商务英语谈判案例
实例1：
Jay is a bissiness who works on gymnasium equipment，and it was the first meeting between yoyo and him. In just a few minutes of the conversation, yoyo felt that this big fellow with a straightforward appearance kept a mind of a cunning rabbit .Known that the guy was skilled in this way ,he took great care in the negotiation.
In the first round ,their covercition was as follows:
D: shall we start? R=Yoyo
R: yes. I’d be glad to answer any questions you may have.
D: Your product leaves me a deep impression. But I'm a little worried about the prices.
R: Don’t worry. Before we quote the price, plz tell us the exact quantity you want.
D: I’m not sure still. I know your research costs are high, but I prefer 20% discount.
R: No, no.no.you must be kidding. That’s a big cut, and it will make us no profit.
D: if we promise future business that will reduce your costs for products, right?
R: Yes, but it's hard to see how you can place such large orders. (Pause) We need a guarantee of future business, not just a promise.
D: We said we wanted 500 pieces over a 3-month period. What if we place orders for 6 months, with a guarantee? R: If you can guarantee that on paper, I think we can discuss this further. But even with volume sales, our coats won't go down much.
D: so, what are your propose?
R: We could give you a cut. But not 20%,we can grant 10% at most, that’s the best we can do.
D: That's a big change from 20! 10 is beyond my deadline. (pause) Any other ideas?
R: I don't think I can make a decision 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 on this.
NEXT DAY
D: yoyo, sorry to tell you that we cannot accept your quotation; let’s came up with some thing else.
R: I hope so, jay. My aim is to negotiate hard on this oeder――but I'm trying very hard to reach some middle ground. D: I understand. We suggest a structured deal. For the first 3 months, we get a discount of 15%, and the next 3 months we get 12%.
R: Dan, I can't bring those numbers back to my office――they'll reject it directly.
D: Then you'll have to think of something better, yoyo.
R: How about 12% the first 3 months, and the second 3 months at 10%, with a guarantee of 1500 units?
D: That's a large numbers to sell, with such low profit.
R: It's about the best we can do, jay. (pause) We need to figure something out 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., 12% the first six months, 10% for the second?!
R: so,that’s the deal. D:yes,nice cooperation!(握手)
实例2：
Business Negotiation
A: The seller Miss Lin representing Huaxin Trading Co.,Ltd.
B: The buyer Mr. Cai representing James Brown&Sons Co.,Ltd.
A: Good morning, Mr. Cai. Glad to meet you.
B: Good morning, Miss Lin. Its very nice to see you in person.
Let me introduce my colleagues to you. This is my manager, Mr. Jia.
A: How do you do? Mr.Jia.
B: How do you do? Miss Lin. Nice to meet you.
B: ....And this is Mr. Wang. He is in charge of sales department. This is Miss Huang. She is in charge of business with clents.
A: Nice to meet you, Miss Huang, Mr. Wang.
B: Nice to meet you, Miss Lin.
A: How are things going?
B: Everything is nice.
A: I hope through your visit we can settle the price for our Chinaware, and conclude the business before long.
B: I think so, Miss Lin. We came here to talk to you about our requirements of HX Series Chinaware. Can you show us your price-list and catalogues?
A: Weve specially made out a price-list which cover those items most popular on your market. Here you are.
B: Oh, its very considerate of you. If youll excuse me, I ll go over your price-list right now.
A: Take your time, Mr. Cai.
B: Oh, Mr, Wang. After going over your price-list and catalogues, we are interested in Art No. HX1115 and HX 1128, but we found that your price are too high than those offered by other suppliers. It would be impossible for us to push any sales at such high prices.
A: Im sorry to hear that. You must know that the cost of production has risen a great deal in recent years while our prices of Chinaware basically remain unchanged. To be frank, our commodities have always come up to our export standard and the packages are excellent designed and printed. So our products are moderately priced.
B: Im afraid I cant agree with you in this respect. I know that your products are attractive in design, but I wish to point out that your offers are higher than some of the quotations. Ive received from your competitors in other countries. So, your price is not competitive in this market.
A: Mr. Cai. As you may know, our roducts which is of high quality have found a good market in many countries. So you must take quality into consideration, too.
B: I agree with what you say, but the price difference should not be so big. If you want to get the order, youll have to lower the price. Thats reasonable, isnt it?
A: Well, in order to help you develop business in this line, we may consider making some concessions in your price, but never to that extent.
B: If you are prepared to cut down your price by 8%, we might come to terms.
A: 8%? Im afraid you are asking too much. Actually, we have never gave such lower price. For friendships sake, we may exceptionally consider reducing the price by 5%. This is the highest reduction we can afford.
B: You certainly have a way of talking me into it. But I wonder if when we place a larger order, youll farther reduce your prices. I want to order one container of HX1115 and 438 sets of HX1128.
A: Mr. Cai, I can assure you that our price is most favourable. We are sorry to say that we can bring our price down a still lower level.
B: Ok, I accept. Now lets talk about the terms of payment. Would you accept D/P? I hope it will be acceptable to you.
A: The terms of payment we usually adopt are sight L/C.
B: But I think it would be beneficial to both of us to adopt more flexible payment terms such as D/P term.
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