商务谈判模拟情景剧（含英语） .doc

商务谈判模拟情景剧（含英语）谈判议题：买方向卖方求购手机甲：卖方代表A公司乙：买方代表B公司角色介绍：甲方：甲首4（甲方首席代表）、3甲副首（甲方副首席代表）、3甲项（甲方项目经理）、3甲财（甲方财务总监）、2甲法（甲方法律顾问）乙方：乙首4（乙方首席代表）、1 乙副首（乙方副首席代表）、2乙项（乙方项目经理）、3乙财（乙方财务总监）、2乙法（乙方法律顾问）经过人员介绍谈判开始甲首：早上好，王总，很高兴见到你。Good morning, Mr. Wang， glad to meet you.乙首：好啊，孙总，真心的希望我们合作愉快。Good morning, Mr. Sun，we hope we can cooperate happily.甲首：今天我们能坐在这里，说明我们双方都是很有诚意的合作的，所以我希望我们的这次合作能够愉快并且能够达到我们真正的双赢，相信贵公司来这里之前也对我们公司有了相当的了解，A集团是世界手机第一品牌。 Today we can gather here, which shows that we are eager to cooperate with each other, so I hope we can make a good cooperation happily and can achieve the win-win. We believe that your company has fully understood our company-A Group is the first mobile phone brand.甲副首：自2002年以来连续8年蝉联中国最有价值品牌榜首，相信这样的成绩贵公司也是看到的，不然也不会选中我们公司做为贵公司的供货商Since 2002, the company has been the top of China's most valuable brands for eight years。We believe that you can see the achievements, otherwise will not select us as your supplier.乙首：是，我们也是看到贵公司有这样的成绩才会很有诚意的来寻求合作，而且我们也相信贵公司也了解我们公司销售，所以希望可以达到双方的长期合作Yes，We also we are very sincere to seek cooperation as a result of the achievements of your company. Meanwhile, we also believe that your company know about our company s sales, so I hope we can achieve long-term cooperation。甲法：既然我们双方都有这样的一个目标，那现在就我们合作中的一个项目A手机的价格进行一个详谈，现在请我们的项目总经理介绍一下详细的情况。Since we both have a same goal, now lets have a full discussion about the price of A, one of our cooperation projects. Let our Project manager introduce the detailed information.甲项：您好，现在由我介绍一下我们这次合作的项目，我们合作的项目是关于A手机的销售，这个是我们这次合作项目详细介绍，贵公司要求按季度进货而且进货数目根据季度也有不同，最高期就是夏季的进货，而且数目巨大，所以我们给出了这样的一个项目合作方法，就是根据贵方的销售进行供货。Hello, now let me introduce our cooperation projects, A phone sales. Here are the details: you are required to stock goods every season. However, the numbers of the goods are different as the season changes. The number of the goods sold in summer is the largest in all, so we made such A project cooperation plan according to your sales.乙项：贵公司给出的供货条件我们也看了，从贵公司给出的项目合作方法上看出来，贵公司是给出了相当大的优惠，给我们一定程度上减少了库存量，对于贵公司给我们的这个优惠我们表示相当的感谢，只是可不可以在夏季销售上在增加一成。we also see your company's delivery conditions, from which we know that your company try to reduce inventory. We are grateful for the considerable discount that you have made. But, will you supply 10 percent more?甲财：既然贵公司要求加货，我们当然表示感谢，不知道贵公司在其他方面有什么要求没有？We are glad to hear you want to have more; do you have any more requirement in other aspect?乙项：我们只是想在包装上让对方给我们一个优惠。We just want to get a discount in the packaging. 甲财：包装没有问题，这个本来就是我们应该做的。No problem, this is what we should do.乙法：（接过责任书，相互传阅）这个按照法律没有问题，可以实施。According to the law，it can be implemented甲副首：很高兴你能接受我们的建议，那接下来我们就谈谈这次购货的价格，我们也看了贵公司的购货清单，贵公司要求进货5000台，介于贵公司这么大的购货量我们也会相对的给你们一个合理的价格，这个是我们的报价单（递上报价单，乙方首席接过报价单）I'm glad you accept our proposal, then we will talk about the purchase price, we also saw your list of purchases, 5,000 units are wanted. We will also offer a reasonable price according to the list, this is our quotation. 乙首：我们看了贵公司的报价单，我觉得这其中还是会有相当大的空间，所以您看能不能在价格上在给我们一些优惠，尤其是在手机的价格上，这个是我们最大的购货量，所以希望贵公司在这两个上面可以给我们一个更合理的价格，您看怎么样？After seen your quotation, I think this one will still have considerable space. Can you give us more discounts on the price, especially on the price of the mobile phones? This is our largest purchase quantity; how about giving us more reasonable prices on these two?甲副首：我们首先感谢贵公司这么大的订货量，但是你也看到了我们是很有诚意的，这个方面我们真的很难在做出更大的让步了Firstly , thank your for give our company such a big quantity, but you can see our sincerity, its hard to make greater concessions on this aspect.乙副首：您也知道我们这次要谈判的供应商不止只有您一家，我们发现您的价格太比其他供应商所提供的高。这么高的价格我们无法真的无法接受，而且我们这次如果谈判成功了，贵公司以后将成为我方长期合作商You also know that we the suppliers we will negotiate with are not only you . We find that your price is higher than other suppliers which we can not accept. And if we succeeded in negotiations, we will become our long-term partners.甲副首：你要知道，近年来生产成本上升，而我们的价格却基本不变。坦率地说，我们的商品总都是按照出口标准来设计包装的，所以我们的价格真的已经是很低了You know, in recent years, as the production costs are rising, our prices is almost unchanged. Frankly speaking, our products are designed and packaged according to export standard, so our price is really low.乙财：恐怕我不能同意你在这方面的报价，我想指出的是，您提供的报价比其他的供货商要高些I'm afraid I can't agree with you on this aspect of quotation, I want to say is that you offer than other suppliers甲首：既然这样就让我们讨论一下在回复好吗！So shall we have a discuss before replying?（讨论几分钟）甲项：刚才我们和财务讨论了一下，您看这样，我们愿意在手机上面做出一个让步，以每台1899的价格卖给你们，这样做相信你也看出我们的诚意啦！所以我们也希望您也能拿出您的诚意来给我们看看！Just now we have discussed with the financial, we are willing to make a concession on mobile phones. How about 1899 each? Do you believe our sincerity? So we also hope you can show us! your sincerity 。乙项：真的很高兴您能给我们这样的一个价格，我们也愿意接受这样的一个价格，为了表示我们的诚意，我们愿意接受贵公司的建议，相信这样您也看到我们的诚意了吧！Really glad you can give us this price, we are willing to accept this price. In order to show our sincerity, we are willing to accept your suggestion, and believe that you can see our sincerity!甲法：真的很高兴我们能有这样一个良好的谈判氛围，但是不知道贵公司的货款何时能打过来？I am really glad that we can have a so good atmosphere of negotiations, but I don't know when your payments will come to us?乙法：这个恐怕我们不能一次性付清，因为这个加起来也不是一笔大的数目，不如先让我们的财务介绍一下我们这边的财务状况吧！I'm afraid we cannot pay all, because all that makes a great number, let our financial introduce the financial condition。乙财：刚才我仔细的合算了一下，就我们的购货量还有贵公司给出我们的优惠，这笔费用加起来一共有上千万的金额，这么大一笔数额，我们也不可能一次就付清吧！所以我们提出分期付款的方式，您看则么样？I carefully economical just now , as we purchase quantity and your company provides preferential. This bill will added up to millions of money. Such a big amount, we can not pay you at once. So we suggest how about pay on the installment plan?甲财：我们也核算过了，这确实是一笔不小的数目，就是不知道贵公司是怎么一个分期付款的方式We also have economical, this is indeed a numerous amount. But i don't know how you will pay on the installment plan.乙财：我们提出的分期付款方式是在贵公司第一次货物到达后的一个星期内，经过我们的检验合格以后我们会在3天内进行付款，至于其他的尾款我们将在年底付清，不知道贵公司是什么意见We put forward the installment in your company is the first one week after the arrival of the goods, after our inspection s we will make payme in there days , as for the rest of the tail section at the end of the year we will pay you at the end of the year , what is your opinion？甲首：好！为了我们将来的继续合作，我们愿意接受贵公司的意见，接下来就让我们的秘书去起草相关的文件合同，希望我们的合作愉快，下次见面的时候就是我们签合同时候了！谢谢贵公司的到来Good! for our further cooperation, we are willing to accept your suggestion. Next let us secretary to draft the relevant contract, and ireally hope that our cooperation to be happy, Next time we meet will be the time when sign the contract.Thank you for your coming .乙首：很高兴我们的合作能够这么愉快，也感谢贵公司的接待，谢谢I am pleased that our cooperation could be so happy, thank you for your hospitality。（双方谈判人员起身握手，甲方目送乙方的离开）谈判结束