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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谈判对话剧本.精品文档.商务谈判实战对话：商讨价格第一场 接机S: How do you do, Miss.Wu? nice to meet you. W: How do you do! Welcome to Putian.I am the manager of xxx company.Here is my business card.(递名片)S: Thank you. Here you are. Its very nice of you to meet us at the airport. W: Youre welcome. May
2、I introduce my collegue Wangchunlian? Miss wang is our sales manager. S: Glad to meet you, Miss Wang. This is my assistant.Miss Zhu.C/Z: Glad to meet you, too. W:How was your journey?S:The flight is OK.C:We have reserved a suite for you in Hilton Hotel.I will take you to the hotel later.If you need
3、anything else.do let us know!S:Thank you for being so helpful.C:Here is your agenda. Tomorrow we will pick you up at 8 oclock a.m. And there is a welcoming dinner tomorrow night. Z:Thank you!W:This way please.第二场： 第一次谈判 S: Id like to get the ball rolling by talking about your product.W: Shoot. Id be
4、 happy to introduce our product. C:This is our catalogue. (介绍茶 展示茶)S: Your product is very good. But Im a little worried about the prices youre asking. I can tell you at a glance that your prices are much too high. W: You think we about be asking for more? Im surprised to hear you say so. You know t
5、hat the cost of production has been skyrocketing in recent years.Z: We only ask that your prices be comparable to others. Thats reasonable, isnt it? Thats not exactly what I had in mind. I know your research costs are high, but what Id like is a 25% discount.W: That seems to be a little high. I dont
6、 know how we can make a profit with those numbers.S: Well, if we promise future business - volume sales - that will slash your costs for tea, right?C: Yes, but its hard to see how you can place such large orders. How could you turn over so many? Wed need a guarantee of future business, not just a pr
7、omise.Z: We said we wanted 1000 pieces over a six-month period. What if we place orders for twelve months, with a guarantee?W: If you can guarantee that on paper, I think we can discuss this further.双方自己讨论阶段激烈谈价格Z:We have studied your proposal with profit, but,generally it seems to not fit with our
8、needs.C: our prices for the Tea wont go down much.W: So what are you proposing ?We could take a cut on the price. But 25% would slash our profit margin. We suggest a compromise -10%.?S:According to your catalogue,your prices are quoted on FOB shanghai basis. We think your offer is too high, which is
9、 difficult for us to accept.C:Our offer is reasonable and realistic. It comes in line with the prevailing market. well, if you take quality into consideration, you wont think our price is too high. W:If we change the quotation on CIF NewYork basis.S:Now that, you make a compromise.we accept your quo
10、tations.W: Good Corporation. Lets sign a contract tomorrow.Z: Im very glad that we finally come to an agreement after repeated negotiation. W: I wish we will have further cooperation in the future. Oh, its time for dinner. We have made a reservation at Hilton Hotel.C: And we prepared traditional Chi
11、nese food for you. S: Congratulations to our success.第三场 晚宴 (Arrangement for business dinner)C: Good evening ladies and gentlemen.The welcome dinner will begin now. Now, lets welcome the Chinese company of general manager and the * company. W: Thank you for your coming and taking the time to attend
12、the banquet. I hope you all can have a great time in these days, and hope our friendship can go further. Now I suggest that we work for this success visit, and for our corporation.Z: This is my second time to be here. Im very impressed on China. I like Chinese food very much. What impressed me most
13、are Ma Po Bean Curd, Sweet and Sour Pork, and Peking Duck.C: Yes, you can enjoy them tonight.S: Miss Wu, thank you for your warm reception. On behalf of the*company, I wish to express our heartfelt thanks to you. May I invite you to join me in a toast to the enduring friendship between us.W: To the
14、success of our business. Cheers!第四场 签合同S: Id like to look this over before I sign it.签约之前我想再看过一遍。W: Of course. Take your time.当然，你慢慢看吧。A: It looks fine to me.看起来好像没什么问题。W: Just sign there on the bottom.那么，就请在下面这里签个名。C: Heres your copy of the contract.这是你的那一份合同。S: Good. I m glad were all done.太好啦，我真高兴一切都完成了。W: We expect we could establish further corporation.