

M:Couldyouexplainwhatyoumeanbythat?

R:We'dlikeyoutogivetrainingtoourtechnicalstaff;we'dalsolikeyoutopayafeeforafter-salesservice.

M:It'snoproblemwiththetraining.Asforservicesupport,weusuallypayayearlyfee,peggedto（根據(jù)）totalsales.

R:SoundsOK,ifwecancometoterms（達成協(xié)定）onhowmuchisfair.Asformarketingsupport,wewouldlikeyoutoassume50%ofallcosts.

M:We'dprefer40%.Manycustomerslearnaboutourproductsthroughinternationalmagazines,tradeshows,andsoon.Wepickupthetab（付款）forthat,butyougetthesalesinTaiwan.

R:We'llthinkaboutit,andtalkmoretomorrow.

M:Fine.We'dlikeyoutotellusaboutyourmarketingplans.商務談判對話英語實例（10）1I’dliketochangethistickettothefirstclass.

我想把這張票換成頭等車。

2Iwantapackagedealincludingairfareandhotel.

我需要一個成套服務，包括機票和住宿。

3I’dliketoreserveasleepertoChicago.

我要預訂去芝加哥的臥鋪。

4Iwon’tcheck