商务谈判第二步---开局
1 有业务往来的客户谈判
Dialogue 1
Yang 举行会议和William准备进行贸易谈判。 Yang: Good moring, Mr. William. It’s nice to see you again.
William : It’s nice to see you, too, Mr.Wang.
Yang: How do you feel our Export modities Fair, Mr.William?
William: There is no doubt that you’ve made great proress in your arts and crafts and do you do businrss more actively and more flexibly.
Yang: Yes. It’s just in this way that we have achieved a total sales volume of one hundred million U.S. dollars a year.
William: I think you will benefit from the expanding market if you have close cooperation with us in the future.
Yang: I hope so. Now let’s get dusiness.
Dialogue 2
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Richard 和 Chen 在生意上合作一直会很愉快，他这次来中国是为了签订独家代理协议。 Richard: Nice to meet you again, Mr. Chen.
Chen : Nice to meet you, too, What brought you to China this time?
Richard: I’ve e for discussint an exclusive agency.
Chen: Oh, we’ve been doing business for sixyears, haven’t we ?
Richard: Yes, I’m very glad we have had very pleasant coperation in the past years. Through our joint efforts, your products have enjoyed fast sales.
Chen: We very much appriciate your effort in promoting the sale of our products.
Richad: To expand our businss scope, I hope that we can sign an exclusive agency agreement. If so, you’ll secure a stable sales volume, and for me, without petitors we’ll control the market more easily. That’s benifical to both parties, isn’t it?
Dialogue 3
Liu 与 Bill 会面，准备与他商讨建立合资企业一事。 2 / 7
Liu: It’s a great peasure to see you again.
Bill: Me, too. Our two panies have had tade relations for ten years.
Liu: Yes. In the past ten years, our cooperation has been quite pleasant.
Bill: Yes, and very fruitful too. We’ve never had any difficulties with our Chinese partners, and we’d like to make as many new products as we can.
Liu: Certainly. Shall we talk about the reason why I’m here? In view of the rapid development of our business in your pany, we think it’s necessary to estanlish a joint venture.
Bill: Excellent! That’s exactly what I think. We have been working on expanding our scope of cooperation with your pany.
Liu: OK. Now let’s talk about the details.
2. 新客户谈判
Dialogue 1
Mr. Osman 第一次来到Wang的公司谈判。 Wang: Wele to our pany. Sit down, please.
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Osman: Thank you. I’m glad to have the opportunity of visiting your corporation. I hope we can transact business together.
Wang: It’s also our hope to trade with businessmen from al countries.
Osman: I’m told you speciize in textiles. What can you offer in this line?
Wang: It would be better for you to tell us what specifc types you want to buy, as we have too many varities to offer.
Osman: Well, we are mainly interested in bed-sheets and blankets.
Dialogue 2
Mr. Zhou正在向Mr. David 介绍其公司的情况。 Zhou: I have long heard of your great mane, and I’m very pleased to see you, Mr. David.
David: I’m very pleased to see you, too, Mr. Zhou. This is my first visit to China. I’d appreciate your consideration in the ing negotiation.
Zhou: Let’s hope for good cooperation. Next may I give you a brief account of our pany’s activities? I beliee that you have a brochure outlining our pany and our products. Here’s our pany’s most recent annual report.
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David: I see your sales volume have been growing quite steadily over the past ten years.
Zhou: Yes, we have built up business relations with more than 3C countries in the world and our products have bee the best selling lines in international markets.
David: That’s fine.
Zhou: I’d like to make a presentation on our factory. It covers an area of 60,000 square meters. We have about 300design engineers and production engineers. Now we have 1200 employees working on three shifts.
David: I think I’ve got a general picture about your pany. Thank you very much for your account.
Zhou: It’s my pleasure.
Dialogue 3
Alice 与Wang 洽谈，希望建立贸易关系。 Alice: You have won graet success on textile industry, I here. Specializng in the line of textiles and texiles machinary, we pay close attention to your taxtile products, especially your cotton cloth and cotton fabrics.
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Wang: I’m glad to hear that.
Alice: I’d like to take this opportunity to estanlish trade relations with you.
Wang: This happens to coincide with our desire. In order to give you a general idea of the various kinds of our products now available for export. I’d like to give you our latest catalogues and price lisrs.
Alice: That’s good, thank you. I feel that we can do a lot of business in textile line. We could push the sales of your products. Meanwhile you could consider impoting some equipment from us.
Wang: Sounds good. I hope we can srike a quick deal.
Alice: I hope so, too. We believe this deal conforms to our mutual benefot and to the principle of satisfying each other’s needs.
Dialogue 4
Richad 向 Mr. Sun 询问外贸事宜。 Richard: You know, this is my first time to visit China, so I’d like to know something about the new policy in your foreign trade.
Sun: Our foreign trade policy has always been based on equalith and
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mutual benifit and exchange of needed goods. We still insist on this principle, but we have adopted much more flexible policies in our foreign trade work, such as payment by installments, prossing trade with client’s materials, joint venture and so on.
Richard: You have made some readjustments in your import and export business, haven’t you?
Sun: Yes. It mainly means importing some plete equitment, advanced technology and scientific management. One of the principles we are keeping to is that our imports must be based on our ability to pay. That is, if we increase our imports, we must increase our expots first.
Richard: I think I’ve got a rough idea of your foreign trade policy. Thank you for your acount.
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