商务英语谈判：价格、包装等谈判案例

　　A:为出口公司 B:为国外进口公司

　　场景一： 价格谈判

　　A和B开门走进办公室……

　　A: please take your seat,---

　　B:Thank you.

　　A:After anttending our new product launch meeting,you must have a detail idea about our products,---.Now please let me know what kinds of flowers you are interested.

　　(A递给B 一个产品目录册，B迅速地翻阅并作出标记)

　　B:Yes,your flowers are pretty beautiful and leave me a deep impression.

　　(A接过B递回的册子，翻阅)

　　B:And I’d like to get the ball rolling by talking about the price.what prices will you offer for these I’ve marked?

　　A:---,before we quote price please tell me how many flowers you are going to buy.

　　B:for No.10 we’d like to phurchase 1500 units,No.20,1000 units and 1000 units for No.30.

　　A:The usual price for No10 is 25 USD,for No20,35,and No30,50USD.they are all on the trade term of CIF Sydney.

　　B:I think it’s unacceptable for us,you know the market has shrinked a lot during the economic ressesion period.

　　A:we understand it,but you know these flowers are good for value.And they are newly cultivated after we tried a lot for genetic transplant.I believe you know the cost we spent.

　　B:yes, I know that,---,it’s because of that ,I hope we can cooperate to open the market.If the price is reasonable, the large volume sales will be easy to reach,and that can remedy your large cost,right?

　　A: (考虑片刻)Considering it’s the first time we do business and long-term cooperation in future, we can cut 1 USD for the price which we usual don’t do .

　　B:1 USD? It makes no difference.we need more.and to be frank,we want the price to be 20,25 and 40 USD for each kind.

　　A:No,no,no,I think you are kidding….---,that’s a big cut ,and it will make us have no returns.

　　B:(表情严肃，犹豫片刻)Then how about 22,30 and 45 USD.

　　A:That’s still leave us a little of margin,but increase 500 hundreds units for each kind,we can make it.

　　B:That’s hard for us,you know it is a large size,and we can’t keep them for a long time.

　　A:The season of large demand for flowers is coming,we guarantee the delivery within 1 month, that can be helpful for your quick sale.

　　B:The delivery should be within 1 month, otherwise I cannot place the order. Now let’s reach some middle ground,you allow a 20% discount,I increase the order quantity by 500 hundreds units at that new price.

　　A:20% discount? The policy regulates the maxium discount is within 15% in our company. And if you want to get the discount,the units you ordered have to overpass 2000 for each item.

　　B:2000 units?we can’t take that many.Though you can’t offer us 15% discount,10% is ok.I hope you can accept it.---

　　A:---,we can grant 8% at most,that’s the best we can do.And I ensure we have allow the prelivige for you.

　　(A’s cellphone rings)

　　A:Sorry,---,please allow me to spare a few minutes for answering the phone.

　　B:please help yourself.

　　(A走出办公室，B掏出手机打电话)

　　B:hello,is that ---,this is --- calling from---

　　C:Hi,---,this is ---,How is the business going?

　　B:It’s tough.we are discussing price.Have you seen the brochures I sent.For No10,20 and 30,they offer us unit price of 20,25 and 40 USD on trade term of CIF Sydney with quantity of 2000,1500 and 1500 for each kind,and they also allow a 8% discount,but I want to win more.What’s your idea?

　　C:I have checked that.they have a good reputation and quanlity products,and the price condition is also competetive,if you can’t go further,accept thatl.

　　B:Ok,I get it.bye

　　A接完电话回来

　　A:Sorry,I’ve be delayed. It’s an important call from my gerenal mangage. Let’s continue.(拿着册子看了下)I ensure we have offered you our best price. And I really hope we can begin our business relationship from this transaction.

　　B:You are a good negotiator,and I accept that.

　　A:Great,that’s a deal.After a long negotiation,you must be tired.Now let’s go to have a rest and drink some coffee.