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1、【精品文档】如有侵权，请联系网站删除，仅供学习与交流商务模拟谈判词.精品文档.旁白：German Benz Automobile Corporation, a famous century-old enterprise in Germanys automobile industry, produce various premium automobiles with Benz brand, having great market share and enjoying high prestige both at home and abroad. Shanghai Automobile Export
2、 and Import Ltd. mainly sell imported automobiles with premium brands -Benz, GM, VW or other famous ones. Recently, a new product launch was hold, demostrating a latest type of cars-Benz A-Class, produced by German Benz Automobile Corporation.Shanghai Automobile Export and Import Ltd. had great inte
3、rest in these cars and contacted German Benz Automobile Corporation for more detailed information. Finally, they knew that Benz A-Class cars are modern, fashionable and multi-fuctional products with premium quality and design. No matter when you reserve them in your home or drive them on the road, o
4、r no matter you drive them in the daytime or at night, its eye-catching and can bring you convenience, give you confidence, and make you feel comfortable. In addtion, lots of celebrities advertise for them.Then, after a series activities of enquiries and replies, offers and counter-offers, Shanghai
5、Automobile Export and Import Ltd. had strong intention to purchase Benz A-Class cars, while there were still some detais remained to be discussed. Invited by German Benz Automobile Corporation, the negotiating team flied to Stuttgart, Germany, and now they are being brought from the airport to Germa
6、n Benz Automobile Corporation and the General managing is waiting for them.General manager :A, exporter(tang ni ) B, importer(chen qun tian) General Manager Assistant: C: importer (Zhang Qilu) D: (Qiu Yuan exporter)开场 (刚到公司)A: Oh, you must be the General manager, Mr Chen from Shanghai Automobile Exp
7、ort and Import Ltd.B: Yes, I am. And you are Ms.Tang, arent you.A: Yeah, nice to meet, Mr Chen.B: Its my pleasure to see you too.A: Im sorry for not being able to pick you up at the airport, you know, lots of things need to be dealt with.B: Well, its fine. This is our negoyiating team members.A: Gla
8、d to meet all of you, welcome to our corporation.C: Nice to meet you too. Its really great to be here.A: Thank you. Then , How was your flight?B: Quite good, an pleasant trip in spite of the long way from Shanghai to Sttutgart.A: I bet youd like to freshen up a bit. B. Thank you. Thats very thoughtf
9、ul of you. Anyway, we are not so tired. Sunny and a light breeze, a nice day , isnt it ?. It couldnt be better.A . It means a good prospect , doesnt it ?B . I cant agree with you more.A . So lets pray for a nice cooperation.B. Yeah, I really hope so.A .All right . This way, please.(进谈判室)AHave your s
10、eat, please.BThank you. First, Id like to introduce our members. This is my assistant Zhang Qilu, the Marketing Manager Wuxue, her assistant Zou Liufang, Sales Manager Wang Zhaoxia，Purchasing Manager long Yunzhen and Legal Adviser Chen Wenqin.A: Yeah, welcom. Well, our side: my assistant Qiu Yuan, t
11、he Marketing Manager You Xiuzheng, Sales Manager Zou Tingting, Manager of R&D Nie Meihong and Legal Adviser Liu Yanghui. Then lets get started right now.B: Ok.(手势指向张琦露)C: Well, your products-A-Class cars are really nice. We are willing to establish good relationship with you, while we couldnt agree
12、to all the clauses. There are still some details we need to discuss, say, price, pakcing, shippment and insurance.D：You know, for some requirements, its also hard for us to meet them. So, lets settle them one by one. C: Ok, the first one is price, Ms.Wu, please.Marketing Manager : A：(进:Marketing Man
13、ager Wu Xue) B:（出: You Xiuzheng）A: Yeah, Id like to get the ball rolling by talking about prices. B: OK, I will answer any questions you may have.A: The price you quoted seems rather on the high side. I mean, 200,000 Yuan/per set is a little stiff for our exporting. B: You know, the price is on CIF
14、basis and Benz A-Class cars are the latest products of our company. Taking the design and quality into consideration, I think the price is reasonable.A: Well, I admit that the quality is good, while, you see, this is our first time to do business. Wed like to establish long-term relationships with y
15、ou, if you could reduce the price, say by 25%.B: That seems to be a little high, Mrs. Wu, I also hope we can be good business partners, but I dont know how we can make a profit with those numbers. A: If we export your cars at the original price, we may have no choice but to sell it to our customers
16、also with a high price. Perhaps that will affect overall sales of your new product in our country. Dont you think so?B: Uhhow about increasing your exporting quantity from 50 sets to 80 sets? In that case, maybe well considering give you a discount.A: Wow, its uhyou know, we are just trying to place
17、 a trail order with you, because we dont know wheter your new cars will be popular in our market. Its difficult to do so considering great potential risks.B: I understand that. Maybe you could see it from another view. I mean, just because these are the latest cars with Benz brand, people, especiall
18、y those people who love fashionable and practical cars would like to purchase them.A: Uh, sounds reasonable, let me think.so please tell me how much discount you would give provided that we agree with you?B：We suggest a compromise10%.A：Thats a big change from 25%！ 10% is beyond my negotiating limit.
19、 Any other ideas？B: Its about the best we can do.A: Oh, Ive got an idea. I would like to suggest a separate discount?B: Separate discount? Would you please explain it?A: Yeah, I mean we get 20% discount for 50 sets, 15% for the rest 30 sets.B: I see what you mean, well, Im trying my utmost to reach
20、some middle ground. How about 17% for 70 sets and 13% for 50 sets. I hope you would accept it.A: Thats a lot to sell, with very low profit margins. Well appreciate it if you reduce “70 sets to 60sets” and “50 sets” to “40 sets. B: Uh, no problem, I can agree to that.A: Well, Im glad weve settled it.
21、General Managers assistant: A: (出：Qiuyuan) Marketing Managers assistant: B: (进：Zou Liufang)A: So, the next one must be the question of payment terms, isnt it?B: Yes, let me discuss it with you.A: Uh, the payment terms-documentary collection is really beyond our acceptance. Besides, you didnt make it
22、 clear.B: Well, so whats your suggestion?A: We usually accept L/C payment.B: Any alternatives? I mean maybe this time you could give us D/A as an exception. We will appreciate it if this can be done.A: Iam afraid it wont be possible since we may bear great potential risks, you knowplease forgive my
23、frankness. We insist on irrevocable letter of credit payable against presentation of shipping documents.B: I fully understand your position. An irrevocable letter of credit ensures that the seller gets paid in time. But, on the other hand it would add to the buying costs. So, its really difficult fo
24、r us to completely agree with you.A: As to the costs, it will definitely translate into profits in the future, you know.B: But, on our part, our government is reluctant to approve of L/C payment for our import. And there is the licensing problem.A: I understand that. Still, I m not in a position to
25、help you. If we can build a long-term business relationship, maybe we will deal with this problem later.B: So you mean to insist on payment by L/C for this contract?A: Yes .The mode of payment must suit specific circumstances.B: How about getting to each other half way. I mean you could give us usan
26、ce L/C at 90 days sight.A: Oh, thats a tough requirement. Maybe it would be possible if you say at 30 days.B: Well, you know we really need some time to deal with the licensing problem.A: Ok, so lets further compromise to each other, I mean, at 60 days sight. I hope you could accept it.B: Well, that
27、s a deal. I only hope we can agree on more convenient payment terms next time.A: It would be possible. B: Im look forward to that day.C: Then, next problem is packing. Ms. Long, are you ready?(张琦露)Purchasing Manager : A: (进：Long Yunzhen) B: (出：Nie Meihong)A：Yes, about the package, I want to say that
28、 since we have got several deals on other terms, I think, some small problems about package will be easy to handle ,isnt it ?B: Im very glad to deal this problem with you. What do you think we should do about the package?A: You know, this kind of car is the newest style in the market now, so we must
29、 promise that the car will be shipped safely.B: I agree with you. What requirements do you have?A: The outer packing is very important. We need the steel holder to support cars which can keep them balance. And also we need some waterproof material to cover the whole car.B: Yes, we will use steel hol
30、der to keep the car balanced, and the polythene wrapper to cover the whole car which is waterproof.A: But I still have some doubt. If cars are moved about on a wharf, the rain drop may get into them. This would make the cars get rusty. How can you solve this issue?B: No need to worry about that. The
31、 cars are lined with polythene sheet and are water proof. Besides, we have our own warehouse; these cars will be put into separate space. They wont be stowed with other heavy cargoes. And also, we will ask the factory to use double straps to fix the car. Anyway, we can promise all the cars safeness.
32、A: Maybe you are right about this, but I still have another problem. We want you to pack these cars three in a container not four. because in this way we can provide more space for cars to avoid squeezing each other. What do you think of this?B: About this problem, if we only pack three in a contain
33、er, there will be much space left, which will cause a waste of resources. And also we need to book more shipping space which will add our expenses, so we cant promise this.A: Yes，I know there will be more cost, but if you do this, you can guarantee that the car will avoid damage, so you wont need to
34、 bear losses caused by damage. If you do this, youll reduce risks during transit. Isnt it favorable to you?B: Eh, I need to discuss this with my team.B: I can accept your suggestion about three cars in a container, but I think the relative extra costs should be borne by you.A: We are not willing to
35、pay extra costs because its your obligation to bear the relative extra costs and it can benefit for you. But if you insist on four in a container, once there are some damages about these cars, you need to pay the compensation. If so, you also need to add costs, so why dont you accept our suggestion?
36、B: We have years of experience in this line. And four in a container is standard and every time our goods have little damage, so we can do our best to promise it. If any damage happened, we will give you compensation unconditionally.A: Eh, let me think. (Discuss with team)A: After discussion with ou
37、r team, we accept your terms.Sales Manager: A：(买：Wang Zhaoxia) B：(卖: Zou Tingting)A：As we have talked orally through e-mai and telephone before we meet, now we want to know the possibility of earlier shipment.B：Yes, and we agreed on “prompt shipment”, didnt we?A Right, but we all agree that “prompt
38、shipment” is an ambiguous term and that different people may interpret it differently.B Then what is your suggestion?A We had better make it more specific. The instruction form my home office says we needs the goods for the New Year rush. The goods must come into the market in early December. So you
39、 have to make delivery in October, as the commodities must go through complicated customs procedures at our end.B To make shipment in October? Oh, my god! It is impossible for our manufacturers to finish the large order in the stipulated time, because the cars under your order are state-of-the-art i
40、n the line. But since you are in urgently need of the goods, we can do our utmost to dispatch the first 60 sets under this order in October ,the remaining 40 sets of the consignment will be shipped in November without further delay. Can you agree with partial shipment?A Since the goods are urgently
41、required by our customers, we have no alternative but to accept your recommendation, but you must make it as certain that the punctual shipment of this consignment, otherwise you will cause us great inconvenience and we believe it will do great harm to our future business.B We are assure of you punc
42、tual shipment but I was consulted our forwarding agent yesterday, I was informed that the direct vessels sailing for your port are few and far between, the shipping space has been fully booked up to the end of October.The forwarder said that the only solution is to make shipment at HongKong.A But tr
43、ansshipment will cause us many trouble and the goods are subjected to damaged due to the rough handling, you know, the cars are sophisticated with high technology, any damaged will bring us a great loss.B We have no other choice but to agree transshipment if you want to make the shipment in October,
44、 otherwise, we can only make shipment in November.A Just a minute, let me have a discussion with my colleagues. 。In order to launch the new product into market early and cover a market share quickly, it seems that we had better accept your suggestion and allow transshipment.B yes, that is true, in t
45、his case, you also must bear the additional charges.A That is no problem。 Legal Adviser: A：（出：Liu Yanghui） B: （进：Chen Wenqin）A:Well, finally, it comes to insurance. Shall I have your specific requirements? B:Thanks. Our price is confirmed by CIF, Shanghai. That means your side will buy the insurance
46、 and bear the insurance premium. A: You said it. Actually, it is our interest to insure the goods ourselves. Besides, our insurance company Allianz, the largest insurance company in Europe , has a good prestige and can offer high quality services. B:Perfect . We a re sure it will. May I ask what exa
47、ctly insurance covers according to your usual CIF terms ? A:Well, we can cover all basic risks like WPA, FPA and AR as stipulated in the Ocean Marine Cargo Clauses of Allianz, which almost the same marine insurance regulations as that of PICC.B:And what about the Extraneous Risks like Hook Damage Ri
48、sks, Clash and Breakage Risks, TPND and other relevant coverage?A:We can offer the additional risks if you wish, but the extra premium is to be borne by you as our usual practice.B:I see. We would like you to effect insurance against these risks. As you know it is necessary to protect the consignment. A: No problem. Have you more questions about insurance?B: Yes. Now could you let me know how to calculate the insurance premium?A: Of course. First, you can find out th