商务英语模拟谈判大赛-对话

商务英语模拟谈判卖方SalesAdministrator销售主管AProjectManager项目经理B买方VendingManager售买经理CMerchandisingManager采购经理DWholesaleBuyer批发采购员E保险managerofthePeople’sInsuranceCompanyofChinaPICC的经理F（江来）S代表卖方b代表买方旁白：MissAistheSalesAdministrator(销售主管)ofJapaneseCASIOcorporation;MissBistheProjectManager(项目经理)ofJapaneseCASIOcorporation;MissCistheVendingManager(售买经理)ofChineseAgcyagency;MissDistheMerchandisingManager（采购经理)ofChineseAgcyagency；MissEisWholesaleBuyer(批发采购员)ofChineseAgcyagency.B:Wewarmlywelcomeyou.Doyouhadaveryrestfulnight?S:Actually,wefeelquiterested.Iwouldliketothankyouforyourkindinvitationtovisityourbeautifulcountry.B:We’vebeenlookingforwardtoyourvisit.WearewaitingforyourreplyaboutthesuggestionoftheCASIO’s(卡西欧)soleagencyinChina.S:Totellyouthetruth,yourproposalsurprisedus.Asyouknowourannualturnoverismorethanonemillion.soitisdifficultforustobelieveyoucanplaytheroleoftheCASIO’s(卡西欧)soleagencyinChina.B:Asweknow,InChinayourmainmarketsarebigcitiessuchas,Shanghai,Beijing,Guangzhouandsoon.About60%turnoverweresoldinthesebigcitieslastyear.Wehaveextensivechannel-0f-distribution,specificallycoveringthesebigcities.SoAsasellingagentwecantakegoodcareofyourexportbusiness.S:Yes,Ithinkso.butyoursalesarenotmorethan400,000.howcanyouexplainitforus.B:IunderstandyouaresellingthesameproductstosomeotherChineseimporters.thistendstocomplicatemybusiness.asyouknow,Iamexperiencedinthebusinessofslippersandenjoyagoodbusinessrelationshipwithalltheleadingwhole-salersandretailersinthatline.Ihaveamindtoexpandthisbusinessintheyearstocome.S:Ok,Wewilltakewhatyousaidintoconsiderationanddosomeinvestigationbyourselvesandyoucanalsoprovidesomeinformationtoproofyourability.B:Well,we’llcontinuethenegotiationafteryourinvestigation.couldyougiveusanexacttime.S:Howabout3dayslatter?B:OK,welookforwardforthefurthernegotiation.旁白：Threedayslater,theycontinuetothetalk.S:Let’staketheballrollingbytalkingaboutthesoleagencyB:Ok,what’syourdecision?S:Afterpayingdueconsiderationtoyourproposalsandinvestigatingyourbusinessstanding,wethinkyouareabletoplaytheroleasoursoleagentinChina.B:Thankyou,wearegladetohearthat.Howaboutthecommission?S:Aspractice,oursoleagentinotherareasusuallygeta3%-5%commission.B:Howabout10%commissionifwesoldmorethan1million?S:Inordertoconcludethetransaction,we’llgiveyou10%commissionifyoucansellmorethan1.2million,otherwisewecanonlygiveyou7%commission.Doyouthinkso?B:OK,that’sadeal.(看看表)It'shightimetohavelunch.Let'sgoandhaveabigmeal,andtomorrowgoontotalkaboutthetermsofpayment.S:OK.That'sagoodidea.旁白:Thenextday,BinvitedStoStarbucksandcarryonthenegotiation.WhenShaveaseat.Thewaiteriscoming.A(服务员):Wouldyoulikeacupofcoffeewithmilkorsuger?S:(对服务员)Suger,thankyou.（对买方）TheStarbuckshasapleasantambience,thankyouforyourinvitation.B:It'sapleasurethatyoulikehere.Now,let'scontinuetotalk,allright?S:Withpleasure.Yousee,thepresenttransactionisthefirststepintradebetweenus.Ifeelsuremorebusinesscanbeexpectedifthisinitialdealworksout.B:Howaboutthetermsofpayment?S:Ifit'sOKwithyou,wewouldlikepaymentpriortodelivery,sincethisisyourfirstorder.B:Iunderstandwhyyouwouldlikeitthatway,butwepreferpaymentafterdelivery,becausethesegoodsareveryexpensive.S:Iknowtheyareveryexpensive,butwhydoesthatmeanyoushouldpayafterdelivery?B:Asyouknow,ourorderissuchansizableone,itisbeyondourfinancialcapability.Ifwegiveanadvancepayment,wewillhavemoneytrouble,becauseitwilltakethreeorfourmonthstosellthegoodsandstarttomakeaprofit.Iadvisethatwewouldadoptthetermsofpaymentbyinstalmentsforourpurchase.S:Wedon'tagreethat.Butasexportsofacompleteplant,wewouldliketohaveourinvestmentsreturnedasearlyandsafelyaspossible.B:youaredoubtlessawarethatpaymentbyinstalmentsisoneofthetermsofpaymentthathasbeenacceptedandveryoftenusedbyseveralofoursellersabroad,andouradoptionofthissystemofpaymentforsomespecificitemsofourimportsisnotincontradictionwiththeusualpracticeininternationaltrade.S:Youaredrivingahardbargain.Weacceptit.B:Youaresowise.OK,let'sbegintotalkabouttheshipment.HowaboutmakingShanghaitheportofdestinationinsteadofDalian?S:Why?WewishtopointoutthatalltheordersacceptedbyusareshippedtoDalian.Shanghaiisoutofthequestion.B:It'slikethis.ThereareonlyoneortwosailingamonthfromOsakatoDalian,whilesailingtoShanghaiarequitefrequent.IfshipmentwereeffectedtoShanghai,wecouldreceivethegoodsmuchearlier.S:Isee.YouwanttotransportthegoodstoShanghaidirectly.B:Yes,exactly,becauseIwantthesegoodsonourmarketattheearliestpossibledate.S:Yourideamaybeagoodone.B:IfIchooseShanghai,willitbepossibleforyoutoshipthegoodsbytheendofMay?S:We'lltryourbest.Anyway,weassureyouthatshipmentwillbemadenotlaterthanthefirstpartofJune.旁白：Receivedthegoods,Bfoundthatthegoodshassufferedfrompilfer,sohefiledacomplaintwithSforcompensation.Toclarifythematter,SinvitedMissAtoOsakatoexplaintheunfortunateaffairabouttheinsurance.S:Thankyouforcoming,MissA,MissB.B:Nicetomeetyou,MissS,MissA.Asyouknow,thelossthoughpilferwasover20%oftheconsignment.We‘vepresentedaclaimtotheunderwriters(保险公司)throughyourfirm,buttheinsurancecompanyrefusedtoadmitliability,astherewasnoinsuranceonpilfer.Wenaturallywerenotsatisf