朝天辣椒smile
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. 商务谈判实例(二) 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。就在这七上七八的价格翘翘板上，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. 商务谈判实例(三) 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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英语情景对话的创设为学生创造了丰富的生活场景和交流话题,有效地调动了学生练习英语口语的兴趣。我精心收集了商务英语情景对话剧本，供大家欣赏学习!
约翰: I can promise you that, if you buy our product, you will be getting quality.
我可以向你保证.如果你买了我们的产品.你会得到好品质.
萨姆: I've looked at your units, and I am very happy with them. Your goods are all far above standard quality.
我看过你们的单件.我很满意.你们的商品质量高过标准质量.
约翰: We spend a lot of money to make sure that our quality is much better. We don't sacrifice quality for quick profits.
我们投入了大量的资金来确保质量一流.我们不会为了即期利润而有损质量.
萨姆: Well, we're really interested in placing an order under negotiation. We can start the negotiations as soon as you want.
是的.我方真的很愿意谈判后就订货.你们想谈判的话我们随时都可以.
约翰: That's great. I'm glad we'll be able to do business together. I'll have some quotes ready for you by tomorrow morning.
那最好不过了.我很高兴我们能在一起做生意.到明天早晨我方将为您准备好一些报价单.
萨姆: Fine. Also, would you mind if I asked to see a surveyor's report of your products? I may have a few more questions about your quality analysis.
很好.还有.您不介意我要求看一下你方产品的检查报告吧.对你们的质量分析我可能还有一些问题.
萨拉: Put on the helmet, please.
请戴上安全帽.
乔伊: Do we need to put on the jackets too?
我们还得穿上罩衣吗?
萨拉: You'd better, to protect your clothes. Now please watch your step.
最好穿上.以免弄脏你的衣服.请留神脚下.
乔伊: Thank you. Is the production line fully automated?
谢谢.生产线都是全自动的吗?
萨拉: Well, not fully automated.
哦.不是全部自动的.
乔伊: I see. How do you control the quality?
哦.那你们如何控制质量呢?
萨拉: All products have to go through five checks in the whole manufacturing process.
所有产品在整个生产过程中都必须通过五道质量检查关.
乔伊: What's the monthly output?
月产量多少?
萨拉: One thousand units per month now. But we'll be making 1,200 units beginning with October.
目前每月一千套.但从十月份开始每月将为一千二百套.
乔伊: What's your usual percentage of rejects?
每月不合格率通常是多少?
萨拉: About 2% in normal operations.
正常情况下为2%左右.
乔伊: That's wonderful. Is that where the finished products come off?
那太了不起了.成品从那边出来吗?
萨拉: Yes. Shall we take a break now?
是的.现在我们稍微休息一下吧.
亚历山大: I'm interested in all kinds of your products, but this time I would like to order some fireworks and mosquito coil incense. Please quote us C.I.F., Rangoon.
我对你们所有的产品都感兴趣.但这次我想购买烟火和蚊香.请报CIF仰光到岸价.
布鲁斯: Please let us know the quantity required so that we can work out the premium and freight charges.
请你说明需求数量.以便我们计算出保险费和运费.
亚历山大: I'm going to place a trial order for 1,000 units of a dozen fireworks and 500 cartons of mosquito coil incense.
我们打算试订一千打烟火和五百箱蚊香.
布鲁斯: All right. Here are our F.O.B. price lists. All the prices are subject to our final confirmation.
好吧!这是我们的FOB价目表.所有的价格都以我方最后确认为准.
亚历山大: Your price is reasonable but I wonder if you would give us a discount. You know for the products like yours we usually get 2% or 3% discount from European suppliers.
你方的价格很合理.但我想知道你们能否给一个折扣?像这样的商品.我们通常从欧洲供货商那里得到百分之二到百分之三的折扣.
布鲁斯: We usually offer on a net basis only. Many of our clients have been doing very well on this quoted price.
我们通常只报净价.我们的许多客户在这个报价上都做得很好.
亚历山大: Discounts will more or less encourage us to make every effort to push sales of your products.
折扣或多或少能给我们一些鼓励.能使我们更加努力地推销贵方的产品.
布鲁斯: The quantity you ordered is much smaller than those of others. If you can manage to boost it a bit, we'll consider giving you a better discount.
你们订的数量比其它客户少很多.如果你们能试着增加一点数量.我们会考虑给予适当折扣.
亚历山大: As far as a trial order is concerned, the quantity is by no means small. And generally speaking, we like to profit from a trial order. I hope you'll be able to meet our requirements.
做为试购.这个数量绝不算少了.一般来说.试购总应得到些利润.希望你方能满足我们的要求.
布鲁斯: Well, as this is the first deal between us, we agree to give you an one-percent discount as a special encouragement.
由于这是我们的第一次交易.我们同意作为特殊照顾给予你们百分之一的折扣.
亚历山大: 1%? That's too low a rate. Could you see your way to increase it to 2%?
百分之一?那太少了.能不能想办法增加到百分之二?
布鲁斯: I'm afraid we have really made a great concession, and could not go any further.
恐怕不行了.我们确实已做出了很大让步.无法再增加了.
亚历山大: It seems this is the only proposal for me to accept. I'll come again tomorrow to discuss it in detail.
看来.这是我唯一能接受的条件了.明天我再来和你们讨论细节问题.
布鲁斯: All right. See you tomorrow.
好吧!明天见.
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