国际商务谈判实训对话

实训对话-1. The Initial Contact(1. The Initial ContactA: Id like to get the ball rolling by talking about prices.B: Shoot. Id be happy to answer any questions you may have.A: Your products are very good. But Im a little worried about the prices youre asking.B: You think we should be asking for more?A: Thats not exactly what I had in mind. I know your research costs are high, but what Id like is a 25% discount.B: That seems to be a little high, Mr. Smith. I dont know how we can make a profit with those numbers.A: Well, if we promise future business-volume sales-that will slash your costs for making the computer, right?B: Yes, but its hard to see how you can place such large orders. How could you turn over so many? Wed need a guarantee of future business, not just a promise.A: We said we wanted 1000 pieces over a six-month period. What if we place order for twelve months, with a guarantee?B: If you can guarantee that on paper, I think we can discuss this further.实训会话-2. Beginning the Negotiation2. Beginning the NegotiationA: Perhaps we should start by examining the obstacles.B: As far as I am concerned, we should be able to reach an agreement today.A: Thats good to hear.B: I think all the proper decision makers are here.A: I believe you are right, so lets get started.B: Does everyone know everyone else?A: Lets go around the table and introduce ourselves3.Bargaining (1)A: We seem to have reached a stalemate. Were not going to progress unless you can make us a better offer.B: We might be able to offer something better, but on one condition.A: Whats that?B: You would have to guarantee us a fixed order every month for a year.A: We might be able to do that, as long as we feel you are the right supplier for us.B: OK. If you could give us this guarantee, we would be prepared to reduce our prices by fifteen per cent.Bargaining (2)A: Now what is the price? That interests me most.B: Youll find our price on the catalogue.A: I must say the price is too high for me to accept, almost twice what I would pay for such an item elsewhere.B: Therere certainly cheaper ones on the market. But when you look at the quality, you will agree that our price is most favorable.Bargaining (3)A: We are quite interested in your nylon T-shirt. But Im afraid your prices are much too high.B: Not in the least. I should say they are reasonable and quite in line with the market.A: Its just for the market reason I suggest you make a reduction in price. Otherwise we could hardly go on with our discussion.B: A reduction in price? Im afraid it is out of the question.A: Well, we have made a market survey recently. More and more people are tired of wearing T-shirts made of synthetic fabrics. They are more interested in cotton wear.B: Thats true, But as the prices are already rather low, we cant reduce much.A: How much then?B: We can reduce them by five percent.A: Five percent? When I say your prices are much too high, I dont mean they are higher merely by 5 or 6 percent.B: How much do you mean then? Can you give me a rough idea?A: If you ask me, I would say you should hold a reduction of about 12 percent.B: You must be kidding. How is it possible to expect us to make a reduction to such an extent?A: I wont let you sell at a loss. If your prices are reasonable, I might place a large order.B: For friendships sake, we can consider cutting down another 5 percent which is almost cost prices. They couldnt be lower. And that depends on how many you wish to order from us.A: What about 5000 dozens?B: If you can order 8000 dozens Ill make the concession by 10 percent.A: OK. We have come to an agreement on price at long last.实训会话-4.Will an agreement be reached?(4. Will an agreement be reached? (1)B: Miss Lin, would you give us an idea of the price you regard as workable?A: As I said before, your price is so high that we find it difficult to make a bid. We hope you will take the initiative and bridge the gap.B: Were ready to reduce the price by 5 percent. I hope this concession of ours will set the ball rolling.A: So do we. Im afraid though, Mr. Smith, that the ball can hardly roll very far. Certainly its a step forward on your side, but the gap is still too wide.B: The ball is in your court, Miss Lin. What price would you suggest?A: To make your offer workable, I think you should take another step down as big as the one youve just taken.B: That wont do. You see, our profit margin is very narrow. It simply cant stand such a big cut.A: I hate to disappoint you, Mr. Smith, but if thats the case, we have no alternative but to cover our requirements elsewhere. Do think it over, please. We sincerely hope our discussion will come to a success.B: Well, Im not authorized to agree to such a big reduction. Would you mind waiting a day or two, until I get a reply from the home office?A: Not at all. Shall we meet again, say, next Monday morning?B: Good, Monday morning at 10:00.Will an agreement be reached? (2)(The next Monday morning)A: Good morning, Mr. Smith. Any news?B: Yes, Ive succeeded in persuading our export manager to agree to a reduction of 10 percent. He made this an exception with an eye to future business.A: Good. We certainly appreciate your making these concessions for us.B: Now I repeat: 5000 sets “Sun” brand computer displays, specifications as shown in our catalogue at 1000 each, FOB American Main Ports. Business is closed at this price.A: Yes, thats right. Shall we go over the other terms and conditions of the transaction to see if we agree on all the particulars?B: All right. We have no objection to the stipulations about the packing and shipping marks.A: The displays must be well protected against dampness, moisture, rust, and be able to stand shock and rough handling.B: Well see to that.A: They are to be shipped no later than May 15, 2002.B: Theres no problem about that.A: What about the terms of payment?B: Payment by L/C, to be opened by the buyer 15 to 20 days prior to the date of delivery. Thats what weve agreed upon, isnt it?A: Yes, quite so. Well, weve agreed on all the major points.B: Yes, Miss Lin. Were glad the deal has come off nicely and hope there will be more to come.A: So long as we keep to the principle of equality and mutual benefit, trade between our two countries will develop further.B: When can the contract be ready for signing?A: How about Friday morning at 10:00? Ill have a copy of the contract sent to your hotel in the morning for you to look over.B: That suits me fine.实训会话-5.Closing a Deal5. Closing a DealA: So that brings us to the end of a very fruitful negotiation. Its been a pleasure to work with you today. Let me just run over the areas of agreement and also highlight one or two outstanding issues which we still need to resolve. Firstly, we have agreed to a quota of 20 000 units per month. Secondly, we have committed ourselves to processing at least 18 000 every four weeks. Thirdly, and just as important, we will manage the stock much more actively. Is that an accurate summary?B: Thats fine. I just wanted to add that we think the 20 000 is a conservative figure.A: You may well be right. Lets review it again in three months. There were two issues which have been left open. Theres the question of rejects and how we handle them, and there is also the more difficult problem of payment. I suggest we meet again next week to try to resolve these issues. Would that be OK?B: Fine. Shall we say next Tuesday at, um, ten oclock?A: Fine. See you then!实训会话-6.Negotiating Price6.Negotiating PriceA: Even with volume sales, our costs for Sun Computer wont go down much.B: Just what are you proposing?A: We could take a cut on the price. But 20% would slash our profit margin. We suggest a compromise of 10%.B: Thats a big change from 25! 10 is beyond my negotiating limit. Any other ideas?A: I dont think I can change it right now. Why dont we talk again tomorrow?B: Sure. I must talk to my office anyway. I hope we can find some commonground on this.(next day)B: Ive been instructed to reject the numbers you proposed; but we can try to come up with something else.A: I hope so. My instructions are to negotiate hard on this deal, Im trying very hard to reach some middle ground.B: I understand. We propose a structured deal. For the first six months, we get a discount of 20%, and the next six months we get 15%.A: I cant bring those numbers back to my office, theyll turn it down flat.实训会话-7.Can We Meet Each Other Half Way?7. Can We Meet Each Other Half Way?A: Its really a pity that we didnt come to any agreement on price at our last meeting.B: We also consider it a great pity to talk for so long a time but to come to nothing.A: Well, in view of concluding a transaction. Im ready to make some concessions.B: How much are you to step down?A: Im going to come down by .er 2 percent.B: Your price is really not encouraging. I was thinking of twenty percent.A: Oh, Im afraid that wont do. Its the quality that counts. Our curtains are by far the best in Europe and probably in the world. You should take into consideration our curtains superior quality.B: Thats precisely why we prefer to order from your company. Well, how aboutermeeting each other half way? Lets each steps a bit backward so that business can be done.A: What do you mean?B: That means there is a gap of 5 dollars left. Mr. Smith, shall we make a joint effort, the last effort to fill the gap? Lets close the deal at 10 dollars per yard, CIF London.A: You drive a hard bargain.实训会话-8.A successful Sales Negotiation8.A successful Sales NegotiationA: Miss Li, do you have offers for all the products listed here?B: Yes, this is our latest price list, and it serves as a guideline only. Mr. Smith, I wonder if there is anything you are particularly interested in?A: Im very much interested in your Hebei peanuts, but I cant be sure of their quality. Have you got any samples here?B: Yes, here you are.A: Mmm the quality is not bad. Id like to have your lowest price CIF London.B: The unit price is $200 per metric ton CIF London. Im sure you will find our price most competitive.A: Is there any commission included?B: No, we usually dont allow any commission, but, if the order is large enough, well consider it.A: Im afraid we cant do much right now. Could we have 200 metric tons for a trial? If the sales go well, big business is sure to follow. I hope youll give me special consideration.B: Well, as an encouragement of business, well allow you 2% commission. Thats the top rate.A: Thank you. When do you expect to make shipment?B: By this coming September. Do you have any specific request for packing?A: Packing in ordinary gunny sacks with a little bit of flower design is the best in our market. A nice packing helps find a market.B: Here are the samples of packing available now. You may have a look.A: Wonderful. This one is just right. What about the terms of payment?B: Letter of credit available by draft at sight.A: How long will your offer be open?B: 24 hours.实训会话-9. Offer and Counter OfferA: Mr. Li, Id like to know about your offer.B: Well, Mr. Smith. Here is 400 cases of black tea, at 30pounds per kilogram CIF London. Shipment will be affected in July.A: My Goodness! Thats too high for us to accept.B: Too high? Then, whats your counteroffer?A: Maybe 20 pounds per kilogram is acceptable.B: Im afraid we cant accept your counteroffer. Price cant be separated from quality. It pays to buy good products.A: I admit your black tea is of good quality, but the price is still on the high side even if we take quality into consideration. To be frank with you, its easy for us to select a similar quality of black tea from other countries at a level about 10% lower than yours.B: All right. In order to get the business, were prepared to make a 2% reduction if your order is big enough.A: I think you should reduce your price by at least 5% if we place an order for 500 cases.B: Im sorry we cant do more than 2% reduction. This is our rock bottom price. If you find it unworkable, we have no other choice but to call the deal off.A: Well, we may accept your price only if you can make an earlier shipment.B: We can manage.A: All right, we agree to conclude the transaction at this price.B: Thanks.实训会话-10. Negotiating Trading Terms and C10. Negotiating Trading Terms and Conditions A: Now, lets get down to business. B: OK. Have you read my catalogues? A: Yes. But first of all, I want to make sure your machines are of the newest design and the best quality. B: I can assure you of that. A: We are interested in your machine. However, weve received offers for similar machines from other sources. So, our business depends very much on your prices. B: If you take all factors into consideration, youll find our prices more reasonable than the quotations you may get elsewhere. A: Im not so sure of that. Before we discuss the price, Id like to ask a question. Have you got any favorable terms and conditions? B: Yes. First, we will guarantee that the machines to be supplied are in accordance with your requirements and specifications. A: Thats fine. What about the next? B: Well. Secondly, we will send engineers and technicians at our won expense to assist the installation, test run and effect repairs to the machines. A: This is also quite OK. But as for the guarantee period, I think, it should be at least 12 months counting from the date of the Bill of Lading. B: No problem. And well bear the expenses on getting your technicians trained on the necessary technical problems. A: All right. Now, lets come to the discussion of price实训会话-11. Negotiating time of delivery(11. Negotiating time of deliveryA: Shall we decide the time of delivery?B: Certainly. A: Is it possible to deliver the goods in June?B: In June? Im sorry to say thats impossible. Because we are fully committed these months.A: Miss Li, I think you certainly realize that the prompt delivery is of great importance to us.B: Yes. But you know, we have sold our products to several dozen of countries. And more than 8 firms have placed orders with us ahead of you. So far we are really fully committed.A: But cant you find some way for an earlier delivery? You see if we place our goods on the markets at a time when other importers have already sold their goods at profitable prices, we shall lose out.B: I see your point. Well, may be we can deliver the goods partially. That is, in June we deliver 50% and the balance will be shipped in the following month.A: Thank you for your kindness. But I still hope you can ship the whole lot in June.B: Mr. Smith, please trust me that we dont want to disappoint our customers, especially the old customer like you. If we had not a heavy backlog on our hands, we would surely ship your goods accordingly. Anyway the goods you ordered are not seasonal ones, only half of them one month later will not be a big problem for you.A: But could you make it better? Say, 80% will be delivered in June?B: Well, we cant decide right now. But well contact our producers to see if they can manage to do so.A: Thank you very much for your cooperation. When could you give me your decision?B: Since you are very much concerned about this matter, may be I can phone you before we meet again next time. May I phone you tomorrow morning about 8:00?A: Sure. Ill be waiting for your call.实训会话-12. Negotiating Mode of Payment12. Negotiating Mode of PaymentA: What is the mode of payment you usually accept?B: Well, confirmed, irrevocable letter of credit payable against shipping documents is the only mode we accept.A: I see. Could you make an exception and accept D/A or D/P?B: Im afraid not. We accept the letter of credit as a general rule.A: Paying by letter of credit is really troublesome and costs us a lot. When we open a letter of credit with a bank, we have to pay a large sum of money as a deposit. Then our capital will be tied up.B: Well, Mr. Smith, you must be aware that a confirmed and irrevocable letter of credit allows exporters the additional protection of the bankers guarantee. We always require L/C for our exports. And the other way around, we pay by L/C for our imports and furthermore, we pay the same kind of letter of credit when we import from your country.A: Lets meet each other half way. What do you say to 50 percent by L/C and the rest by D/P?B: Im sorry, Mr. Smith. I cant agree with that. As Ive just said, we only accept L/C.A: Well. It seems that I have to agree on it. But is it at sight or after sight?B: It is at sight so long as the documents are in full conformity with the contract, you are kindly requested to pay for the shipment immediately after your receipt of all the necessary shipping documents.A: Miss Li, you know that opening a letter of credit will cost us a lot of money. Even that Ive agreed to pay by L/C. Now could you make a little concession?B: What is your idea?A: Payment by L/C at 90 days sight is my proposal. I hope you will accept it.B: Mr. Smith, you are an excellent businessman and very good at bargaining. I think I have no way but consent.A: Thank you, Miss Li.实训会话-13. Negotiating Discount13. Negotiating DiscountA: Mr. Li, I have considered the offer you made yesterday. I must point out that your price is much higher than other quotations weve received.B: Well, it may appear a little higher but the quality of our products is much better than that of other suppliers. You must take this into consideration.A: I agree with you on this point. Otherwise, we would simply stop doing business with you. This time I intend to place a large order but business is almost impossible unless you give me a discount.B: If so, well certainly give you a discount. But how large is the order you intend to place with us?B: 90 000 sets with a discount rate of 20%.A: Im afraid I could not agree with you for such a big discount. In this way, it wont leave us anything. Our maximum is 10%.B: Oh, Miss Li, you see with such a large order on hand, you neednt worry anymore. You dont have to take in new orders. Think it over. We are old friends.A: Considering the long-standing business relationship between us, we shall grant you a special discount of 10%. As you know, we do business on the basis of equality and mutual benefit.B: Yes. I also hope we do business on a basis of mutual benefit. But 10% discount is not enough for such a big order.A: Only for very special customers do we allow them a rate of 10% discount.Besides, the price of this product is tending to go up. There is a heavy demand for it.B: Yes. I know the present tendency. Anyhow, lets meet each other half-way, how about 15%?A: You are a real businessman! All right, I agree to give you 15% discount provided you order 100 000 sets.B: OK, I accept实训会话-14.Negotiating Quantity Discount14.Negotiating Quantity Discount A: As you know, we are dealing in various brands of refrigerators, and yours is one of the brands which are very popular in our country. We intend to import a greater quantity this time as long as the quality of your produc