第三章商务谈判与商务会议BusinessNegotiationandMeetings.docx
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第三章商务谈判与商务会议BusinessNegotiationandMeetings.docx
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第三章商务谈判与商务会议BusinessNegotiationandMeetings
第三章商务谈判与商务会议BusinessNegotiationandMeetings(本章共26节,分两次讲)
第一节商谈判的秘--诚实无欺
(Thesecretofbusinessnegotiationisnotricks.)
1.(Need,对于买卖双方来说,谁的需求强烈,对方就更拥有谈判能力)
WereallyneedthisproducttoopentheEuropeanmarket.
Whileweappreciateyourcooperation,weregrettosaythatwecan’treduceourpriceanyfurther.
2.(options,你选择的机会越多,你的谈判资本就越大)
Thisproductisnowingreatdemandandwehaveonhandmanyenquiriesfromothercountries.
Wearesatisfiedwithyoursamples,sothebusinessdependsentirelyonyourprices.
Ourpricesdependonhowlargeyourorderis.
3.(Time,对方要求速战速决,一旦一方着急,则对方增添了谈判的信心和实力)
We’dliketoorderyourproduct,RSK。
Whenwillyoubeabletodeliver?
I’mafraidourstockhasrunlow.I’llhavethatinformationbytomorrow.(Stock存货,现货)
Canyoudeliverthegoodsnow?
Ingeneral,deliverytakesatleastoneweekafterwehavereceivedyourorder.(order订货,订单)
Itistoolate.
Well,we’lltryourbesttodeliverthegoodsearlier.
4.(relationships与对方建立良好的合作.关系才能获得双赢)
Ifyougiveustheagency,we’llsparenoefforttofurtheryourinterests.(agency代理权,sparenoeffort不遗余力)
Itistoourmutualinterestandprofit.
Thanksforyourtrust.
Thankyousomuchforyourcoming,wewillcomeoutfromthismeetingaswinners.(赢家winner)
5.investment(若投入过多的时间,精力和承诺而获得甚微的谈判结果,实在是差强人意。
)
Wehavesomepointsweneedtoexplorefurther.
Aren’tyousatisfiedwiththetermsofpayment?
No,notentirely.Thetermsofpaymentaretoosevere.We‘dliketopaythegoodsbyL/C。
(L/C信用证)
But,sir,afterthreemonthsofdiscussion,Ithinkthatalettercreditarrangementistoomuch.Weoperateonacash-with-orderbasisforthe30%downpayment.Theseareourusualterms.Pleaseunderstandoursituation.(……我们对30%的头期款实行现金支付的原则……..situation处境)
Letmethinkitover,please.A30%downpaymentisalittlestiffforus.Ineedsometimetoconsultwithmyboss.(stiff,困难的)
6.Credibility(必须让对方感到你的人品和产品都是可信的)
TheJapanesemarketsituationisnotknowntous.
Trustme!
Accordingtoourexperiences,thesehandicraftscanfindareadymarketinJapan.(…..这些手工艺品在日本销路很好)
7.Knowledge(要充分了解顾客的问题和要求,并预测到你的产品的功效,你的知识会增强你对顾客的影响)
Ourpricecomparemostfavorablywithquotations,youcangetfromothermanufacturer.Youwillseethatfromourpricesheet.quatation报价单manufacturer制造商)
WeareveryconcernedaboutwhetheryourpricesisFOBorCIF
Ingeneral,ourpricesaregivenonaFOBbasis.(FOB离岸价格CIF到岸价格)
Ingeneral,ourpricesaregivenonaFOBbasis.
(通常,我们的价格都是离岸价格)
8.Skills(谈判需要你有广博的知识,雄辩的口才,灵敏的思维和优雅的风度)
Reliabilityisourstrongpoint.Wearealwaysimprovingourdesignandpatternstoconfirmtotheworldmarket.
ThisnewproductistothetasteoftheEuropeanmarket.Ithinkitwillalsofindagoodmarketinyourcountry..
Atlast,myofferwasbasedonreasonableprofit,notwildspeculations.(reasonable合理的wildspeculation漫天要价)
第二节提供赠品(offeringasample)
Althoughyouhaveexplainedalot,Icannotknowclearlyyethowthisproductworks.
Well,hereisthepamphletinEnglishoftheproduct.(pamphlet小册子)
Oh,thanksforyourcarefulness.
Youarewelcome.Ourobjectiveistoprovidethebestserviceforthecustomer.
Canwetakeawayasample?
(sample样品)
Yes,certainly.
Coresentences
Thisisthebriefintroductionofourproduct.
Iwillsendyouthesampletomorrow.
Lookatthedemonstration,please.
Yourserviceisreallythoughtful.
第三节缓和气氛(relaxingtheatmosphere)
Iamsorry.Onthispoint,wehavenowaytogetacommonview.(havenowaytodo无法做)
Mr.Brown,wouldyoumindhavingabreak?
Ihopewe’llmakeanewprogressafterawhile.Afterall,ourcommunicationisbasedonmutualtrust.
Ihopeso.
CoreSentences
Wouldyoumindhavingabreak?
Consideringtheproduct’sreliability,weneedtostudyitagain.
Ididnotwantthisquestiontobecomethebarrierofourcommunication.
Ourcommunicationisbasedonmutualtrust.
第四节交换意见(exchangingopinions)
I’dliketohearyouropinionabouthowtochangetheproductpackaging.
Idon’tthinkit’snecessary.Thepresentsituationwasalreadyverysatisfactory.
But,don’tyouthinkitisnotfashionableenough?
(fashionable时尚的)
Somethingsimpleisbeautiful.Ourcustomerscarefortheproduct’squalitymore.(简单即为美)
Ithinkthatabeautifulappearancecanarousepeople’sdesiretobuy.(aroused引起desiretobuy购买的欲望)
Iagree.Butthisisnotthemostimportantthingaboutaproduct.
Coresentences
Iwouldliketohearyouropinionsabout…
Isthereanythingyouwanttobringupfordiscussion?
Doyouhaveanyquestionaboutthestipulation?
Isuggestthatthefollowingtermsandconditionsshouldbeasthebasisforaformalagreement.
第五节怎样说不(howtosayno)
Canyouincreasethequantityofyourorder?
Ifyourorderislargeenough,wearereadytoreduceourpriceby15percent.
155$eachsetisaslowaswecanoffer.
No,wecan’tacceptthatprice,butwe’realreadysellingatcostinfact.
Wecan’tcomeoutaheadatthatprice.(以那样的价格我们没有利润空间)
Ithinkitisunwiseforeitherofustoinsistonourownprice.(insiston坚持)
CoreSentences
No,wecannotaccepttheprice.
Weacceptyourpriceifyoutakethequantityweoffer.
Let’smakeacompromisebetweenyouandme.
Canwemakeaconcessiontoeachother.
第六节坚持原则(stickingtotheprinciple)
Couldyouincreasethecommissionto5%?
Thepresentcommissionisn’tenough.Infact,Ithinkthatevena6%commissionisnothighenough.(commission佣金)
Well,wehaveagreedtotheitemsrecorded.Asoleagencyagreementforourproductforadurationof3years,10,000piecestobesoldinthefirstyear,12,000piecesthesecondyear,14,000pieces.
Let’strytofindawaythatisreasonableforbothofus
Iamsorry,butitreallyimpossibleforustomakeanyconcessionbyallowingyoutoraisethecommission.
CoreSentences
Pleasegooveritandseeifeverythingisinorder.
Thisisreallyourrock-bottomprice.
Itisreallyimpossibleforustomakeanyconcession.
第七节适当的恭维(properflattery)
Youhaveraisedtheprice!
MayIaskwhatcausedtheincrease?
Thecostofproductionhasgoneup.Wehavetoadjustthesellingpriceaccordingly.Asamatteroffact,thispricealmostleavesusnoprofitatall.
ButasfarasIknow,theuseofnewmaterialscouldreduceunitcostby10%.(据我所知,使用新材料可使单位成本降低10%)
Thatistrue.Butyoucan’thavethesamequality.
Somebigmanufacturershaveadoptednewtechniquetoincreaseproduction.Supplywillsoonexceeddemand.Thepricetendstogodown.Thereisnochanceofdoingbusinessifyouinsistonthatoffer.Wouldyouconsidergivingustheoldprice?
(exceed.超过)
Ok,Iagreetogiveyoua10%discountprovidedthatyouorder10000sets.Youarereallyatroubleshooter.Youcertainlyhaveawayoftalkingmeintoit(troubleshooter解决问题的高手).
HintBank
initialdownpaymentbusinessstrategylicenseditems(许可商品)
officialstatementmanagementteamroomforexpansion
commonvision(共同愿景)operationalefficiency(运营效率)
第八节(及时提供帮助)(Offeringhelpintime)
Isanythingbotheringyou.?
Wehavetopostponetheshipmentbecauseofthestorm.Wecannotmakepromptshipmentuntilweareabletosecuretheredundantspace.(延迟postpone.Prompt准时redundant多余的)
Don’tworry.Perhapswecanhelpyoucontactwiththeshippingcompany.
Itisverykindofyou!
ButIhaveanotherproblem.
Tellmeplease.Ourexpertofshipmentcangiveyousomehelpfuladvice.
IthinkitisnotreasonabletohavethegoodsunloadedatZhuhai.CouldyouhelpuschangetheunloadingporttoShenzhen?
Wewilldoourbest!
HintBank
Unloadingportloadingportseatransitlandtransitconsign(托运)airexpress
第九节对条款不满意(dissatisfactionwiththeterms)
(如双方在关键问题上谈不拢,无法达成协议为了不影响日后的合作你只能说Iamsorry,butIhavetoleave.)
Wehavesomepointsweneedtoexplorefurther.
Aren’tyousatisfiedwiththepayment?
No,Notentirely,Mr.Wang,towhatcompaniesdoyousupplythesecomponents?
Iamsorry,Icannotgiveyouthatinformation.Youwouldnotwantothercompaniestoknowwhatcomponentsyouareusing,wouldyou?
Yes,youareright.Iunderstandyourconcern.WellIamreallysorrybutIhavetoleave.
Coresentences
Therearesomepointsthatneedtobeworkedout.
Thereissomenecessityfordiscussion.
Pleaseexcusemeforamoment.
第十节签订合同(signacontract)
(签合同表明日期用on,onMay1)
Isitpossibletoconcludethecontractthismonth?
(conclude结束,订立)
Yes,Iwillsendyouthecontractnotebytheendofthismonth.
Thatisfine.Atlast,wearebothsatisfied.
Iwouldlikeyoutoletushavethecontractassoonaspossible.
Isitpossibletochangethedetailsofthecontractafterithasbeenmade?
Thecontractcanbecancelledbymutualagreementandwiththreemonths’noticeitcanbeannulled.(mutual相互的cancel取消annul废止)
ThankyouverymuchMr.Wang.Iwillbeseeingyou.
ThankyouMr.Brown.Goodbye.
第十一节关于坏消息(aboutbadnews)
I’amafraid,Ihavebadnewsforyou.
Whatisthematter.
Wecannotusethematerialsyousentusonthelastshipment.
I’msorrytohearthat.butwhatisthereason.
Wehavefound200cartonswerecompletelywet.(carton箱)
Takeiteasy.WehavecoveredinsuranceWPAforyou.(WPAwithparticularaverage水渍险)
Really?
Yes.Youcanmakeyourclaimagainsttheinsurancecompany.(makeyourclaim索赔)
Coresentence
Iamawfullysorrytotellyoubadnews.
IsthereanythingthatIcandotohelpyou.
Iamdeeplysorrytohear/tolearnabout
第十二节关于最后期限(Thedeadline)
UnlessyouorderbeforeFebruary10,wewon’tbeabletodeliverinApril.Itisourdeadline.
Butwehaveneitherdiscussedthetermofpaymentnorsignedthecontract.
Thesupplyofgoodsareverytight.We’llhavetoleavethesetoanothertime.Youhadbetterpayfor30%deposit.(tight紧缺的dep
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