学习啦>演讲与口才>谈判技巧>

商务英语谈判实战对话

邓蓉分享

  语言是人类沟通的桥梁,英语则是国际商务谈判中双方沟通的桥梁,只有掌握好英语,并且拥有足够的谈判技巧,才能在国际商务谈判中获得足够优势,最后取得谈判的成功。下面学习啦小编整理了商务英语谈判实战对话,供你阅读参考。

  商务英语谈判实战对话:情景对话

  Botany Bay是家生产高科技医疗用品的公司。其产品“病例磁盘”可储存个人病例;资料取用方便,真是达到“一盘在手,妙用无穷”的目的。此产品可广泛使用于医院、养老院、学校等。因此Pacer有意争取该产品软硬件设备的代理权。以下就是Robert与Botany Bay的代表,Mark Davis,首度会面的情形:

  M: Mr. Liu, total sales onthe Medic-Disk were U.S.$ 100,000 last year, through our agent in Hong Kong.

  R: Our research shows most of your sales, are made in the Taipei area. Your agent has only been able to target the Taipei market(把……作为目标市场).

  M: True, but we are happy with the sales. It's a new product. How could you do better?

  R: We're already well-established in the medical products business. The Medic-Disk would be a good addition to our product range.

  M: Can you tell me what your sales have been like in past years?

  R: In the past three years, our unit sales have gone up by 350 percent; profits have gone up almost 400 percent.

  M: What kind of distribution capabilities(分销能力)do you have?

  R: We have salespeople in four major areas around the island, selling directly to customers.

  M: What about your sales?

  R: In terms of unit sales, 55 percent are still from the Taipei area. The rest comes from the Kaohsiung, Taichung, and Tainan areas. That's a great deal of untapped market potential(未开发的市场潜力), Mr. Davis.

  商务英语谈判实战对话:二人对话

  2001年12月4日 上午11时50分24秒 Robert说明Pacer在行销与技术上的基础后,终于取信了Mark, 也为此谈判迈开成功的第一步。在谈判佣金鱼合约期限这类议题之前,Robert想先确定一些条件,包括独家代理权与Botany Bay所能提供的协助。你知道Robert运用了哪些技巧,才不会让Mark以此作条件来威胁Pacer让步?我们看看Robert怎么说:

  M: Mr. Liu, what kinds of sales do you think you could get?

  R: Well, to begin with, we'd have to insist on sole agency in Taiwan. We believe we could spike(激增) sales by 30% to 40% in the first year. But certain conditions would have to be met.

  M: What kinds of conditions?

  R: We'd need your full technical and marketing support.

  M: Could you explain what you mean by that?

  R: We'd like you to give training to our technical staff; we'd also like you to pay a fee for after-sales service.

  M: It's no problem with the training. As for service support, we usually pay a yearly fee, pegged to(根据)total sales.

  R: Sounds OK, if we can come to terms(达成协定) on how much is fair. As for marketing support, we would like you to assume 50% of all costs.

  M: We'd prefer 40%. Many customers learn about our products through international magazines, trade shows, and so on. We pick up the tab(付款)for that, but you get the sales in Taiwan.

  R: We'll think about it, and talk more tomorrow.

  M: Fine. We'd like you to tell us about your marketing plans.


商务英语谈判实战对话相关文章:

1.模拟商务谈判对话英文版

2.商务谈判英文情景对话

3.常用商务英语谈判对话-开场介绍篇

4.商务价格谈判英文对话

5.商务谈判英语价格对话

6.国际商务谈判对话

7.商务英语写作实训心得体会3篇

8.商务谈判英语口语对话

    1050998