1、商务谈判文稿姓名 第一轮 第二轮赵健英Janet 买方翻译 卖方老板苏东淼Elaine 买方老板 卖方翻译张雅文Angela 卖方老板 买方翻译任 婵Sophia 卖方翻译 卖方老板IntroductionThe buyer Elaine is an English fitness supplies distributor; her company wants to buy Exec-U-ciser from company EDU. Angela is the Chinese manager of the company EDU. BeginningElaine：Nice to meet y
2、ouAngela：Nice to meet you，tooElaine: Id like to get the ball rolling by talking about prices. Sophia:咱们直接谈价钱吧Angela:好的，有什么问题尽管问吧。Janet: Shoot. Id be happy to answer any questions you may have. Elaine: Your products are very good. But I m a little worried about the prices you are asking. Sophia:你们的产品
3、质量很好。但是，关于贵方所提价格我方不太满意。Angela：贵方认为我方要价太高？Janet: You think we about be asking for more? (Laughs) Elaine: Thats not exactly what I had in mind. I know your research costs are high, but what Id like is a 25% discount. Sophia：贵方要价我方不太认同，我方知道你们技术研究费用高，但我方希望有25%折扣。Angela：25%折扣有点高，我们无利可图。Janet: That seems
4、to be a little high, Mr. Smith. I dont know how we can make a profit with those numbers. Elaine: Well, if we promise future businessvolume salesThat will slash your costs for making the Exec-U-ciser (健乐美:execute your exerciser), right? Sophia: 如果我们日后有大批量业务往来，贵方可以降低产品价格吗？Angela：当然，但是我方无法确保贵方日后会与我方有大的
5、订单业务往来。我方需要未来合作的保证书，而不只是口头承诺。Janet: Yes, but its hard to see how you can place such large orders. How could you turn over so many? (Pause) Wed need a guarantee of future business, not just a promise. Elaine: We said we wanted 1000 pieces over a six-month period. What if we place orders for twelve mo
6、nths, with a guarantee? Sophia:我方曾经说六个月订购一千件产品，如果我方现在下 12 个月的订单，对贵方会是一个有力的保证吗？Angela:如果贵方可以签下保证书，我想我们可以对价格进行进一步的商讨。Janet: If you can guarantee that on paper, I think we can discuss this further. (After Angela reported Elaines plans，boss was satisfied with the buyers plan. But he hoped Angela can kee
7、p a tough attitude on discount and get the bottom line of buyer.) Angela：尽管贵方是大批量订购，希望贵方也不要期望我方会有大幅度降价。 Janet: Even with volume sales, our costs for the Exec-U-Ciser wont go down much.Elaine: Just what are you proposing? Sophia:那贵方的意思是？Angela:我们可以给一定的折扣，但是 25%的折扣会大幅削减我方利润额。我们可以折中一下10%。Janet: We coul
8、d take a cut on the price. But 25% would slash our profit margin. We suggest a compromise10%. Elaine: Thats a big change from 25! 10 are beyond my negotiating limit. (Pause) Any other ideas?Sophia: 这和我们所要求的 25%差价太大，超出了我方价格底线。还有商量余地吗?Angela：我们现在无法决定，明天我们再继续吧。Janet: I dont think I can change it right
9、now. Why dont we talk again tomorrow? Elaine: Sure. I must talk to my office anyway. I hope we can find some common ground on this.Sophia:当然，我也要向我的老板汇报，希望我们明天可以达成一致。NEXT DAY Sophia: Robert, Ive been instructed to reject the numbers you proposed; but we can try to come up with some thing else. Elaine
10、:-经我方领导商讨对贵方的要价我们无法接受，但是，我们可以进一步协商。Angela: I hope so, Dan. My instructions are to negotiate hard on this dealbut Im try very hard to reach some middle ground. How about 15% the first six months, and the second six months at 12%, with a guarantee of 3000 units? Janet: 我方也希望如此，。我方愿努力协商与贵方达成一致。在前六个月 15
11、%折扣，后六个月 12%折扣，前提必须保证 3000 件的订单量。Sophia: Thats a lot to sell, with very low profit margins. Elaine:这么大的订单，利润却很低。Angela: Its about the best we can do, (Pause) we need to hammer something out today. If I go back empty-handed, I may be coming back to you soon to ask for a job. (Smiles)Janet:这是我方可以做的最大让
12、步，我们今天需要敲定价格。如果双方达不成协议，我明天只能去贵公司应聘。Sophia: (smiles) OK. 17% the first six months, 14% for the second? Elaine:好的， 17%前六个月，14%后六个月，怎么样？Angela: Good. Lets iron out the remaining details. When do you want to take delivery?Janet:好吧，我们确定一下具体事宜，贵方希望我方何时发货？Sophia: Wed like you to execute the first order by
13、the 31st. Elaine:我方希望贵方在 31 号前履行第一个订单。Angela: Let me run through this again: the first shipment for 1500 units, to be delivered in 27 days, by the 31st. Janet:我们再确认一下：第一批船运 1500 件，27 天内发货，31 号前到达。Sophia: Right. We couldnt handle much larger shipments. Elaine:好的，但是我们没有那么大的载货量。Angela: Fine. But Id pre
14、fer the first shipment to be 1000 units, the next 2000. The 31st is quite soon - I cant guarantee 1500. Janet:那么第一次装运 1000 件，第二次 2000 件。时间紧，我们不能保证 1500 件在31 号前运达。Sophia: I can agree to that. Well, if theres nothing else, I think weve settled everything. Elaine:没问题，那么，如果没有其他问题，我们签合同吧。Angela: that we
15、began to sign it. (Both for its secretary in the contract and pens)Janet：那我们就开始签约吧。（双方秘书为其呈上合约书及笔）Sophia: before signing I want to read it again.Elaine：签约之前我想再看过一遍Angela: of course. Take your time.Janet：当然，你慢慢看吧Sophia: it looks fine to me.Elaine：看起来好像没什么问题Angela: so, just sign there on the bottom.Janet：那么，就请在下面这里签个名。Sophia: I signed it. General Manager (parties mutually grasp) stand upElaine：我签好了。 （双总起立互握）Angela: very glad to cooperate with your companyJanet：很高兴能与贵公司合作Sophia: its my pleasure.Elaine：荣幸之至
