商務(wù)談判口語情景對話

　　莎：I’m glad to meet you here today.We aim to sign a satisfactory contract.Can we start now please?

　　聿：Ok!(models)

　　慧：We want your company to supply three models:SG1000，SG500,SG200.

　　丹：The SG1000 has some special additional features，because this model occupied a big share.

　　聿：The SG1000 will be costly because it has advanced technical features.

　　沙：it does not matter.

　　秀：Ok!How many do you want to order?

　　慧：For SG1000,we want 750,for SG500 we want 500,and for SG200 we want 300.

　　秀：First，we want to tell you the SG1000 is almost manufactured by other Korean firms.

　　莎：No,no,no.We want all the guitars are on KGC’s own factory.According to what we have known,the quality Korean supplier’s products are not as good as KGC’s.

　　秀：we receive many orders each year ,It’s impossible to manufactured all of them in our factory.So I suggest that you can order the SG200 more.WenKu.BLL.KeyWord丹：We can’t make a compromise about the quality.Quality is

　　the most important thing.We are sure that demand will good for the SG1000,the SG1000 must be manufacture by your own factory.Some of SG500 and SG200 can be manufactured by other factories.

　　聿：I can agree to that, but there is an extra requirement. You should order more SG200 and SG500.Besides，you should order larger quantities of the SG200.

　　慧：According to your suggestion,we only increase by 100 for the SG500,for SG200,we will increase to 600.Is it reasonable? 莎：It’s okay,if all the guitars sell well,we will place a larger order in there month’s time.

　　聿：Ok!

　　難：Now ，I’ll quote the price.

　　SG1000 US$920

　　SG500 US$550

　　SG200 US$475

　　莎：The price of SG500 and SG200 are reasonable.But the SG1000 is a little high.It can’t meet our normal profit margin,and the SG1000 is our best-selling.

　　丹：Although this is a first order,we want a discount of at least 6% off the quoted price and 10% on further orders of over 1,000.

　　難：I’m sorry we can’t accept that. Our company policy is to offer new customers 3% off list price for first order, and 5% second and further orders.

　　秀：But now we can offer you 4% off at most.

　　莎：Let me see..We can agree that unless the prices should be CIF San Francisco

　　難：Are you kidding! If you choose CIF, our prices must be increased by 5%.

　　丹：We can’t make a agreement now.Let’s leave aside for a moment.

　　僵局。。。。。。

　　男：Ok，now let’s talk about the guarantee. How about “One year guarantee”?

　　莎:One year is not enough.We hope the guarantee is at least two years.

　　男：Our products have high quality. Don’t worry about that. Maybe one and half year is ok!

　　丹：The long guarantee also is a selling point compared with others competitor,and it’s good for your company,too. 男：Ok! If you want , we can give you two year guarantee. 聿：As to the payment, you should pay it by bank transfer.

　　慧：We would like the letter of credit 60 days,this will give time

　　to sell the products.

　　聿：No, Our company lack of flow currency, Could you cash on delivery?

　　莎：Okay,we approve of that.We will pay for it as long as the goods arrive.

　　丹：Due to the Music Festival in California,it can stimulate demand.So the delivery should by June 1.

　　秀：If you require our company to deliver earlier. The price must be increased by 10% because of overtime payments to workers. 慧：The price is too high.If all the product by June 1st,we can give you 5% of overtime payments.

　　秀：I agree.

　　男：I hope we can have a contract with your company. I hope we can make business with you in the future.

　　莎：Actually we want to have a non-exclusive contract with you.If all the guitars sell well,we will have an exclusive contract with you.

　　聿：Let’s back to the point of transport. In my opinion, you should add the 5% to the purchase prices.

　　莎：That’s okay.That’s it,then.I think we’re covered everything.Wish us have a good cooperation.

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