1、商務(wù)談判對話英語實例（1）DanSmith是一位美國的健身用品經(jīng)銷商，此次是RobertLiu第一回與他交手。就在短短幾分鐘的交談中，RobertLiu既感到這位大漢粗獷的外表，藏有狡兔的心思他肯定是沙場老將，自己絕不可掉以輕心。雙方第一回過招如下：D:I'diketogettheballrolling（開始）bytalkingaboutprices.R:Shoot.（洗耳恭聽）I'dbehappytoansweranyquestionsyoumayhave.D:Yourproductsareverygood.ButI'nalittleworriedaboutthepr

2、icesyou'reasking.R:Youthinkweaboutbeaskingformore（laughs）D:（chuckles莞爾）That'siotexactlywhatIhadinmind.Iknowyourresearchcostsarehigh,butwhatI'dkeisa25%discount.R:Thatseemstobealittlehigh,Mr.Smith.Idon'tknowhowwecanmakeaprofitwiththosenumbers.D:Please,Robert,callmeDan.（pause）Well,ifwep

3、romisefuturebusinessvolumesales（大筆交易）thatwillslashyourcosts（大量減彳氐成本）formakingtheExec-U-ciser,right?R:Yes,butit'hardtoseehowyoucanplacesuchlargeorders.Howcouldyouturnover（銷磬）somany（pause）We'dneedaguaranteeoffuturebusiness,notjustapromise.D:Wesaidwewanted1000piecesoverasix-monthperiod.Whatifwe

4、placeordersfortwelvemonths,withaguarantee?R:Ifyoucanguaranteethatonpaper,Ithinkwecandiscussthisfurther.商務(wù)談判對話英語實例（2）Robert回公司呈報Dan的提案后，老板很滿意對方的采購計劃；但在折扣方面則希望Robert能繼續(xù)維持強硬的態(tài)度，盡量探出對方的底線。就在這七上七八的價格翹翹板上，雙方是否能找到彼此地平衡點呢請看下面分解：R:Evenwithvolumesales,ourcoatsfortheExec-U-Ciserwon'tgodownmuch.D:Justwhatar

5、eyouproposing?R:Wecouldtakeacut（降彳氐）ontheprice.But25%wouldslashourprofitmargin（毛禾1率）.Wesuggestacompromise10%.D:That'sabigchangefrom25!10isbeyondmynegotiatinglimit.（pause）Anyotherideas?R:Idon'tthinkIcanchangeitrightnow.Whydon'twetalkagaintomorrowD:Sure.Imusttalktomyofficeanyway.Ihopewecan

6、findsomecommonground（共同信念）onthis.NEXTDAYD:Robert,I'vebeeninstructedtorejectthenumbersyouproposed;butwecantrytocomeupwithsomethingelse.R:Ihopeso,Dan.MyinstructionsaretonegotiatehardonthisdealbutI'tryveryhardtoreachsomemiddleground（互相妥協(xié)）D:Iunderstand.Weproposeastructureddeal（階段式和約）.Forthefirst

7、sixmonths,wegetadiscountof20%,andthenextsixmonthsweget15%.R:Dan,Ican'tbringthosenumbersbacktomyofficethey'llturnitdownfat.D:Thenyou'llhavetothinkofsomethingbetter,Robert.商務(wù)談判對話英語實例（3）Dan上回提議前半年給他們二成折扣，后半年再降為一成半，經(jīng)Robert推翻后，Dan再三表示讓步有限。您知道Robert在這折扣縫隙中游走，如何才能摸出雙方都同意的數(shù)字呢他從錦囊里又掏出什么妙計了呢請看下面分解

8、：R:Howabout15%thefirstsixmonths,andthesecondsixmonthsat12%,withaguaranteeof3000units?D:That'salottosell,withverylowprofitmargins.R:It'saboutthebestwecando,Dan.（pause）Weneedtohammersomethingout（敲定）today.IfIgobackempty-handed,Imaybecomingbacktoyousoontoaskforajob.（smiles）D:（smiles）.,17%thefirs

9、tsixmonths,14%forthesecond!R:Good.Let'sironout（解決）theremainingdetails.Whendoyouwanttotakedelivery（取貨）？D:We'dlikeyoutoexecutethefirstorderbythe31st.R:Letmerunthroughthisagain:thefirstshipmentfor1500units,tobedeliveredin27days,bythe31st.D:Right.Wecouldn'thandlemuchlargershipments.R:Fine.Bu

10、tI'dpreferthefirstshipmenttobe1000units,thenext2000.The31stisquitesoonIcan'tguarantee1500.D:Icanagreetothat.Well,ifthere'snothingelse,Ithinkwe'vesettledeverything.R:Dan,thisdealpromisesbigreturns（賺大錢）forbothsides.Let'shopeit'sthebeginningofalongandprosperousrelationship.商務(wù)談判對

11、話英語實例（4）今天Robert的辦公室出現(xiàn)了一個生面孔KevinHughes,此人代表美國一家運動產(chǎn)品公司，專程來臺灣尋找加工。接洽的加工產(chǎn)品市運動型磁質(zhì)石膏護墊”，受傷的運動員包上這種產(chǎn)品上場比賽，即可保護受傷部位，且不妨礙活動?，F(xiàn)在，我們就來看看兩人的會議現(xiàn)況：R:Wefoundyourproposalquiteinteresting,Mr.Hughes.We'dliketoweightheprosandcons（衡量得失）withyou.K:Mr.RobertLiu,we'velookedalloverAsiaforamanufacturer;yourcompanyis

12、oneofthemostsuitable.R:Ifwecansettleanumberofbasicquestions,I'mconfidentinsayingthatwearethemostsuitableforyourneeds.K:Ihopeso.Andwhatmightbethebasicquestionsyouhave?R:First,doyouintendtotakeapositionin（投資于）ourcompany?K:No,wedon't,Mr.Liu.ThisisjustOEM.R:Isee.Then,themostimportantthingisthesi

13、zeofyourorders.We'llhavetoinvestagreatdealofmoneyinthenewproductionprocess.K:Ifyoucanguaranteecontinuingquality,wecansignacommitmentfor75,000piecesayear,forfiveyears.R:At.$1000apiece,we'llmakeanaveragereturnofjust4%.That'stoogreatafinancialburdenforus.K:I'llcheckthenumberlater,butwha

14、tdoyoupropose?R:Here'showyoucandemonstratecommitmenttothisdeal.Makeittenyears,increasetheunitprice,andprovidetechnologytransfer.商務(wù)談判對話英語實例（5）Robert在前面的談判最后提出簽約十年的要求，Kevin會不會答應(yīng)呢如果答案是否決的話，Robert又有何打算他一心為公司的利益打算，極力爭取技術(shù)轉(zhuǎn)移地協(xié)定，而對方會甘心出讓此項比金錢更珍貴的資產(chǎn)嗎請看以下分解：K:Wecan'tsignanycommitmentfortenyears.Butify

15、ourproductionqualityisgoodafterthefirstyear,wecouldextendthecontractandincreaseouryearlypurchase.R:Thatsoundsreasonable.Butcouldyoushedsomelighton（透露）thesizeofyourorders?K:Ifwearehappywithyourquality,wemightincreaseourpurchaseto100,000ayear,foratwo-yearperiod.R:Excuseme,Mr.Hughes,butitseemstomewe

16、9;regivinguptoomuchinthiscase.We'dbegivingupthefive-yearguaranteeforincreasedyearlysales.K:Mr.Liu,you'vegottogiveupsomethingtogetsomething.R:Ifyou'reaskingustotakesuchalargegamble（冒險）forjusttwoyear'ssales,I'msorry,butyou'renotinourballpark（接受的范圍）.K:WhatwouldittaketokeepPaceri

17、nterested?R:Athree-yearguarantee,nottwo.Andaqualiltyinspection（質(zhì)量檢查）tourafteroneyearisfine,butwe'dlikesomeofourpersonnelontheteam.K:Acceptable.Anythingelse?R:We'dbemakinghugecapitaloutlay（資本支出）fortheproductionprocess,sowe'dliketosetupatechnologytransferagreement,tohelpusgetofftheground（取

18、得初步進步）商務(wù)談判對話英語實例（6DanSmith是一位美國的健身用品經(jīng)銷商，此次是RobertLiu第一回與他交手。就在短短幾分鐘的交談中，RobertLiu既感到這位大漢粗獷的外表，藏有狡兔的心思他肯定是沙場老將，自己絕不可掉以輕心。雙方第一回過招如下：D:I'dliketogettheballrolling開始）bytalkingaboutprices.R:Shoot.（洗耳恭聽）I'dbehappytoansweranyquestionsyoumayhave.D:Yourproductsareverygood.ButI'malittleworriedabout

19、thepricesyou'reasking.R:Youthinkweaboutbeaskingformore（laughs）D:（chuckles莞爾）That'snotexactlywhatIhadinmind.Iknowyourresearchcostsarehigh,butwhatI'dlikeisa25%discount.R:Thatseemstobealittlehigh,Mr.Smith.Idontknowhowwecanmakeaprofitwiththosenumbers.D:Please,Robert,callmeDan.（pause）Well,ifw

20、epromisefuturebusinessvolumesales（大筆交易）thatwillslashyourcosts（大量減低成本）formakingtheExec-U-ciser,right?R:Yes,butit'shardtoseeyouwcanplacesuchlargeorders.Howcouldyouturnover（銷磬）somany（pause）We'dneedaguaranteeoffuturebusiness,notjustapromise.D:Wesaidwewanted1000piecesoverasix-monthperiod.Whatifwe

21、placeordersfortwelvemonths,withaguarantee?R:Ifyoucanguaranteethatonpaper,Ithinkwecandiscussthisfurther.商務(wù)談判對話英語實例（7）K:Ifwetransferredourtechnicalandresearchexpertise（技術(shù)與研究的專業(yè)知識）,whatwouldstopyoufrommakingthesameproduct?R:We'dbewillingtosignacommitment.We'llputitinwriting（書面保證）thatwewon't

22、copycat（仿冒）theSportsCastwithinfiveyearsafterendingourcontract.K:Sounds.,ifit'sforany"similar"product.Thatwouldgiveusbetterprotection.Butwe'dhavetointerestonatenyearlimit.R:Fine.Wehavenointentionofbecomingyourcompetitor.K:Great.Thenlet'ssettlethedetailsofthetransferagreement.R:W

23、e'llneedyoutosendoversomekeypersonneltohelpuspurchasetheequipmentandtrainourtechnicalpeople.Howlongdoyouanticipatethatwilltake?K:Aweektoputtheteamtogether,threeweekstotrainyourpeople.Ifso,whendoyouestimatestartingproduction?R:Ourfirstproductionrun（批的生產(chǎn)）shouldbeoneweekafterourteamfinishesitstrain

24、ing.ButI'dlikeyourteamtostayafullweekafterthat,tohandleanykitchesthatpopup（處理突發(fā)的事件）.商務(wù)談判對話英語實例（8）BotanyBay是家生產(chǎn)高科技醫(yī)療用品的公司。其產(chǎn)品病例磁盤”可儲存?zhèn)€人病例；資料取用方便，真是達到盤在手，妙用無窮”的目的。此產(chǎn)品可廣泛使用于醫(yī)院、養(yǎng)老院、學校等。因此Pacer有意爭取該產(chǎn)品軟硬件設(shè)備的代理權(quán)。以下就是Robert與BotanyBay的代表，MarkDavis,首度會面的情形：M:Mr.Liu,totalsalesontheMedic-Diskwere.$100,000la

25、styear,throughouragentinHongKong.R:Ourresearchshowsmostofyoursales,aremadeintheTaipeiarea.YouragenthasonlybeenabletotargettheTaipeimarket（把作為目標市場）.M:True,butwearehappywiththesales.It'sanewproduct.Howcouldyoudobetter?R:We'realreadywell-establishedinthemedicalproductsbusiness.TheMedic-Diskwoul

26、dbeagoodadditiontoourproductrange.M:Canyoutellmewhatyoursaleshavebeenlikeinpastyears?R:Inthepastthreeyears,ourunitsaleshavegoneupby350percent;profitshavegoneupalmost400percent.M:Whatkindofdistributioncapabilities（分銷能力）doyouhave?R:Wehavesalespeopleinfourmajorareasaroundtheisland,sellingdirectlytocust

27、omers.M:Whataboutyoursales?R:Intermsofunitsales,55percentarestillfromtheTaipeiarea.TherestcomesfromtheKaohsiung,Taichung,andTainanareas.That'sagreatdealofuntappedmarketpotential（未開發(fā)的市場潛力），Mr.Davis.商務(wù)談判對話英語實例（9）M:Mr.Liu,whatkindsofsalesdoyouthinkyoucouldget?R:Well,tobeginwith,we'dhavetoinsist

28、onsoleagencyinTaiwan.Webelievewecouldspike（激土曾）salesby30%to40%inthefirstyear.Butcertainconditionswouldhavetobemet.M:Whatkindsofconditions?R:We'dneedyourfulltechnicalandmarketingsupport.M:Couldyouexplainwhatyoumeanbythat?R:We'dlikeyoutogivetrainingtoourtechnicalstaff;we'dalsolikeyoutopaya

29、feeforafter-salesservice.M:It'snoproblemwiththetraining.Asforservicesupport,weusuallypayayearlyfee,peggedto（根據(jù)）totalsales.R:SoundsOK,ifwecancometoterms（達成協(xié)定）onhowmuchisfair.Asformarketingsupport,wewouldlikeyoutoassume50%ofallcosts.M:We'dprefer40%.Manycustomerslearnaboutourproductsthroughinte

30、rnationalmagazines,tradeshows,andsoon.Wepickupthetab（付款）forthat,butyougetthesalesinTaiwan.R:We'llthinkaboutit,andtalkmoretomorrow.M:Fine.We'dlikeyoutotellusaboutyourmarketingplans.商務(wù)談判對話英語實例（10）1 I'dliketochangethistickettothefirstclass.我想把這張票換成頭等車。2 Iwantapackagedealincludingairfareandhotel.我需要一個成套服務(wù)，包括機票和住宿。3 I'dliketoreserveasleepertoChicago.我要預(yù)訂去芝加哥的臥鋪。4 Iwon'tcheckt