英文商务谈判实例 - 范文无忧网

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商务谈判实例(一)

今天Robert的办公室出现了一个生面孔――Kevin Hughes，此人代表美国一家运动产品公司，专程来台湾寻找加工。接洽的加工产品市运动型磁质石膏护垫，受伤的运动员包上这种产品上场比赛，即可保护受伤部位，且不妨碍活动。现在，我们就来看看两人的会议现况：

R: We found your proposal quite interesting, Mr. Hughes. Wed like to weigh the pros and cons(衡量得失)with you.

K: Mr. Robert Liu, weve looked all over Asia for a manufacturer; your pany is one of the most suitable.

R: If we can settle a number of basic questions, Im confident in saying that we are the most suitable for your needs.

K: I hope so. And what might be the basic questions you he?

R: First, do you intend to take a position in(投资于)our pany?

K: No, we dont, Mr. Liu. This is just OEM.

R: I see. Then, the most important thing is the size of your orders. Well he to invest a great deal of money in the new production process.

K: If you can guarantee continuing quality, we can sign a mitment for 75,000 pieces a year, for five years.

R: At U.S. $1000 a piece, well make an erage return of just 4%. Thats too great a financial burden for us.

K: Ill check the number later, but what do you propose?

R: Heres how you can demonstrate mitment to this deal. Make it ten years, increase the unit price, and provide technology transfer.

商务谈判实例(二)

Robert在前面的谈判最后提出签约十年的要求，Kevin会不会答应呢?如果答案是否决的话，Robert又有何打算?他一心为公司的利益打算，极力争取技术转移地协定，而对方会甘心出让此项比金钱更珍贵的资产吗?请看以下分解：

K: We cant sign any mitment for ten years. But if your production quality is good after the first year, we could extend the contract and increase our yearly purchase.

R: That sounds reasonable. But could you shed some light on(透露)the size of your orders?

K: If we are happy with your quality, we might increase our purchase to 100,000 a year, for a two-year period.

R: Excuse me, Mr. Hughes, but it seems to me were giving up too much in this case. Wed be giving up the five-year guarantee for increased yearly sales.

K: Mr. Liu, youve got to give up something to get something.

R: If youre asking us to take such a large gamble(冒险)for just two years sales, Im sorry, but youre not in our ballpark(接受的范围).

K: What would it take to keep Pacer interested?

R: A three-year guarantee, not two. And a qualilty inspection(质量检查)tour after one year is fine, but wed like some of our personnel on the team.

K: Acceptable. Anything else?

R: Wed be making huge capital outlay(资本支出)for the production process, so wed like to set up a technology transfer agreement, to help us get off the ground(取得初步进步).

商务谈判实例(三)