第一小组实训商务谈判稿

第一小组实训商务谈判稿（精选2篇）

篇1：第一小组实训商务谈判稿

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.Miss 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 discuss our business 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, Miss.Yang.We are thinking of placing an order.We hope to conclude substantial business 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 business 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 assure 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：Miss.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, Miss.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 possibly.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, Miss.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 impossible.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 business 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 business, 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 business 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.Business is closed at this price.7、谈论折扣问题。

刘：Miss yang, this time Intend to place a large order, but business is almost impossible unless you give me a discount.郑：In principle, we usually won’t allow any discount , because we have made a big concession.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 business 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 business, 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 concession, 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 success 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。

篇2：第一小组实训商务谈判稿

上周我们第一小组作为一个四川本地的材料包装公司拟定于绵阳雪宝乳业公司合作，现有三方企业进行模拟商务谈判，我们的对手是一个来自上海的大型的国际公司，他们的技术实力远远超出我们，但我们的优势再于距离近，而且是本地公司，所以价格略低。我们小组准备这场谈判的确是用了不少时间，不少精力，我们小组在组长的号召下一共进行了两次小组讨论，而且第一次讨论是全组都齐，讨论一直持续了一个小时，大家都积极发表自己的观点，努力寻找我方企业的优势和雪宝乳业的不足与优势，大家是很积极的。回去之后我们小组分工查找资料，每个人查到后就在群共享里面分享，大家相互发表自己的看法，最终我们在第二次讨论的时候确定好了最终资料和五位谈判人员。

我们主要找的资料有成都威之材料有限公司的简介和合作伙伴，雪宝公司的公司简介以及产品的销售情况，还有就是一些大型材料包装公司的优劣势分析。所谓知己知彼才能百战不殆，所以我们尽量找到雪宝公司的不足与问题，然后一项一项进行分析。对于我们的劣势我们也找出来，并且在承认自己劣势的前提下尽可能的掩盖自己的不足，将自身的劣势缩小甚至转化为优势，这就是我你们前期准备的资料。

纸上谈兵永远都是不行的，所以要想成功就得依靠在谈判桌上的随机应变和智慧去化解对方的刁难和尖锐的问题。因为我们是本地公司所以在谈判刚开始的时候就显得有点悠闲和自然，我们采用一种老朋们见面后的亲切和相互寒暄来增进对方的友谊，并且让对方觉得我们这次来是很随意的，没有经过我们的“老谋深算”的，可以一定程度上减轻对方对我们的警惕心理，减轻对方对我们的防备心理，可以更有利于我们公司对大局的掌控，其实是给对方公司设了一个圈套，然后让对方不知不觉的钻进来。接下来我们公司就开始说我们公司的优势，在介绍我们公司的时候我们还采用了一点夸张的语气，这样做是为让雪宝公司看到我们提供的产品确实物优价廉，遇见我们这样的合作伙伴是他们的福气。当对方公司问及我们公司包装材料的安全和创新的时候，我们意识到这是我们的劣势，因为我们公司生产的包装盒和像上海那样的大公司相比是确实有点不足，而且由于资金问题我们的创新能力肯定是跟不上的，所以我们就从雪宝公司规模小、针对主要提供人群为低消费者的情况入手，指出他们的乳制品只有用我们的包装盒成本才会保持的比较低，如果要是使用其他比较高端有创意的包装盒就会成本增加，可能会较少销量，进而影响自己企业的利润。