国际商务谈判话论Word格式文档下载.doc
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SM:
It’smygreatpleasuretocometothisbeautifulplace.I’mtheGeneralManageroftheRolexwatcheslimitedcompanyGuanShuqing.Pleaseallowmetointroduceournegotiators.Thisisourcompany'
sSalesdepartmentMinisterLuQin,andthisladyisourtechnicaldirectorHongXiaoran.
:
贵方从瑞士远道而来,不知贵方对两个国家气候的骤然变化是否适应?
Youcamefromfarawayandwedon'
tknowwhetheryouwilladapttotheclimatechangesuddenly?
贵地的气候虽有点热,但是在贵方的周到接待下,我方代表还比较适应。
Climatehereisreallyalittlehot,butwithyourthoughtfulreception,ourrepresentativesareallaccustomedtoit.
很高兴听到你这么说。
不知道贵方对我方安排的“长城之旅”还满意吗?
Wearegladtohearthat.Wedon'
tknowwhetheryouaresatisfiedwithourarrangementof"
theGreatWalltour"
满意,非常满意。
北京是一个历史悠久的城市,世界上著名的文化古都,中华人民共和国的首都,今日亲眼看到她的风韵,终于一饱眼福
Weareso,so,somuchsatisfied.Beijingisahistoricalcity,theworldfamousculturalancientcapital,andalsothecapitalofthePeople'
sRepublicofChina,todayweeventuallyfeedoursightandseehercharm.
谢谢贵方的赞美,相信我们的合作一定会圆满成功。
Thankyouforyourpraise,andWebelievethatthecooperationwillbeacompletesuccess.
期待与贵公司的合作。
lookingforwardtothecooperationwithyou.
好的,那么我们开始谈判吧!
ok,let’scometothe
point!
我公司的国际知名度和品牌影响力,贵方也一定有所了解,我公司的劳力士手表在世界市场上一直都很受欢迎。
考虑到中国强大的潜在消费市场,此次谈判,我方希望能与贵方达成大批量的交易。
下面请我们的销售部部长给贵方介绍一下我们的合作产品。
youmusthavebeenawareofourcompany'
sinternationalreputationandgreatbrandinfluence,ourRolexwatcheskeepingthefirstchairoftheworldmarket.ConsideringChina'
spowerfulpotentialconsumermarket;
wehopetoreachlargequantitiesoftradewithyou.Next,pleaseoursalesdepartmentministertointroduceourcooperationproducts.
很高兴你们选择劳力士!
相信你们是明智的选择。
劳力士着重庄重,实用,不显浮华。
另外它的性能包括全自动、单历、双历、防水、防尘等,做工精益求精。
LuQin:
I’msurethatitisawisechoicetochooseRolex.Rolexlooksuponsolemn,practical,butnotobviouslyostentatious.Itsperformanceincludesautomatic,singlecalendar,doublecalendar,waterproof,dustproofanditkeepsimproving.
中方采购部部洪笑然:
是的,该名牌手表在制造方面使用先进设备、高质材料,达到了加工精细、高光洁度。
很高兴和贵公司合作。
贵方能具体介绍一下这款表吗?
Yes,thiswatchuseadvancedequipment,highqualitymaterialstoprocessingfine,highfinishinmanufacturing.weareverygladtocooperatewithyou.CouldyoubemoredetailedonthestyleofRolex?
没问题。
劳力士有金色全钢表带,白色珍珠贝母表盘,另外它拥有瑞士特制精准机械机芯、恒久耐用镶钻刻度显示
Ofcourse,Rolexhasgoldenall-steelwatchband,whitepearldialplate,what’smore,ithasSwissprecisionmachinerycoreandithassetaugerscaledisplay,itislong-lastingdurability.
听起来很不错!
但我想确定一下这款表是否是高精度全钢抛光表扣处理,高硬度蓝宝石水晶防眩表面,三针走时是否精准是否有3点位置日历显示功能。
Soundsgood!
Iwanttomakesurethatiftheyhadhighprecisionsteelpolishingclaspprocessingandhadhighhardnessglaresapphirecrystalsurface.Besides,arethethreeneedlesaccurate?
Anddoesithave3pointpositionwhenthecalendardisplay?
这些方面贵方不用担心。
另外我们还拥有多方系列,各具特色。
例如探险家型(EXPLORER),附带24小时红色辅助针,以方便探险爱好者辨别日夜。
劳力士金表潜航者型(SUBMARINER),防水深度超过300米。
游艇名士型(YACHT MASTER),配有可旋转外圈,方便计算时差。
宇宙计型(COSMOGRAPH),为一款多功能手表,能满足工程、运动及商业等多种需要。
Don’tworryaboutit.Inaddition,wehaveseriesofwatches.Forexample,theEXPLORERtype(EXPLORER),24hourswithredneedletoassistconvenientadventurersdistinguishesnightandday;
Rolexwatchthesilenthuntertype(SUBMARINER),thewaterproofdeepnessismorethan300meters;
theYACHTelitestype(YACHTMASTER),withinnercanrotateconvenientcalculationjetlag.
Programtype(COSMOGRAPH)universe,asaversatilewatch,cansatisfyengineering,sportsandbusinessDuoZhongneed.
你们的种类确实挺丰富,我方很满意!
但现在据我们了解,格林尼治型(GMT MASTER),采用了你们的最新技术。
该产品如何?
YourkindsofProductarereallyquiterich,wearesatisfied!
Butasweknow,Greenwichtype(GMT),adoptsthelatesttechnology.Howaboutit?
英雄所见略同。
我正想介绍这款了。
好巧呀。
格林尼治型(GMT MASTER),其可转动外圈及24小时指针,不仅同时显示两个时区时间,更可将时针独立移动至另一时区,而毋须移动分针及秒针。
Greatmindsthinkalike.Ijustwanttointroducethistype.Whatacoincidence!
theGMTMASTERcanrotateouterringand24hourspointer,notonlyshowstwotimezonesatthesametime,butalsothemoretimecanbemovedtoanotherhourhandindependenttimezone,andshallnotbeobligedtomobileminutehandandasecondhand,soitmaybehasmorereadymarketinthefuture.
王:
Good!
Thanksfortheintroduce.wehaveseenyoursamplesandwearetotallyinterestedinyourproducts.So,weshallbeobligedifyouwillgiveusyourcatalogsandpricelist
管:
Ofcourse.Wehavemadeoutaprice-listspeciallywhichcoveredthemostpopularitemsinyourmarket.Hereyouare.
Oh,itsveryconsiderateofyou,Iwillgooveryourprice-listrightnow.
Takeyourtime.
董:
Aftergoingoveryourprice-listandcatalogues,weareinterestedin(GMT MASTER)andYACHT MASTER,butwefoundthatyourpricearetoohighthanthoseofferedbyothersuppliers.Itwouldbeimpossibleforustopushanysalesatsuchhighprices.Asfarasweknowthemarketpriceisnomorethan10000dollar.
:
What?
Itmustbetheprimaryprice.YoumustknowthatthecostofourproductionhasrisenagreatdealinrecentyearswhileourpricesofChinawareremainbasicallyunchanged.Tobefrank,ourcommoditieshavealwayscomeuptoourexportstandardandthepackagesareexcellentdesignedandprinted.Soinsummary,ourproductsaremoderatelypriced.
I’mafraidIcan’tagreewithyouinthisrespect.Iknowthatyourproductsareattractiveindesign,butIwishtopointoutthatyouroffersarehigherthansomeofthequotations.I’vereceivedfromyourcompetitorsinothercountries.So,yourpriceisnotcompetitiveinthismarket.
洪:
Asyoumayknow,ourproductswhichareofhighqualityhavefoundagoodmarketinmanycountries.Soyoumusttakequalityintoconsideration,too.
Iagreewithwhatyousay,butthepricedifferenceshouldnotbesobig.Ifyouwanttogettheorder,you’llhavetolowertheprice.That’sreasonable,isn’tit?
Well,inordertohelpyoudevelopbusinessinthisline,wemayconsidermakingsomeconcessionsinyourprice,butnevertothatextent.
Ifyouarepreparedtocutdownyourpriceby8%,wemightcometoterms.
8%?
I'
mafraidyouareaskingtoomuch.Actually,wehavenevergavesuchlowerprice.Forfriendships'
sake,wemayexceptionallyconsiderreducingthepriceby5%.Thisisthehighestreductionwecanafford.
Youcertainlyhaveawayoftalkingmeintoit.ButIwonderifwhenweplacealargerorder,you’llfartherreduceyourprices.Iwanttoorderonecontainerof格林尼治型(GMT MASTERand438setsofYACHTelitestype(YACHTMASTER)
Icanassureyouthatourpriceisthemostfavorable.Andwearesorrytosaythatwecanbringourpricedownastilllowerlevel.
王:
那现在我们谈谈包装吧。
你知道的,在一定程度上包装同产品一样重要。
Now,letustalkaboutthepacking.Youknow,packinghasaclosebearingonsales.
管:
是的,我非常同意。
包装有助于推销产品。
人们购买这种商品通常用来赠亲友,所以精美高雅的设计至关重要。
Yes,Itotallyagreewithyou.Thiskindofarticleoftenbeboughtasagift,soexquisiteandtastefuldesignisofprimeimportance.Packingscontributetopushthesalesalot.GoodpackagingcanreflectthegreathonorofRolextoo!
!
很高兴在这个问题上我们达成共识。
Lee:
mhappytoreachaconsensusinthisissue.
那么,这些产品的包装您有什么想法?
Guan:
Then,thesethepackingoftheproductsdoyouhaveanyidea?
我们希望原装盒子包装。
这样具有正品保证
Wang:
wehopetheoriginalboxpackaging.Ithasthequalitygoodsguarantee.
劳力士(Rolex)包装附有蚝式、外包装纸盒、内盒、小枕头或者夹子、COSC漆牌、防水标签、证明书/COSC证书、说明书。
Rolex’spackinghasoystertype,theouterpackingbox,insidebox,smallpilloworclip,COSCpaintbrand,waterprooflabels,certificate/COSCcertificateandmanual.
包装必须很坚固,能承受野蛮装卸。
LEE:
Thepackingmustbestrongenoughtowithstandroughhanding.
陆琴:
买方通常很注意包装,许多国外客户已经认可了我们标准化的包装
Youcantotallyrestassured.Weknowbuyersalwayspaygreatattentiontopacking.Ourstandardizedpackinghasbeenapprovedbymanyforeignclients.
听起来很好!
但是为了促进销售,我可以提出其他意见吗?
soundsgood!
Butinordertopromotesales,canImakesomeothercomments?
可以,请说!
Ofcourse.
宇宙计型,格林尼治型能否根据他们特有的风格进行包装设计,使其别致且引人注目。
Cosmicplan.CanGreenwichtypeaccordingtotheirownstyleofpackagingdesigntomakeitselfuniqueandcompelling?
这也是我方的一大特色。
根据每款的特有性能,我们都有独具特色的包装。
Thisisoneofthefeaturesofours.Accordingtoeachofthespecialperformance,weallhaveauniquecharacteristicofthepacking.
想的这么周到!
很高兴和你方合作,包装能否防水、防震、防磁
Lee:
Itisveryconsiderateofyou!
Weappreciateyourcooperation.Canpackingbewaterproof,shockproof,andantimagnetic?
那是必须的!
Definitely!
还有一件事情,因为蓝色在我国很受欢迎,可以把这种颜色考虑进包装中吗?
让蓝色作为基调可能有好处。
Andonemorething,becauseblueisverypopularinourcountry,canyouputthecolorintothepackage?
Itmaybegoodtomaketheblueasfundamentalkey.
管淑青:
哦,是吗?
我们会考虑。
我会尽快的按贵方要求进行设计,保证给你们一个满意的创新样品。
由您决定一个。
Yue:
oh,really?
Wewilltakethisintoaccount.Assoonaspossibletomeetyourrequirementsfordesign,andguaranteeasatisfactoryinnovationsamplestoyou.
哇!
你们真是处处周到!
祝我们合作愉快!
Well!
Youarethoughtfuleverywhere!
Iwishourcooperationbehappy!
谢谢!
您真是过奖了。
合作愉快!
thank