关于国际贸易实务小组展示.doc

说明：本文的贸易谈判分为三个部分，分别由组员进行饰演角色。请大家尽量能脱稿，多看看。 第一部分：Dan　Smith—Robert　Liu—Dan　Smith是一位美国的健身用品经销商，此次是Robert　Liu第一回与他交手。就在短短几分钟的交谈中，Robert　Liu既感到这位大汉粗犷的外表，藏有狡兔的心思――他肯定是沙场老将，自己绝不可掉以轻心。双方第一回过招如下： 　 D:　Id like to get the ball rolling（开始 by talking about prices. R:　Shoot.（洗耳恭听）Id be happy to answer any questions you may have. D:　Your products are very good.　But Im a little worried about the prices youre asking. R:　You think we about be asking for more?(laughs) D:　(chuckles莞尔) Thats not exactly what I had in mind. I know your research costs are high,　but what Id like is a 25% discount R:　That seems to be a little high, Mr. Smith. I dont 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（大笔交易）――that will slash your costs（大量减低成本）for making the Exec-U-ciser, right? ?R:　Yes, but its hard to see how you can place such large orders.　How could you turn over（销磬 so　many? (pause) Wed 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 　　Robert回公司呈报Dan的提案后，老板很满意对方的采购计划;但在折扣方面则希望Robert能继续维持强硬的态度，尽量探出对方的底线。就在这七上七八的价格翘翘板上，双方是否能找到彼此地平衡点呢？请看下面分解:　 R:Even with volume sales, our coats for the Exec-U-Ciser wont go down much. D: Just what are you proposing? R: We could take a cut（降低）on the price.But 25% would slash our profit margin（毛利率）.We suggest a compromise――10%. D: Thats a big change from 25! 10 is beyond my negotiating limit.　(pause)Any other ideas? R: I dont think I can change it right now. Why dont we talk again tomorrow? D: Sure. I must talk to my office anyway. I hope we can find some common　ground（共同信念）on this.? NEXT　DAY D: Robert, Ive been instructed to reject the numbers you proposed; but we can try to come up with some thing else. R: I hope so, Dan. My instructions are to negotiate hard on th