国际商务谈判 实训对话.doc

实训对话---1. The Initial Contact (1. The Initial Contact A: I’d like to get the ball rolling by talking about prices. B: Shoot. I’d be happy to answer any questions you may have. A: Your products are very good. But I’m a little worried about the prices you’re asking. B: You think we should be asking for more? A: 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. B: That seems to be a little high, Mr. Smith. I don’t know how we can make a profit with those numbers. A: Well, if we promise future business---volume sales---that will slash your costs for making the computer, right? B: Yes, but it’s hard to see how you can place such large orders. How could you turn over so many? We’d need a guarantee of future business, not just a promise. A: We said we wanted 1000 pieces over a six-month period. What if we place order for twelve months, with a guarantee? B: If you can guarantee that on paper, I think we can discuss this further. 实训会话---2. Beginning the Negotiation 2. Beginning the Negotiation A: Perhaps we should start by examining the obstacles. B: As far as I am concerned, we should be able to reach an agreement today. A: That’s good to hear. B: I think all the proper decision makers are here. A: I believe you are right, so let’s get started. B: Does everyone know everyone else? A: Let’s go around the table and introduce ourselves 实训会话---3.Bargaining 3.Bargaining (1) A: We seem to have reached a stalemate. We’re not going to progress unless you can make us a better offer. B: We might be able to offer something better, but on one condition. A: What’s that? B: You would have to guarantee us a fixed order every month for a year. A: We might be able to do that, as long as we feel you are the right supplier for us. B: OK. If you could give us this guarantee, we would be prepared to reduce our prices by fifteen per cent.. Bargaining (2) A: Now what is the price? That interests m