英文版商务谈判.doc

A是中国的卖方，B美国买方;咱们组是A公司成员 Leader（L）:shi 主谈Marketing(M)：zhao Lawyer(LA)：ruan Financial(F)：时 Technicist(T)：金 显而易见，我们就是B公司成员： GM：卢(andy) Marketing Executive：小花 Legal adviser：孙 Financial advisor：王大花 Professional: 康师傅 L: Welcome to China, Mr. Smith We are pleased that you can come to China and make business negotiations with us. And I hope that we can achieve a win-win result. 卢: Thank you for your warm reception. It will be excited if we can get a satisfactory result . OK, we would like to get the ball rolling（开始）by talking about prices. M: Shoot.（洗耳恭听）I'd be happy to answer any questions you may have.曌: Your products are very good. But I'm a little worried about the prices you're offering. M: You think we about be asking for more? 曌: 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.M: That seems to be a little high, Miss. sweet. I don't know how we can make a profit with those numbers. 曌: 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 products, right?M: Yes, but it's hard to see how you can place such large orders. We'd need a guarantee of future business, not just a promise.曌: We said we wanted 1000 pieces over a six-month period. What if we place orders for twelve months with a guarantee?M: If you can guarantee that on paper, I think we can discuss this further. 卢: what’s about having a rest now? good rest, good spirit! TEN MINUTES LATER F: Miss. sweet, we have considered you advice carefully. But even with volume sales, our coats for the products won't go down much.曌: Just what are you proposing? F: 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%.王: That's a big change from 25! 10 is beyond my negotiating limit. Any other ideas?F: I don't think I can change it right now. Why don't we talk again tomorrow?王：Sure. I don’t think our capital can allow we to make a deal in th