商務談判對話示範

　　在商務談判中，為促進交易，雙方在價格上都要作出一定程度的讓步。下面小編整理了，供你閱讀參考。

　　：對話加註釋

　　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.

　　點睛註釋：

　　1. make comments on sth 對某事進行評論

　　Example: Would you make comments on our women's garments in current design?您對我們流行女裝款式有何評論

　　Oh look very nice! 哦，看起來很漂亮

　　2. have sth. in common: 有共同點

　　Example: The two firms have very little common in selling strategies. 這兩家公司在銷售策略上沒有什麼共同點。

　　3. in the interest of: 符合......的利益

　　Example: The stable and healthy business relations are in the interest of our sides. 穩定健康的貿易關係符合雙方的利益。

　　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.

　　點睛註釋

　　1. in a mess: 亂成一團

　　Example: Since 9 O' clock , Mr. Gill has been sorting out the shipping documents which are in a mess in the files.

　　從九點以來,吉爾小姐一直在整理資料夾裡亂成一團的海運單據.

　　2. commute: 乘通勤車上班

　　Example: I commute to work from Shenyang to Fushun on weekdays.週一到週五我從瀋陽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: 就什麼而言; 至於

　　Example: As far as i am concerned, i agree with Jack on this point.就我而言, 我同意傑克的觀點.

　　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.

　　點睛註釋

　　1. be on one's guard against sb./sth. 小心，防範

　　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. 集中精力於......之上

　　Example: We should focus our attention on the demands at the overseas market.我們應該集中注意一下海外市場的需求

　　3. knock sb. down 打倒，使屈服

　　Example: They are attempting to knock us down in terms of price.他們試圖讓我們在價格方面讓步。

　　4. keep/bear sth. in mind 記住，牢記***英國都用remember***

　　Example: Please keep in mind that you'll arrive punctually for the meeting tomorrow.請記住明天開會要準時。

　　：情景對話

　　M: Mr. Liu, what kinds of sales do you think you could get?

　　R: Well, to begin with, we'd have to insist on sole agency in Taiwan. We believe we could spike***激增*** sales by 30% to 40% in the first year. But certain conditions would have to be met.

　　M: What kinds of conditions?

　　R: We'd need your full technical and marketing support.

　　M: Could you explain what you mean by that?

　　R: We'd like you to give training to our technical staff; we'd also like you to pay a fee for after-sales service.

　　M: It's no problem with the training. As for service support, we usually pay a yearly fee, pegged to***根據***total sales.

　　R: Sounds OK, if we can come to terms***達成協定*** on how much is fair. As for marketing support, we would like you to assume 50% of all costs.

　　M: We'd prefer 40%. Many customers learn about our products through international magazines, trade shows, and so on. We pick up the tab***付款***for that, but you get the sales in Taiwan.

　　R: We'll think about it, and talk more tomorrow.

　　M: Fine. We'd like you to tell us about your marketing plans.