商务英语谈判剧本.doc
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商务英语谈判剧本.doc
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《商务英语谈判》实训场景
甲方(A-BUYER):
刘云(A-Candy),贺小娟(A-Mariah)
乙方(B-SELLER):
岳志平(B-Zoe),黄真真(B–Miss.H)
(Introduction)
A-Candy:
Howdoyoudo.
B-Zoe:
Howdoyoudo.
A-Candy:
OnbehalfofLuoyangReisenElectronicCo.Ltd,I’mverygladtoseeyouhere.Sincewearenotfamiliar,shallwejustgoroundthetable,makingsureweknoweachother.Mariah,whydon’tyoustart.
A-Mariah:
OK,nicetomeetyou.ThisisourPurchasingManager,Candy.I’mtheassistant,Mariah.Iwillbeinchargeofpreparingournegotiationandarrangetheroutinework.
B-H:
Nicetomeetyoutoo.ThisisourSalesManager,Zoe.I’mtheassistant,H.Welcometoourheadoffice.
A-Candy/Mariah:
Thankyou.
B-Zoe:
Beforewestart,wouldyoulikesomethingtodrink?
A-Candy:
Thatwouldbenice,justteaplease.Thankyou.
(Attheoffice,smalltalk)
A-Candy:
Well,howisbusinessinyoursector?
B-Zoe:
Nottoobad,wehavegotalotofworktodoforthenewbudgetinthisyear.Andwe’veseenaobviousriseinsale.
A-Candy:
Un,soundsgood.
B-H:
IsthisyourfirsttimetoAmerica,Candy?
A-Candy:
No,thisismysecondtimetocomehere.Iamveryimpressedonthiscity.
B-H:
Iamverygladtohearthat.Ihopeyouhaveagoodtimethesedays.Whataboutyou,Mariah?
A-Mariah:
Thisismyfirstvisit.Iamsohappytohavetheopportunitytovisitthisbeautifulcity.Ilikeitverymuch.
B-Zoe:
Ihopeyoulikethisbeautifulcity.Iwishtothankyouforcominghere.Shallwestart?
ALL:
Yes!
(Thebeginningofthenegotiation)
A-Candy:
Herewego.Ithinkeveryonehasgottheagenda.Today,wehavealottodiscuss.Wemainlytalkaboutthreepoints:
theprice,paymentmethod,anddelivery.Wouldyouliketotalkaboutpricefirstly,He?
A-Mariah:
Yes,I’dliketo,thisisourfirstcooperation.weknowyouaretheleadingcompanyofofficefurnitureintheUSA,andhavebeeninthislineformanyyears.Sowearehappyandpreviledgedtohavethischancetocooperatewithyou.However,fromyourletterofOct.1st,weknowthatyourquotationistoohighforustoaccept.Ihopeyoucangiveussomereduction.
B-Zoe:
Iamafraiditisquitehardforustoreduce.Thepriceofourproductisreasonableandourdesignisunique.
B-H:
Besides,ourproductsenjoyagoodreputationintheworld.
A-Candy:
Iknow,butIstillwishyoutomakeaconcessionintheprice.wecannotacceptyourofferunlessthepriceisreducedby5%off?
B-Zoe:
5%?
Iamafraidwecannotacceptit.However,consideringthatthisisourfirstcooperation,maybewewillhavefurthercooperation.Howabout1%?
Thiswillbeourprecedence.
A-Mariah:
Comparedwiththerealmarketprice,yourquotationisstilltoohigh.
B-H:
Butthisisthemaximumreductionwecanoffer.
A-Candy:
Iknowwhatyoumean.Butwecannotaccept1%reduction.Ifyoudon’tgiveusmorereduction,maybewewilllosethechancetocooperate.
B-Zoe:
Oh,no,Ithinkwehavemuchroomtonegotiate.
A-Candy:
Weknowyouareaninternationalcorporation.Ithink5%reductionisacceptableforyou.
B-H:
Thankyouforbelieving.However,ourquotationisreallyquitelowinthisline.
A-Mariah:
Butthisisthefirsttimetouseyourproducts.Tosomeextent,wearenotsurewhetheryourproductsaresuitable.Soyourquotationisnotreasonableforus.
A-Candy:
Yes.Itisdifficultforustoacceptyourreductionof1%.Ihopeyoucangiveafurtherreduction.
B-Zoe:
CanImakeasuggestion?
Howabout3%off?
Butyouhavetoplaceanorderfor50setsatleast,andyoupayusbyfullpaymentinalumpsum.
B-H:
Frankly,thisisafavorablepriceonlyforoldfriends.Besides,ourworkmanshipanddesignarebetterthanothers’.Therefore,thistypeoffurniturewillbewellreceivedinyourmarket.
A-Candy:
Butfullpaymentinalumpsumisdifficultforus.
A-Mariah:
Yes,duetothelargeamount,itwillcostmuchtimetoraisethefunds.Howaboutpaybyinstallments?
A-Candy:
Wecanoffer40%ofthecommissionaheadoftime.
B-Zoe:
Allright.Consideringthisisourfirstcooperation,Icanacceptyoursuggestion.
A-Candy:
Fine,thankyou.
(Discussaboutthedelivery)
A-Candy:
OK,thelastquestionisdelivery.
B-H:
Ibelievewecanreachanagreementondelivery.
A-Mariah:
We’dlikeyoutoadvancetheshipmentbeforeNovember.
B-Zoe:
Ihavetosaysorry,becauseourfactoryisfullycommittedthismonth.
A-Mariah:
Thenwhenistheearliestshipmentwecanexpect?
B-H:
Letmecheck.WecandeliverthegoodsinearlyDecember.
A-Candy:
That’stoolate.Wehavetomeetthedemandofmarryingcouples,andplantoputtheseproductsbeforetheymarried.
B-Zoe:
Iunderstand.Pleasebelievemethatwewon’tdisappointourcustomers.Willyouacceptpartialshipment?
ThegoodscanbeshippedonSeptember10thandOctober10thintwoequallots.
A-Candy:
Thatsoundsagoodsuggestion.
B-H:
Anythingelse?
A-Mariah:
Asfortheportofdestination,itshouldbetheportofShanghaiTransshipment.
B-Zoe:
Fine.
(Thenegotiationisgoingon)
B-H:
ThelastrequirementisthatwemustreceiveyourL/C15daysbeforeshipment.
A-Candy:
Noproblem.
A-Mariah:
Ifyoudon’tmindIwanttoknowwhatkindofL/Cyourequire.
B-Zoe:
weprefertheL/Catsight.Couldyoupayusbyit?
A-Candy:
Allright.Ifthereisnoquestion,let’sgothroughtheterms:
Youofferus3%reduction,partialshipment.Wepaybyinstallmentandoffer40%ofthesubscription.Agreed?
B-H:
Yes,exactly.
(Arrangementforbusinessdinner)
B-Zoe:
I’mverygladthatwefinallycometoanagreementafterrepeatednegotiation.
A-Candy:
Iwishwewillhavefurthercooperationinthefuture.
A-Mariah:
Congratulationstooursuccess.
B-H:
Oh,it’stimefordinner.WehavemadeareservationatRoyalHotel.AndwepreparedtraditionalChinesefoodforyou.Suchasdicedchickeninchillisauce,DongpoPorkandsweetandsourfish.Ibetyouwilllikeit.
A-Candy/Mariah:
Thankyou.
B-H:
Thisway,please.
B-Zoe:
Please.
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