商务谈判模拟对话案例
2024-05-14 06:54
1. 商务谈判模拟对话案例
谈判就象下棋，开局就要占据有利位置或战略性位置。商务谈判都是谈判双方出色运用语言艺术的结果。下面我整理了，供你阅读参考。 ：例项对话 2001年12月4日 上午11时50分24秒 Robert说明Pacer在行销与技术上的基础后，终于取信了Mark, 也为此谈判迈开成功的第一步。在谈判佣金鱼合约期限这类议题之前，Robert想先确定一些条件，包括独家代理权与Botany Bay所能提供的协助。你知道Robert运用了哪些技巧，才不会让Mark以此作条件来威胁Pacer让步?我们看看Robert怎么说： 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根据total sales. R: Sounds OK, if we can e to terms达成协定 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. ：价格谈判对话 1.Let's get down to business, shall we?让我们开始谈生意好吗? 2.I'd like to tell you what I think about that.我想告诉你我的一些想法。 3.Are those prices FOB or CIF?这些价格是船上交货价还是运费及保险费在内价? 4.Are these prices wholesale or retail?这些价格是批发价还是零售价? 5. The price is quite reasonable.这价格相当合理。 6.That's too high.价钱太高了。 7.Oh, no, this is the lowest price.噢，不，这是最低价。 8.Let us have your rock-bottom price.我们给你低价。 9.What's the price range?价格范围是多少? 10.They start at one hundred and fifty yuan and go up to two hundred yuan.它们以150元起价，至多到200元。 11.The price is unreasonable.这价格高得不合理。 12.Can you make it a little cheaper?你能不能算便宜一点? =Can you e down a little? =Can you reduce the price? 13.That sounds very impressive.那似乎非常好。 14.That sounds reasonable.那似乎非常好。 15.I'd like to hear your ideas on...我想听听你关于......的看法。 16.You're offering us this product at 1800 yuan per unit-is that right?你提供我们的这种产品报价是每台1800元吗，对吗? 17.We'd appreciate it if you could sell it to us for 1350 yuan per unit.如果你能以每台1350元的价格卖给我们，我们将不胜感激。 18.Taking the qulity into consideration, I think the price is reasonable.考虑到产品质量，我认为价格是合理的。 19.There's one problem to be mentioned.有一个问题要提出来。 20.The price we quoted is quite good for your country.我们报的价格相当适合贵国。 21.The price you quoted is a little stiff for exporting.你报的价格对于出口而言，有点偏高。 22.Your price is 15% higher than that of last year.你们的价格比去年的高15%。 23.I think you misunderstood me on this point.在这一点上我想你是误会我了。 24.We're in plete agreement.我们完全同意。 25.I can't make a decision at this time.我无法现在做决定。 26. It's not possible for us to make any sales at this price.我们无法以这种价格销售。 27.380 yuan is about as low as we can go.380元大约是我们能出的最低价格。 28.I'm afraid I can't agree with you there.恐怕我不能同意您出的价格。 29.Your price is higher than that of other panies.你方的价格比其它公司的价格要高。 30. But considering the high quality, our price is very reasonable.不过鉴于产品的优良质量，我们的价格是非常合理。
2. 商务谈判模拟情景对话
商务谈判英语源于普通英语，并以此为基础，完全具有普通英语的语言学特征，但同时它又是商务知识和普通英语的综合体，因而具有其内在的独特性。下面我整理了，供你阅读参考。 ：中文对话 卖方/买方总经理：大家早上好，首先由我代表永辉超市股份有限公司对深圳景田食品饮料有限公司的到来致以真诚的问候。我是总经理张翠平，下面由我介绍我方的谈判成员。财务总监XX先生，市场调研员XX先生，销售总监XXX女士 主谈：希望本次谈判能够圆满成功，双方能够维持长期友好的合作关系。 买方：正题：我方已对贵公司的产品进行了了解，表示对贵公司的产品很满意，我方一致同意并邀请贵公司来这里会晤与商谈。 买方：我方非常乐意以贵方公司就我们合作的事宜进行洽谈，希望今天的洽谈有个愉快的结果 买方：贵方提出产品合作中的条款我方可以接受，但是由于我方公司正着力拓展北京、安徽区域，力争发展成为全国性生鲜超市龙头企业，跻身中国连锁企业前列我方需要购买多少箱水，数量多，所以我方本次报价为多少元每箱。 卖方：贵方的报价经过我方仔细的考虑与讨论，一致认为贵方的报价过低，以长期合作的角度来看希望贵方再考虑一下给出一个我方可以接受的报价。 买方：总经理：那么贵公司预想的报价是多少呢? 卖方：………………….. 买方：我方是经过仔细的市场调查之后得出这个合理的价格，但贵方公司的报价较高不知贵方是否能给出一个合理的理由呢。 卖方：总经理详细讲解：下面请贵公司看下资料景田矿泉水的优势 总经理将资料分发给对方讲解………所以提出这个价格已经是很合理了 买方：其实我们也是基于贵公司的优势：例如：先进技术和贵公司在市场上的声誉等，在众多公司中选择与贵公司合作，而且通过近几次的接触和了解，我们也被对方的诚意所打动，我方以十二分的诚意与贵方商谈，我们衷心希望我们能在最终价格上达成共识。 卖方：我方十分感谢贵方特意为此合作抽出宝贵的时间，我方也能体会到贵方对本次合作的重视，我方也是带着十分尊重贵公司的提议进行谈判的。 买方：关于我方提出的每箱多少元报价请贵方好好的考虑一下降低贵方的利润空间，在价格上做出进一步的让步，我方接受贵方的邀请来地点进行谈判可见我们对此次合作的重视。 卖方：我方能体会到贵方的心情，也确实很感谢贵方的付出，但是价格的让步似乎有些太大了，这样一来我方不知如何获利，这样吧，为了体现我们的诚意，将价格降至XXX万元价格仍低于对方的报价。 2 买方：我方非常感谢贵公司对此次合作的积极态度，但是贵公司的报价仍然过高，超出了我方公司决定的范围，所以我方希望能够再商议一下再回复可以吗? 卖方：既然这样，那么此次谈判就先到此吧。我方为贵公司准备了。。。。自由发挥 二次谈判 卖方：贵公司是否商讨出满意的答案了吗? 买方：感谢贵公司对我方的招待我们经过了仔细的考虑和商议，我方非常感谢贵方公司为加强我们双方合作付出的努力，所以我们打算将报价提升到XXX万元报价仍低于对方报价 卖方：贵公司果然豪爽大气，令人钦佩。我们深知贵方为推动合同的如期签订而做出的巨大努力，但是我方仍然认为第二次报价为可接受的价格，请贵方听听我方销售总监的合理解释。 销售总监：报告中说明。。。。。。。资料所以我方认为这样的价格是合理的。 买方：贵公司的产品质量是值得肯定的，但是据我们了解与调查，贵方的产品如果大量订购是可以有所折扣的，我们也与市场上其他公司接洽过，比如农夫山泉公司，怡宝公司，冰露公司等，虽然技术不是很顶尖，但是差距也不大，而且也在不断改进中，并且报价也相对比较合理，请大家看下他们的报价。所以我方认为贵方提出的报价 在预料之外，希望贵方可以做出进一步的让步。至于XXX费用，我方认可贵方的解释。我们也认为XX万元是调整金额合理的，毕竟双方的合作是长期的。我们也很重视产品的质量，所以我们在XXX费用上达成共识，但在其他费用方面仍和我方预料的有一定差距。 卖方：经过我方的商量，我方同意在XX费用上让步XXX万元，这也是厂商给我方最大的让步了。 买方：我方很高兴贵方公司能做出让步，这样也有利于我们继续商谈。但是仍不是我们能接受的价格，贵方在利润空间上的调整太小了些。 卖方：能和贵方合作我方十分荣幸，我方也本着双赢的目的进行合作，如果合作最终不能达成共识，我们之前所做的努力将会付诸东流，同时也伤害了双方友好合作的感情，所以我希望贵方能就我方报价再考虑一下，对于贵方提出的价格我方实在无法接受，这与我们实际成本相差太多，如果以这个价格成交，我方完全无利益可言了。 买方：但是贵方公司较其他公司的报价的合理性仍有些差距，实际上这笔订单其他著名公司表示有极大的兴趣并有意愿同我方公司进行深入的接触，但是由于同贵公司的接触，我方深刻感受到了贵公司合作的诚意和意愿，我们非常希望此次商谈能够取得圆满成功。如果贵公司实在无法接受我方预期的价格，那么我方将表示遗憾，只能寻求其他合作伙伴了。 卖方：好吧，我知道贵方公司对此次合作很看重，所以我决定在原价的基础上再降XXX万元，不知贵方是否能够接受? ：英语对话 Dialogue 1: A: So, thank you for ing, 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 ment on that? B: Yes, i wonder if we can begin with shipment question first. We really need to e 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 mon. 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 being even more petitive and our bied 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. 点睛注释： 1. make ments on sth 对某事进行评论 Example: Would you make ments on our women's garments in current design?您对我们流行女装款式有何评论 Oh look very nice! 哦，看起来很漂亮 2. have sth. in mon: 有共同点 Example: The two firms have very little mon in selling strategies. 这两家公司在销售策略上没有什么共同点。 3. in the interest of: 符合......的利益 Example: The stable and healthy business relations are in the interest of our sides. 稳定健康的贸易关系符合双方的利益。 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 muting 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. 点睛注释 1. in a mess: 乱成一团 Example: Since 9 O' clock , Mr. Gill has been sorting out the shipping documents which are in a mess in the files. 从九点以来,吉尔小姐一直在整理资料夹里乱成一团的海运单据. 2. mute: 乘通勤车上班 Example: I mute to work from Shenyang to Fushun on weekdays.周一到周五我从沈阳到抚顺乘通勤车上班. bus muter 乘通勤汽车上班的人 train muter 乘通勤火车上班的人 3. as far as *** ./sth. be concerned: 就什么而言; 至于 Example: As far as i am concerned, i agree with Jack on this point.就我而言, 我同意杰克的观点. As far as color is concerned, Tom prefers black. 就颜色而言, 汤姆更喜欢黑色. 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. 点睛注释 1. be on one's guard against *** ./sth. 小心，防范 Example: We must be on our guard against pickpockets on a bus.在公交车上我们要小心扒手。 2. focus on sth. 集中精力于......之上 Example: We should focus our attention on the demands at the overseas market.我们应该集中注意一下海外市场的需求 3. knock *** . down 打倒，使屈服 Example: They are attempting to knock us down in terms of price.他们试图让我们在价格方面让步。 4. keep/bear sth. in mind 记住，牢记英国都用remember Example: Please keep in mind that you'll arrive punctually for the meeting tomorrow.请记住明天开会要准时。 Bear in mind that you can always rely on me.要记住你永远可以依靠我。
3. 商务谈判模拟问候对话
在国际商务活动中，商务谈判占着重要的地位，每个商务从业人员都应该在这方面下功夫，下面我整理了，供你阅读参考。 ：问候对话 第一次见面 下面是商务活动中第一次与人会面时常用的一些问候语： how are you? pleased to meet you. how do you do? glad to meet you. happy to meet you. it's a pleasure to meet you. nice to meet you. i'm excited to meet you. i'm delighted to meet you.常为女士所用 再次会面 下面是你再次见到某人时常用的一些商务问候语： how are you? how are you doing? good to see you again. how's everything? great to see you again. how's it going? 自我介绍 下面是一些在商业场合下你可以用来介绍自己的常用表达语： hi, i'm … hello, my name is … 介绍第三者 以下是向别人介绍第三者时的一些表达方式： let me introduce you to …… i'd like to introduce you to …… i'd like you to meet …… this is …通常用于介绍你的同事、下属或是熟人 ：案例对话 Dialogue 1 A: So, thank you for ing, 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 ment on that? B: Yes, i wonder if we can begin with shipment question first. We really need to e 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 mon. 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 being even more petitive and our bined 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. 1. make ments on sth 对某事进行评论 Example: Would you make ments on our woman's garments in current design?您对我们流行女装款式有何评论 Oh look very nice! 哦，看起来很漂亮 2. have sth. in mon: 有共同点 Example: The two firms have very little mon in selling strategies. 这两家公司在销售策略上没有什么共同点。 3. in the interest of: 符合......的利益 Example: The stable and healthy business relations are in the interest of our sides. 稳定健康的贸易关系符合双方的利益。 Dialogue 2 A: Hello, Mr Wang, nice to see you again. How are you? B: Fine, thank you ,and you? A: 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 being even more 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 muting 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. 注释 1. in a mess: 乱成一团 Example: Since 9 O' clock , Mr. Gill has been sorting out the shipping documents which are in a mess in the files. 从九点以来,吉尔小姐一直在整理资料夹里乱成一团的海运单据. 2. mute: 乘通勤车上班 Example: I mute to work from Shenyang to Fushun on weekdays.周一到周五我从沈阳到抚顺乘通勤车上班. bus muter 乘通勤汽车上班的人 train muter 乘通勤火车上班的人 3. as far as *** ./sth. be concerned: 就什么而言; 至于 Example: As far as i am concerned, i agree with Jack on this point.就我而言, 我同意杰克的观点. As far as color is concerned, Tom prefers black. 就颜色而言, 汤姆更喜欢黑色. 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. 注释 1. be on one's guard against *** ./sth. 小心，防范 Example: We must be on our guard against pickpockets on a bus.在公交车上我们要小心扒手。 2. focus on sth. 集中精力于......之上 Example: We should focus our attention on the demands at the overseas market.我们应该集中注意一下海外市场的需求 3. knock *** . down 打倒，使屈服 Example: They are attempting to knock us down in terms of price.他们试图让我们在价格方面让步。 4. keep/bear sth. in mind 记住，牢记英国都用remember Example: Please keep in mind that you'll arrive punctually for the meeting tomorrow.请记住明天开会要准时。 Bear in mind that you can always rely on me.要记住你永远可以依靠我。
4. 模拟商务谈判案例3篇
商务谈判的基本法则之一就是尽量找谈判力较弱或势均力敌的谈判对手进行谈判。因为在谈判力明显弱于对方的情况下，吃亏总是难免的。所以，与其花很多时间和精力到谈判桌上作艰苦但往往徒劳的努力，不如多花些时间首先找一个合意的谈判对手。下面我整理了模拟商务谈判案例，供你阅读参考。
模拟商务谈判案例01
案例1：产品供货合同条款和索赔谈判
谈判A方：KLL工厂(卖方) 谈判B方：FLP工厂(买方)
FLP和KLL工厂是两个长期的合作伙伴，KLL是FLP的模具供应商(多种型号机动车零部件生产厂家，指买方)，他的模具供给量占FLP工厂的使用模具80%。但是，KLL的模具最近一直有质量问题，给FLP工厂造成了大量的额外损失。当初两厂签订的协议中规定：KLL提供的模具合格率达到95%以上便可。但是这是一条有歧义的的条款。
实际上正是由于KLL生产的所有模具中的那不合格的5%造成了FLP工厂巨大的损失。FLP知道自己一下子不可能完全抛开这个供应商，KLL当然也不想失去FLP这个大客户。FLP提出，先前由于KLL的次品导致的损失必须由KLL承担，赔偿损失500万元人民币。而KLL坚持认为FLP的质检部门在接受KLL工厂的模具时就应该看清楚，如果是次品可以退货，而不是等到进了工厂投入使用以后才发现有问题，因而他们拒绝承担损失。双方交涉多次都没有达成协议。最后导致双方的高层领导都开始过问此事。FLP采购部和KLL销售部的经理迫于压力约定本周末碰面，准备通过谈判对此事做一个了断。而且双方谈判代表都非常清楚，如果这次谈不成回去肯定会受到领导斥责。
谈判目标：
1、商议与95%以上合格率这一条款有关损失的责任。
2、商议KLL赔偿FLP工厂损失的事宜。
模拟商务谈判案例02
案例2：保健品项目合资合作
谈判A方：某品牌绿茶公司(卖方) 谈判B方：某建材公司(买方)
A方背景资料：
1、品牌绿：茶产自美丽而神秘的某省,它位于中国的西南部,海拔超过2200米。在那里优越的气候条件下生长出优质且纯正的绿茶，它的茶多酚含量超过35%,高于 其它 (已被发现的)茶类产品。茶多酚具有降脂,降压,减少心脏病和癌症的发病机率。同时,它能提高人体免疫力,并对消化、防御系统有益。
2、已注册生产某一品牌绿茶，品牌和创意都十分不错，品牌效应在省内正初步形成。
3、已经拥有一套完备的策划、宣传战略。
4、已经初步形成了一系列较为顺畅的销售 渠道 ，在全省某一知名连锁药房及其它大型超市、茶叶连锁店都有设点，销售状况良好。
5、品牌的知名度还不够，但相信此品牌在未来几年内将会有非常广阔的市场前景。
6、缺乏足够的资金，需要吸引资金，用于：
1)扩大生产规模。
2)扩大宣传力度。
7、现有的品牌，生产资料，宣传策划，营销渠道等一系列有形资产和无形资产，估算价值300万元人民币。
(除以上内容外，谈判代表还应自行查找一些相应的茶产品，茶叶市场等一系列资料，以供谈判使用)
B方背景资料：
1、经营建材生意多年，积累了一定的资金。
2、准备用闲置资金进行投资，由于近几年来保健品市场行情不错，投资的初步意向为保健品市场。
3、投资预算在150万人民币以内。
4、希望在一年内能够见到回报，并且年收益率在20%以上。
5、对保健品市场的行情不甚了解，对绿茶的情况也只知甚少但A方对
其产品提供了相应资料：茶产自美丽而神秘的某省,它位于中国的西南部,海拔超过2200米，在那里优越的气候条件下生长出优质且纯正的绿茶，它的茶多酚含量超过35%,高于其它(已被发现的)茶类产品。茶多酚具有降脂,降压,减少心脏病和癌症的发病机率。同时,它能提高人体免疫力,并对消化、防御系统有益。
6、据调查得知A方的绿茶产品已经初步形成了一系列较为畅通的销售渠道，在全省某一知名连锁药房销售状况良好，但知名度还有待提高。
(除以上内容外，谈判代表还应自行查找一些相应的茶产品，茶叶市场等一系列资料，以供谈判使用)
A方谈判内容：
①要求B方出资额度不低于50万元人民币。
②保证控股。
③对资产评估的1000万元人民币进行合理的解释(包含品牌、现有的茶叶及制成品、生产资料、宣传策划、营销渠道等)。
④由A方负责进行生产、宣传以及销售。
⑤B方要求年收益达到20%以上，并且希望A方能够用具体情况保证其能够实现。
⑥B方要求A方对获得资金后的使用情况进行解释。
⑦风险分担问题(提示：例如可以购买 保险 ，保险费用可计入成本)。
⑧利润分配
B方谈判内容：
①得知A方要求出资额度不低于50万元人民币。
②要求由A方负责进行生产、宣传以及销售。
③要求A方对资产评估的1000万元人民币进行合理的解释。
④如何保证资金的安全，对资金的投入是否会得到回报的保障 措施 要求进行相应的解释。
⑤B方要求年收益达到20%以上，并且希望A方能够用具体情况保证其能够实现。
⑥B方要求A方对获得资金后的使用情况进行解释。
⑦风险分担问题(例如可以购买保险，保险费用可计入成本)。
⑧利润分配问题。
谈判目标：
1、解决双方合资(合作)前的疑难问题。
2、达到合资(合作)目的。
模拟商务谈判案例02
案例3：
甲方： A科技实业有限公司 乙方：B电子有限公司
A公司为国内一家颇具实力和规模的科技实业有限公司，在电子精细化工行业是首家获得ISO9001国际质量体系认证的企业，且公司注重品牌,国家专利数个长期客户达到1000多家，销售及服务网络遍及全国各大城市，部分产品外销到香港、马来西亚等地。该公司主要产品为电子化工产品、金属表面处理剂、清洗剂、胶粘剂。
B公司为一家起步不久的电子公司，初具规模，主营业务为电子插件的生产及技术开发。其生产过程所需的助焊剂和清洗剂长期由A公司独家提供。
2004年8月10日至同年12月3日期间，B公司向A公司购买了“YM-8”清洗剂、“YM-15A”环保清洗剂及不同型号的助焊剂等化工材料，货款总值46293.00元。A公司所有的《送货单》上注明的收款期限均为30天，另注明：“如购方不能如期付清货款，应提前通知送货方并有送货方书面许可，否则每逾期一个月购货方应按百分之二支付送货方的货款利息。” “YM-8”清洗剂的容器及其照片显示，该容器外部贴有“产品使用警示”标志。该“产品使用警示”的内容为：“本产品含较高浓度的三氯乙烯，应在通风良好条件下，并按国家对三氯乙烯的防治要求下使用。
9月22日，B公司的员工王高飞因出现“发热、触疹、尿深黄6天”的症状而到该区一人民医院进行治疗，住院期间共用去医疗费用57838.00元，后在省职业病防治院接受治疗医疗费3154.70元。之后卫生行政部门责令B公司安排其员工进行体检，体检费用9880.00元。其间B公司发给其工资和生活补贴7140.00元;王父母来探望儿子，用去2000.00元。
10月9日，该区卫生局对B公司进行现场检查时，发现该公司有三个工作场所仍在使用含有三氯乙烯的化工原料，清洗房等作业岗位上的三氯乙烯浓度超过国家卫生标准，该区卫生局向对B公司处以罚款50000.00元及警告的行政处罚。
在双方的交涉中，A公司称，B公司向A公司购买焊剂等化工材料，货款总值46293.00元，约定结算时间为货到30天。因B公司迟迟不支付货款，故要求其归还所欠货款46293.00元及利息1486.00元(这部分利息根据双方经济交易中，B所欠货款依照之前合同中所说的每逾期一个月购货方应按百分之二支付送货方的货款利息计算出来的)。但是，B公司在拿到货物40天之后曾将货款中1880.00元的化工材料退还给了A公司，但是A公司在计算总利息(1486.00元)的过程中按照逾期1个月计算针对该部分货款B公司所应支付的利息。双方因此就货款中逾期的1880.00元的化工材料该支付的利息数额产生了分歧。而B公司要求A公司：1、承担王高飞已发生的治疗费用的50%，住院期间的工资和生活补贴、其父母探望儿子费用2、赔偿B公司停产造成的经济损失10000.00元;3、承担行政处罚款50%，承担王高飞继续治疗费用50%。
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1. 模拟商务谈判剧本6则
2. 采购谈判模拟案例
3. 模拟商务谈判剧本6则(2)
4. 商务谈判案例分析 经典案例
5. 21个经典实用的商务谈判案例分析及策略
6. 21个经典实用的商务谈判案例分析及策略(3)
7. 国际商务谈判经典案例
8. 经典谈判案例集锦3篇
9. 谈判经典案例3篇
10. 商务谈判案例分析
5. 商务谈判对话
商务谈判对话范文
Jason: Nice to meet you, my name is Jason Brown, the human resource manager of Pangda Company, this is our general manager Jason.
Jerry: Nice to meet you, Mr. Brown, I am Jerry White the deputy of Qihang training company and this is my assistant Neil.
Jason: Glad to see you Neil. Now that we are all here, let's begin the talk, shall we?
Jerry: That is OK, Mr. Brown. Since we have receive your request, we have made a proposal on the training project, can we show it to you right now?
Jason: Yes, please.
Neil: Well, we have prepared a variety of training projects and we plan complete it in 100 days. The cost of this project will depend on the types of training, the manage training will cost 600 ponds per day and the sale training will cost 500 ponds per day. If you don't have any questions, we would like start this agreement at any time you like.
Jason: We truly consider your company will do a good work and have no question on the training project, But I'm a little worried about the prices you're asking.
Jerry: You think we about be asking for more?
Jason: That's not exactly what I had in mind. We think the price is a little high, as a matter of fact, our company will send dozens of people in this training. We want you can reduce the price with number up.
Jerry: I am sorry, we can not agree it. As the training prepared, we will begin the class no matter how many people attend it. It really makes no difference.
Jason: Yes, we know this problem; however, with so many people trained dozens of days, it is really a volume sale. We need a discount is reasonable.
Jerry: OK, we can understand you, in that case, we'd like give you a 5 percent discount if you can attend 80 days' training; if more than 100 days, we can give you another 5 percent discount.
Jason: Thank you for your understanding, but as a large company, many things may happen in some days, it is really difficult for us to ensure 80 days no more than 100 days. We will appreciate it very much if you can reduce 100 ponds per day.
Neil: Please, Mr. Brown, the training we going to provide is especially prepared, we can not afford it if you can't ensure days. We'd rather give you 14 present if you can ensure 100 days.
Jason: Don't be worried, sir. I don't mean we will not attend 100 days, I just list a situation may happen in the future. Meanwhile, we are looking for a long term partner, there are many opportunities we can cooperate.
Jerry: Sorry, Mr. Brown, I am afraid I can not give you a definite reply right now, show we have a break?
Jason: Of course, take your time.
Jerry: How do you think their view?
Neil: Maybe what they are saying is fact, but, as for us, we can't accept. The very big problem is they can not ensure days, for this condition, we can't agree 100 ponds reducing per day.
Jerry: That's right, therefore, what we are going to do next is protect our profit as much as possible.
Neil: Yes, 100 ponds is unacceptable, 60 ponds per day may be OK. 540 ponds and 440 ponds, it is should be our bottom line of this agreement, if they don't accept it or give some useful suggestion, we may end up the day.
Jerry: I think that will be perfect, after all, we should ensure ourselves firstly.
Neil: Mr. Brown, I think we can continue our talk.
Jerry: I have to say, Mr. Brown, you really give me a difficult problem, reducing 100 per day is too much for us, we may face some financial risks. Since you can not ensure days, we can only provide you 60 ponds reducing per day, if you can not accept it we may say sorry to you.
Jason :Come on, Mr. White, I know what you are worried about, it is a fact that we can't ensure days but we can give you the money before the training completed, if you accept 100 ponds reducing per day we will pay all the money in 15 days, how do you think it?
Neil: Sounds like a good idea, but we'd like fix it about 80 ponds reducing per day, that will be more early accepted by both side.
Jason: It is still a little high. But just like we have said in the front, we are looking for a long term partner; I hope that we can continue our cooperation. As for that, I think we can reach an agreement.
Jerry: Thanks! I believe that we will have an exciting cooperation in the future.
商务谈判对话范文：情景实战对话
Dan Smith是一位美国的健身用品经销商，此次是Robert Liu第一回与他交手。就在短短几分钟的交谈中，Robert Liu既感到这位大汉粗犷的.外表，藏有狡兔的心思——他肯定是沙场老将，自己绝不可掉以轻心。
双方第一回过招如下：
D: I'd like to get the ball rolling (开始) by talking about prices.
R: Shoot. (洗耳恭听) I'd be happy to answer any questions you may have.
D: Your products are very good. But I'm a little worried about the prices you're asking.
R: You think we about be asking for more? (laughs)
D: (chuckles莞尔) 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.
R: That seems to be a little high, Mr. Smith. I don't know how we can make a profit with those numbers.
D: Please, Robert, call me Dan. (pause) 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 Exec-U-ciser, right?
R: Yes, but it's hard to see how you can place such large orders. How could you turn over (销磬) so many? (pause) We'd need a guarantee of future business, not just a promise.
D: We said we wanted 1000 pieces over a six-month period. What if we place orders for twelve months, with a guarantee?
R: If you can guarantee that on paper, I think we can discuss this further.
Robert回公司呈报Dan的提案后，老板很满意对方的采购计划;但在折扣方面则希望Robert能继续维持强硬的态度，尽量探出对方的底线。就在这七上八下的价格翘翘板上，双方是否能找到彼此地平衡点呢?请看下面分解：
R: Even with volume sales, our coats for the Exec-U-Ciser won't go down much.
D: Just what are you proposing?
R: 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%.
D: That's a big change from 25! 10 is beyond my negotiating limit. (pause) Any other ideas?
R: I don't think I can change it right now. Why don't we talk again tomorrow?
D: Sure. I must talk to my office anyway. I hope we can find some common ground (共同信念) on this.
NEXT DAY D: Robert, I've been instructed to reject the numbers you proposed; but we can try to come up with some thing else.
R: I hope so, Dan. My instructions are to negotiate hard on this deal - but I'm try very hard to reach some middle ground (互相妥协).
D: I understand. We propose a structured deal (阶段式和约). For the first six months, we get a discount of 20%, and the next six months we get 15%.
R: Dan，I can't bring those numbers back to my office -- they'll turn it down flat (打回票).
D: Then you'll have to think of something better, Robert.
Dan上回提议前半年给他们二成折扣，后半年再降为一成半，经Robert推翻后，Dan再三表示让步有限。您知道Robert在这折扣缝隙中游走，如何才能摸出双方都同意的数字呢?他从锦囊里又掏出什么妙计了呢?请看下面分解：
R: How about 15% the first six months, and the second six months at 12%, with a guarantee of 3000 units?
D: That's a lot to sell, with very low profit margins.
R: It's about the best we can do, Dan. (pause) We need to hammer something out (敲定) today. If I go back empty-handed, I may be coming back to you soon to ask for a job. (smiles)
D: (smiles) O.K., 17% the first six months, 14% for the second?
R: Good. Let's iron out (解决) the remaining details. When do you want to take delivery (取货) ?
D: We'd like you to execute the first order by the 31st.
R: Let me run through this again: the first shipment for 1500 units, to be delivered in 27 days, by the 31st.
D: Right. We couldn't handle much larger shipments.
R: Fine. But I'd prefer the first shipment to be 1000 units, the next 20xx. The 31st is quite soon - I can't guarantee 1500.
D: I can agree to that. Well, if there's nothing else, I think we've settled everything.
R: Dan, this deal promises big returns (赚大钱) for both sides. Let's hope it's the beginning of a long and prosperous relationship.
6. 商务商务谈判对话
谈判无处不在 两方为此进行对话交流，其中既有唇枪舌战，也有心理战术，都是双方在为各自的利益 进行博弈。下面我整理了商务商务谈判对话，供你阅读参考。
商务商务谈判对话01
2001年12月4日 上午11时50分24秒 Robert说明Pacer在行销与技术上的基础后，终于取信了Mark, 也为此谈判迈开成功的第一步。在谈判佣金鱼合约期限这类议题之前，Robert想先确定一些条件，包括独家代理权与Botany Bay所能提供的协助。你知道Robert运用了哪些技巧，才不会让Mark以此作条件来威胁Pacer让步?我们看看Robert怎么说：
M: Mr. Liu, what kinds of sales do you think youcould get?
R: Well, to begin with, we'd have to insist on soleagency in Taiwan. We believe we could spike(激增) sales by 30% to 40% in the first year. Butcertain 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 forafter-sales service.
M: It's no problem with the training. As for service support, we usually pay a yearly fee, peggedto(根据)total sales.
R: Sounds OK, if we can come to terms(达成协定) on how much is fair. As for marketingsupport, we would like you to assume 50% of all costs.
M: We'd prefer 40%. Many customers learn about our products through internationalmagazines, trade shows, and so on. We pick up the tab(付款)for that, but you get the salesin Taiwan.
R: We'll think about it, and talk more tomorrow.
M: Fine. We'd like you to tell us about your marketing plans.
商务商务谈判对话02
an Smith是一位美国的健身用品经销商，此次是RobertLiu第一回与他交手。就在短短几分钟的交谈中，RobertLiu既感到这位大汉粗犷的外表，藏有狡兔的心思――他肯定是沙场老将，自己绝不可掉以轻心。双方第一回过招如下：
D: I‘d like to get the ball rolling(开始)by talkingabout prices.
R: Shoot.(洗耳恭听)I‘d be happy to answer anyquestions you may have.
D: Your products are very good. But I‘m a littleworried about the prices you‘re asking.
R: You think we about be asking for more?(laughs)
D: (chuckles莞尔) That‘s not exactly what I had in mind. I know your research costs arehigh, but what I‘d like is a 25% discount.
R: That seems to be a little high, Mr. Smith. I don‘t know how we can make a profit withthose numbers.
D: Please, Robert, call me Dan. (pause) Well, if we promise future business――volumesales(大笔交易)――that will slash your costs(大量减低成本)for making the Exec-U-ciser,right?
R: Yes, but it‘s hard to see how you can place such large orders. How could you turnover(销磬)so many? (pause) We‘d need a guarantee of future business, not just a promise.
D: We said we wanted 1000 pieces over a six-month period. What if we place orders fortwelve months, with a guarantee?
R: If you can guarantee that on paper, I think we can discuss this further.
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4. 常用商务英语谈判对话-开场介绍篇
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7. 最经典的国际商务谈判剧本3则
8. 商务谈判中的语言沟通技巧
7. 模拟商务谈判对话剧本
当双方对对方有了初步的了解后，谈判将进入发盘和还盘阶段。在这个阶段，我们要用更具试探性的条件问句进一步了解对方的具体情况，以修改我们的发盘。下面我整理了模拟商务谈判对话剧本，供你阅读参考。
模拟商务谈判对话剧本：实战对话
Alter the Schedule of Payments
A fifth bargaining chip could be to alter the schedule of payments. Because this is frequently done in construction contracts, I changed the scene to that type of job for this dialog.
第五个可以用来议价的筹码是改变原订的付款日期。因为在工程合约中这种情况常常发生，所以我在这个对话中，稍微将工作场景修改了一下。
Mel:There you go. Everything just like you requested, except the price.
好了，一切都合你的意了，除了价格以外。
Bill:Why not the price?
为什么价格不行?
Mel:Well,your terms require me to carry the cost of everything and wait for my payment until 30 days after the work is completed.
这个嘛，你的条件是要我全额负担开销，直到完工后一个月才能取款。
Bill:That's right.
没错。
I wnat to be sure everything is done right before I pay you off, otherwise you might not response to my call back to complete the punch list.
我想确定全部完善后才付款，不然，一出问题你可能就不会回复了。
Mel:I can understand that, but in the meantime I have to cover the cost of materials and payroll for your job.
我了解你的顾虑，但是我还要负担你的材料费和工人的薪资。
The increase in to cover the cost of a short-term loan I have to get to stay in business while you wait and make sure.
为了等你那一个月，我可能要周转贷款，打平经营费用;所以反应给你的就是涨价。
Bill:How about if I alter the deal to 50% upon substantial completion and 50% within 30 days?
那我改成大致完工后就付一半，完工一个月再付一半呢?
Mel:Still the same.
还是一样。
I'll got to have some front money to buy supplies,and no more than 10% retained pending final inspection.
我一定要有前置费去买原料、补给品，所以在你检查确定前，顶多可以扣押10%的尾款。
Bill:Then,how do I know you'll come back and finish the job?
那我怎么知道你会不会把工作做完?
Mel:You have my word.
我跟你保证。
That's enough for most people.
通常大家听我这么说就够了。
Bill:Okay, then, how's this.
好，这样吧。
I buy the materials and have them delivered here, and I retain 15% for up to 30 days after the punch list.
我负责买材料，并运送到这里;完工后，我会扣百分之十五的尾款，一个月后付清。
I'll give you the rest upon substantial completion ,so you can make your payroll.
只要大部分完工，我就先付百分之八十五，这样你就可以会工人的薪水了。
Mel: All right.
好吧。
I'll do it for nothing up front,but you buy the supplies,and pay me everything except 15% retainage,upon substantial completion.
这样没有前置费，我也可以动工。但你得负责购买材料，在工作大致完成后，你要支付百分之八十五的货款，扣押款不得超过15%。
Bill: Done!
成交!
Vocabulary重要词汇
punch list后续表单(工程中指完工后的需整改的记录)
payroll薪资总额
alter改变
front money预付之订金
retainage尾款(工程中指保修金之类的预留金)赞
Alter the Time Frame改变时间日程 Making it into a bargaining chip is a good idea.
Several things could be done such as altering the start date, the time each day that has to be spent ...
拿时间来当议价筹码是个不错的做法.有好几种 方法 可以采用,像改变工作开始日期、...
模拟商务谈判对话剧本：情景对话
Seller: This is our rock-bottom price, Mr. Lee.
卖方：李先生，这是我们的最低价格了。
Buyer: If that's the case. there's not much point in further discussion. We might as well call the whole deal off.
买方：如果是这样的话，那就没有什么意义再谈下去了。我们还不如取消这笔生意算了。
Seller: What I mean is that we:ll never be able to come down to your price. The gap is too great.
卖方：我的意思是说我们永远不可能把价格降到你们要求的价格。差距太大了。
Buyer: I think it unwise for either of us to be inflexible. How about meetingeach other halfway?
买方：我认为我们都这么强硬很不明智。我们能不一能各让一半?
Seller: What's your proposal?
卖方：您的提议是什么?
Buyer: Your unit price is 100 dollars higher than we want. Well, I suggest wemeet each other half way.
买方：你们的单价比我们想要的价格高出100美元。嗯，我建议各让一步。
Seller: Do you mean a further reduction of 50 dollars in our price? That'simpossible!
卖方：您是说让我们再减价50美元吗?那真的不可能。
Buyer: What would you suggest?
买方：您的意见呢?
Seller: The best we can do is another 30 dollars off. That's definitely the lowest we can go.
卖方：我们最多只能再减30美元，这可绝对是最低价了。
Buyer:That still leaves a gap of 20 dollars. Let's meet each other
half-awayagain and split the difference; I think this is a price we can
both besatisfied with.
买方：这样还留下20美元的差额呢。咱们再各让一半，分担差额吧。我认为我们双方都能满意这个价格。
Seller: OK. We can meet half way again.
卖方：好吧。我们就再各让一半吧。
模拟商务谈判对话剧本
甲：山西大学学生电脑采购团 乙：赛格数码城联想代理商
剧务(史杨)：我是本次谈判的剧务，负责本此谈判的各项会场安排。
旁白(毛瑞华)：21世纪是信息的时代，而大学生又是这个时代的主流。电脑是大学生必不可少的工具。我们学习需要用到电脑，工作需要用到电脑，娱乐也需要用到电脑。无论何时何地都需要电脑的帮助。但是现在大部分大学生对电脑的性价比却不是很了解。所以为了对自己的利益得到保证，他们组成了山西大学学生电脑采购团，为广大需要电脑的大学生购买电脑小品剧本：商务模拟谈判剧本小品剧本：商务模拟谈判剧本。(介绍成员：马霄，唐米纳，邵丹，聂蕊霞，王艳)
旁白(王艳)：他们是赛格数码城联想代理商。在竞争如此激烈的市场环境下，他们还是占有了一席之地。所以可想而知，他们的实力是不可小觑的。(成员：麻乐，王婧，王海莉，马荣荣)
甲方筹备会：我们这次谈判的目的是购买500台联想电脑。根据我们多次在赛格数码城以及青龙数码城的调查，以及对学生需求的多次询问以及讨论，决定购买联想xx型号的电脑。这种款式的电脑配置为xx，市场价格为7999。当然这个价格不是我们能接受的，在一般情况下代理商会给10%的折扣，这个显然也不是我们想要的，我们这次的目标是拿到20%至30%折扣的价格。也就是说我们的接受的最满意的价格为6500
我们的 口号 是：以最低的价格买到性价比最高的电脑小品剧本：商务模拟谈判剧本小品剧本。OK,我们的人员分配为：
质量方面是：马霄
价格方面是：唐米纳
包装，赠送以及运送方面是：邵丹
售后服务方面是：聂蕊霞
乙方筹备会：我们的口号：以最高的利润销售我们的产品
我们预期山西大学学生电脑采购团最有可能购买我们的中短产品，对这类产品我们应该是很熟悉的。据了解一个星期前山西 财经 大学学生采购团购买的数量为100台，型号为ZZ，市场价为6999，成交价格为6150。这次我们可以以这个交易为基础来谈。对于对方所提问题，人员分配如下：
质量方面是：麻乐
价格方面是：王海莉
包装，赠送以及运送方面是：马荣荣
售后服务及索赔方面是：王靖
前奏：山西大学学生电脑采购团，在《电脑报》山西板块中刊登了大量订购 笔记本 电脑的招标信息，不久，便收到了联想、宏基、索尼、神州、戴尔等数家的报价等相关信息,治疗早泄。相比之下，我们选择了联想(补充说明选择联想的原因：例如，联想的销售网点、售后服务网点多，这样，便于各地的学生的需求等等)
下面开始谈判
回合一：(谈判地点的选择：赛格数码城;)
乙：各位大学生朋友，你们好!欢迎你们!这次团购，你们选定我们赛格电脑城联想代理公司，你们的决策真是英明，我们可是联想电脑在山西的金牌代理，在全国各省、市、自治区的业绩也是相当可观的，我们在各方面都会是你们满意的。
甲：经理你好，很高兴能够和你们公司合作，这笔交易是我们双方的第一次业务交往，希望他能够成为我们双方发展长期友好合作关系的一个良好开端。同时，也是我们山西大学采购团的第一笔业务，我们都是带着希望来的，我想，只要我们共同努力，我们一定会满意而归。
乙：呵呵，那就对了，我们的实力在山西可是数一数二的。
甲：我们这次购买电脑是团购，数量很大，很多公司都希望和我们合作，开出的条件都很优惠，但我们目前先选定了你们小品剧本：商务模拟谈判剧本小品剧本：商务模拟谈判剧本。
乙：那我们是倍感荣幸，有机会为大学生服务啊!
(开局阶段，考虑谈判双方之间的关系，双方过去从来没有业务往来，努力创造一种真诚、友好的气氛，以淡化和消除双方的陌生感以及由此带来的防备，为后面的实质性谈判奠定良好的基础。)
甲：那我们就直接切入主题了，我们这次团购看中了联想XX型号的电脑，产品感觉还不错，你们有什么建议?
乙：当然这款机器可是今年的热销产品，很多商家都已经脱销了，货源可能很紧张，最近我们新到了一批YY型号的电脑，比xx型号的电脑多了512内存和一个30万像素的摄像头，现在不是流行vista吗，多了这些东西，运行更流畅，而且多一个摄像头，你们学生聊天多方便啊，你们可考虑一下。
甲：这个……那您先忙，我们再仔细看看，倒是挺吸引人的，似乎不错啊!
(在自己的相关资料准备的补充分的情况下，采取推延的策略，给自己以回旋的余地，同时，迎合谈判方之意，降低戒备心理)
旁白：现在商家卖电脑的惯用伎俩——声东击西，极力推荐商家利润高的产品，是消费者迷惑动摇。
甲：看来价格是我们的合作关键啊，那你们XX款报价多少啊?
乙：既然是团购，你们要多少的量?
甲：500左右
乙：恩，量还可以，这个……请您稍等一下(此时，对方拿出报价单)5%
甲：5%?我们可是团购阿?没错吧?
乙：那，我们考虑一下吧，给你们一个最优惠的价格，这样吧，明天上午我们继续谈，我们会回公司商量一下。
此后，学生代表并没有立即离开，而是在联想代理商那里看电脑。就在这个时候，对方接起了电话，用的是方言，唉，这么熟悉，是运城方言?难道是老乡?这时，我方代表心里泛起了嘀咕。稍后，我方代表用亲切的家乡话，和对方很顺利的攀谈上。
甲：你是运城XX的?
乙：你也是?
甲：是啊，真是缘分阿，老乡见老乡，两眼泪汪汪，我说，我怎么刚才见你就那么亲切呢
乙：你在山大上学啊?
甲：是啊，这不这次给大家采购么，怎么，你现在在这行做的很不错吧?
乙：马马虎虎吧，现在电脑行情比较好，利润还可以
甲：这，电脑怎么个卖法?
乙：杂说?
甲：什么样的价格，算是比较优惠的阿?
乙：这不同档次的，一般不一样，价格越高的利润空间越大，我的权利，最多就是7%-8%，估计，老板的能力大点
甲：你说我们这大批量，老板能给个多少的让利?20%?
乙：这个估计不行，但能在给低点，你看看能不能在让送你们点什么实用的东西之类的，老板这人还是比较爽快地，他孩子和你们一般大，好交流。
甲：谢谢哈，你快忙吧，又来一波人，不干扰你生意了 乙：好的，明天见!
模拟商务谈判对话剧本相关 文章 ：
1. 模拟商务谈判剧本6则
2. 商务谈判英语情景对话
3. 最经典的国际商务谈判剧本3则
4. 商务商务谈判对话
5. 商务模拟谈判案例
8. 商务谈判对话范文
谈判方式会因 文化 而异。谈判时限的控制也很重要。不同文化具有不同的时间观念。下面我整理了商务谈判对话 范文 ，供你阅读参考。
商务谈判对话范文：国际商务情景对话
Jason: Nice to meet you, my name is Jason Brown, the human resource manager of Pangda Company, this is our general manager Jason.
Jerry: Nice to meet you, Mr. Brown, I am Jerry White the deputy of Qihang training company and this is my assistant Neil.
Jason: Glad to see you Neil. Now that we are all here, let's begin the talk, shall we?
Jerry: That is OK, Mr. Brown. Since we have receive your request, we have made a proposal on the training project, can we show it to you right now?
Jason: Yes, please.
Neil: Well, we have prepared a variety of training projects and we plan complete it in 100 days. The cost of this project will depend on the types of training, the manage training will cost 600 ponds per day and the sale training will cost 500 ponds per day. If you don't have any questions, we would like start this agreement at any time you like.
Jason: We truly consider your company will do a good work and have no question on the training project, But I'm a little worried about the prices you're asking.
Jerry: You think we about be asking for more?
Jason: That's not exactly what I had in mind. We think the price is a little high, as a matter of fact, our company will send dozens of people in this training. We want you can reduce the price with number up.
Jerry: I am sorry, we can not agree it. As the training prepared, we will begin the class no matter how many people attend it. It really makes no difference.
Jason: Yes, we know this problem; however, with so many people trained dozens of days, it is really a volume sale. We need a discount is reasonable.
Jerry: OK, we can understand you, in that case, we'd like give you a 5 percent discount if you can attend 80 days' training; if more than 100 days, we can give you another 5 percent discount.
Jason: Thank you for your understanding, but as a large company, many things may happen in some days, it is really difficult for us to ensure 80 days no more than 100 days. We will appreciate it very much if you can reduce 100 ponds per day.
Neil: Please, Mr. Brown, the training we going to provide is especially prepared, we can not afford it if you can't ensure days. We'd rather give you 14 present if you can ensure 100 days.
Jason: Don't be worried, sir. I don't mean we will not attend 100 days, I just list a situation may happen in the future. Meanwhile, we are looking for a long term partner, there are many opportunities we can cooperate.
Jerry: Sorry, Mr. Brown, I am afraid I can not give you a definite reply right now, show we have a break?
Jason: Of course, take your time.
Jerry: How do you think their view?
Neil: Maybe what they are saying is fact, but, as for us, we can't accept. The very big problem is they can not ensure days, for this condition, we can't agree 100 ponds reducing per day.
Jerry: That's right, therefore, what we are going to do next is protect our profit as much as possible.
Neil: Yes, 100 ponds is unacceptable, 60 ponds per day may be OK. 540 ponds and 440 ponds, it is should be our bottom line of this agreement, if they don't accept it or give some useful suggestion, we may end up the day.
Jerry: I think that will be perfect, after all, we should ensure ourselves firstly.
Neil: Mr. Brown, I think we can continue our talk.
Jerry: I have to say, Mr. Brown, you really give me a difficult problem, reducing 100 per day is too much for us, we may face some financial risks. Since you can not ensure days, we can only provide you 60 ponds reducing per day, if you can not accept it we may say sorry to you.
Jason :Come on, Mr. White, I know what you are worried about, it is a fact that we can't ensure days but we can give you the money before the training completed, if you accept 100 ponds reducing per day we will pay all the money in 15 days, how do you think it?
Neil: Sounds like a good idea, but we'd like fix it about 80 ponds reducing per day, that will be more early accepted by both side.
Jason: It is still a little high. But just like we have said in the front, we are looking for a long term partner; I hope that we can continue our cooperation. As for that, I think we can reach an agreement.
Jerry: Thanks! I believe that we will have an exciting cooperation in the future.
商务谈判对话范文：情景实战对话
Dan Smith是一位美国的健身用品经销商，此次是Robert Liu第一回与他交手。就在短短几分钟的交谈中，Robert Liu既感到这位大汉粗犷的外表，藏有狡兔的心思——他肯定是沙场老将，自己绝不可掉以轻心。
双方第一回过招如下：
D: I'd like to get the ball rolling (开始) by talking about prices.
R: Shoot. (洗耳恭听) I'd be happy to answer any questions you may have.
D: Your products are very good. But I'm a little worried about the prices you're asking.
R: You think we about be asking for more? (laughs)
D: (chuckles莞尔) 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.
R: That seems to be a little high, Mr. Smith. I don't know how we can make a profit with those numbers.
D: Please, Robert, call me Dan. (pause) 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 Exec-U-ciser, right?
R: Yes, but it's hard to see how you can place such large orders. How could you turn over (销磬) so many? (pause) We'd need a guarantee of future business, not just a promise.
D: We said we wanted 1000 pieces over a six-month period. What if we place orders for twelve months, with a guarantee?
R: If you can guarantee that on paper, I think we can discuss this further.
Robert回公司呈报Dan的提案后，老板很满意对方的采购计划;但在折扣方面则希望Robert能继续维持强硬的态度，尽量探出对方的底线。就在这七上八下的价格翘翘板上，双方是否能找到彼此地平衡点呢?请看下面分解：
R: Even with volume sales, our coats for the Exec-U-Ciser won't go down much.
D: Just what are you proposing?
R: 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%.
D: That's a big change from 25! 10 is beyond my negotiating limit. (pause) Any other ideas?
R: I don't think I can change it right now. Why don't we talk again tomorrow?
D: Sure. I must talk to my office anyway. I hope we can find some common ground (共同信念) on this.
NEXT DAY D: Robert, I've been instructed to reject the numbers you proposed; but we can try to come up with some thing else.
R: I hope so, Dan. My instructions are to negotiate hard on this deal - but I'm try very hard to reach some middle ground (互相妥协).
D: I understand. We propose a structured deal (阶段式和约). For the first six months, we get a discount of 20%, and the next six months we get 15%.
R: Dan， I can't bring those numbers back to my office -- they'll turn it down flat (打回票).
D: Then you'll have to think of something better, Robert.
Dan上回提议前半年给他们二成折扣，后半年再降为一成半，经Robert推翻后，Dan再三表示让步有限。您知道Robert在这折扣缝隙中游走，如何才能摸出双方都同意的数字呢?他从锦囊里又掏出什么妙计了呢?请看下面分解：
R: How about 15% the first six months, and the second six months at 12%, with a guarantee of 3000 units?
D: That's a lot to sell, with very low profit margins.
R: It's about the best we can do, Dan. (pause) We need to hammer something out (敲定) today. If I go back empty-handed, I may be coming back to you soon to ask for a job. (smiles)
D: (smiles) O.K., 17% the first six months, 14% for the second?
R: Good. Let's iron out (解决) the remaining details. When do you want to take delivery (取货) ?
D: We'd like you to execute the first order by the 31st.
R: Let me run through this again: the first shipment for 1500 units, to be delivered in 27 days, by the 31st.
D: Right. We couldn't handle much larger shipments.
R: Fine. But I'd prefer the first shipment to be 1000 units, the next 2000. The 31st is quite soon - I can't guarantee 1500.
D: I can agree to that. Well, if there's nothing else, I think we've settled everything.
R: Dan, this deal promises big returns (赚大钱) for both sides. Let's hope it's the beginning of a long and prosperous relationship.
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