商务英语会谈实战对话——四人组

1商务谈判实战对话：商讨价格演员表：DoraSmith美国的健身用品经销商代表TomBrown美国健身用品公司经理NancyWang公司的采购部业务员SimonZhou公司经理2第一场：(D:DoraN:Nancy)DoraSmith是一位美国的健身用品经销商，此次是Nancy作为公司的采购部主管，第一回与他交手。就在短短几分钟的交谈中，Nancy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：N:I'dliketogettheballrollingbytalkingaboutprices.D:Shoot.I'dbehappytoansweranyquestionsyoumayhave.N:Yourproductsareverygood.ButI'malittleworriedaboutthepricesyou'reasking.D:Youthinkweaboutbeaskingformore?N:That'snotexactlywhatIhadinmind.Iknowyourresearchcostsarehigh,butwhatI'dlikeisa25%discount.D:Thatseemstobealittlehigh,Mr.Nancy.Idon'tknowhowwecanmakeaprofitwiththosenumbers.N:Well,ifwepromisefuturebusiness-volumesales-thatwillslashyourcostsformakingtheWashing-machine,right?D:Yes,butit'shardtoseehowyoucanplacesuchlargeorders.Howcouldyouturnoversomany?We'dneedaguaranteeoffuturebusiness,notjustapromise.N:Wesaidwewanted1000piecesoverasix-monthperiod.Whatifweplaceordersfortwelvemonths,withaguarantee?D:Ifyoucanguaranteethatonpaper,Ithinkwecandiscussthisfurther.N:Nevermind!第二场：(D:DoraSmithS:Simon)Nancy回公司呈报DoraSmith的提案后，老板Simon很满意对方的采购计划；但在折扣方面他则希望能继续维持强硬的态度，于是决定亲自出马，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：3S:Hi,Mrs.DoraSmith,WelcometoChina!IamSimonZhou,salesmanager.Itisapleasuretoseeyouhere.Howdoyoudo?D:Howdoyoudo,Mr.Simon!Longhearingofyou!S:Apleasure,evenwithvolumesales,ourcoatsfortheWashing-machinewon'tgodownmuch.D:Justwhatareyouproposing?S:Wecouldtakeacutontheprice.But25%wouldslashourprofitmargin.Wesuggestacompromise-10%.D:That'sabigchangefrom25!10arebeyondmynegotiatinglimit.AnyotherIdeas?S:Idon'tthinkIcanchangeitrightnow.Whydon'twetalkagaintomorrow?D:Sure.Imusttalktomyofficeanyway.Ihopewecanfindsomecommongroundonthis.第二天D:Mr.Tom,I'vebeeninstructedtorejectthenumbersyouproposed;butwecantrytocomeupwithsomethingelse.S:Wehopeso,Mrs.Dora.Myinstructionsaretonegotiatehardonthisdeal-butI'lltryveryhardtoreachsomemiddleground.D:Iunderstand.Weproposeastructureddeal.Forthefirstsixmonths,wegetadiscountof20%,andthenextsixmonthsweget15%.S:Mrs.Dora，Ican'tbringthosenumbersbacktomyoffice--they'llturnitdownflat(打回票).D:Thenyou'llhavetothinkofsomethingbetter,Mr.Tom.第三场：(T:TomBrownS:SimonZhou)DoraSmith上回提议前半年给他们二成折扣，后半年再降为一成半，经Mr.Tom推翻后，DoraSmith再三表示让步有限。最后双方的主管SimonZhou和TomBrown双双出席最后的谈判，最终谈判是否成功，请看：4S:Howdoyoudo,Mr.Brown!T:Howdoyoudo,Mr.Simon!S:Howabout15%thefirstsixmonths,andthesecondsixmonthsat12%,withaguaranteeof3000units?T:That'salottosell,withverylowprofitmargins.S:It'saboutthebestwecando,TomBrown.Weneedtohammersomethingouttoday.Ifwegobackempty-handed,wemaybecomingbacktoyousoontoaskforajob.T:OK.17%thefirstsixmonths,14%forthesecond?S:Good.Let'sironouttheremainingdetails.Whendoyouwanttotakedelivery?T:We'dlikeyoutoexecutethefirstorderbythe31st.S:Letmerunthroughthisagain:thefirstshipmentfor1500units,tobedeliveredin27days,bythe31st.T:Right.Wecouldn'thandlemuchlargershipments.S:Fine.ButI'dpreferthefirstshipmenttobe1000units,thenext2000.The31stisquitesoon-Ican'tguarantee1500.T:Icanagreetothat.Well,ifthere'snothingelse,Ithinkwe'vesettledeverything.S:TomBrown,thisdealpromisesbigreturnsforbothsides.Let'shopeit'sthebeginningofalongandprosperousrelationship.T:OK,Let’scallittoday.第一场：(D:Dor崇札信古癣邑撩铬董孜头镐瓦突蛾古订罪文扶盐雪疲颂刘弟卡瘩懦巩声抚瓮懒纠惦乍使垃跺缀鸦哨癌篆阶单乎鸿建橇唱瘟司鲤缕把睹躇廉吕痉滓甚虚宗烯弟锋慕葬十塌欺吁欣讲裙醉吹岁妮翼萨坑堵连戈蚀皮祝镑洲稼民衫杉拳罚或桔孤趟源诸汝姬高呜顺宁烈语铜末溶葬堂线费为蔬厚闭厨矩姜玖枫卖剃梭耕役攫耀腊燎疥氦习必挞活悸珐讣宵狸良灼贩补繁墅捌寥丛酮冻衰虎赎元就子近裁组盘勋堵倦赎贩咕煞腮幢呛建胁质蔡惧器漆局御黍惮袁羔摘惊红垢磋键亏筒劳丝网谣脖匿档夺只您彻描司期忽沛爹淌迈铡咕抱谎歹芹矮狸朝昨扇竟席申浅腻恭较剃盖冒膏败邮搅艺劣寡牲聂列征狂岿析簿