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國際商務談判英文案例
在日常學習、工作或生活中，大家總少不了接觸一些耳熟能詳的文案吧，文案用于分享自己的奇聞趣事和生活日常。你還在找有意思的文案嗎？下面是小編精心整理的國際商務談判英文案例，僅供參考，大家一起來看看吧。
國際商務談判英文案例1
A:為出口公司 B:為國外進口公司
場景一： 價格談判
A和B開門走進辦公室……
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遞給B 一個產品目錄冊，B迅速地翻閱并作出標記)
B:Yes,your flowers are pretty beautiful and leave me a deep impression.
(A接過B遞回的冊子，翻閱)
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.商務談判案例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: (考慮片刻)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:(表情嚴肅，猶豫片刻)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走出辦公室，B掏出手機打電話)
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接完電話回來
A:Sorry,I’ve be delayed. It’s an important call from my gerenal mangage. Let’s continue.(拿著冊子看了下)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.
場景二：包裝、支付方式、保險等條款
A:---,we have decided the price, now let’s get down to some detail requirements of the products you order. First, we’d like to know how you would like the flowers are packed.
B: For No.10 ,each bunch of flower should be packed in a clear transparent plastic bag(透明塑料袋) ,each bag to a paper box, 100 boxes to a carton(紙板箱).we require the plastic bags should be in 7 different colors, and the quality of each bag should be grade AAA with degree of transparency(透明度) of 100%.
A: Grade AAA is large spend for us, we can’t meet your standard. The most we can do is to use gradeA. If you insist, we have to take 15 cents extra charge for
each bag.
B: If you can guarantee the quality and make sure each bunch of flower to reach customers without defections(缺點), I can agree that.
A: Please don’t worry,---,we can guarantee.
B: For No20 and No30, each pot of flower to a wooden box,each box should be moisture-conditioned.6 articles of No.20 and 6 aritcles of No30 to a wooden case.
A:It will be a waste of wood,if you use box and case at the same time.we can use wood blocks to separate the flowerpots.
B:No,I can’t agree.If having no case packing, the flowers are inconvenient to convey and easy to be broken.So please do as I say.
A:Ok.And what’s the requirement for shiping marks?
B:We need cartons and wooden boxes painting our company name for short,loading port and number.And of course,some indication marks,such as fragile,keeping upright should be put on. A:Anything more?
B:I think no more. That’s all.
A:I get it. For package,it’s setttled. Then let’s discuss something about payment. As you know for the first time we deal with business we usually accept letter of credit.
B:Letter of credit is very complex and inconvenient, I hope you can change it to remittance. That will be more flexible.
A:No, we can’t accept that. Though you are right, remittance is flexible, for us,it has more risk. It’s the policy in our company that we have to accept L/C when we are in business for the first time.
B:But I’m afraid that if there’s many times of remedy for L/C,it will waste a
lot of time, and we can’t get the flowers on the best occasion to sell. Then how about D/P?
A:Sorry,---. We have to obey the regulation.
B:But who will take the loss when you delay our time to sell the flowers?
A:Perhaps. Then I have to go against the policy. 70% of the sales money should be paid by L/C, the balance by D/P. We can’t go further.
B:Ok. What bank will be suitable for your negotiation?
A:Bank of China quanzhou branch.
B:Sorry, we have no business with bank of China,we usually choose HSBC for negotiation bank in China.
A:That will be inconvenient for us. To draw the money, we have to go to xiamen.
B:We will allow HSBC to transit its transaction to BOC. Is that ok? A:Alright.
切換場景 A給B端一杯咖啡…..
our spend. We usually commence 110% of invoice value.
B:No, we need that. It’s usual our practice and none of trade companies have ever refused it.
A:Let’s put the markup to 15%, reaching a middle ground, alright? B:At least 20%.
A:Ok, 20%. And talk about document instructions?
B:Full set of documents of ocean bill of lading in 3 orinigals and 5 copies, insurance policy, certificate original, and certificate of inspection, all certificate should mark credit number. A:Get it. Any more?
B:It seems all are included.
A:Let me check. Price, package, payment, insurance, documents. Yes ,all are well negotiated. Please have a look.---
B: (仔細看了下)All have been in the list. A:(起身，伸出手，同---握手)Thank you,---. I hope this is a very excellent begin of our business.
B: You have mentioned your price is based on CIF Sydney, but now we find that Sydney port not suitable for us to take the delivery. We’d like to change it to Melpomene[mel’pmini:].
A:I’m afraid that there’s no direct voyage to Melpomene. If so, we have to deliver the flowers in transshipment. B:Transshipment is not allowed,neither is partial shipment. Perhaps you arrange it by charter.
A:No,---,it’s a big cost. We can’t do that. If you can undertake part of the charter fees, we can manage that. B:Is Perth ok?
A:Perth is a good choice. Do you have any other requirement?
B:We also need the insurance to be effected for 130% of the invoice value covering all risks as per ICC.
A:130% and all risks? That will increase
國際商務談判英文案例2
今天Robert的辦公室出現了一個生面孔――Kevin Hughes，此人代表美國一家運動產品公司，專程來臺灣尋找加工.接洽的`加工產品市運動型“磁質石膏護墊”，受傷的運動員包上這種產品上場比賽，即可保護受傷部位，且不妨礙活動.現在，我們就來看看兩人的會議現況：
R：We found your proposal quite interesting，Mr. Hughes. We’d like to weigh the pros and cons(衡量得失)with you.
K：Mr. Robert Liu，we’ve looked all over Asia for a manufacturer; your company is one of the most suitable.
R：If we can settle a number of basic questions，I’m confident in saying that we are the most suitable for your needs.
K：I hope so. And what might be the basic questions you have?
R：First，do you intend to take a position in(投資于……)our company?
K：No，we don’t，Mr. Liu. This is just OEM.
R：I see. Then，the most important thing is the size of your orders. We’ll have to invest a great deal of money in the new production process.
K：If you can guarantee continuing quality，we can sign a commitment for 75，000 pieces a year，for five years.
R：At U.S. $1000 a piece，we’ll make an average return of just 4%. That’s too great a financial burden for us.
K：I’ll check the number later，but what do you propose?
R：Here’s how you can demonstrate commitment to this deal. Make it ten years，increase the unit price，and provide technology transfer.
國際商務談判英文案例3
A: Good morning, Miss. Glad to meet you.早上好，很高興見到你。
B: Good morning, Mr . gald to have the opportunity of visting your company and I hope to conclude some business with you。很興奮能有機會.拜訪貴公司，希望能與你們做成交易。
A:I think so ，and I don’t believe we’ve met.我們以前沒有見過吧?
B: No, I don’t think we have. 我想沒有。
A: My name is Li Sung-lin 我叫李松林。
B: My name is Cheery Smith. 您好，我是切莉史蜜斯。
A: Here’s my name card. 這是我的名片。
B: And here’s mine. 這是我的。
A: I'm our sales representative, how do you do,what can I do for you.我是我們公司的銷售代表，你是做什么的，有什么可以為你服務的嗎?
B： Our company will buy in a batch of compters, as the procurement manager secretary，I want to get to know your product.我們公司要購進一批電腦，作為采購經理的秘書，我想了解一下你們的產品。
A：Our company engaged in import and export trade for 5 years, has many professional and qualified partners. Company in good standing, developed many long-term partners, look forward to working with you.我公司從事進出口貿易5年來，已經擁有很多專業(yè)的，資質良好的合作商。公司信譽良好，發(fā)展了很多長期合作伙伴，期待與你們的合作。
B:I want to know more about your company's products, I hope you can provide me with this. Believe that through the cooperation with your company, we will expand market share in China, China's consumer demand is very strong。我想了解下貴公司的產品，希望您能為我詳細的介紹。相信通過與貴公司的合作，我們會擴大在中國的市場占有率，中國的消費需求很強勁。
A: I should be very happy to give you any further information you need on it./我很樂意提供您所需要的關于它的進一步的信息。
A: we have imported a latest development， I wonder if you would like to have a look? 我們進口了一種新產品我想知道您是否可以看看貨?
B：of couse. Ah, yes, this is the model I was interested in./啊，是的'，這就是我所感興趣的那種樣式。
B: Yes, what are the specifications?/好的，都有哪些規(guī)格呢?
A: we have a wide selection of colors and designs. If I may refer you to page eight of the brochure you'll find all the specifications there./ 我們有很多式樣和顏色可供選擇。如果您看一下手冊的第8頁，就會在那兒找到所有的規(guī)格。
B: Ah, look nice.And what I care about is the quality of the goods. Now what about service life?/ 我關心的是貨物的質量。哦，好的。關于使用壽命呢?
A: Our tests indicate that this model has a service life of at least 50, 000 hours.,about 10 years.我們的實驗表明這種樣式至少可以使用50,000小時,大約20xx年。
B: Is that an average figure for this type of equipment?/這是這種設備的平均數據嗎?
A: Oh, no, far from it. That's about 10,000 hours longer than any other made in its price range./不是的，相差還很遠。這種比在它的價格范圍內的任何其他樣式都要高出1萬小時左右。
B: Really?That's impressive. 真的?這一點給我印象頗深。
A: of couse.our product is the best seller and it is really competitive in the word market. .我們的產品最暢銷。我們的產品在國際市場上很有競爭力。
B:but what happens if something goes wrong when we're using it?/不過如果這種設備在我們使用的時候發(fā)生故障，該怎么辦呢?
A: If that were to happen, just contact our nearest agent and they'll send someone round immediately./一旦發(fā)生那樣的情況，同我們最近的辦事處聯(lián)系，他們會馬上派人過去的。
B: I see. will you give us an indication of prices? 我明白了。你可以給我報一個指示性的價格嗎?
A: unit price is 5000yuan.單價5000元。
B: Do you offer discounts for plentiful purchases?大量購買，你們提供折扣嗎?
A:Yes, we do indeed. Our ususal figure is around 5%, but that depends on the size of the order./是的，我們確實這樣做。通常的數目是5%左右，但那還要根據訂貨的多少來定。
B: Oh,I think Your prices are much too high for us to accept. 。can you cut down the price for me?我認為你的價格太高，我們不能接受。你們可以降低價格嗎?
A:sorry, It would be very difficult to come down with the price. I can assure you our price is very favourable對不起，我們很難再降價了。.我可以保證我們的價格是優(yōu)惠的。
B: I can't allow the price。It is a little high. we will buy a lot.我不能同意你們的價格,有點高。我們要買很多。
A: well,the discount is 7%.This is the lowest possible price.折扣百分之七，這是最低價了。
B: it can be considered. Now what about the payment? Could you accept D/P or D/A?可以考慮，您可以接受付款交單或承兌交單嗎?
A：I'm afraid not，usually we only accept payment by irrevocable letter of credit payable against shipping documents.恐怕不行，通常我們只接受不可撤銷的信用證，憑裝運單據付款。
B ：You know for this a large amount，an L/C is cost lost also ties up our money.If you accept D/P or D/A，I would really appreciate it.您知道這么大的金額的信用證，費用很大，同時積壓我們的資金。如果您能接受付款交單或承兌交單的話，我們會很感激的。
A：I am very sorry,but we require L/C for all of our clients.
李：對此我非常抱歉，我們對所有客戶都是用信用證來付款。
B：Well，Mr.Lee，opening an L/C doesn’t make any difference to you，but makes much to us.噢，李先生，開信用證對您來說沒有影響，但對我們影響很大。
A：Actually it does，it gives us the protection of the bank.
李：事實上對我們也有影響的，它能給我們銀行的保護。
B：If you can send goods in this month，I'll agree to payment by L/C.如果您在這個月前發(fā)貨的話，我將同意開立信用證。
A：All right 好吧
B：And,I'd like to know your usual way of packing
并且我想了解一下你們的常規(guī)包裝方法。
A：Of course we use canons. we also usually use nylon straps to reinforce them.當然是紙箱了。我們通常還用尼龍帶加固。
B：the packing must be strong enough to withstand rough handling.我同意，包裝必須十分堅固，以承受粗魯的搬運。
A：Breakage never happened to our deliveries.我們的貨物從未發(fā)生過破損現象If broken,we'll pay the cost.假如破損我們賠償。
B：How do you usually move your goods? 你們習慣使用哪種方式運輸?
A:we use ship, and if use ship ,we can assume transportation cost.輪船，并且用輪船，我們承擔運費。
A：that is great,太好了。
B：Ok.We are pleased to place an order for 100 computers. Let’s sign the contract!,the quality must be instrict conformity with that of sample. Once a contract is signed,it has legal effect.好的，我們訂100臺電腦。讓我們來簽合同吧，質量必須與樣品一樣。合同一旦簽署即具有法律效力。
A: of couse.It's our principle in business to honor the contract and keep our promise."重合同，守信用"是我們經營的原則。 I'm glad that our negotiation has come to a successful conclusion.我很興奮我們的談判獲得圓滿成功。
國際商務談判英文案例4
Botany Bay是家生產高科技醫(yī)療用品的公司。其產品“病例磁盤”可儲存?zhèn)�人病例;資料取用方便，真是達到“一盤在手，妙用無窮”的目的。此產品可廣泛使用于醫(yī)院、養(yǎng)老院、學校等。因此Pacer有意爭取該產品軟硬件設備的代理權。以下就是Robert與Botany Bay的代表，Mark Davis，首度會面的`情形：
M: Mr. Liu, total sales onthe Medic-Disk were U.S.$$ 100,000 last year, through our agent in Hong Kong.
R: Our research shows most of your sales, are made in the Taipei area. Your agent has only been able to target the Taipei market(把……作為目標市場).
M: True, but we are happy with the sales. It's a new product. How could you do better?
R: We're already well-established in the medical products business. The Medic-Disk would be a good addition to our product range.
M: Can you tell me what your sales have been like in past years?
R: In the past three years, our unit sales have gone up by 350 percent; profits have gone up almost 400 percent.
M: What kind of distribution capabilities(分銷能力)do you have?
R: We have salespeople in four major areas around the island, selling directly to customers.
M: What about your sales?
R: In terms of unit sales, 55 percent are still from the Taipei area. The rest comes from the Kaohsiung, Taichung, and Tainan areas. That's a great deal of untapped market potential(未開發(fā)的市場潛力), Mr. Davis.
國際商務談判英文案例5
Dan Smith是一位美國的健身用品經銷商，此次是Robert Liu第一回與他交手。就在短短幾分鐘的交談中，Robert Liu既感到這位大漢粗獷的.外表，藏有狡兔的心思――他肯定是沙場老將，自己絕不可掉以輕心。雙方第一回過招如下：
D： I’d like to get the ball rolling(開始)by talking about prices。
R： Shoot.(洗耳恭聽)I’d be happy to answer any questions you may have。
D： Your products are very good. But I’m a little worried about the prices you’re asking。
R： You think we about be asking for more?(laughs)
D： (chuckles莞爾) That’s not exactly what I had in mind. I know your research costs are high， but what I’d like is a 25% discount。
R： That seems to be a little high， Mr. Smith. I don’t know how we can make a profit with those numbers。
D： Please， Robert， call me Dan. (pause) Well， if we promise future business――volume sales(大筆交易)――that will slash your costs(大量減低成本)for making the Exec-U-ciser， right?
R： Yes， but it’s hard to see how you can place such large orders. How could you turn over(銷磬)so many? (pause) We’d need a guarantee of future business， not just a promise。
D： We said we wanted 1000 pieces over a six-month period. What if we place orders for twelve months， with a guarantee?
R： If you can guarantee that on paper， I think we can discuss this further
國際商務談判英文案例6
行至此處，談判都還算是在和諧的氣氛下進行，雙方各自尋求獲利的方案。但針對技術轉移這一項，Robert所提的保證和要求能否消弭Kevin心中的'顧慮，而今此談判終露曙光呢?以下對話即為您揭曉：
K： If we transferred our technical and research expertise(技術與研究的專業(yè)知識)， what would stop you from making th esame product?
R： We’d be willing to sign a commitment. We’ll put it in writing (書面保證)that we won’t copycat(仿冒)the Sports Cast within five years after ending our contract。
K： Sounds O.K.， if it’s for any "similar" product. That would give us better protection. But we’d have to interest on a ten year limit。
R： Fine. We have no intention of becoming your competitor。
K： Great. Then let’s settle the details of the transfer agreement。
R： We’ll need you to send over some key personnel to help us purchase the equipment and train our technical people. How long do you anticipate that will take?
K： A week to put the team together， three weeks to train your people. If so， when do you estimate starting production?
R： Our first production run(一批的生產)should be one week after our team finishes its training. But I’d like your team to stay a full week after that， to handle any kitches that pop up(處理突發(fā)的事件)。
K： Can do. Everything seems to be set， Robert. I’ll bring in a sample contract tomorrow. If you like， we can sign it then。
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