商务谈判对话示范（谈判技巧）.docx

商务谈判对话示范　　在商务谈判中，为促进交易，双方在价格上都要作出一定程度的让步下面小编整理了商务谈判对话示范，供你阅读参考商务谈判对话示范：对话加注释　　Dialogue 1:　　A: So, thank you for coming, everyone. Its really a pleasure to see you all here. First of all, may i suggest you take a look at the agenda i sent you? Would you like to make any comment on that?　　B: Yes, i wonder if we can begin with shipment question first. We really need to come to an agreement on that before anything else.　　A: Thats true, but its also a very difficult issue. Thats the reason why i put it last. I thought it might be a good idea for us to start with the points we have in common. Well move on to the shipment issue after that.　　B: All right. That sounds reasonable.　　A: Well, before we go any future, I would like to say strongly how i feel that its in both our interest to reach an agreement today. The market is becoming even more competitive and our combied strength will give us some big advantages, not least in terms of the dealer network. Now, i think Richard would like to say a few words about that.　　点睛注释：　　1. make comments on sth 对某事进行评论　　Example: Would you make comments on our womens garments in current design?您对我们流行女装款式有何评论　　Oh look very nice! 哦，看起来很漂亮　　2. have sth. in common: 有共同点　　Example: The two firms have very little common in selling strategies. 这两家公司在销售策略上没有什么共同点。

　　3. in the interest of: 符合......的利益　　Example: The stable and healthy business relations are in the interest of our sides. 稳定健康的贸易关系符合双方的利益　　Dialogue 2　　A: Hello, Mr Wang, nice to see you again. How are you?　　B: Fine, thank you ,and you?　　A: Im fine, we just moved in our new house. Everything is in a great mess. Its a nightmare. But ill appreciate not having to spend so much time commuting to my work every day.　　B: Yes, it took me nearly one hour to get here today. Bus service in this area is not so good.　　A: Well, will you like a cup of coffee?　　B: Thank you, that would be nice.　　A: Milk or sugar?　　B: Black will do, thank you.　　A: So, hows business in your section?　　B: Not too bad. We have a lot of work to do as far as our contract George is concerned this time.　　A: Then i think you can say a few words about that first.　　点睛注释　　1. in a mess: 乱成一团　　Example: Since 9 O clock , Mr. Gill has been sorting out the shipping documents which are in a mess in the files.　　从九点以来,吉尔小姐一直在整理文件夹里乱成一团的海运单据.　　2. commute: 乘通勤车上班　　Example: I commute to work from Shenyang to Fushun on weekdays.周一到周五我从沈阳到抚顺乘通勤车上班.　　bus commuter 乘通勤汽车上班的人 train commuter 乘通勤火车上班的人　　3. as far as sb./sth. be concerned: 就什么而言; 至于　　Example: As far as i am concerned, i agree with Jack on this point.就我而言, 我同意杰克的观点.　　As far as color is concerned, Tom prefers black. 就颜色而言, 汤姆更喜欢黑色.　　Dialogue 3　　A: Will you have a cup of coffee, Mr. Wang?　　B: No. Dont bother, please.　　A: Of course, i dont know Smith at all, but youve got to be on your guard against George. I told you about our negotiating with him in New York three years ago, didnt I?　　B: I am sure you did. Can we focus on the final packing today, Mr. Brown? We mustnt get stuck in the price. They are going to knock us down. We have got some room to maneuver.　　A: Thats right, George is the head of Marketing Department.　　B: What we must keep in mind is that we can make a concession if they push us on staff cut.　　A: Oh we dont need to worry about that, Mr. Wang. We will just play it by ear.　　点睛注释　　1. be on ones guard against sb./sth. 小心，防范　　Example: We must be on our guard against pickpockets on a bus.在公交车上我们要小心扒手。

　　2. focus on sth. 集中精力于......之上　　Example: We should focus our attention on the demands at the overseas market.我们应该集中注意一下海外市场的需求　　3. knock sb. down 打倒，使屈服　　Example: They are attempting to knock us down in terms of price.他们试图让我们在价格方面让步　　4. keep/bear sth. in mind 记住，牢记(英国都用remember)　　Example: Please keep in mind that youll arrive punctually for the meeting tomorrow.请记住明天开会要准时商务谈判对话示范：情景对话　　M: Mr. Liu, what kinds of sales do you think you could get?　　R: Well, to begin with, wed have to insist on sole agency in Taiwan. We believe we could spike(激增) sales by 30% to 40% in the first year. But certain conditions would have to be met.　　M: What kinds of conditions?　　R: Wed need your full technical and marketing support.　　M: Could you explain what you mean by that?　　R: Wed like you to give training to our technical staff; wed also like you to pay a fee for after-sales service.　　M: Its no problem with the training. As for service support, we usually pay a yearly fee, pegged to(根据)total sales.　　R: Sounds OK, if we can come to terms(达成协定) on how much is fair. As for marketing support, we would like you to assume 50% of all costs.　　M: Wed prefer 40%. Many customers learn about our products through international magazines, trade shows, and so on. We pick up the tab(付款)for that, but you get the sales in Taiwan.　　R: Well think about it, and talk more tomorrow.　　M: Fine. Wed like you to tell us ab。