最新BEC商务英语常用商务谈判.doc

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1、最新BEC商务英语常用商务谈判 为了让大家更好的准备商务英语BEC考试，给大家整理了BEC商务英语常用商务谈判,下面就和大家分享，来欣赏一下吧。BEC商务英语常用商务谈判：商务谈判实例(一)DanSmith是一位美国的健身用品经销商，此次是RobertLiu回与他交手。就在短短几分钟的交谈中，RobertLiu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。双方回过招如下：D:Idliketogettheballrolling(开始)bytalkingaboutprices.R:Shoot.(洗耳恭听)Idbehappytoansweranyquestionsyo

2、umayhave.D:Yourproductsareverygood.ButImalittleworriedaboutthepricesyoureasking.R:Youthinkweaboutbeaskingformore?(laughs)D:(chuckles莞尔)ThatsnotexactlywhatIhadinmind.Iknowyourresearchcostsarehigh,butwhatIdlikeisa25%discount.R:Thatseemstobealittlehigh,Mr.Smith.Idontknowhowwecanmakeaprofitwiththosenumb

3、ers.D:Please,Robert,callmeDan.(pause)Well,ifwepromisefuturebusinessvolumesales(大笔交易)thatwillslashyourcosts(大量减低成本)formakingtheExec-U-ciser,right?R:Yes,butitshardtoseehowyoucanplacesuchlargeorders.Howcouldyouturnover(销磬)somany?(pause)Wedneedaguaranteeoffuturebusiness,notjustapromise.D:Wesaidwewanted1

4、000piecesoverasix-monthperiod.Whatifweplaceordersfortwelvemonths,withaguarantee?R:Ifyoucanguaranteethatonpaper,Ithinkwecandiscussthisfurther.BEC商务英语常用商务谈判：商务谈判实例(二)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:Evenwithvolumesales,ourcoatsf

5、ortheExec-U-Ciserwontgodownmuch.D:Justwhatareyouproposing?R:Wecouldtakeacut(降低)ontheprice.But25%wouldslashourprofitmargin(毛利率).Wesuggestacompromise10%.D:Thatsabigchangefrom25!10isbeyondmynegotiatinglimit.(pause)Anyotherideas?R:IdontthinkIcanchangeitrightnow.Whydontwetalkagaintomorrow?D:Sure.Imusttal

6、ktomyofficeanyway.Ihopewecanfindsomecommonground(共同信念)onthis.NEXTDAYD:Robert,Ivebeeninstructedtorejectthenumbersyouproposed;butwecantrytocomeupwithsomethingelse.R:Ihopeso,Dan.MyinstructionsaretonegotiatehardonthisdealbutImtryveryhardtoreachsomemiddleground(互相妥协).D:Iunderstand.Weproposeastructureddea

7、l(阶段式和约).Forthefirstsixmonths,wegetadiscountof20%,andthenextsixmonthsweget15%.R:Dan,Icantbringthosenumbersbacktomyofficetheyllturnitdownflat(打回票).D:Thenyoullhavetothinkofsomethingbetter,Robert.BEC商务英语常用商务谈判：商务谈判实例(三)Dan上回提议前半年给他们二成折扣，后半年再降为一成半，经Robert推翻后，Dan再三表示让步有限。您知道Robert在这折扣缝隙中游走，如何才能摸出双方都同意的数字

8、呢?他从锦囊里又掏出什么妙计了呢?请看下面分解：R:Howabout15%thefirstsixmonths,andthesecondsixmonthsat12%,withaguaranteeof3000units?D:Thatsalottosell,withverylowprofitmargins.R:Itsaboutthebestwecando,Dan.(pause)Weneedtohammersomethingout(敲定)today.IfIgobackempty-handed,Imaybecomingbacktoyousoontoaskforajob.(smiles)D:(smiles

9、)O.K.,17%thefirstsixmonths,14%forthesecond?!R:Good.Letsironout(解决)theremainingdetails.Whendoyouwanttotakedelivery(取货)?D:Wedlikeyoutoexecutethefirstorderbythe31st.R:Letmerunthroughthisagain:thefirstshipmentfor1500units,tobedeliveredin27days,bythe31st.D:Right.Wecouldnthandlemuchlargershipments.R:Fine.ButIdpreferthefirstshipmenttobe1000units,thenext2000.The31stisquitesoon-Icantguarantee1500.D:Icanagreetothat.Well,iftheresnothingelse,Ithinkwevesettledeverything.R:Dan,thisdealpromisesbigreturns(赚大钱)forbothsides.Letshopeitsthebeginningofalongandprosperousrelationship.