第一小组实训商务谈判稿由刀豆文库小编整理，希望给你工作、学习、生活带来方便，猜你可能喜欢“商务谈判实训小组报告”。
电子商务实训——情景模拟商务谈判
成员角色分配：
刘旭
外商远东服装公司总经理（以下用刘表示）杨欢
南昌贸易出口公司总经理（以下用杨表示）黄珍珍
南昌贸易出口总经理秘书（以下用黄表示）
南昌贸易出口公司总监（以下用郑表示）
情景主要内容：
外商远东公司总经理刘先生经多次考察看中南昌贸易出口公司的丝绸，希望与南昌贸易公司达成这次交易。情景会话
1、电话预约
黄: This is Huangzhenzhen, the secretary of the Nanchang Foreign Trade Import & Export Corporation.May I speak to Mr.Liu? 刘: Yes Liu speaking.Mi huangI, thank you for your entertainment last Friday.黄: You’re welcome.刘: Well, I was just wondering if I could make an appointment to discu our busine matters.黄: Sure, just tell me when is convenient for you.刘: What about the day after tomorrow? 黄: Let me check.Hum, that will be Thursday.How does 9:00 a.m.sound? 刘: Fine.Thank you.黄: Then, I’ll arrange a car to pick you up at 8：30 a.m.the day after tomorrow.刘: It’s very kind of you.Thank you very much.But I would like to go to your company on foot because I want to enjoy the scene of prosperity of the ancient city.Can you tell me how far it is to you company, and how can I get there? 黄: About haft an hour walk.Turn to the left in front of your hotel gate and go along with the street, you will get to the railway station.Then turn to the right and take a ten minute’ s walk , you will get to our compay.2、商务谈判开始。
杨：Good morning, Mr.Liu.I want to open this morning’s talk by asking if you are interested in our textiles? 刘：Yes, Mi.Yang.We are thinking of placing an order.We hope to conclude substantial busine with you if your prices are reasonable.杨：Mr.Liu, it’s a great pleasure, to hear the information you offered.You have seen the exhibits at the Fair.May I know what particular items you are interested in? 刘：Besides silks, I’m interested in nearly all kind of the cotton piece goods, such as T-shirts, men’s shirts, blouses, sport shirts, lounge suits, women’s suits, even bathrobe, pajamas and so on.We are ready to negotiate busine on these things with you.郑：Do you feel that they will find a ready market in America? 刘：I think so, and we won’t have any difficulties in sale of these items.As you know, people in Europe and America have been tired of wearing synthetic fabrics.There is a tendency that more and more people like to buy cotton piece goods and silks.郑：As many people say, time proves that nature things are better than man-made ones.Wearing silks and cotton piece goods makes you comfortable.刘：Now, here is a list of my requirements.If you goods exported is as good as that of the samples displayed, and the prices are reasonable, we expect to place regular orders for fairly large numbers.杨：Mr.Liu, I can aure you of our fine quality and reasonable prices.Here are our latest quotation sheets, and you will see that our prices are most competitive.4、询盘与问盘。
刘：Mi.Yang, can you give us an indication of you prices about these goods? 杨：Thank you for your inquiry.But on what basis are we to offer, F.O.B.or C.I.F.? 刘：I’d like to have your lowest quotation C.I.F.San Francisco.郑：Would you please tell us the quantity you require so as to enable us to work out the offers? 刘：If you can quote us your lowest prices, we’d like to order 20000 dozen on each item.郑：The lowest prices of T-shirts, blouses, sport shirts, lounge suits and women’s suits are $80 per dozen C.I.F.San Francisco.The lowest prices of bathrobes and pajamas are $30 per dozen.Other cotton piece goods and silks are latest catalogues and price sheets in details.刘：Mr.Yang, I’d like to buy Human embroidery.Have you got the latest catalogues and price lists for this line? 郑：Of course, we have.Here you are.There are our catalogues and price lists for Human embroidery and other silks.I wonder what colors and patterns you like? 刘：Let me see.I think these patterns are quite good.The lowest C.I.F.Quotation San Francisco is….Oh, all your prices are on F.O.B.We’d rather have you quote us C.I.F.prices.杨：That is easy.I can ask our Shipping Department to work out C.I.F.prices.刘：When can I have your C.I.F.firm offer? 杨：We can work out the offer this afternoon, and give it to you tomorrow morning.5、报到岸价。
刘：Have you worked out the offers, Mi.zheng?
郑：Yes, we have.Here is our C.I.F.quotation sheet.Please have a careful look.刘：Are the prices on the list firm offers? 杨：During the term of validity, the prices on the list are firm offer.After the term of validity, all the quotations on the list are subject to our final confirmation.刘：I wonder whether there is any change in your prices? 杨：All these products are our best selling lines, because the patterns of these products are relatively popular in the international market.So the prices of our products will change according to those of the international market.刘：That means your prices will increase poibly.郑：Yes, there is such a tendency.刘：How long does your current offer remain valid? 郑：Our offer remains open for 3 days.刘：If your prices are favorable, we can book an order right way.郑：We may reconsider our price if your order is big enough.6、讨价还价。
杨：Have you gone over the quotation sheet, Mr.Liu? 刘：Take your time.I’ll go over the sheet right now.… Oh, Mi.Yang, you can’t be serious.I can tell you at a glance that your prices are much too high.Taking the silks, your prices are almost 25% higher than those in Japan.So it would be difficult for us to push any sales if we buy the goods at such prices.杨：Mr.Liu, I’m not joking, of course.You may notice that the prices for those commodities have gone up a lot in the international market since last month because the cost of production has risen a great deal recently and we also have to adjust our selling price accordingly.The prices we offer are fairly reasonable and competitive as compared with those in the international market.刘：I’m afraid I don’t agree with you on this point.Your prices are higher than those we have got from elsewhere, for example, the Japanese quotation is lower.郑：But, you should take quality into consideration.You know, the Chinese silks are famous all over the world, and so are the Chinese cotton piece goods.Our products are of high quality.Taking the quality into consideration, I think our prices are reasonable and favorable.刘：Yes, I know your quality is good.That is why we import your products.But the price can’t be so high.We also import the same kind of products from other countries.The quality is almost the same as yours, and the prices are usually 15% lower than yours.So, I don’t think the enduser would accept your prices.We only ask that your prices be comparable with others that is reasonable, I think.杨：As you wish, well, if your order is large enough, we are ready to reduce our price by 2% 刘：When I say your prices are much too high, I don’t mean they are higher merely by 2 or 3 percent.2% is nothing compared with 15%.杨：Then how much do you mean? Can you give me a rough idea: You mean you mean you want me to reduce 15%, right? 刘:Your unit price of your garments is 40 dollars higher on the average than we can accept.The price of silks is 20 dollars higher a yard.I suggest we meet each on the halfway.郑：Do you mean that we’ll have to make a reduction of 20 dollars in our unit price of garments, and 10 dollar a yard for the silks? That’s impoible.How can you expect me to make a reduction to that extent? 刘：To be frank with you, I can get an offer from another supplier.The prices are much lower than yours.If you insist on your present price, I have to accept the other offer.郑：Mr.Liu , according to what you said ,I really don’t know how I can pull this busine through , if we sell our goods at such prices you named, we shall lose our capital.Let’s meet each other halfway.Mutual efforts would carry us a step forward.刘：What’s your suggestion, then? 杨：The best we can do will reduce 10 dollars in our unit price of garment, and 5 dollars a yard for the silks.This is our rock bottom price.We can’t do more reduction.刘：Well, in order to get the busine, I can accept the price of your silks, but that still leaves a gap of 10 dollars about the unit price of your garments.Let’s meet each other half way once more, then the gap will be closed and busine will be done.杨： Mr.liu, you certainly have a way of talking me into agreeing with your prices.Well, for the sake of friendship, we may make another reduction of 5 dollars per piece.刘：I’m glad we’ve come to an agreement on price.Busine is closed at this price.7、谈论折扣问题。
刘：Mi yang, this time Intend to place a large order, but busine is almost impoible unle you give me a discount.郑：In principle, we usually won’t allow any discount , because we have made a big conceion.刘：We usually get a considerable discount, when we place such a large order from other suppliers.郑：But I don’t think you can get such favorable prices from anywhere else.刘：We have ordered such a large quantity that a discount, no matter how litter, should be allowed.杨：Considering the long-standing busine relationship between us, we shall grant you a special discount of 3% 刘：A 3% discount? It’s too little。We usually get a 10% discount from the European exporters.杨：I’m afraid I could not agree with you for such discount.In this way, it won’t leave us anything.Well, Mr.Liu, considering this is a new production, we may offer you allowance on a sliding scale.刘：Could you say it more exactly？
郑：Well, suppose your order comes to $100000, we will give you a 3% discount.And it goes up to 5% for purchase exceeding $300000 and 7%for $400000 and prorata.刘：Your proposal seems to be reasonable.All right.In order to get the busine, I accept.杨：We cut our prices again and again.Are you satisfied with the prices we talk.刘：Yes, generally speaking, I am satisfied with the prices because the quality of the product is good.Thank you for making this conceion, I accept it.郑：Now I’d like to repeat the price we have agreed on.The unit price of these garments is US $85 per piece C.I.F.San Francisco on the average.The unit price of the Human embroidery is US $45 per yard piece C.I.F.San Francisco.Is that right? 刘：What about the specifications? Don’t you fix the prices according specification of the commodity？
郑：We fix quality our prices on average about this commodity.Specifications are as shown in our catalogue.Would you accept such prices and co firm the above-mentioned terms? 刘：Taking the quality into consideration, I accept your prices though on slightly high side.杨：In respect to quality I don’t think the goods of other brands can compare with ours.These patterns are relatively popular in the world market.We strongly recommend you to accept it as our stocks are running low.刘：Since this is the case, we are willing to conclude this transaction.郑：Ok, let’s congratulate us on succe of it.刘：Pleasant cooperation!Hope that next time there are opportunities for cooperation.注：
FILO指的就是船舶出租人不负责货物装船费用，但负责卸船费用。
FIOST指的是船舶出租人不负责装卸、也不负责理舱费和平舱费。装卸费、平舱费、理(堆)舱费由承租人负担。
LIFO指的是船舶出租人负责装船费用，但不负责卸船费用。LINER TERM指的是船舶出租人负责装船和卸船的费用。
FOB即“装运港船上交货（„指定装 运港）”，是指卖方负责在合同规定的日期或时间内，在指定的装运港把货物装到买
方指定的船上，并负担货物越过船舷为止的一切费用和风险。
CIF “成本、保险费加运费（„指定目的港）是指卖方负责租船订舱，在合同规 定的日期或时间内，将货物装上运往目的港的船舶，负担货物装上船之前的一切费用
和风险，支付运费，并办理保险，支付保险费用。“到岸价”？
FCA，“货交承运人（„指定地点）”是指卖方只要将货物在指定地点交给由 买方指定的承运人，并办理了出口清关手续，即完成交货。买方承担交货之后的一切
风险和费用。
CPT “运费付至（„指定目的地）”是指卖方向其指定的承运人交货，但卖方 还必须支付将货物运至指定目的地的运费。买方承担交货之后的一切风险和其它费 用。
CIP“运费、保险费付至（„指定目的地）”是指卖方向其指定的承运 人交货，但卖方还必须支付将货物运至指定目的地的运费，买方承担卖方交货之后的一切风险和其它费用。但是，卖方还必须办理买方货物在运输途中灭失或损坏的保险。
