商务谈判对话第二步--开局

商务谈判第二步---开局1有业务往来的客户谈判Dialogue1Yang举行会议和William准备进行贸易谈判。Yang:Goodmoring,Mr.William.It’snicetoseeyouagain.William:It’snicetoseeyou,too,Mr.Wang.Yang:HowdoyoufeelourExportCommoditiesFair,Mr.William?William:Thereisnodoubtthatyou’vemadegreatproressinyourartsandcraftsanddoyoudobusinrssmoreactivelyandmoreflexibly.Yang:Yes.It’sjustinthiswaythatwehaveachievedatotalsalesvolumeofonehundredmillionU.S.dollarsayear.William:Ithinkyouwillbenefitfromtheexpandingmarketifyouhaveclosecooperationwithusinthefuture.Yang:Ihopeso.Nowlet’sgetdusiness.Dialogue2Richard和Chen在生意上合作一直会很愉快，他这次来中国是为了签订独家代理协议。Richard:Nicetomeetyouagain,Mr.Chen.Chen:Nicetomeetyou,too,WhatbroughtyoutoChinathistime?Richard:I’vecomefordiscussintanexclusiveagency.Chen:Oh,we’vebeendoingbusinessforsixyears,haven’twe?Richard:Yes,I’mverygladwehavehadverypleasantcoperationinthepastyears.Throughourjointefforts,yourproductshaveenjoyedfastsales.Chen:Weverymuchappriciateyoureffortinpromotingthesaleofourproducts.Richad:Toexpandourbusinssscope,Ihopethatwecansignanexclusiveagencyagreement.Ifso,you’llsecureastablesalesvolume,andforme,withoutcompetitorswe’llcontrolthemarketmoreeasily.That’sbenificaltobothparties,isn’tit?Dialogue3Liu与Bill会面，准备与他商讨建立合资企业一事。Liu:It’sagreatpeasuretoseeyouagain.Bill:Me,too.Ourtwocompanieshavehadtaderelationsfortenyears.Liu:Yes.Inthepasttenyears,ourcooperationhasbeenquitepleasant.Bill:Yes,andveryfruitfultoo.We’veneverhadanydifficultieswithourChinesepartners,andwe’dliketomakeasmanynewproductsaswecan.Liu:Certainly.ShallwetalkaboutthereasonwhyI’mhere?Inviewoftherapiddevelopmentofourbusinessinyourcompany,wethinkit’snecessarytoestanlishajointventure.Bill:Excellent!That’sexactlywhatIthink.Wehavebeenworkingonexpandingourscopeofcooperationwithyourcompany.Liu:OK.Nowlet’stalkaboutthedetails.2.新客户谈判Dialogue1Mr.Osman第一次来到Wang的公司谈判。Wang:Welcometoourcompany.Sitdown,please.Osman:Thankyou.I’mgladtohavetheopportunityofvisitingyourcorporation.Ihopewecantransactbusinesstogether.Wang:It’salsoourhopetotradewithbusinessmenfromalcountries.Osman:I’mtoldyouspeciizeintextiles.Whatcanyouofferinthisline?Wang:Itwouldbebetterforyoutotelluswhatspecifctypesyouwanttobuy,aswehavetoomanyvaritiestooffer.Osman:Well,wearemainlyinterestedinbed-sheetsandblankets.Dialogue2Mr.Zhou正在向Mr.David介绍其公司的情况。Zhou:Ihavelongheardofyourgreatmane,andI’mverypleasedtoseeyou,Mr.David.David:I’mverypleasedtoseeyou,too,Mr.Zhou.ThisismyfirstvisittoChina.I’dappreciateyourconsiderationinthecomingnegotiation.Zhou:Let’shopeforgoodcooperation.NextmayIgiveyouabriefaccountofourcompany’sactivities?Ibelieethatyouhaveabrochureoutliningourcompanyandourproducts.Here’sourcompany’smostrecentannualreport.David:Iseeyoursalesvolumehavebeengrowingquitesteadilyoverthepasttenyears.Zhou:Yes,wehavebuiltupbusinessrelationswithmorethan3Ccountriesintheworldandourproductshavebecomethebestsellinglinesininternationalmarkets.David:That’sfine.Zhou:I’dliketomakeapresentationonourfactory.Itcoversanareaof60,000squaremeters.Wehaveabout300designengineersandproductionengineers.Nowwehave1200employeesworkingonthreeshifts.David:IthinkI’vegotageneralpictureaboutyourcompany.Thankyouverymuchforyouraccount.Zhou:It’smypleasure.Dialogue3Alice与Wang洽谈，希望建立贸易关系。Alice:Youhavewongraetsuccessontextileindustry,Ihere.Specializnginthelineoftextilesandtexilesmachinary,wepaycloseattentiontoyourtaxtileproducts,especiallyyourcottonclothandcottonfabrics.Wang:I’mgladtohearthat.Alice:I’dliketotakethisopportunitytoestanlishtraderelationswithyou.Wang:Thishappenstocoincidewithourdesire.Inordertogiveyouageneralideaofthevariouskindsofourproductsnowavailableforexport.I’dliketogiveyouourlatestcataloguesandpricelisrs.Alice:That’sgood,thankyou.Ifeelthatwecandoalotofbusinessintextileline.Wecouldpushthesalesofyourproducts.Meanwhileyoucouldconsiderimpotingsomeequipmentfromus.Wang:Soundsgood.Ihopewecansrikeaquickdeal.Alice:Ihopeso,too.Webelievethisdealconformstoourmutualbenefotandtotheprincipleofsatisfyingeachother’sneeds.Dialogue4Richad向Mr.Sun询问外贸政策事宜。Richard:Youknow,thisismyfirsttimetovisitChina,soI’dliketoknowsomethingaboutthenewpolicyinyourforeigntrade.Sun:Ourforeigntradepolicyhasalwaysbeenbasedonequalithandmutualbenifitandexchangeofneededgoods.Westillinsistonthisprinciple,butwehaveadoptedmuchmoreflexiblepoliciesinourforeigntradework,suchaspaymentbyinstallments,prossingtradewithclient’smaterials,jointventureandsoon.Richard:Youhavemadesomereadjustmentsinyourimportandexportbusiness,haven’tyou?Sun:Yes.Itmainlymeansimportingsomecompleteequitment,advancedtechnologyandscientificmanagement.Oneoftheprincipleswearekeepingtoisthatourimportsmustbebasedonourabilitytopay.Thatis,ifweincreaseourimports,wemustincreaseourexpotsfirst.Richard:IthinkI’vegotaroughideaofyourforeigntradepolicy.Thankyouforyouracount.